>>Live from Copenhagen, Denmark. It's the cube covering Nutanix dot. Next 2019 brought to you by Nutanix. >>Welcome back everyone to the cubes live coverage of Nutanix. Dot. Next we are here in Copenhagen, Denmark. I'm your host, Rebecca Knight, along with Stu minimun. We are joined by Nicola Bosun awic. He is the VP GM desktop services at Newtanics. Thanks so much for coming on the show. And also you piss Carr who is an industry analyst and and the many time guest on the cube. That's right. Thank you so much for coming on the show. So you are actually the founder of frame and frame was bought by Nutanix a about a year ago. So tell us a little bit about the acquisition, how its acquisitions are challenging. How has it has, how has it been going? >>It's mayor great year. Uh, there's no better place than a tannics to do end user computing in VDI. And that's what frame was all about. How we make it simple. Uh, that was also all about Newtanics. How do you make computing simple, fast, delightful, and um, we've done, uh, so many things to really bridge that world of on prem and cloud off traditional legacy VDI, like Citrix and VMware on hyperconverged infrastructure and now new broker like frame. And we are really looking at that as one end user computing team and just do what's right for the customers. So it's been a blast. Yeah. Nicola, you know, last year when we had you on, we talked a lot about frame, so you've got a broader mandate now to do the whole desktop services. Give us your view of the landscape a little bit out there as you know, definitely. >>I understand, you know, VDI traditionally, boy was it complicated building that stack, the infrastructure and the software pieces. Um, you know, where are your customers today and you know, how's the industry doing it a whole on that modernization journey. >> Uh, it, as I said, it's been a great 12 months. If you're in VDI. A lot of people who are in the traditional VDI world with brokers like Citrix and VMware are looking to modernize their data centers and there is no better options than uh, hyperconverged and Newtanics to have bite size and linearly, um, scaled infrastructure, run VDI. We continue to innovate, we continue to work closely with um, the vendors, especially Citrix. Um, and at the same time as the focus is shifting to the public clouds, uh, we are, um, having our own opinion and how the broker in the public cloud should look like with frame and then mixing and matching where the desktops really are and really looking at very, um, industry and vertical specific use cases. We're seeing lot of new adoption in healthcare and financial services and with frame, we're seeing a lot of new use cases in education and public sector as well. Right. >>Is this, is this jiving with what you see as the terms of the way they're positioning themselves and what you're hearing from your sources in the market? >>Yeah, absolutely. I mean, um, you know, given the trend that, you know, applications are going into the cloud, um, it makes sense to kind of pick up those, you know, those applications that are harder to virtualize, harder to move to the cloud and you know, find a way to bring them to the cloud as well. To bring that, I don't know, that cloud like experience for the older applications as well. Um, and then the other hand there's, you know, the simplicity of running the, um, the older desktops. Uh, the traditional VDI just likes to set, I mean, it's difficult to set up that whole environment to manage it, to make sure it continues to operate and then to have something that kind of replaces that with a simple solution. I mean, that's what customers are looking for. Yup. >>Nicola, I know some of the conversations I had years ago was, you know, it's not even desktop. It's, it's about my applications, it's about my users. It's about how things, things are changing. They're in today's world where have many customers who are trying to do SAS first. You know, how, how do you, I guess, reframe that conversation of, you know, what was, you know, we spent over a decade with that VDI discussion. Look, I think we're going to end up, when it comes to infrastructure and when it comes to virtualization, we're going to come ups where some somewhere in the middle where not everything's going to be public cloud and that everything's going to be on prem. It's going to be somewhere in the middle of when it comes to application delivery versus full desktops. It started obviously with app virtualization, but more and more people are looking at delivering full desktop solutions. >>There is a great benefit to it, consistent performance, um, you know, isolation and security or some things that come to mind and we are now able to deliver great performance. Look at windows 10, which is a big migration. We can deliver great windows 10 performance using Citrix or using frame and um, for example, some of the innovation that NVIDIA's bringing to market with a virtualizing GPS. So for the longest time it was a niche and as becoming more of a mainstream, if you just want your desktop to be scrolling smoothly, you'll probably need your GPU. So I think that's where a VDI and a simplicity of VDI, um, really takes over. >>So you are talking about speed and security. What about design? How does