>> Announcer: TheCUBE presents HPE Discover 2022
brought to you by HPE.
>> Hi everybody.
Dave Vellante and John Furrier
wrapping up theCUBE's coverage of day two
HPE Discover 2022.
We're live from Las Vegas.
Vishal Lall is here.
He's the Senior Vice President and General Manager
for HPE's GreenLake Cloud Services Solutions.
Vishal, good to see you again.
>> Likewise Dave.
Good to see you.
It was about a year ago
that we met here
or maybe nine months ago.
>> That's right.
September of last year.
New role for you. Is that Right?
>> I was starting that new role
when I last met you.
Yeah, but it's been nine months, three quarters now.
>> What have you learned so far?
>> I mean, it's been quite a ride.
When I was starting off,
I had about three priorities.
We've executed on all of them.
So, if you remember back then, Dave,
we talked about improving a cloud experience.
We talked about data and analytics
being a focus area
and then building of the marketplace.
I think you heard a lot of that
over the last couple days here.
So we've enhanced our cloud experience.
We added a private cloud,
which was the big announcement,
day before yesterday,
that Antonio made.
So that's been,
we've been testing that with customers.
Great feedback so far.
And we are super excited about that.
Down there, the test drive section,
people are testing that.
So we're getting really, really good feedback,
really good acceptance from customers.
On the data and analytics side,
we launched the S3 connector.
We also had the analytics platform
and then we launched Data Fabric as a service,
a couple days ago.
Which is, kind of like,
back into that hybrid world.
And then on the marketplace side,
we've added a ton of partners.
Gone deep with them,
about 80 plus partners now, different ISVs.
So again, I think great.
I think we've accomplished a lot
over the last three quarters or so.
Lot more to be done though.
>> The marketplace is really interesting to us
because it's a hallmark of cloud.
You got to have a marketplace.
Talk about how that's evolving
and what your vision is for marketplace.
>> Yeah. You're exactly right.
Having a broad marketplace,
provides a pull for the platform.
It's a chicken and egg.
You need both, you need a good platform
on which a good marketplace can sit,
but the vice versa as well.
And we are doing two things there.
One is we're expanding
coverage of the marketplace.
So we are adding more ISVs into the marketplace.
But at the same time,
we are adding more capabilities
into the marketplace.
So for example, we just demoed earlier today,
click to deploy capabilities.
So we have an ISV in the marketplace.
They're tested.
They work with a solution
but now you can click
to deploy directly on our infrastructure.
Over time we'll add commerce capabilities,
licensing capabilities, et cetera.
But again, we are super excited
about that capability
because I think it's important
from a customer perspective.
>> Vishal, I want to ask you about that
'cause that's, again the marketplace
will be the ultimate
arbiter of value creation.
Ecosystem and marketplace go hand in hand.
What's your vision for what
a successful ecosystem looks like?
What's your expectation?
'Cause now that GreenLake is up and running...
I say up and running,
but we've been following the announcement.
It just gets better. It's up and to the right.
So we are anticipating an ecosystem surge.
What are you expecting and what's your vision
for how the ecosystem's going to develop out?
>> I've been meeting with a lot of our partners
over the last couple days and you're right.
I think of them in three or four buckets.
They're ISVs.
And the ISVs come in two forms.
There are bigger solutions.
Think of Veeam, Nutanix,
Homewalt, bigger solutions.
And then there are smaller software packages.
Think Mongo, think about Open Source.
One of them is targeted to developers
the other to the IT ops,
but that's kind of one bucket.
ISVs.
The second is around our channel partners
who take this to market.
And they're asking us, "Hey, this is fantastic.
Help us understand how we can help you
take this to market."
And I think the other bucket
is SIs, system indicators.
I met with a few today
and they're all excited
about, they're like, "Hey, we have some tooling.
We have the managed services capabilities.
How can we take your cloud?"
They build great practice around Accenture,
around, sorry, AWS,
around Azure.
So they're like, "How can we build a similar practice
around GreenLake?"
So again, those are the big buckets, I would say.
>> Yeah. That's great answer.
Great commentary.
I want to just follow up on that real quick,
if you don't mind.
So a couple things we're seeing and observing
I want to get your reaction to is with AI
and machine learning and the promise of that,
vertical specialization is creating unique opportunities
with these cloud platforms.
And the other one is the rise
of the managed service provider,
because expertise are hard to come by.
You want Kubernetes?
Good luck finding talent.
So managed services seem to be exploding.
How does that fit into the buckets
or is it all three buckets?
Or do you guys enable that?
How do you see that coming?
And then the vertical piece?
>> So really good question.
What we are doing is, through our software,
we are trying to abstract a lot of the complexity away.
Take Kubernetes.
We have actually
automated a whole bunch
of Kubernetes functionality
in our software.
And then we provide managed services around it
with very little,
I would say, human labor associated with it,
it's software managed.
But at the same time,
what we are trying to do
is make sure that we enable
that same functionality to our partners.
So a lot of it is software automation,
but then they can wrap their services around it.
And that way we can scale the business.
So again, our first principle is
automate as much as we can to software.
Abstract complexity,
and then as needed,
add the managed services capabilities around it.
>> So get some functionality for HPE to have it
and then encourage the ecosystem to fill it in
or replicate it.
>> Or replicate it, right.
I don't think it's either or.
It should be both.
We can provide managed services
or we should have our partners
provide managed services.
That's how we scale the business.
We are, end of the day,
we are a product company.
And it manifests itself in services
as customers consume it,
but it's still IP based.
