![]() Nimble, which started in Silicon Valley in early 2008, and brought its first product to market in August 2010, announced in February that it had passed the 5000 customer milestone. The company has 15 resellers across New Zealand and uses NextGen as its distributor. He says the success of SmartStack, from Cisco and Nimble, highlights partners enthusiasm to go ‘a lot deeper within a customer and not just sell storage but branch out into the application level and complementary infrastructure level as well'. Hourmouzis says Nimble's alliances with other vendors also opens the door for partners to not just sell storage as a standalone, but to put an entire solution stack together. “It's something channel partners find very difficult to do without the right tools. “It's not just about capacity management or performance, but being able to sit down and say ‘these are the trends in your storage environment, these are the adjustments you potentially need to make… Theo Hourmouzis, Nimble Storage director of channel sales for Asia Pacific and Japan, adds that the management platform also allows channel partners to wrap a ‘wholistic' managed service around Nimble's offering. “It's allowing us to build intimacy with not just our customers, but our partners. It allows our partners to do things like see when customers are running out of capacity or running into a performance escalation. “Customers can delegate authority to resellers to have a view into the subset of platforms. Vasudevan says the company's cloud-based management platform allows resellers to take a proactive approach in dealing with customers. The company started with a sales team based in Auckland and expects to expand its resources more broadly ‘whether that's Christchurch or Wellington or other places to grow our presence as well'. And that drives more resource allocation as well. “We will more than double customers here. “We already have service providers in that customer base and large enterprises as well as more mid-sized customers, and having such a broad customer base will help us transition across verticals. ![]() “We notice an inflection point in every market where we get to a customer base of 100 customers and then it starts to multiply very, very quickly. The company has been in New Zealand for little over a year now, and Vasudevan says it has more than 25 customers, and ‘many more systems deployed'. “I expect compounded doubling as a very achieveable goal to aim for in most of our international markets. Vasudevan, who was in New Zealand to meet with partners and customers last week, says around 20% of the company's revenue is currently international, a figure that is expected to increase to 40% in the next three years. He says some competitors are now seeing negative revenue growth, at a time when data growth is rapid. He says even the multi-billion dollar product lines from some of Nimble's big name competitors are needing a massive restructure to leverage flash and solid state drives for a changing market. The company was born out of the belief that flash would redefine storage and cloud-based management would change how customers manage their storage. Suresh Vasudevan, Nimble Storage CEO, says the flash storage solutions company expects to see ‘very very strong growth rates, not just in the short term, but longer term too'. Nimble Storage is expecting to more than double its New Zealand sales and add more local resources in the coming year
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