Key Quarterly Points by Chris Webber

JANUARY 2019 Issue 2019-01

IDC Strategic Alliances and Ecosystem Newsletter

Chris Webber Director, Strategic Alliances & Ecosystem Research [email protected]

January 2019

MAXIMIZING OPPORTUNITIES THROUGH STRATEGIC ECOSYSTEMS

Key Quarterly Points by Chris Webber

Issue Date

• Alliance and ecosystem leaders should continue to develop key entrepreneur traits such as; team development, life balance, mentoring, negotiator, creating market disruption and recognizing related opportunities

• Ensuring a customer centric business is everyone's job in an organization. While marketers have been ‘the voice of the customer’, businesses must be structured in a way that enables collaboration across all functions – whether a CMO or CCO is at the center of that shouldn’t matter to truly serve that purpose. Strategic alliances and ecosystems leaders can and should play a key role in ensuring appropriate and beneficial collaboration. • Monitor market shifts. Track market trends as well as alliance and ecosystem developments in Asia. Companies are identifying and addressing current business gaps and GTM approaches that could create future competitive forces or provide success models for other markets. • Continue to evaluate all alliance and ecosystem business opportunities and approaches to success with key partners. Focus on ways to compliment your internal expertise and operations.

JANUARY 2019 | Issue 2019-01 2

In This Issue

Alliances and Industry News Page 3 Recent alliance announcements, industry trends, and organization spot light

Companies in the Spotlight Page 11 Find out about Nutanix

Strategic Alliances and Ecosystem Leadership Council Page 12 Highlights of the December 6, 2018 Council and Next Council

IDC Directions 2019 Page 13 Details and how to attend

Discussion – Market Trend Opinions Page 14 The 4 C's and Citrix Leveraging Alliances and Ecosystems to Enhance Employee Productivity and Experience Portfolio

Participate in the Strategic Alliances Quarterly Survey Process Page 16 Make your opinions heard

Newsletter Sign Up and GDPR Notice Page 16 Stay informed and GDPR compliance

Recent Available IDC Strategic Alliances Related Research Reports Page 17 Research insights available to assist you in your decision-making activities

IDC Focused Consulting Page 19 Information regarding IDC's consulting expertise

JANUARY 2019 | Issue 2019-01 3

Alliances and Industry News

Accenture to Acquire Knowledgent to Expand its Data Management Capabilities – December 2018

What: Accenture recently announced that it has signed an agreement for the acquisition of Knowledgent. The acquisition will enable Accenture to expand its data management abilities that enable companies to attain deep insights into their businesses and customers.

Reference https://www.readitquik.com/news/data/accenture-to-acquire-knowledgent-to-expand-its-data-management- capabilities/?utm_campaign=rss_subscribers&utm_medium=feed&utm_source=riq_rss

What Traits Entrepreneurs Need to Succeed (Tips for Alliance and Ecosystem Leaders) – December 2018

What: Although the article is focused on key traits for entrepreneurs, the attributes highlighted are similar to ones that alliance and ecosystem leaders should adopt such as; team strength, cultural fit, life balance, necessity of mentors, understanding of how to scale, and the benefits of ecosystems.

Reference http://knowledge.wharton.upenn.edu/article/what-traits-do-entrepreneurs-need-to- succeed/?utm_source=kw_newsletter&utm_medium=email&utm_campaign=2018-12-18

Dutch Financial Services Firm Teams Up with Indian Supplier HCL – December 2018

What: Netherlands-based financial services firm Aegon has signed an agreement with Indian supplier HCL to support its aim of being digital-first for its 29 million customers. The five-year deal will see HCL support Aegon’s digital transformation through application services, which includes building and managing an ecosystem of suppliers. Ecosystems of software suppliers, including firntechs and insurtechs, are increasingly important for large financial services firms as they attempt to keep up with digital developments in the sector. This involves working with many small companies. “Our business strategy is centered on digital-first, which is paramount to our ability to drive service innovation, attract new customers and drive efficiencies,” said Anke Schlichting, CTO at Aegon. “As a result, it is crucial that we continue to accelerate time to market and have a vendor ecosystem that gives us access to the best capabilities the industry has to offer.”

Referencehttps://www.computerweekly.com/news/252454530/Financial-services-giant-transforms-application-delivery-through- HCL?asrc=EM_EDA_105212108&utm_medium=EM&utm_source=EDA&utm_campaign=20181218_HSBC%20taking%20data%20analysis%20service %20to%20business%20customers

Its Not What IT Used to Be: Inside Bloomberg's Open-source IT Shop – December 2018

What: Things aren’t what they used to be in information technology. Legacy vendors, and even proprietary startups, have swift competition from open-source communities. The pace of innovation, new releases and updates in open-source is changing how IT teams build infrastructure and applications. Bloomberg LP figured this out through a time-and-resource draining exercise readers are likely familiar with: building a data-science platform.

