Pure Storage has unveiled a new global partner program in a bid to improve partner profitability. The Pure Storage P3 Partner Program includes Silver, Gold, and Platinum membership levels.
The company is introducing an improved incentive framework, consisting of a new co-branded partner-driven customer reference program, a demo purchase program featuring significant discounts on products differentiated by partner tier and the introduction of a new Pure sponsored headcount incentive that Platinum level partners can leverage to accelerate the development of their all-flash storage practice. Enterprise Strategy Group senior partnering consultant, Kevin Rhone, said vendors and channel partners benefitted when strategic programs were in place that delivered the best business outcomes for customers.
"Pure Storage hits the mark with the latest enhancements to the P3 Partner Program and their unwavering commitment to the channel," he said. Pure Storage grew more than 300 percent for the 2015 fiscal year, as announced earlier this year in March.
The company also grew its active partner base more than 100 per cent during the period from January 31, 2014 to January 31 2015.
New enhancements released today combined with significant new investments - a four-fold increase in Marketing Development Funds (MDF) - further demonstrate Pure Storage's commitment to rewarding and enabling top partners in every geography while continuing to fuel the rapid technology transition underway from disk to flash, according to a company statement. Pure Storage vice-president of global alliances and channels, Michael Sotnick, said the company was committed to defining the next generation of enterprise data storage in collaboration partners.
"The channel-focused business model we have employed since our inception has created new opportunities for partners to accelerate the deployment of all-flash storage worldwide," he said.
"Today's P3 enhancements are designed to further enable our partners with the opportunity to develop their all-flash storage expertise, build practices around a next generation technology, and ultimately position them for new and increased business opportunities today and into the future." Tier eligibility is determined by a combination of Pure Storage bookings, sales and technical accreditations and marketing engagement.
Differentiation is reflected in the programmatic elements, including incentives like MDF, net new customer acquisition bonuses, and demo lab equipment discounts.
There is a partner-focused Customer Reference Program featuring co-branded customer success stories and incentives for participating partner Account Executives and Sales Engineers.
While a new Demo Purchase Program, featuring significant discounts on products differentiated by partner tier will help partners showcase the power of Pure Storage at work in their demo lab.
There is also a Pure funded incentive headcount for Platinum level partners that are dedicated to driving the adoption of Pure Storage all flash arrays globally.
The program includes enhancements to the company's automated, global, transparent deal registration system to ensure that partners collaborating with Pure receive world class sales support and complete backing from the Pure Storage sales organisation.
Earlier this year, Pure made new personnel and programmatic announcements including the hiring of Sotnick as the company's new global channel chief and the debut of the company's new partner-centric customer success program.
Additionally, the company revealed plans to implement a two tier pan-regional distribution model in international markets to broaden access to new markets for Pure and partners through the channel, at scale. Distribution Central managing director, Nick Verykios, said his company's partnership with Pure Storage had enabled it to deliver an advanced flash solution to our partners.
"No question: it's very exciting to sell new technology with such a strong economic value proposition," he said. ACS vice-president of sales and operations, Kevin Prahm, said the enhancements to the P3 partner program would help the company deliver better technical support and service to customers who were implementing flash to transform their businesses.
"ACS' priority is making sure our customers have access to the most innovative technology and get the best results from their investment; Pure makes this easy for us. The P3 program demonstrates that Pure Storage values our partnership, and ensures they will be a long-term partner."