Infinidat’s Commitment to the Channel Catapults Solution Providers Forward
Infinidat has an incredible commitment to the channel ‒ and this was one of the main reasons why I recently joined this company. Infinidat is doing all the right things to propel partners forward to grow their businesses, accelerate their revenue trajectory, and drive huge margins. To accomplish this, we have achieved significant milestones in the aggressive expansion of our channel partner-centric initiatives.
Infinidat has invested heavily in building our channel partner program to a 5-star rating. The following achievements shine a bright spotlight on Infinidat’s channel partner momentum:
- Channel revenue ‒ up >20%
- Number of channel transactions ‒ up 25%
- Total channel focused headcount ‒ increased 2X
- Joint channel/Infinidat demand generation events ‒ up 3X
- Number of Infinidat partners year-over-year ‒ increased >25%
We are transforming how Infinidat engages with channel partners on a regular cadence weekly, monthly, and quarterly. The single most innovative initiative for our channel sales and marketing teams in 2021 was the launch of a comprehensive global, channel sales and marketing program globally. It has elevated the Infinidat brand, attracted new partners, and positioned all partners for optimal success.
Unlike some competitors that are cutting the number of partner account managers, slashing on-target earnings, and reducing the ranks of veteran channel managers (as you have read in CRN), we are dedicated at Infinidat to help partners grow their business, receive the best training available, and have access to a phalanx of very, very experienced channel partner managers.
We are changing and uplifting the tone and tenor in the channel serving the enterprise storage market with a strong, pro-channel approach. Essentially, we are a team of advocates for solution providers. We are actually increasing partner revenue, margins, co-op/marketing development funding (MDF), and joint events.
In 2021, the company significantly ramped-up joint events with our partner community. Infinidat has also solidified and enhanced a comprehensive team of very experienced channel-dedicated sales, SE, support personnel, and marketing, spanning the globe.
Infinidat achieved significant growth based on our directive to co-sell with channel partners as often as possible. Our products are uniquely differentiated, and I urge you to take a closer look. In 2021, we substantially expanded our award-winning portfolio, and partners need to expand their view of where Infinidat fits into their customers’ hybrid cloud, container, data center and virtualized environments.
There is no question that Infinidat is delivering enterprise storage solutions that drive real business value for companies all over the world.
We provide a low-friction sales and engagement process that partners frankly appreciate. To top it off, Infinidat is delivering 90% of revenue through the channel. It’s a beautiful thing to behold for solution providers that want to win.
Take note of what Infinidat is doing next for channel partners. We are in the process of rolling out our rich competitive refresh and new customer-partner incentive programs. This is significant, and you won’t want to miss it. We are equipping solution providers to knock out incumbents where their commitment to the channel is lagging, their “innovation” is yesterday’s news, and their complacency leaves open an opportunity for Infinidat’s channel partners to punch in a score and, ultimately, achieve victory.
I want to leave you with three keys to success as an Infinidat channel partner:
- Continue along the wave of digital transformation acceleration, which is not over yet.
- Leverage Infinidat’s strong data and cyber resilience solutions to make sure storage is a critical element of your customers’ comprehensive corporate cybersecurity strategies.
- Because data and cyber resilient Infinidat storage is a critical component of your customers’ overall cybersecurity strategy, you can jointly sell storage and security solutions together, increasing your revenue and margin opportunity.
It has never been a more exciting time for a solution provider that sells to the enterprise storage market to work with Infinidat. See why CRN continues to recognize Infinidat for our solutions for the channel. Click here.