Steve McDowell 0:03 Well, happy, happy New Year, everyone. It's been a great holiday, but we're back in the year. Matt. I'm Steve McDowell. Matt. You're Matt Kimball. Who's who's with us today, Matt on the data centric podcast. Matt Kimball 0:16 We let them introduce themselves. Is that a good idea? Steve McDowell 0:20 I think it is. Alright, Matt Kimball 0:22 we have Aaron Markarian, you want to go first? Aaron Delp (Nutanix) 0:24 Yeah, absolutely. Hello, everyone. My name is Aaron Delp. And I do cloud native Solutions Marketing here at Nutanix. I've been with the company, oh, gosh, about three years. And I've covered business critical apps and and user computing and some other areas of interest throughout the years here at the company. Matt Kimball 0:42 Excellent. Welcome, Aaron. Mark Macguire (HPE) 0:44 And I'm Mark Macguire. I'm a partner development manager over in the Greenlake ecosystem team at HPE and I look after Nutanix as a GreenLake partner. Matt Kimball 0:56 Now Mark, you sound like you're based out of Houston. Is that correct? Mark Macguire (HPE) 0:59 Exactly. I'm a little bit east of Houston... Matt Kimball 1:07 Thanks for joining us, guys. We wanted to have you guys on because Steven and I, when we do our podcast, there are two companies that come up often because they do so much and they're so on the front-end of what's going on with regards to digital transformation and IT modernization. And you know, how you stand up business critical apps in a more efficient way are Nutanix and HPE. Right, specifically Greenlake, with Nutanix, and how you're able to really bring out the best capabilities of all those applications while simplifying IT operations. So we figured let's try and get them on on a podcast and talk about what's been going on. And what's new in the partnership. Steve McDowell 1:55 We're glad to have you here together, because as Matt said, we talked to a lot of people in the industry, and certainly customers as well, right. And Nutanix almost always comes up. And a lot of interest in in HPE Greenlake. And what you guys are doing as a service there, so Aaron Delp (Nutanix) 2:12 great. Fantastic, fantastic. Matt Kimball 2:17 So go ahead, Mark. Sorry. Mark Macguire (HPE) 2:19 I was just going to kind of quickly jump into just a recap on where the partnership started. And what's happened over the past two, three years. Matt Kimball 2:31 That'd be great. Mark Macguire (HPE) 2:33 So yeah, so the partnership started 2019. So just going over three years. In that time, there's one over 2000 joint customers between Nutanix and HPE. To go to market models that a CapEx model, and then the one that you've alluded to around the interests around Green Lake, which is the consumption model, where you get your hardware, your software and services on a consumption based model. And in 2022, Nutanix was GreenLake Partner of the Year at HPE Discover. So it's a successful partnership, and everybody that I work with loves the partnership and loves working with Nutanix. And I hope it's the same one that Nutanix did with HPE. I'm not sure. Aaron Delp (Nutanix) 3:21 Yeah, yeah, well, I'll actually take take a cue from that and kind of elaborate just a little bit more to so first of all, why is this partnership so successful? You look at because it's, you know, you kind of do the Venn diagram with the overlapping circles, right. And the overlapping circles here is really solving some of the more traditional IT problems, right? Like I going way, way, way, way, way back in my career, I managed data centers and traditional infrastructure, if I use that term, like, it's one of those things, it was always it was always costly. It was always complex, it was always time consuming, right, there was all these strict, you know, infrastructure silos everywhere, and it always took longer than it should to get anything going. And a lot of times, especially going back aways, lots of management consoles, and and all these different trends that cloud computing brought forward. solved a lot of these problems, right, or our attempts to solve a lot of these problems. And oh, by the way, HPE, Greenlake, and Nutanix tend to solve those problems in the exact same way. So they're extremely complementary, both business models as well as technical architectures, and that's why it has been as successful as it has been so far. Steve McDowell 4:50 Well, let me ask this question and I'm going to come at it from you know... I'm a dumb IT guy, right. And I don't know anything about any of this stuff. When you say that Nutanix and Greenlake are solving similar problems, where is there not overlap? Right? Where is kind of, you know, Nutanix and Greenlake complementary and work better together? Aaron Delp (Nutanix) 5:11 Yeah, yeah. So let me start with the Better Together. And then Mark, I'll let you chime in as well. Um, so here's, here's the biggest thing that I feel like folks want today is they want to solve the problems in the easiest way possible. So you know, they want Certified