>> from Austin, Texas. It's Theo Cube, covering your storage. Accelerate 2019. Brought to you by pure storage. >> Hi, Lisa Martin with the Cube. Dave Ilan Taste. My co host were at pure Accelerate 2019 in Austin, Texas. One of our Cube alumni is back with us. We have probably the VP and chief architect at Pier Storage. Rob. Welcome back. >> Thanks for having. >> We're glad you have a voice. We know how challenging these events are with about 3000 partners, customers press everybody wanting to talk to one of the men that was on the keynote stage yesterday for announcements came out really enjoyed yesterday's keynote. But let's talk about one of those announcements in particular Piers Bridge to the hybrid cloud. >> Absolutely, absolutely. Yeah. No, I mean, I think it's been a really exciting conference for us so far. Like you said, a lot of payload coming out, you know, as faras the building, the bridge of the hybrid cloud. This has been, you know, this has been I would say a long time coming, right? We've been working down this path for for a couple of years. We started by bringing some of the cloud like capabilities that customers really wanted and were able to achieve into the cloud back into the data center. Right. So you saw us do this in terms of making our own prem products easier to manage, easier to use, easier to automate, you know. But what? Working with customers of the last couple of years, you know, we realized, is that, uh as the cloud hype kind of subsided and people were taking a more measured view of where the cloud fits into their strategies, what tools it brings. You know, we realized that we could add value in the public cloud environment, the same types of enterprise capabilities, the same type of features rich data service is feature sets things like that that we do on premise in the cloud. And so what we're looking to achieve is actually quite simple, all right. We want to give customers the choice whether whether customers want to run on premise or in the cloud. That's just a choice of we wanted. We wanted to make an environmental choice. We don't want it. We don't wanna put customers in a position where they have to make that choice and feel trapped in one location another because of lack of features, lack of capabilities. You know, our economics on DSO the way that we do that is by building the same types of capabilities that we do on Prem in the cloud giving customers the freedom and flexibility to be agile. >> But, you know, you mentioned economics and you were talking from a customer standpoint. I wanna flip it from a from a technology supplier standpoint, the economics of a vendor who traditionally cells on Prem. You would think would be better than one in the cloud. Because you gotta you pay an Amazon for all their service is or I guess, the customers paying for it. But you kind of saw your way through that. A lot of companies would be defensive on. I wonder if you could add any comment. Yeah. No, I mean so So, look, I think >> the >> hardware is only one piece of it, right? At the end of the day, you know, even our products on Prem are really they're really priced for value. Right? There were delivering value to customers in our capabilities are ease of use or simplicity. The types of applications and work close to being able. Um, and basically, everything I just said is pretty much driven by software features by bringing those same capabilities into the cloud, you know, naturally, we you know, naturally that most of that work is really in software, you know, And then, as faras comparing the economics directly of on Prem versus Cloud. You know, it's it's really no secret as the industry's gotten Maur. Understanding that, you know the cloud isn't isn't the low cost option in a lot of use cases, right? And so, rather than comparing apples to apples on premises cloud either on performance or economics, our goal is really to build the best products in either environment. So if a customer wants to run on Prem wanna build the best darn products in that environment, the customer wants to run in the public cloud. We want to build the best darn product for them in that environment on dhe. Increasingly, as customers want Thio use, both environments hand in hand, want to build the right capabilities to allow them. TOC mostly do that >> Well, I think it makes sense because, as you know, we're talking to some customers. Last night he asking what they have in their data center. And they got a lot of stuff in the data center. To the extent that a company like pure can say, OK, you've got simple, fast et cetera on prim. And we've now extended that to the cloud. Your choice. They're going to spend Maur with you than they are with the guys that fight that. >> Yeah, absolutely. And, you know, I think if you look at our approach and how we've built the products and how were, you know, taking them to market? We've taken a very different approach than some of the competitive set. You know, in some ways, we've really just extended the same way that we think about innovation and product engineering from our existing on prime portfolio into the cloud, which is we look for heart problems to solve way take the hard road, we build differentiated products. Even if it takes us a little bit longer, you can see that, you know, in the product offerings, right? We've really focused on enabling tier one mission critical applications. If you look at the competitive, said they haven't started their their reason why we did that. All right, is we knew that you know, we had customers telling us, like if if you're a customer and you want to use the cloud and you want to think about the cloud is a D R site well, when something goes wrong and you two fell over duty, our site, you you need to be sure that it works exactly the same way there as it did on problem. That's everything from data service is data path features to all of the work flows. An orchestration to go around it because when your primary site goes down is not the time when you want to be discovering that. Oh, there's a footnote on that future and it's that's not supported in the cloud version, that sort of thing on dso you know that, Like I said, you know, the focus that we've put on the product development we've done towards Cloud Block stores really been around creating the same level of enterprise grade features on enabling those applications in the cloud as we do in private. >> You know, we don't make the Amazon storage. We make the Amazon storage better. What's that commercial? Essentially what? That's essentially >> what