>> lie for Las Vegas. It's the queue covering VM World twenty eighteen, brought to you by IBM Wear and its >> ecosystem partners. Welcome back to Las Vegas were here of'Em World twenty eighteen Number. We've heard from BM, where for many years is you know, they've got five hundred thousand customers this morning on stage. Pat Gelsinger said that now over fifteen thousand of those customers are using v san. Hi, I'm Stew Minutemen. With me is John Troyer. We're gonna dig into a little bit of a V San discussion here, joining the first time guests on the program. We have Ernie China, who's the director of the San Worldwide product marketing with the M where and also Brent Collins, who's a global practice director with W. W. T. Who is part of the distribution channel partner of V M wear and many others in the ecosystem. Gentlemen, thanks so much for joining us. Thank you very much for having us. All right, Ernie, let's start charging V san. Uh, I would be San was first announced. I said this was the rising tide that will really lift on launch what we called hyper converge infrastructure. Right? Number of interesting announcement. Maybe, you know, give us a thumbnail of what >> happened. S so there's great. So we actually made some big announcements. First of all, we talked about how the moment, um, we've had two to your point right. Huge amount of adoption by our customers, especially elope sphere customers adopting descend on the marketplace today and then we kind of added to a lot of the things they like about the sand by announcing a few things around the product with a current update one which basically prevented two categories of capabilities. One is some management capabilities and make it much easier to administer to manage a visa and deployment. So being able to, uh, recapture any type of capacity that's not being used, for instance is a great thing for administrators are trying to manage also when they're doing trying to do any trouble shooting or trying to do any management. They also have some great trouble shooting capabilities that we announced this well. And then I think, for tea and of the other partners Way also announced new incentives to allow them to be more profitable, especially as they start selling more visa and compared to traditional storage. Some great ways for them to be profitable with Decenas. Well, >> all right, we've We've had a few guest from W W t on our program in the nine years we've been doing it, but it helped. The company I know has gone through a lot of changes, just like everybody else in this industry. So I want you to talk about the visa and stuff, but give us for a second, you know? W w a d T. How should we think of W W T? How do you differentiate from your peers in the marketplace? >> Yes, so I think you know W Vt. Is about a ten and a half billion dollar technology integration firm. We started off a little bit smaller, so a lot of if you haven't been around in awhile. We've grown quite a bit in the last few years but really have built a company or in around speed. So it's, uh, how do we help customers get things moving a lot faster? So it's speed to an informed decision with our advanced technology center. So it's, uh, it's about a two hundred million dollars playground that we used for everything from demos to proof of concept. So what we call lab is a service which is a longer term proof of concept. Um, we also have an integration facility. So we take that informed decision we make maybe a blueprint, So talk a lot about the sand, but it's indifferent consumption models. We might package that together with servers, top Iraq, switching in the rack and really stamp that out multiple times for larger clients. So we take that to the immigration facility, and we also have a world class global supply chains. So we started as a supply chain company. Not a lot of people know that, but you take that, you prove it out, you run it through immigration facility, and then you put it anywhere in the world. It's a really powerful set of capabilities for big customers. >> Well, Brit, I wanted to ask specifically around Lisa. Uh, and you talked about the consumption models. One of the interesting parts about the sand, right. You can roll your own, take the software, roll your own piece and ready notes, or buy it from, you know, from somebody already fully assembled in baked. What do you mean? You're obviously you're working with customers at a range of sizes and use cases. But I mean, can you talk about what? What in twenty eighteen, whether some of the common consumption models to people you know? Are you pulling it all together with the full rack and rolling it in? Or how what people look to W. W. T. And as a V San partner for >> sure, It's a great question. So we actually get all of the above. So we focus on the enterprise space, the larger clients and they a lot of them want custom solution. So we go prove out whatever they want toe have in there and again to the model I talked about earlier. We stamp that out and put it in their data centers. Now, some of them wanted in a V San rule your own. These others want VX rail, and then others want a full stack like the extract std. See, so way I see it for different use cases, right? So we look at it, uh, the sand in and of itself is an easy button, but when you package it in with the reference architecture, it's even easier for people to go, go roll that out and support different models. Whether that's VD, I or general purpose, virtual ization or even enterprise applications so way really like the the ability to customize that, depending on what the customer is looking for. >> All right, Ernie, which one of these things are is everything g et that we've talked about here, you know, how are their customers that have lined up and done? Some of these may be unpacked for us a little bit as toe. What's hitting the door? The door Which one's already rolled out as toe? What piece of those? You know, >> things have hit the door already. They're already out for a lot of customers. A lot of customers, actually, as we do a lot of times have them tested out beforehand. So many customers are already actually using a lot of these capabilities today. Some of them are actually being at the show, talking about some of the things that we've done here. Yeah, >> so what? One thing I love both of you to give us some commentary on when we look at the difference between kind of my data center and the public cloud is the public cloud. Nobody calls you and says, Hey, what version of eight of us are azure? You running right, as opposed to we know the history with these here. It's like, Well, what version of easier? Well, you know, I've got my little