(upbeat music) >> The cloud is evolving. You know, it's no longer a set of remote services somewhere off in the cloud, in the distance. It's expanding. It's moving to on-prem. On-prem workloads are connecting to the cloud. They're spanning clouds in a way that hides the plumbing and simplifies deployment, management, security, and governance. So hybrid multicloud is the next big thing in infrastructure, and at the recent Nutanix .NEXT conference, we got a major dose of that theme, and with me to talk about what we heard at that event, what we learned, why it matters, and what it means to customers are Monica Kumar, who's the senior vice president of marketing and cloud go-to-market at Nutanix, and Tarkan Maner, who's the chief commercial officer at Nutanix. Guys, great to see you again. Welcome to the theCUBE. >> Great to be back here. >> Great to see you, Dave. >> Okay, so you just completed another .NEXT. As an analyst, I like to evaluate the messaging at an event like this, drill into the technical details to try to understand if you're actually investing in the things that you're promoting in your keynotes, and then talk to customers to see how real it is. So with that as a warning, you guys are all in on hybrid multicloud, and I have my takeaways that I'd be happy to share, but, Tarkan, what were your impressions, coming out of the event? >> Look, you had a great entry. Our goal, as Monica is going to outline, too, cloud is not a destination. It's an operating model. Our customers are basically using cloud as a business model, as an operating model. It's not just a bunch of techno mumbo-jumbo, as, kind of, you outlined. We want to make sure we make cloud invisible to the customer so they can focus on what they need to focus on as a business. So as part of that, we want to make sure the workloads, the apps, they can run anywhere the way the customer wants. So in that context, you know, our entire story was bringing customer workloads, use-cases, partner ecosystem with ISVs and cloud providers and service providers and ISPs we're working with like Citrix on end user computing, like Red Hat on cloud native, and also bringing the right products, both in terms of infrastructure capability and management capability for both operators and application developers. So bringing all these pieces together and make it simple for the customer to use the cloud as an operating model. That was the biggest goal here. >> Great, thank you. Monica, anything you'd add in terms of your takeaways? >> Well, I think Tarkan said it right. We are here to make cloud complexity invisible. This was our big event to get thousands of our customers, partners, our supporters together and unveil our product portfolio, which is much more simplified, now. It's a cloud platform. And really have a chance to show them how we are building an ecosystem around it, and really bringing to life the whole notion of hybrid multicloud computing. >> So, Monica, could you just, for our audience, just summarize the big news that came out of .NEXT? >> Yeah, we actually made four different announcements, and most of them were focused around, obviously, our product portfolio. So the first one was around enhancements to our cloud platform to help customers build modern, software-defined data centers to speed their hybrid multicloud deployments while supporting their business-critical applications, and that was really about the next version of our flagship, AOS six, availability. We announced the general availability of that, and key features really included things like built-in virtual networking, disaster recovery enhancements, security enhancements that otherwise would need a lot of specialized hardware, software, and skills are now built into our platform. And, most importantly, all of this functionality being managed through a single interface, right? Which significantly decreases the operational overhead. So that was one announcement. The second announcement was focused around data services and really making it easy for customers to simplify data management, also optimize big data and database workloads. We announced capability that now improves performances of database workloads by 2x, big data workloads by 3x, so lots of great stuff there. We also announced a new service called Nutanix Data Lens, which is a new unstructured data governance service. So, again, I don't want to go into a lot of details here. Maybe we can do it later. That was our second big announcement. The third announcement, which is really around partnerships, and we'll talk more about that, is with Microsoft. We announced the preview of Nutanix Clusters and Azure, and that's really taking our entire flagship Nutanix platform and running it on Azure. And so, now, we are in preview on that one, and we're super excited about that. And then, last but not least, and I know Tarkan is going to go into a lot more detail, is we announced a strategic partnership with Citrix around the whole future of hybrid work. So lots of big news coming