(upbeat music) >> Hello, everybody. John Walls here, as we continue our coverage of AWS re:Invent here on theCUBE. And today we're going to go talk about the edge. What's out there on the edge, and how do we make sense of it? How do we use that data, and put it to work, and how do we keep it secure? Big questions, a lot of questions, and at the end of the day, what's the value prop for you, the customer, to make it all work? With me to talk about that is the Executive Vice President and GM of HPE GreenLake, Keith White. Keith, thanks for joining us here on theCUBE. >> John, thanks so much for having me. I really appreciate the opportunity, and excited to have a conversation today. >> Yeah, good. Well, let's just jump right in. First off, about the edge. There was a time, not so long ago, that it was kind of the Wild, Wild West out there, right? And we were trying to corral this fantastic reservoir of data that was streaming in from every which point, to the point now where we've realized how to refine that, how to develop that, how to reduce that complexity, to make that actionable. Talk about that journey a little bit, about where we were with edge technology maybe five, six years ago, and how we've migrated to the point we are now, where GreenLake is doing the great work that it is. >> You know, it's really a great question, John, cause I think there's a lot of different definitions of the edge, and what does "the edge" actually mean. And you're right, you know, there's been a pretty big transformation over the last few years, especially as we think about things like IoT, and just being able to engage with edge scenarios. But today what you're seeing is a lot of digital transformations happening with companies around three big megatrends. Cloud, meaning hybrid cloud, multi-cloud, data, and how you analyze that data to make decisions. And of course the edge, like we're talking through. And you know, frankly, with the edge, this is where we see the connectivity and security requirements really connect, because that edge information is so important, so critical to stay secure, but also it's creating that tremendous amount of data, as you mentioned. And so folks want to pull that into their cloud environment, and then make decisions and analyze that data, and plug it into the systems that they have overall. And you know, you're seeing companies like Auckland Transport, right? They basically do an AI-enhanced video feed to optimize their transport routes. And as you think about supply chain and the big challenges that we're seeing today, or you think about public transportation, and, you know, really providing information with respect to customers, but how do you take and get all that information pulled together, to then make decisions from these various edge points throughout? Or a company like ABB, who's been building the factory of the future, and doing, basically, you know, robotics-as-a-service, if you will, in order to really get that precision required at the edge in order to manufacture what they need to. So, massive uses around the edge, massive data getting created, and HPE GreenLake's a great spot for folks to help, you know, really take and leverage that data, to make those those decisions that are required. >> You know, one example in terms of case studies, or in terms of your client base that you talk about, you know, the automotive sector. >> Yeah. >> And I think about what's going on in terms of, with that technology, and I can't even imagine the kind of mechanics that are happening, right? In real time, at 60, 70 miles an hour, through all kinds of environmental conditions. So maybe just touch base, too, about what you're doing that's in terms of automotive, and what's going to be- >> No, it's great, John, yeah. >> (indistinct) then? >> Yeah, no, it's an awesome question, because, you know, we're working closely with a lot of the car manufacturers, as well as their sort of subsidiaries, if you will. So you look at autonomous driving, which is a great example. All that data has to come in and get analyzed. And if you look at a company like Volvo, they use a third party called Zenseact, who basically uses our high-performance compute to deliver it as a service through HPE GreenLake. They get all this massive parallel computing, modeling and simulations happening, with all this data coming in. And so what we've done with GreenLake is we give them that ability to easily scale up, to grow capacity, to get access to that hundreds of petabytes of data that you just mentioned. And then, you know, really basically take and make analytics and AI models and machine learning capabilities out of that, in order to really direct and fuel their mission to develop that next-generation software to support that autonomous driving capability. And so you're seeing that with a ton of different car manufacturers, as well as a lot of different other scenarios as well. So you're spot on. Automotive is a key place for that. >> You know, and too, the similarities here, the common thread, I think, threads, actually, plural, are very common. We think about access, right? We think about security, we think about control, we think about data, we think about analytics, so I mean, all these things are factoring in, in this extraordinarily dynamic environment. So is there a batting order, or a pecking order, in terms of addressing those areas of concern, or what kind of, I guess, learning curve have we had on that front? >> Well, I think you're, I think the key is, as I mentioned earlier, so you have this connectivity piece, and you've got to be able to connect and be available as required. That might be through SD-WAN, that might be Wi-Fi, that might be through a network access point, et cetera. But the key is that security piece of it as well. Customers need to know that that data and that edge device is very, very secure. And then you've got to have that connectivity back into your environment. And so what we've learned with HPE GreenLake, which, really what that does, is that brings that cloud experience, that public cloud experience, to customers in their data center, on-premise, in their colo, or at the edge, like we're talking about now, because there's a lot of need to keep that data secure, private, to make sure that it's not out in the public cloud and accessible, or those types of scenarios. So as I think about that piece of it, then it turns into, okay, how do we take all that data and do the analytics and the AI modeling that we talked about before? So it's a really interesting flow that has to happen. But what's happening is, people are really transforming their business, transforming their business models, as we just talked about. Factory of the future, you know, transportation needs. We're seeing it in different environments as well. Automotive, as you mentioned. But it's exciting, it's an exciting time, with all of this opportunity to really change not only how a business can run, but how we as consumers interact and engage with that. >> And then ultimately for the company, the value prop's got to be there. And you've already cited a number of areas. Is there one key metric that you look at, or one key deliverable that you look at here, in terms of what the ultimate value proposition is for a customer? >> You bet. I think the biggest thing is, you know, our customers and their satisfaction. And so, to date, you know, we have well over 60,000 customers on the platform. We have a retention rate of 96%, so a very, very small number that haven't stayed on the platform itself. And that means that they're satisfied. And what we're seeing also is a continued growth in usage for new environments, new workloads, new solutions that a customer is trying to drive as well. And so those are some of the key metrics we look at, with respect to our customer satisfaction, with their retention rate, with their usage capabilities, and then how we're growing that piece. And the interesting thing, John, is what we've learned is that HPE, as a company, traditionally was very hardware focused, it was a hardware vendor, transacting, responding to RFPs for compute, storage, and networking. With GreenLake now moving into the cloud services realm, we're now having conversations with customers as their partner. How do we solve this problem? How do we transform our business? How do we accelerate our growth? And that's been very exciting for us as a company, to really make that significant transformation and shift to being part of our customer's environments in a partnership type way. >> Yeah. And now you're talking about ecosystem, right? And what you're developing, not only in your partners, but also maybe what lessons you're learning in one respect you can apply to others. What's happening in that respect, in terms of the kind of universe that you're developing, and how applicable, maybe, one experience is to another client's needs? >> Yeah, no, it's a great question, because in essence, what happens is, we're sort of the tip of the spear, and we're partnering with customers to really go in deep, and understand how to utilize that. We can take that learning, and then push that out to our ecosystem, so that they can scale and they can work with more customers with respect to that piece of it. The second is, is that we're really driving into these more solution-oriented partners, right? The ISVs, the system integrators, the managed service providers, the colos, and even the hyperscalers, as we've talked about, and why we're here with our friends at AWS, is, customers are requiring a hybrid environment. They want to leverage tools up in the public cloud, but they also want the on-prem capabilities, and they need those to work together. And so this ecosystem becomes very dynamic with respect to, hey, what are we learning, and how do we solve our customer's problems together? I always talk about the ecosystem being 1 + 1 = 3 for our customers. It has to be that way, and frankly, our customers are expecting that. And that's why we're excited to be here today with our, as I said, our friends at AWS. >> And how does open play in all this too, right? Because, I mean, that provides, I assume, the kind of flexibility that people are looking for, you know, they, you know, having that open environment and making an opportunity available to them is a pretty big attractive element. >> It's huge, right? Yeah, as you know, people don't want to get locked in to a single technology. They don't want to get locked in to a single cloud. They don't want to have to, they want to be able to utilize the best of the best. And so maybe there's some tools in the public cloud that can really help from an analytics standpoint, but we can store and we can process it locally in our data center, at the edge, or in a colo. And so that best of both worlds is there, but it has to be an open platform. I have to be able to choose my container, my virtual machine, my AI tools, my, you know, capabilities, my ISV application, so that I have that flexibility. And so it's been fantastic for us to move into this open platform environment, to be able to have customers leverage the best and what's going to work best for them, and then partnering with those folks closely to, again, deliver those solutions that are required. >> You know, this is, I mean, it appears, as I'm hearing you talk about this, in terms of the partnerships you're creating, the ecosystem that you're developing, how that's evolving, lessons that you've learned, the attention you've paid to security and data analytics. I get the feeling that you've got a lot of momentum, right? A lot of things are happening here. You've got big mo on your side right now. (Keith laughs) Would you characterize it that way? >> Yeah, you know, there's a ton of momentum. I think what we're finding is, customers are requiring that cloud experience on-prem. You know, they're getting it from AWS and some of the other hyperscalers, but they want that same capability on-prem. And so what we've seen is just a dramatic increase with respect to usage, customers. We're adding hundreds of customers every quarter. We're growing in the triple digits, three of the last four quarters. And so, yeah, we're seeing tremendous momentum, but as I said, what's been most important is that relationship with the customer. We've really flipped it to becoming that partner with them. And again, bringing that ecosystem to bear, so that we can have the best of all worlds. And it's been fantastic to see, and frankly, the momentum's been tremendous. And we're in a quiet period right now, but you'll see what our earnings are here in the next couple weeks, and we can talk more details on that, but in the past, as we talked about, we've grown, you know, triple digits three of the last four quarters, and, you know, well over $3 billion, well over $8 billion of total contract value that we've implemented to date. And, you know, the momentum is there, but, again, most importantly is, we're solving our customers' problems together, and we're helping them accelerate their business and their transformation. >> I know you mentioned earnings, the report's a few weeks away. I saw your smile, that big old, you know, grin, so I have a feeling the news is pretty good from the HPE GreenLake side. >> It is. We're excited about it. And you know, again, this really is just a testament to the transformation we've made as a company in order to move towards those cloud services. And you know, you'll hear us talk about it as the core of what we're doing as a company, holistically, again, because this is what customers are requiring, this is what our ecosystem is moving towards. And it's been really fun, it's been a great, great ride. >> Excellent. Keith, appreciate the time, and keep up the good work, and I'm going to look for that earnings report here in a few weeks. >> Awesome. Thanks so much, John. Take good care. Appreciate it. >> You bet, you too. Keith White joining us here, talking about HPE GreenLake, and defining what they're doing in terms of bringing the edge back into the primary systems for a lot of companies. So, good work there. We'll continue our coverage here in theCUBE. You're watching theCUBE coverage of AWS re:Invent. And I'm John Walls. (lively music)

>> Announcer: theCube presents HPE Discover 2022, brought to you by HPE. >> Hey, everyone. Welcome back to Las Vegas. This is Lisa Martin with Dave Vellante live at HPE Discover '22. Dave, it's great to be here. This is the first Discover in three years and we're here with about 7,000 of our closest friends. >> Yeah. You know, I tweeted out this, I think I've been to 14 Discovers between the U.S. and Europe, and I've never seen a Discover with so much energy. People are not only psyched to get back together, that's for sure, but I think HPE's got a little spring in its step and it's feeling more confident than maybe some of the past Discovers that I've been to. >> I think so, too. I think there's definitely a spring in the step and we're going to be unpacking some of that spring next with one of our alumni who joins us, Keith White's here, the executive vice president and general manager of GreenLake Cloud Services. Welcome back. >> Great. You all thanks for having me. It's fantastic that you're here and you're right, the energy is crazy at this show. It's been a lot of pent up demand, but I think what you heard from Antonio today is our strategy's changing dramatically and it's really embracing our customers and our partners. So it's great. >> Embracing the customers and the partners, the ecosystem expansion is so critical, especially the last couple of years with the acceleration of digital transformation. So much challenge in every industry, but lots of momentum on the GreenLake side, I was looking at the Q2 numbers, triple digit growth in orders, 65,000 customers over 70 services, eight new services announced just this morning. Talk to us about the momentum of GreenLake. >> The momentum's been fantastic. I mean, I'll tell you, the fact that customers are really now reaccelerating their digital transformation, you probably heard a lot, but there was a delay as we went through the pandemic. So now it's reaccelerating, but everyone's going to a hybrid, multi-cloud environment. Data is the new currency. And obviously, everyone's trying to push out to the Edge and GreenLake is that edge to cloud platform. So we're just seeing tons of momentum, not just from the customers, but partners, we've enabled the platform so partners can plug into it and offer their solutions to our customers as well. So it's exciting and it's been fun to see the momentum from an order standpoint, but one of the big numbers that you may not be aware of is we have over a 96% retention rate. So once a customer's on GreenLake, they stay on it because they're seeing the value, which has been fantastic. >> The value is absolutely critically important. We saw three great big name customers. The Home Depot was on stage this morning, Oak Ridge National Laboratory was as well, Evil Geniuses. So the momentum in the enterprise is clearly present. >> Yeah. It is. And we're hearing it from a lot of customers. And I think you guys talk a lot about, hey, there's the cloud, data and Edge, these big mega trends that are happening out there. And you look at a company like Barclays, they're actually reinventing their entire private cloud infrastructure, running over a hundred thousand workloads on HPE GreenLake. Or you look at a company like Zenseact, who's basically they do autonomous driving software. So they're doing massive parallel computing capabilities. They're pulling in hundreds of petabytes of data to then make driving safer and so you're seeing it on the data front. And then on the Edge, you look at anyone like a Patrick Terminal, for example. They run a whole terminal shipyard. They're getting data in from exporters, importers, regulators, the works and they have to real-time, analyze that data and say, where should this thing go? Especially with today's supply chain challenges, they have to be so efficient, that it's just fantastic. >> It was interesting to hear Fidelma, Keith, this morning on stage. It was the first time I'd really seen real clarity on the platform itself and that it's obviously her job is, okay, here's the platform, now, you guys got to go build on top of it. Both inside of HPE, but also externally, so your ecosystem partners. So, you mentioned the financial services companies like Barclays. We see those companies moving into the digital world by offering some of their services in building their own clouds. >> Keith: That's right. >> What's your vision for GreenLake in terms of being that platform, to assist them in doing that and the data component there? >> I think that was one of the most exciting things about not just showcasing the platform, but also the announcement of our private cloud enterprise, Cloud Service. Because in essence, what you're doing is you're creating that framework for what most companies are doing, which is they're becoming cloud service providers for their internal business units. And they're having to do showback type scenarios, chargeback type scenarios, deliver cloud services and solutions inside the organization so that open platform, you're spot on. For our ecosystem, it's fantastic, but for our customers, they get to leverage it as well for their own internal IT work that's happening. >> So you talk about hybrid cloud, you talk about private cloud, what's your vision? You know, we use this term Supercloud. This in a layer that goes across clouds. What's your thought about that? Because you have an advantage at the Edge with Aruba. Everybody talks about the Edge, but they talk about it more in the context of near Edge. >> That's right. >> We talked to Verizon and they're going far Edge, you guys are participating in that, as well as some of your partners in Red Hat and others. What's your vision for that? What I call Supercloud, is that part of the strategy? Is that more longer term or you think that's pipe dream by Dave? >> No, I think it's really thoughtful, Dave, 'cause it has to be part of the strategy. What I hear, so for example, Ford's a great example. They run Azure, AWS, and then they made a big deal with Google cloud for their internal cars and they run HPE GreenLake. So they're saying, hey, we got four clouds. How do we sort of disaggregate the usage of that? And Chris Lund, who is the VP of information technology at Liberty Mutual Insurance, he talked about it today, where he said, hey, I can deliver these services to my business unit. And they don't know, am I running on the public cloud? Am I running on our HPE GreenLake cloud? Like it doesn't matter to the end user, we've simplified that so much. So I think your Supercloud idea is super thoughtful, not to use the super term too much, that I'm super excited about because it's really clear of what our customers are trying to accomplish, which it's not about the cloud, it's about the solution and the business outcome that gets to work. >> Well, and I think it is different. I mean, it's not like the last 10 years where it was like, hey, I got my stuff to work on the different clouds and I'm replicating as much as I can, the cloud experience on-prem. I think you guys are there now and then to us, the next layer is that ecosystem enablement. So how do you see the ecosystem evolving and what role does Green Lake play there? >> Yeah. This has been really exciting. We had Tarkan Maner who runs Nutanix and Karl Strohmeyer from Equinix on stage with us as well. And what's happening with the ecosystem is, I used to say, one plus one has to equal three for our customers. So when you bring these together, it has to be that scenario, but we are joking that one plus one plus one equals five now because everything has a partner component to it. It's not about the platform, it's not about the specific cloud service, it's actually about the solution that gets delivered. And that's done with an ISV, it's done with a Colo, it's done even with the Hyperscalers. We have Azure Stack HCI as a fully integrated solution. It happens with managed service providers, delivering managed services out to their folks as well. So that platform being fully partner enabled and that ecosystem being able to take advantage of that, and so we have to jointly go to market to our customers for their business needs, their business outcomes. >> Some of the expansion of the ecosystem. we just had Red Hat on in the last hour talking about- >> We're so excited to partner with them. >> Right, what's going on there with OpenShift and Ansible and Rel, but talk about the customer influence in terms of the expansion of the ecosystem. We know we've got to meet customers where they are, they're driving it, but we know that HPE has a big presence in the enterprise and some pretty big customer names. How are they from a demand perspective? >> Well, this is where I think the uniqueness of GreenLake has really changed HPE's approach with our customers. Like in all fairness, we used to be a vendor that provided hardware components for, and we talked a lot about hardware costs and blah, blah, blah. Now, we're actually a partner with those customers. What's the business outcome you're requiring? What's the SLA that we offer you for what you're trying to accomplish? And to do that, we have to have it done with partners. And so even on the storage front, Qumulo or Cohesity. On the backup and recovery disaster recovery, yes, we have our own products, but we also partner with great companies like Veeam because it's customer choice, it's an open platform. And the Red Hat announcement is just fantastic. Because, hey, from a container platform standpoint, OpenShift provides 5,000 plus customers, 90% of the fortune 500 that they engage with, with that opportunity to take GreenLake with OpenShift and implement that container capabilities on-prem. So it's fantastic. >> We were talking after the keynote, Keith Townsend came on, myself and Lisa. And he was like, okay, what about startups? 