>>Hey guys. Welcome back to the Cubes coverage of Ansible Fast 2022. This is day two of our wall to wall coverage. Lisa Martin here with John Ferer. John, we're seeing this world where companies are saying if we can't automate it, we need to, The automation market is transforming. There's been a lot of buzz about that. A lot of technical chops here at Ansible Fest. >>Yeah, I mean, we've got a great guest here coming on Cuba alumni, Dean Newman, future room. He travels every event he's got. He's got his nose to the grindstone ear to the ground. Great analysis. I mean, we're gonna get into why it's important. How does Ansible fit into the big picture? It's really gonna be a great segment. The >>Board do it well, John just did my job for me about, I'll introduce him again. Daniel Newman, one of our alumni is Back Principal Analyst at Future and Research. Great to have you back on the cube. >>Yeah, it's good to join you. Excited to be back in Chicago. I don't know if you guys knew this, but for 40 years, this was my hometown. Now I don't necessarily brag about that anymore. I'm, I live in Austin now. I'm a proud Texan, but I did grow up here actually out in the west suburbs. I got off the plane, I felt the cold air, and I almost turned around and said, Does this thing go back? Yeah. Cause I'm, I've, I've grown thin skin. It did not take me long. I, I like the warm, Come on, >>I'm the saying, I'm from California and I got off the plane Monday. I went, Whoa, I need a coat. And I was in Miami a week ago and it was 85. >>Oh goodness. >>Crazy. So you just flew in. Talk about what's going on, your take on, on Ansible. We've talked a lot with the community, with partners, with customers, a lot of momentum. The flywheel of the community is going around and round and round. What are some of your perspectives that you see? >>Yeah, absolutely. Well, let's you know, I'm gonna take a quick step back. We're entering an era where companies are gonna have to figure out how to do more with less. Okay? We've got exponential data growth, we've got more architectural complexity than ever before. Companies are trying to discern how to deal with many different environments. And just at a macro level, Red Hat is one of the companies that is almost certainly gonna be part of this multi-cloud hybrid cloud era. So that should initially give a lot of confidence to the buying group that are looking at how to automate their environments. You're automating workflows, but really with, with Ansible, we're focused on automating it, automating the network. So as companies are kind of dig out, we're entering this recessionary period, Okay, we're gonna call it what it is. The first thing that they're gonna look at is how do we tech our way out of it? >>I had a wonderful one-on-one conversation with ServiceNow ceo, Bill McDermott, and we saw ServiceNow was in focus this morning in the initial opening session. This is the integration, right? Ansible integrating with ServiceNow. What we need to see is infrastructure automation, layers and applications working in concert to basically enable enterprises to be up and running all the time. Let's first fix the problems that are most common. Let's, let's automate 'em, let's script them. And then at some point, let's have them self resolving, which we saw at the end with Project Wisdom. So as I see it, automation is that layer that enterprises, boards, technologists, all can agree upon are basically here's something that can make our business more efficient, more profitable, and it's gonna deal with this short term downturn in a way that tech is actually gonna be the answer. Just like Bill and I said, let's tech our way out of it. >>If you look at the Red Hat being bought by ibm, you see Project Wisdom Project, not a product, it's a project. Project Wisdom is the confluence of research and practitioners kind of coming together with ai. So bringing AI power to the Ansible is interesting. Red Hat, Linux, Rel OpenShift, I mean, Red Hat's kind of position, isn't it? Kind of be in that right spot where a puck might be coming maybe. I mean, what do you think? >>Yeah, as analysts, we're really good at predicting the, the recent past. It's a joke I always like to make, but Red Hat's been building toward the future. I think for some time. Project Wisdom, first of all, I was very encouraged with it. One of the things that many people in the market probably have commented on is how close is IBM in Red Hat? Now, again, it's a $34 billion acquisition that was made, but boy, the cultures of these two companies couldn't be more different. And of course, Red Hat kind of carries this, this sort of middle ground layer where they provide a lot of value in services to companies that maybe don't use IBM at, at, for the public cloud especially. This was a great indication of how you can take the power of IBM's research, which of course has some of the world's most prolific data scientists, engineers, building things for the future. >>You know, you see things like yesterday they launched a, you know, an AI solution. You know, they're building chips, semiconductors, and technologies that are gonna power the future. They're building quantum. Long story short, they have these really brilliant technologists here that could be adding value to Red Hat. And I don't know that the, the world has fully been able to appreciate that. So when, when they got on stage and they kind of say, Here's how IBM is gonna help power the next generation, I was immediately very encouraged by the fact that