Solutions. They want joint engineering, which is something we do between the two organizations, but at the same time, they want freedom of choice. They don't, everyone loves to start with the analogy in our industry of T shirt sizes, I want a small, medium, larger, that's the offering we want. And, but guess what, a lot of people want small, medium, and large, but then they want even more than that, right? So they want to be able to have something that fits their environment. But at the same time, I need it to be simple to manage, I needed to be secure. There's all of these components that were we work together to bring simplicity to operations, right. But we at the same time, still being performant still being scalable, still being reliable. So the for me, that's where like the the idea of it, and the solutions really start to fit together, especially when it comes to like a business critical apps, right, like there is the components and the solutions that we provide. And they're all centered around specific solutions and solving problems. And, Mark, I'll let you elaborate since I've been talking about there. Mark Macguire (HPE) 6:34 No, it's great points around simply, its simplicity. Simplicity. Yeah, in terms of how it resolves, and how it solves Nutanix has great software, HP has got the great hardware. And there's this flexible services model that is suitable to customer needs. So it can be a little bit of services or a lot of services, we can manage it for you or you can you can manage your own environment, there's further capacity there. So we see with a lot of customers where the mag bag, maybe 10 nodes at the outset. And then they just add in a few more loads every six weeks, rather than buying that big upfront amount. From a management perspective, it's very simple to manage, you add in the nodes. From a procurement perspective, it's very simple to do a change order within the green neck model. So it controls and it reduces risk. And it just helps all parties and all customers. And we see that particularly across cross business critical applications, whether that's end user computing, or whether it's databases or hybrid cloud. So it's a very flexible model to suit customer needs built on great technology. Matt Kimball 7:57 So you know you guys have I remember when the when the partnership was first announced, I guess it was about three years ago, and you talk about you know, kind of cat, you know, 2000 customers capex to Greenlake. And we saw the we saw the, you know, the great interest, and I hate to use the word synergy, but synergies between Nutanix and HPE, you know, kind of early on in the relationship, but it really seems to have accelerated with with Greenlake. And the way you're you're driving this hybrid cloud model, or this cloud model down into the business. And one of the things that we hear when we talk to customers is it delivers, you know, the benefits the promise of the cloud without the cost of the cloud. Right, so all of those things that folks want, you know, time to value agility, you know, frictionless it, if you will, and frictionless consumption of services without those spiraling costs that come about from data charges? And otherwise, are you seeing other areas where, you know, maybe it's specific use cases or deployment models that customers have really kind of embraced and, and kind of extended? Aaron Delp (Nutanix) 9:12 Yeah, yeah. And if you don't mind, Mark, I'll take, you know, kind of talk about everything from which verticals in which solutions tend to be the biggest ones. And then maybe if you've got some customer examples you want to share as well. But let's start at the start. Right. So at the end of the day, what we're trying to do really is deliver that cloud experience. And when I say cloud experience, I mean, you know, cloud cost economics, as well as, you know, infrastructures code or API driven things. And so this new way of operating things, as well as this new way of paying for things. If you combine those together, what we're trying to do really here is bring this cloud model where our customers want it and need it the most. Right? It could be hybrid cloud, without a doubt that's one of the leading use cases, if you look at, there's an ESG report that we've jointly done where 80% of applications out there today are in a hybrid cloud deployment, meaning maybe some of the data is on prem, maybe some of the data is somewhere else. So it's really a hybrid and multi cloud model. Well, when it comes to solutions, yes, hybrid cloud hybrid cloud, especially around business critical and mission critical apps, key workload, but what about databases, right, got to store the data somewhere. So databases is another prime example where we see a lot of whether it's a homegrown application or like an ERP system or a CRM system, well, data's got to be stored somewhere. So put it in a database, right? In more secure environments, like healthcare environment, or financial services, or manufacturing or retail, we see a lot of