(pensive music) >> Thank you, Jenna, it's great to see you guys and thank you for watching theCUBE's continuous coverage of AWS Storage Day. We're here at The Spheres, it's amazing venue. My name is Dave Vellante. I'm here with Mai-Lan Tomsen Bukovec who's Vice President of Block and Object Storage. Mai-Lan, always a pleasure to see you. Thanks for coming on. >> Nice to see you, Dave. >> It's pretty crazy, you know, this is kind of a hybrid event. We were in Barcelona a while ago, big hybrid event. And now it's, you know, it's hard to tell. It's almost like day-to-day what's happening with COVID and some things are permanent. I think a lot of things are becoming permanent. What are you seeing out there in terms of when you talk to customers, how are they thinking about their business, building resiliency and agility into their business in the context of COVID and beyond? >> Well, Dave, I think what we've learned today is that this is a new normal. These fluctuations that companies are having and supply and demand, in all industries all over the world. That's the new normal. And that has what, is what has driven so much more adoption of cloud in the last 12 to 18 months. And we're going to continue to see that rapid migration to the cloud because companies now know that in the course of days and months, you're, the whole world of your expectations of where your business is going and where, what your customers are going to do, that can change. And that can change not just for a year, but maybe longer than that. That's the new normal. And I think companies are realizing it and our AWS customers are seeing how important it is to accelerate moving everything to the cloud, to continue to adapt to this new normal. >> So storage historically has been, I'm going to drop a box off at the loading dock and, you know, have a nice day. And then maybe the services team is involved in, in a more intimate way, but you're involved every day. So I'm curious as to what that permanence, that new normal, some people call it the new abnormal, but it's the new normal now, what does that mean for storage? >> Dave, in the course of us sitting here over the next few minutes, we're going to have dozens of deployments go out all across our AWS storage services. That means our customers that are using our file services, our transfer services, block and object services, they're all getting improvements as we sit here and talk. That is such a fundamentally different model than the one that you talked about, which is the appliance gets dropped off at the loading dock. It takes a couple months for it to get scheduled for setup and then you have to do data migration to get the data on the new appliance. Meanwhile, we're sitting here and customers storage is just improving, under the hood and in major announcements, like what we're doing today. >> So take us through the sort of, let's go back, 'cause I remember vividly when, when S3 was announced that launched this cloud era and people would, you know, they would do a lot of experimentation of, we were storing, you know, maybe gigabytes, maybe even some terabytes back then. And, and that's evolved. What are you seeing in terms of how people are using data? What are the patterns that you're seeing today? How is that different than maybe 10 years ago? >> I think what's really unique about AWS is that we are the only provider that has been operating at scale for 15 years. And what that means is that we have customers of all sizes, terabytes, petabytes, exabytes, that are running their storage on AWS and running their applications using that storage. And so we have this really unique position of being able to observe and work with customers to develop what they need for storage. And it really breaks down to three main patterns. The first one is what I call the crown jewels, the crown jewels in the cloud. And that pattern is adopted by customers who are looking at the core mission of their business and they're saying to themselves, I actually can't scale this core mission on on-premises. And they're choosing to go to the cloud on the most important thing that their business does because they must, they have to. And so, a great example of that is FINRA, the regulatory body of the US stock exchanges, where, you know, a number of years ago, they took a look at all the data silos that were popping up across their data centers. They were looking at the rate of stock transactions going up and they're saying, we just can't keep up. Not if we want to follow the mission of being the watchdog for consumers, for transactions, for stock transactions. And so they moved that crown jewel of their application to AWS. And what's really interesting Dave, is, as you know, 'cause you've talked to many different companies, it's not technology that stops people from moving to the cloud as quick as they want to, it's culture, it's people, it's processes, it's how businesses work. And when you move the crown jewels into the cloud, you are accelerating that cultural change and that's certainly what FINRA saw. Second thing we see, is where a company will pick a few cloud pilots. We'll take a couple of applications, maybe one or a several across the organization and they'll move that as sort of a reference implementation to the cloud. And then the goal is to try to get the people who did that to generalize all the learning across the company. That is actually a really slow way to change culture. Because, as many