we've done You know, the great thing about that is that we've done it in close partnership with Amazon, right? You know, we had Amazon on stage yesterday on day, were talking a little bit about that partnership process. And ultimately, I think why that partnership has been so successful is we're both ultimately driven by the same thing, which is customer success. All right. In the early days of working with Amazon as we started coming up with the concept of club block store and consulting them on, we're thinking about building it this way. What do you think? What service is should be, You know, should we leverage and m in eight of us to make this happen? It became pretty clear to them that we were setting out to build a differentiated product and not just tick off check boxes on dhe. That's when they their eyes really okay, way. We really would like you to do a differentiated product here. >> Hey, if this takes off, we're gonna sell all the C two at three. >> What are some of the things Sorry day that you've been with here about six years? What are some of the things that have surprised you pleasantly that the customers have catalysed from an architecture perspective that customer feedback coming back t your team and the and the guys and girls engineering the product. Customers are demanding a certain thing that maybe wasn't something that was an internal idea but really was catalyzed by customers anything that just really I think it's very cool. Very surprising. >> Yeah. No, I mean, I think I think a >> couple of things. I think personally one of the things that surprised me was, you know, when I joined Pure in 2013 you know, we're all we're all about simplicity, right? You talk to cause who I think you had on the show earlier. You know, in the early days who tell you our differentiators gonna be simplicity and I got to say when I first joined the company is a little skeptical is like All right, I get it. Simplicity is a thing. Is it really a differentiator? I very quickly was surprised based on customer feedback that no, it really is very, very meaningful on. And that's something that we take all the way through Engineering. Write everything down, Thio how we design features and put them in the user interfaces. If there's, you know, there's an engineer that wants to put a configuration hook or a knob or ah on option in the user interface way kind of stop and say, Well, G, how would you document that? How would you suggest the user make a decision? Tea set that value will describe and say, Okay, well, g, we can make that decision, can't we? Right? Like, why don't we just want we just make it simpler And so that's been That's been a big surprise, I think, from a customer catalyzed, uh, point of view. What I'd say is we've been really surprised at a lot of the use cases that the flash blade product has been put into play for. And, you know, I think a I was one of them when we when we first set out, we had really targeted Flash played at addressing a segment of the commercial HPC Chip Design Hardware Design software development market. Andi is actually a set of customers, very large Web property customer that came to us with an A I use case. They said, Hey, you know, we've got a ton of data video images, uh, text postings. And we want to do a lot of analysis of this. All right, I want to do a facial recognition. We want to do content and sentiment analysis. We've got the Jeep use. We think you guys have the right storage product for that, and that's really that's really taken off. And that was very much a customer driven area. We >> talked a little bit about that within video yesterday. About some of the customer catalyzed innovation where a is concerned. >> Absolutely. What do you see is the critical technical skills that pure needs in the next decade. I mean, you're five. Correct? Remember, you can't have a networking background. Internal networking, I guess of you got guys from Veritas, right? Obviously strong software file system. What do you What do you see is the critical skill. Yeah, that's >> a good question. You know, we have a very diverse team, all right? We we in engineering typically higher and look for people with strong systems, backgrounds that are willing to learn and want to solve her problems. We, you know, typically haven't hired very specific domain areas myself, my doctor, and is in language run times and compilers, Oh, distributed systems so a bit all over the map, You know, What I'd say is that the first phase of pure the first kind of decade was really about reinventing the storage experience on for me. I look at it as taking lessons from the consumer experience, bringing him into the storage on Enterprise World. Three iPhones, example. That's used a lot. There's a couple of examples you can think of. I think the next phase of what we're trying to do and you heard Charlie talk about this on stage with a modern date experience is take some lessons from the cloud experience and bring them into the enterprise. Right? So the first phase is about consumer simplicity for a human think the next phase is really about bring in some more of the cloud experience for enabling automation and dev ops and management orchestration. >> So what kind of work? A long, long, lot of work to do to get we envisioned this massively scalable distributed system where you have that cloud experience no matter where your data lives, that's not there today, Um, and you don't want to ship your date around, it'd be too much data. So you're on a ship metadata and have the intelligence tow. Bring the compute to that. That data. >> What do you >> got to do? What's the work that you have to do to actually make that seamless? That there's that over word overuse word again. It's not seamless today. Yeah, >> so? So, look, I mean, I think there's there's a lot of angles to it right on. And we're gonna We're gonna work our way there to your point. You know, it's not there today, but, you know, you're you're starting to see us lay the groundwork with all the announcements that came out today, right under the umbrella of Hey, we want to end up creating more portable, more seamless, more agile experience for customers. You can see where, as we bring Maur storage media's into play different classes of service, different balances of performance and cost, bringing those together in a way so that an application can use them income in the right combinations, you know, bring a I into play to help customers do that seamlessly and transparently eyes a big part of it. You can see multiple location kind of agility