VMware Inc.(VMW) 管理层出席 Stifel 2019 跨部门洞察会议 (成绩单)

[机器翻译] 电话会议 · 2019年06月14日 · 69 次阅读

VMware, Inc. (NYSE:VMW) Stifel 2019 Cross Sector Insight Conference June 12, 2019 9:10 AM ET

VMware,Inc。(纽约证券交易所代码:[VMW])Stifel 2019跨部门洞察会议2019年6月12日上午9:10 ET

公司参与者

Rajiv Ramaswami - Chief Operating Officer-Products and Cloud Services

  • Rajiv Ramaswami - 首席运营官 - 产品和云服务

电话会议参与者

Brad Reback - Stifel Nicolaus

  • Brad Reback - Stifel Nicolaus

Brad Reback

Good morning, everyone. I'm Brad Reback with the Stifel software research team. Thanks very much for joining us. Next up, we have Rajiv Ramaswami, COO of Products and Cloud Services at VMware, and Paul Ziots from IR. Thanks both for joining us.

大家,早安。 我是Brad Reback和Stifel软件研究团队。 非常感谢您加入我们。 接下来,我们有VMware的产品和云服务首席运营官Rajiv Ramaswami和IR的Paul Ziots。 谢谢你们加入我们。

Rajiv Ramaswami

Thank you, Brad, for having us here.

感谢Brad,让我们来到这里。

Brad Reback

Excellent, so let me read the safe harbor statement first, and we'll get into the Q&A.

很好,所以让我先阅读安全港声明,我们将进入问答环节。

Rajiv Ramaswami

Sure.

当然。

Brad Reback

Statements made in these discussions which are not statements of historical fact are forward-looking statements based upon current expectations. Actual results could differ materially from those projected due to a number of factors, including those referenced in VMware's most recent SEC filings on forms 10-Q, 10-K and 8-K.

在这些讨论中作出的不是历史事实陈述的陈述是基于当前预期的前瞻性陈述。 实际结果可能与许多因素产生重大影响,包括VMware最近提交的10-Q,10-K和8-K表格中提到的那些因素。

Rajiv Ramaswami

All right, excellent.

好吧,非常好。

Brad Reback

So Rajiv maybe we could start from a bit of a historical perspective. You go back 10 years ago, VMware was a phenomenal one product company. But over the last several years, the products set has expanded dramatically. And I think investor perception has maybe not kept pace with the product rollout. So maybe update us on where you are today.

所以拉吉夫也许我们可以从一个历史的角度出发。 你回到10年前,VMware是一家非凡的产品公司。 但在过去几年中,产品组合已经大幅增加。 我认为投资者的看法可能跟不上产品推出的步伐。 所以也许更新我们今天的位置。

Rajiv Ramaswami

Absolutely. So VMware started out with its roots in what we call server virtualization, the ability to virtualize severs and build these highly efficient data centers. And that's really what took us through the first 10 and even 15 years of our history, and that's still a good component of our business. But over the last five to ten years, we've built up billion-dollar-plus businesses in a number of adjacent areas. The first one was management; the second has been networking, software-defined networking; the third, we're getting there, is actually – close to getting there is storage; and the fourth is end user computing.
So each of these businesses now are in that $1 billion range. Now as we've expanded in these adjacent areas, our vision has gotten a lot broader and very relevant to our customers today. So if you look at where we're going today, we are on this mission to deliver any applications, right? Our customers are interested in applications. They're interested in running their current applications. They're interested in transforming themselves with new applications that will enable them to conduct business differently in this digital world.
So our job is to help them run those applications, whether it be traditional applications or whether it be modern applications. Help them build those applications, okay? And give them the flexibility and freedom to run those applications wherever they want on any cloud of their choice. Those applications could be running inside their data centers, they could be running in the edge of their infrastructure, they could be running in the public clouds. So the ability to deliver any application on – from any cloud [finally in the] [ph] last piece to the users, right?
The users are consuming these applications on a range of device. People have PCs, they have Macs, they have iPhones, they have Android devices, and they keep on being – they're out there everywhere consuming these enterprise applications. And so our job is to enable those applications to be delivered from any cloud to the device of their choice.
So that is the broad vision that we're driving. Now within that, I just want to say how are we relevant to the initiatives today, right? So if you look at that context, what are customers trying to do today? They're all operating in this hybrid cloud world and the ability to run across multiple data centers, hybrid cloud, multiple public clouds. So we enable them to run in hybrid clouds. We enable them to operate across multiple clouds.
We enable them to go build modern applications. People are worried about networking and securing all of these applications' users' data. We enable them to do that. And the last piece, our end user computing, is about how do you improve your employee productivity and experience with the digital workplace. So that's the broad set of activities that we are engaged with, with our customers. And that's why our product set now has expanded, our portfolio is broad, and we are more relevant than ever to our customers.

绝对。因此,VMware的起源始于我们所谓的服务器虚拟化,虚拟化服务器以及构建这些高效数据中心的能力。而这正是我们历史上最初的10年甚至15年所带来的,而这仍然是我们业务的一个很好的组成部分。但在过去的五到十年里,我们已经在一些邻近地区建立了数十亿美元以上的业务。第一个是管理层;第二个是网络,软件定义网络;第三,我们到达那里,实际上 - 接近存在存储;第四是终端用户计算。

所以这些业务现在都在10亿美元左右。现在,随着我们在这些相邻区域的扩展,我们的愿景已经变得更加广泛,并且与我们今天的客户息息相关。因此,如果你看看我们今天要去的地方,我们正在履行这项使命,提供任何应用程序,对吧?我们的客户对应用感兴趣。他们对运行当前的应用程序很感兴趣。他们有兴趣通过新的应用程序转变自己,使他们能够在这个数字世界中以不同的方式开展业务。

因此,我们的工作是帮助他们运行这些应用程序,无论是传统应用程序还是现代应用程序。帮助他们构建这些应用程序,好吗?并为他们提供灵活性和自由,可以在他们想要的任何云上运行这些应用程序。这些应用程序可以在其数据中心内运行,它们可以在其基础架构的边缘运行,它们可以在公共云中运行。因此,能够提供任何应用程序 - 从任何云[最后] [ph]最后一块到用户,对吗?

