00:00
Welcome everybody. We really appreciate everybody coming here so quickly after that we got out of the keynote session. We really appreciate you guys coming straight in here. We expect that there'll be a few more people coming in, um, but, uh, we'd like to respect your time and for you guys coming here on time.
00:16
We really appreciate that and we want to go ahead and get started. So, I hope you guys enjoy what you saw on stage, a couple of cool announcements, uh, or announcements sprinkled throughout the entire, um, keynote, but, uh. I thought that some of the cool stuff that both Rob Lee and Chad Kenny were talking about give
00:37
a really good vision about where Pierre is going, but I'm gonna take a quick second and explain where Pierre has been and how we arrived at Evergreen one and what, what we're gonna talk about here, so. Uh, let me see why that's not advancing. So, um, a little bit about me. So I'm Ben Lee.
00:56
I have been part of Pure for almost 9 years, um, and I've been part of Evergreen One for nearly 5, and this has been an amazing journey. I love every day of my job, and John Brett will be, uh, helping with uh a bit of a conversation here in a moment. So first off, Evergreen one is very, very different than anything else in the market, and it's important to understand that it's not just a payment plan,
01:21
it's not just a lease option, right? It really has a lot of features built into the storage as a service that nobody in the industry is matching today, and we've done this and evolved evergreen one over time. As we work with customers like yourselves and partners who provide evergreen one to their customers to make it as good as it possibly can be, and we've showed a few announcements that
01:48
we might highlight again at the end of this conversation that continue to demonstrate our progress as we move towards the very best platform that meets all the needs of our customers and allows you to be flexible and adaptable. So today we're gonna talk to uh to a customer who has taken pure from a traditional model and found a really amazing use case for Evergreen One.
02:16
What they've done is conquered challenges that were creating difficulties for them. And used Evergreen one to solve some of those problems. So I'd like to invite John Brett up. John Brett is the head of our sales for Evergreen One in North America, and he's going to introduce our.
02:38
Illustrious guests. Yes, exactly. There we go. Check, check, right, so, uh, thank you, welcome everybody. Thank you for being here. We know you had a choice. We think you made the right one, so thanks for joining us here today.
02:52
Um, I have a couple of distinguished, uh, panelists who are gonna join me first of all, uh, Mr. Assan Khan, who is the chief technology officer for Think on, uh, and, uh, Santiago Navon, Tago, as he's affectionately known, is the, uh, head of product management for Evergreen One. So gentlemen, why don't you, uh.
03:11
Come up and take a seat and I think, uh, Assan, what we might want to do is uh just start with um a bit of an overview of Think on the business model, um, and, um, how your go to market strategy is and start with that. Absolutely. Everyone can hear me? OK, uh, well, thank you again before I start, thank you for the opportunity,
03:30
um, you know, uh, John and Bren and, uh, Tago, it's been absolutely great to to have the opportunity to present this, uh, for us this journey with Pure, um, didn't really start last year. This was, you know, coming from a storage and a backup world. Um, 6 years ago when we started looking at Pure we were always a cappa shop.
03:48
We always look at, OK, how do we. You go out, spend the money, put these leases on our thing, put these financing on a book, and then we started to realize that if you wanna be efficient, if you wanna have a, if you wanna have the investors to take a look at something and be a profitable business, it doesn't work well when you're holding down a lot of capital leases to
04:05
drive down, um, so when we started taking a look at how do we evolve, how do we get to the next stage in our, in our evolution as a service provider. Having this model with Evergreen one fit really well for us and I'll walk us through what really Think on does and how we utilize this model and what we really did essentially for you to take a look at it, it, it was able to remove risk from our organization that we were
04:29
able to now combine. Share that with Pure, which is, you know, we're, we're not a big organization. uh, Pure is a big organization and having someone like that to back you on some of those risks is a great way to lead into some of these markets. It got rid of a lot of the complexities we had in in terms of what we're doing,
04:46
how we're doing things, how do we get to market faster. And really at the end of the day um it also comes down to one of the things that Charlie and Sean were talking about this morning right? it's relationships all of this started because the pure folks that are holding the relationships are at your door. They understand the model. Andrew, Brent, they took the time to understand
05:05
what Thinkon does, what do they actually need, what's the difference between a service provider and then cater those solutions around it. So those three things are really the stepping grounds for us to get into, uh. I'm doing this right. OK. So what is really Thinkon's vision? We're a wholesale,
05:21
uh, cloud service provider, um, for us, we only sell through channel, 100% channel. We're a global organization started in Canada. We do have the sovereign cloud in Canada, but we've got footprints all across Canada, US, UK, and Amsterdam. Um, and you know we confidently say, as you can see behind multiple areas where we utilize pure
05:40
as our back end. So if you could take a look at our, our, our solutions that you'll see in a little bit, they're all outcome-based solutions because we realized that, you know, you can't show up to an enterprise and organization that cares object storage. Most people don't wanna have that conversation. They wanna have a conversation around what is
05:55
the outcome? How do you have a 32,100 model in your backup? How do you want to have that storage for AI workload for an application that's driving an outcome? How do you build around that? So for us we've catered all of this around our really three product portfolios our critical compute, our, our data management or data protection and data archive and what that
