>>Hey everyone. It's the cube live at VMware Explorer, 2022. We're at Mascone center and lovely, beautiful San Francisco. Dave Volante is with me, Lisa Martin. Beautiful weather here today. >>It is beautiful. I couldn't have missed this one because you know, the orange and the pure and VA right. Are history together. I had a, I had a switch sets. You >>Did. You were gonna have FOMO without a guest. Who's back. One of our longtime alumni V Stewart, VP of global technology alliances partners at pure storage one. It's great to have you back on the program, seeing you in 3d >>It's. It's so great to be here and we get a guest interviewer. So this >>Is >>Fantastic. Fly by. Fantastic. >>So talk to us, what's going on at pure. It's been a while since we had a chance to talk, >>Right. Well, well, besides the fact that it's great to see in person and to be back at a conference and see all of our customers, partners and prospects, you know, pure storage has just been on a tear just for your audience. Many, those who don't follow pure, right? We finished our last year with our Q4 being 41% year over year growth. And in the year, just under 2.2 billion, and then we come outta the gates this year, close our Q1 at 50% year over year, quarter quarterly growth. Have you ever seen a storage company or an infrastructure partner at 2 billion grow at that rate? >>Well, the thing was, was striking was that the acceleration of growth, because, you know, I mean, COVID, there were supply chain issues and you know, you saw that. And then, and we've seen this before at cloud companies, we see actually AWS as accelerated growth. So this is my premise here is you guys are actually becoming a cloud-like company building on top of, of infrastructure going from on-prem to cloud. But we're gonna talk about that. >>This is very much that super cloud premise. Well, >>It is. And, and, but I think it's it's one of the characteristics is you can actually, it, you know, we used to see companies, they go, they'd come out of escape velocity, and then they'd they'd growth would slow. I used to be at IDC. We'd see it. We'd see it. Okay. Down then it'd be single digits. You guys are seeing the opposite. >>It's it's not just our bookings. And by the way, I would be remiss if I didn't remind your audience that our second quarter earnings call is tomorrow. So we'll see how this philosophy and momentum keeps going. See, right. But besides the growth, right? All the external metrics around our business are increasing as well. So our net promoter score increased right at 85.2. We are the gold standard, not just in storage in infrastructure period. Like there's no one close to us, >>85. I mean, that's like, that's a, like apple, >>It's higher than apple than apple. It's apple higher than Tesla. It's higher than AWS shopping. And if you look in like our review of our products, flash rate is the leader in the gardener magic quadrant for, for storage array. It's been there for eight years. Port works is the leader in the GIGO OME radar for native Kubernetes storage three years in a row. Like just, it's great to be at a company that's hitting on all cylinders. You know, particularly at a time that's just got so much change going on in our >>Industry. Yeah. Tremendous amount of change. Talk about the, the VMware partnership from a momentum of velocity perspective what's going on there. And some of the things that you're accelerating. >>Absolutely. So VMware is, is the, the oldest or the longest tenured technology partner that we've had. I'm about to start my 10th year at pure storage. It feels like it was yesterday. When I joined, they were a, an Alliance partner before I joined. And so not to make that about me, but that's just like we built some of the key aspects around our first product, the flash array with VMware workloads in mind. And so we are a, a co-development partner. We've worked with them on a number of projects over years of, of late things that are top of mind is like the evolution of vials, the NV support for NVMe over fabric storage, more recently SRM support for automating Dr. With Viv a deployments, you know, and, and, and then our work around VMware ex extends to not just with VMware, they're really the catalyst for a lot of three way partnerships. So partnerships into our investments in data protection partners. Well, you gotta support V ADP for backing up the VMware space, our partnership within Nvidia, well, you gotta support NVA. I, so they can accelerate bringing those technologies into the enterprise. And so it's it, it's not just a, a, a, you know, unilateral partnership. It's a bidirectional piece because for a lot of customers, VMware's kind of like a touchpoint for managing the infrastructure. >>So how is that changing? Because you you've mentioned, you know, all the, the, the previous days, it was like, okay, let's get, make storage work. Let's do the integration. Let's do the hard work. It was kind of a race for the engineering teams to get there. All the storage companies would compete. And it was actually really good for the industry. Yeah, yeah. Right. Because it, it went from, you know, really complex, to much, much simpler. And now with the port works acquisition, it brings you closer to the whole DevOps scene. And you're seeing now VMware it's with its multi-cloud initiatives, really focusing on, you know, the applications and that, and that layer. So how does that dynamic evolve in terms of the partnership and, and where the focus is? >>So there's always in the last decade or so, right. There's always been some amount of overlap or competing with your partnerships, right. Something in their portfolios they're expanding maybe, or you expand you encroach on them. I think, I think two parts to how I would want to answer your question. The retrospective look V VMware is our number one ISV from a, a partner that we, we turn transactions with. The booking's growth that I shared with you, you could almost say is a direct reflection of how we're growing within that, that VMware marketplace. We are bringing a platform that I think customers feel services their workloads well today and gives them the flexibility of what might come in their cloud tomorrow. So you look at programs like our evergreen one subscription model, where you can deploy a consumption based subscription model. So very cloud-like only pay for what you use on-prem and turn that dial as you need to dial it into a, a cloud or, or multiple clouds. >>That's just one example. Looking forward, look, port works is probably the platform that VMware should have bought because when you look at today's story, right, when kit Culbert shared a, a cross cloud services, right, it was, it was the modern version of what VMware used to say, which was, here's a software defined data center. We're gonna standardize all your dissimilar hardware, another saying software defined management to standardize all your dissimilar clouds. We do that for Kubernetes. We talk about accelerating customers' adoption of Kubernetes by, by allowing developers, just to turn on an enable features, be its security, backup high availability, but we don't do it mono in a, you know, in a, in a homogeneous environment, we allow customers to do it heterogeneously so I can deploy VMware Tansu and connect it to Amazon EKS. I can switch one of those over to red head OpenShift, non disruptively, if I need to. >>Right? So as customers are going on this journey, particularly the enterprise customers, and they're not sure where they're going, we're giving them a platform that standardizes where they want to go. On-prem in the cloud and anywhere in between. And what's really interesting is our latest feature within the port works portfolio is called port works data services, and allows customers to deploy databases on demand. Like, install it, download the binaries. You have a cus there, you got a database, you got a database. You want Cassandra, you want Mongo, right? Yeah. You know, and, and for a lot of enterprise customers, who've kind of not, not know where to don't know where to start with port works. We found that to be a great place where they're like, I have this need side of my infrastructure. You can help me reduce cost time. Right. And deliver databases to teams. And that's how they kick off their Tansu journey. For example. >>It's interesting. So port works was the enabler you mentioned maybe VMware should above. Of course they had to get the value out of, out of pivotal. >>Understood. >>So, okay. Okay. So that, so how subsequent to the port works acquisition, how has it changed the way that you guys think about storage and how your customers are actually deploying and managing storage? >>Sure. So you touched base earlier on what was really great about the cloud and VMware was this evolution of simplifying storage technologies, usually operational functions, right? Making things simpler, more API driven, right. So they could be automated. I think what we're seeing customers do to today is first off, there's a tremendous rise in everyone wanting to do every customer, not every customer, a large portion of the customer bases, wanting to acquire technology on as OPEX. And it, I think it's really driven by like eliminate technical debt. I sign a short term agreement, our short, our shortest commitment's nine months. If we don't deliver around what we say, you walk away from us in nine months. Like you, you couldn't do that historically. Furthermore, I think customers are looking for the flexibility for our subscriptions, you know, more from between on-prem and cloud, as I shared earlier, is, is been a, a, a big driver in that space. >>And, and lastly, I would, would probably touch on our environmental and sustainability efforts. You saw this morning, Ragu in the keynote touch on what was it? Zero carbon consumption initiative, or ZCI my apologies to the veer folks. If I missed VO, you know, we've had, we've had sustainability into our products since day one. I don't know if you saw our inaugural ESG report that came out about 60 days ago, but the bottom line is, is, is our portfolio reduces the, the power directly consumed by storage race by up to 80%. And another aspect to look at is that 97% of all of the products that we sold in the last six years are still in the market today. They're not being put into, you know, into, to recycle bins and whatnot, pure storage's goal by the end of this decade is to further drive the efficiency of our platforms by another 66%. And so, you know, it's an ambitious goal, but we believe it's >>Important. Yeah. I was at HQ earlier this month, so I actually did see it. So, >>Yeah. And where is sustainability from a differentiation perspective, but also from a customer requirements perspective, I'm talking to a lot of customers that are putting that requirement when they're doing RFPs and whatnot on the vendors. >>I think we would like to all, and this is a free form VO comment here. So my apologies, but I think we'd all like to, to believe that we can reduce the energy consumption in the planet through these efforts. And in some ways maybe we can, what I fear in the technology space that I think we've all and, and many of your viewers have seen is there's always more tomorrow, right? There's more apps, more vendors, more offerings, more, more, more data to store. And so I think it's really just an imperative is you've gotta continue to be able to provide more services or store more data in this in yesterday's footprint tomorrow. A and part of the way they get to is through a sustainability effort, whether it's in chip design, you know, storage technologies, et cetera. And, and unfortunately it's, it's, it's something that organizations need to adopt today. And, and we've had a number of wins where customers have said, I thought I had to evacuate this data center. Your technology comes in and now it buys me more years of time in this in infrastructure. And so it can be very strategic to a lot of vendors who think their only option is like data center evacuation. >>So I don't want to, I, I don't wanna set you up, but I do want to have the super cloud conversation. And so let's go, and you, can you, you been around a long time, your, your technical, or you're more technical than I am, so we can at least sort of try to figure it out together when I first saw you guys. I think Lisa, so you and I were at, was it, when did you announce a block storage for AWS? The, was that 2019 >>Cloud block store? I believe block four years >>Ago. Okay. So 20 18, 20 18, 20 18. Okay. So we were there at, at accelerate at accelerate and I said, oh, that's interesting. So basically if I, if I go back there, it was, it was a hybrid model. You, you connecting your on-prem, you were, you were using, I think, priority E C two, you know, infrastructure to get high performance and connecting the two. And it was a singular experience yeah. Between on-prem and AWS in a pure customer saw pure. Right. Okay. So that was the first time I started to think about Supercloud. I mean, I think thought about it in different forms years ago, but that was the first actual instantiation. So my, my I'm interested in how that's evolved, how it's evolving, how it's going across clouds. Can you talk just conceptually about how that architecture is, is morphing? >>Sure. I just to set the expectations appropriately, right? We've got, we've got a lot of engineering work that that's going on right now. There's a bunch of stuff that I would love to share with you that I feel is right around the corner. And so hopefully we'll get across the line where we're at today, where we're at today. So the connective DNA of, of flash array, OnPrem cloud block store in the cloud, we can set up for, for, you know, what we call active. Dr. So, so again, customers are looking at these arrays is a, is a, is a pair that allows workloads to be put into the, put into the cloud or, or transferred between the cloud. That's kind of like your basic building, you know, blocking tackling 1 0 1. Like what do I do for Dr. Example, right? Or, or gimme an easy button to, to evacuate a data center where we've seen a, a lot of growth is around cloud block store and cloud block store really was released as like a software version of our hardware, Ray on-prem and it's been, and, and it hasn't been making the news, but it's been continually evolving. >>And so today the way you would look at cloud block store is, is really bringing enterprise data services to like EBS for, for AWS customers or to like, you know, is Azure premium disc for Azure users. And what do I mean by enterprise data services? It's, it's the, the, the way that large scale applications are managed, on-prem not just their performance and their avail availability considerations. How do I stage the, the development team, the sandbox team before they patch? You know, what's my cyber protection, not just data protection, how, how am I protected from a cyber hack? We bring all those capabilities to those storage platforms. And the, the best result is because of our data reduction technologies, which was critical in reducing the cost of flash 10 years ago, reduces the cost of the cloud by 50% or more and pays for the, for pays more than pays for our software of cloud block store to enable these enterprise data services, to give all these rapid capabilities like instant database, clones, instant, you know, recovery from cyber tech, things of that nature. >>Do customers. We heard today that cloud chaos are, are customers saying so, okay, you can run an Azure, you can run an AWS fine. Are customers saying, Hey, we want to connect those islands. Are you hearing that from customers or is it still sort of still too early? >>I think it's still too early. It doesn't mean we don't have customers who are very much in let's buy, let me buy some software that will monitor the price of my cloud. And I might move stuff around, but there's also a cost to moving, right? The, the egress charges can add up, particularly if you're at scale. So I don't know how much I seen. And even through the cloud days, how much I saw the, the notion of workloads moving, like kind of in the early days, like VMO, we thought there might be like a, is there gonna be a fall of the moon computing, you know, surge here, like, you know, have your workload run where power costs are lower. We didn't really see that coming to fruition. So I think there is a, is a desire for customers to have standardization because they gain the benefits of that from an operational perspective. Right. Whether they put that in motion to move workloads back and forth. I think >>So let's say, let's say to be determined, let let's say they let's say they don't move them because your point you knows too expensive, but, but, but, but you just, I think touched on it is they do want some kind of standard in terms of the workflow. Yep. You you're saying you're, you're starting to see demand >>Standard operating practices. Okay. >>Yeah. SOPs. And if they're, if they're big into pure, why wouldn't they want that? If assuming they have, you know, multiple clouds, which a lot of customers do. >>I, I, I I'll assure with you one thing that the going back to like basic primitives and I touched it touched on it a minute ago with data reduction. You have customers look at their, their storage bills in the cloud and say, we're gonna reduce that by half or more. You have a conversation >>Because they can bring your stack yeah. Into the cloud. And it's got more maturity than what you'd find from a cloud company, cloud >>Vendor. Yeah. Just data. Reduction's not part of block storage today in the cloud. So we've got an advantage there that we, we bring to bear. Yeah. >>So here we are at, at VMware Explorer, the first one of this name, and I love the theme, the center of the multi-cloud universe. Doesn't that sound like a Marvel movie. I feel like there should be superheroes walking around here. At some point >>We got Mr. Fantastic. Right here. We do >>Gone for, I dunno it >>Is. But a lot of, a lot of news this morning in the keynote, you were in the keynote, what are some of the things that you're hearing from VMware and what excites you about this continued evolution of the partnership with pure >>Yeah. Great point. So I, I think I touched on the, the two things that really caught my attention. Obviously, you know, we've got a lot of investment in V realize it was now kind of rebranded as ay, that, you know, I think we're really eager to see if we can help drive that consumption a bit higher, cuz we believe that plays into our favor as a vendor. We've we've we have over a hundred templates for the area platform right now to, you know, automation templates, whether it's, you know, levels set your platform, you know, automatically move workloads, deploy on demand. Like just so, so again, I think the focus there is very exciting for us, obviously when they've got a new release, like vSphere eight, that's gonna drive a lot of channel behaviors. So we've gotta get our, you know, we're a hundred percent channel company. And so we've gotta go get our channel ready because with about half of the updates of vSphere is, is hardware refresh. And so, you know, we've gotta be, be prepared for that. So, you know, some of the excitements about just being how to find more points in the market to do more business together. >>All right. Exciting cover the grounds. Right. I mean, so, okay. You guys announce earnings tomorrow, so we can't obviously quiet period, but of course you're not gonna divulge that anyway. So we'll be looking for that. What other catalysts are out there that we should be paying attention to? You know, we got, we got reinvent coming up in yep. In November, you guys are obviously gonna be there in, in a big way. Accelerate was back this year. How was accelerate >>Accelerate in was in Los Angeles this year? Mm. We had great weather. It was a phenomenal venue, great event, great partner event to kick it off. We happened to, to share the facility with the president and a bunch of international delegates. So that did make for a little bit of some logistic securities. >>It was like the summit of the Americas. I, I believe I'm recalling that correctly, but it was fantastic. Right. You, you get, you get to bring the customers out. You get to put a bunch of the engineers on display for the products that we're building. You know, one of the high, you know, two of the highlights there were, we, we announced our new flash blade S so, you know, higher, more performant, more scalable version of our, our scale and object and file platform with that. We also announced the, the next generation of our a I R I, which is our AI ready, AI ready infrastructure within video. So think of it like converged infrastructure for AI workloads. We're seeing tremendous growth in that unstructured space. And so, you know, we obviously pure was funded around block storage, a lot around virtual machines. The data growth is in unstructured, right? >>We're just seeing, we're seeing, you know, just tons of machine learning, you know, opportunities, a lot of opportunities, whether we're looking at health, life sciences, genome sequencing, medical imaging, we're seeing a lot of, of velocity in the federal space. You know, things, I can't talk about a lot of velocity in the automotive space. And so just, you know, from a completeness of platform, you know, flat flash blade is, is really addressing a need really kind of changing the market from NAS as like tier two storage or object is tier three to like both as a tier one performance candidate. And now you see applications that are supporting running on top of object, right? All your analytics platforms are on an object today, Absolut. So it's a, it's a whole new world. >>Awesome. And Pierce also what I see on the website, a tech Fest going on, you guys are gonna be in Seoul, Mexico city in Singapore in the next week alone. So customers get the chance to be able to in person talk with those execs once again. >>Yeah. We've been doing the accelerate tech tech fests, sorry about that around the globe. And if one of those align with your schedule, or you can free your schedule to join us, I would encourage you. The whole list of events dates are on pure storage.com. >>I'm looking at it right now. Vaon thank you so much for joining Dave and me. I got to sit between two dapper dudes, great conversation about what's going on at pure pure with VMware better together and the, and the CATA, the cat catalysis that's going on on both sides. I think that's an actual word I should. Now I have a degree biology for Vaughn Stewart and Dave Valante I'm Lisa Martin. You're watching the cube live from VMware Explorer, 22. We'll be right back with our next guest. So keep it here.

