Pure Storage updates partner program with services at the core

Pure Storage has undertaken significant updates to its partner program, delivering heightened value and performance to partners that are tailored to their unique business models. 

The updates include a new pricing model framework to provide partners with a simple product and services MSRP and programmatic discounting based on partner type, tier, and deal registrations. This is alongside updates to its existing quote configuration and tools to empower partners through automation to conduct these steps independently.

Pure has also made updates to its SalesForce reporting experience, partner dashboard, and recruiting and onboarding tools.

A new partner intelligence dashboard has also been launched that gives partners visibility into all of their engagements with Pure and customers, from current business and pipeline, as well as guided proactive recommendations on upgrade/upsell/renewal opportunities. 

Pure Storage A/NZ director of channel salesA dam Rosham said it has been listening to its partners through platforms such as the global partner forum and in the regional partner advisory councils, resulting in most of the updates that have come through to the new program. 

“The new initiatives support all routes to market including resellers, managed service providers, distributors and global systems integrators which encompasses both our Elite and Preferred tiers,” Rosham said. 

“Our current partner base provides us with good coverage from a geographic and industry sector perspective. 

“The aim of these initiatives is to support our partners to be more profitable particularly in the emerging subscription economy. We also want to make it easier for our partners to work with us and to be able to operate more independently. We will continue to listen to them and fine tune the program along the way.”

These enhancements reflect Pure’s service-led strategy to enable new levels of scale, consistency, and preference for partners.

Subscription services now make up 50 per cent of Pure Storage’s reported revenue. 

“Pure Storage has been 100 per cent channel-led since its founding, and we recognise the pivotal roles our partners play in delivering innovative storage solutions to customers worldwide,” Pure VP global partner sales Wendy Strusrud said. 

“With this next evolution, we aim to empower our partners to drive more value and impact in the as-a-Service economy as they meet the dynamic global technology needs of today.” 

Pure area VP partners for APJ, Andrew Fisher added customers in the region were increasingly exploring more flexible ways to consume technology and Pure Storage has responded with a portfolio of data storage and management solutions that allows them with a full range of choices. 

“The changes we are making to our partner program will help our channel partners in the region meet those demands and be more profitable than ever before,” Fisher said.