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Nutanix CEO: Why Hardware Vendors Are Becoming ‘Irrelevant’

‘Hardware companies are scratching their heads on how they’ll help in this public cloud transition -- and they can’t. They become irrelevant,’ says Nutanix CEO Dheeraj Pandey in an interview with CRN.

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What’s your advice to channel partners in terms of Nutanix changing the sales comp?

On a renewal, how do we actually get our channel partners to be ever more relevant? For example, how does it trigger value-added professional services for our customers, health checks, migration, moving things out of old systems to new systems, from the private cloud to the public cloud – there’s immense opportunities at the time of subscription renewal for a partner to really go add value. This is where they need to be extremely customer-success hungry because in the world of cloud and subscription, you have to constantly and frequently add value and prove that you are worth it. We are doing it from our own economic point of view and partners will do it from their point of view in truly embracing Net Promote Score, customer success and using the renewal events as an opportunity to add more value.




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