Reference https://siliconangle.com/2018/12/14/its-not-what-it-use-to-be-inside-bloombergs-open-source-it-shop-kubecon/ JANUARY 2019 | Issue 2019-01 4

LG to Push for Cryptocurrency-Based Settlement Project – December 2018

What: LG is pushing for a blockchain-based cryptocurrency project. It recently started a ‘demonstration project for Magok Pay (tentative name)’ within LG Science Park and planning to expand its cryptocurrency platform throughout South Korea during the first quarter of 2019 at the earliest. LG CNS, which has technical skills in blockchain, is going to examine validity of this project after the demonstration project and expand this project throughout South Korea just like Nowon Coin. LG has collaborated up with KB Bank regarding exchange and charging of cryptocurrencies.

Reference http://english.etnews.com/20181217200001

Trends for 2019: Brands Stop Talking About Being Customer-Centric – December 2018

What: Brand leaders often talk about being customer-centric but, most businesses are still not set up with customers at their core. Simply installing a chief customer officer and hoping the rest will fall into place will not cut it in 2019.

Why Important: Marketers have always been ‘the voice of the customer’ but for them to truly serve that purpose businesses must be structured in a way that enables collaboration across all functions – whether a CMO or CCO is at the heart of that shouldn’t matter. Marketers’ intense focus on customer experience shows no sign of abating, but if brands truly want to meet consumers’ expectations they need to get much closer to their customers, so they can not only react to but anticipate what they want. The brands that don’t focus on this in 2019 will very quickly be overtaken. Strategic alliances and ecosystem partners can play a critical role in truly being customer-centric.

Reference: https://www.marketingweek.com/2018/12/12/marketing-trends-2019-customer-centric/?_lrsc=b63c0973-4435-492f-988e-46962d0ec523

How AI-based systems Can Improve Medical Outcomes – December 2018

What: AI-based technology is being deployed in the U.S. health care system. The article provides greater insight on how a systems-based approach is necessary to successfully implement new technology.

“Layering on new technology without transforming the underlying workflows, teams, roles and decision-making used to work with it will not shift the cost and value curves nearly enough.”

The article provides additional insights discussed by Matt Douglas, Chief Enterprise Architect, Sentara Healthcare / Optima Health, at the December 6, 2018 IDC Strategic Alliances and Ecosystem Leadership Council held in San Mateo CA.

Reference http://knowledge.wharton.upenn.edu/article/ai-based-systems-can-improve-medical- outcomes/?utm_source=kw_newsletter&utm_medium=email&utm_campaign=2018-12-13

Palantir Offers Cancer Analystics Under Deal with Merck – November 2018

Palantir Technologies Inc. will set up a cancer data analytics joint venture with Merck as the U.S. analytics and security firm makes further inroads into healthcare. Merck is Palantir's exclusive partner within the joint venture but not for all Palantir's healthcare activities. The new U.S.-based venture, called Syntropy, will offer cancer data analytics tools to research centers, combining Palantir’s Foundry data platform with the customer knowledge of Merck’s Life Science business, known as MilliporeSigma, in North America.

Reference: https://www.reuters.com/article/us-palantir-merck-kgaa-jv/palantir-to-offer-cancer-analytics-under-jv-deal-with-germanys-merck- idUSKCN1NO1KH

JANUARY 2019 | Issue 2019-01 5

AWS Does Hybrid Cloud Through Collaboration with VMware – November 2018

What: Amazon Web Services announced Outposts, a hybrid-cloud offering that uses the same hardware AWS uses in its cloud and can be upgraded with the latest hardware and next-generation instances to run all native AWS and VMware applications. The idea with Outposts is that customers can use the same programming interface, same APIs, same console and CLI they use on the AWS cloud for on-premises applications, develop and maintain a single code base, and use the same deployment tools in the AWS cloud and on premises, AWS wrote.

Why Important The announcement is an extension of the VMware/AWS partnership. In 2017 the companies teamed on VMware Cloud on AWS which tied together VMware’s enterprise class software-defined data center to the AWS cloud. VMware said that hybrid cloud service lets customers migrate VMware-based workloads to the cloud. The companies also recently announced Amazon Relational Database Service on VMware. Amazon Relational Database (RDS) on VMware which is aimed at making it easier for users to set up and run databases in VMware-based software-defined data centers and hybrid environments. In addition, the companies will extend the partnership in November to new regions such as; AWS EU (Ireland), AWS West (N. California) and AWS East (Ohio).