out of it. I just gave you a quick summary. There's a lot more around this, as well. >> Okay. Now, I'd like to give you my honest take, if you guys don't mind, and, Tarkan, I'll steal one of your lines. Don't hate me, okay? So the first thing I'm going to say is I think, Nutanix, you have the absolute right vision. There's no question in my mind. But what you're doing is not trivial, and I think it's going to play out. It's going to take a number of years. To actually build an abstraction layer, which is where you're going, as I take it, as a platform that can exploit all the respective cloud native primitives and run virtually any workload in any cloud. And then what you're doing, as I see it, is abstracting that underlying technology complexity and bringing that same experience on-prem, across clouds, and as I say, that's hard. I will say this: the deep dives that I got at the analyst event, it convinced me that you're committed to this vision. You're spending real dollars on focused research and development on this effort, and, very importantly, you're sticking to your true heritage of making this simple. Now, you're not alone. All the non-hyperscalers are going after the multicloud opportunity, which, again, is really challenging, but my assessment is you're ahead of the game. You're certainly focused on your markets, but, from what I've seen, I believe it's one of the best examples of a true hybrid multicloud-- you're on that journey-- that I've seen to date. So I would give you high marks there. And I like the ecosystem-building piece of it. So, Tarkan, you could course-correct anything that I've said, and I'd love for you to pick up on your comments. It takes a village, you know, you're sort of invoking Hillary Clinton, to bring the right solution to customers. So maybe you could talk about some of that, as well. >> Look, actually, you hit all the right points, and I don't hate you for that. I love you for that, as you know. Look, at the end of the day, we started this journey about 10 years ago. The last two years with Monica, with the great executive team, and overall team as a whole, big push to what you just suggested. We're not necessarily, you know, passionate about cloud. Again, it's a business model. We're passionate about customer outcomes, and some of those outcomes sometimes are going to also be on-prem. That's why we focus on this terminology, hybrid multicloud. It is not multicloud, it's not just private cloud or on-prem and non-cloud. We want to make sure customers have the right outcomes. So based on that, whether those are cloud partners or platform partners like HPE, Dell, Supermicro. We just announced a partnership with Supermicro, now, we're selling our software. HPE, we run on GreenLake. Lenovo, we run on TruScale. Big support for Lenovo. Dell's still a great partner to us. On cloud partnerships, as Monica mentioned, obviously Azure. We had a big session with AWS. Lots of new work going on with Red Hat as an ISV partner. Tying that also to IBM Cloud, as we move forward, as Red Hat and IBM Cloud go hand in hand, and also tons of workarounds, as Monica mentioned. So it takes a village. We want to make sure customer outcomes deliver value. So anywhere, for any app, on any infrastructure, any cloud, regardless standards or protocols, we want to make sure we have an open system coverage, not only for operators, but also for application developers, develop those applications securely and for operators, run and manage those applications securely anywhere. So from that perspective, tons of interest, obviously, on the Citrix or the UC side, as Monica mentioned earlier, we also just announced the Red Hat partnership for cloud services. Right before that, next we highlighted that, and we are super excited about those two partnerships. >> Yeah, so, when I talked to some of your product folks and got into the technology a little bit, it's clear to me you're not wrapping your stack in containers and shoving it into the cloud and hosting it like some do. You're actually going much deeper. And, again, that's why it's hard. You could take advantage of those things, but-- So, Monica, you were on the stage at .NEXT with Eric Lockhart of Microsoft. Maybe you can share some details around the focus on Azure and what it means for customers. >> Absolutely. First of all, I'm so grateful that Eric actually flew out to the Bay Area to be live on stage with us. So very super grateful for Eric and Azure partnership there. As I said earlier, we announced the preview of Nutanix Clusters and Azure. It's a big deal. We've been working on it for a while. What this means is that a select few organizations will have an opportunity to get early access and also help shape the roadmap of our offering. And, obviously, we're looking forward to then announcing general availability soon after that. So that's number one. We're already seeing tremendous interest. We have a large number of customers who want to get their hands on early access. We are already working with