The pricing and licensing of Everpure FlashArray is a problem because Everpure is considered more expensive than competitors. IBM, Lenovo, and Dell are more aggressive on prices. It is a very complicated market, especially now, and I understand the prices are higher at Everpure because of the software and all the enhancements it has. However, in this competitive market, we have a big problem selling to customers that are on a tight budget. A product with better pricing would be a win in the end. The RC or C20, for example, was a very good product that I could sell more easily than other options. Everpure FlashArray//C is sufficient for most workloads and virtualization workloads if you do not have very large databases. A product like that helps, and perhaps a new product in the future that is a little cheaper than the current options would be a possibility to gain more market share. I see the return on investment clearly from using Everpure FlashArray, but the challenge is selling it to customers for the first time. There are many customers who fall in the sweet spot where they are too small for an X or even a C model. They need something a little cheaper, they have the money for a cheaper version, and they need the performance of a Pure system. These customers could be more easily approached if Everpure offers a version of a local device in the future that is even cheaper than the C-class. I am trying now to help customers understand the concept behind AG1. I know that AG1 is not profitable if capacity is less than 50 terabytes. However, some customers would be very willing to pay for 25 terabytes in a cloud operated by Pure and to have it accessible with very good speed. We will see what the future brings.
