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


Nutanix's services offering includes three pillars, Chaddha said.

The first is customer advocacy, or providing a single point of contact for premier partners to help them handle escalation and coordinate services offerings that may include Nutanix internal resources.

The second is education, including training for sales reps and engineers on both the partner and customer side to help them gain certified status as Nutanix Platform Professionals. Nutanix also plans to certify partners and customers for Level 1 and Level 2 support, break-fix support, and the ability to manage modern workloads such as Splunk or VDI.

The third is consulting services ranging from deploying Nutanix clusters to VDI, private cloud deployment, and physical-to-virtual and virtual-to-virtual migration, Chaddha said.

Nutanix will provide these services for partners to either resell using Nutanix to do the implementation, or to do all the delivery and invoicing on their own, he said.

These services are not slated to be offered on a per-hour model, Chaddha said. "We will scope these as predefined services which can be provided at a fixed price based on the number of nodes," he said. "They will include data sheets, templates, tools and the necessary intellectual property."

Nutanix's new services play will provide real value and support to channel partners, said Terry Buchanan, vice president of technology and general manager at Zycom Technology, a Kingston, Ontario-based cloud services provider and Nutanix partner.

"I like how Nutanix is creating actual SKUs for servers, and making a lot of them available as node-based services with a price per node," Buchanan said. "It's very simple. The program is made so partners can either co-deliver the services or, if they are like us, deliver them ourselves."

Nutanix's program was designed from the beginning to engage partners, Buchanan said. "They're trying to leverage what partners can bring to the table," he said.

Nutanix has proved to be a very supportive vendor partner to the channel, Buchanan said. "The company's really ready to help us work new opportunities," he said. "Our organization is not an ambulance chaser. We work together with Nutanix, and meet with them regularly to discuss opportunities. We ask for something, and they jump."

PUBLISHED APRIL 2, 2014