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Publication Date: 2025-12-22 01:55:00
“In partner land, vendors often tell us what they want, but don’t ask what we can do,” Doncaster noted. “One of the beauties of 30 years in partner land is asking what the problems are and being part of the solution.
“Helping take partners on the journey, not telling them, is the key. Partners need to learn many things to help customers, and it can be overwhelming.
“I want to be part of the solution, not the problem.”
Consistency for partners
Within the Australian and New Zealand channel, multiple acquisitions and consolidations among resellers and vendors has reshaped the channel landscape, requiring partners to constantly adjust.
That’s why it’s important for vendors like Nutanix to be consistent, transparent, and humble and open to feedback.
“The three are very critical, especially being open to feedback, because maybe partners might not always feel that,” Doncaster explained. “We’ve tried to be very consistent in our dealings with them and with our programs with a long-term view, so partners invest in us.”
Anything affecting an end customer is topical for a partner to talk about. In any scenario where a customer wants to change technology, there are different layers.
“C-level worries about risk and cost,” explained Doncaster. “The middle layer focuses on benefits, while the working bees focus on learning new technology.
“Partners need to cover all these conversations. When done, customers understand…
