In the technology space, the pairing of two quality providers is always good for the end user. It generally brings together two powerful platforms or applications and produces the desired outcome for greater market share. The successful collaboration works well when the two providers complement each other in the market. When conflict exists, it could make successful application deployment a bit more challenging.
This could be the situation arising between Dell (News - Alert) and Nutanix as the two signed a reseller and OEM agreement. Nutanix is considered one of the top up-and-comers in the technology space and Dell sees the potential in the nascent hyper-converged infrastructure business. While the two companies are working to manage the deal registration process, there could be channel conflicts between them and their partners.
According to a recent CRN post, Dell plans to OEM Nutanix’s hyper-converged infrastructure software stack and integrate it on Dell servers. The company then plans to sell the offering through its large channel partner base. This move could make Dell one of the top providers in this space and expands on the company’s software-defined storage strategy. This expansion does depend in part of the company’s relationship with Nexenta.
The resulting XC Series Webscale Converged Appliances are expected to bring customers advanced software-defined storage capabilities. The company will package the offering as a converged appliance with storage and computer in scalable bricks. Industry players watching the move anticipate a powerful outcome in this pairing. One exclusive Dell partner told CRN that he expects competitors to be hard pressed to deliver a competing solution and that all involved with profit greatly.
A strong value proposition for Nutanix is its positioning as a go-to market partner for companies in the VMware world. A great number of companies in this space already have Nutanix in their organization in some form. With its software-defined solution and Dell as the power house to bring it to market, Nutanix will see market penetration unlike ever before. Dell will provision and manage workloads with the software-defined architecture from Nutanix behind it. Mixed with Dell’s logistics and hardware capabilities, it’s a win-win.
So what’s the conflict in this application deployment? The lack of a competitive offering for others in the channel could upset current arrangements in this space. It’s likely that Dell and Nutanix don’t see this as a problem, especially if market dominance is in the plan. Channel partners wanting their piece may have to decide loyalties and given the anticipating success of this pairing, their choice in direction may be obvious.