>> Narrator: Live from Las Vegas, it's the Cube! Covering Dell Technologies World 2018. Brought to you by Dell EMC and its ecosystem partners. >> Welcome back here on the Cube as we continue our coverage of Dell Technologies World 2018. We are live and we are in Las Vegas. Along with Stu Miniman, I'm John Walls, we're now joined by Vince Affatati, whose the the global VP of sale and pre-sales at Dell EMC. It's good to see you sir. >> Thanks for having me. >> John: And Dan Serpico who's the CEO of FusionStorm. Dan, good to see you as well. >> Nice to see you. >> Thanks for joining us here we appreciate it, especially late in the day. >> Dan: Yeah absolutely, glad to be here >> First off Dan, tell us a little about FusionStorm and we'll get into the channel partnership a little bit later, but first off a little bit more about what you do. >> Great, well FusionStorm is a global solution provider, we're rapidly approaching a billion dollars in sales, probably hit a billion dollars in sales this year, and Dell Technologies is our principal partner. >> Alright and then the partnership program, if you would get, a little bit of great success, you know, it's just an absolute home run, but, again, how does working with Dan's company kind of personify what you do in the broader scheme? >> Yeah I mean, FusionStorm's a great partner, you know, part of what we want to talk about today is Ready Stack and how, kind of, this partnership and this program evolved based on, kind of cross-engineering and marketing that we do together and how, you know, Dan's team is so much closer, they're very close to the business of our customers and they have a great understanding of what's needed in the marketplace, so they're able to design and engineer and support the service solutions that are really unique, they hit an industry vertical and they really leverage, kind of, the best of our technologies, so, it's a great partnership. >> Dan: Yes it is. >> Yeah, Dan maybe you could expand a little, you said that, you know, Dell's your primary partner, why is that, you know, what kind of things do they do to enable you from a channel partner to meet what your customers need and, you know, make the money you need to run your business? >> Boy-oh-boy, we probably don't have enough time in this interview to talk about why Dell's our best partner. Look, all kidding aside, they are our largest partner, they have the broadest portfolio of technology solutions bar-none compared to any of our other partners, they're number one in most of the technology stacks, which is really important, our customers want leading edge technology. Our customers are Google, Facebook, Apple, Square, Pandora, they want leading edge technology as part of their play and Dell has really a incredible portfolio, then frankly, from the business side, the tremendous partnership with the great channel program, which gives us a terrific opportunity to partner from a marketing perspective, back-end rebates and incentives are a critical part of our value add and profitability model, so they touch all of the important points that make us a viable business. >> Vince, we talked to Marius Haas a little bit this morning about how the Dell and the EMC pieces came together and of course, you know, long history of channel with both sides, but bring us inside some of those, you know, incentives and rebates and things that Dan was talking to, you know, how does Dell set up those programs and, you know, bring us inside a little bit. >> Yeah, so, there's front-end rebates and there's back-end rebates, we're actually in our second year of rebate design, so we've done some things to kind of change it, but ultimately, there's rebates paid on dollar one across our full, a full stack, so, and then as the metal, as you go in the metal tiers, the rebates kind of increase, right, so our top tier partners get a higher rebate amount and then today, we announced a richer rebate for taking our competitive gear, so that's on the back-end and those are the traditional design. Now on the front-end we have storage rebates, we announced about five months ago or so, which incent you to basically sell our modern infrastructure or the storage side, include DPS into those designs and then take out competitive gear. We also have some incentives for proposal writing and demand generation as well, so a pretty rich program. >> Alright, so Dan here's the question I have for ya. Dell, they've got a lot of offerings out there and change is something that, you know, at the keynote this morning they said, you know, today compared to the past, you know, is the busiest we've ever been, but tomorrow there's even going to be more change. So, do they make it simple, I mean, you know, that's something, you know, we're all looking for, you got to run your business, you got to listen to your customers, you know, how is it easier when, you know, working with Dell? >> Well, I think it's easier because they are leading the pack, really, if you think about the world of technology and how it evolves constantly, everybody is leap-frogging everybody else every six months, so what you want is, you want a partner who's going to be leading the technology play for the future, honestly. Our business 15 years ago sold, 99% of what we sold 15 years ago, we do not sell a nickel today, not a nickel because that partner couldn't keep up with the evolution that takes place in technology today. So really, while I appreciate the question, it's really not about what's easy, it's what is most advanced so that you can stay competitive. >> You know, Vince was talking about incentives, he was talking about rebates, right. And so, from your side of that