(futuristic techno music) >> Narrator: Live from San Francisco, celebrating ten years of high-tech coverage, it's theCUBE! Covering VMworld 2019. Brought to you by VMware and it's eco-system partners. >> Good morning, welcome to day three of our coverage here on theCUBE of VMworld 2019. We're at Moscone Center North, here in San Francisco. Kind of a, well not kind of, it's a really cloudy day but I kind of expect that. We've been talking about clouds all week, right? Multi, hybrid, public, private, you name it, we've been talking about it. John Walls and Dave Vellante, good to see you this morning. >> Good to see you John. >> Yep. We're joined now by a couple of executives from Kaminario. Josh Epstein, who's a CMO and Eyal David who's the CTO of Kaminario. Good morning gentlemen, >> Good morning, >> Morning. >> Great to be here, great to be here. First of, let's just talk about the show. I know you've got a presence down on the floor, just your feeling about the traffic, the kind of traffic you're seeing at your booth, what the questions are, coming from customers, maybe what those answers are. Eyal, why don't you jump on that? >> Yeah, so first of all, it's great to be back in San Francisco for this conference! >> John: Here, here! >> Dave: Agreed! >> Definitely. (laughter) And I think it's very clear that, yes definitely, cloud is the name of the game, and especially how do you implement a hybrid cloud, customers are all on their cloud journey, and the big question is, "How do I do that?" "How do I take these new technologies, the cloud, "containers, and how do I take my applications "and my data services to the next step?" And it's kind of all over the place, all decisions, all the customers are asking about, this is where the focus is, where the interest is, and it's a great to be in the center of all of that. >> Yeah, you made a big decision, or a big announcement about a month ago. You said, "Okay, public cloud; that's where we're going." Josh, the driver behind that and kind of, what the early fall outs were? >> Sure, sure. I mean, we started our journey, really from the beginning of Kaminario, Kaminario's about ten years old, and you know, the data storage market, as a traditional all-flash storage array. The past 24 months, we've really pivoted the business model towards first, 100% software, we got out of the appliance business, started really focusing our business on doing these large software based implementations, moving into more subscription based revenue, kind of delivering that cloud based economics experience. And then, over the last several months, we've been focusing on taking our core architecture, which fundamentally decouples the data services from annoying infrastructure, and thinking about how that might actually look on public clouds. So doing the same thing, kind of creating this sort of shared storage experience, delivering all the traditional enterprise class data services, but sitting on public cloud infrastructure. It's been a really interesting journey. >> So let's double click on that, because it's clear that this space is not about the media, it's about the business model, it's about the additional value you can add for customers, so maybe you could add a little bit of color, as to sort of, how's that going, where you guys are differentiating in the marketplace, where you're winning. >> Sure, I mean I think- >> Yeah. >> Jump in, Eyal. >> Yeah, so I think it's, as you said, it's not about the media, it's all about how do you help customers have a uniform experience around any deployment model. So they want to deploy on-prem, they want to deploy in the cloud, they are actively seeking for a uniform way to do that without too much heavy lift. There's some challenges in going to the cloud. If you are not born in the cloud, you need to re-architect your applications, you need to kind of, learn some new skills. There's a big challenge, especially if you have big data intensive applications. That's where we focus, delivering that uniform experience around orchestration of resources and data services across your on-prem, off-prem and public cloud implementations. >> So you guys decided not to ship a box anymore, you know the Silicon Valley show, "Where's the box?" so I'm interested in the technical challenges of doing that, but also the customer feedback, because sometimes people want an appliance, so how were you able to transition through that and what's the feedback been? >> Yeah, I think for us, I mean, our core business, our core customer, has really been cloud scale applications, for the last five years. So this is large SAAS providers, e-commerce platforms, fintech, healthtech, any of these large, mature software companies, right, their core business is delivering a cloud scale application. And for them, you know, many of them were born before the age of the public clouds, they've actually heavily invested in application architectures that rely on enterprise class and shared storage. That said, they see the draw towards the cloud, they see the benefit of the cloud like economics, subscription based, consumption based economics, and then the overall capability to scale up and scale down like the cloud does, but that said, they need that bridge, from where they are today, with traditional data centric architectures to this cloud world. >> You mentioned fintech, and there's an interesting case, because when the cloud really started to gain momentum, a lot of financial services companies, the big guys especially, said "You know, we can build our own clouds." And then