>> Announcer: From Austin, Texas it's theCube, covering Pure Storage Accelerate 2019. Brought to you by Pure Storage. >> Howdy from Austin, Lisa Martin with Dave Vellante we are on day one of our coverage of Pure Accelerate 2019. Welcoming a couple of guests to theCube. One is an alumni, Nathan Hall, VP of America's Systems Engineering from Pure, Nathan welcome back to theCube. >> Thanks, thanks very much. >> Lisa: And you brought a buddy from Cisco. We have Tom Sutliff, director of systems engineering and the America's data center, welcome to the Cube Tom. >> Thanks for having me. >> Dave: It's howdy you all. >> Howdy you all, okay. Thank you, it took the wicked smart guy from Boston to figure that out. >> A local. >> All right, so you all, let's talk about Cisco and Pure, you guys have been partners now since, Nathan we were chatting, since about the IPO, about four years ago. Let's start with you Nathan, our Pure guy. The Cisco, Pure partnership evolution, better together? What have you done over those last five years that sets you up for another first that you're going to share with us today? >> Sure, so it's a deep relationship that's only getting deeper and it's really at all levels. It starts with the executive alignment and think about Charlie Giancarlo from Cisco we've got a lot of just common, cross pollination there. But now it extends, certainly the field level, Tom and I are doing a lot of planning together in terms of having our teams go after common use cases. But now it extends to engineering as well, we had a UCS director plugin that we've had for some time now but Pure is now first in terms of having integration into Cisco intersight, so we are first and only to have storage integration of the Cisco intersight so that Cisco and Pure customers can really manage their environment from one console, so a lot of simplicity, just single SaaS interface for managing everything. >> Tom why Pure, why first with them? >> Well you know Nathan he articulated it well, we can look at the executive level, we talked about Charlie, but even, you know all of our Cisco executives but also to the engineering. We started really strong with the field sales teams but even if you look at the little things that our customers notice but a lot of people may not like the internal development of validated design guides, use cases. We churn them out with Pure as our top ecosystem partner, more than anybody and there's a lot of work being done, our customers see that and it's really helped drive our goal to market together it's really a very strong strategy. >> So there's a CVD around this is that right? >> Yeah there's many there's 22 right now and we're churning them out about one or two a quarter. With some vendors we might put out some initially we might do one or two things well, we do a lot of things well I guess you could say we do 22 things well with the CVD's but more than that. >> So this really started in the field if I understand correctly is that right? [Nathan] - Yes. >> So I always look for these deals and say is it a Barney deal, you know Barney deal I love you, you love me. And if there's real engineering going on then you say okay it's beyond a Barney deal. So it starts in the field with what, hey we should you know a customer wants us to work together and then how does the partnership evolve into where you're putting engineering resources and what does that look like? >> I think a lot of it evolves from just showing progress and showing success. If you look at, we just have a lot of common goals and from a portfolio perspective we fill in a lot of each others gaps so that's really where it started was having the success in the field and that drove, we should actually make greater investments in terms of engineering development, those 22 CVD's, the intersight integration, et cetera. >> So we were talking earlier about CI, HCI for audience members who it's kind of nuanced, how do you guys look at the intersection of those two? >> I say it's another better together story, for example we have a recent joint customer win where essentially across their entire SAP landscape we have Cisco hyper flex the HX managing the database portion, we have FlashStack with Pure Storage managing the Hanna portion, and really it all comes down to single console which is intersight. So we're really able to provide the best type of infrastructure for the right workload at the right time but all make it look like one single experience to the customer. >> So from a customer conversation perspective let's go back to you know we've talked about now this exciting new first engineering alignment. Going back to the field where customers have a multitude of workloads, SAP, Oracle, Microsoft, FEEdi, and there's FlashStack like 31 flavors of FlashStack right. What's that conversation like in terms of CI versus HCI when you guys come into play? Obviously FlashStack being I mentioned a number of flavors of that have been around for awhile, how do you help the customers determine what infrastructure is optimal for their workloads and their business objectives? >> You know there's a clear delineation