that we're bringing into play with Claude Block >> store >> enabled, like loud snap and snap shot mobility. Things like that on Dhe. Then you know, I think, as we move beyond the block world and way look att, what we can able with applications that sit on top of file on object protocols. There's a lot of, ah, a lot of greenfield there, right? So you know, we think object storage is very attractive, and we're starting to see that as the application vendors, right, as the applications that sit on top of the storage layer are really embracing object storage as the cloud native storage interface, if you will, that's creating a lot of, ah, a lot of, uh, you know, a lot of ways to share data, right? We're starting to see it, even within the data center, where multiple applications now are able to share data because object storage is being used. And so, like I said, there's a lot of angles to this right. There's there's bringing multiple discreet A raise together under the same management plane. There's bringing multiple different types of storage media a little bit closer together from a seamless application mobility perspective. There's bring multiple locations, data centers, clouds together from a migration a d R perspective. And then there's, you know, there's bringing a global name space type of capability to the table, so it's a long journey. But you know, we think it's the right one. And you know what we ultimately want to do is, you know, have customers be able to think about, be ableto provisioned, be able to manage to not just an array, but really more of like an A Z, right. I want a pool. I want it to be about a fast. But you know, I'm willing to pay about yea much for it, and I need this types of data protection policies for it. Please make it happen >> and anywhere do you So you see, it is technically feasible to be able to run any app, any workload on any cloud or on Prem without having a re compile the application, make changes to the application. That's what I really kind of meant by Seamus that you see that as technically feasible in the next called 5 to 10 years, I'll give you I think >> I think it'll take a long wait a long time we'll get there. And I think, you know, I think it'll depend on the application. All right. I think there are gonna be some combinations that look. I mean, if if you have a high, high frequency, low latent see trading database, there's physical limitations, you're not going to run the application here and put the storage in the cloud. But if we if we step back from it, right, the concept, Yeah. I mean, I think that a lot of a lot of things are becoming possible to make this happen, right? Fastener networking is everywhere. It's getting faster application architectures and making it more feasible. You know, the media costs and what we're able to drive out of the media are bringing a lot a lot more than work leads to flash A eyes is coming into play. So, like I said, it's gonna be different on the on the application. But, you know, I think we're entering a phase where, you know, the modern software developer doesn't wanna have to think too hard about where is you know where physically what six sides of sheet metal is. My dad is sitting on. They want to think about what I need from it. What do we need from in terms of capacity, what we need from it in terms of performance, what we need from it in terms of data service capabilities. All right, ends, you know, And I need to be able to control that elastic Lee. I need to be able to control that through my application through software, and that's kind of what we're building towards. >> Last question, Rob, as we wrap up here, feedback that you've heard the last day and 1/2 on some of the news that came out yesterday from customers, analysts, partners. >> Yeah, you know, I'd say if I were to net it out. I think the one piece of you, Doc, we've gotten this. Wow, you guys have a lot of stuff on. It's really nice to see you guys talking about stuff. It's available today, right? That >> that's a >> lot of eyes on that screen. And, you know, I think I had a KN analysts say to me, You know, this is it's really refreshing. Thio kind of See you guys take a both you know, the viewpoint of the customer. What you're delivering the customer, what you're enabling on then be, You know, I got a lot of tech conferences and I hear a lot about, like, way off in the future. Envisioned Andi feedback we got was you guys had a really good balance of reality today. What, You're helping customers today? What's available today to do that? And enough of the hay. And here's where we're headed. So >> we actually heard the same thing. So good stuff, right? Well, congrats on the 10th anniversary, and we appreciate you joining us on the Cube. We look forward to next year already in whatever city. You're gonna take us to >> two. Thanks a lot. >> All right. For day, Volante. I'm Lisa Martin. You're watching the Cube. Thanks for watching.

>> from Austin, Texas. It's Theo Cube, covering your storage. Accelerate 2019. Brought to you by pure storage. >> Welcome to Austin, Texas. This is the Cube. Live at the fourth annual pure accelerate. I'm Lisa Martin with David, Dante, Dave or in Texas, >> Texas again. >> Austin, Texas. Very interesting venue for this fourth annual hear stories. >> A lot of construction, >> music, a >> lot of music. >> So we just came from the keynote and news announcements, customers on stage. But the first thing to point out is, this is here is about to celebrate their 10th anniversary. Charlie Giancarlo, CEO and chairman who's coming on the program with us, and just a few minutes talking about what they have innovated and delivered these 10 X improvements and 10 years kind of this overnight success in 10 years and what's coming? What was with the things that really stuck out at you, Nicky Note. >> Well, first of all, ironically, this is the 10th year of the Cube, not our 10th anniversary, but it's the 10th year of doing the Cube. And so our fourth year, I think it's pure accelerate about what 3000 people here, >> you know, the keynotes >> pure was laying out what their vision is of the modern data experience and that I felt like the keynotes least there were sort of, ah, speed date of what's coming. There was a couple of major announcements that we'll talk about, >> Uh, but >> they really are trying to differentiate as the modern storage company turn a deep position. The competition, as the old guard is to use this term that Andy Jassy uses pure, didn't use that term. But they really talked about it's time to