Nutanix launches new service provider purchasing program
Named FlexPrice, the new pricing program lets service providers take advantage of Nutanix’s solutions to develop Cloud-based and managed services, such as infrastructure as a service (IaaS), desktop as a service (DaaS), and disaster recovery.
Nutanix A/NZ channel manager, Darrin Edkins, told ARN it addresses the business and financial challenges faced by many service providers, including high up-front investment costs to build and expand services, datacentre inefficiency resulting from IT overprovisioning, and lengthy procurement cycles that degrade the speed of service delivery.
“The market out there for service providers is very competitive and taking the benefits of Nutanix’s scale-out, buy what you need today technology, we’ve packaged that and minimised the investment for providers,” he said.
He added that the company decided to roll out this program as a result of demand from its service provider customers.
“The feedback was we needed a more adaptable, flexible subscription-based model for them. Selling our solutions upfront gave them no flexibility to better adapt their go-to-market model, which is a utility based model. That’s why we developed this, it just makes them more competitive,” he said.
Edkins claimed it also enables service providers to procure Nutanix-qualified hardware and enable Nutanix Web-scale software on a flexible subscription basis.
Read more: Intel Security appoints Richard Steranka to lead worldwide channels
Traditionally, Nutanix solutions were bought with hardware and software. Now, the software and hardware components are separated, with the hardware available via Nutanix, directly sourcing from its manufacturer, and the software portion is then broken down.
Its customers can deploy and expand their infrastructure one node (four nodes in total) at a time with three, six, 12 and 36 month term-based pricing, and lower upfront capital costs for storage, servers and virtualisation.
“Having a subscription pricing saves their CAPEX dollars upfront – in traditional IT, they’ll need to forecast three years or more in advance and purchase technology outright. This will let them buy what they need today and add on nodes one at a time to their investment as they scale.
Read more: EXCLUSIVE: IPscape adds on to direct-to-market model in Australia
“It’s a much smaller footprint, so it also means cheaper power, cheaper cooling, and easy manageability. It’s very much a consumption based model and it marks the first program we’ve got for service providers,” Edkins mentioned.
Nutanix is currently educating its service providers stuck on the old legacy model of the new program, and will also take it out to market for new providers. The new service provider purchasing program will be available in A/NZ from September.
In addition, Edkins mentioned that the company will be focusing on moving from making the storage platform invisible to making the hypervisor platform invisible, then transitioning to making the Cloud invisible. It also plans to focus on bringing to market its Acropolis and Prism technologies.
Read more: EXCLUSIVE: Alcatel-Lucent Enterprise Australia revamps channel program