live from the mandalay bay convention center in las vegas it's the cues covering vmworld 2016 rock you buy vmware and its ecosystem sponsors well welcome back inside mandalay bay as we continue our coverage at vmworld here on the cube along with peter burrows i'm john walls are now joined by David Cabrera Solutions Architect CDW and leek as well vice president product storage for the VMware storage and availability business unit gentlemen thanks for being here good to see you great to hear house show going so far for you oh it's on fire man did we give a tiger by the tail here that's been great don't let go don't let go even though this for a long time and we were just talking about your history your back i said yeah i first got into virtualization back at y2k wow I remember that how far we've come huh and yeah yeah again I did it why i use it for y2k testing and then from there i worked for a disaster recovery services company and we have these customers katrina rita in 911 they just came in with their stuff and i didn't have enough physical servers to you know in their contract to recover their businesses and they were taking out vmware evaluation licenses to get their businesses up and running and vmware was super supportive of that and they knew you know the licenses would come and wow yeah it was it was like rust in the esxi or ESX at the time I you know just it's actually you know easy and as we think about what's happening on hyper conversions now right yeah it's the same idea right I mean it was actually practicality you not a necessity right of using VMware because gosh I needed to do it for kind of TCO reasons and what happened was esxi started out at the fringe almost right and then came roaring into the you know into the core as people realize hey I really can run like mission-critical applications business collapse the same trajectory is happening now with VC an HCI right and our DCM writing notes we're starting off like outside startup VDI test and dev right you know all that you know to management clusters right but now what's happening the majority of applications mates business apps right yeah yeah it's it I firmly 1,000% believe that you know any application can run ova n no I say and it's we were talking about this i still have customers they they talk about running exchange or sequel on physical servers and I'm like why so now you take all those benefits of virtualization and you add v san on top of it and make everything totally portable on on just you know commodity based hardware and you know pretty soon our job as storage architects building figuring out sans and raid groups and you know how big my lund is supposed to be who cares throw some storage in the server adam as you need and keep going well to that point lee you're talking before we went on the air here about how people you know professionals company who's saying i want to get my attention from here to up here all right i want to be able to look at business and not so much about what's going on behind the scenes in the back office is this thing i was even at CDW recently right we're talking about how long it takes to train someone on enterprise storage versus you know the actually the less you know about storage that the more a hyper conversion system words to what you expect i add a note yeah of course it gets bigger right i mean why wouldn't it right so the idea that you can get people trained up not just using the product but actually selling the product I mean it's actually a very interesting dynamic one of the other interesting things we're seeing right now is just a overlap of flash right all flash right which first you know blue you know came blazing onto the scene for performance right for an application is now coming in because customers want to spend less time actually man is that looking down I want to look down anymore right and so the idea that the customer satisfy you arts because the risk of Miss configuring something actually really low right it is you know that nearly as much time and you don't worry about it right right so you have the performance you need you have the space you need you know you get the deduplication and and it just as you will you need more performance you need more space at another node and on top of that you get compute memory and everything else so their stores some challenges associated with applications and selecting the technology and there's a lot of transformation and transition there's a lot of new technologies coming online that's right even in the storage world so how is virtualization helping customers or helping protect customers for making bad choices with current products now one thing you want to look at is where do I manage this from right how many silos do I have right and so the extent that you can leverage the Center for example right as a common management domain not just for storage by the way right well we started off with compute right they get source we also have networking right so what we have today with NSX right integrating that together we've heard what we announced the show here there it is this VMware cloud foundation great way to go and integrate right all the rich functionality and now you've got it in one user interface right that simplifies the deployment and then the support right making everything easy so you know putting everything together plug it in run a wizard everything's set up for you and it and it's set up the way it should be yeah so it's not as dependent upon the underlying type or choice that you made about storage it's now more what does the application need and let's just point the application at the pool yeah so so there's still I still see you know there's going to be those needs where that super low latency super fast care that shared storage is going to be critical and is going to be needed for specific applications but all that other stuff all that normal day-to-day web servers applications email file shares all that stuff you can just throw it on there and it works you don't have to worry about all the silos and all the different management people that you need so going back to John's question the day on your point later the idea that getting people to raise up defectives Dave how much time are you now saving not doing the physical stuff actually starting to talk to developers the people are taking all of this day to all these assets and turning it into the business value are you able to spend more time and directly supporting them as you go into customers and design the it