06:15
essentially is. Doing it it's giving you the capabilities from left hand side to build virtual machines, containers, bare metal cloud have the ability right beside it to protect it with data protection services, um, and then uh a service right beside called data archive to to essentially be able to put that data away for long term having a mutability, um,
06:34
and for us in a little bit you'll see internally we have this vision I have of uh the life of a byte of data. And we get into these conversations and you take a look at, you know, we get up there and it's exabytes and exabytes of data, but if you really all the folks in here and most of us are all IT if you take a look at it
06:51
all starts with the byte of data and for us it's the life of by of data where does it get created? Where does it actually get formed? How do you protect it and then how do you recover from it, so. I like Yeah, one more, uh, perfect. So if you take a look across the board,
07:15
this is Think on in a nutshell. We're offering services and really where Evergreen one comes in for us is we have the capability. So when we started to take a look at this and you know, uh, Andrew in the back, thank you for, for everything you've done when we started this conversation in July, um, we went down the path of how do we get to market quick in multiple
07:33
markets, right? I have markets in Canada, US, UK, Australia, and the Bahamas. And we, we wanted a solution that we can quickly service in all of these markets and one of the key things that Evergreen One provided for us was the flexibility to be able to land our first site in Ohio and then quickly within months land a second site in Canada and as of yesterday, 2 days ago,
07:55
and Andrew can give me the heads up there, Australia's gone live and then we've also got uh an instance inside our sovereign cloud for protected bee and government customers so. If you take a step back and take a look at that from a prospect of, you know, we've been doing this for 12 years. If I had to go down that path on a traditional CapEx model to our new CFO,
08:16
it would have taken a lot of business cases. It would have taken a lot of effort, it would have taken a lot of capital tied up that we just didn't want to tie up because if you take a look across the board on where do you want to spend capital, everything you're hearing today on here's what we could do, here's, you know, I wanted to be able to get to a point where I didn't want my administrators
08:34
to worry about storage. They don't need to. Worry about how we're provisioning how we're doing it. Take the automation, take all the effort and R&D that you heard Charlie talk about the 20%. Put that back into the, the actual vendor. Let them do the hard work where we're working with our partners to continue to go on sale.
08:50
So across our board, Evergreen one allows us to work with our partners a lot because we're a wholesaler, we never sell direct. We always work with partners. All of these partners like for example we've got a great one with Insight. They have the ability to use the evergreen one model to sell an on-premise kit and then be able to leverage Think on in the back end to be off site,
09:09
but the key there is the maintainability of a customer that you have that trust the pure footprint on premise can now have the same feel the same capabilities, the same. Your sets in a cloud-like environment or in a private cloud like environment was resonating relatively well with our folks and one of the differentiators for Think on is other than, you know, yes we can provide you with workloads to
09:31
run virtual machines, bare metal cloud we can back up your workload we've got great partnerships with Vam and Cool, and we can archive your data. But essentially if you want all of that to be wrapped into a place where you can consume it, you want that capability of what you could do on premise and what you could do off off premise as well um so this slide is really when we talk about the life of by the data on the
09:54
left hand side is really where data is created now for us data is created either workload being migrated in workload being generated. And really AI that's all it requires it's requiring that data so we give you the capabilities and the life of data starts with us on the critical compute side right beside it is the data protection. So all that data that you create,
10:16
you have to protect it you should be protecting it and that should be a seamless. This protection today you heard about snapshots, right? the capabilities of, of, of what, uh, um, Pure already has built in to be able to leverage that and these are the small things that help differentiate against the competition. I'm sure a lot of people are in this room are using public cloud providers for S3,
10:36
right? And, and one of the ways where we get in front, I get this conversation all the time where I get in front of, uh, you know, the big W um selling S3 and people always take a look at it's the race to the bottom per terabyte. It should not be that concept when you're thinking because people made the mistake of
10:52
thinking cloud first rather than cloud smart and it has to be the same mentality that you have to use when you're thinking about where your data sits. And how your data sits when you go to the other service providers, they don't have the capabilities to provide those immutable snapshots for you. So now when you're paying the same or paying even a little bit more,
11:10
the added functionality of what Pure provides underneath the hood differentiates because everyone sells S3 public S3, but what does it actually do for you as an outcome based? And then the third category for us is data archive that life of data that you're generating, protecting. Everyone wants to keep it forever and you know AI is running out of data and and really public
11:32
data it's out of so it's really that private data so I'll give you an example we're building our own internal chat, GPT, and the reason we're doing that is because we want to take 13 years of an organizational data and make it easier but keep it private and contained for our own, uh, infrastructure and our own folks to be able to utilize it and use it more but all of that data matters, right? So now you get the capabilities.
