live from London England it's the cube covering dot next conference Europe 2018 brought to you by Nutanix hi and welcome back on with you pissed car and I'm Stu Mittleman and welcome to the CTO segment at Nutanix next 2018 welcome back to the program to my right is Vinnie Gill who's the CTO of cloud services and to his right is Rajeev Murray ani not very honest I mean you know the CTO of cloud platforms a gentleman thanks so much for joining us again thanks dude for having us being back all right rajiv and Binny mechanics it's been kind of busy since last time we've chatted AOS got really a file system rewrite there's been some M&A integration going on as well as organic activity so you know I love talking the CTO is just if you can bring us inside a little bit you know what's been happening what your team's been working on some of the hard challenges I mean things like page be nested hypervisor on top of DCP you know these are some hard challenge getting ready for nvme over fabric you know so some real you know massive things that happen underneath the cover as well as some new products so didn't want to start with you it's tough yeah you know what I'm keeping you to your team busy oh the teams have been quite busy especially you know once you have you know more than 10,000 customers and a product that's earning a lot of revenue coming in and at the same time you have to change the dark surfer preparing for the next generation so it's a lot of work I mean if you're starting from scratch it's much easier whether you know we've had a lot of experience bringing in new capabilities making it transparent to the customer one-click upgrade is really important for us so learning from the past we have been able to rewrite the engine the storage in a way that customers wouldn't notice but it's gonna run just faster you know kudos to the team that they've pulled it off and it goes across the board when we are acquiring new companies that come into the fold of the Nutanix family the whole idea is to make it look seamless to the customer because that's one thing that you know customers know us for like hey is the willit have neutronic simplicity so a lot of learnings we have created some thumb rules to guide people coming in and those are working fine for us and there's you know a method to the madness over here there is in the end one vision that we want to provide a true hybrid cloud experience to our users do that we feel you're the first start by building the best private cloud you can't have hybrid without private and to do that we need to have an infrastructure that actually works for private cloud so we start with HCI as an initial platform we build on top of that with private cloud features and not just still a networking compute and storage like in the past but more platform services like era and carbon and so on and then once we have that we can then layer on the new hybrid cloud services so even though it looks like getting a lot of things it's all guided by that one region so tell me you know that hybrid that hybrid cloud vision you know where doesn't lead us doesn't lead us to you know the public cloud in the end does it lead us to a new 10x cloud where where does that help customers go towards well the way I look at it is that it doesn't lead to any one place it leads to multiple clouds there'll be private clouds of the edge clouds distributed clouds big central public clouds the important thing is can you move applications and data between between flowers and analogy I use is you know 20 years ago if you if you were writing applications to Solaris you were pretty much locked into Sun if you go by writing applications for hp-ux you were pretty much locked into into HP once Linux came along and made it possible to write applications for any x86 everywhere got independence from from from underlying hardware and the same thing will happen with cloud today you have to write applications for Amazon for GCP for Asha who can build an operating system that actually commoditize is all that that makes it possible for you to run on any cloud with the same set of applications so that kind of sounds to me like you're you know doing V motion and H a India res but then you know for a new generation of technologies well not be motion across clouds is of course the goal it is the goal but it's not just enough to move the applications around data around you have to move the management plan has to be the same so the lot more to it than just simply copying by it's across maybe you want to add to it yeah I mean basically adding to what Rajeev said if you ask where will hybrid cloud lead I think it leads to a dispersed cloud you know some of it was also mentioned by readers in the keynote which is you know this big monolithic cloud concept has to atomize into much smaller pieces and distributed and that's what's going to happen but you start with solving it at the hybrid and at least solve it for two and from two you go to many and that's what's really exciting yeah it's a really good point then I want you to help expand on that a little I I think back to companies that don't portfolios and you look at it and say okay well I product a B and C and boy I I don't know how to use those together because they for an inner basis and how do I work them together today you know I think micro-services architecture I think about api's pulling everything together what are those guiding principles that you give internally to teams to make sure that I can use the pieces that I want they work all together they work with you know there's really broad ecosystem you have and all these multi cloud environments so you know as much effort we put in building architecture for the product design I mean we have to put the same amount in terms of how is it going to be consumed by the customer in just having a long portfolio is no longer what customers are looking for looking for simplicity so to your point one of the things we are really careful about is especially when we are acquiring technology in organically is how do you make sure identity and billing is it's the same right that's the most important thing so you don't have to login once in this product once natural basic stuff but if you get it you know right it's just delightful the other thing is about experience developer experience and user experiences these are the two other out of the four factors user experiences around like do I have to learn this again like if you look at companies like Apple I mean if I've used the Mac use they try to make it very similar such that even a two-year-old can figure out how to use it and we would like to say that if you have been an IT industry for two years you should be able to use any Nutanix product and developer experience is around api's we have a standard that we have Jade version three intent full api is and that is creating a standardization across you saw a little bit of the opening the demo today there you know I went through calm and epoch and flow and prison throw all from one pane of glass it didn't look like four different products in fact why not mentioned there were four different products it probably wouldn't have been obvious that they were and that's important to us keeping that experience seamless is very important and that comes at a cost I mean it's we could have released it as soon as we acquired some of these things and punted it on to the customer to figure out how these pieces come together but we know our customers have a higher expectation from us so we take the time and from from that perspective you know as a as a user you know I'm used to working with different types of clouds public private I wrote anything in between and the amount of interfaces I have to touch to get you know something working to get a series of products to to align to do what I wanted to do that's becoming such a difficult task that you know having a single interface or having a familiar interface would actually help in that so maybe you can talk a little while use that UI to go into the public clamor into the hybrid cloud as well to make you know that experience easier as well talk about a couple of things one whenever there's a proliferation of technologies and you're trying to glue it together I mean single pane of glass is one thing that people talk about I think that's not the most important thing I mean obviously it's a requirement it's a necessary condition not a sufficient one to make it sufficient you also have to bring in opinion into the design and the opinion is where we are taking some decisions for the customer where you know the customer would care about learning about those things and that's where no tonics will come in and through our best practices we put our opinion in the design of the product so that the number of decision points where the customer is minimize and that's how you basically start consuming this diversity out there at the end of the day for the business the only two things matter that business logic and business data infrastructure is sitting in the middle lights it's like a necessary evil so you know if we can hide it and make it seamless you know customers really happy about it can you talk about that the feedback loop you have with customers things are changing very fast you know it's hard for anybody to keep up you know this week even you know hoot anacs has a lot of announcements that I'm sure will take people all the time to there how do you get the feedback loop to customers to make sure your your they're getting what they need from to understand your products and your understanding where they are in their journey and you know mature the product line yeah I mean we have a whole bunch of channels we have we just had a customer advisory board yesterday you know invite customers and have a really deep intimate conversation and frank conversation you know what's working for you what's not working we have our engineering team on slack channels and whatsapp channels with our customers especially the customers who are really you know they complain about a product and they have opinions amenity so we just try to short-circuit this thing and then it's all about empathy so getting a team note here the customers just absolutely retrieve I definitely want your pin but just feedback actually I talked to a few customers and they said I don't know how Nutanix does it but for a company their size I feel like I get personal attention in touch points so congratulations it's good the stuff you saw today is a direct result of the feedback the grouping of products into core essentials and enterprise kind of also reflects the customer journey a lot of customers start with us for with the core once they get used to that get their sense as far as build a true private cloud and only then they started looking at multi cloud so right products for the right customer it's something that we are taking very very seriously at this point so I want to dive into that you know right product right customer so one of the announcements you made is carbon had kubernetes as as a manager platform so what customers do you do you service with that product how do you go into customers like that and how do you help them kubernetes is one of the most fastest growing technologies in the IT space that we have seen in the in the recent years and a lot of our customers I would say especially this year we have seen they have developers using containers and they are at a point where they're trying to decide how can I put it in production a production has a many requirements their carbon is being used by our customers who are trying to see how they'll put containers into production and what we are doing with carbon is we providing native kubernetes api Zsasz is there an open source but we're solving the heart problems of upgrades scale out high availability troubleshooting these mundane things that you know usually people don't want to do and that's where we come in and help so I've seen customers use our storage volumes for even databases containerized to stateless things it's all across the board but still early years I mean for this kind of ecosystem but it's headed into you know it's going to be the future you know one of the things I found really interesting to watch is over the last two decades we've talked about intelligence and automation in infrastructure but really things are happening fast now when you talk about you know whether a I or ml there's really things that are creating some intelligence that it's not like oh I created some script and it does something but you know it's working well I know there's a number of places that that fits into your portfolio maybe maybe prism X play it would seem to get some good resonance and cheers from the audience because maybe they've all played with you know the you know if TTT so start from there and how do you think about the AI in ml space yeah so we we look at you know computing evolving from manual mostly manual in the past to more automated but really you want to get to this autonomous computing that that sort of talked about so you know think of it as you know causes to be really difficult to drive in the past it used to require knowing how the carburetors work and cleaning them out once in a while to the point where maybe 15 years ago pretty much didn't know anything about the internals of a car but you could drive it was reliable it would work which is probably where we are today in IT but the real goal is to get as an autonomous computing the self-driving cars at Tesla Google now where you don't even have to be paying attention at the car will just drive itself yeah I have TTT and the x-play stuff that we have as a step in that direction it's obviously very early but it's the beginning of a journey where you can then start taking feedback loops learning what works modeling that out and extending capabilities on your own and that is something we'll be looking at over the next few years and you know it's something where I don't think it's it's not cute and that's why it needs to be done it's actually required you know if you look at Moore's law it applies to machines so every year you will have double the number of course and you know the same dollar can buy more if you look at humans that's not true I mean ever here then you're only getting more expensive in fact lower for customers here say talent is scarce so just by that definition you see machines are growing and the people who manage the machines are shrinking or you know static so you have to put in a layer of the machine which is smart in the in the between in between of the human and the large form of machines and that if you don't do it there is no data center so it's inevitable and you'll see this happen more and more so that kind of sounds like you're you know positioning your portfolio in a way that you enable the IT of people to not care about infrastructure as much anymore but help you know the their employer their customer do other stuff so how does your portfolio relate to the freeing up of time for those employees for those jobs personnel people some of it is just goes back to the poor design principle I would go to them basic you know how do we how do we start as a company we're looking at storage and they were dual controller a and B a ties B is running but guess what I'm worried that B will also die is the same age so I have to run to fix a run to fix a is my weekend and the night wasted if I had n one dies fine of it's a capacity problem so that goes to the core like how do we design things that are scale out and web scale we talked about so everything that we do including now prism central scale out I have to rush to go fix things hardware will always fail right and that's you know it permeates in the entire organization in terms of how we design things and then on top of that you can add automation and machine intelligence and all that but fundamentally it goes to engineering when you talk about we talked about earlier in the discussion kind of the rewrite that went on for emerging applications and emerging technologies I guess what's exciting you these days you know the industry of the Hall containers you know we looked at you know Flash technology containerization you know I looked at Nutanix when it first came out as was you know some of these waves coming together hyper scale and software-defined and flash all kind of with a perfect storm for the original generation what what are what are those next waves coming together that that you think will you know have a massive impact on the industry a lot of innovation going on on every layer of the stack I mean if we start with the hardware it's been coming for a while but it's almost here now the whole concept of having persistent memory essentially dims blocks having memory that can persist across reboots and we byte addressable so this is a big difference for the storage market right we've always had block addressable story let's become flight addressable paradigms of computing will change and Wharton's will change how we write programs will change so there's a whole big wave coming and getting prepared for that was very important for you yeah and if I control into that a little bit cuz you know what I thought about you know before it was I had you know like like pull of storage and my full of compute and I had my networking and well you know what your solution is I just have a pool of infrastructure but I need specific data in specific places and latency is really important you know Amazon just announced do you know a new compute instance with hundred gigabit networking for you know the same type of application we're talking about Hana and persistent memory and the like so do we not think of it as a pool anymore it's a here you know metadata and data are gonna get more localized so how should we think of your infrastructure going forward you should think of it as a fool we should worry about making it all all work well and that's that that is essentially our job if we can succeed at that then you would never have to think about it as well this particular you know storage is allocated with this particular application at this current time it's up to us to make that happen as applications are running from your direction you feel you know absolutely another thing that's happening in IT in the in the space of compute is the upper limit of this pool is being hidden right so for example in the old days those discs then there was a virtual disc but it had a capacity and you would format it when you look at s3 doesn't have a capacity you don't format it that's what's and that's more to application design when you don't think about the capacity of the pool that you're using that's the direction where we need to go and hide all this right Amina so just-in-time purchase of the next hardware that you need to get but the developer does not see the upper limit well retrieving Binnie thank you so much for sharing all that this Congrats on all the progress and look forward to what were you gonna bring on down lives down the road thanks to you for you piss car I'm Stu minimun lot more coverage here and Nutanix dot next London 2018 thanks for watching

Live from London England, it's the CUBE covering .NEXT Conference Europe 2018 brought to you by Nutanix. >> Welcome Back to the CUBE here from London. Our reporting of Nutanix NEXT 2018 in Europe. With me here is Frans Coppus. You are an ICT manager at  Driessen? I'm very curious. Driessen is a customer of Nutanix? I understand that you develop HRM software among other things? >> Tell me about Driessen.  How does this work? >> Yes, well Driessen is a family business. We are a business service provider for the public sector in the Netherlands and the Driessen Group is actually a group of companies that make employment possible. We do that through the offering  of several different services. You should think of connecting people to work, so a staffing function, but next to this , we also develop software and services to take over processes for other companies or to make processes easier. >> That sounds a bit like on one hand you are a Employment Placement company, helping people get work, but on the other hand, you also seem to do something with software and the delivery of your services as a software product. How does that work? >> Yes, that's right. We deliver services to make other companies' processes easier.  You should think of payroll and things like that, but also all other kinds of processes for which we mainly use the digital services that we develop ourselves. For example, think of  a package like AFAS profit , where AFAS profit falls short on some functionality that customers would want to make use of. We can  help those customers to provide that extra functionality to improve processes. >> Yeah, that sounds like you are software development shop. You develop the software in-house? >> Tell me more about that.  Do you do this on-premise? Do you use the cloud? What tools do your developers use? How does that work? >> Well, have a team of about 25 in-house software developers.  They are spread across a number of our different companies , and the software we develop runs  partially on prem  and partially also in the cloud. >> Yes, and I understand that you have been doing this with Nutanix for a year, year and a half to provide a foundation for your infrastructure. Can you explain how this works?  What Nutanix products and services you use? What are some of the benefits? >> Well, we started looking into modernization  of our data center at the beginning of last year. That was how it started. Then we looked further into things. We already had some interest in Nutanix. We did some more research and  ultimately we  decided to choose Nutanix and basically slowly replace our entire data center  with Nutanix. So we installed some hardware  but subsequently we also selected AHV as the hypervisor layer. We came from VMWare so we basically migrated everything. I must say that the implementation itself went very quickly. The implementation of the Nutanix environment  was really a piece of cake and then we started to migrate our VMs to the platform one-by-one.  And this year we completed this process. Currently, our entire data center is running on Nutanix.  What were the problems you were hoping to solve? Well, you should mainly think about scalability.  We liked the fact  that we could start small with Nutanix  but when needed we could scale easily. Performance was an issue in the previous environment, which we also completely resolved. I think the biggest challenge we had was to make things easier. We had created a pretty complex landscape over the years. That was actually the main reason why we ultimately chose for Nutanix. Simplification of the whole landscape. Easy to manage, especially also  since we are using a mixed solution. Partially on- prem and partially in the cloud. With Nutanix this is easy to manage. >> Yeah, exactly.  Since you are an ICT manager. I can imagine that your role also changes? I assume that at first, the main  focus was on infrastructure, as it was difficult and where attention was needed. How has your role changed over the course of time? >> Yeah, that's exactly right. That role is changing.  Initially, you are very focused on the operation to keep all the "balls in the air." All sorts of things you actually don't want to have to deal with.  And this is what we are now seeing. We are able to manage the environment with fewer people.  That means you free up more time and together with the management team,  you can use this this to look into how we can improve our services How can we improve our availability?  And all of this at equal or lower cost and with less effort. >> Yeah, and I assume, to use the word " digital transformation", is also a challenge for you? You want to move closer to your customer.  How do you do that as an IT department? How how move closer to the business internally at Driessen, but also external customers? How does that work? >>Well, the needs of the customer is often translated by the Business to the software developers. What is important for us is the time-to-market. The development life cycle is pretty rapid. We work a lot on the basis of orders and as such it often goes paired with requirements that we need to adhere to. So, time to market is very important in such cases. With Nutanix we are actually able to deploy software faster and offer new features to our software engineers  who in turn can use this. >> Yes, so you are saying that your software developers can thus get closer to the business. They require less time to lay the groundwork, as it were.  We are here at .NEXT, we have watched the  keynotes, heard a lot announcements. Nutanix started as an infrastructure. A so-called modernization of what you had. Meanwhile, there are 15 products. It has become much more gigantic. When you look at the growth of the amount of people walking around here, 3,500 people.  I am curious, how are you looking at this? You will be walking around here for a few more days. You've watched the keynotes. You see the crowds. What is your impression of the event? >> Well I must say, "very cool!" Last year I went to Nice, That was a very good conference. That was also the reason that made me think "I coming back this year for sure". During the first keynote, it was really cool to see, how much bigger the entire  event has become but also the success of Nutanix. Last year, in Nice, I spoke with  some of my peers who were still 't doubt whether they would transition to Nutanix. Well, I told him about our experiences and told them I would recommend it for sure including the use of AHV as hypervisor.   You are starting to feel how everything has matured. So much more has been added. I was impressed with what products  I have seen over the last two days along with the simplicity and maturity of the products  Really super cool to see.  What really stuck with me.   What really impressed me was Frame. Frame is really super cool. It's also something we are for sure looking at to use. In addition, Beam looks very appealing. I must honestly say, we now have our entire data center on prem. Also our DR environment is on prem, because when we made the decision, there was no Beam. If I would have to make the decision again, I would absolutely choose Beam to help solve DR. There too, the simplicity with which you can manage it is really cool to see. Well, in the future we continue  to monitor such developments and I am sure that we will work with  products such as Beam and Frame in the future. >> The made the announcement of the core product. The core products to essentials, which is a bit of the uplift. Those are the next small steps you can take. And then you get enterprise. Thats where you are especially finding the new product offerings such  SaaS products , the Xi Cloud , and what I am curious about is the following. I also know from Nutanix from the perspective of infrastructure? I have seen them grow. And looking at all the announcements they have made. All those products they have developed  What was for you the lightbulb moment?  The moment where you thought "when I get home after the weekend,  I am going to use this?" I want to learn more about this!"  What is that one product from which you say  I want to get started with that!" >> I think , if I had to choose it, then I would say, "I will definitely get started with Frame"   to look at how we can provide our colleagues with a workplace when they work remote or things like that. >> Yes, >> Is also one of the issues that you are trying to solve using Nutanix? Traditionally, Nutanix did lots of VDI. Still does a lot of VDI. Is that something that the Driessen Group is moving towards? >> Yeah, well at least for a part of our colleaguesI, I see ways to implement Frame as a substitute for a VDI environment. >> Yes. Yes. Absolutely. Exactly. Yes. Exactly right.  >> Also, I was really...  and I did not realize that  they were working on this, but Nutanix  is building its own Cloud I am very curious what this will bring.  Especially if this will seamlessly integrate with your on prem environment. At the moment, I find that to be the strength of Nutanix?  The fact that you can  you can easily switch between on your own prem Nutanix environment or a cloud environment. Well, if there is also another Nutanix in the Cloud option, that would be cool. Exactly. >> All right, last question. You employ developers  Today, we also saw some announcements  during the keynote around cloud-native as it is called so nicely So Karbon, databases in the Cloud with Era with Buckets, S3, S3 storage. Are these things from which you think,  "my developers will make use of this?" Yes. Yes. My developers are all knocking on the door.  They want to  get started with containers and other stuff. So that's very good to hear that Nutanix is also diligently working on that and how it will integrate within Nutanix.  So my software developers will be very happy with that. >> Yeah, great!  Well congratulations! That really sounds like a top store!. A very nice story about Driessen. how you are using Nutanix. Well, I wish you success with your next steps that you will undoubtedly take. That was it for now.  Thanks for watching the Cube together with Frans here in London Til next time.