they realized, "Well we can't build them as fast as Amazon can build them", and so they sort of pulled back on that. But they, and they sort of put their foot in the cloud, and then went all, and then they said, "Wait a minute." So what are you seeing, in terms of, call it the private cloud, you know, we've kind of swung back to that, is that gap closing, are they able to get close enough? The key part of that is obviously the pricing models, and the pay by the drink. I wonder if you could add some color to the on-prem cloud business- >> Josh: Sure. >> If we can call it that. Some people might object, but that's- >> Yeah, definitely. So the way we approach it is that we want to bring the simplicity, the agility and the flexibility of the cloud model to this on-prem data center, to deliver the same performance, control of a dedicated resource, which is exactly what these type of fintech customers are looking for. So, in our basic architecture, which was already, we decoupled from hardware, already decoupled performance from capacity, we're able to do that extremely flexibly. You can get the same flexibility of the cloud in an on-prem solution with all the benefits, and you can also decide, on your own pace, in your own terms, what you actually need and makes sense to run on a public cloud infrastructure. >> So scale is obviously a big deal for your customers, that's kind of been your focus since day one, what's the bell curve look like? Are we talking about scale in just the ability to scale quickly, or is it also the sheer size, and what does it look like? >> Yeah, I think it's about performance at scale, it's about control over performance at scale, it's about control over availability at scale, and it's obviously about cost at scale, right? I mean, it's too, there's so many different ways to look at the economics of public cloud versus on-prem. If you're looking at the pure dollar, it's clearly building on your own dedicated on-prem infrastructure, it's clearly cheaper than paying Amazon or Google or whoever to do it. But there's clear benefits to kind of going in that direction, in terms of agility, in terms of hands off management, in terms of really just, you know, staffing expertise. But I think it does come down to control, right? And when you talk about scale, when you talk about petabyte scale, it's easy to lose control, and this is the benefit of shared storage models, and this is where we think there's a real opportunity. >> Can I follow up on that, because you said there's a clear benefit of, if I understood it correctly, of building out your own prem infrastructure at some critical mass. There's obviously people, like Andy Jassy, who would disagree with that. So what's your data showing? I presume it's weighted towards large customers. >> Absolutely. >> Yeah. >> But maybe you can add some color to that? >> We've certainly got good research, good analysis on this. And I think if you're talking about, we're talking about certainly over 500 terabytes to a petabyte, it's a multi petabyte scale, data driven applications, we're talking about business critical applications, big block storage, heavy analytics. If you compare just raw economics, the thing is, there's a lot more than just the raw economics, but the raw economics of an infrastructure built on Kaminario versus the equivalent infrastructure, built on one of the block storage resources from one of the public clouds, it's literally about 1/3 the cost, to build out your own dedicated infrastructure, leveraging a good, high quality colo, a good, high quality hardware underneath it. So raw economics, it's clear where that sits. >> Okay, so that's if we're comparing the cost of the, the acquisition costs versus some end number of years, right? >> That's correct, yeah exactly. >> And not really going into the labor costs at that- >> Not going into the direct labor costs of managing the storage, yes, there's clearly interesting benefits to going to a 100% cloud model. What that does to an organization, when you kind of, hands off, you know, you don't have the same kind of in house IT resources, you're out sourcing a lot of that- >> Well except what Eyal was saying before, is that you're trying to bring that cloud model to the data. So to the extent that you can close that gap, then you can- >> Eyal: Differently. >> Substantially mimic, exactly. >> We saw the opportunity to extend those capabilities into the public cloud, delivering a high performance storage solution in the cloud today is as expensive. Our focus over the years, of taking these commodity components and comprising them into a high performance shared storage solution. We can do the same in the cloud. >> But I think the key is multi-cloud. >> Yeah, let's talk about that. >> The key is that there's not one size fits all, and it really is about creating this mobility between your on-prem data and public cloud number one, and then public cloud number two. One of the key concerns about moving a business critical application to a public cloud is lock in, right? And if you can create this infrastructure where you're decoupling that data services stack that the application relies on, from the underlying infrastructure, you get this mobility between clouds that becomes really attractive. >> So you're kind of answering the next question that was on my mind, of how are you selling that to customers. The fact that we're having this very robust discussion about this fundamental shift and you get it, because you're providing this service to your whole client base, but if I'm a client, my