11:54
So if you're going from one side to the other. In the model above, you're taking the life of Vita data and you're protecting it. If you're going the other way, you have the capabilities of disaster recovery, right? Data is coming in from everywhere you're taking it and you're being able to recover for it.
12:07
That's really essentially for us life byta data, um. Just a quick overview of where we're located, um, as we said, Canada, US, um, the Bahamas, Australia, and UK our presence we've got multiple data center locations, about a footprint in 25, 5 of those data centers we own 22 in the US and 3 in Canada, um, and we also provide a lot of workload for sovereign government cloud.
12:31
One of the, the last, uh, flash blades we just, uh, put in is for the Canadian government. It's to provide workload and I wanna stop there. A little bit and talk about how that kind of evolved and you know as most of you have worked with the the government side um when you get in front of these conversations right you're you're showing up with a a bomb a build of material of a bunch of things and right it's not the ideal world you have to speak to their
12:55
language. So when we went to the government we, we started taking a look at what is the value or the economics or the monetary value they understand right for them, for example, like backing up their email they understood, OK, per user so we took up a a solution. Of protecting their email with pure backing in to provide us with a snapshot the immutability
13:15
built the service for them and that gives them the capabilities of an industry leading solution provider and a source provider but they understand the concept of the user, right? I back up a user here's my cost for it. So we got rid of all the, the nuances, but again if we were able to launch that and get into that market relatively quickly.
13:34
Again with the help of the evergreen one model and I could tell you it wasn't easy. There still is, uh, you know, Brent and Andrew sitting in the back and, and we throw them I throw them left right and center things all day. John's been very helpful in actually understanding and putting things together and one of the areas where we will continue to invest in this Evergreen One program is because
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of the flexibility, right? um, Pure has since day one said what is the outcome you're looking for? Here's what we have. Today, how do we change a couple of things here and there, uh, that you know work to be able to give you the outcome that you're looking for and that is one differentiation that's hard to find for at least for myself in our industry um as a
14:14
service provider when you get into the vendors right? every vendors you're friendly but for us it didn't matter the wining and dining, right? For us it mattered about risk it mattered about having performance SLAs that are backed by um our, our provider and having the capabilities and capacity management.
14:30
I'll give you the most basic example that you know people don't take a look at the benefit of it as a service provider, um, we back up a lot of workload, right? And this workload gets backed up and requires 3 separate teams because you've got a team managing your storage infrastructure to make sure you have enough capacity. You've got the backup team trying to figure out,
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OK, the backups are gonna finish and then you've got a virtualization team usually in the middle and we started realizing, OK, what's how, you know, why, what is the failure rate of our backups? Why are they failing? And 95% of the reasons were space issues, right, because workload, we have no idea. Customs are bringing in workload that we're
15:08
looking to back up and it's hard as a service provider to try to scale because you can't go out and spend, you know, 6 petabytes on a system and leave it on the floor and hope to grow into it one day. None of us have CFOs that would approve that relatively quickly, um, so what we realized is with this model we started switching our backup workloads to the evergreen one. We're utilizing the flash blade and what it did
15:28
is it avoided. The backup administrator calling the storage administrator at night to wake him up to provision more storage you woke up the VMware guy to provision the storage who then pinged back the VMware or the Van person and be like, yeah, your storage is there. Now the VM person writes directly to the storage in the back end and the the orange
15:47
straps at the back, they're doing capacity manage for me and. What we realized is hiring 3456 backup administrators will never be able to accomplish and take that risk off of us so it's little points like that that we don't consider when it comes to the cost side of it because the hardest thing to do and calculate is labor in in a service provider's world.
16:09
Um, and it just high level, we talked about the three critical compute data protection data archives. All of these services are utilizing pure somewhere form. Whether you're looking to run workload, that's virtual machines containers, you have that. Initial pure high speed that you need to be able to back to to data protection we just
16:29
talked about right when we back up things with Convolt and V we trust the pure back end to be our, our, our, our model again we can grow it. I have performance SLAs that now I can go back to our engineering team, be like, you're this is the performance you're gonna expect. and if you're not getting it. Hell, give Andrew a call.
16:45
I'm not and but you know, again, it's not even giving Andrew a call. I'll give you, uh, uh, another example, uh, why this program works so well for us. We manage currently well over 700 petabytes of data, and a good chunk of that is object storage data and so we've learned a lot by having customers that are multi, multi. Petabbyte single instance clusters to
17:05
multi-tenanted across the board um and running and maintaining that infrastructure is not easy. It can come all in one box look fancy to you, but it's not easy to manage and one of the examples I give you is we just in our first cluster we put in Ohio we just went through uh an upgrade. And the only way I found out that upgrade actually happened and was completed and there's no downtime and thing is uh when I got a,
17:30
a quick note from our rep Andrew in the back and our storage administrator they said you're upgraded and as the CTO of the organization I felt I'm like, OK, I should have known this was happening. I kind of did. I had no idea what date it happened when it happened, but they literally changed the engine. In a car while I was moving and there's no downtime, no performance issues.