>> Live from London, England, it's theCUBE covering .NEXT Conference Europe 2018 brought to you by Nutanix. >> Welcome back to theCUBE's coverage of Nutanix's .NEXT 2018 here in London, England. I'm Stu Miniman, my co-host is Joep Piscaer. 3500 here in attendance. Actually in the closing keynote, we just listened to Dr. Jane Goodall talk about her life's work, her next, where she's going. Really powerful content here to help round out what we're doing. We're actually really thrilled to have as our penultimate guest to the program Chetan Conikee who is the founder and CTO of ShiftLeft.io, a customer of Nutanix based out in San Francisco. Thanks so much for joining us. >> Thank you very much for having me Stu and Joep, pleasure. >> So Chetan, ShiftLeft.io, tell us a little bit about that. We love to hear from founders. What was the why, what did you see out there? What were you looking to do and then we'll get into it from there. >> Absolutely. We founded ShiftLeft back in December 2016. ShiftLeft is a venture-backed application security company. I co-founded ShiftLeft with the Chief Products Officer of FireEye and one of the core architects at Google. So our reason and emphasis to build out the security company was to essentially make security relevant to what they call as cloud-native applications. So ShiftLeft by virtue of the word meaning shift security to the left is bring securities awareness to the early stages of the software development lifecycle. As engineers write code, we have built a system that in a matter of minutes converts code to a graph, a graph akin to a social network. Almost like a social network graph except that it's connecting all the functions and variables in your code that represent the application. Now using that graph, we extract vulnerabilities that might exist in the code. Now as we know, engineers are focused on velocity, developing software and servicing their customers. So often security gets left behind, which is why we have built this autonomous agent that takes the data that we extracted during coding and protect the application in Runtime from imminent threats. >> Okay, we could spend an hour talking about this. Security is one of the hottest spaces, one of the biggest challenges in kind of modernizing this multi-cloud era, cloud-native absolutely. Maybe you'll be at theCUBE Con show in a couple weeks. We can talk even more about that because oh boy, so much to go there but you're a startup and what brings you to Nutanix is I guess the question. Come on, cloud-native, you should be born in the cloud. You're venture-backed, they probably don't want you spending lots of money on infrastructure. So maybe connect the dots with us as to how you ended up with Nutanix. >> Absolutely. The core ethos of ShiftLeft is observing, observing threats in real time and observing vulnerabilities that might exist in code. Observing means we have to make sure that our own infrastructure is protected from threats and at the same time we provide a high accessibility to our customers. Which means that we have to observe our own infrastructure which is why we subscribed early on to a Nutanix product called Epoch. Because the core essence of Epoch is to provide observability to infrastructure. Our infrastructure is very complex because every time engineers write code and commit code into GitHub or any other so-called management system, we react to that and at the same time if any threats are applied, when they deploy that code in production, we react to that as well. So it is important for us to maintain our uptime which is why we use Epoch to continuously observe our system for faults or any threats applied upon our own system and Epoch provides us that service, that service because our infrastructure is very complex. It is comprised of at least about 80 to 100 micro-services deployed in a cloud-native infrastructure. Now all these micro-services are working in concert with each other every time it receives an event, an event of a code check-in from a customer's ecosystem or any threats applied to our customers' infrastructure deployed in their private data centers or their cloud infrastructures. >> So let me get this right. You're a Nutanix customer but I'm guessing you're not the typical customer, right? You are not running their appliance in the data center but you're using different products. So I hear you mentioned Epoch which is observability. So that gives you insight into the system you are running. But to clarify, you're not running Nutanix in your data center? >> Absolutely, we are a cloud-native company. Our infrastructure entirely runs on Masels and Kubernetes which is deployed on AWS, Azure and GCP. So we are a multi-hybrid cloud ecosystem and Nutanix Epoch product is agnostic of the servers because it's a software-defined product that enables us to place hooks in the appropriate places of our software-defined or our software stack and then provide us the necessary observability. Observability from the perspective of latency, throughput or essentially any impact induced upon our infrastructure. >> So you are using it to monitor the sort of applications you're running in micro-services. So this is not even about infrastructure monitoring. This is about your application, it's uptime, error rates, thresholds, stuff like that. >> Absolutely because our system is comprised of a dense micro-service mesh which means that if one micro-service is down, it impacts a set of other micro-services which in turn impacts the customer as well. So what we do is try to identify cause and effect, correlate events and understand this dense and complex infrastructure. Nutanix Epoch has this cloud map feature that enabled us to dynamically plot the entire map of our infrastructure. This is almost akin to Google Maps because you can plot a from and to destination but upon that you might have traffic contention, accidents, tolls and everything else you can think of. So this is a similar situation with very dense and complex infrastructure as well, meaning if one service is down, it has this ripple side effect on other services as well. >> Yeah, I'm actually glad we got to interview you towards the end of our coverage here because one of the things we've been looking at is Nutanix has gone from basically two products to now they have a much broader portfolio. Some of those have been organically and some have been through acquisition. So Epoch which I believe is now under the Xi family, so Xi Epoch, I interviewed back in New Orleans, it was Netsil, Netsil came in through the acquisition. So I believe you've been using it since it was Netsil. >> Absolutely. >> What have you seen? I love kinda your outside viewpoint as to what's that meant to the product? Besides being renamed, what's the same, what's different and how do you see that impacting Epoch going forward? >> Absolutely, great question. For the most part the core product hasn't changed as much. The vision has always been carried on from what it used to be to what it is today. But the product has improved significantly. The user experience has improved significantly and now what they have is the foundation of Nutanix which is critical because there are various other product lines in Nutanix that can serve us better as well along with Epoch and we are looking forward to understanding what Beam is, what X-Ray is and there are various other product lines along with what we are already using at this point. >> Great, so I'm curious your experience here at the show. What brought you to the show? What conversations have you been having with your peers? We talked to Nutanix about what they're doing with the developers and about the cloud native space. How are they doing? You live in that space. How has Nutanix positioned themselves? >> Absolutely, I've been tracking Dheeraj and his crew for quite some time. I think they're doing a phenomenal job moving up the stack because eventually, being cloud native is critical at this point given that the majority of the new SMBs and SMEs are deploying in the cloud. So if Nutanix joins that bandwagon, it makes it relatively easy for Enterprise customers who have deployed in their own private data centers to cloud burst into Nutanix Enterprise Cloud. So over the past two days, the energy has been amazing. I presented with the Epoch crew and we got an amazing response, got to listen to customers. Their curiosity to adopting Epoch, given that they have been using Nutanix and also bursting into cloud native ecosystems as well which is why they want to understand and observe how their workloads are performing in the cloud. So very excited and looking forward to the future for the most part. >> So looking at your product, you deliver it, as I said service. You have software developers that develop that software and based on the announcements Nutanix has made in the last couple of days with Carbon and being able to develop cloud native apps, will that impact how you develop software or how you look at Nutanix as a partner for your company? >> We are growing at a very steady state and given that our core focus is security, some of our customers are on Wall Street which means that they have to ensure that they are deploying or subscribing to a service that has guarantees of its uptime and also that data is effectively protected. So we have commenced our journey as a cloud native company but that shouldn't impede us from moving into a private data center as well because our software fabric can be deployed both in a cloud native ecosystem and also on a private DC as well. So we're looking forward to working with Nutanix as a partner in the future as well if the opportunity permits. >> Yeah, so with the little time we have left, I want to get your viewpoint, talk to us about the security environment today. I'm an infrastructure guy by background and lived through, you've talked about virtualization. Been watching the containerization space, IOT greater increasing the surface area of everything. I know serverless is a whole can of worms as to how that fits in. So as we look to 2019 and going forward, what excites you and what worries you about the security space? >> What excites me is that, you know the surface is essentially getting abstracted. Back almost two decades ago, we were dealing with deploying in physical data centers on physical hosts. That transcended to VMs and then moved to Docker Unikernels and now we are speaking serverless. So in relatively, maybe in a click of a button or a single script, someone can deploy an application and that application can be scaled in a matter of minutes or seconds. So that's very exciting but what worries me is also that with the velocity and complexity, the risk is also getting amplified which means that applications are the target du jour. Applications were always the target du jour and they will continue to be as well because as engineers code even more faster, they will essentially always leave security behind. So it is important to understand the attack surface of the application because if we examine most of the recent attacks like Struts Equifax, the application was compromised and then the attacker laterally moved from host to host until they acquired or hit that asset, which is the data. So it is important to write secure software from the get-go and at the same time it is important to observe how a threat imposed by an adversarial entity correlates to a vulnerability. Which means that we have to be upfront and always observe our security from the very beginning of the software development lifecycle. So it equally excites me and worries me, which is why we decided to found ShiftLeft. >> All right, really appreciate getting to hear about ShiftLeft and your journey and what you're doing with Epoch, so thanks so much for joining us. >> Absolutely. >> And thank you for joining us. We'll be back with more coverage here from Butanix .NEXT 2018 in London, England. Thanks for watching theCUBE. >> Thank you. (up tempo electronic tones) >> Hi I'm John Walls, I've been with theCUBE for a couple of years serving as a host here on our broadcast, our flagship broadcast on SiliconANGLE TV. I like to think about the how's and the why's and the what's of technology. How does it work, why does it matter? What is it doing for end users? When I think about what theCUBE does and what it means, to me it's an off the chart benefit. The value is just immense because when theCUBE shows up, it puts a stamp of approval on your event that says man, you've arrived. I know you can't be everywhere. You'd like to be but what theCUBE--

>> Live from London, England, it's theCUBE covering .Next Conference Europe 2018. Brought to you by Nutanix. >> Welcome back to theCUBE's coverage of Nutanix .Next 2018 here in London, England. We're gonna be talking about developers in this segment. I'm Stu Miniman and my cohost is Joep Piscaer. Happy to welcome to the program two first time guests, Bala Kuchibhotla is the General Manager of Nutanix Era, and sitting next to him is Greg Muscarella who recently joined Nutanix, is Vice President of Products at Nutanix. Both of you been up on stage, Greg was talking about Carbon and cloud native, and of course Era is the databases of service. Gentlemen, thanks so much for joining us. >> Thank you, thank you. >> Good to be here. >> Alright, so look, developers. You know, we were thinking back, you know, I love the old meme, developers, developers, developers! Balmer had it right, and style might not have been there. Microsoft, company that does quite well with developers. You know, my background is in the enterprise space. I'm an infrastructure guy that goes to cloud, and the struggle I've had a little bit is, you know, developers really work from the application down. It's like that's where they live, and as an infrastructure guy, it's a little uncomfortable for me. So maybe to set that stage, because you know I look at Nutanix, you know, at it's core, infrastructure's a big piece of it, but its distributed architectures, it's built from the architecture from like really the hyper-scale type of environments. So help connect the dots as to where Nutanix plays with the developers, and then we'll get into your products and everything else after. Bala, you want to start? >> Cool, okay. So as you know, Nutanix is definitely addressing the IT ops market. We cannot simply its storage, compute, networking, and build the infrastructure as service. Obviously if you look at the private cloud, the IT operators are becoming the cloud operators and then giving them to the developers. We are basically trying to build a cloud for IT operators so they can present the cloud to developer. Now that we have this infrastructure pretty much there for quite some time, we're not expanding the services to other things, the platform, the platform as service. Now going back to the developer community, you will have the same kind of cloud-like consumption. That these cloud operators, the IT operators are providing the cloud for you. US developers get the same kind of public cloud consumption. They lack ability, that the ability you are trying to do, easy tools, (mumbling), and S3s, that kind of stuff, EBS, you have the same kind of APS for our Nutanix that you can spin up a VM, spin up a database, spin up a storage and then do what you want to do kind of stuff. So that's the natural journey for that kind of stuff. >> Yeah, Greg? >> Yeah, I have to agree. Look, the world has changed quite a bit for developers, and it's gotten a lot better. If you look at the tooling and what you can now do on your laptop and spinning up what would be a pretty complex environment from a three tier application with a robust database, an app tier, anything else you might have on the storage side, spin it up, break it down, and with your CICD pipeline you can have it deployed to production pretty rapidly. So we look at doing is, you know, recreating that experience that the cloud has really brought to those developers and having the same type of tooling for those enterprise-grade applications that are going to be deployed, you know, on that infrastructure that is needed in private data centers. >> So looking at, you know, one of the reasons why developers love cloud services so much, it's easy for them. They can just consume it, it's very low friction. They don't even really, you know, need to go through a purchasing process, other than credit card maybe paid for themselves in the beginning. So you know, low friction is really the key word here. So I'm wondering, you know, looking at the Nutanix, the IT ops perspective, how are you kinda bring that low friction into the developer world? >> Yeah, so I'll take the question. So essentially what I am seeing is the world in the enterprise world is very fragmented. People doing silos kind of stuff. As you rightly said, developers really want to be liberated from all this bureaucracy, right? So they really need a service kind of world where they can go click on it, they get their compute kind of stuff. There's a pressure on the IT ops to give that experience, otherwise people will flee to public a lot. As simple as that, right? So to me, the way I see is the IT ops, the DB ops, the traditional DB ops inner ring, they are understanding the need that, hey well, we gotta be service-ified. We want to provide that kind of service-like interface to our teams who are consuming that kinda stuff. So this software, Nutanix as the enterprise cloud software, lets them create their own private cloud and then give those services to the developers kinda stuff. So it's a natural transition as a company for us. We got to start from the cloud operators, now we're exposing the cloud services from the cloud operators to the cloud consumers. Essentially the developers. >> Greg, up on stage you talked about cloud native, and your premise is that cloud native is a term for a methodology, not necessarily that it's born in the cloud. Maybe help explain that a little bit, and you know, we think Nutanix is mostly in data centers today, so, you know, why isn't this just saying, "No, no, no, we can be cloud native, too." >> Fair point, and I think we're not alone in that as well, in being an enterprise infrastructure company that was looking at enabling cloud native applications, our cloud native architecture within the private data center Say look, really it's a form of doing distributed computing, right, and that's the core to it, right? So you have a stateless, ephemeral infrastructure. You're not upgrading things, you know, you're blowing it away and rebuilding it. There's some core things like that, that will move across whether it be in the cloud or on prem. And of course you need tooling for that, right, 'cause that's not the methodology most enterprise developers or operators are really going through, right, so everything's pets, not much cattle. We're really trying to change that quite a bit, and that's both enabling technology but it's also the practices that people will deploy. And we're seeing is, it's not so much us trying to sell this it's more like hey, we're used to this in the cloud, why can't we do this on prem in our private data center where we have all of our data, and the other services that we need to interact with, like, that's where the demand's really coming from. So it's that mass of data they want to interact with with the type of architecture that they've gotten used to for rapid development and deployment. >> So one other thing, you mentioned pets versus cattle. One of the things I've been seeing from, you know, an IT ops perspective is you need a good ecosystem of management products around your pets or your cattle to be able to make it cattle, right? If you don't have the tooling, you're gonna do manual interaction, and it's going to become pets. So I'm wondering, you know, in that cloud native space, how are you helping the IT ops to actually make it a cattle experience, and you know, towards management or monitoring, or backup stuff like that? >> So, you know, a lot of that is surrounded around Kubernetes, right, as a center of mass. So it's not just us doing it, it's us pulling in a lot of the support and ecosystem that is being built by the community for that and leveraging that piece. And then we have other things we'll either add onto that as it integrates with our platform and some of the capabilities there, or things that we may do, just again, pure open source. Give you a couple examples of that, so I mentioned Epoch on stage, right, so it's sort of something that brings additional metrics to Prometheus. So in addition to CPU and memory storage consumption, you're actually getting latency and other more business metrics that you might be using to trigger things in Kubernetes, like auto-scaling. I don't necessarily always scale on CPU or memory, maybe it's a customer experience that's difficult to measure The other thing is because we have the storage layer underneath, you know, we look at doing things like, again it's early in Kubernetes, but snapshotting from within Kubernetes. Right, so if we have a CSI provider, why not from within Kubernetes let an application or a container trigger a snapshot. Underneath our storage layer will take that snap and then it becomes an object that's available from within Kubernetes. So there's a whole lot of things happening. >> I just want to add a couple of comments to that. This pets versus cattle is standardization, right, like we're talking about it. In typical, old legacy enterprises there are let's take the example of databases. Like, every application team has their own databases they are trying to pass, they're all trying to do management around it kind of stuff. When we do a couple of servers, like we looked at around 2,400 databases for a typical company, they have 400 different configurations of the software. And so like this is one of the biggest companies that we talking about kind of stuff. With that kind of stuff they cannot manage cloud, obviously. This is not no more a cattle kind of stuff. But how do you bring that kind of standardization, right? That is where the Era as a product is actually coming into this. We are trying to standardize, but when you try to standardize these database environments for on premise enterprise cloud, you have to do it at their terms. What I meant to try to say is when you try to go for public cloud, you have this catalog 11204 pull the node to PSE5, you can only create databases with whatever the software the public cloud guys are doing it. But on premise needs are slightly different. So that is where Nutanix, Era, and this products will come into. We allow to people to create the cloud, and then we allow them to create their own catalog of software that they can standardize. So that is what I call standardization at their customer terms, that's what we're trying. >> And let me add to that, though. It also brings in this convenience, 'cause not only is it coming up with standardize, but we've made it even more convenient, right, because now a developer can go provision their own database, they're gonna get a standard configuration for what that is, and so you made it easier for developers and you're getting something that is more cattle-like. >> Bala, I think you're in a good seat to be able to actually give us a little bit of independent commentary, you know. The movement of databases is one of the hottest topics in the industry. I haven't seen whether Andy Jassy was sparing back with Larry Ellison, you know, at re:Invent this week, but you know, we've been watching the growth of things like Postgres, and lot of these changes, you know, Era sits clearly in that space. So what do you seeing from customers, you know, the modernization of applications is, you know, what I call the long pole in the tent. It's the toughest thing for me to be able to do. I said we usually want to first, you know, you modernize your platform, Nutanix helps with that, public cloud helps with that, and then I can modernize my application. You know, database tends to be, it's the stickiest application that we have in the industry. So what are you seeing? >> Yeah, so there are two class of applications that we see. This space is completely green field We are starting off completely. People love cloud-like experience and cloud native databases that's where the public cloud can kind of try to help them. But if you see 70 to 80% of the money still is with all the traditional apps. You're trying to now cloudify them. The cloud native stack that we talk about, the cloud native database, is not going to the game. Like you really need to think about how do you kind of take these big, giant databases that are there with Oracles, and DBTools, that kind of stuff but give the cloud-like experience, right? So the actually very difficult game for any public cloud, that's why you don't see rack provisioning and a dot list is still not there, or even if JCP natively. Oracle does that but little bit difficult. Data gravity forces people to come to on premise, that's my humble take on this, right. But how do you build, how do you make this gray area I call it a brown field, and convert them into more of a consumer-centered kind of stuff? That's where Era actually tries to play. It has two roles that, if you have existing databases, we turn to kind of convert them into more of a cloud-like databases for you, or if you have a green field then we can get you directly onto the cloud native experience. Or if you're trying to migrate from technology to other technology, definitely we would like to help. These are the three things that we try to do through Era kinda of stuff, yeah. >> So looking forward, you know, we're starting out with databases, you know, making that simple, making that small so that there's less friction in that. So maybe a question for Greg, so what's the future for Nutanix in, you know, enabling other services, other cloud-like services on a Nutanix platform going forward? >> In addition to databases. >> Exactly. >> Yeah, so we're a big proponent of standard APIs, as I talked about, right, so we have that in storage for a long time, that makes things easy with databases. We have a standard client talking to standard database backends. As we see other core building blocks, those are the kind of things that we're gonna want to build and deliver as well. So S3 is a defacto standard for object storage, for instance, so people are following that. You'll get Pub/Sub with Kafka APIs, Druid. There's a whole bunch of things, especially from the Apache project, that have become sort of defacto standards, so really it's like, okay, well which building blocks are needed by developers to build these applications that they want, and how do we really work the the community to establish those as open standards. 'Cause we really want, you know, I talked about the portability quite a bit. So we don't want anyone locked into our stack or anyone else's stack, it's like hey, let's build with the best toolkits, let's use standard, open APIs, and then developers get what they need which is portability, or run the application where they want to run it. So that's our strategy of going forward. >> Into some-I-tab we have easy to equal end, which is AHV, we have EBS equal end, we have our called Acropolis Block Services. We have S3 equal end, which is called Buckets, we have database RDS equal end, we have Era, and now we are going with content as which we call Carbon. So we are trying to kind of look at those critical services for anyone, especially for developers, to say that man, it's all ecosystem, it's not like one piece, single piece It's not this compute, it's not this storage, but it is an ecosystem of services that we need to kind of predict. >> Want to just come back to what we were talking beginning, the relationship with developers. How much of what Nutanix does is really kind of the IT ops that then enables developers, and how much direct developer engagement is it? Like, you know, is there development activity here at the conference going on that we should know about? I know that Nutanix goes to a lot of the developer shows. But maybe if you could give us some commentary on that. >> Yeah, I can start that, it's a path, right? So currently we certainly have the bulk of our interactions are gonna be on the IT operations side, and so it's only through them, because their customers are the developers that we really interact primarily today. But you should see that changing quite a bit, and I think that you'll that with the tools that we're providing directly to developers to interact with you know, through the APIs like they have Era. So for instance, if IT has deployed Era internally, then if I want a database I can go straight to those APIs or command line to grab those things. And you'll see that continuously be a trend as we let developers interact directly with our products. >> Just to give you an example, right, within the company, within Nutanix, we are drinking our own champaign, right. So we are operating a private cloud and we are exposing our APIs to all our developers. Today, if someone wants a database in Nutanix, they go to a control plane and say I want a database. Right, that's the API. How the infrastructure is getting, it's a means to an end for them, right. That's where we are going with our customers, too, hey, here is how you build your private cloud, here is how you expose all your service end points for different services, and your developers just need to enjoy them. And then there's a building aspect of it, that's the nuance that private clouds need to deal with. How do they charge the developers, how do they charge meter, that kind of stuff that people will talk about today. >> You know, I definitely heard when I talked to all the product teams, especially everything in Zai cloud, you know, extensibility with APIs is built into everything you're doing. So we're going to have to leave it there. Greg, we're gonna be catching up with you and the Nutanix team in two weeks at the Cube-Con show in Seattle. So thanks so much for joining us. Bala, pleasure, thanks for giving us all the update. And thank you, we're gonna be back with more coverage here. From Nutanix .Next 2018 in London, I'm Stu Miniman and Joep Piscaer is my cohost. Going to be do a Dutch session in a second, so be sure to stay with that. First foreign language interview on theCUBE, and thank you for watching. (electronic music)

