Simplicity is the name of the game

Anand Chakravarthi, area vice president, MEA and APAC at Pivot3 explains how the company’s offerings have simplified the game and opening up prospects for the regional channel in the HCI sector.

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Simplicity is the name of the game Chakravarthi says Pivot3 offers channel partners and their end-user customers in the region an intelligent, policy-based quality of service (QoS) engine.
By  Manda Banda Published  August 22, 2018

Hyper-converged infrastructures help IT acquire and provision equipment more effectively, but there are a few issues that catch end users off guard.

As a highly engineered single system that brings together the required compute, storage, networking and virtualisation resources, hyper-converged infrastructure (HCI) eliminates much of the hassle that a build-your-own approach can cause. Once a system is in place, however, the disadvantages of HCI may become clearer. Some organisations experience problems with scalability, licensing and much more.

Anand Chakravarthi, area vice president, MEA and APAC at Pivot3 said simplicity in the HCI space is the name of the game.

Chakravarthi added that Pivot3 offers channel partners and their end-user customers in the region an intelligent, policy-based quality of service (QoS) engine which is unique to Pivot3 and provides a simple way for IT administrators to manage application performance SLAs, and business outcomes. “It means that critical applications are guaranteed performance and aren’t fighting for resources with test and developer applications,” he said.

According to Chakravarthi PCIe-based NVMe Flash Pivot3 provides ultra-high performance and ultra-low latency through the use of NVMe Flash, delivering performance far in excess of any other HCI solution on the market. “The NVMe is also managed by the intelligent QoS Engine, ensuring that critical applications get the performance they require,” he explained.

Chakravarthi pointed out that Pivot3 is distinctive in originally writing the software specifically to take advantage of multiple tiers of storage, including NVMe, giving the company an extra-efficient use of the technology. “Today, Pivot3 is widely acknowledged as the leader in storage efficiency through our multi-patented, 8th generation erasure coding data protection mechanism, delivering up to 94% raw to usable capacity, and also as the scale leader in the market, with more multi-PB customers in HCI than any other HCI vendor,” he said.

He added that because erasure coding doesn’t rely on replicating data to protect it, Pivot3 can keep the benefits of high storage efficiency, while delivering industry leading data protection.

Aside from the simplicity and ease of use of its HCI offerings in the market, Pivot3 delivers solutions to customers 100% through channel partners. “Our partners are critical to our success in the Middle East and Africa market. We have spent the past three years building much stronger ties with the foremost IT partners in the region to deliver excellent business value to existing Pivot3 partners and their customers,” he said. “We also work with the top distributors in the region to ensure that a wide range of channel engagement models and marketing strategies are available to continue to drive towards mutual success.”

He explained that the HCI market in the Middle East continues to grow rapidly as more confidence is gained in the technology, even by the most conservative organisations, and as earlier adopters expand their current solutions.

Chakravarthi emphasised that one of the most important aspects of increasing awareness around Pivot3’s HCI platforms is providing partners with full solutions with Pivot3 at the heart of their business. “Since customers don’t buy point products anymore, but buy full solutions, we have a number of strategic partnerships in the region that help us bring these solutions closer to customers in the market,” he said.

Although rising data centre densities don’t seem problematic for hyperscale providers, they create challenges for enterprises. For channel partners, there are challenges they face when recommending HCI solutions to their customers.

Chakravarthi noted that Pivot3 has found that many channel partners are hedging their bets when it comes to HCI and subsequently offer a number of different solutions from a variety of vendors that can lead to confusion amongst their customers as to the benefits of each solution. “HCI platforms and their feature set vary greatly from vendor to vendor, and educating the end user on the benefits of each one can be challenging,” he noted.

He pointed out that from a vendor perspective, the most successful relationships come where both parties have a strong degree of loyalty and collaborate together to build a market, rather than simply opportunistically offering a solution as one of a portfolio of competing products. “I also think that business leaders at channel partners need to consider that simply backing the ‘market leader’ is likely to lead to greater competition and at times disappointment when they are merely one of a large number of partners pushing the same solution to the market,” he said. “Taking a differentiated, yet top tier solution to market will yield much better results and that’s been our approach at Pivot3.”

Chakravarthi said that’s why Pivot3 is helping channel partners in the MEA geography to help their end user customers to choose the right HCI systems.

“The issue most of our customers solve with HCI over converged infrastructure is a fundamental shift in the way IT is consumed. Converged systems are designed and scaled in the same way as traditional, three-tier architectures and as such, require a large capital expenditure up front and a degree of future-sight to design growth capacity into the three or five-year lifecycle of the solution,” he advised.

he added that by comparison, the modular nature of HCI allows a customer to shift that consumption model from capital to operational, by purchasing the required amount of hardware now, with growth for a much shorter period (6 to 12 months for example). “Clearly, this saves a large amount of up front capital expense and delivers much better business agility for the customer to respond to the business’ needs,” he said. “We also see a lot of our larger customers achieving their strategic ambition of becoming an ‘internal cloud provider’ by using QoS for service-level provisioning and performance guarantees, and the modular scalability to provide greater business agility and deploy new workloads more rapidly.”

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