>> From the cube studios in Palo Alto in Boston, connecting with our leaders all around the world. This is a cube conversation. >> Hi, I'm Stu Miniman and welcome to theCUBE conversation. I'm coming to you from our Boston area studio. We've been digging into Pesando and the technology that there've been doing. Happy to welcome to the program. Steve Hershkowitz, he's the vice president of worldwide sales with Hewlett Packard enterprise, part of the HPC, HPE Pensando, relationship. Steve, thanks so much for joining us. >> Thanks for having me, Stu. I'm really happy to be here. >> So, obviously, Pensando made a bit of a splash when they came out at the end of 2019. We were really excited to have the Cube Apple launch, had some big name guests there, including your CEO, Antonio Neri. HPE has an investment and as an OEM of Pensando, So, bring us in us to why this partnership, why this investment from HPE standpoint? >> Well, thanks Stu. So obviously there were a lot of reasons why HP would be interested in a partnership with an innovative company like Pensando standing the fact that you have the MPLS team that had developed, industry changing technologies, for their previous company at Cisco, and leveraging their expertise and their market leadership to bring new innovation to the market, which was very interesting to us. As well as, the partnership that was launched between, Pensando's chairman John Chambers and our CEO, Antonio Neri. And when you hear them speak, they talk about, being partners for life. And so I think what's unique and what's interesting to us is you'll hear our CEO, Antonio talk a lot about HP's evolution as a company and how we are absolutely the edge to Cloud Platform as a service company. And when you have a strategy that involves servicing and consumption, you have to follow the innovation engine and the market transitions up to be able to satisfy your customers and get out in front of some of the market trends. And so the technology and the innovation that Pensando brings to the market is unlike anything else that's available today that anybody else can do. And we saw this as a great opportunity for us to really serve our customers as they move more of their data to the edge and want to apply and distribute a lot of the services to the edge where the data is created and of course, where most of the data is consumed. So it's an exciting partnership for us. We also have a board seat in the company and we're very, very excited about the opportunity and our customers are really, really excited as well about the partnership. >> Yeah, it's interesting. Those of us that have watched the industry long enough, I remember back, John Chambers for many years at HP was one of Cisco's biggest partners, for a long time. It really interesting what you're talking about, some of the new opportunities, what's going on with edge. Bring us inside the partnership a little bit. How has it been going? You've got about six months since it's unveiled to the world. What can you tell us so far, now that it's seen the light of day? >> Well, so the partnership is very, very strong and I think if you ask some of the senior executives on the Pensando side, including some of the board members, they would tell you that the partnership with HPE is different than any other relationship that they have with any other company. And it is that way because we created a very unique bond through our global business unit that's responsible for bringing these products to market and defining the roadmap to a very, very unique go to market strategy that we've developed where we actually have myself leading a go to market engine of people that are helping with the enablement, with the training, with the customer interactions, qualifying opportunities, and really helping to make a market for this technology as we do have first mover advantage. So we work very closely with all aspects of the Pensando team. Our business units are aligned, our development teams are aligned, our sales teams are very, very closely aligned. Their chief revenue officer, Frank Paloma and I are tied at the hip as we bring this technology to market together with both of our sales teams. And then as we look at further innovating together, we are completely locked and aligned on the combined roadmap. So it's a unique partnership. It creates unprecedented opportunity for HPE through this partnership to gain architectural control and help our customers gain architectural control over these next generation data center networks and really make a leapfrog over any of the technologies that are available today. Really two focuses, right? One is in helping the cloud service providers that want to better compete with the 800 pound gorillas, with a much better technology, a faster technology and a technology that leapfrogs anything that they've built. And the other side of that is our ability to help enterprises as we sell more as a service offerings and more edge solutions, help our enterprises make their environments much less complex, much more secure, and really help him improve business application performance so that they can sustain competitive advantage and make their data center networks look a lot more like what the hyperscalers have built, but only a lot better and a lot faster and a lot more secure. >> Yeah. I tell you, Steve, one of the things that I've always been really admired about HP over the years is baking these solutions together. It's not just a bunch of pieces, get them at the customer site and figure it out. But, I worked on standards, I've worked on a lot of solutions over the years and HP and now HPE always makes sure when it gets to the customer, it's together, it