>> Narrator: TheCUBE presents HPE Discover 2022.
Brought to you by HPE.
>> Welcome back to Las Vegas.
Lisa Martin and Dave Vellante here bringing you
day one of theCUBE's coverage of HPE Discover 22.
We've had a lot of great conversations so far.
Just a few hours in.
We have two of our alumni back with us.
Powerhouses, two powerhouses from Nutanix.
Two for the price of one.
Mandy Dhaliwal joins us.
The CMO of 90 days at Nutanix.
It's great to see you.
Congratulations on the gig.
>> Thanks Lisa.
It's great to be here and great to be at Nutanix.
>> Isn't it?
And Tarkan Maner, the Chief Commercial Officer at Nutanix.
Welcome back Tarkan.
>> Great to see you guys.
>> So this is only day one of the the main show Tarkan.
We've been hearing a lot about cloud as an operating model.
We've heard your CEO Rajiv talking about it.
Break that down from Nutanix's point of view.
>> Yeah, look at the end, the tech conference
we are talking a lot technology
but at the end it is all about outcomes.
I saw Keith was here earlier, you know, GreenLake's story.
We were on a session earlier.
Everything is about business outcomes for the customers.
And obviously our partner Ecosystems, NBC
all these double technologies come together
and become an open model.
And our customers are moving from a CAPEX model,
old school model, what I call dinosaur model,
into an OPEX model, subscription model.
Which Nutanix basically the category creator
for this, in a hybrid multi-cloud fashion.
One platform, one experience, any app, any user, anytime,
and make it count.
Let the customers focus on business outcomes.
Let us deal with infrastructure for you.
>> What are some of the key outcomes that you're seeing
customers achieve?
We've seen so much change in the last couple of years.
>> Tarkan: Right.
>> A lot of acceleration.
>> Tarkan: Right.
>> Every company has to be a data company today to compete.
>> Right.
>> What are some of the outcomes that you're really proud of?
>> So look, at the end of the, day's it's all
about digital transformation and it's a big loaded word.
But at the end of the day every company
is trying to get digitized.
And hybrid multicloud is the only way to get there
in a cost effective way.
So that cost is a big story.
Highly secure.
Manageable, available, reliable,
total cost ownership definitely depressed
and take the complexity out.
Let us deal with the infrastructure for you.
You focus on your time to market,
and the best applications for the best users.
>> So Mandy, I remember, you know
you talked about your category creator Tark,
and I remember Stu Miniman and I,
were in the Wikibon offices.
We were just getting started and he said,
"Dave you got to come in here."
And (indistinct) was on the phone.
They were describing this new category and I was blown away.
I'm like, wow, that's like the cloud
but you know, for on-prem.
So what does the, what does the cloud operating model
mean to Nutanix Mandy?
>> Really, what we're trying to do is become this
common cloud platform across Core, Edge and Cloud.
We're known for our strength in HCI on premise.
We have capability across.
So it's really important
for us to share this story with the market.
Now, also one of the reasons I joined.
You know this story needs to be told in a bigger fashion.
So I'm here to really help evolve this category.
We've won HCI, right?
What's next?
So stay tuned.
>> So we call that super cloud.
I call it.
>> Yes, I love that name.
>> So it, but it needs has meaning, right?
>> Right.
>> It's a new layer.
It's not just, oh, I run on Azure.
I run an Aw or running green.
>> Mandy: Right.
>> It's actually a common infrastructure.
>> Yes.
>> Common experience across maybe and even out to the edge.
>> Mandy: Right.
>> Right.
So is, is that, do you guys see that or do you
think this is just a little buzzword that Dave made up?
>> No, I think it has legs.
And I think at the core of it, it's simplicity and elegance.
And if you look, and, and again, I'm drinking the
the champagne, right?
We have that we architected for that.
We've solved that problem.
So we now can extend it to become ubiquitous in the market.
So it's, it's an amazing place to be because we've got the
the scale, frankly, and the breadth now of the technology
platform to be able to go deliver that super cloud.
>> And you have to do the work, right?
You, you, you have to hide all the complexity-
>> Mandy: Yeah.
>> Of whether it's AWS, Azure, Google, GreenLake
wherever you go on prem.
>> Mandy: Right.
>> And not only that, as you know Dave,
many people think about cloud,
they automatically think about public cloud.
AWS, Azure, or Google.
Guess what?
We have customers.
Some of the workloads and apps running on a local country.
If you're in Singapore, on Singtel,
and your, if you're in Switzerland on Swisscom,
if you're in Japan on NTT, guess what?
Our cloud runs also on those clouds.
For those customers who want the data, gravity, local issues
with the security and privacy laws in the local country
then all this SI you have HCI, Emphasis
VIDPro, Accenture, CAPS, JAM, and ITCS.
They have also cloud services.
What we build as Mandy said
as the creator, make the platform run anywhere.
So the customers can move data, apps,
workloads from cloud to cloud.