'Cause that's kind of a hallmark of cloud. And we felt like, okay, startups are not the ideal customer profile necessarily for HPE. Although we saw Evil Geniuses up on stage, but I threw out and I'd love to get your thoughts on this that within companies, incumbents, you have entrepreneurs, they're trying to build their own clouds or Superclouds as I use the term, is that really the target for the developer audience? We've talked a lot about OpenShift with their other platforms, who says as a partner- >> We just announced another extension with Rancher and- >> Yeah. I saw that. And you have to have optionality for developers. Is that the way we should think about the target audience from a developer standpoint? >> I think it will be as we go forward. And so what Fidelma presented on stage was the new developer platform, because we have come to realize, we have to engage with the developers. They're the ones building the apps. They're the ones that are delivering the solutions for the most part. So yeah, I think at the enterprise space, we have a really strong capability. I think when you get into the sort of mid-market SMB standpoint, what we're doing is we're going directly to the managed service and cloud service providers and directly to our Disty and VARS to have them build solutions on top of GreenLake, powered by GreenLake, to then deliver to their customers because that's what the customer wants. I think on the developer side of the house, we have to speak their language, we have to provide their capabilities because they're going to start articulating apps that are going to use both the public cloud and our on-prem capabilities with GreenLake. And so that's got to work very well. And so you've heard us talk about API based and all of that sort of scenario. So it's an exciting time for us, again, moving HPE strategy into something very different than where we were before. >> Well, Keith, that speaks to ecosystem. So I don't know if you were at Microsoft, when the sweaty Steve Ballmer was working with the developers, developers. That's about ecosystem, ecosystem, ecosystem. I don't expect we're going to see Antonio replicating that. But that really is the sort of what you just described is the ecosystem developing on top of GreenLake. That's critical. >> Yeah. And this is one of the things I learned. So, being at Microsoft for as long as I was and leading the Azure business from a commercial standpoint, it was all about the partner and I mean, in all fairness, almost every solution that gets delivered has some sort of partner component to it. Might be an ISV app, might be a managed service, might be in a Colo, might be with our hybrid cloud, with our Hyperscalers, but everything has a partner component to it. And so one of the things I learned with Azure is, you have to sell through and with your ecosystem and go to that customer with a joint solution. And that's where it becomes so impactful and so powerful for what our customers are trying to accomplish. >> When we think about the data gravity and the value of data that put massive potential that it has, even Antonio talked about it this morning, being data rich but insights poor for a long time. >> Yeah. >> Every company in today's day and age has to be a data company to be competitive, there's no more option for that. How does GreenLake empower companies? GreenLake and its ecosystem empower companies to really live being data companies so that they can meet their customers where they are. >> I think it's a really great point because like we said, data's the new currency. Data's the new gold that's out there and people have to get their arms around their data estate. So then they can make these business decisions, these business insights and garner that. And Dave, you mentioned earlier, the Edge is bringing a ton of new data in, and my Zenseact example is a good one. But with GreenLake, you now have a platform that can do data and data management and really sort of establish and secure the data for you. There's no data latency, there's no data egress charges. And which is what we typically run into with the public cloud. But we also support a wide range of databases, open source, as well as the commercial ones, the sequels and those types of scenarios. But what really comes to life is when you have to do analytics on that and you're doing AI and machine learning. And this is one of the benefits I think that people don't realize with HPE is, the investments we've made with Cray, for example, we have and you saw on stage today, the largest supercomputer in the world. That depth that we have as a company, that then comes down into AI and analytics for what we can do with high performance compute, data simulations, data modeling, analytics, like that is something that we, as a company, have really deep, deep capabilities on. So it's exciting to see what we can bring to customers all for that spectrum of data. >> I was excited to see Frontier, they actually achieve, we hosted an event, co-produced event with HPE during the pandemic, Exascale day. >> Yeah. >> But we weren't quite at Exascale, we were like right on the cusp. So to see it actually break through was awesome. So HPC is clearly a differentiator for Hewlett Packard Enterprise. And you talk about the egress. What are some of the other differentiators? Why should people choose GreenLake? >> Well, I think the biggest thing is, that it's truly is a edge to cloud platform. And so you talk about Aruba and our capabilities with a network attached and network as a service capabilities, like that's fairly unique. You don't see that with the other companies. You mentioned earlier to me that compute capabilities that we've had as a company and the storage capabilities. But what's interesting now is that we're sort of taking all of that expertise and we're actually starting to deliver these cloud services that you saw on stage, private cloud, AI and machine learning, high performance computing, VDI, SAP. And now we're actually getting into these industry solutions. So we talked last year about electronic medical records, this year, we've talked about 5g. Now, we're talking about customer loyalty applications. So we're really trying to move from these sort of baseline capabilities and yes, containers and VMs and bare metal, all that stuff is important, but what's really important is the services that you run on top of that, 'cause that's the outcomes that our customers are looking at. >> Should we expect you to be accelerating? I mean, look at what you did with Azure. You look at what AWS does in terms of the feature acceleration. Should we expect HPE to replicate? Maybe not to that scale, but in a similar cadence, we're starting to see that. Should we expect that actually to go faster? >> I think you couched it really well because it's not as much about the quantity, but the quality and the uses. And so what we've been trying to do is say, hey, what is our swim lane? What is our sweet spot? Where do we have a superpower? And where are the areas that we have that superpower and how can we bring those solutions to our customers? 'Cause I think, sometimes, you get over your skis a bit, trying to do too much, or people get caught up in the big numbers, versus the, hey, what's the real meat behind it. What's the tangible outcome that we can deliver to customers? And we see just a massive TAM. I want to say my last analysis was around $42 billion in the next three years, TAM and the Azure service on-prem space. And so we think that there's nothing but upside with the core set of workloads, the core set of solutions and the cloud services that we bring. So yeah, we'll continue to innovate, absolutely, amen, but we're not in a, hey we got to get to 250 this and 300 that, we want to keep it as focused as we can. >> Well, the vast majority of the revenue in the public cloud is still compute. I mean, not withstanding, Microsoft obviously does a lot in SaaS, but I'm talking about the infrastructure and service. Still, well, I would say over 50%. And so there's a lot of the services that don't make any revenue and there's that long tail, if I hear your strategy, you're not necessarily going after that. You're focusing on the quality of those high value services and let the ecosystem sort of bring in the rest. >> This is where I think the, I mean, I love that you guys are asking me about the ecosystem because this is where their sweet spot is. They're the experts on hyper-converged or databases, a service or VDI, or even with SAP, like they're the experts on that piece of it. So we're enabling that together to our customers. And so I don't want to give you the impression that we're not going to innovate. Amen. We absolutely are, but we want to keep it within that, that again, our swim lane, where we can really add true value based on our expertise and our capabilities so that we can confidently go to customers and say, hey, this is a solution that's going to deliver this business value or this capability for you. >> The partners might be more comfortable with that than, we only have one eye sleep with one eye open in the public cloud, like, okay, what are they going to, which value of mine are they grab next? >> You're spot on. And again, this is where I think, the power of what an Edge to cloud platform like HPE GreenLake can do for our customers, because it is that sort of, I mentioned it, one plus one equals three kind of scenario for our customers so. >> So we can leave your customers, last question, Keith. I know we're only on day one of the main summit, the partner growth summit was yesterday. What's the feedback been from the customers and the ecosystem in terms of validating the direction that HPE is going? >> Well, I think the fantastic thing has been to hear from our customers. So I mentioned in my keynote recently, we had Liberty Mutual and we had Texas Children's Hospital, and they're implementing HPE GreenLake in a variety of different ways, from a private cloud standpoint to a data center consolidation. They're seeing sustainability goals happen on top of that. They're seeing us take on management for them so they can take their limited resources and go focus them on innovation and value added scenarios. So the flexibility and cost that we're providing, and it's just fantastic to hear this come to life in a real customer scenario because what Texas Children is trying to do is improve patient care for women and children like who can argue with that. >> Nobody. >> So, yeah. It's great. >> Awesome. Keith, thank you so much for joining Dave and me on the program, talking about all of the momentum with HPE Greenlake. >> Always. >> You can't walk in here without feeling the momentum. We appreciate your insights and your time. >> Always. Thank you you for the time. Yeah. Great to see you as well. >> Likewise. >> Thanks. >> For Keith White and Dave Vellante, I'm Lisa Martin. You're watching theCube live, day one coverage from the show floor at HPE Discover '22. We'll be right back with our next guest. (gentle music)

(electronica music) >> Hello everybody. This is Dave Volante and we are covering HPE's big GreenLake announcements. We've got wall-to-wall coverage, a ton of content. We've been watching GreenLake since the beginning. And of one of the things we said early on was let's watch and see how frequently, what the cadence of innovations that HPE brings to the market. Because that's what a cloud company does. So, we're here to welcome you. Keith White is here as the Senior Vice President General Manager of GreenLake cloud services. He runs the commercial business. Keith, thanks for coming on. Help me kick off. >> Thanks for having me. It's awesome to be here. >> So you guys got some momentum orders, 40% growth a year to year on year. You got a lot of momentum, customer growth. >> Yeah, it's fantastic. It's 46%. >> Kyle, thank you for that clarification. And in 46. Big different from 40 to 46. >> No, I think what we're seeing is we're seeing the momentum happen in the marketplace, right? We have a scenario where we're bringing the cloud experience to the customer on their premises. They get to have it automated. Self-serve, easy to consume. They pay for what they use. They can have it in their data center. They can have it at the edge. They can have it at the colo, and, we can manage it all for them. And so they're really getting that true cloud experience and we're seeing it manifest itself in a variety of different customer scenarios. You know, we talked about at Discover, a lot of work that we're doing on the hybrid cloud side of the house, and a lot of work that we're doing on the edge side of things with our partners. But you know, it's exciting to see the explosion of data and how now we're providing this data capability for our customers. >> What are the big trends you're hearing from customers? And how is that informing what you're doing with Green? I mean, I feel like in a lot of ways, Keith, what happened last year, you guys were, were in a better position maybe than most. But what are you hearing and how is that informing your go forward? >> Yeah, I think it's really three things with customers, right? First off, Hey, we're trying to accelerate our digital transformation and it's all becoming about the data. So help us monetize the data, help us protect that data. Help us analyze it to make decisions. And so, you know, number one, it's all about data. Number two is wow, this pandemic, you know, we need to look for cost savings. So, we still need to move our business forward. We've got to accelerate our business, but help me find some cost savings with respect to what I can do. And third, what we're hearing is, hey, we're in a situation, where there's a lot of different capabilities happening with our workforce. They're working from home. They're working hybrid. Help us make sure that we can stay connected to those folks, but also in a secure way, making sure that they have all the tools and resources they need. So those are sort of three of the big themes that we're seeing that GreenLake really helps manifest itself, with the data we're doing now. With all the hybrid cloud capabilities. With the cost savings that we get with respect to our platform, as well as with solutions such as VDI or workforce enablements that we've, we create from a solution standpoint. . >> So, what's the customer reaction, I mean, I mean, everybody now, who's has a big on-premise state, has an as a service capability. A customer saying, oh yeah, oh yeah, how do you make it not me too? In the customer conversations? >> Yeah. I think it turns into, you know, you have to bring the holistic solution to the customer. So yes, there's technology there and we're hearing from, you know, some of the competitors out there. Yeah, we're doing as a service as well, but maybe it's a little bit of storage here. Maybe it's a little bit of networking there. Customers need that end to end solution. And so as you've seen us announce over time, we've got the building blocks, of course, compute storage and networking, but everything runs in a virtual machine. Everything runs in a container or everything runs on the bare metal itself. And that package that we've created for customers means that they can do whatever solution, or whatever workload they want So, if you're a hospital and you're running Epic for your electronic medical records, you can go that route. If you're upgrading SAP and you're using virtual machines at a very large scale, you can use this, use a GreenLake for that as well. So, as you go down the list, there's just so many opportunities with respect to bring those solutions to our customers. And then you bring in our point-next capabilities to support that. You bring in our advisory and professional services, along with our ecosystem to help enable that. You bring in our HPE financial services to help fund that digital transformation. And you've got the complete package. And that's why customers are saying, hey, you guys are now partners of us. You're not just a hardware provider, you're a partner you're helping us solve our business problems and helping us accelerate our business. >> So what should people expect today? You guys got some announcements. What should people look for? >> Well, I think this is, as we've talked about, you know, now we're sort of providing much more capabilities around the data side of the house. Because data is so such, it's the gold, if you will, of a customer's environment. So first off we want to do analytics. So we want an open platform that provides really a unified set of analytics capabilities. And this is where we have a real strong, sweet spot with respect to some of the, the software that we've built around Esperal. But also with the hardware capabilities. As you know, we have all the way up to the Cray supercomputers that, that are doing all of the analytics for whether this or, or financial data that. So, I think that's one of the key things. The second is you got to protect that data. And, and so if it's going to be on prem, I want to know that it's protected and secured. So how do I back it up? How do I have a disaster recovery plan? How do I watch out for ransomware attacks, as well? So we're providing some capabilities there. And then I'd say, lastly, because of all the experience we have with our customers now implementing these hybrid solutions, they're saying, hey, help me with this edge to cloud framework and how do I go and implement that on my own? And so we've taken all the experience and we've bucketed that into our edge to cloud adoption framework to provide that capability for our customers. So we, you know, we're really excited about, again, talking about solutions, talking about accelerating your business, not just talking about technology. >> I said up the top, Keith, that one of the ways I was evaluating you as the pace and the cadence of the innovations. And, and is that, is that fair? How do you guys think about that internally? Are you, you know, you're pushing yourself to go faster, I'm sure you are, but what's that conversation like? >> I think it's a great question because in essence, we're now pivoting the company holistically to being a cloud services and a software company. And that's really exciting and we're seeing that happen internally. But this pace of innovation is really built on what customers are asking us for us. So now that we've grown over 1200 customers worldwide. You know, over $5 billion of total contract value. You know, signing some, some large deals in a variety of solutions and workloads and verticals, et cetera. What we're now seeing is, hey, this is what we need. Help me with my internal IT out to my business groups. Help me with my edge strategy as I build the factory of the future, or, you know, help me with my data and analytics that I'm trying to accomplish for my, you know, diagnosis of, of x-rays and, and capabilities such as Carestream, if you will. So it's, it's exciting to see them come to us and say, this is the capabilities that we're requiring, and we've got our foot on the gas to provide that innovation. And we're miles ahead of the competition. >> All right, we've got an exciting day ahead. We got all kinds of technology discussions, solution discussions. We got, we got, we're going to hear from the analyst community. Really bringing you the, the full package of announcements here. Keith, thanks for helping me set this up. >> Always. Yeah. Thanks so much for having me. >> I look forward today. And thank you for watching. Keep it right there. Tons of content coming your way. You're watching The Cubes coverage of HP's big GreenLake announcement. Right back. (electronica music)

>>mhm >>mm >>Hello and welcome back to HPD discovered 2021. My name is Dave Volonte and we're going to dig into H P E. Green Lake, we've heard a lot about this, we want to find out how real it is and test a little bit of how how can help solve your business problems. We also want to understand Green Lake relative to the competition. HPV was the first, as you probably know to declare it all in with an as a service model and virtually every major infrastructure player has now followed suit. So we want to hear from HP directly how it's different from the competition, where it's innovating and that means we're gonna poke a little bit of customer examples and how the partner ecosystem is adopting and responding to Green Lake and with me is the right person to do this is keith White, who is the senior Vice President General Manager of the Green Lake cloud services business unit at HP, keith, great to see you, thanks for coming back to the cube. >>Okay, fantastic to see you as always. So thanks so much for having me. >>Yeah, it's our pleasure. So look, we're hearing a lot leading up to discover and at this event about Green Lake you got momentum now, everybody's excited about it. What's driving demand? Where's the excitement coming from? >>No, it's a great question. And you know, the reality is customers are expecting this cloud experience, right? So they they've been using the public cloud, they've been engaging on that front and this cloud experience is really driven, a pretty high amount of customer expectations, make itself served, make it automated, make it easy to consume, only want to pay for what I'm using and then manage it all for me on the back end. But 60 to 70% of apps and data will stay on prem per Gardner and I D. C. And so give me that experience on prem. And so that's why I think Green Lake has gotten so much interest, so much positive growth and momentum is because we're bringing that cloud experience to our customers in their data center, in their Coehlo or at the edge and that's where they want to see it just as much. And so since the world is now hybrid, we have a fantastic solution for folks. >>So you, you were first in this game and so you took some arrows and I'm interested in how Green Lake has evolved, Take us through the journey maybe what were some of the bumps in the road that you had to overcome? Maybe how it compares with the competition. Maybe some of the things that they're going to have to go through as well to get to the point where you are. >>No, it's true. And you know, the great thing is HP as a company is really moving to be much more of a cloud services and software company. And you know, we're seeing this from our competition, as you mentioned, have followed suit. But in essence, you know, you have to move from just sort of providing lease type financing type scenarios for our customers into truly delivering that cloud experience. And that's what's been so exciting over this last year is we've gone from just the basic cloud services, compute storage, networking and VMS to really providing containers as a service, bare metal as a service. Uh, machine learning ops, S. A P V. D I. You know, we've now created a set of workloads and as you heard it discover we're now delivering industry solutions, so electronic medical records for hospitals or high delivery payment transaction processing for, for financial, so that the challenge of moving from just sort of leasing basic capabilities to a true cloud experience that again pay as I go, fully automated self serve, all managed for me has really been a challenge and it's exciting, it's exciting to see customers jump on and really sort of lean in and see the business value that comes from having that level of solution >>keith, am I correct in that pretty much every large tech company has a services arm and they could, they could sort of brute force, some kind of cloud like experience and that's kind of what people have done historically the layer in a financial like leasing financial as you said and and but every situation was unique, it was kind of a snowflake if you will and you guys are probably there a few years ago as well and so I'm interested in sort of how you evolved beyond that. Was it a mindset was a technology, was it sort of cultural? You know, it came from the top as well, but maybe you could describe that a little bit. >>Yeah, the ship comes from our customers because what's happening is customers no longer trying to buy component parts. They're saying it's really about Tesla's like, hey, I want you to deliver this for me. In essence, we're running the data center for them now. We're running their machine learning operations environment for them. Now, you know, we're migrating their mainframe over now. And so what's happening is these sls are really, what matters to customers like that? It's not so much about, hey, what are the speeds and feeds and this and that? And so yes, you can sort of brute force that piece of it. But what you really are having to do is create this deep partnership and relationship with your customer to truly understand their business challenges and then provide them with that capability. Now I think the things that's exciting is yes, the public cloud gives you some some significant benefits for certain workloads and certain capabilities. But what we're hearing from customers is hey, I want to have much more control over my data center. I want to ensure that it has the security required. I want to make sure that I can make the adjustments necessary and so you're doing all that at a lower cost with open platform that I can use a variety of tools and other applications just makes it that much more powerful. So I think that's what we're seeing is we're getting into what our customers really requiring and then you know the most interesting thing is how do you make it work with my entire environment because I am running Azure and I am running A W. S. And I am running google and I'm running some other things. And so how does this cloud really helped me bring all those together to really govern that hybrid estate? And that's where I think Green Lake has really shine. >>So it kind of part of the secret sauce is automation because you've got to be, you still have, you have to be competitive, you know, at least within reason to cloud cost, sometimes it's going to be less expensive, maybe sometimes it can be more expensive. You've got some advantages in certain cases where, you know, there's government governance things and and you know, we don't have to go through all that, but there's the automation but you've got to be profitable at this too. So there's the automation, there's the tooling, there's the openness. So, so that was really a key part of it. Is it not that sort of automating? >>That's right. Automation is key as is really understanding what that customer environment is and optimizing for that piece of it. And so as you heard, we're really excited to announce our Green Lake Lighthouse, which is really providing workload optimized systems that are fully managed for them that provide that capability to run multiple workloads for that customer. But at the same time, to your point, there's a lot of charges that happened on the public cloud side. So, you know, data is the new, you know, gold if you will right, everyone's trying to monetize their data, trying to use it to make decisions and really understand what's happening across their environment and in the cloud. You know, if you put it up in the cloud, you have to pay to get it out. The egress charges can be significant and it's also a bit slower at times because of the latency that happens across that that that connection. And so we are now in a situation where we're seeing a lot of customers that are really trying to analyze their data, leveraging our HPC systems, leveraging our machine learning operation systems in order to really get that data happening, Getting the dancers out much, much faster and a much lower cost than what it would cost them to do that in the cloud. >>So you have some experience at this now. I wonder if we could dig into the customers how customers are using Green Lake. Maybe you can give some examples of success. >>Yeah. Yeah, no. You know it's exciting because you know first off everyone's looking at their digital transformation and that means something different for every single customer, so really understanding what they're trying to do from a transformation standpoint and then saying, okay, well how can we bring a solution to help accelerate that? To help be uh, you know, more connected to your customers to help improve your product delivery. We went to Lyondellbasell for example, one of the largest manufacturers in the world. And you know, they said, hey look, we don't want to run our data center anymore. Most most customers are trying to get out of the data center management business and they're saying, hey, run this for me, uh let me free up resources to go focus on things that really can drive additional value for our customers instead of keeping the lights on patching, blah blah blah. So we have taken their entire environment