>>We're back with the Cube's coverage of Von 2022 from the aria in Las Vegas, we're talking pure data protection and nobody better to talk you about that than pure storage. You can't miss these guys when they're around because the orange crush is here. Dave ante for Dave Nicholson, Michael Sonic is here. He is the vice president of global alliances at pure storage. Michael. Good to see you again. Thanks for the little golf. Appreciate joy Lee. Yeah, appreciate that. Hopefully you get out there my back and, uh, be seen. So how you doing, man? I'm doing face to face. >>It's wonderful to be face to face with the cube. It's, uh, always a pleasure to have the opportunity to spend some time with you. Good to meet you. Good to meet. You have the opportunity to get, spend some time together. You guys, um, it's just great being at a show my first one back. And so I'm, uh, you know, just feeling the energy from the room and, uh, just great to come in here and see the cube all lit >>Up. Yeah. Accelerate 2019 in Austin was an awesome event. And, and one of the last ones that we did before, you know, the pandemic for all of us, um, we did some obviously support for, for virtual. You guys are having another show finally face to face in June. So look forward to that. Got it. >>20 days, 21 days, >>We'll see you there. Right. So tell us about what's going on with Veeam. Give us the update. Yeah, >>Look, we're thrilled to be here as a sponsor for Veeam and for Veeam on, uh, this is a longstanding partnership, you know, us, right. So found in 2009 start shipping product in 2012, um, really disrupted the block storage space with an all flash solution. Yeah. And you know, it's, it's a success story in terms of company going from single product to multi-product to portfolio, to solution. And along that way, the data protection use case and workload has really come into the, you know, kind of center focus for us first with flash blade in the market, which is our unified fast file and object solution. And more recently with flash array C, which is our capacity optimized flash array for block storage, which is a great relationship with Veeam and an area where we've done some, um, significant, you know, joint engineering and the FAC, which is what we refer to it as. >>And the Veeam selling motion is extremely strong. Um, and you know, it's, it's solving a real problem and that is, you know, customers are increasingly being faced with these, um, tighter and tighter SLAs to ensure the availability of their data is there. And then there's also, you know, the, the security element. And I think a term that VES using here was cyber resiliency, which I like, right. I mean, you know, the, um, safe mode integration, which is our solution for IM mutability and, and for, um, anti ransomware or, or one step to take, to, to safeguard yourself in a, against a ransomware event. Um, you know, that those are great complimentary parts of us. And indeed, >>You know, Michael, I, I, I want to ask you about your shared vision with, with Veeam. I remember I was talking to cause on the cube. Um, it might have been a 2019. I can't remember. Might have been the year before that. No, I >>Think shorts or pants. >>Sorry. >>Was he in shorts or pants? He was in pants. >>Ah, okay. So I was pushing him on, well, why don't you do it this way? Why don't you do that? Why don't you do tiering all this stuff? And it just always came back to simplicity. He said, we optimize for simplicity over all this complexity and you know, we'll get the, the function through the ecosystem partnership. So is that the shared vision with Veeam? I mean, that, it's kind of, it's just work. It just works is their mantra. But, but talk about that shared vision as particularly as it relates to data protection and cyber resiliency. >>Yeah. Thanks so much for, for recalling that Dave, cuz it, it, we hear it constantly. It's it's in the, now that we're coming back to the office, it's in the hallways, it's out in front of conference rooms, you know, the, the elegance and, and the, and the, um, value and simplicity is everywhere inside of pure. Um, I would say it's part of our shared vision. I think it's customer centricity is at the core of what Veeam and pure, you know, has really fused us together. We're both global, you know, their history is European based and grew up out of there and then have succeeded in north America. Ours is absolutely north America based first on the west coast, then across the country. And then finally into Europe, more recently globally and, and, and a lot of growth internationally, including APJ. So it's customer centricity, it's global, it's the way we go to the customer. So a partner centric go to market motion is live and well in both organizations, uh, solution providers, MSPs, GSIs, you know, range of different ways to get to that customer. Um, and without a doubt, the customer experience is, is part of the, is part of the piece. And, and that's where our simplicity is, um, front and center. And, and I know vem is the same >>Dig, dig it into it. Go ahead. >>Yeah. Yeah, no. So, so out in the real world, are the conversations still about flash for backup and recovery convincing people that that makes sense or, or have we moved on to where now it's the pure flash value proposition BEC because people accept that flash makes sense. Where, where are we in the real world? >>Yeah, I, I think it's, it's different in different industries, different use cases, different workloads, different environments, and it's, um, part of a bigger story. But I think what, what is happening now is, um, we were before the inevitability of flash as the data center, primary storage solution, but now, like, I don't think anyone would debate that. Right. And, and I think now in data protection flash as a component to a robust, secure data protection, both as a target for backup and as a source of recovery is an inevitability to be part of that conversation. Flash is >>There, you guys like to be first at a lot of things, you know, gives you bragging rights, but it also gives you market momentum. Again, I'll pull it. My, my bag of pure memories. I remember meeting Scott Deason, who was the first CEO of, of pure, it's only been two to my knowledge, right. Scott was first Charlie G Carlo now, um, in, in, it was early days, it