11月5日,Nutanix宣布攜手聯(lián)想在業(yè)內引起震動(參見:Nutanix和戴爾、聯(lián)想的婚姻有什么不同,存不存第三者插足?)。我也試圖在第一時間采訪Nutanix的觀點,不知是不是中間環(huán)節(jié)耽誤,還是美國人的效率不高,或者高管需要討論斟酌??傊?,11月25日,Nutanix的官方答復姍姍來遲(參見附件)。
在這份姍姍來遲的書面答復中,充滿了外交辭令,如:“Nutanix在超融合系統(tǒng)市場是名副其實的領導者”、“Nutanix將繼續(xù)致力于為數(shù)據(jù)中心提供更加簡便、靈活以及更低成本的IT基礎設施”、“Nutanix作為超融合基礎設施市場的先驅和市場領導者,將在拓展行業(yè)新應用和研發(fā)新技術方面繼續(xù)開拓創(chuàng)新。Nutanix將會基于超融合基礎設施解決方案,在橫向擴展型文件服務器以及容器支持等新的創(chuàng)新領域發(fā)揮領導力”……等等。
除了一遍遍重復Nutanix愿景之外,并沒有更多新意,這也在預料之中。但在Nutanix官方答復中,也透露了一些有意思的信息:
首先,Nutanix不介意簽訂另一個OEM合作協(xié)議。我們不知道的是,戴爾的OEM與聯(lián)想的OEM有什么不同?個人覺得,其實這不取決于Nutanix,取決于戴爾和聯(lián)想,如果是簡單的OEM,差別不會太大;但是深度優(yōu)化,這個就看各自的功力了。如果有用戶測試過2個系統(tǒng),希望能夠分享相關經(jīng)驗。
其次,Nutanix攜手聯(lián)想與戴爾收購EMC無關。“在戴爾宣布收購EMC之前,Nutanix和聯(lián)想已經(jīng)就此OEM協(xié)議進行了長達數(shù)月的溝通討論。Nutanix與Lenovo的OEM合作時機也是偶然的。”Nutanix在回答中說。Nutanix沒有說明是怎樣一個偶然的機會,12月1日,Nutanix在北京將舉行發(fā)布會,我可以進一步了解一下。
但在我看來,任何事情都有蛛絲馬跡,都會有風吹草動。Nutanix不可能沒有一絲察覺,我不相信他們在戴爾/EMC收購之前,一無所知。所以,這樣的事情很難說。另外,關鍵在于戴爾的態(tài)度,通過收購EMC,戴爾存儲的力量空前,對于超融合,戴爾態(tài)度還堅決嗎?對于Nutanix來說,多一些應對總是好的,有備無患。
通過與聯(lián)想的合作,渠道覆蓋能力的加強給Nutanix帶來更多機會和能力,種種跡象表明,Nutanix開始在中國發(fā)力,前不久,Nutanix宣布了官方微信公眾號平臺,12月1日,第一期數(shù)據(jù)中心瘦身訓練營,即將開營。有意思的是,訓練營的地點選擇在“海航大廈萬豪酒店”,EMC中國公司的對面,乖乖,Nutanix這是要向EMC宣戰(zhàn)嗎?也許是純屬巧合,呵呵……
附件:
1.Will this new partnership with Lenovo affect Nutanix’s cooperation with Dell?(與聯(lián)想的合作,是否會影響和戴爾的合作?)
This addition of the Lenovo partnership is a natural evolution of our business. At the same time our relationship with Dell remains strong. We will continue to invest in both the Dell and Lenovo relationships as multiple routes to market.(與聯(lián)想進行的合作是我們業(yè)務的自然發(fā)展,同時我們與戴爾之間的關系依然非常牢固。我們將把Nutanix與戴爾和聯(lián)想的合作作為不同市場路線進行持續(xù)投資。)
2.How did this cooperation with Lenovo come about? Was it actively proposed by Lenovo?(這次合作是怎么開始的?是聯(lián)想主動的嗎?)
Nutanix continually explores long-term partnerships with other technology vendors and distribution partners who share our vision of freeing customers from the high cost and inflexibility of legacy IT infrastructure. Lenovo proved to be an excellent fit. Lenovo was also drawn to Nutanix as a well-proven technology provider, delivering hyperconverged solutions to customers since 2011 and recognized as a market lead by industry analyst firms such as Gartner and IDC. The two companies were mutually attracted to each other.(Nutanix一直不斷尋求與在消除傳統(tǒng)IT基礎設施成本過高及不靈活等方面與Nutanix志同道合的技術供應商和經(jīng)銷商建立長期合作伙伴關系。而聯(lián)想在這方面是我們的最佳選擇。而Nutanix作為久經(jīng)考驗的技術供應商,從2011年開始便提出超融合解決方案,并被Gartner和IDC等行業(yè)分析機構認定為市場領導者1,這也是Nutanix吸引聯(lián)想的原因。兩家公司彼此吸引。)
(See IDC MarketScape: Worldwide Hyperconverged Systems 2014 Vendor Assessment
Gartner 2015 Magic Quadrant for Integrated Systems
參考資源:
1.IDC MarketScape:全球超融合系統(tǒng)2014供應商評估報告
2.2015 Gartner集成系統(tǒng)魔力象限
3.Is this partnership related to Dell’s acquisition of EMC?(這次合作是否與戴爾收購EMC有關?)