用户正在一系列设备上使用这些应用程序。人们拥有个人电脑,他们拥有麦克风,他们拥有iPhone,他们拥有Android设备,而且他们一直存在 - 他们在那里消费这些企业应用程序。因此,我们的工作是将这些应用程序从任何云交付到他们选择的设备。

这就是我们正在推动的广阔愿景。现在,我只是想说明我们今天如何与这些举措相关,对吧?因此,如果你看一下这个背景,客户今天想做什么?他们都在这个混合云世界中运营,能够跨多个数据中心,混合云,多个公共云运行。因此我们使它们能够在混合云中运行。我们使它们能够跨多个云运行。

我们使他们能够构建现代应用程序。人们担心网络和保护所有这些应用程序的用户数据。我们让他们这样做。最后一部分,即我们的最终用户计算,是关于如何通过数字化工作场所提高员工的工作效率和体验。这就是我们与客户共同开展的广泛活动。这就是为什么我们的产品组合现在已经扩展,我们的产品组合广泛,我们对客户的关注度比以往任何时候都高。

Brad Reback

Great, so may be building on the hybrid cloud theme. So several years ago, the combined EMC VMware, I would say, took a very cloud – single cloud focus trying to do it themselves. Post the Dell deal, you signed this fantastic agreement with AWS. You've now expanded that to Azure in a different form, I understand that, and have others as well. So maybe give us an overview of where you stand today, how the partnerships differ amongst themselves.

太棒了,所以可能会建立在混合云主题上。 几年前,我想说,合并后的EMC VMware采用了非常单一的云计算方式,试图自行完成。 在发布戴尔协议后,您与AWS签署了这项梦幻般的协议。 您现在已经以不同的形式将其扩展到Azure,我理解这一点,并且还有其他形式。 所以也许请告诉我们您今天的立场,合作伙伴之间的差异。

Rajiv Ramaswami

So, when we say hybrid cloud, we have a unique ability to deliver this hybrid cloud.
Now our customers, what are the customer problem again? So they want to be able to run their applications wherever they want, right. Cloud of their choice, AWS, Azure or their on-prem data centers. What we do is to provide a consistent software stack that can run across any of these environments, on their data centers, in AWS, in Azure, in IBM Cloud and a number other cloud providers. The benefit of having a common software stack that we provide, we call it VMware Cloud Foundation, is that from a customer perspective, these applications are completely portable, right.
When they run an application on our cloud, right, on a VMware stack, it can easily be lifted and shifted to any of the clouds of their choice back and forth. They don't have to spend a lot of dollars refactoring and creating new versions of these applications to run them on the cloud of their choice. Big, big cost savings and time to market, okay, their operations procedures are exactly the same. So the same consistent operating environment across all of these, they don't have to go retrain their people either.
So that's what we provide. And we're uniquely capable of doing that because we are a software layer. We're not wedded to any single cloud, right. And so we provide this across multiple clouds. Now let's talk about how we do it. On a broad level, our customers consume our offerings in three ways. The traditional way was we sell them software, they run it, they manage it themselves. We call that customer-managed, and a large portion of our business is that way. The other side of the equation is where we run the service and deliver the infrastructure as a service to our customers, and they just simply consume it and they run their applications and workloads.
Our VMware Cloud on AWS is our preferred choice for doing that, and we – in that scenario, we provide a service, right. The same stack is delivered as a service by us inside AWS data centers, right. That's the VMware Cloud on AWS offering, and that's what we call VMware-managed.
The third aspect is we also provide our software to partners, and the partners then run that as a service and deliver it to their customers. We call that partner-managed. Our Azure offering as well as our IBM Cloud offering fall into that category. We provide our software to IBM. IBM runs it as a service and delivers it on their – from their data centers to their customers. The same thing – Azure is doing the same thing. So Azure uses their – two of their partners, Virtustream and Cloud Simple, to deliver our VMware stack from their infrastructure to their customers.
So we have these three different models and all three coexist. And from a customer perspective, they get to have – operate in a consistent infrastructure, consistent environment across all of these clouds.

因此,当我们说混合云时,我们有独特的能力来提供这种混合云。

现在我们的客户,又有什么客户问题?因此,他们希望能够在任何他们想要的地方运行他们的应用程序。他们选择的云,AWS,Azure或其本地数据中心。我们所做的是提供一致的软件堆栈,可以在任何这些环境,数据中心,AWS,Azure,IBM Cloud和许多其他云提供商中运行。拥有我们提供的通用软件堆栈(我们称之为VMware Cloud Foundation)的好处是,从客户的角度来看,这些应用程序是完全可移植的。

当他们在我们的云上运行应用程序时,在VMware堆栈上,它可以轻松地被提升并转移到他们选择的任何云来回。他们不必花费大量资金重构并创建这些应用程序的新版本,以便在他们选择的云上运行它们。节省大量成本和上市时间,好吧,他们的操作程序完全相同。因此,所有这些操作环境一致,他们也不必重新培训他们的员工。

这就是我们提供的。我们有能力做到这一点,因为我们是一个软件层。我们并没有坚持任何单一的云,对吧。因此我们在多个云中提供此功能。现在让我们谈谈我们如何做到这一点。从广义上讲,我们的客户以三种方式消费我们的产品。传统的方式是我们销售软件,运行软件,自己管理软件。我们称之为客户管理,我们的大部分业务都是这样。另一方面是我们运行服务并将基础架构作为服务提供给客户的地方,他们只是简单地使用它并运行他们的应用程序和工作负载。

