Pure Storage has a “unique” sustainability play, its EMEA and LatAm channel leader asserted as he talked IT Channel Oxygen through the vendor’s latest partner programme refresh.
The channel-only storage outfit today unveiled a raft of updates to its partner programme.
They are designed to hand its partners more self-sufficiency and support the shift in how Pure’s technology is consumed, its VP, EMEA & LATAM, Channel, Geoff Greenlaw said.
Subscription revenues soared by 26% to generate $1.2bn of Pure’s $2.8bn total top line in 2023, full-year results published last night show.
“We’ve hosted a number of partner advisory councils here locally in EMEA, as well as globally, taken that feedback, and wrapped that into the latest updates,” Greenlaw told IT Channel Oxygen.
“Historically, Pure employees have touched every opportunity along the sales cycle, from the minute the deal is registered all the way through to the transaction being completed.
“What we’re trying to do is provide more autonomy and self-sufficiency for our partners.”
“Unique sustainability story”
Pure’s ‘Evergreen’ subscription portfolio is designed to make customers “stickier”, while enabling them to take capital off the balance sheet and pay only for what they use, Greenlaw explained.
Evergreen also hands Pure and its partners a unique play around sustainability, he added.
“Our sustainability message over the last two years has just become stronger and stronger,” Greenlaw said.
“We’ve recently introduced our sustainability certification for sales and technical [staff], which is an accreditation you can wear with honour when you go to see your customers.
“But over and above that, our sustainability message is really predicated on our Evergreen technology. Our ability to offer non-disruptive upgrades, and never having to do data migrations again, really plays into the overall sustainability message.
“And that’s really backed up by the fact that we know – from the analysis we’ve done – that our standard storage arrays consume up to 85% less power than our nearest competitor.
“Moreover, rather than that being marketing material, we’re putting our money where our mouth is. We recently launched Paid Power and Rack, where we will actually pay for the customer’s electricity and rack space that is consumed on Pure Storage arrays.
“It’s just a great all-round story to share, which is completely unique in the market with our partners.”
Greenlaw picked out containerisation as the biggest untapped opportunity for partners in 2024, meanwhile.
“This move to containerisation is coming at us at a rate of knots, and my one ask of our partner ecosystem is to embrace this change and leverage Kubernetes and containers with our Portworx technology, which is a great solution to that challenge,” he concluded.
This article was produced in association with Pure Storage and is classified as partner content. What is partner content? See more here.