fence, if you will, how critical is it that you have those kinds of opportunities or you have that kind of incentive, I would think in a competitive environment, it's fairly crucial, right, I mean, you've got to be able to offer to each other and then down the line, that kind of value, right? >> It's tremendously important, we pride ourselves on our ability to help influence customers in their buy-decisions around technology, okay. And so, look we're not going to sell, regardless of what the incentives are, we aren't going to sell bad products and bad technologies 'cause that's a good way to lose customers, but certainly the financial rewards for our sellers, for our SEs, and for us as a company so we can continue to stay viable is critically important and we absolutely take advantage of the programs that are in place with Dell and others too, by the way, but certainly with Dell and direct our customers to those things that make the most sense for them. >> Yeah, right, I mean really, simple, predictable and profitable, we talk about it a lot, but that's ultimately where we're trying to go. We're not perfect, we've learned a lot, but, you know, strong partnerships like this make it clear that that's the right way to go about it and it is more than just incentives, it's staffing, it's dedicating people to help, help make the business easier, doing boot camps and joint seminars and, you know, selling together. And that works. >> Vince, the other thing, can you put into context for us, you know, Ready Stack, we've got everything from, you know, Full Stack, everything bake to, you know, some of the software platforms, you know. What's in here and, you know, how does this fit in the overall? >> So, Ready Stack is a way to address a market that we haven't gone after directly, which is the build systems, when you look at converge infrastructure, it's about a six billion dollar market. We own about 49% of that and with the VxBlock 1000, is a good example of those, kind of, integrated systems, right? But what we haven't really done a lot of and we're really going into feet-first, head-first is the idea that we want to help with customers who aren't ready to buy the Full Stack, but they want to do something that's engineered special right? So, providing, Ready Stack is a way to, it's so we're close with our, it's a partner exclusive program we work with the partners to make it easier for them to sell our tech, right, into converged environments to help solve problems. I mean, it's something that you guys do everyday, already, but it's a program to help with the engineering and provide incentives, to make that easier to do. >> Well, I think that's right, the converged infrastructure which is, you know, what we call this, is probably, outside of maybe cloud computing and that world, the single fastest growing part of the tech space today, right? It's what our customers need, it's what our customers want. I think that what's unique about the Ready Stack play here, the architecture, is that it's flexible, okay? It's flexible and leads with Dell and leads with certified architecture, as opposed to others who are just taking piece parts from different vendors, cobbling it together and calling it a certified converged play, this is a truly converged play that has flexibility. Flexibility could mean that someone's, a customer's storage needs grow faster than compute needs or vice versa, alright? So you're not locked in a solution, but you still, you're locked in on a framework that allows you to expand based on your unique needs, then when you take their architecture and their engineering capabilities in combination with ours, the blueprints, you get, you have a really robust solution that we can align ourselves with and be consistent in terms of our delivery to the customers. >> So, you tell us about flexibility, I mean that, that's kind of a buzzword, right? I mean, you want to give people the ability to customize, right? Do people, I mean, are your customers now, you know, Dan, do they really, I mean, do people know what they want or because they have new capabilities, they have new, there are new avenues they can go down, new choices. I mean, how do you get 'em there? >> Well, our customers are very smart, again, if you heard the partial list of customers that we have, they are very smart and they're looking at this. >> Stu: You mentioned a couple of big names there. >> We've recognized a few of those. >> But they are very smart and access to Dell, lot of them are here at Dell Technologies World, they read information on the internet, these are very smart people, of course, but let's not undermine our role, or underestimate our role in helping them, whether it's through our labs, to do bake-offs, we can take, we can run some of their workloads on our architecture or the Dell architecture versus others and they can see how this technology works or how their workloads work, what performs better for them for their unique specs. There is constantly discussion around white boarding, okay? The technology is moving all the time and I don't think that can be underestimated either, right? If you look at a data center, if you picked up a thousand customers and looked at their data center, probably no three of them would be exactly alike because of the nature of technology, so what you need, is you need an OEM, like Dell Technologies get a robust portfolio of products and a good partner, like FusionStorm who can offer that robust portfolio and help it be fully integrable with all these other technologies, right? Look, the truth of the matter is that we would love to rip out somebody else, but that has a depreciation life and CIOs have to live