them to get them set up. The second piece that Eric and I talked about really was, you know, the reason why the work that we're doing together is so important is because we do know that hybrid cloud is the preferred IT model. You know, we've heard that in spades from all different industries' research, by talking to customers, by talking to people like yourselves. However, when customers actually start deploying it, there's lots of issues that come up. There's limited skill sets, resources, and, most importantly, there's a disparity between the on-premises networking security management and the cloud networking security management. And that's what we are focused on, together as partners, is removing that barrier, the friction between on-prem and Azure cloud. So our customers can easily migrate their workloads in Azure cloud, do cloud disaster recovery, create a burst into cloud for elasticity if they need to, or even use Azure as an on-ramp to modernize applications by using the Azure cloud services. So that's one big piece. The second piece is our partnership around Kubernetes and cloud native, and that's something we've already provided to the market. It's GA with Azure and Nutanix cloud platform working together to build Kubernetes-based applications, container-based applications, and run them and manage them. So there's a lot more information on nutanix.com/azure. And I would say, for those of our listeners who want to give it a try and who want their hands on it, we also have a test drive available. You can actually experience the product by going to nutanix.com/azure and taking the test drive. >> Excellent. Now, Tarkan, we saw recently that you announced services. You've got HPE GreenLake, Lenovo, their Azure service, which is called TruScale. We saw you with Keith White at HPE Discover. I was just with Keith White this week, by the way, face to face. Awesome guy. So that's exciting. You got some investments going on there. What can you tell us about those partnerships? >> So, look, as we talked through this a little bit, the HPE relationship is a very critical relationship. One of our fastest growing partnerships. You know, our customers now can run a Nutanix software on any HPE platform. We call it DX, is the platform. But beyond that, now, if the customers want to use HPE service as-a-service, now, Nutanix software, the entire stack, it's not only hybrid multicloud platform, the database capability, EUC capability, storage capability, can run on HPE's service, GreenLake service. Same thing, by the way, same way available on Lenovo. Again, we're doing similar work with Dell and Supermicro, again, giving our customers choice. If they want to go to a public club partner like Azure, AWS, they have that choice. And also, as you know, I know Monica, you're going to talk about this, with our GSI partnerships and new service provider program, we're giving options to customers because, in some other regions, HPE might not be their choice or Azure not be choice, and a local telco might the choice in some country like Japan or India. So we give options and capability to the customers to run Nutanix software anywhere they like. >> I think that's a really important point you're making because, as I see all these infrastructure providers, who are traditionally on-prem players, introduce as-a-service, one of the things I'm looking for is, sure, they've got to have their own services, their own products available, but what other ecosystem partners are they offering? Are they truly giving the customers choice? Because that's, really, that's the hallmark of a cloud provider. You know, if we think about Amazon, you don't always have to use the Amazon product. You can use actually a competitive product, and that's the way it is. They let the customers choose. Of course, they want to sell their own, but, if you innovate fast enough, which, of course, Nutanix is all about innovation, a lot of customers are going to choose you. So that's key to these as-a-service models. So, Monica, Tarkan mentioned the GSIs. What can you tell us about the big partners there? >> Yeah, definitely. Actually, before I talk about GSIs, I do want to make sure our listeners understand we already support AWS in a public cloud, right? So Nutanix totally is available in general, generally available on AWS to use and build a hybrid cloud offering. And the reason I say that is because our philosophy from day one, even on the infrastructure side, has been freedom of choice for our customers and supporting as large a number of platforms and substrates as we can. And that's the notion that we are continuing, here, forward with. So to talk about GSIs a bit more, obviously, when you say one platform, any app, any cloud, any cloud includes on-prem, it includes hyperscalers, it includes the regional service providers, as well. So as an example, TCS is a really great partner of ours. We have a long history of working together with TCS, in global 2000 accounts across many different industries, retail, financial