go Modern. And so they were an overnight success. It took him 10 years, was one of the comments that was on stage. So I think this is worth pointing out. A couple of things. I mean, let me lay out. Sort of my thoughts on Pure is a company. They were the only storage company Ah, in the past. Let's call a decade to reach what I'll call escape velocity. They achieved a billion dollars a couple years ago. They're doing their due about a billion and 1/2 on a trailing 12 month basis. They'll do 1.7 billion this year and evaluations about 4.5 billion. So they got a a three ex valuation in that fluctuates. That's pretty good for a storage company. Billy on Lee major storage company. That's really growing rapidly. They got 28% growth. I did a breaking analysis on Lincoln, and I'll just share with you some of the numbers. Dallas flat at 0%. So Del is actually gaining share with no growth has got a scary NetApp minus 16% in the quarter H P E minus 3% IBM minus 21%. And so it is pure A 28%. So they're really crushing it in terms of growth. They've also got a 69% gross gross margin, even if it's in its heyday. E emcees gross margins weren't that high, you know. They were in the sort of mid sixties, and so, and they've also got a good balance sheet. About a billion dollars in cash A little. A little more than that, they got some debt. They're shifting their model to a deferred revenue model. Now the only thing is, you know they're growing much, much faster than the competition. But they're throwing off a lot less cash because they're much smaller. Just as an example, they probably throw off 5 to 6% of their revenues in cash. Netapp probably throws about 23% of its revenues, often catch the big Delta there, so the point is long winded. But but pure storage is in growth mode. And until the market rewards more consistent with a cash flow, they're gonna, I think, stay in huge growth mode. >> There was a great analysis. Dave and I saw an analysis that you did with some spends data, just a couple of your reverence. A little bit of that. There's there seems to be a tailwind behind here you mention the 28% wrote that they announced in Q two, and some of the things that also they talked about were there. Adding about in Q two of F Y 2020 about seven net new customers every business day, adding about 450 new customers just in that quarter. Like you said, 3000 folks expected here today. The momentum is behind them, but they're also a company of firsts. You talked about this a number of times. The first, with all flashed the first with envy me on the back and a couple of additional firsts announced today. Talk about the as a service model and how that youth, in your opinion, you think might continue that trajectory that they're on. >> Yes, so basically pure laid out today, said that vast majority are Pouliot Portfolio is gonna be available as a service. That's the cloud consumption mall is important because pure has about $600 million in deferred revenue, largely coming from their evergreen service. But there they are, slowly shifting their model to a subscription model. It's gonna be very interesting to see how that plays out. Um, we've seen a number of companies do a tableau in Adobe kind of pulled the band Aid off and did it Splunk has taken years to do. It will be interesting to see how how pure goes. For that. I'll >> bring it >> back to the cloud up yours largely an on Prem storage company. That's where most of the revenues come from. But we heard the gentleman from Amazon today. I think it was E ethan whiner, not Ethan, anyway, Mr Whiner, he said. That gardener did A survey last year showed 88% of customers said they have a cloud for a strategy, but 86% of those customers continue to spend on prim. So here you have the cloud. Amazon gorilla wants everybody to go to the cloud pure would much rather they make much more money on Prem? But they realize customers air pulling them in. So they have to move to that as a service model. One of the interesting things that pure is done, which, you know, that's not really a first. But it certainly is for the large storage companies they've announced. Ah, block storage on AWS. So basically what they're doing is they're taking the pure experience. It all looks like pure software, and they're front ending cheap s3 storage from Amazon with E. C. To compute instances, and they've architected using Amazon service. Is this basically a block storage array in the cloud so Amazon gets paid, pure, gets paid? It's a little bit of a premium, but you get higher availability. You get great right performance and you get the pure cloud experience pretty interesting strategy, >> and they're talking about it really as this. This positioning it rather as a bridge, a bridge to hybrid cloud. This numbers that the Amazon gentlemen, share that you mentioned Gardner were really interesting both sides recognizing there's a forcing function there and that forcing function is the customers from the enterprise to the small business who need to have data available immediately wherever it is people to extract this insights from it quickly so that those companies, whether it's a capital one or a Delta Airlines or a smaller organization, can act on it quickly to Dr Competitive Advantage. Same kind of challenge that your storage has. But really that forcing function of the customer, clearly bringing the giant AWS together with yet another story >> so pure as they say reached escape velocity. They and Nutanix were the only on a new entrance that reached a billion dollars Nutanix. I really don't consider a storage company. They're kind of hyper converged. And the way they did that as they drove a truck through E emcees install base with flash. So they were the first within all flash array. Maybe maybe they weren't the first, but they were the first to really drive it. They hired a bunch of DMC sales reps. They knew where all the skeletons were buried and they really took out a lot of old Symmetric Se's and Claire eons and V. Max is and all the old sort of GMC install base, and that helped them catapult their way there 1st 10 years. Now they got to do that again. They got to get to get They're on their way to two billion. But how did they get to five billion? Um, and and so the way they do that is they have to expand their tam. I mean, we'll talk to Charlie Jean Carlo about this. My feeling is a big job of the CEO is to expand the Tamil. How do they do that? They go after new workloads like a i. They go for cloud. They go from multi cloud. These are all very large markets in which they don't