with something they bought last year, for three years. So, how is that compatibility going to exist? That's very important; so all those things are part of the education of our customers. >> Vince, I know there's a huge push at this show, working with the channel partners, bringing them all together; but give us a little view past Dell Technologies World, you know, for this program, some of the roadmaps; what should we, that are watching the industry, look for throughout the rest of the year and in the channel partners? >> So, you mean what's coming forward or what? >> Stu: Just walking away from here. >> John: The road ahead! >> Stu: Your program, the road ahead, yeah. >> The road ahead, absolutely, so I'll tell you, particularly, let me focus for a minute on, on Ready Stack and where we're going there. So, as I said, we're, the idea here is maximum flexibility, but we also want to provide guidance and compatibility and sizing. So, what you'll see from us over the next year, is a lot, a lot of engineering around this program and working on building different scenarios, common scenarios and scenarios that we're learning about, you know, working with FusionStorm and our other partners, around the world. So, you'll see a lot of engineering going on around creating these design guides to deployment guides and help with sizing and we think that's really important. You'll also notice that, this is going to be hypervisor agnostic and so they'll be support for other hypervisors in this, we realize that other people do use other hypervisors besides VMware, which is kind of odd, but we know it exists, right, so a KVM we're work, they'll be, you'll see solutions that support KVM, we'll have solutions for Docker, we'll see, you'll see Hyper-V in here as well. Again, it's a realization that there's more to this do-it-yourself kind of options and we want to be there to support that, but we do think great integration, great support, sizing, is what you'll see more of as we kind of go through the year. >> Which brings us right back to flexibility, right? Give the people what they want, when they need it, right? >> Now we also say, our engineer systems, right? VxRail, our hyper conversion converge systems, we're not saying we're de emphasizing that, we're not at all, but we're realizing that, you know, more and more working with our partners there's, we're addressing a very large and growing part of the market space. >> Dan, Vince, thanks for being with us. >> Yeah. >> Thank you very much. >> We appreciate the time, enjoy the rest of the show, but I'm sure it's going well for ya. >> It's wonderful. >> And we hope to see you down the road. >> Terrific. >> Thank you for having us. >> Thank you for joining us. Back with more here on the Cube; we're live in Las Vegas at Dell Technologies World 2018. (electronic music)

>> LIVE from Las Vegas, it's theCUBE! Covering VMworld 2018. Brought to you by VMware and it's Ecosystem Partners. >> Welcome back to theCUBE's continuing coverage of VMworld 2018! I'm Lisa Martin, finally paired up with Stu Miniman. Hey, Stu! >> Lisa, three days, wall-to-wall coverage and how have you and I not been paired together yet? >> Did you do the scheduling, Stu? >> Um. >> That's okay. I'm glad to be paired up with you. The last interview, saving the best for last. Speaking of the last, we've got two guests, welcoming back some alumni to theCUBE, who also seem to be so busy at VMworld that you come to us as our last guests. I like this tradition. >> You had be the bookend, you know? Got to be the bookend. >> Best for last. >> Exactly. We've got Ajay Patel, SVP of VMware, and Russ Reeder, CEO of OVH US. Welcome, guys! >> Thank you, great to be here. - Thank you. >> Saving the best for last. >> Best for last, you bet. >> So, last year just, yeah, VMworld last year, vCloud Air acquisition by OVH had just happened. Give us an update on what's gone on in the last year and the momentum that that is giving the OVH business in the U.S. >> So, we're super excited to be here on second year as a Diamond Sponsor. We, as OVH Cloud, coming to the U.S. is a great opportunity. OVH is the largest hosting company in Europe. Everyone knows who we are in Europe, we come to the U.S. a year and a half ago, every one's like, who's OVH? We acquire vCloud Air, partnered with VMware, which is old news in Europe. For the past nine years, we've been virtualizing vSphere, seven of those nine we've been the award winning partner in Europe. So coming to America, the best way to really launch with the VMware partnership is to acquire vCloud Air. All of those customers, and brought over those employees, and the best news is that we just launched two months ago, starting to migrate those customers over to OVH Cloud. >> Fantastic. >> It's very exciting. >> Yes. >> Ajay, so, Multi-Cloud being the story of the show, we've seen really the maturation after, you know, we've been tracking this for a lot of years. It was like, okay, do we have the VMware Cloud story? Are we happy with it? Things like that. So first of all, congrats to you and your team. >> Thank you. >> We've had some good proof points, a lot of partners I hear. >> Absolutely. >> I'm joking to you, it's like, yeah, OVH- >> OVH clearly one of the important ones. (laughs loudly) >> So, you know, put this in perspective for us as to, from the vCloud Air world to, you know, we're talking AWS, IBM, OVH and many others. >> Stu, you and I talked about it a couple of times now, this is year number four, so thank you for inviting me, first of all. Our strategy's been consistent. How do we get VMware running on as many destinations as possible? And Hybrid, for us, has been a strategy that's