>>from around the globe. It's the Cube with digital coverage of VM World 2020 brought to you by VM Ware and its ecosystem partners. Hello and welcome back to the cubes. Virtual coverage of VM World 2020 Virtual I'm John for your host of the Cube, our 11th year covering V emeralds. Not in person. It's virtual. I'm with my coast, Dave. A lot, of course. Ah, guest has been on every year since the cubes existed. Sanjay Putin, who is now the chief operating officer for VM Ware Sanjay, Great to see you. It's our 11th years. Virtual. We're not in person. Usually high five are going around. But hey, virtual fist pump, >>virtual pissed bump to you, John and Dave, always a pleasure to talk to you. I give you more than a virtual pistol. Here's a virtual hug. >>Well, so >>great. Back at great. >>Great to have you on. First of all, a lot more people attending the emerald this year because it's virtual again, it doesn't have the face to face. It is a community and technical events, so people do value that face to face. Um, but it is virtually a ton of content, great guests. You guys have a great program here, Very customer centric. Kind of. The theme is, you know, unpredictable future eyes is really what it's all about. We've talked about covert you've been on before. What's going on in your perspective? What's the theme of your main talks? >>Ah, yeah. Thank you, John. It's always a pleasure to talk to you folks. We we felt as we thought, about how we could make this content dynamic. We always want to make it fresh. You know, a virtual show of this kind and program of this kind. We all are becoming experts at many Ted talks or ESPN. Whatever your favorite program is 60 minutes on becoming digital producers of content. So it has to be crisp, and everybody I think was doing this has found ways by which you reduce the content. You know, Pat and I would have normally given 90 minute keynotes on day one and then 90 minutes again on day two. So 180 minutes worth of content were reduced that now into something that is that entire 180 minutes in something that is but 60 minutes. You you get a chance to use as you've seen from the keynote an incredible, incredible, you know, packed array of both announcements from Pat myself. So we really thought about how we could organize this in a way where the content was clear, crisp and compelling. Thekla's piece of it needed also be concise, but then supplemented with hundreds of sessions that were as often as possible, made it a goal that if you're gonna do a break out session that has to be incorporate or lead with the customer, so you'll see not just that we have some incredible sea level speakers from customers that have featured in in our pattern, Mikey notes like John Donahoe, CEO of Nike or Lorry beer C I, a global sea of JPMorgan Chase partner Baba, who is CEO of Zuma Jensen Wang, who is CEO of video. Incredible people. Then we also had some luminaries. We're gonna be talking in our vision track people like in the annuity. I mean, one of the most powerful women the world many years ranked by Fortune magazine, chairman, CEO Pepsi or Bryan Stevenson, the person who start in just mercy. If you watch that movie, he's a really key fighter for social justice and criminal. You know, reform and jails and the incarceration systems. And Malala made an appearance. Do I asked her personally, I got to know her and her dad's and she spoke two years ago. I asked her toe making appearance with us. So it's a really, really exciting until we get to do some creative stuff in terms of digital content this year. >>So on the product side and the momentum side, you have great decisions you guys have made in the past. We covered that with Pat Gelsinger, but the business performance has been very strong with VM. Where, uh, props to you guys, Where does this all tie together for in your mind? Because you have the transformation going on in a highly accelerated rate. You know, cov were not in person, but Cove in 19 has proven, uh, customers that they have to move faster. It's a highly accelerated world, a lot. Lots changing. Multi cloud has been on the radar. You got security. All the things you guys are doing, you got the AI announcements that have been pumping. Thean video thing was pretty solid. That project Monterey. What does the customer walk away from this year and and with VM where? What is the main theme? What what's their call to action? What's what do they need to be doing? >>I think there's sort of three things we would encourage customers to really think about. Number one is, as they think about everything in infrastructure, serves APS as they think about their APS. We want them to really push the frontier of how they modernize their athletic applications. And we think that whole initiative off how you modernized applications driven by containers. You know, 20 years ago when I was a developer coming out of college C, C plus, plus Java and then emerge, these companies have worked on J two ee frameworks. Web Logic, Be Aware logic and IBM Web Street. It made the development off. Whatever is e commerce applications of portals? Whatever was in the late nineties, early two thousands much, much easier. That entire world has gotten even easier and much more Micro service based now with containers. We've been talking about kubernetes for a while, but now we've become the leading enterprise, contain a platform making some incredible investments, but we want to not just broaden this platform. We simplified. It is You've heard everything in the end. What works in threes, right? It's sort of like almost t shirt sizing small, medium, large. So we now have tens Ooh, in the standard. The advanced the enterprise editions with lots of packaging behind that. That makes it a very broad and deep platform. We also have a basic version of it. So in some sense it's sort of like an extra small. In addition to the small medium large so tends to and everything around at modernization, I think would be message number one number two alongside modernization. You're also thinking about migration of your workloads and the breadth and depth of, um, er Cloud Foundation now of being able to really solve, not just use cases, you are traditionally done, but also new ai use cases. Was the reason Jensen and us kind of partner that, and I mean what a great company and video has become. You know, the king maker of these ai driven applications? Why not run those AI applications on the best infrastructure on the planet? Remember, that's a coming together of both of our platforms to help customers. You know automotive banking fraud detection is a number of AI use cases that now get our best and we want it. And the same thing then applies to Project Monterey, which takes the B c f e m A Cloud Foundation proposition to smart Knicks on Dell, HP Lenovo are embracing the in video Intel's and Pen Sandoz in that smart make architectural, however, that so that entire world of multi cloud being operative Phobia Macleod Foundation on Prem and all of its extended use cases like AI or Smart Knicks or Edge, but then also into the AWS Azure, Google Multi Cloud world. We obviously had a preferred relationship with Amazon that's going incredibly well, but you also saw some announcements last week from, uh, Microsoft Azure about azure BMR solutions at their conference ignite. So we feel very good about the migration opportunity alongside of modernization on the third priority, gentlemen would be security. It's obviously a topic that I most recently taken uninterested in my day job is CEO of the company running the front office customer facing revenue functions by night job by Joe Coffin has been driving. The security strategy for the company has been incredibly enlightening to talk, to see SOS and drive this intrinsic security or zero trust from the network to end point and workload and cloud security. And we made some exciting announcements there around bringing together MAWR capabilities with NSX and Z scaler and a problem black and workload security. And of course, Lassiter wouldn't cover all of this. But I would say if I was a attendee of the conference those the three things I want them to take away what BMR is doing in the future of APS what you're doing, the future of a multi cloud world and how we're making security relevant for distributed workforce. >>I know David >>so much to talk about here, Sanjay. So, uh, talk about modern APS? That's one of the five franchise platforms VM Ware has a history of going from, you know, Challenger toe dominant player. You saw that with end user computing, and there's many, many other examples, so you are clearly one of the top, you know. Let's call it five or six platforms out there. We know what those are, uh, and but critical to that modern APS. Focus is developers, and I think it's fair to say that that's not your wheelhouse today, but you're making moves there. You agree that that is, that is a critical part of modern APS, and you update us on what you're doing for that community to really take a leadership position there. >>Yeah, no, I think it's a very good point, David. We way seek to constantly say humble and hungry. There's never any assumption from us that VM Ware is completely earned anyplace off rightful leadership until we get thousands, tens of thousands. You know, we have a half a million customers running on our virtualization sets of products that have made us successful