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01NUTANIX INC. – CONFIDENTIAL AND PROPRIETARYNutanix Sales MeetingAugust, 2012
02NUTANIX INC. – CONFIDENTIAL AND PROPRIETARYA Brief History of VeritasSelling in Startup Companies is hardUse Your AssetsProduct Lifecycle Transitions – A Risky TimeFinal ThoughtsAgenda
03NUTANIX INC. – CONFIDENTIAL AND PROPRIETARYA Brief History of Veritas1982 ($0): Startup as Tolerant Systems1989 ($0): “Restarted” from Tolerant Systems (12 employees)Established industry standard file and disk management software1990 ($0): Renamed Veritas, ML as CEO1993 ($10 M): Initial Public Offering$16 million raised, market cap of $64 million post-money1997($121M): Acquired Open VisionEntered Backup / Recovery business1999 ($700 M): Acquired Seagate SoftwareEstablished leading position in Windows NT market2000 ($1.2 B): F1000 company (5,500 employees)2001 ($1.5 B): New CEO
04NUTANIX INC. – CONFIDENTIAL AND PROPRIETARYSelling in Start up Companies is VERY, VERY HARDNo brandIncomplete productLack of marketing materialsIncomplete competitive comparisonsLack of reference accountsNo “easy revenue”Lack of corporate credibilityAnd, lots of other barriers!It is really tough to close dealsTwo StoriesIt is not a job for the infantry…YOUR ARE NAVY SEALS
05NUTANIX INC. – CONFIDENTIAL AND PROPRIETARYUse Your ASSETSHot company / hot technology / compelling priceperformanceSell what you have – set the customerexpectations so the company can successfullyimplementBuild follow-on business and referencesDon’t fall into the trap of selling futures – just postponesclosingBuild and nurture the channel – a FORCEMULTIPLIER(sales, support, service, brand, presence, etc.)Use your internal resourcesExecutives / Engineering / Marketing
06NUTANIX INC. – CONFIDENTIAL AND PROPRIETARYProduct Lifecycle Transition – A Risky TimeRisksWord leaks outCustomers wait for new product - Old product losestractionInventory piles upIf new product is late it becomes a disaster!!!Be DisciplinedIt is tempting, but DON’T SELL FUTURESForecast AccuratelyWe all like to “game the system”But the company needs to plan for success
07NUTANIX INC. – CONFIDENTIAL AND PROPRIETARYFinal Thoughts – Success in ANYTHINGRequires:FOCUSCOMMITMENTINTENISTYENDURANCE
08NUTANIX INC. – CONFIDENTIAL AND PROPRIETARY…Buy a dogFinal Thoughts – If you want a Friend…ROXIE
09NUTANIX INC. – CONFIDENTIAL AND PROPRIETARYFinal ThoughtsRegret for the things we did canbe tempered by time;Sidney J. Harris (1917–86)it is regret for the things we didnot do that is inconsolable.
010NUTANIX INC. – CONFIDENTIAL AND PROPRIETARYNutanix Sales MeetingAugust, 2012