>> Narrator: From around the globe, it's theCUBE. With digital coverage of VMworld 2020 brought to you by VMware and its ecosystem partners. >> Welcome back, I'm Stuart Miniman and this is theCUBES's coverage of VMworld 2020. Our 11th year doing the show and happy to welcome back to the program one of our CUBE's alums. Somebody that's is going to VMworld longer than we have been doing it for theCUBE. So Vaughn Stewart he is the Vice President of Technology Alliances with Pure Storage Vaughn, nice to see you. How you doing? >> Hey, Stu. CUBE thanks for having me back. I miss you guys I wish we were doing this in person. >> Yeah, we all wish we were in person but as we've been saying all this year, we get to be together even while we're apart. So we look to you on little screens and things like that rather than bumping into each other at some of the after parties or the coffee shops all around San Francisco. So Vaughn, obviously you know Pure Storage long, long, long partnership with VMware. I think back the first time that I probably met with the Pure team, in person, it probably was around Moscone, having a breakfast having a lunch, having a briefing or the likes. So just give us the high level. I know we've got a lot of things to dig into. Pure and VMware, how's the partnership going these days? >> Partnership is growing fantastic Pure invests a lot of engineering resources in programs with VMware. Particularly the VMware design partner programs for vVols, Container-Native Storage et cetera. The relationship is healthy the business is growing strong. I'm very excited about the investments that VMware is making around VMware Cloud Foundation as a replatforming of what's going on MPREM to help better enable hybrid cloud and to support Tanzu and Kubernetes platforms. So a lot going on at the infrastructure level that ultimately helps customers of all to adopt cloud native workloads and applications. >> Wonderful. Well a lot of pieces to unpack that. Of course Tanzu big piece of what they're talking about. But let's start. You mentioned VCF. You know what is it on the infrastructure side, that is kind of driving your customer adoption these days, and the some of the latest integrations that you're doing? >> Yeah you know VCF has really caught the attention of our mid to large or mid to enterprise size customers. The focus around, as I use the phrase replatform is planning out with VMworld phrase. But the focus on simplifying the lifecycle management, giving you a greater means to connect to the public cloud. I don't know if you're aware, but all VMware public cloud offerings have the VCF framework in terms of architectural framework. So now bringing that back on-prem, allowing customers on a per workload domain basis to extend to a hybrid cloud capability. It's a really big advancement from kind of the base vSphere infrastructure, which architecturally hasn't had a significant advancement in a number of years. What's really big around VCF besides the hybrid connectivity, is the couple of new tools SDDC Manager and vSphere Lifecycle Manager. These tools can actually manage the infrastructure from bare metal up to workload domains and then from workload domains you're now handing off to considered like delegated vCenter Servers right? So that the owner of a workload if you will and then that person can go ahead and provision virtual machines or containers, based on whatever is required to run their workloads. So for us the big gain of this is the advancement in the VMware management. They are bringing their strength in providing simplicity, and end-to-end hardwared application management to disaggregated architectures. Where the focus of that capability has been with HCI over say the past five or six years. And so this really helps close that last gap, if you will, and completes a 360 degree view of providing simplified management across dissimilar architecture and it's consistent and it's standardized by VMware. So HCI, disaggregated architecture, public cloud, it all operates the same. >> So Vaughn, you made a comment about not a lot of changes. If I remember our friends at VMware they made a statement vSphere 7 was the biggest architectural change in over a decade. Of course bringing in Kubernetes it's a major piece of the Tanzu discussion. Pure. Your team's been pretty busy in the Kubernetes space too. Recent acquisition of Portwox to help accelerate that. Maybe let's talk a little bit about you know cloud native. What you're hearing from your customers. (chuckles) And yeah, like we've Dave Vellante had a nice interview with, Pure and Portwox CEOs. Give the VMworld audience a little bit of an update as you know where you all fit in the Kubernetes space. >> Yeah and actually, there was a lot that you shared there kind of in connecting the VCF piece through to vSphere 7 and a lot of changes there in driving into Tanzu and containers. So maybe we're going to jump around here a bit but look we're really excited. We've been working with VMware, but in addition to all of our application partners, you are seeing nearly every traditional enterprise application being replatformed to support containers. I'd love to share with you more details, but there's a lot of NDAs I'd be breaking in that. But the way for enterprise adoption of containers is right upon us. And so the timing for VMware Tanzu is ideal. Our focus has always been around providing a rich set of data services. One that provides faster provisioning, simplified fleet management, and the ability to move that container and those data services between different clouds and different cloud platforms, Be it on-prem, or in the public cloud space. We've had a lot of success doing that with the Pure Service Orchestrator Version 6.0 enables CSI compliant persistent storage capabilities. And it does support Tanzu today. The addition or I should say the acquisition of Portworx is really interesting. Because now we're bringing on an enhanced set of data services that not only run on a Pure Storage storage products, but runs universally regardless of the storage platform, or the Cloud architecture. The capabilities within Portworx are above and beyond what we had in PSO. So this is a great expansion of our capabilities. And ultimately we want to help customers. Whether they want to do containers solely on Tanzu, or if they're going to mix Tanzu with say Amazon EKS, or they've got some department that does development on OpenShift. Whatever it might be. You know that the focus of storage vendors is obviously to help customers make that data available on these platforms through a consistent control plane. >> Yeah. Vaughn it's a great acquisition. Think a nice fit. Anybody that's been talking to Pure the last year or so you've been. How do we take the storage make it more cloud native if you will. So you've got code. Obviously, you've got a great partnership with VMware, but as you said, in Amazon and some of the other hyper clouds those clouds, those storage services, no matter where a customer is, so that that core value, of course we know, is this the software underneath it. And that's what Portworx is. So you know not only Pure's, but other hardware, other clouds and the likes. So a really interesting space You know Vaughn, you and I've been covering this, since the early days of VMware. Hey this software is kind of a big deal and you know (chuckles) cloud in many ways is an extension of what we're doing. I know we used to joke how many years was it that VMworld was storage world? You know. >> Ooh yeah. >> There was talk about like big architectural changes, you know vVols When that finally came out, it was years of hard work by many of the big companies, including your previous and current you know employer. What's the latest? My understanding is that there are some updates there when it comes to the underlying vVols. What are the storage people need to know? >> Yeah. So great question and VMware is always been infrastructure world really Right? Like it is a showcase for storage. But it's also been a showcase for the compute vendors and every Intel partner. From a storage perspective, a lot is going on this year that should really excite both VMware admins and those who are storage centric in their day-to-day jobs. Let's start with the recent news. vVols has been promoted within VCF to being principal storage. For those of you who maybe are unfamiliar with this term 'principal storage' VMware Cloud Foundation supports any form of storage that's supported by vSphere. But SDDC manager tool that I was sharing with you earlier that really excites large scale organizations around it's end-to-end simplicity and management. It had a smaller, less robust support list when it comes to provisioning external storage. And so it had two tiers. Principal and secondary. Principal meant SDDC manager could provision and deprovision sub-tenants. So the recent news brings vVols both on Fiber Channel and iSCSI up to that principal tier. Pure Storage is a VMware design partner around vVols. We are one of the most adopted vVols storage platforms, and we are really leaning in on VCF. So we are very happy to see that come to fruition for our customers. Part of why VMware partners with Pure Storage around VCF, is they want VCF enabled on any Fabric. And you know some vendors only offer ethernet only forms of connectivity. But with Pure Storage, we don't care what your Fabric is right. We just want to provide the data services be it ethernet, fiber channel or next generation NVMe over Fabric. That last point segments into another recent announcement from from VMware. Which is the support for NVMe over Fabric within vSphere 7. This is key because NVMe over Fabric allows the IO path to move away from SCSI based form of communication one to a memory based form of communication. And this unleashes a new level of performance, a way to better support those business and mission critical applications. Or a way to drive greater density into a smaller form factor and footprint within your data center. Obviously Fabric upgrades tend to not happen in conjunction with hypervisor upgrades, but the ability to provide customers a roadmap and a means to be able to continually evolve their infrastructure non disruptively, is our key there. It would be remiss of me to not point out one kind of orthogonal element, which is the new vMotion capabilities that are in vSphere 7. Customers have been tried for a number of years, probably from vSphere 4 through six to virtualize more performance centric and resource intense applications. And they've had some challenges around scale, particularly with the non-disruptive. The ability to non disruptively move a workload. VMware rewrote vMotion for vSphere 7 so it can tackle these larger more performance centric workloads. And when you combine that along with the addition of like NVMe over Fabric support, I think you're truly at a time where you can say, almost every workload can run on a VMware platform, right? From your traditional two two consolidation where you started to looking at performance centric AI, in machine learning workloads. >> Yeah. A lot of pieces you just walked through Vaughn, I'm glad especially the NVMe over Fabric piece. Just want to drill down one level there. As you said, there's a lot of pieces to make sure that this is fully worked. The standards are done, the software is there, the hardware, the various interconnects there and then okay, when's does the customer actually ready to upgrade that? How much of that is just you know okay hitting the update button. How much of that is do I need to do a refresh? And we understand that the testing and purchasing cycles there. So how many customers are you talking to that are like, "Okay I've got all the pieces, "we're ready to roll, "we're implementing in 2020." And you know, what's that roadmap look like for kind of the typical enterprise, which I know is a bit of an oxymoron? (laughs) >> So we've got a handful. I think that's a fair way to give you a size without giving you an exact number. We had a handful of customers who have NVMe over Fabric deployments today. The deployments tend to be application or workload centric versus ubiquitous across the data center. Which I think does bear an opportunity for VMware adoption to be a little bit earlier than across the entire data center. Because most VMware architectures today are based on top of rack switching. Whether that switching is fiber channel or ethernet base, I think the ability to then upgrade that switch. Either you've got modern hardware and it just needs a firmware update, or you've got to replace that hardware and implement NVMe over Fabric. I think that's very attractive. Particularly that you can do so in a non disruptive manner with a flash array or with flash deck. We expect to see the adoption really start to take take hold in 2021. But you probably won't see large market gains until 2022 or 23. >> Well that's super helpful Vaughn especially Pure Storage you've got customers that have some of the most demanding performance environments out there. So they are some of the early adopters that you would expect go into adopting this new technology. All right. I guess last piece, listening to the keynote looking at all the announcements that they have you know, VMware obviously has a big push into the cloud native space they've made a whole lot of acquisitions. We touched on a little bit before but what's your take as to what you are hearing from your customers, where they are with adoption into really modernizing and accelerating their businesses today? >> I think for the majority of our customers and again I would consider more of a commercial or mid market centric up through enterprise. They've particularity enterprise, they've adapted cloud native technologies particularity in developing their own internal or customer facing applications. So I don't think the technology is new. I think where it's newer is this re platforming of enterprise applications and I think that what's driving the timeline for VMware. We have a number of Pivotal deployments that run up here. Very large scale Pivotal deployments that run on Pure. And hopefully as you audience knows Pivotal is what VMware Tanzu has been rebranded as. So we've had success there. We've have had success in the test and development and in the web facing application space. But now this is a broader initiative from VMware supporting enterprise apps along with you know the cloud native disaggregated applications that have been built over the last say five to 10 years. But to provide it though a single management plane. So I'm bullish, I'm really bullish I think they are in a unique position compared to the rest of our technology partners you know they own the enterprise virtualization real estate and as so their ability to successfully add cloud native application to that, I think it's a powerful mix . For us the opportunity is great. I want to thank you for focusing on the fact that we've been able to deliver performance. But performances found on any flash product. And it's not to demote our performance by any means, but when you look at our customers and what they purchase us in terms of the repeat purchases, it's around simplicity, it's around the native integration with VMware and the extending of that value prop through our capabilities whether it's through the end-to-end infrastructure management, through data protection extending in the hybrid cloud. That's where Pure Storage customers fall in love with Pure Storage. And so it's a combination of performance, simplicity and ultimately, you know, economics. As we know economics drive most technical decisions not the actual technology itself. >> Well, Vaughn Stewart thank you so much for the update, congratulation on all the new things that are being brought out in the partnership >> Thank you Stu appreciate being on theCUBE, big shout out to VMware congratulations on VMworld 2020, look forward to seeing everybody soon >> All right, stay tuned for more coverage VMworld 2020 I'm Stu Miniman and that you for watching theCUBE. (bright upbeat music)

>> from Austin, Texas. It's Theo Cube, covering pure storage. Accelerate 2019. Brought to you by pure storage. >> Welcome back to the Cube. Lisa Martin Day Volante is my co host were a pure accelerate 2019 in Austin, Texas. A couple of guests joining us. Next. Please welcome Barack elected director product management for slunk. Welcome back to the Cube. Thank you. And guess who's back. Von Stewart. V. P. A. Technology from pure Avon. Welcome back. >> Hey, thanks for having us guys really excited about this topic. >> We are too. All right, so But we'll start with you. Since you're so excited in your nice orange pocket square is peeking out of your jacket there. Talk about the Splunk, your relationship. Long relationship, new offerings, joint value. What's going on? >> Great set up. So Splunk impure have had a long relationship around accelerating customers analytics The speed at which they can get their questions answered the rate at which they could ingest data right to build just more sources. Look at more data, get faster time to take action. However, I shouldn't be leading this conversation because Split Split has released a new architecture, a significant evolution if you will from the traditional Splunk architectural was built off of Daz and a shared nothing architecture. Leveraging replicas, right? Very similar what you'd have with, like, say, in H D. F s Work it load or H c. I. For those who aren't in the analytic space, they've released the new architecture that's disaggregated based off of cashing and an object store construct called Smart Store, which Broth is the product manager for? >> All right, tell us about that. >> So we release a smart for the future as part of spunk Enterprise. $7 to about a near back back in September Timeframe. Really Genesis or Strong Smart Strong goes back to the key customer problem that we were looking to solve. So one of our customers, they're already ingesting a large volume of data, but the need to retain the data for twice, then one of Peter and in today's architecture, what it required was them to kind of lean nearly scale on the amount of hardware. What we realized it. Sooner or later, all customers are going to run into this issue. But if they want in just more data or reading the data for longer periods, of time, they're going to run into this cost ceiling sooner or later on. The challenge is that into this architecture, today's distributes killer dark picture that we have today, which of all, about 10 years back, with the evolution of the Duke in this particular architecture, the computer and story Jacqui located. And because computer storage acqua located, it allows us to process large volumes of data. But if you look at the demand today, we can see that the demand for storage or placing the demand for computer So these are, too to directly opposite trans that we're seeing in the market space. If you need to basically provide performance at scale, there needs to be a better model. They need a better solution than what we had right now. So that's the reason we basically brought Smart store on denounced availability last September. What's Marceau brings to the table is that a D couples computer and storage, So now you can scale storage independent of computers, so if you need more storage or if you need to read in for longer periods of time, you can just kill independent on the storage and with level age, remote object stores like Bill Flash bid to provide that data depository. But most of your active data said still decides locally on the indexers. So what we did was basically broke the paradigm off computer storage location, and we had a small twist. He said that now the computer stories can be the couple, but you bring comfort and stories closer together only on demand. So that means that when you were running a radio, you know, we're running a search, and whenever the data is being looked for that only when we bring the data together. The other key thing that we do is we have an active data set way ensure that the smart store has ah, very powerful cash manager that allows that ensures that the active data set is always very similar to the time when your laptop, the night when your laptop has active data sets always in the cash always on memory. So very similar to that smarts for cash allows you to have active data set always locally on the index. Start your search performance is not impact. >> Yes, this problem of scaling compute and storage independently. You mentioned H. D. F s you saw it early on there. The hyper converged guys have been trying to solve this problem. Um, some of the database guys like snowflakes have solved it in the cloud. But if I understand correctly, you're doing this on Prem. >> So we're doing this board an on Prem as well as in Cloud. So this smart so feature is already available on tramp were also already using a host all off our spun cloud deployments as well. It's available for customers who want obviously deploy spunk on AWS as well. >> Okay, where do you guys fit in? So we >> fit in with customers anywhere from on the hate say this way. But on the small side, at the hundreds of terabytes up into the tens and hundreds of petabytes side. And that's really just kind of shows the pervasiveness of Splunk both through mid market, all the way up through the through the enterprise, every industry and every vertical. So where we come in relative to smart store is we were a coat co developer, a launch partner. And because our object offering Flash Blade is a high performance object store, we are a little bit different than the rest of the Splunk s story partner ecosystem who have invested in slow more of an archive mode of s tree right, we have always been designed and kind of betting on the future would be based on high performance, large scale object. And so we believe smart store is is a ah, perfect example, if you will, of a modern analytics platform. When you look at the architecture with smart store as brush here with you, you want to suffice a majority of your queries out of cash because the performance difference between reading out a cash that let's say, that's NAND based or envy. Emmy based or obtain, if you will. When you fall, you have to go read a data data out of the Objects store, right. You could have a significant performance. Trade off wean mix significantly minimized that performance drop because you're going to a very high bandwith flash blade. We've done comparison test with other other smart store search results have been published in other vendors, white papers and we show Flash blade. When we run the same benchmark is 80 times faster and so what you can now have without architecture is confidence that should you find yourself in a compliance or regulatory issue, something like Maybe GDP are where you've got 72 hours to notify everyone who's been impacted by a breach. Maybe you've got a cybersecurity case where the average time to find that you've been penetrated occurs 206 days after the event. And now you gotta go dig through your old data illegal discovery, you know, questions around, you know, customer purchases, purchases or credit card payments. Any time where you've got to go back in the history, we're gonna deliver those results and order of magnitude faster than any other object store in the market today. That translates from ours. Today's days, two weeks, and we think that falls into our advantage. Almost two >> orders of magnitude. >> Can this be Flash Player >> at 80%? Sorry, Katie. Time 80 x. Yes, that's what I heard. >> Do you display? Consider what flashlight is doing here. An accelerant of spunk, workloads and customer environment. >> Definitely, because the forward with the smart, strong cash way allow high performance at scale for data that's recites locally in the cash. But now, by using a high performance object store like your flash played. Customers can expect the same high performing board when data is in the cash as well as invented sin. Remorseful >> sparks it. Interesting animal. Um, yeah, you have a point before we >> subjects. Well, I don't want to cut you off. It's OK. So I would say commenting on the performance is just part of the equation when you look at that, UM, common operational activities that a splitting, not a storage team. But a Splunk team has to incur right patch management, whether it's at the Splunk software, maybe the operating system, like linen store windows, that spunk is running on, or any of the other components on side on that platform. Patch Management data Re balancing cause it's unequal. Equally distributed, um, hardware refreshes expansion of the cluster. Maybe you need more computer storage. Those operations in terms of time, whether on smart store versus the classic model, are anywhere from 100 to 1000 times faster with smart store so you could have a deployment that, for example, it takes you two weeks to upgrade all the notes, and it gets done in four hours when it's on Smart store. That is material in terms of your operational costs. >> So I was gonna say, Splunk, we've been watching Splunk for a long time. There's our 10th year of doing the Cube, not our 10th anniversary of our 10th year. I think it will be our ninth year of doing dot com. And so we've seen Splunk emerged very cool company like like pure hip hip vibe to it. And back in the day, we talked about big data. Splunk never used that term, really not widely in its marketing. But then when we started to talk about who's gonna own the big data, that space was a cloud era was gonna be mad. We came back. We said, It's gonna be spunk and that's what's happened. Spunk has become a workload, a variety of workloads that has now permeated the organization, started with log files and security kind of kind of cumbersome. But now it's like everywhere. So I wonder if you could talk to the sort of explosion of Splunk in the workloads and what kind of opportunity this provides for you guys. >> So a very good question here, Right? So what we have seen is that spunk has become the de facto platform for all of one structure data as customers start to realize the value of putting their trying to Splunk on the watch. Your spunk is that this is like a huge differentiate of us. Monk is the read only skim on reed which allows you to basically put all of the data without any structure and ask questions on the flight that allows you to kind of do investigations in real time, be more reactive. What's being proactive? We be more proactive. Was being reactive scaleable platform the skills of large data volumes, highly available platform. All of that are the reason why you're seeing an increase that option. We see the same thing with all other customers as well. They start off with one data source with one use case and then very soon they realize the power of Splunk and they start to add additional use cases in just more and more data sources. >> But this no >> scheme on writer you call scheme on Reed has been so problematic for so many big data practitioners because it just became the state of swamp. >> That didn't >> happen with Splunk. Was that because you had very defined use cases obviously security being one or was it with their architectural considerations as well? >> They just architecture, consideration for security and 90 with the initial use cases, with the fact that the scheme on Reid basically gives open subject possibilities for you. Because there's no structure to the data, you can ask questions on the fly on. You can use that to investigate, to troubleshoot and allies and take remedial actions on what's happening. And now, with our new acquisitions, we have added additional capabilities where we can talk, orchestrate the whole Anto and flow with Phantom, right? So a lot of these acquisitions also helping unable the market. >> So we've been talking about TAM expansion all week. We definitely hit it with Charlie pretty hard. I have. You know, I think it's a really important topic. One of things we haven't hit on is tam expansion through partnerships and that flywheel effect. So how do you see the partners ship with Splunk Just in terms of supporting that tam expansion the next 10 years? >> So, uh, analytics, particularly log and Alex have really taken off for us in the last year. As we put more focus on it, we want to double down on our investments as we go through the end of this year and in the next year with with a focus on Splunk um, a zealous other alliances. We think we are in a unique position because the rollout of smart store right customers are always on a different scale in terms of when they want to adopt a new architecture right. It is a significant decision that they have to make. And so we believe between the combination of flash array for the hot tear and flash played for the cold is a nice way for customers with classic Splunk architecture to modernize their platform. Leverage the benefits of data reduction to drive down some of the cost leverage. The benefits of Flash to increase the rate at which they can ask questions and get answers is a nice stepping stone. And when customers are ready because Flash Blade is one of the few storage platforms in the market at this scale out band with optimized for both NFS and object, they can go through a rolling nondestructive upgrade to smart store, have you no investment protection, and if they can't repurpose that flash rate, they can use peers of service to have the flesh raise the hot today and drop it back off just when they're done within tomorrow. >> And what about C for, you know, big workloads, like like big data workloads. I mean, is that a good fit here? You really need to be more performance oriented. >> So flash Blade is is high bandwith optimization, which really is designed for workload. Like Splunk. Where when you have to do a sparse search, right, we'll find that needle in the haystack question, right? Were you breached? Where were you? Briefed. How were you breached? Go read as much data as possible. You've gotta in just all that data, back to the service as fast as you can. And with beast Cloud blocked, Teresi is really optimized it a tear to form of NAND for that secondary. Maybe transactional data base or virtual machines. >> All right, I want more, and then I'm gonna shut up sick. The signal FX acquisition was very interesting to me for a lot of reasons. One was the cloud. The SAS portion of Splunk was late to that game, but now you're sort of making that transition. You saw Tableau you saw Adobe like rip the band Aid Off and it was somewhat painful. But spunk is it. So I wonder. Any advice that you spend Splunk would have toe von as pure as they make that transition to that sass model. >> So I think definitely, I think it's going to be a challenging one, but I think it's a much needed one in there in the environment that we are in. The key thing is to always because two more focus and I'm sure that you're already our customer focus. But the key is key thing is to make sure that any service is up all the time on make sure that you can provide that up time, which is going to be crucial for beating your customers. Elise. >> That's good. That's good guidance. >> You >> just wanted to cover that for you favor of keeping you date. >> So you gave us some of those really impressive stats In terms of performance. >> They're almost too good to be true. >> Well, what's customer feedback? Let's talk about the real world when you're talking to customers about those numbers. What's the reaction? >> So I don't wanna speak for Broth, so I will say in our engagements within their customer base, while we here, particularly from customers of scale. So the larger the environment, the more aggressive they are to say they will adopt smart store right and on a more aggressive scale than the smaller environments. And it's because the benefits of operating and maintaining the indexer cluster are are so great that they'll actually turn to the stores team and say, This is the new architecture I want. This is a new storage platform and again. So when we're talking about patch management, cluster expansion Harbor Refresh. I mean, you're talking for a large sum. Large installs weeks, not two or 3 10 weeks, 12 weeks on end so it can be. You can reduce that down to a couple of days. It changes your your operational paradigm, your staffing. And so it has got high impact. >> So one of the message that we're hearing from customers is that it's far so they get a significant reduction in the infrastructure spent it almost dropped by 2/3. That's really significant file off our large customers for spending a ton of money on infrastructure, so just dropping that by 2/3 is a significant driver to kind of move too smart. Store this in addition to all the other benefits that get smart store with operational simplicity and the ability that it provides. You >> also have customers because of smart store. They can now actually bursts on demand. And so >> you can think of this and kind of two paradigms, right. Instead of >> having to try to avoid some of the operational pain, right, pre purchase and pre provisional large infrastructure and hope you fill it up. They could do it more of a right sides and kind of grow in increments on demand, whether it's storage or compute. That's something that's net new with smart store um, they can also, if they have ah, significant event occur. They can fire up additional indexer notes and search clusters that can either be bare metal v ems or containers. Right Try to, you know, push the flash, too. It's Max. Once they found the answers that they need gotten through. Whatever the urgent issues, they just deep provisionals assets on demand and return back down to a steady state. So it's very flexible, you know, kind of cloud native, agile platform >> on several guys. I wish we had more time. But thank you so much fun. And Deron, for joining David me on the Cube today and sharing all of the innovation that continues to come from this partnership. >> Great to see you appreciate it >> for Dave Volante. I'm Lisa Martin, and you're watching the Cube?

