Nutanix, Inc. has been awarded the Champion status in the Canalys EMEA Channel Leadership Matrix for 2021. Nutanix’s ranking in the matrix is determined by partner feedback to the Canalys Vendor Benchmark and a thorough study and appraisal of the company’s recent channel activity and future prospects. Nutanix’s ranking in the survey reflects the company’s year-over-year progress and commitment to fostering effective, long-term partnerships in a continuously changing market.
Alastair Edwards, Chief Analyst at Canalys said: “Industry trends and shifts in customer requirements are driving significant changes in go-to-market models and the vendor/partner relationship. During such times, only agile vendors will succeed. Their success will be based on offering a sophisticated mix of support, training, collaboration, co-sell and demand creation while providing the technology programs, tools and platforms to manage a broadening and diverse partner ecosystem.”
He continued: “While Nutanix partners are benefiting from growth in HCI and VDI products, its success can also be attributed to the company’s unwavering partner focus, as illustrated by its stellar Vendor Benchmark scores for technical support (92.6%), partner portals (92.2%) and accreditations (91.7%).”
Commenting on the accolade, Adam Tarbox, Vice President Channel Sales EMEA at Nutanix, said: “The channel remains more important than ever to Nutanix. As called out in the Canalys matrix, Nutanix’s key strength lies in a staunch focus on the indirect business, accounting for almost all EMEA sales.As we see the business contribution of our partners increase worldwide, we have been steadfast in our efforts to create effective partnerships, balancing supporting our existing partners while developing the right strategies for new partner models.”
Tarbox continued: “It is always pleasing to be recognized by the industry, but when that recognition comes as a direct result of partner feedback, it is even better. Reaching Champion status is an impressive achievement and is as a result of our deep understanding of rapidly changing customer requirements, effective partnering and ultimately our commitment to continuously improving the partner experience of working with Nutanix.”
Nutanix’s Elevate Partner Program, which the channel environment has well-received, was complimented in the report. It focuses on transitioning from a traditional revenue-based paradigm to a more modern, value-based strategy based on partner competency and knowledge, as well as a slew of new partner tools and platform enhancements.
Canalys also praised the incentives provided to partners at all levels, the addition of Service Provider and Distributor parts to the program, and refunds via deal registration that are weighted toward partner-generated deals, encouraging more partner autonomy. The study highlighted the breadth of Nutanix’s combined go-to-market engagements with alliance partners such as Citrix, HPE, Lenovo, AWS, Microsoft, and, most recently, Red Hat, in accordance with Nutanix’s basic philosophy in customer choice. These provide partners with appealing solution opportunities as well as potential for rewards throughout the lifecycle.
The Canalys EMEA Channel Leadership Matrix evaluates vendor channel performance based on channel feedback into the Vendor Benchmark over the last 12 months and an independent study of vendor channel strategy, investment, execution, and future initiatives by Canalys analysts.
