Nutanix FY17 Partner Network

Reseller Program Guide

September 2016 August 2017

Nutanix Partner Network Reseller Program Guide

NUTANIX PARTNER NETWORK | 2

Table of Contents

Welcome to the Nutanix Partner Network (NPN) Reseller Program ............................................................................ 5

Nutanix Partner Network Reseller Program Overview .................................................................................................. 6

Reseller Levels .......................................................................................................................................... 6

Program Benefits ...................................................................................................................................... 6

Partner Requirements and Commitments ...................................................................................................................... 7

Partner Agreement .................................................................................................................................... 7

Partner Compliance .................................................................................................................................. 7

Regional Requirements ............................................................................................................................. 7

Annual Revenue Requirement .................................................................................................................. 7

Training and Certified Requirements ........................................................................................................ 7

Annual Partner Review ............................................................................................................................. 8

Business Planning and Reviews ............................................................................................................... 8

Program Non-compliance ......................................................................................................................... 8

Web Content Syndication .......................................................................................................................... 8

Purchase Orders ....................................................................................................................................... 8

Training and Certifications .......................................................................................................................................... 10

Nutanix Training Methodology ................................................................................................................ 10

Nutanix Sales Academy for Partner Sales Representatives ............................................................... 10

Nutanix Partner Systems Engineer Training ....................................................................................... 12

Other Non-Certification Training ......................................................................................................... 13

Financial Benefits ........................................................................................................................................................ 14

Deal Registration ..................................................................................................................................... 14

Competitive Takeout Program ................................................................................................................ 16

Profit Enhancement Program .................................................................................................................. 16

Funded Headcount .................................................................................................................................. 16

Services Benefits ......................................................................................................................................................... 17

Nutanix Consulting Partner (NCP) Program ........................................................................................... 17

NCP Terms and Requirements ............................................................................................................... 20

Nutanix on UCS* ..................................................................................................................................... 21

Sales Support Benefits ................................................................................................................................................. 23

Access to NPN Online ............................................................................................................................. 23

Access to Nutanix Events ....................................................................................................................... 23

Not-For-Resale (NFR) Discounts and Requirements ............................................................................. 23

Business Planning and Reviews ............................................................................................................. 23

Nutanix Partner Network Reseller Program Guide

NUTANIX PARTNER NETWORK | 3

Technical Assistance .............................................................................................................................. 23

Knowledge Base and Forums ................................................................................................................. 23

Marketing Benefits ...................................................................................................................................................... 24

Market Development Funds (MDF) ......................................................................................................... 24

Co-Marketing Materials ........................................................................................................................... 25

Partner Logos .......................................................................................................................................... 25

Partner Communications ......................................................................................................................... 25

Customer Success Stories ...................................................................................................................... 25

Additional Terms and Conditions ................................................................................................................................ 25

Compliance with Laws ............................................................................................................................ 25

Intellectual Property Rights ..................................................................................................................... 26

Limitation of Liability ................................................................................................................................ 26

Taxes ....................................................................................................................................................... 26

Nutanix Partner Network Reseller Program Guide

NUTANIX PARTNER NETWORK | 4

The following information supplements the Nutanix Partner Program known as the Nutanix Partner

Network (NPN) to create a Program guide for Partners who are classified as resellers (Resellers). It

includes an overview of the Program, its benefits and requirements as well as details on rules of incentive

Program participation. Nutanix reserves the right to update the Program as needed, and information in

this document is subject to change. If you have questions regarding the Program specifics, please contact

your Nutanix Channel Sales Team.

Nutanix Partner Network Reseller Program Guide

NUTANIX PARTNER NETWORK | 5

Welcome to the Nutanix Partner Network (NPN) Reseller Program

The NPN Reseller Program delivers benefits, incentives and sales resources that are designed to help

you drive new opportunities and increase your profitability when selling Nutanix solutions and services. As

a Nutanix Reseller you can take advantage of exceptional sales and technical training, marketing and

sales tools, and sales and technical support which enable you to offer valued expertise to your end users.

Nutanix is committed to offering Resellers robust benefits and incentives as well as ensuring we are easy

to do business with, paving the way for greater mutual success. Our deal registration platform, online

partner portal and simplified bill of materials BOMs are just some of the ways we are working to make

the program benefits more accessible and easy to manage.

If you have any questions regarding the Program requirements and benefits, please email the NPN team

at partnerhelp@nutanix.com.

Nutanix Partner Network Reseller Program Guide

NUTANIX PARTNER NETWORK | 6

Nutanix Partner Network Reseller Program Overview

Reseller Levels

Nutanix Authorized Reseller Partners have a basic partnership with Nutanix. As an Authorized Reseller

Partner you will have access to deal registration, online product training co-branded materials, and

access to Nutanix end user