that play into it? >>Well, kind of Newtanics is all about, you know, data delivery, design and delight. And a, I think with end user computing, uh, it's end user for a reason. It's experienced by a user, it's experienced by an administrator, and at the end of the day, best user experience is going to win. So for administrators, if they can install their applications and manage them in one click, that's a great benefit. Then that's what we bring with combination of hybrid converged and a frame. Same goes for end user experience, um, as opposed to, let's say 10 years ago when everybody was in a wired network. Uh, these days people work from anywhere. They work from Starbucks, they work over and allows a seller a. So it's very important to have that user experience. Um, you know, uh, be delightful. And, um, that's something that we're very focused on. Yeah. I think I've had so many discussions this year about kind of the CX, the customer experience as well as the employee experience. So, you know, I would think that this whole EUC discussion ties it. What, what are you hearing from them and seeing out there? >>So, you know, the, the whole, the whole discussion about experience. Um, I think it's really important. I mean, employees have to do their job. They are given the tools to do the job, but sometimes the tools that are given or you know, slightly older, um, they may not be modern, they may not be web-based, they may not be performant or, so the issue is how do you, you know, in a very specific niche and a very specific use case, how do you make sure that the older application will actually continue running? Right? Um, how do you bring that, you know, windows application into a, um, into a framework where you can actually work with it everywhere on any device? Right. And that's, that's of where, where I see the, um, um, the wish for a good employee experience cannot be broken down by the technical technical limitations of what applications can do. Right. Um, and the issue is, you know, not every application is cloud native, not every, every application runs in the cloud. So you have to have something that kind of bridges that gap between, you know, on the one hand what you want to offer to the employee and the other hand what you're kind of forced to use in specific use cases. Um, there's just no other way than, you know, w using that old windows application. Yeah. >>Nicola, once again, I think back to some of the years of talking about VDI deployments and it was like up, well, organizationally, we're now off to have the desktop team versus the server team and the storage people need to get involved. And you brought a customer to come talk to the analyst yesterday and they didn't, they were like, we don't want to worry about any of this. We want to worry about our application, what's going on. So help, help explain a little bit, kind of some of the transformational potential of the new model. It's almost the same way we can hyper converged compute within storage and hypervisor. We're hyper converging all these different roles from the storage role to the it role to the business for all where to be honest, you don't need three separate people or three separate teams to do it. Um, solutions like, um, frame for example, make it possible to do that from a single pane of glass and to manage it all. So the customer that we had yesterday is doing that thing. Exactly. And it's not going even to there. It, um, in some cases, um, like, Oh customer we're going to have tomorrow Vodafone, uh, that is, they're on a hyperconverged still has lot more than what I'd call a legacy. It's 5,000 applications delivered to 50,000 concurrent users and they're just doing a new refresh shot. It's here to stay. VDI is here to stay. Yeah. What are >>you see as some of the biggest challenges facing companies like Nutanix? Um, particularly in this space? >>So, I mean, the biggest challenge is going to be integration, right? I mean Nutanix is becoming a big company. It's up to you, I don't know, 5,500 people. I think it's a big company. It's a lot of products that, you know, the portfolio is expanding. And so making sure that all of those solutions fit into the portfolio. And again, coming back to that experience, right? Um, so can candidates annex deliver a solution for many different problems within the data center and Indiana briars cloud without it seeming to be, you know, different products that are not integrated where the user experience is bad. I mean, we've all been there where you try to run a data center and you got bogged down with all of the details simply because the products that you use are not integrated. Um, so I think, you know, from, from any tannics perspective, making sure that everything's integrated and worked well with all of the other products in a portfolio, that's going to be the big challenge for the next year. You know, Nicola, we had Dera John this morning and he talked about those experiences. You know, customers shouldn't have >>Oh my gosh. You know, I looked on the slide and there's 30 different Nutanix products and I can't even spell all of them. Um, you know, uh, so, uh, tell us a little bit about, uh, you know, integrating frame through and making sure a desktop just becomes a, you know, a piece of that