was 2009, like in an Oracle open world or something. And he was telling me about this startup that he's doing. And, and one of the things that struck me is the vision around the API economy, which was new at the time. It was like, well, okay, what's that? And that's really, what's, what's happened here. It's part of simplicity. It's part about ecosystem. We were talking about products versus platforms. You can't really have a platform unless you have an ecosystem. So where are we at today? How does that relate to your partnership with, with Veeam? Yeah. >>It, it's such a great recall on your part, you know, cause I think, um, we are a storage company. We do provide a raise in the wild, you know, over 10,000 customer, tens of thousands of arrays now. And you know, but at the core, it's the software that matters and, and that's really what drives the user experience. And we're proud to be, you know, the development partner on the universal storage API, the us API for Veeam, that is a essential ingredient to success for the joint pure and vem customer experience. It gives them that single pane of glass, that administrative view, where they're able to get the information they need on what's happening within their environment and be able to take corrective action. And, you know, we're very proud of all the tools that we provide our storage customers, but in a da in a data protection use case and workload, they want to put, you know, they want to go right to Veeam and, and have that be the source of truth. And that's where that API is so important. >>What, what's the story to customers, Michael, in terms of particularly cyber resilience, you've got obviously got a TCO play, simple equals lower cost. Um, you got really much tighter service level agreements and requirements now, um, the security, the storage and data protection and security space are kind of coming together. So what's the narrative for customers. Give me the pitch. Yeah, >>Look, I think, I think every customer today has an obligation to include security as a must have within their solution anywhere in the data center. And for us, it's, you know, simply put the combination of Veeam for data protection, with pure for FlashRay C or flash blade with safe mode, you know, which provides that imutability provides that customer with a safeguarded copy against bad actors externally to their organization, or was jointly developed with a customer to prevent the risk of bad actors inside of the organization. Um, city of new Orleans is one of the customer references that's up on, you know, the pure storage website, just a, a great, um, you know, story in terms of the city's ability to defend against ransomware attack, continue, you know, with continuity of essential services, police, ambulances, fire departments, um, all on the combination of pure and deem. And so, you know, a good, you know, example to pull that thread all the way through in terms of what the value proposition is. And then what's the experience for the customer when they are find themselves on the other side of that event. >>What's the nature of the partnership, um, with, with Veeam, obviously there's a go to market, um, are there, you know, solutions that you guys are doing together, engineering work that you're doing together? Can you explain that? Yeah, >>You bet. I mean, you know, these are two of, uh, I think high profile adjacencies in the data center, you've got your primary storage and then secondary tertiary, and you've got your data protection use case and workload. Um, with Veeam, we've got dedicated engineering to the Veeam partnership on the pure side, as a development partner for the us API, um, you know, is a, is a key piece we're integrated into what the support experience is like for the customer. And really trying, starting to challenge ourselves now with some of the leadership changes that beam's taken on and the opportunity to sit down and, and spend some time, you know, with the non and, and John, and really say, Hey, like we're at the core here, we've got an opportunity. Let's, let's open up some strategic doors and see what could be next. >>Well, Veeam Ising, there's no question it's kind of early Veeam was the wild west that's right. Course big parties are still, you know, the reputational, but, but as you think about these joint engineering and joint go to market and you talk to, to joint customers, where do you see sort of the future? I mean, I, I, you know, the ransomware stuff, obviously the pandemic was impossible to predict. I, I shouldn't say that a lot of people did predict it, but now that we see it, but now that you have some visibility on these permanent changes that are affecting CSO, buying strategies, data protection, storage, buying strategies, how do you see the future of this relationship? >>Yeah, look, I think, I think the, um, at the core we do what we do and we're focused on continuing to innovate and do it with excellence in everything that we do. Um, we measure ourselves rigorously against a net promoter score. It's a certified net promoter score. We're at 85.2 top 1% of all B2B. So >>Head of V even >>At the core, >>Barely at the >>Core it's, it's about that customer experience and customer satisfaction. Um, and, and so that's a, maybe a, a different way of saying we trust that our partners do what they do with excellence. And in the case of Veeam, you know, partnering around the data protection, use case and workload, looking at how that's evolving into holistic data management and hybrid cloud environment. Um, we see rich opportunity for us to continue the partnerships, strengthen it, learn and listen from our customers and our partners. And, uh, and maybe challenge ourselves to, to do some things a little differently uniquely along the way I talked >>To them. Oh, good. >>Yeah, no, yeah. You, you mentioned, uh, you mentioned something at the outset that lends a lot of cred, credibility to the pure story anywhere you seek to play. Um, you mentioned that he, uh, you know, founded in 2009 product shipping in 2012. Um, I remember that Dave's not old enough to remember that period of time <laugh>, but, uh, if you remember, um, violent memory was the king, they, they were, they were the ones to be. Yep. And you guys were quietly toiling in a bit of obscurity and people were