for 20 years 70 million virtual machines. But we have toe earn that right and containers, and I think there will be probably 10 times as many containers is their virtual machines. So if it took us 20 years to not just become the leader in in virtual machines but have 70 million virtual machines, I don't think it will be 20 years before there's a billion containers and we seek to be the leader in that platform. Now, why, Why VM Where and why do you think we can win in their long term. What are we doing with developers Number one? We do think there is a container capability independent of virtual machine. And that's what you know, this entire world of what hefty on pivotal brought to us on. You know, many of the hundreds of customers that are using what was formerly pivotal and FDR now what's called Tan Xue have I mean the the case. Studies of what those customers are doing are absolutely incredible. When I listen to them, you take Dick's sporting goods. I mean, they are building curbside, pick up a lot of the world. Now the pandemic is doing e commerce and curbside pick up people are going to the store, That's all based on Tan Xue. We've had companies within this sort of world of pandemic working on contact, tracing app. Some of the diagnostic tools built without they were the lab services and on the 10 zoo platform banks. Large banks are increasingly standardizing on a lot of their consumer facing or wealth management type of applications, anything that they're building rapidly on this container platform. So it's incredible the use cases I'm hearing public sector. The U. S. Air Force was talking about how they've done this. Many of them are not public about how they're modernizing dams, and I tend to learn the best from these vertical use case studies. I mean, I spend a significant part of my life is you know, it s a P and increasingly I want to help the company become a lot more vertical. Use case in banking, public sector, telco manufacturing, CPG retail top four or five where we're seeing a lot of recurrence of these. The Tan Xue portfolio actually brings us closest to almost that s a P type of dialogue because we're having an apse dialogue in the in the speak of an industry as opposed to bits and bytes Notice I haven't talked at all about kubernetes or containers. I'm talking about the business problem being solved in a retailer or a bank or public sector or whatever have you now from a developer audience, which was the second part of your question? Dave, you know, we talked about this, I think a year or two ago. We have five million developers today that we've been able to, you know, as bringing these acquisitions earn some audience with about two or three million from from the spring community and two or three million from the economic community. So think of those five million people who don't know us because of two acquisitions we don't. Obviously spring was inside Vienna where went out of pivotal and then came back. So we really have spent a lot of time with that community. A few weeks ago, we had spring one. You guys are aware of that? That conference record number of attendees okay, Registered, I think of all 40 or 50,000, which is, you know, much bigger than the physical event. And then a substantial number of them attended live physical. So we saw a great momentum out of spring one, and we're really going to take care of that, That that community base of developers as they care about Java Manami also doing really, really well. But then I think the rial audience it now has to come from us becoming part of the conversation. That coupon at AWS re invent at ignite not just the world, I mean via world is not gonna be the only place where infrastructure and developers come to. We're gonna have to be at other events which are very prominent and then have a developer marketplace. So it's gonna be a multiyear effort. We're okay with that. To grow that group of about five million developers that we today Kate or two on then I think there will be three or four other companies that also play very prominently to developers AWS, Microsoft and Google. And if we're one among those three or four companies and remembers including that list, we feel very good about our ability to be in a place where this is a shared community, takes a village to approach and an appeal to those developers. I think there will be one of those four companies that's doing this for many years to >>come. Santa, I got to get your take on. I love your reference to the Web days and how the development environment change and how the simplicity came along very relevant to how we're seeing this digital transformation. But I want to get your thoughts on how you guys were doing pre and now during and Post Cove it. You already had a complicated thing coming on. You had multi cloud. You guys were expanding your into end you had acquisitions, you mentioned a few of them. And then cove it hit. Okay, so now you have Everything is changing you got. He's got more complex city. You have more solutions, and then the customer psychology is change. You got to spectrums of customers, people trying to save their business because it's changed, their customer behavior has changed. And you have other customers that are doubling down because they have a tailwind from Cove it, whether it's a modern app, you know, coming like Zoom and others are doing well because of the environment. So you got your customers air in this in this in this, in this storm, you know, they're trying to save down, modernized or or or go faster. How are you guys changing? Because it's impacted how you sell. People are selling differently, how you implement and how you support customers, because you already had kind of the whole multi cloud going on with the modern APS. I get that, but Cove, it has changed things. How are you guys adopting and changing to meet the customer needs who are just trying to save their business on re factor or double down and continue >>John. Great question. I think I also talked about some of this in one of your previous digital events that you and I talked about. I mean, you go back to the last week of February 1st week of March, actually back up, even in January, my last trip on a plane. Ah, major trip outside this country was the World Economic Forum in Davos. And, you know, there were thousands of us packed into the small digits in Switzerland. I was sitting having dinner with Andy Jassy in a restaurant one night that day. Little did we know. A month later, everything would change on DWhite. We began to do in late February. Early March was first. Take care of employees. You always wanna have the pulse, check employees and be in touch with them. Because the health and safety of employees is much more important than the profits of, um, where you know. So we took care of that. Make sure that folks were taking care of older parents were in good place. We fortunately not lost anyone to death. Covert. We had some covert cases, but they've recovered on. This is an incredible pandemic that connects all of us in the human fabric. It has no separation off skin color or ethnicity or gender, a little bit of difference in people who are older, who might be more affected or prone to it. But we just have to, and it's taught me to be a significantly more empathetic. I began to do certain things that I didn't do before, but I felt was the right thing to do. For example, I've begun to do 25 30 minute calls with every one of my key countries. You know, as I know you, I run customer operations, all of the go to market field teams reporting to me on. I felt it was important for me to be showing up, not just in the big company meetings. We do that and big town halls where you know, some fractions. 30,000 people of VM ware attend, but, you know, go on, do a town hall for everybody in a virtual zoom session in Japan. But in their time zone. So 10 o'clock my time in the night, uh, then do one in China and Australia kind of almost travel around the world virtually, and it's not long calls 25 30 minutes, where 1st 10 or 15 minutes I'm sharing with them what I'm seeing across other countries, the world encouraging them to focus on a few priorities, which I'll talk about in a second and then listening to them for 10 15 minutes and be, uh and then the call on time or maybe even a little earlier, because every one of us is going to resume button going from call to call the call. We're tired of T. There's also mental, you know, fatigue that we've gotta worry about. Mental well, being long term. So that's one that I personally began to change. I began to also get energy because in the past, you know, I would travel to Europe or Asia. You know, 40 50%. My life has travel. It takes a day out of your life on either end, your jet lag. And then even when you get to a Tokyo or Beijing or to Bangalore or the London, getting between sites of these customers is like a 45 minute, sometimes in our commute. Now I'm able to do many of these 25 30 minute call, so I set myself a goal to talk to 1000 chief security officers. I know a lot of CEOs and CFOs from my times at S A P and VM ware, but I didn't know many security officers who often either work for a CEO or report directly to the legal counsel on accountable to the audit committee of the board. And I got a list of these 1,002,000 people we called email them. Man, I gotta tell you, people willing to talk to me just