head's starting to spin a little bit, right? And I've got big decisions to make, so how do you sell that, that this is not a little shift, this is a fundamental way, the way you're going to do your business? >> So, in the simplest form, we tell the customers that we significantly lower the barrier of entry into the cloud. You don't need to re-architect everything, you don't need to be worried about performance management, or, control, or orchestrating resources; we do all that for you, and we do it in the same way that we did it for you in your own on-prem data center, and we can do it on any of the public clouds. So the barrier of entry, the risk of actually doing that transition- >> John: Is lowered. >> Is lowered significantly, and you can that on your own pace, in your own terms, and make some smart decisions later on about what needs to reside where over time. >> So, when we think about multi-cloud, we think about, "Okay, I'm going to have data on-prem, I might choose "Azure for my collaborative workloads, "I might put my dev stuff in AWS, "I might put some analytics in Google..." You know, whatever, my business is going to decide what to do, I'm not going to have this grand, multi-cloud strategy, it's just kind of going to happen. And then IT's going to be called in to clean up the crime scene! But we're envisioning this architecture that's shipping metadata, and maybe compute to the data, versus moving data. Do you agree with that, or do you see it differently? >> We see, I think, two types of customers. Some behave just as you describe, but some have a very specific decision not to be locked into single vendors. So they'll say, "I'll put one business unit on Google Cloud, "and put the other business unit on Azure. "I'll put this certain type of application on one cloud, "and the other type on the other cloud, "because I want to make sure that I am cloud agnostic. "I'm actually mandating with an organization that "I can run anywhere." >> As a hedge. >> As a hedge, as a definite hedge, because they are concerned about locking to either of the vendors, and in that sense, they later on make the decision, "Okay, where is the "core of the data? "Where is my mission critical data which always "has some gravity, and how do I make sure that it's in "the right place at the right time." >> Doesn't that add complexity for the client? I mean, if they've got a workload here, and here, and here, it'll be a lot easier if it was all here, or most of it were here. But that adds, I'm wondering if- >> You're absolutely right, but what we see is this rapid shift towards embracing the multi-cloud model. So let's take an example. You have a classic cloud scale application, and might have an active/active data centers in two parts of the United States, sort of serving up the production application. You have dev test requirements, so they want the ability to rapidly spin up an environment to mimic a problem or do some development. Public cloud's a great example for that. You have DR requirements, your back up requirements, they want to be backing up, they want the ability to rapidly spin up in instance, in a public cloud instance, and no matter what, within every organization somewhere, even in the most sophisticated IT organizations where they have tremendous control over the data centers, some C-level exec somewhere that says, "In five years, I'm 100% on public cloud. I want nothing." So you have to sort of service that element as well, and what we're doing is saying, "Listen, you can continue to focus on building out "a world class, next generation data center, "based on the NVMe, all NVMe fabric, "and still have the mobility to do certain things "in the cloud, and still have this path, "if it makes for your organization, "to migrate the entire thing to public cloud, "and not get locked in." They'd be able to sort of, surf the clouds as actually- >> So technically, that means you have to speak as your API, S3, whatever language of the cloud, and so I'm trying to understand, sort of, technically, what you have to do, and then where you add value, where you pick up from whatever, VMware or whomever else is trying to be the control plane. >> So then, that is exactly the point, and to address the question about what the complexity of this multi-cloud world, this is exactly where we see the rise of this next generation orchestration framework, either from VMware or from others, that strive to give you this uniform experience. So we deliver that at the data services layer, we connect that to the orchestration layer, that allows you do seamless workload abilities, seamless data mobility to wherever it makes sense for those applications or business workloads to run. And basically, the customers expect, to date, that we encapsulate all that complexity for them. They want to be able to put their Google, Amazon or Azure credentials , and then forget exactly where it went. And this is a lot of what's going on in the floor this week, and that's exactly where we connect to the rest of that orchestration scene within the data center or the public cloud. >> So, in that context, are you primarily, I know you sell to a lot of different people, but is it the cloud architect, or the architect that's actually determining that throughout the organization, or is it again, cleaning up the crime scene type of a thing? >> It's usually a conversation with that CIO, who's kind of, on that cloud journey, building his cloud strategy, and even if he made the decision to in five years be in the cloud, now the question is, "Okay, what's happening