36:33 Video
Built for Volatility: How Everpure Changes the Equation
When NAND swings, quotes expire, and refresh cycles hit sideways, the case for shifting infrastructure risk off your team gets a lot clearer.
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Hello, my name is Michael Ewelly. Thanks for making the time. What we're gonna cover today isn't a product pitch. It's a conversation about the environment you're probably operating in right now, and how we think about our role in helping you through it.
'Cause let's start with this big idea. The industry is in crisis. This isn't a cycle, it's a structural break. Th-the conditions that made your current environment work have changed, and they're not coming back the same way.
Acknowledging that is table stakes at this point. Every vendor is doing it. What actually matters is what you built before this hit. Think of it this way. Infrastructure built for calm waters doesn't perform the same in a storm, and the
organizations struggling most right now weren't undone by a price change. They're undone by environments that had no room to absorb it. Fragmented, underutilized, inflexible. That was the real exposure before pricing even moved. The industry is in crisis.
The question is whether your infrastructure is a shock absorber or just another thing taking the hit. And the data doesn't lie. NAND pricing is over a hundred percent on blended ASP, and this curve isn't bending back down. This is the market you're all planning in.
Look, a one-quarter pricing blip is manageable, but you're looking at here is a multi-year structural shift in flash economics, and that requires a structural response. Not a workaround, not renegotiation, a fundamentally different approach. Pricing volatility is the symptom. The disease is an infrastructure model that passes market risks directly to your budget.
Every quarter that pricing stays elevated is another quarter your innovation budget is funding infrastructure instead of what's next. The organizations that stay predictable through this aren't the ones that got lucky on timing. They're the ones that took risk off the table structurally.
The only variable now is whether your model absorbs this or hands it back to your business. And these aren't hypothetical concerns. This is what's actually being said in boardrooms and procurement meetings right now. And the fact that everyone is saying it means the problem is systemic, not situational. If the ecosystem you're operating in is creating this level of uncertainty, then
dealing with it deal by deal or waiting it out isn't the solution. Changing the model is. You can't build a plan on a quote that expires in two weeks. Infrastructure is supposed to be the stable part of your business. When delivery dates move on closed deals and pricing changes without warning, trust breaks
down, and rebuilding it on that same model just doesn't work. The conversation has shifted from what's the best option to what can I actually count on? Now, if this slide resonates, it means the current model isn't working. That's the conversation we're here to have. Now, three things are failing at once here.
Cost, trust, and the ability to make real trade-offs. That's not a vendor problem. That's an operating model problem. Reacting to each pressure point separately, renegotiating one contract, cutting one line item won't solve it.
You're patching a model that wasn't built for this. Think about where budget is going right now. Funding that should be driving what's next is locked into keeping what exists running. That's not a trade-off you made. It's one that was made for you.
The ground keeps shifting because the environment was built assuming it wouldn't. Stability isn't something you find in the market right now. It's something you build into your operating model. Costs, trust, and trade-offs are all breaking down at the same time. That's the sign of a model problem, and that's exactly what we're here to build against.
Now, every organization has the same two problems right now. Costs they can't predict and environments they can't fully utilize. The enterprise data cloud is the answer to both at the same time. Turning individual arrays and renegotiating contracts quarter by quarter, manually managing workload placement, that's not efficiency.
That's maintenance. And it will never get you predictable. Think of it this way. Infrastructure is the plumbing, but efficiency and predictability are what actually runs the business. You can't get either one by managing the pipes individually. Policy-based automation, real-time telemetry, predictive intelligence, these aren't features
in a checklist. They're the mechanism that takes variability out of your entire operating model. One model across on-prem and cloud means you stop making placement decisions reactively and start making them based on outcomes. Cost predictability and operational efficiency aren't two work streams.
They're the same outcome delivered by the same model. Market volatility stops at the platform. You stay predictable. That's not optimization. That's a structurally different way to operate.
Now, most platforms were built for stability and then asked to handle change. This one was built for change from the ground up, and that difference shows up everywhere. EverPure brings non-destructive upgrades, always current infrastructure, automated operations. These aren't nice-to-haves.
This is what built for change actually means in practice. Here's the way to think about it. Infrastructure is the constant, but changes too. A platform that forces you to stop, re-architect, and rebuy every time conditions shift isn't a platform.
