CHANNEL CHIEF
For PAUL RUINAARD , Country Manager – Sub Saharan
Africa for Nutanix, investing in programmes where partners
can make healthy margins and engaging early to assist in the
complete sales cycle is vital.
D
Describe your current job
role and the parts that are
somewhat challenging?
Can you explain how your company
works with channel partners?
I am the Country Manager – Sub Saharan
Africa for Nutanix. The challenging aspects
of my job includes the amount of change in
the market with topics like public cloud and
customers saying they are using a cloud first
or all in on the cloud approach. Many are
still trying to operationalise this approach
and it is slowing down projects once they
realise the scope and complexity of cloud
migrations. We are halfway across the desert
on many cloud migrations and hoping we
aren’t going to run out of water. Other areas
include skills leaving the country and finally,
the tough trading environment where the
economy is not growing and consequently
customers are not investing in new projects
or are delaying planned projects.
INTELLIGENT TECH CHANNELS
INTELLIGENT
TECH CHANNELS
Issue 27
We are a channel only company – all our
business is done through local channel
partners and through our distribution. We
don’t take any business direct. We have
programmes to tier our partners based on
their skills and revenues.
Paul Ruinaard, Country Manager –
Sub Saharan Africa for Nutanix
We are halfway across
the desert on many
cloud migrations and
hoping we aren’t going
to run out of water.
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