Reference: https://www.networkworld.com/article/3324043/cloud-computing/aws-does-hybrid-cloud-with-on-prem-hardware-vmware-help.html

Southeast Asia's Internet Economy Predicted to Exceed $240B by 2025 – November 2018

What: Southeast Asia's internet economy is predicted to exceed $240 billion by 2025 as affordable mobile internet drives rapid growth in sectors such as e-commerce and ride-hailing, according to a study new released by Google and Singapore's Temasek Holdings on Monday.

That's $40 billion more than the 2016 prediction. The study focused on six Southeast Asian countries — Singapore, Indonesia, Malaysia, Vietnam, Thailand, and the Philippines — across four main areas: ride-hailing, e-commerce, online media, and online travel. Within those areas, the report added new sectors such as online food delivery, music subscriptions and video on demand.

Why Important: Excellent vertical opportunities to develop strategic alliances for future corporate growth.

Reference: https://www.cnbc.com/2018/11/19/google-temasek-report-mobile-internet-is-driving-sea-internet-economy.html?_lrsc=8f68e759-3fc7- 48d0-987d-7896cf8c2e19

SAP Aquiring Survey Software Maker Qualtrics – November 2018

What: SAP is acquiring Qualtrics for $8B in an all-cash deal.

SAP has been counting on new cloud products for growth as the transition away from traditional desktop software has taken business from its core enterprise resource planning business. In October, SAP raised its outlook following a 41 percent jump in third-quarter cloud revenue. SAP said it now expects revenue growth of 7.5 percent to 8.5 percent this year, up from the prior range of 6 to 7.5 percent.

Qualtrics obtains most of its revenue from subscriptions and generates additional income from a research on demand option that existing customers can use to get feedback from "a curated group of respondents," and from professional services.

Reference: https://www.cnbc.com/2018/11/11/sap-is-buying-qualtrics-sources-say.html?_lrsc=d9d0ce8c-ad63-46ef-a454-eb8aa8fdd2d4

JANUARY 2019 | Issue 2019-01 6

Accenture Forms Strategic Alliance with Quantexa – November 2018

What: Accenture has collaborated with and made a minority investment, through Accenture Ventures, in Quantexa, a data analytics company. As part of the agreement, Accenture will build new capabilities combining its technology and risk expertise with Quantexa's network analytics platform. The collaboration aims to develop multiple AI-enabled solutions addressing business challenges in areas to include; anti-money laundering, credit risk and customer insight

In addition, Accenture’s Financial Crime Analytics Utility, a data analytics-as-a-service platform, will help train and refine Quantexa’s dynamic network analytics models, allowing them to continuously adapt to emerging threats.

Reference https://newsroom.accenture.com/news/accenture-forms-strategic-alliance-and-invests-in-data-analytics-firm-quantexa.htm

Deloitte Looks at Insurance Transaction Life Cycle via Blockchain Applications – November 2018

What: Deloitte announced a collaboration with The Institutes', a not-for-profit organization and the leading education provider for the risk management and property-casualty insurance industry, RiskBlock Alliance blockchain consortium. The consortium represents more than 30 organizations representing various segments of the industry. The alliance will be collaborating with Canadian-based property-casualty and life/annuity insurers which Deloitte will look after the methodology and development of the insurance transaction life cycle, via various blockchain applications.

Why Important: The consortium is an example of a vertical industry attempting to address an increasingly fast moving, innovative and data-driven environment per Peter Miller, CPCU, president and CEO of The Institutes. He further stated that "Insurers have varying levels of knowledge about blockchain and the key to making the technology work is ensuring that consortium members work together."

Reference: https://www.theinstitutes.org/about-us/media-center/articles/institutes-announces-formation-riskblock-blockchain-consortium-risk

Deloitte and Attest to Build a Blockchain ID Management System – November 2018

What: The two companies are collaborating to create a digital identity for government-compliant identifiers. This will be used by Deloitte’s clientele in conjunction with products offered by Attest, an identity management company.

Two intended products

Attest Wallet: A cryptographically secured identity storage, not dissimilar to a cryptocurrency wallet. It is going to allow users to store a digital version of government and business identifications and allow users control over who can access the said information. Attest Enterprise: Primarily comprise of two APIs (application programming interface) that will allow the end user to verify their identity and provide consent for third party access as well as to manage their data.

Why Important: How organizations are recognizing the role of government in providing citizens with greater security and still able to offer new technology offerings that have the potential to reduce costs and risks across all industries.