the two companies are starting to show signs of how they can collaborate to offer value to their customers. Because of course, as John kind of started off with, his question is, they've kind of been where the puck is going. Open source, Linux hybrid cloud, This is the future. In the future. Every company's multi-cloud. And I said in a one-on-one meeting this morning, every company is going to probably have workloads on every cloud, especially large enterprises. >>Yeah. And I think that the secret's gonna be how do you make that evolve? And one of the things that's coming out of the industry over the years, and looking back as historians, we would say, gotta have standards. Well, with cloud, now people standards might slow things down. So you're gonna start to figure out how does the community and the developers are thinking it'll be the canary in the coal mine. And I'd love to get your reaction on that, because we got Cuban next week. You're seeing people kind of align and try to win the developers, which, you know, I always laugh cuz like, you don't wanna win, you want, you want them on your team, but you don't wanna win them. It's like a, it's like, so developers will decide, >>Well, I, I think what's happening is there are multiple forces that are driving product adoption. And John, getting the developers to support the utilization and adoption of any sort of stack goes a long way. We've seen how sticky it can be, how sticky it is with many of the public cloud pro providers, how sticky it is with certain applications. And it's gonna be sticky here in these interim layers like open source automation. And Red Hat does have a very compelling developer ecosystem. I mean, if you sat in the keynote this morning, I said, you know, if you're not a developer, some of this stuff would've been fairly difficult to understand. But as a developer you saw them laughing at jokes because, you know, what was it the whole part about, you know, it didn't actually, the ping wasn't a success, right? And everybody started laughing and you know, I, I was sitting next to someone who wasn't technical and, and you know, she kinda goes, What, what was so funny? >>I'm like, well, he said it worked. Do you see that? It said zero data trans or whatever that was. So, but if I may just really quickly, one, one other thing I did wanna say about Project Wisdom, John, that the low code and no code to the full stack developer is a continuum that every technology company is gonna have to think deeply about as we go to the future. Because the people that tend to know the process that needs to be automated tend to not be able to code it. And so we've seen every automation company on the planet sort of figuring out and how to address this low code, no code environment. I think the power of this partnership between IBM Research and Red Hat is that they have an incredibly deep bench of capabilities to do things like, like self-training. Okay, you've got so much data, such significant size models and accuracy is a problem, but we need systems that can self teach. They need to be able self-teach, self learn, self-heal so that we can actually get to the crux of what automation is supposed to do for us. And that's supposed to take the mundane out and enable those humans that know how to code to work on the really difficult and hard stuff because the automation's not gonna replace any of that stuff anytime soon. >>So where do you think looking at, at the partnership and the evolution of it between IBM research and Red Hat, and you're saying, you know, they're, they're, they're finally getting this synergy together. How is it gonna affect the future of automation and how is it poised to give them a competitive advantage in the market? >>Yeah, I think the future or the, the competitive space is that, that is, is ecosystems and integration. So yesterday you heard, you know, Red Hat Ansible focusing on a partnership with aws. You know, this week I was at Oracle Cloud world and they're talking about running their database in aws. And, and so I'm kind of going around to get to the answer to your question, but I think collaboration is sort of the future of growth and innovation. You need multiple companies working towards the same goal to put gobs of resources, that's the technical term, gobs of resources towards doing really hard things. And so Ansible has been very successful in automating and securing and focusing on very certain specific workloads that need to be automated, but we need more and there's gonna be more data created. The proliferation, especially the edge. So you saw all this stuff about Rockwell, How do you really automate the edge at scale? You need large models that are able to look and consume a ton of data that are gonna be continuously learning, and then eventually they're gonna be able to deliver value to these companies at scale. IBM plus Red Hat have really great resources to drive this kind of automation. Having said that, I see those partnerships with aws, with Microsoft, with ibm, with ServiceNow. It's not one player coming to the table. It's a lot of players. They >>Gotta be Switzerland. I mean they have the Switzerland. I mean, but the thing about the Amazon deal is like that marketplace integration essentially puts Ansible once a client's in on, on marketplace and you get the central on the same bill. I mean, that's gonna be a money maker for Ansible. I >>Couldn't agree more, John. I think being part of these public cloud marketplaces is gonna be so critical and having Ansible land