of us know, in large organizations, you know, you have, you have some resistance to other organizations changing culture. And so that cloud pilot, while it seems like it would work, it seems logical, it's actually counter-productive to a lot of companies that want to move quickly to the cloud. And the third example is what I think of as new applications or cloud first, net new. And that pattern is where a company or a startup says all new technology initiatives are on the cloud. And we see that for companies like McDonald's, which has transformed their drive up experience by dynamically looking at location orders and providing recommendations. And we see it for the Digital Athlete, which is what the NFL has put together to dynamically take data sources and build these models that help them programmatically simulate risks to player health and put in place some ways to predict and prevent that. But those are the three patterns that we see so many customers falling into depending on what their business wants. >> I like that term, Digital Athlete, my business partner, John Furrier, coined the term tech athlete, you know, years ago on theCUBE. That third pattern seems to me, because you're right, you almost have to shock the system. If you just put your toe in the water, it's going to take too long. But it seems like that third pattern really actually de-risks it in a lot of cases, it's so it's said, people, who's going to argue, oh, the new stuff should be in the cloud. And so, that seems to me to be a very sensible way to approach that, that blocker, if you will, what are your thoughts on that? >> I think you're right, Dave. I think what it does is it allows a company to be able to see the ideas and the technology and the cultural change of cloud in different parts of the organization. And so rather than having a, one group that's supposed to generalize it across an organization, you get it decentralized and adopted by different groups and the culture change just goes faster. >> So you, you bring up decentralization and there's a, there's an emerging trend referred to as a data mesh. It was, it was coined, the term coined by Zhamak Dehghani, a very thought-provoking individual. And the concept is basically the, you know, data is decentralized, and yet we have this tendency to sort of shove it all into, you know, one box or one container, or you could say one cloud, well, the cloud is expanding, it's the cloud is, is decentralizing in many ways. So how do you see data mesh fitting in to those patterns? >> We have customers today that are taking the data mesh architectures and implementing them with AWS services. And Dave, I want to go back to the start of Amazon, when Amazon first began, we grew because the Amazon technologies were built in microservices. Fundamentally, a data mesh is about separation or abstraction of what individual components do. And so if I look at data mesh, really, you're talking about two things, you're talking about separating the data storage and the characteristics of data from the data services that interact and operate on that storage. And with data mesh, it's all about making sure that the businesses, the decentralized business model can work with that data. Now our AWS customers are putting their storage in a centralized place because it's easier to track, it's easier to view compliance and it's easier to predict growth and control costs. But, we started with building blocks and we deliberately built our storage services separate from our data services. So we have data services like Lake Formation and Glue. We have a number of these data services that our customers are using to build that customized data mesh on top of that centralized storage. So really, it's about at the end of the day, speed, it's about innovation. It's about making sure that you can decentralize and separate your data services from your storage so businesses can go faster. >> But that centralized storage is logically centralized. It might not be physically centralized, I mean, we put storage all over the world, >> Mai-Lan: That's correct. >> right? But, but we, to the developer, it looks like it's in one place. >> Mai-Lan: That's right. >> Right? And so, so that's not antithetical to the concept of a data mesh. In fact, it fits in perfectly to the point you were making. I wonder if we could talk a little bit about AWS's storage strategy and it started of course, with, with S3, and that was the focus for years and now of course EBS as well. But now we're seeing, we heard from Wayne this morning, the portfolio is expanding. The innovation is, is accelerating that flywheel that we always talk about. How would you characterize and how do you think about AWS's storage strategy per se? >> We are a dynamically and constantly evolving our AWS storage services based on what the application and the customer want. That is fundamentally what we do every day. We talked a little bit about those deployments that are happening right now, Dave. That is something, that idea of constant dynamic evolution just can't be replicated by on-premises where you buy a box and it sits in your data center for three or more years. And what's unique about us among the cloud services, is again that perspective of the 15 years where we are building applications in ways that are unique because we have more customers and we have more customers doing more things. So, you know, I've said this before. It's all about speed of innovation