experience. The big switch for us as being thinking about solutions, not products for that same reason because there's so many products right now in a portfolio and end user computing or VDI has been one of the key solutions that we are focusing on in the next 12 and 24 mods. So would, that really means is that all the products are designed to work seamlessly. So it starts with your, um, hyper-converged, um, widths, um, Citrix as a broker, horizon as a broker, a frame as a broker, but it extends way beyond that. >>So talking about files, you obviously need your enterprise file server that is very, very seamlessly integrated with the end user computing solution. Same goes for flow. You can now have boundaries of who can access VMs or now we have identity based micro segmentation. Um, and then, uh, things like beam where you can seamlessly again have one-click integration and now how much is something costing you right now and how much the same workload would cost you if you ran it on prem or in a different cloud. So I think all of these things are designed to work seamlessly and we spend a ton of time, I mean literally a ton of time to get together with all the teams and to make sure that that user experience is as seamless as possible. >>So I want to go deeper into your past when at the age of 22, you helped lead a revolution that overthrew Slobodan Milosevic. I want to know the lessons that you learned as a revolutionary and how and how you apply them to the technology industry today. I mean because there is a lot of, you know, move fast and break, which is what you were doing then. Yeah. >>Now also like, ah, I, I spoke to a group of executive last night and mentioned, um, uh, those times in the 90s. I grew up in Serbia where the rest of the world was going for dotcom. Boom. We were dealing with, um, um, basically Yugoslavia breaking apart and in 96, from, um, um, pretty anonymous student in the, in a crowds after Milosevic's stolen election, um, I became the leader of what was a very, uh, uh, natural, but also very attentive, um, movement. Uh, within four weeks I was sitting with him just like this, negotiating and negotiating with about a hundred thousand people yelling and screaming under his window, and he had to, um, reverse the results of his election fraud. It took another couple of years. Then we got rid of him. The lesson that I learned at a very young age and just, you know, things just happen was that if you do things in an authentic way, if you speak with conviction ed the right time, you know, there, there are no things that you can do. >>And that was probably the revolutionary spirit that Newtanics shares when I met Dhiraj that, uh, you know, everything's possible that incumbencies not are insurmountable. And that's what led me to move to the U S um, go to my grad school, get BHD start gobbling companies. And looking back, I'm in my mid forties right now. It's pretty crazy to looking at the odds and they'll, what it takes to build a company, make it successful and how risky that is. Just going through some of these experiences when I was in my early twenties, certainly helped me. And, um, I think we'll live in the day and age where the risk is probably overestimated and that we should probably all take more risk. Uh, in modern day and age, the gain is potentially very large and the risk is relatively small. >>Those are that, that's great. But then the timing is everything too >>thing. And I know there was, um, a fall of two 96 20 cup, 20 something years ago. And I remember, um, you know, the biggest lesson that I've learned, if we've done exactly the same thing and we've done it 10 times better six months before or six months after, it wouldn't happen. It was really the right moment and the right wave of underlying energy that if you serve that way the right way, you can move mountains. But it's really important to have a krill clear message to do it with conviction and to do it the right time. >>Right. So it's a little bit of luck, but then also the willingness to take a risk. Absolutely. Excellent. Well, thank you so much. You've and Nicola. Thank you. It was a pleasure talking to you both. Thank you. Thank you. I'm Rebecca Knight for Stu Miniman. We will have more coming up tomorrow from nutanix.next.

>>live from Copenhagen, Denmark. It's the Q covering Nutanix dot next 2019. Brought to you by Nutanix. Okay, Welcome back, everyone. To the Bella Centre in Copenhagen, Denmark. We are kicking off day two of the cubes live coverage of dot Next Nutanix the Nutanix show dot Next I'm your host, Rebecca night sitting alongside stew. Minutemen, of course, Do. The word of the day is delight. And in Copenhagen, Denmark, which is a year after your voted the most happy, the happiest country, the country that coined the term Hugh Ge, which means a sense of well being. What do you think delight It means in the context of this show in particular. >>Yeah, Rebecca. Right yesterday I thought I only knew one word. Ivan tackle. It was, Thank you, of course, but Hugh GE is actually one I I'd read about cause it's interesting. The study of happiness. They actually have an institute here in Denmark on talk about it. As you said, the people are some of the happiest. You say, Wow, it's, you know, often cold and rainy