By Alvin DaCosta – Director of Channel Marketing
Today’s corporate data center is packed with complex technologies, to the extent that most enterprise data storage architects are hard-pressed to keep up to date with the latest tools and techniques. That’s why leading vendors like Nimble Storage work closely with channel partners who add value through systems integration, specialized domain expertise, consulting, custom software development, and other services.
In fact, Nimble’s deep relationships with channel partners have been crucial in our company’s growth to more than 5,000 customers worldwide, with these partners accounting for virtually all of Nimble’s revenues last year.
Our channel partners include some of the world’s largest systems integrators, along with smaller resellers who specialize in specific technology domains, such as higher education, retail, or government services. They typically have many highly trained systems engineers on staff, with many years of experience solving real-world integration issues between the computing, network and storage components of a complete IT solution. And they’re qualified to sell and support reference architectures including Nimble SmartStack integrated infrastructure solutions, thereby simplifying and speeding time to deployment.
Last week we announced a new global partner program that strengthens our channel relationships through certification levels, incentives and sales enablement tools. Our primary aims in launching this program are to increase the value that Nimble’s partners deliver to customers, and to enhance Nimble partners’ business opportunities.
The program recognizes different levels of partner certification, based on each partner’s technical accreditations. Certified Nimble partners have access to numerous resources, including on-demand demonstrations, networking opportunities at both local and national events, and branded marketing materials. Given Nimble’s rapid international growth, we’re rolling out the program globally, and are working with key alliance partners, including Cisco and VMware, to create strategic solutions selling opportunities for joint partners.
All the resources in the program are free to resellers, including a range of free online training courses and access to bi-monthly training sessions that enable partners to learn about the latest products and solutions, and provide feedback based on what they’re learning from customers.
To make it easy for channel partners to participate, we’ve launched a secure partner portal on the Nimble Storage website, packed with useful content and marketing tools, including customer-facing presentation materials, competitive beat sheets, call scripts, demonstration tools and marketing collateral, along with the latest information on incentives and promotions. Partners logging into the portal see real-time data generated from Salesforce.com, including deal registrations and the pipeline for that partner. We’ve also launched a mobile application that provides partners with the same information available on the portal, including deal registration and technical specifications for Nimble Adaptive Flash storage solutions.
Separately, Nimble announced today it has been awarded a 5-Star rating in The Channel Company’s CRN 2015 Partner Program Guide, the definitive listing of technology vendors who serve solution providers through the IT channel.
Resellers interested in Nimble’s new channel program can find more information here.
- Alvin Dacosta