Reference: https://bitcoinexchangeguide.com/deloitte-big-four-accounting-firm-and-attest-crypto-project-to-build-a-blockchain-id-management- system/

JANUARY 2019 | Issue 2019-01 7

Richemont and Alibaba Join Forces in China's Online Luxury Market - October 2018

What: Cartier-owner Richemont is teaming up with Alibaba to try to crack China's online shopping market, potentially a major growth driver for luxury firms but which has proven difficult to tackle for outsiders going it alone. The partnership will feature offerings of Yoox Net-a-Porter Group (YNAP), the online retailer now fully-owned by Switzerland's Richemont, to Chinese consumers, the companies said. YNAP and Alibaba will launch mobile apps in the country for the multi-brand Net-a-Porter store and men's fashion specialist Mr. Porter under a joint venture.

Why Important: Highlights Alibaba's key role in addressing various vertical marketing efforts in China. Alibaba is gaining expertise by working with Richemont in its attempt to carve out a niche in the luxury industry. Also, Alibaba's CEO recently indicated that cloud computing will be its primary business in a conversation with CNBC.

References: https://www.cnbc.com/2018/10/26/reuters-america-update-2-richemont-alibaba-join-forces-in-chinas-online-luxury-market.html https://www.cnbc.com/2018/11/09/alibaba-ceo-says-cloud-computing-will-be-its-main-business-in-future.html?_lrsc=43c8e0a4-7775-4989-9dda- ac5d73cb3589

Amazon Opens Up Alexa for Business to Third-Party Devices– October 2018

Amazon has created an Alexa for Business integration. This move allows the voice-activated digital assistant to push further into the enterprise by expanding the variety of devices in which it's embedded. Alexa can now be integrated into office equipment such as audio calling headsets and video conferencing systems. Amazon also announced that vendors using the Alexa Voice Service software development kit will be able to register their products with Alexa for Business. Companies already working with Amazon include; Plantronics, iHome, BlackBerry, Linkplay and Extron.

Why Important: Continues efforts throughout the industry to create robust platforms that can address changing enterprise business requirements.

Reference: https://www.computerworld.com/article/3316940/computer-peripherals/amazon-opens-up-alexa-for-business-to- third-party-devices.html

IBM Announces Intended Acquisition of Red Hat– October 2018

IBM will acquire all issued and outstanding common shares of Red Hat for $190.00 per share in cash, representing a total enterprise value of approximately $34 billion. Per the IBM announcement, IBM and Red Hat also will continue to build and enhance Red Hat partnerships, including those with major cloud providers, such as Amazon Web Services, Microsoft Azure, Google Cloud, Alibaba and more, in addition to the IBM Cloud. At the same time, Red Hat will benefit from IBM's hybrid cloud and enterprise IT scale in helping expand their open source technology portfolio to businesses globally.

Why Important: Both organizations have established and strong alliances and ecosystems. The announcement provides significant opportunities to reshape and foster innovation and market disruption. Key: How existing relationships react to the announcement.

Reference: https://newsroom.ibm.com/2018-10-28-IBM-To-Acquire-Red-Hat-Completely-Changing-The-Cloud-Landscape-And-Becoming-Worlds-1- Hybrid-Cloud-Provider

JANUARY 2019 | Issue 2019-01 8

Is China the Next AI Superpower? – October 2018

What: A KNOWLEDGE@WHARTON article that reviews China's recent efforts to focus national attention on AI, its large data pool and massive market, and ambitious entrepreneurs.

Reference: http://knowledge.wharton.upenn.edu/article/ai-china-vs-us/?utm_source=kw_newsletter&utm_medium=email&utm_campaign=2018- 10-25

Microsoft and Blackbaud Expand Partnership with Integrated Cloud Initiative for Nonprofits - October 2018

What: The joint investment in an integrated Cloud initiative for nonprofits which will accelerate cloud innovation in areas that address critical market needs across the mission lifecycle. The companies introduced their first jointly- developed solution set: Nonprofit Resource Management TM, a purpose-built resource management suite optimized for the complex and differentiated needs of nonprofits.

Why Important: Demonstrates how alliances can be established to address unique market requirements

Reference: http://phx.corporate-ir.net/phoenix.zhtml?c=176673&p=irol-newsArticle&ID=2371087

Customers Need to be at the Center of GDPR Plans – October 2018

What: The article discusses the importance of how businesses need to focus on how to prepare for, and respond to, a data breach both from an internal and customer standpoint.

Why Important: As alliances and ecosystems share information and create integrated platforms, the risk of cyber related incidents will increase. Companies need to ensure initial on-going efforts are taken to identify, minimize, and eliminate potential data breach risks.