Live from London England, it's the CUBE covering .NEXT Conference Europe 2018 brought to you by Nutanix. >> Welcome Back to the CUBE here from London. Our reporting Nutanix NEXT 2018 in Europe. Next to me is Frans Coppus. You are a manager at ICT Driessen? I'm very curious. Driessen, customer Nutanix? I understand you among other software make HRM? >> Tell me about Driessen. How does that work? How does that work? >> Yeah, uh well Driessen is a family business. We are a business service provider for the public sector in the Netherlands The Driessen Group is actually a group of companies that make work possible. We do that through the offering  of several different services. You should think of connecting people to work, so a staffing function, but next to this , we also develop software and services to take over processes for other companies or to make processes easier. >> That sounds a bit like you're on the edge. On the one hand you are a Employment Placement company, helping people get work, but on the other hand, you seem to do something with software and delivering your services as a software product. How does that work? >> Yeah, and do We indeed. That's right. We deliver services to other processes make companies easier. Think of payroll and things like that, but also all kinds of other processes and that's what  we mainly use the digital services and we develop these ourselves. For example, you should think of  a package like AFAS profit , where AFAS profit falls short in some functionality , but which customers  would like to make use of. We can we who help these customers  to provide that extra functionality to improve processes. >> Yeah, that sounds like you are software development house. you develops yes the software. >> That's right. >> How about that? Do your on-premises? If you do in the cloud? Where working with your developers? How does that work? How does that work? >> Well, we do it with a club of about 25 software developers we in private service to have. Spread across a number of different companies we have, and the software we Developing running Indeed, partly on prem and partly also in the cloud. >> Yes I understand that you do for a year or half do with Nutanix such as underlay for your infrastructure. Can you explain how how together is how the services which Nutanix products you use? What advantages do you have it? >> Well, we indeed the beginning of last year we look at our data center to actually modernize. That was the rise. When we have oriented ourselves. We already had some interest in Nutanix. Are there going deeper into deepen and finally we indeed decided to limit to Nutanix choose that. To actually the entire data center, we had slowly going to replace by Nutanix. Um, so we are there put down a piece of hardware, but then also chosen as the AHV hypervisor layer. We came from VMWare. We have it all petted or migrated to the implementation itself completely very quickly should say importing t soup boiler and was really a piece of cake and Then we started to one for our VMs to migrate to the platform. Uh, and that we have this year we found rounded. Currently running our entire data center running on actually uh uh on Nutanix indeed. Yes, because what were the problems you hoping to solve? of And, then you should think about a particular piece Scalability is not it? So for example we fine with Nutanix in any case, could reasonably small start, but if necessary, uh easy to be scales. Performance was an issue on the old surroundings. We actually have completely resolved. I think the biggest uh what we the biggest challenge we had was to make it easier. We had Yes quite a complex landscape been built up over the years. Uh and um, well that was actually the main why we express sible for Nutanix have chosen. Yes, simplification of the whole landscape. Easy to manage, especially since we thus actually have a mixed environment. Deel where I click ofthe cloud? Uh, well that's fine with Nutanix to manage, so eh. >> Yeah, exactly. I imagine when he hey you are IT manager. I can imagine your role uh too changed huh? First it was take I to really focus on infrastructure, What was difficult was that many friction. Um, what's your role in the course of changing time? >> Yeah, no, that's exactly right. That role is changing. uh in Initially at very busy to focus after the operation. To put it all in keep air. Uh sorts of things you actually yes it sounds I think you would not actually working with it wants to keep. Uhm, uhm, and we now see. We see Now just that with fewer people and a much more simple way that environment can manage. That means you some more time for free, and the time, even trying especially uh to stop uh along with the business see how we can provide our services improve? How can we availability improve? And say to equal or less cost and with less effort. >> Yeah, because I assume that you have to code word to use some digital transformation that I take for you are also an issue. Yes. You can also just wants to more to move the client. How do you do that if like, hey if IT department? How how you slide closer against the business and Driessen itself but also to the customer? How does that work with you? >> Uh well, uh, let's say, the customer needs to of course translated into the business Go to frequent the software developers. So what really us is very important is the time-to-market. Development course is very fast. We work a lot on the basis of Procurement and tendering often various demands we put than we meet to come. Yes. So, time to market is very important that, uh, that's why we uh um with Nutanix able to actually faster to deploy new features to provide direction our software developers then with them to get started. >> Yeah, yeah, because you say your software developers can thus closer So sit closer to that business. That requiring less time to UH to lay the groundwork, as it were. Um, I'm looking for, they not here .NEXT, uh we have the keynotes seen a lot announcements. Nutanix started as if modernization of infrastructure of What you had here. Meanwhile, are 15 products. It has become much more gigantic. If you people around here are looking grown. 3500 people, so therefore I am a bit like it? How do you doing that? Do you walk here too a few days around. You've seen the keynotes. You see the crowds. What is your impression of the event? >> Well I must say, very cool eh, I'm I last year in Nice, eh it was a very good conference. That was the reason I was thinking of now, I'm going this year definitely return. It was really cool to see the first keynote, how much greater it has now become, the whole event, but also the success of Nutanix. I uh, I spoke last year in Nice yet some of my peers still 't doubt was whether they would over Steps to Nutanix. Well I told him what our experiences were with it. And uh, and said, I it can definitely recommend. Also say the Using the AHV as Hypervisor. In the meantime brand just, it's so much matured. Uh uh, there's so much more added. I was really what really impressed me over the last two days have seen all new products and adulthood and the simplicity of such products. Yes. Really super cool to see, uh, what I was really stuck, I really of was impressed, was particularly Frame. Frame is uh uh uh uh really super cool. That is also something we definitely presently to look for to use it. In addition, Beam is something that very appealing. I must say, we have now uh uh uh uh all say data center on prem. So Also my DR environment we have on prem, because when we made the decision, there was no Beam. Yes, if I would again to choose, I would absolutely sure choose the DR uh using to solve beam. There too, the simplicity with which you can manage. Uh that's really cool to see. Well, we will in the future ensure that species continue to follow developments and uh I know sure that in the future to work uh continue with products such as a beam and a frame for example. >> Yeah, because what you see uh huh, they the announcement made by the core product. Heh, the core of the core products to essentials, which is a bit of the uplift heh? Those are the following small steps you can convert, yes, and then you get enterprise. Yes. There are now especially the really new projects uh Xi SaaS products de Xi Cloud and uh, and I am very curious to now is look I also know from Nutanix heh from that perspective? Infrastructure, and I have seen them grow. And watching all the announcements they done. All those products they ge done. What would really be for you the, you know, What was with you the light that went so you say yes I'll go you know when I uh home After the weekend, here I'm going to stroke. Here I would like to know more. What is the one product that you now say, I really want to get to work? >> I think if I had to choose it, then I would say, then I'm going to frame me definitely started to look at how we can put that to say uh uh uh uh our employees easier by a work to provide when they for instance remote work or things like that. >> Yes, is also one of the uh the issues which you who wants you solve by Nutanix Heh? Traditionally, did Nutanix many VDI. Still does much VDI. Is that something that uh, where you go when Driessen? >> Yeah, well at least for a part of our I'm sure a staff uh uh ways to deal deploy Frame say as a substitute for a VDI environment yes. >> Yes. Yes. Absolutely. Exactly. Yes. Exactly right. Uhm. >> And also I was really huh, and I did not think they were doing, but I understood so which uh Nutanix now we actually their own cloud is building. Yes. Yes that I am very curious what that is going to bring. Surely as say, seamlessly integrates with your back on prem omgeving. I actually find that to be the strength of this time of Nutanix heh? The that you you can switch easily between on your own prem Nutanix environment or a cloud environment. Yes. Well, if there is still a uh a Nutanix variation in the Cloud comes in, yes it is uh totally cool. Exactly. Yes. Exactly. Yes. >> Last >> though demand. You have of course developers in dienst. We have today also in the keynote various announcements seen around cloud-native as nice hot. Heh? So Karbon, databases in the Cloud with Era with Buckets, S3, S3 storage. Uh, these are also things that you think of, hey, that my developers will also get to work? Yes. Yes. mac we stand on all to knock on the door. Who want to containers to work and that kind Affairs , Uh uh uh so that's very good to hear that Also there say Nutanix fully is doing, and how it integrates within uh Nutanix, so uh, yes, there will my Software developers will be very happy with it. Yes. >> Yeah, great! but congratulations. That sounds like really a top story. A very nice story about Driessen. how you Using Nutanix. Well, I wish you success with the following to step. Thank you. Which undoubtedly UH will come. uhm. And that was it for UH for now. Thanks for look at the Cube Together with Frans herein in London uh, and until next time.

