How Pivot3 is Evolving to Help Channel Partners Succeed with Hyperconvergence and Cloud

May 15, 2018 Sam Chapman

The hyperconverged infrastructure market has changed dramatically over the past year and continues to be an incredibly high-growth sector for channel partners who want to take advantage of this industry disruption. With the growth of cloud adoption, the IT channel is also starting to help customers augment their on-premises infrastructures and build out multi-cloud strategies that use intelligence and automation to simplify the Cloud. But, partners are facing tougher margins and more pressure driven by industry consolidation and competition, making it difficult to expand their line with limited resources.

When we expanded our Global Partner Program last year, we designed it to help partners differentiate and profit while still bringing the best technology to their customers. We launched proposal-based market development funds to support partners of all sizes who can demonstrate a strong return on investment, and refined our compensation structure to guarantee prices and discounts as soon as a deal is registered and provide a robust margin with the optimal revenue stream. To build out a full feedback loop, we grew our Partner Advisory Board to 12 members who we know will provide candid suggestions on how Pivot3 can best support the partner community. From our compensation structure and certifications to proposal-based market development funds, we’re evolving our program to help partners supports a broader range of use cases and differentiate with customers.

The impact and response has been encouraging. In 2017, we doubled the total number of partners in Latin America and Middle East Africa. In North America, we doubled the number of partners achieving $1M+ USD in Pivot3 revenue. Just this past quarter, deal registrations from the channel increasing by more than 255 percent in Q1 2018 compared to Q1 2017, along with a 76-percent increase in new partners from Q4 2017 to Q1 2018. Because of this, we were honored to receive a 5-Star rating in CRN’s 2018 Partner Program Guide for the fourth consecutive year.

These types of results wouldn’t be possible without a strong team passionate about helping our partners succeed. I’m excited to share that Carly Stephens (Senior Manager, EMEA Marketing Manager and Channel Operations Lead) was just recognized on CRN’s 2018 Women of the Channel list, which recognizes women who demonstrate outstanding leadership and vision in driving channel growth and innovation. Earlier this year, Mark Maisano (VP, Global Channel Sales) was named a CRN 2018 Channel Chief, which recognizes top leaders in the IT channel who excel at driving growth and revenue in their organization through channel partners. Carly and Mark work tirelessly to grow and evolve our program, and we’re incredibly fortunate to have them on our Pivot3 team.

As the needs of customers change, how can partners evolve their vendor relationships? It’s important to examine vendors and evaluate how they’re bringing the best value to both their company and the customer. Does the platform easily scale out and up? Can it support a broad range of use cases and multiple workloads? Does it take advantage of cutting-edge innovations like NVMe and policy-based management? Does the vendor acknowledge existing challenges and pain points in a multi-cloud environment, and does it have a strategy for supporting a multi-cloud and multi-vendor reality?

Our entire company is grateful to have a reseller community that closely examines how the industry is evolving and is passionate about bringing the highest performance, efficiency and scalability to their customers. We’re excited to see what our partners accomplish next in this market.


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