services, energy, and we are really focused, for example, with them, on expanding our joint business around mission critical applications deployment in our customer accounts, and specifically our databases with Nutanix Era, for example. Another great partner for us is HCL. In fact, HCL's solution SKALE DB, we showcased at .NEXT just yesterday. And SKALE DB is a fully managed database service that HCL offers which includes a Nutanix platform, including Nutanix Era, which is our database service, along with HCL services, as well as the hardware/software that customers need to actually run their business applications on it. And then, moving on to service providers, you know, we have great partnerships like with Cyxtera, who, in fact, was the service provider partner of the year. That's the award they just got. And many other service providers, including working with, you know, all of the edge cloud, Equinix. So, I can go on. We have a long list of partnerships, but what I want to say is that these are very important partnerships to us. All the way from, as Tarkan said, OEMs, hyperscalers, ISVs, you know, like Red Hat, Citrix, and, of course, our service provider, GSI partnerships. And then, last but not least, I think, Tarkan, I'd love for you to maybe comment on our channel partnerships as well, right? That's a very important part of our ecosystem. >> No, absolutely. You're absolutely right. Monica. As you suggested, our GSI program is one of the best programs in the industry in number of GSIs we support, new SP program, enterprise solution providers, service provider program, covering telcos and regional service providers, like you suggested, OVH in France, NTT in Japan, Yotta group in India, Cyxtera in the US. We have over 50 new service providers signed up in the last few months since the announcement, but tying all these things, obviously, to our overall channel ecosystem with our distributors and resellers, which is moving very nicely. We have Christian Alvarez, who is running our channel programs globally. And one last piece, Dave, I think this was important point that Monica brought up. Again, give choice to our customers. It's not about cloud by itself. It's outcomes, but cloud is an enabler to get there, especially in a hybrid multicloud fashion. And last point I would add to this is help customers regardless of the stage they're in in their cloud migration. From rehosting to replatforming, repurchasing or refactoring, rearchitecting applications or retaining applications or retiring applications, they will have different needs. And what we're trying to do, with Monica's help, with the entire team: choice. Choice in stage, choice in maturity to migrate to cloud, and choice on platform. >> So I want to close. First of all, I want to give some of my impressions. So we've been watching Nutanix since the early days. I remember vividly standing around the conference call with my colleague at the time, Stu Miniman. The state-of-the-art was converged infrastructure, at the time, bolting together storage, networking, and compute, very hardware centric. And the founding team at Nutanix told us, "We're going to have a software-led version of that." And you popularized, you kind of created the hyperconverged infrastructure market. You created what we called at the time true private cloud, scaled up as a company, and now you're really going after that multicloud, hybrid cloud opportunity. Jerry Chen and Greylock, they just wrote a piece called Castles on the Cloud, and the whole concept was, and I say this all the time, the hyperscalers, last year, just spent a hundred billion dollars on CapEx. That's a gift to companies that can add value on top of that. And that's exactly the strategy that you're taking, so I like it. You've got to move fast, and you are. So, guys, thanks for coming on, but I want you to both-- maybe, Tarkan, you can start, and Monica, you can bring us home. Give us your wrap up, your summary, and any final thoughts. >> All right, look, I'm going to go back to where I started this. Again, I know I go back. This is like a broken record, but it's so important we hear from the customers. Again, cloud is not a destination. It's a business model. We are here to support those outcomes, regardless of platform, regardless of hypervisor, cloud type or app, making sure from legacy apps to cloud native apps, we are there for the customers regardless of their stage in their migration. >> Dave: Right, thank you. Monica? >> Yeah. And I, again, you know, just the whole conversation we've been having is around this but I'll remind everybody that why we started out. Our journey was to make infrastructure invisible. We are now very well poised to helping our customers, making the cloud complexity invisible. So our customers can focus on business outcomes and innovation. And, as you can see, coming out of .NEXT, we've been firing on all cylinders to deliver this differentiated, unified hybrid multicloud platform so our customers can really run any