我们在AWS上的VMware Cloud是我们的首选,我们 - 在这种情况下,我们提供服务,对吧。我们在AWS数据中心内将相同的堆栈作为服务提供。这就是AWS产品上的VMware Cloud,这就是我们所说的VMware管理的产品。

第三个方面是我们还向合作伙伴提供我们的软件,然后合作伙伴将其作为服务运行并将其交付给客户。我们称之为合作伙伴管理者。我们的Azure产品以及IBM Cloud产品属于该类别。我们向IBM提供我们的软件。 IBM将其作为一项服务运行并将其从数据中心交付给客户。同样的事情 - Azure正在做同样的事情。因此,Azure使用他们的两个合作伙伴Virtustream和Cloud Simple来将我们的VMware堆栈从他们的基础架构交付给他们的客户。

所以我们有这三种不同的模型,三者并存。从客户的角度来看,他们可以在一致的基础架构中运行,并在所有这些云中保持一致的环境。

Brad Reback

Do the economics look meaningfully different to VMware across these three different deployments?

在这三种不同的部署中,经济学与VMware有何不同?

Rajiv Ramaswami

Yes. From an economic perspective, actually, the bigger thing as you alluded to at the beginning here is a lot of our customers are still consuming one of our products, which is VCF, okay. Now when we get to the cloud, whether it be a VMware Cloud Foundation on-prem or in AWS or in Azure, now the customers are consuming our compute offering, VCF; they're computing, storage, V SAN; they're consuming networking, NSX; right. And so our overall offering now is compute, storage, networking, all put together regardless of which cloud that they're in.
So from an economic perspective for us, by the way, they're consuming more of our products, right? And of course, from a customer perspective, we have to be a competitive operating across all of these [indiscernible], and we strive to be.

是。 从经济角度来看,实际上,你在一开始就提到的更重要的事情是我们的很多客户仍在使用我们的产品之一,即VCF,没关系。 现在,当我们进入云端时,无论是在本地的VMware Cloud Foundation还是在AWS或Azure中,现在客户都在使用我们的计算产品VCF; 他们是计算,存储,V SAN; 他们正在消费网络,NSX; 对。 因此,我们现在的整体产品是计算,存储,网络,无论他们在哪个云中,所有这些都放在一起。

因此,从经济角度来看,顺便说一下,他们正在消耗更多的产品,对吗? 当然,从客户的角度来看,我们必须在所有这些[音频不清晰]中具有竞争力,并且我们努力做到。

Brad Reback

And have you seen as customers have begun the movement – let's just talk about VMC on AWS for the more mature ones that have begun to move some workloads there that maybe didn't have meaningful networking or storage products from you on-prem that they're starting to bring some of that back on-prem as well to harmonize their environments?

您是否已经看到客户已经开始了这一运动 - 让我们在AWS上谈论VMC上的VMC,以了解那些已经开始在那里运行某些工作负载的更成熟的工作站,这些工作负载可能没有来自您的有意义的网络或存储产品。 重新开始将其中的一部分带回本地以及协调他们的环境?

Rajiv Ramaswami

Yes. I mean, so the large majority of our customers who've gone with our VMware Cloud and AWS only had VCF. And so now they go to the full VMware Cloud on AWS. Now the journey for many of these customers is it's a dual journey, right. They're not all going to the cloud or they're not all, right, getting out of their data centers, it's a combination. They're going to run their applications inside their data centers, and some of their applications, they're going to go run in the cloud. So when we go to this model, customers are – on their on-prem, they're moving from just VCF to this full VMware Cloud Foundation that also includes networking and storage.
And that same infrastructure now they're getting in AWS, right. And so the use cases actually tend to be very much along those same lines. So the three use cases that people are using here, right, let me walk through each of them. The first is many of our customers have a number of data centers. What they're looking to do is some level of consolidation, and so they'll run across fewer data centers, get – saves them costs, saves them operating issues, right? And then they'll run some of their data centers in the cloud, okay? That's the first use case.
The second use case is elastic capacity expansion where you need capacity temporarily perhaps, and you can easily get that back and forth in the cloud versus trying to do that on-prem. And the third is disaster recovery, right? So if you want to do disaster recovery, instead of having a data center just dedicated for that, now you can do that in the cloud.
I'll give you an example of a customer, right? This is a large outsourcer in India. We were just talking to them a couple of weeks ago. They operate 22 data centers around the world globally, and they're sitting out of India operating these data centers. They're finding it painful for two reasons. First, they have to operate all of these across – around the world and they don't really want to be in the business of operating data centers, number one.
Number two, for them, a key competitive advantage is being able to onboard new customers quickly and get them capacity as needed, and when customers leave they have to be able to exit as well. So that is a notion of being able to on board quickly, get capacity need as quickly as you can and then get rid of it when you don't need it, right? And both of those drive adoption of VMware Cloud and AWS, right? So exactly that model.
You don't have to operate all these data centers around the world, we can operate it for them in all these AWS zone around the world. We can get them that elastic capacity expansion and be able to onboard customers very quickly, and we can give them very robust disaster recovery. So that's classic all three use cases playing in a typical customer environment.

