Hello everybody, this is Dave Vellante and we are covering HPE's big GreenLake
announcements, we've got wall to wall coverage, a ton of content. We've been
watching GreenLake since the beginning and one of the things we said early on
was let's watch and see how frequently what the cadence of innovations that
HPE brings to the market because that's what a cloud company does. So we're
here to welcome you Keith White is here as the Senior Vice President,
General Manager of GreenLake Cloud Services runs the commercial business
Keith, thanks for coming on, help me kick off event. Thanks for having me.
It's awesome to be here. So you guys got some momentum, I have orders 40%
growth for the year on year, you've got a lot of momentum customer
growth. It's fantastic. 46%. Thank you for that clarification. 46 big
difference. 40 - 46, no, I think what we're seeing is we're seeing the
momentum happen in the marketplace, right? We have a scenario where we're
bringing the cloud experience to the customer on their premises, they get to
have it automated, self serve, easy to consume. They pay for what they use,
they can have it in their data center, they can have it at the edge, they can
have it at the Colo and we can manage it all for them, and so they're really
getting that true cloud experience and we're seeing it manifests itself in a
variety of different customer scenarios, you know, we talked about at Discover
a lot of work that we're doing on the hybrid cloud side of the house and
a lot of work that we're doing on the edge side of things with our partners.
But you know it's exciting to see the explosion of data and how now we're
providing this data capability for our customers. One of the big trends you're
hearing from customers and how is that informing what you're doing with Green?
I mean I feel like in a lot of ways Keith what happened last year you guys
were in a better position maybe than most but what are you hearing and
how is that informing your go forward strategies? Yeah, I think it's really
three things with customers. Right first off, hey we're trying to
accelerate our digital transformation and it's all becoming about the data.
So help us monetize the data, help us protect that data, help us analyze it
to make decisions and so you know number one, it's all about data. Number
two is wow, this pandemic you know, we need to look for cost savings so we
still need to move our business forward. We've got to accelerate our business
but help me find some cost savings with respect to what I can do. And third
what we're hearing is hey we're in a situation where there's a lot of
different capabilities happening with our workforce, they're working from
home, they're working hybrid, help us make sure that we can stay connected to
those folks but also in a secure way, making sure that they have all the
tools and resources they need. So those are sort of three of the big themes
that we're seeing, that GreenLake really helps manifest itself with the
data that we're doing now with all the hybrid cloud capabilities, with the cost
savings that we get with respect to our platform as well as with solutions such
as VDI, or workforce enablement that we, we create from a solution
standpoint. So what's the customer reaction? I mean everybody now
who has a big on premise state has an as a service capability, a customer
saying, Oh yeah, how do you make it not me too in the customer conversations. Yeah,
I think it turns into, you know, you have to bring the holistic solution to
the customer. So yes, there's technology there and we're hearing from,
you know, some of the competitors out there. Yeah, we're doing as a service
as well. But maybe it's a little bit of storage here, maybe it's a little bit
of networking there. Customers need that end to end solution. And so as
you've seen us announce over time we've got the building blocks of course
compute storage and networking but everything runs in a virtual machine,
everything runs in a container or everything runs on the bare metal
itself and that package that we've created for customers means that they
can do whatever solution or whatever workload they want. So if your hospital
and you're running Epic for your electronic medical records, you can go
that route. If you're upgrading SAP and you're using virtual machines at a very
large scale, you can use GreenLake for that as well. So as you go down the
list, there's just so many opportunities with respect to bring
those solutions to our customers and then you bring in our Pointnext
capabilities to support that. You bring in our advisory and professional
services along with our Ecosystem to help enable that. You bring in our HPE
financial services to help fund that digital transformation and you've got
the complete package and that's why customers are saying, hey you guys are
now partners of us, you're not just a hardware provider, you're a partner, you're
helping us solve our business problems and helping us accelerate our business.
So what should people expect today? You guys get some announcements, what
should people look for? Well, I think this is as we've talked about, you know,
now we're sort of providing much more capabilities around the data side of
the house because data is such, it's the gold, if you will of a customer's
environment. So first off we want to do analytics. So we want an open platform
that provides really a unified set of analytics capabilities and this is
where we have a real strong sweet spot with respect to some of the software
that we've built around Ezmeral. But also with the hardware capabilities as
you know, we have all the way up to the Cray supercomputers that are doing all
of the analytics for whether this or financial data that so I think that's
one of the key things. The second is you got to protect that data and so
if it's going to be On-Prem I want to know that it's protected and secured.
So how do I back it up? How do I have a disaster recovery plan? How do I watch
out for ransomware attacks as well? So we're providing some capabilities there
and then I say lastly because of all the experience we have with our
customers now implementing these hybrid solutions, they're saying hey, help me
with this edge to cloud framework and how do I go and implement that on
my own. And so we've taken all the experience and we've bucketed that
into our edge to cloud adoption framework to provide that capability
for our customers so well, you know, we're really excited about, again,
talking about solutions. Talking about accelerating your business, not just
talking about technology. I said up at the top Keith that one of the ways I was
evaluating it, was the pace in the cadence of the innovations and is that,
is that fair? How do you guys think about that internally or you know,
you're pushing yourself to go faster I'm sure you are. But what's that
conversation like? I think it's a great question because in essence we're now
pivoting the company holistically to being a cloud services and a software
company. And that's really exciting. We're seeing that happen internally but
this pace of innovation is really built on what customers are asking us for.
So now that we've grown to over 1 200 customers worldwide, over $5 billion
of total contract value, signing some large deals, and a variety of
solutions and workloads, and verticals etc. What we're
now seeing is - Hey, this is what we need. Help me with my
internal IT out to my business groups, help me with my edge strategy as I
build the factory of the future or help me with my data and analytics that I'm
trying to accomplish for my you know, diagnosis of x-rays and
capabilities such as Care Stream, if you will. So it's exciting to
see them come to us and say this is the capabilities that we're requiring and
we've got our foot on the gas to provide that innovation and we're miles
ahead of the competition. All right, we've got an exciting day ahead. We got
all kinds of technology discussions, solution discussions.
We're gonna hear from the analyst community, really bringing you
the full package of announcements here, Keith, thanks for helping me set this up.
Thanks so much for having me. Looking forward today and thank you for watching
to keep it right there, tons of content coming your way. You're watching the
cubes coverage of HPE's big GreenLake announcement. Be right back.