>> Narrator: From around the globe, it's theCUBE with coverage of the Global .NEXT Digital Experience brought to you by Nutanix. >> Welcome back, I'm Stu Miniman and this is theCUBE's coverage of the Nutanix .NEXT Digital Experience. We've got two of the c-suite here to really dig into some of the strategy and partnerships talked at their annual user conference. Happy to welcome back to the program two of our CUBE alumni first of all, we have Tarkan Maner. He is the Chief Customer Officer at Nutanix and joining us also Rajiv Mirani, he is the Chief Technology Officer, CTO. Rajiv, Tarkan, great to see you both. Thanks so much for joining us on theCUBE. >> Great to be back. >> Good to see you. >> All right. So Tarkan talk about a number of announcements. You had some big partner executives up on stage. As I just talked with Monica about, Scott Guthrie wearing the signature red polo, you had Kirk Skaugen from Lenovo of course, a real growing partnership with Nutanix, a bunch of others and even my understanding the partner program for how you go to market has gone through a lot. So a whole lot of stuff to go into, partnerships, don't need to tackle it all here upfront, but give us some of the highlights from your standpoint. >> I'll tell this to my dear friend Rajiv and I've been really busy, last few months and last 12 months have been super, super busy for us. And as you know, the latest announcements we made the new $750 million investment from Bain capital, amazing if by 20 results, Q4, big results. And obviously in the last few months big announcements with AWS as part of our hybrid multicloud vision and obviously Rajiv and I, we're making sale announcements, product announcements, partner announcements at .NEXT. So at a high level, I know Rajiv is going to cover this a little bit more in detail, but we covered everything under these three premises. Run better, run faster and run anywhere. Without stealing the thunder from Rajiv, but I just want to give you at a high level a little bit. What excites us a lot is obviously the customer partner intimacy and all this new IP innovation and announcement also very strong, very tight operational results and operational execution makes the company really special as a independent software vendor in this multicloud era. Obviously, we are the only true independent software vendor to do not run a business in a sense with fast growth. Timed to that announcement chain we make this big announcement with Azure partnership, our Nutanix portfolio under the Nutanix cluster ran now available as Bare-Metal Service on Azure after AWS. The partnership is new with Azure. We just announced the first angle of it. Limited access customers are taking it to look at the service. We're going to have a public preview in a few months, and more to come. And obviously we're not going to stop there. We have tons of work going on with other cloud providers, as well. Tying that, obviously, big focus with our Citrix partnership globally around our end user computing business as Rajiv will outline further, our portfolio on top of our digital infrastructure, tying the data center services, DevOps services, and you user computing services, Citrix partnership becomes a big one, and obviously you're tying the Lenovo and HP partnership to these things as the core platforms to run that business. It's creating tons of opportunity and I'll cover a little bit more further in a bit more detail, but one other partnership we are also focusing on, our Google partnership and on desktop as a service. So these are all coming to get around data center, DevOps, and user competent services on top of that amazing infrastructure Rajiv and team built over the past 10 years. I see Rajiv as one of our co-founders and one side with the right another. So the business is obviously booming in multiple fronts. This, if by 2020 was a great starting point with all this investment, that bank capital $750 million, big execution, ACD transition, software transition. And obviously these cloud partnerships are going to make big differences moving forward. >> Yeah, so Rajiv, want to build off what Tarkan was just saying there, that really coming together, when I heard the strategy run better, run faster, run anywhere, it really pulled together some of the threads I've been watching at Nutanix the last couple of years. There's been some SaaS solutions where it was like, wait, I don't understand how that ties back to really the core of what Nutanix does. And of course, Nutanix is more than just an HCI company, it's software and that simplicity and the experience as your team has always said, trying to make things invisible, but help if you would kind of lay out, there's a lot of announcements, but architecturally, there were some significant changes from the core, as well as, if I'm reading it right, it feels like the portfolio has a little bit more cohesion than I was seeing a year or so ago. >> Yeah, actually the theme around all these announcements is the same really, it's this ability to run any application, whether it's the most demanding traditional applications, the SAP HANA, the Epics and so on, but also the more modern cloud native application, any kind of application, we want the best platform. We want a platform that's simple, seamless, and secure, but we want to be able to run every application, we want to run it with great performance. So if you look at the announcements that are being made around strengthening the core with the Block Store, adding things like virtual networking, as well as announcements we made around building Karbon platform services, essentially making it easier for developers to build applications in a new cloud native way, but