coming, you know, into this I'm about 500 into that. And it was role modeling to my teams that the top of the company is willing to spend as much time as possible. And I have probably gotten a lot more productive in customer conversations now than ever before. And then the final piece of your question, which is what do we tell the customer in terms about portfolio? So these were just more the practices that I was able to adapt during this time that have given me energy on dial, kind of get scared of two things from the portfolio perspective. I think we began to don't notice two things. One is Theo entire move of migration and modernization around the cloud. I describe that as you know, for example, moving to Amazon is a migration opportunity to azure modernization. Is that whole Tan Xue Eminem? Migration of modernization is highly relevant right now. In fact, taking more speed data center spending might be on hold on freeze as people kind of holding till depend, emmick or the GDP recovers. But migration of modernization is accelerating, so we wanna accelerate that part of our portfolio. One of the products we have a cloud on Amazon or Cloud Health or Tan Xue and maybe the other offerings for the other public dog. The second part about portfolio that we're seeing acceleration around is distributed workforce security work from home work from anywhere. And that's that combination off workspace, one for both endpoint management, virtual desktops, common black envelope loud and the announcements we've now made with Z scaler for, uh, distributed work for security or what the analysts called secure access. So message. That's beautiful because everyone working from home, even if they come back to the office, needs a very different model of security and were now becoming a leader in that area. of security. So these two parts of the portfolio you take the five franchise pillars and put them into these two buckets. We began to see momentum. And the final thing, I would say, Guys, just on a soft note. You know, I've had to just think about ways in which I balance work and family. It's just really easy. You know what, 67 months into this pandemic to burn out? Ah, now I've encouraged my team. We've got to think about this as a marathon, not a sprint. Do the personal things that you wanna do that will make your life better through this pandemic. That in practice is that you keep after it. I'll give you one example. I began biking with my kids and during the summer months were able to bike later. Even now in the fall, we're able to do that often, and I hope that's a practice I'm able to do much more often, even after the pandemic. So develop some activities with your family or with the people that you love the most that are seeing you a lot more and hopefully enjoying that time with them that you will keep even after this pandemic ends. >>So, Sanjay, I love that you're spending all this time with CSOs. I mean, I have a Well, maybe not not 1000 but dozens. And they're such smart people. They're really, you know, in the thick of things you mentioned, you know, your partnership with the scale ahead. Scott Stricklin on who is the C. C so of Wyndham? He was talking about the security club. But since the pandemic, there's really three waves. There's the cloud security, the identity, access management and endpoint security. And one of the things that CSOs will tell you is the lack of talent is their biggest challenge. And they're drowning in all these products. And so how should we think about your approach to security and potentially simplifying their lives? >>Yeah. You know, Dave, we talked about this, I think last year, maybe the year before, and what we were trying to do in security was really simplified because the security industry is like 5000 vendors, and it's like, you know, going to a doctor and she tells you to stay healthy. You gotta have 5000 tablets. You just cannot eat that many tablets you take you days, weeks, maybe a month to eat that many tablets. So ah, grand simplification has to happen where that health becomes part of your diet. You eat your proteins and vegetables, you drink your water, do your exercise. And the analogy and security is we cannot deploy dozens of agents and hundreds of alerts and many, many consoles. Uh, infrastructure players like us that have control points. We have 70 million virtual machines. We have 75 million virtual switches. We have, you know, tens of million's off workspace, one of carbon black endpoints that we manage and secure its incumbent enough to take security and making a lot more part of the infrastructure. Reduce the need for dozens and dozens of point tools. And with that comes a grand simplification of both the labor involved in learning all these tools. Andi, eventually also the cost of ownership off those particular tool. So that's one other thing we're seeking to do is increasingly be apart off that education off security professionals were both investing in ah, lot of off, you know, kind of threat protection research on many of our folks you know who are in a threat. Behavioral analytics, you know, kind of thread research. And people have come out of deep hacking experience with the government and others give back to the community and teaching classes. Um, in universities, there are a couple of non profits that are really investing in security, transfer education off CSOs and their teams were contributing to that from the standpoint off the ways in which we can give back both in time talent and also a treasure. So I think is we think about this. You're going to see us making this a long term play. We have a billion dollar security business today. There's not many companies that have, you know, a billion dollar plus of security is probably just two or three, and some of them have hit a wall in terms of their progress sport. We want to be one of the leaders in cybersecurity, and we think we need to do this both in building great product satisfying customers. But then also investing in the learning, the training enable remember, one of the things of B M worlds bright is thes hands on labs and all the training enable that happened at this event. So we will use both our platform. We in world in a variety of about the virtual environments to ensure that we get the best education of security to professional. >>So >>that's gonna be exciting, Because if you look at some of the evaluations of some of the pure plays I mean, you're a cloud security business growing a triple digits and, you know, you see some of these guys with, you know, $30 billion valuations, But I wanted to ask you about the market, E v m. Where used to be so simple Right now, you guys have expanded your tam dramatically. How are you thinking about, you know, the market opportunity? You've got your five franchise platforms. I know you're very disciplined about identifying markets, and then, you know, saying, Okay, now we're gonna go compete. But how do you look at the market and the market data? Give us the update there. >>Yeah, I think. Dave, listen, you know, I like davinci statement. You know, simplicity is the greatest form of sophistication, and I think you've touched on something that which is cos we get bigger. You know, I've had the great privilege of working for two great companies. s a P and B M where the bulk of my last 15 plus years And if something I've learned, you know, it's very easy. Both companies was to throw these TLS three letter acronyms, okay? And I use an acronym and describing the three letter acronyms like er or s ex. I mean, they're all acronyms and a new employee who comes to this company. You know, Carol Property, for example. We just hired her from Google. Is our CMO her first comments like, My goodness, there is a lot of off acronyms here. I've gotta you need a glossary? I had the same reaction when I joined B. M or seven years ago and had the same reaction when I joined the S A. P 15 years ago. Now, of course, two or three years into it, you learn everything and it becomes part of your speed. We have toe constantly. It's like an accordion like you expanded by making it mawr of luminous and deep. But as you do that it gets complex, you then have to simplify it. And that's the job of all of us leaders and I this year, just exemplifying that I don't have it perfect. One of the gifts I do have this communication being able to simplify things. I recorded a five minute video off our five franchise pill. It's just so that the casual person didn't know VM where it could understand on. Then, when I'm on your shore and when on with Jim Cramer and CNBC, I try to simplify, simplify, simplify, simplify because the more you can talk and analogies and pictures, the more the casual user. I mean, of course, and some other audiences. I'm talking to investors. Get it on. Then, Of course, as you go deeper, it should be like progressive layers or feeling of an onion. You can get deeper. It's not like the entire discussion with Sanjay Putin on my team is like, you know, empty suit. It's a superficial discussion. We could go deeper, but you don't have to begin the discussion in the bowels off that, and that's really what we don't do. And then the other part of your question was, how do we think about new markets? You know, we always start with Listen, you sort of core in contact our borough come sort of Jeffrey Moore, Andi in the Jeffrey more context. You think about things