>> from Austin, Texas. It's Theo Cube, covering your storage. Accelerate 2019. Brought to you by pure storage. >> Welcome back to the Q B. All the leader in live tech coverage. I'm Lisa Martin with David Dante. Couple of gents back on the Cube we have on Stuart the VP of technology for pure von. Welcome back. >> It's great to be here. Thanks for being accelerate. >> Were accepted severe. And we've got Carrie Stanton, VP of Global Biz Dev and corporate development from Theme Carrie, Welcome back. Thank you very much. I'm in the rain. I love the love it planned. Of course. Thank you. Very good branding here. Lots going on with theme and pure. Let's secure. Let's go ahead and start with you. Talk to us about the nature of the V Impure partnership. I'm assuming better together, but give us the breakdown. Sure, >> we've had a relationship for many years, but over the past three years we've seen it. You know, this year, counting this year, like the scale out is just unbelievable. We're growing at triple digits on our Cosell winds in the field, all of its writing, all of the predominantly being driven from the flash blade success that we've had in the marketplace, Our customers are buying into the performance that they have. Our our relationship is growing through joint innovation and joint development. And so what we've seen is raising them to a global partner, on having dedicated resources on it, as only amplified our success. We have. So yeah, it's fantastic. >> And then one from your perspective, what are some of the things that you are hearing? Are you guys being brought in? Maur from team customers is being being brought in more from pure side. What's that mixed like >> we've had? We've had a strong set of channel partners that I think promoting our joint solution on our products kind of a top of their line card. Of course, there's always the customer requested to get pulled in, and I think customers who have experienced either one of our products look at their satisfaction. They look extremely it, like NPS scores right and say, you know, if I'm a pure customer, there's a data protection company. That's gotta nps very similar years, you know, tell us more about what you're doing with with theme. If you look at kind of our common ethos. Right simplicity in the model right co innovation Help Dr Scale. Whether it's been through joint A P I integration with the universal adaptor or tryingto lean into next generation architectures like Flash to flash the cloud. It's just been a very easy progressive partnership to drive and bring in a market. >> Talk more about that joint development. Um, there's a start in the field. No engineering resource is I'd love to Have you had some color to that? >> I think I think I think it's >> a combination of. So we'll start with a universal adapter that was beams initiative to help add scale to the back of process to as you're putting virtue machines into backup mode along, you know, leverage these the storage controller snapshots so that you could come in and out of that back about very quick. V, invisible to production operations, offload a bunch of data processing and in time, out of the equation that just helps scale right back up, more virtual machines faster. That's a program that they initiated that we were one of the founding partners on one of the first partners to publish ah Universal adaptor, or R A p i for it. The >> results have been The results are pure is by far the number one partner for downloads for a customer downloads that we have across our partner Rico system. So we have a vote 15 partner Rico Systems that have written to the universal FBI on. So just last week, you know, over 3000 downloads surpassed over 3000 downloads. Here is 6500 customers. I'll let you do the math. All right, so it's it's great that we see such strong adoption from their customer base. Almost 50% of their customers are team customers on. Then that >> contusion. That's hi, >> It's very high. >> Wow. So give me your favorite customer example that really articulates the value that pure brings the value that being brings. >> We've got a lot going on in the financial space in the healthcare space. >> Butler Health is a joint customer that we have a customer reference win that they've published in that we've published on dhe obviously many, many more, but especially in the people, customers in the financial health care that are looking for performance on Dhe. Looking to that flash blade, a za landing zone that's going to give them more than just a backup target. It's going to give them the ability to leverage it for a I and ML and many other factors, which is again, one of the reasons why we've seen such strong adoption. >> You talk about health care, we're talking about patient data, lives at stake. Give me some of the meat about what this customer, for example, is achieving at the business. Subtle and the human lives level >> Well, I think what they're seeing is of what they were used. It's not so much the exact stats that I could give you down to how money they're getting per second, but it's what they were using before, which is one of the legacy competitors that we have, which we call. You know, some of these donors that they give to market share that we take away day in and day out with without saying names. But there was a reform replace that we came in and taking a second generation solution from a legacy hardware appliance that was being used previously in a secondary storage. >> Yeah, allow me to elaborate a bit, right? So you asked about the technology we kind of talked about the universal adapter for the off load where we've really seen growth has been in this notion of flash to flash the cloud and peers introduced this notion of rapid restore. So again, how do we grow our businesses together? Growing amore mission critical or patient? Critical deployments has been this notion of not just backing up the data faster. That's kind >> of the the >> daily repetitive task that no organization wants to to deal with. Where the rubber meets the road is Can you put the data back? And we've seen this explosion in the increase of of the capacity of data, set sizes and the pressure they put on restoring that data. When you happen to have, ah, harbor failure, a data center go off line or a power issue and this goes so you go back to patient records gotta be online when everything fails and there's an issue with a chair, whatever. Maybe how quickly can we get the data? And we're orders of magnitude faster, then the legacy >> platform. So having an integrated appliance is part of that key and co engineering. Is that right? I mean, you guys pure software no pun intended, right? You don't want to be >> No, no, it sze taking the they wrote to our a p I right So the work that they did on the FBI and then continue to innovate and iterated against it right and coming out with the next version that they just come out with it is, is just differentiating themselves in the marketplace. And that's really what we're seeing. And we're seeing that success that the enterprise today, from what we have without even looking forward to our upcoming V 10 which is gonna have some high end enterprise feature sets. >> And we want to get into that. But something that mom that you were just saying It's almost as if data protection is no longer just an insurance policy. It's an asset. We have to be able to get it back. >> Absolutely fuel, We believe if you look at the legacy backup appliances, they were designed and optimized for short backup windows and are proving to be a challenge at restoring the data, which is actually where the value in the architecture is. We've talked about rapid restore in bringing, flashing that space. We worked with team engineering on V 10 actually double that performance so that customers, as they upgrade their code line, can again bring those mission critical workloads back online even faster than in the past. In addition to that, we've worked through some of the VM integrations for customs who want to mind that data who want to clone those workloads and bring them up on online and ADM or analytics or searching the metadata of that data. So there's a lot going on besides just your backup and recovery. >> So you guys are saying, Chuck, the appliance don't need the appliance. You've got a better model. Is that what I'm hearing? Or >> we win against appliances day in and day out? So absolutely software. Best of breed software. Best of breed storage hardware. >> What should we expect for V 10 adoption there? You guys announced in the spring? >> Yes, and it will shift in Q four. Dave, honestly, this is gonna be Anton is gonna shit >> a good track record. They're gonna go out there. >> No, but we have some key features that will differentiate us in the marketplace, especially as we go to the enterprise with pier storage, such as immune ability right, So that's a feature that we've talked about. You know, we've been hyping because we believe in it that what it's gonna bring for the protection of ransom, where malware and it's it's gonna be a game changer. We believe in the marketplace and our famous now, as they were finally gonna support now support for their enterprise customer base. So, I mean, those two keep features in and of itself. So again, I talked about the scale that we're having today in the marketplace without these key enterprise features and then having those chip, you know, in the next 90 days are again we believe just gonna continue to elevate our business. >> We're talking to Charlie earlier today about just a CZ. Part of his job is tam expansion and data protection is an obvious area for that. You could have chosen to go buy a small software company, certainly have the cash on your balance sheet and compete. We have chosen to partner talk about the opportunity that you guys jointly see in terms of the market you can penetrate. >> I think it is such a Our ecosystem is so comprised today of partnerships that are based on. On one hand, you're partnering, and on the other hand, you're competing that it is. It is really refreshing to find a partnership like Veen, where we've got very clear lines of what our product offerings are, where they come together and no competitive obstacles. It makes partying in the field the easiest, right? We've got great partnerships across the board somewhere. Appliance vendors. Sometimes those partnerships work fast. Sometimes they running hurdles. We never run into a hurdle together, so it's worked very well. I think our partners, our channel partners, have preferences around the server side that they like to go to market with. We give them the freedom together to pick and choose. So they put invested class software with best class storage to to meet the needs. They put the rest together based on what fits their business model or their current agreements go forward. So >> clear, clear swim lanes, Big market. You guys showed some data at V Mon. I want to say Danny's data, maybe $15 billion Tim man larger. You guys get a piece of that, you get a piece of that >> on a savant said. It's just there's no there's no friction in the marketplace is going out and doing the work we need to do to win. But we never get it that Oh, we can introduce this because it's gonna compete with, even if it's only 2% of what they have, there's there's looting. No, they do not have data protection. And we don't do as, you know. We don't do hardware in storage. So again invested breeds. And I >> think those numbers maybe even conservative because, you know, as you were pointing out, the traditional backup products were designed to deal with the biggest problem, which was back up window, which, by the way, 60% of times the backup didn't work anyway. But you have to get inside of, you know, Yeah, we backed it up check. But backup is One thing is my friend Fred Morris. Recovery is everything. So things are shifting in a digital business recovery. You know, it is tantamount. You know, ever you can't ever not be without your data. So it's an imperative. Yeah, >> it's, um, when you're and the flashlight business unit first came up with the construct of a rapid restore. I mean, admittedly, I was sitting in the corner. I'm just saying there's no way. There's no way that a customer would look to pay a premium for Flash for their backup. And then you meet the customers and it's just one after the other. And there's these stories around. We had to stop production. We couldn't get the AARP back online. Right Way couldn't take transactions because the processing database of the purchasing database was off line and you're just sitting there going. These are really world right issues that impact revenue for organizations. And so we are going through an evolution about rethinking around data protection and what it means into in today's day and age. >> It's security. Such top of mind carry today on the CEO's mind and data protection is part of that. Backup is a key part of that. You think about Ransomware, right? You guys get solutions there. I mean, it all fits together. It's not these sort of bespoke, you know, ideas anymore. It's really one big mosaic so that people can drive their digital transformations. I mean, that's really what they care about. >> I think the themes, old slogan, it just works right. It continues to evolve and that you talked about backup not working in the first place, right? So we have our core fundamental foundations. That theme has right is that it will trust that the customer will know that it will be online. We have the shortest r p o r t o is right in the marketplace, and then you take that and the's enterprise class features again. That's why marrying it with Piers route to market and there go to market strategy is having the success we're having in the marketplace. >> You're hearing a lot from customers. Flash Flash MacLeod. This is There is a very strong need for this. Some of the things that were announced today terms up some more firsts that piers delivering to the market. What are some of the things that you guys were? You maybe Carrie. We'll start with you from themes partnership perspective like a flash Teresi, for example, or starting to be able to deliver. I saw Blake smiles, uh, be ableto bring the cost down so that customers could look at putting a spectrum of workloads, even backups on flash. What is themes? Reaction? Well, smiles. I tend to >> do with Lisa, but I mean, to be honest with you. We sit back and love everything that piers doing from innovation. And so if they're going to come out with a broader set of target solutions for secondary storage, then we're going to be there partner there as we are with flashlights. So we're sitting back and loving the innovation that they're bringing to the market place and to their customers. >> I saw that Cheshire cat grin von >> s o for the audience who may be missed. We had a number of product announcements this morning taking the flash ray from a single product line into a portfolio going to that two year zero workload with the direct memory cache acceleration powered by Intel's often products as we go into a chair to economic space but still keeping all the Tier one features and availability we not flash or a C, which is leveraging QSC is a storage medium. Uh, while we have a design, do expand our tam and find new workloads. We have not looked at backup for the flash rate. See, at this point the flash, the flash, the cloud powered by the data hub in the rapid restore is going strong, so you want to kind of keep the team focused on that? And we've got other markets that we have yet to penetrate that have been more price sensitive where we think the flash racy is a better alignment. Now again, maybe over time I'll be found wrong and we'll change our tune. But you know, I'll give an example. Go back to Ransomware. Ransomware is a top three question in terms of any storage conversation. When you deal with a financial institution today to the point where not only are they asking about, what are you doing in your products? What are you doing across your partner ecosystem? Some of the modern proof of concepts required it to go through a ransomware recovery procedure because you know these financial institutions, they're worried about getting not just locked out, but locked out on your H a sight because you just replicated the ransomware over. So this this ability have immutable, immutable image to bill to bring it back online fast a rapid restored somewhere. You could see what these technologies start to line up in a comprehensive solution for the customers, and so flash racy is great. It has nowhere. The band with a flash blade. So we're gonna try to keep those a separate products in different markets at the time. But at least for time being, >> thanks for clarifying >> that cloud. I gotta ask the quad cloud question. It's interesting you guys have both embraced. Cloud is you're seeing it. In the old days, I was saying, I think I'm saying Charlie again. Executives were like, No, don't do that. It's gonna kill us. But now it's okay. It's not a zero sum game. That trend is your friend. You gotta embrace it. How are you making cloud each of you a tailwind versus the You know what all the analysts expect ahead, What else gets going? Zero sum game is going to steal from a to B. >> Well, I mean, Dave, you can imagine from my vantage point, it's easy to say that we're looking at Cloud is just, you know, expanding the TAM, expanding the ecosystem features we have today at the archive here. The success we're having with both Microsoft Azure and eight of us are phenomenal. Growing 40% month over month, right, the adoption with all the new innovations that Danny and Antonio have talked on the show that were coming out with envy. 10 are only gonna amplify that. But it all starts back with our partners ships today that we have one private clouds and as customers are looking to evolve to the cloud So we work with our partners like peer to ensure that we're working with them today. And as customers want to embrace the cloud they can. But predominantly, those primary workloads are still remaining on Prem and they're looking on how they're going to support the cloud. And we're doing that today and we'll be doing that. Maura's we go forward >> block storage announcement you guys made today was quite interesting way now spinning up East End shoes and s threes And what >> So this morning we announced general availability for pure Claude Block store on AWS and plans, as we are currently in beta and development for other clouds. But the folks today is this AWS and you pair Claude Block store, which is basically the software of a flash ray architect for the hardware inside of a W s so that you have the same functionality and service that you have on Prem and you pair that with pure is a service, which is our op X moderate could pay as you consume and the flexibility of sign a 12 month contracts. You want 90% on Prem today in 10% of cloud two months from now, you want it 50 50 like used the utility model to consume wherever you want, so you can meet the requirements of your infrastructure, whether it's on Prem in the cloud or some hybrid combination. >> But the interesting thing to me was your doing a lot of the heavy lifting for the customers with regard to the architecture. What you architect in the club that I wonder. Is there an opportunity to do something like that with backup? Or is that just, you know, not economical, deep, deep archive, things like that? I mean, >> I'm pretty sure we're told not to make any news right now because >> stay tuned. I've already said >> too much, so I'm probably a >> good thing. We're live >> in big trouble. >> Wow, guys. So the 1st 10 years of pure, tremendous amount of innovation is, Charlie said, an overnight success in 10 years, so much more coming down. We've already heard about a tremendous amount of innovation and evolution today. So we can't wait to have you guys back on to the next event in here. Get our neck braces on for the whiplash of news that's gonna be coming at us. All right. We are like your day Volante. I'm Lester Martin. Go pats. >> You're sorry. And Bruce. Carrie and I were crazy >> sports fans. Let's just be very PC. Go, everybody. Everybody gets participation. Trophies just coming anyway. You're watching the Cube. Lisa Martin for day, Volante. Thanks for watching.

>> 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.

>> Live from Las Vegas, it's the CUBE, Covering VMWorld 2018. Brought to you by VM Ware and it's ecosystem partners. >> Hey, welcome back to Las Vegas Mandalay Bay. Lisa Martin with Dave Vellante at VMWorld 2018 Day One. Dave, this has been an awesome day. >> Yeah, jam-packed and almost 1/3 of the way through, 94 guests, I think our biggest show ever. >> I think I'm going to say, I'm going to make up a word and say it's going to get awesomer because we have one of our distinguished alumni, Vaughn Stewart, >> Wow. VP of Technology Alliances and Strategy at Pure Storage, Vaughn, great to have you here. >> Lisa, Dave, thanks for having us back. >> Great to see you again. >> Yes, ditto. >> We had a blast hosting the CUBE at Pure//Accelerate just a couple months ago. >> We got T-shirts. >> But we were sporting our, yeah, in the context of the Bill Graham Civic. I feel too dressed-up actually for talking to Pure Storage. So some great momentum you guys had when we were there a few months ago, great momentum continues, quarterly revenue earnings just announced, 37% year-over-year growth, almost 400 new customers. Gartner, fifth year in a row, you guys are a leader in the Magic Quadrant for Solid-State Arrays, wow! >> Yeah a lot was shared last week with the financial results, right? Couple more just points of color-commentary, if you will. 309 million dollars, 27% of quarter-over-quarter, 35% of penetration of the Fortune 500, roughly 30% of the revenue comes from the cloud providers, say like clouds number eight through 500, on the Magic Quadrant, right, five years in a row being in that upper-right quarter, quadrant. And if you look back on it historically, just the players that have come and gone and their positions have changed and we've kind of been the foundational element in that corner, I think speaks to, how well we know the length of market, on top of all that, right, Pure Storage's first acquisition, right, StorReduce. >> Congratulations. >> For those of you who maybe haven't heard of StorReduce, start-up, their focus is on providing data deduplication across object stores, born in the cloud, Pure software play, I think we're going to continue to leverage that within it's current focus in market area as well as expand our, it's part of our cloud strategy and even maybe bring some of it into the current on-prem product portfolio. Lot's of opportunities available to us with that IP. >> So, you know, when you look back at the sort of, well first of all, flash, Solid-State, upper right. But there's life beyond flash arrays, right. So if you look at some of the early guys, you remember Astec, if that's even how you say it, Fusion, and a lot of people predicted, oh you know, same thing, everybody's going to catch up to Pure, but you guys kept innovating, cloud is now a fly wheel for you guys, you really went hard after it. So I wonder if you could talk about the evolution and sort of phases as you guys see them of the company? >> Yeah so for your audience, I think one way to look at this with a start-up is when your founders have an idea of bringing a product to market, you have to be very laser-focused which means there's trade-offs, right, there's a lot of things that you can't do so that you can bring your technology to bear, your product, you've got to you know be able to gain market share, right. Customers' revenue is kind of like the lifeblood early on. And we've evolved past that, right, there's been the passing on the torch last year with our change in CEO from Scott who moved on to be chairman of the board, bringing in Charlie, and I think we're really at this phase of the beginning of what I call Act II, along the way, flash array which is our flagship and our initial product, has helped customers adopt technologies through different business models, right, the Evergreen Storage play, us introducing non-volatile memory express into all of our products, you know, half of our customer shipments in Q2 were all NVMe, right, so. Allowing customers to adopt technologies in new models that they didn't have before that aren't rip and replacements has been a key to our success beyond the tech. Flash blades often up and running in net new areas of business opportunities for us like AI and ML. And now you get StorReduce, right, this cloud component. I would say that the legacy of Pure, that Act I that Scott built is going to continue to run for the next couple years kind of on auto-pilot. And that's not to be dismissive of the field that's got to go out and execute every, you know, every day, every quarter, but Charlie's vision about what we're going to evolve into, I mean we're really if, to use a baseball analogy because someone was talking Sox before the cameras went on >> Who could that have been? >> Yeah, yeah. (laughs) You know, we're in the beginning of the first inning, you know, StorReduce is just, I think the tip of what we're going to do. We got 1.1 billion in the bank, you know, we've got a little bit of capital to continue to invest in the portfolio. So right now the focus is on still, I think there's two ways to look at this. What I find most enterprise customers want to talk about is how do I merge three modern technologies, right? All-flash, hyper-conversion, and cloud? Give me a strategy that unifies them, not one that divides. And we can have a whole conversation on that. Then there's this whole other segment around analytics and AI which, you heard it here in the keynote this morning with Pat. Focus area, you know for VM Ware, AI is the modern version of what analytics were six years ago. And so this is something that I don't think all the practitioners here are aware of. It comes from a data science or the application side into the infrastructure, and we're trying to help people make a turnkey AI-ready infrastructure through the RE product within video so there's just a lot to talk about. >> And you can see those worlds coming together with, take cloud, take AI, take data, which is what you're all about. >> Yup. >> That's kind of the innovation sandwich of the next 10 years. It ain't Moore's Law anymore, right? It's AI, applying machine intelligence to the data and scaling a cloud. >> You know one of the things that Silicone Angle I think may have been at least the largest analyst firm that I saw jump on this early, was around the notion of bringing your data to the infrastructure. >> Yeah, absolutely. >> And then you guys pushed in, you guys leaned in really hard about three or four years ago on that the world is a hybrid model. It's not one or the other, it's all hybrid. And you even talked about the differences in the type of data sets and it's computational requirements and where it may or may not be placed, as well as you really leaned in on the interop requirements to cross the different silos. >> Yeah, that's right. >> So kudos to your research. >> Yeah, thank you, and we've quantified that. It's actually that whole idea of bringing the compute to the data, for example, wherever it resides. I mean that's a big, big business. If you look at the size of the market of those folks trying to replicate substantially cloud on-prem, it's 30 billion dollar businessing growing very, very rapidly. And you guys play in both sides of that, I mean that's what's impressive, you're not just on-prem, you're not just in cloud, you're hybrid. >> Here's a good example of how cloud evolves. We're really proud of our net promoter score, right. It's 86.6, top 1% of B2B businesses, right. I look at external points of validation whether it's a net promoter score, what an analyst firm ranks you at in their Magic Quadrant or others, as are you delivering to your customers your promise to them, right, you're marketing material. Part of why our score is so high is the product's reliability is there and it delivers. Underpinning that is we've got a predictive analytics technology that helps the arrays achieve greater than Six Nines availability, right? That component, that's Pure One, that was born in the cloud. That was born in AWS, and we talked about this in a session at our Accelerate conference, which is we've got greater than nine petabytes up there. Every time we do a new, we're working a new algorithm for AI to make our product better for our customers, we have to download a year's worth of historical data. That takes 45 days to download in stage. So we're moving it to a hybrid model. And what's it going to allow us to do? It's instantly going to help us reduce our cost and accelerate our AI initiatives by six X. And it's just a bridging of the technologies. Regardless of what you have, you have an all-flash array, you're a cloud provider, you're a hyper-converged. Sometimes your product teams look at the world with like, I got to hammer and that's a nail and what really provides sophisticated outcomes is when you can bridge the technologies based on results. >> Speaking of marketing messaging, some people, some companies like to say they are data-driven, or they will enable their customers to become data-driven. At Accelerate a few months ago, Pure Storage talked about data-centric architecture. Now we all hear data is the lifeblood, data is power, data is currency, it's none of those things unless an organization can harness it and extract the insights and act on them immediately. >> Right. >> Talk to us about the data-centric architecture. What is that, how have you seen that, we'll say, accelerate in momentum in the last few months? >> Great questions, so thank you for bringing that up. I think on the surface, one may look at a data-centric architecture message as being oh, that's what you would expect from a storage vendor to say, right? Sounds like something aligns to your products. And I think there was some inside baseball being shared, if you will, in that message, right? There was some telegraphing going on. Because at the core of the message, what we're trying to say is, your traditional applications tend to be more stove piped and siloed, right? What you see, and I'll take this through two levels, what you see with taking traditional applications or legacy apps and you virtualize them, and now you want this mobility where you can move the application around anywhere, all-flash or on-prem or into the cloud, that's one form of movement. Modern applications are distributed, right? There are a collection of processes, different data sets and the application's much more like a pipeline. And so when you look at data from a view of pipeline, you have to stop thinking about your silo that's wrapped around your one tool that you as a developer may have a responsibility for in the product or the code. >> Your God box, as it were, right. >> You got to figure out how does it work in a pipeline with others, how are you going to ingest data and hand off data? So in a data-centric architecture, we're trying to advocate that there's a value in shared architectures and in addition to this, there's been this whole market that's grown up over the last decade initially around analytics where their architectures were designed around DAS architectures. And you have to look back a little bit to get a understanding of where we are today which was, you go back ten or twelve years ago, it was really easy with the par of intel to bury a disc-based storage rate, no matter what size it was and which vendor put it out. You could saturate the IL bandwidth. Now we're at a day and age today, shared accelerated storage, fast network interconnect with non-viable memory express over fabric whether we're talking ethernet or fiber channel. I now have the latency that's within ten microseconds of direct attach storage. I get all the benefits of shared. And I get some new architectural models that may help me with costs and efficiencies. And so you're starting to see vendors in the software space follow in suit and so, for example, you've got Vertica releasing support for S3 on-prem. You've got VM Ware adding more fuel around VVOLS and interoperability between VVOLS, vSAN, and VM Cloud. There's more partners that have more activity going on that I can't share because they've got announcements coming through the second half of the year but vCloud Air just published in July a new paper on HDFS on remote storage regardless of the protocol so you're seeing all these DAS-centric vendors start to say, alright, our customer-base is telling us they need a shared model. So shared accelerated, flash, NVMe, NVMe over fabric, it's going to fuel new architectures that are more flexible. >> So I want to follow up with that because you're right, the data pipeline is elongating and it's getting quite complex. I mean if you're an AWS customer, which we are actually, if you use kinesics, DynamoDB, EC2, S3, you know Red Shift, etc. Those are all sort of different proprietary APIs. Sometimes you don't know what you should do where until after you get the bill. >> Right. >> Can you help solve that problem for customers and simplify that or are you just a piece of that chain? >> So we have a component within the chain but we're working with our field and our field technologists to help advise customers particularly around what I'd call like a cloud-first strategy. So, if we look outside of storage and you're looking in the cloud developers and it's function as a service, for example. >> Right. >> So we use our own case study, right, Pure One. We got hooked into function as a service within our provider. And what we've found was our ability to use multiple clouds, our ability to go hybrid-cloud, and our ability to actually take our analytics and be able to package it up and deliver it to dark side customers that, there's about a third of our customers that won't allows for their units to phone home, okay? Three-letter acronyms that run in the federal space. Cloud-first meant that we just take that function as a service and instead of making the direct API call put it in a container. Now once you're containerized, I can run it on any cloud. Right, and now again, cross-public cloud, hybrid, into private, and it gives you a lot of flexibility. So we're working on architectures and educational conversations, not just about the data pipeline and how your data has to transform as it goes through these different phases, but also at the higher level, really going to be leaning in on containerization and so the customers can have greater mobility, and again, we'll use our own use-case and evolution of Pure One is the front and center message there. >> I'd love to get your perspective, kind of changing the topic, on the ecosystem evolution. You've observed the VM Ware ecosystem. You remember well, I mean it's just strange that EMC ended up with this asset, right? I mean it's kind of unnatural and all of a sudden, boom, it explodes, and you had this storage company somewhat controlling, you had the storage cartel kind of which, VM Ware wanted to placate, so that was good, that sort of was a bulwark against EMC having too much control. Now you see Del's ownership, you see the AWS relationship. As an ecosystem partner who's now reached escape velocity and beyond, what do you make of all this? >> I think you have to look across Pat's time and before Pat to Diane, right? Diane made it clear, right, when there was acquisitions in play for VM Ware, right, she said, we'll never be owned by a server vendor. And so storage vendor acquires EMC, and for all the blustering of EMC control, there was never anything that was proprietary towards EMC with VM Ware, right. >> Right. >> The focus was on the entire partner ecosystem. That's a good bat, right, let the harbor vendors go battle out for who's got best in class, just deliver the VM software to the market. Allow VM Ware to go innovate on different timeframe than the storage layer. Now that Del is in the ownership seat, you have the same answers from Pat, when he sits down with Charlie it's like, look, we're going to be independent, we're going to be agnostic, we're going to take you as a partner to help us build frameworks. So for example, we're one of the lead design partners on NVMe over fabric, we're doing technology previews with vSphere in the booth. We're the fastest growing VVOL partner. So I know I'm making plugs here but I don't think anything's changed, right. I think VM Ware's business model's been brilliant to not become tied to any hardware partner and focus on what you do better than anyone else which has been delivering virtualization and what I really like about this show, and tell me if you think so, right. AWS was shared last year, right? Containers have been shared at this show for about four years. This year was a focus, right, it was AWS, it was containers, it was automate everything, and then inherently it brings security in as an inherent component of the products, right? These are really bold, strong investments that they've made that are new, right. So you see the evolution of VM Ware, and we're partnering with them on a number of these initiatives and there's nothing to share now. That'll be next year. >> Well and you're right, Vaughn, the picture's getting clearer. I thought Pat's keynote was very good this year, and crisper and more cogent relative to the strategy than last year and previous years. It's really starting to come together. Now what about the AWS piece because that's also a company with whom you have a relationship. So does the VM Ware, AWS partnership, is that a tailwind for you guys? Or is it, hey, we're trying to get the attention of AWS, too. >> So I would say our, so we signed a formal VM Ware alliance relationship this year, and I would say it's progressing well. What we can share with the market right now is minuscule to what we'll be sharing, say later in the year, beginning of next year. But for right now where we're at is, so we're a direct-connect partner, gold-level sponsor for their conference, re:Invent. With VM Ware and AWS and Pure as a three-way alliance and partnership, VM Cloud, VM C, is going to add support for iSCSI, that's a second-half of the year initiative, or fourth-quarter initiative, and we'll be there as a lead development partner supporting that framework when it comes online. It's going to open a lot more flexibility for us and our joint customers about adopting either your own on-prem hardware or running it on the Amazon hardware. Make it fit your business model whichever way you want to roll but make it fully interoperable and move the data and the compute instances seamlessly and non-disruptively. >> Guys. >> It helps to be a hot company. >> I wish we had more time. I'm hearing accelerated momentum and maybe some teasers that Vaughn dropped, >> Yes. That maybe the CUBE needs to be, yeah. >> We'll stay in touch. >> We'll get some more interviews. >> Yeah. >> (Laughs) Vaughn, thanks so much for joining Dave and me and sharing all this exciting news that's going on, and like I said, accelerated momentum, pun intended by the way. >> Thank you, thanks guys. >> Great to see you. >> We want to thank you for watching the CUBE for Dave Vellonte, I'm Lisa Martin with the CUBE at VM World Day One from Las Vegas, stick around, we'll be right back. (funky music) >> Hi, I'm John Walls. I've been with the CUBE for a couple years.