>> Live from London, England, it's theCUBE, covering .NEXT Conference Europe 2018. Brought to you by Nutanix. >> Welcome back to London, England. I'm Stu Miniman with my cohost, Eup Piscar, and we're going to dig into one of the partnerships that Nutanix have. Joining me, two CUBE alums, Michael Cade, who's a technologist with Veeam. Had you on the program last year in Nice, and welcome back a little closer to home for you, here in London. >> Yeah cheers Stu, Hidey-ho. >> And welcome, six months with Nutanix, someone I've known. CUBE alumni. So, wherever you go, you know, there are CUBE alumnis always. So Jay Chitnis, who's the head of Global Strategic Alliances with Nutanix. Jay, thanks for joining us. >> Stu, thanks for having me. It's great to be here, guys. >> Alright, first of all You know, Michael, what's it mean having the show here in London, and would love your opinion, having kind of, how Nutanix's doing with Europe adoption. >> Yeah, so, obviously being in London means I don't have to go on a plane and travel anywhere, right? So, that's one benefit, but one thing, I was there last year, obviously, we spoke. I think one of the things I can see here is how many people are here. Feel's like its doubled in numbers, doubled in size. Doubled the conversations, obviously with us, with our product coming out in July/August of this year. Only a version one but we're seeing good feedback, good strong feedback and lots of questions around that. >> Yeah absolutely, 3500 is the number I heard here. Jay, we're going to talk about with Veeam, so set the stage for us, data protection, what's going, Nutanix positioning, and what you look to that. >> Yeah, its a vibrant landscape, right? So, just to kind of pick up a little bit on the thread around the European side. We've got over 50 partners here. Over 50 technology partners and a number of channel partners. There's just a vibrant buzz and one of the first things that people always talk about is we're in the the nation of GDPR. If you start to think about just where's this nation, this notion of data and where does it reside, data mobility and that sort of thing. That's one of the first things that we get hit with all the time; we get asked a lot. And so, it's really core to what we do. That's where the relationship really comes in. >> I love the little commentary there at that GDPR. Cause I remember last year, like most of last year, every show that had data protection, everything, we talked about GDPR a lot. To be honest, once we got past May, we didn't talk about it a lot. I mean, we said we knew it's real when there were some lawsuits and that happened rather fast to some of the really large companies, but is this still a major conversation with costumers, where are we and? >> Yeah, yeah, massively so that sovereignty of data, where is resides is something that, speaking to enterprise and mid-market customers over in Europe, there absolutely still top of mind is, why are we keeping that data? Where are we keeping that data? How do we leverage our tool set to understand where that data is? And then actually provide some insight into where it is, and report against things like violations between different locations. And just, We obviously had to go through that process of becoming GDPR compliant ourselves, and obviously as a global company, you have to kind of eat your own dog food. And understand, you have to know your own data, understand what that's doing, why we're keeping that? How it's being stored, and the message we just relay back into content and let our customers then use that. >> So what does that look? Maybe from a technology perspective, if you had to deal with GDPR, from an Nutanix standpoint, from a Veeam standpoint. What does it change, right? What does it change in terms of backing up? What does it change in terms of storing it? In a cloud or on print? Have you seen any majors changes in how that works for customers? >> Yeah, so the good the is that thinking about what that data is and where it's being stored. They know that in Germany that data may not be able to leave Germany or that data may not be able to leave the UK or Ireland and they might have offices in remote locations in various different countries. So, a simple thing that we put in was the ability to put tagging on repositories, on our physical constructs so that we knew the data path and the workflow. And then be able to use then Veeam one to be able to report against that so you understood where that data was going but also flag up any of those violations that may be where a backup job has pushed it to a different location. We need to know about that and we need to fix it as fast as possible. So that's one of the areas that we're talking >> So, I can imagine that this is not only has had an impact from a technology perspective from a vendor's side, but also in the service provider market. I guess a lot of service providers have gone into that phase to be able to help customers with their GDPR issues. >> Yeah, yeah, absolutely, so we were already aligned with our VCSP program. 20,000 VCSP partners out there and their model is as a service, so being able to provide, as a service and help them understand what that data is and know where that data is residing, is key to, that those customers that can't necessarily put their workloads into the public cloud but they can put it into a trusted service provider of VCSP. >> Or a trusted, like an enterprise private cloud. Or, one of the things that we're seeing is, when you start to think about data and where it resides, it's not just the cloud. It's not a discussion of is it on prem, is it in the cloud. There's this notion about this distributed cloud, some of this stuff that we talked about earlier this morning around what does that mean when you start to think about where, first of all, the amount of data that's sitting in everything other than what we would consider an enterprise cloud. That's one. The second thing is, how do you protect it? How do you back it up? What do you do at things that at the edge, right? That requires a fundamentally different way of looking at things. Just the size and the volume of the data. >> Yeah, one of the key things that we're seeing is that sprawl of data. Not necessarily, it doesn't really matter where that data resides. Whether it is on premises or whether it's in the public cloud. It's the data and that sprawl of data that can sit on many different platforms. >> Alright, Want to pivot the conversation a little bit lets talk about AHV. So, in the earnings announcement earlier this week, the number I heard was 38% looking at the last four quarters trailing, so strong growth. I actually, when I had asked Dheeraj about two years ago and said, "okay well what's the goal?" He said "Look, we're going to keep building and do it, and customers will have choice." You know, if we get to 50%, that felt about right to him then, when I talked to him he said "This seems right." It's not like we're going to eradicate everybody's other virtualization. That's not the goal. It's to do what makes sense. I remember one of the .NEXT's when Veeam said "We're going to go down the path to adopt AHV". There are actually tears in the audience. So, we know that ecosystem is super important to AHV. So Jim, maybe set the table for us with the guideline as to where we are with the partner eco system. Obviously Veeam's got some good, exciting stuff recently. But overall? >> Look, at the end of the day, the 38% number that you mentioned is critical, right? One of the things that we look at is, this is it's, our philosophy has always been about freedom and, so, some semblance of choice. And it doesn't matter whether you have a preference for a private cloud, a public cloud, a hypervisor. What we really are focused on is, how do we enhance incremental value add, especially in a management staff, right? So it's not necessarily a, we absolutely want to become a Hypervisor company. That's not the goal here. In order to, when you look at our partner landscape, and our partner ecosystem, it kind of fits into a few things. First and foremost, it's about customers who want, when they buy Nutanix, it's because they're buying Nutanix to fit in to a certain environment. Data protection, management, management and orchestration, networking and security. And then there's obviously customers who buy Nutanix for running something on top us, right? An, ISV, and enterprise ISV, big data applications, cloud native applications and things of that nature. One of the cornerstones for that ecosystem is to support AHV and we're starting to see a significant amount of our partners, not only looking at supporting AHV but actually going further and deeper. So, we look at things in terms of the breadth of the ecosystem, which is great, we want to grow that, but we also look as the depth. And someone like Veeam, who said, "Hey look, we were partnering with you on the breadth, where we were doing some stuff around supporting ESX." But really, the game changer was AHV. AHV support which was what, August? >> Yeah, yeah, beginning of August. I think the same premise as to what you were just saying Jay, so bring that simplicity model, we don't really care about what that is sitting on top. With a management layer, we're offering this hardware up as a service, or this layer of abstraction. From a Veeam, obviously, form a Veeam perspective, it's all about the ease of use, the reliability, but also the flexibility. And that's something that we kind of have that synergistic approach. >> I think that's a very shared common vision, right? It's making sure that you provide a seamless experience. One click sort of experience. But, being able to do so in a more cohesive manner. >> Michael, I want you to bring us inside. I remember back when Veeam supported Microsoft Hyper-V. It was a big deal. There's a lot of engineering work that goes into it. And a move, Veeam was more than just a virtualization company. Today Veeam is multi-cloud, they can play in lots of environment. Give us a little insight as to what happened and what's special has been done for the interface and the technology to fully support AHV with Veeam. >> Yeah, I think, so 12 years ago, Veeam started out protecting those virtual workloads. Virtualization first, Vmware first, then Hyper-V. And then the physical agents came and really that platform started to get broadened. What then happened is the AHV adoption rate from you guys was obviously rising so saw that and went in, and, but we took a different approach in terms of, okay, just because of what we've done in a Vmware and Hyper_V world, doesn't necessarily mean that that will fit our Nutanix AHV customers. So we went out, we seeded the market, understood what that looked like, how it looked from both a Nutanix point of view and also existing AHV customers. And then built the new AHV platform that we have to be able to protect them. But we still wanted to keep that agentless approach. But from a management perspective, we offer out a web interface that allows us to look very similar to the prism interface, the management layout. So that, an admin doesn't have to shift his command stature, his knowledge of working in management into that mind set. So, version one, and again, there's a considerable amount of effort gone into that has a pretty, pretty full-on feature list of features in that version one and that's going to continue to roll out over 2019 and beyond. >> So looking at this from a customers perspective, you know, back when I built an IS platform based on Nutanix, based on VH, one of the things that was high on my list was a AVH support. Simply because AVH over hypervisor, it became a commodity. I, even as a service provider, even as an IS provider, I didn't really care what hypervisor I ran. And so, support from VM to actually be able to back up VM's on AHV, and that was top priority for me. And seeing you guys use that different UI, even though it was a little bit over shot, because you know, we've been using VM for maybe a decade already. We're used to it. A little bit of a culture shock to start using it, but when you do, it becomes a totally different experience because it is aligned with Nutanix. So maybe tell us about why you've taken that approach of using the way of integrating with the Nutanix UI instead of staying at your old UI? >> Yeah, and so exactly, so mostly around Nutanix admins and their feedback around, if we could just have another tab that looks and feels exactly how our management plane looks like. Then that would be of more of a benefit. Now, obviously we didn't feedback on replication. There's still visibility of those jobs, there's no configuration, lettered out, that's one of the biggest asks that we're getting in the forums, in the public forums, is when can we have exactly what you're asking for there. Is it around how can we bring that central management back into VBR because they may have Nutanix clusters running different hypervisors and that's all supported from us but then, but, then, now we've got to go outside of that single management interface into the prism-like management for that, so, I kind of see that from that perspective. But, so that was really the main key for version one is, get something out that's the same as what our Nutanix administrators are used to. >> So, if we're talking about future, right, so what's next for VM and Nutanix? Real short question, short answer maybe. >> Yeah, without being fired, I'm but... (Jay laughs) So, version two, update one, so 1.1. That will be out in the next few, let's say weeks, months. And that really doesn't bring any major features or changes. That's the generic bug fixes, there's a few things that needed to be ironed out in the interface but also as the process. So that will be relatively soon. Then, the good thing around the ability to develop against what we're doing with AHV, is that because it's so separate from the VBR piece. It allows us to hopefully keep that much more frequent cadence of release. So we'll be starting to see more news about version two as we get into early 2019. >> Just a last thing, wondering what you could say about adoption so far? How much pent up demand was there? You know, I'd like to hear first from the Veeam standpoint. How many customers, if you can share anything about that? And then, Jay, what this means for AHV adoption? >> So, I don't know specific numbers, up to date numbers, but I have seen the sales force numbers grow from an opportunity perspective, and that's specifically where Veeam availability and Nutanix AHV is included in that sales force opportunity. So one of the things, though, is that we're seeing, if you're familiar with the Veeam forums, that, in particular, forum thread is growing and growing because people are understanding that we can help shape what we do here, we want those customers that are using it on a daily business to give us that feedback. >> Do you expect there to be new Veeam customers due to this offering? >> Yeah, yeah, absolutely. >> Yeah, I think we absolutely expect new Veeam customers. I think at the end of the day, going back your question around AVH, having a healthy ecosystem is really what's going to drive AHV adoption. So partners like Veeam who've done that is really what is providing some choice back. So you're question around what do we expect in the next few months, quarters, what we're seeing is a lot demand on, what's the right way, We're seeing a lot more demand on additional functionality that people customers would like to add into their grate. So AHV is just the beginning of the platform. It's not the end state and then, we're starting to see is a lot of customers, partners who are taking on things like, "Oh, well that's interesting, now I can do something with files, or buckets, or add on top of it where now all of a sudden, I can derive even more value. So AHV is just step one if you will, right? >> Yeah, I think that's important as well. So we've got update four coming out early next year that's going to bring the ability to leverage the Nutanix buckets that we've heard about this week. There's also other cloud mobility, but for the option of being able to convert those machines and send the up into Azure or AWS to be able to run tests and development up there. But, that whole cloud mobility about movement of data and making it seamless using the same tool set. One of the key differentiators is the VBK format. So those who know Veeam, they use the VBK format and that's exactly the same format that the Nutanix AHV product uses as well. >> Yeah, yeah, absolutely. Well, congratulations. Really looked at, as I said, this is really opening the door to start the journey as to where your customers are going. I've been hearing feedback from customers that have been waiting for this for a while and excited to see how this matures as things go forward. So, Jay, Michael, thanks so much for joining us and stay with us, full day of coverage here at Nutanix .NEXT 2018 in London. Thanks of watching theCUBE. (electronic beat)

>> Livefrom London, England, it's theCUBE, covering .Next Conference Europe 2018. Brought to you by Nutanix. >> Welcome back to London, England. This is theCUBE's exclusive coverage of Nutanix .Next 2018 Europe. My name's Stu Miniman. My cohost for these two days of coverage has been Joep Piscaer. And happy to welcome to the program, two first (mumbles). We're gonna talk about culture and people. To my right is Rukmini Sivaraman, who is the vice president of business operations and chief of staff to the CEO. And sitting next to her is Prabha Krishna, who is the senior vice president of people and places, both of them with Nutanix. Ladies, thank you so much for joining us. >> Thank you. >> Thank you for having us. >> All right so, we've been covering Nutanix for a long time. I've been to every one of the shows. I start out, I guess... Dheeraj talked for a long time about the three Hs. It was humble, hungry, and honest, if I got those right. And more recently, it was with heart. Actually sitting not too far behind us, there's a big booth for heart. So, the culture of the company is something that is tied with the founders. We've watched that growth. I've watched the company go from about 35 people to over 3500 people. So, having those core principles is something that we look at in companies. Why don't we start? If you could both just give quick introduction, what brought you to Nutanix, and what your role is there. >> Sure, I've been at Nutanix a little over 18 months and I started out as an engineer, then went to finance and investment banking of all things, was at Goldman for almost a decade. And Nutanix is a client of Goldman's back form the IPO, and I had heard great things about the company, of course, but wasn't intending to leave Goldman Sachs. But when I got introduced to Dheeraj, there was so much that was compelling about the company, the disruption, the category-defining, category-creating kind of position that the company had. And more importantly, I think, where we were going, which was just phenomenal. it was ambitious, it was bold. And I think for me, it's always been about the people. We spend a lot of time at work and it's really important to feel that connection to the people. And that was really important 'cause I had to pick up and move from New York City to the Bay Area to make this move. And we can talk more about this, but to me the people were, like I said, ambitious, but they were also grounded. And I see it and after being at Nutanix now, it's phenomenal how truly humble the people are and that's always struck me as a great combination. You want ambition and challenging problems to solve, but you also want humility and people that you can relate to. So that's really what got me to Nutanix. >> Please. >> Yeah so, I've actually been following Nutanix for quite a while. It's a company that addresses a space that's very underserved and has created a suite of products that's nothing short of amazing for our customers, entirely focused on our customer base. But for me, the most interesting thing was, it's a company that is as right-brained as it is left-brained. I've actually spent 19 years of my career in engineering and made a career switch into the people side. And it's one of the few companies where that fit is almost perfect. And once I met our founder and our CEO, Dheeraj, this became even more obvious. So. I'm actually very happy to be here. I've been here for about four months now, and it's already very clearly the beginning of a very, very exciting journey. >> Yeah, interesting, both of you kind of making those shifts. Talk a little bit about that, talk about... People from outside of Silicon Valley, always, it's like, "Oh, there's the one where they have the playground "and free meals and free drinks." And it's like, "Yeah, that's because you do the analysis "and if they'll work 18 hours a day, "if we can keep them there, "maybe even put a cot in the office, that's good." I haven't seen cots in the office when I go to Nutanix, but hey are really nice offices. And even on the east coast, we're tartin' to change and see some of those things there. Maybe give us a little bit of insight as to that culture. And Nutanix is much more than just Silicon Valley based now. >> That's right. So we are truly a global organization. And we decided very early on that we wanted to be a global organization, but we're also thinking local. All right, so we do have multiple offices within the US, in Durham and Seattle and other places, but we're also truly global. Our Bangalore office, in India we have a big presence. And so for us what that means is there's people from different perspectives and background. But ultimately, it's our sort of, like you said, the four values, but also our culture principles that we've qualified fairly recently that bind us. And that really help us move forward in the same direction and pointing that same direction, and growing the same way. So that has been a phenomenal to see and it's one that I think we've very deliberately qualified more recently. It's sort of the how, how do we behave that embodies those four values that you talked about. >> So Prabha, so you're a new hire, right? >> Yes. >> You haven't been with Nutanix as much. So while we're talking on the subject, what's your personal experience coming into Nutanix? Is it true what you're talking about? How does it work in real life, in practice? >> No, absolutely. All companies state a culture. All companies, I think, in this day and age at least and definitely in Silicon Valley, are very clear about having a specific culture. But the key, as far as I'm concerned, and the strength of a company is how they live and breathe their culture every single day, in every decision, and every action, right. In every difficult balance that they need to meet, that's where the culture really shows up. And at Nutanix, it is... How shall I put it? It's really the core of every single thing we do. It's the core of how we interact. It's the core of how we grow. It's the core of how we recruit, how we define our organizations. And frankly, I have to say, I have been in a lot of organizations and a lot of organizations over time, actually, and particularly as they reach our size... We're a bit at sort of an inflection point, if you will, in terms of size. Our growth has definitely been very, very quick and continues to accelerate. Having that culture being something that we really live is the most important thing. And it is what will allow us to continue to innovate and continue to succeed all over the globe as Rukmini just explained. For me, it's quite extraordinary to see it in action. >> Yeah, that's really interesting because, one, our industry has some challenges hiring. It's finding the right skillset there. If you match that with a culture, what challenge are there? What are you looking for? What is the fit from the outside to match what you're looking for? >> Yeah, I'm happy to address a little bit. So recruiting for us is everything. We want to bring in the best. We wanna bring in the brightest and we wanna bring in folks who really value our culture and our values, who really understand them. And again, are willing to live them every single day. So we do look for great talent all over the planet because great talent exists all over the planet. This is absolutely fundamental to our growth. We are an infrastructure company and we offer, actually, very interesting work for anyone who is interested in the engineering side, who is interested in the sales side, who's interested in market. And for me, the most interesting part in the roles we have, and frankly the most unusual piece if you will, is we offer opportunities to build things from scratch. So, the creative side, the creative mind is really what we encourage. And it shows up in every single aspect of the way we're structured. So, the diversity of thought, the diversity of background, the diversity of... Whether it's gender or location, philosophies, and all of that, is really what we want to bring in and what will allow us to continue to create these products that are quite unique. >> If I may add to that, we talk internally a lot about the founder's mentality. It's a concept, a framework that was developed by Bain & Company and the gist of it is as follows: When you think about great disruptive startups, they're on this rocket ship, accelerating growth. And then they get to a certain size, so they become a little bigger. And they get enjoy the benefits of scale, economies of scale, and that's a good thing. But the best companies take that and then they enjoy those benefits, but they then also don't lose what got them there in the first place, which is the innovation, the ability to disrupt and look around corners, and all of that. So we want the best of both worlds. And in this framework, it's called a scaled insurgent. So you're scaled, but you're still an insurgency. And that is important to us. Folks that can sort of balance the two, really make sure that we are benefiting from one, but also not losing sight of the other. And it's a paradox in many ways and we believe in embracing those paradoxes. And folks who can sort of balance those two would be really a great fit. >> And so, if you're growing that fast, I can imagine that keeping the balance between culture and engineering, and you're growing, that's difficult. How does Nutanix handle that paradox? >> I think it goes back to what Prabha was saying. And for us, culture and the way we behave is like oxygen. So it almost fuels the fire as opposed to the other way around or having to do two things at once. And that's how we've thought about it. And the principles, when we thought about them and conceived them, it was the same idea, which is how can this just be the way we conduct ourselves we treat our customers, we treat each other, we treat our partners? How can it just become the way we do business? And so far, that's worked well for us. >> So one of my favorite culture principles, actually, is comfortable being uncomfortable. And there's a real reason that because given our scale, given the way we wanna grow, and given the fact that we want to preserve that innovative seed at every step, for us, every single day is about balancing opposing forces. Do we invest in the short term? Do we invest in the long term? Do we manage locally? Do we manage more globally? Do we centralize things, do we not? Do we distribute, right? Every single day is about balancing those kinds of things and it's that balance that encourages the creativity in every single one of us. So, the very fact that we've sort of embodied that in a culture principle, really is a very strong indication of what we look for and what we wanna be. >> Right, with the time that we have left, I wondering if you could talk about both at the show and beyond the show, what things Nutanix is doing. Think tech for good, think about the charitable things. Some of speakers I've seen at these shows... Mick Ebeling is one that stood out from a previous show. On talking about tech for good, Dr. Jane Goodall, who I know spoke at a women's lunch event and in the keynote here today, is just so inspiring. As someone that loves science and animals, it was very powerful. You've got the .heart initiatives here. Maybe help for those that don't know here and what else you're doing around the globe and around the year. >> Did you wanna go first? >> Yeah, so giving back is very important for us. It's very fundamental. Gratitude, understanding where we all came from, where we are, and where we wanna go, and not losing ourselves, that's really the key of, I think, any type of success, frankly. So we have an organization around that. It's a very active organization, we all participate. And the company is very much involved in as many different types of charities as possible. It also feeds into the kinds of sourcing that we do when every bring people in. We look for folks who care. We care very much about our people. The amount of attention and the amount of just knowledge and thought that goes into structuring our organization is very much reflective of that sense of giving back and gratitude as well. Our employees are everything and the folks around us who are in need are also everything. It sort of goes together, if you will. So basically to us, it's a hugely, hugely important effort and we'll continue investing in those kinds of things as we go forward. >> I think one thing I would add is as you saw at the end of the closing keynote, I think we announced or shared that thanks to everyone here, really all the folks here, our customers, partners, all of our participants, we were able to collect over 10,000 pounds for .heart and that is phenomenal. We're forever grateful to our community to be able to do things like that. We also partner with organizations like Girls in Tech, which is doing great work on making sure that we are bringing all kinds of talent, as Prabha said, to the table. We believe there's great people everywhere. And so, how do we harness the power of all of those initiatives? >> All right, those are some great examples. And Prabha, to your point, I think that that individual touch to your employees, that also translates to the customer side. Something I hear from Nutanix customers is despite the fact how large you've grown and how many customers you have, they feel that they get that individual attention. So thank you so much for sharing all of the updates. Wish you both the best of luck in your continued journey. And we wanna thank our community, of course, for tuning in to our coverage. It is truly our pleasure to help document what's happening out in the industry, hopefully be a surrogate for you, to ask the questions that you wanna hear and help you along your journeys. My name's Stu Miniman. My first European cohost who also did a segment in Dutch, Joep Piscaer, Can you goodbye in Dutch for us, Joep? >> (Dutch). >> All right, I'll have to learn that one some time because, unfortunately, my english and speaking numbers in a couple of different languages is where I'm a little bit limited. But once again, thanks for watching. Turn to thecube.net to catch all of the replays from this show as well as all the shows that we will be at. Including, next year, Nutanix will be at Anaheim and the spring and Copenhagen in the fall. And our team look forward to bringing you coverage from both of those. So once again, thank you for watching theCUBE. >> Thank you. (slick electronic music) >> Hi, I'm John Wallis. I've been with theCUBE for a couple years serving as a host here on our broadcast, our flagship broadcast on SiliconANGLE TV. I like to think about the hows and the whys, and the whats of technology. How's it work? Why does it matter? What is it doing for end users? When I think about theCUBE does and what it means, to me, it's an ...