Pursuing another OEM agreement was natural to the expansion of the Nutanix business. Nutanix and Lenovo have been in talks for many months on this OEM agreement well prior to the announcement of Dell’s acquisition of EMC. This timing of the Nutanix-Lenovo OEM agreement is coincidental.(簽訂另一個OEM合作協(xié)議是Nutanix業(yè)務的自然發(fā)展。在戴爾宣布收購EMC之前,Nutanix和聯(lián)想已經(jīng)就此OEM協(xié)議進行了長達數(shù)月的溝通討論。Nutanix與Lenovo的OEM合作時機也是偶然的。)
4.What is your view on the future competition between Lenovo and Dell? Will Nutanix’s cooperation with Lenovo have a big impact towards Dell?(如何看待未來聯(lián)想和戴爾存在的競爭?攜手聯(lián)想是否會對戴爾構成巨大沖擊?)
Customer demand for a simpler, more flexible and less costly IT infrastructure continues to grow as one of the fastest categories in the IT marketplace. Replacing legacy IT infrastructure is an opportunity worth 10’s of billions of dollars. Thus, there is ample sales growth ahead for Lenovo, Dell and Nutanix.(在IT市場中,客戶對更加簡單、靈活和低成本的IT基礎設施的需求在繼續(xù)加大。變革傳統(tǒng)IT基礎設施是一個價值數(shù)十億美元的機遇。因此,聯(lián)想、戴爾和Nutanix的銷售提升空間很大。)
5.Among the new products, what value-add did Lenovo attained? Why did Lenovo choose Nutanix?(在新產品中,聯(lián)想有哪些增值?聯(lián)想為什么會選擇Nutanix?)
There are multiple reasons that Lenovo wanted to partner with Nutanix. Nutanix is the undisputed leader in hyperconverged systems according to Gartner and IDC. Furthermore, Lenovo shares the same vision of simplifying IT infrastructure for their customers in order to let them focus on the applications and services that power their business.(聯(lián)想要與Nutanix進行合作的原因有很多。根據(jù)Gartner和IDC的報告,Nutanix在超融合系統(tǒng)市場是名副其實的領導者。而且在為客戶簡化IT基礎設施方面,聯(lián)想與Nutanix擁有共同的愿景,以便客戶能夠專注于其業(yè)務應用和服務。)
6.What is Nutanix’s future target market?(Nutanix未來的市場目標?)
Nutanix will continue to focus on delivering a simplified, more flexible and less costly IT infrastructure targeted at the data center. This is a very large market opportunity for Nutanix to continue its rapid growth.(Nutanix將繼續(xù)致力于為數(shù)據(jù)中心提供更加簡便、靈活以及更低成本的IT基礎設施。這對Nutanix來說,是保持快速增長的巨大市場機遇。)
7.Can the new hyperconverged applications meet the current needs of enterprise users?(新的超融合設備,是否能夠滿足企業(yè)級用戶市場的需求?)
Nutanix has rapidly grown to over 2000 customers in over 70 countries. Approximately half of our lifetime units sold have been successfully deployed large enterprises and government agencies. The OEM partnership with Lenovo extends the Nutanix reach to over 160 countries. We anticipate this new family of Lenovo appliances will flourish similarly with enterprise users.(Nutanix發(fā)展迅速,目前客戶已經(jīng)超過2000個,遍布于70多個國家和地區(qū)。在我們出售的終身性產品部件中,大約有一半成功部署于大型企業(yè)和政府機構。通過與聯(lián)想的OEM伙伴關系,Nutanix可以為超過160個國家的客戶提供服務。我們預估搭載Nutanix軟件的聯(lián)想全新系列產品會同樣受到企業(yè)用戶的歡迎。)
8.Are there any assurances on the performance and reliability of hyperconverged applications?(超融合設備在性能、可靠性方面,是否有保障?)
Nutanix has been successfully deploying hyperconverged solutions since 2011 to over 2000 customers. Furthermore, Lenovo is rated #1 world-record benchmarks on performance systems and #1 in x86 reliability and customer satisfaction.(自2011年以來,Nutanix已經(jīng)為超過2000名客戶成功部署了超融合解決方案。此外,聯(lián)想的系統(tǒng)性能刷新了世界基準測試紀錄,其x86服務器的可靠性全球第一,用戶滿意度也獨占鰲頭。)
(See ITIC 2015-2016 Global Server Hardware,
TBR Customer Satisfaction Survey, Aug 2015,
Intel world records as of Oct 29,
參考資源:
1.美國信息技術工業(yè)協(xié)會(ITIC)《2015-2016年度全球服務器硬件及服務器操作系統(tǒng)可靠性調研報告》:
2.2015年8月,科技商業(yè)調查公司(TBR)客戶滿意度調查:
3.英特爾截至10月29日保持的世界紀錄:
9.From your point of view, how will the hyperconvergence market develop and change in the next year?(你們如何預測超融合產品市場明年的市場發(fā)展和變化?)
The hyperconvergence market will continue to extend into all areas of enterprise applications that run on a virtualized infrastructure. Nutanix pioneered the hyperconverged infrastructure market and will continue to break new ground in the industry in new use cases and technologies as the market leader. New areas in which Nutanix will lead the way include scale-out file serving and container support on a hyperconverged infrastructure.(超融合市場將會繼續(xù)延展至搭載虛擬基礎設施的各個領域內的企業(yè)級應用。Nutanix作為超融合基礎設施市場的先驅和市場領導者,將在拓展行業(yè)新應用和研發(fā)新技術方面繼續(xù)開拓創(chuàng)新。Nutanix將會基于超融合基礎設施解決方案,在橫向擴展型文件服務器以及容器支持等新的創(chuàng)新領域發(fā)揮領導力。)