是。我的意思是,因为我们的VMware Cloud和AWS的绝大多数客户都只使用VCF。现在,他们转到AWS上的完整VMware Cloud。现在,许多这些客户的旅程是双重旅程,对吧。他们并非全都进入云端,或者他们不是全部,正确地走出他们的数据中心,这是一个组合。他们将在他们的数据中心和他们的一些应用程序中运行他们的应用程序,他们将在云中运行。因此,当我们采用这种模式时,客户 - 在他们的本地,他们正在从仅仅VCF转移到这个完整的VMware Cloud Foundation,其中还包括网络和存储。

现在,他们正在使用相同的基础架构。因此,用例实际上往往是沿着同样的路线。所以人们在这里使用的三个用例,对,让我走过每个用例。首先是我们的许多客户都拥有许多数据中心。他们希望做的是进行一定程度的整合,因此他们将在更少的数据中心运行,获得 - 节省成本,节省运营问题,对吗?然后他们会在云中运行他们的一些数据中心,好吗?这是第一个用例。

第二个用例是弹性容量扩展,您可能暂时需要容量,并且您可以轻松地在云中来回切换,而不是尝试在本地执行此操作。第三是灾难恢复,对吧?因此,如果您想要进行灾难恢复,而不是专门为此设置数据中心,那么现在您可以在云中执行此操作。

我会给你一个客户的例子,对吗?这是印度的一家大型外包商。几个星期前我们刚刚与他们交谈。他们在全球范围内运营着22个数据中心,他们坐在印度境外运营这些数据中心。由于两个原因,他们发现它很痛苦。首先,他们必须在全球范围内运营所有这些,他们并不真正希望从事数据中心运营业务。

第二,对他们来说,一个关键的竞争优势是能够快速登上新客户并根据需要获得他们的容量,当客户离开时他们也必须能够退出。所以这是一个能够快速上手,尽可能快地获得容量需求的概念,然后在你不需要它时摆脱它,对吧?这两者都推动了VMware Cloud和AWS的采用,对吧?正是那个模型。

您无需在全球范围内运营所有这些数据中心,我们可以在全球所有这些AWS区域为其运营。我们可以让他们获得弹性容量扩展并能够非常快速地为客户提供服务,并且我们可以为他们提供非常强大的灾难恢复。因此,在典型的客户环境中,这三个用例都是经典的。

Brad Reback

And as you think about a recent acquisition you did in CloudHealth, help us understand how that really helps customers manage these multi-cloud environments.

当您考虑最近在CloudHealth中进行的收购时,请帮助我们了解这是如何真正帮助客户管理这些多云环境的。

Rajiv Ramaswami

Yes. So if you look at these multi-cloud environments, customers use the VMware stack across these in a consistent way, that's one option. They're also using native cloud services, right? So they're using – they go to Azure, AWS, use their native services also. When you're operating in this multi-cloud world, what we find very commonly is customers lack visibility. Because what happens within these customer environments is multiple people are opening up accounts at AWS or Azure, with their credit cards, for example. They're going off and consuming services. So you don't really have a great handle on how much you're spending nor whether you're actually spending this efficiently or not.
So what CloudHealth does is it provides visibility into all the spend associated with any particular cloud, whether it's Azure, whether it's AWS, okay? And then once you have visibility into that spend, then they'll tell you how to optimize it. And so, for example, you might be consuming – you might have picked, for example, on-demand instances, which are quite expensive, and you're consuming that – you've been consuming that on a steady state for quite a while. It might be a lot cheaper to convert that from an on-demand instance to a reserve instance.
So we provide that kind of guidance, like cost, resource optimization. Moving forward, we're also going to provide governance, security, compliance, automation and management, our workloads across all of these clouds, application monitoring. So that whole set of multi-cloud management services is what we provide, starting with the CloudHealth platform.

是。因此,如果您查看这些多云环境,客户可以以一致的方式使用VMware堆栈,这是一种选择。他们也使用原生云服务,对吧?所以他们正在使用 - 他们去Azure,AWS,也使用他们的本地服务。当您在这个多云世界中运营时,我们发现非常普遍的是客户缺乏可见性。因为在这些客户环境中发生的事情是,例如,多个人在AWS或Azure上使用他们的信用卡开立账户。他们走了,消费服务。因此,你并没有真正掌握你花多少钱,也不知道你是否真的有效地花钱。

所以CloudHealth所做的是它提供了与任何特定云相关的所有花费的可见性,无论是Azure,还是AWS,好吗?然后,一旦您了解了这些支出,他们就会告诉您如何优化支出。因此,例如,您可能正在消耗 - 例如,您可能选择了按需实例,这些实例非常昂贵,并且您正在消耗它 - 您已经在稳定状态下消耗了相当长的一段时间。将它从按需实例转换为保留实例可能要便宜得多。

所以我们提供这样的指导,比如成本,资源优化。展望未来,我们还将提供治理,安全性,合规性,自动化和管理,我们在所有这些云中的工作负载,应用程序监控。因此,从CloudHealth平台开始,我们提供了整套多云管理服务。

Brad Reback

Got it. Super helpful. Shifting gears. A few years ago, containers were going to be end of you. Maybe update on – us where you stand on that, and actually, the opportunity that it's become rather than the secular challenge.

得到它了。 超级有帮助。 换档。 几年前,容器将在你身边结束。 也许更新 - 我们你站在那里,实际上,它的机会,而不是世俗的挑战。

Rajiv Ramaswami

Yes. So why are containers important? Containers are a great way for people to develop modern applications and sort of building these applications is one big monolithic block, which is really how everything is built today. What that means is that those applications can’t really scale up easily. Any time you have to update an application, you have to update the entire application.
When you go with containers, you are building these out of smaller micro services. And what happens in that case is when you have to update the application, you only have to update a piece of the application. And at the same time, when you want to scale out, you can scale things out on a gradual basis, so which is why people are adopting containers today. Now how are they deploying containers? A vast majority of container deployment today is actually on top of VMs, inside VMs, and that includes container offerings from the public cloud vendors as well, as well as our own offerings.
So for us, containers have turned into a significant opportunity. Today, we offer a full set of Kubernetes-based container orchestration platforms. And Kubernetes has emerged the preferred way for customers to orchestrate their container infrastructure. So Kubernetes is an open-source project. We provide a fully supported upstream distribution of Kubernetes we call that essential. We also add life cycle management, we add networking and security and provide a turnkey enterprise version of Kubernetes that we call Pivotal Kubernetes Service.
And by the way, these offerings are developed jointly with our partner Pivotal. And we take that to market as an enterprise-grade Kubernetes offering that’s available, again, on-prem but also available in multiple clouds. So for us, containers have turned into a completely new opportunity for us to go help our customers modernize their applications.