and of course AWS largest public cloud by volume, largest marketplace today. And my opinion is that partnership will be extensible to the other public clouds over time. That just makes sense. And so you start, you know, I think we've learned this, John, you've done enough of these interviews that, you know, you start with the biggest, with the highest distribution and probability rates, which in this case right now is aws, but it'll land on in Azure, it'll land in Google and it'll continue to, to grow. And that kind of adoption, streamlining make it consumption more consumable. That's >>Always, I think, Red Hat and Ansible, you nailed it on that whole point about multicloud, because what happens then is why would I want to alienate a marketplace audience to use my product when it could span multiple environments, right? So you saw, you heard that Stephanie yesterday talk about they, they didn't say multiple clouds, multiple environments. And I think that is where I think I see this layer coming in because some companies just have to work on all clouds. That's the way it has to be. Why wouldn't you? >>Yeah. Well every, every company will probably end up with some workloads in every cloud. I just think that is the fate. Whether it's how we consume our SaaS, which a lot of people don't think about, but it always tends to be running on another hyperscale public cloud. Most companies tend to be consuming some workloads from every cloud. It's not always direct. So they might have a single control plane that they tend to lead the way with, but that is only gonna continue to change. And every public cloud company seems to be working on figuring out what their niche is. What is the one thing that sort of drives whether, you know, it is, you know, traditional, we know the commoditization of traditional storage network compute. So now you're seeing things like ai, things like automation, things like the edge collaboration tools, software being put into the, to the forefront because it's a different consumption model, it's a different margin and economic model. And then of course it gives competitive advantages. And we've seen that, you know, I came back from Google Cloud next and at Google Cloud next, you know, you can see they're leaning into the data AI cloud. I mean, that is their focus, like data ai. This is how we get people to come in and start using Google, who in most cases, they're probably using AWS or Microsoft today. >>It's a great specialty cloud right there. That's a big use case. I can run data on Google and run something on aws. >>And then of course you've got all kinds of, and this is a little off topic, but you got sovereignty, compliance, regulatory that tends to drive different clouds over, you know, global clouds like Tencent and Alibaba. You know, if your workloads are in China, >>Well, this comes back down at least to the whole complexity issue. I mean, it has to get complex before it gets easier. And I think that's what we're seeing companies opportunities like Ansible to be like, Okay, tame, tame the complexity. >>Yeah. Yeah, I totally agree with you. I mean, look, when I was watching the demonstrations today, my take is there's so many kind of simple, repeatable and mundane tasks in everyday life that enterprises need to, to automate. Do that first, you know? Then the second thing is working on how do you create self-healing, self-teaching, self-learning, You know, and, and I realize I'm a little broken of a broken record at this, but these are those first things to fix. You know, I know we want to jump to the future where we automate every task and we have multi-term conversational AI that is booking our calendars and driving our cars for us. But in the first place, we just need to say, Hey, the network's down. Like, let's make sure that we can quickly get access back to that network again. Let's make sure that we're able to reach our different zones and locations. Let's make sure that robotic arm is continually doing the thing it's supposed to be doing on the schedule that it's been committed to. That's first. And then we can get to some of these really intensive deep metaverse state of automation that we talk about. Self-learning, data replication, synthetic data. I'm just gonna throw terms around. So I sound super smart. >>In your customer conversations though, from an looking at the automation journey, are you finding most of them, or some percentage is, is wanting to go directly into those really complex projects rather than starting with the basics? >>I don't know that you're, you're finding that the customers want to do that? I think it's the architecture that often ends up being a problem is we as, as the vendor side, will tend to talk about the most complex problems that they're able to solve before companies have really started solving the, the immediate problems that are before them. You know, it's, we talk about, you know, the metaphor of the cloud is a great one, but we talk about the cloud, like it's ubiquitous. Yeah. But less than 30% of our workloads are in the public cloud. Automation is still in very early days and in many industries it's fairly nascent. And doing things like self-healing networks is still something that hasn't even been able to be deployed on an enterprise-wide basis, let alone at the industrial layer. Maybe at the company's on manufacturing PLAs or in oil fields. Like these are places that have difficult to reach infrastructure that needs to be running all the time. We need to build systems and leverage the