>> Narrator: Live from Copenhagen, Denmark, it's theCUBE. Covering Nutanix.NEXT 2019 Brought to you by Nutanix. >> Welcome back everyone to theCUBE's live coverage of Nutanix .NEXT here at the Bella Center in Copenhagen, Denmark. I'm your host, Rebecca Knight, along with my co host, Stu Miniman. We're joined by two guests this segment. We have Mayur Shah. He is the Global Head, Data Center and Software Defined Everything SDx at Wipro. Thank you for coming on the show. >> Thank you. >> And Thenu Kittappa, Director GSI Sales at Nutanix. Thank you so much. >> Thank you for having me. >> So we're talking today about fluid ITs. Wipro, of course, is an Indian multinational corporation based in Bangalore. You gave us a talk yesterday here at Nutanix .NEXT. Tell our viewers a little bit about how you view fluid IT. >> Sure. So we believe that the kind of transition the industry is going through, the pressure businesses are getting in terms of having their offering aligned to the customer expectations, they're digital natives, and so and so forth have digital transformations. They are also under tremendous pressure of innovating much faster than they used to do before. And the same pressure has been put back to the IT. How IT support that kind of changes and agility, which business would need in general. We believe that now, previously we used to have a plan for five years and a roadmap and we used to forecast what kind of architecture mission may end. But now it's time for us to give that back to business. There are a lot of uncertainties and how we can handle those uncertainties that's main reason why we are thinking little out of box in terms of getting things fluid. >> Mayur, I like that comment because part of the transition used to be I bought a product and I thought about how many years did I depreciate that product for? So I want to get your, what are you seeing and how is it impacting your customers? Nutanix talks about building experiences, so are they meeting that goal? How is that helping with both what you're doing and ultimately your end customers? >> So, what we believe is as you rightly say the end user customer's experience, business agility, and their competitiveness for customers at the prime, right? So the way we are now aligning our offerings, aligning to customer needs, changing our models of measurement from SLS to business level BLS. Those are the things which we are doing for aligning to the businesses and ensuring that they benefit in terms of many of our offering are now experience-driven. So SLS and BLS are also experience-driven, so we in our virtual desk offering, we offer the customers based on the experience problem, the penalties are assigned. So we proactively manage the end user experience without them even knowing it. So those are the few examples. >> Thenu, I have to imagine this is a big piece of your job is the traditional channel used to be how do we get beyond selling boxes, selling services, consulting and everything, but the SI is more about that whole experience. >> It's actually a whole different experience. It's been a great show for us from that perspective. We have a lot of our partners starting up, giving us the support we need from the SI community. Wipro was a sponsor, so it's been great. And to be honest, that's exactly what we're trying to do with SIs here. We're taking the solution and outcome based approach. Let's talk to the customer, what their business needs are. Let's see what kind of solutions we build to fit that. It's not just Nutanix. How does Nutanix work with HPE? How does Nutanix work with the networking, SDN? Let's give them an outcome-based solution. And let's support it with the right level of experience. So essentially, just in time to market is the goal that we're trying to achieve with partners like Wipro. >> Thenu, can you give us some examples of what, the kinds of conversations that you're having and then how it influences you when you go back to your company and you go back to Nutanix and you are then in the war room trying to figure out what kind of next new architectures and designs you can provide. >> So normally when we work with customers and with GSIs, you start with the core problem of what are you trying to solve over here, right? You have a five year plan. Are you trying to grow to a certain extent? Are you looking for your VDI to cater a certain security needs or certain financial needs? And so, then, it comes down to what is the business requirement here? Is it scalability? Is it reliability? Is it security? Is it financial modeling? You might be sitting with a customer who says, this is a great option, but I don't have budget to do this. I want to transform myself to the next level of technology, but I don't have a budget. And when we have these joint customer conversations with partners like Wipro, they say, great, let's offer a solution. And here, by solution, we not only cater to the technology, but we're also looking at where you need to end up in five years, what kind of business models and commercial models we can do to support you and what are the right products we can bring to you so that you only concern yourself with the outcome. You don't care about the infrastructure stack underneath it. Let's make everything invisible for you. But they just take our invisible story to a whole different level. >> Mayur, when I think about the transformations that customers are going through, the education and training is often a big piece of that. Where does that fit in to what you're doing, what services Wipro offers, education there, and how much of it does the simplicity of Nutanix involve in that? >> It's a great questions. So what we actually, and it helps us a lot, when we bring in the complex technologies for our end customers, they also have the owners and they need to get appreciative of what we are offering. With Nutanix's simplicity it's all given. They know that things work and things work super simple. Now whatever we bring on top of that, that's where it adds a lot of value without missing too much of time for enabling our end customers, and that gives outcome. So we are, as a whole, as a solution, we are able to give that outcome confidence and experience to customers. >> So