>> Announcer: Live from Chicago, Illinois it's the CUBE, covering Veeamon 2018. Brought to you by Veeam. >> We're back in Chicago, Veeamon 2018, you're watching the CUBE, the leader in live tech coverage. We go out to the events, we extract the signal from the noise. My name is Dave Vellante and I'm here with my co-host Stu Miniman. Day one of our two day coverage of Veeamon, On our second year. Vaughn Stewart is here who is the vice president of Technology at Pure Storage, Cube alum, good friend. Great to see you man. >> Good to see you Dave, Stu. >> Dave: Thanks so much for coming on. >> Vaughn: Great to be back. >> So Pure, you know, I remember when you joined Pure and you were like, "Dave, this is going to be the rocket ship of a lifetime." it's turned out to be the case. First company since NetApp to hit a billion dollars in the storage business. It's like independent storage companies are back. >> Yeah. (laughs) >> So give us the update, what's happening at Pure? >> So fantastic year. Wrapped up end of January, right. So first independent storage company to hit a billion dollars. Actually, we're kind of on the cusp of maybe being the the fastest infrastructure company, if not the fastest tied with being the fastest to hit a billion dollars. So the growth rates been great, the products, obviously, have been off the charts. Whether you're looking at it from an analyst's perspective, you know, the gardener reports, the IDC market scape, so if you look at from the customers perspective with the NPS scores, right. Just crushing in terms of the products, the customers stating that we're not overstating the capabilities, and we make some pretty bold statements. But when you kind of boil it back to where we're at now, I think our focus is helping customers adopt a data centric architecture as a part of their IT or data center modernization plans, right. This is, we've kind of gone through this phase of like virtualizing everything, now everything's in the cloud and now we're starting to mature a little bit and we're always looking at this tsunami of data that's being created and it's more around, where's your data going to reside? Because there's going to be some gravity around it and bring the compute to where the data should reside. And so our products and our strategy is to help customers again, this data-centric architecture, adopt new technologies that are going to help them radically shift how they operate, changing the cost of operations, changing the complexity to either let an existing storage team scale to a larger capacity per full-time, you know, FTE or to allow actually the application teams or the private cloud teams to just manage their infrastructure stack, right. We're seeing we're seeing kind of growth in both areas. I think beyond that, our technology with our evergreen storage as a subscription model has also been able to be transformative for Enterprise about how do they acquire, refresh, and introduce new technologies within the storage space. And so it's been pretty exciting. >> So let's talk about some of that. I remember, I've I've been around a long time Stu, as you know, so Al Shughart, the legend, once told me when I was just a pup trying to understand the business. He said, "Dave, the storage business is simple. The customers want it to be dirt cheap, rock solid, and lightning fast." >> Vaughn: Yeah. >> This is the days of spinning discs, which we're kind of dirt cheap, but they really weren't that rock solid and they really weren't that lightning fast. So you guys actually delivered on that promise but you added some other things. Simplicity, the business model of reduced friction. You mentioned Evergreen, so it's not, obviously, not just about flash, where we say, "oh, flash, Pure storage flash, we have flash too." It's so much more than that. The way you positioned it just now the company in terms of data centricity. And, as they say, the business model innovations have really worked well for you. You've been able to stay ahead of the competition. I wonder if you could comment. >> Sure. So I, for your audience, I think it's important to maybe back up a bit. Pure was born in in the the wave of a number of all flash arrays. >> Dave: Yeah. Right? And a fair amount of them were acquired by large existing storage vendors. And I think now that the dust has settled a bit, you know, we were kind of the phoenixes that rose through those ashes, if you will, within the storage space and I think, really, the key driver there was, it wasn't about performance. Flash makes everything faster. >> Dave: Right. It was about a combination of the business model, the operational simplicity, but also, what I would call, the Tier One Feature Sets, right. You had to deliver on six nines of greater availability. You had to have all the data management capabilities to plug into a large partner ecosystem like veeam, which, you know, we're at Veeam live and that was kind of what I would call Act one of Pure, which was, you know, flash ray based, you know, storage for your traditional enterprise apps. Last year we introduced flash blade, right. This was a radically different architecture. It was to scale out a scale out blade-based storage platform that scaled capacity and performance linearly. And the adoption in that space has been this next-generation apps, which... Are just..the sets are growing, you know, out of control and beyond what we would have ever expected with an Enterprise app. So whether it's AI, machine learning, deep learning, analytics, or this new use case we're seeing, which is rapid data recovery. The flash blade, because of the combination of its low latency and massive parallel throughput, has really been a big growth vector for us and it's kind of act two, if you will, of Pure Storage. >> Dave: Go ahead Stu. >> Yeah, Vaughn I'd love to hear more your thoughts on, kind of, an application proliferation. so I think back, you know, you and I lived through that wave of virtualization. While I love virtualization, one of the challenges I had with it was I could take my old application that was probably already too long in the tooth and stick it in a VM and then keep it for another five to ten years because it didn't care about the hardware, their OS, and all that standpoint. Today, talk about cloud native apps, talk about IOT and analytics and all of these micro services and everything like that. It's a huge impact on infrastructure and how we build things. It brings up to speed how we bridge from, kind of, the old world and the new world. >> Yeah, I'm glad that you asked this question. I wish you would be coming to our conference next week - >> Stu: Well, Dave will be there. >> because we'll have a session discussing this and it'll include an internal case study. And so that's all the details I can give right now. For a long time I think a lot of IT vendors, particularly, those who made hardware products, try to position this on-prem versus the cloud, right. and it was really the wrong mindset. Cloud is just one more deployment model for an organization to look at. The question that I think organizations have is, what fits where? And I think, to your point, if you're looking to build a new application or re-platform an existing, what you have today versus in the past was, you had a contained set of APIs and interfaces to work with, right. If you were building on, say, you know, a database vendor's enterprise business suite that was the tools that you got to use. Today you look at what's available, an open source or in the public cloud space, and you get to build a massively disaggregated application that's comprised of functions and and microservices, right. And it gets to leverage these notions of scaling on demand and being being very elastic. What I would share with you and what we discussed with customers is, your development team will want to go as fast as they can and leverage all these new tools and they're iterating very quickly, and the cloud is an ideal platform for that. But you need to plan and look forward to, around what's the the volume of data that you may be dealing with? What's the access requirements of that data over time? And where's it going to be a better position? Should it sit in the cloud? Should it sit on Prem? Should it sit in a private to public cloud hybrid type of architecture model and leverage, say, the compute and all the software agility within the cloud and yet still have stewardship over your data and not have to deal with with maybe unforeseen things like charges per, you know, API call or egress charges things of that nature. >> And Edge as the whole, >> And so I'm grossly simplifying a lot this. but these are the conversations that you get within the enterprise, which is where the sweet spot is. These are real considerations that that they have right there past the is cloud secure or, you know? They're past the data sovereignty type of concerns. They're more around how is this going to scale long-term because, for example, I'll give you an example. So we rolled out meta, which is our AI as part of our support for our products. This all getting ahead of the customers and predicting faults, getting them... This is what helps us achieve greater than six nines availability across the entire fleet for the last two and a half years, right. It's, it's getting ahead of the problems. When we work on looking at some of the AI that we create around meta and we want to test it, we have to download a year's worth of phone home data from the cloud. That takes 45 days to download today and it's not going to get any faster as the install base gets larger, right. And so those are challenges that you have to look at and say, maybe I started in the cloud but maybe I need to look at something in a hybrid model because it's going to impact my business agility. And so these are conversations that we can have and our architects have with customers based on whatever their criteria or forecast look like. >> So just about a year ago Scott Dietzen stepped down as CEO, brought in Charlie - >> Vaughn: Yeah >> new leader. It was kind of, kind of interesting, it was right on the heels of Frank Slootman doing something similar. Frank Slootman just stepped down as chairman and so how's the new leadership going? What, what has Charlie brought? I can't wait to interview him next week on the CUBE but give us your take as somebody who's been an industry observer and, obviously, a long-time Pure employee. >> So ,so a great question. So just for the audience to know, so Dietzen is still with us, right. He stepped down from being the CEO and is now the chairman of the board. and I owe a large gratitude of debt to Scott. Scott brought me into Pure and I'm always encouraged when, you know, every now and then you get that that direct email from him, you know, you know, keep, you know, keep being a thorn in someone's side and push this forward. That was a little self-serving, so I apologize. But what I like about Charlie is, and, and understand I was, I was with Ned F for 13 years, right. And so we did this large growth cycle, not as early as with Pure, but going through a lot of the same growth pains and and whatnot that we have today. But we did all that growth under Worman Joven before they changed over. What was nice about Scott is, he told me on day one that he didn't know how far he would take Pure but it was apparent to him that he had taken it as far as he could, he would find his, his, his heir and obviously Charlie was the choice. And what Charlie's brought in has been a lot of structure, right. The formation of business units, a lot of accountability, a lot of, what I would say, that maturation phase from startup, right. That's kind of grown to the, to the the maximum output of your current organizational structures, to looking forward into a structure that that is going to allow us to scale better over time, right. Continue to grow as well as.. I think Charlie be the first to tell ya, you know, Pure's on a trajectory to hit two billion dollars and can do that on inertia in the current products, right. Charlie's focus or one of Charlie's focuses over the last handful of months is, is, what are we going to become two years from now and what investments do we need to start making in the near term to get prepared for two years from now? >> So I, I brought up Frank Slootman who's in the service now because I know, I know Frank and Scott were close, right? There's some board action going on there over the years, they're part of the Silicon Valley mafia with the Mai Bucherii. But but I, and we can joke about that but there's a there's a culture of succession that has really taken hold in in certain parts of the valley and, and again, very similar to what we saw as service now, where was the new guy was brought in to take them to the next level. And the existing CEO, you know, mature enough, you know, maybe, maybe worked so hard for all these years too, maybe felt like they need a little break. but still mature enough to say, okay, I know my limitations and I want to bring somebody else in. So it's been sort of this new thing and I want to tie it back to something we were talking to before on the CUBE. I mean, you guys hit escape velocity. When you look back at the sort of the virtualization craze with Three Par and Isilon, Data Domain, Compelling. Yeah, they kind of hit a billion-dollar status you know, they hit unicorn, but they never hit billion dollar revenue. And, and so now, and then the other thing you talked about was some of the bigger players decided to buy up flash companies. >> Vaughn: Yeah. >> And they said, you know, rather than pay 2.5 billion dollars for a data domain or Three Par, we'll spend a billion dollars or, in some cases, hundreds of millions of dollars and then we'll organically grow that internally. Did it work? Yeah, maybe yeah, you know. Maybe some of it, maybe not. But, but you guys stayed the course and are now on track to do two billion. >> Vaughn: Yeah >> So here's my question, long-winded sort of narrative babble, sorry about that. I used to question Worman Joven all the time Tucci, even. Can you stay independent? Right? That was the big question. You know, because Converged is coming. But now it looks like being an independent is actually in vogue. Best-of-breed is actually still a viable business model. >> So obviously I'm not in on the inside of whatever the board decisions may be. >> Yeah, but you're an observer who know this business. We're kind of talking about Vaughn the prognosticator, analyst, if you will. >> What I think is different today, and Stu and I were talking about this because we ran into each other over in the corner with Duncan. You know, the emergence of all the flash vendors and them getting acquired and really what's happened by and large is just the same old products just got flash injected into them and, you know, got, you know, the the vendors hope to get another decade out of them. But okay, they're faster, but it doesn't fundamentally change your business model or your operations and sometimes that's a good thing, right. For some customers, right, their change averse. >> Right, they don't want that disruption. >> Yeah. For us, right, we're trying to usher in now this this next wave of shared accelerated storage and it's a disaggregated model, right. Start to look up it at what, you know, in a commercial sense, if you will. What are the enter.. what are the the hyper scalars, you know, delivering, you know? They're not running data direct attached storage. They're not doing HCI, right? They've got pools of compute and pools of storage and it's either disk and cold or it's flash flash and hot and, you know, they've got network and it's all over Ethernet, so it's greatly simplified. We're trying to help our customers with, with that type of architecture. Whether they're looking at simplifying their private cloud or extending the private cloud to the public cloud, or what's even more interesting, as they look at like their data pipelines, you know, a lot of, you know.. There's, there's AI and analytics in every organization of every size. They may or may not sit inside the IT department but they tend to follow that model of eighths and software. So I'm just going to do it on DAS and I'm going to build this siloed cluster. And, you know, it must be cheap regardless of whatever the efficiency I get out of it. And what we're trying to help large organizations look at is data pipelines and flow and the flexibility that you gain by separating compute from storage and not having to worry about the performance issues or constraints of disk-based systems from a decade ago because technologies like flash and now with non-volatile memory Express and non-volatile memory expressed over fabrics, right. You're getting direct memory to memory communications from the servers to the storage. So you're getting all the benefits of pooling and sharing your storage with all the benefits of it without a local bus in terms of speed and performance. And so it can change, particularly, a large volume of data. You can change your agility. >> So that that is certainly a tailwind for you but it was a tailwind for a lot of companies and you have the product. Let's assume best product just for sake of argument. I'm sure you would agree. But best product doesn't always win, right? So what I'm hearing is there was business model innovation. >> Vaughn: Yeah. >> Obviously very strong go to market. You guys knew where all the skeletons were buried with all the reps that you guys hired. But there were other factors involved in your ascendancy, which maybe is independent of the structure of the industry because the industry structure is changing. It's going from, you know, now remote cloud services into these digital, this digital matrix and somehow you have to fit into that digital matrix and participate in that. >> Yeah, it's.. I think you brought up two points,\. So I think if you if you're going to be a start-up, to be successful, it's not just technology. You've hit the head on the nail there. Pure had.. the technology had to deliver, Pure had that. The business model was innovative, the marketing was off the hook, right? For a start-up, you know, we were punching above our weight but you also have sales, have sales force execution and, you know, you never know what you get when you walk into a start-up. But you've got to.. If you don't hit on all four of those dimensions then you don't achieve escape velocity. In terms of shifting from startup to, you know, becoming mainstream. Not only did we achieve a billion dollars last year, we were cashflow positive for the year and we were profitable for Q4, right? So that puts a lot of wind in ourselves as we go forward. You know, with, at the end of last year, a half a billion dollars in the bank and now a billion dollars in the bank. You know, for us to go you know figure out what we're going to grow and go into. I think moving forward and being independent, I think we'll see, right? I think there's always a tick-tock in our industry, right? Things are distributed, they're centralized, their distributed, I want one throat to choke, I want best-of-breed. I think with all the distributed apps and all the analytics platforms that are going to start to become more important than what we're used to in the X83 space. I think best-of-breed is starting to rise up right now and so I think the runway for Pure to stay independent is there. Don't get me wrong, we're going to have to do our works with plugging into clouds, right? And all those those ecosystems because customers want a transparent experience. But we'll be sharing some news on that, I think next week. >> Well and excited to here that. The cartel will continue to suck up startups, no question about it. But, you know, we love companies like Pure, put Nutanix in that mix and it was sad to us to see all their run of the virtualization comers, they just disappeared. Because if it's just the cartel building new products, you're not going to have the level of innovation that you get with VC funded startups in the valley. you just, you're just not. >> Well, in the US you're seeing, I mean, you're, in the US you're seeing VC investment starting to diversify a bit, right? >> Dave: Yeah >> Colorado's getting hot, the Boston area is, it has been there for a while but it's getting hot. >> IOT and security. >> And, you know, that's been the great thing about, you know, about IT in the US, right, is we've been an innovative landscape. I think the barrier has probably forced some innovators out based on just the cost of living. So, you know, who knows what the mix will look like a decade from now, but yeah, we're still going to be Silicon Valley centric for the near-term. >> So I love talking you because we can have these conversations. We were joking off-camera, we could go for 90 minutes, which we easily could. We got to, we got to go soon but let's talk about Veeam, relationship with Veeam. You guys are kind of birds of a feather in a lot of ways but, but take us through that. >> Yeah, so the opportunity to partner with Veeam was a no-brainer. There were synergies there, right? Pure and Veeam both trying to just disrupt legacy markets, doing it through simplicity, right? Riding the wave of, you know, virtualization as a primary business focus but not exclusive. our Net Promoter scores with both companies are off the charts, right. Customers love it and, you know, we're multiples higher than any of our competitors. And so bringing the technologies together were real simple. So last month we announced, four or five weeks ago we announced and released a new set of solutions and integrations. It was comprised around three areas of benefit, right? Accelerating backups, increasing the speed at which you could recover data, and adding a new level of agility within your ecosystem. So delivering those three value props were based on us supporting their Universal API adapters. So now that they can offload some of the backup process to array-based snapshots and that preserves the performance, makes the window collapse faster. That's where when production data sits on the flash array. We've also certified putting the flash blade behind the Veeam servers as a backup data repository and the benefits of that from a backup window are faster data ingestion times across your real estate. Obviously, smaller footprint, lower cost within the data center. The bigger impact on both of these is on rapid data recovery. So with Veeam, through their explorer integrations, you can pull files, disks, VMs, applications, right out of the array snapshots. If the array is still online but someone's just munched the data, if the array is no longer there and you need to pull from the flash blade, flash blade gives them a capability that they never had with disk, which is they can start because, you know, how Veeam recovers, right? They actually start the data services and recover them from the backup repository and then live migrate it back to the production environment. With the live, with the back and the data repository being all flash, now they can bring up a significant, if not all of your data back online and then trickle restore it back to the production data sets. We had a customer with a large distributed database that was on a more traditional disk backup system that was really focused on ingest, right? Make the backup window not so much focused on the restore times. It took them in excess of 36 hours to put back their database and this was the mission critical database to the organization. We've come in and replaced that. 36 hours is now 30 minutes. So is all flashes as repository for your backup for everyone? Maybe not for every organization but we're seeing a big growth ramp on that in the enterprise. The last piece that we've brought to market together in integrations is, integrating with their data labs. That's their environment to be able to on-demand create, test, and DEV infrastructures for you and that pairs really well with all flash arrays and snapshots because it's instantaneous, consumes no new storage, and our automatic QOS preserves that, preserves the resources for the production environment from the lab. And so those are our three areas: accelerate backups, rapid restores, and give you some agility with your test DEV. >> Okay and the agility in the ecosystem is oftentimes underappreciated, right? >> I'm amazed at the customers that I.. Large enterprise customers, right? Revenues in the tens of billions of dollars that you still meet with today, where they've half staffs that their job is to restore, you know, an Oracle database to an Oracle developer and that's all the guy does 40, guy or gal, does 40 hours a week, it's amazing. >> Right, Vaughn, great to see you again. >> Dave, awesome. >> Thanks so much for coming to the CUBE. We'll see you next week Pure Accelerate at San Francisco. We're there Wednesday, I believe, we're broadcasting. So look for all the things that Vaughn teased. He showed a little leg on some stuff, so we'll be covering that next week. We're back here tomorrow. Stu and I will be kicking off at 9:30 with Peter MacKay, so don't miss that. We're out for today, Veeamon 2018 the CUBE. See you tomorrow (electronic music)

