>> from Austin, Texas. It's Theo Cube, covering your storage. Accelerate 2019. Brought to you by pure storage. >> Howdy, y'all Welcome back to the cubes. Coverage of Day one of pure accelerate 19 from Austin, Texas. I'm Lisa Martin. My co host is Day Volonte. We got a couple of gentlemen here chatting with us. Next, we've got one of our alumni. Mike Bundy's back head of Cisco Worldwide alliances for appear. Mike. Welcome back. >> Thank you. >> Sporting the very dapper >> It's not ours today, but it's enough. >> I like it. Very subtle on we've got Andrew Tenant joining us for the first time Senior manager Worldwide sales at Cisco Andrew, Welcome to the Cube. >> Thanks for having us. >> So we know we've had lots of conversations with Cisco and Cure Isis. Go live. Just a few months ago, Mike was on with this bright orange blazer. You guys have been partners for about four years now, Mike, let's start with you and talk about the evolution of that partnership from Bogota Market. A field A sales perspective, right? Overall partnership. How are things going? >> Well, things were great from a mo mentum perspective. We're we're on track to eclipse You know, I'm not supposed talk about a lot of numbers, but in the next year we will eclipse together a billion dollar run rate >> with partnership, which is tremendous milestone >> in a 4 to 5 year regulations. So things were, well, you know, it started from the field and what customers were requiring. And now, in the last, um, year, we've we've added about six new CDs were up to 22 we have three in the queue between now and the calendar year. So in terms of the growth, the product development and momentum, it's it's tremendous. And what we'll talk about today will be kind of one of the next generations and errors that that will hit on regarding this. >> And you guys were also we had a conversation a little bit ago with with Nathan Hall. Really, this partnership with Cisco and Pure is now getting started in the field, as you were talking about, but it's all the way down into the engineering level in terms of being very pervasive throughout. You guys have really achieve that. Yes, >> Yeah, top to bottom, right From From that field, engagement began. It was watching our customers embrace purest innovation. Right? And everywhere you turned pure was showing up, and it was it was really the field. Say, Hey, we got to get on board with this. And Tim Shanahan, who's part of our correctional organization on the descent aside, said, Hey, this is a big deal. We need to get in front of this thing. So that's really you. Mention where it started. And now we're doing everything from integrating products, right, integrating management tools to try to bring that together for our customers. And it's It's an awesome partnership. >> Absolutely. So where's the product focus. Where do we start? >> Yes, so you joked, right? Fibre channel. I think I remember Fibre Channel from many years ago. It Cisco, and then you look back and suddenly it's not dead, right? The truth is, five channels the best protocol for mission critical storage traffic that's ever been built. It's probably best critical out there for that. It's not sexy, though, right, so we can't took our eye off the ball at Cisco. But as we now develop these next generation storage technologies, there's never been a more important time to bring that switching fabric into play right It's absolutely critical that we have the right tools to accomplish what our customers trying to deliver from applications standpoint. So the agility, the visibility, just the overall performance is more important today. That was back in sort of that the heyday of fibre channel, if you will. Right? So the partnership that we're working on right now is making sure that we're we're maximizing the outcome of these investments. Custer's making with all of yours storage offerings, leveraging a sand infrastructure that's compatible with it and really gonna make it sing. >> And you're right and you go back 10 plus years and it was a vice scuzzy was coming in, but had some f f C bigots is that I will never hang on to win the NFC. Oh, we now you got N v m e over fabric. We'll talk about that. But so from pure perspective, you have always had to pay attention to that segment of the market. Guys went hard after the high end. Of'em sees business, which was heavy fiber channel, absolutely early days. >> Yeah, I mean four out of five of our razor attached fibre channel to a customer's environment. It is core to what we do. And we're excited about the resell opportunity that we just started with pure because, you know, Andrew and I joke last week, but we put pen to paper in terms of we believe our our introduction of this is a re silk and help them grow their sand business by 35 40%. And that's the kind of disruption that we're seeing with our A raise in the market. And we think because of how we're evolving customers to modernize those networks, that we can drag the Sisko Fibre Channel business right along with it. >> This is a sorry Mike. This is a re sell pure reselling wth the MDS product line. How is you the pure Channel? Responding to this news? >> They love it because it's it's a new buying center, you know that they're getting to talk to Ah, and it helps us, you know, establish Maur, you know, understanding the customers, whole business, not just from a storage perspective. So >> So how was envy? Emmy changing landscape? What do you guys seeing there? I mean, you guys, I think the first another first Charlie didn't mention it today on stage, So money first. It's hard to keep track of. But how is that affecting? You know what's going on in the field? >> Yeah. So I mean, again, it's the timing of this generational shift to next. Gen. Sarge, envy me being probably the most critical of that. If we look at what happened with all flash A raise, for example, all of those ended up on critical mission critical workloads and all ended up on fibre Channel 80. 