participate. Data protection. They'll partner with Lex, Kohi City and Rubric and Beam to to have data protection software running on their flash. A raise with very, very fast restores. That's something that's taking off. It's gonna be really interested in seeing as they say, they've got this subscription model that's coming in. They've got all this deferred revenue that in a way, it's going to slow him down a little bit just from an accounting standpoint, cause when you recognize deferred revenue, you recognize that, you know over 12 months over 36 months, so that's a little bit of a transition. The other thing that pure is facing in a tactical basis is Nande pricing. It's like this countervailing effects nan pricing is coming down, which means lower prices, lower costs but also lower revenue. But at the same time, it becomes more competitive with spinning disk. This is something else. We'll talk to Charlie Jean. Cholera right about it opens up new markets. So this tam expansion is critical for pure in terms of driving this modern data experience into these new workloads and fighting the competition, the competition is not sitting still. All those companies that I mentioned the H P ease, the the Delhi emcees, et cetera, are basically taking a page out of your swords narrative, talking about the cloud experience, talking about, you know, flexible pricing models, building cloud products on prime and hybrid cloud and multi cloud. So it's hard sometimes for customers to squint through that. And really, no, I guess the bottom line, the last thing I'll say is pure. Doesn't have as many feet on the street is these other guys. So it's gotta leverage the channel increasingly, and that's how it gets beyond two billion on its way to five billion. >> And that was one of the factors that they attributed the second quarter. 28% year on year growth is to not just innovation, but also to the channel. So they've done a good job of really pivoting. There's large enterprise deals to be covered, direct and then bringing in the channel for those smaller mid size business customers. Adding a lot of momentum in cute to you mentioned the nan pricing that in some of the political climate with the start of China, most of their businesses in the Americas so they're not facing as many of those challenges. So they did lower guidance for the rest of it is >> the second time they've >> lowered 20. However, they kind of attributed that thio the nan supply oversupply and they say happy Matt to flatten out quickly, say they're >> not worried about the macro. I mean, look, if if the economy is good and is booming and people are spending money on cap ex. That's good for even a high growth company. They're basically positioning to the street that if if the economy does turn down and there's a softness at the macro, they'll actually gain share more rapidly. Which, by the way, is probably true. But look at the rising tide lifts all boats. Nobody wants to see Ah recession. Having said that, well, it's interesting. When you saw Pure Lower, its guidance stock took a hit, and then net app, I'd be him. All these other company you have to see a deli emcee they announced in the market said, Wow, pure must be doing really well compared to these other guys. So it's come back in a big way. My opinion pure is going to in the e. T. Our data shows this from a spending intentions Pure is going to continue to gain share at a much, much more rapid pace of the other. The other guys, from a product standpoint, delicacies consolidating its product portfolio, trying to lower its cost. H. P E is really focused on limbo. IBM needs a mainframe product cycle to get back going, Ned APS facing its challenges and its kind of tweaking its go to market model. So all these other companies air dealing with sort of some structural changes. Where is pure is like put the put the foot on the gas and accelerate no pun intended. And so I think they're gonna continue to gain share for quite quite a number of quarters. >> I want to talk about sustainability before we break. And one of the things that Charlie talked about on his keynote is in terms of the modern data experience, he said. It was three things. It was simple, seamless and sustainable, an inch sustainable. You really started talking about the evergreen model that they launched a while ago that seems to be really sticky with organizations. He also talked about sustainability is a lot of other organization I need to adjust in terms of, you know, waste and carbon emissions and things like that. But I'm just curious, since Pierre is much smaller than the competitors that you mentioned and a lot more focus, obviously all in on flash. Where does the evergreen model, in your opinion, give them that tail winter? That advantage? >> Well, the Evergreen model was first of all brilliant marketing strategy and a business strategy Because if you think about the traditional storage vendors, they make so much money on maintenance, they would never have done this unless pure force them to do it. Because they're making so much cash on the maintenance. You know, it's it's you. You put the storage array in and we're just gonna charge you maintenance. And if you're not on the maintenance contract, sorry. You don't get all the software upgrades, everything else. So it's just this, you know, this lock in strategy, which is work brilliantly for two decades pure, comes along and says, Hey, where? Software driven. We're gonna allow you to get all the modern software. As long as you're got a subscription with us, we'll swap out your controller for free. You know, the competitors hate that. There's all kinds of nuances and stuff, but it worked, and customers love it. And so it's very strong, and it's a fundamental as they said, they got $600 million in deferred revenue, largely from that evergreen model. So they, you know, Charlie mentioned first for non disruptive upgrades. First for cloud management, first for a I ops first for always on que Os first with always on encryption, and if they're really the first, we're probably the first big company. They got a lot of attention there. Last thing, it's it's a four big announcements today. There's a I ready infrastructure, airy. They're doing some stuff they were first to announce with video. You know, a year or so ago, they got cloud offerings. Ah, block storage for AWS. And they've got clout Snap for Azure, which is actually pretty hot. It's backup on Azure, and they got product extensions. They got cheaper flash with a flash or a C for capacity. And then they have extended their