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Nutanix aims for SMB growth with channel Cloud Bundles
Enterprise cloud player is looking for SMB growth across EMEA and views the channel as key to its ambitions
Nutanix has set its sights on growing its small and medium-sized enterprise (SMB) business across Europe, the Middle East and Africa (EMEA) and has devised channel bundles to arm partners with the right market propositions.
The enterprise cloud player hopes it can drive more business in the SMB market, having identified that customer base as one that is looking for help with managing hosted applications.
Nutanix’s Cloud Bundles will also give the firm’s distributors more autonomy, enabling them to provide more support for resellers. They will be responsible for rolling the bundles out to partners.
Bundles are designed to simplify management of the infrastructure and covers virtual machines, containers, files, computing resources, storage and networks for the SMB customer.
Nutanix has also put the bundles together to work with the offerings from its OEM partners, including Fujitsu and Lenovo, and it will combine the software licences of Nutanix products into an offering that has three levels (see box below).
“Companies of all sizes are concerned by the challenges of managing their increasingly complex IT environments, and that is what our solutions address,” said Cyril VanAgt, senior director, channel sales EMEA at Nutanix. “With the launch of Nutanix Cloud Bundles, we want to innovate and package our flagship offerings at a competitive cost and to make them available through our partners to SMBs.
“Through these offers, the objective is to give more autonomy to our distributors, so they can quickly enable their channel partners, and their end customers.”
The three levels
- The first service level embeds the base building blocks of the Nutanix stack: the AOS enterprise cloud operating system, AHV hypervisor, and Nutanix Prism end-to-end management solution.
- The standard offer sees the addition of the enterprise file storage solution Nutanix Files, as well as the administration automation features brought by Prism Pro, thanks to machine learning.
- SMB customers opting for the advanced level will benefit from the standard package along with network security and microsegmentation functionality from Nutanix Flow.
The vendor’s distributors gave the bundles a thumbs-up, with many pointing out that SMB customers needed more support with their expanding cloud infrastructure needs.
“The new bundles allow Nutanix partners to meet these customer needs thanks to the integrated combination of infrastructure, advanced monitoring and security software,” said Eric Nowak, president of Arrow’s enterprise computing solutions business in EMEA. “We look forward to working with our customers on this great opportunity and enabling them to benefit from the simplified quoting and ordering, while ensuring that all eligible programmes are applied.
Justyn Leonard, global head of cloud transformation at Exclusive Networks, said: “As a Nutanix distributor, we are committed to creating value for both Nutanix and our channel partners. We are ready to create a differentiated proposition with our partners, using the programme and its simplified quoting and ordering capabilities.”
Jason Boxall, vice-president vendors & alliances, Europe for Tech Data Advanced Solutions, added his support as an authorised distributor, saying: “The built-in customer savings of Nutanix Cloud Bundles empower Nutanix partners to offer small and mid-sized customers the opportunity to rapidly and cost-effectively scale out their infrastructure.”