app, anywhere, on any cloud. And with the simplicity that we are known for because, you know, our customers love us. NPS 90 plus seven years in a row. But, again, the guiding principle is simplicity, portability, choice. And, really, our compass is our customers. So that's what we are focused on. >> Well, I love not having to get on planes every Sunday and coming back every Friday, but I do miss going to events like .NEXT, where I meet a lot of those customers. And I, again, we've been following you guys since the early days. I can attest to the customer delight. I've spent a lot of time with them, driven in taxis, hung out at parties, on buses. And so, guys, listen, good luck in the next chapter of Nutanix. We'll be there reporting and really appreciate your time. >> Thank you so much. >> Thank you so much, Dave. >> All right, and thank you for watching, everybody. This is Dave Vellante for theCUBE, and, as always, we'll see you next time. (light music)

>> Narrator: From around the globe, it's theCUBE with coverage of the Global .NEXT Digital Experience brought to you by Nutanix. >> Welcome back, I'm Stu Miniman and this is theCUBE's coverage of the Nutanix .NEXT Digital Experience. We've got two of the c-suite here to really dig into some of the strategy and partnerships talked at their annual user conference. Happy to welcome back to the program two of our CUBE alumni first of all, we have Tarkan Maner. He is the Chief Customer Officer at Nutanix and joining us also Rajiv Mirani, he is the Chief Technology Officer, CTO. Rajiv, Tarkan, great to see you both. Thanks so much for joining us on theCUBE. >> Great to be back. >> Good to see you. >> All right. So Tarkan talk about a number of announcements. You had some big partner executives up on stage. As I just talked with Monica about, Scott Guthrie wearing the signature red polo, you had Kirk Skaugen from Lenovo of course, a real growing partnership with Nutanix, a bunch of others and even my understanding the partner program for how you go to market has gone through a lot. So a whole lot of stuff to go into, partnerships, don't need to tackle it all here upfront, but give us some of the highlights from your standpoint. >> I'll tell this to my dear friend Rajiv and I've been really busy, last few months and last 12 months have been super, super busy for us. And as you know, the latest announcements we made the new $750 million investment from Bain capital, amazing if by 20 results, Q4, big results. And obviously in the last few months big announcements with AWS as part of our hybrid multicloud vision and obviously Rajiv and I, we're making sale announcements, product announcements, partner announcements at .NEXT. So at a high level, I know Rajiv is going to cover this a little bit more in detail, but we covered everything under these three premises. Run better, run faster and run anywhere. Without stealing the thunder from Rajiv, but I just want to give you at a high level a little bit. What excites us a lot is obviously the customer partner intimacy and all this new IP innovation and announcement also very strong, very tight operational results and operational execution makes the company really special as a independent software vendor in this multicloud era. Obviously, we are the only true independent software vendor to do not run a business in a sense with fast growth. Timed to that announcement chain we make this big announcement with Azure partnership, our Nutanix portfolio under the Nutanix cluster ran now available as Bare-Metal Service on Azure after AWS. The partnership is new with Azure. We just announced the first angle of it. Limited access customers are taking it to look at the service. We're going to have a public preview in a few months, and more to come. And obviously we're not going to stop there. We have tons of work going on with other cloud providers, as well. Tying that, obviously, big focus with our Citrix partnership globally around our end user computing business as Rajiv will outline further, our portfolio on top of our digital infrastructure, tying the data center services, DevOps services, and you user computing services, Citrix partnership becomes a big one, and obviously you're tying the Lenovo and HP partnership to these things as the core platforms to run that business. It's creating tons of opportunity and I'll cover a little bit more further in a bit more detail, but one other partnership we are also focusing on, our Google partnership and on desktop as a service. So these are all coming to get around data center, DevOps, and user competent services on top of that amazing infrastructure Rajiv and team built over the past 10 years. I see Rajiv as one of our co-founders and one side with the right another. So the business is obviously booming in multiple fronts. This, if by 2020 was a great starting point with all this investment, that bank capital $750 million, big execution, ACD transition, software transition. And obviously these cloud partnerships are going to make