still have the choice of running them on premises or in the cloud. We believe we have the best platform for all of that. And then of course you want to give customers the optionality to run these applications anywhere they want, whether that's a private cloud, their own private data centers and service providers, or in the public cloud and the hyperscalers. So we give them that whole range of choices, and you can see that all the announcements fit into that one theme: any application, anywhere, that's basically it. >> Well, I'd like you to build just a little bit more on the application piece. The developer conversation is something we've been hearing from Nutanix the last couple of years. We've seen you in the cloud native space. Of course, Karbon is your Kubernetes offering. So the line I used a couple of years ago at .NEXT was modernize the platform, then you can modernize all of your applications on top of it, so where does Nutanix touch the developer? You know, how does that, building new apps, modernizing my apps tie into the Nutanix discussion? >> Yeah great question, Stu. So last year we introduced Karbon for the first time. And if you look at Karbon, the initial offering was really targeted at an IT audience, right? So it's basically the goal was to make Kubernetes management itself very easy for the IT professional. So essentially, whether you were creating a Nutanix, sorry, a Karbon cluster, or scaling it out or upgrading Kubernetes itself. We wanted to make that part of the life cycle very, very simple for IT. For the developer we offered the Vanilla Kubernetes system. And this was something that developers asked us for again and again, don't go around mucking around with Kubernetes itself, we want Vanilla Kubernetes, we want to use our Kube Cuddle or the tools that we're used to. So don't go fork off and build the economic Kubernetes distribution. That's the last thing we want. So we had a good platform already, but then we wanted to take the next step because very few applications today are self contained in the sense that they run entirely within themselves without dependence on external services, especially when you're building in the cloud, you have access, suppose you're building an Amazon, you have access to RDS to manage your databases. Don't have to manage it yourself. Your object stores, data pipelines, all kinds of platform services available, which really can accelerate development of your own applications, right? So we took the stand said, look, this is good. This is important. We want to give developers the same kind of services, but we want to make it much more democratic in the sense that we want them to be able to run these applications anywhere, not just on AWS or not just on GCP. And that's really the genesis of Kubernetes platform services. We've taken the most common services people use in the cloud and made them available to run anywhere. Public cloud, private cloud, anywhere. So we think it's very exciting. >> Tarkan, we had, you and I had a discussion with one of your partners on how this hybrid cloud scenario is playing out at HP discover, of course, with the GreenLake solution. I'm curious from your standpoint, all the things that Rajiv was just talking about, that's a real change, if you think about kind of the traditional infrastructure people they're needing to move up the stack. You've got partnerships with the hyperscalers. So help explain a little bit the ripple effect as Nutanix helps customers simplify and modernize, how your partners and your channel can still participate. >> So perfect, look, as you heard from Rajiv, this is like all coming super nicely together. As Rajiv outlined, with the data center, operations and services, DevOps services, to enable that faster time to market capable, that Kubernetes offering and user services, our desktop services on top of that classical industry-leading, record-breaking digital infrastructure. That hybrid cloud infrastructure we call today. You play this game with devoting a little bit, as you remember, we used to call hyper-converged infrastructure. Now we call it of the hybrid cloud infrastructure, in a sense. All those pieces coming together nicely end-to-end, unlike any other vendor, and from a software only perspective, we're not owned by a hardware company which is making a huge difference. Gives us tremendous level of flexibility, democratization, and freedom of choice. Cloud to us is basically is not a destination. It's an operating model. You heard me say this before, as Rajiv also said. So in our strategy, when you look at it, Stu, we have a three pronged approach on top of our on-prem, marketplace on-prem capable. There's been 17,000+ customers, 7,000+ channel and strategic partners. Also as part of this big announcement, this new partner program we called Elevate, on the Elevate brand, bringing all the channel partners, ISEs, platform partners, hyperscalers, Telco XPSs, and our global market partners all in one bucket where we manage them, simply the incentives. It's a very simple way to execute that opposite Chris Kaddaras, our Chief Revenue Officer, as well as Christian Alvarez, our Chief Partner Officer sort of speaking on global goal, the channels, working together tightly with our organization on the product front to deliver this. So one key point I want to share with you, tying to what Rajiv said earlier on the multicloud area, obviously we realize customers are looking for freedom of choice. So we have our own cloud, Nutanix cloud, under the XI brand. X-I, XI brand, which is basically our own logistics, our own basically, serviceability, payment capability and our software, running off our portal partnerships like Equinix