end user computing, as well, because highly regulated spaces you want to secure desktop with secured applications. That way they know there is security and compliance all wrapped in that manageability. So we see those really as the three big areas where we can provide the most value quickly to our customers today. Mark Macguire (HPE) 11:17 Yeah, and grip points are around regulated industries, obviously, been on-prem environment, it's highly that so we'd have customers in healthcare and legal in pharma, all of Kentucky regulated industries, in terms of business critical applications, we see a lot of customers there as well, for example, a worldwide retailer, you know, wants to move away from that kind of three tier database architecture, looking to simplify the administration, ensure rapid deployment, they want to be able to give the developers flexibility to deploy databases, and do their own thing so that business critical applications is a very strong point. For us, on the end user computing exactly the same in terms of that would be the predominant use case, I would possibly say. But then other customers then wants to get on to the video and then use our computing will then maybe look at other workloads. And from the hybrid cloud perspective, people are looking at that value and flexibility model, that Green Lake with Nutanix will give an A senior comment last week when you're talking about data, I think there's something 50 billion devices out there and seemingly 30%, their data needs to be managed locally. So a local edge, the cloud in store as green neck is, is suited for that type of operation rather than putting everything to the cloud, and have an ingress and egress fee. So across those three key workloads is where we're predominant non, and we're pushing development to develop new services, and integrate more interesting Nutanix. Stack. Matt Kimball 13:08 Very good. A couple of couple of quick double click questions on that. First is, on the business critical side, you know, one of the big inhibitors in the past are barriers in the past to moving those business critical apps to virtualized environments was the virtualization x, right? performance hit that you would get on those applications would, where every every every kind of every millisecond of performance matters. My understanding is aos resolved a lot about a lot of that I wanted to talk to you that a little bit. Also want to talk to database database is an interesting one. Because we're past the days of we're a SQL Server shop, or we're an Oracle shop or DB2 shop, or we have all of those plus MySQL plus Mongo plus Couchbase. Plus, you know, graph net, you know, all the are knockoff, but all these different types of databases, my understanding is that on Nutanix and Greenlake there's a really kind of interesting solution that enables you to manage all of these a lifecycle ah, all of these a lot easier. Is that, is that correct? Or Aaron Delp (Nutanix) 14:15 yeah, yeah, so you're looking at really kind of two I'll say discussion tracks here. One one being aos and performance, the other one being databases and flexibility of databases. So let me address the first one. So first of all with AOS and AHV so you know, basically our storage operating system and our hypervisor with this combination today. And we have progressed to the point where you very little is bare metal anymore. Right? We've reached that tipping point of bare metal to virtual machines a long time ago in our industry, so it isn't just like in the old days. It's like, oh, it's the 8020 model, oh, go attack all the low hanging fruit, go virtualize it and then save everything for later. We're way past that now, right? We have a lot of customers with very significant, you know, hundreds to 1000s to hundreds of 1000s of users and applications supported in our environments. And why did they do that? And why did they trust us? Well, it's this combination, again, of the DX platform, you know, with HPE, as well as aos, hv combining all of that together into a single management, which in our case, is what we call prism or prism Pro. And this centralized management allows you to start small, couple hardware nodes, put our software on top of it and scale out as needed, right, you get great cost efficiencies, you great get great performance, I like to explain it as like dynamic pools, dynamic pools of storage capacity, dynamic pools of storage, I ops, right, and how many CPUs do you need? And how much memory do you need? And how fast do you do everything, if I need a little more, either capacity or performance, I just add a little more into the cluster. That's all you do. So actually, it's more advantageous because it's more dynamic, it's more scalable, and it's more performance now based off of the ability to to both grow and sometimes shrink, because let's be honest, you want to be cost effective. And all of these capacity planning is isn't something that's necessarily needed. As much anymore. Like a lot of times, again, old datacenter