Reference: https://www.computerweekly.com/opinion/Customers-need-to-be-at-the-centre-of-GDPR- plans?asrc=EM_EDA_101956589&utm_medium=EM&utm_source=EDA&utm_campaign=20181016_Microsoft%20staff%20allegedly%20pen%20ope n%20letter%20urging%20firm%20to%20drop%20bid%20for%20US%20government%20cloud%20deal

ServiceNow and Microsoft Form Alliance to Assist U.S. Federal Agencies Move to Cloud-based Solutions – October 2018

What: ServiceNow and Microsoft alliance to deliver ServiceNow digital workflows through the Azure Government Cloud. This combined cloud offering is designed to help the government accelerate its digital transformation and modernization of information technology. “The integration of ServiceNow digital workflows into the Azure Marketplace further expands our offerings that help the federal government achieve its IT objectives.” per Tom Keane, Corporate VP, Azure Global, Microsoft.

Why Important. Highlights how alliances can address specific vertical business requirements in a timely manner.

Reference: https://www.servicenow.com/company/media/press-room/servicenow-and-microsoft-form-alliance-to-help-us-federal-agencies-move- faster-and-securely-to-cloud-based-solutions.html

JANUARY 2019 | Issue 2019-01 9

AWS Marketplace Now Empowering Authorized Partners to Create Customer Software Solutions – October 2018

Amazon Web Services (AWS) is making its marketplace even more channel-friendly. The cloud giant revealed a brand- new selling model that allows AWS Marketplace ISVs to authorize channel partners to sell on their behalf. The new model lets vendors create reseller terms and identify partners that are authorized to sell on their behalf. These partners can then customize offers and present the solutions to customers. AWS will provide invoicing, reporting, and billing on the back-end for partners.

Reference: https://www.crn.com/news/cloud/aws-marketplace-now-empowering-authorized-partners-to-create-custom-software-solutions

Tencent Pumps Billions Into 300 Companies – October 2018

What: Tencent is investing in shopping malls, electric auto makers and ride-hailing businesses. Company is attempting to capture significant data about consumer behavior.

Tencent is taking a similar approach to other top Chinese tech companies like Alibaba (BABA), Baidu (BIDU), JD.com (JD) and Ant Financial. Together, the five of them have invested in nearly half of Chinese tech startups that are valued at $1 billion or more, according to research firm CB Insights. Japan's SoftBank (SFTBF) and Google's parent company, Alphabet (GOOGL), have also aggressively bought up stakes in an array of startups.

Why? Chinese tech companies "have to expand beyond their core business" to stay competitive, per Kitty Fok, IDC. In similar strategy as Amazon, the firms feel the innovativeness of the various firms and their technology can improve the products and open new opportunities.

Reference: https://edition.cnn.com/2018/10/04/tech/tencent-investment-strategy-explained/index.html?_lrsc=8871573d-a228-4581-a3cc- 384db9fe280b

Hortonworks Cloudera Merger Proposal Stirs Market Pot – October 2018

What: Could the proposed merger between Hadoop distributors Cloudera and Hortonworks bring some much-needed coherence for users but reduce choice? Tom Reilly, chief executive officer at Cloudera, said, presenting the two suppliers as complementary: “By bringing together Hortonworks’ investments in end-to-end data management with Cloudera’s investments in data warehousing and machine learning, we will deliver the industry’s first enterprise data cloud from the edge to AI.” In addition, the proposed merger reflects the impact Amazon EMR and Spark services as well as Azure and Google services are having on the market and capturing most of the big data platform market.

Why Important: The need to understand current and potential alliance partners' strategic direction and impact on business and technology options for clients and prospects.

Reference: https://www.computerweekly.com/news/252450090/Hortonworks-Cloudera-merger-proposal-stirs-market- pot?asrc=EM_EDA_101474822&utm_medium=EM&utm_source=EDA&utm_campaign=20181008_Google%20Safety%20Center%20goes%20live%2 0in%20the%20UK

JANUARY 2019 | Issue 2019-01 10

Siemens and Alibaba Cloud jointly launch MindSphere in Chinese mainland–October 2018

What: The alliance defines a technological roadmap and implementation plan for MindSphere's launch in Chinese mainland. Agreement includes a roadmap for further implementation, GA version by end of Q1 2019, offer Chinese customers with a best-in-market cloud solution and enable agile digital transformation, jointly fosters development of an industrial IoT market in the Chinese mainland.

Why Important: Highlights a multi-focused technology alliance.