and things like that. But they do look into the study of delight, and it's it's something that I find pretty fascinating. I read a book by Tony Shea, who's the founder and CEO of Zappos talked about. You know, we all talk about where you want to go in career and what you want to do. But you know, how do we actually understand happiness and bringing it to the Tannic Show? Definitely. There is a certain joy from the community here. We've had a lot of talk with some of the practitioners as well as some of Nutanix employees, they want to say customer focused. They wantto, you know, build these experiences as the CEO Dheeraj Pandey said. And therefore, it's not about that that product, because so much in technology it's that new, shiny thing that we understand. Oh, it's never a silver bullet, and there's always the repercussions. And how do I have to reorganize? Things change so fast and technology. But if I could have experienced with the example get used all the time, is you know what would transform when we move to you know, the smartphone revolutionized by the iPhone or so many other things that just pull together, that that simplicity that gets baked in the design, something we've talked about both, You know, in Denmark as well as from the Nutanix discussion s o. So pulling those pieces together kind of a left brain right brain all pulling together. It has been interesting. And yeah, it gives kind of a highlight as to why Copenhagen was a nice place. Definitely. We've enjoyed, you know, being here at the show. >>Absolutely. And I think you're you're you're you're right on or we'll be talking a lot about designed today because delight is one of those again. It's something ineffable quality. You don't know you're being delighted because you're just being delighted. It's just nice at the ease of use. And in Monica Kumar, who we had on the show yesterday, of course, was talking about all all of the elements that go into that, taking 10 clicks and making enemies e swipe, eliminating downtime just a kn easy, intuitive use, which is which is absolutely what goes into delighting customers. We're gonna have a teacher. I'm a Chandran on the show today, talking Maura about designed to, uh, tell me about the energy of the show. We're gonna get into Nutanix a bit more today too. But just what do you think about the energy? Ah, what what you're feeling. >>So there are certain shows that we go to where we know that you have the true believers at the show. Splunk sw dot com is one where they all love the geeky T shirts that they get and people enjoy their service. Now, another one. A lot of the software companies it transformed the way they think. And then then they work. S O. You know, Dave wanted for years would tell me about that community community I know. Well, the VM world community. This reminds me of earlier days in VM World VM wear, you know, is dominant in their space. But, >>you know, >>they're shows. Not exactly. You know, a There are parties and their friends that we get together and one of the best communities in the industry. But, you know, it's a much, much bigger company. When you're 60,000 people and things like that, there's not as much of the kind of smaller, you know, touch and feel. You know, we heard from Monica yesterday. She talked about right when she joined the company. You know, somebody she knew would reached out about an issue that need to be worked out and just seamless, all swarming to solve that issue. Something, you know, I've done it. Some companies I've worked out where you know what teams pulling for. You know, the customer comes first and you get things done. So the customers here definitely are highly engaged, very excited because the experience of using the solution has made their lives easier and transfer help them transform their business. You know, that goal of I t helping toe not only support but be a driver of the business is exciting. >>So So exactly. And this is what we're gonna be talking about today to new tenants. They have this passionate customer base which they will need as they are a maturing company. So not now They're 10. They're hitting their their tween age years. So talk a little bit about what you're seeing about Nutanix trajectory and what it needs to do to to hit those next steps. >>S o. You know, the discussion for the last two years has been the move from removing hardware for something that they sold, which was always it was the software that was important and changes really passed along the hardware to this move to subscription, and along with that, it isn't just the same core a OS Nutanix software and some of the pieces that go with it. But really, they're expanding beyond infrastructure software to some of the application software. So yesterday we had Nikola, who's the CEO of Frame Frame, is desktop as a service S O. That was the type of software that sat on top of Nutanix or on top of the cloud expanding in that market. We're going have Bala on today to talk about ERA its database database absolutely an application that's that on Nutanix. But now they're building some of these applications. It's interesting. Almost 10 years ago, VM where tried to get into the application space they bought an email company they bought a social company on. Really, that didn't