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Pure Storage Advances P3 Channel Partner Program

Forms partner advisory council.

Pure Storage, Inc. reaffirmed its commitment to the channel announcing
the formation of a new international partner advisory board, the Pure Storage
Partner Advisory Council (PAC), and unveiled sweeping advancements to its Pure
Storage Partner Program
(P3), including new partner tiers, expanded benefits,
training tools and support features.

The updated P3 program was designed to accelerate partner profitability
and demand generation, offering pre-sales tools and rewards that align to
performance goals, sales and technical capabilities and marketing investments.

In its first full year of channel operations, the company signed more than 100
partners worldwide
and achieved over 125% consecutive
quarter-over-quarter channel growth
.

"Storage systems and services are
among the bestsellers in the channel today, and solution providers are being
called upon by their enterprise and midmarket customers to provide equipment,
software and support to ensure data availability and integrity,
" said
Lawrence M. Walsh, president and CEO, The 2112
Strategy Group, LLC.
, a channel research and strategy firm. "Flash continues to become an increasingly
viable alternative to legacy enterprise storage solutions, making it a prime
opportunity for the channel.
"

P3: Accelerating Mainstream Adoption
of
All-Flash Storage Worldwide

Pure Storage first announced its plan to
be 100% channel devoted when it launched in August 2011. To underscore its
commitment to the channel, the company then launched P3 in July 2012. Since
that time, it has secured more than 100 partnerships with
forward-looking organizations that recognize the benefits and
opportunity presented by the company’s FlashArray. The company has
expanded its international footprint as well, securing strategic partnerships
with resellers across the EMEA and APAC regions, including Softcat in the UK, Antemeta
in France, Observatory Crest in
Australia, EmFrontier in Korea, and Tokyo Electron Device Ltd (TED) in
Japan.

"Flash storage is gaining acceptance
as a mainstream medium now-and not just for performance gain. The channel needs
to be prepared for this and should look to identify those storage vendors who
can demonstrate a definite capability to support such workloads in a highly
performant manner, at a cost-effective price point,
" said Clive
Longbottom, founder and service director, Quocirca
Ltd
. "The vendor should be a trusted partner in the relationship,
providing all the additional support the channel company needs."

The Pure Storage PAC:
Uniting the
World’s Leading Channel Executives

Bringing together executives from many of
the storage industry’sprominent VARs and strategic partner organizations worldwide,
the PAC will help to shape the trajectory of the company’s channel
and go-to-market strategies, advise on partner sales and technical initiatives,
and participate in future product roadmap discussions.

The new PAC is an invitation-only coalition with
representatives in many of resellers in the IT and
enterprise storage markets that will help to drive Pure Storage’s partner
strategies and enable the company to continue developing its channel program.

Inaugural members of the PAC include:

Not All Channel Partner Programs
Were
Created Equal: The P3 Difference

The P3 program recognizes partners who
lead with Pure Storage and provides a roadmap towards achieving high
margins, recurring revenue streams and partner led services
opportunities. The company offers channel partners demand
generation and sales tools, demo gear and rewards for selling its FlashArray in
three newly created tiers: Gold, Silver and Authorized, and was designed to
offer a fast track to capitalize on the high-growth enterprise flash storage
market.

Enhancements to P3 for 2013 include:


New P3 Gold and Silver Partner Tiers
Developed to support partners at
different stages of maturity. Partners earn greater benefits and rewards as
they achieve sales and technical accreditations, participate in demand
generation marketing programs and deliver pre and post sales customer value-add
services (POCs and Installation Services).

New PureRewards
A rewards based
program for delivering pre and post sales value-add services:

  • Deeper
    deal registration discounts based on higher value add tiers
  • Competitive
    take-out program margin guarantees
  • MDF
    and incentives based on specified demand generation activities
  • Demo
    lab gear seed units for the new ‘Million Dollar Club’.

New PureAcademy
An online learning
management system to on-board partners:

  • Sales and technical training videos
    delivered by sales experts
  • Same training used internally for Pure
    Storage sales teams
  • iMobile access and downloadable sales
    acceleration resources.

New PureDemand
A suite of
funded online and off-line demand generation tools:

  • Automated content syndication
  • Co-brandable templates and campaigns
  • E-mail and Call Blitz Appointment
    programs.

"We are exceedingly proud of P3’s
traction and successes over the past year. The response from industry leading
VARs and distributor organizations has been extremely gratifying and validates
that our decision to be 100% committed to the channel in our go-to-market
strategy was the right one,
" said David Hatfield, president, Pure
Storage. "We will continue to invest
in the execution of our channel-led sales efforts, as we strive to be best in
class across all enterprise storage companies. We will we work closely with our
newly formed partner advisory council to deliver next generation solutions that
address customer pains like never before, and develop innovative sales and
technical support tools that will support a thriving partner ecosystem.
"

"Corus360 views Pure Storage as one
of the leaders in the flash-based array market, primarily because of their
enterprise software, which most other manufactures are lacking today,
"
said Steve Johnson, president and CEO, Corus360. "We also believe that the architecture and hardware components Pure
Storage has standardized on are prime to support enterprise-ready scalability,
which has helped our customers to see them as a viable option on which to run
Tier1 applications flashArray helps to solve their pain points without
necessitating a costly investment in a large hardware footprint that
traditional storage arrays would require to meet the same strong performance
demands.
"

"Dewpoint is going to market with
flash storage in a big way-we firmly believe that the future of storage is
based on innovative software design using flash technology. It is apparent that
spinning disk is the current limitation for customers to receive high
performance results from their database and virtualization infrastructures,
"
said Brian Dumont, VP sales, Dewpoint. "With its inline deduplication, Pure Storage’s all-flash array provides
our customers with a cost effective method of achieving high performance
results for VDI and database workloads. It is clear to Dewpoint that Pure
Storage’s investment in its software is paying big dividends in its
price-performance strategy.
"

"Pure Storage really differentiates itself from other all-flash
storage array vendors with its sophisticated enterprise software flashArray
offers unrivalled resiliency that’s been proven in hundreds of deployments,
while providing a range of data management features supporting third party
applications such as vSphere,
" said John Greenwood, director solution sales, NCE Computer Group
(Europe) Ltd
. "Pure Storage’s
commitment to its channel partners is evident through its extensive partner
programme, P3, which not only provides my team with the support and training
they need, but also offers NCE significant rewards and benefits in the form of
discounts and margins. Pure Storage provides us with all the tools we require
to address our clients’ business challenges, and offers them an all-flash
storage array at a price point they can afford, to suit all workloads.
"

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