17:50
Those things are valuable to your customers. Those things are valuable to our service providers because I can tell you, I run sizable object storage platforms right beside theirs. And I'm heavily involved in those upgrades. Now Chris sitting here as chief officer, he's heavily involved in a lot of those upgrades and a lot of those capacity ads. Those are the things we wanted to take away and,
18:10
and utilize a vendor that can offer that to us, um, and, and be able to also work with partners, right? Every one model is such a great model that every partner. That you're out there, right? You got SHI Insight all these folks are leading with that and we what Thinkon does is we give you the capabilities of actually taking that
18:28
workload, go sell an evergreen one capability on premise. And if you need that same orange status, the same infrastructure in the back, utilize us. We saw object storage as a service we sell data protection as a service, run your workload as a service, have a hybrid environment. All of those are capable because you can use the same model that the customers used to on.
18:46
Premise consumption based monthly no big cap back investments they do the same model with us on the service provider side and uh we've got about 150 partners that are either white labeling or reselling our services that all have that capability and want that capability of making 25-35 points margin but offloading a lot of that risk onto the service provider which essentially I'm offloading on to our our strategic vendors in the back end wow.
19:15
A lot to un back there yeah I think it's uh thank you for first of all joining us. Second, giving us an overview of everything that that you guys do and how you're really marrying Evergreen one to your service and and I wanna really unpack a few of the things that you brought up because I think they're highly relevant to everybody in this room. First of all, you're a service provider, right? You talk about customers,
19:35
you talk about um the your end users, the guarantees you provide to those end users, but when I look at it. It's a question of whether for everybody in this room is your end user external or internal. I think every single person in this room is a service provider to somebody. Um, and everything that you've been talking about on a very large scale,
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700 petabytes and counting, um, applies to, I think everybody in this room who is responsible for managing and giving outcomes to your end users within your organizations internal or external, right? So number one, I think there's a, there's a huge parallel. To looking at not just at the services you can offer folks in this room,
20:17
but also how you do that for a larger scale. I think all of that is applicable to everybody here, uh, but number 2, what I, what I love is the, uh, you speak our language, right? When I, when I think about the Evergreen one product portfolio, when we look at what should we go introduce next and we're gonna be talking about some of that at uh at the end of the session as well,
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but the common theme that we're trying to solve for people is. Flexibility and risk, right? It's all about finding ways to take uh. Responsibilities that you don't love having risks that you don't think are fair to you as a as a person who's responsible for your business uh and backing those up directly with our guarantees in pure storage, right? So that's the whole point of our SLAs is is the
21:07
whole point of our add-ons. It's the whole point of everything we're doing here is we understand the technology we have underneath the technology that you've been able to experience those changing the engine while while the car is running. It is pretty impressive. But the outcome that we want to drive for you is not having to worry about it,
21:23
right? I guaranteeing it to a level where if it ever came down to it, you know that we have your back, we know that we're gonna make it right, but 99.9999% of the time to talk about one SLA, you shouldn't have to even worry about that. Yeah, but a lot to unpack in both of those, uh, both of those very, very eloquent, um, outlines.
21:47
Uh, I wanna go back to. Outcomes because that keeps coming up and as a service provider, is that a natural conversation to have either with the channel or with the end client is it is it more oriented around outcomes these days or or they just coming and saying I need to buy NRA I need I need this much storage? are are you able to kind of naturally go into an outcome based conversation?
22:08
We talk about that all the time. As a service provider you may have a unique perspective on that. It, it's a very good question, uh, and, um, for us we about a year ago we started revamping all of our portfolio to be outcome based. If it's not an outcome based portfolio, if it's not an outcome based recipe, we don't wanna be part of it because one of the key
22:24
things that we realized is, um, you know, you can lead with hair storage in the cloud. And when you sell that to a customer you're essentially giving them something they can click on a couple of times on their own and buy you wanna be able to provide value and when you're solving and building outcome-based services you're actually providing value every step of the way that the customer looks for and most folks.
22:45
Now are in the world where you know the deep technical guys will come show up and be like here's the three differences I need in short you need to do this, but the folks right now making those decisions at the strategy level, at the level of modern, uh, digitalization, being able to get to the next level. They're all outcome based focus. They look at it as,
23:04
here's what I'm spending today, here's what I wanna be at. That's an outcome they're looking for. They, they have another mandate from their board that says you need to have this level of protection. That's an outcome based. So as we train our partners and we train our, our sellers internally to help our partners, they're like,
23:19
you should first lead with what the customer end game looks like, right? And if one of the recent ones where I was involved in a conversation, got on the call, our sales works were deep in. I got on the 4th call and it was um the I took a pause back. I was like what what's the outcome that you're looking for?