and moved it to a Coehlo and we're managing it now for them. And so in essence we freed up not just a ton of resources, but they have also been able to drop their carbon footprint, which is also this whole sustainability push is significant as well. And then you look at a customer like care stream, one of the largest medical diagnostic companies in the world, saying hey we gotta be able to allow our doctors to be able to um analyze and diagnose things much much faster through our X ray systems and through our diagnostic machines. And so they have implemented our machine learning operations scenario to dramatically speed up those types of capabilities. So as you go down the list and you start to see these customers really um leveraging technology to meet that digital transformation, saving costs, moving their business forward, creating new business models. It's just, it's really exciting. >>What about partners keith? How how have they responded? I mean, on the one hand, you know, that's great opportunities for them, you know, they're they're transforming their own business model. On the other hand, you know, maybe they were comfortable with the old model, they got a big house, nice, nice boat, you >>know? >>But how are they changing their their their business and how are they leaning in >>similar to what we're seeing? The opportunity for partners is dramatic, right? Because what happens is you have to have a very different relationship with your customer to truly understand their digital transformation. Their business challenges the problems that they're having to address. And so where we're seeing partners really, really sort of the opportunity is where there's the services and that sort of deeper relationship piece of it. So in essence, it's creating much more opportunity because the white spaces dramatic we're seeing, I want to say it's in the 30 to $40 billion worth of market opportunity as we move into an as a service on prem world. So they're seeing that opportunity. They're seeing the ability to add services on top of that and deepen the relationship with our customers. And you know, it's it's from my SVS. We're working closely with S. A. P. For example, to deliver their new rise private cloud customer edition. We're working closely with loosest, for example, who is doing a lot of payment processing type scenarios Nutanix and their database as a service scenario and Splunk because again, we went back to the data piece and these guys are doing so much big data type implementations for risk analytics and and regulatory type scenarios. It's just significant. And so because there's such a push to keep things on prem to have the security to reduce the latency to get rid of the egress charges and everything else. There's just a significant white space for both our partners and then from our distributors and resellers, they're getting to change their business model again, to get much deeper in that relationship with our customers >>to be Green Lake is, I mean it's H. P. E. As a service, it's your platform. And so I wonder if you can think about how you're thinking about uh, share with us, How you think about platform innovation? Um, you've got the pricing model, you know, flex up, flex down. Is there other technology we should know about and other things that are going to move you forward in this battle for the next great hybrid cloud and edge platform? >>Yeah, it's a great push because if you think about it, we are Green Lake is the edge to cloud platform And in essence because we have such a strong edge capability with the arab acquisition we made a few years back. That's really significant momentum with the Silver Peak acquisition to give us SD when you've got that edge connectivity all the way up to our high performance computing. And so you'll see us deliver high performance computing as a service. We're announcing that here at discover um you'll see us announced, you know, machine learning ops I mentioned ASAP, but also a virtual desktops. I think the pandemic has brought a lot more work from home type scenarios and customers really want to have that secure desktop. And so, working with partners like Citrix and Nutanix and and VM ware and Crew were able to provide that again, unique scenario for our customers. And so, um, yeah, the innovation is going to keep coming. You know, I mentioned bare metal as a service because many people are starting to really leverage the metal that's out there. You're seeing us also engaged with folks like intel on our silicon on demand. So this is a really exciting technology because what it allows us to do is turn on cores when we need them. So hey, I need additional capacity. I need some power. Let's turn on some cores. But then I turn off those cores when I'm not using them. You go to a software core based software pricing model, like an oracle or a sequel server. I'm saving dramatic cost now because I don't have to pay for all the cores that are on the system. I'm only paying the licenses for the ones that I use. And so that should bring dramatic cost savings to our customers as well. So we're looking from the silicon all the way up. Uh you know, you hear us talk about project Aurora, which is our security capability. We're looking at the silicon level, but we're also looking at the the container and bare metal and then obviously the workloads in the industry solution. So we're sprinting forward. We're listening to our customers were taking their feedback. We're seeing what they're prioritizing and because we have that tight relationship with them as we help move them to the direction they want to go, it's giving us a ton of fantastic inside information for what really matters. >>Right, Thank you for that. So, I want to ask you about data. A lot of organizations are kind of rethinking their ideal data architecture, their organization. They're they're they're seeing the amount of data that is potentially going to be created at the edge, thinking about ai inference and influencing at the edge and maybe reimagining their data organization in this age of insight. I wonder how Green Lake fits into that. How are you thinking about the new era of data and specifically Green Lakes role? >>Yeah, you mentioned the age of insights and and it really is right. So we've moved sort of as the next phase of digital transformation is basically saying, hey look, I've got all this data. I've got to first get my arms around my data estate because in essence it's in all these different pockets around. And so Green Lake gives you that ability to really get that data estate established. Then I want to take and get the answers in the analytics out of it. And then I want to monetize that data either out to my customer set or out to my industry or out to other scenarios as well. And so as we start to deliver our develops capability, our ai and analytics capabilities through HPC. And it's an open platform. So it allows data scientists to easy boot up easily boot up a cluster with which to do their models and their training and their algorithms. But we can also then use and Estancia at that into the business decisions that our customers are trying to make again without the significant cost that they're seeing on that on the public cloud side and in a very secure way because they have the data exactly where they need it. You'll see us continue to do sort of disaster recovery and data protection and those types of scenarios both with our partners and from H P E. So it's exciting to just understand that now you're going to have the tools and resources so you can actually focus on those business outcomes versus how do I protect the data? Where do I start, how do I get my model set up, etcetera. All that becomes automated and self service. You mentioned earlier >>When you talk to customers Keith one of the big sort of challenges that you're addressing. What's the typical, there was no typical but the but the real nuts that they're trying to crack is it financial? We want to move from Capex to opec's is that hey we want this cloud model but we can't do it in the public cloud for a variety of reasons, edicts, organization leaders or we want to modernize our our state. What are the real sort of sticking points that you're addressing with Green Lake? >>Yeah, I think it's threefold and you sort of touched on those. So one is, it really does start with modernization. Hey, you know, we've got to take costs out of the equation. We've got to reduce our carbon footprint. We've got to automate these things because we have limited resources and how do we maximize the ones that we have? And so I mentioned earlier, getting out of the data center, modernizing our apps, really monetizing our data. So I think that's number one. Number two is what you said as well, which is, hey look, I don't need to have all these capital assets. I don't want to be in charge of managing all all these assets. I just want the capability and so being able to sell them that service that says, hey, we can, we can do X number of desktops for your V. D. I. We can run your S. A. P. Environment or we can make sure that you have the, the analytics structure set up to be able to run your models that becomes super compelling and it frees up a lot of resources in cash on that front as well. And then I think the third thing is what you said, which is the world is hybrid. And so I need to find out what's going to run best in my on prem environment and what's going to run best up in the cloud. And I want to be able to optimize that so that I'm not wasting costs in one place or the other, and I want to be able to govern and govern that holistically. So I have the ability to see what's happening end to end across that so I can manage my business most effectively. So I think those are the three big things that people are really excited about with Green Lake as they enable those things. Um and you know, the reality is that it also means that they have a new partner to help them really think through how can they move forward? So it's not them by themselves. Uh It's really in a one plus one equals three type scenario and then you bring the ecosystem in and now you've got, you know, things working really well. So, >>so big enterprise tech, it's like, it's like the NFL is a sort of a copycat league. And so what, you know what I'm saying? But you guys all got >>big, yeah, >>you've got great resources, hey, this West Coast office exactly is gonna work. We're gonna get a short passing game going. And so that happened. So I feel like, okay, you've raised the bar now on as a service and that's gonna become table stakes. Um you know, it's got a lot of work to get there. I know, and it's a it's a journey, but but when you think about the future uh for H. P. E. Uh what's exciting you the most? >>I think what's exciting me the most is this the reaction that we're seeing with customers because in essence it gets them out of the bits and bytes and speeds and feeds and you know, um >>you >>know, component goo and really gets into business value, business outcomes sls and, and that's what they're looking for because what they're trying to do is break out of, you know that day to day and be able to really focus on the future and where they're going. So I think that's one, I think the second big thing is as you see all these things come together, um you know, we're able to basically provide customers with, I would say a mindset that's like, hey, I can do this holistically, but I can always pick and choose the best that I want and if I ramp up, I have capacity. If I ramp down, I don't have to pay for first scenarios. And so I'm getting the best of both worlds across that piece of it. And then third is I mentioned it earlier. But this whole relationship thing is so important because you know, this isn't about technology anymore. As much as it it is about what's the value that you're going to get out of that technology. And how does that help us move the company and the world forward? Like I love the fact that H. P. E. Was so involved in this pandemic. >>You know, >>with our systems were able to actually uh to run a set of of algorithms and analysis on how to, you know, find a vaccine on how to how to address the things that are going forward. You've seen us now up in space and as we, we broaden our frontier and so as a company you're seeing technology turned into things that are truly helping the world go forward. I think that's exciting as well. >>Yeah. Space. It's like the ultimate edge. >>I >>like you said to me if I take it, it's not not about ports and Mick, nips and gigabytes anymore. It's about the outcome. You mentioned before the S L. A. Um, you know, the thing about, you know, think about virtual, it's great. We have to get in the plane. Its downside. We all know we can't hang out, you know, afterwards, you know, have a drink or you know, chit chat about what's going on in the world, but we can't reach a lot more people. But the other downside of virtual is, you know, you don't have the hallway track. It's not like, hey, did you check out that, that demo on IOT? It's really cool. Where is that? So give us the hallway track. How can folks learn more about discover where would you direct folks? >>You bet. You know, I'm doing a full spot. Obviously let me start with at the top right Antonio Neri our ceo he's going to lay out the whole strategy and then I'll have a spotlight. It's about a 30 minute deep dive on all of these things that that you and I just talked about and then we've got a bunch of breakout sessions were doing some with our partners like Nutanix and others, um, Microsoft as well as we talk about, we didn't really touch on that, but you know, we have a strong partnership with the hyper scholars with Microsoft and with others because in essence customers are expecting an integrated solution that's hybrid. And so, you know, we're showcasing all of that with the with the discover breakouts as well and they're available on demand. We have a huge opportunity with respect to that, so really excited and you know, frankly we're here to help, like I hope people understand this is our opportunity to help you be successful and so please know that our ears are wide open to hear what the challenges are and we're ready to help customers as they needed. >>I'm glad you mentioned the partnership with Microsoft and other hyper skills. I feel like keith, the the Hyper scale is giving us a gift. They've spent last year they spent over $100 billion on Capex build out. That is like, it's like the internet. Thank you. >>Now we're gonna build on >>top of it, we're gonna build an abstraction layer that hides all that underlying complexity. We're gonna connect things and and that's really your job. That's really kind of what you're bringing to the table I think with Green Lake and some of these innovations. So >>I really >>appreciate it. Go ahead please. >>I appreciate the time as well. It's always a pleasure and it's always exciting to get a chance to share with you and and as always, any time you don't want me back, I'm happy to happy to join. Alright, >>would love to do that. So appreciate that. And thank you for spending some time with us. Stay tuned for more great coverage from HPD discovered 21 everything is available on demand as well as the that is the other good thing about virtually go back and watch all this content. This is Dave Volonte for the cube the leader in enterprise tech coverage. Be right back

(lighthearted music) >> Okay. We're here with Keith White, Senior Vice President and General Manager for GreenLake at HPE, and George Hope, who's the Worldwide Head of Partner Sales at Hewlett Packard Enterprise. Welcome gentlemen. Good to see you. >> Awesome to be here. >> Yeah. Thanks so much. >> You're welcome. Keith, last we spoke, we talked about how you guys were enabling high performance computing workloads to get GreenLake right, for enterprise markets. And you got some news today which we're going to get to, but you guys, you put out a pretty bold position with GreenLake, basically staking a claim, if you will. The Edge, Cloud, as a service, all in. How are you thinking about its impacts for your customers so far? >> You know, the impact has been amazing. And, you know, in essence, I think the pandemic has really brought forward this real need to accelerate our customers' digital transformation, their modernization efforts, and, you know, frankly help them solve what was amounting to a bunch of new business problems. And so, you know, this manifests itself in a set of workloads, a set of solutions, and across all industries, across all customer types. And as you mentioned, you know, GreenLake is really bringing that value to them. It brings the Cloud to the customer in their data center, in their Colo or at the Edge. And so frankly, being able to do that with that full Cloud experience all as a pay per use, you know, fully consumption-based scenario, all managed for them, so they get that, as I mentioned, true Cloud experience, it's really sort of landing really well with customers. And we continue to see accelerated growth. We're adding new customers, we're adding new technology and we're adding a whole new set of partner ecosystem folks as well that we'll talk about. >> You know, it's interesting, you mentioned that, just as a quick aside. The definition of cloud is evolving, and it's because customers ... It's the way customers look at it. It's not just vendor marketing. It's what customers want, that experience across Cloud, Edge, you know, multi clouds on prem. So George, what's your take? Anything you'd add to Keith's response? >> I would, you've heard Antonio Neri say it several times and you probably see it again for yourself. The cloud is an experience. It's not a destination and digital transformation is pushing new business models and that demands more flexible IT. The first round of digital transformation focused on a Cloud first strategy, where our customers were looking to get more agility. As Keith mentioned, the next phase of transformation will be characterized by bringing the Cloud speed, the agility to all apps and data, regardless of where they live. According to IDC, by the end of 2021 80% of the businesses will have some mechanism in place to shift the cloud centric, infrastructure and apps, and twice as fast as before the pandemic. So the pandemic has actually accelerated the impact of the digital divide. Specifically in the small and medium companies, which are adapting to technology change even faster and emerging stronger as a result. You know, they, the analyst degree cloud computing and digitalization will be key differentiators for small and medium business in years to come and speed and automation will be pivotal as well. And by 2022, at least 30% of the lagging SMBs will accelerate digitalization. But the focus will be on internal processes and operations the digital leaders, however, will differentiate by delivering their customers dynamic experience. And with our partner ecosystem we're helping our customers embrace our as a service vision and stand out wherever they are on their transformation journey. >> Well thanks for those stats. I always liked the data. I mean, look, if you're not a digital business today I feel like you're out of business and-- I'm sure there's some exceptions but you got to get on the, on the digital bandwagon. I think pre pandemic, a lot of times people really didn't know what it meant. We know now what it means. Okay, Keith. Let's get into the news when we do these things. I love that you guys always have som-- something new to share. What do you have? >> No, you got it. And you know, as we said, you know the world is hybrid and the world is multi-cloud and so customers are expecting these solutions. And so we're continuing to really drive up the innovation and we're adding additional cloud services to GreenLake. We just recently went to a general availability of our ML ops, mach-- machine learning operations and our containers for cloud services along with our virtual desktop which has become very big in a pandemic world where a lot more people are working from home. And then we have shipped our SAP HEC customer edition which allows SAP customers to run on their premise whether it's the data center or the Colo. And then today we're introducing our new bare metal capabilities as well as containers on bare metal as a service, for those folks that are running cloud native applications that don't require any sort of hypervisor. So we're really excited about that. And then second, I'd say similar to that HPC as a service experience, we talked about before where we were bringing HPC down to a broader set of customers. We're expanding the entry point for our private cloud which is virtual machines, containers, storage compute type capabilities in workload optimized systems. So again, this is one of the key benefits that HPE brings is it combines all of the best of our hardware, software, third-party software and our services and financial services into a package. And we've workload optimized this for small, medium, large and extra large. So we have a real sort of broader base for our customers to take advantage of and to really get that cloud experience through HPE GreenLake. And, you know, from a partner standpoint we also want to make sure that we continue to make this super easy. So we're adding self service capabilities or integrating into our distributors through a core set of APIs to to make sure that it plugs in for a very smooth customer experience. And this expands our reach to over a hundred thousand additional value add resellers. And, you know, we saw just fantastic growth in the channel in Q1 over 118% year over year growth for GreenLake cloud services through the channel. And we're continuing to expand our ex-- extend and expand our partner ecosystem with additional key partnerships. Like our Colos, that co-location centers are really key. So Equinix, Cirrus 1 and others that we're working with. And I'll let George talk more about that. >> Yeah. I wonder if you could pick up on that George I mean, look, if I'm a partner and and I mean, I see that I see opportunity here. Maybe, you know, I made a lot of money in the in the old days moving iron, but I got to move. I got to pivot my business. You know, COVID is actually, you know accelerating a lot of those changes, but, but there's a lot of complexity out there and partners can be critical in in helping customers make that journey. What do you see this meaning to partners, Georgia? >> So I completely agree with Keith the-- through and through in with our partners, we we give our customers choice, right? They don't have to worry about security or cost as they would with public cloud or the hyperscalers we're driving special initiatives via Cloud 28, which we run which is the World's largest Cloud aggregator. And also in collaboration with our distributors and their marketplaces. As, as Keith mentioned, in addition customers can leverage our expertise and support of our service provider ecosystem, our SIs, our ISBs to find the right mix of hybrid IT and decide where each application or workload should be hosted. Because customers are now demanding robust ecosystems, cloud adjacency, and efficient, low latency networks and the modern workload demands, secure compliant highly available, and cost optimized environments. And Keith touched on co-location, we're partnering with co-location facilities to provide our customers the ability to expand bandwidth, reduced latency and get access to a robust ecosystem of adjacent providers. We touched on Equinix a bit as one of them but we're partnering with them to enable customers to connect to multiple clouds with private on demand interconnections from hundreds of data center locations around the globe. We continue to invest in the partner and customer experience, you know making ourselves easier to do business with we've now fully integrated partners in GreenLake central. And can provide their customers end to end support in managing the entire hybrid IT estate. And lastly, we're providing partners with dedicated and exclusive enablement opportunities. So customers can rely on both HPE and partner experts and we have a competent team of specialists that can help them transform and differentiate themselves. >> Yeah. So I'm hearing a theme of simplicity. You know, I talked earlier about this being customer driven to me what the customer wants is they want to come in. They want simple, like you mentioned, self-serve. I don't care if it's on prem in the cloud, across clouds at the edge, abstract, all that complexity away from me make it simple to do not only the technology to work you know, you figure out where the workload should run and let the metadata decide. And that's a, that's a bold vision and then make it easy to do business. Let me buy as a service if that's the way I want to consume. And, and partners are all about, you know, making, you know reducing friction and driving that. So anyway guys, final thoughts. Maybe Keith, you can close it out here and maybe George-- >> Yeah. You summed it up really nice. You know, we're excited to continue to provide what we view as the largest and most flexible hybrid cloud for our customers apps, data, workloads, and solutions and really being that leading on-prem solution to meet our customer's needs. At the same time, we're going to continue to innovate. You know, our ears are wide open and we're listening to our customers on what their needs are, what their requirements are. So we're going to expand the use cases, expand the solution sets that we provide in these workload optimized offerings to a very very broad set of customers as they drive forward with that digital transformation and modernization efforts. >> Great. George, any final thoughts? >> Yeah, I would say, you know, with our partners we work as one team and continue to hone our skills in and embrace our confidence. We're looking to help them evolve their businesses and thrive, and we're here to help now more than ever. So, you know, please reach out to our team and our partners so we can show you where we've already been successful together. >> So that's great. We're seeing the expanding GreenLake portfolio partners are key part of it. We're seeing new tools for them and then this ecosystem evolution and build out an expansion. Guys, thanks so much. >> You bet, thank you. >> Thank you. Appreciate it. >> You're welcome.

