Partners 'All-In' On A 2018 Nutanix Software Offensive As Sales Continue To Surge


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Nutanix partners are betting big on the hyper-converged pioneer as it shifts to becoming a software-centric company with the goal of expanding its total addressable market (TAM) in 2018.

"It is up to companies like us who are category creators to expand the TAM," said Nutanix CEO Dheeraj Pandey, in an interview with CRN. "This decision to now go all software is the next step in [our] direction around frictionless access … It's about increasing the access to our technology in the most friction-free manner."

Throughout 2018, Nutanix will adopt a software-centric strategy where the San Jose, Calif.-based company will focus intently on selling software. Channel partners are confident in Nutanix's ability to transition and see more revenue opportunities ahead with the strategy.

[Related: Nutanix CEO On Cisco's Hardware Problem, Dell's Dual Hyper-Converged Strategy And Why He Doesn't View HPE-SimpliVity 'As A Competitor']

"Nutanix is a very hungry company," said Scott Priest, vice president and general manager for Data Center at Zones, an Auburn, Wash.-based Nutanix partner ranked No. 32 on the CRN 2017 Solution Provider 500 list. "For Nutanix coming out and showing their ability to compete at the appliance level, seeing the growth and adoption rate and acceptance of our customers, I don't have any reason to believe that they can't be successful in this software-first approach … I am very bullish on our growth with them."

Priest said Nutanix is Zones' fastest growing vendor within the data center in terms of sales. The vendor's software approach will give the solution provider better flexibility in how hyper-converged solutions are designed for customers.

"Having the software-centric approach allows us that flexibility of going in and having that Nutanix conversation across any platform or installation that a customer may be leaning towards. It's not an 'if this then that' conversation. It's a, 'what about this with that' conversation," said Priest.

Suzanne Gallagher, vice president of marketing at Insight, a Tempe, Ariz.-based Nutanix partner ranked No. 13 on CRN's Solution Provider 500 list, said the software offensive aligns with where the market is heading in a software-defined world.

"That's exactly where the market has been going and they want to be at the tip of the spear. It's great to see them making such strides in that," said Gallagher. "IT wants to be consumed in different ways and different businesses have different models that they need to consume … We're all-in on their approach."

"Nutanix is going to be successful. I'm not worried about them being successful," she added. "We're excited about the growth their having and we're having today."

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