between a hyper convergence, our HX platform, a hyper flex platform, and the converged infrastructure that we have with FlashStacks. If you look at a FlashStack it's an all in one solution, compute, fabric, storage. It's more for tier one apps, something that's you know scalable, something that's a highly dense tier one application. Latency obviously plays into this you know, I'd say it's a little less with the hyper flex platform and hyper convergence, much easier to stand up, much quicker to stand up within a half an hour. It's a storage play it does many of the similar same things but you know we're kind of closing the gap on both of them because even what you would call that smaller platform that started off at more tier one, excuse me tier two and tier three is now moving into the tier one space so. But it's really about scalability, ease of use, some of them are stronger in some markets like maybe a higher enterprise. But we can sell them across anywhere whether it be public sector, commercial, mid market, smaller customers. But they each have use cases that they fit in very well. >> This morning in the key notes we heard a lot about API's, I want to get into Multi Cloud in a second but before I do we talk a lot about infrastructures code, DevOps, we heard a lot about Kubernetes, a little bit about Kubernetes this morning. And the Cisco DevNet I've often said on theCUBE that they're the only large established company that's figured out how to do something for developers. Now does your partnership extend into sort of infrastructures code, how does that all sort of go through? Is DevNet a play here or even on the roadmap? >> Nathan: So from DevNet can you take that one? >> Well I can say yes it is a play, if you take a look at all of our solutions, primarily the compute and the fabric solutions, programmability is really a key function that we have and the customers can go in and they can actually working with our API's, API's that we work with separate with other vendors too that are dedicated to other vendors. It is a key thing and DevNet became to the forefront probably about five years ago and it was really built off of that development effort so that's critical for us going forward here there's a lot that we're doing I know we're going to talk about intersight and some other things where that was a key element of it. >> Yeah so this is important. You were at Cisco Live. >> And Cisco DevNet. >> And we were in the DevNet zone and you remember, you had many many booths, very specialized, then you have CCIE's learning python, learning how to program infrastructure for new use cases, edge comes in. Anything you'd add Nathan to sort of programmability? >> So I think just from day one from Pure Storage just having our restful API interface, having code.purestorage.com we've tried to make it as much automatable as possible, as easy for to really create a community of developers that can create these integrations very quickly, and honestly evidence of that is in intersight itself. How quickly we got that integration happening is because of that restful API interface. We were able to take the kind of AI Ops of Pure One and bring it into intersight, be able to get intersight to talk to Pure Storage very easily because of that strength of API first. >> What do we need to know about intersight? Add some color there, what is it, how's it work, what's the kind of history and how do you guys turn what you're doing in integration into customer value? >> So if I look at, going back to your comments around why converge versus hyper converge, it's often really a story of simplicity right? Customers want something simple for the data center, they know they can get it out in the Cloud but they can't always run their workloads out in the external Cloud. So simplicity is for intersight, no matter what it is, if it's converged or hyper converged, if it's Pure Storage, being able to have single interface to monitor your infrastructure, lifecycle it, to get really specific imagine a VMware administrator is able to in that single console, provision storage from Pure to a UCS server, format it for VMware ESX and VMFS, and in that single console so doesn't have to go to a bunch of different consoles, gets that Cloud like experience and that's what intersight delivers. So you get that simplicity whether its converged or hyper converged with intersight. >> Whether it's in the Cloud, it's the Edge, it's the Branch, Hybrid Cloud, instead of having to manage it I think that Nathan just hit on these single clusters of storage, compute, what have you. These can all be managed from one single console world wide no matter where they sit. >> So I want to talk about Multi Cloud if we can. So if I look at the players in Multi Cloud, the big whales, VMware, Red Hat, Google, Microsoft, and Cisco, you partner with all of those pretty much I think. AWS is not on the list but you figure they're kind of the facto part of the Multi Cloud scene but they're not going after Multi Cloud, Cisco was a relatively new entrant there. You got companies that have a Cloud like Microsoft and Google that want to