power of automation to keep that stuff up and running. That's, that's just business value, which by the way is what makes the world go running. Yeah. Awesome. >>A lot of customers and users are struggling to find what's the value in automating certain process, What's the ROI in it? How do you help them get there so that they understand how to start, but truly to make it a journey that is a success. >>ROI tends to be a little bit nebulous. It's one of those things I think a lot of analysts do. Things like TCO analysis Yeah. Is an ROI analysis. I think the businesses actually tend to know what the ROI is gonna be because they can basically look at something like, you know, when you have an msa, here's the downtime, right? Business can typically tell you, you know, I guarantee you Amazon could say, Look for every second of downtime, this is how much commerce it costs us. Yeah. A company can generally say, if it was, you know, we had the energy, the windmills company, like they could say every minute that windmill isn't running, we're creating, you know, X amount less energy. So there's a, there's a time value proposition that companies can determine. Now the question is, is about the deployment. You know, we, I've seen it more nascent, like cybersecurity can tend to be nascent. >>Like what does a breach cost us? Well there's, you know, specific costs of actually getting the breach cured or paying for the cybersecurity services. And then there's the actual, you know, ephemeral costs of brand damage and of risks and customer, you know, negative customer sentiment that potentially comes out of it. With automation, I think it's actually pretty well understood. They can look at, hey, if we can do this many more cycles, if we can keep our uptime at this rate, if we can reduce specific workforce, and I'm always very careful about this because I don't believe automation is about replacement or displacement, but I do think it is about up-leveling and it is about helping people work on things that are complex problems that machines can't solve. I mean, said that if you don't need to put as many bodies on something that can be immediately returned to the organization's bottom line, or those resources can be used for something more innovative. So all those things are pretty well understood. Getting the automation to full deployment at scale, though, I think what often, it's not that roi, it's the timeline that gets misunderstood. Like all it projects, they tend to take longer. And even when things are made really easy, like with what Project Wisdom is trying to do, semantically enable through low code, no code and the ability to get more accuracy, it just never tends to happen quite as fast. So, but that's not an automation problem, That's just the crux of it. >>Okay. What are some of the, the next things on your plate? You're quite a, a busy guy. We, you, you were at Google, you were at Oracle, you're here today. What are some of the next things that we can expect from Daniel Newman? >>Oh boy, I moved Really, I do move really quickly and thank you for that. Well, I'm very excited. I'm taking a couple of work personal days. I don't know if you're a fan, but F1 is this weekend. I'm the US Grand Prix. Oh, you're gonna Austin. So I will be, I live in Austin. Oh. So I will be in Austin. I will be at the Grand Prix. It is work because it, you know, I'm going with a number of our clients that have, have sponsorships there. So I'll be spending time figuring out how the data that comes off of these really fun cars is meaningfully gonna change the world. I'll actually be talking to Splunk CEO at the, at the race on Saturday morning. But yeah, I got a lot of great things. I got a, a conversation coming up with the CEO of Twilio next week. We got a huge week of earnings ahead and so I do a lot of work on that. So I'll be on Bloomberg next week with Emily Chang talking about Microsoft and Google. Love talking to Emily, but just as much love being here on, on the queue with you >>Guys. Well we like to hear that. Who you're rooting for F one's your favorite driver. I, >>I, I like Lando. Do you? I'm Norris. I know it's not necessarily a fan favorite, but I'm a bit of a McLaren guy. I mean obviously I have clients with Oracle and Red Bull with Ball Common Ferrari. I've got Cly Splunk and so I have clients in all. So I'm cheering for all of 'em. And on Sunday I'm actually gonna be in the Williams Paddock. So I don't, I don't know if that's gonna gimme me a chance to really root for anything, but I'm always, always a big fan of the underdog. So maybe Latifi. >>There you go. And the data that comes off the how many central unbeliev, the car, it's crazy's. Such a scientific sport. Believable. >>We could have Christian, I was with Christian Horner yesterday, the team principal from Reside. Oh yeah, yeah. He was at the Oracle event and we did a q and a with him and with the CMO of, it's so much fun. F1 has been unbelievable to watch the momentum and what a great, you know, transitional conversation to to, to CX and automation of experiences for fans as the fan has grown by hundreds of percent. But just to circle back full way, I was very encouraged with what I saw today. Red Hat, Ansible, IBM Strong partnership. I like what they're doing in their expanded ecosystem. And automation, by the way, is gonna be one of the most robust investment areas over the next few years, even as other parts of tech continue to struggle that in cyber security. >>You heard it here. First guys, investment in automation and cyber security straight from two analysts. I got to sit between. For our guests and John Furrier, I'm Lisa Martin, you're watching The Cube Live from Chicago, Ansible Fest 22. John and I will be back after a short break. SO'S stick around.