Dave, time and change wait for no one. And if you're a business and you're trying to transform your business and base it on a set of technologies that change rapidly, you have to use AWS services. Let's, I mean, if you look at some of the launches that we talk about today, and you think about S3's multi-region access points, that's a fundamental change for customers that want to store copies of their data in any number of different regions and get a 60% performance improvement by leveraging the technology that we've built up over, over time, leveraging the, the ability for us to route, to intelligently route a request across our network. That, and FSx for NetApp ONTAP, nobody else has these capabilities today. And it's because we are at the forefront of talking to different customers and that dynamic evolution of storage, that's the core of our strategy. >> So Andy Jassy used to say, oftentimes, AWS is misunderstood and you, you comfortable with that. So help me square this circle 'cause you talked about things you couldn't do on on-prem, and yet you mentioned the relationship with NetApp. You think, look at things like Outposts and Local Zones. So you're actually moving the cloud out to the edge, including on-prem data centers. So, so how do you think about hybrid in that context? >> For us, Dave, it always comes back to what the customer's asking for. And we were talking to customers and they were talking about their edge and what they wanted to do with it. We said, how are we going to help? And so if I just take S3 for Outposts, as an example, or EBS and Outposts, you know, we have customers like Morningstar and Morningstar wants Outposts because they are using it as a step in their journey to being on the cloud. If you take a customer like First Abu Dhabi Bank, they're using Outposts because they need data residency for their compliance requirements. And then we have other customers that are using Outposts to help, like Dish, Dish Networks, as an example, to place the storage as close as account to the applications for low latency. All of those are customer driven requirements for their architecture. For us, Dave, we think in the fullness of time, every customer and all applications are going to be on the cloud, because it makes sense and those businesses need that speed of innovation. But when we build things like our announcement today of FSx for NetApp ONTAP, we build them because customers asked us to help them with their journey to the cloud, just like we built S3 and EBS for Outposts for the same reason. >> Well, when you say over time, you're, you believe that all workloads will be on the cloud, but the cloud is, it's like the universe. I mean, it's expanding. So what's not cloud in the future? When you say on the cloud, you mean wherever you meet customers with that cloud, that includes Outposts, just the programming, it's the programmability of that model, is that correct? That's it, >> That's right. that's what you're talking about? >> In fact, our S3 and EBS Outposts customers, the way that they look at how they use Outposts, it's either as part of developing applications where they'll eventually go the cloud or taking applications that are in the cloud today in AWS regions and running them locally. And so, as you say, this definition of the cloud, you know, it, it's going to evolve over time. But the one thing that we know for sure, is that AWS storage and AWS in general is going to be there one or two steps ahead of where customers are, and deliver on what they need. >> I want to talk about block storage for a moment, if I can, you know, you guys are making some moves in that space. We heard some announcements earlier today. Some of the hardest stuff to move, whether it's cultural or maybe it's just hardened tops, maybe it's, you know, governance edicts, or those really hardcore mission critical apps and workloads, whether it's SAP stuff, Oracle, Microsoft, et cetera. You're clearly seeing that as an opportunity for your customers and in storage in some respects was a blocker previously because of whatever, latency, et cetera, then there's still some, some considerations there. How do you see those workloads eventually moving to the cloud? >> Well, they can move now. With io2 Block Express, we have the performance that those high-end applications need and it's available today. We have customers using them and they're very excited about that technology. And, you know, again, it goes back to what I just said, Dave, we had customers saying, I would like to move my highest performing applications to the cloud and this is what I need from the, from the, the storage underneath them. And that's why we built io2 Block Express and that's how we'll continue to evolve io2 Block Express. It is the first SAN technology in the cloud, but it's built on those core principles that we talked about a few minutes ago, which is dynamically evolving and capabilities that we can add on the fly and customers just get the benefit of it without the cost of migration. >> I want to ask you about, about just the storage, how you think about storage in general, because typically it's been a bucket, you know, it's a container, but it seems, I always say the next 10 years aren't going to be like the last, it seems like, you're really in the data business and you're bringing in machine intelligence, you're bringing in other database technology, this rich set of other services to apply to the data. That's now, there's