been consistent. Glad the market caught up, even having Andy Jassy talk about moving RDS and making it available to vSphere on-prem is really a sign of maturity that the world is going to be hybrid for a long time. So from a strengths perspective, Hybrid is here to stay and we're really focused on what we've been calling this Cloud Verified Partner. So, OVH is a handful of partners that have reached that highest level achievement of delivering a full-stack VMware CDC and it can have a consistent infrastructure experience that cost customers 10 dollars. So we're at a point where the strategy's being realized. Strategic partners like OVH are delivering a full-stack VMware and customers are seeing the value of delivering Cloud, whether public Cloud or on-prem on vSphere. >> Russ, as I said, multi-cloud, it's matured a bit. You know, one of the big questions we had coming into was that AWS partnership, how much of it is a one-way? Well, things like RDS, really interesting. I've spent a bunch of time digging into it and understanding it. The other thing is, it's as Ajay said, the strategy was VMware everywhere. And partners like yourself, okay, where do we play? You know, public cloud's not the enemy, it's what do we do, what do we partner with? How they're help fitting the landscape as to, you know, how OVH and, you know, how do you play in that larger ecosystem and differentiate and, you know? >> Yeah, I think the third generation of the cloud here coming to multi-cloud is kind of going the first generation of hey, someone needs to do it for me. AWS, I'm going to do it myself. Now, hey, I want to do it myself, but I need multi-cloud. I'm not going to put all my eggs in one basket, I need a true infrastructure partner where I have predictability on billing. I don't have ingress or egress charges. I have a true infrastructure partner with the automation that can scale globally. And so, 20 years ago when we started OVH in Europe, the opportunity there was wide open. Coming here to the U.S. now it's a perfect opportunity in multi-cloud where all customers are saying I need to get out of my closet. I have seven-year-old machines in my Colo facility. I'm all-in-one whether it's AWS, or IBM, or another partner out there, they need to put different workloads where they would work best or DR. So coming in as a true infrastructure player with all of our automation, it's actually perfect timing for OVH to come to the U.S. and laugh OVH Cloud. >> So I'm curious, obviously with the European you have their legacy as we've transitioned and it's a spectrum but from kind of the traditional hosted environment to you're almost fully satisfied when you go this. >> Sure. >> The US, do you still have the spectrum or are you more built the modern with the vCloud Air being the foundation? You know, what spectrum of services are you offering customers? >> We offer the full spectrum. We had the opportunity to take OVH, all of our experience and systems, take the next generation of OVH in Europe, launch it in the U.S. and then bringing that back to Europe. So what we're launching in the U.S. is a full spectrum. The initial launch with VMware, fully hosted suite of the VMware products. So we have the VMware, the vSphere, vSAN, NSX offering that we've just announced. And having nine years of experience with vSphere as a service is a great opportunity to launch that. We also have a public cloud and that's the open source OpenStack public cloud, which is a different unique opportunity for a lot of companies that don't want to go the traditional public cloud. We also, being one of the largest dedicated server providers. It's all built on dedicated server, even server-less compute. And so you have to find a infrastructure partner that doesn't want to provide solutions first, and how do we rack and stack second. We understand the infrastructure and the network globally to help our partner's succeed. >> Ajay, I wonder if you could speak a little bit to the portfolio that your partners get to get access to from VMware. I was just interviewing Milin Desai, who you know oh so well. And the SAS piece is so, you know, it gets lost. You know, infrastructure as a service is one piece, but, you know, it's applications and services and, you know, yeah. >> Yeah, so far our cloud provider partners, what we've done is we introduced something we call Cloud Provider Platform. It gives them all the tools they need to sign up for Cloud, as Russ talked about, in a dedicated cloud. We give you a multi-tenant cloud. We're also, now with our cloud hub announcement, taking the VMware IP Cloud Services and making them available to our partners. And when you think about a partner on MSP, he's no longer just the asset heavy like OVH, but he's also the asset like a DXE. So we're now opening up the aperture for anyone who wants to either build clouds, or use clouds to offer managed services on top. I love the fact that OVH has economics, efficiency, and the customer support with the full VMware value proposition. They've always been the leader in kind of vSphere hosting, now they're offering a full private cloud built on VMware and the managed services go with it. So it's really about that choice, which really uniquely makes a provider program so compelling to our end customers. >> We've heard choice a lot. We hear it, Stu, at every show. Customers need choice, companies like VMware, OVH needs to build for what the customers want, not what you guys all think is great. Another thing that we've heard a lot at this show is that the seamlessness of the message, starting with Pat Gelsinger's keynote on Monday morning with people saying, you know, the structure is in place. I