>> Live from London, England, it's theCUBE, covering .NEXT Conference Europe 2018, brought to you by Nutanix. >> Welcome back, I'm Stu Miniman. You're watching theCUBE's coverage of Nutanix .NEXT 2018 in London, England. Joep is my cohost for two days of live coverage. Happy to welcome back to the program Dan McConnell, who's the vice president of Open HCI Solutions at Dell EMC. Dan, great to see you again. >> Great to be back. Always a pleasure to see you guys. >> Yeah, so Dan, actually first time I met you, same time I first met Joep was at the Vienna show two years ago. Dell has multi-year partnership with Nutanix. I see you stateside here and there at some Dell events also. But you know, Dell is Nutanix biggest partner as an OEM. So give us the state of the state. >> Actually just crossed, last quarter, crossed over a billion dollars in sales. >> And I think overall-- (stutters) Said $3 billion worth of total sales, so a billion of that through Dell. That's pretty impressive. >> Yep, yep. I jokingly say, biggest quarter ever! Every quarter's the biggest quarter ever. And we expect Q four yet to be the biggest quarter ever. So it's a strong business, continues to grow, over 2,000 customers and growing. Continues to be a good partnership. >> It's funny you say but it's not joking, it is, every quarter is the biggest quarter ever, despite some people in the marketplace, oh, well that relationship's dead, right? So talk to us a little bit about the portfolio and where it fits, 'cause obviously the revenue numbers speak for themselves, the customers, and the like, so... >> Absolutely. My easiest way to describe it is HCI is, it's a style of architecture, right? Just like in the old three-tier land we had multiple arrays and our servers support multiple operating systems, just like in HCI we're gonna address the market with a portfolio. We've got more than one product. It is a portfolio to address the whole market. So the partnership continues. Strong focus on enabling the Nutanix stack. We're gonna be the best hardware infrastructure solution for the Nutanix stack. It's a portfolio approach, it's what makes us the leader in HCI across all of our products. And it will continue forward. So I know we always get that, well, you've got multiple HCI products, which one will win? HCI's a style of architecture. We're gonna have a portfolio. >> Yeah, we saw that in the CI space, we see it in every market. Especially storage, there's never been somebody that can get more than 20 or 30% of the market. >> So what makes it special? Running Nutanix on Dell, what makes it special? Why would customers wanna do that? >> Let's see, how long do we have? No. The easiest description here, one, I'll focus on LCM, lifecycle management, the thing that is core to Nutanix. Ease of use, one click, I'll use the one click. We actually have the best integration into their overall LCM package. It literally is one click from the Prism UI to update all of the server firmware as well. And it's cluster-aware. So we know how to evacuate, we know how to flash stuff, and repatriate the data. So it's actually, it's something we have that no one else has. We are, once again, like I said before, we will be the best hardware platform, best infrastructure to fit into the Nutanix stack. I'll say stack these days 'cause what was once HCI is now a list of single-word products that is a pretty big stack and growing. >> So you know, zooming into LCM a little bit. So back when I was at Customer, I build IS platforms. And that whole operational pain of keeping hardware up to date, keeping the firmwares up to date, that sounds like a very operational benefit for the teams working with those products. So how does this work into freeing up time for people doing other stuff on that platform? >> That is the whole goal. Hate to fall into catchphrases, but invisible infrastructure. The goal is to make the entire infrastructure easy, simple, invisible, such that more and more... IT is becoming the differentiation piece for businesses focusing much more up-stack in how to innovate around the business logic side of the equation as opposed to the infrastructure componentry. As IT becomes an innovation engine for customers, they need that focus more towards the business, less towards the bits and bytes of the infrastructure. All of what we do is focus to enable that. >> So even if you're talking about making infrastructure invisible, making it easy to operate and manage, there's still a lot going on in the infrastructure space. Specifically around hardware, around running applications. One of the things I learned is that you are now certified to run SAP on top of it. So please explain how that works, what it means for customers. >> Absolutely, absolutely. I don't know, we sat in places like this four years ago and people would ask, well, what workloads are good for HCI? We'd say Test/Dev and DDI. Nowadays it's everywhere. It's what workloads aren't good for HCI? And I woulda told you, you know, two years ago, well, big databases, blah blah blah. But at this point everything's within HCI. HCI has been the style of infrastructure that could run any workload. And our certification with SAP is just a huge instantiation with that. Matter of fact, I believe we are the only one that has a two socket and a four socket certified from an HCI perspective. Something we're very proud of, something we'll continue to lean into moving forward. >> Yeah, Dan, absolutely. When I've been talking to customers it's those edge cases. It was, you know, my AS/400 I haven't migrated over because I'm actually gonna modernize and put that stuff in the cloud or things like that. So any application on HCI today, Nutanix hasn't been sitting still though. We've been listening for the last two days, really growing the portfolio. What is the increase in products? What does that mean to the offerings from Dell? >> Sure, obviously we'll keep up with the Intel Heartbeat, we have a pretty big refresh coming up here early next year with what Intel calls Cascade Lake. Also, not just keeping up with the generations, but as Nutanix evolves, things like Buckets, you've probably heard Buckets mentioned this week. We've got some hardware platforms. I won't pre-announce any of my PowerEdge brethren platforms but we have some hardware platforms that are focused much more around storage density. So obviously a great fit for something like Buckets. So we'll look at, as Nutanix matures, what is the best fit hardware for that stack. >> There's been some updates as to how you handle the hardware and software, working with Nutanix, maybe explain how that works now. >> Absolutely. So we've got, we call it XC series, and XC Core series is the appliance, it continues on just as it was. It is software licensed and packaged with the hardware. And then recently we announced something called XC Core, which has all of the goodness of the pre-installation, all the software comes on it, it's easy to use, but the licensing, you can bring your own licensing, so to speak, from Nutanix. So the flexibility to either get licensing with the hardware in the appliance form, or bring your own license in XC Core, as is what we call it. >> Yeah, that's really interesting. When I think back a year ago is when Nutanix started talking about moving to all software. And one of the things I said is like, hey, this is a great opportunity for Dell and Lenovo just to pull everyone in. But it's not that simple, right? Some are still gonna wanna buy the software from Nutanix. Have you seen much change in your business and interactions with customers in the field after that change? How's it gone? >> Short answer is no. And before the formal introduction of Core we were... We had, we called them ELAs. We had large customers that were buying things in different forms, which is why we went to go do Core. We saw this trend happening. And with their shift to software, it just made sense. So the engagements with the customers continued to be I'd say almost in an appliance form, even though they're buying the software directly from Nutanix. So it's similar engagement, similar go-to market, different fulfillment model. >> Dan, how about looking forward? What do you see for the portfolio overall, and any places specifically we should be watching? You mentioned Buckets, anything else from the Nutanix side. >> Sure, sure. Obviously continue the LCM focus. Well one, I'll start with SAP, continue focus. We're gonna lean into SAP, we see that. And broader what I would call enterprise workloads. But also the Intel refresh coming up. From a hardware perspective you'll see Cascade Lake roll out across all the platforms. Also you'll see us introduce, or potentially introduce, some new denser storage platforms for things like Buckets. So continuing to drive the portfolio forward, offering it both in a appliance perspective as well as a core perspective. So it's a really broad portfolio today and you'll see that continuing forward. >> Yeah, just actually, so you mentioned there was a big focus talking about the new memory type of options, new things like NVMe, I know I've heard lots from Dell as to where they're going. So potentially that's areas where I would see that and some of the cloud native applications and the like seem a natural fit for Nutanix plus Dell in the future. >> Sure, absolutely. You'll see incorporation of NVMe. Some of the storage class memory stuff. So without pre-announcing, so to speak, obviously Dell, from a harder perspective, keen focus on these upcoming technologies and how to enable them. We work tightly with Nutanix on how to integrate them into the stack. So you will definitely see us take advantage of things like NVMe, things like storage class memory. Technology never sits still. The partnership we have between Nutanix and Dell helps us keep on the edge of that. Sorry, I'm gonna use the edge word. >> All right, if we had another hour, Dan, we would go there and talk about where that fits. (laughs) But I think we do have to leave it there. Thanks so much, Dan, for the updates, as always. Congratulations on the progress and look forward to hearing the best quarter ever in the future. And thanks so much for watching theCUBE. We'll be back with lots more coverage here from Nutanix 2018 EU in London, England. Thanks for watching theCUBE. (electronic music) (electronic music) >> Hi, I'm Stu Miniman.

(groovy music) >> Live from London, England. It's theCUBE. Covering .NEXT Conference Europe 2018, brought to you by Nutanix. >> Welcome back to London, England. You're watching two days of wall-to-wall coverage from Nutanix .NEXT 2018 Europe. I'm Stu Miniman and my cohost is Joep Piscaer and happy to welcome to the program Tim Isaacs, who's the general manager of data services, which really is the core products of Nutanix underneath the Hypervisor, if I understand correct. >> That's right. >> With Nutanix. Tim, thanks so much for joining us. >> Absolutely, thank you for having me. Very nice to be here. >> Alright, so, Tim. This is my 7th .NEXT and for a lot of 'em, it's like, okay, where are we with that HCI marketplace? A couple years ago, Nutanix expanded the marketing to enterprise cloud and now has, if I've got right, from two years it was about two products and today it's more like 14 products. >> Right. >> Some organically, some through M&A. As it was put out, there was Core, which is AOS, and to the HCI, AHV, Prism Management, and your stuff is what all of these customers that are attending here are using. I'd love to get a number sometime, as to how many Nutanix customers aren't running that in the future. We were hearing how many are doing more than that. But give us the state of your business. >> Sure. >> At the, no pun intended, core of what Nutanix does. >> Absolutely. Yeah, so I think you are referring to our most recent segmentation. You're talking about Core, then Core is basically AOS, which is synonymous with HCI, and then obviously that includes AHV built in and then Prism for management and then Essentials is a, several other things relating to operations management, automation, file storage, so on and so forth. So, I'll talk about Core and I'll talk about maybe a few things in the Essentials bucket. So, Core, obviously, is all of our customers today, right? It's a layered kick, clearly, so people start with Core, then they move up the stack, if you will, right? Into Essentials and then many into Enterprise as well. And Core, at its base, is softly defined storage technologies, right? Powering HCI. So what we realize quite early on is, look, you know, HCI is all about virtualization. Virtualized workload. So, you got virtual machines, they can be desktops, they can be servers, they can be databases. But then there's also the notion of unstructured data, right? So, what about all this file storage that I have? What about all this object storage that I have? And what we realized was, well, we have a platform, we have the infrastructure, softly defined storage, and it was simply a matter of expanding that. And if you think about files, it's just another use case on this infrastructure. So, we started on our files journey about two years ago and I think you might have seen some announcements, today as well as about six months ago, where we're getting ready to release our object storage solution. So, now, if I take stock of the portfolio. >> Buckets, I believe it's called. >> Buckets, it's called Buckets, exactly. What do you think of the name? >> I don't hate it. >> Okay, okay. (laughing) >> As an analyst, that's probably the most you're gonna get out of me. >> Got you, got you. Yeah, so if I take stock of the portfolios today, you got Core, right, which is hyperconvergence, virtual machines, multiple workloads. And then you got unstructured data. Real files as well as, soon it will be objects. And then we also provide just generic block storage for anybody who wants to, "Hey, I got a database, it's running on a bare metal server, "can you give me block storage? "I wanna consume it and I'm gonna run Oracle on it "in a RAC setting." Yeah, sure, go for it, right? So, even though most of our customers are indeed hyperconverged, there are some customers who use us as storage only, and that's okay. If that works for them, great. But the power of the whole thing is, now you can consolidate all of your workloads on a single platform. >> Yeah, one of the things we talked about with Dheeraj yesterday is, when Nutanix launched, there were certain waves that it kinda hit. It seemed to be the right time for things, so, you know, software defined before we called it software defined. What was there, flashes of technology, was really coming from a little niche project to broad adoption. A lot has changed in the about nine years since the solution went on and you had a major file system rewrite in 5.10. I've heard some people think of it almost as AOS 2.0. >> Right. >> To get ready for some of the modern things happening from a technology standpoint as well as the modern applications that will sit on top of it. >> Right. >> Dheeraj said it's like the plane flying at 35,000 feet, running at full speed, and we're gonna change the engine out. Gives a little bit of insight as to what goes into that, to what that took and what that prepares Nutanix and your customers for. >> Absolutely. So, there comes a time in every technologies lifespan where you have to re-architect significantly. And that's because things are changing. Applications are changing, the world is changing. There are a bunch of emerging technologies that come about, and we are sort of in an interesting time, where things like memory glass storage, NVMe, RDMA, all of these things are starting to get mainstream, and for good reason, right? They actually deliver a lot of value. So the file system that have developed nine years ago, yes, you can make incremental changes, but there comes a time where you have to say, "Look, I gotta make these big changes. "I have to rethink my data, metadata structure." And that's what you're seeing. And obviously, this will be in phases. Phase one was more about optimizing metadata. Phase two will be about rewriting the file system in a major way. What we're calling block store, to basically take advantage of things like memory glass storage. And then, result is two things. One is we'll be able to take better advantage of all of these new technologies. And by doing so, now you are delivering a very different kind of a, if you will, not just an experience, but value to your customers. So, somebody could be running a database today and there's certain expectations of performance and reliability and latency. In this new world, AOS 2.0, those expectations will be entirely different, right? >> So, looking at the adoption of it, so, AOS 2.0, basically, everyone's gonna run it at some point. You know, everybody is running it already, upgrading it is gonna be, in Nutanix style, pretty easy. But I'm wondering, the other storage products, you don't see adoption there. How many people are using it, what are they using it for? >> Sure, sure. And by the other storage products, you're referring to file storage and things like that, right? >> Yes. >> So, for all of them, files is the most mature. We released SSG about two years ago and we have close to 1,000 customers using files today. So not just purchased, but using. So 1,000 users as customers, so you know, pretty decent. Good adoption. And there's also been a bit of a journey here. You know, we started with files being a SMB protocol product. So, it had a bias towards Windows environments, user data. About a year ago, we released NFS support. So now, the game changes a little bit. You're talking machine data, machine generated data, right? So it's very different. And that's also forced us to rethink how we go about scalability, how we go about automation. You know, if there's a hot spot, the system should take care of itself. Does it go off and scale up? Does it go off and scale out? Does this happen automatically? So, a lot of those things started to get weaved into the fold of the product. So, that's files. I would say, the most mature outside of HCI. Objects is new. Just ready to get it ready to go GA. We've done a bunch of early access with a few customers, things are looking good, alright? So, looking forward to what we have there. Block storage, we also offer generic iSCSI-based block storage. That's also been in market for a while, and this has been use cases where somebody wants to run a bare metal database outside. Reasons of licensing or what have you. Maybe it's legacy databases. And I just want storage from the Nutanix cluster. So, what we said is, "You know what we'll do? "We'll carve off a portion of the Nutanix cluster, "logically speaking, serve it out as volumes, right? "Generic volumes, and you can use it for your databases." Performance and everything is very similar to what you would get if you were hyperconverged. So, you're not giving up anything by doing so, other than the fact that, obviously, you're not in a true hyperconverged form factor. >> Alright, since we're talking about storage, I wonder if you could drill a little deeper on some of the new stuff. So, in 5.10, you're ready for memory glass storage, things like NVMe. Where are we today? What is further down the road map? You know, the storage industry, NVMe, and NVMe over Fabrics is a pretty hot discussion. Everybody's getting ready for it. Is there anything that Nutanix is doing unique there? And give us what the customer expectations should be. >> Sure, sure, it makes sense. So, I think, at the more fundamental level, I think we all agree that, if you're in a hyperconverged form factor, because you have storage right with compute, that gives you an inherent advantage to begin with, versus three-tier storage that goes over the network. So, what we're trying to do is, hey, let's continue to milk that, so to speak. And you know, in 5.10, we released, I would say, one portion of what we call AOS 2.0. And here, what we did was we optimized heavily for metadata. So, our metadata versus data model changes with AOS 2.0. And then what we'll do, we'll follow this up with major changes to the data model itself. So, for example, now, when you're dealing with memory glass storage, you gotta be able to address it slightly differently. You have to be using low-level APIs. Things like SPDK to circumvent the kernel, for example, and go directly into storage. So, all those things are in the works, and the net result is going to be, well, I see higher performance, I see more consistent performance, I see lower latencies, right? And obviously more through-put as well. Now, you talked about NVMe over Fabrics. Now, the idea there is, look, you got the NVMe protocol Fabrics now, so what sort of a fabric are you building? Because we deal, essentially, with ethernet, ours will be an ethernet fabric, right? So, now we'll start to leverage RDMA more. We already do so in our systems today, but I would like to see end-to-end RDMA, where you start at the application, and then right through the pipeline, the data path, it's RDMA all the way down to storage. And even for your replicas, it's RDMA. And now you're talking a very different kind of latency, right? You're not talking, forget about a millisecond. We're talking about less than a hundred microseconds of latency end to end. >> So, that kind of sounds like the perfect use case for IoT, you know, heavy data processing. What are some of the efforts you're undertaking to optimize for Zi IoT? >> Right, so, IoT. You know, there's obviously two pieces to IoT, right? There's the computing I do on the Edge and then the computing I do after the fact, somewhere else, machine-building models that I can feed back to the Edge, right? So, this new technology would apply in both places. Now, when you're on the Edge itself, there's certain situations where your real-time processing needs to be real-time. It better be quick, right? So, the faster my storage, the faster my decision-making. And then, so let's say you're able to make decisions faster, inferencing decisions faster in real time. Now you go to the cloud, shall we say, where you're doing the long-time processing, and there, too, it's a matter of, okay, I'm doing all this machine learning. I have a bunch of, say, AI OML packages running here. There, too, there's an angle of time. If I do this in two weeks and feed it back versus two days, there's a big difference in business value that's being delivered, right? So, I think the applicability of all of these changes is across any use case. >> Alright, Tim, wanna give you the final word. You know, you've got the Core products there, but what are you hoping that customers walk away from as they leave the show this week? >> So, I mean, I would say, dear customers, we are ready for all use cases, all workloads. We are getting better and better. You will see us be on the bleeding edge when it comes to Core technologies. I think we are a first mover. All the things we talked about, we have been investing in. This is not the first time. It's released for the first time, but it's been around, we've been developing it for multiple years. So, you can think of Nutanix as someone who's on the forefront of all of these new technologies and, at the end of the day, it's all about your applications being ready for all of those applications, traditional as well as new, and in your choice of form factor. You wanna go hyperconverged? Great, you wanna go as storage only? It's up to you. >> Alright, well, Tim, really appreciate the updates. Congrats on all the progress and look forward to watching where things go in the future. >> Awesome, thank you guys. >> Alright, be sure to stay with us, got a couple more interviews left here from Nutanix. .NEXT 2018 in London, England. Thanks for watching theCUBE. >> Thank you. (electronic music) (upbeat music)