participate, you've got companies that don't have a Cloud like Cisco that want to participate, where does Pure fit in to that Multi Cloud opportunity and how does it relate to the partnership? >> Well I think where we found a solid partnership with Cisco and Multi Cloud is the same approach to Multi Cloud and that is I'd call it open Multi Cloud. As opposed to having, forcing a single type of hyper visor on one side or a single Cloud, external Cloud on the other side, how do we make certain that our customers can run any app, anywhere? How do we appear and provide the data fabric having the most efficient amenity of fabric out there to kind of get around the data gravity problems of moving workloads, and we do that now with Pure Flash right on premises, Cloud block store out in the Cloud, our ability to Cloud snap to Azure, to AWS, and that's part of the story. The other part of the story is the fabric and the compute. So with ACI anywhere really that compeletes the any workload anywhere story, and keeping it open so it's not just one hyper visor or one Cloud provider on the other side. >> So you be the data plane in that equation, with the management of that data plane, and Cisco is the overall management framework the control plane I guess we could call that. Is that the right way to think about it? >> I'd say part of the control plane and the network fabric as well, and we're part of essentially the consistent data services no matter where you go. So really upleveling for example EBS to an enterprise grade of storage that it wasn't before, now we have something that whether you're on hardware on premises or in the cloud, you can run that monolithic application in places you couldn't do it before. >> So let's look at this in the real world in a customer environment, talk to me about whatever kind of whether it's a bank or an airline or what have you, what are the business benefits that, we'll use delta Airlines as an example, what would they get out of this if they think of all of the things that they need to achieve internally and be able to deliver to their customers? What's that you know TCO, ROI, what are all those sexy things that you guys are delivering? >> So I'd say they get essentially a lot of the barriers to getting the TCO you want for a given workload are based on compatibility. Maybe you want to run it out in Amazon but you can't get it there because it's this massive monolithic gap, the sync would take days, the SLA out there isn't quite what you want. Now being able to provide a consistent experience no matter where that data plane is, you get that choice. You can go and evaluate AWS or Azure and say that's ultimately the right TCO for my application and I know it could run out there because I've essentially standardized my data fabric anywhere, and it's the same story essentially now with ACI anywhere as well. So the ability to keep essentially the fundamental elements of the application, the infrastructure around it consistent no matter where it is, freeze that IT decision maker to put it in the right place. You don't have to be constrained by compatibility anymore. >> So internal operations can be dialed way up which means those folks are free to resources to work on other higher value projects, and the customer on the other end who doesn't know any of this stuff is under the hood is getting what they need when they want it. >> Exactly, yeah you can manage if you look at ACI you can manage the automation of the applications across the network fabric again wherever it may be, and there's robustness there, there's telemetry, there's measurements. So instead of just looking at the application you look at the robustness of that on the network and the network here us absolutely critical, none of this is going to run I think as Nathan hit on that it could be in the Cloud, it could be in the Branch, you still want the same level of performance the SLA, the five nines and that's where the network comes in that's what's critical. >> Well and the security piece as well. >> Absolutely. >> You guys are largely coming at the Multi Cloud from of course the network strength that you have but you've also got a security angle there because you can go deep packet inspection and that's a sweet spot for you guys. >> Tom: Absolutely. >> Talk about security and it's importance and so on. >> Well I think the security I mean one of the big plays that we have with ACI and with Tetration is being able to look in literally billions of packets a second and being able to track and make realtime decisions on any type of threat, threat defense that's built right in. So normally obviously you have firewall and you try to keep everything out but a lot of what will happen a lot of the penetration security hack happens inside. So this is able to look at all of the flows, at every single packet the flow of the application and the information to see if there's a threat in real time. It takes a lot of processing power a lot of storage and a lot of capacity but you know that's a Tetration product and it's a huge play, our security team is actually out selling that in addition to