Channel at the Crossroads: Nutanix Gains 2,700 Customers as VMware Turbulence Deepens

Broadcom’s changes leave cracks in VMware’s armor, and partners see Nutanix stepping into the gap.

For months, the channel has watched Broadcom’s takeover of VMware with a mix of caution and concern. Shifts in licensing, partner tiers, and sales strategies have sparked unease among customers and solution providers alike. The uncertainty has created a vacuum and Nutanix seems determined to fill it.

The company reported adding 2,700 new customers in its fiscal year, alongside an 18 percent sales jump. More telling than the numbers is the narrative behind them: most of these wins came through partner-led conversations, as system integrators and VARs guided clients searching for stability and flexibility.

Nutanix’s approach is notably channel-friendly. By forging OEM alliances with Dell and Pure Storage, the company enables enterprises to retain existing hardware investments while swapping out the virtualization software stack. For partners, that’s a smoother migration pitchprotecting customer CAPEX while opening doors for fresh service revenue.

Yet the opportunity is far larger than one fiscal year’s haul. VMware still boasts an installed base of 200,000 customers worldwide, dwarfing Nutanix’s 29,000. The path ahead, even by Nutanix’s own admission, is a 5–10 year market-share marathon. For the channel, that translates into a long runway of consultative engagements, migrations, and managed service upsells.

The message for itVARnews readers is clear: this isn’t just a vendor rivalryit’s a channel-driven shift in the data center landscape. Customers are looking for guidance, and partners hold the keys. Those who move quickly, build migration playbooks, and align with Nutanix’s momentum stand to redefine their role in the enterprise stack for years to come.