 Hi, I'm Stu Miniman with the Cube and we're here at the Winslow Technology Group Dell EMC user conference Here at the Hotel Commonwealth in Boston. Happy to have with me Mike Berthium who is the Northeast SE manager with Nutanix Mike it's great to see you. I'm happy to be here Stu. Thanks for having me. Appreciate it. All right, so Mike I've actually known you for a bunch of years. We've been at some of the local user groups actually not already a panel You were on a couple of years ago talked to us a little bit about Nutanix's channel And of course though the relationship with Winslow. Excellent. I think Nutanix's channel is very strong as you know, and I think a lot of our viewers know all of our Nutanix sales are done through the channel. So we are a 100% channel focused company the Winslow Technology Group has been a Tremendous channel partner for us in New England and other parts of the country as well growing their business down in the southeast and in the New York metro area but yeah, they've been Fantastic and what makes them a little bit interesting, you know, they're very focused on Dell EMC, right? So being part of the Dell EMC portfolio opens up quite a few opportunities. I think for Nutanix And it really I think helps Dell EMC complete their portfolio with our technology. Sure Mike Absolutely, we're gonna be talking to Scott Winslow today, you know been using Dell and I think was one of the earliest of the Dell XC Customers out there. What is it for the customers that they look for? I guess specifically for Dell XC from a partner Like Winslow Technology Group. I think from you know customers are looking for a partner who has their best interests at heart, right? So the value-added resellers and specifically Winslow is going to their customers as trusted advisors as consultants understanding business challenges and how they can solve those with technology and Nutanix is a natural fit, you know specifically Dell XC due to the simplicity You know the non disruptive operational procedures that we can bring in and now some of the new exciting stuff around our enterprise cloud operating system that we recently talked about at our dot-next conference. I think the Vision that Nutanix holds is in lockstep with you know what Winslow is trying to do for its customer base here in New England Yeah, Mike, I want you to talk a little bit about your customers that you're meeting with You know, what do they care about? What are the drivers there? What are things like converge hyper-converged in clouds? Does that mean something to them? Or you know, how is it? How do they say it in their business terms? Yeah, I think when we talk to customers most customers today Almost all customers know what converged infrastructure is hyper-converged I say I would say is a little bit, you know less than a converge But most most customers are educated and understand the concept I think when we start talking to customers and educate them about the XC platform and Nutanix and open their eyes to this concept of Enterprise cloud or enterprise cloud operating system. It changes the discussion and we see typically I'll see a lot of light bulbs go off in a lot of I don't and it realized that Nutanix could do that Or I didn't realize that you guys had you know custom native integration with the public cloud or were focused in the application stack Which is again some of the announcements that we made last week or a few weeks ago now at dot-next You know specifically around cloud, you know, what's that's the you know I find there is no typical state out there Companies are all over the map trying to figure out kind of hybrid or multi-cloud maybe give us a couple examples You know probably can't give us customer names, but how are they integrating cloud? How are they building their environments to be more cloud-like what we at Wikibon call true private cloud? What what are you seeing out there in the field? It's a great question So I think there is a Sort of a misconception from my view that cloud is purely lift and shift I'm going to take my applications and I'm going to move them into the public cloud or somebody else's environment in Reality cloud is a way of doing business right? It's a way It's a new way of thinking about it You know we talk about mode one and mode two applications or your legacy and your more stateless Applications that probably belong in a public cloud environment and what new tan X brings is the ability now to manage an environment in that new way Focusing both on your traditional legacy applications But helping you move to those no two applications Partnering with public how cloud providers specifically Google right so so that's that's the conversation We're really having is you know don't think of cloud as lift and shift think of it as a new way of doing business Let's figure out what cloud how cloud is going to benefit your business and align to the business value You're looking to achieve. Yeah, absolutely one of the lines We've heard many times is cloud is not a destination cloud is really an operating model for many of the users Last thing just what's kind of the feeling you get from people in it today in the keynote this morning Discussion was IT kind of went from a cost center to Supporting to the business and now IT is a driver for the business. Is that what you're seeing? You know what words kind of the the typical IT mindset, you know, what are they thinking about what what's exciting them? And what's worrying them? Yeah, I think first and foremost, you know digital transformation has quickly become kind of the cliche term Right, maybe one of the most hated terms in IT these days, but it's a reality I think for most folks right and understanding what digital transformation means in the business now Understanding that yeah again IT is actually driving business value in every way And how can they get to the level where IT is no longer in the way, you know long-duration projects are a thing of the past It's a it's a you know move forward mentality now continue to push the boundaries But yet keep you know, obviously keep the lights on and ensure that we're not gonna You know disrupt existing business processes that are tried and true So it's a it's kind of a tough paradigm that we're in right now And again, I think Nutanix really helps because we bring that non disruptive Perspective to being able to get to that next level. All right, Mike Barthium really appreciate you joining us here Nutanix been a great great role and working with partners like Winslow Technology Group You're watching the cube where we've got lots more coverage here from the WTG user group event