Pivot3’s Channel Program Now Streamlined, Enhanced for Partners

Pivot3, the hyperconverged infrastructure vendor, is revamping its global partner program with a new tier structure and other improvements with a goal of increasing partner success and profitability.

Created to deepen the company’s relationships with its partners around the world, the redesigned program now establishes three participation tiers while also expanding product and service training. It also offers broader access to money for joint marketing efforts and to qualified sales leads.

The changes and improvements were inspired and suggested through conversations with some of the company’s oldest partners, who were asked about the changes they would like to see in the program, Bruce Milne, chief marketing officer for Pivot3, told Channel Futures.

Suggestions included driving more predictable profitability and providing more specific training for a wide range of Pivot3 sales scenarios, such as mission-critical computing packages, said Milne.

Pivot3’s Bruce Milne

“The feedback we received told us that our partners are eager to tap into the massive revenue stream that comes with video surveillance and the data analytics accompanying it,” said Milne. “They understand this is our sweet spot and with these enhancements will have the opportunity to train and be successful here. It’s important to note that security integrators have no idea how to talk to an IT audience, and IT integrators have no idea about the security requirements that come with high ingest rates of video data. We’re filling the gap with our partner program.”

By helping to train those people on both sides of the spectrum, Pivot3 can open their businesses up to large chunks of revenue they were missing out on previously, he said.

Recently, the company has seen a 17% increase in partner-led deal registrations, while also seeing a 20% increase in total revenue growth from its partners over the previous quarter, according to Milne. “We can attribute this early success to reigning in our tiering requirements. We very much used to approach this part of the program on an ad-hoc basis. This time around we’re focusing on simplicity.”

The company also is working closely with key distributors that play a large role in the success of Pivot3’s partners, he said.

“The continued expansion of our relationships with top distributors only allows Pivot3 to strengthen its go-to-market strategy and in turn cross-enable the two distinct types of partners and their markets — information technology and operational technology.”

The redesigned Pivot3 partner program introduces competencies to its requirements for authorized, select and premier tier memberships, which focus on clearly defined tiers and value-based training. The program, which was developed in collaboration with partners, aims to provide support and rewards that are above industry standards, according to the company.

“Partners will have greater eligibility for joint marketing funds through our market development fund (MDF) program,” said Milne. “The program is proposal-based and available to our premier and select partner levels.”

The proposal based-MDF will provide incremental discretionary funds to partners based on strategic proposals that align with the promotion of Pivot3 products through awareness building, lead generation, partner recruitment and education activities.

The company will also offer executive briefing centers (EBCs) to help premier and select partners invite customers and prospects to forums that showcase …