>>Welcome back to our coverage of HBs. Green Lake announcement's gonna talk about transformation acceleration, who doesn't wanna go faster as they're transforming, right? Everybody is transforming and they want to go as fast as possible to get time to value keith White is here, he's the senior vice president and general manager of Green Lakes commercial business at HP. Michelle LaU is Green Lake cloud services solutions at HP gents. Welcome. Good to see you >>awesome to be here. Thanks so much. Great to be here. >>Dave keith, we've we've been talking virtually for >>quite some time now. >>Q three earnings beaten raise uh focusing on, you know, some real momentum uh want to understand where it's coming from. A r I've said it's headed toward a billion, I think you said 700 million was where you were at last quarter, 1100 customers, orders were up 46%,, Last quarter revenue up over 30%. Where's the momentum >>coming from? No, it's fantastic. And I think what you're seeing is, you know, the world is hybrid. So in essence customers are looking for that solution that says, hey, mere my public cloud with my on premise scenario and give me that hybrid solution and we're just seeing just tremendous momentum and interest across a variety of workloads across a variety of vertical solutions and frankly we're seeing customers basically uh lean in on really running their business on HP. Green Lake, so you know, we had a pretty exciting announcement with the s a a couple weeks back, $2 billion deal, um but again, this shows the value of what Green Lake and the on prem requirements are high level of security, high level of capability? They're doing analytics on all the data that's out there. I mean this is the number one intelligence agency in the world. Right? So super excited about that and it just validates our strategy and validates where we're going. Um the other thing that's really exciting is we're seeing a lot of customers with this whole S. A. P migration, right? Um so ongc, one of the largest oil and gas companies in India, I want to say it's one of the top five S. A. P. Implementations in the world has chosen. Green Lake is their opportunity as well, huge retailers like wal wars. Uh so worldwide we're seeing tremendous momentum. >>That's great. Congratulations on the momentum. I know you're not done uh Michelle new role for you. Awesome. Um when we covered uh discover this year in the cube, we talked about sort of new workload solutions that you guys had. Uh S. A. P. As keith was just mentioning Ml Ops V. D. I. A number of of those workloads that you were really focused on the solution side. How's that going? Give us the update there? >>No, it's coming along really well. I mean you highlighted some of the big ones there. I mean the way we are thinking about Green Lake. Right? I mean, you know, we talked about the great momentum that we've had. The question is why are we having that right? Why are missing that momentum in the market? And I think I'll kind of call out a few features of the green platform that's really making it attractive to customers. Right? What is the experience? What we're trying to do is make it a very, very seamless experience for them? Right. Quick provisioning, easy to manage, easy to monitor, kind of an automated solution. Right? So that's kind of a key element of what we're trying to offer performances. Another one. Right? I mean, the end of the day, what we're doing is we are building out our infrastructure stack and the software stack in such a way that is optimized for the performance. Right? I mean, if you take data for example, it's called the right elements to make sure that the analytics can be done in a machine learning algorithms can be run. So those are like, you know, some of the performance, I think it's a great experience is a big factor. Tco right? I mean customers are very, very focused on their cost base. Right? Especially as they are starting to run up the bills in public cloud. They're like, man, this is expensive, I need to start thinking about costs here because costs catch up pretty fast. So that's kind of another element that people are really focused on and I would say the last one being choice. Right? I mean we provide this platform which is open. Alright. So customers can use it if they want to migrate off it, they can migrate off it. We're not locking them in. So those are some of the value propositions that are really resonating in the marketplace and you're seeing that in the numbers that we just talked about. >>So keep speaking of transformation you guys are undergoing obviously a transformation your your cloud company now. Okay, so part of that is the ecosystem. The partners talk about your strategy in that regard, why you're so excited about welcoming the partners into this old Green Lake world, >>you bet and you know I'm a big fan of one plus one equals three. My seven year old daughter tells me that doesn't actually add up correctly but at the same time it's so true with what we're doing and as official just said an open platform that allows partners to really plug in so that we can leverage the power of S. A. P. Or the power of Nutanix. So the power of Citrix at the same time, all of these are solutions that require, you know deep system integration and capabilities to really be customized for that customers environment. So whether that's infosys or accenture or we pro you know that we need we need those partners as well along with our own advisory and professional services to help customers. But at the same time, you know we talked about the fact that this is really about bringing that cloud experience to the on prem world might be a data center but we're seeing a lot of customers get out of the data center management business and move into a Coehlo. And so the fact that we can partner with the ECU annexes and the Cyrus ones of the world really enable a whole new environment so that customers again can run their business and not get caught up with keeping the lights on and managing power and those types of things. And then finally I'll say, look, the channel itself is actually migrating to offer more services to their customers managed service providers, telcos, distance and resellers and now what we're providing them is that platform with which to offer their own manage services to customers in a much more cost effective cloud experience way with all the benefits of being on prem secure latency app integration and that sort of thing. So it's exciting to see the ecosystem really gate Gardner the momentum and really partner with us closely >>follow up on the partner question if I could. So partner services are part of Green Lake. It's a journey, not everything all at once. Uh but so it's essentially as simple as saying, okay, I want that service, that's my choice. Uh you've given them optionality and it's ideally as seamless as it is in HP services, that the direction that you're >>going. That's right, yeah. So the set that api set that Stalin team are building are basically saying, hey, leverage our cost analytics capabilities, leverage our capacity management, leverage the interface so that you can plug into that single control plane. And so they're making it super simple for our partner ecosystem to do that. And what I think is really important is that if you are a partner, you want to basically offer choice to the customer and if the customer decides, hey, I want to use um red hats open shift for the container platform versus rs morale offering, then they can get just as good of a first class offering with respect to that. Someone wants to use Citrix or Nutanix or VM ware for their video solution. They have that choice. And so we want to make sure we're offering customer choice for what's best for their situation, but also making sure that it's fully integrated with what we do. God thank >>You. So we see more software content of the show. I wonder if you could. I mean certainly as morale is a big piece of that. I talked earlier about margins hit record for HPE. Almost 35% gross margins. This course of software is gonna obviously push that further along um, Lighthouses, another one. How should we think about the direction that you're going >>software. Absolutely. So if you think about what we are building out here is a solution, right? This is solution that's very tightly integrated between the infrastructure stack and the soft and this software that enables it. So really there three or four components to the solution day. Right. So think about Lighthouse, which is an infrastructure stack that is optimized for what's going to run on that. Right? If it's a general purpose compute it will the infrastructure will look different. If it's a storage intensive workload, it will look different. If it's a machine learning workloads will look different. Right? So that's kind of the first component and just optimizing it for what's going to run on it. Second is, um, what we call the Green light platform, which is all about managing and orchestrating it. And what we want to do is we want to have a completely automated experience right from from the way you provisioned it to the way you run the workloads to the way you manage it, to the way you monitor it to the way partners link into it. Right to the way in the software vendors kind of sit on top of that. Right. And then we talked about escrow as well as the engine that runs it right from a container platform perspective or we spend some time talking about unified analytics today. Those are the types of data integration that power Green Lake and the last piece of software I would say is as we kind of think about the ecosystem that runs on top of Green Lake, whether it's our software or third party software. Right? They all have a place equal place on top of the green light platform. And we are very focused on building on the ecosystem. Right? So as a customer or an enterprise who wants to use you should have the choice to run you know 40 50 102 105 100 different software packages on top of Green Lake. And it should be all an automated fashion. But we have tested that in advance. There's there's commercials behind that. It becomes a very very self service provision, seamless experience from the customer's perspective. >>Great. Thank you. So keep 2020 was sort of like sometimes called the force marched to digital right? And some some customers they were already there. Uh so there's a majority now that we've been through this awful year and change, customers are kind of rethinking their digital strategies and their transformations that there can be a little bit more planned fel now you know the world didn't end and and you know I. T. Budgets kind of stabilized a bit actually, you know did better than perhaps we thought. So where are we in terms of transformations? What's the business angle? What are you seeing out there? >>Yeah. I mean customers found a lot of holes that they had in their environment because of the pandemic. I think customers are also seeing opportunities to grow pretty aggressively. You know we just announced Patrick terminals, one of the largest shipping companies in south pack and you know that whole shipping craziness that's going on right now they needed a new digital transformation in order to really make sure they could orchestrate their container ships effectively. Even we talked about Woolworth's there now, changing how they deal with their suppliers because of the Green Lake platform that they have. And so what you're seeing is, hey, you know, first phase of digital transformation public cloud was an interesting scenario. Now they're being able to be planned for like you said and say, where's the best place for me to run this for the latency required with that data, for the choice that we have from an I. S. V. Standpoint, you know, for the on prem capabilities of what we're trying to do from a security standpoint etcetera. So the nice thing is we've seen it move from, you know, hey, we're just trying to get the basic things modernized into truly modernizing data centers, monetizing the data that I have and continuing to transform that environment for their customers, partners, employees and products >>kind of a left field question a bit off topic, but certainly related edge. You guys talk about edge a lot. Hybrid is clear. I think in people's minds you've got an on prem you're connecting to a cloud maybe across clouds? Is edge an extension of hybrid or is it today sort of a bespoke opportunity that maybe we'll come back to this new version of cloud, What's happening at the edge >>that you see? Yeah. So let me just uh I mean think of the edge as it's a continuum. Right? The way at least we think about it, it's not data center or the edge. Right. Think of it as, you know, there's a data center, uh there's a hyper scale data center, there's a data center, there's a closet somewhere, right? There's a cola opportunity, Right? And then you're running something in the store. Right? So let's take the example of a retailer. They're running something in the store and what are they running? They're running? Point of service applications or they're running IOT devices. Right. And at some point they have to connect back into the cloud. Right. So we actually have, you know, something to find van capabilities that connect, you know, uh you know, the Edge devices or edge analytics back into the cloud, we actually have a small form factor kubernetes um operating system that runs on the edge. Right. So we think of all of that as kind of a distributed environment in which Edge is one place where the application runs and where the data sites but it needs to be connected back and so we provide the connectivity back, we provide the mechanism by which we run it and then there's a security model, especially around sassy that is emerging on securing that. So that's kind of how we think about it as part of the overall distributed architecture that we are building and that's where the world will be >>another node in the cloud. >>Another note in the distributed world. Exactly >>yeah. I think the other thing to think about with the edges that this is where the majority of your data is actually getting created. Right? You talked about IOT devices, you know, you'll hear from Zen's Act and what they're doing with respect to autonomous driving with vehicles. You know, we talk about folks like ab that are building the factory of the future and robotics as a service in order to be able to really make sure that that precision happens at that at that point. So a ton of data is coming from that. And so again, how do you analyze that? How do you monetize that? How do you make decisions off of it? And it's it's an exciting place for us. So it's great to have all the connectivity we talked >>about last question, maybe both could address it. Uh we've we we used to see this cadence of of products often times in the form of boxes come out from HP and HP. Now we're seeing a cadence of services, we're seeing more capabilities across this, this this this green lake uh state that you guys are building out. What should we expect in the future? What are the kinds of things that we should evaluate you on? >>Well, I'll start and then maybe you can jump in but you know, the reality is we are becoming much deeper partners with our customers right there looking to us to say help me run my data center, help me improve my data and analytics. Help me at the edge so that I can have the most effective scenario. So what you're seeing from us is this flip from hardware provider into deep partnerships with that with the open platform. I'd say the second thing that we're doing is we're helping them fuel that digital transformation because again, they're looking for that hybrid solution. And so now they're saying, hey HP come and showcase all the experience you have from point next from your advisor and professional services and help me understand what other customers are doing so that I can implement that faster, better, cheaper, easier, etcetera. And then from a product standpoint, kind of a ton of great things. >>That's exactly right. I mean uh we are taking a very, very focused customer back view as we are looking at the future of Green Lake. Right. And exactly the way kids said, right, I mean it's all about solving customer problems for us. Some customer problems are still in the data center, some of them are in close, some customer problems are in the edge. So they're all uh fair game for us as we think about, you know, what we are going to be building out and do your point earlier. Dave it's not about, you know, a server or storage is the institutions right. And the solutions have to have integrated hardware, integrated software, staff, integrated services. Right. There are partners who sell that, who service that and all that entire experience from a customer perspective has to be a seamless. Right? And it's just in our cloud platform, we kind of help the customer run it and manage it and we give them kind of the best performance at the lowest cost, which is what they're looking for. So that's kind of what you'll see us. You'll see more of a cadence of these services can come out, but it's all going in that direction in helping customers with new solutions. >>A lot of customer problems out there, which your opportunities and you know, generally the hyper scale as they are good at solutions. They don't, you know, there's not a lot of solution folks like that. That's a that's a wonderful opportunity for you to build on on top of that huge gift, that Capex gift >>at the hyper scholars have given us all. That's right. And we're seeing the momentum happen. So it's exciting. That's cool guys. Hey, thanks a lot for coming to the cube. Yeah, Yeah. All right, >>okay. And thank you for watching keep it right there more action from HP. Es Green Lake announcements, you're watching the cube. Mm. Mm

(upbeat music) >> The cloud is evolving. You know, it's no longer a set of remote services somewhere off in the cloud, in the distance. It's expanding. It's moving to on-prem. On-prem workloads are connecting to the cloud. They're spanning clouds in a way that hides the plumbing and simplifies deployment, management, security, and governance. So hybrid multicloud is the next big thing in infrastructure, and at the recent Nutanix .NEXT conference, we got a major dose of that theme, and with me to talk about what we heard at that event, what we learned, why it matters, and what it means to customers are Monica Kumar, who's the senior vice president of marketing and cloud go-to-market at Nutanix, and Tarkan Maner, who's the chief commercial officer at Nutanix. Guys, great to see you again. Welcome to the theCUBE. >> Great to be back here. >> Great to see you, Dave. >> Okay, so you just completed another .NEXT. As an analyst, I like to evaluate the messaging at an event like this, drill into the technical details to try to understand if you're actually investing in the things that you're promoting in your keynotes, and then talk to customers to see how real it is. So with that as a warning, you guys are all in on hybrid multicloud, and I have my takeaways that I'd be happy to share, but, Tarkan, what were your impressions, coming out of the event? >> Look, you had a great entry. Our goal, as Monica is going to outline, too, cloud is not a destination. It's an operating model. Our customers are basically using cloud as a business model, as an operating model. It's not just a bunch of techno mumbo-jumbo, as, kind of, you outlined. We want to make sure we make cloud invisible to the customer so they can focus on what they need to focus on as a business. So as part of that, we want to make sure the workloads, the apps, they can run anywhere the way the customer wants. So in that context, you know, our entire story was bringing customer workloads, use-cases, partner ecosystem with ISVs and cloud providers and service providers and ISPs we're working with like Citrix on end user computing, like Red Hat on cloud native, and also bringing the right products, both in terms of infrastructure capability and management capability for both operators and application developers. So bringing all these pieces together and make it simple for the customer to use the cloud as an operating model. That was the biggest goal here. >> Great, thank you. Monica, anything you'd add in terms of your takeaways? >> Well, I think Tarkan said it right. We are here to make cloud complexity invisible. This was our big event to get thousands of our customers, partners, our supporters together and unveil our product portfolio, which is much more simplified, now. It's a cloud platform. And really have a chance to show them how we are building an ecosystem around it, and really bringing to life the whole notion of hybrid multicloud computing. >> So, Monica, could you just, for our audience, just summarize the big news that came out of .NEXT? >> Yeah, we actually made four different announcements, and most of them were focused around, obviously, our product portfolio. So the first one was around enhancements to our cloud platform to help customers build modern, software-defined data centers to speed their hybrid multicloud deployments while supporting their business-critical applications, and that was really about the next version of our flagship, AOS six, availability. We announced the general availability of that, and key features really included things like built-in virtual networking, disaster recovery enhancements, security enhancements that otherwise would need a lot of specialized hardware, software, and skills are now built into our platform. And, most importantly, all of this functionality being managed through a single interface, right? Which significantly decreases the operational overhead. So that was one announcement. The second announcement was focused around data services and really making it easy for customers to simplify data management, also optimize big data and database workloads. We announced capability that now improves performances of database workloads by 2x, big data workloads by 3x, so lots of great stuff there. We also announced a new service called Nutanix Data Lens, which is a new unstructured data governance service. So, again, I don't want to go into a lot of details here. Maybe we can do it later. That was our second big announcement. The third announcement, which is really around partnerships, and we'll talk more about that, is with Microsoft. We announced the preview of Nutanix Clusters and Azure, and that's really taking our entire flagship Nutanix platform and running it on Azure. And so, now, we are in preview on that one, and we're super excited about that. And then, last but not least, and I know Tarkan is going to go into a lot more detail, is we announced a strategic partnership with Citrix around the whole future of hybrid work. So lots of big news coming out of it. I just gave you a quick summary. There's a lot more around this, as well. >> Okay. Now, I'd like to give you my honest take, if you guys don't mind, and, Tarkan, I'll steal one of your lines. Don't hate me, okay? So the first thing I'm going to say is I think, Nutanix, you have the absolute right vision. There's no question in my mind. But what you're doing is not trivial, and I think