all flashy raise their flash played etcetera with storage class, memory and and storage memory. And in this, this as a service model. Those are really the four big announcements that were gonna dig into all this week. >> We are, and we're gonna be talking with This is a great event. Two days. The cube is going to be here. We have seven pure customers to talk to you that I think kind of a record, at least in my cube experience of the last >> AWS always puts a lot of customers up too. You know. All >> right, well, there's no better validation than the success of a brand, whether we're talking about Evergreen or their first or the reaction of the market to bringing flash down to satya prices. So excited to dig into customer stories with you, Dave. Course we'll talk to some partners who got c'mon slung Cisco somebody else and probably forgetting. And, of course, some of the pure, exactly gonna be exciting two days with you and looking for two days >> looking forward to at least a great >> all right stick around. Dave and I will be right back with our first guest, Charlie Giancarlo, chairman and CEO of Pier Storage. Stick around, come back Mawston in just a minute.

>> from Austin, Texas. It's Theo Cube, covering your storage. Accelerate 2019. Brought to you by pure storage. >> Welcome to Austin, Texas. I'm Lisa Martin at Pure Accelerate 2019. This is the fourth pure accelerate. I'm here with my co host, David. Dante and David are pleased to be welcoming back to the Cube, the chairman and CEO of Pier storage. Charlie Giancarlo. Charlie, Welcome back to the Cube. >> Thank you. Such a pleasure to be here >> already. Getting loud on the keynote. Just rapping about 3000 folks here. Standing room only. We just came from the keynote. Something symbolic. Besides, the location of this event is that you are just about to celebrate the 10th anniversary of pure storage >> of our founding. October 1st. >> Yes, just around the corner. Tremendous innovation. As you say it. Overnight success in 10 years delivering 10 X and prevents us a little bit of a preview about what you shared in the Kino. What's to come in the next 10 years? >> Exactly right. It is wonderful to be able to sell. They celebrated birthday and able to talk about what you've delivered over the 1st 10 years. But it also gave us the opportunity to really say Okay, what's the second decade going to be about? What is it gonna be like? And way were planning not only for this, but for the year that we were gonna put in place of development. We said, Well, you know, we've brought a lot of things to storage and to the storage array. We made it much simpler. We made it upgradeable, non disruptive Lee, meaning that customers would have a continuously new product in their environment. Andi started to bring it into the cloud. And we said, You know, for our second decade, we want to transform the entire storage experience. We don't want it to be about boxes and a raise. We wanted to be about a storage system for the entire enterprise. That's multi protocol, multi cloud, multi tearing or what we call storage classes and entirely automated so that when an application calls for storage, service is it's delivered automatically without humans getting involved. That is completely as a service consumed as a service, delivered as a service entirely automated in the back end. So this is the goal that we have for our second decade. We think we're going to deliver it over the next several years. But of course, for us to go down the entire customer journey is a great mission for us for next decade. >> So in terms of, you know, I don't want to make it sound like the first decade was easy because you were really the only all flash array company. Thio reach escape velocity and many. But at the same time you caught DMC flat footed. You drove a truck through their install base and obviously the rest is history. I feel like the main job of the CEO is too. Is Tam expansion, right? You're focused on that. There's a I there's new workloads. There's the cloud, there's multi cloud. And in your entering new territory now, yes, maybe no. Guys like eight of us, they're not flat footed, right? You've got Europe against Google and Cisco and Microsoft in the multi cloud arena. But you're a specialist on one. If you could talk about your vision in terms of tam expansion, >> thank you very much for that question. The TAM expansion really is following where solid state takes us. You know, we've gone from a world that was where believe it or not, most computers still had mechanical systems operating them. It's sort of like having a mechanical calculator rather than Elektronik calculator, right? We had mechanical discs in our computers literally spinning rust, right? And it's only been in the last decade where a semiconductor, you know, where solid state has taken the place of that called Flash, right? Well, as that continues to get less expensive, we now can bring not only flash performance into disc economics, but more importantly, now we can finally have modern software that is driving the need for having greater flexibility with our data. As data grows it. Now we say it has gravity. That is, it gets heavy. It gets hard to manage hard, hard to move between different environments. And now a lot of infrastructure operators are spending much more time managing their data, managing the storage systems for their data than they are managing anything else in the data center environment. We want to eliminate all that. We want to automate all of that, you know, on the theme of decades. Two decades ago, every application had its own individual communication stack. There were dozens of different protocols and a dozen different networks in every company. One decade ago, every application had its own custom hardware stack and custom operating system stack. Well, today there's one network. It's called the Internet. Today, everything, every application, every server is virtualized, allowing mobility. And yet storage is still static way want this decade a bit to be about making storage and data dynamic and really responsive to the needs of the application environment? >> So >> what if you >> could compare this opportunity to some other mega trends that you've been part of? You were there in the early days of wireless when nobody wanted to buy wireless saw the I P changeup. People think the minicomputer was killed by the microprocessor in apart. It was, but it was I p. It was destroyed. Many computer everybody had their own networks. >> Where do you >> put so that the trend that you're