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Hitachi Vantara expands its channel strategy and notable partnerships

by SiliconANGLE
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Strong business partnerships can lay the foundation for unstoppable future growth.

The technology industry especially benefits from solid partnerships, as entire ecosystems can collaborate to provide solutions in a quickly evolving landscape. Hitachi Vantara LLC aims to stand out among its competitors by maintaining a high level of focus on developing knowledge, custom solutions and shared goals with throughout its partner ecosystem.

During today’s special broadcast, “Hitachi Vantara Drives Customer Success With Partners,” Hitachi Vantara executives joined theCUBE, SiliconANGLE Media’s livestreaming studio, to explore the opportunities and challenges midsize enterprises are tackling and the cutting-edge solutions needed to succeed with increasingly complex cloud infrastructures. (* Disclosure below.)

During the livestream, theCUBE industry analysts Dave Vellante and Lisa Martin spoke with Hitachi Vantara’s Kimberly King, senior vice president of strategic partners; Russel Skingsley, chief technology officer and global VP of technical sales; and Tom Christensen, global technology advisor and executive analyst.

Plan, develop, monetize: driving real-time solutions

Many large and midsized enterprises are embracing the flexibility and scalability of the cloud. However, cloud infrastructure is increasingly becoming more complex, posing challenges of cost and manageability. Companies are not only looking to partners to provide advice regarding where to go, how to migrate and which paths are right for them, but they are also faced with a mind-numbing amount of different solution options to choose from. How does a growing organization know what is the right fit for them?

Hitachi Vantara has worked to build a partner ecosystem where customers can receive much-needed help with some of these pain points within the cloud infrastructure. With help from Hitachi Vantara, partners dive deep into their customer’s workloads, critical applications, architecture and infrastructural needs to develop solutions that fit their needs and budget. Unlike many competitors, Hitachi Vantara considers their partners as vital extensions of their own organizations by providing them with quality engagement, according to King.

One way that Hitachi Vantara helps partners grow and expand their businesses is by providing a simplified, digital selling platform. The goal is to enable partners to readily find solutions that match their budget and receive pre approved quotes and learn more about systems so they can find which one best matches their needs. By helping their partners and their customers build the right infrastructure, Hitachi Vantara hopes to help both sides increase their cash flow and grow alongside each other.

“We give them online what we call Hitachi Online Labs, which allows them to really leverage all the solutions and demo systems out there,” King said. “Because they have so many other solutions out there, we have to be one step ahead of everybody else to give them that solution capability and the expertise that they need for their customers.”

One key element is Hitachi Vantara’s ability to establish its partners as trusted advisors to their customers.

“We have a solution that is simple, easy and really scaled for the type of customer that we have out there,” King stated. “This allows them to basically right-size their infrastructure based on the application, the workload, the quality or the need that application might have and ensure that we provide them with the best solution.”

Advising customers and helping them understand what is truly right for them is the key to their expanding partner ecosystem. Whether they are helping partners build their own infrastructures, assisting them in leveraging the infrastructure of a hyperscaler or other GSI — or, in many cases, helping customers repatriate their infrastructure because of increased complexity and costs — the company is able to help customers make the right choices.

What does the future hold for the partnerships at Hitachi Vantara?

“We have tons of priorities. I think, really, it’s double-digit growth for them and for us,” King said. “My biggest priority is always to increase the number of partner success stories that we have and increase the value to our partners … we want to be number one across the board.”

Here’s theCUBE’s complete video interview with Kimberly King:

And make sure to watch the complete “Hitachi Vantara Drives Customer Success With Partners” event video below:

(* Disclosure: TheCUBE is a paid media partner for the “Hitachi Vantara Drives Customer Success With Partners” event. Neither Hitachi Vantara LLC, the sponsor for theCUBE’s event coverage, nor other sponsors have editorial control over content on theCUBE or SiliconANGLE.)

Photo: SiliconANGLE

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