pan out well for them. Amazon does not sell many of their. They sell some of their own application, but most of them are an open source solution that is then delivered as opposed to the building applications. On top of a building applications is that the realm of Oracle on Microsoft and IBM have these, so it positions Nutanix in it in a little bit of different space. And how much are they going to have the customers that bought the platform that will build the service's leverage? The service is on top of them versus how many customers will come to them because of that application. Say, Oh, well, you know, database is one of those challenging things. If I could just have a nice, simple solution and maybe that's in the cloud. Or maybe it is on, you know, Nutanix environment in their data center on their server of choice. You know there are some Pastor Newtown is going forward to a much broader tam, but it's much broader competition, too, and you know their sales force and there's go to market their there's partners we're gonna spend a little time talking about, like the systems integrators today s Oh, it is a big, vast sea out there in the I T World. Nutanix has carved out a nice position where they are today, but, you know, opening up a number of areas of adjacent seas that they're going. So as they ride the software wave that they're pushing, it's an interesting one to set them up for the next 10 years. >>Absolutely. So what do you see are the biggest headwinds facing Nutanix right now. But as we've said, they have a passionate customer base. They've on the main stage. This morning we heard about their high net promoter score. We heard about there. They're amazing customer retention s o much repeat business. What do you think, though, Is is sort of the main What should be keeping dear Ege Pandey up at night. >>So one of the biggest challenges is you know, your 5000 person company. How do you keep growing at that pace? How can I hire we heard in Europe? It is a you know what it is a challenging market to hire. You are no longer that small startup that I'm going to get some AIPO bang for Buck. Now I'm a public company, you know, and you know, their stock incentives and things you can do. But Nutanix has a number of areas that they think they have exciting ways for people to be a part of some of these next waves that they're pushing. But that that is a big challenge. There is really cooperative in out there. We've spent much time talking about the ecosystem. They have a decent ecosystem, but their position in the cloud world Is there a player amongst many, many Betty, you know, hundreds, if not thousands, of companies out there When if you go to Amazon, reinvent you confined the Nutanix booth. But it's not one of the big players there you go to the Microsoft show, go to the Google shows. They are a small piece of that. And when we asked peerages, How do you position yourself and how do you, you know, get awareness in this environment? So when they had to down quarters, it was definitely marketing and sales, where the areas that they said they could not hire fast enough so they are going to need to invest more and they still aren't profitable. So we're almost three years past the I po. If you look at the transition to software, their revenues have been relatively flat. Their margins have been going up. But the market will not reward them if they can't keep the growth going. And, you know, start getting closer to that full profitability. >>Exactly, exactly. Well, these are all gonna be topics that we're going to dig deeper into today. We've got a great lineup of gas. And then, of course, the final keynote speaker. One of your faves. >>Yeah, Well, Kit Harington. Rebecca, What did you think of Carolina? >>She was fantastic. And I think what was really exciting about the interviewee, er was name Is Hae a friend of yours? Uh was It was how he was really drawing these analogies to Nutanix journey. It's similar to that of a professional athlete, and that is someone who who's getting knocked down and has to get back up against someone who's hit winning a few things, winning some business here, but she still needs >>She made a great point where said right. You know, the day after she was named number one, her father was like, Well, you need to get lower. You need to do this. And she's like, Wait, I'm number one. But you have to keep working or everyone will come after you. And so Nutanix is in a strong position, but absolutely they know that they need to keep working and training and improving listening to their customers to move forward. >>Absolutely, absolutely. So so. I think she had a lot of lessons for for Newtown Road, for the Nutanix community to so stew. I'm excited. For Day two, We're gonna have a lot of great custom, bloody great customers and Nutanix people on the show today to >>looking forward to it. And they had a fun party last night. They had the DJs were bumping. They had nice international food, some art and some interesting people dressed up as >>hedges and food >>and things walking around. So it was a little bit weird, but a lot of fun. >>And they're the happiest country in the world. What can we say? I'm Rebecca Knight. First Amendment, stay tuned for more of the cubes. Live coverage of Nutanix dot next.