big differences moving forward. >> Yeah, so Rajiv, want to build off what Tarkan was just saying there, that really coming together, when I heard the strategy run better, run faster, run anywhere, it really pulled together some of the threads I've been watching at Nutanix the last couple of years. There's been some SaaS solutions where it was like, wait, I don't understand how that ties back to really the core of what Nutanix does. And of course, Nutanix is more than just an HCI company, it's software and that simplicity and the experience as your team has always said, trying to make things invisible, but help if you would kind of lay out, there's a lot of announcements, but architecturally, there were some significant changes from the core, as well as, if I'm reading it right, it feels like the portfolio has a little bit more cohesion than I was seeing a year or so ago. >> Yeah, actually the theme around all these announcements is the same really, it's this ability to run any application, whether it's the most demanding traditional applications, the SAP HANA, the Epics and so on, but also the more modern cloud native application, any kind of application, we want the best platform. We want a platform that's simple, seamless, and secure, but we want to be able to run every application, we want to run it with great performance. So if you look at the announcements that are being made around strengthening the core with the Block Store, adding things like virtual networking, as well as announcements we made around building Karbon platform services, essentially making it easier for developers to build applications in a new cloud native way, but still have the choice of running them on premises or in the cloud. We believe we have the best platform for all of that. And then of course you want to give customers the optionality to run these applications anywhere they want, whether that's a private cloud, their own private data centers and service providers, or in the public cloud and the hyperscalers. So we give them that whole range of choices, and you can see that all the announcements fit into that one theme: any application, anywhere, that's basically it. >> Well, I'd like you to build just a little bit more on the application piece. The developer conversation is something we've been hearing from Nutanix the last couple of years. We've seen you in the cloud native space. Of course, Karbon is your Kubernetes offering. So the line I used a couple of years ago at .NEXT was modernize the platform, then you can modernize all of your applications on top of it, so where does Nutanix touch the developer? You know, how does that, building new apps, modernizing my apps tie into the Nutanix discussion? >> Yeah great question, Stu. So last year we introduced Karbon for the first time. And if you look at Karbon, the initial offering was really targeted at an IT audience, right? So it's basically the goal was to make Kubernetes management itself very easy for the IT professional. So essentially, whether you were creating a Nutanix, sorry, a Karbon cluster, or scaling it out or upgrading Kubernetes itself. We wanted to make that part of the life cycle very, very simple for IT. For the developer we offered the Vanilla Kubernetes system. And this was something that developers asked us for again and again, don't go around mucking around with Kubernetes itself, we want Vanilla Kubernetes, we want to use our Kube Cuddle or the tools that we're used to. So don't go fork off and build the economic Kubernetes distribution. That's the last thing we want. So we had a good platform already, but then we wanted to take the next step because very few applications today are self contained in the sense that they run entirely within themselves without dependence on external services, especially when you're building in the cloud, you have access, suppose you're building an Amazon, you have access to RDS to manage your databases. Don't have to manage it yourself. Your object stores, data pipelines, all kinds of platform services available, which really can accelerate development of your own applications, right? So we took the stand said, look, this is good. This is important. We want to give developers the same kind of services, but we want to make it much more democratic in the sense that we want them to be able to run these applications anywhere, not just on AWS or not just on GCP. And that's really the genesis of Kubernetes platform services. We've taken the most common services people use in the cloud and made them available to run anywhere. Public cloud, private cloud, anywhere. So we think it's very exciting. >> Tarkan, we had, you and I had a discussion with one of your partners on how this hybrid cloud scenario is playing out at HP discover, of course, with the GreenLake solution. I'm curious from your standpoint, all the things that Rajiv was just talking about, that's a real change, if you think about kind of the traditional infrastructure people they're needing to move up the