 Live from Las Vegas, it's theCUBE. Covering VMworld 2017, brought to you by VMware and its ecosystem partner. Hey everybody, this is Dave Vellante with Peter Burson. We are live here at VMworld 2017. This is theCUBE, the leader in live tech coverage. Kevin Grace here is the Director of Product Marketing for Hybrid Cloud Platforms at Dell EMC. Welcome to theCUBE. Thanks. Okay, so we're here talking cloud, everybody's cloud crazy, but it seems like, as Peter said, that technology has matured. Yep. You know, and we're actually at a point where we can deliver what we've been talking about for the past five or six years. So how does that relate to what you guys have? What are you showing here at the event and what are customers saying? Yeah, what are the announcements? What's happening? So what's happening with the announcements? Well, one of the things we're announcing is enhancements to enterprise hybrid cloud. So if you've heard a lot at VMware Cloud Foundation, we've added support for VXRAC SDDC, which is our turnkey VMware Cloud Foundation platform. We've also enhanced support for VXRail. So we've added multi-site capabilities. So we now support up to four data center sites. And we've also added support for disaster recovery through RecoveryPoint VM. We're also added support for native hybrid cloud. So with native hybrid cloud, we now have a support for, we have new support for, we have a new turnkey platform for VXRail and we're supporting our new access testing tool, which is really focused on helping developers, right? So what the access testing tool does is it really focuses on when companies are going through and really looking at refactoring applications for things like when they're going to microservices, it has that ability to really go out and test to make sure the dependencies of services are still there. We also have a capability around called our application deployment tool, which really pushes, as you look to push a application out to multiple instances or foundations of Pivot Cloud Foundry, you can actually help, it does that in one push. So if you look at PCF, you can use a CF push cam and push it out to multiple instances. And in this case, it'll do that in one step. So that's all the things that you've done on an individual announcement basis and the tools. But Kevin, let's step back. Let's take the customer's perspective in a second. When you summarize all this, so you're standing in front of a customer and you're saying to the customer, we are pointing towards this vision. We want you to be here with us. What is that here? Where do you want them to be as you start to think about designing and priorities for this broad portfolio that you have? So you heard Bill Bob talk a little bit about sort of customers buying more outcomes per se. And one of the things you'll see is with, for instance, our native hybrid cloud is that ability to really get a repeatable process with Pivotal Cloud Foundry. So if you look at Pivotal Cloud Foundry, they're moving real fast, right? They have a release every 90 days pretty much and you need to be on the latest release within nine months and what? But let me stop you. Let me make sure they understand this. When you say repeatable process for Pivotal Cloud Foundry, what you're talking about is that the organization, the shop, can think about developing an application in Pivotal, deploying it out on Cloud Foundry and then running it on whatever underlying hybrid or converged infrastructure that they might want and being able to do that over and over and over. So they can increase their focus on the application function that they're generating. Is that basically what you mean? Absolutely. So it's that level of repeatability. Focus on the business problem, build it, and then take the pain and suffering out of deploying it wherever it needs to be. Absolutely, and maintaining it. So if we look at large customers, as I mentioned, one large financial institution was looking at how do they do this repeatedly across multiple data center sites, right? And how do they keep pace with that change over time? That's not an easy process when you're moving really fast and it's just one of those things where they tried to do it themselves for a while and realized it's better to buy that outcome than to try and create it on their own. You know, Dave, I was talking to a large user here on the show floor not too long ago, yesterday, in fact, about the fact that DevOps is not taking the world by storm the way many people thought it might. And he identified, specifically, that one of the reasons is because there's not enough support from the technology companies to start packaging and organizing their capabilities, their technology set, their product sets, to support a DevOps mentality. It almost sounds, you haven't said this, Kevin, I don't want to put words in your mouth, but it almost sounds as what you guys are saying is we're going to start designing and packaging and organizing our systems to support that sort of DevOps orientation so the system administrators can evolve in the way that they need to evolve as the business demands new change. Yeah, so if you look at our hybrid cloud platforms, they're really intended to be that easy button for deploying either a full virialized suite, virialized suite stack in our enterprise hybrid cloud or pivotal cloud foundry for native hybrid cloud. Another thing we introduced this week was our ready systems. But we have ready systems for VMware and we have ready systems for Pivotal. If you look at the VMware ready system, one of the things we found for VMware, one of the things we found was that many customers, if you look at enterprise hybrid cloud, it gives you a lot of benefits that a lot of our large enterprise customers are looking for. So it supports multiple sites, it supports disaster protection, but and it supports a turnkey platform where it's an engineered system. But for a lot of customers, it meant that you're always a couple of releases behind. So we give them that experience, right? And we make it a little bit, we give them an opportunity with the ready system to get that support from VMware, where we'll take on the HCI piece and support it. Same thing with native hybrid cloud in our Pivotal cloud foundry ready system or Pivotal ready system. They'll get their support for PCF from Pivotal, but they'll build it on HCI. And we're also introducing a Pivotal ready system based on PKS. I think PKS is interesting simply because if you look at the Kubernetes environment and the work that's been done with Kubo, it's really a platform that's more likely where people are going to want to build, right? If you look at those people that are doing it, they want more control over their build process and their pipeline, and therefore they're more likely to build. And with the PKS system, I think a ready system based on Pivotal, Pivotal ready system, they can get that outcome. So at the end of the day, it's all about changing the operating model and having a business impact. Peter, we were in our Palo Alto studio, one of our clients was in, very prominent end user and market practitioner, saying if you can't change the operating model, you might get a little bit of business benefit, but if you're a large company, you're never going to take a billion dollars at cost out. So my question is, what are you guys seeing, are you being able to affect the operating model and can you share any sort of of your favorite examples or even generic sort of proof points? Sure, absolutely. We had one customer CICC, their large HR outsourcer in China, and they were able to, by implementing Enterprise Hybrid Cloud, they were able to accelerate the time it took to get new application services by 60%. This is simply a means of taking IT out of the middle and really being able to accelerate the delivery of IT services. Or taking certain tasks that IT performs. It's not necessarily taking IT out, it's taking those low value tasks out, right? Absolutely, and self-service portal pieces exactly, so. And then maybe redeploying those resources. Absolutely, absolutely, right. So those are the types of outcomes. We also see, if you look at Pivotal and some of the capabilities they have, if you look at sort of traditional IT infrastructure, we see many customers moving to daily, weekly releases as opposed to if you think of a traditional model, you would be a much longer process. So that's the type of outcome we see as well. Well, one of the things you've been saying for years, I think Benioff stole it from you, is there's going to be way more SaaS companies coming out of non-tech companies than tech companies, to your point. Everybody's now a software company, and they're releasing code on a constant basis, and they're not technology companies. So he need help. He might not have stolen it from me, but it's a nice validation point. And I think we said it before he did. Just kidding, Mark. All right, Kevin, hey, thanks very much for coming to the queue. Thank you so much. Appreciate it, thanks. All right, keep it right there, everybody. We'll be back with our next guest. It's theCUBE, we're live from Las Vegas, Mandalay Bay, day three, VMworld 2017. We'll be right back. Thank you.