是。那么为什么容器很重要?容器是人们开发现代应用程序和构建这些应用程序的一种很好的方式,这是一个巨大的整体块,这就是今天所有内容的构建方式。这意味着那些应用程序无法轻易扩展。每当您必须更新应用程序时,您都必须更新整个应用程序。

当您使用容器时,您正在使用较小的微服务构建这些容器。在这种情况下发生的情况是,当您必须更新应用程序时,您只需要更新应用程序的一部分。与此同时,当你想扩展时,你可以逐步扩展,所以这就是人们今天采用容器的原因。现在他们如何部署容器?今天绝大多数的容器部署实际上都在虚拟机之上,在虚拟机内,并且包括来自公共云供应商的容器产品,以及我们自己的产品。

所以对我们来说,集装箱已经成为一个重要的机会。今天,我们提供了一整套基于Kubernetes的容器编排平台。而Kubernetes已成为客户协调其集装箱基础设施的首选方式。所以Kubernetes是一个开源项目。我们提供完全支持的Kubernetes上游分发,我们称之为必不可少。我们还添加了生命周期管理,我们添加了网络和安全性,并提供了我们称之为Pivotal Kubernetes服务的Kubernetes的交钥匙企业版。

顺便说一句,这些产品是与我们的合作伙伴Pivotal共同开发的。我们将其作为企业级Kubernetes产品推向市场,该产品既可以在本地使用,也可以在多个云中使用。因此,对我们而言,容器已经成为我们帮助客户实现应用现代化的全新机会。

Brad Reback

And you mentioned Pivotal. Maybe you can just help us understand the relationship with Pivotal as you go after, to some extent, a platform as a service strategy with Kubernetes?

你提到了Pivotal。 也许你可以帮助我们理解与Pivotal的关系,在某种程度上,作为Kubernetes的服务战略平台?

Rajiv Ramaswami

Yes. So Pivotal – we work together with Pivotal in building our application-oriented offering. So our Kubernetes offering is jointly developed, engineered and sold together with Pivotal. So we have engineering teams from both companies that came together to build this Kubernetes service. And then that service is taken to market and sold by both Pivotal and us and, of course, we share in the revenues, right, for it. So very tight alliance with them. Again, we see Pivotal delivering the full PaaS solution on top of this Kubernetes platform. We are going together to customers to help them with this application modernization journey. And that’s the relationship, and it’s going well.

是。 所以Pivotal - 我们与Pivotal合作构建面向应用程序的产品。 因此,我们的Kubernetes产品与Pivotal共同开发,设计和销售。 因此,我们邀请两家公司的工程团队共同建立这个Kubernetes服务。 然后,这项服务被Pivotal和我们推向市场并销售,当然,我们分享收入,对吧。 与他们非常紧密的联盟。 我们再次看到Pivotal在这个Kubernetes平台上提供完整的PaaS解决方案。 我们正在与客户一起帮助他们完成这个应用程序的现代化之旅。 这就是关系,而且进展顺利。

Brad Reback

Great. Let’s see if there are any questions in the audience. Okay. We’ll continue. Security is something I hear you talk more and more about over the last sort of year or two. Maybe update us where you are in that journey. How you view yourselves – or how you play with the pure plays in that market?

非常好。 让我们看看观众是否有任何问题。 好的。 我们会继续。 在过去的一两年中,我听到你越来越多地谈论安全问题。 也许更新我们你在那个旅程中的位置。 你如何看待自己 - 或者你如何在那个市场中玩纯粹的戏剧?

Rajiv Ramaswami

Yeah. I mean if you look at fundamentally the security problem here, at a very top level, security spend within companies is growing at about twice the spend of IT. And yet, at the same time, the impact – security threats continue to increase. And I would say largely, as an industry, we have not been successful at tackling security, okay? And if you look at where the security dollars are being spent, it’s pretty eye-opening.
So most of the money in security these days is spent chasing attacks, and attacks keep changing. Every day, you’ve got new people trying new techniques to come at you. And you look at the equation, it’s kind of very one-sided because the attackers only need to get in and break in once. And if they break in once, they get access to your data, they get access to your sensitive information, and they’ve won.
The defenders have to be right every time. They have to ward off every attack. It’s a very tough, tough equation there, right? The odds are on the attacker eventually breaking in. And that’s the challenge we face.
So what happens today is people put in – a typical enterprise puts in 30 to 50 security products, tries to protect their infrastructure, focuses on handling attacks, and it’s fundamentally broken. We think there’s a unique opportunity to shift the landscape in this direction, which is rather than spending all your dollars chasing attacks, focus on protecting what you know is good, right? You know your infrastructure, right? You know what runs on that infrastructure. You know who they should be talking to.
And by changing the focus to locking down what you know is good in your infrastructure versus trying to chase every bad actor out there, you have a much better chance of defeating the attackers. And that’s fundamentally what we do with our security strategy, which is build in security into the infrastructure, focus that security on understanding your applications, understanding user behavior and look at deviation from those.
We may not know the latest and greatest attacks, but we do know that, hey, this is how your environment is supposed to operate. And if there’s changes from that environment, we can tell you. And that fundamentally change the security equation. And how are we delivering that? We are delivering that intrinsically in the infrastructure products that we sell. It’s part of VCF, our compute offering; it’s part of networking, our NSX offering. Encryption is built into everything we do. It’s part of our workspace offering.
So as customers buy our products, they’re getting in that built-in security that’ll help them do a much better job of protecting their infrastructure with fewer products and less complexity than traditional ways of doing it.