stack. You've got partnerships with the hyperscalers. So help explain a little bit the ripple effect as Nutanix helps customers simplify and modernize, how your partners and your channel can still participate. >> So perfect, look, as you heard from Rajiv, this is like all coming super nicely together. As Rajiv outlined, with the data center, operations and services, DevOps services, to enable that faster time to market capable, that Kubernetes offering and user services, our desktop services on top of that classical industry-leading, record-breaking digital infrastructure. That hybrid cloud infrastructure we call today. You play this game with devoting a little bit, as you remember, we used to call hyper-converged infrastructure. Now we call it of the hybrid cloud infrastructure, in a sense. All those pieces coming together nicely end-to-end, unlike any other vendor, and from a software only perspective, we're not owned by a hardware company which is making a huge difference. Gives us tremendous level of flexibility, democratization, and freedom of choice. Cloud to us is basically is not a destination. It's an operating model. You heard me say this before, as Rajiv also said. So in our strategy, when you look at it, Stu, we have a three pronged approach on top of our on-prem, marketplace on-prem capable. There's been 17,000+ customers, 7,000+ channel and strategic partners. Also as part of this big announcement, this new partner program we called Elevate, on the Elevate brand, bringing all the channel partners, ISEs, platform partners, hyperscalers, Telco XPSs, and our global market partners all in one bucket where we manage them, simply the incentives. It's a very simple way to execute that opposite Chris Kaddaras, our Chief Revenue Officer, as well as Christian Alvarez, our Chief Partner Officer sort of speaking on global goal, the channels, working together tightly with our organization on the product front to deliver this. So one key point I want to share with you, tying to what Rajiv said earlier on the multicloud area, obviously we realize customers are looking for freedom of choice. So we have our own cloud, Nutanix cloud, under the XI brand. X-I, XI brand, which is basically our own logistics, our own basically, serviceability, payment capability and our software, running off our portal partnerships like Equinix delivering that software as a service. We started with disaster recovery as a service, very fast growing business. Now we announced our GreenLake partnership with HPE in the backend that data center as a service might be actually HP GreenLake if the customer wants it. So that partnership creates huge opportunities for us. Obviously, on top of that, we have these Telco XSP partnerships. As we're announcing partnerships with some amazing source providers like OBH. You heard today from college Sudani in society general, they are not only using AWS and Azure and Nutanix on-prem and Nutanix clusters on Azure and AWS for their internal departments, but they also use a local service provider in France for data gravity and data security reasons. A French company dealing with French business and data centers, with that kind of data governance requirements within the country, within the borders of France. So in that context we are also the service provider partnerships coming in. We're going to announce a partnership with OVHS vault, which is a big deal for us. And tying to this, as Rajiv talked about, our clusters portfolio, our portfolio basically running on-prem on AWS and Azure. And we're not going to stop there obviously. So give choice to the customers. So as Rajiv said, basically, Nutanix can run anywhere. On top of that we announced just today with Capgemini, a new dev test environment is a service. Where Rajiv's portfolio, end-to-end, data center, DevOps, and some of the UC capabilities for dev test reasons can run as a service on Capgemini cloud. We have similar partnerships with HCL, similar partnerships with (indistinct) and we're super excited for this .NEXT in FI21 because of those reasons. >> Rajiv, one of the real challenges we've had for a long time is, I want to be able to have that optionality. I want to be able to live in any environment. I don't want to be stuck in an environment, but I want to be able to take advantage of the innovation and the functionality that's there. Can you give us a little bit of insight? How do you make sure that Nutanix can live these environments like the new Azure partnership and it has the Nutanix experience, yet I can take advantage of, whether it be AI or some other capabilities that a Google, an Amazon or a Microsoft has. How do you balance that? You have to integrate with all of these partners yet, not lock out the features that they keep adding. >> Right, absolutely, that's a great point, Stu. And that's something we pride ourselves on, that we're not taking shortcuts. We're not trying to create our own bubble in these hyperscalers, where we run in an isolated environment and can't interact with the