a lot of data in the cloud and so we can now, whether it's build data products, build data services. So how do you think about the business in that sense? It's no longer just a place to store stuff. It's actually a place to accelerate innovation and build and monetize for your customers. How do you think about that? >> Our customers use the word foundational. Every time they talk about storage, they say for us, it's foundational, and Dave, that's because every business is a data business. Every business is making decisions now on this changing landscape in a world where the new normal means you cannot predict what's going to happen in six months, in a year. And the way that they're making those smart decisions is through data. And so they're taking the data that they have in our storage services and they're using SageMaker to build models. They're, they're using all kinds of different applications like Lake Formation and Glue to build some of the services that you're talking about around authorization and data discovery, to sit on top of the data. And they're able to leverage the data in a way that they have never been able to do before, because they have to. That's what the business world demands today, and that's what we need in the new normal. We need the flexibility and the dynamic foundational storage that we provide in AWS. >> And you think about the great data companies, those were the, you know, trillions in the market cap, their data companies, they put data at their core, but that doesn't mean they shove all the data into a centralized location. It means they have the identity access capabilities, the governance capabilities to, to enable data to be used wherever it needs to be used and, and build that future. That, exciting times we're entering here, Mai-Lan. >> We're just set the start, Dave, we're just at the start. >> Really, what ending do you think we have? So, how do you think about Amazon? It was, it's not a baby anymore. It's not even an adolescent, right? You guys are obviously major player, early adulthood, day one, day zero? (chuckles) >> Dave, we don't age ourself. I think if I look at where we're going for AWS, we are just at the start. So many companies are moving to the cloud, but we're really just at the start. And what's really exciting for us who work on AWS storage, is that when we build these storage services and these data services, we are seeing customers do things that they never thought they could do before. And it's just the beginning. >> I think the potential is unlimited. You mentioned Dish before, I mean, I see what they're doing in the cloud for Telco. I mean, Telco Transformation, that's an industry, every industry, there's a transformation scenario, a disruption scenario. Healthcare has been so reluctant for years and that's happening so quickly, I mean, COVID's certainly accelerating that. Obviously financial services have been super tech savvy, but they're looking at the Fintech saying, okay, how do we play? I mean, there isn't manufacturing with EV. >> Mai-Lan: Government. >> Government, totally. >> It's everywhere, oil and gas. >> There isn't a single industry that's not a digital industry. >> That's right. >> And there's implications for everyone. And it's not just bits and atoms anymore, the old Negroponte, although Nicholas, I think was prescient because he's, he saw this coming, it really is fundamental. Data is fundamental to every business. >> And I think you want, for all of those in different industries, you want to pick the provider where innovation and invention is in our DNA. And that is true, not just for storage, but AWS, and that is driving a lot of the changes you have today, but really what's coming in the future. >> You're right. It's the common editorial factors. It's not just the, the storage of the data. It's the ability to apply other technologies that map into your business process, that map into your organizational skill sets that drive innovation in whatever industry you're in. It's great Mai-Lan, awesome to see you. Thanks so much for coming on theCUBE. >> Great seeing you Dave, take care. >> All right, you too. And keep it right there for more action. We're going to now toss it back to Jenna, Canal and Darko in the studio. Guys, over to you. (pensive music)

(digital music) >> My, what a difference 10 years makes in the tech industry. At the beginning of the last decade, the cloud generally in AWS specifically ushered in the era where leading developers they tapped into a powerful collection of remote services through programmable interfaces you know, out there in the cloud. By the end of the decade this experience would shape the way virtually every IT professional thinks about acquiring, deploying, consuming and managing technology. Today that remote cloud is becoming ubiquitous, expanding to the "edge" with connections to on-premises, data centers and other local points throughout the globe. One of the most talked about examples of this movement is AWS Outposts, which brings the Amazon experience to the edge wherever that may be. Welcome everyone to this CUBE conversation. My name is Dave Vellante. We're going to explore the ever expanding cloud and how two companies are delivering on customer needs to connect their data center operations to the cloud and the cloud to their on-prem infrastructure and applications. And with me are Joshua Burgin who's the General Manager of AWS Outposts and Michael Sotnick who's the VP