CHANNEL CHIEF
Anticipating the customer ’ s future needs is critical but very difficult , especially given the expanding technology choices . Building a foundation on Nutanix Cloud sets the partner up for privileged conversations with their customers about future projects and delivering business outcomes in an agile way , says SVEN SCHOENAERTS at Nutanix .
dDescribe your current job role and a summary of the business model of your organisation ? The EMEA Channel leader sets the strategy and leads the operational and organisational structure for Nutanix ’ s commercial engagement with its ecosystem partners , reseller , distributors , MSPs . Ultimately , the goal is to enable success for partners that deploy Nutanix products and services as part of their solution stack to assist customers looking to modernise their IT infrastructure . As well as resolve the hybrid multicloud complexity to succeed in their business objectives while maintaining full independence and cost control .
Nutanix ’ go-to-market is 100 % via the channel and generates 100 ’ s of millions in terms of profits made by the company ’ s channel partners every year . Nutanix does not compete with the channel on deals , nor on services , and incorporates advice from partners into programmes and product evolutions .
What are your strengths and abilities that you bring to the above role ?
Sven has a deep understanding of how channel partners operate their business , their needs and expectations with regard to innovative products , profitability , long-term commitment and trust , which are critical success factors .
He brings proper management and people skills to operate across cultures with an open mind . And finally his communication style effectively conveys to internal and external audiences the strategy and programmes that Nutanix brings to the market .
Please describe the opportunities and challenges that exist for channel partners in your market ?
Customers in all markets and stages of their journey require a reliable infrastructure that offers them a cloud-like experience , yet maintains their control over IT spend , keeps their options open for future technology choices and ensures a secure platform for any application they may buy or build .
The IT industry is constantly evolving and partners are the trusted advisor to their customers , but the challenge is having to make choices in which technologies to invest . Partnering with Nutanix strengthens their position in the account and is the basis of a profitable long-term success story .
Last fiscal year , Nutanix introduced the channel-led segment , putting partners even further in the lead to own the engagement with the customer and enjoy richer rebates . Obviously , the disruption of the Broadcom , VMware installed base is
Sven Schoenaerts , Senior Director , Channel Sales EMEA , Nutanix
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