From private to public and
within public, from public to public.
From AWS to Singtel.
From Singtel to Swisscom to Azure, doesn't matter.
We want to make sure one platform
one experience, any app, any user.
>> And at least a lot of those guys
are building on OpenStack.
We don't talk about OpenStack anymore.
But a lot of the local telcos
they actually it's alive and well and actually growing.
>> So you, you make it sound simple.
So I got to ask you as the chief marketing officer
how do you message that simplicity
and actually make it tangible for customers?
>> That's a great question.
It's really about the customer story, right?
How do we share that we're able to take something
that took months to deploy and have it done in in days,
minutes, right?
So there's a lot of those kinds of stories that you'll see
across the platform coming.
We're getting a lot more messaging around that.
We're also tightening up the message to be more
easily conveyed.
So that's a lot of the stuff that I'm working on right now
and really super excited.
You know, we've got leading retailers,
financial services institutions, public sector agencies
that are running on our platform.
So we've got this amazing cadre
of customers and their stories just need to be told.
>> That voice of the customer is so powerful.
>> Mandy: Yep.
>> As you well know Tarkan.
That's, that's the objective voice right?
That is ideally articulating your value proposition.
>> Yeah.
>> Validating that helping other customers understand this,
these are the outcomes we are achieving.
>> Mandy: Right?
>> You can do the same.
>> Mandy: Right.
>> And, and different personas.
>> Mandy: Right.
>> It's not one customer fits all right.
You heard Home Depot, Daniel with Antonio on the keynote.
The stores, the distribution center, the warehousing
and their service department, their mobile app
all that data has to move from place to place.
And we want to make sure it's cost effective.
It's secure.
And not only for the system, people like Daniel
but also for application developers.
Dave, you talked about, you know, Open Source, OpenStack,
a lot of new application development is all open source.
>> Mandy: Yep.
>> And we need to also gear toward them
and give them a platform, a hybrid multicloud platform.
So they can build applications and then run applications
and manage lifecycle applications anywhere
in simple ways securely.
So this platform is not only for running applications
but also build a new set
of digital transformation driven applications.
>> So what are you doing with GreenLake
especially in that context, right?
'Cause that's what we're looking for.
Is like are people going to build applications on top.
Maybe it's the incumbents.
It might not be startups, but what
what are you doing there?
>> Right.
So look, I'll give you the highlights on this.
I know you talked to Keith again
we had the session earlier.
We have about 2000 plus customers.
Customers are moving from a CapEx model to an OPEX model.
They like the subscription side
of the business and basically our strategy
and many is leading this globally making cloud
on your terms.
So you have the control, you move from CapEx
to OPEX and we bring the data in cloud to you.
So you can manage the data securely, privately
build your applications, and then they're ready.
You can move applications based
on microservices capabilities we deliver
to different cloud as, as you wish.
>> So then what are you hearing from customers?
What are they most excited about right now
given the massive potential that you're about to unleash?
>> It it's really about best in class, right?
So you get these
these amazing technologies to come together.
We abstract the complexity away for the customer.
So HP GreenLake brings economic benefit.
Nutanix brings experience.
So you couple those two.
And all of a sudden they've got time to value.
Like they've never had before.
Add on top of that
the skills gap that we've got in the market, right?
The new breed of folks that are deploying
and managing these applications just don't have an appetite
for complexity like they did in the old world.
So we've got elegance, that's underpinning our architecture
and simplicity and ease of use that learn
that really translates into customer delight.
So that's our secret sauce.
>> You talk about time to value.
Sorry, Dave.
Time to value is no joke as a marketer.
Talk to me about what does that mean
from a translation perspective?
Because these days, one of the things we learned
in the pandemic, other than everyone had no patience
and still probably doesn't is that access
to realtime data no longer a, oh, it's awesome.
It's Fanta, it's, it's table stakes.
It is it's, what's going to help companies succeed.
And those not.
So from a time to value perspective, talk a little bit more
about that as really impactful to every industry.
>> Right, And, and, and underpin underpinning, all
of it is that simplicity and ease of use, right?
So if I can pick up and have portability
across all aspects of my platform, guess what?
I've got a single pane of glass that's
that I'm able to manage my entire infrastructure through.
That's really powerful.
So I don't have to waste time doing an undifferentiated
heavy lifting, all of a sudden there's huge value there
in simplicity and ease of use, right?
So it translates for things that would take months and
you know, hundreds of developers
all of a sudden you can vend out infrastructure
in a way that's performant, reliable, scalable
and all of a sudden, right?
Everybody's happy.
People are not losing sleep anymore
because they know they've got a reliable way
of deploying and managing and running their infrastructure.
>> Perfect example for you very quick.
Just is very exciting.
Mandy and I, were in the session, Texas Children's Hospital.
>> Yeah.
>> Theresa Montag.
I mean, Tonthat, she's the head of infrastructure, with
Keith, with us you should listen
to the patient care Pediatric, you know, oncology, realtime
data.