at Global Alliances at Pure Storage. Gents, welcome come inside theCUBE. >> Right on. Well, thrilled to be here Dave. >> Great. >> Pleasure is mine, thank you. >> Awesome to have this conversation with you it's really our pleasure. So Joshua, let's start with Outpost. Maybe you could for the audience describe what it is maybe some of the use cases that you're seeing you're heard by narrative upfront maybe you can course correct anything I missed. >> Oh sure. I mean, I think you got it right on. AWS Outpost is a fully managed service that allows you to use AWS, API systems, tools, technology, hardware software innovation in your own data center or a colocation facility. And coming later this year as you put the edge in quotes at almost any edge site, as we announced the small form factor one you and two you Outposts at this last year's re-invent. >> I was excited when I saw Outpost a couple of years ago we were doing theCUBE at reinvent and I said, wow, this is truly going to be interesting. And I'm wondering like, how's Amazon, how are they going to partner? Where do some of the ecosystem get folks fit in? So Michael, you're an AWS Outpost ready partner. You know, what is that program all about? What does that mean for customers? >> Yeah, it's a great question. And you know, like you, Dave, I think we're as a vendor in technology we're inspired by what AWS has done. And when we look at Pure and see the opportunity we have you know, shared customer obsession, focused on outcomes, focused on NPS, great customer experience seeing AWS deliver the cloud to the edge, deliver the cloud to the data center that's just a great fit for us. So we rallied internally across our flash array of block storage solution a unified fast file and object flash plate solution and our container solution Portworx and, you know, across the entire portfolio we're the first to be in our segment the first to be service ready with AWS Outposts. And to us, it's an opportunity to link arms with AWS and cover some ground that's very familiar to us in the data center and clearly cover some ground that's very familiar to AWS in terms of great customer relationships across the board. >> Right, and, you know, I got to say, I've been a student of of Andy Jassy I always have listened to all his talks and go back and read the transcripts and Joshua I've learned that I never say never when it comes to AWS. And you see you guys moving into that, whatever you call it, the hybrid cloud, the on-premises really leaning in in a big way with Outposts and I wonder if you could talk about what's behind that expansion strategy? >> Sure, I mean, the way we looked at it obviously is always kind of working backwards from our customers. We have people tell us that they had some applications with low latency needs or where data resonancy or sovereignty was driven by regulations or in some cases where they needed to do local data processing something like an autonomous vehicle workload or in a factory or a healthcare facility. And they really wanted to say like, look, we're going to move all of our applications, you know the bulk of them to one of your regions in the fullness of time, but what's holding us back is that we want a consistent environment on-prem and in what you call the cloud. So we wanted a continuum of offerings from AWS to be able to serve all those needs. And that's really where Outpost came from. And, you know, we're seeing a lot of traction across financial services with companies like Morningstar and First Abu Dhabi bank, the iGaming space as you can imagine highly regulated industry, every city and, you know, municipality around the world wants to get in on that but they have their own regulations and they really require the infrastructure to be in a specific location and run a certain way. A company like TYPICA, which is based out of Europe they don't want to deliver different solutions depending on whether something's deployed in Minnesota or Germany or, you know, Vancouver. So that's where AWS Outpost comes in and it kind of fits that it works the same way as the things do in the region they can use the same tooling. >> Yeah, so Michael I'm going to ask you this question and maybe Joshua, you can chime in as well. I mean, you've got this, it's sort of a, win-win-win you know, Pure, AWS, you bringing that experience to on-premises, the customer gets that experience that Joshua just explained. I wonder if you could, I mean, you've been out now for a little bit testing the market learning here and there. What are the big takeaways in the learnings you're getting from customers? >> Yeah, I'll start and I'm sure Joshua can compliment quite a bit. And like Joshua hit on, right. You know, I think we take our cues from our customers, Dave, and you know what the customers are looking for, you know is a commercial relationship and so in addition to the technological inspiration we've got from AWS we offer the solution for Outposts and a Pure as a service model. So it's 100% subscription-based for the customer and they're able to consume it, you know the same way that they would all of their services from AWS including Outposts and it's also available on the AWS marketplace. So you've got to meet the customer where they want to be met first and foremost and so they appreciate that. And they see that as a great value in the relationship. You know, the growth of object, you know, I think is another one of those macro trends that's happening