Nutanix's First Partner Conference: New VDI ROI Tool, Channel-Focused Services


Converged infrastructure technology developer Nutanix Wednesday used its first-ever channel partner conference to introduce a tool to help partners show customers the cost benefits of running a virtual desktop infrastructure on Nutanix solutions.

The company also formalized its services program and unveiled new services its partners can take to customers.

The new offerings were presented to partners at the Nutanix Now partner conference, held this week in Denver.

[Related: Project Mystic's Potential Competitors To VMware: Bring It On]

Nutanix develops converged infrastructure solutions that tie together server, storage, networking and virtualization resources into an integrated solution with a unified management console.

Nutanix's new application helps solution providers compute the return on investment (ROI) of virtual desktop infrastructures (VDI), starting with solutions aimed at the health-care market.

Nutanix is a game-changer for VDI, said Steve Kaplan, vice president of channel and strategic sales at San Jose, Calif.-based Nutanix.

"Customers have traditionally used VDI for disaster recovery and business continuity, but not for applications because of the cost of the storage needed for VDI," Kaplan told CRN. "With Nutanix, customers can start small and grow as needed. It's not like in the past when customers had to look at VDI storage requirements three, four or five years down the road."

The Nutanix ROI tool includes just eight questions covering the key points of the customer's VDI requirements, Kaplan said.

"It's not comprehensive," he said. "But it shows the benefits of storage for VDI. As far as I know, this is the first simple VDI ROI solution developed for channel partners."

Nutanix Wednesday also unveiled its first formal portfolio of productized services offerings.

Parmeet Chaddha, vice president of global services and customer services for Nutanix, said the company is at the point where making services available to customers is a must.

"The last eight months have seen Nutanix more broadly adopted in enterprise data centers," Chaddha said. "Our product is simple and mature. But as customers run more and more mission-critical workloads, and run more alien workloads like SAP and others which have not been benchmarked internally, services plays an increasingly important role."

Customers and partners also are starting to leverage Nutanix APIs in their management frameworks such as CA Unicenter and HP OpenView, Chaddha said. "It's important for us to have a formal approach to customer success," he said.

NEXT: New Services, New Ways To Reach Customers