是啊。我的意思是,如果你从根本上看这里的安全问题,在最高层,公司内部的安全支出增长大约是IT支出的两倍。然而,与此同时,影响 - 安全威胁继续增加。我会说,作为一个行业,我们在解决安全方面没有取得成功,好吗?如果你看一下安全资金的花费在哪里,它就会让人大开眼界。

因此,如今大部分安全资金用于追逐攻击,而且攻击不断变化。每天,你都会有新人尝试新技术来迎接你。你看一下这个等式,它有点片面,因为攻击者只需要进入并进入一次。如果他们闯入一次,他们就可以访问您的数据,他们可以访问您的敏感信息,并且他们赢了。

防守者每次都必须是正确的。他们必须抵御每一次袭击。那是一个非常艰难,艰难的等式,对吗?攻击者最终闯入的可能性很大。这就是我们面临的挑战。

所以今天发生的事情是人们投入 - 一个典型的企业投入30到50个安全产品,试图保护他们的基础设施,专注于处理攻击,并且它从根本上被打破。我们认为有一个独特的机会可以改变这个方向的景观,而不是花费你所有的美元追逐攻击,专注于保护你知道的好事,对吗?你知道你的基础设施吗?您知道该基础架构上运行的是什么。你知道他们应该和谁说话。

通过改变焦点来锁定你所知道的基础设施中的好处,而不是试图追逐每个坏的演员,你有更好的机会击败攻击者。这基本上就是我们对安全策略所做的工作,安全策略是在安全性中构建基础架构,将安全性集中在理解应用程序,了解用户行为以及查看偏离这些安全性。

我们可能不知道最新和最大的攻击,但我们知道,嘿,这就是你的环境应该如何运作。如果那个环境发生了变化,我们可以告诉你。这从根本上改变了安全等式。我们如何实现这一目标?我们正在为我们销售的基础设施产品提供内在的服务。它是VCF的一部分,我们的计算产品;它是网络的一部分,我们的NSX产品。加密内置于我们所做的一切。这是我们工作空间产品的一部分。

因此,当客户购买我们的产品时,他们会获得内置的安全性,这将有助于他们以比传统方式更少的产品和更低的复杂性来更好地保护他们的基础架构。

Brad Reback

And where do you think you are on the journey of educating the customer base around these offerings?

您认为自己在这些产品的教育客户群的过程中在哪里?

Rajiv Ramaswami

Yes. So if you look at fundamentally how far we have gotten on this, some of these products are further along in this direction than others. For example, with our networking product, NSX, we call intrinsic – what we call service-defined firewall, which is essentially doing what I just said. That represents about 40% to 50% of the use cases of where NSX is sold today. So very strong adoption of that intrinsic security value proposition in the networking space.
In the compute space, late last year is when we launched, essentially, built-in security with vSphere. And so that – again, we think everybody buying VCF should just go build in security as a part of it, right? No need to bolt it on later. And so that’s been fairly early. Similarly, on the workspace side – on the digital workspace side, we’ve started providing security analytics and user behavior analysis, and that’s also fairly recent over the last year. So security is an emerging play for us.

是。 因此,如果从根本上看我们已经取得了多大进展,其中一些产品在这个方向上比其他产品更进一步。 例如,通过我们的网络产品NSX,我们称之为内在 - 我们称之为服务定义的防火墙,这基本上就是我刚才所说的。 这相当于今天NSX销售用例的约40%至50%。 因此,在网络领域非常强烈地采用了这种内在的安全价值主张。

在计算领域,去年年底是我们推出vSphere的内置安全性。 所以 - 再次,我们认为每个购买VCF的人都应该将安全性作为其中的一部分,对吧? 以后不需要把它拧紧。 所以这已经很早了。 同样,在工作区方面 - 在数字工作区方面,我们已经开始提供安全分析和用户行为分析,这也是去年的最新情况。 所以安全对我们来说是一个新兴的游戏。

Brad Reback

Great. You mentioned storage several times during the presentation. HCI, we had a very controversial area, we’ll say. So what’s your update on the HCI market?

非常好。 您在演示期间多次提到存储。 HCI,我们有一个非常有争议的领域,我们会说。 那你对HCI市场的更新是什么?

Rajiv Ramaswami

Right. So hyper-converged infrastructure fundamentally started out by combining virtual compute and virtual storage offerings together. You put a bunch of disks, you put a bunch of flash drives together, you manage it all with software and provide enterprise-class storage to customers. And the value proposition is obviously better ROI compared to traditional ways of doing storage, easier management, easier CapEx and OpEx, right? So that’s how it started with HCI, and it’s grown very nicely in the market. It’s the fastest-growing segment within the storage market overall. We are a leader in this space.
Now if you look at where HCI is going, so HCI started from this compute-storage-only thing to now embracing the full stack. So when a customer thinks about HCI today, they’re talking about the full software-defined data center, which includes not just computer storage but compute storage, networking and automation all put together. That’s really VMware Cloud Foundation, which is really what we’ve been doing. And if you look at the products in that space, we are best-in-class in compute, we’re best-in-class in networking, best-in-class in cloud management, right, and a leader in storage as well now.
So that’s a journey for our customers, right? HCI is starting from compute storage, moving to this full stack offering. It doesn’t even stop there. From that, the next step in their journey is to get HCI on the cloud of their choice. So multi-cloud comes in here. Hybrid cloud is a key factor here, too. So with that, so we get them this full stack HCI inside their data centers, and we also make it available to our customers across all these clouds we talked about, AWS, Azure, IBM and 4,000 other cloud provider partners.
So that’s a very powerful thing for our customers to adopt, and that’s why we’re seeing our business doing really well when it comes to storage. I mean we grew, for example, last quarter 50% year-over-year, and you can compare that to what some of our competitors have been doing.