that you do really well and then ask yourself outside of that what the Jason sees that are closest to you, that your customers are asking you to advance into on that, either organically to partnerships or through acquisitions. I think John and I talked about in the previous dialogue about the framework of build partner and by, and we always think about it in that order. Where do we advance and any of the moves we've made six years ago, seven years ago and I joined the I felt VM are needed to make a move into mobile to really cement opposition in end user computing. And it took me some time to convince my peers and then the board that we should by Air One, which at that time was the biggest acquisition we've ever done. Okay. Similarly, I'm sure prior to me about Joe Tucci, Pat Nelson. We're thinking about nice here, and I'm moving to networking. Those were too big, inorganic moves. +78 years of Raghu was very involved in that. The decisions we moved to the make the move in the public cloud myself. Rgu pack very involved in the decision. Their toe partner with Amazon, the change and divest be cloud air and then invested in organic effort around what's become the Claudia. That's an organic effort that was an acquisition fast forward to last year. It took me a while to really Are you internally convinced people and then make the move off the second biggest acquisition we made in carbon black and endpoint security cement the security story that we're talking about? Rgu did a similar piece of good work around ad monetization to justify that pivotal needed to come back in. So but you could see all these pieces being adjacent to the core, right? And then you ask yourself, Is that context meaning we could leave it to a partner like you don't see us get into the hardware game we're partnering with. Obviously, the players like Dell and HP, Lenovo and the smart Knick players like Intel in video. In Pensando, you see that as part of the Project Monterey announcement. But the adjacent seas, for example, last year into app modernization up the stack and into security, which I'd say Maura's adjacent horizontal to us. We're now made a lot more logical. And as we then convince ourselves that we could do it, convince our board, make the move, We then have to go and tell our customers. Right? And this entire effort of talking to CSOs What am I doing is doing the same thing that I did to my board last year, simplified to 15 minutes and get thousands of them to understand it. Received feedback, improve it, invest further. And actually, some of the moves were now making this year around our partnership in distributed Workforce Security and Cloud Security and Z scaler. What we're announcing an XDR and Security Analytics. All of the big announcements of security of this conference came from what we heard last year between the last 12 months of my last year. Well, you know, keynote around security, and now, and I predict next year it'll be even further. That's how you advance the puck every year. >>Sanjay, I want to get your thoughts. So now we have a couple minutes left. But we did pull the audience and the community to get some questions for you, since it's virtually wanted to get some representation there. So I got three questions for you. First question, what comes after Cloud and number two is VM Ware security company. And three. What company had you wish you had acquired? >>Oh, my goodness. Okay, the third one eyes gonna be the turkey is one, I think. Listen, because I'm gonna give you my personal opinion, and some of it was probably predates me, so I could probably safely So do that. And maybe put the blame on Joe Tucci or somebody else is no longer here. But let me kind of give you the first two. What comes after cloud? I think clouds gonna be with us for a long time. First off this multi cloud world, you just look at the moment, um, that AWS and azure and the other clouds all have. It's incredible on I think this that multi cloud from phenomenon. But if there's an adapt ation of it, it's gonna be three forms of cloud. People are really only focus today in private public cloud. You have to remember the edge and Telco Cloud and this pendulum off the right balance of workloads between the data center called it a private cloud. The public cloud on one end and the telco edge on the other end. I think we're in a really good position for workloads to really swing between all three of those locations. Three other part that I think comes as a sequel to Cloud is cloud native. All of the capabilities a serverless functions but also containers that you know. Obviously the one could think of that a sister topics to cloud but the entire world of containers. The other seat, uh, then cloud a cloud native will also be topics, but these were all fairly connected. That's how I'd answer the first question. A security company? Absolutely. We you know, we aspire to be one of the leading companies in cyber security. I don't think they will be only one. We have to show this by the wealth on breath of our customers. The revenue momentum we have Gartner ranking us or the analysts ranking us in top rights of magic quadrants being viewed as an innovator simplifying the stack. But listen, we weren't even on the radar. We weren't speaking of the security conferences years ago. Now we are. We have a billion dollar security business, 20,000 plus customers, really strong presences and network endpoint and workload and Cloud Security. The three Coppola's a lot more coming in Security analytics, Cloud Security distributed workforce Security. So we're here to stay. And if anything, BMR persist through this, we're planning for multi your five or 10 year timeframe. And in that course I mean, the competition is smaller. Companies that don't have the breadth and depth of the n words are Andy muscle and are going market. We just have to keep building great products and serving customer on the third man. There's so many. But I mean, I think Listen, when I was looking back, I always wondered this is before I joined so I could say the summit speculatively on. Don't you know, make this This is BMR. Sorry. This is Sanjay one's opinion. Not VM. I gotta make very, very clear. Well, listen, I would have if I was at BMO in 2012 or 2013. I would love to about service now then service. It was a great company. I don't even know maybe the company's talk, but then talk about a very successful company at that time now. Maybe their priorities were different. I wasn't at the company at the time, but I can speculate if that had happened, that would have been an interesting Now I think that was during the time of Paul Maritz here and and so on. So for them, maybe there were other priorities the company need to get done. But at that time, of course, today s so it's not as big of a even slightly bigger market cap than us. So that's not happening. But that's a great example of a good company that I think would have at that time fit very well with VM Ware. And then there's probably we don't look back and regret we move forward. I mean, I think about the acquisitions we have made the big ones. Okay, Nice era air watch pop in black. Pivotal. The big moves we've made in terms of partnership. Amazon. What? We're announcing this This, you know, this week within video and Z scaler. So you never look back and regret. You always look for >>follow up on that To follow up on that from a developer, entrepreneurial or partner Perspective. Can you share where the white spaces for people to innovate around vm Where where where can people partner and play. Whether I'm an entrepreneur in a garage or venture back, funded or say a partner pivoting and or resetting with Govind, where's the white spaces with them? >>I think that, you know, there's gonna be a number off places where the Tan Xue platform develops, as it kind of makes it relevant to developers. I mean, there's, I think the first way we think about this is to make ourselves relevant toe all of that ecosystem around the C I. C. D type apply platform. They're really good partners of ours. They're like, get lab, You know, all of the ways in which open source communities, you know will play alongside that Hash E Corp. Jay frog there number of these companies that are partnering with us and we're excited about all of their relevancy to tend to, and it's our job to go and make that marketplace better and better. You're going to hear more about that coming up from us on. Then there's the set of data companies, you know, con fluent. You know, of course, you've seen a big I p o of a snowflake. All of those data companies, we'll need a very natural synergy. If you think about the old days of middleware, middleware is always sort of separate from the database. I think that's starting to kind of coalesce. And Data and analytics placed on top of the modern day middleware, which is containers I think it's gonna be now does VM or play physically is a data company. We don't know today we're gonna partner very heavily. But picking the right set of partners been fluent is a good example of one on. There's many of the next generation database companies that you're going to see us partner with that will become part of that marketplace influence. And I think, as you see us certainly produce out the VM Ware marketplace for developers. I think this is gonna be a game changing opportunity for us to really take those five million developers