Nutanix Focuses Multi-Cloud

What are the solutions and services currently in the Nutanix portfolio?

Nutanix has got two main streams — preparing enterprise to get to the cloud and then enhancing their value once they are there.  First and foremost, we have our Nutanix Core. This solution helps to modernize the data centre and our main key element is Nutanix Acropolis (AOS) on which the entire HCI is defined. Apart from that we have the Nutanix Essentials  which help the customer move to the private cloud.

We then move to the enterprise class of products which help customers who wants to get onto hybrid or the multicloud. This is how we are structured from the product perspective in India and across geographies. Recently we have also announced partnerships with AWS and Azure, to provide Nutanix Clusters on both platforms.

What are the dynamics of Nutanix partnerships with public cloud providers like AWS and Azure as well as hybrid cloud providers like HPE or IBM?

We have strong alliances with HPE in India and globally we are strong partners with Lenovo. We deploy a lot of solutions along with these two partners and in India these are the two major OEMs for us. We provide our entire stack of services which is available via Lenovo and HPE. With IBM Global Services we work very closely and there are strategic things which we are working together along with IBM. We have strong alliances with Yotta, Netmagic and they are a special category of partners with us wherein we provide our solutions and services to these partners and they develop the model in totality for the customer and present it to the customer as a hybrid or a private cloud.

What have been the impact of changing workload patterns for enterprises in the current predominantly WFH mode?

Covid-19 has accelerated multi cloud adoption across the world. When it comes to a strategy formation on cloud, security is very pertinent. It is affecting customers and also bringing in a lot of scrutiny for everyone today to be ready to cope up with any problems that come in future. We had been ready from Day 1 to work from anywhere. We never had issues as an organisation and we were completely prepared.

How has the nature of engagement with CIOs changed especially in the present situation?

I will not say that there is a major change with respect to the engagement. But CIOs have become one of the main drivers for the business because unless and until all the things are infused into that business, whether it is the security element or the connectivity element or providing the employees with the adequate kind of tools to operate from home, any process is not going to work.

How did Nutanix manage remote services and support for customers when both partners and customers were in a WFH mode?

We did a lot of interactions with customers when this pandemic started in India. We went to our customers on a proactive basis, spoke to them so that they do not face any problem. We actively engaged with our partner ecosystem, we were thorough with them, up-skilled them. We did the entire mapping with the partner ecosystem and we did this really well and till date we have not faced any major issue with any of the service delivery with our customers in India.

How is Nutanix partner organization structured?

We are a 100% partner company. We do not do any kind of transaction or billing directly in India. For the partners there is an equal opportunity to invest, earn, get the return to their investment. From a structure perspective, what we have done specifically looking at the complexities coming day by day is collapsing all hierarchies. Due to the pandemic the customer mindset is changing. We listened to our partners and we came up with a new partner program which got launched recently. The program name is Elevate. It is all about the simplicity, predictability and profitability of the partner.

How did Nutanix look at balancing between retaining existing customers and acquiring new customers?

We were more focused on listening to our customers more and more. We were very proactive about calling customers to plan for any contingencies or any kind of problem they might expect to face in future because of the disruption and this helped us to deliver more for our customers and also expand our base.

What are the measurable parameters on which you track the success of the three outcomes of the Elevate Partner program?

Elevate provides a unique emphasis on partner capabilities and competencies to sell and support the Nutanix portfolio, rather than revenue targets. The programme focuses on what solutions the partners want to pick up/specialize in, and the measurables are also around that.

What will be your key focus areas in the new normal at least for the next 6 months?

I think from the partner’s perspective while the partners and customers have been disrupted due to Covid-19, the technology has enabled many to adapt and innovate and create many new opportunities for partners to benefit the customers. For Nutanix as an organisation nothing has changed. Enterprises are now operating in a new business reality and business that emerge from Covid-19 will be more lean, efficient, more productive and far more adaptive.