I take this opportunity to thank every Nimble Storage partner in the region for making us very successful. There are over hundred Nimble certified partner engineers in the ASEAN region and this is a significant milestone of belief and trust with Nimble. Nimble Storage products are innovative and highly disruptive. Also Nimble’s approach to partnership and easy of doing business is the best in the industry today. Happy to share my interactions with some of the best partners in the industry.
Large vendors assume that “money” is the only motivating factor for partners to work and they try to steer the partnership. It is hard to believe that even after 20-30 years large vendors are still trying to find how the partner equation works. Some vendors share deals to flow through, some invest in partner companies as silent share holders with terms, some invest and share on headcounts. Tricks unlimited.
Large Vendors falsely assume partners do anything for money
My partners shared with me some stories where large vendors breached the code of trust.
- I worked with a vendor “ABC” on a big deal and just closed it. The vendor “ABC” took all the services dollars and called it “Consulting”. Worse they said - we don’t have the skills to fulfil.
- I introduced vendor “XYZ” on a decent size deal. They took it away from us. Possibly went direct or through another channel which was strategic to them.
- This is the largest deal we thought we would win with the vendor. We got backstabbed.
- Services revenue are key to our existence. No idea why vendors are so greedy that they even take basic installation services.
- Rules of vendor engagement changes whenever the leadership changes.Not sure of how to trust these guys.They just dumped us.
Once Broken, it takes a long time to heal wounds
One of the partner gentleman nicely sums it up on a Large Storage vendor who pushed them out. “We made them what they are today. They showed us the door. We know how to give it back”
Your customer connection
Partners are unlimited source of customer connections. They are the customer’s best friends even when there is no deals on the table. They share the customer’s passion and pain. Partners always go the extra mile to do things just to earn customer’s trust. It is not in writing but you can sense it clearly.
Things that we need to understand on partners.
- They are a bunch of very talented people
- They understand customer’s business
- Storage is just one part of the solution
- They love services. Repeat! They love services.
- They are looking for long term partnership with mutual respect
- They hate Partner Tiering as Gold, Silver and Bronze
Partner’s passion is customer success
Nimble’s Partnership goes Beyond
We are lucky to have the industry’s best partner management team at Nimble. I have to say that we take every partner as premium and treat them incredibly well. The very openness of Nimble make us earn the trust. There are only shared secrets between Nimble and partners. Everything key stuff that I have access to at Nimble as an employee, Nimble partners gets it.
Nimble embraces partnerships through some great partner programs. We all win some and lose some. But trusted relationships goes a long way
- Openness to share key technical information, roadmaps and tools.
- No classification of partners
- Ease of doing business (Getting Quotes, Adjusting price and negotiations)
- Ultimate sense of deal security
- Taking responsibility with Partners on Solutions
- Full access to labs, facilities and support resources
- Celebrating every win and consolidating on loss equally
- Keeping everything Simple as possible
- Non interference with Services and Support of Partners
- Treating Partners as Champions and being 100% Channel
For every Nimble partner out there, Thank you for your support again and looking forward another great year. Other partners who are still thinking on Nimble, Your most committed and trustable vendor is here.
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