Infinidat Expands Channel Partner-Centric Initiatives

Infinidat Ltd. achieved milestones in an expansion of its channel partner-centric initiatives.

It has invested heavily in building up its channel partner programhttps://www.infinidat.com/en/infinidat-partner-program to a 5-star rating, increasing partner revenue, margins, co-op/marketing development funding (MDF), and joint events.

The company is dedicated to help partners grow their business, receive the best training available, and have access to an increasing number of experienced partner account managers (PAMs), who form a team of champions and advocates for solution providers. Compared to competitors that recently cut the number of PAMs, slashed on-target earnings, and reduced the ranks of veteran channel managers, the firm is taking a strong, pro-channel-friendly approach.

Benefitting channel partners WW, the major accomplishments through channel partner program over the past year include:

Channel revenue up >20%
Number of channel transactions up 25%
Total channel focused headcount increased 2x
Joint channel/Infinidat demand gen events up 3x
Number of partners Y/Y increased >25%

“I joined Infinidat recently, not only because of the innovative solutions and unmatched business value Infinidat delivers to enterprise customers, but also due to the company’s strong commitment to the channel,” said Eric Herzog, CMO. “Infinidat is doing all the right things to catapult partners forward. The outstanding results of Infinidat’s engagement with solution providers speak for themselves.”

Throughout 2021, the company ramped-up joint events with its partner community. It has also solidified and enhanced a comprehensive team of experienced channel-dedicated sales, SE, support personnel, and marketing, spanning the globe.

“Infinidat delivers enterprise storage solutions that drive real business value for companies all over the world,” said Kevin Rhone, practice director for partner acceleration, ESG. “As it approaches delivering 90% of its revenue through the channel, the company has expanded its channel programs by increasing joint end user demand gen events, high value rewards for new customer acquisition, and rich competitive refresh incentives. Additionally, they have doubled the number of channel-focused staff, providing the low-friction sales and engagement process partners love.“

In 2021, Infinidat achieved growth based on an initiative to co-sell with channel partners as often as possible. Furthermore, it increased from under 400 partners to more than 500 partners globally – representing an increase of greater than 25% – and is still growing fast. The company is also in the process of rolling out its competitive refresh and new customer-partner incentive programs.

“Our customers are looking for enterprise storage solutions that drive down Capex and Opex, deliver enterprise data services, and provide data and cyber resilience and with Infinidat we have excellent solutions to meet those needs,” said Bob Elliott, VP, storage sales, Mainline Information Systems, Inc. “Additionally, Infinidat works closely with us in all aspects of our partnership: from strong partner programs to joint end user demand gen to co-selling opportunities. With Infinidat, we know we have a very, very partner-friendly vendor.”

“In order to deliver best-in-class service, InfoSystems prides itself on building strong, strategic partnerships with premier channel vendors,” said Kelly Nuckolls, VP marketing and alliances at InfoSystems, Inc. “Infinidat’s commitment to growth and award-winning, innovative technology ensures our customers have access to end-to-end enterprise solutions for their storage needs with powerful data and cyber resilience. With Infinidat’s dramatic expansion of their channel focus and white-glove partner support, we are very excited to expand our Gstrategy in 2022 and look forward to the powerful business solutions we jointly deliver.”

“Infinidat is helping to fuel our success as a solution provider by enabling us to offer truly differentiated, industry acclaimed solutions for AI-based enterprise storage and cyber resilience deployments,” said Jan Veith, sales director Germany, H&G Hansen & Gieraths IT Solutions GmbH. “The support we receive through Infinidat’s channel partner program is immensely valuable, whether for training, certification or other resources to accelerate sales. Together, we have a competitive advantage with the high performance and 100% availability that are a hallmark of Infinidat’s enterprise storage platforms.”

“Our partnership with Infinidat gives us state-of-the-art capabilities to improve enterprise storage for companies in Japan,” said Mr. Shoichi Morita, president and CEO, Networld Corp. “With Infinidat’s award-winning InfiniBox and InfiniGuard, we are able to advance our end-user customers’ priorities through consolidating storage for optimal efficiency with significant CAPEX and OPEX savings, reducing the risk of data infrastructure, and increasing agility with flexible consumption models. We trust Infinidat and value our relationship with this next-gen innovator on the forefront of digital transformation.”