Nutanix FY17 Partner Network Reseller Program Guide

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



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



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.



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 [email protected].



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 and technical support.

Nutanix Premier Reseller Partners have access to training and certification, deal registration, market

development funds (“MDF”), co-branding opportunities, and incentive programs which help to grow their

Nutanix practice.

Nutanix Elite Reseller Partners are by invitation only. Elite Reseller Partners have greater access to

incentive and marketing programs, leads and promotional opportunities along with deal registration and

deep dive technical training.

Program Benefits

AUTHORIZED PREMIER ELITE

Financial Benefits Deal Registration

Competitive Takeout

Profit Enhancement

Funded Headcount

Services Benefits Ability to sell Nutanix Services

Ability to sell Nutanix on UCS

Sales Support Benefits Access to NPN Portal

Access to Nutanix Events

NFRs

Business Planning and Reviews

Technical Assistance

Access to Knowledge Base and

Support Forums

Marketing Benefits MDF

Co-branded Marketing Assets

Partner Logos

Partner Communications

End user Success Stories



Partner Requirements and Commitments

AUTHORIZED PREMIER ELITE

Signed NPN Program Enrollment

Agreement Terms and Conditions

Annual Partner Review

Annual Revenue

For US $250K USD and

< 3 closed sales $1M USD and


< 50 closed sales

For Rest of World $100K USD and

< 1 closed sales $500K USD and


< 10 closed sales


Web Content Syndication

Training and Certifications See Training and Certifications section for details.

Partner Agreement

All partners must have enrolled in the Nutanix Partner Network to qualify for Nutanix NPN Reseller

Program benefits.

Partner Compliance

Nutanix Partners are expected to act with integrity and be ethical and accountable in their dealings with

both Nutanix and their end users. Additional requirements may include, but are not limited to, additional

agreements, business reviews or specific compliance training.

Regional Requirements

Partners may be expected to abide by additional regional program requirements. Your local regional

Nutanix sales team will provide information to you if you have additional regional requirements.

Annual Revenue Requirement

An annual revenue requirement is defined as the amount of product and services revenue that must be

met or exceeded over four full quarters after enrollment to be eligible to maintain level status in the

Reseller Program. Product revenue is defined as the purchase price paid by partner for Nutanix

hardware, software, and services, whether purchased through distribution or directly from Nutanix. Please

refer to the Partner Requirements and Commitments chart above for specific revenue targets by country.

Training and Certified Requirements

Partners at all levels must ensure that the required number of sales and technical personnel complete

Nutanix product training. Partners must also ensure their sales and technical personnel stay current with

product and solution training when updates are made available. Please see the Training and

Certifications section for details.



Annual Partner Review

After the first consecutive twelve (12) months as an Authorized Partner, Partner will participate in a

business review with the Nutanix channel sales team. If the p\Partner complies with the program

requirements no change is made. After that, Partners at the Premier and Elite levels will participate in

quarterly business reviews (QBRs).


All Partners are required to have an annual Nutanix business plan which coordinates with their Annual

Partner Review. Partners at the Premier and Elite levels are required to have a detailed business plan

which includes demand generation activities, as well as participate in Quarterly Business Reviews

(QBRs).

Program Non-compliance

If Nutanix identifies a Program compliance issue, the Partner will be notified of the infraction and placed

on a probationary period for ninety (90) days until the issues can be remediated. If the Partner complies,

no changes will be made to the participation of status in the NPN Reseller Program.

If the Partner is unable to comply, Nutanix, at its discretion, will issue a thirty (30) day “cure notice” as an

additional grace period for partner to comply.

If the Partner does not correct the identified issues following the thirty (30) day “cure notice, the Partner

will be removed from the Reseller Program, and is not eligible to participate in the Program for at least six

(6) months.

Web Content Syndication

All managed partners at the Premier level are required to participate in Nutanix web content syndication

in their online resources. For more information, please contact Nutanix Partner Marketing at

[email protected] or your channel sales team.

Purchase Orders

Partners purchasing through distribution will receive their specific purchasing terms and requirements

from their elected Distributor. All other Partners buying directly from Nutanix should follow the following

guidelines.

Nutanix reserves the right to change PO requirements at any time.

When ordering Nutanix products and services, it is imperative that your purchase orders provide all the

necessary information to process and ship your orders in a timely manner. Please review the guidelines

below to ensure your purchase orders met our specifications for processing.

If you have any questions, please do not hesitate to contact your Nutanix Sales Rep or send an email to

[email protected].