asking, well, come on, come on, come on, come on, give us something, but you didn't until you were ready. So I've seen that methodical approach in every, in every step of the way as you've transformed from being a product into solution focus and partnership focus. Um, so what does that look like? Moving forward? You, you mentioned kind of getting ahead of the game in terms of all backups and recovery, uh, volumes being on flash. What does that addressable market look like to you guys in the future? How, how are you looking at that? Yeah. Is this just the beginning of a new thing that's gonna develop over time? >>Yeah, I think, I think it's a, is a great question. It's an insightful question. It's also a great way for me to plug accelerate in, in 20, you know, 20 days or so. Um, it's a great backdrop for pure to make some announcements in terms of what's next and, and, you know, and when we're ready to make them, you know, it's a good example. Um, but, but in direct answer to your question, you know, without a doubt, you know, the adjacencies between data protection, primary storage, secondary storage, the blurring that's happening within that, you know, based on the ransomware threats, based on, you know, other environments around cloud and, and how customers have learned from cloud experiences early on and applying those learnings, not just to demanding simplicity in their solutions, but demanding the ability for, you know, kind of the storage is code and, and to have that cloud operating model across everything that they do. And so, you know, I think those are at the core, some of the things that we think about in terms of what's next and, and, uh, and to do it with partners like beam at the forefront, as well as the voice of our customer at >>The forefront. And that's why I wanted to ask you that's great setup. Thank you, David. Um, so the port works acquisition was really interesting. We're at, um, in Valencia Spain, the cube is, uh, our, our colleagues are over there. Unfortunately, John furier couldn't make the trip, the vid hit him. Uh, but one of the conversations, the topic of conversations over there is, you know, shift left with the solar winds, hack the sensitivity around the software supply chain. We certainly talked about it last week at red hat summit. I haven't heard a lot about DevOps here, but it's sort of intrinsic that, that whole shift left component, that idea of not bolting on data protection at the tail end, actually shifting left means doing it in the development cycle, not throwing it over the fence, you know, to, to the operations people. What's that conversation like subsequent to the port works acquisition, which was very interesting. A small lever can go a long way. Can you give us the update there? >>Yeah. And first and foremost, I hope John's okay. Right? >>He is. He's doing well. Good, Mr. John, >>We do. And so, you know, I think the, um, the, the future of applications is really on center stage when you put port works into the conversation mm-hmm <affirmative>. And so as companies move like no, one's gonna develop applications today without a container strategy right related to that. And that's gonna allow for the applications to move and data gravity to really play a bigger role and pure feels confident in our ability to play a big role in that. And as those applications mature up the containerized curve, they're definitely gonna have data protection, data management, other fundamental things built into it in that shift left context that we're gonna be prepared to take advantage of based on the assets. We have >>The two hardcore engineering cultures, uh, that, that have momentum, uh, pure and, and Veeam. Michael. It's great to see you again. Thanks so much for coming to the cube. >>Uh, it's always a pleasure to be with you gentlemen, and, uh, great to meet you for the first time. Good to meet you, Michael. Look forward to seeing you the next time and, and thanks again. >>All right. You bet. All right, keep it right there, everybody. Thanks for watching. This is the Cube's coverage of vem on 2022. We're at the area in Las Vegas, and we'll be right back right after the short break.

(digital music) >> My, what a difference 10 years makes in the tech industry. At the beginning of the last decade, the cloud generally in AWS specifically ushered in the era where leading developers they tapped into a powerful collection of remote services through programmable interfaces you know, out there in the cloud. By the end of the decade this experience would shape the way virtually every IT professional thinks about acquiring, deploying, consuming and managing technology. Today that remote cloud is becoming ubiquitous, expanding to the "edge" with connections to on-premises, data centers and other local points throughout the globe. One of the most talked about examples of this movement is AWS Outposts, which brings the Amazon experience to the edge wherever that may be. Welcome everyone to this CUBE conversation. My name is Dave Vellante. We're going to explore the ever expanding cloud and how two companies are delivering on customer needs to connect their data center operations to the cloud and the cloud to their on-prem infrastructure and applications. And with me are Joshua Burgin who's the General Manager of AWS Outposts and Michael Sotnick who's the VP at Global Alliances at Pure Storage. Gents, welcome come inside theCUBE. >> Right on. Well, thrilled to be here Dave. >> Great. >> Pleasure is mine, thank you. >> Awesome to have this conversation with you it's really our pleasure. So Joshua, let's start with Outpost. Maybe you could for the audience describe what it is maybe some of the use cases that you're seeing you're heard by narrative upfront maybe you can course correct anything I missed. >> Oh sure. I mean, I think you got it right on. AWS Outpost is a fully managed service that allows you to use AWS, API systems, tools, technology, hardware software innovation in your own data center or a colocation facility. And coming later this year as you put the edge in quotes at almost any edge site, as we announced the small form factor one you and two you Outposts at this last year's re-invent. >> I was excited when I saw Outpost a couple of years ago we were doing theCUBE at reinvent and I said, wow, this is truly going