Reference: https://www.alibabacloud.com/blog/siemens-and-alibaba-cloud-jointly-launch-mindsphere-in-chinese-mainland_594016

Apple + Cisco + IBM = Next Level Mobile Security – October 2018

What: In support of Apple’s agile developments with iOS 12, Cisco Security Connector – a mobile security solution, built with Apple for corporate-owned and supervised iOS devices – has extended its mobile device management (MDM) integration capabilities to now include IBM MaaS360 with Watson UEM. Through this partnership, businesses can gain greater control and visibility into their iOS devices. In addition to IBM MaaS360 with Watson UEM, Cisco Security Connector integrates with Cisco Meraki Systems Manager, VMware Workspace ONE (previously AirWatch), MobileIron on- prem EMM and Jamf Pro EMM.

Reference https://blogs.cisco.com/security/apple-cisco-ibm-next-level-mobile-security

Cisco and SAP Team Up on Containers and Hybrid Cloud – October 2018

What: Cisco and SAP have teamed together on a container-based product that allows customers to run big data environments on premises and in hybrid clouds. The new product integrates SAP’s Data Hub and Cisco’s Container Platform. Data Hub is SAP’s big data visualization and management tool. It allows users to see data from across their company’s entire data landscape, pulling it from sources like Hadoop, Amazon S3, and SAP HANA and ERP.

Why Important: The product plays into Cisco’s multi-cloud strategy of supporting whichever clouds its customers choose. “Cisco doesn’t have its own cloud,” Dave Cope, Sr. Director at Cisco's Cloud Platform and Solutions Group explained. “Cisco’s legacy of networking and connecting and securing disparate components has been a perfect parlay into multi-cloud, which is about being able to deploy and manage the entire life cycle of existing and cloud-native workloads across any combination of environments. We don’t have to be in a position to try to push anybody to any one cloud.”

Reference: https://www.sdxcentral.com/articles/news/cisco-and-sap-team-up-on-containers-hybrid-cloud/2018/10/

How Companies Can Tap into Talent Clusters– October 2018

What: An interesting article from the Harvard Business Review regarding how companies need to react and tap into those talent pools but moving the company to one isn’t always an option. The author of a book, The Gift of Global Talent: How Migration Shapes Business, Economy, and Society, talks about the three main ways companies can access talent.

Reference: https://hbr.org/ideacast/2018/10/how-companies-can-tap-into-talent- clusters?utm_source=twitter&utm_medium=social&utm_campaign=hbr

Seeking Additional Alliance and Ecosystem Trend Insights? Strategic Alliances Market Activity and Trends Update, CY 4Q18 November 2018 | Doc #US43215618

JANUARY 2019 | Issue 2019-01 11

Companies in the Spotlight

Technology (Themes) Focus: Enterprise Cloud OS software; hyperconverged infrastructure Verticals: All Headquarters: San Jose, California http://www.nutanix.com

Contact: Jay Chitnis, Head of Global Alliances

Company snapshot: 1-page infographic

What?

Nutanix enables IT teams to build and operate powerful multi-cloud architectures. Our Enterprise Cloud OS software melds private, public, and distributed cloud operating environments and provides a single point of control to manage IT infrastructure and applications at any scale. Nutanix Enterprise Cloud OS delivers the simplicity and agility of popular public cloud services like Amazon Web Services (AWS), but with the security and control that you need in a private cloud.

Reference: Nutanix Multi-Cloud Roadmap and Its Relevance to European Buyers, IDC Doc #IDCEMEA43572118, IDC Link, February 2018

Why Should You Care?

Is your solution Nutanix Ready? Together with our Elevate Technology Partner, we deliver best-in-class Enterprise Cloud solutions. Empower your clients with the agility and simplicity of popular public cloud services like Amazon Web Services (AWS), but with the security and control that they need in a private cloud. The world's most advanced datacenters rely on Nutanix Enterprise Cloud OS software to power their applications and services, make your solution Nutanix Ready.

Increase Market Awareness and Spotlight Activities

• Establishing new and exciting strategic alliances? Recently enhanced a best practice that resulted in greater strategic alliance operational efficiencies or stimulated greater partner participation? Willing to share a new business approach? • An IDC Vendor Profile can provide your organization with greater exposure and industry awareness in efforts to drive new alliance opportunities. Contact Chris Webber ([email protected] ) if you are interested in discussing or finding out more information.

