 from Boston, Massachusetts. It's theCUBE, covering WTG Transform 2019. Brought to you by Winslow Technology Group. Hi, I'm Stu Miniman, and we're in the shadow of Fenway Park. It's the third year we've had theCUBE at the Winslow Technology Group's user event, which is now called WTG Transform in 2019. Joining me is the president and founder of Winslow Technology Group, Scott Winslow. Thanks so much for joining me. And for the second year, Scott, I say, dude, thank you for making the name of the show simpler for me to say, WTG Transform rolls off the tongue. Our marketing folks were happy to accommodate you, Stu, but we're delighted to have theCUBE back. You guys do such a great job watching the industry, observing the industry, asking the great question. So delighted to have you here. Well, and thank you. We always love talking to users, and you've got 189 users here. The company itself is now 50 employees, 35% growth last year. So congratulations and gives a little bit about what's happening at a macro level that are driving some of that growth in your business. Yeah, thank you. It's been a fun ride. I mean, we're in the right industry, first of all, right? The server storage, hyperconverged infrastructure, networking, hybrid cloud solutions that all continues to grow. Data growth is explosive. So I think we happen to be in the right industry. That's certainly driving the growth. Our partnership with some of the key partners here, partners like Dell, VMware, Nutanix, Arctic Wolf, Arrow Hive. And I think we've saddled up with the right horses there. And we've really got a really great team on the sales side, but pre-sales engineering, post-sales engineering. So when you combine all of those factors together, it's led to some nice growth. I put some numbers up. Privately held companies don't usually share those numbers. We do like to share them with our customers. And we're a $37 million company last year. We're going to be 47 plus this year. And we feel like we're on our way to be a $100 million reseller by 2022. So it's really exciting. Well, once again, congratulations on that. And what it's really interesting to watch is, you started out selling Compellant. And Compellant got bought by Dell. Few years back, DellBot EMC, those are some of the big inflection points in your business. And you've had some great insight on, especially the things I've talked to you the last few years when we first met you at Dell World and through this transition of Dell going from just being Dell to being a bigger player in the enterprise market. They've now gotten, as you said, VMware, all the hyperconverge, all of these tailwinds for their growth have been part of what's been accelerating your growth. So give us the state of the state. When it comes to Dell, how are they doing with the channel? How are they doing with the product, the solution, the innovation that Joe Batista talked about this morning from Dell? How is that trickling down to you as a partner and ultimately your customers? Yeah, we first got involved with Dell back in 2011 as your reference when they acquired Compellant. We were concerned about it at the time. We wondered how we could fit into the ecosystem of this at the time $60 billion company. Little did we know would be the best thing that ever happened to us because we were really kind of a boutique shop selling storage and now we've got the full line and they've got the widest portfolio in the industry. So servers, storage, networking, hyperconverged solutions, obviously VMware. And so it's been a great relationship for us. I think the relationship with the channel is good. I wouldn't call it simple. It's at times complex. They do about 40% of their business through the channel. You've got direct sellers out there that are very good that sometimes want to take the business direct. But you looked at the growth numbers that we have and we've accomplished that as a Dell-centric partner. So at the end of the day, and I think this is Michael's argument kind of to the partner community, is that we've been able to grow our business. Some companies will have a ceiling and say, OK, all this business below a certain amount is partner business. Dell doesn't have that. You have to kind of navigate your way through the system. But if you develop the kind of relationship that we have with them, where there's some trust, they see our capabilities. When you're driving 200 end users to an event like this, even large OEMs like Dell take notice because it's the ability to drive new logos for their business. So we think the relationship's been really good. I'd give them an A minus, I'd say, in terms of their portfolio. I'd give them an A in terms of the channel relationships. We have squabbles now in them. But in general, I think the relationship is very good. Well, the thing we know in the industry is that there is no saying thing is perfect. And there needs to be change and growth a long time. And it sounds like they're listening and working with you, your peers in the industry to work that. I know there was a little bit of concern. When EMC came into the picture, you're in EMC's backyard here. And there were some really big EMC channel partners. And what would that mean to the companies that had been with Dell? And it seems like you're navigating that quite well. Yeah, we've been able to find our niche in that ecosystem. I'm not saying it's always been easy, but we're really starting to sell the PowerMaxes and Unities and IDPAs and Isilon and getting away from just being that kind of a compelent-centric partner. I think a couple of the benefits that came out of the merger one is if you look at Dell's server business, and I reference this in my opening comments, over the last eight quarters, they've taken six or seven points a share on the server market from their