in the meantime? "How do I actually do that?" >> One of the cool things that's happening in the meantime is most of our customers are in just this perpetual state of data center consolidation, right? Most of these large SAAS companies, they're growing through acquisition, they've got nine data to data centers, they all have a plan within two or three years to be consolidated on three next generation data centers and then have cloud mobility. So what we're able to do, this is leveraging our software model as well, is say, "Listen, let's do an enterprise wide, "unified licensing scheme, "where you're paying on consumption, "based on actual data stored, "and then you can build the underlying infrastructure "wherever you want. "You can base it on your traditional infrastructure "you might already own, it might be on next generation "NVMe, NVMe over Fabrics connected data centers, "and then a piece of it now might be in the public cloud." >> So, you're talking CIO, Dave, you're talking CSI, I'm just little confused! (laughter) Gentlemen, thanks for the time, we appreciate it. Great discussion, and continued success downstairs and on down the road. >> Great to be here guys, thank you. >> All right, back with more VMWorld 2019, here on theCUBE. (futuristic techno music)

>> Announcer: Live from Las Vegas, it's theCUBE! Covering VMworld 2017! Brought to you by VMware and its ecosystem partners. (futuristic music) >> Welcome back everyone, we are live, here, in Las Vegas for VMworld 2017, I'm John Furrier, my cohost Dave Vellante, eighth year with theCUBE, proud to have two great guests, Josh Epstein, CMO of Kaminario and Eyal David, CTO of Kaminario, great to see you guys again! >> Likewise, great to be here! >> You guys had a great event in Boston recently, what's going on with you guys? Give me an update on the company. >> Sure, I'll go first. Kaminario's been around for awhile, but we've been, first of all, moved the headquarters over to east coast US, outside of Boston, Massachusetts, opened up a great new office space there. Got a lot going on from a product perspective, a lot going on from a go-to-market perspective, you see a lot happening in the all-flash space and the storage space in general, and just, really excited to take it to the next step. We see a lot of things happening here. >> It's a pretty big week this week. We saw Scott Dietzen from Pure Storage become the Chairman and Jean Carlo, ex-CISCO MNA guy from Silver Lake come in to be CEO, so Dave and I were speculating, All flash, a lot of, what's going on! A lot of people saying, woah, is it growing? Still a need for flash. What's the big hubbub about? >> So, we definitely see a change in the market, and the emergence of two different models. The way people used to buy storage, and the way next-generation application, cloud-scale application, software-to-servers, e-commerce, online businesses, need to buy storage. And their need for simplicity, performance and cost-efficiency at scale is still driving the need for flash storage, and we'll talk about this yet to come some more. >> And you guys see those as really distinct opportunities, is that right? Can you add some color to that, Josh? >> Yeah, I think that we see the flash space made up of two different markets, one is just the massive stocking function of traditional enterprise data centers, making the move en masse to flash. And there you have, obviously, the incumbent vendors with their flash solutions, you know. That's a dogfight, there's a lot of competition in there. There's this other market which we see growing more healthily, more organically, which is the growth of these cloud-scale applications. As Eyal said, flash provider, or, software-to-server providers, e-commerce providers, fintech, healthtech, these large, highly-scalable, database-driven cloud-scale applications. That means a different type of of scale, so that's where we see less competition from the incumbents and more opportunity -- >> What's different about that market, what's the requirement, what are they looking for that makes this a good engine for them? >> So one of the key requirements is agility and flexibility. One of the current characteristics is they don't really know what is going to be the next workload, how their workload is going to change in scale over time. So they need an infrastructure that can change and adapt to their needs, still deliver the same level of performance, still deliver the same level of simplicity. But have that flexibility to address their changing needs in capacity and performance, to address growth in customers, changing in workload application, without too much pre-planning. >> So I'd ask the question to you guys, I get this all the time. So since you guys are the gurus in the area. I get this question a lot, what is a modern data center? With all the action on private cloud happenings, true private cloud, they truly point out, people are re-tooling their data centers to operate like cloud, it's still on-premise. That's kind of the gateway to hypercloud, very clear. Public cloud, workloads, all bursting, that stuff's great. What's a modern architecture, what's a modern data center? When I hear that term, what do you guys mean? >> That's a great question. So the modern data center, or even the next generation data center is exactly that, one that allows enterprises to achieve the same levels of scalability, efficiency, as the hypercloud, but on-premise, or in a hybrid fashion. But it allows them to have that level of control against operation simplicity that's hard to