>> Narrator: Live from Las Vegas, it's theCUBE covering VMworld 2017! Brought to you by VMware and its ecosystem partners. (electronic music) >> Welcome back to theCUBE. We're on day three of our continuing coverage of VMworld 2017. We've all counted our steps, lots of steps we've gotten in, lots of great conversations. I am Lisa Martin with my co-host John Troyer. We're joined now by two guests who are new to theCUBE. Chanda Dani, Senior Director of Product Marketing, Storage and Development at VMware. Welcome to theCUBE! >> Thank you. >> And you're also joined by Mark Vaughn, you're the Director of Strategic Technology Group with Presidio, welcome! >> Yes ma'am, thank you. >> So guys we're at day three of, hopefully your feet aren't too sore, of VMware 2017. Big announcements on Monday about VCF, on AWS yesterday, the pivotal container service with Google, Pat Gelsinger mentioned on Monday, 10,000 customers on VSAN. Chanda, have you heard from customers at the event? What has their reaction been to some of the great news that's been announced? >> Customers are actually really excited. They see VMware evolve and become more and more mature and bigger, and the see us as a partner. In the context of VSAN, they are even more excited. I met a lot of customers who wanted to try out our hands-on labs, and these were actually storage admins who were like, "I'm really interested, can you guide me through this process?" I had a session on Sunday and I thought, people are still pouring in, checking into the hotel. And the session had four, five hundred people and it was on VSAN and there was so much excitement! So it's really, really amazing. Great time for VSAN right now. >> Wow, did Pat say adding 100 customers a week? >> Yes, we are adding 100 customers a week. >> That's remarkable, and it sounds like you're seeing maybe a shift in terms of the skill types that are wanting to learn about this technology? >> Exactly, so VI admins have always been a champion, but what has been very interesting this VMware that a lot of storage admins have come to the show and they are all at the hands-on labs and the sessions wanted to learn about it more and more. >> From a market perspective, Mark, question for you. Given that, and we're hearing quite a bit, John, over the last couple of days on both of our sets here, generational shifts, skillset shifts. In terms of shifts and trends in the market, what are some of the data center trends that you've heard, Mark, articulated on the show floor and from your partner, VMware, this week? >> There's definitely the shift with VMware Cloud on AWS. That's been a real emphasis this week, which again builds on what we've been doing in the private data center. So building on VCN, building on NSX, building on the VMware hypervisor. So those are some trends we've really seen and, honestly, in the data center in general, we've seen a shift in storage the last few years. So it's moving more towards an emphasis on the software. So whether you're releasing that now as a virtual appliance or a cloud appliance, or going a step further and having a solution that is totally self-defined, like VCN, we're beginning to see the emphasis move from hardware to software. >> So Mark, we've had a lot of innovation in hyperconverged infrastructure in the last few years. With VCN being one of the pillars of innovation. But the market is interesting, a lot of players in the market, some being pulled out, others entering, where are we in this whole evolution? What is the state of hyperconverged infrastructure and hyperconverged storage in 2017? >> As we look so much to public cloud, and it's been such a buzzword for the last few years, we've noticed that a lot of our customers have moved to it and realized it doesn't work everywhere. But what attracted them to the cloud, they still want, even when they run on-prem data center now. So they want that flexibility, they want that ability to scale easily, they want flexible billing, as well, and consumption-based models. And so software-defined storage and VSAN really create the ability to, you may not want everything in the cloud. But you can still have what you liked about the cloud in your own data center. And so that's part of the modernization story that we're walking through with a lot of our customers. >> Chanda, how are you seeing the consumption models? Software versus VMware ready-nodes, build-your-own partner ecosystem, how are people taking, you know, is it in the cloud, is it on-prem, how are people taking these in? >> Actually, this is one of the key reasons why customers like VSAN, the wide choice of consumption models that they have. They can fully-customize it, build it themselves, they can go with the ready-nodes, they also have a choice to go with an appliance-based solution which we have with Dell EMC called VxRail, and they also like the choice that, what they could do on-prem, now they can do it on AWS and it's just yet another site for them. And, for example, disaster recovery as a service is one of the use cases they really want to move forward with. I just came back from a customer meeting, explaining to them how it would work, and they're really excited and waiting for it to come. >> So you mentioned Dell EMC, and one of the questions I had was, just about one-year-post combination of Dell taking over. One of the things that was very clearly articulated during the keynote by Michael Dell himself was that, the importance of the VMware ecosystem really growing. And the independence. So long-time partners, Presidio and VMware, talk to us about your channel strategy, and how it's going to evolve or is evolving as you need to give customers this flexibility of private-public hybrid based on their needs and this consumption-driven model. How is the channel strategy evolving to facilitate that? You can both take a shot at that. >> One thing I've noticed, upfront, when it comes to consumption models is, we're actually seeing vendors like Dell and other OEM partners beginning to offer consumption models where you can actually now get hardware on six-month, one-year, you know, shorter term, where it gives you the flexibility of the cloud of, you don't have to make a longterm commitment to hardware, you can flex, you can grow. Even when it's on-prem, you can still have some of that flexibility. We've also worked out some cost models for some of our customers where we can help them have that flexibility and consumption models to allow them to actually grow on-prem in a similar way that they would in the cloud. >> Chanda, same question for you, the channel strategy. Kind of, what do you see as some of the next steps to make that channel, and make, event the partnership with Presidio even better? >> Right. So actually, Presidio has been a very successful partner for VSAN and, talking about channel strategy, if you look at it, VSAN, today, has 10,000 customers. vSphere has 350,000 customers. We are not even 4% penetrated in our own install-base, and given the tight correlation between vSphere and VSAN, we all know that vSphere obtained this large install-base through our channel. So for VSAN to have such a big install-base and increase our penetration, it is actually channel that will do that for us. And Presidio is well ahead on that curve right now. So our strategy, actually, is related to server refresh. It is projected that, by the end of 2019, about 60% of our customers would be going through a server refresh. And as they go through a server refresh, they adopt hyperconversion infrastructure more and more. Because they're buying these new servers, they say, might as well buy a ready-node. And we want to ensure that our channel is well-equipped to take advantage of this wave that is coming. So there are many things we are doing, for example, number one, that they are able to build their practice. And Presidio is quite ahead there. But the rest of the world is able to do that too, globally. And secondly, we are trying to simplify and streamline things for them by having product packages which they can sell easily. For example, we have a package of vSphere and VSAN called HCI Kit, where we have designed it such that, the most profitable way to sell vSphere is to sell it with VSAN, because if they sell vSphere, if they qualify, the ad-plus at the back is 10%. But if they sell the HCI kit, which is Vspere and VSAN, the back-end ad-plus is 30%. So for our channel, the most profitable way is to sell vSphere along with VSAN. Then we have also designed a whole bunch of sales tools. Like, they can go into an account, do an assessment, do a whole sizing for the VSAN ready node, do a full ready-node configuration with our OEM partners such as HP, Dell, Fujitsu, Lenovo, et cetera, they are all at the solution exchange here. And then they can have a full TCO conversation. All of this is now available for our channel, and we went ahead and did a practice builder workshop in all major cities globally to help them come up to speed on all this stuff. There are many other programs. And we are now providing POC gears so that you can actually do successful POCs too. So it's now execution for us. >> Yes. And it's been great because VMware has really created and ecosystm that we can work well within, and it actually creates a journey for our customers. So we've been able to walk a number of customers, I was working with a customer just this week that has been a long-time ESX environment for their VMware hypervisor. Probably four years ago they began using VSAN early on, and since that time they've moved, VSAN is now their primary storage, and now they're moving into deployment in SX. And as that is going along, they're beginning to look at vRealize Operations, they're beginning to look at Airwatch, so it really creates an ecosystem that we can walk people through the journey of moving into these, and there's often opportunities where we can come in and do a number of these at a time. But there's also a lot of opportunities where customers kind of need to mature their own processing and go through this journey. >> Mark, I'd like to drill down on that a little bit. I've known you for years, you know, back in the day when the virtualization admin was the role that was just created, and started to bridge some of those silos between storage, networking, Windows, security, teams. You talked about the channel, let's talk about the customer uptake and enablement on their side. Who are the people that are being trained on this? Is it, do folks still have the traditional storage admin? Is it a combined team? Who's buying it, who's responsible for it, and how are you helping them succeed with VSAN? >> We really have to approach that based on each customer's individual makeup. And we need to see how their organizations worked out, and where their skillsets lie. But we see that, really, as a mix. It's been much the same way as networking. At first, networking was separate from virtual networking, and they quickly realized as, you know, 80 or 90% of their environment became virtualized, you can't just sit outside of the hypervisor, you have to be participating in the network inside the hypervisor as well. So there's definitely skillsets that the storage admin brings to bear that the average systems admin doesn't have. So it's really a partnering of the two. And I see the same thing with cloud. So, where virtualization admin was a niche ten years ago, now you can't work in the data center if you don't know how to participate in the virtualization environment and you're not familiar with VMware. Cloud is kind of becoming a niche, but in five years you won't be able to work in the data center if you don't know cloud. >> Yeah, what's one of the trends that we've seen as well, just in doing some reading online, is that, it used to be, everybody was trained, you know, that would come here to VMworld, would be trained in virtualization and certifications. And now we're starting to see that shift towards cloud. Sounds like there's been this natural evolution that's been customer-driven, in terms of enablement and the education, but you're now seeing the importance of the guys and gals that are storage admin, maybe the system admins as well, the VI admins. How are you guys working together to sort of tailor the conversation as more ... You see a diversity in the types of people that are interested in this type of technology, and as the conversation, maybe on the storage side, goes up to the C level, because they're storing massive amounts of data that's got to be able to extract value from in new lines of business. How is your enablement evolving as these skillsets are shifting? >> Alright, so, the name "hyperconvergence" actually says it all, it's not just causing convergence of technologies, it's causing convergence of people and skillsets and teams as well, and that does include people who just used to be computer admins and storage admins and network admins now. So going back to that context of how we are doing the enablement, I think what we are doing right now is helping each side understand the value, and having them come together. Earlier they used to work as silos, and now the teams are coming together just as the technology is coming together. And as regards, talking to decision-makers in the organizations, at the CIO level, people are more interested in competitive advantage for their own organization. And we find that the hyperconvergence technology allows the entire organization to move fast. So CIOs are able to do their business initiatives in a much faster way, get their profits coming in a much fast way, their risks are minimal, so they like the technology for that reason. And VP of infrastructure, applications, et cetera, like the technology because it streamlines the operations, standardizes the processes for them. VI admins have always been a champion, because it's so easy to use for them, the learning curve is very less. And storage admins really like it because, at the time when their traditional array is running out of capacity or horsepower, they don't have the budget to go and procure something new. They do have the budget to go and acquire a few servers and SSDs, they are still able to move forward and give the organization what it needs within the budget constraints, and yet meet the timeline. So this is something which is driving a lot of convergence. >> And storage has always been so critical to how virtualization works and operates. From vMotion to DRS, there's so many baseline features that relied on the underlying storage. So the storage admins and the VI admins have been growing closer and closer together for a long time. But what we're seeing with hyperconverge, and whether it's on-prem or, especially, in the cloud, is it's not only changing the storage technology, but it's changing the cost model. So now the conversation also has to happen at a business level of, is this going to be capex? Is this going to be opex? Is this going to be a traditional purchase method? Is this going to be a consumption method? So the conversation, now, actually, has to transcend from just the technology to also the business impact and the business drivers behind selecting one method or another. >> Absolutely, absolutely. And that's a theme that we're hearing a lot, as customers talk about digital transformation. Well I love the play on words with "convergence", and it sounds like the different folks that are now really needing this type of technology are folks that you've had the chance to speak with at the show. So we want to thank you guys for taking the time on Day Three to come and chat with us on theCUBE. >> Thank you. >> Thank you very much. >> For our guests, and for my co-host John Troyer, I am Lisa Martin, you've been watching theCUBE live on Day Three, continuing coverage of VMworld 2017. We'll be right back after a short break. (electronic music)

(upbeat techno music) >> Hello, everyone, and welcome to this special Cube conversation here in Palo Alto. I'm John Furrier, co-host of the Cube. And we've got two great guests. Prashant Jagganathan, Technical Director of Global Alliances at Catalogic, and Vaughn Stewart, Cube alumni, good friend of the Cube, Vice-President of Technology at Pure Storage. Guys, welcome to this Cube Conversation. Good to see you. >> John, it's great to be here. Nice to see you, mate. >> So, you're on the road. You guys are a growing startup. You guys are doing great. Congratulations. >> Prashant: Thank you. >> So you guys, Catalogic, we've been covering you guys. And you guys came busting out. Still, in my opinion, not well known, but well known. You're the most unknown well-known company because you have a really awesome solution. Pure Storage, you guys are known. You just went public, earnings, again, another successful quarter. Congratulations to the team there. Again, everyone's like, "Pure Storage!" You guys continue to demystify the marketplace with performance, congratulations. Why, what's going on? >> Thanks! Again, we've just announced our quarterly earnings. Another great quarter. We've accomplished 3350 customers, 25% of those are in the Fortune 500. Over 25% of our revenue comes from cloud service providers, be it SaaS, PaaS, you know, hosted private cloud. Really the key of our success has been not the performance of Flash, which I think a lot of folks assume, it's been about reinventing the operational model through simplicity. We'd like to talk about being effortless, efficient, and evergreen. That's kind of our tagline to help customers put their data to work. >> There's certainly a cloud transformation going on, and I want to get your guys thoughts. Because one of the things that our team at Wikibon, our editorial team at SiliconANGLE are focused on, is really three major pillars we're seeing that are powering a whole new set of applications. Cloud-native, whatever you want to call them, that is, obviously cloud computing, which is a combination of on premises, hybrid, and then public. Big data, which is now AI, machine learning, and then IOT. Those are like really the underpinnings that's transforming the data center. And this is causing a lot of opportunity for app developers on top. And you're seeing all the key software markets just completely being disrupted and transforming. So I got to ask you guys, what does this mean to your relationship? Because you guys have a partnership. So how does that fit into that industry trend. Can you talk about the partnership that you two guys have together? >> Prashant: Sure. I'll let you go first. >> So we first started engaging, almost a year ago. >> Prashant: Right. >> You know, there was a lot of relationships based out of the Valley from previous relationships, or I should say employment -- >> John: It's a small industry, the storage industry. >> Yeah, we all know each other. >> And, so at that time, even more than your current opening statements, Catalogic was really flying under the radar, right? A powerful set of tools, how to bring in a copy-data management and data protection scheme into a heterogeneous storage infrastructure. And, they've kind of bridged this gap between, I'm software enabled, software defined, giving you a control plane. Leveraging all of the offload and acceleration capabilities within the hardware infrastructure. And at the end of the day what we were able to identify is this fills a huge gap within the market. Whether customers are looking to convert their virtual infrastructure into a private cloud, meaning it can be self-service, right, by the end users, or consumerized, if you will. They can better accelerate their development teams. And develop a more DevOps centric model, that lets these teams start to work in a more agile infrastructure. And ultimately start to embrace better hybrid storage technologies by making data protection just a native element within their onprem, and extending it into the cloud. >> Prashant, what are some of the use cases, because this really highlights the demand for faster solutions, not necessarily buying the new tool or something else. People got to use what they got. >> Yeah exactly. First to start with the integration rate. So we are a very synergistic relation. Catalogic is an orchestration engine. So it leverages in place existing infrastructure, to automate certain operations. So these operations include, answering your question on use cases, include DevOps, include TestDev automation, and also data protection and disaster recovery management. So it makes it use-case driven, and also for different industries, where they're looking for a centralized, a heterogeneous automation tool that can perform a lot of operations, but not reinventing it, so we don't need to move it to another appliance to deliver these use cases, but leverage the services that the storage, and the hardware already provides. >> TestDev is obviously low hanging fruit. That's kind of been around for a while. We've heard a lot of the top cloud guys say that. We're hearing, as we go out through a variety of the events, real practitioners and end users putting production workloads into the cloud, and really bringing the hybrid architecture in there, which impacts the storage and the preexisting. Outside of test and dev, I hear a lot about mission critical. Are you guys seeing that? Is that a use case? And then, how do the people who are your customers deal with that pressure. Okay, move some mission critical workloads. Make them work. What happens? >> Right, mission critical applications are what's actually driving. They are actually driving the purchasing point of the product itself. So, applications like if you take Oracle, or SQL Database, they are running on high performance storage on Flash. And, what these developers and app owners are looking for is, I have my production data but I need to access that data. They cannot touch production. So they end up using a copy of data, which is driven by backup tools. They backup the data to some tape or some disk appliance, and they perform a full restore operation, which is slower and doesn't give them data access right away. So, with Catalogic what we are trying to do is leverage these production databases, and then quickly spin them up for these mission critical applications. They get a data protection locally on the storage. And these copies can be spun up instantly from an end user for self service. They are looking for quick access to data, which sometimes the storage administrators cannot give them right away. But we provide the tools, and the necessary components to give users access to the data. >> Let me add some color to this, because I agree with what you said. I think when you look at what's occurring within midsize businesses and enterprises, which is really where we sell to. At Pure Storage we don't go into the small market. There is this macro desire from organizations to get their private cloud finalized. This transition from virtual to private cloud. Because the end-state of private cloud is then to optimize IT resources, and start to move your people into areas of future investment. Meaning focus more on IOT. A lot more on the analytics. Whether it be ML or AI. And so when you take a step back and say, okay they'll come from macro and let's talk about our two products. We make an all Flash array. What was interesting about the introduction of our Flash array when we first brought it to market was, it didn't start in tier two or tier three. It started mission critical tier one. In which you're in that space, and you're dealing with some applications powered by an Oracle suite, or on top of SQL Server for example. There are a lot of steps that have to be taken to protect that data. I've got to call the application. I've got to coordinate with the hypervisor layer, the storage. And if I'm now going to start to automate this to bring a cloud-like experience to my end users, I've got to deal with compliance, operations, and security concerns. I should say regulatory, concerns. >> Think of all the personas involved in this. >> Which means, it may be a retention policy. It may be a release the resources. It may be measuring the resource constraints. It may require data masking. All of these elements that are above the storage layer, and above our great performance and cloning engine. Catalogic manages for us. And they've got geocentricity to it. Is it onprem, what country is it in? Is it off in the cloud? These are the elements when you say, I want to make a private cloud a cloud. It's where the hypervisor vendors have kind of left us looking for more. >> John: So that's a gap. So that's the gap you're talking about, if I get your thoughts on that, because Wikibon just put out a survey just last month, that through 2026, the true private cloud, they call it true private cloud, is going to be 237 billion dollars. That speaks to the data center migration to cloud, where you've got true private cloud, which is essentially data center that has cloud-like features for DevOps, and hybrid cloud. But, this mission critical question comes back to it. Because, as VP of technology, you know. We've talked about storage in the past. Databases in isolation are easy to deal with, but when you're dealing with production databases, this is a nightmare. No one wants to fool with them. So talk about how hard this is, because most people don't get how complicated it is to wrangle production databases to get something into production, in a true private cloud. >> So, like you said, production database, nobody wants to touch it, because that's driving business, and anything to do with business, the developers don't want to touch it, the QA. >> They call it NoOps. No, don't touch it. >> Prashant: Don't touch it. Exactly. >> And they also want self-service too. They want no operational people involved as well. >> And that is part of the problem as well. Every time you're, the whole DevOps moment is you trying to combine the developers and talk to the Ops people. But the true DevOps is, the Ops is not involved. Just developer wants some access to it, they get it right away. The Ops people don't usually want to give access to developers for the production environment. Part of the reason because developers want to do a lot of different things with it. They want to do batch testing. They might want to run queries against it, run analytics against it. Use it for big data consumption. And if you do this against production database, not only are you degrading the performance of it, even if it's on Flash, you're performing operations that you don't normally perform on a production database. Which is why they need access to it in a self-contained environment. Not directly on the production. >> And one of the values that the private cloud can differentiate itself on today versus public cloud offerings, is in the public cloud, there isn't an ability to make instant copies of production data. You've got to be making backups that come out of one storage silo across the interconnects to another silo, and then when you want to clone, it's got to copy out of that silo. So from an agility, a time to perspective, the clouds not there on that construct yet. It's all based on software copies. In the model that Catalogic enables, whether its Pure Storage or other storage partners that are within their portfolio of support, we get to leverage these engines that are very mature and robust within the enterprise class storage arrays today, to deliver this agility and speed. And we find customers being very creative in how they're leveraging these technologies. I was sharing before we sat down. We have a customer that, they've taken their legacy environment, which is storing all these customer records and information in a relational database, and now they're leveraging it to say, let's make multiple copies of this database and run queries and parallel across multiple cloned instances. Because they don't have the staff that knows how to adopt a dupe ecosystem today. >> Alright, so let me see if I can put this together. Because, the things I like to look at externally to what you guys are doing, and some trends that I can point to. Pure, your growth on terms of number, is in the green. Competition's down. So you're obviously in a modernization kind of wave. People are buying your stuff and they're moving it in. But also seeing on the data protection side, in the cloud you're seeing new startups emerging. I look around, there's a lot of startups reinventing data protection, and backup and recovery for cloud. So the pressure that the customers have is, I want the best of what I've been doing, but yet I got to move to the cloud really quick. IT modernization, consumers. Whatever you want to call it, it's happening. How do you guys work together to make that happen? Because, I still got to get this new environment, but I got to make the production protection work. There's no four walls anymore. Am I getting this right? >> Yeah, that is correct. So, customers are moving to the cloud there. The notion of hybrid cloud exists in some fashion as in, they are running most of their mission critical applications on production and on faster performing arrays. But they are still moving their workloads into the cloud. So they have a mix of both. With a true data protection, you have to cover both these scenarios. The hybrid cloud model, where you're taking care of data protection both on premises and also into the cloud. So with the cloud migration, now it becomes more important to understand and catalog the entire environment, to identify what's out there. Are they protected? And are my users getting the right access to the right data? So that's where Catalogic comes into the picture, where it can provide a single global view into things, of identifying these are your mission critical applications right there on premises, and here's the data in the cloud. And, not only drive data protection natively in the cloud, but I also give cloud people access to data that's on premises. >> So you guys have a good fit with Pure that way, because they're >> Prashant: Exactly. >> hitting the large enterprises, and then emerging modern enterprises, but to store Flash. You guys kind of give some extensibility through that integration >> Right. >> So I got to ask you the tough question. Data masking and security. Huge issues right now. Security in particular. There's no perimeter in the cloud. You guys know all about this on the storage side. Onprem is pretty well known, but still there's no perimeter even on premise. How are you guys dealing with security in your relationships? >> That's a great question. It's actually easier for me. That wasn't a tough one. >> John: Damn, I wanted it to be a hard question. >> That wasn't a tough one. So data obfuscation, or data masking, is a main ask for mission critical applications. So, especially when you're talking about DevOps giving access to data. You don't want to give access to production data that contains information like credit card info, social security number, blood group of your firstborn. Kind of information that you want to keep private. So, Catalogic integrates with some of the data masking, or obfuscation tools out there. So, that's a great value add to the storage as well. So, from a storage layer you don't really know what's the content of the data. Whereas Catalogic provides that information, where it can take the database information, and apply masking against it. And, when we manage these snapshots, we provide role-based access control against it. So an end user, we'll give them access to them. For admins to do basic recovery they can perform against the entire database. Whereas a developer who needs access to a subset of the data will only get access or see the data that we allow them to see. >> Okay, hard question, then I'll try to bring another one to you. Self-service as nirvana. IT operations moving into higher value, cloud-native, developer. How do you guys see the progress of full self-service. Scalable, horizontally scalable data. Are you there now? Where does that fit, that picture of full self-service? No operations guys involved. >> So, no operations guys involved is still. >> John: See I stumped you. >> Right. So, it's still in a runner because it combines a couple of things. So one, if you want to give access to data, it has to be instant. And it doesn't have to be script driven. It has to be either click of a button, or leverage the existing tools that they have. And the other is, how much can you give access? So in the sense that, I have 15 developers. And, 15 developers are all asking for the same data, and you need to have a performing storage that should be able to handle these multiple stream requests. >> And I think you're speaking very eloquently about the technology, but I think you're understating the whole nature of enabling the private cloud and having it be self-service. There is a point in time when you first take that first 30 to 60 minutes to setup Catalogic and to register into the authentication realms, and the virtualization environment, and the storage array. Okay sure, that's overhead. Then you're going to spend some time with your team, as the operations side of the house, defining your infrastructure policies. And you're probably going to go reach to talk to, again this is DevOps. I'm going to go talk to the development teams, and go talk to the regulatory folks. What are the requirements? Because does this data have to stay in country? What countries is is visible for? >> There's some legwork up front. >> What has to be masked based on what groups? And you setup these role-based policies. Once that's in place, that's no different than ... Now you have a service catalog. And you're showing up, and you're like, "Hey I'm John." "You guys know I'm part of the Oracle team." >> And