Nutanix global channel chief says edge enablement is next focus

Nutanix’s channel can expect the hyperconverged upstart to emphasise enablement in coming months, global channel chief Rodney Foreman has told CRN.

Foreman serves as vice president for global channel sales and on a visit to Sydney last week spoke exclusively with CRN. His message was simple: Nutanix thinks its channel program is in good shape. That’s not just the usual boast: Foreman met with CRN hours after chatting with Australian partners, an experience he said replicated his experiences around the world with happy partners saying they’re pleased with Nutanix’s efforts.

So while Foreman sees no reason for change, he thinks Nutanix’s expanding product portfolio means the vendor needs to spend more time getting its partners up to speed.

“I think that virtualisation and the value we bring in virtualisation is nothing new to our partners,” Foreman said.  The channel also has a good understanding of when and where to use hyperconverged infrastructure, either as appliances or software, he added.

But he’s less certain that Nutanix partners are well-versed in the company’s role on the network edge.

Another story he wants to make sure partners can tell involves Nutanix’s imminent ability to run on IBM’s Power 9 platform. Doing so means Nutanix will be able to control both x86 and POWER systems, which should be attractive to those running both. With IBM set to deploy Power 9 to more of its cloud in coming months, and therefore giving Power users a new migration option, Nutanix has the chance to talk to clients about legacy applications, the custom apps that thrive on Power and its traditional strengths in x86 virtualisation.

With Power still accounting for a decent slice of the server market, and Nutanix the only hyperconverged player targeting IBM’s platform, partners have an opportunity to stretch into new markets.

Foreman also commented on the company’s recent job ad seeking a new worker to cement relationships with global system integrators. That new hire, he said, will be tasked with making sure Nutanix is in the mix as the big integrators deliver their industry-specific solutions.