Channel Partner Welcome Guide: Power

Channel Partner
Welcome Guide
Power to the Partner
1
About this Guide
Welcome to the Nutanix family! We are excited to have you join our growing
Partner base and want to say Thank You for selecting Nutanix. Your channel
team, and everyone at Nutanix, is dedicated to your success and want to
make sure your Nutanix experience is unequaled to any you have had before.
Our Channel Charter gives the power to you, our valued partners. We are
focused
on the joint success we can achieve by working together to capture the
incredible Enterprise Cloud market opportunity.
This guide is meant to server as a “quick start guide” for new channel partners
on how and where to get help, general administration, access training &
certifications .
If at any time you have questions, know that everyone at Nutanix is ready to
help you, so please reach out to your channel team or the broader Nutanix
Next Community.
We look forward to continuing to serve you,
Thank you,
Vasilina Vasilieva
Channel Sales Manager
Nutanix Russia & CIS
[email protected]
Nutanix Channel Partner Welcome Guide – Page 2

Table of Contents
ABOUT THIS GUIDE ................................................................................................................................... 2
TABLE OF CONTENTS .............................................................................................................................. 3
INITIAL STEPS CHECKLIST ...................................................................................................................... 4
NUTANIX PORTAL ACCOUNTS ................................................................................................................ 5
HOW TO: CREATE A MY NUTANIX ACCOUNT ................................................................................................ 5
HOW TO: ACCESS THE MY NUTANIX PORTAL ............................................................................................... 5
HOW TO: CREATE A PARTNER PORTAL ACCOUNT ........................................................................................ 6
TRAINING .................................................................................................................................................... 7
INSTRUCTOR LED TRAINING ........................................................................................................................ 7
ONLINE TRAINING ...................................................................................................................................... 7
HELP! I CANNOT ACCESS THE TRAINING MATERIAL? ...................................................................................... 9
CERTIFICATIONS ..................................................................................................................................... 10
NUTANIX CERTIFICATION BY ROLE ............................................................................................................ 10
WHERE TO GET STARTED (FOR SALES) ...................................................................................................... 11
WHERE TO GET STARTED (FOR PRE-SALES) .............................................................................................. 12
VIEW AND DOWNLOAD YOUR PARTNER TIER CERTIFICATE ......................................................................... 12
YOUR FIRST OPPORTUNITY .................................................................................................................. 13
DEAL REGISTRATION ................................................................................................................................ 13
DEMO NUTANIX ........................................................................................................................................ 13
YOUR FIRST PROOF-OF-CONCEPT ............................................................................................................ 15
REQUESTING MDF .................................................................................................................................. 16
NUTANIX PARTNER REBATE CENTER ................................................................................................. 19
HOW DO I ACCESS THE NUTANIX PARTNER REBATE CENTER? .................................................................... 19
SUBMIT YOUR FIRST CLAIM........................................................................................................................ 19
SUPPORT .................................................................................................................................................. 21
CONTACTING NUTANIX SUPPORT .............................................................................................................. 21
SUPPORT ESCALATIONS ........................................................................................................................... 22
VERSION CONTROL ................................................................................................................................ 24
REFERENCES .......................................................................................................................................... 25
DISCLAIMER ............................................................................................................................................. 26

Initial Steps Checklist
1. Get familiar with the Nutanix Channel Charter
2. Create a portal account
3. Create a Partner Portal Account
4. Start your training path (Sales / Pre-Sales)
5. Achieve your first certification
6. Organize your first marketing activity
7. Register your first opportunity

Nutanix Portal Accounts
Each person that will be interacting with Nutanix is going to need
to create accounts on my.nutanix.com & a separate registration on our
Partner portal. How to do this, is described below.
How to: Create a My Nutanix Account

If you do not have an existing portal account you can create one following
these steps:
Go to: https://my.nutanix.com
Click “Sign Up Now”.
In the new window, input your First Name, Last Name, work email address,
and a password.
Click “Submit”.
How to: Access the My Nutanix Portal

The ‘customer portal’ is your gateway into several informative websites. Using
a web browser, go to: https://my.nutanix.com
Select the area you would like to access, such as:

• Partner Portal – Your single source of partner enablement, sales,
technical, and marketing tools & content
• Sizer – Create design scenarios, size workloads and download BOM
• Support Portal – to open or view support cases, access software
downloads, documentation, and licensing.
• Nutanix Next – online community where you can access customer
forums, blog posts, and activities.
• Community Edition – for information and downloads on the Nutanix CE
product.