so the developers can have full access to that data. They can program with it. >> Vaughn: They get to catalog and the API set >> Prashant: So what we ... Exactly, so what we create is templates. And these templates can be customized to a developer. So I have a financial services team, that needs access to the financial service data. So we'll create templates that'll include policies like, hey, this is the storage provision for it. This is the data, the mass data which contains the financials. And, we'll give that template to the financial services team. >> And just for the audience, because I think we all grok this, but I want to make sure the audience gets this. The difference between what we're talking about, and just saying well, "Hey I can clone" "a database virtual machine today" "by my hypervisor." Sure. But that's a manual process by the virtualization team. Which is disconnected from the application team. >> There needs to be an email. A meeting gets setup. People have to weigh in. >> But there's no data masking. There's no role-based access posse. There's no termination of the resource policy. So, we're sitting again and back in, sure virtualization gave us agility, but we're still manual and trying to track it. This gives us not just a catalog of services. It's all audited. Now we can go back and see who accessed what data at what time. Cloud. >> Awesome. Vaughn I want to ask you the final question, because I want to talk about kind of of a futuristic industry view. AI is the hype right now. Augmented intelligence I call it. But, soon artificial intelligence. We're seeing self-driving cars out there. Will there be self-driving storage? I don't mean literally driving around, but I mean, talking about auto provision. We're talking about the ability to just plug something in, having machine learning and AI, these kinds of things. Are you guys working on things like that in R&D? I would imagine a world where ultimately you plug the storage in. Magic happens. People are programming with it. It's programmable. Where are we on this? What's the vision? >> So you got to watch out. This is a trick question, right? Rule number one from your Comms team, don't make news. So, I would say is, again, going back to our pillars, in the foundation for Pure. How do we help customers put their data to work? We make it effortless, efficient, and evergreen. And under that effortless piece, the big notion with Purists is there's no knobs to turn. And so the secret sauce is that I can give you Flash performance at disk economics. And guess what? You're virtualization admin can be a storage expert. Can hit six nine's availability without ever reading a manual. So this is the foundation of what we've built with Flash Array. We've now rolled out Flash Blade. And, let's just say with our partnership >> Are you being a good, you're being a good spokesperson right now, by not trying, trying to go to the script. Prashant we'll go to you, because we know everyone's working on automation. So that's not a secret. The question though is specific. I don't want to get you in trouble, but the point is, people are looking for real automation where there's some intelligence. That's the trend. You guys are kind of at the beginning stages of your relationship >> Prashant: Correct. >> that are doing that now at some level. When's that next level, what's it look like. >> The heart of automation is building that catalog. And there goes in the name of our company Catalogic. I don't want to give any future details away, but yeah, that's where everybody's going. They're all looking for a chatbot, or an Alexa-like project. >> Well storage is a service is what people say. Tesla is a car, it's not really a car anymore. It's a service. >> Prashant: It's a service, right. >> Powered by software. Storage you can almost imagine some product coming out that's very service and connected oriented. >> Well look, I wasn't trying to dodge your question but, >> I know. >> at the end of the day, everybody wants to automate their data center. I think you were taking it a step further saying, "Okay look, I see frameworks here" "of what we're talking about between Pure and Catalogic." What comes next? We've got a lot of folks that we know in this valley that are working for a number of startups trying to say hey, how do I bring AI into the data center? I think it's going to be more prevalent over the next four or five years, so let's see how it develops. >> Okay, so where does the partnership go next? We'll kind of end it on that. And you guys have a great partnership, and thanks for coming in and sharing the data. But Prashant and Vaughn, where does this go next? What happens next? Good integration, what's the next step? >> I think customers who are looking at this today, the easiest place to start is to say I want to automate Oracle and/or SQL, or I want to bring, and look at reinventing my backup space. I don't want to buy an appliance. I want data protection to be part of my ecosystem and cloud-connected. Where does it go from here? I think we'll see probably an expansion in terms of our partnership. So we've got a new product called Flash Blade that we want to look at, >> Prashant: You want to look at as well. >> work at working on together. We've got us some other work that we can't announce at this point in time. But if you come to Accelerate, which is our user conference in June, you'll hear about some of the new capabilities we're going to bring to market, and that we are working on within that ecosystem together as well. >> Yeah, and for us it goes back to the mission critical databases. So we are expanding our portfolio, and adding more databases, and expanding existing databases. >> John: Expanding the catalog. Microservices oriented, that kind of thing? >> Exactly, and supporting other ... >> Key industry applications, based on vertical. >> Right, and tighter integration with existing storage arrays as well as the new ones. >> Cloud is about the data, right? The data is where the action is. That's the action. >> And we are looking at how to extend into the cloud as well. >> Alright, Catalogic and Pure here on inside the CubeConversation. Prashant, Vaughn, thanks for spending the time. I'm John Furrier. Thanks for watching this CubeConversation.

live from the mandalay bay convention center in las vegas it's the cues covering vmworld 2016 rock you by vmware and its ecosystem sponsors it's legal yeah everything's legal welcome inside walls here on the cube as we continue our coverage here at vmworld once again we're back or what is going to be an exciting three days here in Mandalay Bay and i'm joined by my partner in crime you might say mark farley the producer Vulcan cast a host of Vulcan cast and tell us about Vulcan kestrel quick mark well you've seen comedy in cars you've seen singing in cars with carpool karaoke this is discussions about technology and cars it's tech talk and cars I see it on you can see it on Vulcan cast calm what a novel name for a website I'm pretty you figure good all day coming up with that one didn't you yeah but it's cool you know what it's like to look for a name absolutely benefit but it's a neat neat concept Tech Talk comes the cars you're kind of like the the james corbett of tech there you go except we don't sing about it I'm more like the Jerry Seinfeld maybe that's the next time we're joined by a couple of guests who are they become partners to more or less here in the business and solutely with Vaughn Stewart who is the enterprise architect and chief evangelist I love that by the way of on a pure storage and that evangelist looked up you do have it you getting the whole thing today and kimbark is a CEO of cata logic software and gentlemen ulcers thank you for being here we appreciate that so if you would start off by telling us a little bit about your individual companies you know what you do and then the marriage you to have partnered up here for the past four months came together pretty quickly and what that's all about and if you would bomb what you go first sure so pure storage is recognized widely as being the number one independent all-flash storage vendor we've been recognized for three years as being the leader in gartner's solid-state array Magic Quadrant we've really allowed flash to be consumed by the masses by making it more affordable than traditional disk based storage arrays and deliver all the promise of of the performance of flash kent and in a nutshell cattle objects software's that spin out three years ago from the syncsort company and what we've got about twenty nine patents we're working hard what we did is we evolved our technology to this whole copy data management space which is very exciting and when you marry copy data management to flash technology you drive some really serious effects and catback savings for customers so it's kind of a peanut butter and chocolate on here right was together really really does right so let's talk about your relationship then this has only been four months in the making you've known each other for a long time but you put together your business venture here very quickly what brought it together so fast and how did it make that kind of sense that boom it just happened almost overnight like that to start going on with the Kent listen we were lucky enough that these guys actually found us that a trade show it was a mug event Vav mug event in Austin Texas they found some for a show they have been absolutely brilliant to work with in the business that we're in we're what's called in place copy data management and why that's important is because we get to pick our partners and it's a lot easier to build a technology if you have a partner that cooperates and these guys have been so cooperative that's what made this thing tick they saw a gap that we could fill they were kind enough they sent us a box up to work with the team culturally has been aligned I mean we we've kind of do things all up and down the stack the same way pricing I think we're very similar channel driven we're similar the way we we look at at working together is very similar say just been brilliant and that's kind of what it is it's a neat at the end of the date and to try to squeeze the effects and capex savings out for customers that's kind of the do yeah and we're also seeing a lot of requests from our from our customer base we have a large number of joint customers as well as customers that were interested in purchasing the other technology but we're waiting for a point of integration and so as we're seeing this shift in the the mid market and the enterprise to a more DevOps centric model more of infrastructure teams converging their their server and their compute management or application owners into owning the entire stack there was this this need for taking the data management constructs that we had and allowing an end-to-end ecosystem enable meant so that dev teams could just you know at the push of a button and refresh their data sets move they move their development efforts forward and get rid of all the old legacy time centric based provisioning models yeah I mean I mean CDM has kind of become you know one of these hot buzzwords right all of a sudden as as our data storage just become more capable and has become cheaper we tend to hoard more stuff right now listen we're hanging on things a lot longer so what is the gap exactly you're talking about that you're filling and what's the need that you're addressing specifically then you have all this data at your disposal and and and I guess with Flash movie great question John so what what happens is when you first of all let's talk about what's driving the flash analogy right why why flash is so popular right now everybody that we've talked to is either moving to flash or thinking about moving to flash simply for their primary applications you know those are things like databases virtualization filers you know SharePoint right and as you start to move you get you get really good benefits around effects from using your flash because the speed and the performance particularly with what they do they've got some compression stuff that's unbelievable and then what we do is we overlay that so if you take CDM which was your question if you look at CDM what CDM does copy data management it allows you to deal with all of these copies in the in the world today you've got so many of the vendors that are taking different snapshots at different times and you end up at any given time I think IDC did a study what was it like 50 50 versions of an email that you've got floating around is any given time floating in your organization right so what Vaughn was referring to let's take one example in a test dev environment right we could drive home on that which they do a lot more than that but if you take the test stab and let's say you're a developer and you have an Oracle database that you really want to test the latest data right now without flash without CDM what happens is you make a copy of that database you move it to the developers and getting that copy if you're a developer getting that copy away from the internal IT infrastructure department can take you hours can take days go ahead we've we've got customers whose current copy data management process is it is is fulfilled by either a full-time employee or a staff that runs around doing arm and restores or restores from tape and development teams have to try to anticipate weeks in advance when a new copy of the data that model has been the the de facto standard in the industry for a decade or more and in what you're seeing from from all conversations around DevOps is agility it's time to how can I no increase the rate at which we innovate part of it is by bringing agility into your development process and so so this is a real nice pairing of technologies the performance capabilities within a flash a flash array allows you to scale a large number of instances the instant ability to clone the data set gives you gives you the agility but it's just an engine I still have to take care of the rest of the stack I got a role based access which users get to see which data do I need a datum ask the data or do they get direct access are they having a virtual copy or a physical right and best part can I make it a portal or can I make it right into their native workflow so they never hit the storage team or even the infrastructure team so let's talk about how customers are going to use this right pure has been a big leader not just in flash but and also digital efficiency capacity efficiency and you've had to be that right from the get-go people are saying well how am I going to be able to get the cost you know the effect of costs down of this flash well you have dee doop and you have compression and now you're adding this application layer or higher layer if you will another layer of the stack towards you know data density do you think this is going to have you done run the numbers on what kind of percentage or anything like that that customers will see absolutely kind of kind of absolute ken so I'm actually doing in the solution booth I think 430 tomorrow's solution a the vmworld booth we've got a customer six flags theme park operator that doing this test dev case we saved ninety percent affects efficiency for these guys so there's some really solid number again 90 90 90 / such a big number what's a huge number but it's what is what Vaughn was trying to say if you start marrying the workflow if you take their ability to make the storage and the moving the data more efficient and you'll ever their tool and then you overlay it with our api's we have rest api is that you can tie into a customer environment and then we've got to work flow this workflow engine that we call full stack automation the customer can start automating a lot of the stuff that they're trying to do and it's a home run yeah let's be let's be get a little bit in greater depth here but not too deep yeah these capabilities have existed in market for a long time yeah but the customers had to assemble and build their own scriptures in a fool's the phone and again we're not talking just copying of the data yeah we're giving you an efficiency in the copy data engine with it running on the flash array right what cata logic is doing is giving you a single interface either via portal or API for the entire orc for the orchestration of the entire stack the test Network the virtual machines the physical servers the volume managers all the way down to the copy of the data absolutely so I'm going to dive even deeper bond what kind of skill set be careful what did I get wet what kind of skill set does a customer need to have to take advantage of this solution so that's that's a beautiful question because it goes back to the synergy between our two companies right we're known for being able to set up storage in under an hour that requires no administrative skill set right nothing to tune much like very much like an iphone right kind of out of the box there's no manual right cata logics in the same boat you download an ova you're up and running in 30 minutes you're connected to the pure array in four at 40 minutes yeah you're connected ad and 50 and you're running you're off to the races right we don't have any boxes no appliance versus our competitors out there right we don't have any agents to install no appliances it's just it's the perfect match simplistic and we're running and through api's right we're getting we're getting consistent application consistent copies of the data sets right and we're orchestrating through the built in infrastructures that that already exists whether we're looking at vSphere or the rest of the ecosystem so say a customer does their own development and they've got they've got people that know how to use api's program for api's will they be able to will they be any faster be able to do more with it or does it really not what it does this gets back to the effects issue right so so with our REST API they can tie it in and we've already got a lot of things that are tied in like some of the development tools out there chef puppet bluemix from IBM I mean these are all things that we we can kind of work with to complete the environment and allowed them to lever is amazing platform does that answer your question I think yeah so what about the market for this right it a happy data management took a while to take off right it's one of those things in data management has always been a tough thing and it takes a while for customers to sort of get a what what I'm going to say a group think and the critical mass of people thinking about it it looks like you've had some help in the last year with other vendors getting in well and popularizing it you know EMC has theirs and commvault I think is doing something in my response is talking about it now you know 18 months ago those of what he did but what started it mark and this is and that's a great question is what I was alluding to earlier once flash comes on the scene and particularly flash vendors that can do what they do that have got a huge cat-back saving or opik savings for the customer then you can start working in their workflow in their processes and saving them even more money so it actually is copy data management with flash storage can becomes almost to have to have versus and the other things that we were doing a year ago it was a nice to have what i call a nice to have right because if you start looking at how to save yourself money from an effects perspective you might as well look at how to go all the way and sometimes you can triple to 10 times your savings geometrically by adding see the right CDM what i call enhance CDM what our customers sometimes say is they call us a CDM on steroids copy data management on steroids that's energy is a big thing if you've looked at the industry historically what you've seen as storage vendors put out their own homogeneous right automation walls right point bond and then you've seen a number of heterogeneous vendors to play their tools but they don't want to have any correlation with any hardware vendor right right and so and so as a storage provider right and customers are looking to say well look I don't wanna get locked in a particular storage provider and right so that's one aspect as a storage vendor we're sitting there saying we'd like to have greater integration your ecosystem so we can bubble up our value cattle logics kind of hit that sweet spot and said we're going to be heterogeneous we're going to be multi-platform and we're going to leverage leverage the channel right hundred percent channel driven and we're going to leverage the API and the data management ecosystem the storage vendors so they've kind of got a perfect storm going on in terms of a technology and market momentum if you like ok so let's talk about how the solution is going to be delivered you sell it do you sell it do you sell into pure accounts you talked about channel we're getting we're going to meet in the channel okay we're also talking about doing some more creative things possibly up for right now it's a meet in the channel we think there's enough enough good networking the teams are in touch with each other you know the value proposition proves itself right if somebody when's it going to be available in another month or so so there are demonstrations available both in the cat illogic and in the pure storage booth here at vmworld I so we would we would encourage those who are interested in seeing the power of this this solution to stop by either booth at any time we're going to speaking sessions in each others as well this week absolutely up and we are currently targeting for somewhere between mid to end-september for a ga release right and I need to say one other thing going back to this the reason this works is because these guys have but one care and they are customer driven right they don't have an ego they are driving to the customer and fulfill the needs because as he said it's sometimes hard for a heterogeneous vendor that controls a lot to be welcomed as much as we've been welcomed with this group it's because they know they want to drive it through the customer get the best solution in the world of the customer so on the customer side you've talked about the perfect storm of services and products who's the perfect customer who's the optimal customer something like this that I i think the low-hanging fruit is any development team that has as some requirement where they are taking copies of their current data set and are developing off of that platform I think that's the low-hanging fruit I think at a more macro level any organization that says they have a DevOps initiative and particularly they want to turn key DevOps platform to be riding with and launch launch ahead versus a try to acquire talent to build their own this is rate rate within your wheelhouse good deal no brainer and if people aren't looking at that right now you know they're not they're not in this century right because everybody's moving to flash for the primary all the projections are going forward to going off the charts in terms of the growth of flash of what's gonna happen at any what's changed with flash right where four years ago sure had to kind of get over the hurdle of the price berry for flat right we did that with industry-leading data reduction that's still two x better than the rest of the industry but as flash prices keep coming down not what you're seeing as a pivot around around value is around making multiple data sets I mean if you get into a depth use case and I'm making ten copies of a data footprint that's already reduced by x 5x and you're getting to a price point that you just you can't you can't meet with with this because you couldn't drive enough performance either death actually that's not possible yeah well before I let you go I want to tell you it's just disappointing to us that you're not more enthusiastic so and super a little it's really impressed today we had a long night life maybe tomorrow things will pick up but congratulations on the business venture and wish you the best of luck down the road thanks for being well thank you thank you guys for having us on really enjoyed it appreciate it thank huh thank you back with more from vmworld right after this here on the cube

from around the globe it's the cube with digital coverage of Red Hat summit 2020 brought to you by Red Hat welcome back this is the cubes coverage of Red Hat summit 2020 of course this year instead of all gathering together in San Francisco we're getting to talk to red hat executives their partners and their customers where they are around the globe I'm your host Stu minimun and happy to welcome to the program Nick Barr said who is the senior director of Technology Strategy at Red Hat he happens to be on a boat in the Bahamas so Nick thanks so much for joining us hey thank you for inviting me it's a great pleasure to be here and it's a great pleasure to work for a company that has always dealt with remote people so it's really easy for us to kind of thing yeah Nick you know it's interesting I've been saying probably for the last 10 years that the challenge of our time is really distributed systems you know from a software standpoint that's what we talked about and even more so today and number one of course the current situation with the global plan global pandemic but number two the topic we're gonna talk to you about is edge and 5g it's obviously gotten a lot of hype so before we get into that - training Nick you know you came into Red Hat through an acquisition so give us a little bit about your background and what you work on Baretta about five years ago company I was working for involves got acquired by read at and I've been very lucky in that acquisition where I found a perfect home to express my talent I've been free software advocate for the past 20-some years always been working in free software for the past 20 years and Red Hat is really wonderful for that yeah it's addressing me ok yeah I remember back the early days we used to talk about free software now we don't talk free open-source is what we talk about you know dream is a piece of what we're doing but yeah let's talk about you know Ino Vaughn's I absolutely remember the they were a partner of Red Hat talked to them a lot at some of the OpenStack goes so I I'm guessing when we're talking about edge these are kind of the pieces coming together of what red had done for years with OpenStack and with NFB so what what what's the solution set you're talking about Ferguson side how you're helping your customers with these blue well clearly the solution we are trying to put together as to combine what people already have with where they want to go our vision for the future is a vision where openshift is delivering a common service on any platform including hardware at the far edge on a model where both viens and containers can be hosted on the same machine however there is a long road to get there and until we can fulfill all the needs we are going to be using combination of openshift OpenStack and many other product that we have in our portfolio to fulfill the needs of our customer we've seen for example a Verizon starting with OpenStack quite a few years ago now going with us with openshift that they're going to place on up of OpenStack or directly on bare metal we've seen other big telcos use tag in very successful to deploy their party networks there is great capabilities in the existing portfolio we are just expanding that simplifying it because when we are talking about the edge we are talking about managing thousands if not millions of device and simplicity is key if you do not want to have your management box in Crete excellent so you talked a lot about the service providers obviously 5g as a big wave coming a lot of promise as what it will enable both for the service providers as well as the end-users help us understand where that is today and what we should expect to see in the coming years though so in respect of 5g there is two reason why 5g is important one it is B it is important in terms of ad strategy because any person deploying 5g will need to deploy computer resources much closer to the antenna if they want to be able to deliver the promise of 5g and the promise of very low latency the second reason it is important is because it allows to build a network of things which do not need to be interconnected other than through a 5g connection and this simplifies a lot some of the edge application that we are going to see where sensors needs to provide data in a way where you're not necessarily always connected to a physical network and maintaining a Wi-Fi connection is really complex and costly yeah Nick a lot of pieces that sometimes get confused or conflated I want you to help us connect the dots between what you're talking about for edge and what's happening the telcos and the the broader conversation about hybrid cloud or red hat calls at the O the open hybrid cloud because you know there were some articles that were like you know edge is going to kill the cloud I think we all know an IP nothing ever dies everything is all additive so how do these pieces all go together so for us at reddit it's very important to build edge as an extension of our open hybrid cloud strategy clearly what we are trying to build is an environment where developers can develop workloads once and then can the administrator that needs to deploy a workload or the business mode that means to deploy a