come by, but on their own terms, adapting to their own needs. >> So without the need to build out a massive engineering team to build this from the ground up. >> So are the buyers different, are those two worlds coming together? I wonder if you could address that. >> Yeah, I think the buyers are, in fact, different. I think, now, you see a convergence over time as the classic enterprise data centers start to look more like a private cloud. But we see this growth in large-managed private cloud providers really exciting, and they come in different forms. You have the Telcos getting into the business, you have the outsourcers getting into the business, you have the traditional channel getting into the business. We have a great partnership with Vion, a big federal reseller, and using Kaminario as a flash service offering. And they start looking like a cloud provider, and they're thinking like a cloud provider. >> And what's the benefits then? Cause I was just looking at the gov cloud impact, I was just at the Amazon Public Sector Summit. Huge traction right now because it's so fast, you can get into the government cloud quickly. Why is that unique, why, as a service, and why are you guys really driving that? >> One, it fits with our architecture perfectly. But I think from a customer standpoint, the ability to procure, like, procuring from the cloud, but also to get the kind of services, you know, as people start re-engineering applications thinking about dev-ops, cloud-data-type applications, leveraging the same kind of utilities that they might get from an Amazon or an Ajer, from a managed private cloud provider, it becomes really important. >> And Al-fed ramp is there, you get all the federal information stuff going on around it. >> So I wonder how you deal with this problem, it's a relatively small company, you're up against the big guys, you say, it's like a rock fight. But you have an affinity to, let's say, SAS players. They like your product and it fits better with their vision. But then you have this big whale, saying, okay, I'm going to buy my HR software from, you know, some SAS provider, I'm going to do some, whatever, 70,000-person deployment, but, as a quid pro quo, you've got to buy my all-flash array. So you must see that all the time. When you peel back the covers, underneath that SAS provider, what do you really see? Like, they fence off, sort of, legacy-vendors' stuff, and they really drive in their core business with your modern platform? Or is it sort of just a mishmash? >> No, I think we're seeing a shift. I think what we're seeing is, some of the legacy architectures are running up against boundaries. Boundaries in terms of complexity, boundaries in terms of agility. Kaminario was built to scale from the get-go. It was built for performance and it was built for scale. And I think what we're seeing is, the main value of these SAS providers, as they're reaching scale, is the ability to deliver consistent performance, consistent cost-efficiency, and really, our predictability. The ability to sort of forecast in the future what cost structure's going to look like in order to continue to deliver high-performance to their own users. >> So the hypothetical example I gave, I'm sure you see it, but are you, you know, winning head-to-head in those environments, and your piece is growing, and that's sort of just a static one-time deal? >> That's exactly what we're seeing, so our main growth, our main focus is on these software-to-service companies or software-to-service departments within existing companies building these types of offerings to deliver this as a service consumption model. And you were asking about the back-end, in the back-end, these are often large-scale databases operating mixed types of workloads, for example, transaction processing, analytics, all at the same time. And the need to support these types of workloads requires an infrastructure that can deliver at-scale, consistent performance. And when we face off the legacy vendors in those environments, we win out. >> You have to be substantially better as a small company. You are, otherwise, you're out of business. >> Absolutely. >> And so, interesting thing about the flash market it, a lot of the big guys realized right away, wow, I'm way behind, so they went out and they bought a lot of startups. What happened, did they sort of pollute them, through the integration, or ... (laughing) >> I think the marketshare statistics are a little bit confusing, but what we see is, you know, the bulk of the legacy vendors, you know, push in what we call retro-fit flash, basically taking their old legacy architectures, their scale-up or scale-out architectures, and cramming flash into it, and basically, then, they don't bring the same kind of simplicity, same kind of agility, same kind of scalability as a built-for-flash-offering like Kaminario. >> Right, what about, you guys have some announcements this week? >> Yup, take that? >> Yeah, two weeks ago we announced our next-generation platform, K2.n, which is based on a fully-converged, NVIO mean over fabric back end. This is basically taking our core operating system, Vision OS, which is a mature and robust storage software stack with all the data services and enterprise features that enterprises need. And deliver it on an NVIO fabric backend which leverages the existing capability to aggregate capacity and compute, and take it to the next level, delivering a very scalable and agile storage cluster that allows you to mix and match different types of resources, to add and remove resources