delivering that software as a service. We started with disaster recovery as a service, very fast growing business. Now we announced our GreenLake partnership with HPE in the backend that data center as a service might be actually HP GreenLake if the customer wants it. So that partnership creates huge opportunities for us. Obviously, on top of that, we have these Telco XSP partnerships. As we're announcing partnerships with some amazing source providers like OBH. You heard today from college Sudani in society general, they are not only using AWS and Azure and Nutanix on-prem and Nutanix clusters on Azure and AWS for their internal departments, but they also use a local service provider in France for data gravity and data security reasons. A French company dealing with French business and data centers, with that kind of data governance requirements within the country, within the borders of France. So in that context we are also the service provider partnerships coming in. We're going to announce a partnership with OVHS vault, which is a big deal for us. And tying to this, as Rajiv talked about, our clusters portfolio, our portfolio basically running on-prem on AWS and Azure. And we're not going to stop there obviously. So give choice to the customers. So as Rajiv said, basically, Nutanix can run anywhere. On top of that we announced just today with Capgemini, a new dev test environment is a service. Where Rajiv's portfolio, end-to-end, data center, DevOps, and some of the UC capabilities for dev test reasons can run as a service on Capgemini cloud. We have similar partnerships with HCL, similar partnerships with (indistinct) and we're super excited for this .NEXT in FI21 because of those reasons. >> Rajiv, one of the real challenges we've had for a long time is, I want to be able to have that optionality. I want to be able to live in any environment. I don't want to be stuck in an environment, but I want to be able to take advantage of the innovation and the functionality that's there. Can you give us a little bit of insight? How do you make sure that Nutanix can live these environments like the new Azure partnership and it has the Nutanix experience, yet I can take advantage of, whether it be AI or some other capabilities that a Google, an Amazon or a Microsoft has. How do you balance that? You have to integrate with all of these partners yet, not lock out the features that they keep adding. >> Right, absolutely, that's a great point, Stu. And that's something we pride ourselves on, that we're not taking shortcuts. We're not trying to create our own bubble in these hyperscalers, where we run in an isolated environment and can't interact with the rest of the services they offer. And that's primarily why we have spent the time and the effort to integrate closely with their virtual networking, with the services that they provide and essentially offer the best of both worlds. We take the Nutanix stack, the entire software stack, everything we build from top to bottom, make it available. So the same experience is there with upgrades and prism, the same experience is available on-prem and in the cloud. But at the same time, as you said, we want people to have full speed access to cloud services. There's things the cloud is doing that will be very difficult for anybody to do. I mean, the kind of thing that, say Google does with AI, or Azure does with databases. It's remarkable what these guys are doing, and you want to take advantage of those services. So for us, it's very, very important, that access is not constrained in any way, but also that customers have the time to make this journey, right? If they want to move to cloud today, they can do that. And then they can refactor and redevelop their applications over time and start consuming these sales. So it's not an all or nothing proposition. It's not that you have to refactor it, rewrite before you can move forward. That's been extremely important for us and it's really topical right now, especially with this pandemic. I think one thing all of IT has realized is that you have to be agile. You have to be able to react to things and timeframes you never thought you needed to, right. So it's not just disaster recovery, but the amount of effort that's gone in the last few months in enabling a distributed workforce, who thought it would happen so quickly? But it's a kind of agility that, an optionality that we are giving to customers that really makes it possible. >> Yeah, absolutely. Right now, things are moving pretty fast. So let me let both of you have the final word. Give us a little bit viewpoint, as things are moving fast, what's on the plate? What should we be expecting to see from Nutanix and your ecosystem through the rest of 2020, Tarkan? >> So look, heard from us, Stu, I know you're talking to multiple folks and you had this discussions with us, end-to-end, and look for the company to be successful, customer partner intimacy, IP innovation, and execution, and operational excellence. Obviously, all three things need to come together. So in a sense, Stu, we just need to keep moving. I give this analogy a lot, as Benjamin Franklin says, the human beings are divided in three categories, you know? The first one is those who are immovable. They never move. Second category, those who, you know, are movable, you can move them if you try hard. And obviously third category, those who just move. Not only themselves, but they move others, like in a sense, in a nice way to refer to Benjamin Franklin, with one of our key founders in the US, in a sense as the founders of this company, with folks like Rajiv and other executives, and some of the newcomers, we a culture, which just keeps moving and