workload can do it on any footprint and the edge is just one of these footprint as is the cloud as is a private environment so really having a single way to administer all these footprints having a single way to define the workloads running on it is really what we are achieving today and making better and better in the years to come um the the reality of [Music] who process the data as close as possible to where the data is being consumed or generated so you have new footprints - let's say summarize or simplify or analyze the data where it is being used and then you can limit the traffic to a more central site to only the essential of it is clear that we've the current growth of data there won't be enough capacity to have all the data going directly to the central part and this is what the edge is about making sure we have intermediary of points of processing yeah absolutely so Nikki you talked about OpenStack and OpenShift of course there's open source project with with OpenStack openshift the big piece of that is is kubernetes when it comes to edge are there other open source project the parts of the foundations out there that we should highlight when looking at these that's Luke oh there is a tremendous amount of projects that are pertaining to the edge read ad carry's many of these projects in its portfolio the middleware components for example Quercus or our amq mechanism caki are very important components we've got storage solutions that are super important also when you're talking about storing or handling data you've got in our management portfolio two very key tool one called ansible that allows to configure remotely confidence that that is super handy when you need to reconfigure firewall in Mass you've got another tool that he's a central piece of our strategy which is called a CM read at forgot the name of the product now we are using the acronym all the time which is our central management mechanism just delivered to us through IBM so this is a portfolio wide we are making and I forgot the important one which is real that Enterprise Linux which is delivering very soon a new version that is going to enable easier management at the edge yeah well of course we know that well is you know the core foundational piece with most of the solution in a portfolio that's really interesting how you laid that out though as you know some people on the outside look and say ok Red Hat's got a really big portfolio how does it all fit together you just discussed that all of these pieces become really important when when they come together for the edge so maybe uh you know one of the things when we get together summit of course we get to hear a lot from your your your customer so any customers you can talk about that might be a good proof point for these solutions that you're talking about today so right now most of the proof points are in the telco industry because these are the first one that have made the investment in it and when we are talking about their eyes and we are talking about a very large investment that is reinforced in their strategy we've got customers in telco all over the world that are starting to use our products to deploy their 5g networks and we've got lots of customer starting to work with us on creating their tragedy for in other vertical particularly in the industrial and manufacturing sector which is our necks and ever after telco yet yeah well absolutely Verizon a customer I'm well familiar with when it comes to what they've been used with Red Hat I'd interviewed them it opens back few years back when they talked about that those nmv type solutions you brought a manufacturing so that brings up one of the concerns when you talk about edge or specifically about IOT environment when we did some original research looking at the industrial Internet the boundaries between the IT group and the OT which heavily lives lives in manufacturing wouldn't they did they don't necessarily talk or work together so Houser had had to help to make sure that customers you know go through these transitions Plus through those silos and can take advantage of these sorts of new technologies well obviously you you have to look at a problem in entirety you've got to look at the change management aspect and for this you need to understand how people interact together if you intend on modifying the way they work together you also need to ensure that the requirements of one are not impeding the yeah other the man an environment of a manufacturer is really important especially when we are talking about dealing with IOT sensors which have very limited security capability so you need to add in the appropriate security layers to make what is not secure secure and if you don't do that you're going to introduce a friction and you also need to ensure that you can delegate administration of the component to the right people you cannot say Oh from now on all of what you used to be controlling on a manufacturing floor is now controlled centrally and you have to go through this form in order to have anything modified so having the flexibility in our tooling to enable respect of the existing organization and handle a change management the appropriate way is our way to answer this problem right Nick last thing for you obviously this is a maturing space lots of age happening so gives a little bit of a look forward as to what users should be affecting and you know what what what pieces will the industry and RedHat be working on that bring full value out of the edge and find a solution so as always any such changes are driven by the application and what we are seeing is in terms of application a very large predominance of requirements for AI ml and data processing capability so reinforcing all the components around this environment is one of our key addition and that we are making as we speak you can see Chris keynote which is going to demonstrate how we are enabling a manufacturer to process the signal sent from multiple sensors through an AI and during early failure detection you can also expect us to enable more and more complex use case in terms of footprint right now we can do very small data center that are residing on three machine tomorrow we'll be able to handle remote worker nodes that are on a single machine further along we'll be able to deal with disconnected node a single machine acting as a cluster all these are elements that are going to allow us to go further and further in the complication of the use cases it's not the same thing when you have to connect a manufacturer that is on solid grounds with fiber access or when you have to connect the Norway for example or a vote and talk about that too Nick thank you so much for all the updates no there's some really good breakouts I'm sure there's lots on the Red Hat website find out more about edge in five B's the Nick bark set thanks so much for joining us thank you very much for having me all right back with lots more covered from Red Hat summit 2020 I'm stoom in a man and thanks though we for watching the queue [Music]

from the silicon angle media office in Boston Massachusetts it's the queue now here's your host David on tape hi everybody welcome to this special cube in size powered by ET our enterprise Technology Research our partner who's got this database to solve the spending data and what we're gonna do is a braking analysis on the analytic database market we're seeing that cloud and cloud players are disrupting that marketplace and that marketplace really traditionally has been known as the enterprise data warehouse market so Alex if you wouldn't mind bringing up the first slide I want to talk about some of the trends in the traditional EDW market I almost don't like to use that term anymore because it's sort of a pejorative but let's look at it's a very large market it's about twenty billion dollars today growing it you know high single digits low double digits it's expected to be in the 30 to 35 billion dollar size by mid next decade now historically this is dominated by teradata who started this market really back in the 1980s with the first appliance the first converged appliance or coal with Exadata you know IBM I'll talk about IBM a little bit they bought a company called mateesah back in the day and they've basically this month just basically killed the t's and killed the brand Microsoft has entered the fray and so it's it's been a fairly large market but I say it's failed to really live up to the promises that we heard about in the late 90s early parts of the 2000 namely that you were going to be able to get a 360 degree view of your data and you're gonna have this flexible easy access to the data you know the reality is data warehouses were really expensive they were slow you had to go through a few experts to to get data it took a long time I'll tell you I've done a lot of research on this space and when you talked to the the data warehouse practitioners they would tell you we always had to chase the chips anytime Intel would come out with a new chip we forced it in there because we just didn't have the performance to really run the analytics as we need to it's took so long one practitioner described it as a snake swallowing a basketball so you've got all those data which is the sort of metaphor for the basketball just really practitioners had a hard time standing up infrastructure and what happened as a spate of new players came into the marketplace these these MPP players trying to disrupt the market you had Vertica who was eventually purchased by HP and then they sold them to Micro Focus greenplum was buy bought by EMC and really you know company is de-emphasized greenplum Netezza 1.7 billion dollar acquisition by IBM IBM just this month month killed the brand they're kind of you know refactoring everything par Excel was interesting was it was a company based on an open-source platform that Amazon AWS did a one-time license with and created a redshift it ever actually put a lot of innovation redshift this is really doing well well show you some data on that we've also at the time saw a major shift toward unstructured data and read much much greater emphasis on analytics it coincided with Hadoop which also disrupted the market economics I often joked it the ROI of a dupe was reduction on investment and so you saw all these data lakes being built and of course they turned into the data swamps and you had dozens of companies come into the database space which used to be rather boring but Mike Amazon with dynamodb s AP with HANA data stacks Redis Mongo you know snowflake is another one that I'm going to talk about in detail today so you're starting to see the blurring of lines between relational and non relational and what was was what once thought of is no sequel became not only sequel sequel became the killer app for Hadoop and so at any rate you saw this new class of data stores emerging and snowflake was one of the more interesting and and I want to share some of that data with you some of the spending intentions so over the last several weeks and months we've shared spending intentions from ETR enterprise technology research they're a company that that the manages of the spending data and has a panel of about 4,500 end-users they go out and do spending in tension surveys periodically so Alex if you bring up this survey data I want to show you this so this is spending intentions and and what it shows is that the public cloud vendors in snowflake who really is a database as a service offering so cloud like are really leading the pack here so the sector that I'm showing is the enterprise data warehouse and I've added in the the analytics business intelligence and Big Data section so what this chart shows is the vendor on the left-hand side and then this bar chart has colors the the red is we're leaving the platform the gray is our spending will be flat so this is from the July survey expect to expectations for the second half of 2019 so gray is flat the the dark green is increase and the lime green is we are a new customer coming on to the platform so if you take the the greens and subtract out the red and there's two Reds the dark red is leaving the lighter red is spending less so if you subtract the Reds from the greens you get what's called a net score so the higher the net score the better so you can see here the net score of snowflake is 81% so that very very high you can also see AWS in Microsoft a very high and Google so the cloud vendors of which I would consider a snowflake at cloud vendor like at the cloud model all kicking butt now look at Oracle look at the the incumbents Oracle IBM and Tara data Oracle and IBM are in the single digits for a net score and the Terra data is in a negative 10% so that's obviously not a good sign for those guys so you're seeing share gains from the cloud company snowflake AWS Microsoft and Google at the expense of certainly of teradata but likely IBM and Oracle Oracle's little for animal they got Exadata and they're putting a lot of investments in there maybe talk about that a little bit more now you see on the right hand side this black says shared accounts so the N in this survey this July survey that ETR did is a thousand sixty eight so of a thousand sixty eight customers each er is asking them okay what's your spending going to be on enterprise data warehouse and analytics big data platforms and you can see the number of accounts out of that thousand sixty eight that are being cited so snowflake only had 52 and I'll show you some other data from from past surveys AWS 319 Microsoft the big you know whale here trillion dollar valuation 851 going down the line you see Oracle a number you know very large number and in Tara data and IBM pretty large as well certainly enough to get statistically valid results so takeaway here is snowflake you know very very strong and the other cloud vendors the hyper scale is AWS Microsoft and Google and their data stores doing very well in the marketplace and challenging the incumbents now the next slide that I want to show you is a time series for selected suppliers that can only show five on this chart but it's the spending intentions again in that EDW and analytics bi big data segment and it shows the spending intentions from January 17 survey all the way through July 19 so you can see the the period the periods that ETR takes this the snapshots and again the latest July survey is over a thousand n the other ones are very very large too so you can see here at the very top snowflake is that yellow line and they just showed up in the January 19 a survey and so you're seeing now actually you go back one yeah January 19 survey and then you see them in July you see the net score is the July next net score that I'm showing that's 35 that's the number of accounts out of the corpus of data that snowflake had in the survey back in January and now it's up to 52 you can see they lead the packet just in terms of the spending intention in terms of mentions AWS and Microsoft also up there very strong you see big gap down to Oracle and Terra data I didn't show I BM didn't show Google Google actually would be quite high to just around where Microsoft is but you can see the pressure that the cloud is placing on the incumbents so what are the incumbents going to do about it well certainly you're gonna see you know in the case of Oracle spending a lot of money trying to maybe rethink the the architecture refactor the architecture Oracle open worlds coming up shortly I'm sure you're gonna see a lot of new announcements around Exadata they're putting a lot of wood behind the the exadata arrow so you know we'll keep in touch with that and stay tuned but you can see again the big takeaways here is that cloud guys are really disrupting the traditional edw marketplace alright let's talk a little bit about snowflakes so I'm gonna highlight those guys and maybe give a little bit of inside baseball here but what you need to know about snowflakes so I've put some some points here just some quick points on the slide Alex if you want to bring that up very fast-growing cloud and SAS based data warehousing player growing that couple hundred percent annually their annual recurring revenue very high these guys are getting ready to do an IPO talk about that a little bit they were founded in 2012 and it kind of came out of stealth and hiding in 2014 after bringing Bob Moog Leon from Microsoft as the CEO it was really the background on these guys is they're three engineers from Oracle will probably bored out of their mind like you know what we got this great idea why should we give it to Oracle let's go pop out and start a company and that NIN's and as such they started a snowflake they really are disrupting the incumbents they've raised over 900 million dollars in venture and they've got almost a four billion dollar valuation last May they brought on Frank salute Minh and this is really a pivot point I think for the company and they're getting ready to do an IPO so and so let's talk a little bit about that in a moment but before we do that I want to bring up just this really simple picture of Alex if you if you'd bring this this slide up this block diagram it's like a kindergarten so that you know people like you know I can even understand it but basically the innovation around the snowflake architecture was that they they separated their claim is that they separated the storage from the compute and they've got this other layer called cloud services so let me talk about that for a minute snowflake fundamentally rethought the architecture of the data warehouse to really try to take advantage of the cloud so traditionally enterprise data warehouses are static you've got infrastructure that kind of dictates what you can do with the data warehouse and you got to predict you know your peak needs and you bring in a bunch of storage and compute and you say okay here's the infrastructure and this is what I got it's static if your workload grows or some new compliance regulation comes out or some new data set has to be analyzed well this is what you got you you got your infrastructure and yeah you can add to it in chunks of compute and storage together or you can forklift out and put in new infrastructure or you can chase more chips as I said it's that snake swallowing a basketball was not pretty so very static situation and you have to over provision whereas the cloud is all about you know pay buy the drink and it's about elasticity and on demand resources you got cheap storage and cheap compute and you can just pay for it as you use it so the innovation from snowflake was to separate the compute from storage so that you could independently scale those and decoupling those in a way that allowed you to sort of tune the knobs oh I need more compute dial it up I need more storage dial it up or dial it down and pay for only what you need now another nuance here is traditionally the computing and data warehousing happens on one cluster so you got contention for the resources of that cluster what snowflake does is you can spin up a warehouse on the fly you can size it up you can size it down based on the needs of the workload so that workload is what dictates the infrastructure also in snowflakes architecture you can access the same data from many many different houses so you got again that three layers that I'm showing you the storage the compute and the cloud services so let me go through some examples so you can really better understand this so you've got storage data you got customer data you got you know order data you got log files you might have parts data you know what's an inventory kind of thing and you want to build warehouses based on that data you might have marketing a warehouse you might have a sales warehouse you might have a finance warehouse maybe there's a supply chain warehouse so again by separating the compute from that sort of virtualized compute from the from the storage layer you can access any data leave the data where it is and I'll talk about this in more and bring the compute to the data so this is what in part the cloud layer does they've got security and governance they got data warehouse management in that cloud layer and and resource optimization but the key in in my opinion is this metadata management I think that's part of snowflakes secret sauce is the ability to leave data where it is and have the smarts and the algorithms to really efficiently bring the compute to the data so that you're not moving data around if you think about how traditional data warehouses work you put all the data into a central location so you can you know operate on it well that data movement takes a long long time it's very very complicated so that's part of the secret sauce is knowing what data lives where and efficiently bringing that compute to the data this dramatically improves performance it's a game changer and it's much much less expensive now when I come back to Frank's Luqman this is somebody that I've is a career that I've followed I've known had him on the cube of a number of times I first met Frank Sloot when he was at data domain he took that company took it public and then sold it originally NetApp made a bid for the company EMC Joe Tucci in the defensive play said no we're not gonna let Ned afgan it there was a little auction he ended up selling the company for I think two and a half billion dollars sloop and came in he helped clean up the the data protection business of EMC and then left did a stint as a VC and then took over service now when snoop and took over ServiceNow and a lot of people know this the ServiceNow is the the shiny toy on Wall Street today service that was a mess when saluteth took it over it's about 100 120 million dollar company he and his team took it to 1.2 billion dramatically increased the the valuation and one of the ways they did that was by thinking about the Tam and expanding that Tim that's part of a CEOs job as Tam expansion Steuben is also a great operational guy and he brought in an amazing team to do that I'll talk a little bit about that team effect uh well he just brought in Mike Scarpelli he was the CFO was the CFO of ServiceNow brought him in to run finance for snowflake so you've seen that playbook emerge you know be interesting Beth white was the CMO at data domain she was the CMO at ServiceNow helped take that company she's an amazing resource she kind of you know and in retirement she's young but she's kind of in retirement doing some advisory roles wonder if slooping will bring her back I wonder if Dan Magee who was ServiceNow is operational you know guru wonder if he'll come out of retirement how about Dave Schneider who runs the sales team at at ServiceNow well he you know be be lord over we'll see the kinds of things that Sluman looks for just in my view of observing his playbook over the years he looks for great product he looks for a big market he looks for disruption and he looks for off-the-chart ROI so his sales teams can go in and really make a strong business case to disrupt the existing legacy players so I one of the things I said that snoopin looks for is a large market so let's look at this market and this is the thing that people missed around ServiceNow and to credit Pat myself and David for in the back you know we saw the Tam potential of ServiceNow is to be many many tens of billions you know Gartner when they when ServiceNow first came out said hey helpdesk it's a small market couple billion dollars we saw the potential to transform not only IT operations but go beyond helpdesk change management at cetera IT Service Management into lines of business and we wrote a piece on wiki Vaughn back then it's showing the potential Tam and we think something similar could happen here so the market today let's call 20 billion growing to 30 Billy big first of all but a lot of players in here what if so one of the things that we see snowflake potentially being able to do with its architecture and its vision is able to bring enterprise search you know to the marketplace 80% of the data that's out there today sits behind firewalls it's not searchable by Google what if you could unlock that data and access it in query at anytime anywhere put the power in the hands of the line of business users to do that maybe think Google search for enterprises but with provenance and security and governance and compliance and the ability to run analytics for a line of business users it's think of it as citizens data analytics we think that tam could be 70 plus billion dollars so just think about that in terms of how this company might this company snowflake might go to market you by the time they do their IPO you know it could be they could be you know three four five hundred billion dollar company so we'll see we'll keep an eye on that now because the markets so big this is not like the ITSM the the market that ServiceNow was going after they crushed BMC HP was there but really not paying attention to it IBM had a product it had all these products that were old legacy products they weren't designed for the cloud and so you know ServiceNow was able to really crush that market and caught everybody by surprise and just really blew it out there's a similar dynamic here in that these guys are disrupting the legacy players with a cloud like model but at the same time so the Amazon with redshift so is Microsoft with its analytics platform you know teradata is trying to figure it out they you know they've got an inertia of a large install base but it's a big on-prem install base I think they struggle a little bit but their their advantages they've got customers locked in or go with exudate is very interesting Oracle has burned the boats and in gone to cloud first in Oracle mark my words is is reacting everything for the cloud now you can say Oh Oracle they're old school they're old guard that's fine but one of the things about Oracle and Larry Ellison they spend money on R&D they're very very heavy investor in Rd and and I think that you know you can see the exadata as it's actually been a very successful product they will react attacked exadata believe you me to to bring compute to the data they understand you can't just move all this the InfiniBand is not gonna solve their problem in terms of moving data around their architecture so you know watch Oracle you've got other competitors like Google who shows up well in the ETR survey so they got bigquery and BigTable and you got a you know a lot of other players here you know guys like data stacks are in there and you've got you've got Amazon with dynamo DB you've got couch base you've got all kinds of database players that are sort of blurring the lines as I said between sequel no sequel but the real takeaway here from the ETR data is you've got cloud again is winning it's driving the discussion and the spending discussion with an IT watch this company snowflake they're gonna do an IPO I guarantee it hopefully they will see if they'll get in before the booth before the market turns down but we've seen this play by Frank Sluman before and his team and and and the spending data shows that this company is hot you see them all over Silicon Valley you're seeing them show up in the in the spending data so we'll keep an eye on this it's an exciting market database market used to be kind of boring now it's red-hot so there you have it folks thanks for listening is a Dave Volante cube insights we'll see you next time