it's going to play out. It's going to take a number of years. To actually build an abstraction layer, which is where you're going, as I take it, as a platform that can exploit all the respective cloud native primitives and run virtually any workload in any cloud. And then what you're doing, as I see it, is abstracting that underlying technology complexity and bringing that same experience on-prem, across clouds, and as I say, that's hard. I will say this: the deep dives that I got at the analyst event, it convinced me that you're committed to this vision. You're spending real dollars on focused research and development on this effort, and, very importantly, you're sticking to your true heritage of making this simple. Now, you're not alone. All the non-hyperscalers are going after the multicloud opportunity, which, again, is really challenging, but my assessment is you're ahead of the game. You're certainly focused on your markets, but, from what I've seen, I believe it's one of the best examples of a true hybrid multicloud-- you're on that journey-- that I've seen to date. So I would give you high marks there. And I like the ecosystem-building piece of it. So, Tarkan, you could course-correct anything that I've said, and I'd love for you to pick up on your comments. It takes a village, you know, you're sort of invoking Hillary Clinton, to bring the right solution to customers. So maybe you could talk about some of that, as well. >> Look, actually, you hit all the right points, and I don't hate you for that. I love you for that, as you know. Look, at the end of the day, we started this journey about 10 years ago. The last two years with Monica, with the great executive team, and overall team as a whole, big push to what you just suggested. We're not necessarily, you know, passionate about cloud. Again, it's a business model. We're passionate about customer outcomes, and some of those outcomes sometimes are going to also be on-prem. That's why we focus on this terminology, hybrid multicloud. It is not multicloud, it's not just private cloud or on-prem and non-cloud. We want to make sure customers have the right outcomes. So based on that, whether those are cloud partners or platform partners like HPE, Dell, Supermicro. We just announced a partnership with Supermicro, now, we're selling our software. HPE, we run on GreenLake. Lenovo, we run on TruScale. Big support for Lenovo. Dell's still a great partner to us. On cloud partnerships, as Monica mentioned, obviously Azure. We had a big session with AWS. Lots of new work going on with Red Hat as an ISV partner. Tying that also to IBM Cloud, as we move forward, as Red Hat and IBM Cloud go hand in hand, and also tons of workarounds, as Monica mentioned. So it takes a village. We want to make sure customer outcomes deliver value. So anywhere, for any app, on any infrastructure, any cloud, regardless standards or protocols, we want to make sure we have an open system coverage, not only for operators, but also for application developers, develop those applications securely and for operators, run and manage those applications securely anywhere. So from that perspective, tons of interest, obviously, on the Citrix or the UC side, as Monica mentioned earlier, we also just announced the Red Hat partnership for cloud services. Right before that, next we highlighted that, and we are super excited about those two partnerships. >> Yeah, so, when I talked to some of your product folks and got into the technology a little bit, it's clear to me you're not wrapping your stack in containers and shoving it into the cloud and hosting it like some do. You're actually going much deeper. And, again, that's why it's hard. You could take advantage of those things, but-- So, Monica, you were on the stage at .NEXT with Eric Lockhart of Microsoft. Maybe you can share some details around the focus on Azure and what it means for customers. >> Absolutely. First of all, I'm so grateful that Eric actually flew out to the Bay Area to be live on stage with us. So very super grateful for Eric and Azure partnership there. As I said earlier, we announced the preview of Nutanix Clusters and Azure. It's a big deal. We've been working on it for a while. What this means is that a select few organizations will have an opportunity to get early access and also help shape the roadmap of our offering. And, obviously, we're looking forward to then announcing general availability soon after that. So that's number one. We're already seeing tremendous interest. We have a large number of customers who want to get their hands on early access. We are already working with them to get them set up. The second piece that Eric and I talked about really was, you know, the reason why the work that we're doing together is so important is because we do know that hybrid cloud is the preferred IT model. You know, we've heard that in spades from all different industries' research, by talking to customers, by talking to people like yourselves. However, when customers actually start deploying it, there's lots of issues that come up. There's limited skill sets, resources, and, most importantly, there's a disparity between the on-premises networking security management and the cloud networking security management. And that's what we are focused on, together as partners, is removing that barrier, the friction between on-prem and Azure cloud. So our customers can easily migrate their workloads in Azure cloud, do cloud disaster recovery, create a burst into cloud for elasticity if they need to, or even use Azure as an on-ramp to modernize applications by using the Azure cloud services. So that's one big piece. The second piece is our partnership around Kubernetes and cloud native, and that's something we've already provided to the market. It's GA with Azure and Nutanix cloud platform working together to build Kubernetes-based applications, container-based applications, and run them and manage them. So there's a lot more information on nutanix.com/azure. And I would say, for those of our listeners who want to give it a try and who want their hands on it, we also have a test drive available. You can actually experience the product by going to nutanix.com/azure and taking the test drive. >> Excellent. Now, Tarkan, we saw recently that you announced services. You've got HPE GreenLake, Lenovo, their Azure service, which is called TruScale. We saw you with Keith White at HPE Discover. I was just with Keith White this week, by the way, face to face. Awesome guy. So that's exciting. You got some investments going on there. What can you tell us about those partnerships? >> So, look, as we talked through this a little bit, the HPE relationship is a very critical relationship. One of our fastest growing partnerships. You know, our customers now can run a Nutanix software on any HPE platform. We call it DX, is the platform. But beyond that, now, if the customers want to use HPE service as-a-service, now, Nutanix software, the entire stack, it's not only hybrid multicloud platform, the database capability, EUC capability, storage capability, can run on HPE's service, GreenLake service. Same thing, by the way, same way available on Lenovo. Again, we're doing similar work with Dell and Supermicro, again, giving our customers choice. If they want to go to a public club partner like Azure, AWS, they have that choice. And also, as you know, I know Monica, you're going to talk about this, with our GSI partnerships and new service provider program, we're giving options to customers because, in some other regions, HPE might not be their choice or Azure not be choice, and a local telco might the choice in some country like Japan or India. So we give options and capability to the customers to run Nutanix software anywhere they like. >> I think that's a really important point you're making because, as I see all these infrastructure providers, who are traditionally on-prem players, introduce as-a-service, one of the things I'm looking for is, sure, they've got to have their own services, their own products available, but what other ecosystem partners are they offering? Are they truly giving the customers choice? Because that's, really, that's the hallmark of a cloud provider. You know, if we think about Amazon, you don't always have to use the Amazon product. You can use actually a competitive product, and that's the way it is. They let the customers choose. Of course, they want to sell their own, but, if you innovate fast enough, which, of course, Nutanix is all about innovation, a lot of customers are going to choose you. So that's key to these as-a-service models. So, Monica, Tarkan mentioned the GSIs. What can you tell us about the big partners there? >> Yeah, definitely. Actually, before I talk about GSIs, I do want to make sure our listeners understand we already support AWS in a public cloud, right? So Nutanix totally is available in general, generally available on AWS to use and build a hybrid cloud offering. And the reason I say that is because our philosophy from day one, even on the infrastructure side, has been freedom of choice for our customers and supporting as large a number of platforms and substrates as we can. And that's the notion that we are continuing, here, forward with. So to talk about GSIs a bit more, obviously, when you say one platform, any app, any cloud, any cloud includes on-prem, it includes hyperscalers, it includes the regional service providers, as well. So as an example, TCS is a really great partner of ours. We have a long history of working together with TCS, in global 2000 accounts across many different industries, retail, financial services, energy, and we are really focused, for example, with them, on expanding our joint business around mission critical applications deployment in our customer accounts, and specifically our databases with Nutanix Era, for example. Another great partner for us is HCL. In fact, HCL's solution SKALE DB, we showcased at .NEXT just yesterday. And SKALE DB is a fully managed database service that HCL offers which includes a Nutanix platform, including Nutanix Era, which is our database service, along with HCL services, as well as the hardware/software that customers need to actually run their business applications on it. And then, moving on to service providers, you know, we have great partnerships like with Cyxtera, who, in fact, was the service provider partner of the year. That's the award they just got. And many other service providers, including working with, you know, all of the edge cloud, Equinix. So, I can go on. We have a long list of partnerships, but what I want to say is that these are very important partnerships to us. All the way from, as Tarkan said, OEMs, hyperscalers, ISVs, you know, like Red Hat, Citrix, and, of course, our service provider, GSI partnerships. And then, last but not least, I think, Tarkan, I'd love for you to maybe comment on our channel partnerships as well, right? That's a very important part of our ecosystem. >> No, absolutely. You're absolutely right. Monica. As you suggested, our GSI program is one of the best programs in the industry in number of GSIs we support, new SP program, enterprise solution providers, service provider program, covering telcos and regional service providers, like you suggested, OVH in France, NTT in Japan, Yotta group in India, Cyxtera in the US. We have over 50 new service providers signed up in the last few months since the announcement, but tying all these things, obviously, to our overall channel ecosystem with our distributors and resellers, which is moving very nicely. We have Christian Alvarez, who is running our channel programs globally. And one last piece, Dave, I think this was important point that Monica brought up. Again, give choice to our customers. It's not about cloud by itself. It's outcomes, but cloud is an enabler to get there, especially in a hybrid multicloud fashion. And last point I would add to this is help customers regardless of the stage they're in in their cloud migration. From rehosting to replatforming, repurchasing or refactoring, rearchitecting applications or retaining applications or retiring applications, they will have different needs. And what we're trying to do, with Monica's help, with the entire team: choice. Choice in stage, choice in maturity to migrate to cloud, and choice on platform. >> So I want to close. First of all, I want to give some of my impressions. So we've been watching Nutanix since the early days. I remember vividly standing around the conference call with my colleague at the time, Stu Miniman. The state-of-the-art was converged infrastructure, at the time, bolting together storage, networking, and compute, very hardware centric. And the founding team at Nutanix told us, "We're going to have a software-led version of that." And you popularized, you kind of created the hyperconverged infrastructure market. You created what we called at the time true private cloud, scaled up as a company, and now you're really going after that multicloud, hybrid cloud opportunity. Jerry Chen and Greylock, they just wrote a piece called Castles on the Cloud, and the whole concept was, and I say this all the time, the hyperscalers, last year, just spent a hundred billion dollars on CapEx. That's a gift to companies that can add value on top of that. And that's exactly the strategy that you're taking, so I like it. You've got to move fast, and you are. So, guys, thanks for coming on, but I want you to both-- maybe, Tarkan, you can start, and Monica, you can bring us home. Give us your wrap up, your summary, and any final thoughts. >> All right, look, I'm going to go back to where I started this. Again, I know I go back. This is like a broken record, but it's so important we hear from the customers. Again, cloud is not a destination. It's a business model. We are here to support those outcomes, regardless of platform, regardless of hypervisor, cloud type or app, making sure from legacy apps to cloud native apps, we are there for the customers regardless of their stage in their migration. >> Dave: Right, thank you. Monica? >> Yeah. And I, again, you know, just the whole conversation we've been having is around this but I'll remind everybody that why we started out. Our journey was to make infrastructure invisible. We are now very well poised to helping our customers, making the cloud complexity invisible. So our customers can focus on business outcomes and innovation. And, as you can see, coming out of .NEXT, we've been firing on all cylinders to deliver this differentiated, unified hybrid multicloud platform so our customers can really run any app, anywhere, on any cloud. And with the simplicity that we are known for because, you know, our customers love us. NPS 90 plus seven years in a row. But, again, the guiding principle is simplicity, portability, choice. And, really, our compass is our customers. So that's what we are focused on. >> Well, I love not having to get on planes every Sunday and coming back every Friday, but I do miss going to events like .NEXT, where I meet a lot of those customers. And I, again, we've been following you guys since the early days. I can attest to the customer delight. I've spent a lot of time with them, driven in taxis, hung out at parties, on buses. And so, guys, listen, good luck in the next chapter of Nutanix. We'll be there reporting and really appreciate your time. >> Thank you so much. >> Thank you so much, Dave. >> All right, and thank you for watching, everybody. This is Dave Vellante for theCUBE, and, as always, we'll see you next time. (light music)

(bright upbeat music) >> Announcer: We are entering an age of insight where data moves freely between environments to work together powerfully, from wherever it lives. A new era driven by next generation cloud services. It's freedom that accelerates innovation and digital transformation, but it's only for those who dare to propel their business toward a new future that pushes beyond the usual barriers. To a place that unites all information under a fluid yet consistent operating model, across all your applications and data. To a place called HPE GreenLake. HPE GreenLake pushes beyond the obstacles and limitations found in today's infrastructure because application entanglements, data gravity, security, compliance, and cost issues simply aren't solved by current cloud options. Instead, HPE GreenLake is the cloud that comes to you, bringing with it, increased agility, broad visibility, and open governance across your entire enterprise. This is digital transformation unlocked, incompatibility solved, data decentralized, and insights amplified. For those thinkers, makers and doers who want to create on the fly scale up or down with a single click, stand up new ideas without risk, and view it all as a single agile system of systems. HPE GreenLake is here and all are invited. >> The definition of cloud is evolving and now clearly comprises hybrid and on-prem cloud. These trends are top of mind for every CIO and the space is heating up as every major vendor has been talking about as-a-Service models and making moves to better accommodate customer needs. HPE was the first to market with its GreenLake brand, and continues to make new announcements designed to bring the cloud experience to far more customers. Come here from HPE and its partners about the momentum that they're seeing with this trend and what actions you can take to stay ahead of the competition in this fast moving market. (bright soft music) Okay, we're with Keith White, Senior Vice President and General Manager for GreenLake at HPE, and George Hope, who's the Worldwide Head of Partner Sales at Hewlett Packard Enterprise. Welcome gentlemen, good to see you. >> Awesome to be here. >> Yeah. Thanks so much. >> You're welcome, Keith, last we spoke, we talked about how you guys were enabling high performance computing workloads to get green-late right for enterprise markets. And you got some news today, which we're going to get to but you guys, you put out a pretty bold position with GreenLake, basically staking a claim if you will, the edge, cloud as-a-Service all in. How are you thinking about its impacts for your customers so far? >> You know, the impact's been amazing and, you know, in essence, I think the pandemic has really brought forward this real need to accelerate our customer's digital transformation, their modernization efforts, and you know, frankly help them solve what was amounting to a bunch of new business problems. And so, you know, this manifests itself in a set of workloads, set of solutions, and across all industries, across all customer types. And as you mentioned, you know GreenLake is really bringing that value to them. It brings the cloud to the customer in their data center, in their colo, or at the edge. And so frankly, being able to do that with that full cloud experience. All is a pay per use, you know, fully consumption-based scenario, all managed for them so they get that as I mentioned, true cloud experience. It's really sort of landing really well with customers and we continue to see accelerated growth. We're adding new customers, we're adding new technology. And we're adding a whole new set of partner ecosystem folks as well that we'll talk about. >> Well, you know, it's interesting you mentioned that just cause as a quick aside it's, the definition of cloud is evolving and it's because customers, it's the way customers look at it. It's not just vendor marketing. It's what customers want, that experience across cloud, edge, you know, multiclouds, on-prem. So George, what's your take? Anything you'd add to Keith's response? >> I would, you've heard Antonio Neri say it several times and you probably saying it for yourself. The cloud is an experience, it's not a destination. The digital transformation is pushing new business models and that demands more flexible IT. And the first round of digital transformation focused on a cloud first strategy. For our customers we're looking to get more agility. As Keith mentioned, the next phase of transformation will be characterized by bringing the cloud speed and agility to all apps and data, regardless of where they live, According to IDC, by the end of 2021, 80% of the businesses will have some mechanism in place to shift the cloud centric, infrastructure and apps and twice as fast as before the pandemic. So the pandemic has actually accelerated the impact of the digital divide, specifically, in the small and medium companies which are adapting to technology change even faster and emerging stronger as a result. You know, the analysts agree cloud computing and digitalization will be key differentiators for small and medium business in years to come. And speed and automation will be pivotal as well. And by 2022, at least 30% of the lagging SMBs will accelerate digitalization. But the fair focus will be on internal processes and operations. The digital leaders, however, will differentiate by delivering their customers, a dynamic experience. And with our partner ecosystem, we're helping our customers embrace our as-a-Service vision and stand out wherever they are. on their transformation journey. >> Well, thanks for those stats, I always liked the data. I mean, look, if you're not a digital business today I feel like you're out of business only 'cause.... I'm sure there's some exceptions, but you got to get on the digital bandwagon. I think pre-pandemic, a lot of times people really didn't know what it meant. We know now what it means. Okay, Keith, let's get into the news when we do these things. I love that you guys always have something new to share. What do you have? >> No, you got it. And you know, as we said, the world is hybrid and the world is multicloud. And so, customers are expecting these solutions. And so, we're continuing to really drive up the innovation and we're adding additional cloud services to GreenLake. We just recently went to General AVailability of our MLOps, Machine Learning Operations, and our containers for cloud services along with our virtual desktop which has become very big in a pandemic world where a lot more people are working from home. And then we have shipped our SAP HEC, customer edition, which allows SAP customers to run on their premise whether it's the data center or the colo. And then today we're introducing our new Bare Metal capabilities as well as containers on Bare Metal as a Service, for those folks that are running cloud native applications that don't require any sort of hypervisor. So we're really excited about that. And then second, I'd say similar to that HPC as a Service experience we talked about before, where we were bringing HPC down to a broader set of customers. We're expanding the entry point for our private cloud, which is virtual machines, containers, storage, compute type capabilities in workload optimized systems. So again, this is one of the key benefits that HPE brings is it combines all of the best of our hardware, software, third-party software, and our services, and financial services into a package. And we've workload optimized this for small, medium, large and extra-large. So we have a real sort of broader base for our customers to take advantage of and to really get that cloud experience through HPE GreenLake. And, you know, from a partner standpoint we also want to make sure that we continue to make this super easy. So we're adding self-service capabilities we're integrating into our distributors marketplaces through a core set of APIs to make sure that it plugs in for a very smooth customer experience. And this expands our reach to over 100,000 additional value-added resellers. And, you know, we saw just fantastic growth in the channel in Q1, over 118% year over year growth for GreenLake Cloud Services through the channel. And we're continuing to expand, extend and expand our partner ecosystem with additional key partnerships like our colos. The colocation centers are really key. So Equinix, CyrusOne and others that we're working with and I'll let George talk more about. >> Yeah, I wonder if you could pick up on that George. I mean, look, if I'm a partner and and I mean, I see an opportunity here.. Maybe, you know, I made a lot of money in the old days moving iron. But I got to move, I got to pivot my business. You know, COVID's actually, you know, accelerating a lot of those changes, but there's a lot of complexity out there and partners can be critical in helping customers make that journey. What do you see this meaning to partners, George? >> So I completely agree with Keith and through and with our partners we give our customers choice. Right, they don't have to worry about security or cost as they would with public cloud or the hyperscalers. We're driving special initiatives via Cloud28 which we run, which is the world's largest cloud aggregator. And also, in collaboration with our distributors in their marketplaces as Keith mentioned. In addition, customers can leverage our expertise and support of our service provider ecosystem, our SI's, our ISV's, to find the right mix of hybrid IT and decide where each application or workload should be hosted. 