to be interesting. And I'm wondering like, how's Amazon, how are they going to partner? Where do some of the ecosystem get folks fit in? So Michael, you're an AWS Outpost ready partner. You know, what is that program all about? What does that mean for customers? >> Yeah, it's a great question. And you know, like you, Dave, I think we're as a vendor in technology we're inspired by what AWS has done. And when we look at Pure and see the opportunity we have you know, shared customer obsession, focused on outcomes, focused on NPS, great customer experience seeing AWS deliver the cloud to the edge, deliver the cloud to the data center that's just a great fit for us. So we rallied internally across our flash array of block storage solution a unified fast file and object flash plate solution and our container solution Portworx and, you know, across the entire portfolio we're the first to be in our segment the first to be service ready with AWS Outposts. And to us, it's an opportunity to link arms with AWS and cover some ground that's very familiar to us in the data center and clearly cover some ground that's very familiar to AWS in terms of great customer relationships across the board. >> Right, and, you know, I got to say, I've been a student of of Andy Jassy I always have listened to all his talks and go back and read the transcripts and Joshua I've learned that I never say never when it comes to AWS. And you see you guys moving into that, whatever you call it, the hybrid cloud, the on-premises really leaning in in a big way with Outposts and I wonder if you could talk about what's behind that expansion strategy? >> Sure, I mean, the way we looked at it obviously is always kind of working backwards from our customers. We have people tell us that they had some applications with low latency needs or where data resonancy or sovereignty was driven by regulations or in some cases where they needed to do local data processing something like an autonomous vehicle workload or in a factory or a healthcare facility. And they really wanted to say like, look, we're going to move all of our applications, you know the bulk of them to one of your regions in the fullness of time, but what's holding us back is that we want a consistent environment on-prem and in what you call the cloud. So we wanted a continuum of offerings from AWS to be able to serve all those needs. And that's really where Outpost came from. And, you know, we're seeing a lot of traction across financial services with companies like Morningstar and First Abu Dhabi bank, the iGaming space as you can imagine highly regulated industry, every city and, you know, municipality around the world wants to get in on that but they have their own regulations and they really require the infrastructure to be in a specific location and run a certain way. A company like TYPICA, which is based out of Europe they don't want to deliver different solutions depending on whether something's deployed in Minnesota or Germany or, you know, Vancouver. So that's where AWS Outpost comes in and it kind of fits that it works the same way as the things do in the region they can use the same tooling. >> Yeah, so Michael I'm going to ask you this question and maybe Joshua, you can chime in as well. I mean, you've got this, it's sort of a, win-win-win you know, Pure, AWS, you bringing that experience to on-premises, the customer gets that experience that Joshua just explained. I wonder if you could, I mean, you've been out now for a little bit testing the market learning here and there. What are the big takeaways in the learnings you're getting from customers? >> Yeah, I'll start and I'm sure Joshua can compliment quite a bit. And like Joshua hit on, right. You know, I think we take our cues from our customers, Dave, and you know what the customers are looking for, you know is a commercial relationship and so in addition to the technological inspiration we've got from AWS we offer the solution for Outposts and a Pure as a service model. So it's 100% subscription-based for the customer and they're able to consume it, you know the same way that they would all of their services from AWS including Outposts and it's also available on the AWS marketplace. So you've got to meet the customer where they want to be met first and foremost and so they appreciate that. And they see that as a great value in the relationship. You know, the growth of object, you know, I think is another one of those macro trends that's happening in our space. And as customers are deploying locations that are putting out petabytes of object storage requirements there's an increasing need for high-performance object. And that's where we can really compliment an Outpost implementation and deliver high performance and that kind of ubiquitous experience, that hybrid experience to allow the customer on a policy based way to maximize that on-prem performance with Outpost and Pure around that object data set. And then also manage the life cycle of that data and the economics of that data in the cloud. >> So, but Joshua, so you guys obviously you invented that, you know, the modern subscription model for infrastructure but it's different, you're actually installing hardware. So you had to sort of rethink how you did that. What have you learned and how has that model... How do you get it substantially similar as possible to the public cloud? >> Yeah, I mean, I think you called it a win-win-win earlier. And as much as we like to innovate we also like to make things feel kind of comfortable and familiar to people 'cause you think about there's both the developer who's using the APIs and the tools and also the CFO and the people in finance or procurement who are looking at the spending. So with Outposts, it actually feels very similar to the region. If you're used to purchasing our compute savings plans or what people used to call reserved instances or RIs the underlying infrastructure on the Outpost works in a very similar way. You're not going to be deploying a multi-rack Outpost and then ripping it out three weeks later so on demand doesn't really make sense there. But for all the services that are deployed on top of Outposts whether it's application load balancer or elastic cash or Elastic MapReduce, those have the same kind of on demand service model, the pricing