the data center teams. >> So is Wallingford Yankee's country or Red Sox country? >> Oh it's right on the border so I've got my in laws Yankee's, my parents Redsox, so it's very difficult at home. >> You're a Pat's fan of course, did you feel dirty watching the game on Sunday or? >> Tom: No not at all. >> Oh you felt good? >> Maybe 19 and O this year we'll see. >> And you're Switzerland in this whole debate? >> I try to be it's hard. >> Well you know this company is Warrior's so we can talk NBA too. >> You bet! >> There's a really interesting NBA season coming up now. Not so much for our team but. (laughter) >> Lisa: You never know! >> You never know. >> I had to try to be Switzerland too cause I was the West Coaster with the East Coaster boss, you know how it goes. So Tom last question for you, whole bunch of announcements that came out of Pure today as we look at all of the partnerships that Pure has we talked about that, that Cisco has as well, what are some of the things that as a partner as a valued strategic partner, that Cisco hears when they hear Pure talking about delivering everything as a service and what they're doing with AI and dialing up things there, what is Ciscos reaction to that news? >> Well the thing with Pure and it preceded this conference but you know I really heard it with the new announcements and Nate and I we have a lot of things we're going to work with our systems engineers on in the Americas, it's just the innovation which is pretty incredible. You know you kind of have the big four products here but primarily with the Flash arrays the CI platforms, the Flash blades, what's going on with Pure one, that's going to be critical going forward and we have very similar messages with Multi Cloud. We talked about the validated designs, this is really going to lead us to almost like it's kind of funny when you have an innovative partner you can do reboots every year and people don't think you're just throwing work at them or what have you. It's like now we really innovated again, 12, 15 months later we're going to hit this again and come at it. And so Pure is probably one of the only partners we have that type of relationship with. >> Alright well guys thank you so much for joining Dave and me on theCUBE today we appreciate it. We look forward to following the evolution of this Cisco Pure partnership, thanks for your time. >> Thank you. >> Thank you guys. >> For Dave Vellante, I'm Lisa Martin, you're watching theCUBE ya'll from Pure Accelerate in Austin, Texas. (upbeat music)

>> Narrator: Live from San Francisco, it's The Cube! Covering AWS Summit 2017, brought to you by Amazon Web Services. (upbeat music) >> Hi, welcome back to The Cube. We are live in San Francisco at the AWS Summit at Moscone Center. Really excited to be here. A tremendous amount of buzz going on. I'm Lisa Martin with my cohost George Gilbert and we're very excited to have Lowell Anderson, product marketing guru at AWS. Welcome back, Cube alumni! >> Lowell: It's great to be here, Lisa, thank you. >> Great to have you here as well. The keynote this morning was so energetic with Werner and Nextdoor is going to be on the program in a little bit. Over a thousand product launches last year. Not only are there superpowers now that AWS, I like that. You don't have a T-shirt, but maybe next time. But I think the word that I heard most today so far is customer. And I think that it's such a, and as AWS really talks about, it's a really differentiated way of thinking, of doing business. I'd love to understand what the products that were announced today. Walk us through some of the key highlights there. Customer logos were everywhere. So talk to us about how customers are influencing the development of the new services and products coming from AWS. >> Yeah, well, you know, for us, customers are always core to what drives our innovation. It's how we start, we start with what our customers want, and we work backwards from that to try to deliver a lot of the new features and services that we talked about today. And Werner covered a huge breadth of things, but they really fall into maybe four or five categories. He started talking about, directly for developers, talking about what we're doing with a product called CodeStar, which is designed to really help developers build and deploy software applications in the Cloud. He also then went and talked about our new marketplace, SaaS Contracts' capability, which makes it super easy for customers to sign up and purchase SaaS applications using multi-year contracts on AWS, but it also makes it easier for ISVs to make their offerings available for our customers. So again, really trying to make that easy for customers. We talked a lot about what we're doing in artificial intelligence, with the general availability of Amazon Lex today, and then a really entertaining video with Polly, where we saw that avatar speaking and the new whispering capability, so adding a lot more value to our suite of artificial intelligence services. Some exciting stuff in analytics, where we talked about Redshift Spectrum, which is the new search capability on Amazon