>> Live, from London, England, it's theCUBE covering .NEXT Conference Europe 2018! Brought to you buy Nutanix. >> Good morning from London, England. I'm Stu Miniman with my co-host Joep Piscaer, and you're watching theCUBE's two day coverage of Nutanix .NEXT 2018 here at the ExCel Center. Welcome to our program. Joep and I are gonna spend a couple minutes giving our thoughts on Nutanix, what's happened in ecosystems, what we're hearing from the customers. So Joep, 3,500 people here, I think back two years ago when they held the first show in Europe in Vienna, you and I talked there, it was a much smaller show. Nutanix is growing some strong momentum here. Generally as you say at these kind of shows, you usually have the true believers, but it is nice to see that a company, Nutanix, now nine years old, you know their customers seem pretty passionate. That they love what it does for them, different careers. One of the executives, it was Sunil up on stage yesterday, said, "Hey, you might not get fired for buying "an IBM or VMware, but you get promoted for buying Nutanix." So what's your impressions, tell me what you're hearing from your peers and compatriots at the event. >> So, what I'm seeing around me here is the buzz is definitely much bigger than a couple of years ago. The show's bigger, it seems to attract more customers from all over, small companies, big companies, so seeing that buzz, compared to a couple of years ago kind of proves that Nutanix has a place in the industry and that their products are gaining traction with customers. And looking at the keynotes from yesterday and today, I see a lot of announcements, a see a lot of work not just in the products customers are using now, but also kind of in a forward looking, we wanna go here fashion. And that's exciting to me, because Nutanix is growing beyond just a core infrastructure company. They are building a portfolio, they're building a platform. And I think, from what I've been hearing from customers, it does have traction. Customers like the direction Nutanix is going, but I can't help but wonder how many customers are already using these services or planning to use these in the near future. >> Yeah, and one of things I look at, and I think I've seen good progress here, this isn't just taking the US show and shipping it over to Europe. Nutanix has many years of doing road shows, it's the .NEXT on the road, things like that. In the keynotes, we're seeing European, not in just European customers, but that the demo this morning was senior SE, Nutanix woman from Spain and you see culture when I walk around the show floor, I know a lot of the vendors here and it is their European presence and hear good proof points of what they're doing. I mean, you're from here in Europe. What do you hear and see? >> Yes, I agree, this is not just a carbon copy of the US show, it has its own identity, it attracts its own customers, its own partners. Walking around the show floor, I do see a lot of customers that I recognize. I do see a lot of partners from the Netherlands or from Europe that I recognize, that I work with. So seeing all that attention from the crowd, that helps, and seeing Nutanix as a company, not just US based, but focusing on Europe as well. >> Yeah, wanna get your opinion. How's Nutanix doing on painting their vision? I think back to early days, Dheeraj and the team have a clear direction as to where they want to take things and I think they do a good job of focusing on the customer and laying out a vision without getting too far over their skis. Today, I'd look at it, most customers today, they're really using, I'm using HCI probably for more than just VDI and starting to spread out, but when you start talking about from the core to the essentials, to the enterprise, some of that is mostly customers aren't ready, but they need to be hearing a lot of these things. What's your take, what's some of your takeaways so far? >> So I think you've said it exactly right. So, even though customers are only using core products, mainly, it does help that Nutanix is laying down this vision of next steps for customers because even though you could say infrastructure's a commodity and the cloud is overruling on-prem installations, it's still customers are struggling to go from their current, on-prem, three tier virtualization layer up to an application focus in the cloud. And Nutanix telling that story, Nutanix telling, okay, this should be the next step, after that, you can do this. That helps to guide customers to not only where Nutanix wants the customer to go, obviously, but also from that customer centric perspective, helping customers navigating that difficult swamp of the next step of cloud, of applications, and moving from an infrastructure focus to that application focus. >> Yeah, look, there's a mental map I use for when I look at this. I kind of say that the world of the future is definitely, I prefer the term multi-cloud, but that definitely includes my own data centers or service provider data centers where I manage more of it. Let's call that the private piece of the hybrid and public cloud, and then of course, there's a lot of SAS in there. And when I put a company in there and say, okay, did they lean a little bit too far? Of course, Amazon, very heavily towards the public cloud, but we saw an announcement, AWS Outpost, where they're saying, hey, they're going deeper with VMware and also with their own stack to be able to go the private. Take a company like Dell who leans very heavily towards private, they have VMware and Pivotal to help get them a little bit more to public. VMware going deeper into public. Nutanix definitely leans a little bit towards private, but they're doing enough in the public cloud, they're making partnerships. I actually like the messaging I heard on Cloud Native this morning, saying that look, this is just like cloud is mostly an operational model and sure there's a lot of great innovation in the public cloud, but Cloud Native doesn't mean I built it in the cloud, it milked it. It's microservices and containerization and all those things, even serverless. We can debate whether that can only be in the public cloud. So, the hybrid message, I'd like to see a little bit more clarity from Nutanix as to where that has, and definitely feedback I've gotten from customers, but for the most part, I think they're doing a solid job. >> I agree, so, I think it's a matter of perspective, right? Where are your roots, where do you come from? So for VMware, for Nutanix, it makes the most sense to go from on-prem into cloud, into SAS, whereas Amazon was born in the cloud. They attract developers, they attract application builders, website builders, and so they have the different perspective, right? So they are now realizing, okay, on-prem has a place too. And so the difference is it's just a matter of perspective and what type of customers are you serving? So VMware and Nutanix are serving the enterprise customer that has big legacy roots in the data center, and they're helping those customers move towards the public cloud. But the other way around is just as valid, because there are so many companies that built an e-com solution on the public cloud and are moving back to on-prem for cost reasons, for security reasons, whichever reason is there for a customer. But both perspective make total sense to me. And if you compare Outpost to the work Nutanix is now doing with Carbon, technologically it isn't all that different, but I think it's a matter of perspective which customers are we helping in which way. >> Yeah, you've actually, I'll put a fine point on this. When I looked back to the early days of Nutanix, what their mission was is they took hyperscale, what the really big guys were doing, and they were going to bring that to the enterprise. They've done a great job of packaging that. Early days, we talked about the hyperscale companies really can put in a lot of high value resources to build what they need. The enterprise doesn't have a big team of Ph.D.'s to throw at things, they don't have the amount of resources, so they will spend money to buy what they have. So that's what Nutanix has done, they've got great things to show for it, public company, over seven billion dollars of market cap, so they can grow that. They've met the customs where they are and definitely are a trusted partner to help bring them towards what Nutanix calls the enterprise cloud, what most of us call that multi-cloud or hybrid cloud world. Alright, Joep, thank you so much for helping us dig in with some of the analysis. Be sure to stay with us for a full day, second day, of coverage. As always, turn to theCUBE.net for all the interviews. I'm Stu Miniman and thank you for watching theCUBE. (techno music) (relaxing music)

>> Live from London, England, it's The Cube, covering .NEXT Conference Europe 2018. Brought to you by Nutanix. >> The Cube at Nutanix .NEXT 2018 in London. It might be a little cold, blistery, and rainy outside, but it's nice and dry and warm in here. Digging into all the technology in the ecosystem, I'm Stu Miniman, co-host is Joep. Happy to welcome to the program, first-time guest Anthony Daloyau, who is the head of Alliance for SEU for Capgemini. Anthony, thank you so much for joining us. >> Thank you very much. >> Alright, so we're quite familiar with Capgemini. Many partners, definitely doing a lot in the Cloud for many years now. About two years ago, my understanding, is when you started working with Nutanix. Tell us what brought that to have you add that into the offerings. >> At Capgemini, we are continuously, carefully curate a global ecosystem of technology and business player, and also startup to provide our clients with access to the latest thinking technology, and experiences across all activity sector. And went on to realize value from this ecosystem. For each client, we adopt independent posture to identify on a case-by-case basis those partners that prefer the best of great internal solution and to be sure we can response to each challenge from our questioner. When it comes to Capgemini cloud infrastructure offering as part of the development of the hybrid cloud services we made some years ago, we need a partner with the widest possible openness in terms of the (mumbles) solution, (mumbles) support and although on the spot servers. Two years ago, as you know, the technology were not as developed as today but Nutanix had already some wider branch of functionalities, more than it's competition. It's why we made this show two years ago was clearly the main difference between Nutanix and the other one. >> So looking at Nutanix, they're a big company now, they have a lot of products. So can you tell us a little bit about the use cases that you use at Nutanix for your customers. >> The first case where we use ourself, the Nutanix solution to the customer is obviously the private cloud. As part of the (mumbles) strategy we made. The second one is the VDI project. We have a lot of references or successes on the VDI with Nutanix transistors and most simply, we tripled the Nutanix solution to replace the traditional intra-server storage and it allows us to add more agility, more simplicity in the software, define at a central model. >> So you're talking about data center, you're talking about VDI, that's traditional on-prem workloads. So maybe to to add a little bit about the transition from on-prem into the public cloud and how do you define which applications go where, which do you leave on-prem, which go to the cloud. Does Capgemini have a solution for that, how does that work? >> We developed a few years ago tools named EAPM, the acronym is economical application portfolio management. EAPM is part of the global approach to merge the information system and to define and to build a trajectory to the public cloud, to the private cloud but also the digital transformation globally to the (mumbles) cloud. We took the information from the CMDB but also from the data sensitivity, the different floors, the dynamics of the application and we define in three decision model how we can go to the different platform. Of course the public cloud is a target, but we can define to go to Yas Pas, private, public, on-site, on-prem and the last project we made, we're using the APM. We discover that there is not yet 100% to the direction of the public cloud. Some application (mumbles) need still to have something in private mode and of course we use Nutanix to (mumbles) which is a (mumbles). >> So Nutanix is not been sitting still. The last few years, they've really expanded their offering. I believe I heard it was like two years ago, they basically had two products. Today they have over 14, they've done MNA, they laid out a road map of innovation. What is exciting your team, what do you expect to take with that and work with your customers over the next couple of quarters? >> Nutanix is one of the software details. We understand how and why it adds value to work with a system integrator like Capgemini. So the first thing we expect is to continue to develop our offer based on the Nutanix technology and we hope they will maybe, this year, next year, develop a dedicated program for (mumbles) like Cap because two days I have programmed for the classic, traditional reseller from big player, not yet for the adversarial. I think it's the first point. The second point, I expect they continue to support us on develop offer, on top of their products and the last one is, we saw a lot of new, or a lot of new functionalities that we expect they continue to develop on the orchestration or segmentation on network and so on and so on. For us, globally, the best and important part now, because the global platform able to understand it, able to standardize it and for us, it's very, very important. >> Alright, so Anthony, what are the questions people have all the time is how do I keep up and one of the answers I have today is look, you have to have partners that you could turn to. Both the technology partners and very importantly, the system integrator partners are one of the real ways. How does Capgemini differentiate, how are you helping customers with this journey to keeping up into the cloud and beyond. The main point is we start from the application. A lot of time we think our competitor is nothing. The question about the cloud, which is a requisitory, public, private, now the real question is, how can I move my application, where can I put the application. So I think the main differentiator from Capgemini about the competition, we take an advantage of EAPM, or own tool to define with the application where we want to go, where we can go. >> Alright, well Anthony, really appreciate the updates. Congratulation for the progress, we look forward to keeping an eye on where things go. Alright, be sure to stay with us. Full day of coverage here Nutanix .NEXT 2018 in London. Thank you for watching The Cube. (light electronic music)

>> Live for London, England, it's theCUBE, covering .NEXT Conference Europe 2018, brought to you by Nutanix. >> Welcome back to the theCUBE here in London, England for Nutanix .NEXT 2018. I'm Stu Miniman, my cohost, Joep Piscaer. Happy to welcome you to the program, first time guest. Simon Townsend was the chief marketing officer of EMEA for IGEL. Thanks so much for joining us. No, thanks very much for having me. All right, so I see your team has a booth here and it's the end-user computing space, the EUC, as we look at it... We look at... The VDI marketplace is one that's been around for quite a while, but EUC has been heating up quite a bit. Maybe help set the stage for us as to what you're seeing in the marketplace, what's so important now. >> Yeah, I mean, the EUC market's served me very well across my career. I've been in it for probably near on 20 years and for the majority of that, I've seen Citrix dominate that market. When we talk about EUC, we typically are talking about desktop virtualization or terminal services, as it has been for many years. EUC, to me, interestingly enough, probably extends out to these types of devices that you've got in front of you as well now, right? We shouldn't think EUC is just desktop virtualization or desktop as a service. It's how we deliver the workspace, how we deliver applications and data to our users. But yeah, in the last couple of years, we've really started to see a few new, big players come into the market. And I think as we look forward now to 2019, we're now starting to see even more technology and new vendors come into this space as well. >> I actually had a friend of the program, Christian Riley, who is actually now with Citrix, had him on the program two years ago at the Nutanix European show in Vienna. He actually had educated me early on, back when he was at Bechtel, and he said, "We did a disservice to the market calling it "desktop virtualization." Because it's really not about the desktop. It's about the applications and how I get them. And therefore, if I can make that experience on a tablet or on a phone, get it to the mobile workforce, as it were, we're breaking down it into pieces and just enabling the workforce. And therefore, that end-user computing was a better nomenclature. And therefore, architecture's changed greatly from what we called VDI back in the day. >> You're exactly right. And I think as we move forward, at the moment, end user computing... A lot of organizations who historically have had separate VDI teams and separate Windows desktop teams, those two parts of the organization within IT, have actually come together now. And now we have Windows engineering or end user compute teams. But what's interesting is not just the new technology and, perhaps, new organizations, vendors that are coming into the market, but also what's going on on the endpoint at the moment with regard to to Windows. Right? Microsoft is moving very much to this Windows as a service. Lots of organizations are still considering how they're gonna get to Windows 10, but more importantly, how they're gonna deal with Windows 10 once they get there. And IT, to be frank, has been used to building a machine, putting an operating system on it, putting applications on it, giving it to a user, and saying, "Hey, come back in four years time "when it breaks." And Microsoft is changing that. They want to deliver updates significantly quicker as I'm sure everybody's that's watching knows. And I think, actually, that alone coupled with security, which tends to be a key priority for the CIO at the moment as well, that is actually driving some of this change and this fact that this market is heating up again. Because people are saying, "Well, how can I challenge how I deliver applications again? "How can I overcome some of the challenges that Windows 10 "and desktop endpoint management presents me? "And how can I deal with it differently?" >> Yeah, gosh, I think back to... I used to read Bryden Madden when I wanted to learn about VDI He said, "All I need is Microsoft to flip the switch." Because Microsoft Licensing was one of the major things holding us back >> Yes, it was. >> I give Microsoft great kudos as to the push that they've done to sass-ify the world. They not only gave the green light, but they're pushing customers to move to Office 365. And therefore, it's moving to a sass world And so, it sounds like that same floodgate is helping in the EUC space. >> 100%. I mean, if you roll the clock back to Ignite, they announced their Windows Virtual Desktop service that sits on Azure, and about how organizations can (mumbles) for a much lower price point. And then only last week, they did the acquisition of FSLogix, who again, enhance how things like Office 365 are being delivered on those types of non persistent platforms. So Microsoft are putting some investment and some time into desktop as a service or what we would know as VDI, which to be fair, in my opinion, is probably the first time we've seen that in the 20 years I've been working in the EUC space. For many, many years, Microsoft sort of sat back and said, "Well, we've got this terminal services technology, "but somebody else, and A and other vendors "can build that market and sell that product." And now, obviously, Microsoft (mumbles) service. So, things are gonna get interesting. Are they suddenly gonna take over the world? Probably not. People are still gonna wanna deploy things on-prem. People are still gonna want to utilize technologies like Nutanix to deliver a scalable performant desktop at a known price point. It's gonna be a hybrid, but I think it definitely validates the market, and it makes sure that when we're talking about end user compute, VDI or desktop as a service, and virtualized (mumbles) is a serious and key consideration. Yeah. >> But it does move the goal post from it being a problem of hardware, a problem of the operating system, towards solving problems around the applications so that you deliver, solving problems around security or latency. So how does that changing market affect IGEL? >> How does it affect us as (mumbles) organization? IGEL have been around for over 20 years producing... Let's not beat around the bush, it's thin client technology. But as you scratch the surface and you look into what this organization is actually built on, it's actually a operating system organization. The fact that we've got some hardware, the fact that it's German engineered hardware and that we ship hundreds of thousands of these units every year, that's great. And those thin clients, if you like, are provided a way in which organizations can access those virtual desktops, whether that be Citrix, VMware or whatever else the market might offer. But the strength of what we're now doing is in this operating system. And whether that's an operating system that we are delivering via SCCM or an endpoint management tool or whether it's on a USB key, it's the operating system. And the simplicity and the security about Linux space operating system that is changing how people think about the endpoint. And so when I couple what's going on in the virtualization, desktop as a service space, and then also the challenges that people are facing with security and endpoint management, all of a sudden, we have a very unique proposition. It's slightly disruptive because, ultimately, you're saying, "Well, does Windows belong on the endpoint anymore?" Right? There's a strong argument to say that, Microsoft now validating it, saying that Windows probably deserves to belong in the data canter where it's a lot easier to manage, it's a lot easier to patch and deploy applications to, and what you actually need is something that is simple and secure on the endpoint that you're not wasting weeks' worth of time on to try and keep it up to date or to patch it. And it's that operating system that IGEL is providing our customers with that extends the life of the endpoint, but also offers significantly lower operational costs. >> All right, so Simon, Nutanix did a good job of simplifying a good chunk of the stack here. Update us on the relationship, where you see the joint customers, where that's leading in the marketplace. >> Yeah, I've really enjoyed yesterday and today, by the way, at this event. And one of the key reasons for that is not just the joint customers that I get to talk to, but more importantly, the joint partners that we get to talk to. I think there's three words I would use, simple, scalable, and performant. And I think when you're delivering a desktop or applications and data services (mumbles) a user, you want something that's easy and simple to do. You want something that is easily scalable, both up and down. But also something that is performant. And I think when you combine... Particularly historic, when you look at combining Nutanix, Citrix, and IGEl, all of a sudden, you've got all the right ingredients there to provide a very simple, secure and performant environment. As I said, a lot of the people that are here today, joint customers that are using our technologies, we're worry about how we can simplify and secure the EDGE. They're worrying about... Nutanix is really looking at how we simplify and scale the data center and how those desktops are delivered. We've got a whole host of joint activity in the market that goes on, lots of joint customer case studies. But more importantly, I think... And kudos to a lot of the partners that are here. It's the partners that tend to pull a lot of these things together. It's very easy for IGEL and Citrix and Nutanix to say, "Let's work together, do some joint marketing, "et cetera, and go to market." But it's the partners, the valuated reseller, the systems integrators, they're the brains that are pulling these together. And actually, they're removing the complexity of what the products are and the technologies underneath, and providing a solution to their customers. >> All right, Simon Townsend, really appreciate the updates on IGEL, for Joep Piscaer. I'm Stu Miniman, we'll be back with more coverage here from Nutanix 2018 in London. Thanks for watching theCUBE. (slick electronic music)