days, what did you do, you always bought too much, because you never want it to run out. It's like, it's like, if you had some folks over for dinner, right? You always cook what you want plus a little extra, because the worst thing that could ever happen is you you run out in front of your friends and you get all right. So you always buy extra, there's always that's capacity planning in a nutshell in our industry. And think of this hp, hp Greenlake almost like because it can be just a little bit of a buffer and and metering on demand. And you know, pay as you go. And it brings this very effective analysis to all of this and optimizes this, which we didn't have in the past. So that's cloud economics, and capacity and performance kind of all combined into one. So that was the first one. And then you said about databases. Let me just mention this one quickly. And I'll flip it over over to Mark. The big thing with databases, and especially with Nutanix, is we have something called NDB Nutanix database, basically a service. But when we say that a lot of folks think, Oh, you have a database? And that's actually not it. It's a database management service. It can be SQL, it can be non SQL, or excuse me, no SQL, right? And so depending on what it is, how do you again, just in time model, how do you roll those out? very efficiently? How do you get a database up and running at production settings, in minutes versus days, you know, or sometimes even longer than these days. And so within dB, you're able to not just manage your infrastructure, but you're able to manage the databases now as well. So you're optimizing databases, and that is a critical component when, again, I keep mentioning it over and over, when you're trying to put the crown jewels in, you know, business critical apps, mission critical apps, it's not just the applications, you need the data in the databases to go with it, as well. Mark Macguire (HPE) 18:41 Yeah, Martin are gonna have to agree in terms of what we're seeing the customers is, our reinjure databases out there are being managed by the Nutanix, software, Postgres, SQL, Oracle, all of the other database. And I know, there's a range of databases that manage in terms of that kind of our stability, going back to what are saying, you know, there is that buffer there. And we and we do help them that and we do have predictable supply chain. To manage that. It's all of the benefits would add a lot of the costs. And the management would prism and but the green, Nick, green X central portal as well. So there's a lot of benefit there for customer. And it's here with the services model at HP, or even Nutanix we can blend the Nutanix services into into Green Lake as well. So it's a very flexible model to suit customer requirements. Steve McDowell 19:41 So let me ask it, let me ask a business question. So I want to become a green light customer. And I want to run Nutanix do I have to call you both is there one phone number? How do I how do I manage my relationship between the two of you? Aaron Delp (Nutanix) 19:58 Please, I was gonna say this one side Sounds like it's got work. Please do, please do. Mark Macguire (HPE) 20:06 So with HP Greenlake HP act as the single point of contact. So if the, if the customer has any issue on their stack, they will call HP. And once HPE realize maybe it's a software problem, they will directly hand that over to Nutanix and manage the call, we have actually integrated the call handling systems on both sides. So if Nutanix for some reason got a call or a call has to be passed back, you know, that can be easily passed back and managed by HP. But HP, in essence act as a single point of contact for all queries. It's a great, great customer benefit. Matt Kimball 20:47 So So you talk about, you know, it sounds like the three biggies that you're kind of seeing out there use cases to plant models around business critical database and VDI. And I mean, they're all interconnected and hybrid clouds kind of delivery model in the way have you found. Yeah, and you talked about some of the industries you support? Have you found a specific, you know, affinity, if you will, within these industries, like you know, healthcare is taken off a mile a minute, we can't keep up, you know, so many customers who can't keep up? Or is it really kind of across all of these industries, you're seeing a lot of growth? Aaron Delp (Nutanix) 21:21 So I'm going to play the consultant answer and say it depends. And the reason why I say that is yes, absolutely. The ones kind of I kind of mentioned earlier of manufacturing, retail is one, financial services is one, healthcare is certainly one, you know, public sector government, we see a lot of that as well. So, so think of them as your, you know, more traditional verticals, if I use that term, that's certainly an area but think of it this way. Where is this a good match? Um, the biggest thing we see is just modernization efforts in general. And how do you approach that? Well, modernization begins with data. And so