23:33
What we like it was like we need to have a cyber resilient plan. So we started taking a step back. We're like, OK, what do you have in place today? What do you not have? How do you solve that 32,100 rule, right, having multiple copies, a couple of offsite, and for us we're agnostic,
23:48
right? We don't expect all the workload to land at think on. We're OK to be one of your three sites whether it's on premise, AWS and Azure. And us, right, we're not greeting that model for us. That's why the outcome is so outcome focused because if we were leading with just products or just storage,
24:02
then we're just like everyone else, right? But if we're leading with outcomes, you have an ecosystem of partners, vendors that all come together to give a a business or a technical outcome that the customer is looking for, and that's really where most people are leading with these days and uh think on when it started to to work with pure. Was it straighted evergreen one or did you buy products first or straighted ever ever so yeah,
24:27
um, well, Brent's sitting in the back there. We've had better be, uh. Um, we've had a great relationship there and, and we started off traditional Capex, right? We got the first story we bought the X Series was a Capex model, um, and I always, I remember that day, it's, uh, has come from the storage tobacco world.
24:44
I was a kid in a candy store, and I always, I was like, man, find a way to get this cost cheaper. You you guys can. Own the floor. Just get the cost you, but you were the industry pioneers, right? It's not easy to get there. And fast forward to last July we had, you know, got on a great conversation with Andrew,
25:00
and I'll do tell you here's where these relationships matter. The first slide deck that I've ever seen, and this is the first time a vendor had it, our logo is everywhere. Andrew showed up to the meeting with outcome-based solutions, understanding our business, and that was value that that helped us get there so we were always at CapEx, but then he kind of understood our business,
25:20
understood where we were going, worked with Brent to present the solution on Evergreen one, and it just made all the sense for us, right, where we could take the risk off. I don't have to go ask for capital and to be honest, the next and the third raise after we landed the first one. Was more held up in the logistics and how do we get it there than the financial burden which most people go through,
25:39
um, I wanna go back to risk because you both mentioned it and it's an important topic. It's one that's kind of overlooked oftentimes when people look at the value of Evergreen one as a subscription model, um. Are you able to place a kind of a monetary value on the risk offload back to pure? Is that, does that factor into, uh, the, the financial analysis or it,
25:59
it does, um, so for me risk, um, matters not just on, you know, what the customers want. I take a look at a risk from starting from within, right? Um, if I tie up a lot of capital, that's risk for me that stops me from growing, investing in other areas and building services out that are actually needed that. was the bottom baseline that I started off as a
26:17
risk and then as we started building up the risk of OK, technology stack tech debt, right, a lot of people in here that's the word that we all hate but it keeps us employed, right, because it's a continuous life cycle. So for us that also helped percentage wise, um, risk wise I think monetary wise we've saved probably a couple 100,000, it helps also with our cyber insurance policy.
26:38
I can tell you that everyone in here as a service provider, you have that. And now they ask what you're running, why you're running it, and who you're running it with. All of those things are now questions that if you've ever gone through the cyber insurance now they asked before they didn't care.
26:53
Now all of that matters and that helped us when we actually were able to explain the model we're doing with Evergreen one, where the risk is, you know, they, before we said PR they understood who they were. They didn't ask for detailed paperwork. Those are some things that kind of, uh, laid it out for us and.
27:09
You know, one of the other things that might not be tied to risk, but I look at it as risk, um, for us in this IT industry we have to realize everything we do leaves a carbon footprint, right? Um, and one of the biggest things for us being in 25 data centers owning our own data centers is what are we leaving behind for our future generations, right? That should matter.
27:28
It's not about hitting a sales quota. It's not about trying to solve a thing. Those are some of the things you also have to consider. So for us when we're doing data center planning, you know. We were able to reduce our power footprint with going to pure and evergreen one, which a lot of people don't talk about. And by the way,
27:44
do they do give you a check, um, it is true it does show up in your mail for the power, um, that when I first heard it I was like, oh man, and then I looked at the cost. I was like, OK, your industry is pretty, you know, you're, you're matching in each standard. But for us I was able to take an example of a couple of cabinets, each chewing up 11 to 14 kilowatts and go down to a single cabinet
28:05
because. Consuming about 8 kilowatts that mattered to us. We saved costs, but the risk in the future is less carbon footprint, less consumption of power, and yes, we talked about you can use that power for AI and other things, which is all great, but we all have to keep an eye on what we leave behind for our future generations.
28:23
And that is a big for me I consider that as a personal risk factor having two young kids at home so you know that was one of the other reasons where it kind of tied in and to that I think you were telling us about the upgrade. You went through earlier this week. One of the things that we're trying to do with all the technology that you see announced and a lot of our keynote hopefully you all managed to attend this morning,
28:45
we like to talk about the technology we developo because it's unique, right? And by being an evergreen one, I think you got to experience this ability to immediately take advantage of the new technology to solve your risk problem. In this case, how do I continue to grow my footprint without having to hit a.