(futuristic electronic music) >> Live from London, England, it's theCUBE covering .Next Conference Europe 2018. Brought to you buy Nutanix. >> Welcome back to Nutanix .Next 2018 in beautiful London, England. I'm Stu Miniman, my co-host Joep Piscaer, and happy to welcome back to the program, third time guest, I believe, Chris Hallenbeck, who's the senior vice president of database and data management with SAP. Fresh off the keynote stage this morning. Were you were with CEO Dheeraj Panday? >> I was, a great time. >> So, SAP, things are going well. I see SAP at lots of shows. You've been on our program at a few different ones. You are based here in Europe now, you're from the US. Chris, introduce us a little bit. Give us some of the summary of what brings you specifically to the event. >> Well, I mean, several things. So, my responsibility is looking after data platform. And what we're doing from a strategy perspective, what we're doing, what applications we're building on that in the cloud, what we're doing, everyone asks what are you doing with HANA? What are you doing with Data Hub? And so that's the core of what I spend time on. But equally I think you need to step back and look at SAP's business 'cause we're also, we're our own OEM, right? HANA's what makes S4 possible. HANA's what powers all of our cloud applications. We're going to announce now that everyone one of those, everyone of the acquired companies now runs on HANA and not on any other database. And so you really see these three pillars of SAP. You talk about I've been with SAP seven years ago, and everyone said, why would you go there? Because there's this old applications company that seems to be getting, oh, and even Hasso Plattner, our founder, was saying that was true. Came out with HANA, that we quickly streamed up. Passed Teradata, become the number four database company in the world. Still growing phenomenally. They used HANA as a method of rejuvenation for originally S4 and now that's gone to the cloud. And during that time, we were able to acquire all these cloud applications and build those, SuccessFactors, Ariba, and other stuff, and that's become a wildly successful business. >> Yeah, Chris, I wanted to step back for a second because you talk about data products. >> Yeah. >> You know, I've watched databases for my entire career. I've watched the huge growth of the importance of data. Especially the last few years. You know, we went through that big data wave, which was kind of middle end success, but everything today, data is the center of it all. You know database is where a lot of data live, but how am I getting, and how are customer getting more advantage out of their data when they are using your products? >> It's a great question. So, one is it continues to be the fact that now, people now have realtime access to that information. And it continues to actually be the biggest driver, to be honest. The other one where we see HANA getting picked, especially, is when you have tens or even hundreds of data feeds coming in simultaneously. Frequently, some are streaming, some are traditionally relational, coming from all different systems, and people then want to do analytics on that. But when we talk about analytics, I don't just mean a BI tool, although you could, but now we're doing predictive on that. And, in fact, and then figuring out how does a data scientist then go through, do machine learning, build a model, deploy for scoring, from a full lifecycle perspective. And that's where HANA's getting used tremendously, is in these analytic systems, and data warehousing, and in particularly people going, I want a realtime data warehouse. The other one where we see it being a lot more is in applications where HANA originally was only for SAP applications. We got a huge amount of work on that to make it work for OEM, ISVs, to port their applications over. And you've been seeing that continuously. I think there's some phenomenal work we've done with Esri. HANA's now the fastest geospatial database in the world. And Esri has about 80% of the geospatial market. Now prefers and runs on HANA. So that's been huge. So customers are beginning to use it in more areas. Not just SAP customers, or the CIO who ran the SAP systems, we're getting used a lot by the chief data officer's division. We're getting used out by other groups. We're getting used by specialty firms doing things like geospatial, doing text analytics. And so it's been kind of exciting. I don't know if I answered your question, by the way, but-- >> No, I think that was really good. >> So that sounds like you positioned yourself to enable customers to make the most out of the cloud, make the most out of data, make the most out of IoT. But I'm curious, how are helping customers succeed in that digital transformation? >> Yeah, well, with the digital transformation, and the way I always look at digital transformation, well, it's like big data, what does it mean, right? But what you see the patterns are is people are trying to remove layers between them and the actual consumer or the product. And if I can take those layers out, now you have people like Netflix who went all the way from just saying, let's make it easier to get a DVD, but now they are the movie studio directly to the consumer. They got rid of the 18-year-old kid at the video store, they got rid of everything through streaming. They went out on the, business. They took out all these layers and got closer. Whether it's Airbnb and all these pure plays, that's exactly, they've reduced the number of layers. Our existing customers are trying to do the same thing. They're saying, how do I get closer? How do I understand them? That requires, like if I'm running machinery, IoT data will tell me exactly how they use my machinery. If I can then start to take a look at that, now they want to work with me in different ways. Customers dictate how they're going to work with me. That means if they want to come over the web one time, other time they want to phone, they should always be treated equally based on how important they are to me. Reducing layers. Equally, though, you always have to be worried about someone coming out of nowhere, the pure play that comes in with a brilliant idea in your division, and you can't let 'em just take you out. So what we're seeing is these traditional companies, not necessarily know what the digital transformation is, but saying, I've basically got to get fit. And I can't do that with a really complicated landscape. If my department says, oh, that's great, new business model? We got to have the accounting up and ready in three years to compete with this new entrant. It's not going to work. Yet you upgrade your systems, and let's say SAP is financials, somebody comes up with a new business model, that's a day change in the system. You want to reorganize, that's a few clicks in the system, and I have a new hierarchy. That used to be a two year process. And so we working in all different aspects. We can do the IoT, we can do the agile work, we can have the data science machine learning understand the customer, all the way back to the applications that are agile now as people upgrade to the S4 system. >> Alright, I want to bring us back to the Nutanix show here, Chris. >> We like Nutanix, let's help them here. >> That's great, let's talk about platforms out there. You have applications that they all want to get certified on. Your application certified on their platform, so it's always, okay, am I SAP certified? And, okay, Nutanix even went through some redesign in there file system to make sure that they run really well for HANA and we're real excited for the certification there. Talk a little bit about what goes into that. Is there joint efforts between the companies? Or is it just their going through and following the process that you've got to describe? >> While I was on stage with Dheeraj and this wasn't, although it's nice to say supported database, this was a year and half effort. In memory computing, people get in and go, okay, it's not just a big data cache, this is a fundamentally different way software runs. How data stored in memory uses caches. So Nutanix worked with us, back and forth, on we would have this happen. Now it was worth it to us. Our customers have been demanding simpler infrastructure. And these hyper-converged infrastructures are exactly that. And Nutanix being the leader, we wanted to be supportive. This is good for both of us. If our customers can have agility on both sides of the business, running traditional SAP applications, they've got to ramp up, they need to add 100,000 users at quarter end, they can do that with a Nutanix platform. Equally, they want to quickly bring up an agile data mark for project basis, click a button, have a new data mark in seven minutes like they did on stage. And maybe they don't even want to do that when they're on on-prem/cloud. They want to do that on AWS or somewhere, GCP, they can do that. Yet that's all controlled from a single interface running through Nutanix. So really, really good for both of us. >> SAP is partial with a lot of companies out there, so you have kind of a neutral view when it comes down to everything. I'm sure you have certain partners you work more with and less. But what are you hearing from your customers? How do they think of cloud today? And any more about the Nutanix connection along the way. >> Yeah, it's interesting 'cause talk about data density, the most valuable data a company has is sitting, you typically, if they're an SAP customer, it's in their SAP system. It's exactly who is my customer, what did they buy, what is their service, what is their bill of material? All that, it's very value dense. It's the huge amount of security governance. What we've actually been seeing is a lot of them, yes, we're moving those workloads to the cloud to save money, I've actually seen a fair number come back on-premise. 'Cause they're saying, look, I'm not getting rid of SAP for easily the next seven, but we have no plans. So then they're realizing, I can run this on a private cloud infrastructure and actually save a ton of money. So they've been pulling back on prem, and we've been hearing that from all, the Forrester, and Gartner, and IDC are saying the same things. We have a lot of folks who don't want to go to the cloud with that core system yet, or they're saying, look, I got to save money and I think I'm going to the cloud, but I'm not ready. And so that's exactly where we see private cloud being really, really crucial, and then the ability to then push out and be ready to go to the cloud. Nutanix really is a good solution for that. And in particular, on-prem database right now, depends who you get your estimates on, is roughly growing at 5% to 8%, five year kay-ger. On-prem private cloud is forecasted to go up 26%. I mean, that is massive. Cloud's only 40 overall for databases. So you see it's a close second. So, huge, huge growth. What's declining is bare metal on-prem, it's gone. Everyone wants to run an either virtualized or fully hyper-converged infrastructure now, even on-prem. So we see people, like I said, staying on, getting ready to go to the cloud. A lot of people pushing workloads to the cloud, but even some repatriation. >> Alright, well, Chris Hallenbeck, really appreciate the updates. Thanks for everything and-- >> Well, thanks for having me. I always love speaking with you guys, thank you. >> Awesome, thanks so much. Joep Piscaer, I'm Stu Miniman, we'll be back with more programming from Nutanix .Next 2018, thanks for watching theCUBE. (futuristic buzzing) (futuristic electronic music)

>> Live from London, England, it's theCUBE covering .NEXT Conference Europe 2018, brought to you by Nutanix. (techy music) >> Welcome back, I'm Stu Miniman with my cohost Joep Piscaer, and this is Nutanix .NEXT 2018 in London, England. Always happy to have a customer on the program, and even more when we've got a CIO, the ones that are sitting in the hot seat. Bob Brown, who's the CIO of information, communication, and technology with Manchester Gov. Thank you for having, you know, the show in your home country, and a pleasure to talk with you. >> Great, thanks for letting me be joining your panel today. >> So, Bob, you know, I've been an analyst for about, coming up on nine years now, and the role of the CIO is something that just gets, you know, looked at under a microscope. It's, you know, how's the role changing, you know, is there a future for the CIO? Does everything does just go away? Does the CMO take it, who takes your budget? So, I'm sure in your role things are, you know, nice and mellow. You kind of sit in a comfy chair, everybody comes and asks you for things nicely and throws money at you, did I get things right? >> That's completely at the different end of the scale of where my business is. >> Yeah. >> Completely untrue. >> Yeah. >> There's no comfy chair, to start with. Let's be honest, right? (chuckling) Our business is 24 by seven, so within the context of what most people think of local government, we're providing critical services that are fundamentally helping our entire 600,000 residents in Manchester to interact with our council services, and they need to do that at a time that's convenient for them. >> Yeah. >> So, it's constantly evolving, constant challenges, and inevitably public sector life, financially, hugely difficult for us to balance the books. >> You know, bring us insight to this. You've got 600,000 customers, you know. >> Yeah. >> Are they all stopping you at the, you know, local grocery and being, like, you know, "Hey, I need this done," or "This isn't working right?" What are, you know, some of the big things that are, you know, impacting you? What's happening in your space? >> Yeah, okay, well look, we've got 7,500 colleagues that work at the council, and we're supporting 600,000 people, nearly 600,000 people that live in the area, and they live in the area for all sorts of reasons, okay. Some of them are part of the digital transformation that is going on, some of them are moving to the area because of the economic buoyancy that we have within the region. I think outside of London, Manchester is the place that people want to be, and they're seeing a big explosion of new jobs and innovation, and we've got big brands, Google are there, Amazon have just launched new services that they're bringing, 600 new, high quality digital jobs into the area. We've got Microsoft there, this is an enormous digital economy that's constantly evolving, and inevitably, those people that are studying at our big universities want to live and work in an environment that is conducive for their personal development, their career direction, but they live in the city, they want to be using services in a way that is more modern than ever before, and they want to take the experiences that they perhaps had in different cities and different countries and know that they can get those, and beyond, in Manchester. >> And so, you know, if people... You know, I'm betting they have different expectations now. So, you know, it used to be you go up to an office, you get a ticket, and you ask your question, right? I'm assuming that experience has changed as well for Manchester, for the government, so servicing your customers in a more digital way, basically? >> Yeah, very much so. Look, I've been at Manchester City Council now just over three years, and in that time I think it's true to say that the services weren't quite where they needed to be. There was some element of investment that was needed, and we've had to pull, really, a good transformation approach together. We've had to up skill many of the team. We've had to look to attract some new people with some new experiences into the group, and we've had to fundamentally change the relationship between what was the technology function, and somewhat isolated from frontline business into it being a critical enabler of transformation for our entire council. That's really what we've had to do. >> I love that, Bob, you've kind of teed up the digital transformation story, which has been, you know, at the heart of a lot of the discussions we've been having for the last couple of years. I wonder if you can help us walk through that a little bit, you know, what have you done kind of on the, you know, foundational platform infrastructure layer to change-- >> Yeah. >> What's happening on the applications on top of that, and then the people side, of course, is you know, immensely-- >> Yeah, of course. >> Important that you raise. >> Look, in our world I think it's helpful, I think, to firstly, set the agenda, and our agenda is predicated on service and availability of our services being our number one priority, so therefore, any down time, any lack of availability, any service failure has a core direct relationship impact with the people who are using our services. When you work in local authority terms, some of your others may be aware of this, or maybe others that are listening to this today, we're not dealing with inconvenience factors if services fail. This isn't an ATM card not working to give you £20 from the hole in the wall. Whilst that's hugely frustrating, I get that, in my world, if certain services aren't available, we're not helping some of the most vulnerable people that need our services to work. We could be making decisions that affect their lives. We could be making decisions that are also helping people to process, unfortunately, those that have passed away. Our coroner's service, a critical service that we provide at the council. You must remember, we're dealing with, truly, the lives of the people who use our services, and those, not just that emotional connection that we therefore have as residents, it really extends beyond technology. Technology, for me, is an enabling function for us that has got to be always available, hence why we make some of the decisions that we do around the core infrastructures that we have. So, for me, the core infrastructure is our foundation level, of which we build our reputation, we build our services on, we build the reliance that we have as an organization. Our use of Nutanix as a technology enables us to be able to build greater levels of resilience, also, so that if we do have a failure, the reality is that our user base will likely never know it's happened, only my team may, but for us, that foundation level gives us the ability to then start more strategic conversations with our business. It's very difficult to have a strategic relationship about change when you fundamentally can't provide the core service, so you've got to start there. >> So, tell us a little about, you know, what is your use of Nutanix. How do you use it and how does it improve that foundational level to actually deliver those services to your customers? >> Well, for us, our journey started about six months ago, and we're already transitioning, in fact, nearly getting to the end of the first stage of our journey of transitioning into the hyperconverged infrastructure, which is critical for us for many, many different reasons. Our fundamental business case was around our ability to be able to clearly change our whole dynamics around resilience, but also reduce our carbon footprint, reduce the number of servers that we have to power so our power consumption has changed. We're already delivering on some of those business case values in a very, very short space of time, so for us, the ability to pick up our infrastructure and be able to now put that in a new environment has created, already, a significant change for our organization, and one that we can build on. >> Okay, yeah, Bob, since it's so recent, you know, give us, paint us a little picture kind of the before and after, like did it reduce the amount of people that needed to focus specifically on infrastructure? Did you have to do some rescaling? You said you've done some, you know, changes in personnel and hiring and training recently. Help us understand. >> Yeah. Yeah, look, in our case, we needed to look at technology enabling us to be able to demonstrate and deliver on our core strategic objectives. So, for me, our data center is very much about how we house and how we service with keeping our data safe and secure and always available. That enables us to be able to also support some elements of our social value, so for us, the ability to be working with a partner who are absolutely strategically aligned with where our strategic direction is as an organization is fundamental for us, and our ability to be able to therefore then no longer need some of those personnel who were providing day-to-day services around the data center, because those skills now can be used elsewhere within my service. We've got a situation where we can now be confident that the resilience of that new infrastructure is such that we no longer need to have an individual babysitting those services, now where that technology enables us to be able to do it automatically. >> All right, you mentioned that you're finishing phase one, so maybe can you step back and whatever you're allowed to share, a little bit of-- >> Sure. >> What is the phased approach, you know, where do you go with Nutanix and the surrounding solutions with it? >> Well, look, our use of Nutanix and our ability to be able to partner with what is clearly a recognized Gartner Magic Quadrant, top right organization, enables us to be able to get access to some further elements of innovation. The difficulty in the public sector of having an R&D function is frankly, it's impossible. Our relationship with our partners is how we leverage, frankly, innovation, and where we get some of that from. So, the first stage for us was very much about getting some of the core foundations there, but beyond that it's about how they can help us also unlock other elements of our strategic goals and objectives, and one of those is about how we can use our new relationships. In Manchester we have devolved budgets from central government, enabling our health colleagues and our local authority colleagues come closer together, for us to share information, share data, and for us to be able to make even greater, richer decisions about the care and support of people. In some cases, that is going to enable us to be able to use assisted living technology that's going to be housed and run in our new data center environment that is going to fundamentally change the way that we provide healthcare services in the future. That's a real strategic aim for us. >> You know, how does IoT fit into your future plans? I don't know if it's tied with, if you've talked to Nutanix about what they're doing there. >> Yeah. >> But it's been something I've found a lot of governments similar to yours are looking in that space. >> Look, I think IoT is inevitably something that people like me have to consider and think about. I guess I would say that IoT is, at one level, a whole bunch of individual devices that work on their own platforms that don't talk to each other, and in the healthcare space, that ain't going to work for us. That's just not going to be it. We're going to have to have a platform by which those that are providing the healthcare services, using technology that's deployed in a patient, and now a resident scenario, to fundamentally change that dial from it's providing what is a reactionary healthcare service and being much more proactive, so those data sets have got to come together, and that ability for us, then, to be able to use that data to help us do predictive analytics in the future, and for us to be able to stop the ability for somebody to get so ill they have to go back into the acute care scenario is crucial, and that's, again, for us is how we think IoT has to, for us, develop a relationship with our various partners who discretely provide those services by bringing those things together, and that's where I think our relationship with Nutanix will help us unlock, and really discover, how we might be able to manage that and deliver some of those things quickly. >> So, one of the things that you do as a CIO is, you know, think about the hybrid cloud strategies, right? So, you're talking about these separate data silos that you and your partners have now, so what is your strategy to, you know, combine those data sets, or open them up so that you as a government can actually leverage that data from, you know, no matter where it runs, no matter where it is stored? >> Yeah, I think we're at early stages of our data strategy for the council. We certainly have a federated business model that is evident for all to see, and most local authorities are somewhat similar. I think the challenge for us in the future's going to be how we unlock the power of the data that we capture and the relationships that we have today. At the council, one of the key strategic objectives over the next few years is for us to deliver a new customer relationship management function. That will fundamentally enable us to change the way that we are structured internally, the way our organization responds to the way that the different interactions are going to come. Roughly, today, about 50% of our interactions with our customers, with our residents of Manchester, are through a digital channel. That means there's about 50% that have a different experience, and we know we need to change that. So, you know, for us, by really having a strategic vision in terms of where our data strategy needs to be is it enables us to think about that technology that's going to enable us to get there in the future. >> All right, Bob, last thing I want to ask you is it sounds like you've got a lot of moving pieces. If you could go to kind of the vendor ecosystem, so not just Nutanix, but you know, other companies you work with, you know, what could they be doing to make your life easier? >> Look, I think that's a double-edged sword, right? I think the first thing as a public sector, we've got to learn how to get the best from our partners. I think we've got to also create that situation where our partners meet with leadership on a regular basis, and that they've got the opportunity to then talk about, not just the contracts and the SLA and the regular series performance stuff, but much more beyond that. I think as a public sector we've got to open ourselves up to having those conversations more, and I would like our partners to push us to deliver that, if I'm honest. I had our partner event yesterday. We shared a lot about what's going on in the city, a lot about the challenges, but it's true to say today that I'm probably one of, if not the only, local authority doing that. I think I'd like more local authorities to be doing that, and I'd like our partners to be pushing us. It's true in that environment I saw yesterday Nutanix mixing with people from Google, mixing with people from Dell, mixing with people from other brands, for them to be able to also recognize how they can collaborate to bring solutions through to us. >> Well, Bob, really appreciate you sharing with our community what's going on. Congratulations on what you're doing, and wish you the best of luck. >> Many thanks, great tea time, thank you. >> All right, for Joep Piscaer, I'm Stu Miniman. We'll be back with more coverage here from Nutanix .NEXT 2018 in London, thanks for watching theCUBE. (techy music)