对。因此,超融合基础架构从根本上开始将虚拟计算和虚拟存储产品结合在一起。你放了一堆磁盘,把一堆闪存驱动器放在一起,用软件管理它们,并为客户提供企业级存储。与传统的存储方式,更容易管理,更容易的资本支出和运营支出相比,价值主张显然更好的投资回报率,对吧?这就是它从HCI开始的方式,它在市场上的发展非常好。它是整个存储市场中增长最快的部分。我们是这个领域的领导者。

现在,如果你看一下HCI的发展方向,那么HCI从这个仅限计算存储的东西开始,到现在拥抱整个堆栈。因此,当客户今天考虑HCI时,他们谈论的是完整的软件定义数据中心,其中不仅包括计算机存储,还包括计算存储,网络和自动化。这真的是VMware Cloud Foundation,这正是我们一直在做的事情。如果你看一下那个领域的产品,我们是计算机中最好的,我们在网络方面是同类最佳的,在云管理方面是一流的,对,以及存储领域的领导者现在。

这对我们的客户来说是一段旅程,对吗? HCI从计算存储开始,转向这个完整的堆栈产品。它甚至没有停在那里。从那时起,他们旅程的下一步就是让HCI成为他们选择的云。所以多云来到这里。混合云也是一个关键因素。因此,我们可以在他们的数据中心内获得这个完整的堆栈HCI,并且我们也可以在我们谈论的所有这些云,AWS,Azure,IBM和4,000个其他云提供商合作伙伴中为我们的客户提供这些服务。

这对我们的客户来说是一个非常强大的东西,这就是为什么我们看到我们的业务在存储方面表现得非常好。我的意思是,例如,我们在上个季度同比增长了50%,你可以将它与我们的一些竞争对手一直在做的比较。

Brad Reback

And have you seen customers rolling out the HCI multi-cloud offering fairly aggressively? It seems like that’s a fairly easy use case to get going with.

您是否看到客户相当积极地推出HCI多云产品? 看起来这是一个相当容易使用的案例。

Rajiv Ramaswami

Yes. Actually, our VMware Cloud and AWS, our Azure offerings, IBM, they’re all HCI, right? So by default, everybody who is using VMware Cloud and AWS is consuming our HCI stack in the cloud.

是。 实际上,我们的VMware Cloud和AWS,我们的Azure产品,IBM,他们都是HCI,对吧? 因此,默认情况下,使用VMware Cloud和AWS的每个人都在使用云中的HCI堆栈。

Brad Reback

Got it.

得到它了。

问答环节

You mentioned earlier that more containers are being deployed on virtual machines, I think, [indiscernible]. And so is that sustainable? Or is that just a system where you’re playing because there’s so much hybrid cloud going on or because there’s so much legacy stuff. Is that situation sustainable? Because some containers are not being built on VMs.

您之前提到过,我认为在虚拟机上部署了更多容器,[音频不清晰]。 那可持续发展吗? 或者这只是一个你正在玩的系统,因为有太多的混合云正在进行,或者因为有太多遗留的东西。 这种情况是否可持续? 因为某些容器不是在VM上构建的。

Rajiv Ramaswami

Yes. And that’s a very good question. So the question really is: will containers continue to be delivered on top of VMs? Or over time, will there just be separate container infrastructures? And here are the reason why I think it’ll continue to stay on VMs because for the longest time to come, most of our customers are going to be operating in this environment where they have to manage multiple kinds of applications. They’ll have a lot of legacy applications, they’ll have some applications that are being refactored and modernized somewhat, and then some brand-new applications that they’re building natively on containers.
So they’re going to be in this hybrid application world as well for the longest time to come. And what that means is that, ideally, they would like to manage one infrastructure that can support all of these different applications versus having to manage different silos. And that’s one fundamental reason why I think containers and VMs will coexist in the same infrastructure. The second is that with VMs’ established technology, people know how to secure, how to isolate, how to network, how to manage VMs. You can take a group of VMs, make that available to your developers for them to run their container applications in a self-service mode.
So you can have a single infrastructure that caters to the needs of both a modern application developer as well as your legacy infrastructure applications, and that’s the reason why I think this will continue for quite a while to come. We’re seeing this play out at many places. I’ll give you an example from a large bank. So this bank was started out with their container development completely separately on an open stack platform, right? Separate, complete separate infrastructure for modern app development.
What the team found was they were spending all their all their time focusing on the infrastructure rather than building these new applications. Our customers want to spend their time building applications, not managing the infrastructure. So what they are doing is consolidating everything into a single VM-based environment, running on our VMware Cloud Foundation with containers being offered on top of that, which is what we start to see happening across multiple customers as well.

是。这是一个非常好的问题。所以问题实际上是:容器是否会继续在VM之上交付?或者随着时间的推移,是否会有单独的容器基础设施?这就是我认为它将继续留在虚拟机上的原因,因为在最长的时间内,我们的大多数客户将在这种必须管理多种应用程序的环境中运行。他们将拥有许多遗留应用程序,他们将有一些应用程序被重构和现代化,然后是一些全新的应用程序,他们在容器上本地构建。

所以他们将在这个混合应用领域也将在最长的时间内进入。这意味着,理想情况下,他们希望管理一个可以支持所有这些不同应用程序的基础架构,而不是管理不同的孤岛。这就是为什么我认为容器和虚拟机将在同一个基础架构中共存的一个根本原因。第二,使用VM的既定技术,人们知道如何保护,如何隔离,如何联网,如何管理VM。您可以使用一组VM,使您的开发人员可以使用这些VM以自助服务模式运行其容器应用程序。

因此,您可以拥有一个满足现代应用程序开发人员和遗留基础架构应用程序需求的单一基础架构,这就是为什么我认为这将持续相当长一段时间的原因。我们在许多地方都看到了这种情况。我会给你一个大银行的例子。因此,这家银行的开放式堆栈平台完全独立于容器开发,对吗?用于现代应用开发的独立,完整的独立基础设施。

团队发现他们把所有的时间都花在了基础设施上,而不是建立这些新的应用程序。我们的客户希望花时间构建应用程序,而不是管理基础架构。因此,他们正在做的是将所有内容整合到一个基于VM的环境中,在我们的VMware Cloud Foundation上运行,并在其上提供容器,这也是我们开始在多个客户中看到的情况。

身份不明的分析师

If you were to start a company from scratch, would you build it on VMware's platforms? Or would you kind of ignore that intermediate package and just do it through micro services, either AWS or your version?