85% of those end up on that legacy technology because it was so capable of getting the job done. Envy me is gonna take us another leap forward so customers will be challenged toe have something that lives both in the what they have today and bridges them to that future proof state. Right? So it's absolutely critical that you have tools that are gonna let you adopt envy me as it makes sense on carry it operationally alongside the same modality that you had for those workloads in the past, right? That's the key. Is that the folks we're gonna own this stuff going forward to the ones who own it now, right? Just with maybe older technology >> and the business impact is what you could do more with less performance, lower costs, more >> last performance, visibility right so you can help. Troubleshoot way had a situation not that long ago where a customer had Honore, not it was a competitive ray, right? It was getting hammered and it was locking up. And when they looked at the the forensics coming off, the rate said they had 4000 I ops off of that array. A very nominal amount. It should have been the problem. It shifted the focus elsewhere. Well, using some of the telemetry built into the MPs platform, it was obvious that there were 25,000 I ops hitting that array because VM, where was doing a lot of command control traffic to the array. So having that visibility at the's scales and speeds, if you don't know what you're doing, you can't see what's going on. You could be flying blind and struggling and everybody loses there. So >> you know we're excited about this because we don't want to bring our rays into an environment that's not suited for high end performance and reliability, cause that's what we've kind of made our brand on when it comes to customer networks, especially with the X 60 and nineties that we launched the year ago. They're all envy me ready. So we want to make sure that, as we did, ploy that that the entire infrastructure's ready and Cisco, in my opinion, has the best. Every product is 64 gig capable. It's envy me today. And so we're ready, you know, envy me, you know, in the end, if you will. So when when the host are ready to take advantage of this full network and full storage system, we're ready. Um, an Andrew also mentioned analytics. So, you know, >> we we >> extract ourselves on the analytics capabilities of our system as it works today with after one and so that allows us to, you know, very quickly using machine learning solve most of our customers problems. In fact, we open about 85% of our own customers tak cases for them because we predict when things were going to get rough and bumpy. So as we extend and bridge that together with what Cisco has and their Sandwich Analytics capability, it's gonna make the experience way different than it would be on a competitive sand fabric and a competitive storage array, whether it's flash or not. So that's that's what we're doing together, which makes fiber Channel better and more unique than it has been in the past. >> In terms of adoption. You mentioned when the host guys already, What's the blocker? There's just silicon. Is it just, >> you know, you could You could take Cisco's example. You know, they're they're looking at the new memory technology. And how do they apply that to the interface adapter? And how do you handle that situation? So, you know, as they evolve their next platform, it will be pervasive in that. And I'm sure that the other you know, host providers are gonna be doing >> standards standards. Low hanging fruit was envy me over converge Ethernet, right, because that was kind of the first place to start. But reality is weaken were the only vendor who can provide both of those in the Cisco side. Right. So we have the same tooling on the same, actually administrative tooling on on either. Right. So that's ah, terrific. >> And it's not just the infrastructure from the hostess, the operating system as well. So you know Lennox can take advantage of it in a different way. So, you know, we're seeing most of our deployments today, our fibre channel over Ethernet, because the the customer base that air deploying that are purely a Linux based environment. So they're able to do that. So, as you know, not all of our enterprising and commercial customers run that environment. So it's It's a little bit of the technology. It's a little bit of the Intel cycle. It's a little bit of the operating system, but the point is, we're ready. And there's a long, long road map. You know, for customers if we go this route, >> when should customers start thinking about this terms >> immediately? Right? Ultimately, it's not a question of if it's a question of when, but if they're, if they're getting things ready now, if you're making investment today, you can make an investment today that accommodates what you're doing today. Like back in the day. If we were selling a storage platform, the sandwich is sort of this necessary thing behind the scenes. That wasn't necessarily you could actually let it sit there for a couple of generations of the storage it was supporting. That's no longer going to be the case right, because, quite simply, the evolution on the storage front. And it's so much faster that you need to make sure the thing you're plugging it into. That's a simple question for any customer there. What'd you plugging this into right? Because at the end of the day, if it's just that that old san you have sitting around it may or may not be capable. Regardless of Endor, right, it's