in our space. And as customers are deploying locations that are putting out petabytes of object storage requirements there's an increasing need for high-performance object. And that's where we can really compliment an Outpost implementation and deliver high performance and that kind of ubiquitous experience, that hybrid experience to allow the customer on a policy based way to maximize that on-prem performance with Outpost and Pure around that object data set. And then also manage the life cycle of that data and the economics of that data in the cloud. >> So, but Joshua, so you guys obviously you invented that, you know, the modern subscription model for infrastructure but it's different, you're actually installing hardware. So you had to sort of rethink how you did that. What have you learned and how has that model... How do you get it substantially similar as possible to the public cloud? >> Yeah, I mean, I think you called it a win-win-win earlier. And as much as we like to innovate we also like to make things feel kind of comfortable and familiar to people 'cause you think about there's both the developer who's using the APIs and the tools and also the CFO and the people in finance or procurement who are looking at the spending. So with Outposts, it actually feels very similar to the region. If you're used to purchasing our compute savings plans or what people used to call reserved instances or RIs the underlying infrastructure on the Outpost works in a very similar way. You're not going to be deploying a multi-rack Outpost and then ripping it out three weeks later so on demand doesn't really make sense there. But for all the services that are deployed on top of Outposts whether it's application load balancer or elastic cash or Elastic MapReduce, those have the same kind of on demand service model, the pricing model that they do in the region. And so very similarly, the Outpost ready program which lets you use trusted and certified third-party solutions, such as ones from Pure those are also going to feel familiar, whether you're coming from the on-prem world and you're already that technology for your storage, your network monitoring, your security or if you're using that solution from the marketplace in the AWS region, it's going to be a totally seamless deploy on the Outpost. So you're going to get something that's kind of the best of both worlds, familiar to you economically and from an installation perspective but also removing all that undifferentiated heavy lifting of having to patch and manage firmware upgrades and you asked this earlier, what customers really want is that there's this whole world of innovation, things that haven't even been invented yet. A few years ago, we hadn't invented Outposts. People want to know that as those innovations get released to the market they can take advantage of them without having to redeploy and so that's what having an AWS Outpost means. That as third parties or Amazon innovates new services can be made available without shipping a DVD or kind of spinning up an entire staff to manage that. >> Yeah, it's kind of interesting watching this equilibrium you know, take place. And I think it's going to continue to evolve. Obviously AWS has a huge impact on how people think about price, as I said upfront. And it seems like, you know, culturally, Michael, there's a fit. I mean, you guys have always sort of been into that you know, your evergreen model, for the first one that subscription sort of mindset. So it's sort of natural for you whereas, you know, maybe a a legacy company might not (chuckles) be able to lean in as hard as you guys are. Maybe some quick thoughts on that. >> Yeah, look, I love the way you framed that up and couldn't agree more. I think AWS is famous for a lot of things some of the values that they embrace and putting the customer at the center of everything they do couldn't be more shared, you know, with Pure. I think, you know, we talk about our company as one that runs two fires right, to give the customer a great experience. And so we know our way around the data center and I think the opportunity to give that customer, you know a consistent experience with AWS as they deliver Outpost to the data center is a really powerful combination. You know, I think one thing, just look at the backdrop of the pandemic, Dave, you know, every part of a company's organization is going through significant change. And I think the data center is absolutely at the center of some of those changes. And I think every one now as they look at the next generation data center they're asking themselves what are containers what does Kubernetes mean to my business? And I think the opportunity that, you know we see jointly with EKS as a partner is really to help customers achieve that goal of, you know the application deployments anywhere and the ability to drive that application, you know modernize that next generation application cycle. So I love the way you framed it up, giving us credit for being highly differentiated from our legacy competitors and we take great pride in that and really want to give a cloud-like experience to our customers. And I think what we're able to do with AWS Outpost is kind of bring that cloud-like experience that they have come to love from AWS into the data center and at the same time shine a light on what we've always done in terms of a cloud-like experience for the Pure customer. >> There's a lot of ways to skin a cat but