>> Narrator: Live from Las Vegas, it's The Cube. Covering HPE Discover 2017, brought to you by Hewlett Packard Enterprise. >> Hey welcome back everyone, live here in Las Vegas is Silicon Angle Media's Cubes, three days of exclusive coverage, we're on day three of HPE Discover 2017, our seventh year covering HPE Discover. Our second year, Hewlett-Packard Enterprise, Discover, I'm John Furrier, my co-host Dave Vallante. Our next guest is Flynn Maloy, Vice President of HPE.next solution, pointing to what's next. Welcome back Good to see you. >> Thank you. Good to see you guys. >> So nice, clean positioning, point next, nice and tight. Nice messaging. >> Flynn: Thank you. >> Clean positioning, new opportunity, give us the update. What is the positioning? How's it been going? And what's the reaction with partners? >> Well, when we last spoke in London, we told you we were going to do something big with our services business and that's what we did. In March, we launched HPE.next and we've got really fabulous reaction from the market. We see it, all of our customers across the board, our marketing numbers, in terms of our inbound. What it looks like, the amount of interest that we're gathering, really we couldn't be happier with where .next has gone. >> For the record, just why ... What's the motivation behind .next? Why do this? What's the official position on why you're doing it and what's the impact for the customer? >> Well, you know, a year ago, just before the show, we announced that we were going to be spinning out our outsourcing business. And up to that point, over the last five years, six years, we'd approached our largest customers with a run message, we can help run your IT. And I think Meg, and the board of directors, and our senior leaders, really took a look at it and said, "It's a good business for a certain segment "of the market, but where HPE wants to go is we want to be more about advise, and transform, we want to help you get there. Not necessarily do it for you. That market's changing. As we announced and moved out that business, we took look and, in fact, I think the very first question you guys asked Antonio in London was, "So, jokingly, you're a play product company "now, right guys? " And no, we're not. We have a big services business, a big part of our business, and that's what .next was, was really to bring that to the front as we spun out the outsourcing business, we really wanted to bring our very strong services business, our consulting and support business to the front, rebrand it, get it out there. And really lead with services. And I think at the show this week, across the board, on main-stage, on the show floor, you can see again and again, HPE is walking the walk on really realizing, let's start with digital transformation, let's lead with services first and start with outcomes. And then bring in the technology to get you where you need to go. >> Wow. And that's a business that Antonio used to run, so obviously he's got an affinity for that. Flynn, can you take us through the background of the branding and sort of what you went through? It's always fascinating to us. How did you get to .next, right? It didn't just fall out of the sky. >> Well, we have the company, we have a company that accelerates next, right? So, that's what HPE does. We believe in what's next. We believe in always looking to the future. HPE has always been about invent, and innovation, right? We are looking for what's next and so we sat down with some of our senior leaders and said "Okay, we could certainly name ourselves "HPE Services and look like everybody else in the market." You go out there and look at our competitors, you've got global services, technology services. We think it's time to break from the past. We think it's time to look to the future and point to the future, and we are the company that accelerates next, we have a point of view on where our customers should go. We have a point of view on where technology is going. And so we want to help point you to what's next. It's got to feel it's certainly heavy on advisory, and you heard Meg on stage talk again and again, this is our business. We're not about run. We're about advising. We understand where digital transformation is going, we have a point of view, and let us talk to you about it, let us help you on that endgame. >> Dave: And bumper sticker the brand promise for us. What's the brand promise? >> We make hybrid IT simple. We power the intelligent Edge and we have the expertise to make it happen. >> The bridge to the future is really, the customer are looking at the future and I like the name, by the way. I think it's great, it's clean, it's generic in a way, .next. Clever. But really, the transformation journey is about business process and improvement and changes with Cloud, and big data. You see in the apps, with div apps, you see, certainly that movement, top line revenue growth. This is really about crossing to the future, right? I mean, for the customers. Having that head room option, that's where you guys see the advisory shining. How do you talk to the customers? Because, again, they start on a journey, you guys always talk about, but ultimately there's going to be some unknowns that they have to face. How does that play into what you guys are doing with the hybrd IT message, simplifying hybrid IT? >> I'll definitely say, I completely agree with that. And that's the way Anna Pinczuk, who you guys spoke to earlier today, that's the way she really envisions it. She used an analogy for like a GM car. In the 70's, you had a different key for the trunk, a different key for the ignition, A different key for the door and customers are looking for one key, That's what they're looking for. And so we want to create a seamless experience for our customers across the board. And you may not always need a high-end, big transformation is that's not what you're looking for. Most customers today, don't have one giant, macro-transformation. There's dozens of them going on in different areas and that's the way we've kind of built this business is to be able to handle the small ones, to be in and out quickly, you know, it's not bringing in thousands of people. It's taking a look at, what are you trying to do and let's get some quick wins, and there might be some big ones along the way. But one other thing you touched on was business model, and I know we talked a lot about consumption this week, what changing business models are like. And I know we've talked about that at length in the past and we really see that big change around, what we believe is a huge opportunity. We've talked about flex capacity a lot this week, right? Which is, your stack, in your environment. We put a lease on top, we run-time optimize it, activate capacity management and basically it feels to you, as it flexes up and down, like a public Cloud option on Prim. But it's your stack in your environment. And there's so much more that we can do with that, and Anna talked about in hers, about private backup. We're debuting in here. Private backup is a service, which is basically your backed up data, that you pay for as you back it up, but it's on Prim. It's not out there. It's inside of your firewall, it's inside of your environment, and that's a big deal. We're onto something there. >> Well, where that gets interesting, too, is if you backup not only your data, but maybe you back up data from AWS, or maybe you back up data from your CRM system. >> Absolutely. >> And it goes both ways. So you become that sort of center of the data protection service. And there's probably "n" number of examples like that, but we've talked in the past about services as a service. We kind of joked about that. But is that the model that you're working toward? >> Well, I would say as the marketing leader for .next, we're not branding services as a service. We've tested out a lot of different ideas. What we fundamentally believe is that there's a new category out on the market. We believe that, as we say, hybrid IT will win in the end. We believe that there are plenty of workloads that are going to go out to the commodity cloud, that's a very important part of your right mix. We've talked to enterprises across the board, you hear it across the bard, why flexible capacity has been so successful. There is this whole class of service which is consuming, but consuming on Prim. And that doesn't just mean a lease, that means private backup, that means a group of clusters, that means a whole series of IT, but you consume it. You meter it, you measure it, you consume it, You pay for what you use but you do it inside of your own environment and that's not only in your data center. Your environment can be your manufacturing floor, or your mall, or your airport because we have these great Edge assets. >> The refinery. >> Right., and if you're able to again, same idea, put that sort of consumption model in place, at your Edge, or in your data center ... Of course, bring in public when you need it, but that mix, that right mix, we think this is a huge class of service. We think we have a six year advantage on the market, and we're going to go strong on that. >> I guess the point is, in services traditionally, either a maintenance contract or it's an SOAW-based business, and what you're describing now is much more of an at-your-service, monthly, or whatever, quarterly billing, type of cycle, right? >> Flynn: Absolutely, absolutely. Well, I think the tail wins for you guys have the wind at your back and I think you're right. You're onto something. Some things we're seeing here at the show, and also other Cube events we've done is, micro services, you're seeing things with Cloud Native on the Cloud side, and general Cloud, on Prim as well as in the public micro services. And people know about the compos-ability of lego blocks and open sources even going down to the point where things are being open-sourced like we've never seen before, so people have to cobble together and roll their own solutions. The other thing that's interesting and most notable, that's come up this week, is Ricky Vaughn's private Cloud report, that true private Cloud report came out and the only one in the market that actually has real numbers, points to-- >> Flynn: Great numbers, by the way. Love it. >> This is complete validation, that the right mix is also a good message in the sense that are on-Prim, those are some markets over 260 billion. That means, that IT is not going to be shrinking, like some might say, service shipments are certainly shrinking maybe here and there, but IT is growing in a Cloud-like environment. On-prim's not going away. >> No. >> So this really comes down to, Okay, I've got to deal with what I've got, build on these micro services, a lot of open-source projects coming in. This is, I think, a great opportunity for you guys. How are you going to attack that? How do you go in to a customer, because I know they have Slizer on it, the globalist ... (overlapped talking) ...was on earlier, these are big problems to solve. >> Yep. >> How do you engage with that kind of level of scope? >> Well let's start with, and we completely agree with the Premise As you know, we've been talking about that for a while. We also believe that the term on Premise, that doesn't just mean a big, air-conditioning room in your building, that can be the Colo, that can be your hoster, that can be in a lot of different places, but it's your private item, right? That's what it is. >> The air control. >> That's the point, it's control, it's about controlling security. And once you put that in, as you develop the micro services, we know, to answer your question directly about, how do we engage? We know these enterprise customers, and even smaller customers. They want to move from capex to apex, that's an overused term. But really it means, instead of buying 100 servers and then I go over provision for six months, and then another 100 servers, right? If we can get into a way where we can actually get apex, and that conversation is ... You're still starting out with the same business problems, this is kind of the thing that we learned. It's not some, you don't go in and say "Apex to capex", you go in and say "Hey, you need a new customer "experience, right? You want to transcribe your "customer experience." (overlapped talking) >> That's right, let's talk about your digital transformation that you want to put in, what's the new technology that you need? And then, let's talk about the business model that follows behind that, so it's not consumption for consumption's sake. It starts as, what is the outcome and then, bring in the technology, solve the problems, bring in the partners, and then, you can consume it over time. >> John: I think that validates why hybrid Cloud is so hot. We've been pointing at it, but really when you break it down like that, with a true private Cloud environment, which is essentially IT on Prem, or however you describe it. Then you got hybrid. That's where workloads, move to the Cloud and that destination-oriented multi-Cloud environment. So, we believe that multi-Cloud will be there. I personally don't think, and Levon's got some research coming out on this, that multi-Cloud is a little bit further out. That hybrid is a gateway to multi-Cloud. And right now, you can be on multiple Clouds but it's just different workloads. But the nirvana is just having workloads just moving in and out of Clouds, and eventually that's how I see it. What's your thoughts on that? >> Well, have you had a preview of New Stack, and some of the discussions this week? >> Well, we've had the PowerPoint preview and today, this afternoon, we get the NBA preview. >> Oh, fantastic. Well, we see that, too. We believe that that's the control point. And by the way, you're not going to find that from public Cloud, you're not going to get that... The over-arching single pane. That's not going to come from that side, it's going to come from this side, right? And that's where New Stack is aimed, That's where a lot of our software-defined technology is aimed and we completely agree and we think that, that's what's going to be that top control layer. >> Dave: You'll get, from the public logic, about five single panes, or four single panes, or eight single panes, or ... >> That's right, but you know what? You need a pane for the pane, I mean ... There's a sea of panes. (laughter) Flynn, thanks for coming out on The Cube, I know you got a hard stop, but I want to just get your thoughts. What's next as you go out and market .next? Great, clever name. Simple to get. Pointing to the future. We do a little dab with the point. >> It is a dab point. >> With a point to the future, up to the right, growth. What's next? What are you guys going to be doing in the marketplace? What's the message going to be? What's going to be the cadence of .next from a marketing standpoint? >> Well, we're going to continue to talk to our customers about the value that .next brings, and we're just previewing a few services here this week. We think it the tip of the ice berg, around, private backup as a service, big data as a service, we think there is an enormous amount of work here. We've previewed a little bit of it, Anna's talked about it on stage. I think, in the next few months, you're going to see us really come out strong to talk to the market, because we have, we do believe we have a six year leadership in this space, we purchased Cloud Cruiser, which is secret sauce that really allows us to do these kinds of services. Measure the meter, you know? And I expect to see a bunch of new messages and a bunch of new services around the space. >> John: Awesome. Thanks for coming on The Cube, great to have you, great conversation, new opportunities that is the ice berg. Cloud is certainly changing, a big day to IoT, all happening in real time. This is the Cube happening here, day three, coverage of HPE Discover, 2017. Stay with us. More coverage after this short break, stay with us. (electronic music)

>>Fly from Houston, Texas. It's the cube covering Grace Hopper celebration of women in computing. >>Welcome back to the cubes coverage of the Grace Hopper conference here in Houston, Texas. I am your host, Rebecca Knight. We have a great panel today. Uh, three distinguished guests, Jeanette Epps, an aerospace astronaut. Uh, an engineer at NASA, Mimi Valdez, a executive producer on the film, hidden figures and Christina DOJ who is a, I want to call her a rocket scientist. She will not let me, she's an electrical engineer at, at, at NASA. Thank you so much for joining me. Hey Jeanette. I want to start with you. Um, recently president Obama has said we're gonna put men on Mars, men and women, men and women on Mars. How realistic is that? I mean, it's exciting for the, for the rest of us, non astronauts to hear this is, is it realistic? >>It is realistic. And one of the things I love that he, he did that was that it gives a national initiative to go back to Mars. And so that means that people will get more involved in STEM careers, especially girls will get more involved. And it's kinda like, you know what JFK did back in the 60s to give us that push a goal, an end goal to do something. Great. >>And do you think that, you know, he said by 2030, it's not very long from now. I mean, is it going to happen? I mean, what's, >>well right now a witness is working on is we have the NASA Orion program and it's a, uh, a power light capsule that will be launched off of one of the largest rockets bigger than the Saturn five or as big. And so that the mission of NASA, Orion is to take us beyond low earth orbit and go deeper into space. So we're looking at NASA, Orion, potentially maybe being the ship that will go to Mars and you know, maybe we have more work to do, but all of getting the nation onboard with going to Mars will inspire a new generation to do great things that will help us to get to Mars. Even >>Obama has said he loves science as a kid. That was his favorite subject in school. And do you think that it will have this galvanizing effect of, as you said, making sure more little boys and girls are studying STEM? >>Well, I've seen it already with some of the tweets and different things, questions that kids ask me nowadays. I think every kid has in their heart this goal to go to Mars now. And um, I can't go to a conference or anywhere without, uh, some young child asking about Mars and what, what are, how are we going to get there? When are we going to get there? And you know, I think one of my jobs is to inspire them to get involved in STEM and help us to get to Mars. There's a lot of technology that we need to develop and produce so that we can get astronauts to live longer away from the earth surface. We have the propulsion system that can get them there faster and bring them back home long. Will it take, well, it depends on the propulsion system that we developed. So there's a number of things that we're working on to make sure that what president Obama has said will get us to Mars in the 2030s if it's pushed out to a little later, that's fine. We're working on it and we're, we're going forward with them. >>Mimi, I want to talk to you now about the film hidden figures. Uh, we'll be out in some theaters and Christmas wide release in January. It is the story of black women mathematicians working in the 1960s at NASA. How did you find out about this story? Well, I give credits at Donna gelato, one of the producers on the film who optioned the book when it was a book proposal. So before the book was even written, she optioned this the story, and it's just this amazing story that the world doesn't even know about. We all know about John Glenn's mission. He came back a national hero. It was a moment in history that galvanized the world. You know, America winning the space race. But we don't know the story of all these brilliant mathematicians, all these women who actually will really responsible Katherine Johnson specifically who hand calculated those numbers for his cause. >>Everybody, I mean, I think this is such an amazing thing to do. And, and again, we just don't know her story. And as well as Dorothy Vaughn and Mary Jackson, I mean, so many women that worked at NASA that were just, um, they were hidden. You just don't know their stories. So, so the film tells their story, it tells their, um, it tells what they did, how they helped John Glenn. Did John Glenn appreciate that John Glenn actually would not go into space unless Katherine double checked the numbers. Like he wanted her to actually, you know, he, he, he trusted her because this is when the IBM computers were first coming into NASA. So they had started asserted use that and he was like, Hmm, I, I need Catherine to check the numbers before I go into say they were friends, professional colleagues. I mean he just knew who, you know, obviously she, she was really responsible and sort of that whole mission. >>And, and you know, for him it was just sort of like, eh, these computers thing, this was like a new thing at NASA. He's like, I need a human to make sure that these numbers are right. Right. Yeah. So we're excited about the film. Who's in it? Taraji P Henson plays captain Johnson. Octavia Spencer, please. I'm Dorothy Vaughan and Janell Monae. Um, she's a, uh, a musician. This is sort of her first really big role and she plays Mary Jackson. Kevin Costner is the head of the space station. Um, we have really great actors, but I think what was really important to everyone who participated in the film was everyone understood the importance of the story and wanting to make sure that we got it right. And also, you know, movies are supposed to be entertaining, but when they can be also inspirational and educate in some way, the fact that some young girls somewhere may see this movie and decide to pursue a career in math or science or any of the STEM careers is really gratifying to us because that's what we would love to accomplish. >>You know, Christina, you have been at NASA for nine years. Uh, tell me about your style, how you got, how you got to NASA in the first place. So I've always loved space since I was like a young child. I was in fifth grade when I told my parents that I wanted to work for NASA. So really since that point, like that was, you know, my dream. And so I, you know, pursued the math and science. Those were some of my favorite subjects. Um, luckily I had some supportive parents who really like saw that desire in me and kind of nurtured and encouraged me to, Hey, if that's what you want to do, then you go for it. We'll do whatever we can. Um, and then I came across some NASA opportunities in high school. Um, and one of the programs was the high school aerospace scholars program. >>And in that program I kinda got a glimpse into what it was like to be an engineer, to work at NASA. I got to speak with, you know, fight directors and um, flight controllers. And there's so many people who contribute to the space program. And that experience really solidified my desire to pursue STEM, STEM. Um, so I started to electrical engineering and then from there, um, you know, did the internship at NASA and I've enjoyed my career so far. It's been a, it's been a great experience. And so you work on the jet propulsion system of spaceships. Um, I work Lena. Um, I work on the power systems power systems. So you are, what do you do? So, um, as an electrical engineer on power systems, I work on the design of the power system testing. Um, basically everything on the spacecraft is going to need power. >>So I'm responsible for how I need to provide power, how much, um, when we talk about going to Mars, that's a, that's a long duration mission and power is something that, um, you have to budget for. So we need to advance that technology to support these missions that, um, our administration has said we want to go there. How are y'all going to accomplish this? So there's a lot of um, design hands on work and it's, you know, it's a challenge. But I mean, together as a team, we can, I believe that will, you know, meet that goal and be able to deliver a power system that will take us to Mars. So this is a question for rip for really all of you. You're an astronaut, you were working at NASA, you just made a movie to encourage young women to, to, to, to get into the STEM field. Why is it NASA recruiting here at, at, at Grace Hopper and, and should it be, do not, do you want to take this? >>Well, that's a good question. It's not that I'm mass and I don't, it's not that I don't think NASA has a desire to recruit here. I think there's recruiting times where people come out and do that. But I think I'm, one of the things that we do in the astronaut Corps, we try to go out and attend conferences like that and try to inspire students to be interested in NASA to understand what NASA is doing, to understand, you know, the shuttle retired. But we're still flying. In fact, when I fly to space and hopefully in 2018 I'll fly with the Russians. But in the meantime, NASA's building two shadows that would take astronauts to the international space station and NASA, Orion, that'll take us deeper into space. So we want to try to inspire with our stories and get people interested in science, technology, engineering, mathematics, and now even the arts, the arts play a big part of this. The arts play a big part of the well, yeah, I think I'm as a scientist and looking at patterns and things like that, there's a lot of um, people who, um, begin to work in the arts, even if it's building things with their hands and making, sculpting things, painting things. And so there's a lot of artwork that comes into play in science that is >>really refreshing, exciting, count, counterintuitive. I mean, what would you say are the ways we've talked about getting them, getting them interested through, through film. Um, talking about, uh, Obama making this, this grand announcement and Treme, what are some other ways that we can get the next generation into this field? Well, representation is obviously important. I think when people get to see images in the media of these different fields and all the possibilities, I mean every kid on this planet is obsessed with their phone, maybe not realizing like the importance of these STEM careers that are making these phones even possible or even exist. And I think the more that we can expose these careers and all these possibilities, I think it will just be just more beneficial just for humanity in general. I mean, as we know, nothing in this world can exist without math. >>Nothing. So the more that we can sort of encourage young people to see what an incredible career this is in all the possibilities that go into it, I just think we'll be better off as a nation and as a, you know, just globally as a world. Jeanette, I mean, do you have any thoughts about how, what you would advise someone? I mean you started at NASA nine years ago. So I mean, as an engineer I feel like, I mean I am making some contribution, but really the way I feel like I have more impact is through mentoring and you know, participating in those outreach type of activities for, uh, younger students like K through 12. And then also, um, you know, undergraduate like where they're really like trying to figure out what are the career options and STEM. And so that's how I feel I can have an impact there. >>And these movies help because there's a surge of like, like it's inspirational for young students to see this and be like, Oh, I never knew that that was an option. And so we get outreached to NASA, um, our request to, you know, interact with, uh, local schools and communities and kind of, um, you know, do all my lessons or just teaching with them, just talking about kind of like what the career is like. So, um, I mean I hoping that I can contribute in that way for younger, younger people. Janette are, you are an impressive astronaut, but you are also known as a black woman astronaut. Yeah. D do you do, do you bristle at that or do you embrace it? What, what do you, how, what's the responsibility? >>Oh, I totally embrace it. You know, I'm young ladies always ask me, did you have a problem being a black woman and engineering? And I always tell them that, um, I don't have a problem with being a black woman. And if other people do, then that's their problem. I totally embrace it because I'm, one of the things that I didn't realize was that, um, there's still a need to have positive role models and images of yourself. You know, growing up, my mom never taught my twin sister and I that you couldn't do something because you are a female or Brown. But there are a lot of young ladies that actually do experience that. And so having a positive roam out of it, show them that, Hey look, if I can do this, you can do this too. There's no reason you shouldn't be doing this right now yourself. >>So you are a role model. And how do you then also make sure that it's active role modeling and not just sort of standing on a pedestal of. >>One of the things I like to do is like Catherine Johnson and these great ladies that, you know, without them I, you know, I wouldn't be here is you have to do well and you have to perform well. You have to do the same work that your colleagues are doing and don't do less and don't accept less either. And when it comes to the hard work, put in the time, do the work, complete the tasks and make sure you're, you're representing yourself and your group well and you don't want to be accounted as well. You know, she's the one that we've got to help and we've got to do this, but you want to be a contributing member to every group that you're a part of and completing the tasks, doing the same work if not better. I like to say do better work, but you know, you want to be a part of the. >>Yeah. But that puts so much pressure too because it is, it's, it's be a contributor, but also don't mess up because you are under a microscope to some degree because those are, >>you know, messing up isn't, isn't. Um, failure is never, um, should never be. If it's unintentional, that's okay because you always learn from your mistakes and you have to forgive yourself and keep moving forward. If you stop right there because of a failure, um, you wouldn't go anywhere. We all fell. And it's how you respond to it. That matters. >>Yeah. Every failure is an opportunity to learn. And I think, um, you know, yeah. You can't be scared. I mean, the first and foremost is just doing a good job that, cause once, if you're just dedicated and focused on that, then I think great things can happen. And then failure is really a, a buzzword in Silicon Valley too. Right now. It's a fail fast. Um, and this idea, as you were talking about that it's your response to failure that makes a difference. Yeah. And NASA, I became familiar with this famous phrase of failing forward, meaning that yes, you're going to encounter problems, but if you are learning from the, if you're making improvements, you can design something better. So we call it failing forward. And that concept has, I've embraced that comset and it's, you know, I've encountered many failures. I mean, designing new hardware. It's not gonna, you know, work right off the box. And I'm kind of embracing that idea that it's a learning experience. As long as you don't give up as if you're applying what you learned, then that is not a failure. Christina, this is great. Christina DOJ, Mimi Valdez, Jeanette Epps. Thank you so much for joining us today. This has been such a having to be here. I'm not worthy. Thank you. This has been Rebecca Knight live coverage of the Grace Hopper conference here in Houston, Texas. We'll be back after this break.