what kinds of conversations are you having at this conference, in terms of what kinds of learnings are going on? You're talking to fellow customers of Nutanix and able to say hey, what you're doing over there, maybe we could try something similar at Wipro. >> Yeah, so one good part what I've seen people are using platform for variety of use cases, variety of business applications. Now we at Wipro, we have mastered some of them, but not all of them. But we see a lot of customers speaking about how they are using massive scale for HyperCloud, for instance. They are using it for databases, applications, mission critical applications, and we feel now it's time for us to branch out into that. >> I'd actually like to add to that. All the conversations we've had is amazing with customers. You think you built a product to meet x use cases, and then the customer comes back and says, you guys did great with being on these X use cases, but guess what? I found out this X plus 1 use case, and it's perfect. And that is what we take back and say, okay, is there a market around this, which we can then commercialize and make it easy to consume? >> What would you say, so you're based in San Jose, and you've been with Nutanix for five years now. What would you say are some of the differences that you've seen from US customers versus here we are in Copenhagen, European customers, and also Indian customers? >> Oh, that's a difficult questions. You're really putting me in a difficult position here. But in general, I would, you know, our European customers look to innovation, but they also look to baked in solutions, and more tighter integration and collaboration with partners. The US customers want to be on the cutting edge of technology. They're very high risk-takers, so when you're defining a solution and a model that works for them, it's a completely different ball game in terms of how much risk they are willing to take, what price point they want to do, and then they're also very, very particular about I want Vendor A, B, and C to work together. Go make it happen. With a lot of the Indian and the Asian customers, and even our European customers, they're more SLA based. Mayur, what do you think? >> Absolutely. I think we see a clear, here in this area of Europe, they are much mature, the second and third level of outsourcing people. They are aware of SLAs, they are aware of the services. They expect a little more than what we do and we, let's say if you compare back to India and US in some time, they are the first time or second time outsourcers, but here's the difference, they clearly wonder about the outcome. >> Mayur, the announcements that we've had this week. Are there anything that you're looking to take back to your customers, or anything that either announced or some of the previews they've been giving that you're especially excited about? >> Sure. So I think there's a great timing. I was just talking last night. We are doing investments, innovation investments for three years, it's a three years plan. And exactly the synergies so well. The announcement, what we have heard here are kind of synergizing what we are doing in the road map. For example, we and the fluid IT what she told, is all about delivering those next generation future-proof architecture, leveraging those announcements. The era, we are working on databases as always, which covers the mission-critical application, and things in a much advanced way. We believe in our road map here, we calling it a service theater, which actually delivers the experience and outcome. So there are synergies they talked about insights. And we are talking about delivering those real time, predictable stuff, based on, and our vision is to give intent with everything, so you have to just define the intent and things will fall in place. So there are a lot of synergies and we definitely take back few of them, which is databases as a service, insights, IOTA, Edge, a few key things we will take from here. And of course the HyperCloud, the AWS migration. >> Well, Mayur's being very, very humble here. One of the announcements that we did make over here at the conference was Wipro has standardized with Nutanix on their virtual desk solution and we're going back to both our customers, their customers, and our field with this offering. So the virtual desk is their own IP. They've done very well in the past with virtual desk, but as they are looking to do more standardization, get in to the next generation solutions, we worked very closely with them to build a Nutanix and HPE-based stack with Centrix, to offer this as a turnkey solution, which they've already done, but with better economics and time to market. >> And do you see that as sort of the future? >> Yes. That pretty much becomes a fundamental building block based on which almost all of our other solutions are going to to get built. The next one coming up will be database as a service, similar constructs. How do you make database consumption and Ops transfer to the end user? Followed by IoT, now IoT is a real different ball game because everything is customized. A lot of customers like to go dabble in it, but at the end of the day you need to build a solution around it. >> Thenu, and actually one of the questions we've had is we look as Nutanix moves beyond just infrastructure software to some of the application software, seems that the GSIs would be a critical player for building services. >> Yes! We actually have this really funky graph, verticals, base our AoS, where do GSIs fit in. It's the solution and pulling everything together, and making it more of a customer business case based offering, as opposed to a customer piecing itself. It's becoming a big ask with G2Ks, right? They're not doing large RFPs, they're actually doing very business-based SLAs, and now the control lies with the business owners within large customers. So it fits very well with our story. >> Excellent. Well, thank you so much Thenu and Mayur. Thank you for coming on theCUBE. >> Thank you. >> Thank you, our pleasure. >> Thank you. >> Our pleasure. >> I'm Rebecca Knight for Stu Miniman. We will have more of theCUBE's live coverage of Nutanix .Next coming up in just a little bit. (upbeat electronic music)