JANUARY 2019 | Issue 2019-01 12

Follow Up to Most Recent Leadership Council – December 6, 2018

Thanks to all who participated in the December 6, 2018 council. With twenty-four organizations represented, we had excellent discussion on a range of current business challenges. To review the highlights via idc.com, IDC Strategic Alliances Leadership Council Highlights, December 2018, Jan 2019 | Doc #US44601519 | Market Perspective

▪ Agenda Topics Covered o Managing, Monetizing, and Maximizing the Value of Strategic Alliances and Ecosystems o Strategic Ecosystem and Alliances Trends and Insights o Aligning Alliances with Agile Development and Overcoming Communication Barriers for Greater Success o Creating Disruption and Opportunities o Best Practices in Building Strategic Alliances and Ecosystems o End User View on Value of Alliances and Ecosystems and How Open API Platforms are Changing the Way Organizations Need to Evaluate Partnerships and Alliances: Matthew Douglas, Chief Enterprise Architect, Sentara Healthcare / Optima Health

• Follow Up: If you would like to schedule a follow up Webinar on a topic covered at the council for your organization, please contact Chris Webber ([email protected])

Next Strategic Alliances and Ecosystem Council – June 2019 Mark Your Calendar

• Program Members - Register Now via email to [email protected] o Why Attend? The Strategic Alliances Leadership Council provides an unique opportunity to ▪ Discuss your critical business challenges and brainstorm solutions with key decision makers, ▪ Gain new vertical and alliance perspective from variety of organizations, ▪ Obtain latest strategic alliance related IDC research, and have the ▪ Ability to network and discuss current or possible collaboration opportunities with peers

Your topics Your Discussion Your opinion

JANUARY 2019 | Issue 2019-01 13

IDC Directions 2019

• What: Conference covers market intelligence and guidance to identify and optimize growth opportunities, Predictions on the vendors, products, and strategies best-positioned for growth and Opportunities to network, learn, and share with colleagues and potential business partners. Featured Keynote: Luke Williams - NYU Stern School of Business and Best-Selling Author

Where: Santa Clara 5 March 2019, Santa Clara Convention Center, Santa Clara, CA or Boston 12 March 2018, Convention & Exhibition Center, Boston MA (New Location)

• How: To request a complimentary pass, please contact Chris Webber or Sales Representative o Santa Clara: http://www.idc.com/getdoc.jsp?containerId=IDC_P39029 o Boston: http://www.idc.com/getdoc.jsp?containerId=IDC_P39028

• HOTEL in SANTA CLARA o Hyatt Regency Santa Clara - $324 conference rate o 5101 Great America Parkway, Santa Clara, California 95054 o Reservation deadline: Saturday, February 16, 2019* ▪ Reservations 800-233-1234 (reference IDC Directions) ▪ Reservations www.hyatt.com (full URL in link) ▪ www.santaclara.regency.hyatt.com

• HOTEL in BOSTON o Westin Boston Waterfront - $229 conference rate o 425 Summer Street, Boston, Massachusetts 02210 o Reservation deadline: Monday, February 18, 2019* ▪ Reservations (617) 532-4600 (reference IDC Directions) ▪ Reservations http://starwoodmeeting.com/Book/IDCDirections2019 ▪ https://www.marriott.com/hotels/travel/bosow-the-westin-boston-waterfront/

JANUARY 2019 | Issue 2019-01 14

For Discussion – Market Trend Opinions

The 4 C’s Michael Leonetti, President and CEO of (ASAP) Association of Strategic Alliance Professionals

Listening intently to Nina Harding, Channel Chief at Google Cloud, I recently thought about what is at the core of successful business partnerships and alliances. Nina said in her address at the 2018 ASAP Tech Partner Forum. “How do you work with your partners when the customers are ahead of the ecosystems?” I spent a few minutes thinking about this simple but highly relevant question. Throughout the day I took in the wisdom of many great speakers bringing up so many new key strategies and tactics like those discussed by Sr. VP App Exchange Marketing and Programs, Leslie Tom of Salesforce. Leslie was discussing her approach to growing her partnered apps from 50 to close to 2000 and the partnered path that made/makes Salesforce a powerhouse. At the end of the day, I reflected on the rich discussions about strategy that was so vital to hear and understand for business growth, but I thought, what the basic behaviors that support these strategies? What will drive people through complex process and how to keep it simple? For that answer, I referred to my past and hopefully how I behave in every business collaboration today. I said to myself, it’s the four C’s

Heavily influenced by the Relationship Management principles defined in the Association of Strategic Alliance Professionals “Alliance Management life cycle”, I developed what I’ll refer to as The Four Cs of Partnership Leadership:

• Communication • Culture • Collaboration • Compromise

Communication all the time. Over communication is the name of the game. But remember, as the late Stephen Covey taught, “Seek first to understand.” Every day you need to ask yourself, in your internal leadership role, are you seeking to understand in the way you would with your partner? Then, given that understanding, are you providing the constant, effective communication required to be understood?