after? How do you compare and what are your expectations? >> I think it's an analogous trend, and it's you know, this long term trend of vertical, whether it's vertical industries or vertical technology's going to becoming horizontal. So let's just give a couple of examples again. Networking was tightly tied to the application, and every application had its own network and its own set of protocols right that was vertically tied. Now networking is horizontal. It's all I P. Right again, we'll go back to applications. Applications had a vertical stack. The entire stack hardware and software was tied to specific application today that's been made virtualized and therefore horizontal. You could move applications among different servers. Storage is still vertical. It's still tied very tightly to the to the rack. And there are a lot of good reasons for that. You needed a high speed interface. High speed networking didn't exist. Disks were slow. They could only support one application at a time, with solid state that no longer exists. So now weaken, make storage free. We can make it ah, horizontal layer rather than tightly tied to any individual application. And that's what the next decades gonna be about >> Business leaders today, I feel there's so much more open than when we started in this. In this industry, where you know the famous line about Ken Olsen, Unix is snake oil and those that you old enough to remember that business leaders today they recognize the trend is your friend right. So gentleman from AWS at 88% of the customers and a gardener survey said their cloud first, but 86% are still spending on Prem. Right In the old days, when I said I'll keep it on Prime and Amazon so we'll keep it in the cloud. And yet you guys, customers, they're sort of forcing you to come together. Yes, I wonder if you could talk about that dynamic and specifically your cloud strategy? >> Absolutely So our cloud strategy is really quite simple. We want to make the cloud and every cloud appear to an application developer to be the same as it is on Prem. With all the advanced service is the advanced applications. It interfaces the same AP eyes because largely applications have been especially primary to your applications have been developed for with on Prem interfaces and on Prem service is the cloud, while wonderful from the standpoint of being able to be dynamic, does not have sophisticated service is for data. And so by making it appear to be the same to the application into the developer on premise in the cloud, it just makes the entire system or dynamic it allows for for companies to more easily move applications to the cloud or to another cloud or back on Prem. And it changes the dynamic and the decision making of enterprises not to. How much work do we have to do to move something to the cloud? But where is it best placed economically and based on service is we take it out of being a technology decision and make it more of an economic decision. >> Why were you in a unique position relative to your competition? I mean, why can't deli emcee or net app for IBM sort of take that same AP I economy mentality and drive it through their portfolio and get to market fast? And why is your pure unique? >> Well, for one, it takes investment will invest 18% of revenue in R and D this year. Nearly all of our competitors are spending less than 5% there, really viewing storage as an old antiquated market, not as a high tech market. They're reaping, if you will, rather than selling on re really view storage as next frontier off great innovation and our competitors largely don't see that. >> Let's talk about a little bit digging into the evolution of your Amazon Web service is relationship. We talked about that a minute ago when you guys talked about Announce Cloud Block store. There's dozens of customers in beta. Are they viewing it as this bridge, the hybrid cloud? And what are some of the benefits? If you could talk about it from any of those customers that are abated, what are they? What are you starting to see so far? That's really exciting, that this is the delivering or will be the modern data experience Way had >> a great speaker from eight of us onstage today, and I think he summed it up really well. At the end of his talk, he said that now the migration to cloud is easy because pure has done all the heavy listed lifting for you to take your enterprise applications and move them into the cloud. I mean, I think all the cloud players recognize that while they have provided some great capabilities, especially for Dev ops, that the level of of sophistication and the completion of service is for things like very complex enterprise. APS have not been fully accomplished yet, and so they recognize that experts like pure who have been delivering against enterprise primary tier applications for a long time have a lot to add in terms of the sophistication of our product in their environment. I think what they also recognize is that it's hard for customers to rewrite their applications to a completely different set of data. AP eyes and mind. You'd not only does, for example, he ws have different AP eyes in their cloud than customers have on Prem. But Azure has different AP eyes and then Amazon. Google has yet different, and so for a customer to write their application three or four times is really beyond what is in the interest of most customers. We have taken all that heavy lifting and enabled a customer to take their applications. They've already written, whether on cloud or in the print on Prem, and to move it in those other environments with much less investment. >> And let me let me try to explain, as I understand it, and make sure I got a right is essentially, What you've done is take the pure software stack and management framework and then using AWS Service's E C two High Priority E. C two's front ended on s3 cheap Best three created block storage. That's higher availability, probably faster rights, right? Three Real Boat reads and writes, are probably comparable with the pure experience. That's right on, Baby. You got to pay a little bit more for that. But you get you get better availability and there's value there. >> Actually, the beautiful thing is that we create an environment in AWS where it's faster, that is, the storage is faster. That it has a very higher reliability has. All of the service is that customers want tohave such as snapshots, replication and encryption. And the entire bill between what they pay for pure and what they pay for eight of us is no more than what they would pay for A W S on its