does seem like that that shadow IT or DevOps or you know the people that aren't depending or depend on IT the consumer is becoming more of the decision maker or at least the influencer and what what V San brings to the table for those kind of people especially with the automation and and and you know the whole private cloud piece of it it takes down that I call it the IT stop sign okay so you know why is DevOps going to the public cloud because it's easy so you have to be as easy as wherever they're going in order to bring them back and and keep that governance on your data and keep your IP where it belongs whether it's in that private cloud or off into a secure more secure public cloud or through a hybrid cloud or whatever v san kind of keeps everything contained for that so yeah and I think there seems to be a trend or at least a thread here that I'm hearing a different conversation here about simplicity right felicity just not keeping things simple for people letting them focus on their core competencies and the right there really what they're paid to do and not distract them away from having to learn like you said it up to speed in 15 minutes as opposed to hours or weeks of training week looks you having these three clicks yeah yes yeah I ask customers pretty routinely now you know what is your budget gonna be is it higher or lower this year the answer it's like it's lower right there like you do you have more people or less people and I call less people they're shrinking data centers right and all of a sudden and then you say well and how many projects do you have like all of every every project now as an IT component right so now it's the pace of change right and so if you don't have to worry about the underlying infrastructure as much now all of a sudden it just becomes easier to start worrying about hey how do I go in scale we had a customer this morning I was talking to Buddy that was talking about well you know the other thing it does is it gives me the opportunity to have kind of bite-size chunks right so the risk of making the wrong decision is actually low right up by a set of servers and as opposed to you know I buy something that's this big where I have to basically predict what's going to happen for the next five years this looks more like hey you know what I kind of have to know what's going to happen over the next six months and then we'll figure it out from there that's today's mentality so easier to change one piece instead of the whole puzzle that I died nobody the dance for that that's a great point it's it there's not that many IT shops that are refreshing their entire data set there are but that's not that many usually it's a silo so but there's always projects PDI some sort of new essay p application or you know we're migrating to a new version of exchange or whatever it is it's okay let's start there and and and and let's just slip it in try it out you'll see you like it it's like sorry it's like crack everybody needs more all right so Rach wait liberal lawyers yeah try it out and you'll see you like it and then from there it'll just roll and and and as the the old siloed equipment starts to age out they'll just easily transition it into visa it's wedding we just get emotional over at a new server shut that down we could we just finished a survey of 250 decent customers and you know one of the things that we were watching is so what about the applications right because when we started like it was hey I'm going to try this in test em I'll try it over here or dr is a good one right I try it and you know it's not i'm not running like my real stuff on it right you know now what we're finding it this year's switched right so we flipped into the majority are now business-critical applications right there an X equal exchange share with the whole Microsoft stack during Oracle databases right there make Percona right i mean of mice equal variance right it's really your singing so all of a sudden they're like that you know there's no real hesitation right and it's the economics that drive this right once you started looking to say you know here's how i can go and do this in more bite-sized chunks starts to become more you know but it's more cloud like i think from that standpoint it's also the risk because as you said you make a design decision today yeah it's not going to be the right design decision in 18 months to make a product decision today it's probably not going to be the right product decision in 18 months you make the right you know you want to your company decides to buy a new company or wants to diverse the vessel you don't want the infrastructure getting in the way of those business decisions so it's it's certainly economics but it's a lot of it has to do with the fact that as you said the pace of change is so great that the only way to ensure that you can keep up is to focus on where the change really needs to be and diminish I focus on where the change isn't as required that make sense it does make sense in you know one of the things that you know degrees of freedom that customers also want is we're finding you know they're pretty used to being able to configure servers and choose their own server all right so the idea that we give choice right running software on a server where you get to choose right i mean we have what 15 different partners right server partners building something called a vc n ready node right so you can take our software pre-configured right to strip out the integration risk if you will there's also some customers who just want like the simplest easiest fully integrated we're working with emc that VX rail product is an integrated CDW offers both of these right so for customers who want just to say I want a single point of support integrated backup I mean that's a world-class product right as an integrated appliance that's one way to buy right one way to deploy but on the other hand if I'm a ucs shop I can go and say hey here's how i get a ucs if I may HPE shop here's how I do it 100 right all works all precor oh oh ya habla del e course right exactly yeah yeah thank you for that by the way so no sway be back yeah value out of the right there we go exactly yeah you know last before your eyes therefore that's all good right right but this this choice right i mean it's interesting because certainly customers are looking at like what level of choice and flexibility do they want and this server choice right is a big one yeah yeah it there's the reason why people buy servers isn't because it's a specific brand