it's gonna actually diminished value you get in the time value of that investment you've made in this incredible platform. >> So where are you having these customer conversations that we talk about the joint go to market in the field? You know, it's It's not just about fibre channel and speed and storage, these air business critical work loads that are being protected and run and access to be able to extract all these insights. When you're talking with customers, where are you? You're not at the storage. I've been level. I imagine this is a much more business intensive conversation. It's a >> great question. Go ahead. >> So I think you know people that are driving the cloud platform strategy for the infrastructure. They obviously need to understand how. How does this work in a hybrid cloud or multi cloud environment? Then you've got, you know, the people that are developing the mission Mission critical business APS. Whether that's you know, Oracle s a p et cetera, et cetera. But it's also the non traditional business APS that are coming to play things that leverage stores that are file or object oriented, or kubernetes or things like that. It's so you're having discussions with the teams that are deploying the apse for the business and that will drive and dictate the requirements. Is that you know, we're trying to help the infrastructure on the cloud infrastructure teams adapt to >> multi cloud piece gets interesting here, right? Because us now talk about building massively scalable distributed systems, and you're not gonna be able to You don't want to necessarily ship all your data around, but you want to ship the metadata and be smart enough to know where the data is so you can go ship to compute right to the data, right? And I >> think that that's another interesting thing. And a positive aspect of leveraging some things we've already done with Cisco is you know they have the concept of a C I anywhere. No, you know, just like we're doing with Cloud Block store of extending that storage capability into the cloud. Cisco has done the same with a C I. So it's not just it's not sure, making sure the workload in the data payload our mobile, but also the application. And that's, you know, yes, that that may not be the case today for Fibre Channel, but the technology is there if the customer demands it. So that's 60% of Cisco's revenue in the data center comes from his networking core. That's what we're more excited about. The next generation's partnership is we feel like we've done a good job and built momentum with the computer part of their business, and I think as we evolve into this part of the business, it's gonna It's gonna be better for customers. In the end, >> it's either today, customers gonna spend more time operating this than anything, right, and really, that's all about visibility. Meantime, the resolution just how quickly they can make sure that those this thing's running and and as proactively get in front of congestion and issues at a time if they can. So it's Ah, it's a complimentary hardware software problem solved. You have to be able to do things at extremely high rates of speed with visibility I've never seen before. So analytics built into a six incredibly important stuff to get that streaming right out of the chip so you could tell what's going on at any level of the stack. Where is Like I said today, we've seen many cases now where their challenges in the network and in the sand and on the array and everyone's blind to it because our >> engineers love it because the monitoring and the scoping capability that were required, a lot of sand fabrics to deploy would require extra tools. Extra tap kits Cisco has at built in the A six so literally. It's just enable that with software. And you can do all the diagnostics you ever wanted to do at the at the wire and the fiber level, >> as opposed to a discreet probe. Exactly a disruptive drives the >> costs way out. The complexity reduces risk troubleshooting floor space, you know, the whole you know >> that's big time >> based. So today there's an issue. Last night Hey, Mike, what happened last night? I know. Let me know. That happens again. That's pretty much the ticket Close, right? We could actually go back in time now kind of a DVR and actually see now for the first time in a sand fabric what's actually happening and go back and reconstruct it to figure out how we proactively prevent it going on from the next time. So >> so, Mike, Last question. We're out of time. But last question for you. Everybody says future proof. Pardon? Everybody says future proved how are is pure delivering that with Cisco. What is it gonna mean to that business leader that I have an infrastructure in place that will truly be the food? Your proof? >> Good question. So you know, it's evergreen is the term that pure uses for you know what we do. So you never buy the same storage twice, right? And if you look at the platform that Cisco has for MDS, it is clearly capable to 400 gig capability. And today most networks are purchased for 30 to get capable with 16 gig optics, so they have 32 64. There's a long way to go here so the platform and their innovation will continue this to be, you know, a future proof network that marries up with our evergreen story. So we were excited We wouldn't get in this relationship if we felt that it was not gonna provide the same level of benefits and standard that we have for our own customers. So >> correct. Mike Andrew. Thank you for joining David me on the Q. But way. Look forward to hearing what happens in your five of the pure Cisco relationship. I know. We'll probably stay tuned. I know we'll see you again. Thank you for your time. Thanks for David. Dante. I Lisa Martin. You're watching the cue from pure accelerate 19.