very dynamically, and make your data center responsive in minutes and not hours or days or even months. >> You guys are familiar with our service and research, and we're very excited about NVIO over fabric, because we've been talking about it since probably, maybe 2008, 2009, some type of ability to scale and to communicate, and that's here today, finally. How close are we to actually having a product in the field that I can actually deploy? >> We will actually be shipping this in Q1, the K2.N They added another layer on top of that, We also announced a new software platform called Kaminario Flex, which is a orchestration platform which rides on top of K2.N, and allows you to dynamically compose virtual arrays out of these NVME-connected resources. So I really take that, looking ahead, that the classic notion of a monolithic shared-storage array, is going to die over time. >> Well, here's the numbers. I mean, it's automatic, go ahead. >> Well no, this is the whole debate that we've been clearing up with the true, private cloud report. I mean, guys, no-brainer, check, as a service, as the future, so you're good there. (laughs) The true pilot board, too bad it shows the on-prem stuff is declining in general, that's settlement for buying boxes, and the old way of doing things. Labor's being automated away and shifted, that's pretty obvious. Enter your business model, right? I mean, this is perfect for any cloud deal. >> Right. >> The question is, track record, bulletproof, reliability, security, the table stays all shift, data protection, all these details, that's what they care. You guys check that box ... (laughing) >> So the disability takes vision away, so I'm going to take it to the next generation. Technology is what actually allows us to do that. Whether it's in a hypercloud or we're going into a managed cloud provider, that is becoming a very desired consumption model for a lot of the ads of service members, allows them to build such a flexible architecture, based on a mature software step. >> So you guys, really, from what I see is your strategy is, get this out there quickly from a tech standpoint, software, flex, and integration with cloud is critical. Because you can offload a lot of that heavy lifting on those unique requirements to the cloud guys, where the pre-existing tech exists. Did I get that right? >> Yeah and I think what we see is these managed cloud providers are going to want to have a say in it, they want to actually be part of the evolution of the platform, right? >> Yeah, go ahead, fine, it's your stop! You can always buy the servers more flash! (laughing) >> So talk about your channel, and you go to market, help us understand that a little bit better. >> Yeah, I think it's all about focus for Kaminario. I mean, let's face it, the flash space is competitive, right, if we're going to go head-to-head with everyone, kind of, pull one of these growth-at-all-cost models. And you see what the market values those types of companies. So we've been really focused in two ways. One, SAS providers, next-generation business. I mean, if we opportunistically find a VDI deal, okay, that's great, we have a great solution for VDI, but it's not something that we're going to go out and hunting day to day. The second is really to focus on channel partners. We've got a channel first model, really, effectively 100% of our new business in 2017 will come through a channel partner. Most of those channel partners are looking at developing some type of managed services offering as well, so you know, it's not just about the margin on the deal, it's about the longterm -- >> Cause they're trying to respond to the market transit and value. >> Exactly, so it's about focus on a relatively small number of channel partners that get it, that like our model, and again, it's just -- >> Hey, you'll make money from it, cause that's all, at the end of the day, you've got to get that leverage, because that's your David and Goliath story. >> Exactly, yeah. >> And, global footprint? Is it primarily US and Europe or -- >> Yeah, so it's been, we started in Israel, US has been a good focus, last year we opened up the UK and France, end of the great we opened up Korea, we're now in Singapore, we're moving into China through partners, and so yeah, this is a global story. Clearly, US is the, in terms of adoption of these server infrastructures, US is really the furthest ahead, but it's a global phenomenon. >> What do you make of the VMwear momentum? Because two years ago, VMwear was, the stock was sort of in the tank and there was no growth, and now it's on fire, the data center's on fire, you can't get data center space! (laughing) >> From my perspective, the fast adoption that VMwear had for new technologies, for adopting containers, for adopting cloud paradigms, for adopting this new delivery model, and enabling a fuller stack aligns very well with the kind of demands of the next-generation data system we talked about, where the management plane, the orchestration plane, is becoming more and more important in optimizing the way in this infrastructure gets delivered. So that's, I believe, what is driving that forward. >> Josh and Elay, thanks so much for coming out, coming our way, you guys, company watch, love the business model. The tech comes home, you get it with that integration, man there's not a leverage there, congratulations on your success! (laughing) Great business. TheCUBE bringing you the CUBE as a service, all flash content here! Back with more VMworld coverage after this short break. (futuristic music)