Channel companies today are facing three key challenges. The first is that they compete in a market over-saturated with hyper-converged infrastructure platforms, which reduces win rates and accelerates a gross margin ‘race to the bottom.’ Second, they face headwinds as they seek to develop business models and product offerings that generate annual recurring revenue (ARR) and low churn, against a backdrop of an existing portfolio of vendor partners slow to adapt their traditional offerings. And finally, many channel partners struggle to find differentiated infrastructure solutions to offer end users while major vendors continue to rationalise partner landscapes.
With this in mind, Nebulon introduced the smartPartner programme. As a member of smartPartner, reseller partners gain access to Nebulon’s differentiated application infrastructure, called “smartInfrastructure”, to help win incremental business and drive more revenue versus hyper-converged infrastructure solutions. smartPartner also provides access to incentives for its members to help them close new deals faster, as well as boost their recurring revenue-based solutions.
"With the smartPartner programme, Nebulon is showing its commitment to expanding into the channel with incentives, marketing and certifications designed to help us accelerate business revenue," said Dev Tyagi, Chief Sales & Marketing Officer at Boston. "We are really pleased that Nebulon has opted to take a partner-first approach with this new programme and with smartInfrastructure we are able to offer an innovative and differentiated product, which has the potential to provide a much more effective business solution for our customers."
As part of the Nebulon smartPartner programme, reseller partners will have access to two incentive programmes designed to help them accelerate their business and enhance margins. Nebulon smartRewards is a tiered ‘frequent-seller’ programme that offers smartPartner members rebates based upon their Nebulon ON SaaS subscription sales. Based on Silver, Gold, and Platinum tiers, each level offers incremental rebates. The more Nebulon ON software the reseller sells, the higher the tier, the higher the rebate.
Nebulon smartStart is the second incentive available to resellers aimed at accelerating early wins with smartInfrastructure. smartStart provides a rebate on Nebulon Service Processing Units (SPUs) on a partner’s first smartInfrastructure deal. As an added bonus, members qualify for additional smartStart incentives when promoted from Silver to Gold, and Gold to Platinum.
“It's no secret that the channel industry has experienced limited margins and growth as a direct result of overly-distributed hyper-converged platforms,” said Tim Pitcher, Vice President of Sales at Nebulon. “With smartInfrastructure we are excited to offer our reseller partners a unique and differentiated cloud-managed, on-premises solution which enables them to overcome these challenges while significantly accelerating their business growth.”