>> So let's quantify
some of that momentum.
I think in the last early call,
you're over $800 million now in ARR.
You're growing at triple digits.
You got a big backlog.
Forget the exact number.
Give us some...
>> Yeah. Momentum is fantastic, Dave.
So we have about 7 billion dollars
in total contract value.
Significant.
We have 1600 customers now
unique customers running GreenLake.
We have, you're right,
triple digit growth year over year.
So the last quarter
we had a hundred percent growth
year over year.
So again, fantastic momentum.
The other couple,
one other metric I would like to talk about
is the stickiness factor associated...
>> Retension, NRR, or how do you measure that?
>> It's retention.
It's renewals.
It's running in like high 90s.
So if you think about it
that's a reflection of the value proposition
of GreenLake.
>> That's kind of on a unit basis, if you will?
That's a number.
>> On the revenue basis, yeah.
>> On a revenue basis?
Okay. Got it.
>> And of the 1600 customers,
can you talk about the size?
I mean, actually, big numbers
must be large companies that are...
>> They're both.
I'll give you some examples.
So I mean they're large companies.
They come from different industries,
different geographies.
We are seeing the momentum
across every single geo,
every single industry.
Just to take some examples,
BMW, for example.
They're running the entire electric car fleet
data collection, on data fabric on GreenLake.
Texas Children Health
on the healthcare side.
On the public sector side
I was with Carl Hunte yesterday.
He's the CIO of County of Essex, New Jersey.
So they're running the entire operations
on GreenLake.
So just, if you look at it,
Barclay's is a financial sector.
I mean they're running a hundred thousand
workloads off GreenLake.
So if you just look at the scale,
large companies, small companies,
public sector.
In India, we have Steel Authority of India,
which is the largest steel producer there.
So, you know, we are seeing it
across multiple industries,
multiple geographies.
Great uptake.
>> Yeah. We were talking yesterday
on our wrap up, dissecting through the news.
I want to ask you the question
that we were riffing on
and see if we can get some clarity on it.
If I'm a customer, CIO, or CSO, or a buyer,
for HPE, I've been working with you
or your team for years,
what's the value proposition?
Finish this sentence:
I work with HPE because blank.
'Cause GreenLake brings new value proposition.
What is that?
Fill in that blank for me.
>> Yeah. As we talk with our,
speak with our customers,
customers are looking at alternatives
at all times.
Sometimes there's other providers on premises,
sometimes there's public cloud.
And as we look at it,
we have value propositions
across both.
So from a public cloud perspective,
some of the challenges
that our customers see
are around latency
around cost predictability.
That variability to cost
is really kind of like a challenge.
It's around compliance.
Things of that nature.
It's around open systems.
I mean sometimes,
they feel locked into a cloud provider,
especially when they're using
proprietary services.
So those are some of the things
that we have solved for them.
As compared to the other on-premises vendors.
I would say the marketplace
that we spoke about earlier
is huge differentiator.
We have this huge marketplace now
that's developing.
We have high levels of automation
that we have built.
Which tells you about the TCO
that we can drive for the customers.
The other thing that is really cool
that we introduced in the public,
within the private cloud,
is fungibility across infrastructure.
So basically on the same infrastructure
you can run virtual machines,
containers, bare metals,
any application you want.
You can decommission and commission
the infrastructure on the fly.
So what that does is include...
>> No matter where it is.
>> No. In the same, on premises.
>> On premises? Okay, yeah.
>> Earlier, if you think about it,
the infrastructure was dedicated
for a certain application.
Now we have basically made it composable.
And that way, what really that does
is increases utilization.
So you can increase utilization,
high automation, which drives lower TCO volume.
>> So you've got a horizontal, basically,
platform now that can handle a variety of workloads.
>> Yeah, and these workloads
can sit anywhere to your point.
We can have a four node workload
out in a manufacturing setting
to multiple racks in a data center
and it's all run by the same cloud trains,
same software train.
So it's really extensible.
>> And you can call on the resources that you need
for that particular workload,
whenever you need them.
>> Vishal: Exactly right.
>> Excellent.
Give you the last word,
takeaways from Discover.
And, when we sit down
and talk next year at this event,
where do you want to be?
>> I think, as you probably saw from Discover,
this is very different.
Antonio did a live demo for product.
Which was cool.
We haven't done that in a while,
you start...
>> But it didn't die like Bill Gates's demos.
>> Vishal: No, no, no.
I think you'll see more of that from us.
I'm focused on three things.
I'm focused on that cloud experience we spoke about.
So what we are doing now is making sure
that we increase that TAM for that.
Make it very attractive
to different industries
to certifications like HIPAA, et cetera.
So that's one focus.
Just drive harder at that adoption of that private cloud.
Across different industries
and different customer segments.
The second is more on the data
and analytics I spoke about.
So we'll have more and more analytics
capabilities that you'll see
building upon data fabric as a service.
And the third is the marketplace.
So it's very specific.
It's the three focus areas
and we are driving harder.
>> All right. We'll be watching for that.
>> Number two, instrumentation is really key.
>> It is, absolutely.
>> And the marketplace, too.
You mentioned Mongo, some other data platforms
that we're going to see here.
That's going to be, I think, critical
for monetization on GreenLake.
>> Vishal: Absolutely.
>> Vishal Lall, thanks so much
for coming back in theCUBE.
>> Thank you.
>> John: Good to see you again.
All right, keep it right there.
John and I'll be back up
to wrap up the day
with a couple of heavies from IDC.
You're watching theCUBE.
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