29:03
Very physical real wall, the wall of the data center if I don't have any more space, right? How am I going to keep protecting Uh, us from the risk of running out of space, running out of power, not just from environmental perspective, which is absolutely the case, but even from a very much physical business perspective where you can no longer grow your
29:24
business, right? So by, by being on Evergreen one, I think you got to experience the, uh, the ability to take advantage of every piece of technology that we develop as a company showing. Up effectively immediately to your own portfolio to unlock that next level of efficiency. Yeah, absolutely. And what you said there is,
29:42
is I'll give you a quick story. A couple weeks back we're walking through one of our data centers. I had my storage ad in with me and we're trying to plan out our, our space in terms of how we're gonna lay out and expand. And he was like, Well, I'm preserving these next 5 cabinets. I'm like, For what? He's like, for pure to grow.
29:57
I'm like, if those 5 cabinets grow, both of us will probably be. Making a lot of money and we probably should find other careers, um, but I was like if though you fill up those 5 you don't have to and he's like, Why? I'm like, who cares? They're just gonna come in and go to 300 terabytes.
30:09
They'll come on and replace, and we'll keep going and by the time we're done with this conversation, they'll be at 450, they'll be a 500. So I don't need those 5. You can reserve the next one right beside it to make yourself feel comfortable, but the other ones we're gonna deploy more workload.
30:20
It opened up my cabinets and the power that I'm already paying for to go back and make money on. Again, those things are all kind of tied in together that all play a huge factor, right as a service provider, a huge factor. Sure, um, and Taco just, it's just a little bit more just on, on the, on, on risk as a motivator for product development and broadly speaking without
30:40
divulging any of the new stuff, we'll get to that next, but. And and that's risk oriented as well as we heard Naveen uh talk about at the keynote but just broadly the the the the mindset of of looking at risk and offloading risk when you're doing product management for Evergreen One. It's, it's, it's the key driver for us and I think that's the key driver because we know
30:59
that with the technology we have behind us, we are best positioned to take that risk on. What I mean by that is that you as customers and partners. If you have to solve with the technology we announced, number one, you don't have the visibility that we have in terms of where that technology is going. Uh, number 2, you may not have had enough visibility to make,
31:21
you know, a 10 year plan in terms of how your infrastructure was going to evolve, uh, and make sure that you were at the, you know, optimum point of that curve. So if you think about any of these, these relationships, who is best equipped to deal with the risks? Who can effectively deal with the risk at the lowest possible cost for anybody?
31:40
I think it really is the vendor. The vendor is driving the roadmap, the vendor is designing the product, the vendor is. Uh, implementing technologies like Direct flash, we are the ones that effectively get to make those technology, those innovation, uh, decisions, uh, to improve what the infrastructure looks like, um, so when we put together a guarantee,
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when we think about risk and we put together a guarantee, we put together that guarantee really thinking about what are the levers that we have in our product portfolio, what are the things that we can do. To deliver on that guarantee not just today but over the course of time, um, and how will that intersect effectively the deployments uh it's effectively trying to and
32:23
and this is the most important thing for me, trying to move the conversation from. Let, let me share my background is in hardware. I love the hardware, right? But the hardware is effectively our problem to solve for if we have to lock you into a hardware platform for lack of a better term, if we have to convince you that a specific model product is the best one for you,
32:46
um. I think we're having a conversation that is too in the weeds in my opinion, right? We want the offering we want the portfolio as a whole to make sense for you today and to give you enough peace of mind that's gonna make sense for you tomorrow. Once we all agree on that with the guarantees we put in place,
33:06
guarantees around performance capacity, efficiency, availability, um, and not to speak of the cyber recovery and resilience, um, add-ons that that we can offer once we agree that we are best positioned to take that risk cost effectively and that we will deliver on this over time, we of course work with the with the customer to solution something that makes sense,
33:27
right? You talked about the level of flexibility that we. We can achieve with something like Evergreen one. Flexibility may show up as, you know, transitioning across platforms over the course of time as your needs change, right? It, it's, it's effectively doing things that
33:43
one piece of technology alone. Or the piece of technology that exists today alone is not going to be able to do. Yeah, absolutely, and what you just described, it allowed us, like I said, because we have so many different object storage platforms on the floor. With this evergreen one model and pure we launched with the the the the ability to give
34:03
our customers now a minimum of performance they're gonna expect now if you take a look across the board. Most S3 public objects or vendors will give you a tool to test performance but will never give you a minimum of here's what you can expect. And that goes a long way, right? They took the risk off because I and my other platforms will never ever offer a minimum
34:27
because it's impossible to calculate and do that. I'd have to hire a whole team. They went ahead and did that. They took that risk on. So one of the other differentiators we had is we lead to market with that S3 service that has a minimum that says if you don't get this, call us, we'll figure it out.
