"Nutanix will continue to rely on its business partners to drive mutual strategic initiatives"

Nutanix, a leader in Hybrid Cloud Computing, recently hosted the India leg of its flagship event, .NEXT On Tour, in Mumbai. This globally acclaimed conference served as a gathering ground for developers, IT leaders, channel partners, and visionaries, all converging to explore the latest advancements in cloud and data center technologies. In an exclusive interview, we had the privilege of sitting down with Andrew Brinded, Chief Revenue Officer at Nutanix, and Anuj Gupta, CEO of Hitachi Systems India, to delve into their partnership, channel partner programs, and their strategies for addressing the dynamic needs of the Indian technology space.

Andrew and Anuj shed light on Nutanix's Elevate program, emphasizing its role in fostering continuous innovation and collaboration with partners. Their insights provide a glimpse into the positive impact of Nutanix's approach, with success stories from partners like Hitachi Systems India offering valuable perspectives in the ever-evolving IT landscape. Looking ahead to 2024, Nutanix remains steadfast in its vision, dedicated to addressing the evolving needs of the IT industry, staying at the forefront of technological trends, and nurturing enduring partnerships within its valued ecosystem.

The interview unfolds a compelling narrative, showcasing Nutanix's strategic vision and commitment to excellence as it navigates the intricate landscape of the IT industry. An excerpt.

Can you share the overview of your Elevate Partner program?

Andrew Brinded: The Elevate Partner Program is a cornerstone of Nutanix's commitment to its partners. It's tailored to fortify the investments made by Nutanix partners by placing a strong emphasis on certification. In a technology landscape where Nutanix has evolved from hyper-converged infrastructure (HCI) to a comprehensive software platform, partners are encouraged to elevate their skill sets. This involves gaining expertise in a wide array of areas such as hybrid multi-cloud, various storage types, end-user computing, virtual machines (VMs), containers, databases, and more.

Certification is a linchpin of the Elevate program, ensuring that partners possess the necessary expertise to navigate the complexities of Nutanix's expanding product portfolio. Different program levels are tied to certification tiers, encouraging partners to continuously enhance their knowledge and proficiency. At its core, Elevate is not just about transactions; it's about fostering long-term relationships, providing education, and continually improving product knowledge.

Anuj Gupta: We've been part of Nutanix's journey since its early days. Witnessing the company's evolution from a direct model to actively acquiring partners has been instrumental in our successful eight-year partnership. Moreover, Nutanix strategically entered into OEM partnerships with major players like HP, Cisco, and Dell, amplifying its market reach. The combination of these strategies, along with substantial channel investments and continuous training initiatives, has translated into a profitable and enduring partnership for us.

What improvements or developments have you observed in the last seven, eight years with Nutanix?

Anuj: The last seven to eight years have seen remarkable progress and transformation within Nutanix. One notable aspect is Nutanix's substantial investment in its partners through joint projects, training programs, and technology education. The product stability has been a standout feature, enabling partners like us to surpass competitors, notably VMware. Success stories in major enterprises, including one of India's largest insurance players and another large financial institution, highlight Nutanix's efficacy in facilitating the migration from traditional three-tier architectures to hyper-converged infrastructure.

Can you elaborate on these success stories?

Anuj: The success stories involving major players in BFSI sector underscore Nutanix's evolution from a product initially positioned for mid-market or SMBs to a robust enterprise solution. These success stories showcase the platform's reliability and effectiveness in addressing the unique challenges faced by large enterprises. The successful deployment and sustained partnerships with these organizations continue to be testament to Nutanix's capabilities.

How is Hitachi equipped in the IT infrastructure space?

Anuj: Hitachi has experienced substantial growth in the Indian market, particularly in the last two years. This growth can be attributed to the surge in infrastructure investments, reflecting the increased demand for digitalization. The shift towards digitalization has driven a 100% growth in Hitachi's business, underscoring the critical role of IT infrastructure in supporting the ongoing trend of digital transformation.

Andrew, can you share your enhanced framework for partners?

Andrew: Absolutely. Our focus on partners revolves around enhancing education and training. It's imperative that our partners are well-equipped with the knowledge to navigate Nutanix's diverse product portfolio effectively. A critical aspect that sets Nutanix apart is its unwavering commitment to being a hundred percent partner-driven. Programs like Elevate are designed not just to reward transactions but to incentivize partners, especially for acquiring new customers in the midst of market turbulence. The introduction of GPT in a Box is another step towards addressing the growing interest in generative AI. This technology facilitates more meaningful and informed partner conversations with customers. 

Anuj: Partnering with Nutanix is more than just a transaction; it's a collaborative journey where success is mutually celebrated. Nutanix has significantly evolved its channel program in the last two years. Increased investments in channel teams, rebate structures, market development funds (MDF), and enriching training experiences have further strengthened the program. The inclusion of channel events provides valuable opportunities for interaction, contributing to a transparent and supportive partner ecosystem.

What growth areas or challenges have Nutanix partners addressed in the last seven, eight years?

Anuj: Nutanix's partners have navigated various growth areas and challenges over the last seven to eight years. The emphasis on joint projects, training initiatives, and enhanced product stability has provided partners with a robust foundation. Success stories in deploying Nutanix solutions, particularly in large enterprises, highlight the platform's capabilities. The seamless integration with third-party solutions and the ability to work closely with customers over several years have solidified the trust between Nutanix and its partners.

How do you jointly make calls with Nutanix for customer addresses and share success cases?

Anuj: With an eight-year partnership under our belt, Nutanix has consistently proven to be a reliable collaborator. Joint calls with Nutanix are characterized by transparency and a shared commitment to addressing customer needs. This transparent approach ensures that customer accounts remain secure, instilling confidence and credibility in our partnership.

How do you envision the future with Nutanix as the largest system integrator?

Anuj: Looking ahead, the future with Nutanix holds exciting possibilities. As we embrace the reality of hybrid cloud, integration with major cloud providers like AWS, Google Cloud Platform (GCP), and Azure will become increasingly crucial. The advent of generative AI, often referred to as Gen AI, presents unique opportunities, and Nutanix's continued evolution positions it well to leverage these trends. The ongoing narrative with VMware in the mid-market opens up exciting opportunities for further market capture.

Andrew, what is your vision for 2024 in terms of innovations and the go-to-market (GTM) strategy?

Andrew: Nutanix's vision for 2024 is built on three strategic waves. The first wave centers around modernizing infrastructure, addressing the prevalence of legacy architectures that still dominate many IT environments. The second wave anticipates the significant shift towards hybrid multicloud environments. This aligns with the growing need for flexibility and scalability, allowing organizations to seamlessly operate across on-premise and cloud environments.

In response to the increasing interest in generative AI, Nutanix has introduced GPT in a Box. This is designed to cater to on-premise AI needs, showcasing Nutanix's commitment to staying at the forefront of emerging technologies. The third wave in Nutanix's vision for 2024 envisions a future where applications can be built once and run anywhere. This future-proofing approach resonates with the dynamic nature of modern business environments.

Nutanix will continue to rely on its business partners to drive these strategic initiatives. The focus will remain on fostering long-term relationships, providing valuable education and training, and ensuring that partners are well-positioned to deliver Nutanix's innovative solutions to customers.