and work with the leading companies. You know, I use the example of get Lab is an example get help there. Others that appeal to developers tie them into our developer framework. The one thing you learn about developers, you can't have a mindset. With that, you all come to just us. It's a very mingled village off multiple ecosystems and Venn diagrams that are coalescing. If you try to take over the world, the developer community just basically shuns you. You have to have a very vibrant way in which you are mingling, which is why I described. It's like, Listen, we want our developers to come to our conferences and reinvent and ignite and get the best experience of all those provide tools that coincide with everybody. You have to take a holistic view of this on if you do that over many years, just like the security topic. This is a multi year pursuit for us to be relevant. Developers. We feel good about the future being bright. >>David got five minutes e. >>I thought you were gonna say Zoom, Sanjay, that was That was my wildcard. >>Well, listen, you know, I think it was more recently and very fast catapult Thio success, and I don't know that that's clearly in the complete, you know, sweet spot of the anywhere. I mean, you know, unified collaboration would have probably put us in much more competition with teams and, well, back someone you always have to think about what's in the in the bailiwick of what's closest to us, but zooms a great partner. Uh, I mean, obviously you love to acquire anybody that's hot, but Eric's doing really well. I mean, Erica, I'm sure he had many people try to come to buy him. I'm just so proud of him as a friend of all that he was named to Time magazine Top 100. But what he's done is phenomenon. I think he could build a company that's just his important, his Facebook. So, you know, I encourage him. Don't sell, keep building the company and you'll build a company that's going to be, you know, the enterprise version of Facebook. And I think that's a tremendous opportunity to do this better than anybody else is doing. And you know, I'm as an immigrant. He's, you know, China. Born now American, I'm Indian born, American, assim immigrants. We both have a similar story. I learned a lot from him. I learned a lot from him, from on speed on speed and how to move fast, he tells me he learns a thing to do for me on scale. We teach each other. It's a beautiful friendship. >>We'll make sure you put in a good word for the Kiwi. One more zoom integration >>for a final word or the zoom that is the future Facebook of the enterprise. Whatever, Sanjay, Thank >>you for connecting with us. Virtually. It is a digital foundation. It is an unpredictable world. Um, it's gonna change. It could be software to find the operating models or changing you guys. We're changing how you serve customers with new chief up commercial customer officer you have in place, which is a new hire. Congratulations. And you guys were flexing with the market and you got a tailwind. So congratulations, >>John and Dave. Always a pleasure. We couldn't do this without the partnership. Also with you. Congratulations of Successful Cube. And in its new digital format, Thank you for being with us With VM world here on. Do you know all that you're doing to get the story out? The guests that you have on the show, they look forward, including the nonviable people like, Hey, can I get on the Cuban like, Absolutely. Because they look at your platform is away. I'm telling this story. Thanks for all you're doing. I wish you health and safety. >>I'm gonna bring more community. And Dave is, you know, and Sanjay, and it's easier without the travel. Get more interviews, tell more stories and tell the most important stories. And thank you for telling your story and VM World story here of the emerald 2020. Sanjay Poon in the chief operating officer here on the Cube I'm John for a day Volonte. Thanks for watching Cube Virtual. Thanks for watching.

>> live from San Francisco, celebrating 10 years of high tech coverage. It's the Cube covering Veum World 2019. Brought to you by VM Wear and its ecosystem partners. >> Welcome back, everyone. Live cube coverage here in Mosconi, north of the Emerald 2019. I'm Javert David launch their 10th year covering the emerald. We here with this team Cube alumni Von Stuart, vice president technology at pier Storage. Great to see you guys another year, another privilege to sit >> down and have a little chat. >> Another. Another year that Vienna where doesn't die of something storage doesn't go away every year. Containers is going to kill the end where this is revealing. The EM wears resiliency as virtualization platform is just second to none has been, well, document. We've been talking about it because the operational efficiencies of what they've done has been great. You guys air kicking butt in storage on again, a sector that doesn't go away. You gotta put the data somewhere. Eso stores continues toe do Well, Congratulations. What's the big What's the big secret? Thanks. >> Well, we just shared our cue to >> financial results last week. 28% year on your growth. We are the by far the fastest growing storage company, and I think there's a lot of disruption for the legacy vendors. Right now. They're getting hit on all angles. Next. Gen. If vendors like us followed by the cloud as well this platforms like H. C, I think it's been it's been a tough sledding for similar legacy vendors. >> Talk about your relationship with the end, where and why that's been so important for pure because again, again, resiliency operations. At the end of the day, that's what the rubber hits the road, making developers happy, but operating it's a key. Yeah, if you look at >> so that's a really good question. If you look at our business, Veum, where is the number one platform deployed on top of pure storage platforms? And that's probably the case for most of the storage vendors because of their dominant position in the infrastructure. That means, as VM were evolves their product platforms right. Well, that's the pivotal acquisition Veum or Claude Foundation via McLaren AWS. And as that'll expand, you have to as a partner continued to jointly innovate, sometimes hand in hand. Sometimes, you know, on parallel paths to drive value into that that market for those customers or you're not gonna make it. And our investments of engineering wise are significant. We've had a large number of new capability that we've ruled out through the years that are specific to VM, where that are either integrations or enhancements to our platform. You know, we believe through external data points, we are the number one V balls vendor, which is, you know, which was something that being were launched about 78 years back. That kind of dip, but has risen back up. Um, and >> we were key, >> I think, um, design partner right now with the cloud platforms, the Via MacLeod Foundation as well as, ah, humor coordinative us. >> So, as you know, this is our 10th year VM world. You go back to 2010. There was what I used to call the storage cartel. And you weren't part of it, right? Had early access to the AP eyes you had. So obviously e m c was in there. Um, you were really the on lee sort of newbie to reach escape velocity. Your storage. Now there's basically two independent storage companies over a billion dollars. You guys a net up. Um, so >> when I was at both, >> you saw you saw >> the opportunity and okay, leaned in hard. Yeah, there >> was a time when he's >> paid off. But so why do you think, um, you were able to be one of the rare ones to achieve escape velocity when many people said that will never happen. You'll never see another $1,000,000,000 storage company. And then I'm interested in how you're achieving number one in Viv balls. In a world where it seems like, you know, the ecosystem is getting a little tighter between Dow Wand VM where? But how do you guys thrive in that dynamic? >> I think there's a challenge for all vendors in terms of market and try to get your message through right. If you if you one better does something well, the rest of the market tries too obvious. Get that. We've been fortunate enough that through our channel ecosystem, our system's integrator partners right to actually be able to demonstrate the technology that gain there enthusiasm to drive it into the market and then actually demonstrated to the customers. And so how does that show up? Uh, I think it's fair to say our platforms are more intelligent, they're more automated and they they operated a greater scale. Then then the competitors and you can look at this through one lens and say, Well, it's Veum or a P I says in that Make all the storage the same And it's like it does from a via more operational standpoint, but it doesn't mean how you deliver on that value Prop or what us. A platform deliver above and beyond is at parody, and that's really where we demonstrate a significant difference. Let me give you one example. We have a lot of customers. Ah, a lot customer growth in the last 12 months around Custer's who are deploying eight c i, along with all flash raise. Right? And David Floyd had reached out recently and said, Well, wouldn't one, you know, compete with the other? It's like, Yes, there's overlap. But what we're finding from customers is they're looking to say if my applications need to be more cost effective, easy to manage its scale, we actually want