How to: Create a Partner Portal Account
Go to: https://nutanix.portal.relayware.com/?eid=register
In the new window, input your language, country and work email address
password.
Click “Continue”

Training
Nutanix provides many avenues for training, such as Nutanix Nu.School
through the partner portal, a public Youtube channel, and the Nutanix bible.
Nutanix also provides instructor led training courses, both online and in
person. Please talk to your channel team if there is interest in the formalized
training.
Instructor Led Training

Instructor-led training classes are the ideal choice when you need
comprehensive coverage of Nutanix administration, performance, and
optimization for yourself or your team. The hands-on classes mix
presentations by our expert instructor team with dedicated time on our
hosted lab environment to give you a robust learning experience. You’ll leave
class confident in your ability to use the skills you’ve built on the job.
Find an Authorized Training Center: https://www.nutanix.com/support-

services/training-certification/authorized-training-centers
Online Training
No matter which stage of your Enterprise Cloud journey you're on, you'll learn
something new and useful from our free Online Training. Designed with you in
mind, these online options offer a fresh, engaging, and interactive way of
teaching you the fundamentals you need to succeed.
Online Training can be accessed by the following steps:
Go to https://my.nutanix.com
Select “Partner Portal”.

Click “Learn”s

Here you will be presented with a number of options. Starting with the basics
“Fundamentals of the Enterprise Cloud” or release specific updates by
choosing for “Learn by AOS Release”.
Most important for your status as a channel partner is achieving the required
number of certifications, this is where the “Learn by Role (Certifications)”
sections becomes handy.
Based on your function, a specific training path can be started (Sales, Pre-
Sales, Consultants). More on that in the next section!
Help! I cannot access the training material?
If for some reason you would receive a pop-up similar to the one below, “You
are not authorized to access this learning site”.
Send a email to [email protected] with the message that you request

access to the online training material.

Certifications
Nutanix Certification by Role
Most of these tracks are only available to Nutanix partners, however the
Technical track (NCP, NCAP, NPX) is available to customers also.
The NPX and NCSX have an in-person panel defense component that must be
met before the certification can be awarded.
The NCP, NCAP, NCPI, NCS and NCSE exams are proctored certifications.
The Nutanix Certification acronyms are:

• NCSR – Nutanix Certified Sales Representative
• NCSX – Nutanix Certified Sales Expert
• NCSE – Nutanix Certified Systems Engineer
• CCIC – Nutanix Core Competency – Install and Configure
• NCPI – Nutanix Consulting Partner Installation
• NCS – Nutanix Consulting Specialist
• NCP – Nutanix Certified Professional
• NCAP – Nutanix Certified Advanced Professional
• NPX – Nutanix Platform Expert

Where to get started (for Sales)
The Nutanix Sales Academy provides the same peer-to-peer training that we
provide to our internal teams to help you develop your skills as a trusted
Nutanix resource.
As you complete each successive level of training, you will be better prepared
to dig deeper into accounts and drive deals to close.
The training is broken into segments that can be completed in a few hours
and will give you tools, skills, and knowledge that you can put to use
immediately.
Nutanix Certified Sales Representative (NCSR): Level 1
• Describe hyperconverged infrastructure concepts to prospects and

customers
• Provide a high-level, value-driven overview of the Nutanix Enterprise
Cloud
• Articulate the Nutanix value proposition
• Time required (including exam) < 2 hours
• Associate customer challenges to Nutanix products

• Choose a consumption model for your customer
• Differentiate Nutanix and overcome customer objections
• Upsell and cross-sell Nutanix products

• Position Nutanix to various IT buyer personas
• Bring your deal to a close
Nutanix Certified Sales Expert (NCSX)
Present a customer case in front of a panel and demonstrate how you deal
with sales challenges.