>> Live from London England, it's The Cube, covering .Next Conference Europe 2018, brought to you by Nutanix. >> Welcome back to The Cube, I'm Stu Miniman with my co-host Joep Piscaer. And you're watching The Cube, and actually Bear Grylls is going to be on the keynote shortly, but we're gonna talk a little bit more tech first. First of all I wanna welcome back to the program Chris Kaddaras is the senior vice president and general manager for EMEA with Nutanix, and welcome to the program for the first time, Sylvain Siou, senior director of Systems Engineering, also for EMEA with Nutanix. Gentlemen, thanks so much for joining us. >> Thank you for having me. >> Alright so Chris, we were thinking back, two years ago, the first European show in Vienna, I had you on the program, and you were fresh on, I always loved getting people when they're fresh into the company because they have the why they're joining in, why they think they're doing things. So, bring us up to speed. Two years, couple things have changed in Nutanix, couple things have changed in the industry, but why don't you bring us up to speed? >> Sure, no I'm happy to do that. First I'll tell you that some of the things I told you on the show two years ago actually proved true. I could see the energy in Vienna at that time in regards to what I call kind of a religious following in Nutanix because of the compelling-ness of the technology and the solution, and that hasn't stopped. One thing that I wasn't quite prepared for is just the rate of growth of this company, and how our customers really embraced us in the market. Now in the EMEA market we've had some success I would say. The team's done a really good job. When I started we had less than a thousand customers, now we have over 3,000 customers. When I started with Nutanix, in the region we had about 200 employees, now we have almost 800 employees in the region. So collectively as a region we're growing a bit faster than the rest of the world which is a good thing for us, and customers are showing their appreciation for us, so it's been a really good experience, but something like the hyper-growth that we have at Nutanix takes some getting used to when you come from other companies, but it's been a really good thing for our customers. The thing that I think I'm the most proud of is we've done that hyper-growth and we've still kept our NPS score above 90 for our customers, so our customers are getting a really good experience both from our sales teams, our product, our implementation teams, and our support teams, that it's kept everything in check for our customers which I'm really proud of. >> Well congratulations on that. Sylvain I have to think that your team has something to do with that NPS score. In my career, I have great respect for the SEs, they're the one that have to not only know the product inside and out, but they need to be working closely with the customers, have a good viewpoint on the customers. Being here at a European show, I wanna get your viewpoint. Tell us, what's different here compared to what you hear from people back at Corporate, what are some of the differences here your team sees? >> So we have a very good relationship with Corporate, so we're really aligned and we're involved in the project in same way as any other region. I think we were faster on some very big accounts, and that was really surprising and also the, I think the timing for the need of the customer to solve situation after virtualization was the exact timing when we start in EMEA, the product was mature enough so that was exactly the right timing, it's five years ago when I joined, so really we solved this first situation and after that everything we promised in term of making this platform a true cloud platform for enterprise is there, I think all these services on top of it, who have the same kind of services you can see on public cloud, is there, we show it this morning, and now giving the ability to the customer to manage situation with this cloud from different providers and what is on premise is there, so I think all the control, the costs on the compliance and so on have done a lot to manage the situation and take you through the control everyday. >> So, what is the adoption maybe compared to the US for the core products that you have now versus the additional services? Is there a big change or a big difference between the US and Europe or, what are you seeing with your customers? >> So, we follow the same path. There is some region and maybe I will relay on Chris, some region that we invest later than the others so, of course France, Germany, UK, Northern Europe was really the beginning and after that we have more southern regions or eastern region that come after, but we are surprised sometimes because people can jump to the last technology faster than the others, so I don't think there are really rules, there is really people who is painpoint, we have the solution, and when it fits, they go faster. >> Yeah I think from a solution perspective we are thriving at the same rate our emerging technologies into the market as our other regions in the world. In some cases we're ahead, things like IoT, what was originally called Sherlock, we're ahead, we have like first customer, second customer to start coming to adopt, so we do have markets within the EMEA region that are much earlier adopters compared to other regions. Think of places like the Middle East, the Nordics, France, adopting much quicker than some other regions of the world. So we see our new products starting to roll, we're really excited about Xi Leap, I know that the first instantiation went live, I think yesterday or today within the Americas, we're looking forward to going live within London, and then moving in to mainland Europe from there, and I think that will be a huge difference-maker for us in the markets as well. >> So looking at those regions specifically, I know there's a couple of markets in Europe, especially Germany, that have such strict data sovereignty laws that it makes it really difficult to actually do business from a DR or cloud perspective. How's Nutanix dealing with that? >> I think that's where we... When we have our SAS-based products, that's a challenge. When we have our cloud-based products, that's a challenge.` So, for our cloud-based products we have a plan really quickly to go into places that have data sovereignty compliance regulations that they have to adhere to. So Germany, we have a plan to go into Germany really quickly; we obviously have a plan to go into some other markets, Amsterdam, we have a plan to go into London for cloud. For SAS, a lot of customers are consuming SAS and they're okay if there's a good security problem, parameter around SAS, and they're consuming Salesforce.com without data centers, they're consuming other products that way so, as long as we put the right security parameters in place, then their consumption model around SAS is typically gonna work, I don't see us distributing SAS data centers all throughout every market in the world to do that. Our core product right now consumption is mostly local, and it's consumed either in an appliance way or it's consumed in a software way, so that's not something that we have to worry about. >> Yeah it's interesting, you wonder if North America has a greater adoption of public cloud, if that actually gets you an advantage in the EMEA region here to get deeper with some of the core and essential offerings. >> It does; customers will adopt a private cloud because of those data sovereignty regulations. But a lot of the uber-clouds have come in and solved that, they've come in into country, they've created gov clouds, they've done it in Germany, they've done it in the UK, so they're starting to solve that, but they have to put out a lot of investment to do that. But it has given us a lead in the marketplace, but there are certain markets that are very much like the US market, so the UK, it's very similar to the US market with regards to uber-cloud or public cloud adoptions so in that market we have a lot of opportunities with somebody like Beam, because they've consumed a lot of the other uber-clouds, whether it's AWS, UCP, or... And we have that opportunity to sit down and provide them with solutions. >> Sylvain, what else are you hearing from your customers, what are some of the pain points that they're feeling that your team's able to help with? >> Clearly in the past we saw the proliferation of the VM, and we find a way to control that, but with the cloud the proliferation is without any limits. So really this is something important for the customer to take back control, take control of the shuttle IT and so on, and it's very lowly. And also I want to take a specific point really the R&D are really taken care of when we see in the field, I will take just an example, the synchronus replication, metro-culturing and stuff like this to high availability, between (inaudible) and so on, it's typically European, because we have fiber, we are really city close to each other and so on, in America, that makes no sense, and really at really early stage of the company we get the R&D taking care of that, developing specifically for our market what is needed for our market, and it means that we're a really global company and not really American company, we have also R&D in different places, we have in Serbia with Frame, we have in India, and so on, so really to be really taking care of each issue or pain point of the customer is really our main driver. >> So one of those other differences I see a lot is the scale of the organization, the size. So what is an SMB in the Americas might be an enterprise in Europe. So what are the solutions you have for those types of customers, for that problem? >> So definitely we need, so we are talking to customers we have a critical science, they need to have a minimum of VM to face the issue of the bottom neck of the storage or the management part and so on, but also we have example of small customers just need a platform that works, and don't want to have anyone taking care of it. And so now it's like you phone, you don't take care of the storage and CPU, it's just your application and that's it, could be internal, external, and so on, so really the SMB of course is not the main market for us, it's more the big account and so on, but we have all kinds of customers in any verticals, there is no specific one that we cover, and it's really because the platform is something that has become just normal to be invisible. >> Yeah I would add on that, if you don't mind, I'd say that the nice thing about the product is it's in a form factor in a pricing mechanism that can be consumed from SMB all the way up to global accounts. That's the nice thing. Now, maybe we spend a lot of our field resource on mid-market up, because that's where we get larger transactions from customers, and it's just a value conversation with regards to return on investment, but the nice thing is our product can be consumed at the smallest customer. We have just released new pricing mechanisms that allow our customers to now consume at much smaller levels, so we're not allow for SMB but for ROBO, because if you think about it if you just have a one size fits all pricing structure how does that work in the data center, that same price doesn't work in the ROBO area, so you have to give the customers the ability to look at the same experience in the remote office or the small sites compared to a data center, and that's something that we've just kinda brought to the market in the last three to four months, and I think that's a real advantage of not only the product but the pricing structure. >> Chris, we wanna give you the final word. If EMEA customers, what do you want them taking away from this week? >> Sure. I think, they've already told me, and I'll tell you, which is good, 'cause it's what I want them to take away, is just the credibility that Nutanix is here for the enterprise work load, they can look at their entire data center delivery mechanism on a Nutanix platform. But also Nutanix is a company they should be looking for for their cloud-based platform. There is a decision in the marketplace to be had right now around what do you use for your cloud, lack of a better word, orchestration layout, cloud automation layout? And there's only a few choices in the market today, some of them are more open source, some of them are specific vendors, and what I want them to take way is Nutanix is an option for that, leave it up to me and my team to prove why we think we're the best option for it, but that's really what I want them to take away, the credibIlity of tier one platforms running Nutanix in their data center, and then two, Nutanix for the cloud-based platform. >> Congratulations on the progress. I wanna say some feedback I've heard from customers is despite how fast Nutanix has been growing, they still feel that they're getting the personal touch, don't feel like just a number for some fast-growing company so congrats on that, I know a lot of effort goes into that. Alright so we're at the end of the Day 1 for Joep Piscaer, I'm Stu Minimn, be sure to join us tomorrow for a full day of wall-to-wall coverage. Of course go to theCube.net for all the websites to watch us live and on demand for all the shows we're doing and once again thank you for watching the cube. (digital music)

>> Live from London, England, it's The Cube covering .NEXT conference Europe 2018. Brought to you by Nutanix. >> Welcome back to London, England. This is The Cube's coverage of Nutanix .NEXT 2018. 3,500 people gathered to listen to Sunil Potti. >> Thanks, Stu. >> For the keynote this morning, Sunil's the chief product and development officer with Nutanix. Glad we moved things around, Sunil, 'cause we know events, lots of things move, keynotes sometimes go long, but happy to have you back on the program. >> No, likewise, anytime. >> All right, so, I've been to a few of these and one of the things I hope you walk us through a little bit. So Nutanix, simplicity is always at its core. I have to say, it's taken me two or three times hearing the new, the broad portfolio, the spectrum, and then I've got the core, I've got essentials, I've got enterprise. I think it's starting to sink in for me, but it'll probably take people a little bit of time, so maybe let's start there. >> I mean, I think one of the biggest things that happened with mechanics is that we went from a few products just twelve months ago to over ten products within the span of a year. And both internally as well as externally, while the product values are obviously obvious, so it's more the consumption within our own sales teams, channel teams, as well as our customer base, needed to be codified into something that could be a journey of adoption. So we took it customer inwards, in about a journey that a customer goes through in adopting services in a world of multi-cloud, and before that, before you get to multi-cloud, you have to build a private cloud that is genuine, as we know. And before we do that, we have to re-platform your data center using HCI, so that's really if you work backwards to that, you start with core, which is your HCI platform for modernizing your data center and then you expand to a cloud platform for every workload, and then you can be in a position to actually leverage your multi-cloud services. >> Yeah, and I like that. I mean, start with the customer first, is where you have and I mean the challenge is, you know, every customer is a little bit different. You know, one of the biggest critiques of, you know, you say, okay, what is a private cloud? because they tend to be snowflakes. Every one's a little bit different and we have a little bit of trouble understanding where it is, or did it melt all over the floor. So give us a little bit of insight into that and help us through those stages, the dirty, the crawl-walk-run. >> Yeah, I think the biggest thing everyone has to understand here is that these are not discrete moving parts. Core is obviously your starting point of leveraging computer storage in a software defined way. The way that Amazon launched with EC2 and S3, right. But then, every service that you consume on top of public cloud still leverages computer storage. So in that sense, essentials is a bunch of additional services such as self-service, files, and so forth, but you still need the core to build on essential, to build a private cloud And then from there onwards, you can choose other services, but you're still leveraging the core constructs. So in that sense, I think, both architecturally as well as from a product perspective, as well as architecturally from a packaging perspective, that's why they're synergistic in the way that things have rolled out. >> Okay, so looking at that portfolio. A lot of the customers I work with now, they don't start out in a data center, they've already moved past that, right? So they are leveraging a partner, the public cloud, they might not even be running virtual machines at all anymore. How does that fit into your portfolio? >> Yeah, I mean, increasingly what we are realizing, and you know, we've done this over the last couple of years, is for example, with Calm, you can only use Calm to manage your public clouds without even managing your private cloud of Nutanix. Increasingly with every new service that we're building out, we're doing it so that people don't have to pay the strategy tax off the stack. It needs to be done by a desire of I want to do it versus I need to do it. So, with Frame, you can get going on AWS in any region in an instant or Azure. You don't need to use any Nutanix software. Same thing with Epoch, with Beam. So I think as a company, what we're essentially all about is about saying let us give you a cloud, service-like experience, maybe workload-centric. If it is desktops and so forth. Or if you are going to be at some point reaching a stage where you have to re-platform your data center to look like a public cloud, then we have the core, try and call it platform itself that'll help you get there as well. >> So, looking at re-platforming that data center. If I were to do that now for a customer I wouldn't be looking at virtual machines, storage, networking, I'd be looking at containers or serverless or you know, the new stuff. Again, what is Nutanix's answer to that? >> Yeah, I mean, I think what we've found is that there's quite a bit of an option, obviously, of cloud-native ads, but when it comes to mainstream budget allocation, it's still a relative silo in terms of mainstream enterprise consumption. So what we're finding out is that if you could leverage your well-known cloud platform to not create another silo for Kubernetes, don't create another silo for Edge or whatever the new use-cases are, but treat them as an extension of your core platform. At least from a manageability perspective and an operations perspective, then the chances of you adopting or your enterprise adopting these new technologies becomes higher. So, for example, in Calm, we have this pseudonym called Kalm with a K, right. Which essentially allows Kubernetes containers to run natively inside a Calm blueprint, but coexist with your databases inside of EM because that's how we see the next-generation enterprise apps morphing, right. Nobody's going to rewrite my whole app. They're going to maybe start with the web tier and the app tier as containers, but my database tier, my message queue tier, is going to be as VMs. So, how does Calm help you abstract the combination of containers and VMs into a common blueprint is what we believe is the first step towards what we call a hybrid app. And when you get to hybrid apps, is when you can actually then get to eventually all of your time to native cloud apps. >> You know, one of the questions I was hearing from customers is, they were looking for some clarity as to the hybrid environments. You know, the last couple of shows, there was a big presence of Google at the show and while I didn't see Google here on the show floor, I know there was an update from kind of, GCP and AHV. Is Google less strategic now, or is it just taking a while to, you know, incubate? How do you feel about that? >> So the way that you'll see us evolve as we navigate the cloud partnerships is to actually find the sweet spot of product-market fit, with respect to where the product is ready and where the market really wants that. And some of it is going to be us doing, you know, a partnership by intent first and then as we execute, we try to land it with honest products. So, where we started off with Google, as you guys know, is to actually leverage the cloud platform side, core locator with Google data centers and then what we we've evolved to is the fact that our data centers can quote-unquote integrate with their data centers to have a common management interface, a common security interface and all, but we can still run as core-located ones. Where the real integration that has taken some time for us to get to is the fact that, look, in addition to Calm, in addition to GKE kind of things, is rather than run as some kind of power sucking alien on top of some Google hardware, true integration comes with us actually innovating on a stack that lands AH3 natively inside GCP and that's where nested virtualization comes in and we have to take that crawl-walk-run approach there because we didn't want to expose it to public customers what we didn't consume internally. So what we have with the new offering that now is called Test Drive is, essentially that. We've proven that AH3 can run a nested virtualization mode on GCP natively, you can core locate with the rest of GCP services, and we use it currently in our R&D environment for running thousands of nodes for pretty much everyday testing on a daily basis, right. And so, once customer interview expose that now as an environment for our end customers to actually test-drive Nutanix as a fully compatible stack though, on purpose, so you have Prism Central, the full CDP stack and so forth, then as that gets hardened over a period of time, we expose that into production and so forth. >> So there's one category of cloud I haven't heard yet, and that's the service providers. So Nutanix used to be a really good partner for service providers, you know, enabling them to deliver services locally to local geography, stuff like that, so what's the sense of Nutanix regarding these service providers currently? >> Yeah, I think that frankly, that's probably a 2019 material change to our roadmap. It's your, the analogy that I have is that when we first launched our operating system, we fist had to do it with an opinionated stack using Supermicro. Most importantly, from an end-customer perspective, they got a single throat to choke, but also equally importantly, it kept the engineering team honest because we knew what it means to do one pick-up page for the full stack. Similarly, when we launched Xi, we needed to make sure we knew what SREs do, right. That scale, and so that's why we started with our version of SMC on, you know, as you guys know with Additional Reality as well as partners like Xterra. But very soon you're going to see is, once we have cleared that opinionated stack, software-wise we're able to leverage it, just like we went from Supermicro to Dell and Lenovo and seven other partners, you're going to see us create a Xi partner network. Which essentially allows us to federate Xi as an OS into the service providers. And that's more a 2019 plus timeframe. >> Yeah, speaking along those lines, the keynote this morning, Karbon with a k talked about Kubernetti's. Talk about that, that's the substrate for Nutanix's push toward cloud natives, so-- >> Yeah, I mean, I think you're going to hear that in the day two keynote as well, is basically, customer's want, as I said, an operating system for containers that is based on well-known APIs like Kube Cattle from Kubernetes and all that, but at the same time, it is curated to support all of the enterprise services such as volumes, storage, security policies from Flow, and you know, the operational policies of containers shouldn't be any different from Vms. So think about it as the developers still a Kubernetes-like interface, they can still port their containers from Neutanix to any other environment, but from an IT ops side, it looks like Kubernetes, containers, and VMs are co-residing as a first-class option. >> Yeah, I feel like there had been a misperception about what Kubernetes is and how it fits, you know. My take has been, it's part of the platform so there's not going to be a battle for a distribution of Kubernetes because I'm going to choose a platform and it should have Kubernetes and it should be compatible with other Kubernetes out there. >> Yeah, I mean, it's going to be like a feature of Linux. See, in that sense, there's lots of Linux distros but the core capabilities of Linux are the same, right. So in that sense, Kubernetes is going to become a feature of Linux, or the cloud operating system, so that those least-common denominator features are going to be there in every cloud OS. >> Alright, so Kubernetes not differentiating just expand the platform >> Enabling >> Enabling peace. So, tell us what is differentiating today? You know, what are the areas where Nutanix stands alone as different from some of the other platform providers of today? >> I think that, I mean obviously, whatever we do, we are trying to do it thoughtfully from the operational, you know, simplicity as a first-class citizen. Like how many new screens do we add when we use new features? A simple example of that is when we did micro-segmentation. The part was to make sure you could go from choosing ten VMs to grouping them and putting a policy as soon as possible as little friction of adopting a new product. So, we didn't have to "virtualize" the network, you didn't need to have VX LANs to actually micro-segment, just like in public cloud, right. So I think we're taking the same thing into services up the stack. A good one to talk about is Error. Which is essentially looking at databases as the next complex beast of operational complexity, besides. Especially, Oracle Rack. And it's easier to manage postcrest and so forth, but what if you could simplify not just the open source management, but also the database side of it? So I would say that Error would be a good example of a strategic value proposition or what does it mean to create a one plus one equals three value proposition to database administrators? Just like we did that for VIR vetted administrators, we're now going after DBS. >> Alright, well, Sunil thank you so much. Wish we had another hour to go through it, but give you the final word, as people leave London this year, you know, what should they be taking away when they think about Nutanix? >> I think the platform continues to evolve, but the key takeaway is that it's a platform company. Not a product company. And with that comes the burden, as well as the promise of being an iconic company for the next, hopefully, decade or so. All right, thanks a lot. >> Well, it's been a pleasure to watch the continued progress, always a pleasure to chat. >> Thank you >> All right, for you Piskar, I'm Stu Miniman, back with more coverage here from Nutanix's .NEXT 2018 in London, England. Thanks for watching the CUBE. (light electronic music)