(upbeat music) >> Hey, everyone. Welcome to theCUBE's presentation of the AWS Startup Showcase, season two, episode four. I'm your host, Lisa Martin. This topic is cybersecurity detect and protect against threats. Very excited to welcome a CUBE alumni back to the program. Snehal Antani, the co-founder and CEO of Horizon3 joins me. Snehal, it's great to have you back in the studio. >> Likewise, thanks for the invite. >> Tell us a little bit about Horizon3, what is it that you guys do? You were founded in 2019, got a really interesting group of folks with interesting backgrounds, but talk to the audience about what it is that you guys are aiming to do. >> Sure, so maybe back to the problem we were trying to solve. So my background, I was a engineer by trade, I was a CIO at G Capital, CTO at Splunk and helped grow scale that company. And then took a break from industry to serve within the Department of Defense. And in every one of my jobs where I had cyber security in my responsibility, I suffered from the same problem. I had no idea I was secure or that we were fixing the right vulnerabilities or logging the right data in Splunk or that our tools and processes and people worked together well until the bad guys had showed up. And by then it was too late. And what I wanted to do was proactively verify my security posture, make sure that my security tools were actually effective, that my people knew how to respond to a breach before the bad guys were there. And so this whole idea of continuously verifying my security posture through security testing and pen testing became a passion project of mine for over a decade. And through my time in the DOD found the right group of an early people that had offensive cyber experience, that had defensive cyber experience, that knew how to build and ship and deliver software at scale. And we came together at the end of 2019 to start Horizon3. >> Talk to me about the current threat landscape. We've seen so much change in flux in the last couple of years. Globally, we've seen the threat actors are just getting more and more sophisticated as is the different types of attacks. What are you seeing kind of horizontally across the threat landscape? >> Yeah, the biggest thing is attackers don't have to hack in using Zero-days like you see in the movies. Often they're able to just log in with valid credentials that they've collected through some mechanism. As an example, if I wanted to compromise a large organization, say United Airlines, one of the things that an attacker's going to go off and do is go to LinkedIn and find all of the employees that work at United Airlines. Now you've got say, 7,000 pilots. Of those pilots, you're going to figure out quickly that their user IDs and passwords or their user IDs at least are first name, last initial @united.com. Cool, now I have 7,000 potential logins and all it takes is one of them to reuse a compromised password for their corporate email, and now you've got an initial user in the system. And most likely, that initial user has local admin on their laptops. And from there, an attacker can dump credentials and find a path to becoming a domain administrator. And what happens oftentimes is, security tools don't detect this because it looks like valid behavior in the organization. And this is pretty common, this idea of collecting information on an organization or a target using open source intelligence, using a mix of credential spraying and kind of low priority or low severity exploitations or misconfigurations to get in. And then from there, systematically dumping credentials, reusing those credentials, and finding a path towards compromise. And less than 2% of CVEs are actually used in exploits. Most of the time, attackers chain together misconfigurations, bad product defaults. And so really the threat landscape is, attackers don't hack in, they log in. And organizations have to focus on getting the basics right and fundamentals right first before they layer on some magic easy button that is some security AI tools hoping that that's going to save their day. And that's what we found systemically across the board. >> So you're finding that across the board, probably pan-industry that a lot of companies need to go back to basics. We talk about that a lot when we're talking about security, why do you think that is? >> I think it's because, one, most organizations are barely treading water. When you look at the early rapid adopters of Horizon3's pen testing product, autonomous pen testing, the early adopters tended to be teams where the IT team and the security team were the same person, and they were barely treading water. And the hardest part of my job as a CIO was deciding what not to fix. Because the bottleneck in the security process is the actual capacity to fix problems. And so, fiercely prioritizing issues becomes really important. But the tools and the processes don't focus on prioritizing what's exploitable, they prioritize by some arbitrary score from some arbitrary vulnerability scanner. And so we have as a fundamental breakdown of the small group of folks with the expertise to fix problems tend to be the most overworked and tend to have the most noise to need to sift through. So they don't even have time to get to the basics. They're just