the last 12 months, you've seen some of these. And obviously going back to the announcement day, AWS, now Azure, the Capgemini announcement then test as a service around some of the portfolio that Rajiv talked about or a Google partnership on desktop as a service, deep focus on Citrix globally with Azure, Google, and ourselves on-prem, off-prem. And obviously some of the big moves were making with some of the customers, it's going to continue. This is just the beginning. I mean, literally Rajiv and I are doing these .NEXT conferences, announcements, and so on. We're actually doing calls right now to basically execute for the next 12 months. We're planning the next 12 months' execution. So we're super excited now with this new Bain Capital investment, and also the partnership, the product, we're ready to rock and roll. So look forward to seeing you soon, Stu, and we're going to have more news to cover with you. >> Yeah, exactly right, Tarkan. I think as Tarkan said we are at the beginning of a journey right now. I think the way hybrid cloud is now becoming seamless opens up so many possibilities for customers, things that were never possible before. Most people when they talk hybrid cloud, they're talking about fairly separate environments, some applications running in the public cloud, some running on premises. Applications that are themselves hybrid that run across, or that can burst from one to the other, or can move around with both app and data mobility. I think the possibilities are huge. And it's going to be many years before we see the full potential of this platform. >> Well Rajiv and Tarkan, thank you so much for sharing all of the updates, congratulations on the progress, and absolutely look forward to catching up in the near future and watching the journey. >> Thanks, Stu. >> Thank you, Stu. >> And stay with us for more coverage here from the Nutanix .NEXT digital experience. I'm Stu Miniman, and as always, thank you for watching theCUBE. (bright music)

>> Narrator: Live from New Orleans, Lousiana, it's theCUBE! Covering .NEXT Conference, 2018. Brought to you by Nutanix. >> Welcome back to theCUBE, here at Nutanix .NEXT 2018 in New Orleans, Louisiana. I'm Stu Miniman, my co-host this week been Keith Townsend. Happy to welcome to the program two first time guests, we have Rodney Foreman, who's the Vice President of Global Channel sales at Nutanix. Thanks for joining us Rodney. >> Thank you. >> And we've got Deborah Bannworth, who's the Senior Vice President of Alliances and Inside Sales at Sirius, not the radio but the channel partner. >> And you got the last name right, so thank you very much, good to see you. >> Stu: I'm glad I didn't lose that bet. >> Deborah: You practiced well, you practiced well. >> Rodney, let's start with you. You're new to the role, a lot going on in the channel, I definitely noticed when I came to the show this year, the X Ball hall has a whole area of the channel partners. There's obviously been channels since day one from Nutanix, but, you know, big emphasis here at the show, so, tell us what's new and tell us what brought you to Nutanix. >> Yeah, so my background is I ran the cloud channel business at IBM for that middleware channel business for years. I joined Nutanix in January, and since January we've been making a lot of progress. We're evolving and changing our channel program, into a industry leading channel charter, that we can all be proud of and that will make our partners more successful in the market. I'm pleased with the event, we've got a record number of partners here, last count was 1600. We had so many partners that the partner exchange keynote was overflowed, and we had to stop letting people in. The room was overfull and so we made some exciting announcements there. Acknowledged the partners for all the new customers they're bringing Nutanix, helping us grow our market share. All of the success we're having with customers is in large part due to our partners because of successful implementations that our partners are driving. And I'm very very excited to be a part of the Nutanix team, and working with partners like Sirius, who I worked with at IBM, and now we're working together at Nutanix, and driving a lot of success in the market together. >> Great so Deborah, I got to know Sirius some through the virtualization community over the years, so give us a little bit about your background, for those that don't know Sirius, give us kind of-- >> So I've had the privilege, the distinct privilege of being at Sirius for a little over 21 years now, so I've seen a lot of change, internal and external, and my role at Sirius is I have responsibility for all of our partnerships, nationally, as well as inside sales, so a little bit of the two prerogative approaches here at Sirius. We have enjoyed, and I actually look you in the eye and tell you, we have sincerely enjoyed the partnership that we have with Nutanix, because it is just that, it is a partnership. It's a win win, and it's something that started in late 2013 for us, and it was something that our technology community, right, our technical and as well as our architecture folks actually take a look and said HCI could bring a lot of value to our client set, and we entered into that partnership and it has been a phenomenal success for us, hopefully you have seen the same, and we see nothing but growth for both of us. >> And Deborah, for those that don't know tell us what GO is Sirius in, what's kind of the breadth of portfolio that you offer. >> So Sirius today continues to grow, and we are North America basically. >> I like that of the, one of the companies Sirius acquired was Viro. >> Yes, at the Carolinas. >> And they have the Viro (mumbles). >> Great group of guys. >> Great culture, so let's talk about the customer engagement. A lot of customers here, a lot of joint customers, are we to the point that, you know, we're beyond a chicken egg discussion, and customers are coming to Sirius and asking about HCI and Nutanix specifically, or do you guys have to push out the message? >> You know, it's funny, so, if i may be candid, in 2013 I would tell you we were pushing, right? Here's Nutanix, here's what they do, here's what HCI is, here's the value of HCI to your environment. Today it's no longer like that, right? It's no longer in the corner with the lights blinking and "Hey let's not tell anybody we're doing this", it is much more adopted, it's embraced, it's something that people are building off of. And what we're seeing with our clients is we're seeing a continual, my environment is complex, I need something that doesn't just do VDI, but does beyond that, and I think, interestingly enough, Nutanix has grown up, if I may say that, in that, when we started we were, we were a VDI company, no more. You're expanding across all workloads. >> I have the folks at Sirius credit, because they continue to come up with innovative ways to apply our technology in different use cases, different customer types and industries, and they are bringing us a lot of new logos, because of that innovative approach, so they're a very valuable partner to us from that perspective, in that they're reaching customers that frankly our direct sales team couldn't reach with the bag of products they had to sell. They add value, they add innovation around our technology and then we're able to extend our reach into the market, leveraging Sirius. >> I'd like to go into the cloud conversation. So when I look at the channel, it was, sometimes there was fear at the beginning days, there were plenty that had Microsoft practices that have worked along those lines. Today, Amazon's working with them and of course Nutanix is expanding how it works in all of those environments. Deborah, if you could share, how does cloud fit into it? You know, kind of with and without Nutanix. >> I don't think you can leave this event without talking about cloud, right? In and of itself, so, Sirius believes and will continue to believe in a hybrid world, right? Hybrid IT, and I think cloud is an extremely important part of that conversation. I think where Nutanix is uniquely positioned is with their enterprise cloud, and what they've done with not being just a VDI solution set anymore, they can span, and help our customers share multiple workloads within a data center, as well as and or within the cloud set. So it's an extremely important part of where we are today, more importantly where we're going with cloud. 'Cause I don't think anybody has it all set with cloud, candidly. I think a lot of us are learning. But again, I think Nutanix is uniquely positioned today, for that. >> Yeah I agree with what Deb said that you hit on something that's come out very strongly at this conference, with some of our announcements around Beam and Era, and Flow, which is hybrid cloud. Customers have hybrid cloud environments that and we bring together that private cloud, and public cloud environment seamlessly, and now we provide some intelligence behind the decisions customers are making. How much is it really costing me to have a public cloud environment versus private cloud, and where will my workloads run more effectively and efficiently, at what cost? And this is going to be technology that Sirius will be able to leverage, not only to sell in the market, but also add value into their solutions around cloud. So, we're excited about being able to provide technology and tools that Sirius can use to extend their value proposition, to be more competitive in the market as well. >> And this is what Nutanix is doing so well to Rodney's point, they continue to innovate, right? Again, kind of what got them to where they are today is not going to be the same thing that kind of gets you to where you want to be as a company, and you continue to innovate, and we see that and we need that, because ultimately, at the end of the day, our respective, our bosses if you would are our clients, we have to make sure that we're making that complex environment less complex for them. And much more open. >> Yeah, I mean we're proud of being in that upper right in the magic quadrant, but let me tell you there's others that are in that magic quadrant behind us that want to take that spot back. And we know that, so we have to continue innovation at a very fast pace, which you're seeing from us, to continue to move hopefully in a whole nother zip code from our competitors, which our partners benefit from. And it allows them the freedom to sell more into the market, leveraging that innovation that we continue to drive and I don't see the rate and pace of that ending anytime soon. >> So Deborah let's talk a little bit about the value that Nutanix has brought with abstracting the software even further from the hardware, after Norr becoming a appliance company is now a software company. What flexibility does that give Sirius when it got to talk to customers, when it talked to platforms that Nutanix has partnerships with, and platforms that they support, but not naturally have partnerships with. What are those customer conversations like? >> Yeah, this is interesting, especially from a company that started in 1980. >> Rodney: We've had several conversations about this. >> Many conversations about this. Yeah well, I'm going to make it short though Rodney, how about that? But again when you take a look at our customer environment now, I mean, our job is to make sure that