Where to get started (for Pre-Sales)
The Nutanix Systems Engineer (SE) Academy builds on your technical

knowledge, showing you how to effectively position and differentiate Nutanix
solutions and leverage Nutanix tools and collateral relevant to the sales
process. [program datasheet]
Nutanix Certified Systems Engineer (NCSE) Architecture Essentials

Training
• This training course consists of nine online modules and covers the
basic architecture of the Nutanix Enterprise Cloud
• The NCSE Architecture Essentials training can be used to satisfy
the prerequisite for the NCSE: Level 1 Certification exam
Nutanix Certified Systems Engineer (NCSE): Level 1 Training

• Understand the Nutanix product portfolio and consumption models
• Understand the competitive landscape and how to handle customer
objections
• Explore the Nutanix product architecture, including data protection,
cluster components, data locality, and more
• Time required (excluding exam) < 9 Hours
• Online Proctored Exam
Nutanix Certified Professional (NCP)

The Nutanix Certified Professional (NCP) certification validates your skills and
abilities in deploying, administering, and troubleshooting Nutanix AOS 5.5 in
the datacenter. This new certification replaces the Nutanix Platform
Professional (NPP) program for AOS version 5.5 and beyond.
Successful candidates are able to deploy and administer Nutanix AOS 5.5
nodes, blocks and clusters; and can use Prism Element to monitor, manage,
troubleshoot, and administer AHV hosts and virtual machines.
• NCP Datasheet
• NCP Blueprint
View and Download Your Partner Tier Certificate

Click Here to download a printable certificate that showcases your current
partner tier level and serves a bonus purpose as a partner authorization letter.

Your First Opportunity
Deal Registration
Nutanix’s Deal Registration program protects and rewards authorized

resellers for the identification, qualification, and close of sales opportunities
and promotes strong working relationships and open communication.
Deal Registrations are opportunity based, and partners that are awarded a
registration from Nutanix will receive discounted pricing for the time period
described on the registered opportunity, and the possibility of additional
discounts over other potential Partners.
Demo Nutanix
There are several resources you can use as a partner to demonstrate Nutanix
technology to your customers / prospects. Below is a high level overview of
the tools you could use. Engage with your Nutanix Channel SE, who will be
able to help you further on this topic.
• demo.nutanix.com
Nutanix gives the ability to give a Prism Element and Central demo to
showcase the elegant simplicity of the user experience.
Target use case: Sales opportunities, Enablement, Events

• Nutanix Test Drive
Get hands on in the Cloud for 2 hours, with no hardware, no setup and
no cost. Target use case: Customer wants to take the platform for a
spin.
https://nutanix.com/testdrive
• Local Disti
Make sure to also check your local distributor’s demo facilities. A lot of
them have fully integrated labs where they can show Nutanix and it’s
ecosystem vendors working together.

• NFR Unit
NFR units are a great option for basic partner site demo, POC,
EBC/Solution Center labs and internal technical enablement. -
Contact your disti for your special NFR proposal’.
Your first Proof-of-Concept

When you need to deliver a POC, as a partner you have following resources
we can put at your disposal. Depending on the requirements or flexibility of
the customer, following can help:
• Hosted POC (connect with Nutanix SE)

HPOC is a great option for Nutanix partners to conduct a POC for their
prospects without having to request and ship gear at a customer site.
The Hosted POC Environment is a set of Nutanix clusters and

associated resources located in multiple datacenters. These resources
are accessible via the internet through VDI and VPN services.
It provides a way for potential customers to trial Nutanix without having

to install it in their own datacenter. The goal is to save both Nutanix and
customers time and money. Users can be granted access to a resource
(cluster) in the hosted environment for a period of two weeks, but can
be requested for longer if necessary.
• Field POC (connect with Nutanix SE)

Nutanix partners can work with Nutanix SE’s to initiate an on-site POC
unit for qualified opportunities with defined test plans.
Target use case: Registered Opportunity + Detailed POC plan
• NFR Unit
NFR units are a great option for basic partner site demo, POC,
EBC/Solution Center labs and internal technical enablement. -
Contact your disti for your special NFR proposal’.

Requesting MDF
Nutanix Scaler and Master partners can access the proposal-based Nutanix
Market Development Funds (MDF) program, to help them promote Nutanix
products through awareness-building, lead-generation, recruitment and
education activities. We have also designed co-marketing materials and
programs that you can use as part of your marketing initiatives.
All MDF reimbursements must go through a request and approval process at

least 30 days prior to executing an initiative.
The MDF form can be accessed by the following steps:
Select “Partner Portal”.
Click “Market”
Click “Marketing Dev Funds (MDF)”
Click Request & Manage MDF and fill out the online request form