works. The time from getting it to being able to use it, really is minimized and that focus on simplicity is something that I've seen time and again from HPE. When it comes to the Pensando solution, how does this fit in with the HPE products? Where is it fit in? What are those solutions look like today? >> It's a really, really good question, Stu. So, initially we're going to market on our ProLiant Rack Server platform and we will launch in June, general availability. These solutions, we've been offering them to customers, very select number of customers through a private skew that we've created, but it fits initially within our Rack Server portfolio. But over time you'll see us start to begin to integrate this across the entire compute portfolio, where it makes sense and where there's a market and where customers are asking for it in addition to some integration points with different business units, right? So we have this relationship is so exciting that almost every business unit within HPE is interested in figuring out what the leverage points are to help solve customer problems and create opportunities for customers. So everything from our blade servers through synergy, through our Aruba relationship, through our software, stack, we're going to be doing a lot more integration. So I think you look out for initially an opportunity to install this digital services platform where you have a lot of Rack Servers and you want to reduce the complexity and really distribute a lot of those network services that are provided today in a centralized fashion. Through a number of different black boxes with a number of different operating systems, a number of different service contracts, move those to the compute edge at the exhaust of an HPE server on a platform that's factory integrated. And that we stand behind them, we support and sell. And you made another comment about support and how HPE does a really good job at making sure that when we sell a solution, it's a tightly integrated solution that scales, that works together and their customers can count on and versus something that's loosely coupled than disjointed as you see a lot of partnerships, which we try and avoid. So one of the parts of this relationship that's unique is that HPE is actually going to be supporting and providing the L1, and the L2 support for this product on a global basis. So when our customers have an issue or they need help, they come to us and it really rounds out the relationship. So it's not just taking a portfolio or a solution and putting it into an HP server. It's a factory integrated, factory tested solution with a lot of different integrations that we stand behind, that we sell and it scales. It'll work just as well with a hundred DSPs and servers as it will with a hundred thousand. >> I'd love to drill in a little bit on, really the customer use cases there. When you talk about edge computing, first of all, there's a lot of misnomers out in the industry. Edge can be anything from the telco edge. I've seen lots of things like network function virtualization. I've talked to HPE about those network offerings in the past through down to kind of IOT devices and everything in between. You said you've got some customers that have been getting early access. Are there any patterns or anything you can tell us about what are those edge use cases that this solution is a good fit for? >> Sure Stu. I think, when we started this journey six months ago, we initially thought that the most common use case that customers would be interested, especially the large New York financial customers were the large financial customers in general would be security, right? And so we had a lot of conversations about things like East West firewall, 70, 80% of the traffic as we talk to customers nowadays, is East West, right? It's application to application traffic, where it used to be North, South and that East West traffic, especially in a virtualized world with virtualized networks and virtualized servers, has created a lot of complexity for customers. So we thought originally, security, micro-segmentation, East, West firewall encryption would be the use cases. But interestingly enough, as we started to talk to customers, what we found out pretty quickly was that many of these customers have lost track because of the sprawl in the growth of the data, in their data centers. It really lost track of which applications are talking to which applications, which people are talking to which people. And in fact, we had some customers tell us that if we were to put your system in and turn on firewall services from day one, we could potentially... it would bring our network to its knees because we've lost track of where everything is going. So, what that's led itself to is a lot of customers very interested in the first use case, which is around visibility, observability and telemetry, giving our customers the ability to really graph out and see their application patterns. Because what you can't see, you really can't secure. And then, and then what we believe will happen over time and we're starting to see this play out, is that those customers, once they have a handle on what their traffic flows are and they have some good telemetry. They have some good services on being able to get that visibility. Then they'll start to define security policy based upon those traffic patterns and use the centralized Pensando policy services manager to distribute that policy, whether it be micro-segmentation for managing and securing, virtualized traffic or East West firewall. And then later on encryption and in a future release. So that's what we're seeing. >> Excellent. I'm like, Oh, great customer