it's like a little bit of like, where's the data? Right? If you look at depending on what source you look at, or what keynote, you know, people are talking 80 to 90% of workloads are still on prem today. You know, there's everyone talks a lot about about public cloud and then move to the cloud. And yes, there's absolutely accelerated growth towards public cloud. But you're still looking at a billions versus trillions in the industry right now. And and that, so that modernization, what are we looking to do? Well, we want to bridge that gap. And this is where hybrid cloud comes into play. Hybrid Cloud is basically, you know, there's all these different versions out there. So I almost feel like I need to define hybrid cloud for a second. For me, hybrid cloud is nothing more than operating the applications and the data where it makes the most sense. It's not an all on prem, it's not an all in the cloud, it is some things are here, some things are there, but you want a seamless model, to secure everything, and to manage everything. So that's where this relationship really comes into play. Because as you go through this modernization, like I said, It All Begins with the data. If your listeners, you know, some folks may have heard of the term of data gravity, right data gravity, if you're not familiar with it is you know, data is heavy, the more data you have, the more expensive it is to move anywhere, the longer it takes to move anywhere. So the more data tends to attract even more data and so on, a lot of that data is still on prem today. It may be it needs to be backed up somewhere else, maybe it needs to be recovered somewhere else. But where the data is, oftentimes is where the modernization goes, Mark Macguire (HPE) 23:56 if that makes sense. Like, Commissioner and operating where the data is, yes. Aaron Delp (Nutanix) 24:04 Well, in it, it goes to like, I completely admit. So you know, I said at the introduction, I'm marketing, right? Like there's a marketing tagline with with HPE that I think is just fantastic. It's like bringing the cloud to it no matter where it is, right. And that's what we're looking to do here. We want to help the customers where they are in their journey. And I think that's a fantastic example. Mark Macguire (HPE) 24:27 There are a wide range of verticals, but as RNC is where the modernization is happening, and where the data is happening, and not only a wide variety of verticals, various sizes of customer base as well, you know from small, write up the really large, large industries, so it can it can span all verticals, and all customer sizes. So Matt Kimball 24:55 that's a question I was going to ask right there. Mark was there is there a Is there a point where it makes sense to be to to consume Nutanix and hp in a CapEx model versus a Greenlake? Model? Is there a you know, are there drivers for one versus the other? How do you? How do you see that playing out? Mark Macguire (HPE) 25:14 Well, from customer experience, and I kind of alluded to it in the last one, we have seen really small customers, I'm talking about VDI installed base of maybe 30 or 50 users, right up to 80,000. I presume they're probably the maybe an inflection point, possibly. I know from, from a technical perspective, I think a three node cluster is your smallest one, but with the way the commit model is set up, and a 70%, or an 80%. Commit, you are paying for 70% on the monthly basis of that. So you know, it doesn't preclude any small customers, in my mind. And we're seeing that with customers as well. It can go with any sized customer, or on I don't know, from a Nutanix perspective, is the only thing on your side. Aaron Delp (Nutanix) 26:03 So I always Actually, I'll come at it from a slightly different standpoint, and this is going to get, you know, a little in the weeds, I admit, but think of it this way. Let's say you have a cluster, and let's you know it's on prem. And let's say it's a five node cluster. Well, each of those clusters, it's got us, like I said earlier, a dynamic pool, it's got a certain amount of capacity, it's got a certain amount of density, if you will, depending on how big those apps are, is how much of the cluster it could consume. You could have a really dense, really large application that can take up a bunch of the cluster. And especially in like a VDI environment, you know, what, what, how do you make VDI cost effective? Yep, pack a whole bunch of desktops on it. Because the more desktops that are on the cluster, the cheaper it is per user, right? And so there's always a measurement, is it a like, per CPU? Is the cost to measure by? Is it per user to measure by? And so there is environments where absolutely where densities just may not make sense financially, right? Because at the end of the day, this is nothing more than a trade off of how dense is everything? And how much? How much are you willing to pay for that? And does it make financial sense? And there is absolutely I've worked with, with customers where one model or the other