A well-defined partnership model outlines how partners and Hitachi Vantara can work together

Darsshan Somaiya 
Partner Sales Organisation - Hitachi Vantara 

Hitachi Vantara helps its partners with clearly defined and measurable MDF budget for lead generation, POC gear, partner enablement, industry sponsorships etc to expand the coverage and skills. It also helps partners with incremental resources with defined deliverables and ROI. 

Partners are a critical part of every business, and implementing well-planned partner programs helps to drive mutual success. Partnership models of resell, deliver, manage, and create are based on three pillars - Trusted, Predictable, and Sustainable. The organization builds client trust by outlining clear goals to tackle client challenges and designing innovative solutions to address them. They also help partners align with technology alliance partners to leverage the ecosystem more efficiently and expand brand offerings. Therefore, partner programs are crucial for an organization to drive business growth and expand its brand offerings. 

We have formed a partner technical advisory committee with key channel eco-system partners, involving them in decision-making processes and seeking their feedback to ensure alignment with their expectations. The collaborative approach strengthens our partnerships and reinforces transparent communication. Additionally, our partnership models of reselling, delivering, managing services, and co-creating are all based on predictable, profitable, and pioneering pillars.  

We have a well-defined partnership model that outlines what is expected of our partners and how we can work together to achieve mutual success. This, combined with our commitment to client trust through setting clear goals and designing innovative solutions, further solidifies the foundation of our partnerships. We also assist our partners in aligning with technology alliance counterparts, enhancing ecosystem efficiency, and expanding brand offerings, all of which contribute to a transparent and mutually beneficial partnership ecosystem. 

At Hitachi Vantara, the partner program is developed around 3 P’s – Predictable, Pioneering and Profitable. We provide Predictability to the partner business by way of clearly defining the rebate structure (the simulation of the same is available on our partner portal). We pride ourselves in providing one of the best rebate programs in the industry today. It is very simple to understand, and our partners can easily predict their earnings. It provides stackable rebates to drive the desired outcomes and benefits partners who are certified. 

We bring predictability in the way partners buy the goods from us, by defining the promotions on the products and offering Everflex (our as-a-service offering) purchases to our partners. The mantra is to sell more to earn more, and the cycle continues.