we're bringing best of breed technology. But more important, that it's open. And what's Nutanix brings to the table. It's an open environment, being able to utilize different technologies together to collaborate, I mean just take a look at the floor today. Who would've thought that IBM and Nutanix would be sitting at the same table? Truly, and I say that in a very positive way. It enables us to take, a great example is IBM and Nutanix, it enables us to take that strength, and that power of IBM power AIX, meld it with the Nutanix solution, being able to create a much more powerful and open environment forum. So it's being able to be agnostic and an integrator for our clients. >> I wonder if you can expand a little bit, the power one something that not everybody fully understands. It's often starting with a different set of applications, adding AIX into there, what are you hearing from customers, what's so attractive? >> So I think with the announcement this week I think it was a lot of discussion before kicking tires, I think what you're going to see in the 30 to 60 days are people are actually going to start allowing those conversations to go deeper and wider within their existing customer base. Because again, Sirius is privileged to have one of the largest, if not the largest in North America IBM power base. It enables us to go back in and have relevant conversations and say, "Let's get a little bit open, with Nutanix as a software". >> So Stu let's face it, not every customer of IBM has the latest power system. (all laughing) I mean, that's a fact. >> We've tried Rodney, we've tried. >> So that's opportunity for us, and I think the customers are going to be very excited about this offering, because they've not all upgraded, a lot of them have old, power sucking, you know, old power systems on AIX and they are welcoming this solution and opportunity to upgrade, and modernize their data centers, leveraging this offering and certainly Sirius is a long time top IBM partner, and those customers, IBM customers, look to Sirius for solutions, and look to Sirius to advance their infrastructure, modernize it, this is a great opportunity for both us, leveraging this announcement and what we're bringing out to the market with IBM. >> So outside of power, what's the exciting buzz at the show? What have customers, that you guys talk to, generally said, "You know what? We got to have this tomorrow". >> Right. >> So, I have to be selfish a little bit, I'll tell you that the buzz for us and the 54 team members that are here from Sirius, I would tell you I would be remiss not to thank you know, Rodney and Sherry and the rest of the executive team for recognizing Sirius as the US Partner Of The Year. That is quite a buzz, and one that we will continue to discuss throughout the show. I tell you that, for us right now, when we take a look at the most opportunistic way of going back into our client sets now and offering a solution, would be the IBM piece. The IBM power AIX announcement is probably one of the key opportunities for us to go back in and offer value to our client sets. That's probably the biggest, the buzz for us today. >> Yeah, and I tell you that, they should be very very proud of this award because one of the things I did, taking over the channel, and leading into this event, is we had a lot of awards before. I mean, it was like a nine year old soccer game. Everybody got a trophy. And I reduced the number of awards down significantly because I wanted more press coverage, I wanted more recognition, and I wanted it to mean something. So winning this award for Sirius, there was some tough competition, they're against some big partners, and Sirius really, you know, comes to the top of the heap, clearly with some of the investment and focus and what they're achieving in the market with us, so, it's no longer a nine year old soccer trophy, I mean they really accomplished something. Yeah in winning this award, so congratulations. >> Thank you. >> Rodney, so last thing I want to ask, it's competitive in the channel these days. >> It is, very. >> Sirius has a broad spectrum of partners, what do you want people to take away from the show about Nutanix's commitment to the channel? >> Well, we announced a new channel charter, okay, and I call it a channel charter on purpose as opposed to a channel program, for a reason, because it's different. It's not the same old channel program with platinum, bronze, and gold, and the tearing, and the same old thing, we have to differentiate ourself in the market from other channel programs. We are evolving as a company to be that provider of solutions in the multi cloud era. Which means you can't have the same old channel programs anymore, and deliver in that type of market and environment. So, I'm excited about the channel charter we've defined in our rolling out into the market, it is clearly different than any other provider, different than our competitors, and it's going to help our partners both large and small, to be effective in selling our solutions in the market with competitive rewards, and financial benefits as well as the ability to build skills, drive pipeline, across our ecosystem of partners that we have for Nutanix. So, I'm very excited about what we've announced, and I think it's going to differentiate us from the rest. >> Deborah, congratulations on the award. >> Deborah: Thank you very much. >> Rodney, thank you for all the updates, great to see you, you know, it's the technology, the channel, everything we're hearing here. >> Thank you. >> Thank you. >> For Keith Townsend, I'm Stu Miniman, thank you for watching theCUBE. >> Deborah: Thanks for having us. Rodney, thank you. (electronic music)