Nutanix Named a CDW Partner of the Year


By Steve Kaplan
| min


Nutanix is honored to have been named a CDW Partner of the Year last week at CDW’s Partner Summit in Las Vegas.

Nutanix CDW Partner of the Year Award


CDW, as pretty much everyone in the computer industry knows, is one of the largest channel partners in the business. The Chicago-based firm had $11.7 billion in revenues for the 12 months ended September 30, 2014, and its stock price has doubled since its Initial Public Offering in June 2013.

In addition to its massive sales, CDW is highly respected as a very well-run organization. Few industry manufacturers wouldn’t welcome the opportunity to have their products carried by CDW, though many notable manufacturers have not yet been able to earn a position on CDW’s line card.

The Partnership

When CDW first asked Nutanix to consider becoming a partner, we politely turned down the request. We knew that our own manufacturing capabilities and processes were not yet ready to keep up with the CDW juggernaut. But about six months later, in July of 2013, Nutanix signed with CDW.

Nutanix was a much smaller company when CDW first started selling our products. Total employees numbered only around 240 (today we’re closing in on 1,000), and the entire Americas channel sales team consisted of only Jerome Cheng and me (today we have 15).

We’ve worked very hard to make our relationship with CDW a success, including helping CDW certify 530 of its reps and 75 of its solution architects. We’ve also worked extensively with CDW’s Health Care teams on the advantages of web-scale infrastructure. And the CDW-Nutanix LinkedIn group now has over 1,000 members – more than the next four largest manufacturer groups combined.

Our efforts have paid off. The growing strength of the CDW-Nutanix relationship ensures continued rapid momentum in the years ahead.


Unexpected Acknowledgement

Despite our momentum with CDW, we were somewhat surprised to be named a Partner of the Year so early in our relationship. We were in competition against industry leaders such as Oracle, Riverbed, and F5 as well as with other young companies such as Nimble.

“I think that the partner of the year awards from CDW are truly the most prestigious and true channel awards in North America,” said Charles Bass, vice president of Promark – a long-time CDW distributor. “The CDW awards take both product sales and channel execution into account from a field perspective.” This third-party acknowledgement is even more encouraging to us.

Dheeraj Pandey, CEO of Nutanix, Accepting CDW Partner of the Year Award

“We are both honored and humbled to receive a CDW Partner of the Year award,” said Dheeraj Pandey, CEO of Nutanix. “When we first signed with CDW, many industry veterans were telling us that we were too young and immature to partner with the industry’s leading channel player. But CDW believed in us and provided fantastic guidance and support. We are just getting started. The best is yet to come.”

“With more than 250,000 customers, CDW understands that effective partnerships are essential to providing high quality solutions and industry leading services. This year’s award recipients surpassed our expectations, enabling us to better understand and meet the needs of our business, government, education, and healthcare customers,” said Matt Troka, CDW senior vice president of product and partner management. “We congratulate Nutanix for achieving a CDW Partner of the Year award, and we thank them for their outstanding support of CDW initiatives as well as their commitment to providing first-class technology and service.”

In addition to Nutanix, CDW also recognized Cisco, Aerohive, Barrister, and BlueStar as Partners of the Year.

Steve Kaplan
Nutanix, Inc.