might make sense. But I also admit, they tend to be extreme outliers. This is not you know, what we're talking about is not an everyday application, right? This isn't even an 8020 rule. This is like a 95 599, one kind of ratio of which ones fit into which model. And I would you know, kind of say In summary, though, most of the customers I've talked to, they want that cloud like experience, they want the cloud like economics, and they want the cloud like operations. So the HPE Greenlake model tends to be the one that they go with, or term these days. So Matt Kimball 28:09 But couldn't you also make the argument that it's not just a financial decision, it's a, I'm a small company, I want to stand up , but I don't have the resources, or I want to I want to employ some deep analytics, but I just, I don't have the IT folks to do it, I go get a fully managed service from, you know, HPE and Nutanix, to stand that up for myself, and I'll pay a little bit more, but I know it's a consistent cost month after month. Speaking about data gravity, right. And I'm not I'm not paying the spiraling costs that I would with, with one of the big cloud providers. Mark Macguire (HPE) 28:43 Yeah, and that totally, we've talked talked about, you know, value and flexibility, but all sorts of resources as well. You know, there's a pool of resources that Nutanix there's a pool of resources at HPE in our point neck services in our NPS services, which do everything from looking at what what is suitable for, you know, a cloud like model to managing data as data as a service, business critical application, so you know, you can cannot, I wouldn't say outsource that to our green Nick management services, or you can, you know, have a greater level of service. So, that's one of the beauties of the models is that flexibility in the service, you can have very limited capacity management or just ensuring the lights are on right through to a fully managed service for a small customer that may not have that level of resource or may be looking for somebody else to take that on. So you know, as you say, it's a flexible monthly charge with that burst ability, if required. Aaron Delp (Nutanix) 29:43 Now, Mark said it perfectly. I've zero to add to that. Just so you know. Matt Kimball 29:52 America, you're the you're the postman, I guess, huh. I love that. Steve McDowell 29:56 So So where are you taking it? Where are you focused? You So moving forward, are you doing everything you should be doing? Or we have more to look forward to? Aaron Delp (Nutanix) 30:05 Well, so here's I'll give you an area. So if you look at again, you know, as Mark mentioned, actually, in early on, we were. And when I say we Nutanix was the HPE Greenlake, Partner of the Year for the ecosystem. And you go to like joint roadmap, joint engineering kinds of things, you look at HP discover that the conference that just wrapped over in a Mia, what's the one of the big things they announced? Well, they announced Amazon Eks, A, or eks? Anywhere. So the ability to run Amazon Eks, or containers, and Kubernetes, on prem with HPE Greenlake. Well, Nutanix also has announced Eks a, on our nodes. And that just went GA as well, we announced it at cube con a couple months ago. But it just went GA last week as of the time of this recording. So you know, we you're starting to see synergies and things like that of like emerging technologies. Right. And so when we yeah, we talk about business critical apps, and we talk about databases. And we talked about end user computing, but a lot of folks are also starting to look at cloud native and cloud native architectures. And also want to go okay, where are we going next? And where are applications again, part of this modernization effort? If we not just lift and shift, but refactor and rewrite some of these architectures? Well, now you have a new model, these new models, completely new ways, new ways of engineering, new software to support them. And that's a journey, we're going to be going on together. Matt Kimball 31:43 Excellent. It's good to hear you say that, Aaron, because it's funny. Talk to folks. And some in some ways. HCI in general, and Nutanix, in particular, is a victim of its own success, right? Because it's like, I installed this, it works. I never, I never worry about it. And therefore I never think about so as I go down these modernization efforts. It's like, wait a minute, there's so much more capable, so many more capabilities built into Nutanix and Nutanix. And the Greenlake model that can really accelerate digital transformation projects that, you know, sometimes folks won't consider because it's just it's that stuff that runs and I never have to worry about, you know, it's it's, it's kind of a funny, good problem to have. But you know, funny as well. Aaron Delp (Nutanix) 32:29 Yeah. Well, and I don't I don't want to put words in Mark's mouth. But I know, like, in speaking with others at Greenlight, early days of Greenlake, what was their perception, their perception was it was