A Purchase Order must be submitted with the following attributes:

o Issued to the correct Nutanix Entity on company’s standard purchase order form



For US, Canada or Latin America orders, please use the following address: Nutanix Inc.,

1740 Technology Drive, Suite 150, San Jose, California 95110 United States

For EMEA and APAC orders, please use the following address: Nutanix Netherlands B.V.,

Scorpius 100, 2132 LR Hoofddorp, Netherlands

o Date

o Purchase order number

o Complete Bill To information: company name, address, contact name, phone number and

email

o Complete Ship To information: company name, address, contact name, phone number and

email

o Payment terms of Net 30 or per contractual agreement

o Shipment/Incoterms FCA Origin

o Nutanix quote number

o Nutanix part numbers and unit price

o Quantity for each line item

o Purchase Order total amount in USD

o Authorized signature in any form, applicable only if PO has a signature line: individual

signature, electronic signature, typed signature, and/or company seal

The Purchase Order must be in the English language.

The Purchase Order must include the asset owner’s company name, address, contact name,

phone number and email.

It also must include the ultimate installation site company name, address, contact name, phone

number and email.

Shipping Method must be provided. If no shipping method is provided, Nutanix freight carrier will

be used and freight charges will be billed to the reseller/distributor. If another carrier is preferred,

please provide freight forwarder/courier name, service level, account number and local contact

name, phone number and email.

For renewal, upgrade, and conversion orders, please provide serial number/s.

For international orders, reseller or distributor must provide the Importer of Record (IOR)

responsible for customs clearance. The following information must be provided.

o IOR city must be the same as the Ship To city

o IOR Name

o IOR Street Address

o IOR City

o IOR State

o IOR Zip

o IOR Country

o IOR Contact name, phone number and email

o EU Countries must provide Value Added Tax (VAT) number. APAC or Non-EU countries are

excluded from this requirement.

PLEASE NOTE: Some countries may be required to provide additional information to meet purchasing

and corporate compliance guidelines, or specific country laws.



Training and Certifications

Partners at all levels must ensure that the required number of sales and technical personnel complete

Nutanix product training. Partners must also ensure their sales and technical personnel stay current with

product and solution training when updates are made available.

Below is a matrix of training requirements for each Reseller Program partner level:

ACCESS AUTHORIZED PREMIER ELITE

SALES Nutanix Platform Sales

Representative (NPSR) Online 2 4 8

Nutanix Platform Sales Specialist

(NPSS) Online 2 4 8

Nutanix Platform Sales Champion

(NPSC) Online 1 2 4

Nutanix Platform Sales Expert (NPSX) Online 1

PRE-SALES Nutanix Platform Sales

Representative (NPSR) Online 2 4 8

Nutanix Platform Systems Engineer

(NPSE) Online 2 4 8

Nutanix Platform Professional (NPP) ILT/vILT N/A 1 2

POST SALES Nutanix Platform Systems Engineer

(NPSE) Online 2 4 8

Nutanix Training Methodology

Nutanix is committed to developing Partner competencies in line with how Nutanix enables its own

systems engineers and account managers. Nutanix has a well-defined competency map which trains its

Partners on increasing levels of complexity.

In order to minimize Partners’ travel and face time commitments, Nutanix has developed a

comprehensive web-based accreditation curriculum known as Sales Academy for Account Managers as

well as an intense web-based curriculum and hands-on certification track for Nutanix Platform Systems

Engineer.

NUTANIX SALES ACADEMY FOR PARTNER SALES REPRESENTATIVES

Nutanix Sales Academy is geared towards developing core sales competencies on Hyper Converged

Infrastructure (HCI).



Nutanix offers the following certifications which may be updated from time to time.

Nutanix Platform Sales Representative – NPSR

This certification focuses on the basics of the convergence market, the benefits of the Nutanix

and partnered offerings, how to sell the offering, how to respond to objections, the TCO/ROI

advantages, and the available tools and resources. The general objectives and outcome of this

certification are as follows:

Recognize a primary Nutanix use case

Identify 3-5 basic pain points

How to respond to basic objections

Qualify the opportunity

Identify business stakeholders

Pitch “Why Nutanix” / knowing and talking business value

Have the basic TCO/ROI discussion

Nutanix Platform Sales Specialist - NPSS

This certification gives a more in-depth look at the Nutanix solution compared to the competition.

