Vendors, partners believe selling joint hardware and hyperconvergence solutions will open new opportunities
Anticipation is building in the Hewlett Packard Enterprise (HPE) and Nutanix channels for the availability of jointly developed hyperconverged products and packages. Partners believe the inclusion of Nutanix products in the HPE GreenLake program for selling servers as-a-service will open opportunities with existing and new customers.
The Lowdown: HPE and Nutanix recently announced a partnership to co-sell and bundle their respective hardware and software products. The arrangement, they and partners say, will open new sales and engagement opportunities for solution providers participating in both HPE and Nutanix’s channel programs. Additionally, joint partners will see new benefits from the arrangement as they’ll reap the benefits and incentives of dual program participation.
The Details: Under the joint program, Nutanix is providing HPE with its Enterprise Cloud OS software to sell as-a-service through the GreenLake partner ecosystem. Also, partners will have access to new DX appliances, a jointly developed product based on HPE servers and Nutanix’s Enterprise Cloud OS. The two companies will provide support to partners and customers through the collaborative go-to-market strategy. And Nutanix is investing in new resources to enable and support partners that are taking its products, as well as the products jointly developed with HPE.
The joint products will become available to HPE and Nutanix channel partners sometime in the third quarter of 2019.
The Impact: HPE, Nutanix, and their partners anticipate accelerated growth through the jointly developed products and the availability of applications and hardware sold as-a-service through the GreenLake program. The two companies are offering additional incentives to joint partners participating in their respective programs to encourage fast adoption of the new products and go-to-market arrangement. HPE and Nutanix believe the HPE GreenLake products — sold under a consumption-based service model — will have tremendous appeal to existing customers and will spur expanded adoption.
Background: Through the partnership announced in early April, HPE and Nutanix are looking to open new sales channels for their respective companies amid increasing pressure from competitors. HPE is facing more competition on the server and storage front from rival Dell Technologies, which is investing heavily in its channel and direct-sales efforts. Nutanix is trying to recover from a revenue stumble due to shortsighted sales capacity planning. Nutanix also recently lost its channel chief, Rodney Foreman.
“HPE created the modern on-premises, as-a-service consumption market with HPE GreenLake. Hundreds of global customers now leverage HPE GreenLake to get the benefits of a cloud experience combined with the security, governance, and application performance of an on-premises environment, while paying for the service based on actual consumption,” said HPE CEO Antonio Neri. “Today, HPE is expanding its leadership in this market by providing an additional choice to customers seeking a hybrid cloud alternative that promises greater agility at lower costs.”
“Our customers tell us that it’s their applications that matter most. Our partnership with HPE will provide Nutanix customers with another choice to make their infrastructure invisible so they can focus on business-critical apps, not the underlying technology,” said Nutanix CEO Dheeraj Pandey. “We are delighted to partner with HPE for the benefit of enterprises looking for the right hybrid cloud solution for their business.”
“Since our first Nutanix sale, we’ve seen continued customer interest in Nutanix’s hyperconverged and cloud software options. Customers enjoy the freedom and simplicity the Nutanix solutions bring, and this positive reception has translated into deepened engagements,” said Tom Cahill, vice president of product and partner management at CDW. “With Nutanix’s new partnership with HPE, we now have the opportunity to discuss a new product option and consumption model with customers that combine the best-of-breed hardware and software, and allow us to drive the right business outcomes for our customers.”
“As a longtime HPE partner, we are looking to provide our customers with the ideal solution for their hybrid cloud and consumption needs. With this new offering from Nutanix, customers are given the freedom of choice, and can build their data center around Nutanix’s agile software with HPE’s leading hardware,” said Jack Margossian, president and CEO of Comport Consulting. “By providing customers with a joint solution from these two standout brands, we are also furthering our sales opportunities with more sales cycles and avenues for building out our customer relationships.”
“Having software-based storage on our Nutanix/HPE solution has driven an immense performance increase that provided major benefits for us,” said Matt Cripps, managing director of Techquity. “By running Nutanix on HPE, we’ve been able to hold a competitive edge for our organization and provide better and faster performance than our competitors can on a similar solution. This new collaboration will simplify the management of our Nutanix/HPE deployment and will increase the benefits we were already seeing with the two solutions.”