barely treading water doing their day jobs and they're often sacrificing their nights and weekends. All of us at Horizon3 were practitioners at one point in our career, we've all been called in on the weekend. So that's why what we did was fiercely focus on helping customers and users fix problems that truly matter, and allowing them to quickly reattack and verify that the problems were truly fixed. >> So when it comes to today's threat landscape, what is it that organizations across the board should really be focused on? >> I think, systemically, what we see are bad password or credential policies, least access privileged management type processes not being well implemented. The domain user tends to be the local admin on the box, no ability to understand what is a valid login versus a malicious login. Those are some of the basics that we see systemically. And if you layer that with it's very easy to say, misconfigure vCenter, or misconfigure a piece of Cisco gear, or you're not going to be installing, monitoring security observability tools on that HPE Integrated Lights Out server and so on. What you'll find is that you've got people overworked that don't have the capacity to fix. You have the fundamentals or the basics not well implemented. And you have a whole bunch of blind spots in your security posture. And defenders have to be right every time, attackers only have to be right once. And so what we have is this asymmetric fight where attackers are very likely to get in, and we see this on the news all the time. >> So, and nobody, of course, wants to be the next headline, right? Talk to me a little bit about autonomous pen testing as a service, what you guys are delivering, and what makes it unique and different than other tools that have been out, as you're saying, that clearly have gaps. >> Yeah. So first and foremost was the approach we took in building our product. What we set upfront was, our primary users should be IT administrators, network engineers, and that IT intern who, in three clicks, should have the power of a 20-year pen testing expert. So the whole idea was empower and enable all of the fixers to find, fix, and verify their security weaknesses continuously. That was the design goal. Most other security products are designed for security people, but we already know they're task saturated, they've got way too many tools under the belt. So first and foremost, we wanted to empower the fixers to fix problems that truly matter. The second part was, we wanted to do that without having to install credentialed agents all over the place or writing your own custom attack scripts, or having to do a bunch of configurations and make sure that it's safe to run against production systems so that you could test your entire attack surface. Your on-prem, your cloud, your external perimeter. And this is where AWS comes in to be very important, especially hybrid customers where you've got a portion of your infrastructure on AWS, a portion on-prem, and you use Horizon3 to be able to attack your complete attack surface. So we can start on-prem and we will find say, the AWS credentials file that was mistakenly saved on a shared drive, and then reuse that to become admin in the cloud. AWS didn't do anything wrong, the cloud team didn't do anything wrong, a developer happened to share a password or save a password file locally. That's how attackers get in. So we can start from on-prem and show how we can compromise the cloud, start from the cloud and show how we can compromise on-prem. Start from the outside and break in. And we're able to show that complete attack surface at scale for hybrid customers. >> So showing that complete attack surface sort of from the eyes of the attacker? >> That's exactly right, because while blue teams or the defenders have a very specific view of their environment, you have to look at yourself through the eyes of the attacker to understand what are your blind spots, what do they see that you don't see. And it's actually a discipline that is well entrenched within military culture. And that's also important for us as the company. We're about a third of Horizon3 served in US special operations or the intelligence community with the United States, and then DOD writ large. And a lot of that red team mindset, view yourself through the eyes of the attacker, and this idea of training like you fight and building muscle memory so you know how to react to the real incident when it occurs is just ingrained in how we operate, and we disseminate that culture through all of our customers as well. >> And at this point in time, every business needs to assume an attacker's going to get in. >> That's right. There are way too many doors and windows in the organization. Attackers are going to get in, whether it's a single customer that reused their Netflix password for their corporate email, a patch that didn't get applied properly, or a new Zero-day that just gets published. A piece of Cisco software that was misconfigured, not buy anything more than it's easy to misconfigure these complex pieces of technology. Attackers are going to get in. And what we want to understand as customers is, once they're in, what could they do? Could they get to my crown jewel's data and systems? Could they borrow and prepare for a much more complicated attack down the road? If you assume breach, now you want to understand what can they get to, how quickly can you detect that breach, and what are your ways to stifle their ability to achieve their objectives. And culturally, we