It's a liabilityEvergreen means you never rebuy and you never disrupt. 97% of our arrays are still running after six years. That's not a talking point, it's proof that our architecture holds. And think about 80% of the issues resolved before users notice means the environment is adaptive.
It means your team doesn't have to. Change is not the exception anymore, it's the condition, and our platform was designed for exactly that, and every capability on this slide exists to prove it. So three areas where efficiency breaks down and three places where EverPure can help you close the gap, and where other vendors can't follow.
One-off pricing deals or cloud cost reduction tools don't close the gap, they address symptoms. Evergreen one, EverPure Cloud, and Port Works address the model. Most environments are a patchwork, separate platforms, separate rules, separate problems. Every shift forces a response.
And much of the time, that volatility gets handed right back to you, back to the business. Evergreen one gives you the e- economics of a service with the performance of an enterprise storage. EverPure Cloud gives you one operating environment, no lock-in, no migration or tax. And Port Works brings Kubernetes alongside your existing workloads, not instead of them.
No second model to run. This isn't just three products, it's an operating model that closes gaps where efficiency breaks down. Look, in the next few slides, let's go deeper on each one. Okay. So we spent the first part of this session
discussing what's happening in the market, the pricing pressure, the lead time uncertainty, and the budget exposure. Now I wanna get into the solution. Now I'm joined by Santiago Navone, who leads our product management for EG1 at EverPure, and we're gonna dig into a product that we call Evergreen one, what it actually is, what
it changes, and why it matters right now. Now let's get into it. Why don't you introduce yourself, Santiago? Yeah. Thank you for having me, Michael. hello, everybody. My name is Santiago Navone. You're gonna, hear me called Tago as well, so please, please use that next time we chat.
I've been at Pure for, for over seven years now. I've been building some of our hardware product, products, the platform, the platforms underneath. and now what we call Evergreen one, Evergreen one being our storage-as-a-service offering, where, where we really try to do things a little bit differently and go a little bit
further maybe from where just our core technology, goes. and the key thing in just two words that Evergreen one is, is it's the difference between you acquiring our products to, to run a storage environment, and us doing that for you in a way, right? So we use the same technology, the same, features and, and products that, we otherwise,
that are otherwise our customers can purchase at EverPure. we still run every storage-as-a-service environment fully securely on-prem for our customers in their data center. So it's the same experience, the same control, the same security. But the key difference is that instead of buying the components and running the
environment themselves, we, design the environment, we run the environment, and we elevate our deliverables to, to what we call SLAs. And I'm sure we're gonna go into a lot more detail on those two. Oh, absolutely. So let's start with that right now. There's a lot of as-a-service offerings in the market right now.
I mean, what makes Evergreen one or EG1 different, and why does it matter in this particular volatile environment we're in today? Yeah. For us, Evergreen one has been around for, for a long time now. It was, it was before 2020 that we, we launched its first version.
Evergreen one has ever, always been about guarantees, about outcomes, around, service level agreements, what we call SLAs. The goal here is to not just focus on a purchasing model the way many other storage-as-a-service solutions work. It's not a way to buy a piece of infrastructure or a way to buy an array.
That's what we would normally call a lease really or a financial model. Evergreen one is not a financial model. Now we can deliver on a lot of things where financial models deliver too, consumption economics being the, the most, relevant of those. But it's very, very important to know that it does a lot more than that.
What, what a customer gets when they purchase Evergreen one is they get a set of contractual SLAs, of contractual guarantees that define the whole experience they're gonna have. they get guaranteed, rates for the pr- for the services they are subscribing to so that they know exactly how, their, their economics are going to change as they grow that environment, as they require more services and more capabilities.
So they get full predictability for the duration of the contract, right? So we're trying to move customers from buying components and buying products based on what they expect there needs to be in the future. We're trying to move to subscribing to a service that does what you need it to do today, so really focusing on the known, not on, on, potentially inaccurate projections.
So focusing the expenditure on what you know you need, right sizing that expenditure so that you're not buying anything more than what you need, while having full predictability for how that's gonna evolve over time as your needs change, as your environments grow, all of that backed by our guarantees. Well, let's talk about that, 'cause cost predictability is one of the core promises
we've been talking about in this whole webinar here. But predictable cost is something like every vendor is claiming right now. I mean, what does predictability actually look like for Evergreen one, and how is it structurally d- structurally different from what our customers are experienced today with other vendors?Yeah.