It also shows how to validate the value of Nutanix, how to identify end user pain points and how

Nutanix solves them, how to sell Nutanix to various business sectors and workloads, and what

demos and resources are available for end users. The general objectives of this certification are

as follows:

Validate primary use case

Drill down and expand on pain points

Gather high-level solution requirements

Identify competing solutions

Position Nutanix as a leader / Talk to business value

Propose a high-level solution for use case

Leverage demonstrations

Do a scripted controlled Prism demo

Relate before and after stories to support the end user

Nutanix Platform Sales Champion – NPSC

This certification gives a deeper dive into the start to finish deal process, focusing on best

practices on how to take Nutanix deals from start to close, along with the tools and resources our

own team uses to talk to C-levels and win deals. The general objectives of this certification are as

follows:

Presenting to C-Level

TCO/ROI – Articulating the Business Value of Nutanix

Leveraging support to sell with confidence Identify competing solutions

Closing Solution Opportunities

Closing Industry Opportunities



Nutanix Platform Sales eXpert Certification – NSPX - Required for Elite Partner

NPSX, unlike the three previous levels of the Sales Academy, is not a training, but a certification.

Once you complete all of the above levels, you are eligible to become certified as an NPSX.

You must be nominated by a Nutanix sales or channel person and approved by the regional

sales leader

You must appear before a live, in-person Nutanix sales panel to defend a recent sale -

answering questions and responding to scenarios.

You must be a team member of at least two closed deals, one of which were partner initiated.

You must have shown performance consistency with involvement in a minimum of 2 closed

deals.

You must have completed and show proficiency in all levels of the Nutanix Sales Academy

NUTANIX PARTNER SYSTEMS ENGINEER TRAINING

The following certification tracks and trainings are mandated for all systems engineers:

Nutanix Platform Sales Engineer (NPSE)

The NPSE certification focuses on a deeper technical view of the Nutanix solution, a product

demo, a review of key use cases and a discussion on competition. The general objectives of the

certification are as follows:

Understanding of basic Nutanix Technical Concepts

Product Demo: Understanding how to demo the Nutanix Product

Understand the most popular uses cases that get deployed on the Nutanix Platform:

o Server Virtualization

o Desktop Virtualization

o Disaster Recovery

o Private & Hybrid Cloud

o Big Data & Other Workloads

Basic understanding of the competitive landscape for Nutanix

Nutanix Platform Professional (NPP)

Nutanix Platform Professional (NPP) is the core technical certification for the Nutanix platform.

Virtualization professionals with NPP status are qualified to install, configure and manage the

Nutanix platform. The general objectives of the training are as follows:

Basic understanding of the Nutanix Platform

How to perform basic Cluster Configuration and Management

How Hypervisor Integration works on Nutanix

How Integrated Data Protection

Understanding Cluster Architecture & How to maintain it

Monitoring and Troubleshooting

How to perform health checks



OTHER NON-CERTIFICATION TRAINING

In addition to the formal training mentioned above, Nutanix provides several training courses on the latest

product feature updates as well as providing valuable training through webinars and in-person delivery

methods on several complimentary technologies. Partners are strongly encouraged to attend additional

training provided by Nutanix Channel and Product Management teams in order to remain current with

Nutanix technologies.

ACCESS

SALES Boot Camps In Person

PRE-SALES Major Release Technical Webinars Online

Solutions & Alliances Webinars Online

Nutanix Ready Boot Camps In Person

NUTANIX ON UCS PARTNERS ONLY Nutanix on UCS Selling Online

Nutanix on UCS Technical Selling Online

Nutanix on UCS Install and Configure Online



Financial Benefits

Deal Registration

Nutanix’s Deal Registration program protects and rewards authorized NPN Resellers for the identification,

qualification, and close of sales opportunities and promotes strong working relationships and open

communication.

Deal Registration is opportunity based, and Partners that are awarded a registration from Nutanix will

receive Deal Registration discounted pricing for the time period described on the registered opportunity,

and the possibility of additional discounts over other potential Partners. Discounts are defined by the

Partner’s level and program status in the Nutanix Channel Program, product type, and Deal Registration

status.

In order for a registration to be awarded, Nutanix will review the Deal Registration information, potentially

contact the partner/end user, and evaluate if the minimum criteria described below are met.

To access Deal Registration, please visit https://my.nutanix.com and log in. Then select the Deal

Registration Portal tile.

For more details on how to register deals, please download the Partner Admin Users Guide available on

the partner portal.

For a deal to be registered, the potential deal needs to meet the following criteria:

The Partner must be actively engaged with the end user account.

Complete Deal Registration information must be submitted for consideration. Incomplete forms will

be sent back to the Partner for completion.

The registration submission must be for a valid opportunity. Before submitting the Deal

Registration, the Partner must have performed significant pre-sales efforts such as, but not limited

to: meeting with the end user, qualifying the deal and determining a need for a Nutanix solution,

and helping the end user to quantify a budget or project requirements for Nutanix products and

services.