(music) >> Live from Barcelona, Spain, it's theCube. Covering Cisco Live Europe. Brought to you by Cisco and it's eco system partners. >> Welcome back everyone. Live here in Barcelona. It's theCubes coverage day two of three days of coverage. I'm John Furrier With Stu Miniman and Dave Vellante. Dave in this segment. Our next guest is Gordon Thompson, Vice President, Global Enterprise Network from Cisco Worldwide. Run a lot of countries here in Cisco. Knows the territory. Knows the lay of the land in Europe, Middle East, Africa and Russia. Now global. Welcome to the Cube. >> Thank you very much. Glad to be with you. >> You're on stage in the keynote. You say we're here in Barcelona. Lot of action in Europe. Europe's different than North America, but you start to see them leading the trends on how to handle these complex environments like highly regulated compliance. GDPR, we've been hearing about that. Security, cyber security. So a lot of trends in Europe are actually leading in some areas. That's impacting the network. Your thoughts on this show so far. How's it going? >> Yeah. I think, there's a fundamental phenomenal opportunity for our customer base and for Cisco at the moment in terms of where technology is going. It's mostly being driven by software innovation in the business. For many, many years we built world class hardware and a software operating system that did one thing. It provided connectivity. But it did one thing. Reliable, secure, performance based connectivity but it did one thing. The opportunity now, going back to your question is we're developing software that doesn't do one thing. It's software that does multiple different things. On top of that hardware that therefore helps solve some of the challenges around compliance and all of these sorts of things, but at the same time start to provide much deeper insight and analytics into what's going on in your environment and that then starts to let you say, hey, there's information here in the network that I've never been exposed to before, that I'm now exposed to and I can start to do something meaningful with that data. That's the opportunity, I think, for our customers is how they monetize that. How they use that information. Providing that information on a real time basis is going to be the critical thing. We see lots, it's a very competitive environment Amir, we see lots of business in Amir looking to see how they can use technology to drive differentiation for them in the market and they're beginning to realize that data is the key to being able to do that and they're now seeing how much data they've got on their network that if they can get exposure to they can start to use in a meaningful way. Really exciting. It's very innovative here. We're seeing customers starting to realize how important the network is. >> In your keynote, you made a bunch of people uncomfortable saying you have to change. >> Yeah. >> And then admitted I don't like it when people tell me I have to change, but you need to change. What do they have to change? >> They have to think about truly how they're architecting and designing their networks. As I said earlier, on Ciscos an organization's been phenomenally successful but we've really done one thing in 30 years, provide reliable, secure, connectivity. And over the last four years our innovation strategy has changed to say we're not just going to deliver connectivity, we're going to look at how we can deliver automation on top of the network. We're going to look at how we deliver security embedded in the network. We're going to look at how we take real time analytical insights off of the network. When you think differently about how you use a network you'll then start to think differently about the value the network can bring. I was making that comment 'cause I was wanting customers to think about the network no longer just being something that's going to deliver connectivity. It's something that will absolutely drive business transformation for them if they approach it with that thought process in mind. It was really a challenge to get people to think slightly differently. >> Yeah. Wake up a little bit and say, okay, what's going on here? And I want to get your thoughts on the trend because the tail winds, I think that Cisco's feeling right now is, in every major inflection point there's always complexity and abstraction layers of software always take away the complexities. Software check, big time trend. But cloud scale and horizontal scale now with the Enterprise, HyperFlex out to the edge, ACI Anywhere, so you start to see Cisco as one large scalable network with complexities that's being managed by software across domains. This seems to be a beautiful formula for what customers want which is secure networks. Do you see it that way? Is that a major wave you're riding? Is that what customers are saying? Because I think you're getting at something that's important which is I'm moving packets around, moving data around but I got to put my solution out in front of customers. The applications. How they access and engage. These are big picture items, but what's your thoughts on this? >> Okay. It's interesting, right. 