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Pure Storage CEO Outlines What It Means To Be A Software, Cloud Company

‘Ninety-five percent of our development team is software-based. But, at the end of the day, what I believe our customers want are outcomes which will be delivered as services. So I think it goes beyond the software or hardware and to delivering services that provide the outcomes our customers want,’ says Pure Storage CEO Charles Giancarlo in an exclusive CRN interview.

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How does the recurring revenue model for channel partners work on that?

The transitions to subscription and as-a-service models are challenging for everyone. They’re challenging us. They’re challenging for the channel partners. So we are compensating channel partners up front based on a customer’s minimum commit. So the way that our Pure-as-a-Service is structured is very similar to the way that all cloud services are structured: the customer will put a minimal commitment up front, usually for one to three years. And based on that minimal commit, Pure provides the customer the set of services, but we also pay the partner. We provide a discount to the partner based on the minimal commit. So the partner gets their money upfront.

So where could you see Pure Storage expanding on Pure-as-a-Service this year?

Well, already we’re expanding our Portworx [Kubernetes technology] to Pure-as-a-Service. For those who are unfamiliar, Portworx provides a software-based storage platform for Kubernetes and container-based workloads. We have now rolled this into the Pure-as-a-Service program so it can be acquired entirely on subscription and made transparent to our customers from a contract standpoint.

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