Fujitsu has taken further steps to de-risk its solutions for those partners that are still adapting their business models.
The firm has been adapting its managed service partner support levels over the last 18 months and says its channel , which has been traditionally been based around selling hardware through a CAPEX model, needed a bit of a hand.
The latest innovation from the vendor is to team up with Cyxtera to provide Nutanix Enterprise Cloud on PRIMERGY as a service, making it possible for a partner to offer collocation services without having to invest in the hardware upfront.
Resellers will get access to the CXD platform, which is operated by Cyxtera, removing the need for partners to invest any capital in hardware, software, network and data centre infrastructure.
Leigh Schvartz, head of product innovation strategy at Fujitsu UK&I, said there were a significant number of customers that are looking for public cloud-like features on a private cloud or in a solo environment and said that its own research from earlier this summer had indicated the majority of customers were operating with a hybrid infrastructure.
“We have stepped up our models and offerings and in the feedback from the channel, they definitely see demand in the customer base. But there are challenges for some partners that have been selling hardware and for those that are having to change their compensation models”, he said.
“With this offering, it can be consumed on a per month basis so they can pay-as-you-go and there is no risk”, he added.
