In an exclusive conversation with APAC News Network & CXO News, Faiz Shakir, VP & MD – Sales, Nutanix India & SAARC explains how Nutanix differentiates itself in a muti-cloud environment and the dynamics of its partnerships with public and private cloud providers.
What are the solutions and services currently in the Nutanix portfolio in India?
Nutanix is a global leader in cloud software, offering organizations a single platform for running apps and data across clouds. With Nutanix, companies can reduce complexity and simplify operations, freeing them to focus on their business outcomes.
Building on its legacy as the pioneer of hyperconverged infrastructure, Nutanix is trusted by organizations across India and worldwide to power hybrid multicloud environments consistently, simply, and cost-effectively. With this, a full range of solutions in India.
What are the dynamics of Nutanix’s partnerships with public cloud providers like AWS and Azure as well as hybrid cloud providers like HPE or IBM?
We strategically partner with major players such as AWS and Microsoft to offer customers seamless experiences across diverse cloud environments, emphasizing long-term relationships with industry leaders. Collaborations with Microsoft and AWS, alongside regional providers like Web Werks in India, demonstrate our global commitment to meeting customer needs.
Our consumption-based model enhances accessibility and affordability, fostering mutually beneficial relationships with partners. We prioritize platform choice, enabling customers to leverage solutions across various hardware, hyperscalers, hypervisors, and applications, thus eliminating vendor lock-in. These partnerships focus on simplifying infrastructure and application delivery, emphasizing flexibility, scalability, security, and performance, aligning with Nutanix’s vision of providing comprehensive cloud platforms for hybrid multicloud environments, empowering businesses to navigate evolving operational demands confidently.
Which are the key verticals where Nutanix is witnessing maximum traction currently in India?
We are in quiet period, so we are unable to discuss specifics for our Q3 FY24, but some of the vertical where we have seen growth in past quarters include the financial, public, and healthcare verticals.
Which are some of the referenceable marquee installations and what are some of these use cases?
Several prominent Nutanix installations and case studies in India stand out. For instance, Edelweiss Global Markets has adopted the Nutanix Cloud Platform to achieve remarkable flexibility and scalability. This adoption has enabled them to efficiently manage their infrastructure using a suite of simplified tools. Similarly, Olam has chosen Nutanix Cloud Infrastructure to support 95 percent of its applications, facilitating its comprehensive digital transformation strategy.
How does Nutanix look at balancing between retaining existing customers and acquiring new customers?
We place a strong emphasis on both retaining our existing customer base and attracting new ones. Rather than solely focusing on numbers, we prioritize nurturing long-term relationships with our current clients through quality interactions. Nutanix achieves this by offering a comprehensive suite of products, empowering customers to build hybrid multi-cloud environments. Additionally, we identify growth opportunities in areas such as application modernization and cloud repatriation, leveraging collaborations like our partnership with Red Hat to expand our customer base.
In response to market shifts, such as Broadcom’s acquisition of VMware, we also help organizations who have been impacted. We position our solutions as compelling alternatives to VMware offerings, highlighting the cost-effectiveness and innovation of our platform and support. This proactive approach underscores Nutanix’s dedication to meeting customer needs while remaining at the forefront of the competitive landscape.
What are the key pillars on which Nutanix’s GTM strategy rests in India? What are some of the key initiatives under this strategy?
Nutanix’s Go-To-Market strategy in India is centered around optimizing customer engagement and strengthening market presence. This entails prioritizing quality interactions with existing customers to nurture cross-selling opportunities, particularly in hybrid cloud multicloud adoption. Furthermore, a key focus lies in building a robust partner ecosystem through collaboration with system integrators and OEMs. Initiatives such asthe Nutanix Surge Program and Elevate Partner Program are instrumental in driving innovation and fostering mutual growth.
In addition to strategic partnerships, Nutanix invests significantly in talent acquisition and research and development to sustain innovation and competitiveness in India’s dynamic market.
How is Nutanix partner organization structured? What are the measurable parameters on which you track the success of the three outcomes of the partner program?
Our program is designed to help partners as they work to help their customers modernize their IT, deploy hybrid multicloud environments, expand their use of AI, and more. We provide incentives and training programs that encourage and help them do these things. Success would include growth in these areas.
What are Nutanix’s unique differentiators in the extremely competitive landscape of multi cloud deployment in enterprises?
In the highly competitive realm of hybrid multicloud deployment for enterprises, Nutanix stands out with its unique offerings. We provide a unified platform that simplifies hybrid multicloud management, enabling seamless operation and efficient outcomes by seamlessly running and managing applications across diverse environments.
Our solution reduces total cost of ownership through simplified management and ensures workload portability without the need for extensive refactoring. Moreover, we prioritize security and resilience, offering robust protection against cyber threats and ensuring uninterrupted business continuity. Our proven track record of earning customer trust underscores our ability to consistently deliver on expectations, establishing us as a frontrunner in the multi-cloud landscape.
What are going to be Nutanix’s key focus areas in the next 12-18 months?
We will continue to help organizations across India with many things, including modernizing their IT, setting-up hybrid multicloud environments, and expanding their use of AI. Moreover, the recent acquisition of VMware by Broadcom has sparked uncertainty among customers, leading them to explore Nutanix as a reliable alternative for their workload needs.
Rajneesh De, Editor, APAC News Network
