>> Announcer: 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 .Next Copenhagen Nutanix. I'm your host Rebecca Knight, co-hosting alongside of Stu Miniman. We're joined by Craig Routledge, he is the vice president HPE GreenLake Sales. Thank you so much for coming on theCUBE. >> Yeah, good afternoon. >> So why don't you start by telling our viewers a little bit about HPE and GreenLake. >> So HPE is the part of the old HP empire that's focused specifically on the hybrid computing world. So in the data sensors, the hybrid cloud world, and the edge and we're providing technology and services to our customers and our channel partners. And will continue to do so. And the announcement that we've made this week here in Copenhagen, is the announcement of GreenLake for Nutanix. >> So I'm not sure how much of our audience is very familiar with it. I've got plenty of experience with the various HP cloud initiatives over the years. But this is you know, at it's core, as a service as my understanding and help us understand where that fits in a customers over all kind of cloud portfolio. >> Yeah if you kind of take it back to the go back to real basics, actually almost before cloud. The customers access HP technology and infrastructures through capital purchase, through leasing, and some cases through subscription models, as the industry calls them. And then GreenLake was born about nine years ago in fact to help customers match cost to revenue. So it's a pay-per-use model. And that's where it was originally born. Before really the cloud was almost it was kind of around but not really in any scale. And then over the years, we've adapted GreenLake to be the private cloud solution for many direct customers then for channel customers, for service providers and partners. And now we've added the Nutanix partnership as well which, we've been announced as being ready for sale today onstage. Which is great timing by my engineering team I'm pleased to say. They were up late last night finishing it off. So its gradually evolving but were not just doing the private world, we're increasingly working in an environment where the equipment is installed in a colo. But it's still dedicated to that customer. Its not a shared service. And we're also increasingly, through out analytics portal, connecting to the public cloud world. So we've announced we have significant partnerships with the public cloud providers. And we can meter and monitor the customers usage in that solution. So we can provide a single tool set that gives them the private cloud usage and who's using it, and connect them to the public cloud world so they can get the same functionality in the pubic cloud. So they can see how much our marketing department are spending on computing storage, and networking and virtualization et cetera. >> It's a very different way for customers to think about it and many ways it should become more natural. If I got it right, I heard you say, its by the VM, or the container or by a certain flash increment. Maybe explain that a little bit? And you know, when and where would a customer say, "Oh well I need an increment of something that underneath "has Nutanix." >> Ah well it's interesting, you make in interesting point there actually. It is about customers buying work clothes, its the same way you buy a film on Netflix, or you buy a series or you might choose to buy episodes two, three, five, ten and 12 but not the whole book effectively. Not the whole library. And you buy that by the units of measure. So in Netflix, its a video or something. In the GreenLake world, its by virtual machine, at the VRAM level effectively. It could be by container, so it's the actual kubernetes container level. It can be at the gigabyte of high performing storage level. So we've disconnected the linkage between infrastructures. So the customer doesn't choose that infrastructure. The customer gives us a workload, and then we specify how that workload is designed. We have some recommended architectures. We're just about to launch the second dissertation of our quoting tools, so that a customer can get a quote on their smartphone, or our sales people in the pilot stages will be able to produce a quote on the phone. Now when that moves into operation, its our service team that are monitoring the customers usage 24 by seven. We own the metering and the management technologies. So we can snapshot the customers usage in their infrastructure environment, as often as we need to. So on Black Friday, you can guarantee we snapshot every retail customer in our portfolio at least every 30 minutes. And if there's a financial services crisis, as various presidents pick a fight with a global trade war. Share prices bounce up and down >> Not naming names. >> And dollars go in different directions and the RMB goes you need to meter the usage very rapidly, very accurately, and very often. And that's what our metering technology does. Now the service part of this, is not only do we kind of make sure that's all running 24 by seven, part of our service is to do the capacity management for the customers. So we take that responsibility off them. And if we think that the portal is telling us and the intelligence built into the portal, and into the experienced service managers saying, "You need an upgrade, we need to upgrade this piece." Then we can produce a change control note, one or two days, sign it, and then we can get some more infrastructure capacity rolled in of the chosen architecture for that customer. >> Just describing what you were saying about the retailers on Black Friday, and then watching the currency fluctuate based on whatever our world leaders are tweeting about. How has this in your mind changed the way the business world works today? Just the fact that we can see all this information this