model that they do in the region. And so very similarly, the Outpost ready program which lets you use trusted and certified third-party solutions, such as ones from Pure those are also going to feel familiar, whether you're coming from the on-prem world and you're already that technology for your storage, your network monitoring, your security or if you're using that solution from the marketplace in the AWS region, it's going to be a totally seamless deploy on the Outpost. So you're going to get something that's kind of the best of both worlds, familiar to you economically and from an installation perspective but also removing all that undifferentiated heavy lifting of having to patch and manage firmware upgrades and you asked this earlier, what customers really want is that there's this whole world of innovation, things that haven't even been invented yet. A few years ago, we hadn't invented Outposts. People want to know that as those innovations get released to the market they can take advantage of them without having to redeploy and so that's what having an AWS Outpost means. That as third parties or Amazon innovates new services can be made available without shipping a DVD or kind of spinning up an entire staff to manage that. >> Yeah, it's kind of interesting watching this equilibrium you know, take place. And I think it's going to continue to evolve. Obviously AWS has a huge impact on how people think about price, as I said upfront. And it seems like, you know, culturally, Michael, there's a fit. I mean, you guys have always sort of been into that you know, your evergreen model, for the first one that subscription sort of mindset. So it's sort of natural for you whereas, you know, maybe a a legacy company might not (chuckles) be able to lean in as hard as you guys are. Maybe some quick thoughts on that. >> Yeah, look, I love the way you framed that up and couldn't agree more. I think AWS is famous for a lot of things some of the values that they embrace and putting the customer at the center of everything they do couldn't be more shared, you know, with Pure. I think, you know, we talk about our company as one that runs two fires right, to give the customer a great experience. And so we know our way around the data center and I think the opportunity to give that customer, you know a consistent experience with AWS as they deliver Outpost to the data center is a really powerful combination. You know, I think one thing, just look at the backdrop of the pandemic, Dave, you know, every part of a company's organization is going through significant change. And I think the data center is absolutely at the center of some of those changes. And I think every one now as they look at the next generation data center they're asking themselves what are containers what does Kubernetes mean to my business? And I think the opportunity that, you know we see jointly with EKS as a partner is really to help customers achieve that goal of, you know the application deployments anywhere and the ability to drive that application, you know modernize that next generation application cycle. So I love the way you framed it up, giving us credit for being highly differentiated from our legacy competitors and we take great pride in that and really want to give a cloud-like experience to our customers. And I think what we're able to do with AWS Outpost is kind of bring that cloud-like experience that they have come to love from AWS into the data center and at the same time shine a light on what we've always done in terms of a cloud-like experience for the Pure customer. >> There's a lot of ways to skin a cat but when you've invented the cloud and you don't have a lot of legacy baggage you can kind of move faster. And I think that, you know, we're really excited about what's occurring here because take the term digital transformation I mean, before the pandemic (groaning) it's like, yeah okay, it had some meaning but you really had to squint through it and a lot of people were complacent about it. Well, we know what digital means now if you're not a digital business, you're out of business. And so it was kind of this forced march to digital I call it and as a result it really increases the need for things like automation and that cloud experience on-prem because I don't have time to be provisioning LUNs anymore. It's just what you guys call it undifferentiated heavy lifting that is really a no-no these days I just absolutely can't afford it. Let's close on what's next. I mean, we've got new form factors coming we're like super excited about when we see things like what Amazon is doing with custom Silicon we see these innovations coming out with processing power going through the roof. Everybody says Moore's law is dead but processing power is increasing faster than it ever has when you combine all these innovations of GPU's and NPUs and accelerators, it's just, it's amazing. And the costs are coming down so you're going to be able to take advantage of that. Outpost will take advantage of that, Pure will, New Designs but specifically as it relates to Outpost, you got one you, you got two you, you coming optimizing for the edge what do customers need to know about these solutions? Why should they consider this combination of Pure and AWS? Maybe Joshua you can start and Michael you can bring us home. >> Yeah, I mean, you hit a lot of the reasons that people should consider it, right. The pace of innovation is not going to slow down here at AWS or of course, with Pure. Whether you have the need for a single server, or you're somebody like dish rolling out a new cloud enabled, you know cloud native 5G network you want to work with somebody who can deploy all the way at the Telco edge right, with hardware innovation up to a local zone all the way up to a region. You don't want to be working with different providers for that and you don't know what you're going to need in three or five years and frankly, I'm not sure that we know everything yet either but we're going to continue to listen to our customers and as you mentioned, deliver things like graviton and inferential and trainium which are our innovations in custom Silicon. Those are delivering 40% price performance improvements for people who are migrating, that's really an enormous benefit. And we're bringing all of