data already. What you've been saying really resonates customers today know that pace of change and keeping track of things is really challenging. It's gone from something that people might be able to get a handle to with, to knowing I have to have the automation, the systems the intelligence baked into the system to be able to handle it. All right. So June, this month, you've GA the product, congratulations on getting that. So tell us what you expect to see, the Pensando HP relationship. Are there expansions in the product line? We should be looking forward through the rest of 2020 or any other pieces as look forward? >> Sure. So, we are excited about the June, launch. We're also excited about the fact that we have our large customer show coming up this year, HP discover and we're going to be profiling the new conceptual partnership at discover, giving customers, the ability to see the power of this technology and how it can really help them solve their most pressing business and technical priorities. But we have a full roadmap that we've built out jointly with our partners at Pensando that involves taking this platform across different parts of our portfolio. One of the things that we'll be doing as we launch almost immediately is we're going to be putting this on our flagship GreenLake offer, right? Which is our, as a service offering. And so customers will have the ability to purchase Pensando's solutions under GreenLake and then over time we'll enhance that to provide the detailed metering that our customers have come to know through that platform. So I think you'll see a big splash there. And then there's a lot of work being done to leverage the SDKs that Pensando was providing to provide better integration into some of our workflows and some of our tools. And again, as I mentioned to you earlier, Stu, almost every business unit in our company has got meetings going on with Pensando trying to figure out how they can leverage the power of this technology to help HPE, gain and sustain longterm competitive advantage as customers move from these old legacy, three tier networks that are very complicated to run and they have to stitch the lands together. They have to go through different service chaining to get simple things done. I think there's going to be a lot of work going on across all of our business units to keep Pensando front and center and help us deliver this platform jointly so that we're differentiated. One other thing I think is important too is that we're also building a whole host of differentiated services around this platform. So things like professional services, training services, security assessment services, right. We're gaining a lot of experience through the trial and proof of concept process that we're going through right now and we're building runbooks right? To be able to sort of document exactly what we've learned as we do these big implementations and these trials and be able to bring those to our customers in the form of services that they can use as they look to migrate and modernize these legacy networks. >> Excellent. Well Steve, sounds like just the GA is step one. You and your team have your hands full with a lot of pieces. As you go to market with this and expand that offering, really impressive. We're taking this. Want to give you the final word Pensando HPE and what customers should be looking for? >> Stu, I think our customers should look forward to the GA launch coming out towards the end of June. And this technology is very exciting because if I had to sum it up in basically, three statements it would be this solution combined with what HP has the ability to deliver and support will absolutely help our customers simplify their environments, reduce a lot of operational complexity there by reducing significant cost as they look to rearchitect and build their next generation data center networks. Secondarily, this solution, our combined solution together will help every customer, especially those in the financial industry or highly regulated industries really substantially improve their security posture and reduce the amount of risk that they have in their environments. And then lastly, and I think almost as equally as important, is the fact that this solution, because it's built on a highly programmable, customization, that's traditionally used in networking technology, not necessarily seen at the exhaust of a server, is going to give our customers the ability to exponentially improve their application performance so that when business applications run faster, it gives them opportunities to get to market faster with their own products and drive additional revenue to sustained longterm competitive advantage. So we're excited about the opportunities to... it's going to be a lot of fun. >> Excellent. Well, Steve Hershkowitz, thank you so much for the update. Congratulations on the launch and absolutely we'll be keeping track of the progress. >> Thank you for your time. Happy to be here. >> All right. I'm Stu Miniman and thank you for watching theCUBE. (soft music)

