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CRN Exclusive: Eaton Sets Its Sights On Hyper-Converged Opportunity With Nutanix Validation

Eaton Vice President Herve Tardy says the power management giant is paving the way for a significant software sales boost for the channel with its Nutanix partnership.

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Herve Tardy

Eaton has validated its Intelligent Power Manager software to run on hyper-converged superstar Nutanix's infrastructure as part of a stepped up software sales offensive.

"We now have full compatibility, validation and interoperability with Nutanix," said Herve Tardy, the vice president and general manager of Eaton's power management business in an interview with CRN. "Today Eaton is the only power management player that has validated solutions and integration and partnerships with both Nutanix and SimpliVity."

[Related: Cisco Partners Want Hyper-Converged Acquisition, Not OEM Agreement]

Eaton, which unveiled the SimpliVity validation seven months ago, is now a member of Nutanix's Technology Alliance program, which includes Microsoft, Citrix and 34 other vendors.

The Nutanix and SimpliVity VMware vCenter hyper-converged validation is part of a "Monetizing Software" initiative aimed at driving a significant software sales opportunity for partners centered on hyper-converged infrastructure, said Tardy.

"We want to be bold and drive this industry in a different direction, providing partners with an opportunity to make money in an area where they didn't have that opportunity before," he said.

The Eaton-Nutanix partnership comes as the hyper-converged infrastructure market is growing at a rapid clip, from an estimated $2 billion in 2016 to $5 billion in 2019, according to Gartner, a Stamford, Conn., market research firm.

"This is a great channel opportunity," Tardy said. "This is a different conversation, where channel partners can really win."

Eaton is slated to release additional details on the software power management sales incentives in the next several weeks.

Eaton Product Marketing Manager Jeff Kennedy said the Nutanix certification is a seal of approval guaranteeing that Eaton's Intelligent Power Manager software "live migration" will kick in to prevent a power outage based on security alarm notifications or humidity/temperature spikes.

"With the software and testing that we have done, we can guarantee there is an Eaton offering for every size Nutanix deployment," Kennedy said. "We can handle everything from the smallest Nutanix deployment to the largest deployment. If you are selling Nutanix, you can easily sell Eaton power management software along with it."

Bob Venero, CEO of Holbrook, N.Y.-based solution provider Future Tech, No. 232 on the CRN 2015 Solution Provider 500, applauded Eaton for helping partners mine the hyper-converged market opportunity.

"We are always looking at companies that are reinventing and readjusting their business model and practices to support the changes in the industry," Venero said. "Companies that don't adjust or are not flexible are left behind or become archaic. It's a smart play by Eaton to get into hyper-converged and validate it with companies like Nutanix and SimpliVity."

Venero said he sees significant channel opportunity in the hyper-converged power management market. "Being able to monitor and control the power associated with hyper-converged is an extremely high value proposition, not only for partners, but for customers who want to do more with less," he said. "Being aware of the return on investment [ROI] around power consumption -- return on power [ROP] -- is more important than ever in a hyper-converged data center deployment. Hidden power management costs are part of the outer-lying costs than can make a solution not valid."

PUBLISHED JAN. 6, 2016

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