Culture. My former CEO used to tell me, “Don’t lose your soul.” He wasn’t discussing matters of faith, rather, of culture. He defined culture as what made our company great. Culture eats everything—breakfast, lunch, and dinner. But it has to be good culture—most of us have struggled uphill to partner when we work in the opposite kind of corporate culture. In a good culture, everyone is respected, not just the boss; everyone, including the boss, is accountable, expected to be open, honest, trustworthy.

Collaboration. That’s what we do with partners—but are you demonstrating and practicing a partner mindset within your own organization? Again, not easy. You may be criticized, you may be challenged, you may be asked who do you work for—us or them? But when you break through—when collaborative leadership begins to become part of your internal culture, supported by your CEO—you’re going to be wildly successful with your partners.

Compromise. True leaders model, every day, the ability to compromise without abdicating. Never compromise your goal. Instead, seek greatness, but understand the solution you define together will be the solution that will make you successful. You must define it together, with your colleague or your partner, which means you must compromise.

Notice that “Command” doesn’t appear in my Four C’s of Alliance Leadership. Any enduring leader knows how to command, but great partnering organizations, and great companies, get great results because people truly invest, not because they’re told what to do. Partners work the same way. JANUARY 2019 | Issue 2019-01 15

I recall a recent quote from Jazz Pharma CEO, Bruce Cozzard that summarizes an ideal state for the beginning of a business relationship; “When we start discussions with a potential partner,” my comment to our team is, ‘If we’re successful, we’re going to end up working with those people on the other side of the table. Let’s start treating them from the first time we meet them with respect, transparency, honesty. No hide-the-ball, no misrepresentation of our interests. They should come out with a high degree of trust in everyone. It has to be the whole team.” Keep it simple, remembering the 4 C’s could be the gut check that makes your strategy effective!

Citrix Leveraging Alliances and Ecosystems to Enhance Employee Productivity and Experience Portfolio Chris Webber, Director Strategic Alliances and Ecosystem Research, IDC Background

Citrix Systems Inc., a $3B global cloud services company, held their annual Industry Analyst Meeting from 13-15 November 2018 in Santa Clara California. The meeting highlighted Citrix's continued efforts to enhance customer's employee productivity and experience by offering a comprehensive portfolio and leveraging their strategic alliance and ecosystem program. Opportunities/Discussion

For almost 30 years, Citrix System has leveraged its technical innovation and expertise to create a workspace related portfolio. By offering customers cost-effective secured cloud services and expertise, Citrix provides IT organizations with greater options in addressing their multi-cloud and application complexities. As a result, customers are not limited in their choices as they navigate through the digital transformation journey and gain greater overall experience. Further, a robust strategic alliance and partnership program, acknowledges the reality of today's technology environment – no single vendor can offer all the necessary tools, expertise, and services to adequately satisfy today's business requirements.

The establishment of a viable ecosystem and related strategic alliances presents any organization with on-going challenges. With new staffing skill set requirements, the creation and management of complex multi-partner alliances, co-competition concerns, and other related challenges, the role of a senior alliance and ecosystem executive is taxing. However, companies such as Citrix, are better able to assist their organization address current and future market requirements as well as improve the utilization of their internal technical expertise and the overall customer experience by leveraging the strategic alliances and ecosystem organizations.

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Recent Available IDC Strategic Alliances Related Research Reports (March 2017 – January 2019) Reminder: Login to IDC.com for document access

• Note: A Webinar can be scheduled to discuss the various strategic alliances related research insights with you or an internal group and peers

Latest IDC Strategic Alliances Leadership Council Highlights, December 2018 Jan 2019 | Doc #US44601519 | Market Perspective

Monetizing and Maximizing the Value of Multidimensional Alliances and Ecosystems Mark Thomason, Christopher Webber Jan 2019 | Doc #US44601319 | Market Presentation

Aligning Alliances with Agile Development and Overcoming Communication Barriers for Greater Success Jan 2019 | Doc #US44601419 | Market Presentation

COMMUNICATION: "THE SECRET SAUCE" Nov 2018 | Market Presentation | Doc # US42233217

STRATEGIC ALLIANCES MARKET ACTIVITY AND TRENDS UPDATE, CY 4Q18 Nov 2018 | Market Presentation | Doc # US43215618

SYSPRO TRANSFORMS THE DIGITAL ERP ECONOMY Jul 2018 | IDC Link | Doc # lcUS44096918

Changing Player Roles in the Strategic Alliances and Ecosystem Model Jun 2018 | Doc #US43215218 | Market Presentation

Customer Outcome and Platform Evolution Implications Jun 2018 | Doc #US43215318 | Market Presentation