Nutanix Sales must be able to successfully contact the Partner contacts submitted on the Deal

Registration form.

No other Partner has an active and approved Deal Registration on the opportunity within the Deal

Registration period.

The Partner must present Nutanix (or OEM equivalent) solution to end user if awarded the Deal

Registration.

Each deal must represent a single opportunity with a single end user. Partners cannot register an

account or combine opportunities. Deal Registration is applied to a single opportunity/order at a

time and additional opportunities need to be registered individually.

Deal Registration Period: Deal Registration is valid for 90 days after the approval date. Nutanix may

grant an extension to any Deal Registration in its sole discretion. Factors for extension include, but are

not limited to, whether the Partner is still actively engaged and progressing with the opportunity.



Registering a Platform: At time of registration, the Partner will be asked to identify the hardware platform

it will quote to their end user. In the event Partner wants to quote and sell an OEM solution, it will be

redirected at time of registration to work with its preferred OEM partner. If the platform has yet to be

decided, the Partner will be allowed to submit the Deal Registration as “undecided”. The Partner will be

given four (4) weeks to decide what platform it wants to present to the end user. During this time period,

no other Deal Registrations received from another Partner for this opportunity will be approved by

Nutanix. All Partners are eligible to request non-registered pricing. In addition, quotes only at un-

registered pricing beyond List Price can be provided to the partner for the opportunity. If a platform is not

selected within the four weeks, the Deal Registration will be denied.

Non-Exclusive Deal Registration: Deal Registration may be granted to more than one Partner for

opportunities such as, but not limited to, RFP’s or public sector requirements. Each scenario will be

evaluated individually, and if approved, it will be by a deal by deal basis. In the event a non-exclusive

Deal Registration is granted, the Partners involved will be notified.

Reasons for Cancelling a Deal Registration: Nutanix reserves the right to revoke a Deal Registration at

any time if it determines, in its sole discretion, that the minimum criteria for a Deal Registration has not

been met. Such circumstances include but are not limited to the following:

The end user expresses dissatisfaction with the Partner and indicates it will not purchase from the

Partner.

Partner is unresponsive to the end user and/or Nutanix after repeated requests.

Partner does not present Nutanix (or OEM equivalent) solution to the end user.

Partner agreement with Nutanix has expired or is terminated.

Deal Registration Extension: If a Deal Registration is about to expire or has expired within 2 weeks, a

request for an extension may be granted, provided that no other Partner has an approved Deal

Registration. Extension requests should be submitted by Partner to their Nutanix sales rep. If approved,

extensions will not exceed 60 days.

SLAs: Nutanix will endeavor to provide a response within 72 business hours as to whether the Partner’s

registration is approved or denied. If the end-user is identified as a Global Account, or a US Federal

Account, Nutanix will endeavor to provide a response within 7 business days.

Disputes: Partners must submit any disputes regarding the Deal Registration program to Nutanix

Channel Operations at [email protected]. A detailed explanation of the dispute, with supporting

materials, must be submitted for review prior to any legal action or formal dispute resolution process.

Please visit NPN Online for video demos of the Deal Registration program. They are located under

“Managing Deal Registrations”.

If you require assistance with Deal Registration, please email [email protected] or contact the

Nutanix sales team.



Competitive Takeout Program

The NPN Competitive Takeout Incentive Program (“Competitive Takeout Program”) is available to

Premier and Elite Partners for the development of dedicated competitive takeout programs that

successfully replace competitive products in the end user environment.

The Competitive Takeout Program rewards Partners after proof of competitive takeout is presented,

reviewed and approved by Nutanix Channel Management. Funding is proposal-based only.

The Competitive Takeout Program is at the complete discretion of the Nutanix Channel Team and Senior

Channel Management.

Partner Eligibility: The Partner must be a Partner in good standing with a current signed NPN Program

Enrollment Agreement Terms and Conditions and agree to all terms and conditions of the Competitive

Takeout Program.

Program Terms:

All Competitive Takeout Program proposals must be made in writing to the Nutanix Channel team.

Competitive Takeout incentives will only be provided for deals that are registered by the requesting

partner.

The Partner agrees to provide all required proof of performance documentation as required by

Nutanix.

The Partner agrees to receive the “reward” for a successful competitive takeout as a backend

rebate, to be determined at Nutanix’s sole discretion.

Profit Enhancement Program

The NPN Profit Enhancement Program (“PEP”) is available to Elite Resellers as a reward for exemplary

selling, referrals or as a profit bonus. PEP may apply to Partner referrals, a deal taken direct, or as a profit

bonus for lost margin.

