A version of this content was previously published on Forbes.
In its fiscal Q4 2024 earnings release, Pure Storage exceeded revenue and operating profit guidance, demonstrating strong financial performance and market demand for its products and services. The most interesting aspect of Pure’s earnings is the growth of its subscription-based business, now accounting for more than 40% of its total revenue.
Earnings Overview
Pure Storage exceeded revenue guidance for the quarter, delivering $789.8 million in the fourth quarter, a 3% decrease year-over-year. For the full year, Pure generated revenue of $2.8 billion, a 3% increase from the previous year.
The company also reported an operating margin of approximately 16% for fiscal 2024, above its original guidance of 15%. Pure attributed this to strong gross margins across its data storage portfolio.
Pure also disclosed that it expanded its customer base, acquiring 349 new customers during Q4, including six new Fortune 500 customers. The company now serves slightly over 60% of the Fortune 500.
Among all of its offerings, the most impactful may be the growth of its subscription business, which now represents 42% of total revenue. The shift towards a subscription-based model highlights Pure Storage’s successful transition to more predictable and recurring revenue streams, a success that’s led to doubling total contract value sales for Evergreen//One and Evergreen//Flex to over $400 million.
Significant Subscription Growth
Pure Storage’s subscription business, sold primarily under its Evergreen branding, is part of Pure’s long-term strategic diversification towards a more predictable, recurring revenue model that aligns with modern customer preferences for flexibility, scalability, and cost efficiency.
Evergreen//One and Evergreen//Flex offerings are the heart of Pure’s Evergreen offerings, each providing different customer benefits. The combined offerings bring cloud-like agility to enterprise storage, providing non-disruptive upgrades, predictable OpEx economics, and even a surprisingly strong sustainability story.
Evergreen//One offers customers a cloud-like experience on-premises that provides the operational flexibility and scalability of public cloud services but with the benefits of data sovereignty and reduced latency. This model is managed entirely through the cloud, offering ease of use, minimal management overhead, and seamless scalability akin to SaaS offerings.
Evergreen//Flex, on the other hand, offers a more tailored approach to consumption-based storage, allowing customers to adjust their storage usage up and down with financial and operational flexibility. This brings flexibility to enterprise storage, providing the agility to scale storage resources in response to changing demands without the burden of significant upfront investments.
In essence, Pure Storage’s Evergreen offerings redefine how organizations approach their storage infrastructure, moving away from the traditional, capital-intensive purchase and refresh cycles to a more sustainable, flexible, and cost-effective model.
This approach addresses the immediate needs of modern data storage. It aligns with broader IT and business objectives, making it a compelling choice for enterprises looking to optimize their storage strategies.
Strategically, Pure Storage’s subscription offerings have been pivotal in securing enterprise deals, underscoring the competitive advantage of its unified platform strategy. By providing a consistent, reliable, and efficient storage environment, Pure Storage meets a critical market need for comprehensive data management solutions that bridge the gap between on-premises control and cloud agility.
Analysis
Pure’s consensus-beating results show that the macro environment for enterprise infrastructure may be taking a positive turn. At the same time, it’s not unusual for Pure to outperform the broader market, so a full picture likely won’t emerge until Dell Technologies, NetApp, and Hewlett Packard Enterprise all report over the coming weeks.
A significant part of Pure’s bullish outlook for double-digit revenue growth and increased total contract value comes from sustained market demand for its subscription services. By aligning its offerings with the evolving demands of the digital economy, Pure Storage is responding to its customers’ immediate needs and setting the stage for sustained leadership and innovation in the data storage industry.
The industry recognizes the need for consumption-based infrastructure offerings, with every major storage provider offering a solution in the space. At the same time, there’s often a significant gap between bringing a product market and finding sustained success.
HPE is perhaps the most successful, shifting its entire focus to delivering nearly all its products as a service with its pivot towards HPE GreenLake. Among the rest of the market, Dell offers Apex, NetApp has Keystone, and Lenovo has TruScale. Apart from HPE, however, none of these competitors report the same growth and impact from subscription revenue as Pure Storage. This is something to watch in each of those upcoming earnings results.
Pure’s growth in subscriptions shouldn’t overshadow its growth and acceptance of its traditional storage offerings. During the earnings call, Pure CEO Charlie Giancarlo pointed out that Pure’s FlashBlade products have crossed the $2 billion threshold in sales. It’s E-series offerings are also finding success in bringing flash storage into the near-line storage space.
Overall, Pure Storage’s fiscal 2024 performance and its outlook for its fiscal 2025 show a company that is not only navigating the challenges of a dynamic market landscape but also seizing the opportunities presented by technological advancements and shifting customer preferences.
The growth revealed in its latest earnings is a clear result of Pure’s innovation and market adaptability. Pure Storage remains well-positioned to lead the transformation towards service-oriented models, while also continuing to innovate and grow its traditional on-prem offerings. It’s a compelling story.