'Cause customers are now demanding robust ecosystems, cloud adjacency, and efficient low latency networks. And the modern workload demands, secure, compliant, highly available, and cost optimized environments. And Keith touched on colocation. We're partnering with colocation facilities to provide our customers with the ability to expand bandwidth, reduce latency, and get access to a robust ecosystem of adjacent providers. We touched on Equinix a bit as one of them, but we're partnering with them to enable customers to connect to multiple clouds with private on-demand interconnections from hundreds of data center locations around the globe. We continue to invest in the partner and customer experience, you know, making ourselves easier to do business with. We've now fully integrated partners in GreenLake Central, and could provide their customers end to end support and managing the entire hybrid IT estate. And lastly, we're providing partners with dedicated and exclusive enablement opportunities so customers can rely on both HPE and partner experts. And we have a competent team of specialists that can help them transform and differentiate themselves. >> Yeah, so, I'm hearing a theme of simplicity. You know, I talked earlier about this being customer-driven. To me what the customer wants is they want to come in, they want simple, like you mentioned, self-serve. I don't care if it's on-prem, in the cloud, across clouds, at the edge, abstract, all that complexity away from me. Make it simple to do, not only the technology to work, you figure out where the workload should run and let the metadata decide and that's a bold vision. And then, make it easy to do business. Let me buy as-a-Service if that's the way I want to consume. And partners are all about, you know, reducing friction and driving that. So, anyway guys, final thoughts, maybe Keith, you can close it out here and maybe George can call it timeout. >> Yeah, you summed it up really nice. You know, we're excited to continue to provide what we view as the largest and most flexible hybrid cloud for our customers' apps, data, workloads, and solutions. And really being that leading on-prem solution to meet our customer's needs. At the same time, we're going to continue to innovate and our ears are wide open, and we're listening to our customers on what their needs are, what their requirements are. So we're going to expand the use cases, expand the solution sets that we provide in these workload optimized offerings to a very very broad set of customers as they drive forward with that digital transformation and modernization efforts. >> Right, George, any final thoughts? >> Yeah, I would say, you know, with our partners we work as one team and continue to hone our skills and embrace our competence. We're looking to help them evolve their businesses and thrive, and we're here to help now more than ever. So, you know, please reach out to our team and our partners and we can show you where we've already been successful together. >> That's great, we're seeing the expanding GreenLake portfolio, partners key part of it. We're seeing new tools for them and then this ecosystem evolution and build out and expansion. Guys, thanks so much. >> Yeah, you bet, thank you. >> Thank you, appreciate it. >> You're welcome. (bright soft music) >> Okay, we're here with Jo Peterson the VP of Cloud & Security at Clarify360. Hello, Jo, welcome to theCUBE. >> Hello. >> Great to see you. >> Thanks for having me. >> You're welcome, all right, let's get right into it. How do you think about cloud where we are today in 2021? The definitions evolve, but where do you see it today and where do you see it going? >> Well, that's such an interesting question and is so relevant because the labels are disappearing. So over the last 10 years, we've sort of found ourselves defining whether an environment was public or whether it was private or whether it was hybrid. Here's the deal, cloud is infrastructure and infrastructure is cloud. So at the end of the day cloud in whatever form it's taking is a platform, and ultimately, this enablement tool for the business. Customers are consuming cloud in the best way that works for their businesses. So let's also point out that cloud is not a destination, it's this journey. And clients are finding themselves at different places on that road. And sometimes they need help getting to the next milestone. >> Right, and they're really looking for that consistent experience. Well, what are the big waves and trends that you're seeing around cloud out there in the marketplace? >> So I think that this hybrid reality is happening in most organizations. Their actual IT portfolios include a mix of on-premise and cloud infrastructure, and we're seeing this blurred line happening between the public cloud and the traditional data center. Customers want a bridge that easily connects one environment to the other environment, and they want end-to-end visibility. Customers are becoming more intentional and strategic about their cloud roadmaps. So some of them are intentionally and strategically selecting hybrid environments because they feel that it affords them more control, cost, balance, comfort level around their security. In a way, cloud itself is becoming borderless. The major tech providers are extending their platforms in an infrastructure agnostic manner and that's to work across hybrid environments, whether they be hosted in the data center, whether it includes multiple cloud providers. As cloud matures, workload environments fit is becoming more of a priority. So forward thinking where the organizations are matching workloads to the best environment. And it's sort of application rationalization on this case by case basis and it really makes sense. >> Yeah, it does makes sense. Okay, well, let's talk about HPE GreenLake. They just announced some new solutions. What do you think it means for customers? >> I think that HPE has stepped up. They've listened to not only their customers but their partners. Customers want consumable infrastructure, they've made that really clear. And HPE has expanded the cloud service portfolio for clients. They're offering more choices to not only enterprise customers but they're expanding that offering to attract this mid-market client base. And they provided additional tools for partners to make selling GreenLake easier. This is all helping to drive channel sales. >> Yeah, so better granularity, just so it increases the candidates, better optionality for customers. And this thing is evolving pretty quickly. We're seeing a number of customers that we talked to interested in this model, trying to understand it better and ultimately, I think they're going to really lean in hard. Jo, I wonder if you could maybe think about or share with us which companies are, I got to say, getting it right? And I'm really interested in the partner piece, because if you think about the partner business, it's really, it's changing a lot, right? It's gone from this notion of moving boxes and there was a lot of money to be made over the decades in doing that, but they have to now become value-add suppliers and really around cloud services. And in the early days of cloud, I think the channel was a little bit freaked out, saying, uh-oh, they're going to cut out the middleman. But what's actually happened is those smart agile partners are adding substantial value, they've got deep relationships with customers and they're serving as really trusted advisors and executors of cloud strategies. What do you see happening in the partner community? >> Well, I think it's been a learning curve and everything that you said was spot on. It's a two way street, right? In order for VARs to sell residual services, monthly recurring services, there has to have been some incentive to do that and HPE really got it right. Because they, again listened to that partner community, and they said, you know what? We've got to incentivize these guys to start selling this way. This is a partnership and we expect it to be a partnership. And the tech companies that are getting right are doing that same sort of thing, they're figuring out ways to make it palatable to that VAR, to help them along that journey. They're giving them tools, they're giving them self-serve tools, they're incentivizing them financially to make that shift. That's what's going to matter. >> Well, that's a key point you're making, I mean, the financial incentives, that's new and different. Paying, you know, incentivizing for as-a-Service models versus again, moving hardware and paying for, you know, installing iron. That's a shift in mindset, isn't it? >> It definitely is. And HPE, I think is getting it right because I didn't notice but I learned this, 70% of their annual sales are actually transacted through their channel. And they've seen this 116% increase in HPE GreenLake orders in Q1, from partners. So what they're doing is working. >> Yeah, I think you're right. And you know, the partner channel it becomes super critical. It's funny, Jo, I mean, again, in the early days of cloud, the channel was feeling like they were going to get disrupted. I don't know about you, but I mean, we've both been analysts for awhile and the more things get simple, the more they get complicated, right? I mean the consumerization of IT, the cloud, swipe your credit card, but actually applying that to your business is not easy. And so, I see that as great opportunities for the channel. Give you the last word. >> Absolutely, and what's going to matter is the tech companies that step up and realize we've got this chance, this opportunity to build that bridge and provide visibility, end-to-end visibility for clients. That's what going to matter. >> Yeah, I like how you're talking about that bridge, because that's what everybody wants. They want that bridge from on-prem to the public cloud, across clouds, going to to be moving out to the edge. And that is to your point, a journey that's going to evolve over the better part of this coming decade. Jo, great to see you. Thanks so much for coming on theCUBE today. >> Thanks for having me. (bright soft music) >> Okay, now we're going to into the GreenLake power panel to talk about the cloud landscape, hybrid cloud, and how the partner ecosystem and customers are thinking about cloud, hybrid cloud as a Service and of course, GreenLake. And with me are C.R. Howdyshell, President of Advizex. Ron Nemecek, who's the Business Alliance Manager at CBTS. Harry Zarek is President of Compugen. And Benjamin Klay is VP of Sales and Alliances at Arrow Electronics. Great to see you guys, thanks so much for coming on theCUBE. >> Thanks for having us. >> Good to be here. >> Okay, here's the deal. So I'm going to ask you guys each to introduce yourselves and your companies, add a little color to my brief intro, and then answer the following question. How do you and your customers think about hybrid cloud? And think about it in the context of where we are today and where we're going, not just the snapshot but where we are today and where we're going. C.R., why don't you start please? >> Sure, thanks a lot, Dave, appreciate it. And again, C.R. Howdyshell, President of Advizex. I've been with the company for 18 years, the last four years as president. So had the great opportunity here to lead a 45 year old company with a very strong brand and great culture. As it relates to Advizex and where we're headed to with hybrid cloud is it's a journey. So we're excited to be leading that journey for the company as well as HPE. We're very excited about where HPE is going with GreenLake. We believe it's a very strong solution when it comes to hybrid cloud. Have been an HPE partner since, well since 1980. So for 40 years, it's our longest standing OEM relationship. And we're really excited about where HPE is going with GreenLake. From a hybrid cloud perspective, we feel like we've been doing the hybrid cloud solutions, the past few years with everything that we've focused on from a VMware perspective. But now with where HPE is going, we think, probably changing the game. And it really comes down to giving customers that cloud experience with the on-prem solution with GreenLake. And we've had great response for customers and we think we're going to continue to see that kind of increased activity and reception. >> Great, thank you C.R., and yeah, I totally agree. It is a journey and we've seen it really come a long way in the last decade. Ron, I wonder if you could kickoff your little first intro there please. >> Sure Dave, thanks for having me today and it's a pleasure being here with all of you. My name is Ron Nemecek, I'm a Business Alliance manager at CBTS. In my role, I'm responsible for our HPE GreenLake relationship globally. I've enjoyed a 33 year career in the IT industry. I'm thankful for the opportunity to serve in multiple functional and senior leadership roles that have helped me gather a great deal of education and experience that could be used to aid our customers with their evolving needs, for business outcomes to best position them for sustainable and long-term success. I'm honored to be part of the CBTS and OnX Canada organization. CBTS stands for Consult Build Transform and Support. We have a 35 year relationship with HPE. We're a platinum and inner circle partner. We're headquartered in Cincinnati, Ohio. We service 3000 customers generating over a billion dollars in revenue and we have over 2000 associates across the globe. Our focus is partnering with our customers to deliver innovative solutions and business results through thought leadership. We drive this innovation via our team of the best and brightest technology professionals in the industry that have secured over 2,800 technical certifications, 260 specifically with HPE. And in our hybrid cloud business, we have clearly found that technology, new market demands for instant responses and experiences, evolving economic considerations with detailed financial evaluation, and of course the global pandemic, have challenged each of our customers across all industries to develop an optimal cloud strategy. We now play an enhanced strategic role for our customers as their technology advisor and their guide to the right mix of cloud experiences that will maximize their organizational success with predictable outcomes. Our conversations have really moved from product roadmaps and speeds and feeds to return on investment, return on capital, and financial statements, ratios, and metrics. We collaborate regularly with our customers at all levels and all departments to find an effective comprehensive cloud strategy for their workloads and applications ensuring proper alignment and cost with financial return. >> Great, thank you, Ron. Yeah, today it's all about the business value. Harry, please. >> Hi Dave, thanks for the opportunity and greetings from the Great White North. We're a Canadian-based company headquartered in Toronto with offices across the country. We've been in the tech industry for a very long time. We're what we would call a solution provider. How hard for my mother to understand what that means but what our goal is to help our customers realize the business value of their technology investments. Just to give you an example of what it is we try and do. We just finished a build out of a new networking endpoint and data center technology for a brand new hospital. It's now being mobilized for COVID high-risk patients. So talk about our all being in an essential industry, providing essential services across the whole spectrum of technology. Now, in terms of what's happening in the marketplace, our customers are confused. No question about it. They hear about cloud, I mean, cloud first, and everyone goes to the cloud, but the reality is there's lots of technology, lots of applications that actually still have to run on premises for a whole bunch of reasons. And what customers want is solid senior serious advice as to how they leverage what they already have in terms of their existing infrastructure, but modernize it, update it, so it looks and feels a lot like the cloud. But they have the security, they have the protection that they need to have for reasons that are dependent on their industry and business to allow them to run on-prem. And so, the GreenLake philosophy is perfect. That allows customers to actually have one foot in the cloud, one foot in their traditional data center but modernize it so it actually looks like one enterprise entity. And it's that kind of flexibility that gives us an opportunity collectively, ourselves, our partners, HPE, to really demonstrate that we understand how to optimize the use of technology across all of the business applications they need to run. >> You know Harry, it's interesting about what you said is, the cloud it is kind of chaotic my word, not yours. But there is a lot of confusion out there, I mean, what's cloud, right? Is it public cloud, is it private cloud, the hybrid cloud? Now, it's the edge and of course the answer is all of the above. Ben, what's your perspective on all this? >> From a cloud perspective, you know, I think as an industry, I think we we've all accepted that public cloud is not necessarily going to win the day and we're in fact, in a hybrid world. There's certainly been some commentary and press that was sort of validate that. Not that it necessarily needs any validation but I think is the linkages between on-prem and cloud-based services have increased. It's paved the way for customers more effectively, deploy hybrid solutions in in the model that they want or that they desire. You know, Harry was commenting on that a moment ago. As the trend continues, it becomes much easier for solution providers and service providers to drive their services initiatives, you know, in particular managed services. >> From an Arrow perspective is we think about how we can help scale in particular from a GreenLake perspective. We've got the ability to stand up some cloud capabilities through our ArrowSphere platform that can really help customers adopt GreenLake and to benefit from some alliances opportunities, as well. And I'll talk more about that as we go through. >> And Ben, I didn't mean to squeeze you on Arrow. I mean, Arrow has been around longer than computers. I mean, if you Google the history of Arrow it'll blow your mind, but give us a little quick commercial. >> Yeah, absolutely. So I've been with Arrow for about 20 years. I've got responsibility for Alliance organization in North America, We're a global value added distribution, business consulting and channel enablement company. And we bring scope, scale and and expertise as it relates to the IT industry. I love the fast pace that comes with the market that we're all in. And I love helping customers and suppliers both, be positioned for long-term success. And you know, the subject matter here today is just a great example of that. So I'm happy to be here and look forward to the discussion. >> All right, we got some good brain power in the room. Let's cut right to the chase. Ron, where's the pain? What are the main problems that CBTS I love what it stands for, Consult Build Transform and Support. What's the main pain point that customers are asking you to solve when it comes to their cloud strategies? >> Sure, Dave. Our customers' concerns and associated risks come from the market demands to deliver their products, services, and experiences instantaneously. And then the challenge is how do they meet those demands because they have aging infrastructure, processes, and fiscal constraints. Our customers really need us now more than ever to be excellent listeners so we can collaborate on an effective map with the strategic placement of workloads and applications in that spectrum of cloud experiences while managing their costs, and of course, mitigating risks to their business. This collaboration with our customers, often identify significant costs that have to be evaluated, justified or eliminated. We find significant development, migration, and egress charges in their current public cloud experience, coupled with significant over provisioning, maintenance, operational, and stranded asset costs in their on-premise infrastructure environment. When we look at all these costs holistically, through our customized workshops and assessments, we can identify the optimal cloud experience for the respective workloads and applications. Through our partnership with HPE and the availability of the HPE GreenLake solutions, our customers now have a choice to deliver SLA's, economics, and business outcomes for their workloads and applications that best reside on-premise in a private cloud and have that experience. This is a rock solid solution that eliminates, the development costs that they experience and the egress charges that are associated with the public cloud while utilizing HPE GreenLake to eliminate over provisioning costs and the maintenance costs on aging infrastructure hardware. Lastly, our customers only have to pay for actual infrastructure usage with no upfront capital expense. And now, that achieves true utilization to cost economics, you know, with HPE GreenLake solutions from CBTS. >> I love focus on the business case, 'cause it's measurable and it's sort of follow the money. That's where the opportunity is. Okay, C.R., so question for you. Thinking about Advizex customers, how