Nutanix CEO Rajiv Ramaswami: “We Have an Opportunity to Scale Faster Through the Channel”

Nutanix is signalling its strongest channel push yet, with CEO Rajiv Ramaswami calling the current market environment a “transformational moment” for partners worldwide. In a recent conversation, Ramaswami emphasized that Nutanix is entering a period of accelerated growth driven almost entirely by the partner ecosystem. “We have an opportunity to scale faster through the channel,” he said, highlighting a strategic shift that places VARs, distributors, MSPs, and cloud integrators at the centre of Nutanix’s 2025 expansion plans.

With enterprises rapidly re-evaluating their virtualization, cloud, and hybrid infrastructure strategies, Nutanix is witnessing a large migration wave—particularly from customers transitioning away from legacy VMware environments. The CEO noted that this shift is creating significant demand for alternative platforms that are simpler, more cost-effective, and future-ready. “The rate at which VMware customers are coming to us has increased meaningfully,” Ramaswami explained. “This is a very strategic opportunity for our partners to step in and lead modernization projects.”

Ramaswami believes that partners today are positioned to unlock far more than resale margins. As organizations embrace hybrid multi-cloud and prepare for AI workloads, the need for consulting, migration, modernization, and managed services is expanding. “Partners have always been central to our model,” he said. “But now more than ever, customers want advisors who can help them navigate change, not just sell them technology.”

According to Nutanix, the channel has a multi-layered growth opportunity: assisting enterprises with virtualization exits, designing hybrid cloud architectures, enabling AI-ready infrastructure, and delivering long-term managed services for operations and optimization. Ramaswami stressed that the company’s 100 percent channel-first strategy gives partners full ownership across sales, implementation, expansion, and renewals. “We only grow when our partners grow,” he added. “This alignment is core to how we serve the market.”

For the channel community—especially in APAC and India—this convergence of market momentum and vendor support represents a rare window. As enterprises accelerate cloud transformation and AI adoption, Nutanix believes partners who invest early in capability and specialization stand to benefit the most. “This isn’t just a moment of disruption,” said Ramaswami. “It’s a moment of creation. Partners who lean in now will build the next decade of enterprise infrastructure.”