Hip regulation, highly regulated industry data.
Gravity is super important.
State laws, city laws, healthcare laws.
The data cannot go to a public cloud service
but has to be cloud driven,
cloud enabled and data driven and eccentric on the site.
But cloud operating model, Nutanix
again with GreenLake, delivers a subscription methodology,
a you know, OPEX model and delivers desktop service cloud
native applications, supporting all these tools like epic
all happening in healthcare.
>> You guys have a high net promoter score.
What, what got you there?
And what's going to keep you there in the future.
>> It's underpinned by the technology itself
and also our outstanding support team right.
We hear our competitors' customers call us
for support first, before they call our competitors.
If you can't take that to the bank, what can you, right.
It's crazy.
They, our customers tell us this
>> Dave: Really?
>> Really.
>> It's pretty validating.
>> Yeah.
>> Yeah, help us with has help us with this XYZ stuff.
Yeah.
>> And it becomes even more important
with this new cloud era.
>> Yes.
>> As you're moving the data, the applications
to different places, they want the same experience.
And look as a company, we spent the investment.
It's not free.
>> Mandy: Yeah.
>> It costs us a lot of money to make that happen.
One of the best support organizations I've been
in industry for 30 years, I've never seen this kind
of a maniacal focus on customer service.
And without that success will not come.
>> Yeah, I mean, I've met a lot of Nutanix customers
at the various shows over the years.
Ridden in taxis bus rides, you know, cocktail parties.
They're, they're an interesting bunch, right.
They, they were kind of leading edge early on.
They saw the light bulb went off, they adopted.
>> Right.
>> Right, so, and think about thinking
about aligning with where they're going
where are they going and how is Nutanix aligning with them?
>> There's, there's so much complexity in the world, right?
So we're abstracting away the complexity.
Not all workloads are meant to run
in an either or situation.
>> Right.
>> Right, and we're hearing from IDC as well in, in,
by 2026, 75% of workloads are going to be misplaced.
How do they have a strategic partner?
That's going to help them run their organization effectively
and efficiently.
We become that open and neutral player in the market.
That can be the trusted advisor for them to help
with workload placement optimization.
They're standardizing, they're consolidating
they're modernizing, they're transforming.
There's a lot going on right.
And so how do they come to somebody?
That's voice of reason that also is well networked
across the ecosystem.
And that interoperability is key and yes,
I'm still drinking the Kool-Aid, but it, I see it.
It's, it's a tremendous story.
>> Switzerland with weapons.
(everyone laughing)
>> You said it, you said it, Dave.
>> And also one other thing it's important competition
makes us better not bitter.
>> Yeah.
>> We have the best
best partner network, 10,000 plus partners
but more than numbers, quality, constantly working theater.
And some of our partners also are competitors.
We compete with them and we deliver solutions this way.
Customers don't have to forklift out forklift in Nutanix.
We leverage their past investment, current investment
so they can tie Nutanix in different ways
for different workloads, not one size fits all.
We have multiple solutions, multiple ways
you know, small, medium, large, extra large D in terms
of scale and different workloads from the, you know
Edge to the Cloud.
And to at the end of the day to data as a whole, as you
heard from HP today, our strategy,
our roadmaps super aligned.
That's why we were having a lot
of success with GreenLake as well.
>> Mandy, can you talk a last question about the partner
ecosystem that Tarkan mentioned?
How were you leveraging that to, to modify the messaging
that you talked about?
You've only been here almost 90 days.
>> Mandy: Right.
>> How is the partner ecosystem going to be a facilitator
of the Nutanix brand and messaging and the reach?
>> They're, they're tremendous, right?
Because we're able to now, like we're doing here, right.
Be able to reach into their customer base,
and showcase our stories in a purpose built way right.
This is, this is reality and solutions
that we're driving for the customers
with like-minded problems, like-minded people
so they can see that.
And so we do that across the, the ecosystem
and all of a sudden, we've got this rolling thunder
if you will.
So it's up to us to, to, to really hone in
on the right narrative and hand it to them and have them run
with it that there's going to be practices built on this, even
in a deeper way, moving forward.
I see it, you know, we've done, I've done this before
in my career.
And so I've got conviction that we're
on the right track and, you know, watch the space.
>> Dot, dot, dot, to be continued.
Watch the space.
You heard it here on theCUBE.
Mandy, Tarkan, thank you so much
for joining Dave and me talking
about the power of Nutanix with HPE, what you're doing
and what you're enabling customers to achieve.
It's transformative and, and best of luck.
You'll have to come back in the next 90 days
so we can see some of those customer stories.
>> Absolutely.
Absolutely, would love to, thank you.
>> Thanks guys.
>> Mandy: Yeah.
For our guests and Dave Vellante, I'm Lisa Martin.
You're watching theCUBE live from the show floor
of HPE Discover 22.
Day one coverage continues after a short break.