hardware that was built as a service, you know, right or wrong, right. And those, those products and solutions and what what Greenlake offers, has advanced dramatically over the years. Nutanix is the same way that HCI a lot of people think HCI, they immediately think hardware, they immediately think, you know, hardware nodes. And we're way beyond that, right, where it is a software company now. And we've evolved. And so the same way HPE has evolved with Green Lake and the Green Lake model and solutions to go anywhere from just a basic managed service all the way to a full white glove service. On our side Nutanix system the exact same thing. Mark, I'll let you kind of comment on that one as well. Mark Macguire (HPE) 33:25 Yeah, yeah. Sometimes, as you see, it can be kind of oversimplified or maybe it's a historical thing was just hardware as a service. But we bring on Nutanix and services, that's been changed. But now we're kind of moving to next stage as well, we're looking more at it from a platform level. And that could be looking at the sustainability piece, but where you know where your power is being consumed. And there's other sustainability pieces around the payback that we do with the green neck model as well, which will help. So there's all these additions been added on. From a from a more practical point of view, Gen 11, would be coming on the DX platform in the next quarter or two as well. And also, we're doing more different, sorry, standardization on our nightride modules. It's great to have a customizable solution, but sometimes standardization as well, which will add a more standard build for Nutanix. So yeah, there's lots of new things happening on the on the platform side, and on the DX side, and then how are we integrated all together? With Nutanix? Matt Kimball 34:33 What do we what? What do you think, though, Steve? I mean, you talk to you talk to it, folks all the time. I mean, is this resonating with what you hear from? Steve McDowell 34:43 No, it absolutely does, right. And we talked about data, gravity and keeping, you know, modernization follows the data. In an end, it's not all about public cloud, right? We want this on prem, but we want this flexible consumption model. We want that for tension that Nutanix offers around, you know, business critical applications across kind of all the areas we talked about. So when I listen to the story, and this is not new for me, right? I'm excited by the potential of the two organizations together, right? I'd like to see them go. And it sounds like you're already already having these thoughts, right, go deeper and broader. Because man, you each Nutanix HPE, each brings some very unique value to the conversation, right? And more importantly, right to it end users, it's all about, it's all about simplicity. It's all about flexibility. And you know, not to be you know, big fanboy here. But I just like watching this move forward. I don't have a question in there. I'm just, you know, validating everything you've said, you know, when we talk to customers, it's exactly what we hear. So people, people, people like both, and it's nice to see you together. Aaron Delp (Nutanix) 35:52 Well, thank you. No, I appreciate it. And I'll just say this too, and kind of circle back all the way around. And probably one of the first things I said, right, like, what are the problems we're trying to solve? Again, it's, you know, traditional infrastructure, it's, it's too costly, it costs too much. It's way too time consuming, and can get way too complex. Right. And this is where we've really found good synergy between the solutions, we've been extremely complimentary in solving all of them, while at the same time, being extremely reliable, extremely scalable, extremely performance for, you know, business critical and mission critical apps. Steve McDowell 36:32 Absolutely. Well, listen, Aaron, Mark, thank you very much for taking the time today to talk to us. You know, I we're going to talk again this year, right? Because there's just a lot going on. And certainly, you know, our audience cares a lot about all of this. Matt Kimball 36:46 Without a doubt. Yeah, it's it's a it's great to have you both on here. You know, we talked about companies individually on podcasts a lot. It's great to have you both here and kind of talking to the, you know, so one plus one equals not even three, but four, five, and how it's actually happening on the back end. And we hope you guys will be back on the next couple of quarters to talk about what you see happening in 2023. And you know, what you're doing in response to some of these new trends that are going to kick off. Aaron Delp (Nutanix) 37:15 I look forward to it. Thank you so much. Steve McDowell 37:18 Thanks for having us. You bet. Yeah. And Matt. We have a lot of guests coming. In fact, we're going to spend some more time with Nutanix and HP both over the next couple of months, talking about different topics but good types of different topics. Alright guys, so we'll see you next time.