34:42
And when I say calls, the call is gonna get redirected back to these guys, but there's another bigger vendor supporting us, right, where that's a, a, a big differentiator for us. Everything is going object based. You should not just go to the cheapest and lowest. You should take a look at what other values you
34:58
could provide our object storage would you heard about snapshots today, right? Just add-ons. That's another one that we're looking to look at is you can't go to the big providers and be like, take my object storage and start snapping it and putting it to different sites. Those capabilities also that they built in not with just the Evergreen one but the portfolio
35:15
of add-ons really align with us as a service provider to make it easy for us to be able to offer that. That is a good segue, I think, to talk about some of the new announcements that you heard, uh, Naveen, uh, introduce, uh, during the keynote speak. So, can, can you run them down for us please weigh in and when you.
35:33
Um, yes, the, the one thing I wanna throw in as we transition into what's new in Evergreen One and that concept of risk is mileage and telemetry matters, right? We talked about that on stage. We have so much telemetry that it's not just knowing where our portfolio is gonna go, but it's having enough data to make informed decisions and guarantees for you.
35:55
All of that is based. Not just your own fleet, which is how you would have to optimize as a customer if you manage your infrastructure. We do it across every single customer out there. We learn from everybody's deployments, not just from your own. And to build on top of that, if you think about the incentives,
36:14
you talked about the paid power and RAC commitment, we actually cut you a check for the cost of running our gear. We don't do it. I mean it's, it's actually quite nice to get a check in the mail, um, but the main reason we do that is because we want to put the financial incentive to innovate back on us, right? If you are paying for the power,
36:35
you are effectively paying the cost of a piece of technology being less efficient than what it could be. The moment we pay for the power, we are now paying that cost, and we now have to make a decision in our own product portfolio. Hey, should we go invest in making this even more efficient over time because that's going to reduce the amount of power you will consume and therefore the amount of power I will have
36:58
to. You for right? it puts the incentives on the right people and the right people is really the vendor in this case. And of course it throws down a gauntlet to other vendors to say, look, we're doing it. Let's see you do it and, and naturally they won't because they don't have the near power
37:13
and space efficiency that that we can, uh, it would be quite expensive for them. um, OK, so to talk about the the four things that we did, uh, announced today with help of Naveen. Naveen is our uh our chief architect on the digital experience side. Um, I, I think they're all, you're gonna find a theme and the theme is really about what we've
37:32
been talking about. It's about risk. It's about finding new ways in which we can take something that's unpredictable from a deployment and make it guaranteed and predictable for you by taking the risk on pure storage. So let's talk about snapshots. Snapshots new.
37:47
Uh, snapshot retention packages that are available for Evergreen One subscriptions. All of our customers can choose to subscribe to these packages, and it gives them the ability to use what are our industry leading snapshotting data protection features in a more confident way. If you think about managing your infrastructure, we've all have to do this before.
38:07
You want to protect your data. You are always trading off how much additional space am I gonna have to plan for a snapshot workload, uh, and is that worth doing? Now the second problem to to that equation is that how much space something is going to take. It's basically impossible to predict.
38:26
Let's be realistic. Snapshot consumption is mathematically it's like the derivative or the second derivative of actual workload. It, it's a question of how often, how quickly and how much your data is changing. There's no tool out there that measures that. So we all have rules of thumb. We all just say,
38:44
OK, I'm gonna count for 20% of snatch of space. I know that keeps me safe most of the time, occasionally it's not enough. We're taking that risk away. We're saying look we understand again, we built the Snapshot technology we understand how it behaves across all of our customers, right? And we want you to protect your data using that
39:03
technology. So with these snapshot packages, you are now able to choose a retention period, so say for example 14 days, and get a guaranteed predictable cost for 14 days of retention across your whole license. If the snapshots take up more space than we thought, that's our problem. We will continuously deploy more capacity to make sure that you have enough.
39:26
Your cost per terabyte will not change. It will just be driven by your retention period. Retention period is the one thing that I think you do have control of, right? You may not know how quickly your data changes, how much it changes. You do know that you keep snapshots for 14 days,
39:41
and this gives you just a direct connection. Between your storage costs, which we then will guarantee infrastructure for, and the retention policy that you choose. If you choose 90 days instead of 14, different number, same concept, right? So snapshot packages, this is something that
39:58
you have available starting today for your Evergreen One subscriptions. Um, second one, Naveen actually had a great animation for the adaptive service here, uh, on, on his slide. It was actually the, the, the two metrics, the performance and the data, uh, gauges that would move independently. Adaptive service is about once again removing the choice of a piece of hardware
40:24
platform from your decision making process. Normally you would have to pick a product model that was probably enough for what you needed. Uh, probably a little bit oversized, right, because under sizing doesn't work. Over sizing you just go to the next step up. So you're just kind of adapting to you, you are having to choose something off our shelf and
40:46
hopefully it's a broad enough shelf, but it's still a choice of which one am I going to pick. Now does it align with every workload? Not necessarily. You're gonna find workloads where the growth of performance is not. Directly connected to the growth of capacity, so the way in which we may have structured our
41:04
services which work for 90% of people don't work for that specific workload. You may be asking us the question of, hey, I, I love the, the platform I'm on. I need to add additional data, but I don't need more performance for that data, right? So I, am I gonna tear? What am I gonna do about that?