PEP is at the complete discretion of the Nutanix Channel team and Senior Channel Management.

Partner Eligibility: The Partner must be in good standing with a signed NPN Program Enrollment

Agreement Terms and Conditions and agree to all terms and conditions of the PEP

PEP Terms

All decisions on rewards are made at the sole discretion of Nutanix channel team and senior

channel management.

All decisions made by the Nutanix Channel Team and Senior Channel Management on who they

reward under this program are final and confidential.

Funded Headcount

The NPN Incentive Head Count Program allows Nutanix Partners to recruit, hire and fund sales and SE

resources who are dedicated to growing the Nutanix business within the Partner’s sales environment.



This program allows dedicated manpower to be focused on Nutanix product strategy and sales goals

aligned with the partner’s Nutanix business development plan.

This program is discretionary and proposal-based. It is also limited to partial funding of resources salary;

the Partner is responsible to ensuring the individual receives salary and benefits commensurate with their

position.

The program and its terms is available to authorized Nutanix partners at the Elite level only and at the

discretion and approval of the Nutanix Channel team

Partner Eligibility: The Partner must have signed a current NPN Program Enrollment Agreement Terms

and Conditions to act as an authorized Nutanix product Reseller or Distributor and be in compliance with

all Program Terms below.

Program Terms

Partner is required to sign the Nutanix Incentive Headcount addendum to the Nutanix Partner

Network Program Enrollment Terms and Conditions (the “HC Agreement”) prior to or receiving any

funding.

Incentive Head Count (“IHC”) personnel are employees of the Partner, and are not employees of

Nutanix, and Partner shall remain solely responsible for all salary, benefits and other employment-

related obligations to the Incentive Head Count personnel, including any expenses associated with

such personnel’s termination of employment. Subject to such personnel meeting the specific sales

and/or performance goals agreed upon between Nutanix and the Partner and completing the

required Nutanix training within the prescribed timelines, Incentive Head Count personnel are

financially supported at a fixed cost for a full year depending on the original date of the Headcount

Agreement, and reimbursed quarterly for personnel costs incurred during the prior quarter, which

costs will be pro-rated if the IHC personnel have not been employed by partner for the full quarter

or if the Headcount Agreement terminates during that quarter.

Nutanix agrees to partially fund each individual for one (1) year, with a milestone assessment after

the first six (6) months. Nutanix shall have the option to terminate the Headcount Agreement

immediately if the individual has not met specific sales and/or performance goals after the first six

(6) months or if the individual has not completed the required Nutanix sales and product training

within the first sixty (60) days of employment.

The Partner and Nutanix must agree to quarterly milestone reviews of the IHC personnel, and each

individual must have clearly defined quarterly metrics, to be developed collectively by the Partner

and Nutanix, and provide reporting on their achievement of such metrics to Nutanix.

Services Benefits

Nutanix Consulting Partner (NCP) Program

The Nutanix Consulting Partner program (“NCP”) enables Partners to deliver service offerings

professional services defined by Nutanix Services to Nutanix end users. NCP has two levels: Authorized

and Premier. NCP resides outside the Nutanix NPN Partner Program, and should be considered a benefit

to Resellers to wish to sell Nutanix Services.



The Nutanix Services portfolio is enhanced by Nutanix intellectual property, best practices – and extends

to infrastructure deployment, migration, integration and optimization services. Nutanix Consulting

Partners are empowered to deliver the highest quality of service and richest end user experience by

leveraging Nutanix Services intellectual property. Project-completion surveys are required to demonstrate

your Quality of Service (QoS) ratings to Nutanix. Partners will also be able to provide formal knowledge

transfer to end users by utilizing Nutanix templates and documentation.



Engagement Delivery Models: As a Nutanix Consulting Partner, you can sell and deliver Nutanix

services in two engagement models:

Direct: You resell and deliver Nutanix services directly to the end user. You can brand these

services as your own, or leverage Nutanix’ Services portfolio. In this model, you contract your

services directly with the end user.

Subcontractor: You are engaged as a subcontractor by Nutanix Services to deliver end user

engagements based on a mutually agreed opportunity model. These services are Nutanix

branded and the Services contract is between the end user and Nutanix.

Partner Eligibility: The NCP program is open to all Nutanix Partner Network (NPN) partners with an

active professional services practice focused on datacenter infrastructure and virtualization. Qualified

partners will have access to the following resources and benefits following their completion of program

requirements:

Nutanix product training

Nutanix Solution Intellectual Property* templates, tools and best practices

Nutanix generated Services opportunities

NCP co-marketing materials and partner logos

Service Delivery leads to additional services engagements

*Additional fee may apply for usage of Nutanix Services Intellectual Property.