fly from the mandalay bay convention center in las vegas it's the q's covering via world 2016 rock you buy vmware and its ecosystem sponsors now here's your host John furrier hey welcome back everybody live here in Las Vegas the Mandalay Bay it to hang space at vmworld 2016 here in Las Vegas I'm John for John Truett tech reckoning you watching the cube our next guest is Patrick Osborne with HPE Enterprise HP Enterprise welcome back to the cube thank you yeah always great to be back here on the cube gotta love the energy day to rock and tonight's going to be the big night but you know day three and last night what coverage big unless that's just a opening night you know it is if one sees each other great show here vm roll out see the open ecosystem number one message we heard out of michael dell's mouth pat kelson is banging hard cross cloud which has been an HP strategy quite frankly for multiple years yeah see you guys in the middle with all the storage talk about your view on that ecosystem what's going on yeah i mean it's a huge very important ecosystem for us at HP we've been a partner of vmware for i think we're going on 16 17 years at this point right so we are definitely one of the the largest infrastructure partners for vmware and it's part of from a storage perspective it's a huge part of our ecosystem so everything from software-defined hyper converge 3par all flash all the data protection offerings a lot of that sits within the vmware ecosystem so huge partner for us and i don't see that changing okay so give us the update on the storage world obviously with the keynotes today you saw v san is exploding with depth vmworld urine product management so you have to kind of set the roadmap any changes errors has there been a lot of movement on the roadmap relative to the key features that cuz one obviously flashes Q you see that but what's going on in the product management side because it's kind of a moving train it seems to be gravitating around software for virtualized storage or storage as a service but what's the main points on that you're seeing the ships and where is it settling yeah so I from from my perspective from a product management view you know we were more of a software development organization in storage than we ever have been so the days of bending sheet metal and qualifying parts and making you know custom hardware is that's not the focus right the focus is in the software so you know when they talk about hyper converge the values in the software even when we talk about great operating systems and platforms like 3par all the value that is in the software so from us you know we gotta keep pace with some of the innovations there and it's clear that you know customers want the option of storage co-located with their compute and you know we do that through partnerships with vmware we have our own intellectual property on our own offerings around storevirtual and some of the hyper converged offerings we have so for me that from a product management standpoint that is definitely shifting into software very quickly talk a little more about storevirtual I'm very fascinated by the hyper converged market how it's developing the kind of customers that are that are you're seeing out there what are you seeing as the target market in the end the road map here that that we're seeing in front of us for hyper convergence original particular store virtual is a key component of that roadmap going forward for us we use it as an enabling technology for a number of form factors which is really important for us it's not just a virtual storage appliance that you bring your the software and then you bring your own x86 servers with different kind of media we use it for for example like two weeks ago we just launched a an arm-based I'll callable I scuzzy and fibre channel array right that's based on store virtual we can take that same intellectual property you can build your own software-defined hyper converge platform with that same IP we actually take that and embed it in appliances so we we have our own hyper converge offerings like the HD 380 so for us it's like this core piece of our software defined strategy that has a bunch of different formats that you know meet different use cases for customers in terms of the appliance kind of that market how are you seeing what what is the market for that who what kind of customers are you saying for that kind of um so storevirtual has been around for for some time we've got a number of deployments in different incantations we probably had over 250,000 deployments of that technology in the field and what we see is that some customers who have gone and let's say built their own hyper converge right so they're aggregating storage across multiple servers for virtualized storage that takes a degree of work to do that on your own right so some people like to do that some people don't and then they move to an appliance experience which for the HD 380 for example you can have that thing up and running and provisioning VMS in 15 minutes so having the ability to deliver from the factory a track scale a number of hyper converge appliances for folks that are doing at that scales it's pretty important right so we see customers who want that ease of use that simplicity you don't get as many knobs right in customization right but at the end of day do you really need that right so the 15 minute no nerd knob thing how important is that to you in terms of product management is that the future of the direction um for some customers yes right so it depends on which kind of custom you're talking about and which segment right if I'm let's say a smaller customer or i'd say like or even a remote office you know that doesn't have a lot of trained IT staff and they really know for example vmware right you want to make it as simple as possible you don't want to break context out of the UI that you use the most going to be they'll do all those tasks there so from a simplicity standpoint that's what you need when you need scale right and you need to be able to tune things for specific workloads then you want knobs right and to be able to provide both those form factors it's kind of unique for store virtual how do you guys approach now the vmware ecosystem has its as its evolving with the cloud you saw IBM cloud on stage sales