competitors, HP and Cisco. And that's really the result of the merger and having that additional sales bandwidth. So that's been fantastic for our business and for theirs. And I think if you look like a Dell end user compute, that was never a big part of our business. We kind of got into that over the last four or five years, really at the behest of the Dell sales team. And that's been a big win for us, surprisingly enough, particularly with the Windows 7 to 10 migration. Our end user compute business is through the roof. I gave our sales team two lower numbers on that. They're all about 160% of quota. So you're going to have to fix that next year. All right. Well, always tip to the sales rep. If you have a good plan, max it out because they will adjust it later. Exactly. Exactly. Payback is a, you know what? So Scott, one of the biggest changes I've seen in your business in the last year is you've been deep with Dell for many years. And with the Dell XC, which is the Nutanix OEM, is something that you were on early. You're a strong partner there, Nutanix. Still a strong partner, but today it is a mix of both the Dell XC and the VxRail from Dell EMC. So talk a little bit about why that changed, how that's going, how customers are seeing things these days. Yeah, I mean, absolutely. We were on very early with Nutanix. And we very much believe in their product and the software solution set that they've put together. I can remember Alan Atkinson from Dell standing up and saying, this is our HCI solution. It's going to be Nutanix on Dell Compute. And we've got 55-plus really happy customers out there. And we continue to sell that solution. And we've got a lot of very good customer satisfaction. That relationship's not going away, despite what some people may say in the industry. The fact is they've got 35,000 units out there. There's a billion-dollar pipeline of XC series. And there's a gentleman that runs the server business at Dell that wants to make sure that doesn't go away. Because that's one of the reasons that Dell's doing so well in the server business. Having said that, our take on it has been, hey, let's have two of the best products in the industry in our quiver, that being XC series Nutanix and VxRail. Initially, when VxRail first came out, we didn't think that it had some of the capabilities that it needed. And as it's evolved, we think that VxRail's gotten a lot better. And it's a lot more competitive, certainly in a VMware environment, a very strong player. And if you look at the numbers, they're doing very well with VxRail and so are we. So right now, we've got the one and two horse in the industry. We think it's great for us to be able to go to our customers. We give our AEs and our essays in the field the ability to evaluate the opportunity. What are the requirements of the customer? And do we think that either XC series Nutanix or VxRail will be the better fit? And we feel like either way, it's a win for us and a win for the customer. So Scott, feedback we heard at Dell World is that the Dell team's really trying to put their thumb on the scale to really incent the field to sell VxRail. XC is there, as you said, Ashley and the server team, they want to sell servers, but all things being equal, they're not equal, they want to sell the full Dell stack. So is there any of that that impacts what you're doing or pretty much from your standpoint, it's customer choice. We understand there's never one best solution out there and it is often differentiation in there. Obviously one is only VMware, one has multi-hypervisor, including a built-in hypervisor there. There's definitely, it's tough to line these up and compare them. There are differences there, but what's the impact of kind of Dell's positioning and what customers, how do they determine what to use? Well, at the end of the day, the rubber meets the road at the customer. I mean, we've got to, we always say within our company, we have to be aligned first with the customer. What do they want? What's the best fit for the customer? Now internally, inside the inside baseball, within Avar, what we say is, we've got to grow both businesses. We've got to grow our Nutanix business, which we did significantly last year, and we have to grow our VxRail business, which we did. And that way, we keep both groups happy and we're able to offer a nice portfolio. So I think that's the best way to approach it. All right, Scott, want to give you the final word? This is the 16th year of your event here. It's the 16th year of the company, 15th year of the event. All right, so give us the final takeaway. I know you've got a lot of meetings, got a lot of activity. Give everybody the final takeaway from Transform. Well, it's been a great event thus far. We've got more breakout sessions to go. We've got the ballgame tonight. Chris Sale was on the mound, so that's always exciting. We've got a lot of winning ball teams here in Boston, but for us, it's just growth. More customers are here, more partners. We've got more going on in the hands-on lab, our expo hallway, there's more product there, more subject matter experts. We have a lot more going on in terms of security this year with Arctic Wolf being here. Our VP of PS, Matt Kozlowski, is going to walk through a little cybersecurity case study. And so I think we're doing more on security, and certainly we've just got kind of more of all the solutions that we offer, and we're delighted to have an even bigger group here this year. So onward and upward, I guess, is the final word. All right, onward and upward. Scott, thank you so much again for sharing the updates on your company, as well as what's happening with all your users, and we always love those user stories. So I've got a full day of coverage here at WTG, Transform 2019, I'm Stu Miniman, and thank you for watching theCUBE.