Mumbai: The ‘Everything-as-a-Service’ (EaaS) model has evolved with time to become the new norm in the IT industry today. And cloud solutions providers like Nutanix have been quick to adopt it across its entire solutions range and channel strategy. To drive the EaaS model adoption across its APAC partners, the company recently opened two Nutanix PSCs (Partner Support Centres) in India and Malaysia.
Nutanix PSCs in India, Malaysia
“Our PSC (Partner Support Centre) in India will focus on enabling the channel to move more swiftly to an EaaS model, including helping customers use the full suite of Nutanix products,” says Ritesh Syal, Head and Director – Channels and Alliances, India, Nutanix.
“Working with our partners, we can help customers move to multi-cloud environments, simplify database management, provide solutions that enable employees to work remotely, and much more. Customers are also asking for subscription-based consumption of software and technology,” adds Syal.
These two PSCs, according to Syal will ensure that the company’s partners remain equipped with the knowledge and tools to cater to these dynamic customer needs. And will drive greater profitability and success for Nutanix channel communities across the Asia Pacific and Japan.
India PSC and local channel partners
From the Indian channel partners perspective, the India PSC team will leverage the experienced pre-sales and specialists teams across the country to support them on opportunity creation and progression.
“Over time this assisted pre-sales motion will evolve to autonomous selling when partners have gained sufficient experience to demo, implement and deliver the customer experience end to end,” informs Syal. He will be in charge of overseeing the Bangalore based India PSC.
India PSC aims to empower partners with knowledge resources and tech support. It will help partners in improving their understanding of Nutanix product offerings and customer requirements. And it will support them in developing solution proposals and building new programmes for customers.
It will help in improving partner capabilities and competencies to enable profitability, in line with the Nutanix channel programme Elevate. Recently, the company has launched the Nutanix Elevate Service Provider Programme, extending the benefits of Elevate Partner Programme to service providers.
“Overall, Nutanix believes the buyer’s journey will continue to evolve. As it does, our partners will need to continuously adapt to these changes. And our PSCs will be there to ensure our partner ecosystem retains a competitive advantage in the market and is constantly supported,” emphasizes Syal.
India – a key growth market for Nutanix
For Nutanix, India remains one of the key growth markets in the entire APAC region. With the launch of PSC, the company has further strengthened its local presence and ties with partner channels in India.
“Nutanix India saw 25% partner growth so far in Q2, FY21, spurred by digital transformation and accelerated cloud adoption. We see this growth as an indication of customer intention to adopt the best technology and solutions to succeed in the new normal,” Syal points out.
Nutanix is 100% channel-driven in India. It leverages its partners for territory expansion across the country, utilising their expertise to drive business transformation for customers.
“We engage with the traditional channel, value-added resellers (VARs), global system integrators (SIs), service providers, original equipment manufacturers and consultants, to cater to the multi-cloud, subscription, and future-of-work transitions occurring in business today,” says Syal.
APAC channel partners
Interestingly, Nutanix has tried to address a large channel partner base across APAC from India to Australia and New Zealand via the two PSCs. These two Nutanix PSCs will collaborate and serve the entire APAC channel partner communities.
“Our PSCs in Bangalore and Kuala Lumpur will remain focused on our partners to drive services amid the rising customer demand for EaaS solutions. They will work together to ensure partners across APAC have the resources, knowledge and tools they need to drive adoption of Nutanix solutions,” informs Syal.
“Apart from collaborating to offer multilingual support in countries across APAC, the two PSCs will combine knowledge in strategy implementation, executions and channel sales. And will ensure our partners get the full breadth of support that Nutanix can provide to grow their business,” he concludes.