Nutanix has the best hyperconvergence blueprint

By Yogesh Gupta Nov 14th 2016
Nutanix has the best hyperconvergence blueprint

The days of bare bone stitching of infra are numbered for channels in the disruptive era, says Dheeraj Pandey, Co-founder & CEO of Nutanix.

The changing technology landscape has given way to new patterns of IT consumption by enterprises. Consequently, channel companies have been compelled to move away from commoditized ‘hardware-centric’ traditional business models toward solutions around software defined, cloud and hyperconvergence.

Enterprise cloud platform company Nutanix is ramping up its partner ecosystem to address the changing landscape. “Only 5-10 percent of channel partners understand disruptive innovation. Anything disruptive in the market initially has friction to be overcome by the sellers or implementation partners,” says Dheeraj Pandey, co-founder and CEO of Nutanix.

Edited Excerpts:

What’s the plan to mine the market for hyperconverged infra or cloud through OEM partners like Dell, Lenovo? Do you have your own army of channels?

Dell is a channel-centric company too. Most of its channel partners and ours are quite common. The same thing holds true for vendors like Lenovo and others.

We have control over our destiny through our sales and marketing team that plans and executes many activities on its own merit – be it GTM, demand generation etcetera. Channel partner companies (of ours and/or of tech OEMs) then become a perfect complement to all of it. And the competent ones over time become a force multiplier.

Is there a clear and non-intrusive roadmap for both the routes?

We don’t fulfil orders directly ever to the customers but it is always indirect (partner route). The heavy lifting of brand building is not delegated to our channels. Our business (enterprise cloud and hyperconverged) is an evolving technology space with lots of innovation and disruption happening day-after-day. The more that space becomes commoditized we can depend more on channels to sell those solutions around cloud etcetera.

Also Read: Hyper convergence leads to humanless datacenters: Dheeraj Pandey, Nutanix

At present most of the channels are involved in taking tons of orders in that space. I would say probably five to ten percent of channel partners understand  disruptive innovation. They would rather take the orders over a fax machine than go out and sell anything that involves friction element. Anything disruptive in the market initially has friction to be overcome by the sellers or implementation partners. Nutanix leads the hyper convergence and cloud marektplace with innovative channels and OEM partners as we expect the followers over time to get more educated and aggressive to commoditize this market further.

Nutanix leads the hyper convergence and cloud marektplace with innovative channels and OEM partners as we expect the followers over time to get more educated and aggressive to commoditize this market further.

Is Nutanix targeting traditional IT infra partners or enticing ‘born in cloud partners’ towards its enterprise cloud platform?

It’s a mix of both. We have very small partners who have been extremely innovative. As they have grown over time, we have continued to support them. We also have large partners that we have transformed and they have helped us understand their business more. This also includes large GSIs(Global Systems Integrators).

Our OEM partners like Dell and Lenovo are traditional in nature but at the same time they are very innovative. Similarly partners like CDW, Presidio, CIrius and other global partners.

Why should the enterprise channel partners work with Nutanix? Can you list some brownie points?

Enterprise channels have to be paranoid by keeping a close check on the happenings in the modern technology world. If they made tons of money on  manual work, repeatable tasks and continue to work on the same, then I am afraid they will actually perish away. They should understand that lot of bare boning stitching of infrastructure at their customer end will go away. That professional services story will not stick around too long as in the past.

If the channels made tons of money on manual work, repeatable tasks in the past then I am afraid many of them will actually perish away soon if they continue the same.

Channel Partners need to start elevating themselves to talk about business outcomes, deal with security, identity management access, hybrid cloud, migration projects to name a few areas. It’s time for them to go ahead and lead with ‘business outcomes’ solutions rather than boxes. The stitching and deployment stuff is imminently becoming automated or less manually operative. This is the biggest reason they should work with us.

In this ever changing technology landscape, they learn from us and we learn from them in our partnership. We always like to be in the zone of a leaning organization.

And do you foresee cloud as a potential goldmine for channels business?

Cloud is in very early stage of evolution especially in countries like India. There is a clear trend of capex and opex coming together. Channels need to melt capex and opex into their DNA. They need to learn how to change their sales compensation for their sellers, because right now it is majorly dominated by Capex.

They need to morph into the deferred kind of revenue model because the customers’ buying pattern is changing to pay as they grow, mitigate risks, pay per quarter etcetera. All these instances eventually impact sales compensation, quotation sheets and project management. It is an economic disruption and we are willing to help channels traverse this tide to success.

 

RECOMMENDEDPartner Content