to put it on all flash rain, You say, How could that be? I'll give you one simply example. Do you know what it takes anywhere from 10 x 200 x, less time to upgrade your V and where infrastructure on a shared array. Then if it's on on hyper converged because you don't have to go through the evacuation and rehydration of all your data twice right? And so things like that, they're just really simple that you wouldn't pick up in like a marketing scheme. If you are a customer at scale, you go well. I can't afford 100 man hours. I can afford woman. And so it's It's simple things like that. It's rapid provisioning. It's not having Silas that are optimized for performance or availability or cost. It's about saying, you know your time to implement is one time life cycle on hardware. But it's probably something happens every quarter for the next three years, right? >> So this is your point about >> innovation in the innovative vendors. Your the modernization of storage is planning for these use cases where the old way didn't work. >> Yeah, yeah, you mentioned that you were 10 years now, and one of things that I've said over the last six or seven years being up yours, one of things I think is really interesting about pure is that our founder, John Call Grove, came out of the volume manager and file system space at Veritas, right? He was the founder for those products. He understood the intersection between managing a storage array and your application, and that goes through our ethos of our products, where I think a lot of storage platforms, a start up platforms come from George guys who worked on the Harbour side. And so they take a faster, you know, Piper faster from the media, and they make another box that behaves like the other box from an operational perspective. >> So he said, a C I a compliment or competitors. I'm still not sure which. Maybe it's both and then say, Same question for V. San. Yeah, how do you So, >> um, on air that we've put a lot of investment in and started one with via more around the middle of last year was putting V sand with pure storage flash race together, and what you see that materialized now is when you look at via MacLeod Foundation or via MacLeod in eight of us. The management domains must be visa, and that's so that you can have an instant out of the box controlled, um, management plane that Veum where you know, executes on and then you have workload domains and those could be on ah, hyper converge platform. Or they could be on third party storage. And when you put those on pure, then you again, all the advantages that we bring to bear as an infrastructure with all the same simplicity scale in lifecycle management that you get from from just, you know, the VM where std see manager. And so it works very well together. Now, look, I'm sure what I share with you here. They'll be some folks who are on the V sand team that they themselves are to be like, you know, B s. But that's the nature of our business. One >> of these I want to get your thoughts on this side. Vons. You've always >> been kind of on the cutting edge on all the conversations we've had. I gotta ask you about the container revolution, which not new doctor came out many many years ago. Jerry Chen when he funded those guys and we covered that extensively upset there was a small changed kubernetes is all the rage orchestrating the containers is a pivotal role in all the action happening here. It's big part of how things were with the app side. So the question is, how does continues impact the storage world? How do you see that being integrated in? There's talk of putting Cooper names on bare metal, so you start to see HC. I come back. Devices are important, she started. See hardware become important again with that? >> Well, I love you. Drop of pivotal there, right? First off, kudos to Vienna, where for the acquisition pill, little guys are exceptional. What they don't have is a lot of customers, but the customers they do have our large customers, right? So we've got a fair amount of pivotal on pure customers, and they are all at scale. So I think it's a great acquisition for VM, where by by far the most enterprise class form of containers today, >> and they've always kind of been the fold. Now they're officially in the fold. Yes, formalize it. >> And so now that the road map that was shared in terms of what via Moore looks to do to integrate containers into the Essex I platform itself right, it's managing V, EMS and containers next year. That's perfect in terms of not having customers have to pick or choose between which platform and where you're going to play something, allow them to say you can deploy on whichever format you want. It runs in the same ecosystem and management, and then that trickles down to the gun in your storage layer. So we do a lot of object storage within the container ecosystems. Today, a lot of high performance objects because you know the file sizes of instances or applications is much larger than you know, a document filed that you or I might create online. So there's a big need around performance in that space, along with again management at scale. It's >> interesting we sent about about Pivotal and I, By the way, I like the acquisition, too, because I think it was cheap. Any time you can pick up $4 billion asset for 800 million in cash, you know gets my attention. But Pivotal was struggling in the marketplace. The stock price never even came close to its I po. You know, it's spending patterns were down. Do you feel as though the integration will VM Where will supercharge Pivotal? >> I absolutely agree that I've had this view that the container ecosystem was really, um uh, segmented you had comes that built their products off a container. So save your twitter or your Facebook, right? The platform that your customers and interact interact with is all ran by containers. Then you have an enterprise. You have containers, which was more kind of classic applications. Right? And that would take time for the applications to be deployed. And so what did you see now for Mike stuff, right? See if you can run as a container. Right? Run is a container. As the enterprise app start to roll over, the enterprise will start to evolve from virtual machines, two containers. And so I think it's the timing's right. That's not to dismiss any of where people I think is built the brand right now, which is helping companies build next gen platforms. You know, after big sure that I don't name drop customers references to pull back there. Yeah, I think the time is right. >> I'm interested in how you guys can further capitalized on containers. And we've been playing around with this notion of of data assurance containers, Fring complexity. And so, you know, complexities oftentimes your friend, because you're all about simplifying complexity. But so how do you capitalize on this container trend in the next 3 to 5 years? So you've got storage >> needs for containers that either tend to be ephemeral or persistent. And I think when containers were virtually created, it was always this notion that would be ephemeral. And it's like, Yeah, but where's the data reside? Ultimately, there's been significant growth around data persistence, and we've driven that in terms of leveraging the flecks of all drivers that have been put into the community, driving that into our pure service orchestrator RPS O'Toole, which supports pivotal in kubernetes derivatives. Today again, we've got proven large scale installs on this. So it's it's, um, it's providing the same class of storage. Service is simplicity and elegance in your integrations that we have for Vienna, where we've been doing that across pivotal already. Pivotals. Interesting, right? They don't validate hardware, the only validate software. So they validate our P S O and having that same value prop for that that infrastructure, because they are scale, you never find a small scale containers ecosystem, and I keep referencing that point when you get to scale considerations around. What does it take to allow that environment to to remain online and holly performance are significant considerations and weak cell >> There. We'll talk about your event coming up. You guys have pierced accelerate September 17th and 18th Coming up Osti the VM where ecosystem that you're part of here. Big part of that. You guys have a lot of customers. I know you can reveal any news, but what's expected at this show? What can people who are interested in either attending or my peach in some of the notable things that might be happening >> lot orange? We know that >> one. Number two I know the cubes gonna be there >> for two days will be there for two days. >> So hopefully you guys will get a load of conversations with both our our team, product management, engineering, maybe some of leadership, but also customers. I think customers are always the best statement you can make about how your how you're doing and market. I think you will see from us a number of announcements that I am prohibited to share today, but some really big things that we're gonna introduce the market. So it should be excited for that. And some just a great showing of our partner. Our alliance ecosystem will be there. Obviously, VM will be there in force as well as red hat with the open >> again, there's gonna be a cloudy >> future for you. It's girls would be very analytical. It's going to be there elastics going to be there. So, you know, >> you guys like to do first of these shows. I mean, kind of I don't view it first with an all flesh array, but probably one of the first if not first the evergreen thing ticked off a lot of people like, Why didn't we think of that? You were first with sort of bundling envy. Any in the whole thing. The announcement you guys made with video. That was before anybody else. You know, your whole cloud play you like, you like to be first, So we expect another first next month. Hopefully we >> will deliver, and, uh, you're not gonna get me to leak anything. >> Thanks for the insight, Vice President. Reality Lions, that pier storage. David, let me stay with us for more coverage. Robin Madlock. CMO is coming on and, of course, tomorrow. Michael Dell, Pat Girl singer and more and more great guest senior vice presidents from VM wear from all different groups. We'll be asking the tough questions here in the Cube. Thanks for watching.