rest of the services they offer. And that's primarily why we have spent the time and the effort to integrate closely with their virtual networking, with the services that they provide and essentially offer the best of both worlds. We take the Nutanix stack, the entire software stack, everything we build from top to bottom, make it available. So the same experience is there with upgrades and prism, the same experience is available on-prem and in the cloud. But at the same time, as you said, we want people to have full speed access to cloud services. There's things the cloud is doing that will be very difficult for anybody to do. I mean, the kind of thing that, say Google does with AI, or Azure does with databases. It's remarkable what these guys are doing, and you want to take advantage of those services. So for us, it's very, very important, that access is not constrained in any way, but also that customers have the time to make this journey, right? If they want to move to cloud today, they can do that. And then they can refactor and redevelop their applications over time and start consuming these sales. So it's not an all or nothing proposition. It's not that you have to refactor it, rewrite before you can move forward. That's been extremely important for us and it's really topical right now, especially with this pandemic. I think one thing all of IT has realized is that you have to be agile. You have to be able to react to things and timeframes you never thought you needed to, right. So it's not just disaster recovery, but the amount of effort that's gone in the last few months in enabling a distributed workforce, who thought it would happen so quickly? But it's a kind of agility that, an optionality that we are giving to customers that really makes it possible. >> Yeah, absolutely. Right now, things are moving pretty fast. So let me let both of you have the final word. Give us a little bit viewpoint, as things are moving fast, what's on the plate? What should we be expecting to see from Nutanix and your ecosystem through the rest of 2020, Tarkan? >> So look, heard from us, Stu, I know you're talking to multiple folks and you had this discussions with us, end-to-end, and look for the company to be successful, customer partner intimacy, IP innovation, and execution, and operational excellence. Obviously, all three things need to come together. So in a sense, Stu, we just need to keep moving. I give this analogy a lot, as Benjamin Franklin says, the human beings are divided in three categories, you know? The first one is those who are immovable. They never move. Second category, those who, you know, are movable, you can move them if you try hard. And obviously third category, those who just move. Not only themselves, but they move others, like in a sense, in a nice way to refer to Benjamin Franklin, with one of our key founders in the US, in a sense as the founders of this company, with folks like Rajiv and other executives, and some of the newcomers, we a culture, which just keeps moving and the last 12 months, you've seen some of these. And obviously going back to the announcement day, AWS, now Azure, the Capgemini announcement then test as a service around some of the portfolio that Rajiv talked about or a Google partnership on desktop as a service, deep focus on Citrix globally with Azure, Google, and ourselves on-prem, off-prem. And obviously some of the big moves were making with some of the customers, it's going to continue. This is just the beginning. I mean, literally Rajiv and I are doing these .NEXT conferences, announcements, and so on. We're actually doing calls right now to basically execute for the next 12 months. We're planning the next 12 months' execution. So we're super excited now with this new Bain Capital investment, and also the partnership, the product, we're ready to rock and roll. So look forward to seeing you soon, Stu, and we're going to have more news to cover with you. >> Yeah, exactly right, Tarkan. I think as Tarkan said we are at the beginning of a journey right now. I think the way hybrid cloud is now becoming seamless opens up so many possibilities for customers, things that were never possible before. Most people when they talk hybrid cloud, they're talking about fairly separate environments, some applications running in the public cloud, some running on premises. Applications that are themselves hybrid that run across, or that can burst from one to the other, or can move around with both app and data mobility. I think the possibilities are huge. And it's going to be many years before we see the full potential of this platform. >> Well Rajiv and Tarkan, thank you so much for sharing all of the updates, congratulations on the progress, and absolutely look forward to catching up in the near future and watching the journey. >> Thanks, Stu. >> Thank you, Stu. >> And stay with us for more coverage here from the Nutanix .NEXT digital experience. I'm Stu Miniman, and as always, thank you for watching theCUBE. (bright music)