Again, this has been an area that we've been talking very loudly about from the very, the very first days of Evergreen 1. And we talked about this during, environments that had been a little bit less predictable before too. Think of environments around other supply chain crunches, think about environments that were affected by tariffs.
time and time again, we've tried to highlight how Evergreen 1 is different, and this is becoming extremely obvious to a lot of customers right now. In Evergreen 1, because we are managing the environment, we are effectively selecting infrastructure that delivers to your requirements for you. we are, number one, responsible for getting that infrastructure there in time and at the
agreed to cost, so that gives you predictability from both a lead time perspective and cost perspective. And the way we do that is by leveraging our full portfolio of products. So instead of You know, traditionally, when you purchase a storage product, you are selecting a model, a capacity, a configuration.
You're selecting a very precise definition of the underlying hardware because you're effectively responsible for the cost of that underlying hardware, right? So that's the only way you can do it if you're buying appliances. Now, s- shift gears to the as a service world, the Evergreen 1 world. You're not buying an appliance anymore.
You are subscribing to a guarantee and an outcome. What that means is that now we have flexibility under your contract, under your guarantee to use different models, different configurations, different drive capacities and the like in order to deliver on what we promised. So just as an example, if one specific model is short, there is a supply chain constraint
on one specific part for that model, we very quickly substitute a more powerful, model from potentially even a different product family where the features still drive the same outcome, and we do that very quickly at no additional cost. What you as a customer get is your needs still met, so your contractual commitment still delivered to you and at the same price that we had originally promised, but under the covers
that flexibility is what made it possible. Well, that sounds like SLAs to me. I mean, so let's talk about that because I think this is where EG1 really separates itself from the crowd out there. I mean, what are customers actually getting guaranteed, and what does
that mean in practice? I, I'll give you a few examples. the, the most obvious one that, frankly, we took inspiration from, from what people expected on, s- on the software as a service as well is availability, uptime, right? Our platform has always been, extremely good at delivering high availability. We have a set of technologies that do that.
I could talk to you all day long about that. But in Evergreen 1, we don't talk to you all day long about that. What we do is we put in the, in the contract a six nines, that's 99.9999%, availability guarantee. So if we ever have downtime that goes beyond that, number one, we are very heavily
incentivized to make that right very quickly because, number two, we are paying progressive penalties automatically based on the downtime cost. So you get that fixed, and you get that compensated for you. So that's just the availability portion, six nines. Alongside availability, we also have performance guarantees.
Again, you're not dependent on whether the array performed the way you, you expected it to three years ago. You have a performance guarantee in the contract. That's IOPS, that's bandwidth, that's latency. If we are not delivering a solution that, that can deliver that performance, it's on us to
fix it at no additional cost and with compensation to you. Again, availability, performance, buffer capacity. We always have more capacity on site than you're paying for. You We talked at the beginning of this conversation about how we want you to focus on what you really need today.
We don't want you to try to estimate, "Hey, how much additional could I need in a month?" That's gonna be on us. We're gonna always put more on the floor. You're gonna be able to grow seamlessly into it and then only expand your commitment once you're sure that that, that data is there to stay. Availability, performance, buffer capacity, and alongside those we have a set of
additional SLAs that just make the, the experience complete. Energy efficiency, zero planned downtime, no data migration, zero data loss. Things that, again, are very, very standard for us but differentiate us versus the competition in terms of the strength and the fact that they are fully guaranteed as part of the contract. I mean, it just, it, it, it sounds amazing,
and it would change operationally what our customers do from day to day. So when we think about this, how does it you know, what does it change from a team that's running the environment day to day? I mean, what changes operationally for them? Look, as a company, we've been talking about this.
The ultimate goal is for customers to manage their data, not manage the storage infrastructure underneath, right? That's, that's really what we're trying to do with our enterprise data cloud capabilities with what we call Fusion under the covers. with all these sets of, of, technologies that really enable you to not
ideally worry about what's happening under the covers, what you need to do under the covers to make it happen. You put that responsibility and really that risk on the vendor. We as the vendor really are, we think, in the best position to manage that risk because we have full access to every product in our portfolio, every feature.