those to the Outpost as well so you don't have to choose between moving to the cloud and that being your only modernization option, you can move to the cloud and at the same time still operate on-prem, you know, at a colo facility or all the way at the edge using all of the same tooling. And you can work with best-in-breed third-party technologies like what's offered by Pure. >> Well, and Michael, I'm going to cut you off before you get a chance to close, but I'll let you close. The Portworx acquisition was really interesting to us because it brings that kind of portability, new programming model and something that Joshua said struck in my mind is when I think about the edge word to me what's going to win the edge you know, obviously the flexibility, the agility but the programmability and the customization. So many different use cases. We're not just going to take general purpose boxes and throw them over the fence and say, here you go. You know, the general purpose, that's not what's going to win the edge it's really going to take a lot more thought than that. But, so I just wanted to put that in there. Michael, bring us home, please. (laughing) >> Right on. Well, look you two, and no surprise here right, you two covered so much great ground there. From first principles you know, what does Pure look at? Like what we did being first in terms of service ready across Portworx, for EKS, for flash plate across unified fast file on object and flash ray, you know for block storage, being first with Outposts we want to be first for the one you and to you solutions. So I think customers can expect, you know that our partnership is going to continue to deliver that cloud-like experience, that cloud experience in the AWS context, that cloud-like experience in the Pure context, you know for their on-prem and hybrid workloads. And I think you hit it up so well like if you're not digital business, you're not in business. And so I think one thing that everyone learned over the last year is exactly that. The other thing they learned is they don't know what they don't know. And so they need to make bets on partners that are modern that are delivering simple solutions that solve complex problems that are automated and that are being delivered with the customer first mindset. And I think in the combination of AWS, Outposts and Pure, we're doing exactly that. >> Great point, so a lot of unknowns out there. Hey guys, congratulations on the progress you've made. It's a great partnership, two super innovative companies and really pleasure to have you in theCUBE. Thank you for coming on. >> Thanks for having us. >> Yeah, always a pleasure. Thank you so much. >> All right, thank you for watching everybody. This is Dave Vellante. We'll see you next time. (digital music)

>>from >>around the globe. It's the Cube with digital coverage of AWS reinvent 2020. Special coverage sponsored by AWS Global Partner Network. >>Hi. Welcome to the Cube. Virtual and our coverage of AWS reinvent 2020 with special coverage of a PM partner experience. I'm John for your host. We are the Cube. Virtual. We can't be there in person with a remote. And our two next guests are We have pure storage. Michael Slotnick, VP of Worldwide Alliances, Pure storage. And Robert Czarnecki, principal product manager for a U. S. Outposts. Welcome to the Cube. >>Wonderful to be here. Great to see you. And thanks for having us, >>Michael. Great to see you pure. You guys had some great Momenta, um, earnings and some announcements. You guys have some new news? We're here. Reinvent all part of a W s and outpost. I want to get into it right away. Uh, talk about the relationship with AWS. I know you guys have some hot news. Just came out in late November. We're here in the event. All the talk is about new higher level services. Hybrid edge. What do you guys doing? What's the story? >>Yeah, Look, I gotta tell you the partnership with AWS is a very high profile and strategic partnership for pure storage. We've worked hard with our cloud block store for AWS, which is an extensive bility solution for pure flash array and into a W s. I think the big news and one of things that we're most proud of is the recent establishment of pure being service ready and outpost ready. And the first and Onley on Prem storage solution and were shoulder to shoulder with AWS is a W s takes outpost into the data center. Now they're going after key workloads that were well known for. And we're very excited Thio, partner with AWS in that regard, >>you know, congratulations to pure. We've been following you guys from the beginning since inception since it was founded startup. And now I'll see growing public company on the next level kind of growth plan. You guys were early on all this stuff with with with flash with software and cloud. So it's paying off. Rob, I wanna get toe Outpost because this was probably most controversial announcements I've ever covered at reinvent for the past eight years. It really was the first sign that Andy was saying, You know what? We're working backwards from the customers and they all are talking Hybrid. We're gonna have Outpost. Give us the update. What kind of workloads and verticals are seeing Success without post? Now that that's part of the portfolio, How does it all working out? Give us the update on the workloads in the verticals. >>Absolutely. Although I have to say I'd call it more exciting than controversial. We're so excited about the opportunities that outpost opened for our customers. And, you know, customers have been asking us for years. How can we bring AWS services to our data centers? And we thought about it for a long time. And until until we define the outpost service, we really I thought we could do better. And what outpost does it lets us take those services that customers are familiar with? It lets us bring it to their data center and and one of the really bright spots over the past year has just been how many different industries and market segments have shown interest. Outpost right. You could have customers, for example, with data residency needs, those that have to do local data processing. Uh, maybe have Leighton see needs on a specific workload that needs to run near their end users. We're just folks trying to modernize their data center, and that's a journey. That transformation