Storage, Channel partner programs, Enterprise, Content

Pure Storage Partners Gain Amazon AWS Hybrid Cloud Services Opportunity

Pure Storage President David Hatfield
Pure Storage President David Hatfield
Pure Storage CEO Charlie Giancarlo

Pure Storage continues to gain momentum with partners worldwide, and a new Amazon Web Services (AWS) hybrid cloud offering should unlock additional partner opportunities. Those thoughts and more emerged from Pure Storage CEO Charles Giancarlo, President Dave Hatfield and VP of Marketing and Product Management Matt Kixmoeller during the company's Q3 2018 earnings call yesterday.

Revenues at the flash storage provider were $372.8 million in the company's Q3 2018, up 34 percent from Q3 2017. The company had a $28.2 million net loss, slightly better than a $29.4 million net loss in Q3 2017. The financial results largely beat Wall Street's expectations.

"Our overall partner ecosystem continues to expand and deliver positive results. During the quarter, we had excellent momentum across our technology alliances, national channel partners, and Global and Federal Systems Integrators, known as GSI and FSIs," Hatfield asserted.

Pure Storage for Amazon Web Services

Seeking to build on that momentum, the company unveiled Pure Storage Cloud Data Services, a suite of cloud offerings that run on Amazon Web Services (AWS). With these new products, customers can invest in a single storage architecture that unifies application deployments on-premises and on the cloud, the company asserted.

"We see AWS as a great partner here," Giancarlo said. "It's an opportunity for both companies to make money, while saving our customers money, which is pretty amazing. It's a win, win, win situation. So we're very excited about that. And AWS has been a good partner with us this early in the development of these products."

The AWS offerings will unlock new opportunities for channel partners, Kixmoeller predicted. "We approached this really with the channel first philosophy," he said. "We're a 100 percent channel company. And so, we really wanted to take this to market in a way that allowed our channel partners to add value."

Pure Storage, AWS and Channel Partners

Pure Storage VP Matt Kixmoeller

With those goals in mind, partners will be able to transact the software component, resell the Amazon component and sell the on-premises solution as well. "So the channel is really in a unique position to stitch together all of that into one cohesive solution," Kixmoeller asserted.

The Pure Storage-AWS offerings surface one week before Amazon's AWS re:Invent 2018 conference in Las Vegas.

Pure Storage also pointed to growing momentum with strategic alliance partners like Cisco Systems, IBM and NVIDIA, along with deeper integrations with Splunk and Veritas.

Joe Panettieri

Joe Panettieri is co-founder & editorial director of MSSP Alert and ChannelE2E, the two leading news & analysis sites for managed service providers in the cybersecurity market.