We can always replace a component, upgrade a component, again, at our own expense to make an outcome happen. So that's exactly what we do. Operationally, we take you away from the question of how many terabytes would you like to buy? How What upgrades would you like to purchase
in a year? How much, in advance, how far in advance do you need to place an order so that it can be there with the right lead time? How will you cost, your costs change in the current environment? Hey, co- prices are going up, costs are going up. there's, there's effectively an ever-changing treadmill under your feet.All of that goes
away operationally, right? It gets replaced with a simple contract, a subscription with a committed price, and with all of the effort to make it happen on those guarantees at that price back on us. With that under, under your feet, w- you are able to just focus on,
"How much data do I have? Where is that data? How do I need to manage it? Where do I put it? And how do I have it deliver value for my organization?" Oh, it sounds awesome. Now, you know, we come from a generation where, you know, in our past, we probably ran data
centers, and we loved to own hardware. Hug the hardware. This is my hardware. And so there was always a perception that, you know, these consumption-based models cost more than tr- like a traditional purchase, owning that hardware. Peyton, what do you say to that?
Like, I, I'll tell I'm a hardware guy myself. I started the conversation with that too. I love the hardware. and we could, we could spend days talking about the hardware. The, the comparison between a purchase model and a subscription really has to do,
with primarily two things. Number one, how constant and how, invariable are your requirements, right? Do you really have a requirement that is there to stay, has never changed, the data has never grown, the performance have never changed? It, it's effectively a drawer that you've tucked away and never touched.
And is all of your environment looking like that? and number two, how, easily can you predict and always, look back at what you did and say, "Yes, I did the, the most cost-effective thing at every point in time," right? How, how, how good, and how quickly are you able to manage in that changing environment?
Now, that's really where the savings come from. If, with a consumption model like Evergreen One, and again, I'm talking about a true consumption model, not a consumption model in which you owe additional charges for hardware or things like that on the side. Evergreen One is all-inclusive.
So all we ask and focus on, like we were saying, is, "How much data do you have today? How much data do you have today? What performance do you need today?" And then we manage to that. By doing that and simply growing the amount of data, the amount of performance where you need to, you're eliminating every aspect of overbuying, because you will never have bought
more than you needed; underbuying, and therefore then emergency buying, which is extremely expensive, when, when you need to expedite an order. every aspect of managing the lead time and how much earlier do you need to buy, so the, effectively the underutilization that drives, the initial part of every, every purchase. All of these aspects are extremely expensive for a traditional
purchase, type of solution. And it's things that, again, as hardware people, we forget about. When I buy, an appliance, I forget about how it's gonna be underutilized for the first, six to 12 months, maybe not utilized at all while I set it up, and I'm gonna be paying for it.
And how, ah, it's probably gonna end up 60% utilized at the end anyway because I needed a little bit of buffer. So if you actually size to what you truly need, I can guarantee you, and this is based on real customer data, the vast, vast majority of our customers would've saved money by switching to a consumption model. They would've saved money by focusing only on the amount of data they truly had, only paying
for the amount of data they truly had, and leave all of the over-deploying, all of the, oversizing to the vendor. All right, so last question. This is gonna be a little bit of a two-parter. so it, it sounds amazing, right?
But, like, we've got a lot of people watching this webinar, and they're probably asking themself, "Am I the right customer for this? I mean, do I have to be a specific size?" And then also, like, what's the urgency right now that I should really think about switching off the, my current vendor, into Pure? Yeah. So o- on that first part, right, are you the
right customer, I do think the vast majority of customers are not in the business of managing storage arrays, right? That is not what drives value for most of our customers. What drives value for most of our customers is what they get out of the, the solution. It's their data, right?
there is no, no customer too small or too big. As a general statement for Evergreen One, we support customers across all sizes. So it really has to do with, are you trying to spend your time micromanaging storage, or are you trying to spend your time delivering value for your organization? So I truly believe that almost every customer is a great, a great candidate for
thinking about it in as-a-service terms, thinking about it in terms where they offload some of that work and some of that risk to somebody else. and why now? Why now? The answer to that is because things are expensive and things are hard to get right now.