takes time, right? So So Outpost works for all of those customers. And one of the things that's really become clear to us is that to enable the success that we think L Post can have, we need to meet customers where they are. And and one of the fantastic things about the outpost ready program is many of those customers air using pure and they have pure hardware and way. Send an outpost over to the pure lab recently, and I have to tell you a picture of those two racks next to each other looks really good. >>You know, 20 used to kind of welcome back my controversial comments. You know, I meant in the sense of that's when Cloud really got big into the enterprise and you have to deal with hybrid. So I do think it's exciting because the edges a big theme here. Can you just share real quick before I get in some of the pure questions on this edge piece with the hybrid because what what's the customer need? And when you talk to customers, I know you guys, you know, really kind of work backwards from the customer. What are their needs? What causes them to look at Outpost as part of their hybrid? What's the Keith consideration? >>Yeah, so? So there are a couple of different needs. John, right? One, for example, is way have regions and local zones across the globe. But we're not everywhere and and their their data residency regulations that they're becoming increasingly common and popular. So customers I come to us and say, Look, I really need to run, for example, of financial services workload. It needs to be in Thailand, and we don't have a reason or local zone in Thailand. But we could get him an outpost to to places where they need to be right. So the that that requirement to keep data, whether it's by regulation or by a contractual agreement, that's a that's a big driver. The other pieces there's There's a tremendous amount of interest in the that top down executive sponsorship across enterprise customers to transform their operations right to modernize their their digital approach but there, when they actually look a look at their estate, they do see an awful lot of hardware, and that's a hard challenge. Thio Plan the migration when you could bring an outpost right into that data center. It really makes it much easier because AWS is right there. There could be a monolithic architecture that it doesn't lend well toe having part of the workload running in the region, part of the workload running in their data center. But with an outpost, they can extend AWS to their data center, and that just makes it so much easier for them to get started on their digital transformation. >>Michael, this is This is the key trend. You guys saw early Cloud operations on premise. It becomes cloud ified at that point when you have Dev ops on on Premises and then cloud pure cloud for bursting all that stuff. And now you've got the edge exploding as well of growth and opportunity. What causes the customer to get the pure option on outputs? What's the What's the angle for you guys? Obviously storage, you get data and I can see this whole Yeah, there's no region and certainly outpost stores data, and that's a requirement for a lot of, you know, certainly global customers and needs. What's the pure angle on this? >>Yeah, I appreciate that. And appreciate Rob's comments around what AWS sees in the wild in terms of yours footprint in the market share that we've established his company over 11 years in business and, you know, over eight years of shipping product. You know, what I would tell you is one of the things that that a lot of people misses the simplicity and the consistency that air characteristically, you know very much in the AWS experience and equally within the pure experience and that that's really powerful. So as we were successful in putting pure into workloads that, you know, for for all the reasons that Rob talked about right data gravity, you know, the the regulatory issues, you know, just application architecture and its inability to move to the public cloud. Um, you know, our predictability are simplicity. Are consistency really match with the costumers getting with other work clothes that they had in AWS? And so with a W S outposts that's really bringing to the customer that single pane of glass to manage their entire environment. And so we saw that we made the three year investment in Outpost. Is Rob said Just having our solution? Inp Yours Data center. It's set up and running today with a solution built on flash Blade, which is our unstructured data solution and, you know, delivering fantastic performance results in a I and ML workloads. We see the same opportunity within backup and disaster recovery workloads and into analytics and then equally the opportunity toe build. You know, Flash Ray and our other storage solutions, and to build architectures with outposts in our data center and bring them to market >>real quick just to follow up on that. What use cases are you seeing that are most successful without post and in general in general, how do you guys get your customers to integrate with the rest of, uh, their environment? Because you you no one's got. Now this operating environments not just cloud public, is cloud on premise and everything else. >>Yeah, you know what's cool is, and then Rob hit right on. It is the the wide range of industries and the wide range of use cases and workloads that air finding themselves attracted to the outpost offering on DSO. You know, without a doubt there's gonna be, You know, I think what people would immediately believe ai and ml workloads and the importance of having high performance storage and to have a high performance outpost environment, you know, as close to the center as possible of those solutions. But it doesn't stop there. Traditional virtualized database workloads that for reasons of application architecture, aren't candidates to move. AWS is public cloud offering our great fit for outpost and those air workloads that we've always traditionally been successful within the market and see a great opportunity. Thio, you know, build on that success as an outpost partner. >>Rob, I gotta ask, you last reinvent when we're in person. When we had real life back then e was at the replay party and hanging out, and this guy comes out to me. I don't even know who he was. Obviously big time engineer over there