also thought it was one that was very cohesive in terms of the messaging and how the technologies are working together. I'm curious to get your feedback on what are some of the things that you've heard around this show from your customers who need a choice or in multi-cloud environments for many reasons, right? Applications that kind of dictate which direction that needs to go in, or through acquisition and, you know, have multiple cloud solutions. How are they taking this message? Especially with what you're doing with OVH in the U.S. And be able to digest this so they can really figure out, alright, here's what I can do with my infrastructure so that my business succeeds, whether I'm a bank or I'm a hospital. Tell us about that. >> I can go first and then Russ can add. So I think one of the things we've done a really good job this time is clarifying the message. I'm hoping, to the market, we're now becoming a very relevant and strategic platform that spans beyond the traditional VMware data center and hybrid cloud. So the first message is, you know, VMware is providing you the solutions while you're building on VMware or you're building on native clouds. And that CloudHealth acquisition is a good indication of VMware's commitment to kind of pure native public cloud. The second I would say is hybrid and this kind of consistent environment for runtime, if you will, and this hybrid control plane that give people a sense that I will lift and shift my workload first to an OVH and then transform leveraging the power of the public cloud. So it's become very pleasing to say, look, I don't need to change for changes sake, I can move and get economics off a public cloud, a dedicator, or even a pure multi-tenant. But then I can now refactor using public cloud services. So the power of VMware is giving them the flexibility to start a leverage cloud without having to make an upfront investment just for change sake, but more for the business transformation they're trying to drive, right? >> Yeah and so, what we've seen from the OVH side is really coming here and looking at all the partners. So we have Veam for backup, we can no offer Zerto for disaster recovery. Obviously, the VMware partnership we just launched earlier in the week which David Wigglesworth, our chief revenues officer was on talking about our partnership strategy and we have an amazing opportunity to bring partners in. FusionStorm is one of those partners, IT services. So OVH Cloud, we don't compete with our partners, true infrastructure partner with they can leverage our 28 data centers and our 15 terabytes of network and no charges for ingress. So what we're seeing here, our customers are coming and saying, hey, I just used you for DR but I'd like to actually take my on-prem full production system and bring it to the cloud now. So the customer's were migrating. There's more comfort going to the cloud, there's more understanding of the partnership ecosystem, and now instead of just saying, oh, we're going to just put DR or backup, we're going to come and we're going to migrate our entire production system because we've tried it out, our foot's been in the water, and now we're going all-in. So that's exciting and talking to all the customers this week, I love it. It's so exciting to talk to our customers that have migrated to OVH Cloud in the U.S. and now they want to bring over those production workloads. That's where it's really kind of that multi-cloud and I think VMware's been a huge asset to the cloud market in their strategy and a great partner. >> Getting that validation from your customers, the momentum that OVH is carrying is working. You've done a lot of education, especially in the last year. They're getting it and you're seeing your technologies and your partnership validating what it is that they're business needs. >> It's disheartening almost that the technology is in place now. We had to migrate from the vCloud Air into the OVH data center. Those tools, those best practices, those skills now are available to the end customer. So the compelling value here is, you want to take the entire data center and move it to OVH, we know how to do it. We have the tools, the people, the skills. And so just that kind of reference, the ability to say I'm not the first one to do it. It's been done before. That confidence is building in their business now. >> We had the opportunity, I mean, I don't want to say that there was a bleeding edge, but we were on a bleeding edge of HCX and it's working seamlessly now. >> Hybrid Cloud Exchange. >> The extension to bring, without any downtime, from on-prem to over to the cloud with OVH Cloud, or from the vCloud Air cloud over to ours. So it's working and the customer's are super excited, they get that trust. They go back to their management team and say, hey, now it's time to go more. I can go to the cloud and the cost efficiency, the savings, the redundancy of the network and the power, and not all this capex. That's why they're all moving to the cloud now. >> Final thing, you've talked about some good high level things. Any specific customer examples? I know you might not be able to mention names, but, you know, Vertical, or things like that as to how businesses are helping to transform themselves after they've done these sort of solutions. >> Yeah, sure, I mean first of all, it's all about the customer. So we, I can't mention any specific names, we will have some, we filmed some customer testimonials in the booth that we'll be announcing and maybe the next time we can bring customers up here to talk about it. Whether it's really education or high-tech, especially on a high-tech, the tech guys love OVH, right? They