Pure Storage has announced a series of updates to its channel partner program in a move the data storage provider says will facilitate greater partner empowerment, scale and preference.
The updated program now includes a new pricing model framework designed to provide partners with simple product and service MSRP, as well as programmatic discounts based on partner type, tier, and deal registrations.
There are also new updates to the initiative's quote settings and pricing model, which aim to give partners the ability to provide quotes independently.
Similarly, updates to Pure's SalesForce reporting and dashboard, as well as its recruiting and onboarding tools, will make it easier to simplify audits and reporting, the firm said.
The company has also introduced a partner intelligence dashboard to give partners visibility into all their engagements with both Pure and their customers. This hub will offer guided proactive recommendations for upgrade, upsell, and renewal opportunities.
In an announcement, Pure Storage said the revamped offering will focus on greater automation, creating enhanced tools and empowering partners to drive its growth.
“As a services-oriented company, we are proud of our industry-leading subscription services and partner-centric approach,” said Wendy Strusrud, vice president of global partner sales at Pure Storage.
“Pure Storage has been 100 percent channel-led since its founding and we recognize the critical role our partners play in delivering innovative storage solutions to customers around the world.”
Pure Storage builds on strong performance in 2023
The revamped channel program follows a strong period for Pure, with the company's full-year revenue growing 3% year-over-year to $2.8 billion.
The company said its success has been driven by an increase in demand for storage subscription services as an increasing number of organizations look to reduce data center energy consumption and accelerate sustainability efforts.
During the fourth quarter of 2024, Pure's subscription services revenue saw a 24% year-on-year increase, reaching a total of $328.9 million, while subscription services revenue for the full financial year totaled $1.2 billion. dollars, a year-on-year increase of 26%. Partner subscriptions now account for half of the company's revenue.
Pure said the combination of this strong growth and updates to its new partner program will allow it to further support partner business growth in the as-a-service era.
“With this next evolution, we aim to empower our partners to drive more value and impact in the as-a-service economy as they meet today's dynamic global technology needs,” Stusrud added.
Commenting on the changes, Flannery Devine Gibbons, category leader for hybrid platforms at Pure Storage partner CDW, said the program enhancements will give businesses more autonomy and control.
“These exciting changes to Pure Storage's partner program come at a critical time for our growth as customers adopt flexible consumption models,” he said. “With Pure, we know we can propose a leading as-a-service solution backed by powerful SLAs.
“The program enhancements allow us to be more proactive, give us autonomy, and allow us to deliver results-based solutions for our joint clients. Pure's 100% channel focus has been a critical factor in our relationship.”
