Top Level Business Model › 380967694 › files › doc... · hpe. cisco. huawei. pivot3. scale...

LOU ATTANASIOCHIEF REVENUE OFFICER

© 2018 Nutanix. All Rights Reserved.

The Future of Enterprise

Computing

Nutanix EnterpriseCloud OS

Multiple Delivery Models

WHY HOW WHAT

$3Bin 2021


Our Customers Globally (2011)

Continued Customer Growth

923 1,168 1,4121,799

2,1442,638

3,1113,768

4,473

5,382

6,172

7,051

7,813

8,870

0

2,000

4,000

6,000

8,000

10,000

Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2

FY16 FY17 FY18FY15


LEADERS

NUTANIX

CHALLENGERS

VISIONARIESNICHE PLAYERSAB

ILIT

Y T

O E

XE

CU

TE

COMPLETENESS OF VISION

DELL EMC

VMWARE

HPE

CISCO

HUAWEI

PIVOT3

SCALE COMPUTING

DATACORE

HTBASE

MICROSOFT

STRATOSCALE

2018

Source: Gartner, Inc., Magic Quadrant for Hyperconverged Infrastructure, John McArthur, George Weiss, Kiyomi Yamada, Hiroko Aoyama, Philip Dawson, Arun Chandrasekaran, Julia Palmer, 6 February 2018


Why Software?

Choice

Flexibility on spend

First step in Enterprise Cloud

More natural

For Customers For Partners For Our Reps

Better margins

Services opportunity

Existing customer base upsell / cross sell

Platform for new cloud solutions

Selling strategic value

Larger deals

Opportunity to sell ELAs

First step to Enterprise Cloud


Software & Support Growth

FY18

Q2Q1Q4Q3

FY17Based on bookings


The Customer Journey

$1.7M

$500K

$5.2M

$200K

$2.9M

$1.7M

$200K

$4.5M

$114K

Server Virt. Test & Dev VDI

1H 2016 2H 2016 1H 2017 2H 2017 1H 2018

Software

Example #1

Based on bookings


The Customer Journey

Server Virt. Test & Dev VDI

1H 2016

Example #2

DR Target

$200K $200K

$200K

$300K

$100K

$500K$100K

2H 2016 1H 2017 2H 2017 1H 2018

$400K

$4.7M

$300K

1H 2018

$400K

SoftwareBased on bookings


Transformation to Software

New hire training revamped

Mid-year training focused on software selling

Software selling certification requirement

for sales

Outside firm contracted to facilitate transformation & institute best practices

Training

Recruiting

Completely revamped hiring profile:

• Manager level

• Rep level

• Technical level

Hiring

100% Software & Services based

At all levels

Best-in-class compensation tool

rolled out

Focus on margins

Compensation

Simplicity & Speed

Enterprise Purchase Program (ELAs)

Software deal desk

Financing program focusing on software

Retooling Infrastructure

131159 182

220249

288328

384435

491536

570608

642

0

100

200

300

400

500

600

700

Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2

FY16 FY17 FY18FY15

Growth in Global 2000 Customers

*Reflects yearly update of the members of the Global 2000 list as reported by Forbes. Global 2000 status is updated each fiscal year and historical data is revised to reflect the updated status.


Note: Lifetime purchase multiples represent total lifetime purchase/ initial purchase*Lifetime purchase multiples for G2000 customers represent multiples for customers over 18 months**Top 25 lifetime purchases by end customer for IPO class of customersData as of 1/31/2018

Repeat Purchase Multiples

1.0x

4.1x

9.0x

22.5x

0

5

10

15

20

25

7.3x 7.4x

7.8x8.1x

8.6x

9.0x

6

8

10

Q1 Q2 Q3 Q4 Q1 Q2

Total Lifetime Purchase Multiples Total Lifetime Purchase Multiples of G2K*

FY18FY17

Initial Buy G2K Customers >

18 mos*

Customers > 18 mos

Top 25**

# of Million Dollar Deals

28

34

43

49

57

0

20

40

60

Q2 Q3 Q4 Q1 Q2

FY17 FY18

Cumulative End-Customers with Lifetime Purchases > $1M

35 47 60 80108

136 154

208256

295341

404

478

541

0

100

200

300

400

500

600

Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2

FY15 FY18FY16 FY17Based on bookings


Drive Technology Adoption with Nutanix

HyperconvergeMultiCloud(CALM, Xi)

Build & Deploy Cloud Native Applications(CALM Market

Place)

Expand Workloads

(AHV, Prism Pro, AFS, ABS, ACS)

Embrace Full Cloud Atack

for Ent Apps –Virtualization

(AHV)

Adopt HCI –DC

Modernization(AOS/Prism)

Incr

easi

ng A

dop

tion

Become Operationally Efficient

1 2 3 4 5Consistent

Results for Each Deployment(Deployment

best practices)

Standardization(Versions, run books, change

controls)

Improve Service Levels

(Active monitoring, auto alerts)

Proactive & Pre-emptive Operations (Pulse-based insights, best practices for

process & tools)

Automation to Improve

Productivity(API scripts for common tasks)

Realize Business/ Financial Benefits

1 2 3 4 5Basic Financial

Awareness(e.g., Nutanix

vs 3 tier)

InfrastructureTCO Benefits

Business Services Benefits(e.g., VDI,

Critical Apps)

IT Strategy(e.g., Hybrid

cloud decisions)

BusinessStrategy

(LOB decisions)

Become OrganizationallyProficient

1 2 3 4 5Basic Product

Knowledge(POC/HPOC, Nutanix Bible)

Successfully On-boarded

(Sandbox, design workshops)

InfrastructureExpertise

(NPP, Education plan for user

groups)

InfrastructureProficiency

(NPP+, NPP++, NPX)

Application Level

Expertise(NutanixCertified

Advanced Architect)


Large Account Growth

34% 29% 24% 23% 24%

36%32% 35% 29% 26%

30%39% 41% 48% 50%

Q2 Q3 Q4 Q1 Q2

FY17 FY18

SMB(<500 employees)

Mid-Enterprise

Large(>5,000 employees)

Based on bookings

High Performance Sales Culture

Transformation Toward Software

Large Account Focus

Keys to Success Going Forward


The Future of Enterprise

Computing

Nutanix EnterpriseCloud OS

Multiple Delivery Models

WHY HOW WHAT

$3Bin 2021

Top Level Business Model › 380967694 › files › doc... · hpe. cisco. huawei. pivot3. scale...

Documents

Transcript of Top Level Business Model › 380967694 › files › doc... · hpe. cisco. huawei. pivot3. scale...