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Big deals make hyper-convergence a bigger deal

Partnerships with large hardware vendors are paying off for hyper-converged pioneers Nutanix and SimpliVity.

Dell this week disclosed a $28 million deal with the Federal Bureau of Investigation (FBI) that included Nutanix-powered hyper-converged systems for virtual desktops. Dell said the FBI acquired more than 600 XC Series appliances that bundle Nutanix software on Dell hardware through an OEM deal. The FBI deal also included Dell AppAssure data protection software and Dell networking products.

SimpliVity said it closed its biggest deal yet last quarter when it landed a European service provider that implemented more than 200 SimpliVity OmniStack deployments with Cisco UCS hardware. That deal helped SimpliVity increase revenue by 50 percent over the second quarter and more than double its revenue from the same quarter last year, CEO Doron Kempel said.

Kempel said most of SimpliVity’s revenue came from outside the U.S. last quarter, mainly because of the large service provider deal.

Kempel said bigger transactions are coming in partly because of SimpliVity partnerships with Cisco and Lenovo but also because OmniStack 3.0 has broadened its use cases. He said earlier customers are also expanding their hyper-converged footprint, and the market itself is gaining acceptance with data center buyers.

“The hyper-converged market is starting to become more mature,” Kempel said. “Customers do their homework now and find out about all the hyper-converged players. There are really three vendors that the market views as leaders – SimpliVity, VMware and Nutanix. We don’t see VMware yet, it’s still mostly in the lower-end single-site cases. We see Nutanix in about 20 percent of our deals. The rest of the deals are against EMC, NetApp and the standard players.”

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