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Nutanix CEO On VMware Competition, Red Hat Wins And New Portfolio

Mark Haranas

Nutanix CEO Rajiv Ramaswami talks to CRN about the company’s new portfolio and core-base pricing, competition against VMware, growing market momentum with Red Hat and when Nutanix Clusters on Azure will be available.

Rajiv Ramaswami Talks Competition And Nutanix New Go-To-Market Strategy

Nutanix is looking to win more market share with the launch of the company’s new core-based pricing model and revamped portfolio that has simplified Nutanix’s 15 different products into just five offerings.

Nutanix CEO Rajiv Ramaswami said Nutanix’s new core-based pricing and metering will help channel partners win more hyperconverged infrastructure deals against the competition and drive storage sales.

“So what that does is basically—whether you’re using flash storage or whether you’re using just a standard disk—the software price is one of the same. Practically, what that means now, is that we are going to be much more attractive for all-flash configurations where before we had a premium. We would charge for that. Now we don’t,” said Ramaswami in an interview with CRN. “Therefore, it’s much more attractive from a competitive perspective for all-flash configurations which more and more customers are migrating to these days.”

The San Jose, Calif.-based hyperconverged infrastructure software superstar and rising hybrid cloud player this week reported second fiscal quarter 2022 revenue of $413 million, an increase of nearly 20 percent year over year. Additionally, Nutanix generate record annual contact value (ACV) billing of $218 million, up 37 percent year over year, while also posting a positive free cash flow for the first time in over three years.

“We’ve seen a more rapid closure for some deals utilizing the new simplified pricing and packaging,” said Ramaswami. “We expect to see more high velocity transactions for both our own sales reps, as well as with our partners.”

In an interview with CRN, Ramaswami talks about market momentum with Red Hat, competition against VMware, when the new Nutanix Clusters on Microsoft Azure will be available and how channel partners can drive sales with Nutanix’s new portfolio.

 
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