really love it. But from an infrastructure provider, people that are looking to lift and shift their existing applications without having to rewrite their applications for a public cloud, that's where OVH really comes into play. I've got all of these systems. I've got VMware on-prem, I need to move it but I don't want to rebuild it. So that's where we see the excitement of, of course I'm going to build some new stuff in the cloud, but how do I take all of my thousands of applications that we have, that we're never going to refactor and just move it over to the cloud to have that security. That's where I think customers are saying, wow, I can't actually do more in the cloud than I thought I could. >> For me, I think, I just walked out of a customer meeting, so I won't name them but just kind of give you a sense of what they're doing. They have four clouds, they believe they have monolithic applications, they don't want to be locked in to a particular cloud, so you're hearing the consistent view is, we're trying to figure out how do we change our development practices. You know, how do we leverage container, whether it's PKS, whether it's payloads. What's my development methodology? How do I make sure that deployment gives me a choice of running across clouds? How should I setup my IT operations to operate in the cloud? So consistency, portability, how do I manage the complexity of running on multiple clouds? What's my cost profile and how do I do it effective? So those are the kinds of questions we're getting. They're starting to look to VMware as a trusted advisor, that safe choice, as we talked about, to say, you know, one thing I can bet on is if I bet on VMware technology, it runs on more clouds than I can, you know, when I need them. It is portable, I can take a workload that traditionally I'd run on different hardware, now we run it on different clouds. So we're seeing a tremendous momentum around this notion of VMware's kind of the pathway or the hybrid control plane that we can bet on. And then partners like OVH, etc. But I have this destination that's safe, that's secure, that's consistent with what they're running today. So pretty exciting in terms of how customers kind of take in the message and start to put it into their strategy as they go forward. >> One more thing I'd like to understand, you talked about the tremendous capabilities that OVH and VMware have together with vCloud Air. You can enable customers to do a lot. To transform IT, to facilitate digital transformation. They're comfortable with this. But one of the things that that absolutely requires is cultural transformation. I'd love to get your final thoughts on how is OVH and VMware together helping your customers to understand and really impact the cultural changes that are need to take advantage, full advantage of the technology? >> That's a great question. Go ahead. >> On our side, what we try to do is, we as a company are going through the same transformation. We're a perpetual company becoming a services company. So the lessons learned, I spent some time where I-CIO actually talks about how we're operating our internal cloud. We're talking about the best practices of how we're moving to a service first mentality. How we're creating a CICD development mentality and practices. How are we leveraging public clouds and how are we managing cost? So those internal lessons learned, we're starting to make available to our customers and our partners. We're also packaging some of the products that we make available to VCP, our provider program. So the products that we're building up much more suited to run a services organization, which when we started five years ago at vCloud Air, we took enterprise products and tried to force fit them, now we're much more delivering our own service, eating our own dog food, if you will, have to incorporate that capability into our platform. So it's a combination of product improvement, best practices and lessons learned that we're making available to the market. >> I can talk from specific example. Acquiring vCloud Air, a great customer base, and all of the personnel from VMware in vCloud Air to come over. So not only was it cultural from a customers perspective, but also from an employee perspective. You build culture on trust. So what's interesting is that our employees and our customers that were over in Europe, in our U.K data centers and our German data centers, they're growing much quicker than the ones over in the U.S. The U.S. after a year of working with us and seeing that, hey, we say we're going to do this and now we're actually doing it, and I've migrated and that was really easy, and I can point and click and actually expand my compute and my storage and add more hosts in a matter of minutes. That builds trust, that has a great culture, and that spreads. So, from an education perspective, we have a lot of higher education customers, and now they're like, I'm going to go talk to this school and this school, and that word of mouth is golden. >> That validation of, we've been in your shoes, VMware has been in our shoes, they've done it successfully. Guys, I wish we had more time, but thanks so much for helping Stu and I wrap up the day on this set. It's great to talk to you both. I think it might be fair to say that we'll probably see you at the next VMworld on day three around the same time. >> Yeah, perfect! - Hopefully earlier. >> Maybe. Ajay, Russ, thank you so much for your time. >> Thank you. - Thank you so much, Lisa. >> For my co-host, Stu Miniman, I'm Lisa Martin. You're watching theCUBE's continuing coverage of VMworld 2018. Stick around, we'll be back to wrap up the show. (electronic music)