Redshift that allows customers to search not just the data in their Redshift database, but also search all the unstructured data they have in S3. And then some really exciting announcements here on the database space with DynamoDB DAX, which is an accelerator for DynamoDB. And we also talked about the availability of a new version of Aurora for Postgres. So a lot of new capabilities, both in databases, big data, analytics, machine learning and artificial intelligence, and our offerings for SaaS Contracts as well. >> And that was all before lunch. (laughs) >> Lowell: Yeah, a lot of stuff. >> Lowell, following up on, in order of, let's say the comments on AI and the announcements made there. Microsoft, Google, Amazon all have gone beyond frameworks and tools to fully trained services that a normal developer can get their hands around. But in the areas of conversational user interface, natural language understanding, image recognition. Why do you think that those three vendors, the three vendors have been able to make such progress in those areas, to make that capability accessible, and there's so many other areas where we're still down in the weeds? >> I think there's, we sort of see it in, sort of focusing in maybe three different areas that are really targeted at what our customers are asking for. We have some very sophisticated customers who really want to build their own deep learning and machine learning applications, and they want services like MXNet, which is a highly scalable deep learning framework, that they can do and build these deep learning models. So there's a very sophisticated, targeted customer who wants that. But we also have customers that want to build and train and create prediction algorithms, and they use Amazon Machine Learning, which is a managed service which allows them to look at their past transactional data and build prediction models from it. And then the third piece is kind of what you mentioned, which is services that are really designed for the average developer, so they can really easily add capabilities like chatbots and speech and visual recognition to their applications with a simple API interface. And I think what you touched on is, why did we focus here, Well I think, as Andy also talked about today, that it's really early days in this space. And we're going to see a really, really strong amount of innovation here. And Amazon, which has been doing this for many, many years, and thousands of developers focused on this in our retail side, we're really working hard to bring that technology out, so that our customers can use it. And Lex, which is based on Alexa, which we're all familiar with from using the Echo. Bringing that out and making that type of capability available for average developers to use is a piece of that. So I think you're just going to continue to see that and over the course of the next year you're going to see continued new services coming from us on machine learning and artificial intelligence, across all those three spectrums. >> So let me jump to another subject which is really a hot button for our customers, both on the vendor side and the enterprise side, which is the hybrid cloud, I don't know whether we should call it migration or journey or endpoint. But let's take a couple scenarios. Let's say you're a Hadoop customer, and you've got Cloudera on-prem, you're a big bank, you've put an instance of it on Amazon and on Azure so that you can move your data around and you're relatively free. >> Lowell: Sure. >> Now the big use case has been data warehouse offload. So all of a sudden you have two really great data warehouses that are best in class on Amazon. With Redshift, with now the significant expansion of it, and Snowflake, and then you have Teradata, which now can take their on-prem capabilities and put them on the Cloud. How does the customer weigh the cost/benefit of lowest common denominator versus-- >> Yeah, yeah, sure. I think for us and for our customers it's not a one-size-fits-all. Every customer approaches this differently, and so what our focus has been on is to give them the range of choice. So if you want to use Cloudera, you can deploy it on EC2 and you can manage that yourself, and that's going to work great for you. But if you want a more managed service where maybe you don't want to have to manage the scalability of that Cloudera deployment, maybe you want to use EMR and deploy your Hadoop applications on EMR which manages that scalability for you. And so you make those tradeoffs and each of our customers makes those tradeoffs for different reasons and in different ways and at different times. And so our focus has always been to really try to give them that flexibility, to give them services where they can make the choice themselves about which direction they want to go for their individual applications, and maybe mix it up and try different ways of running these types of applications. And so we have a full range of those types of, from the ability to deploy those directly onto EC2 and manage it themselves, all the way to fully managed services that we maintain all the scalability and