Click “Add Activity”
Fill in the Form

Once your request is received, you will be notified of its status within 3
business days.
Any status update on your activity request will trigger an automatic email
notification back to you with the new information. You will be able to check
the status of request online at any time, just click View Activities and select
the particular activity of your interest.
More information can be found on following Nutanix MDF process resources:

• One-page PDF document (summarized 5 step process in pdf)
• PowerPoint presentation (summarized 5 step process in slides)
• Quick video demo - 17 minutes
• Detailed video demo - 34 minutes

Nutanix Partner Rebate Center
How do I access the Nutanix Partner Rebate Center?
Visit https://nutanix.perksplus.com/ to access the Nutanix Partner Rebate Center
where you can submit your claims, view all current rebate programs, and manage
your programs.
Note: You will need to create a new account with login credentials to access as the
Nutanix Partner Rebate Center does not currently have Single Sign On (SSO) with
the Nutanix Partner Portal.
Nutanix Partner Rebate Center FAQ: Click here
Nutanix Partner Rebate Center Quick start guide: Click here
Submit your first claim
It is very simple to submit a claim in the Nutanix Partner Rebate Center.

Follow the below steps to submit a claim.
1. Login to the Nutanix Partner Rebate Center.

2. There are two areas on the main screen to click to access a claim form.
Either click
Submit a Claim on the left-hand side or click the Claim your eligible
deals! button.

3. Both options will bring up a screen with available promotions. Select the
program to be claimed.
4. Clicking the program opens the Claim Form.
In this example the Nutanix Customer Acquisition Rebate Program was

selected. Complete all required fields and click the Create Claim button.
For this program it is simply entering the End-User Name and the
Nutanix Deal Registration #.

Support
Nutanix provides world class support which is consistently rated as one of the
best in the industry. Regardless if your customer has Production or Mission
Critical support contracts, Nutanix provides all of its customers, with active
support contracts, 24/7 year-round support. Nutanix has a dedicated support
portal where it is possible to create, view, and update support cases.
If you would need to access or file a support ticket for your customer, the
easiest way is to ask a email address in the domain of your customer and
register this address to the my.nutanix.com website.
When accessing the Support Portal for the first time, it may ask you to
provide a serial number to confirm authorization. Simply log in to customers
instance of Prism, go to Hardware, and select any node from either the table
or diagram view. The Serial Number will be displayed on the bottom left and
then be copied over to the support portal. This will only need to be performed
once per account.
Contacting Nutanix Support
Nutanix Support phone number: 1-855-NUTANIX (1-855-688-2649)
Online: http://portal.nutanix.com -> Create a New Case.
When creating a case, please refer to the definitions of priority levels below.
By using accurate priority levels Nutanix will be able to provide a better
experience for customers while still maintaining quick response times.
Definitions of Priority Levels and Target Initial Response:

Priority Description Target Initial Support
Level Response
P1 Emergency. System is not available, Within 1 hour

and productivity has been halted. (30 minutes for Mission
Product is not properly functioning Critical support
in its current state. All data offering)
unavailability or data loss issues are
assigned this priority level.
P2 Critical. System is available but Within 4 hours

experiencing issues that have a (2 hours for Mission
direct impact on productivity. Major Critical support
inconvenience. offering)

P3 Normal. System is having an Software support
occasional issue that has been within 8 hours and
identified as needing to be resolved, hardware replacement
but the issue has not greatly by next business day
affected productivity. Minor (4 hours for Mission
inconvenience. Critical support
offering)
P4 Low. Questions about By next two business

documentation, processes, or days
procedures. General requests about
information.
RFE Requests for Enhancements. Feature Within 2 weeks

requests for the product that would
improve the experience or
functionality for the customer
Support Escalations
If an issue is not being resolved through the normal case lifecycle, you or the
customer have the ability to escalate the ticket to a dedicated support
escalation team:
Select “Support Portal”.
On the home screen, select “View All” in the “My Dashboard” badge, or on the
top left menu bar select “Dashboard” -> “View Cases”.
Select the case you would like to escalate by clicking the name of the case.
In the top right of the case details screen, select “Escalate”.
Select the reason for escalating.
Provide additional details and information regarding the case and escalation.

Hit submit.
An escalation manager will mobilize the appropriate resources and

communicate with you expectations and timelines.