real time data. >> Its changed the speed and I think it it's the change of speed at which companies like ourselves have got to operate. And I think it's changed the speed at which the IT teams inside the end customers got to operate. And they get, I think they probably got the harder job than we have. An IT manager in an organization these days, not only has to watch those macro factors, the dollar going up and down, Britain finally sorts out its position on Brexit, we won't go into that one. And the IT team have got to look at that and see the impact on the business. But they also got to cope with the very rapidly changing environment. And a whole user base, I mean I don't know if any of you I presume you had to download the app on your smart phones. You press it, and if it doesn't download in three seconds, you're going, "Is something wrong here?" and that level of expectation in terms of the delivery of new application requests, is inherent in the user base now. Particularly the younger people are coming through in the wave of early stage employees and our customers. They expect instant gratification almost. They want a new app. They're a bit vague about how they want it to run, but they want it today. Now. And they want to pay a low volume price per click basis. So that's kind of, we're partly reacting to many of those trends. Part of our solution is in fact we provide, if we think the initial sizes, lets just say we need 500 Vms. Or we need 400 Nutanix and GreenLake licenses. We always provide a buffer. And in the early stage, lets say its 20 percent buffer. And that gives the customer some overflow room. So not only when we provision above their utilization but without a buffer to de-risk it for them. At our risk. And that's to make sure the service is seamless. And that's something that IT departments are not used to. But it matches the expectation of the internalized, I call them the IT consumers really, in business. Or customers of a bank. You know you dial your bank up on your app and you want to know what your balance is. And if you want to move money from that account to that account, you want it to go straight away. But I had a chasting experience on Sunday. My bank, they've got the app is online on Sunday. But they don't move money on the weekends. Am I'm like what? (chuckles) That was a bit stunning. And so my expectation is fueled by this kind of instant society that we live in. Yeah. >> So its order able now? >> Craig: Yes. Its order able now, we finished it >> Available? >> Available within 30 days. I mean, we think we'll have it available by the end of the month for delivery. >> Great and from a customer standpoint, will the customer be asking for Nutanix GreenLake? How does it, how do you give them the decision tree or is it a customer saying, " I wanted Nutanix." >> We have some people that are far more technically oriented than I am, technically literate than I am. We have some pre sales specialists inside the Nutanix team and inside the HP team. And we have some sizing tools as well to help us. So if the customer comes to us and says they want a particular workload, because we've expanded the choice, if they are talking to HP we'll look at what's the right solution. And if its Nutanix, then we use the Nutanix pre sales teams to help us. And that seems to be a very popular message in the marketplace. And is resonating very well. So we're helping the customer make a choice and obviously in a indirect motion, the partners will be helping the customer make that choice. And then coming us to, they'll specify the technology solution and they'll come to us with a specification. We'll turn that into a detailed specification. And a detailed cost and contract. >> So just GreenLake has been around for nine years now is this the first HCI based offering in the GreenLake portfolio? >> We've been working on the, we've had GreenLake on SimplyVity, which is the HP owned HCI solution. Two and a half, maybe three years now. And very successfully, its working very well in a few large cases. But it works different it works at a different level with different scaling parameters. So this is actually, the Nutanix partnership, and the reason why the two CEO's were excited, was this gives the customer another choice. And it gives them another choice other than the default virtualization engine, which everybody uses. And it also brings in the Nutanix expertise in end user computing, they call it VDI as I would call it. But that expertise and in the database world, it brings their expertise in that space is very valuable to us. So it augments our portfolio, and it brings two solutions to them. Not just the GreenLake solution, pay per use solution. But it also bring the proven HP server technology into their appliance portfolio. >> And the alignment on the optionality ] is really what is also driving this. >> Yes. And it is, we're both genuinely believe in customer choice in options. If the customer only got one choice, A: you've only given what the customer one choice and you might win or might lose, but you're going to have a resentful customer. If the customer says they want to go with HP and we only give them one choice, or can only give them one choice. Doesn't make for a long term relationship. And certainly I think both companies, HP clearly we believe having you know, lifetime we value a customer for its lifetime relationship with us. So its very important that we offer the customer choice, then narrow down to the right solution, refine that solution and draw it up into a contract. >> Excellent, so it's the right choice. Craig Routledge you are now a Cube alum. Thank you so much for coming on theCUBE. >> Thank you very much Thank you. >> I'm Rebecca Knight for Stu Miniman. Stay tuned for more of theCUBE's live coverage from .Next.