41:22
The adaptive service here is putting both controls in your hands. It is effectively giving you the ability to pick your amount of data and grow that over time as you just do with every single ever in one subscription, but now also control how much performance do you want us to guarantee for that workload. It's as easy as that. You can pick a number,
41:45
for example, say, hey, this license, you're gonna grow the data over time. I'm gonna start it off at 2 gigabytes per second of performance and maybe I'm gonna change my mind later, increase that to 3. Right, but I'm not gonna pay for a single ounce of performance that I'm not using because I can right size that perfectly to my worker.
42:03
It is putting those controls in your hands and like in everything in Evergreen one, who's responsible for having enough infrastructure on site to deliver on that guarantee. We are, right? You don't pay for what you don't use, but you do get a guarantee that that will be available should you need it. It's best of both worlds.
42:23
Um. Number 3, medical imaging. This is actually something a little bit different from everything else we've been talking about. We're a storage company. So now we've we sold terabytes right whether you buy them in in an appliance, you buy a number of raw terabytes, you subscribe to Evergreen one,
42:40
you're going to be billed for the terabytes you consume. For some applications, frankly, the conversation of how many terabytes is, in my opinion, annoying, right? It's not aligned to what you're trying to achieve. Yes, for other things, maybe it is, maybe I do have 1 terabyte of pictures and I want 1 terabyte of storage.
43:00
But when we're doing medical imaging, when we're looking at uh patients and studies, effectively MRIs, X-rays, what are our, our, uh, what are the drivers of that business for a hospital, for a clinic? The driver is a patient coming in getting a study done. That study needing to be managed, viewed by a radiologist, and stored,
43:21
uh, for some amount of time, right? How much space that will take? That's a second order, uh, question that we have to go size, go answer with them. How much performance am I gonna need for the next 10 years for this?
43:35
It's another thing that's, that's typically difficult to size. Are prices going to go up? Are they gonna go down over 10 years? Again. These are assumptions on assumptions and assumptions that we all use to turn an outcome. Storing the study that I just took from that patient for 10 years into how much storage of
43:56
what type do I need to buy. So every good one for medical imaging is a use case specific service designed for medical imaging, enterprise imaging, packs. Which gives customers in that space the ability to pay per image, pay per study that they're generating aligned to those outcomes,
44:14
and we're basically going beyond just promising a number of terabytes. We're going to promising enough storage for those studies and enough performance for those studies for the next 10 years. We're eliminating all sizing and taking the sizing risk on computer. This is the first place where we've been able to do this,
44:31
we've been able to do this thanks to #1, our experts in the space, #2, Decade of telemetry on how this use case works. A lot of people run imaging on pure storage. Many of you maybe are not in that space, but I want to show you to you the same thing that you were just talking about in terms of per user modeling.
44:54
We want to speak our customer's language. We don't want the customer to have to speak our language, right? And this is the first instance of pure storage doing just that specifically for the medical imaging space. And finally, uh just a little cherry on top for a lot of folks. We've been trying to take this out. You've heard this on stage 17,000 times over
45:15
the past few years, um. UDR, our unified data repository service, is how we go as low cost as possible for archival workloads. We're lowering the minimum entry point for that, uh, service deer for UDR file and object from what used to be a 1 petabyte.5pe of data to half that 750 terabytes of data.
45:37
This is just. Our never ending quest honestly to open more and more of our services to more and more people, more and more workloads. That one's never going to stop. You have three elements of something completely new, unique in the industry does not exist anywhere, plus one element of we're just going to open it to more people every single year.
45:58
Um, I think we're just at time, so, uh, Assam, I, I wanna thank you for appearing with us here today and also the investing, uh, in the relationship with Pure, uh, it's been tremendous. We look forward to doing great things and keep putting pressure on Brent and Andrew that, uh, it seems to work, so, uh, by all means have at it. Start with them.
46:15
Tago, thanks for all the insight around uh the origins and futures of Evergreen One and, uh, Ben, thank you so much. Thank you guys. What a, what an awesome experience, right? leverage. Evergreen one to solve a real problem in a business, and emphasis here, these four items here are real world use cases where customers came to us and told us how we
46:39
could make Evergreen 1 better. So make this a partnership, come and talk to to Asan afterwards if you'd like, and we really appreciate everybody's time. Thank you. Thank you. We appreciate that. Thank you.
