We were using Tintri as a delivery mechanism, in a managed service type of environment.
At the time, a decade ago, storage vendors were talking about LUNs, fiber channel, worldwide names, and volumes—and all of the underlying framework of storage. Tintri was coming to the market with a different approach. They said, "You don't have to worry about any of that stuff. We're going to make it easy. If you're using VMware, we take a novel approach and present disks that you can assign to VMs, and they're managed at the VM level." At the time, that was a unique value proposition and turned out to be true. It vastly simplified operations and the associated expense of delivering storage to customers.
Some customers would use it in a primary storage capacity, running virtual machines on it. Others would use it as a replication service. If they had Tintri in their own co-lo facilities or data centers, they would use it as a replication target for block-level replication. The ability to offer hundreds of terabytes of those services and not even require one full-time storage administrator on our side to do so, was frankly a win from an operating expenses perspective, but also a really novel offering when most of the other storage out there really took a lot to manage.
The OpEx improvements are from reduced administrative time, not needing multiple storage administrators dealing with storage day in and day out—the managing of volumes and LUNs, et cetera. That one area has completely disappeared. We don't have to worry about that anymore. That allows our people to focus on more important, value-added functions. It's a bit cliche to say "set it and forget it." But if Tintri is deployed correctly, and the Tintri Global Center stack is configured to allow for machine-learning-based placement of virtual machines, it really is set it and forget it. That is something that has absolutely cut down on administrative time and allowed us to focus on customer value delivery.
Another major benefit accrues to our customers. Customers are looking for two things: for their storage to perform without people having to say constantly, "Let me fix that," or "Let me look into that"; and for protection models that match their organizational commitments and requirements. Some of those commitments are cyber-related and some are contractual. Our customers that have Tintri on-premises want to know that their environments are protected in a fully managed way with immutable recovery and low RTO and RPO. We're able to provide that. The customers that are hybrid or using us in a fully managed service want to know the same thing, but they want to know that we have our arms around that so that they can meet the commitments they're making to their customers, insurers, and their business owners. Tintri has allowed us to do both of those things.
In terms of business impact, the performance of an array is directly tied to
- what workloads can be delivered
- how many can be delivered in a given storage ecosystem
- what the performance looks like to the customer.
I'm certainly not saying Tintri is the only game in town, but when you look at the overall value proposition, from the perspective of a protection model, storage setup, operating expense, administrative overhead, ability to have deep granular visibility, and everything else, it's really hard to compare the Tintri solution unfavorably to anything else.
Tintri has been a real differentiator for our business that allows us to deliver what we say we will. It allows us not to spend time working on all of the nuts and bolts and underlying things that a lot of other storage vendors require and allows us to focus on the business. We can deliver good business objectives at both the virtual machine and application delivery levels, although the latter is what we really care about. It's not about the virtual machine, it's about applications that are delivering in a way that performs for the business. That has never been in question with Tintri. It allows us to abstract the storage choice away from the delivery of application reliability and performance.
The solution's autonomous operations have impacted IT department productivity positively. Knowing that Tintri Global Center allows for the intelligent placement of workloads, rather than requiring us to keep our hands on the levers, has been helpful. VMware has done this with DRS. The distributed resource scheduling allows for virtual machines to be placed on hosts, based on RAM and CPU and all the other requirements that a business might have. Tintri allows for that to happen at the storage level, and it allows for business objectives to be mapped into that process. For example, we can create application groups in Tintri Global Center and specify what we care about for each group. It uses that, as well as machine learning based on previous choices that we've made, to do things autonomously without somebody having to log in once a week or once a month. It can remember the seasonality of certain workloads to make these decisions in a way that we find to be accurate for the business requirements that we put in place.
We have customers with Tintri in their offices but they don't have the budget to be able to spin up an entire second instance of their office environments in a co-lo and buy multiple storage arrays to do it. They're small to medium businesses, but they still want to be able to have access to features such as immutable backup and recovery capabilities, replicas that exist in a disparate physical location, the ability to spin up machines if there is a problem and have them online with recovery points that are sub-one-hour. Those features are somewhat unheard of in the SMB market. Yes, enterprises have had those features for a long time, and they pay for them and for the staff to manage them. But the ability to say to small and mid-size businesses that they can have all those enterprise features as a managed service is unique.
Another huge aspect is that VMstore enables replication, snapshots, and setting QoS at the virtual machine level. That's especially true when organizations are trying to decide where to invest their dollars at the same time as cybersecurity insurance and Zero Trust security issues are happening around them. The ability to help them feel that they're not choosing between security and productivity, but rather, that the two can go hand in hand on Tintri, helps a lot. Our customers want to know that they have immutable off-site recovery points without having to understand the technical requirements for doing so. We're able to help them be more secure and protected while still delivering good quality of service and delivery of their applications. We're able to add more value for our customers by answering those questions in that way.