Hyperconvergence Is Real and Here To Stay

by Jimmy Sheridan on October 7, 2015, 1:04 pm EDT


“Hyperconvergence is definitely real. It’s here, and people are going to transition to that platform,” said Peter Estes, of Axis Business Solutions based in Portsmouth, NH. “We haven’t seen energy or excitement around a technology like this since VMWare.” Estes says his company has broken out of the “hamster wheel” of traditional IT and is seeing success, engaging more of the market with the addition of hyperconverged technologies.
Estes references a recent survey by AcutalTech Mediaon the “2015 State Of Hyperconverged Infrastructure Market Report” which shows hyperconvergedinfrastructure adoption is still small but growing. As of the date of the survey only one-quarter of respondents had already implemented hyperconvergence, yet over half (54%) of those who haven’t deployed hyperconverged infrastructure have plans to adopt it in the next 24 to 36 months.

Estes said Axis, which made CRN’s Next-Gen 250 list for 2015, has added 65 clients and grown its revenue 27 percent this year. He attributed 15 percent of that growth and 24 of the company’s new clients directly to Axis’ efforts around hyperconverged solutions.
Axis has positioned itself to provide its clients with the best personalized solutions by constantly assessing technologies for its clients, Estes said. “We take a holistic view of the marketplace,” he said. “We think outside of that box, and look into existing and emerging technologies to find the right specific fit.”

By not being a product-centric VAR and focusing on lining up the right solutions with the right partners, Axis is able to become a more objective consultant, earning its clients’ trust, Estes said.

Axis, founded 14 years ago, has grown from a one-employee business into a company with 35 employees operating throughout New England, with offices in Maine, New Hampshire and Massachusetts, and serving a variety of clients ranging from small and mid-sized businesses up to the enterprise market, with around 810 clients today. Axis projects 25 percent annual revenue growth in 2016 over this year.

Although historically the company depended on refresh cycles and traditional IT revenue streams, Axis is “constantly gaining market share from competitors” who are not leveraging hyperconverged solutions because they either don’t have the expertise, or are trying to save their bottom line by not introducing the technology, Estes said.

During their 7th annual Customer Solutions Summit in Ogunquit, Maine, late last month Axis emphasized strong growth this year in the hyperconverged market highlighting its relationship with hyperconvergenceinfrastructure vendor SimpliVity.

“Hyperconvergence is not the type of solution that clients are comfortable bringing to their existing VARs with limited experience,” he said, adding that Axis’ experience in the field keeps bringing it more clients, said Joe Pacquet, Axis’ vice president of vendor alliance and relations. Pacquet added that the technology represents a paradigm shift in how storage will be addressed.

SimpliVity, based in Westborough, Mass., is Axis’ largest hyperconvergence partner, Pacquet said. In the first year of their partnership, he added, Axis has done the most SimpliVity installations in the U.S. out of all the vendor’s partners.

Simplivity recently announced the hiring of more than 150 new employees during 2015 and is on target to reach 750 employees by the end of the year. The vendor said its bookings increased 50 percent from the second to the third quarter of this year after last month releasing its most recent hyperconverged offering, OmniStack 3.0, and signing significant deals with Cisco and Lenovo.

“This technology is driving our organization to a different level,” Pacquet said. “It is a crazy message that is fundamentally changing the data center and enabling organizations to do more with less. The complexities of the data center are gone.”

Thanks to the significantly lower total cost of ownership in hyperconverged servers compared to that of traditional servers, Pacquet said Axis has been able to increase sales in every vertical it works in.

Even vertical industries that traditionally have frozen budgets, such as government and education, are seeing the benefits of the technology and spending more money, he said. “Our job is not to sell stuff,” he said. “It is to provide our customers with the best possible solution.”

Pacquet said, Axis is a trusted advisor that help their customers save money. Axis can then begin to introduce more solutions and begin to leverage some of its other offerings, like managed print and telco services.

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