I mean you know if you if you look at the open up servers and you look inside it's really it's Intel processors or maybe an AMD processor a bunch of ram and some disks the the software that the vendors offer to manage those or what's important and and it's funny since vcenter mm-hmm even before it was vcenter you know just I guess 20 was it being able to integrate the management of the servers into vcenter and having all those sensors and all that stuff kind of bubble up into vcenter is huge and be able to hook in and take like we realize automation or viewer orchestrator and make it to pull the physical hardware as well as a virtual it's it's big have that in with ES and it just kind of makes it easy so Dave's you working with a lot of customers every single day yep they are also starting to deploy cloud or at least procure plot proud as part of their core strategy talk a bit about about talk a little bit about the challenges associated with intercloud communication and a role that brutalization plays yeah yeah so it's it's still kind of the wild wild west out there with with that I know you know VMware with NSX trying to and that with the new announcements and I haven't fully digested all this stuff from yesterday but it was out just the idea of providing that that kind of peanut butter of policy you know for security and networking and all that from you know whatever you need to keep up button the other way that's a technical term I like that or Paula I like that I have more creative butter of policy in your private cloud and being able to kind of spark that up in in whatever public cloud you choose to use kind of brings that core via you know so vmware's message was always whatever Hardware you have your choice now it's whatever cloud you have your choice yeah it kind of makes sense now and and yet security and the networking is is the biggest piece of it and that if you look at the NIS T official version of hybrid cloud it's it's being able to move things back and forth seamlessly and that's what it brings his David a big part of this cross cloud message right and there's an obligation and it turns out I I'd argue that your most strategic engagement with the cloud is actually data alright VMS you can spin up spin down right there transitory it's on or off but you know the decision about where you place data is long-standing what do and what data sovereignty issues about you know it takes you know data is not quick to move anywhere right so it takes time and it takes you know from a cost standpoint right you all of a sudden lock yourself in on data to keeping it going right so those sort of issue didn't if you want to take it back by the way you know there's some egress fees and other things to go and manage so what we announced right in this cross cloud world about how we're running for example you know in IBM SoftLayer right and you can now spin up vcn and soft layer right and see the same policy based management right across the cloud now right I mean that extension right into the public clouds right is a really interesting way for us to go and talk about moving from just a storage you know provide into a data services data management right that becomes a key element how do you convince people to be early adopters then of that because now that they're making decisions that not that they they all matter that are those matter maybe a little more is it really early adoption though this far into the game I mean wow I mean everybody we came out a transitory element yeah you're saying ok I want you to take another step yeah I want you go a little further out and so that's what I was saying well here's here's where I'd let me out a little bit too that is what I'd say is that you said data management yes i would say data Asset Management's there that's so you know we were talking earlier digital business is about how you're going to apply data differently to retain and sustain your customers and so this point ocean of data as an asset you really elevates this conversation about what data where when all those other things and to the degree that virtualization simplifies those conversations it's going to have a major impact on business flexibility agility even designed so you guys agree so degree yes so think about that and and I have to credit a vmware se his name is Paul Rowan think of NSX as kind of a bodyguard okay and every chunk of data whatever it is as a bodyguard kind of leading them leading the way and protecting that piece of data from whatever it is that it needs to protect it wherever it goes and that's really a real simple analogy so it's not just I have to configure a firewall over here and make sure that if it goes into cloud that that firewall has the same rules it doesn't matter anymore because my bodyguards going with me and and and I'm that bodyguard is making sure that all the policies are applied no matter where I end it also opens up new areas you know when you talk about data asset management now I started thinking about well you know maybe I want to do some big data analytics I'm where my data is right where where do i locate it right and you could locate different places for sovereignty security local performance for example right back up any geolocation issues right and then I also started thinking of a policy base rate we call source policy based management and that sort now it says you know it's not just capacity right maybe want to be thinking of a performance right how do I think about allocating performance how do I think about managing performance across different assets for example right so lot I mean this is what's exciting i think is once you start where we've started from which is at the hypervisor level you're at a natural architectural injection point to go and say we could take all of these pieces in and very efficiently go and manage them provide new functionality right that's a really interesting way as customers trying an SS like my date it may not just be here anymore right may be out here may be out there how do i go and get a handle on that that's true once you hit that inflection point where in the industry starts coming to you right that's right VMware's clearly hit that point and then some yeah interesting well we've had peanut butter policy we've had bodyguards i wish made more time to do morals of wisdom okay the big IT stop sign I like that too are you good thanks for joining this guy's thank you have a great show all right our coverage on the cube vmworld continues in just a moment here from Las Vegas