would need a shift from talking about how secure I am to how defensible are we. Security is kind of a point in time state of your organization. Defensibility is how quickly you can adapt to the attacker to stifle their ability to achieve their objective. >> As things are changing constantly. >> That's exactly right. >> Yeah. Talk to me about a typical customer engagement. If there's, you mentioned folks treading water, obviously, there's the huge cybersecurity skills gap that we've been talking about for a long time now, that's another factor there. But when you're in customer conversations, who are you talking to? Typically, what are they coming to you for help? >> Yeah. One big thing is, you're not going to win and win a customer by taking 'em out to steak dinners. Not anymore. The way we focus on our go to market and our sales motion is cultivating champions. At the end of the proof of concept, our internal measure of successes is, is that person willing to get a Horizon3 tattoo? And you do that, not through steak dinners, not through cool swag, not through marketing, but by letting your results do the talking. Now, part of those results should not require professional services or consulting. The whole experience should be self-service, frictionless, and insightful. And that really is how we've designed the product and designed the entire sales motion. So a prospect will learn or discover about us, whether it's through LinkedIn, through social, through the website, but often because one of their friends or colleagues heard about us, saw our result, and is advocating on our behalf when we're not in the room. From there, they're going to be able to self-service, just log in to our product through their LinkedIn ID, their Google ID. They can engage with a salesperson if they want to. They can run a pen test right there on the spot against their home without any interaction with a sales rep. Let those results do the talking, use that as a starting point to engage in a more complicated proof of value. And the whole idea is we don't charge for these, we let our results do the talking. And at the end, after they've run us to find problems, they've gone off and fixed those issues, and they've rerun us to verify that what they've fixed was properly fixed, then they're hooked. And we have a hundred percent technical win rate with our prospects when they hit that find-fix-verify cycle, which is awesome. And then we get the tattoo for them, at least give them the template. And then we're off to the races. >> Sounds like you're making the process more simple. There's so much complexity behind it, but allowing users to be able to actually test it out themselves in a simplified way is huge. Allowing them to really focus on becoming defensible. >> That's exactly right. And the value is, especially now in security, there's so much hype and so much noise. There's a lot more time being spent self-discovering and researching technologies before you engage in a commercial discussion. And so what we try to do is optimize that entire buying experience around enabling people to discover and research and learn. The other part, remember is, offensive cyber and ethical hacking and so on is very mysterious and magical to most defenders. It's such a complicated topic with many nuance tools that they don't have the time to understand or learn. And so if you surface the complexity of all those attacker tools, you're going to overwhelm a person that is already overwhelmed. So we needed the experience to be incredibly simple and optimize that find-fix-verify aha moment. And once again, be frictionless and be insightful. >> Frictionless and insightful. Excellent. Talk to me about results, you mentioned results. We love talking about outcomes. When a customer goes through the PoC, PoV that you talked about, what are some of the results that they see that hook them? >> Yeah, the biggest thing is, what attackers do today is they will find a low from machine one plus a low from machine two equals compromised domain. What they're doing is they're chaining together issues across multiple parts of your system or your organization to opone your environment. What attackers don't do is find a critical vulnerability and exploit that single machine. It's always a chain, always multiple steps in the attack. And so the entire product and experience in, actually, our underlying tech is around attack paths. Here is the path, the attack path an attacker could have taken. That node zero our product took. Here is the proof of exploitation for every step along the way. So you know this isn't a false positive. In fact, you can copy and paste the attacker command from the product and rerun it yourself and see it for yourself. And then here is exactly what you have to go fix and why it's important to fix. So that path, proof, impact, and fix action is what the entire experience is focused on. And that is the results doing the talking, because remember, these folks are already overwhelmed, they're dealing with a lot of false positives. And if you tell them you've got another critical to fix, their immediate reaction is "Nope, I don't believe you. This is a false positive. I've seen this plenty of times, that's not important." So you have to, in your product experience and sales process and adoption process, immediately cut through that defensive or that reflex. And it's path, proof, impact. Here's exactly what you fix, here are the exact steps to fix it, and then you're off to the races. What I learned at Splunk