01. Michael HochVirtuStreamvisits #theCUBE!. (00:19) 02. The Story of VirtuStream. (01:04) 03. The Relationship Between Virtustream/EMC and SIs. (03:29) 04. Asset Light Cloud Management. (04:30) 05. Enterprise Need for Agile Response. (05:57) 06. The Enterprise Move to Cloud. (08:41) 07. What's Next for Virtustream. (09:15) Track List created with http://www.vinjavideo.com. --- --- Don’t lose your current customers; put them in a modern world | #SAPPHIRENOW by Marlene Den Bleyker | May 262016 Beginning at a time where most enterprise customers were skeptical about cloud securityavailability and managementthinking it would never workVirtustreamInc.founded by Rodney Rogers and Kevin Reidrecognized an underserved market and an opportunity to install SAP and mission-critical applications on the cloud. They believed that there was a tremendous value proposition for the cloud in the futureand this has been their cornerstone for success. Michael Hochsenior VP at Virtustreamsat down with John Furrier (@furrier)cohosts of theCUBEfrom the SiliconANGLE Media teamduring the recent SAP Sapphire 2016 event to talk about the company’s work with Service Integrators (SIs) and moving the enterprise to the cloud. According to HochRogers and Reid focused on the underserved market segment for two reasons. “Onethere was a huge value if it could workandtwothey knew SAP could work” he said. They believed white glove service was critical for enterprise applications to run in the cloud. Virtustream was started with a white glove service approach on an extreme platform designed to optimize I/O throughput. Employing this innovative solution modelthe company grew. The Virtustream/SI relationship Hoch told Furrier that the company works with SIs in a couple of different ways. He explained that SIs are known for high-touch management application servicesbutin generalwhen it comes to hosting companies they have different methodologies. “So you have asset-heavy and asset light” he said. “In the cloud worldwe were able to come in easily to those asset-light situationsand now though our software we can help asset-heavy companies to build a full cloud model to support it.” Hoch noted that it is still a hybrid world and someone needs to carry the assetsand that’s where Virtustream steps in — to own it at a high degree of efficiencyscalability and security. Market trends Another interesting trend Hoch talked about is the role of Independent Software Vendors (ISV). “ISVs are looking like the service providers” he said. ISVs want to move to a cloud-enabled somethingmaybe not full SaaSbut something. Then you’ve got full-service providers that need to look more like ISVs — software-solution driven. Either way you look at itthey all want to have a consumption-base infrastructure behind it.” The customer’s challenge for developers When asked about the challenge for developersHoch maintained“They have to be agileand even the global SIs you’re talking aboutmulti-billion dollar companies are getting pressured by their customers who say‘I want an all-in-one solutionand I want to pay for what I use.’ And their business models aren’t necessarily ready for thatso they are having to rethink how they are delivering innovation and what they are bringing to their customers. If they don’t do itthat customer is going to go to somebody who does.” @michaelhoch @theCUBE #SAPPHIRENOW