The somewhat challenging part is ensuring that we have the right level of C-suite support from partners . vendors that will support them to expand their revenue base and sources .
Secondly , we see a multi-cloud trend . More partners are getting into a multi-cloud solutions business , where they provide solutions that sit on-premise and deliver solutions that sit across multiple clouds . Whether via an infrastructure- As-a-Service or platform-As-a-Service or even Software- As-a-Service to customers .
The second trend distils into a third trend , where several partners are also looking to make recurring revenue instead of one-off revenue .
What is your management philosophy ?
My philosophy is radical truth and radical transparency , and I ’ ll explain . Partners need to trust you , to build a collaborative partnership and that trust needs to be unwavering . Partners need to have all the information required to succeed , so my philosophy is to be open and transparent with them .
I have a weekly newsletter that we share across WECA called 2x Tuesdays . The objective is to share material and ensure partners have access to the same level of information we have as Nutanix to succeed in their own business .
When you look back at your career , what has been the most memorable achievement ?
I think , for me , my most memorable achievements would be a recurring theme throughout my career . I ’ m proud of building the business from nothing to being one of the pivotal OEMs in the region . In my previous role , I took a business from being a new entrant in the market to one that proliferated and one that customers demanded feature in their projects . At Nutanix , I ’ m taking the business and making it one of the veritable logos that customers are proud to have .
What made you think of a career in technology ?
I started a career in technology to essentially help individuals and businesses achieve their objectives , solve their problems , circumvent major obstacles and get them to think big to achieve great things with technology . Seeing the light in people ’ s eyes when you solve a problem or see the commercial and otherwise positive outcomes that organisations get to experience when they solve a business-wide issue fills me with pride and purpose every day .
What do you think will be the hot technology talking point of 2021 ?
I think the top technology talking point for 2021 would be the “ journey to recovery ”. After the onset of the pandemic , organisations went through a crisis where many of them had to find ways to reduce costs . When you think of the kinds of technologies that can assist with revenue streams , you think of the Edge , Artificial Intelligence and Machine Learning .
One unique way we ensure channel partners flourish is by building dedicated channel programmes based on the type of channel partner .
What are your personal interests and where do you like to spend most of your time after work ?
I love to spend my time at home with my lovely family . I also enjoy catching up with my wife , as she ’ s also a career person and a very important part of my life is being involved in supporting her career growth . I like to read a lot of books , the Bible included . I also enjoy listening to podcasts , reading technology blogs , and being aware of what ’ s happening in the technology space . •