Hyper-converged infrastructure (HCI) player Nutanix has set its sights on becoming a $3 billion company -- with channel partners fueling that growth, according to the vendor's channel chief.

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Nutanix, which partners with managed services providers (MSPs) and systems integrators, among other channel business types, revised its channel program this year to bolster partners' sales and marketing capabilities. Nutanix's channel charter and redesigned partner program was formally implemented in August, introducing new program tier levels and channel resources.

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The charter's aim was to help all Nutanix partners, regardless of their company sizes, "be successful in the market selling our solutions," Rodney Foreman, vice president of global channel sales at Nutanix, based in San Jose, Calif., told us in a recent interview. He added that the charter also strives to help partners double and triple their transaction volumes.

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Among Nutanix's efforts to boost transactions was the launch of the Velocity partner initiative, which provides partners with preapproved pricing and discounts on certain products targeted at midmarket customers.

According to Foreman, the channel charter launch wasn't a radical shift for Nutanix, because the company has long focused on a 100% channel sales strategy.

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"What the ... channel charter does is ... it supports that strategy, but it also embraces the fact that we know the marketplace is changing, and we know that partners are evolving and changing. The traditional reseller doesn't exist as much anymore today," he said.

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