NCP Terms and Requirements

NCP SERVICES

AUTHORIZED

NCP SERVICES

PREMIER

Annual Program Fee No fee $15,000

Certified Virtualization Professionals on Staff (VCP, Citrix,

etc.) 5 5

Certified Nutanix Platform Sales Representatives (NPSR) 2 2

Certified Nutanix Platform Sales Engineers (NPSE) 2 2

Certified Nutanix Platform Professionals (NPP) 2 5

Complete “Nutanix Core Competency: Install & Configure

Online Training” Required Not Required

Complete Nutanix Consulting Partner Bootcamp Training

(4 day class)

Not Applicable Required: 2 Student

seats included in

Program Fee

NCP must adhere to Nutanix Services Delivery Practices and

utilize appropriate Delivery Toolkit on all engagements.

Not Applicable Required: License to

use Delivery Toolkits

included in program

fee

NCP must submit completed end user project deliverables

to Nutanix Services PMO-Operations at close of project

Not Applicable Required

NCP must obtain end user signature on Nutanix Milestone

Completion Form (MCF) as well as End User Feedback

Survey upon completion of project and report results to

Nutanix Services PMO-Operations. Complete required

Nutanix Services Project Completion documentation and

Nutanix Services End User Satisfaction Survey scoring.

Target partner CSAT score is 9.01 (on a 1.0 to 10.0 scale). 1 Target CSAT Score is subject to change. A NCP may be subject to

exclusion from this program for repeatedly missing Target CSAT Score.

Not Applicable Required

Not-For-Resale (NFR) Equipment – If partner does not

already have equipment, Nutanix Services highly

recommends acquiring equipment to support your services

practice.

Optional Optional



Nutanix on UCS*

Partners may sell, integrate and deploy to UCS C-series end users Nutanix Acropolis and Prism software

on Cisco® UCS®. Nutanix created a new software-only approach specifically for UCS end users who

may not be inclined to migrate their platforms to the Nutanix NX family nor to our OEM partners, Dell and

Lenovo.

Partner Eligibility: This is available to all Partners who are Cisco UCS authorized Partners and who have

successfully meet all the requirements to design, sell and support a Nutanix on Cisco UCS environment.

The Partner must be a current Cisco UCS partner at a minimum level of Premier.

Required Training: Partner must be compliant with Nutanix partner training requirements, inclusive of:

Minimum of 1 Certified Nutanix platform sales representative (NPSR)

Minimum of 1 Certified Nutanix platform sales engineer (NPSE)

In addition, partners will be required to have the following training:

o Minimum of 1 Certified Nutanix platform professional (NPP)

Required Training

Nutanix has created Nutanix on UCS training for qualified Partners. These online training courses quickly

enable sales and technical partner resources to define, configure, position and install Nutanix on UCS

solutions. This core competency training is outlined in three tracks:

Nutanix on UCS Selling - This training course is designed to answer the “what” and the “how” to

selling Nutanix on UCS. This online course is targeted to the Partner’s sales team that is in the

field talking to end users about how they can run Nutanix on UCS.

Nutanix on UCS Technical Selling - Learn how to present the UCS solution to a potential end

user. This online course is perfect for the Partner’s SEs to present and describe the technical

merits of the Nutanix on UCS solution.

Nutanix on UCS Install and Configure - Service and installation will be key in providing a

flawless end user engagement and experience. This online tutorial will walk Partner Service

Rep’s and SEs through how to configure, upgrade and install a complete Nutanix on UCS.

All Nutanix on Cisco UCS training can be found at Nutanix nu.school:

https://nutanix.portal.relayware.com/?eid=1455

Ordering Details:

Partners will continue to procure UCS servers from their preferred sources and will license Nutanix

software separately.

Nutanix software is priced on a per node basis, regardless of the hardware node configurations. It is

also offered as a subscription combining the software license and support for a fixed term with

yearly options.



Partners may purchase (i) a bundled subscription for the Nutanix software license and software

support directly through the authorized Nutanix channel partner, and (ii) UCS hardware and

hardware support from Cisco or the authorized Cisco channel partner.

Nutanix on Cisco UCS Deal Registration Guidelines: Partners are able to register their Nutanix on Cisco

UCS deals via the NPN Partner portal. Partners will be able to select the platform that they are selling

Nutanix technology on including Cisco. This registration allows for deal protection for the Partner registering

Nutanix in UCS deals. This registration process is not linked to or associated with Cisco. Therefore, partners

will need to also register the hardware and Cisco C-Series configurations with Cisco directly.

