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Nutanix Channel Chief On New 'Black-Belt' Partner Certification And Transitioning Into A 'True Software Company' In 2018

Nutanix channel leader Bob Wallace talks to CRN about new trainings and tools available for partners in 2018 as well as what the channel can expect as the company transitions into a pure software company.

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Why are solution providers sticking with Nutanix when there's larger hyper-converged players now like Cisco-Springpath and Hewlett Packard Enterprise-SimpliVity?

Our partners gravitated to Nutanix because when they look at the options in the market, they can see that the completeness of vision from many of [our competitors] are dead end and/or is kind of a me-too approach.

It's also how we treat them. We are really partners. For manufacturers in many cases, it's very one-sided. It's an arrogant approach to looking at channel partners and doing score cards on channel partners. The traps that they walk into is that many manufacturres get fired by their channel partners, they just never know it. So we take a different approach to understand from them, 'What is it you're looking to get out of Nutanix and this partnership? How is our own score card?' So that way we don't get fired by our channel partners.

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