Amarish Karnik is the Director - General Business and Partners at Nutanix India. He has over 15 years of experience in senior business management roles for major IT companies.
Prior to Nutanix India, Karnik also held leadership roles in organizations including Citrix, Cisco and Avaya. In an exclusive interaction with ChannelWorld, Amarish Karnik details Nutanix India's channel growth agenda for 2019.
Which factors and tech trends will drive growth in 2019?
Given the increased ease of working with datacenters, 2019 will see teams expecting more automation, and faster systems that can manage tasks without the need of constant human intervention. Companies will also look to applying technologies like machine learning and artificial intelligence (AI) to support day-to-day operations to focus efforts on driving innovation and growth for their core business.
Solving this problem through application automation and eliminating days or months spent on application management, is a big opportunity for the software services industry, and is a trend the channel community should definitely bet on.
“A career in sales today not only requires the ability to quickly learn the industry vernacular, but also the networking ability and going beyond meeting customer requirements. These qualities are proving to be a growing challenge to find in numbers.”
How can partners increase their value in an ever evolving business environment?
In today’s climate, businesses will require the ability to adapt and react to a rapidly changing business and operating environment. The ability to identify, develop and deploy applications in days rather than weeks or months will soon become a critical factor for their future success. To do that will require a whole new way of thinking and doing business, and a whole new IT infrastructure to facilitate it. Without adopting next generation infrastructure to help realign their operations, personnel and even business models, enterprises will run the risk of being left behind in the race for better business.
Partners will need to increase their value by evolving to become strategic advisors by using the infrastructure to help design and build services. The faster a channel partner can make that shift in today’s evolving landscape, the better.
Then there is the battle for talent. A career in sales today not only requires the ability to quickly learn the industry vernacular, but also the networking ability and going beyond meeting customer requirements. These qualities are proving to be a growing challenge to find in numbers.
What is the key technology trend that can impact channel partners in 2019?
The key trend that the channel community should expect is increased digital transformation and disruption of businesses. In 2019, Indian enterprises will continue to move away from their legacy systems given the pressing need for infrastructure that facilitates collaboration, scalability and agility.
“The ability to identify, develop and deploy applications in days rather than weeks or months will soon become a critical factor for future success.”
Through virtualization, companies realized not just the cost benefits of being able to operate more workloads at the same time, but also its impact on increasing overall business efficiency.
If you had one key message for partners in 2019, what would that be?
A message to our partners in 2019 would be to gear up to lead India’s transformation journey. The faster one aligns their business to a customer’s end-to-end story, the better they can push boundaries and lead today’s dynamic market.
A way to stay ahead of the pack is through constant innovation – be it through their sales pitch, hiring methods or even customer engagement. By exploring pathways beyond traditional methods, channel partners will certainly bring in a unique and value-focused approach that will give businesses an edge to secure an unrivalled position in today’s competitive era.