'cause what we've created is, so we've created this software overlay network in various different areas. We've created a fabric. In the data center we've created an ACI fabric. In the Branch and the Campus we've created what we call software defined access fabric. And in the ONE we've created this software defined ONE fabric with our WHIPTAIL acquisition. Also with Meraki. The interesting thing is people have created these software fabrics to drive southbound automation onto the network to save money. To move more quickly. What we are saying to our customers is actually the value isn't just about driving southbound automation onto each of these fabrics, it's about how you take information from each of these fabrics, connect that information together holistically and then start to provide more value around behavioral analytics. To secure your environment more. Et cetera, et cetera. You're going to see individual fabrics, but then what Dave Goeckeler was talking about was how he connects these fabrics or domains together. Connecting them together is going to help us secure the environment even more effectively. It's also going to help us analyze what's going on more effectively as well. This is really the sweet spot, I think, for us to work more closely with our customers. >> Talk about security because I think this is a great point. I think if you guys can, well you have the fabrics now, product portfolio has broadened. It's filled in, but security still is hot. It's still number one. You guys are embedding that foundational into the network and lifting the data up to create insight. What are some of the actionable things that you're seeing enabled from, one the fabrics coming together and talk about the dynamic of security specifically because if you don't fix the security paradigm at the network level, it's a house of cards. Everything crashes. That's my opinion. Your thoughts. Do you agree with that? >> I hope that nothing crashes at entity, but the key thing, I think is, we like to say we put security in the network, whereas we looked at all of the other networking vendors applying security on top of the network. >> What's the difference? Explain the difference. >> In our own, one word each with two letters in them but a massive difference in terms of what they do. Ultimately the network can provide us with loads of contextual information around what's happening in the environment. It's about how you use that information in a real time basis to help make better security decisions. It's really taking the value of networking devices and passing that information from a network switch or a wireless controller to a security policy control capability is really where we start to see value come together. And it sees things that are important to us. For example, I met with a sales leader recently in a very large pharmaceutical company in Europe, and their problem was their salespeople were handing in their resignation but they were doing it the day after they'd taken all the intellectual property out of the company. They had gone and taken all of the customer data base. They'd put it on a stick. They put it in their pocket. And they went away. It happens every day. The challenge is the network should be able to see a behavioral change. If that was you or me we normally perform the same activities on the network every day. We don't really change what we do, but the minute we start to go to old servers to download information that we haven't downloaded in years, you know, that's a behavioral change. And the network should be able to identify that, pass that information to the network administrator and deal with it so we can stop that sort of data leakage from our organization. These are the sorts of things that I think are exciting. >> And Cisco's unique because of the scope of your portfolio or the technology? >> Well, a bit of both. Cisco's unique because of the scope of the technology, but it's also about the amount of information we take off the network. You know, people talked about in this software overlay world the network becoming, hardware becoming commoditized. Oh, Cisco, your hardwire is going to be commoditized. We'll move to white box. The reality is it's the power of our hardware, our ASIC Design that allows us to pull all of this information off the network. People are beginning to realize how important data is now. And now they're beginning to see actually hardware's really important. Although it's the software that does all the sexy stuff, hardware's really important. We're beginning to see customers recognize two things, the breadth of the portfolio, as we mentioned earlier on, but also the power of the hardware to allow the software to do everything it does. >> Gordon, I know you got to go. Thanks for coming on. One final question while you're here 'cause I know you have a unique perspective. Want to get it real quick. Quick soundbite here. Global is now a big part of everyone's plan. Global economy. You have good experience globally with Cisco and also here in Amir, how should companies think about global networking? What's your insight into how people should start thinking about global architectures, global clouds, global networks? Your thoughts. >> I think every organization is looking to build out these capabilities. There's absolutely no doubt they are, but I think the way to approach it nowadays with all of the software capabilities we have, is to build bit by bit, right? To build your networks in different islands and then look to how you join those islands together. I think, ultimately, that's how most organizations are looking to move forward. From our point of view, I think, we'll look to connect those islands or fabrics together with the power of data. Ultimately, I think, we've always said data is the new oil, but I think, truly in the networking industry now, data is the new oil and it's truly how organizations will differentiate themselves in the future. >> Gordon, thank you for spending the time on the Cube. I know you got to hard stop. Appreciate it. >> No problem. >> Thank you for your precious time. It's the Cube live coverage from Barcelona. I'm John Furrier with Dave Elante. More live coverage. Stay with us after this short break. (techno music)