MicroScope+ Premium Content/MicroScope

You have to hand it to outgoing Nutanix CEO Dheeraj Pandey for saying out loud, in an interview with MicroScope last month, what a lot of people have been thinking for years. Announcing an overhaul that brought all the company’s partners under a single programme, he admitted that Nutanix had been guilty of “creating too many programmes that don’t talk to each other – and it ends up becoming really cumbersome for the partners themselves”. Explaining why the vendor had changed the programme, he added: “We realised that if it didn’t bring it all together, then it would be hypocritical for us to talk about simplicity and elegant products and have these programmes that are not integrated at all.” Pandey’s comments raise a question that many channel partners have probably asked themselves at various points in their dealings with suppliers: Why is it so hard for vendors to keep partner programmes simple? Because the sad fact is that very few resellers dispute that programmes can often be overly complex and difficult to navigate. Or ...