如果您从头开始创建公司,您会在VMware的平台上构建它吗? 或者您是否会忽略该中间包并通过微服务(AWS或您的版本)来实现?

Rajiv Ramaswami

Yes. So I think it depends – the question, again, is if you were to build a net new application essentially from scratch, where would you build it? Would you build it on a VMware platform? Would you build it on – natively on a Cloud?
And I think the answer is that it depends. If you are comfortable making a choice that you're going to be locked to a particular single cloud and you are going to be there forever, then I think you could go natively with AWS or Azure or whoever, pick the cloud of your choice, use all their services and build the application. If you think that you want the flexibility to run those applications in multiple environments, then I think the VMware platform makes a lot of sense, right?
Because with that VMware platform, you get the ability to build the application there and run it, for example, in one cloud or the other or even move it back onto your environment, if you choose to do that. In fact, even many of the largest SaaS companies who started out natively in the cloud are also looking at how do I bring back some of those environments in their own data centers. So it depends on what the objective is.
Now in either scenario, by the way, whether you're on a VMware environment or not, even with the VMware environment when you're operating inside one of these public clouds, whether it's an Azure or AWS, our customers get to use the entire set of services, the Azure services or the AWS services. So they do have the flexibility, if they want to, to use these great set of services available in the public cloud and still run their infrastructure on VMware.

是。所以我认为这取决于 - 问题是,如果你要从头开始构建一个新的net应用程序,你会在哪里构建它?你会在VMware平台上构建它吗?你会构建它 - 原生在云上吗?

我认为答案是它取决于。如果您愿意选择将要锁定特定的单个云并且您将永远存在,那么我认为您可以使用AWS或Azure进行本地访问,或者选择您选择的云,使用他们所有的服务并构建应用程序。如果您认为您希望灵活地在多个环境中运行这些应用程序,那么我认为VMware平台很有意义,对吧?

因为使用该VMware平台,您可以在那里构建应用程序并运行它,例如,在一个云或另一个云中运行它,或者如果您选择这样做,甚至将其移回到您的环境中。实际上,即使是许多最初在云中开始的SaaS公司也在考虑如何在他们自己的数据中心带回一些这样的环境。所以这取决于目标是什么。

顺便说一下,无论您是在VMware环境中,还是在VMware环境中,当您在其中一个公共云中运行时,无论是Azure还是AWS,我们的客户都可以使用整套服务,Azure服务或AWS服务。因此,如果他们愿意,他们确实具有灵活性,可以使用公共云中提供的这些优质服务,并且仍然可以在VMware上运行其基础架构。

身份不明的分析师

Just to follow on to that, what's the additional development cost or time that it takes to do the steps to put it on your platform [indiscernible]?

只是为了继续这一点,将步骤放在您的平台上所需的额外开发成本或时间是多少[音频不清晰]?

Rajiv Ramaswami

There is really no additional development time or cost, right? If you go to, for example, a VMware Cloud on AWS or a VMware Cloud infrastructure on-prem, it takes the same effort to develop an application on top of that platform versus a native cloud platform, right? There's no real difference in effort. It's, I think, a choice you make.

实际上没有额外的开发时间或成本,对吗? 例如,如果您在AWS上使用VMware Cloud或在本地部署VMware Cloud基础架构,那么在该平台上开发应用程序与原生云平台相比,需要付出同样的努力,对吧? 努力没有真正的区别。 我认为,这是你做出的选择。

Brad Reback

Great. So we got about a minute left. Rajiv, maybe just wrapping it all up, what are the couple of key takeaways you want us to leave with from today?

非常好。 所以我们还剩一分钟。 拉吉夫,也许只是把它全部包装起来,你希望我们从今天起离开的几个关键要点是什么?

Rajiv Ramaswami

Look, I think we've – we are delivering on this mission that's, I mean, consistent for the last several years of any application, modern and legacy applications, VM applications, container applications from any cloud, cloud of their choice, to our customer to any device. And within that – all with, by the way, built-in security. Within that vision, our customers are driving a number of these initiatives, hybrid cloud, native public clouds, modern application development, networking and security transformations and digital workspace.
We're fairly exposed and engaged with each of these initiatives that our customers are driving. We are very much focused on executing on these strategies. We had a good Q1, we're happy with that. And we are, again, focused on executing for the rest of the year with the strategy that we just outlined.

看,我想我们已经 - 我们正在履行这一使命,我的意思是,在任何应用程序,现代和遗留应用程序,VM应用程序,从任何云的容器应用程序,他们选择的云,到我们的 客户到任何设备。 而在此之内 - 顺便说一下,所有这些都是内置的安全性。 在这一愿景中,我们的客户正在推动许多这些计划,混合云,本地公共云,现代应用程序开发,网络和安全转换以及数字工作空间。

我们对这些客户所推动的每项举措都非常了解并参与其中。 我们非常注重执行这些策略。 我们有一个很好的Q1,我们很高兴。 而且,我们再次专注于使用我们刚刚概述的战略执行今年剩余时间。

Brad Reback

Excellent. Thanks very much.

优秀。 非常感谢。

Rajiv Ramaswami

Thank you Brad, it’s great to be here.

谢谢Brad,很高兴来到这里。

Brad Reback

Thank you.

谢谢。

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