scores on there today obviously very open open ecosystem is what they're really really working on what areas are you guys tweakin with vmware going forward with the key key intersection point so for us I you know we want to provide customers choice on the platforms so you know you're very you know well aware of our compute line right we've sell a dl 380 every time a baby's born and so you know we want to make sure that for our customers who are choosing vmware our infrastructure is the first of choice right servers networking storage and we want to put as much context into the VMware management plane you know to make that very simple for them to use and stand up in terms of strategy around some of the areas of plug it's Ron the management so being able to plug in to our one view infrastructure management plane and being able to support all those functions within VMware's it's pretty important to us in terms of the VMware ecosystem and training and ableman buying center are you as a product manager having to direct more of your attention again to the to the virtualization admin versus the maybe 10 years ago it was the storage admin absolutely so the days of dedicated storage admin especially a dedicated backup you know data protection admin even some of the folks on the networking side now right you have to be able to provide context within a virtualized world so a lot of that stuff is moving to other areas where you have I and screen capture in different places then you would break context and go into you know a storage widget or a networking widget or even go to your you know your favorite backup software so what we're seeing at HP is that we cus tomers are coming to us buying more vertically integrated systems so the whole kit and caboodle oh say I want a vertically orient you know integrated system from HP I want to buy another one from a you know another portfolio vendor and for us from a product management standpoint making all of those pieces work together seamlessly is the challenge right you want to drive as much complexity out of that it's possible where I don't have to rack servers I don't have to worry about fibre channel or I skazhi networking or VLAN tagging or all the things that go along with deploying a complex three-tiered architecture so for a from a product manager standpoint it's my goal to get those reduce those clicks you know keep the eyeballs focused on one simple Chris you you I that's that's the that's the Holy Grail about the customer environment right now what are the top conversations you're having with customers you can boil them down and what's the pattern that you're seeing is it changing is the narrative changed out so you guys have a great story with composable infrastructure love that messaging I came out of HP discover this year what so what are some of the substantive conversations can you rank them stack rank amor yeah they oh yeah hold the pattern people right so i need to you know i need to do more with less from an FTE perspective so i need to manage a in order of magnitude more infrastructure per FTE than i was doing three years ago that's you know that's a big one the second one is time to value so the days of entering a service ticket to get you know a full application stack to test you know your app your middle where your database and your storage that can't take 47 days anymore right you want to be able to submit that ticket and have an environment for your developers up and running within hours if not you know instantaneously because that's what they expect from the cloud right so that's a challenge for us we're getting some tweets here shop direct message one is I think this guy plays the Jazz so question is did playing jazz help your career in storage actually so yes very much so two on two fronts oh I play a lot of music so I'm up on stage a lot right so you better be able to bring it right when you got to bring the heat you got to bring the heat right and then you know from for jazz it's definitely you know you learn the changes right you learn the melody but you have to improvise right so at the end of the day you know and up in front of customers and obviously with two heavyweights like yourself you got to be able to do some tap dancing that's awesome well hey you know what and the cube is like a jazz band you're doing great step up in the big games it's always good to sit in you know it's kind of riff and see where the conversation goes up some style after you know go with the changes no real agenda just kind of get down yeah it's a good it's a good opportunity and it's good to see you congratulations all your success love seeing in person Patrick thanks for clearing the insights and storage final word what's your takeaway from vmworld just share with the folks what you're going to walk away with this year from the show every year I come here I think what L could you possibly do right you know you've seen it all but you every year I come here and it's you know whether it's a take on some older architectures like server-side caching with you know a company like de Triomphe or example or you see you know a high-end storage or reincarnated you always see some new stuff and people are doing new things where you didn't think there would be any space for any more innovation in this so that's for me as a kind of a nerd and a product manager and a tech geek like that I love that just seeing the new stuff every year yeah they definitely it's definitely a geek culture here at vmworld for sure that's why I love it and we are here breaking it down inside the cube at the in the Hang space on day two of vmworld 2016 I'm John forage for you be back with more you're watching the cube