opens his hand up and shows me this little processor and I'm like, closes and he's like and I go take a picture and it was like freaking out. Don't take a picture. It was it was the big processor was the big, uh, kind of person. Uh, I think it was the big monster. And it was just so small. See the innovation and hard where you guys have done a lot, there s that's cool. I like get your thoughts on where the future is going there because you've got great hardware innovation, but you got the higher level services with containers. I know you guys took your time. Containers are super important because that's going to deal with that. So how do you look at that? You got the innovation in the hardware check containers. How does that all fit in? Because you guys have been making a lot of investments in some of these cloud native projects. What's your position on that? >>You know, it's all part of one common story, John right customers that they want an easy path to delivering impact for their business. Right. And, you know, you've heard us speak a lot over the past few years about how we're really seeing these two different types of customers. We have those customers that really loved to get those foundational core building blocks and stitch them together in a creative way. But then you have more and more customers that they wanna. They wanna operate at a different level, and and that's okay. We want to support both of them. We want to give both of them all the tools that they need. Thio spend their time and put their resource is towards what differentiates their business and just be able to give them support at whatever level they need on the infrastructure side. And it's fantastic that are combination of investments in hardware and services. And now, with Outpost, we can bring those investments even closer to the customer. If you really think about it that way, the possibilities become limitless. >>Yeah, it's not like the simplicity asked, but it was pretty beautiful to the way it looks. It looks nice. Michael. Gotta ask you on your side. A couple of big announcements over that we've been following from pure looking back. You already had the periods of service announcement you bought the port Works was acquisition. Yeah, that's container management. Across the data center, including outposts you got pure is a service is pure. Is the service working with outpost and how and if so, how and what's the consumption model for customers there. >>Yeah, thanks so much, John. And appreciate you following us the way that you do it. Zits meaningful and appreciate it. Listen, you know, I think the customers have made it clear and in AWS is, you know, kind of led the way in terms of the consumption and experience expectations that customers have. It's got to be consumable. They've got to pay for what they use. It's got to be outcome oriented and and we're doing that with pure is a service. And so I think we saw that early and have invested in pure is a service for our customers. And, you know, we look at the way we acquired outposts as ah customer and a partner of AWS aan dat is exactly the same way customers can consume pure. You know, all of our solutions in a, you know, use what you need, pay for what you use, um, environment. And, you know, one of the exciting things about AWS partnership is its wide ranging and one of the things that AWS has done, I think world class is marketplace. And so we're excited to share with this audience, you know, really? On the back of just recent announcement that, pure is the service is available within the AWS marketplace. And so you think about the, you know, simplicity and the consistency that pure and AWS delivered to the market. AWS customers demand that they get that in the marketplace, and and we're proud to have our offerings there. And Port Works has been in the marketplace and and will continue to be showcased from a container management standpoint. So as those workloads increasingly become, you know, the cloud native you know, Dev Ops, Containerized workloads. We've got a solution and to end to support >>that great job. Great insight. Congratulations to pure good moves as making some good moves. Rob, I want to just get to the final word here on Outpost again. Great. Everyone loves this product again. It's a lot of attention. It's really that that puts the operating models cloud firmly on the in the on premise world for Amazon opens up a lot of good conversation and business opportunities and technical integrations or are all around you. So what's your message to the ecosystem out there for outposts? How do I What's the what's the word? I wanna do I work with you guys? How do I get involved? What are some of the opportunities? What's your position? How do you talk to the ecosystem? >>Yeah, You know, John, I think the best way to frame it is we're just getting started. We've got our first year in the books. We've seen so many promising signals from customers, had so many interesting conversations that just weren't possible without outposts. And, uh, you know, working with partners like pure and expanding our outpost. Ready program is just the beginning. Right? We launched back in September. We've We've seen another meaningful set of partners come out. Uh, here it reinvent, and we're gonna continue toe double down on both the outpost business, but specifically on on working with our partners. I think that the key to unlocking the magic of outpost is meeting customers where they are. And those customers are using our partners. And there's no reason that it shouldn't just work when they move there. Their partner based workload from their existing infrastructure right over to the outpost. >>All right, I'll leave it there. Michael saw the VP of worldwide alliances that pier storage congratulations. Great innovation strategy It's easy to do alliances when you've got a great product and technology congratulated. Rob Kearney Key principle product manager. Outpost will be speaking more to you throughout the next couple of weeks. Here at Reinvent Virtual. Thanks for coming. I appreciate it. >>Thank you. Thank you. >>Okay. So cute. Virtual. We are the Cube. Virtual. We wish we could be there in person this year, but it's a virtual event. Over three weeks will be lots of coverage. I'm John for your host. Thanks for watching.