Nutanix is widening the ways partners can earn from its software and services, as customers reassess infrastructure choices and the company seeks to make its sales model more partner-led.
The FY2027 Elevate Partner Programme adds opportunities linked to artificial intelligence, cloud, services, renewals and customer referrals. According to Reseller News, it is structured around seven areas of potential revenue and recognises systems integrators and consulting firms that help sh...
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ape a deal even when another party completes the sale. The programme also includes branded, verified services and business development funding.
Jelaine Doncaster, Nutanix’s channel head for Australia and New Zealand, told Reseller News that the priority was improving partners’ profitability across the customer relationship, rather than focusing only on the initial transaction. She said she wanted local partners to achieve healthier blended margins, help organisations move away from legacy hypervisors without disrupting operations, and collaborate more closely across the regional reseller and distribution network.
The approach comes as businesses consider alternatives to established virtualisation platforms and seek more flexibility in how they run infrastructure. Nutanix’s partner model brings together integrators, resellers, managed service providers and distributors to support customer planning, migration and ongoing operations.
The programme follows Nutanix’s August 2026 announcement of plans to cut about 5 per cent of its global workforce. The company said the changes were intended to streamline its structure and redirect resources towards strategic priorities. Its fiscal 2026 filing recorded US$27.6 million in restructuring charges, including US$17.6 million in sales and marketing, and said further costs were expected in fiscal 2027.
Asked whether the cuts could affect partner support, Doncaster acknowledged that internal changes could prompt questions. She told Reseller News that the restructuring was intended to strengthen a partner-led approach, with more opportunities placed directly in the channel’s hands. She also pointed to digital tools, including Partner Central, and planned AI capabilities called Deal Coach, PartnerGPT and Partner Demand Centre+.
Doncaster said Nutanix did not intend to compete with its partners for services work, describing the company as a platform and software provider rather than a professional services firm. She said the local team’s role was to reduce friction, work alongside partners on sales and provide support.
The channel push also comes against a difficult backdrop for hardware procurement. Nutanix reported that shortages of some components became more acute during the second quarter of fiscal 2026, contributing to higher prices and longer delivery times. The company warned that these conditions could delay deployments, affect revenue timing and lead some customers to seek more flexible licensing arrangements.
In its fiscal 2027 outlook, chief executive Rajiv Ramaswami identified infrastructure modernisation, hybrid cloud, containerised applications and rising AI use as areas of opportunity. Nutanix has also highlighted expanded agreements with AMD, Lenovo, NetApp and NVIDIA, alongside a partnership with ChronoScale to provide GPU-as-a-Service for emerging AI cloud providers. Those relationships are part of the company’s stated effort to make its software available across a wider range of platforms and support enterprise AI adoption.
Nutanix reported fiscal 2026 revenue of US$2.85 billion, up 12 per cent year on year, and annual recurring revenue of US$2.55 billion, a 16 per cent increase. Free cash flow reached US$841 million, equivalent to a 29 per cent margin. Ramaswami said the company had added more than 3,000 customers during the year.
The company’s growth expectations remain management’s outlook, while its reported financial figures and restructuring costs are historical disclosures. Its filings also caution that hardware constraints and other business risks could affect future results.
Source: Noah Wire Services
