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Voice of the customer to the channel: “I don’t really trust any of you here”

Rob O'Neill | June 12, 2017
Ballance Agri-Nutrients’ executive Tim Lloyd has laid down a challenge for the IT channel.

If that is the case they will likely never move back. He also pointed out that customers often have other priorities.

"I run SAP, so I have bigger problems to worry about than underlying infrastructure," he said.

Lloyd said he wasn't advertising Gartner or Forrester, but it was hard for the channel to compete with the value a half-hour call to one of these consultancies could deliver. They have helped with contract terms on renewal, the fine print of licensing, and benchmarking of pricing.

"It pays for itself real quick."

Earlier, Teh had talked about the "new disruptive brand of distribution" Exclusive Networks was bringing to New Zealand through its own and related brands such as BigTec, ITEC and Exclusive Capital.

BigTec is the lead brand for data centre transformation while ITEC delivers white-labelled managed and professional IT services on behalf of Exclusive Networks' partners worldwide.

Meanwhile, Exclusive Capital allows partners to help shift customers' IT capital expenditure to operational expenditure.

Nutanix's Smith explained how the company got its DNA from Google's file system team and turned that into something consumable by enterprises in the form of an appliance.

Nutanix allows customers to make their own choices for surrounding technologies such as hypervisors, firewalls and networking.

"There's no lock in. You can continue to use the tools you like and are used to," he said.

For partners that presents an opportunity to supply other parts of the solution or to build these on top themselves.

Last month, Nutanix struck a partnership with IBM targeting high-performance workloads, by combining Nutanix's Enterprise Cloud Platform software with IBM Power Systems.



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