>> live from Las Vegas. It's the queue covering del Technologies. World twenty nineteen. Brought to you by Del Technologies and its ecosystem partners. >> Welcome back to the cubes Live coverage of Del World Technologies Here in Las Vegas. I'm your host, Rebecca Night, along with my co host Stew Minutemen. We have two guests on the seven, both both Cube veterans. So we have Varun Cabra. He is the VP product Marketing Cloud Delhi Emcee and Moeneeb unit. Minute Soudan VP Solutions Product marketing at VM. Where. Thank you so much for coming on the show. >> Thanks for having >> thanks for having us. So we just had the keynote address we heard from Michael Dell Satya Nadella Pack Girl Singer It's a real who's who of this of this ecosystem. Break it down for us. What? What did we hear? What is what is sort of the most exciting thing from your perspective? >> So, Rebecca, what? What we hear from customers again and again is it's a multi cloud world, right? Everybody has multiple cloud deployments, but we saw that mentioned five on average cloud architectures in customer environments and what we keep hearing from them is they There are operational silos that developed as part of the to set the fellas that are different. The machine formats. All of these things just lied a lot of lead to a lot of operational silos in complexity, and the customers are overwhelming or willingly asking William C. As well as being Where is that? How do we reduce this complexity? How do we we'll be able to move, were close together? How do we manage all of this in a common framework and reduce some of the complexity? So there's really they could take advantage off the promise of Monte Club. >> Yeah, so many. The Cube goes to all the big industry shows. I feel like everywhere I go used to be, you know, it's like intel and in video, up on stage for the next generation. Well, for the last year, it felt like, you know, patent Sanjay, or, you know, somebody like that, you know, up on stage with Google Cloud of a couple of years ago, there was Sanjay up on St Come here. They're searching Adela up on stage. So let's talk about that public cloud piece China. We know you know the relationship with a wsbn were clad in a ws sent ripples through the industry on you know, the guru cloud piece. So tell us what's new and different peace when it comes to come up to public clouded. How does that fit with in relation to all the other clouds? >> Sure, no, I'll amplify. You know what Aaron said, Right? We think about customer choice first. Andrea Lee, customer choice. As you know, you got multiple cloud providers. We've seen customers make this choice off. I need to make this, you know, a multi cloud world. Why're they going towards the multi clothing world? It's because applications air going there on really well, where strategy has bean to say, How do we empower customers without choice? Are you know, eight of us partnership is as strong as ever, but we continue to eat away there, and that was their first going to choice a platform. And Patty alluded to this on the stage. We have four thousand cloud provider partners right on the four thousand block provider partners we've built over the years, and that includes, you know, not small names. They include IBM. They, like, you know, they've got in Iraq space. Some of the biggest cloud providers. So our strategy is always being. How do we take our stack and and lighted and as many public laws? It's possible. So we took the first step off IBM. Then you know, about four thousand. You know, other plot providers being Rackspace, Fujitsu, it's Archie. Then came Amazon. I'm is on being the choice of destination for a lot of public clouds. Today we kind of further extend that with Microsoft and, you know, a few weeks ago with Google, right? So there's really about customer choice and customers when they want the hybrid multi Claude fees his abdomen right. You got two worlds, you couldn't existing application and you're looking Just get some scale out of that existing application and you're building a lot of, you know, native cloud native applications. They want this, you know, in multiple places. >> All right, so if I could just drilled down one level deep, you know? So if I'm in as your customer today, my understanding it's Veum or STD. Sea Stack. What does that mean? You know what I use, You know? How is that? You can feel compare? Do I use the Microsoft? You know System Center. Am I using V Center? You know, >> shark now, and this is really again in an abdomen. Calm conversation, right where they were multiple announcements in here just to unpack them there. It's like, Hey, we had the Del Technologies Cloud platform. The Del Technologies clock platform is powered by, you know, Delhi emcee infrastructure and be aware Cloud Foundation on top, where slicing your full computer network storage with the sphere of visa and a sex and management. Right. And the second part was really We've got being where cloud on a deli emcee. The system brings a lot of the workloads which stood in public clouds. We're seeing this repatriation off workloads back on. You know, on the data center are the edge. This is really driven by a lot of customers and who have built native I pee in the public cloud beyond Amazon beat ashore who want to now bring some of those workloads closer to the, you know, data center or the edge. Now this comes to how do I take my azure workloads and bring it closer to the edge or my data center? Why's that? I need you know, we have large customers, you know. You know, large customers multinational. They have, you know, five hundred thousand employees, ninety locations will wide. Who built to I p or when I say I p applications natively in cloud suddenly for five thousand employees and ninety locations, they're going ingress egress. Traffic to the cloud public cloud is huge. How do I bring it closer to my data centers? Right. And this is where taking us your workloads. Bringing them, you know, on prime closer salts. That big problem for them. Now, how do I take that workloads and bring them closer? Is that where we landed in the Veum wear on Del, you know AMC Infrastructure? Because this big sea closer to the data center gives me either Lowell agency data governance and you know, control as well as flexibility to bring these work clothes back on. Right? So the two tangent that you're driving both your cloud growth and back to the edge The second tangent of growth or explosion is cloud native workloads. We're able to bring them closer. Your data center is freely though the value proposition, right? >> Well, we heard so much about that on the main stage this morning about just how differently with modern workforce works in terms of the number of devices that used the different locations they are when they are doing the tasks of their job. >> You talk a little bit about the >> specifics in terms of customers you're working with. You don't need a name names. But just how you are enabling the >> way get feedback from customers in all industries, right? So you don't even share a few as well Way have large banks that are, you know, they're standardized their workloads on VM where today, right as as have many Morgan is ations, and they're looking for the flexibility to be able to move stuff to the cloud or moving back on premises and not have to reformat, not have to change that machine formats and just make it a little easy. They want the flexibility to be able to run applications in their bank branches right in the cloud, right? But then they don't they don't necessarily want adopt a new machine format for a new standardized platform. That's really what Thie azure announcement helps them do, Just like with eight of us, can now move workloads seamlessly to azure USVI center. Use your other you know, tools that you're familiar with today. Already to be ableto provision in your work clothes. All >> right, so for and what? Wonder if we could drill into the stack a little bit here? You know, I went to the Microsoft show last year, and it was like, Oh, WSSD is very different than Azure Stack even if you look at the box and it's very much the same underneath the covers, there was a lot of discussion of the ex rail. We know how fast that's been growing. Can you believe there's two pieces? This there's the VCF on Vieques rail and then, you know, just help. Help explain >> s o for the Del Technologies Cloud Platform announcement, which is, as you said, VX