are they, are they leaning into GreenLake? What are they telling you is the business impact when they experience GreenLake? >> Well, I think it goes back to what Ron was talking about. We had to solve the business challenges first and so far, the reception's been positive. When I say that is customers are open. Everybody wants to, the C-suite wants to hear about cloud and hybrid cloud fits. But what we hear and what we're seeing from our customers is we're seeing more adoption from customers that it may be their first foot in, if you will, but as important, we're able to share other customers with our potentially new clients that say, what's the first thing that happens with regard to GreenLake? Well, number one, it works. It works as advertised and as-a-Service, that's a big step. There are a lot of people out there dabbling today but when you can say we have a proven solution it's working in our environment today, that's key. I think the second thing is,, is flexibility. You know, when customers are looking for this hybrid solution, you got to be flexible for, again, I think Ron said (indistinct). You don't have a big capital outlay but also what customers want to be able to do is we want to build for growth but we don't want to pay for it. So we'll pay as we grow not as we have to use, as we used to do, it was upfront, the capital expenditure. Now we'll just pay as we grow, and that really facilitates in another great example as you'll hear from a customer, this afternoon. But you'll hear where one of the biggest benefits they just acquired a $570 million company and their integration is going to be very seamless because of their investment in GreenLake. They're looking at the flexibility to add to GreenLake as a big opportunity to integrate for acquisitions. And finally is really, we see, it really brings the cloud experience and as-a-Service to our customers. And with HPE GreenLake, it brings the best of breed. So it's not just what HPE has to offer. When you look at Hyperconverged, they have Nutanix, they have Cohesity. So, I really believe it brings best of breeds. So, to net it out and close it out with our customers, thus far, the customer experience has been exceptional. I mean, with GreenLake Central, as interface, customers have had a lot of success. We just had our first customer from about a year and a half ago just reopened, it was a highly competitive situation, but they just said, look, it's proven, it works, and it gives us that cloud experience so. Had a lot of great success thus far and looking forward to more. >> Thank you, so Harry, I want to pick up on something C.R. said and get your perspectives. So when I talk to the C-suite, they do all want to hear about, you know, cloud, they have a cloud agenda. And what they tell me is it's not just about their IT transformation. They want that but they also want to transform their business. So I wonder if you could talk, Harry, about Compugen's perspective on the potential business impact of GreenLake. And also, I'm interested in how you guys are thinking about workloads, how to manage work, you know, how to cost optimize in IT, but also, the business value that comes out of that capability. >> Yeah, so Dave, you know if you were to talk to CFO and I have the good fortune to talk to lots of CFOs, they want to pay the costs when they generate the revenue. They don't want to have all the costs upfront and then wait for the revenue to come through. A good example of where that's happening right now is you know, related to the pandemic, employees that used to work at the office have now moved to working from home. And now, they have to connect remotely to run the same application. So use this thing called VDI, virtual interfacing to allow them to connect to the applications that they need to run in the office. I don't want to get into too much detail but to be able to support that from an an at-home environment, they needed to buy a lot more computing capacity to handle this. Now, there's an expectation that hopefully six months from now, maybe sooner than that, people will start returning to the office. They may not need that capacity so they can turn down on the costs. And so, the idea of having the capacity available when you need it, but then turning it off when you don't need it, is really a benefit of the variable cost model. Another example that I would use is one in new development. If a customer is going to implement a new, let's say, line of business application. SAP is very very popular. You know, it actually, unfortunately, takes six months to two years to actually get that application set up, installed, validated, tested, then moves through production. You know, what used to happen before? They would buy all that capacity upfront, and it would basically sit there for two years, and then when they finally went to full production, then they were really value out of that investment. But they actually lost a couple of years of technology, literally sitting almost sidle. And so, from a CFO perspective, his ability to support the development of those applications as he scales it, perfect. GreenLake is the ideal solution that allows him to do that. >> You know, technology has saved businesses in this pandemic. There's no question about it. When Harry was just talking about with regard to VDI, you think about that, there's the dialing up and dialing down piece which is awesome from an IT perspective. And then the business impact there is the productivity of the end users. And most C-suite executives I've talked to said productivity actually went up during COVID with work from home, which is kind of astounding if you think about it. Ben, we said Arrow's been around for a long, long time. Certainly, before all of us were born and it's gone through many many industry transitions during our lifetimes. How does Arrow and how do your partners think about building cloud experiences and where does GreenLake fit in from your perspective? >> Great question. So from an Arrow perspective, when you think about cloud experience in of course us taking a view as a distribution partner, we want to be able to provide scale and efficiency to our network of partners. So we do that through our ArrowSphere platform. Just a bit of, you know, a bit of a commercial. I mean, you get single quote, single bill, auto provision, multi supplier, if you will, subscription management, utilization reporting from the platform itself. So if we pivot that directly to HPE, you're going to get a bit of a scoop here, Dave. And we're excited today to have GreenLake live in our platform available for our partner community to consume. In particular, the Swift solutions that HPE has announced so we're very excited to share that today. Maybe a little bit more on GreenLake. I think at this point in time, that it's differentiated in a sense that, if you think about some of the other offerings in the market today and further with having the the solutions themselves available in ArrowSphere. So, I would say, that we identify the uniqueness and quickly partner with HPE to work with our ArrowSphere platform. One other sort of unique thing is, when you think about platform itself, you've got to give a consistent experience. The different geographies around the world so, you know, we're available in North of 20 countries, there's thousands of resellers and transacting on the platform on a regular basis. And frankly, hundreds of thousands end customers. that are leveraging today. So that creates an opportunity for both Arrow, HPE and our partner community. So we're excited. >> You know, I just want to open it up. We don't have much time left, but thoughts on differentiation. Some people ask me, okay, what's really different about HPE and GreenLake? These others, you know, are doing things with as-a-Service. To me, I always say cultural, it starts from the top with Antonio, and it's like the company's all in. But I wonder from your perspectives, 'cause you guys are hands on. Are there other differentiable factors that you would point to? Let me just open that up to the group. >> Yeah, if I could make a comment. GreenLake is really just the latest invocation of the as-a-Service model. And what does that mean? What that actually means is you have a continuous ongoing relationship with the customer. It's not a sell and forget. Not that we ever forget about customers but there are highlights. Customer buys, it gets installed, and then for two or three years you may have an occasional engagement with them but it's not continuous. When you move to our GreenLake model, you're actually helping them manage that. You are in the core, in the heart of their business. No better place to be if you want to be sticky and you want to be relevant and you want to be always there for them. >> You know, I wonder if somebody else could add to it in your remarks. From your perspective as a partner, 'cause you know, hey, a lot of people made a lot of money selling boxes, but those days are pretty much gone. I mean, you have to transform into a services mindset, but other thoughts? >> I think to add to that Dave. I think Harry's right on. The way he positioned it it's exactly where he did own the customer. I think even another step back for us is, we're able to have the business conversation without leading with what you just said. You don't have to leave with a storage solution, you don't have to lead with compute. You know, you can really have step back, have a business conversation. And we've done that where you don't even bring up HPE GreenLake until you get to the point where the customer says, so you can give me an on-prem cloud solution that gives me scalability, flexibility, all the things you're talking about. How does that work? Then you bring up, it's all through this HPE GreenLake tool. And it really gives you the ability to have a business conversation. And you're solving the business problems versus trying to have a technology conversation. And to me, that's clear differentiation for HPE GreenLake. >> All right guys, C.R., Ron, Harry, Ben. Great discussion, thank you so much for coming on the program. Really appreciate it. >> Thanks for having us, Dave. >> Appreciate it Dave. >> All right, keep it right there for more great content at GreenLake Day, be right back. (bright soft music) (upbeat music) (upbeat electronic music)

>>from around the globe. It's the Cube with digital coverage of HP Green Lake day made possible by Hewlett Packard Enterprise. Okay, we're not gonna dive right into some of the news and get into the Green Lake Announcement details. And with me to do that is Keith White is the senior vice president and general manager for Green Lake Cloud Services and Hewlett Packard Enterprise. Keith, thanks for your time. Great to see you. >>Hey, thanks so much for having me. I'm really excited to be here. >>You're welcome. And so listen, before we get into the hard news, can you give us an update on just Green Lake and the business? How's it going? >>You bet. No, it's fantastic. And thanks, you know, for the opportunity again. And hey, I hope everyone's at home staying safe and healthy. It's been a great year for HP Green Lake. There's a ton of momentum that we're seeing in the market place. Uh, we've booked over $4 billion of total contract value to date, and that's over 1000 customers worldwide, and frankly, it's worldwide. It's in 50 50 different countries, and this is a variety of solutions. Variety of workloads. So really just tons of momentum. But it's not just about accelerating the current momentum. It's really about listening to our customers, staying ahead of their demands, delivering more value to them and really executing on the HB Green Lake. Promise. >>Great. Thanks for that and really great detail. Congratulations on the progress, but I know you're not done. So let's let's get to the news. What do people need to know? >>Awesome. Yeah, you know, there's three things that we want to share with you today. So first is all about it's computing. So I could go into some details on that were actually delivering new industry work clothes, which I think will be exciting for a lot of the major industries that are out there. And then we're expanding RHP capabilities just to make things easier and more effective. So first off, you know, we're excited to announce today, um, acceleration of mainstream as adoption for high performance computing through HP Green Lake. And you know, in essence, what we're really excited about is this whole idea of it's a. It's a unique opportunity to write customers with the power of an agile, elastic paper use cloud experience with H. P s market. See systems. So pretty soon any enterprise will be able to tackle their most demanding compute and did intensive workloads, power, artificial intelligence and machine learning initiatives toe provide better business insights and outcomes and again providing things like faster time to incite and accelerated innovation. So today's news is really, really gonna help speed up deployment of HPC projects by 75% and reduced TCO by upto 40% for customers. >>That's awesome. Excited to learn more about the HPC piece, especially. So tell us what's really different about the news today From your perspective. >>No, that's that's a great thing. And the idea is to really help customers with their business outcomes, from building safer cars to improving their manufacturing lines with sustainable materials. Advancing discovery for drug treatment, especially in this time of co vid or making critical millisecond decisions for those finance markets. So you'll see a lot of benefits and a lot of differentiation for customers in a variety of different scenarios and industries. >>Yeah, so I wonder if you could talk a little bit mawr about specifically, you know exactly what's new. Can you unpack some of that for us? >>You bet. Well, what's key is that any enterprise will be able to run their modeling and simulation work clothes in a fully managed because we manage everything for them pre bundled. So we'll give folks this idea of small, medium and large H p e c h piece services to operate in any data center or in a cold a location. These were close air, almost impossible to move to the public cloud because the data so large or it needs to be close by for Leighton see issues. Oftentimes, people have concerns about I p protection or applications and how they run within that that local environment. So if customers are betting their business on this insight and analytics, which many of them are, they need business, critical performance and experts to help them with implementation and migration as well as they want to see resiliency. >>So is this a do it yourself model? In other words, you know the customers have toe manage it on their own. Or how are you helping there? >>No, it's a great question. So the fantastic thing about HP Green Lake is that we manage it all for the customer. And so, in essence, they don't have to worry about anything on the back end, we can flow that we manage capacity. We manage performance, we manage updates and all of those types of things. So we really make it. Make it super simple. And, you know, we're offering these bundled solutions featuring RHP Apollo systems that are purpose built for running things like modeling and simulation workloads. Um, and again, because it's it's Green Lake. And because it's cloud services, this provides itself. Service provides automation. And, you know, customers can actually, um, manage however they want to. We can do it all for them. They could do some on their own. It's really super easy, and it's really up to them on how they want to manage that system. >>What about analytics? You know, you had a lot of people want to dig deeper into the data. How are you supporting that? >>Yeah, Analytics is key. And so one of the best things about this HPC implementation is that we provide unopened platform so customers have the ability to leverage whatever tools they want to do for analytics. They can manage whatever systems they want. Want to pull data from so they really have a ton of flexibility. But the key is because it's HP Green Lake, and because it's HP es market leading HPC systems, they get the fastest they get the it all managed for them. They only pay for what they use, so they don't need to write a huge check for a large up front. And frankly, they get the best of all those worlds together in order to come up with things that matter to them, which is that true business outcome, True Analytics s so that they could make the decisions they need to run their business. >>Yeah, that's awesome. You guys clearly making some good progress here? Actually, I see it really is a game changer for the types of customers that you described. I mean, particularly those folks that you like. You said You think they can't move stuff into the cloud. They've got to stay on Prem. But they want that cloud experience. I mean, that's that's really exciting. We're gonna have you back in a few minutes to talk about the Green Lake Cloud services and in some of the new industry platforms that you see evolving >>awesome. Thanks so much. I look forward to it. >>Yeah, us too. So Okay, right now we're gonna check out the conversation that I had earlier with Pete Ungaro and Addison Snell on HPC. Let's watch welcome everybody to the spotlight session here green. Late day, We're gonna dig into high performance computing. Let me first bring in Pete Ungaro, Who's the GM for HPC and Mission Critical solutions, that Hewlett Packard Enterprise. And then we're gonna pivot Addison Snell, who is the CEO of research firm Intersect 3. 60. So, Pete, starting with you Welcome. And really a pleasure to have you here. I want to first start off by asking you what is the key trends that you see in the HPC and supercomputing space? And I really appreciate if you could talk about how customer consumption patterns are changing. >>Yeah, I appreciate that, David, and thanks for having me. You know, I think the biggest thing that we're seeing is just the massive growth of data. And as we get larger and larger data sets larger and larger models happen, and we're having more and more new ways to compute on that data. So new algorithms like A. I would be a great example of that. And as people are starting to see this, especially they're going through a digital transformations. You know, more and more people I believe can take advantage of HPC but maybe don't know how and don't know how to get started on DSO. They're looking for how to get going into this environment and many customers that are longtime HBC customers, you know, just consume it on their own data centers. They have that capability, but many don't and so they're looking at. How can I do this? Do I need to build up that capability myself? Do I go to the cloud? What about my data and where that resides. So there's a lot of things that are going into thinking through How do I start to take advantage of this new infrastructure? >>Excellent. I mean, we all know HPC workloads. You're talking about supporting research and discovery for some of the toughest and most complex problems, particularly those that affecting society. So I'm interested in your thoughts on how you see Green Lake helping in these endeavors specifically, >>Yeah, One of the most exciting things about HPC is just the impact that it has, you know, everywhere from, you know, building safer cars and airplanes. Thio looking at climate change, uh, to, you know, finding new vaccines for things like Covic that we're all dealing with right now. So one of the biggest things is how do we take advantage event and use that to, you know, benefit society overall. And as we think about implementing HPC, you know, how do we get started? And then how do we grow and scale as we get more and more capability? So that's the biggest things that we're seeing on that front. >>Yes. Okay, So just about a year ago, you guys launched the Green Lake Initiative and the whole, you know, complete focus on as a service. So I'm curious as to how the new Green Lake services the HPC services specifically as it relates to Greenlee. How do they fit in the H. P s overall high performance computing portfolio and the strategy? >>Yeah, great question. You know, Green Lake is a new consumption model for eso. It's a very exciting We keep our entire HPC portfolio that we have today, but extend it with Green Lake and offer customers you know, expanded consumption choices. So, you know, customers that potentially are dealing with the growth of their data or they're moving toe digital transformation applications they can use green light just easily scale up from workstations toe, you know, manage their system costs or operational costs, or or if they don't have staff to expand their environment. Green Light provides all of that in a manage infrastructure for them. So if they're going from like a pilot environment up into a production environment over time, Green Lake enables them to do that very simply and easily without having toe have all that internal infrastructure people, computer data centers, etcetera. Green Lake provides all that for them so they can have a turnkey solution for HBC. >>So a lot easier entry strategies. A key key word that you use. There was choice, though. So basically you're providing optionality. You're not necessarily forcing them into a particular model. Is that correct? >>Yeah, 100%. Dave. What we want to do is just expand the choices so customers can buy a new choir and use that technology to their advantage is whether they're large or small. Whether they're you know, a startup or Fortune 500 company, whether they have their own data centers or they wanna, you know, use a Coehlo facility whether they have their own staff or not, we want to just provide them the opportunity to take advantage of this leading edge resource. >>Very interesting, Pete. It really appreciate the perspective that you guys have bring into the market. I mean, it seems to me it's gonna really accelerate broader adoption of high performance computing, toe the masses, really giving them an easier entry point I want to bring in now. Addison Snell to the discussion. Addison. He's the CEO is, I said of Intersect 3 60 which, in my view, is the world's leading market research company focused on HPC. Addison, you've been following the space for a while. You're an expert. You've seen a lot of changes over the years. What do you see is the critical aspect in the market, specifically as it relates toward this as a service delivery that we were just discussing with Pete and I wonder if you could sort of work in their the benefits in terms of, in your view, how it's gonna affect HPC usage broadly. Yeah, Good morning, David. Thanks very much for having me, Pete. It's great to see you again. So we've been tracking ah lot of these utility computing models in high performance computing for years, particularly as most of the usage by revenue is actually by commercial endeavors. Using high performance computing for their R and D and engineering projects and the like. And cloud computing has been a major portion of that and has the highest growth rate in the market right now, where we're seeing this double digit growth that accounted for about $1.4 billion of the high performance