CRN Interview: Pivot3 CEO On Besting 'Big Boys' Nutanix, Cisco And Dell While Winning Over Hyper-Converged Channel Partners

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Taking On The 'Big Boys'

Ron Nash is bullish about Pivot3's future and competitive edge as hyper-converged infrastructure sales are soaring while its channel base grows.

"It happens all the time in our industry – little smaller companies come up with differential technology and they cannibalize market share of the big boys," said Ron Nash, CEO of the Austin, Texas-based vendor, which was recently named a "Challenger" in Gartner's 2018 Magic Quadrant for Hyper-Converged Infrastructure.

Pivot3's sales increased by more than 65 percent from the first half of 2017 to the second half of the year, due to increased market demand for its high-performance, policy-based Acuity platform, which was launched in April. Its channel base increased by more than 25 percent from the first half of 2017 to the second half with new partners, while deal registrations from the channel increased by nearly 65 percent.

In an interview with CRN, Nash talks about winning against larger competitors like Cisco, Nutanix and Dell, as well as Pivot3's channel strategy and product road map.

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