when you've invented the cloud and you don't have a lot of legacy baggage you can kind of move faster. And I think that, you know, we're really excited about what's occurring here because take the term digital transformation I mean, before the pandemic (groaning) it's like, yeah okay, it had some meaning but you really had to squint through it and a lot of people were complacent about it. Well, we know what digital means now if you're not a digital business, you're out of business. And so it was kind of this forced march to digital I call it and as a result it really increases the need for things like automation and that cloud experience on-prem because I don't have time to be provisioning LUNs anymore. It's just what you guys call it undifferentiated heavy lifting that is really a no-no these days I just absolutely can't afford it. Let's close on what's next. I mean, we've got new form factors coming we're like super excited about when we see things like what Amazon is doing with custom Silicon we see these innovations coming out with processing power going through the roof. Everybody says Moore's law is dead but processing power is increasing faster than it ever has when you combine all these innovations of GPU's and NPUs and accelerators, it's just, it's amazing. And the costs are coming down so you're going to be able to take advantage of that. Outpost will take advantage of that, Pure will, New Designs but specifically as it relates to Outpost, you got one you, you got two you, you coming optimizing for the edge what do customers need to know about these solutions? Why should they consider this combination of Pure and AWS? Maybe Joshua you can start and Michael you can bring us home. >> Yeah, I mean, you hit a lot of the reasons that people should consider it, right. The pace of innovation is not going to slow down here at AWS or of course, with Pure. Whether you have the need for a single server, or you're somebody like dish rolling out a new cloud enabled, you know cloud native 5G network you want to work with somebody who can deploy all the way at the Telco edge right, with hardware innovation up to a local zone all the way up to a region. You don't want to be working with different providers for that and you don't know what you're going to need in three or five years and frankly, I'm not sure that we know everything yet either but we're going to continue to listen to our customers and as you mentioned, deliver things like graviton and inferential and trainium which are our innovations in custom Silicon. Those are delivering 40% price performance improvements for people who are migrating, that's really an enormous benefit. And we're bringing all of those to the Outpost as well so you don't have to choose between moving to the cloud and that being your only modernization option, you can move to the cloud and at the same time still operate on-prem, you know, at a colo facility or all the way at the edge using all of the same tooling. And you can work with best-in-breed third-party technologies like what's offered by Pure. >> Well, and Michael, I'm going to cut you off before you get a chance to close, but I'll let you close. The Portworx acquisition was really interesting to us because it brings that kind of portability, new programming model and something that Joshua said struck in my mind is when I think about the edge word to me what's going to win the edge you know, obviously the flexibility, the agility but the programmability and the customization. So many different use cases. We're not just going to take general purpose boxes and throw them over the fence and say, here you go. You know, the general purpose, that's not what's going to win the edge it's really going to take a lot more thought than that. But, so I just wanted to put that in there. Michael, bring us home, please. (laughing) >> Right on. Well, look you two, and no surprise here right, you two covered so much great ground there. From first principles you know, what does Pure look at? Like what we did being first in terms of service ready across Portworx, for EKS, for flash plate across unified fast file on object and flash ray, you know for block storage, being first with Outposts we want to be first for the one you and to you solutions. So I think customers can expect, you know that our partnership is going to continue to deliver that cloud-like experience, that cloud experience in the AWS context, that cloud-like experience in the Pure context, you know for their on-prem and hybrid workloads. And I think you hit it up so well like if you're not digital business, you're not in business. And so I think one thing that everyone learned over the last year is exactly that. The other thing they learned is they don't know what they don't know. And so they need to make bets on partners that are modern that are delivering simple solutions that solve complex problems that are automated and that are being delivered with the customer first mindset. And I think in the combination of AWS, Outposts and Pure, we're doing exactly that. >> Great point, so a lot of unknowns out there. Hey guys, congratulations on the progress you've made. It's a great partnership, two super innovative companies and really pleasure to have you in theCUBE. Thank you for coming on. >> Thanks for having us. >> Yeah, always a pleasure. Thank you so much. >> All right, thank you for watching everybody. This is Dave Vellante. We'll see you next time. (digital music)