These two elements, the supply chain constraints that we're all facing in this industry, are what's really proving out everything that we've talked about for the past 15 minutes or so. There is real value under Evergreen One, and that value is exemplified by the fact that we have been able to deliver, with the lowest price increases in the industry and with the
shortest lead times in the industry under Evergreen One, and that's a key differentiator that, is gonna make your life a lot easier these days. Well, that's a strong place to end. And, like, the through line across everything we've covered here is that EG1 isn't a response to the current environment.
It's a model that was built so the current environment doesn't become your problem.I mean, guaranteed availability, guaranteed pricing, guarant-guaranteed capacity. You manage your data, we manage everything else. I mean, Targo, it's fantastic. Thanks for your time. Thank you, Michael.
Now let's look at EverPure Cloud. Our EverPure Cloud comes in two forms depending on where you need to run it. EverPure Cloud Dedicated gives you fully managed cloud storage infrastructure running in the environment of your choice, with EverPure owning the operational complexity. EverPure Cloud Azure Native is jointly developed with Microsoft, a fully managed
Azure native experience purpose-built for customers who are deeply invested in the Azure ecosystem. Same EverPure storage efficiency and data reduction integrated natively into the Azure environment. Both options give you the same outcome, cloud storage you don't have to manage with
performance and economics that justify the move. And the case for EverPure Cloud comes down to one thing. It frees up budget that can be funding your next initiative, not your current infrastructure. Real customers are seeing up to fifty percent cloud storage savings and up to five percent
storage optimization powered by industry-leading data reduction. One global manufacturer used these savings directly to fund their next wave of AI initiatives, redirecting infrastructure spend into innovation instead. That same customer achieved up to twelve to one data reduction and eliminated the need for physical disaster recovery sites entirely.
For customers running Azure VMware solution, independent scaling of storage and compute drives up to a thirty percent saving on their AVS bill. These aren't marginal efficiency gains. They're strategic savings that change what you can afford to invest in next. And finally, let's talk about Port Works.
Port Works is how we bring enterprise grade data management to Kubernetes at scale across any environment. The platform automates, protects, and unifies modern applications data across hybrid and multi-cloud deployments. It works with underlying storage, any major Kubernetes distribution, and any application, whether that's a modern microservices, stateful workloads like databases and message
queues, AI pipelines, or legacy VMs sitting alongside containers. The key word is alongside. Port Work doesn't require a second operating model. It meets you where your applications are today and extends to where they're going. The three pillars.
Automate removes the operational friction across DevOps and MLOps life cycles. Protect delivers container-aware resiliency, synchronous DR, encryption, immutable backups from day one. And Unify gives you a single management layer across the containers and VMs on-prem and in any cloud. Most Kubernetes environments today carry the
weight of the problems on the left-hand side of this slide. Manual day two operations burden, business disruption risk, siloed management that balloons TCO, and requires specialized skills for every platform. Port Works replaces each of those with platform-grade capabilities. The manual operations burden becomes an automated AI-assisted platform with
self-service access for developers and AI-driven capacity management. So the tickets stop and the velocity starts. The business disruption risk becomes app-aware backup, intelligent placement, high availability, and automated DR workflows, including zero RPO capability for workloads that can't afford any type of data loss.
And the siloed management becomes a single unified data plane, one consistent management layer for containers and VMs on-prem and in any cloud without the sprawl that turns infrastructure into a specialized skill. So you've heard a lot about the EverPure platform. You've heard a lot about great features and functions like Evergreen WAN and Port Works
and EverPure Cloud on how they help predictability and efficiency. But this just isn't a product pitch. This is a promise that we'll partner with you through this volatility. We will not profiteer from this crisis, and this commitment came from the top publicly on an earnings call because it had to.
Absorbing cost pressure at the margin level is a financial decision most vendors won't make. It signals which side of the table we're on. Any vendor can call it a partnership when the market is stable. The proof is what happens when it isn't. Operating at the low end of our gross margin range is a deliberate choice, not a concession.
When the CEO says it on an earnings call, it's not marketing, it's accountability. We're not profiteering from this crisis. That's not a positioning statement. It's a policy with our CEO's name on it. And our platform is powerful, but we just don't hand you the keys and walk away.
We have a deep services arm built in to make sure the value actually lands. Technology without execution support is just potential. Our services team is how potential becomes outcome. First, from the service strategy conversation to long-term optimization, we're in it with you.
