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Nutanix CEO: 7 Big Bets To ‘Double Down’ On In 2022

From forging new channel partner investments to doubling down on its Red Hat and Citrix partnerships, Nutanix CEO Rajiv Ramaswami talks to CRN about the company’s most strategic bets ahead in 2022.

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Nutanix Era

Era, which is our database automation solution, is relatively new. So there’s a ton of Nutanix innovation happening there in terms of taking Era to a true multi-database, multi-cloud automation platform. And we’re investing heavily in that in 2022 as a big bet. We’re doubling down on R&D and doubling down on our go-to-market for it.

By the way, from a channel partner perspective, Era is serving a different market there. We’re serving database administrators, not IT infrastructure folks with Era. So it’s an opportunity for channel partners to actually create another practice on top of what we offer that drives much higher pricing. Partners can be very successful businesses with Era. We are actually doubling down our investment on both R&D and go-to-market for Era.

There’s certainly potential for large Era deals. And last quarter, we talked about a large financial services company betting big on Era. Typically, these wins start out smaller, of course, so they’ll start out by looking at a particular use case for one database, and it won’t be the most mission-critical database that they have, but something below that. Once they establish the use case, then they actually go down and buy a lot more. So usually, it’s our second deal or the third deal with a customer that’s going to be bigger. The initial deals are going to be, ‘Let me try this out for one use case to see how it works. And if I like it, I’m going to go big.’ So we are excited about the potential for Era.

 
 
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