Pure Storage strengthens Channel commitment 

Pure Storage has added two channel veterans to the Pure Storage leadership team, as well as the launch of the company’s new partner centric Customer Success organisation. A 20-year channel veteran, Michael Sotnick, joins Pure Storage as Vice President of Global Channels and Alliances, while Alex Hesterberg, formerly of Riverbed and Symantec, joins as Vice President, Customer and Partner Success and Technology Services.

In the new Global role for Pure, Sotnick will focus on extending Pure’s velocity in the market with existing and new partners across the GSI, ISV, OEM, VAR and Distribution ecosystem while ensuring cross-functional business alignment within the company. Further, the team will establish global best practices and focus on strategic alliances that enable partner’s success. Prior to Pure Storage, Sotnick was an EVP and Channel Chief at Moovweb and Quest Software, respectively, until the latter’s acquisition by Dell. An industry veteran, Sotnick also held various leadership roles at SAP and VERITAS, where he led the integration and growth of the global partner network, including systems integrators, ISVs, OEM, VARs, and distributors for a company that grew to $1.5B in revenues, before being acquired by Symantec.

“Since inception, Pure Storage has been laser-focused on building a high-performing and differentiated channel program, while enroute to becoming the next great storage company. Pure is both a pioneer and market leader in this space,” said Michael Sotnick, Vice President of Global Channels and Alliances, Pure Storage. “Pure Storage is the only top-to-bottom channel focused company in the storage industry creating enormous opportunity for partners to upgrade their customer’s existing Tier-1 disk environments to all flash. The team has built a world class program to help partners maximise value for their clients and I am excited to further strengthen and extend these important and strategic relationships.”

New Investments in Customer and Partner Success
Pure Storage also announced the launch of the Pure Customer and Partner Success Organisation, which under Alex Hesterberg’s leadership, will develop and scale the Advisory, Enablement and Education functions of Pure to help partners accelerate the adoption and integration of Pure into larger and more complex environments worldwide. The new Advisory, Enablement and Education functions make services offerings, tools and methodologies available to partners, enabling them to serve as even greater strategic advisors to customers migrating to a 100 percent solid-state data centre. The Pure Customer and Partner Success Organisation will house a network of technologists and trained experts who will define and share architectural recommendations, advanced implementation guidance, templates and third party integration methodologies, which partners can deploy and monetise within their own services organisations. These experts and technologists include Application & Database Solution Architects, Technical Account Managers, Program Managers, Designated Support Engineers, Certified Technical Trainers, Project Managers, Integration Consultants and other functions as the program expands. The new Customer and Partner Success program is an investment Pure Storage is making in its partners to ensure they are well positioned to help customers realise the benefits of IT and business transformation, as a result of deploying all-flash storage from Pure.

“Simplicity and ease of use are the foundation of the company we’re building and the products we deliver. It is not in our DNA to offer solutions so complex that customers would need to pay experts exorbitant sums of money to simply install and configure,” said Hesterberg. “That said, and similar to the transition from on premise software to the cloud/SaaS delivery model, our customers expect Pure and its partners to offer high-value services to maximise the benefits of solid state. We have gathered key learnings from customer engagements and woven them into strategies our team will use to drive velocity and facilitate the sharing of best practices with our partners. Our Enablement, Advisory, and Education functions, combined with the experience of our technical experts, provide the backbone of a rich services ecosystem that partners can leverage to more effectively serve the market.”

Before joining Pure Storage, Hesterberg built and scaled Customer Success at Sailthru, Inc. Hesterberg also launched the Riverbed Professional Services organisation, the global enablement division of Riverbed Technology through the company’s seven years of growth to greater than $1B in revenues.

Pure Storage Leans on Channel for Next Phase of Growth
In addition to the new channel leadership and partner enablement efforts Pure Storage announced today, the company is also implementing:

· A Two Tier Pan-Regional Distribution Model
o Pure will implement a dual distribution model in all international markets -- composed of two distributors per country, one local based and one pan-regional distributor. Adding a regional distribution tier in international markets will broaden access to new markets for Pure and partners through the channel, at scale. The scope of services provided by Pure Storage distributors will vary but include basic “broadline” distribution services, value-added services, and incremental services such as deal registration, and proof-of-concept management.

· An Expanded Technology Alliance Ecosystem for Increased Partner Enablement

o Pure Storage is bolstering its technology alliance ecosystem by deepening partnerships with key application and infrastructure vendors such as Cisco, SAP, Citrix, Epic, Microsoft, Oracle, RedHat and VMWare and extending our reach with best of breed emerging technology alliances such as VMTurbo, Unidesk, NVIDIA, Arista Networks, MongoDB, CommVault, Veeam, and others, in order to integrate their offerings with the Pure Storage platform and deliver a variety of application-specific and vertically optimised solutions. Partners can deliver, support and build services practices on top of these solutions.

For example, FlashStack CI - built with combined technology from Pure Storage, VMware and Cisco - is a flexible, all-flash converged infrastructure solution that combines the latest in compute, network, storage hardware and virtualisation software, into a single, integrated architecture that speeds time to deployment, lowers overall IT costs and reduces deployment risk. FlashStack CI solutions are delivered and supported exclusively by Pure Storage FlashStack Authorised Support Partners (ASP). FlashStack ASPs are trained and fully certified to sell and support Cisco, VMware and Pure Storage technologies, ensuring they can offer unified Level 1 and Level 2 support, for a seamless and highly personalised customer experience. Customers benefit from customised turnkey solutions, services and support from their preferred providers.

· Investments in Global Systems Integrators to Accelerate Growth Into the Enterprise
o Creating more value-based partnerships with Global Systems Integrators (GSI) and Systems Integrators (SI) will pave the way for Pure Storage and the broader channel ecosystem to tackle some of the most vexing infrastructure challenges facing the enterprise. GSIs and SIs provide new avenues to market, which offer partners increased opportunities to design and deliver transformational end-to-end application and infrastructure projects for customers.