That's what a real services practice looks like, and it's how we make sure your investment is making the deliveries it should. So everything we've talked about today comes down to this, concrete commitments in writing that protect your ability to plan.Guaranteed pricing, guaranteed delivery, flexibility and renewals, real investment in the platform to be able to tackle operational efficiency and
operational cost. These aren't aspirational, they are the terms. This is what partnership looks like when it matters most. Okay, so we've got a couple of questions coming through. Let's grab a few and tackle them.
Now, the first one goes back to a slide that I presented really early, which are prices are going up fast based on that chart. How long will this last? And the short-term answer is there's no near-term stabilization on the horizon. I mean, AI infrastructure build-out is consuming NAND at a pace the supply chain just
wasn't designed for, and to fab capacity takes years to come online. Analysts are projecting continual increases through at least mid-2026 into 2027, with meaningful uncertainty beyond that. What we caution against is waiting for this market to settle. Every quarter you delay is a quarter you're exposed to spot pricing and vendor terms that
can change on very short notice. Locking in predictable consumption-based terms now is the hedge against a market that's just not gonna cooperate. All right, let's look at the next question. Moving to this kinda operating model is a big change for us. I mean, what does this transition actually look like?
And of course, I mean, this transition is designed to be invisible to your users and low friction to your team. When we're not asking you to build new data centers or massively move workloads around, Evergreen //One is deployed into your chosen location, whether that's your data center or a co-location facility or the public cloud, and we manage that physical infrastructure or
software infrastructure from there. Your team continues running workloads exactly as they do today. What changes is who's responsible for capacity planning and hardware refreshes and performance SLAs. I mean, that shifts to us.
Day one looks like business as usual for your operations team, with less on their plate over time as automation takes over routine management tasks. All right, here's a great question. We've already have a storage pro- we've already we already have a storage platform that does block, file, and object.
What makes this different to what we have today? It's a great question 'cause most platforms claim unified storage are really just separate engines stitched together under one management UI, and you feel that complexity when you're trying to move data or troubleshoot performance or scale one tier independently. EverPure runs block, file, and object and cloud in a single operating system with a
single data plane. There's no translation layer, no separate licensing model per tier, no specialized team required for each. And critically, that same operating model extends into the public cloud, so when workloads move, the management experience doesn't fragment at all.
The operational efficiency gains flow directly from eliminating the underlying complexity, not just from better tooling on top of it. Thank you for that question. All right. We're already using Kubernetes with our current storage vendor.
What does Portworx give us that we don't already have? Yes, great question. Look, most storage vendors added Kubernetes support because they had to. It was a feature bolted onto an architecture designed for VMs and traditional apps. Portworx was built with Kubernetes native from day one, which means data services like backup,
disaster recovery and encryption, and capacity management are all app-aware rather than storage-aware. In practice, that means your developers get self-service data operations without opening tickets to the storage team, your DR policies travel with the application, not the volume, and you can run stateful workloads across on-prem and any cloud without rebuilding your
data management approach for each environment. If you're running stateful workloads at scale, databases or messaging queues or AI training pipelines, the gap between bolted-on and native becomes very, very visible quickly. All right, let's look at this last question, and if we didn't get to your question, in the QA, we'll make sure that we follow up with you shortly.
But this one's great. You mentioned eighty percent of the issues get resolved before users notice. How does it actually work, and who's responsible for that? The platform runs continuous AI-driven telemetry across the entire fleet, not just your arrays, but across every EverPure deployment globally, which gives the system
pattern recognition that a single customer monitoring tool can't match. It's detecting anomalies, predicting failures, and remediating automatically before the s- before they surface as user-facing incidents. Now, for roughly twenty percent of the situations that require human intervention, this is where our support model and SLA guarantees come in.
I mean, Evergreen //One includes a defined response commitment and guaranteed uptimes up to six nines, so there's contractual accountability, not just best effort promise. You're not relying on your team to catch what the system missed. That's our responsibility, and it's backed by the agreements. Again, thank you very much for these questions, and if we didn't get to them live in your Q&A,
again, we'll follow up as fast as we can. Thank you for listening to me today. I hope this was informative, and if you get any more questions or would like to move forward, please feel free to reach out to EverPure Sales up on everpuredata.com. Thank you.
NAND volatility, expiring quotes, and refresh cycles that hit your budget sideways are making the case for a different model — one where infrastructure risk doesn't land on your team. Here's what that looks like in practice.
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