management and monitoring ourselves. >> One of the interesting things that Andy Jassy said in his fireside chat just in the last hour or so about HyperCloud was that most enterprises are going to operate in HyperCloud for the next several years, and there are those customers that are going to have to, or want to have their own data centers for whatever type of application. But something also that he brought up in that context, and I know you know a lot about this, George, is VMware. So when I was looking at the announcement that was made in the last six months or so about VMware, vSphere-based cloud services, VMware has just sold off their vCloud Air, kind of competing product, wondering with the VMware Cloud on Amazon, how does that... what are really the primary drivers there? Is that sort of a way to take those VMware customers eventually towards hybrid cloud, or is that an opportunity to maybe compete with some of the other guys who might have more traction in the legacy application migration space? >> I think for us, it's again, it comes back to our customers saying, some of our workloads that maybe for a long period of time have been deployed on VMware and we've been using VMware ESX for many, many years on-premise, and we have these applications that have been deployed for many years there, and they're highly integrated, they use specific features of VMware, and maybe we also like using VMware's management tools, we like using vCloud to manage all of these different instances of our VMware virtualization platform, but we just want to run it in the Cloud, because we want that scalability. When you deploy that stuff on-premise, you're still kind of locked in. Every time you want to expand, you've got to go out and you've got to buy more hardware. You really don't have the agility to expand that business, both as it grows, or as it declines. So you're paying for that hardware to power it and run it no matter what. And so they're telling us we'd like to get some of this up into the Cloud, but we don't want necessarily to have to, we've built these apps, we're comfortable with how they're running them, but we want to run them up in the Cloud and we want to do it with low risk. And that's what this VMware relationship is about, is letting those enterprises that have spent years building and maintaining and using VMware and their various management tools, to do that up in the Cloud. That's really what it's about. >> So let's switch gears to another topic that Andy talked about, since all his topics were topical. Edge computing and IIoT. That's another big shift that's coming along and changing the architecture so we have more computing at the edge again, and huge amounts of data. Obviously there's many scenarios, but how do you think customers will basically think through this, or how should they think through how much analytics and capability is at the edge, that issue of should it look like what is in the Cloud? Or should it be really tight and light and embedded? >> I think we're seeing just an increasing range. And also a really interesting mix, where you have some very intelligent devices, your laptop and so on, that is connected to the Cloud and it has a pretty significant amount of processing power, and so there can be applications that run on that machine that are very sophisticated. But if we're going to start to expand that universe of edge devices out to simple sensors for pipelines, and simple ways to monitor the thermostat in your home, and simple ways to measure and monitor and track all sorts of, you know, automobiles and so on, that there's going to be a range of different on-premise or edge types of compute, that we need to support in the Cloud. And so I think what Andy's saying is that we want to build the Cloud to be the system that can act as the, has the analytics power to ingest data from these maybe tens of millions of different devices, which will have a range of different compute power, and support those applications on a case by case basis. >> We've got to wrap things up here, and I know this conversation could continue for many hours. I think what we've heard here today is a tremendous amount of innovation, and I made the joke, all announced before lunch, but really it was. We're seeing the flexibility, we're seeing the customers really drive the innovation. Also the fact that AWS starting in the startup space with the developers, that's still a very key target market for you, even as things go up to the enterprise. So continued best luck with everything going forward. We're excited to be at re:Invent in just, what, five or six months from now, and with many, many more thousands of people and hearing the great things that continue to come from the leader in public cloud. >> Lowell: All right. Thank you, Lisa. >> Thanks for joining us, Lowell, we appreciate it. Next time I want the superpower T-shirt. (laughs) >> (laughs) Okay, I'll take you up on that. >> All right. I'm Lisa Martin for my cohost George Gilbert. Thanks so much for watching, stick around. We are live at the AWS Summit in San Francisco, and we will be right back. (upbeat music)