computing industry last year. But the bigger trend on which makes Green like really interesting is that we saw an additional about a billion dollars worth of spending outside what was directly measured in the cloud portion of the market in in areas that we deemed to be cloud like, which were as a service types of contracts that were still utility computing. But they might be under a software as a service portion of the budget under software or some other managed services type of contract that the user wasn't reported directly is cloud, but it was certainly influenced by utility computing, and I think that's gonna be a really dominant portion of the market going forward. And when we look at growth rate and where the market's been evolving, so that's interesting. I mean, basically, you're saying this, you know, the utility model is not brand new. We've seen that for years. Cloud was obviously a catalyst that gave that a boost. What is new, you're saying is and I'll say it this way. I'd love to get your independent perspective on this is so The definition of cloud is expanding where it's you know, people always say it's not a place, it's an experience and I couldn't agree more. But I wonder if you could give us your independent perspective on that, both on the thoughts of what I just said. But also, how would you rate H. P. E s position in this market? Well, you're right, absolutely, that the definition of cloud is expanding, and that's a challenge when we run our surveys that we try to be pedantic in a sense and define exactly what we're talking about. And that's how we're able to measure both the direct usage of ah, typical public cloud, but also ah more flexible notion off as a service. Now you asked about H P E. In particular, And that's extremely relevant not only with Green Lake but with their broader presence in high performance computing. H P E is the number one provider of systems for high performance computing worldwide, and that's largely based on the breath of H. P s offerings, in addition to their performance in various segments. So picking up a lot of the commercial market with their HP apology and 10 plus, they hit a lot of big memory configurations with Superdome flex and scale up to some of the most powerful supercomputers in the world with the HP Cray X platforms that go into some of the leading national labs. Now, Green Light gives them an opportunity to offer this kind of flexibility to customers rather than committing all it wants to a particular purchase price. But if you want to do position those on a utility computing basis pay for them as a service without committing to ah, particular public cloud. I think that's an interesting role for Green Lake to play in the market. Yeah, it's interesting. I mean earlier this year, we celebrated Exa scale Day with support from HP, and it really is all about a community and an ecosystem is a lot of camaraderie going on in the space that you guys are deep into, Addison says. We could wrap. What should observers expect in this HPC market in this space over the next a few years? Yeah, that's a great question. What to expect because of 2020 has taught us anything. It's the hazards of forecasting where we think the market is going. When we put out a market forecast, we tend not to look at huge things like unexpected pandemics or wars. But it's relevant to the topic here because, as I said, we were already forecasting Cloud and as a service, models growing. Any time you get into uncertainty, where it becomes less easy to plan for where you want to be in two years, three years, five years, that model speaks well to things that are cloud or as a service to do very well, flexibly, and therefore, when we look at the market and plan out where we think it is in 2020 2021 anything that accelerates uncertainty actually is going. Thio increase the need for something like Green Lake or and as a service or cloud type of environment. So we're expecting those sorts of deployments to come in over and above where we were already previously expected them in 2020 2021. Because as a service deals well with uncertainty. And that's just the world we've been in recently. I think there's a great comments and in a really good framework. And we've seen this with the pandemic, the pace at which the technology industry in particular, of course, HP specifically have responded to support that your point about agility and flexibility being crucial. And I'll go back toe something earlier that Pete said around the data, the sooner we can get to the data to analyze things, whether it's compressing the time to a vaccine or pivoting our business is the better off we are. So I wanna thank Pete and Addison for your perspectives today. Really great stuff, guys. Thank you. >>Yeah, Thank you. >>Alright, keep it right there from, or great insights and content you're watching green leg day. Alright, Great discussion on HPC. Now we're gonna get into some of the new industry examples and some of the case studies and new platforms. Keith HP, Green Lake It's moving forward. That's clear. You're picking up momentum with customers, but can you give us some examples of platforms for industry use cases and some specifics around that? >>You know, you bet, and actually you'll hear more details from Arwa Qadoura she leads are green like the market efforts in just a little bit. But specifically, I want to highlight some examples where we provide cloud services to help solve some of the most demanding workloads on the planet. So, first off in financial services, for example, traditional banks are facing increased competition and evolving customer expectations they need to transform so that they can reduce risk, manage cop and provided differentiated customer experience. We'll talk about a platform for Splunk that does just that. Second, in health care institutions, they face the growing list of challenges, some due to the cove in 19 Pandemic and others. Years in the making, like our aging population and rise in chronic disease, is really driving up demands, and it's straining capital budgets. These global trance create a critical need for transformation. Thio improve that patient experience and their business outcomes. Another example is in manufacturing. They're facing many challenges in order to remain competitive, right, they need to be able to identify new revenue streams run more efficiently from an operation standpoint and scale. Their resource is so you'll hear more about how we're optimizing and delivery for manufacturing with S. A P Hana and always gonna highlight a little more detail on today's news how we're delivering supercomputing through HP Green Lake It's scale and finally, how we have a robust ecosystem of partners to help enterprises easily deploy these solutions. For example, I think today you're gonna be talking to Skip Bacon from Splunk. >>Yeah, absolutely. We sure are. And some really great examples there, especially a couple industries that that stood out. I mean, financial services and health care. They're ripe for transformation and maybe disruption if if they don't move fast enough. So Keith will be coming back to you a little later today to wrap things up. So So thank you. Now, now we're gonna take a look at how HP is partnering with Splunk and how Green Lake compliments, data rich workloads. Let's watch. We're not going to dig deeper into a data oriented workload. How HP Green Lake fits into this use case and with me, a Skip Bacon vice president, product management at Splunk Skip. Good to see >>you. Good to see you as well there. >>So let's talk a little bit about Splunk. I mean, you guys are a dominant player and security and analytics and you know, it's funny, Skip, I used to comment that during the big data, the rise of big data Splunk really never positioned themselves is this big data player, and you know all that hype. But But you became kind of the leader in big data without really, even, you know, promoting it. It just happened overnight, and you're really now rapidly moving toward a subscription model. You're making some strategic moves in the M and a front. Give us your perspective on what's happening at the company and why customers are so passionate about your software. >>Sure, a great, great set up, Dave. Thanks. So, yeah, let's start with the data that's underneath big data, right? I think I think it is usual. The industry sort of seasons on a term and never stops toe. Think about what it really means. Sure, one big part of big data is your transaction and stuff, right? The things that catch generated by all of your Oracle's USC Cheops that reflect how the business actually occurred. But a much bigger part is all of your digital artifacts, all of the machine generated data that tells you the whole story about what led up to the things that actually happened right within the systems within the interactions within those systems. That's where Splunk is focused. And I think what the market is the whole is really validating is that that machine generated data those digital artifacts are a tely least is important, if not more so, than the transactional artifacts to this whole digital transformation problem right there. Critical to showing I t. How to get better developing and deploying and operating software, how to get better securing these systems, and then how to take this real time view of what the business looks like as it's executing in the software right now. And hold that up to and inform the business and close that feedback loop, right? So what is it we want to do differently digitally in order to do different better on the transformation side of the house. So I think a lot of splints. General growth is proof of the value crop and the need here for sure, as we're seeing play out specifically in the domains of ICTs he operations Dev, ops, Cyber Security, right? As well as more broadly in that in that cloak closing the business loop Splunk spin on its hair and growing our footprint overall with our customers and across many new customers, we've been on its hair with moving parts of that footprints who and as a service offering and spawn cloud. But a lot of that overall growth is really fueled by just making it simpler. Quicker, faster, cheaper, easier toe operates Plunkett scale because the data is certainly not slowing down right. There's more and more and more of it every day, more late, their potential value locked up in it. So anything that we can do and that our partners conducive to improve the cost economics to prove the agility to improve the responsiveness of these systems is huge. That that customer value crop and that's where we get so excited about what's going on with green life >>Yeah, so that makes sense. I mean, the digital businesses, a data business. And that means putting data at the core. And Splunk is obviously you keep part of that. So, as I said earlier, spunk your leader in this space, what's the deal with your HP relationship? You touched on that? What should we know about your your partnership? And what's that solution with H h p E? What's that customer Sweet spot. >>Yep. Good. All good questions. So we've been working with HP for quite a while on on a number of different fronts. This Green lake peace is the most interesting and sort of the intersection of, you know, purist intersection of both of these threads of these factories, if you will. So we've been working to take our core data platform deployed on an enterprise operator for kubernetes. Stick that a top H P s green like which is really kubernetes is a service platform and go prove performance, scalability, agility, flexibility, cost economics, starting with some of slugs, biggest customers. And we've proven, you know, alot of those things In great measure, I think the opportunity you know, the ability to vertically scale Splunk in containers that taught beefy boxes and really streamline the automation, the orchestration, the operations, all of that yields what, in the words of one of our mutual customers, literally put it as This is a transformational platform for deploying and operating spot for us so hard at work on the engineering side, hard at work on the architectural referencing, sizing, you know, capacity planning sides, and then increasing really rolling up our sleeves and taking the stuff the market together. >>Yeah, I mean, we're seeing the just the idea of cloud. The definition of cloud expanding hybrid brings in on Prem. We talked about the edge and and I really We've seen Splunk rapidly transitioning its pricing model to a subscription, you know, platform, if you will. And of course, that's what Green Lakes all about. What makes Splunk a good fit for Green Lake and vice versa? What does it mean for customers? >>Sure, So a couple different parts, I think, make make this a perfect marriage. Splunk at its core, if you're using it well, you're using it in a very iterative discovery driven kind of follow you the path to value basis that makes it a little hard to plan the infrastructure and decides these things right. We really want customers to be focused on how to get more data in how to get more value out. And if you're doing it well, those things, they're going to go up and up and up over time. You don't wanna be constrained by size and capacity planning, procurement cycles for infrastructure. So the Green Lake model, you know, customers got already deployed systems already deployed, capacity available in and as the service basis, very fast, very agile. If they need a next traunch of capacity to bring in that next data set or run, that next set of analytics right it's available immediately is a service, not hey, we've got to kick off the procurement cycle for a whole bunch more hardware boxes. So that flexibility, that agility or key to the general pattern for using Splunk and again that ability to vertically scale stick multiple Splunk instances into containers and load more and more those up on these physical boxes right gives you great cost economics. You know, Splunk has a voracious appetite for data for doing analytics against that data less expensive, we can make that processing the better and the ability to really fully sweat, you know, sweat the assets fully utilize those assets. That kind of vertical scale is the other great element of the Green Lake solution. >>Yes. I mean, when you think about the value prop for for customers with Splunk and HP green, that gets a lot of what you would expect from what we used to talk about with the early days of cloud. Uh, that that flexibility, uh, it takes it away. A lot of the sort of mundane capacity planning you can shift. Resource is you talked about, you know, scale in a in a number of of use cases. So that's sort of another interesting angle, isn't it? >>Yeah. Faster. It's the classic text story. Faster, quicker, cheaper, easier, right? Just take in the whole whole new holy levels and hold the extremes with these technologies. >>What do you see? Is the differentiators with Splunk in HP, Maybe what's different from sort of the way we used to do things, but also sort of, you know, modern day competition. >>Yeah. Good. All good. All good questions. So I think the general attributes of splinter differentiated green Laker differentiated. I think when you put them together, you get this classic one plus one equals three story. So what? I hear from a lot of our target customers, big enterprises, big public sector customers. They can see the path to these benefits. They understand in theory how these different technologies would work together. But they're concerned about their own skills and abilities to go building. Run those and the rial beauty of Green Lake and Splunk is this. All comes sort of pre design, pre integrated right pre built HP is then they're providing these running containers as a service. So it's taking a lot of the skills and the concerns off the customers plate right, allowing them to fast board to, you know, cutting edge technology without any of the wrist. And then, most importantly, allowing customers to focus their very finite resource is their peoples their time, their money, their cycles on the things that are going to drive differentiated value back to the business. You know, let's face facts. Buying and provisioning Hardware is not a differentiating activity, running containers successfully, not differentiating running the core of Splunk. Not that differentiating. He can take all of those cycles and focus them instead on in the simple mechanics. How do we get more data in? Run more analytics on it and get more value out? Right then you're on the path to really delivering differentiated, you know, sustainable competitive basis type stuff back to the business, back to that digital transformation effort. So taking the skills out, taking the worries out, taking the concerns about new tech, out taking the procurement cycles, that improving scalability again quicker, faster, cheaper. Better for sure. >>It's kind of interesting when you when you look at the how the parlance has evolved from cloud and then you had Private Cloud. We talk a lot about hybrid, but I'm interested in your thoughts on why Splunk and HP Green Light green like now I mean, what's happening in the market that makes this the right place and in the right time, so to speak. >>Yeah, again, I put cloud right up there with big data is one of those really overloaded terms. Everything we keep keep redefining as we go if we define it. One way is as an experience instead of outcomes that customers looking for right, what does anyone of our mutual customers really want Well, they want capabilities that air quick to get up and running that air fast, to get the value that are aligned with how the price wise, with how they deliver value to the business and that they can quickly change right as the needs of the business and the operation shift. I think that's the outcome set that people are looking thio. Certainly the early days of cloud we thought were synonymous with public cloud. And hey, the way that you get those outcomes is you push things out. The public cloud providers, you know, what we saw is a lot of that motion in cases where there wasn't the best of alignment, right? You didn't get all those outcomes that you were hoping for. The cost savings weren't there or again. These big enterprises, these big organizations have a whole bunch of other work clothes that aren't necessarily public cloud amenable. But what they want is that same cloud experience. And this is where you see the evolution in the hybrid clouds and into private clouds. Yeah, any one of our customers is looking across the entirety of this landscape, things that are on Prem that they're probably gonna be on Prem forever. Things that they're moving into private cloud environments, things that they're moving into our growing or expanding or landing net new public cloud. They want those same outcomes, the same characteristics across all of that. That's a lot of Splunk value. Crop is a provider, right? Is we can go monitor and help you operate and developed and secure exactly all of that, no matter where it's located. Splunk on Green Lake is all about that stack, you know, working in that very cloud native way even where it made sense for customers to deploy and operate their own software. Even if this want, they're running over here themselves is hoping the modern, secure other work clothes that they put into their public cloud environments. >>Well, it Z another key proof point that we're seeing throughout the day here. Your software leader, you know, HP bring it together. It's ecosystem partners toe actually deliver tangible value. The customers skip. Great to hear your perspective today. Really appreciate you coming on the program. >>My pleasure. And thanks so much for having us take care. Stay well, >>Yeah, Cheers. You too. Okay, keep it right there. We're gonna go back to Keith now. Have him on a close out this segment of the program. You're watching HP Green Lake Day on the Cube. All right, We're So we're seeing some great examples of how Green Lake is supporting a lot of different industries. A lot of different workloads we just heard from Splunk really is part of the ecosystem. Really? A data heavy workload. And we're seeing the progress. HPC example Manufacturing. We talked about healthcare financial services, critical industries that are really driving towards the subscription model. So, Keith, thanks again for joining us. Is there anything else that we haven't hit that you feel are audience should should know about? >>Yeah, you bet. You know, we didn't cover some of the new capabilities that are really providing customers with the holistic experience to address their most demanding workloads with HP Green Lake. So first is our Green Lake managed security services. So this provides customers with an enterprise grade manage security solution that delivers lower costs and frees up a lot of their resource is the second is RHP advisory and Professional Services Group. So they help provide customers with tools and resource is to explore their needs for their digital transformation. Think about workshops and trials and proof of concepts and all of that implementation. Eso You get the strategy piece, you get the advisory piece, and then you get the implementation piece that's required to help them get started really quickly. And then third would be our H. P s moral software portfolio. So this provides customers with the ability to modernize their absent data unify, hybrid cloud and edge computing and operationalized artificial intelligence and machine learning and analytics. >>You know, I'm glad that you brought in the sort of machine intelligence piece in the machine learning because that's, ah, lot of times. That's the reason why people want to go to the cloud at the same time you bring in the security piece a lot of reasons why people want to keep things on Prem. And, of course, the use cases here. We're talking about it, really bringing that cloud experience that consumption model on Prem. I think it's critical critical for companies because they're expanding their notion of cloud computing really extending into hybrid and and the edge with that similar experience or substantially the same experience. So I think folks are gonna look at today's news as real progress. We're pushing you guys on some milestones and some proof points towards this vision is a critical juncture for organizations, especially those look, they're looking for comprehensive offerings to drive their digital transformations. Your thoughts keep >>Yeah, I know you. You know, we know as many as 70% of current and future APS and data are going to remain on Prem. They're gonna be in data centers, they're gonna be in Colo's, they're gonna be at the edge and, you know, really, for critical reasons. And so hybrid is key. As you mentioned, the number of times we wanna help customers transform their businesses and really drive business outcomes in this hybrid, multi cloud world with HP Green Lake and are targeted solutions. >>Excellent. Keith, Thanks again for coming on the program. Really appreciate your time. >>Always. Always. Thanks so much for having me and and take Take care of. Stay healthy, please. >>Alright. Keep it right there. Everybody, you're watching HP Green Lake day on the Cube