lab. Yeah, they're they're testing, you know, six, six, six, seven things like that. But I still got that five five deployment that you no way have plans, but it's gonna take awhile. How does the sensitive into that picture? And, you know, how do you help customers stay on the rev Upgrader to you once you want to sell it or you kind of done and they deal with GM wear? How does that dynamic work? >> I think the value The channel is really making it easier for customers to buy easier Teo deploy and easier to manage. So we do all the above. I think one of the things that we were talking about earlier is I think people look at cloud is the easy button and it is. But there's an interim step there. So for customers to say, Hey, I want it easy. You have the option to do it on Prem as well as in the clouds. So it's really, you know, when I look at my business, it's I'm in the computation of data management business, and V San fits into the really that data management side. The different question when you incorporate Cloud is it's not a question of, you know, Are we still doing the same thing? It's it's Where is it? How do I buy it? So I really like h c. I think it's it really is that interim easy button for people that say I want the simplicity a cloud, but I wanted on prom So >> we're going to get a commentary on kind >> of the management from the manager perspective. We're making it very, very easy for customers to go from whatever version they need to. Obviously the fact that we have all these great new features coming in, it really gets sense a lot of customers to want to move to the latest capabilities, but in general, for them, for customers who make it really easy for them to be able to move up to whatever whatever level they need to >> Nice Brian, I wanted to ask you talk about H I V and the easy. But in a couple of years ago, when a chai architectures we're just coming in, it was The industry always has a little bit black and white. It's either gonna destroy everything or save everything, and it's gonna be one hundred percent one way or the other. Turns out, you know, there's a mix of use cases for traditional storage as well as a C I What? What do you particularly like a CZ use cases for for bee san, uh, your customer base that you roll out? When do you When do you really say you know what? You should really look at this hyper converged infrastructure that we can build you first is, um or, you know, a traditional, bigger, different ray. Bigger array, separate array, sort of storage. >> I'LL give you the answer to everybody hates, which is It depends, right? So I think you know the sands a great platform, and we see it for a lot of different use cases. A lot of it depends on you know, what's the customer looking to do, what's there, what investments that they already made and then where is the fifth best? So from a technical perspective, I mean, I think we all know that general purpose virtual ization of Edie I make their great use cases were v san, but we're starting to see that creep into other use cases. So you start here and then you could say, Well, you know what? I'm refreshing over here. Maybe it makes more sense to take a look at something different a same time. Some people say, Hey, maybe a traditional storage array still makes sense for us, so we kind of see it both ways. But again, as people turn Estes comment as people start with the sand, they try it out. The simplicity, the ease of management and the cost effectiveness they really look at it and also the integration. We don't talk about a lot, but the integration with all the other virtualization tools makes it really easy all in. So because of some reasons why people might take a hard look at that versus a traditional storage array. >> Just add to that start off with media. Everyone was in that particular use case. Then remote office came in, so the edge was a big one that started to grow. Now, majority of our use cases around business Critical lapse. Most of the customers Air sequel Oracle. They're starting to deploy their so actually expanding quite a bit. And the nice thing, actually for partners is in many cases, the services are now starting to catch up. As you start going to these, this is critical APS. Actually, the services get bigger. So going back to that hole profitability element, it makes it more profitable foreigners as well. Right? >> Front V san isn't just a standalone product or, you know it is, obviously is always with the hyper visor. But it's an important piece of the Via MacLeod Foundation is W W t involved in any of those solutions that you know, Uh, yeah, way Don't do anything. Okay? Yeah, that's real straight for itself. But somewhere, cloud Is that something You talk to your customers about her, >> Of course Way. Do all of the above and you know, significant investments in the cloud in general. So a lot of over finding actually not to pivot too hard off of what we're talking about today. But you know, when we look at, uh, v r automation, for example, a lot of customers of purchase it but aren't taken advantage all the different features. So when we look at the entire stack, part of our methodology is working with customers to figure out, what do you have? And then how do we deploy and help you take advantage of what you have and then come back to the real question, which is? Let's take a holistic view out of all of those things and figure out how to maximize it. So it might be vee are a might be vey san. But in general, let's style those things together into something that makes more sense as a platform for what that customers looking to do. >> Okay, Ernie, wanna give you the final word? You know a lot of pieces. People are always trying to do it through. What's one thing that people should look at from the sand that they might have missed? >> So I think, from from the sand perspective, as they start to look at modernizing their infrastructure, they started looking at this whole idea of digital business and how we've become more agile, I think, actually, kind of pivoting a litte bit off. The point that was just made decent is a great way to get started, so it's a great way to be able to bring in some of those capabilities. And then it's a great start than to bring in the rest of our portfolio. That really adds a whole stack solutions. I really make that a reality. And along the way we make it very easy for especially the Spear customers to be able to deploy that >> real important point. Thank you, Ernie. China Front. Collins. Appreciate all the updates and, uh, the user perspective for John Troyer on student and back with lots more content from Veum World twenty eighteen. Thanks for watching the cue. Thank you.