Pivot3 expands its Global Partner Program

Program ‘designed to help partners of all sizes compete on a level playing field’
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Wednesday, September 13, 2017

AUSTIN, Texas—Pivot3, a supplier of hyperconverged infrastructure solutions, in late August announced changes to its Global Partner Program, including new partner tiers, new certifications and a Partner Advisory Board.

“We expanded our Global Partner Program in response to the exploding hyperconverged infrastructure (HCI) market. More businesses are adopting HCI, and both Pivot3 and our channel partners are growing exponentially as a result,” Mark Maisano, Pivot3’s vice president of channel sales, told Security Systems News in an email interview. “This program is designed to help partners of all sizes compete on a level playing field and succeed.”

Pivot3 announced several additions to its partner program, including a refined compensation structure, allowing partners more options for ongoing services, proposal-based market development funding, and co-marketing options.

The Global Partner Program now has two tiers—Associate and Premier—and “The differences between tiers fall into three categories,” Maisano said. There are economic incentives, such as larger deal registration discounts or priority partner development funds. Sales and technical support benefits include assigned channel account managers and beta product evaluations. Lastly, with marketing resources, partners can have content syndication or qualified lead passing.

“When a partner registers a deal, regardless of tier, they are protected from a price perspective. It allows every partner the ability to feel confident leading with Pivot3. Both tiers can also become service delivery authorized—increasing their margins and most importantly, their value to their end customer,” he said.

The company is also starting three new certifications for its partners: the Pivot3 Certified Sales Professional, Pivot3 Certified Pre-sales Technical Professional and Pivot3 Certified Service Delivery Professional.

“Both Associate and Premier partners are eligible to become sales, pre-and post-technical certified. Sales and pre-technical certifications are a standard requirement for both tiers. Post technical (Service Delivery) is also available but each partner must demonstrate their current technical expertise, certifications and support organizations,” Maisano said. “The certifications will increase the deal registration discounts in each tier. This will provide a better economics from margins, services income and value provided to the end customer.”

Maisano said that feedback from Pivot3’s partners played a role in the development of these program changes. “We also just formalized our Partner Advisory Board, so I’m especially excited to hear the ongoing feedback through our pilot programs, exclusive previews and pre-training.”

The Partner Advisory Board “is currently made up of six members and will be increased to 12, incorporating a diverse mix of partners serving multiple markets,” said Maisano.

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