Infinidat reinforces commitment to the Channel

Infinidat has achieved significant milestones in an aggressive expansion of its channel partner-centric initiatives. Infinidat has invested heavily in building up its channel partner program to a 5-star rating, increasing partner revenue, margins, co-op/marketing development funding (MDF), and joint events.

Infinidat is dedicated to help partners grow their business, receive the best training available, and have access to an increasing number of experienced partner account managers (PAMs), who form a best-in-class team of champions and advocates for solution providers. Compared to competitors that recently cut the number of PAMs, slashed on-target earnings, and reduced the ranks of veteran channel managers, Infinidat is taking a strong, pro-channel-friendly approach.

Benefitting channel partners worldwide, the major accomplishments through Infinidat’s channel partner program over the past year include:

• Channel revenue ‒ up >20%

• Number of channel transactions ‒ up 25%

• Total channel focused headcount ‒ increased 2X

• Joint channel/Infinidat demand generation events ‒ up 3X

• Number of Infinidat partners year-over-year ‒ increased >25%

“I joined Infinidat recently, not only because of the innovative solutions and unmatched business value Infinidat delivers to enterprise customers, but also due to the company’s strong commitment to the channel,” said Eric Herzog, Chief Marketing Officer at Infinidat. “Infinidat is doing all the right things to catapult partners forward. The outstanding results of Infinidat’s engagement with solution providers speak for themselves.”

Throughout 2021, the company significantly ramped-up joint events with its partner community. Infinidat has also solidified and enhanced a comprehensive team of very experienced channel-dedicated sales, SE, support personnel, and marketing, spanning the globe.

"Infinidat delivers enterprise storage solutions that drive real business value for companies all over the world," said Kevin Rhone, Practice Director for Partner Acceleration at ESG. "As it approaches delivering 90% of its revenue through the channel, the company has expanded its channel programs by increasing joint end user demand generation events, high value rewards for new customer acquisition, and rich competitive refresh incentives. Additionally, they have doubled the number of channel-focused staff, providing the low-friction sales and engagement process partners love."

In 2021, Infinidat achieved significant growth based on an initiative to co-sell with channel partners as often as possible. Furthermore, Infinidat increased from under 400 partners to more than 500 partners globally ‒ representing an increase of greater than 25% ‒ and is still growing fast. The company is also in the process of rolling out its competitive refresh and new customer-partner incentive programs.


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