CHANNEL CHIEF
CHRIS DE VERE believes he has a strong understanding of the market , including the challenges and opportunities for both , Nutanix as a private cloud platform as well as Managed Service Provider . De Vere feels confident in his ability to translate technological capabilities into business use cases that Managed Service Providers can leverage .
dDescribe your current job role and a summary of the business model of your organisation ? Chris De Vere leads a team of sales specialists focused on selling Nutanix solutions to Managed Service Providers . These solutions empower service providers to explore new revenue streams , enhance their business growth , implement measures to reduce risk , and significantly lower the costs associated with operating their existing private cloud platforms .
The Managed Service Provider market segment is in many ways a unique one as MSP ’ s are using Nutanix products to make money . Consequently , one needs to think about positioning one ’ s products in that context .
What are your strengths and abilities that you bring to the above role ?
De Vere believes he has a strong understanding of the market segment , including the challenges and opportunities for both , Nutanix as a private cloud platform provider as well as Managed Service Providers . In particular , he feels confident in his ability to translate technological capabilities into business use cases that Managed Service Providers can leverage .
For example , with the growing conversation around AI , Nutanix enables its partners to utilise solutions like GPT in a box for transformative applications , such as reducing helpdesk response times , enhancing the sales team ’ s ability to respond to RFPs more quickly , and even generating code .
Please describe the opportunities and challenges that exist for channel partners in your market ?
A first challenge is that many service providers see AWS and Azure hyperscaler clouds as a direct threat , having commoditised their offerings and driven the prices down . On the positive side , there is a drive to sovereign cloud in EMEA and Nutanix allows the deployment on-premises of the same architecture as the hyperscalers , enabling MSPs to compete with the hyper-scalers on an even playing field .
A second challenge is the acquisition of the company providing the de facto standard in private cloud software for MSPs . The issue is not just the giant price increases and that partners have been ejected from the decade long partner programme , but that there is now a question over the future innovative capability of this software company .
On the positive side , there is an alternative , and arguably a better one . The incumbent software architecture is that of the monolithic scale-up architecture of the mainframe written largely for x86 .
Nutanix is the architecture of Google brought to on-premises , and this architecture is scale-out .
Chris De Vere , EMEA Managed Service Provider Leader , Nutanix
INTELLIGENT TECH CHANNELS 63