Version Control
Version Date Modified Author Comments
Number
1.0 Oct 30, 2019 Tom Vandenbosch Initial Release

References
Nutanix Worldwide Support Program Guide
http://go.nutanix.com/rs/nutanix/images/nutanix-support-guide.pdf
Nutanix Support Quick Reference Guide

http://go.nutanix.com/rs/nutanix/images/Nutanix%20Support%20Quick%20
Reference%20Guide.pdf
For public YouTube videos available from Nutanix you can access the
following two main pages:
Nutanix YouTube channel:

https://www.youtube.com/user/Nutanix/
Nutanix YouTube Nu.School channel:

https://www.youtube.com/channel/UCJupSMWQRKQTvkb2CfkW0Eg
Nutanix also operates a public website called the Nutanix bible. It contains
information on the architecture of Nutanix’s products, general administration
and operational actions, as well as how Nutanix is incorporated with different
hypervisors like AHV, ESXi and Hyper-V.
The Nutanix bible can be accessed by going to:

http://nutanixbible.com/

Disclaimer
Please note this document may contain outdated or incorrect information. Be
sure to check in regularly with your Channel Manager and Distributor to
receive the latest information.

Channel Partner Welcome Guide: Power

Uploaded by

Copyright:

Available Formats

Channel Partner Welcome Guide: Power

Uploaded by

Document Information

Original Title

Copyright

Available Formats

Share this document

Share or Embed Document

Sharing Options

Did you find this document useful?

Is this content inappropriate?

Copyright:

Available Formats

Channel Partner Welcome Guide: Power

Uploaded by

Copyright:

Available Formats

Channel Partner

We look forward to continuing to serve you,

Nutanix Channel Partner Welcome Guide – Page 2

Nutanix Channel Partner Welcome Guide – Page 3

1. Get familiar with the Nutanix Channel Charter

2. Create a portal account

3. Create a Partner Portal Account

4. Start your training path (Sales / Pre-Sales)

5. Achieve your first certification

6. Organize your first marketing activity

7. Register your first opportunity

Nutanix Channel Partner Welcome Guide – Page 4

How to: Create a My Nutanix Account

Click “Sign Up Now”.

How to: Access the My Nutanix Portal

Select the area you would like to access, such as:

Nutanix Channel Partner Welcome Guide – Page 5

Nutanix Channel Partner Welcome Guide – Page 6

Instructor Led Training

Find an Authorized Training Center: https://www.nutanix.com/support-

Online Training can be accessed by the following steps:

Select “Partner Portal”.

Nutanix Channel Partner Welcome Guide – Page 7

Nutanix Channel Partner Welcome Guide – Page 8

Help! I cannot access the training material?

Send a email to [email protected] with the message that you request

Nutanix Channel Partner Welcome Guide – Page 9

The Nutanix Certification acronyms are:

Nutanix Channel Partner Welcome Guide – Page 10

Nutanix Certified Sales Representative (NCSR): Level 1

• Describe hyperconverged infrastructure concepts to prospects and

Nutanix Certified Sales Representative (NCSR): Level 2

• Associate customer challenges to Nutanix products

Nutanix Certified Sales Representative (NCSR): Level 3

• Upsell and cross-sell Nutanix products

Nutanix Certified Sales Expert (NCSX)

Nutanix Channel Partner Welcome Guide – Page 11

The Nutanix Systems Engineer (SE) Academy builds on your technical

Nutanix Certified Systems Engineer (NCSE) Architecture Essentials

Nutanix Certified Systems Engineer (NCSE): Level 1 Training

Nutanix Certified Professional (NCP)

View and Download Your Partner Tier Certificate

Nutanix Channel Partner Welcome Guide – Page 12

Nutanix’s Deal Registration program protects and rewards authorized

Target use case: Sales opportunities, Enablement, Events

Nutanix Channel Partner Welcome Guide – Page 13

Nutanix Channel Partner Welcome Guide – Page 14

Your first Proof-of-Concept

• Hosted POC (connect with Nutanix SE)

The Hosted POC Environment is a set of Nutanix clusters and

It provides a way for potential customers to trial Nutanix without having

• Field POC (connect with Nutanix SE)

Target use case: Registered Opportunity + Detailed POC plan

Nutanix Channel Partner Welcome Guide – Page 15

All MDF reimbursements must go through a request and approval process at

The MDF form can be accessed by the following steps:

Select “Partner Portal”.

Click “Marketing Dev Funds (MDF)”

Nutanix Channel Partner Welcome Guide – Page 16