own. For those storage service is >> because you're using cheaper s3. To me, this is brilliant. Eight others is happy because they're selling E. C. To an s3. You're happy because you're making money on your software. Stock was happy because they get the pure experience in the cloud. It's exactly actually quite innovative. >> It's almost matching >> quickly. Talk about Nan pricing. I know that was an issue this quarter. It hurt revenues a little bit on the stock drop, but then when you saw everybody else announced, the stock went back up because you're was 28% growth to everybody else's minus 16 minus 21 0 was the best. But to me, lower Nan pricing is a is an opportunity for you. It's a tailwind to go eat into more of the spinning dis market. Do you see it that way? >> No. Absolutely right. I mean, when it all hits in 1/4 it could be a challenge. But over time, the consistent and fast decrease in Nan pricing simply means that we will eventually get to solid state for all storage. I have no doubt about that. The days of disk are certainly numbered, and what that does is open up the entire storage market. Today, disc is only by terabytes. 15% of the storage market flashes only 15%. So it eventually we have 85% of storage market still to go after, and we believe that one day that will be all solid state. >> I want to ask you about the macro you guys said on the call. You really not concerned about the macro. You don't win on pricing. You don't lose on pricing that even a downturn. You guys feel like you can gain share. And I would agree with that. By the way, of course, we don't want a downturn. Got it? But if you don't have a downturn, But what are your thoughts on your ability to compete independent of Of of the macro. >> Right. So, you know, we have from day one, obviously, we had no sales when we got started. Right? So every sale we've made has always been a competitive sale. There was always someone that we had to displace, right? Some some incumbent. And that speaks to the type on the quality of the sales and marketing team that we have, right? Not only they aggressive, but you know, in the parlance of the industry, they're hunters. I think a lot of companies, once you become more mature, you develop more farmers in your in your sales force, right? Managing the customer account, managing the install base and so forth. And when the macro is flat or down, you suffer. You know, from you suffer overall from that because you haven't been used to expanding your footprint. In our case, I think even when the Makri is down not that we won't be hurt by it. We will. But because we have a team of hunters, we continue to gain market share away. Will >> you >> change it? It's hard to predict, right, But But Frank's Lupin once told me, Hey, if things change, I can turn this on. And we could become an a T. M when he was running the service. Now, right now, you're going for growth in the street rewards growth. You got a three plus X revenue multiple. Everybody else is lucky to get one X so that they're rewarding you for growth. Do you feel like if things change that you might turn those knobs a little bit? Or is it you know, >> So I don't expect things to change for quite some time, but, you know, we produce 70% gross margin in the last quarter, right? I mean, most of our competitors are in the fifties, right? If not, if not the forties. So clearly growth costs money in this business, right? You have to build your sales force before they start producing for you. You have to invest in marketing before they start producing. And because of our high focus around R and D right, which is all about new products again, your front ending your costs before the before the growth actually comes in. So now we're gonna continue to focus on growth. And as long as we believe that the medium to long term growth for us is in the thirties, you know, high twenties, thirties, even maybe even forties, we're going to continue to operate profitably but relatively lower profit once growth slows down. Yeah. I mean, it will all start flowing. >> Reassess it at that time. At least our data and the data shows that pure is in a position from a spending intention standpoint to continue to gain share. We don't see any change to that in the next several quarters. >> Last question for you, Charlie. We got to talk about a I we talked about at every conference. When we're looking at pure and customer conversations, it's about data data. Is oil lifeblood gold, currency, whatever you wanna call it? How? What is that conversation that that tape, urine and video have together in customers about? How can data ignite our workloads. Help companies identify new products. New service is deliver more automation. This is >> probably one of my favorite topics. When I'm talking to customers is how to make data actually useful. Not so much the, you know, the bits and bytes of how do you actually store it? But you know, what does it mean to them is a business but also to their customers because a lot of times they're using it for overall customer benefit. And the great part of that conversation and whether it's us or in video or both of us together, is we both use it for our to improve our business and our customers lives as well. You know, we talk today about how we have 15 petabytes of operational data from our customers, a raise, right, how they're performing. And we analyze that on a on an hour by hour basis toe look to see. Is the customer getting to the point where they need where they didn't need to modify how they're operating or where they need to upgrade, or where they need to add or even reduce more capacity so that they don't fall? You know they don't trip over things that will get their business in trouble. So it And now we even allow the customer to analyze their business. And do what if scenario plant planning to say, Well, if I'm going to double the amount of customer transactions I have, you know, what will that mean from an infrastructure Sandpoint? You know? Well, I need to change your upgrade. So, you know, this has been great fun because we are in the same boat as our customers, depending on a I to improve our our mutual customers experience. But >> this conversation is best. Very insightful. Charlie, Thank you for joining David Me on the Cube today. Again. Happy 10th anniversary. Here we look forward to the next two days >> and happy 10th year to you. >> Thanks very much. >> That's right for day, Volante. I'm Lisa Martin. You're watching the Cube from pure accelerate. 19

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