rail in first hcea infrastructure with Mia McLeod foundations tightly integrated, right, so that the storage compute and networking capabilities of off the immortal foundation are all incorporated and taken advantage off it. In the end structure. This is all about making things easier to consume, right, producing the complexity for customers. When they get the X trail, they overwhelmingly tell us they want to use the metal foundations to be able to manage and automate those workloads. So we're packaging this up out of the box. So when customers get it, they have That's cloud experience on premises without the complexity of having to deploy it because it's already integrated, cited the engineering teams have actually worked together. And then you can then, as we mentioned, extend those workloads to public loud, using the same tools, the same, the MSR foundation tools. >> And, you know, uh, we built on Cloud Foundation for a while, and I'm sure you followed us on the Cloud Foundation. And that has bean when you know yes, we talk about consistent infrastructure, consistent operations, this hybrid cloud world and what we really mean. Is that really where? Cloud foundation stack, right? So when we talk about the emcee on eight of us, is that Cloud foundation stack running inside of Amazon? When we talk about you know, our partnership with the shore, he's not being where Cloud Foundation stack running on a shore. We talk about this four thousand partners. Cloud certified IBM. It is the Cloud Foundation stack and the key components being pulled. Stack the Sphere v. Santana Sex and there's a critical part in Cloud Foundation called lifecycle management. It's, you know, it's missed quite easily, right? The benefit of running a public cloud. The key through the attributes you get is you know, you get everything as a service, you get all your infrastructure of software. And the third part is you don't spend any time maintaining the interoperability between you compete network storage. And that is a huge deal for customers. They spent a lot of time just maintaining this interrupt and, you know, view Marie Claude Foundation has this life cycle manager which solves that problem. Not not just Kee. >> Thank you for bringing it up because, right, one of the big differences you talk about Public Cloud, go talk to your customer and say, Hey, what version of Microsoft Azure are you running and the laughter you and say like, Well, Microsoft takes care of that. Well, when I differentiate and I say Okay, well, I want to run the the same stack in my environment. How do I keep that up today? We know the VM where you know customers like there's lots of incentives to get them there, but oftentimes they're n minus one two or something like that. So how do we manage and make sure that it's more cloud like enough today? >> Yeah, absolutely. So. So there's two ways to do that to one of them is because the V m. A and L E M C team during working on engineering closely together, we're going to have the latest word in supported right right out the gate. So you have an update, you know that it's gonna work on your your hardware or vice versa. So that's one level and then with via MacLeod and L E M C. We're also providing the ability to basically have hands off management and have that infrastructure running your data center or your eyes locations, but at the same time not have to manage it. You leave that management to tell technologies into somewhere. To be able to manage that solution for you is really, as Moody said, bringing that public loud experience to your own premise. Locations is long, >> and I think that's one of the big, different trainers that's going to come right. People want to get that consumption model, and they're trying to say, Hey, how do I build my own data center, maintain it, but the same time I want to rely on, you know, dull and beyond Where to come and help us build it together. Right? And the second part of announcement was really heavy and wear dull on the d l E M C. Is that Manager's offered the demo you saw from June. Yang was being able to have a consumption interface where you could connect click of a button, roll it back into a data center as well. It's an edge because you have real Italy. Very little skill sets where night in the edge environment and as EJ Compute needs become more prolific with five g i ot devices, you need that same kind of data governance model and data center model. There is well and not really the beauty off, you know, coming to be aware. And Delta, you know Del DMC del. Technology's power is to maintain that everywhere, right? I >> won't ask you about >> innovation. One of the things that's really striking during American executive, Even though I obviously have my own customers, >> I think it really comes down to listening to customers. Write as as Del Technologies is Liam, where we have the advantage of working with so many customers, hundreds of thousand customers around the world we get to hear and listen and understand what are the cutting edge things that customers are looking for? And then we can not take that back to customers like Bank of America who may have taught about certain scenarios right that we will learn from. But they may not have thought about other industries where things could be applicable to their street, so that drives a lot of our innovation. Very. We are very proud about the fact that we're customer focused. Our invasion is really driven by listening to customers on. And, you know, having smart people just work on this one to work on this problems. And, >> you know, customer wise is a big deal customer choice. That's why we're doing what we're doing with multiple cloud providers, right? And I think this is really a key, too. If you just look at being where's innovation were already talking about this multi claude world where it was like, Hey, you've got workloads natively. So we How do you manage? Those were already ahead and thinking about, you know come in eighties with acquisition of Hip Tio and you if you think about it, you know, we've done this innovation in the cloud space established this hybrid credibility on we've launched with Del Technology. Now we're already ahead in this multi cloud operational model. We're already ahead in this coop in eighties. Evolution will bring it back with the family and listen to the customers for choice. Because of the end of the day, we're here to South customer problems. I >> think that's another dimension of choice that we offer, which is both traditional applications as well as applications of the future that will increasingly, because container based, >> yeah, I just wonder if you could spend on a little bit. You know what? One of the things I said via Moore is great. It really simplified and by environment, I go back. Fifteen years ago, one of things that did is let me take my old application that was probably long in the tooth. Begin with my heart was out of date, my operating system at eight, sticking in of'em and leave it for another five years, and the users that are like, Oh my gosh, I'd need an update. How do we get beyond that and allow this joint solution to be an accelerant for applications? >> Yeah, and I think you know the application is probably the crux of the business, right? >> We'Ll call in the tent from >> change applications of Evolve. This is actually the evolution journey of itself is where they used to be, like support systems. Now they become actually translate to business dollars because, you know, the first thing that your customer awful customer touches is an application and you can drive business value from it. And customers are thinking about this old applications and new applications. And they have to start thinking about where do I take my applications? Where do they need to line and then make a choice off? What infrastructures? The best black mom for it. So really can't flip the thing on. Don't think infrastructure first and then retrospect APS to it. I think at first and then make a charge on infrastructure based on the application need and and really look like you said being where kind of took the abstraction layer away from infrastructure and make sure that you'll be EMS could run everywhere. We're taking the same for applications to say. Doesn't matter if it's of'Em based. It's a cloud native will give you the same, you know, inconsistent infrastructure in operations. >> Okay, we're in that last thing. Could you just tell us of the announcements that were made? What's available today? What's coming later this year? >> Absolutely So Del Technologies Cloud Platform that's based on the X Trail and via MacLeod Foundation is available now as an integrated solution via MacLeod and Daddy and see the fully managed offer is available in >> the second half of this >> year. It's invader right now. And as you saw, we have really good feedback >> from our customers. And then I think >> the, uh, the Azure BMR Solutions offer will be available soon as well. >> All right, well, Varun and many Congratulations on the progress. We look forward to talking to the customers as they roll this out, and Rebecca and I will be back with lots more coverage here. Del Technologies World twenty nineteen. Little coverage to sets three days, tenth year, The Cube at M. C and L World. I'm still many men. And thanks so much for watching

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