Registrations are valid for 90 days after the approval date. Nutanix may grant an extension to such

deal registration in its sole discretion. Nutanix will consider whether the Partner is still actively

engaged and progressing the opportunity amongst other things in considering whether to grant an

extension to the deal registration.

No other Partner has an active and approved deal registration on the opportunity within the deal

registration period.

Additional information regarding Nutanix on UCS can be found at www.nutanix.com/ucs.

Program Support:

End users are required to have a valid software support subscription with Nutanix, and are

recommended to have a hardware support contract with Cisco. These support agreements allow

end users to receive support for their respective hardware (Cisco UCS) and software (Nutanix)

elements of the solution.

Cisco and Nutanix have independently established a support process leveraging TSA-Net, by which

they can handoff interoperability support issues as necessary when addressing incidents.

The call home software and hardware alert notification capabilities available as part of the Nutanix

solution will continue to be supported by Nutanix, and any issues with these features will evoke a

proactive response from Nutanix Support.



*Cisco® and Cisco UCS® are the registered trademarks of Cisco Technology, Inc. Nutanix is not

associated with, sponsored or endorsed by Cisco.

Sales Support Benefits

Access to NPN Online

All Partners have access to the Nutanix NPN Partner portal. This invaluable resource provides one location

for Partners to download the latest sales collateral and tools, learn about incentives and access product

training. Log-ins are required to gain access to the portal. New Partners will be notified with directions on

how to create log-ins and access key on-boarding information and training.

Access to Nutanix Events

Partners in good standing will be eligible to attend key Nutanix partner and end user events such as

Nutanix .NEXT, road shows and special trainings. To ensure you get the event information in a timely

fashion, it is recommended you opt in to the Nutanix Partner communications at MyNutanix.com

Not-For-Resale (NFR) Discounts and Requirements

Not-For-Resale (NFR) discounts are available to Resellers on equipment that will be used by the Partner for

demonstration purposes. NFRs can be ordered through the normal ordering process using the NFR price

book. Discounts are also available for related support, upgrades and software licenses.

This program is at the complete discretion of the Nutanix Channel team and Senior Channel

Management.

For the latest list of products and prices, please contact your distributor or Channel Sales team.

Program Terms:

NFR equipment must be used by the partner only for demonstration purposes.

NFR equipment can be sold to an end user after 12 months.

For additional information, contact your distributor or Nutanix Channel Sales team.


Business planning and reviews are an important assessment process for both Nutanix and our Partners.

Resellers at the Premier and Elite levels will be required to participate in an annual business and

marketing process and quarterly reviews (QBRs). The Channel Sales team will notify or schedule the

partner in advance of planning activities and QBRs.

Technical Assistance

Nutanix is committed to assisting Partners in the post sales deployment and installation phases. Premier

and Elite partners are eligible for SE and technical assistance.

Knowledge Base and Forums

Knowledge Base is an online searchable database that includes resolutions to common technical issues,

valuable tips and tricks, technical notes and answers to frequently asked questions for all current Nutanix



products. Additionally, Nutanix offers support forums that allow partners to interact with other Nutanix

partners.

Marketing Benefits

Market Development Funds (MDF)

The NPN Market Development Funds (MDF) program is available to Premier and Elite levels for the

express purpose of the promotion of Nutanix products through awareness building, lead generation and

partner recruitment and education activities. In addition, Nutanix has designed co-marketing materials

and programs which can be utilized for marketing initiatives.

MDF funding is discretionary and proposal-based. Funding is a 50/50 split unless otherwise agreed to in

writing by both partners.

This program is at the complete discretion of the Nutanix Channel team and Senior Channel Management.

ALLOWABLE ACTIVITIES INELIGIBLE ACTIVITIES

Advertising Purchasing of Nutanix products and services

Training, Seminars and Webinars Demo equipment purchases, NFRs, etc.

Tradeshows and Events Special pricing, promotional cash discounts, vouchers or

products

End User Workshops Partner margin enhancement

Executive Roundtable Charitable contributions without the prior approval of Nutanix

User Group Partner infrastructure costs: office space, furniture, IT systems,

general operating costs, CapEx expenditures, etc.

Collateral Development Headcount cost (partial or full funding)

Direct Marketing Others at the discretion of Nutanix

Nutanix Branded Giveaways

Telemarketing

Partner internal event “sponsorships”

Partner Program approved by Nutanix

Partner Eligibility: The Partner must be in good standing with a current signed agreement and agree to all

terms and conditions of the MDF Program. The Partner will be required to work with their Channel team to

develop a Marketing Plan as part of their annual Business Development Plan.

Program Terms:

All MDF requests must be made in writing using the online MDF Request Form at least 30 days

prior to the start of a campaign, activity or event.

The Partner agrees to provide all required proof of performance documentation with the request of

reimbursement. Failure to submit proof of performance, invoice, and proof of spend in the manner

and time outlined above can cause a delay or rejection in reimbursement. The Partner has sixty



(60) days post completion of the activity, partner must submit or Nutanix has the option to reject the

reimbursement.

Co-Marketing Materials

Co-marketing materials are offered by Nutanix free of charge on the NPN Partner portal.

Partners may decide to create their own materials or host the Nutanix logo on their website. Drafts of

collateral or web design comps must be approved by Nutanix Partner Marketing before the materials are

published or a website goes live. Creative can be emailed to the Partner Marketing team at

[email protected] for pre-approval.

Program Terms:

All co-marketing materials created by the Partner must be approved by Nutanix Partner Marketing

prior to publication.

All materials, collateral, online or sales tools must be compliant with the latest Nutanix brand

guidelines. The brand guidelines are available on the NPN portal.

If the Partner desires to host the Nutanix logo on their website or other online vehicles, they must first get

approval from the Nutanix Partner Marketing team.

Partner Logos

Partners can promote their partnership with Nutanix on their collateral, website and in promotional

activities by using a Nutanix authorized Partner logos, available on the partner portal. The logos must be

used in accordance with Nutanix brand guidelines. Logos are available in .EPS and .GIF formats.

Partner Communications

Nutanix strives to provide partners with relevant and timely information regarding products, solutions and

promotions. We encourage partners to opt in to receive monthly newsletters, product and training

updates, and company news. Partners may opt in via their profile on MyNutanix.com.

Customer Success Stories

Partners at the Premier and Elite levels are eligible to participate in the development of joint customer

success stories. If you have a publishable success story featuring Nutanix products, please contact

Nutanix Partner Marketing at [email protected].

Additional Terms and Conditions

The following additional terms and conditions shall be incorporated into your Nutanix Partner

Network Program Enrollment Agreement Terms and Conditions.

Compliance with Laws

As a Nutanix Partner, you are required to conduct your business and any transaction that involves

Nutanix with integrity and in compliance with all anti-corruption, anti-bribery laws, and applicable rules

and policies in countries, regions or territories where you conduct business.



Each party represents that it has not and will not violate any applicable laws in relation to the receipt or

spend of MDF or incentive program compensation. Further, each party represents and warrants that it

has not and will not violate any applicable anti-corruption law in relation to the receipt or spend of any

funds or compensation from Nutanix.

Intellectual Property Rights

Nutanix does not grant its Partners any ownership or other interest in any copyrights, patents,

trademarks, know-how, inventions and trade secrets (“Intellectual Property”), including its and

registrations and applications of its Intellectual Property.

Limitation of Liability

Nutanix shall not be liable for any loss of profits or for special, consequential, incidental, indirect, reliance,

punitive or exemplary damages, either in contract or tort, whether or not the possibility of such damages

was disclosed to, or could have been reasonably foreseen by Nutanix, which result from, or relate to,

Partner’s participation in Nutanix’s NPN Program

Taxes

Each party is responsible for its own respective income taxes or taxes from MDF funds or other incentive

program compensation based upon gross revenues, including but not limited to, business and occupation

taxes. Partners shall be responsible for any and all applicable taxes related to its receipt of the Nutanix

contribution, including but not limited to any sales, use, goods and services, services, consumption,

business, value added, or other taxes or comparable levies, transaction privilege taxes, gross receipts

taxes, net receipt taxes, any withholding taxes and other charges such as duties, customs, tariffs,

imposts, contributions and other government imposed surcharges.


T. 855.NUTANIX (855.688.2649) | F. 408.916.4039

[email protected] | www.nutanix.com | @nutanix

Nutanix delivers invisible infrastructure for next-generation enterprise computing,

elevating IT to focus on the applications and services that power their business.

The company’s software-driven Xtreme Computing Platform natively converges compute, virtualization and storage into a single solution to drive simplicity in the datacenter.

Using Nutanix, customers benefit from predictable performance, linear scalability and cloud-like infrastructure consumption.

Learn more at www.nutanix.com or follow us on Twitter@nutanix.

© 2016 Nutanix, Inc. All rights reserved. Nutanix is a trademark of Nutanix, Inc., registered in the United States and other countries. All other brand names mentioned herein are for identification purposes only and may be the trademarks of their respective holder(s). 08/16


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Nutanix FY17 Partner Network Reseller Program Guide

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