was, you win hearts and minds of your users through amazing experience, product experience, amazing documentation. >> Yes. >> And a vibrant community of champions. Those are the three ingredients of success, and we've really made that the core of the product. So we win on our documentation, we win on the product experience, and we've cultivated pretty awesome community. >> Talk to me about some of those champions. Is there a customer story that you think really articulates the value of node zero and what it is that you are doing? >> Yeah, I'll tell you a couple. Actually, I just gave this talk at Black Hat on war stories from running 10,000 pen tests. And I'll try to be gentle on the vendors that were involved here, but the reality is, you got to be honest and authentic. So a customer, a healthcare organization ran a pen test and they were using a very well-known managed security services provider as their security operations team. And so they initiate the pen test and they wanted to audit their response time of their MSSP. So they run the pen test and we're in and out. The whole pen test runs two hours or less. And in those two hours, the pen test compromises the domain, gets access to a bunch of sensitive data, laterally maneuvers, rips the entire environment apart. It took seven hours for the MSSP to send an email notification to the IT director that said, "Hey, we think something suspicious is going on." >> Wow. >> Seven hours! >> That's a long time. >> We were in and out in two, seven hours for notification. And the issue with that healthcare company was, they thought they had hired the right MSSP, but they had no way to audit their performance. And so we gave them the details and the ammunition to get services credits to hold them accountable and also have a conversation of switching to somebody else. >> Accountability is key, especially when we're talking about the threat landscape and how it's evolving day to day. >> That's exactly right. Accountability of your suppliers or your security vendors, accountability of your people and your processes, and not having to wait for the bad guys to show up to test your posture. That's what's really important. Another story that's interesting. This customer did everything right. It was a banking customer, large environment, and they had Fortinet installed as their EDR type platform. And they initiate us as a pen test and we're able to get code execution on one of their machines. And from there, laterally maneuver to become a domain administrator, which in security is a really big deal. So they came back and said, "This is absolutely not possible. Fortinet should have stopped that from occurring." And it turned out, because we showed the path and the proof and the impact, Fortinet was misconfigured on three machines out of 5,000. And they had no idea. >> Wow. >> So it's one of those, you want to don't trust that your tools are working, don't trust your processes, verify them. Show me we're secure today. Show me we're secure tomorrow. And then show me again we're secure next week. Because my environment's constantly changing and the adversary always has a vote. >> Right, the constant change in flux is huge challenge for organizations, but those results clearly speak for themselves. You talked about speed in terms of time, how quickly can a customer deploy your technology, identify and remedy problems in their environment? >> Yeah, this find-fix-verify aha moment, if you will. So traditionally, a customer would have to maybe run one or two pen tests a year. And then they'd go off and fix things. They have no capacity to test them 'cause they don't have the internal attack expertise. So they'd wait for the next pen test and figure out that they were still exploitable. Usually, this year's pen test results look identical than last year's. That isn't sustainable. So our customers shift from running one or two pen tests a year to 40 pen tests a month. And they're in this constant loop of finding, fixing, and verifying all of the weaknesses in their infrastructure. Remember, there's infrastructure pen testing, which is what we are really good at, and then there's application level pen testing that humans are much better at solving. >> Okay. >> So we focus on the infrastructure side, especially at scale. But can you imagine, 40 pen tests a month, they run from the perimeter, the inside from a specific subnet, from work from home machines, from the cloud. And they're running these pen tests from many different perspectives to understand what does the attacker see from each of these locations in their organization and how do they systemically fix those issues? And what they look at is, how many critical problems were found, how quickly were they fixed, how often do they reoccur. And that third metric is important because you might fix something, but if it shows up again next week because you've got bad automation, you're in a rat race. So you want to look at that reoccurrence rate also. >> The reoccurrence rate. What are you most excited about as, obviously, the threat landscape continues to evolve, but what are you most excited about for the company and what it is that you're able to help organizations across industries achieve in such tumultuous times? >> Yeah. One of the coolest things is, because I was a customer for many of these products, I despised threat intelligence products. I despised them. Because there were basically generic blog posts. Maybe delivered as a data feed to my Splunk environment or something. But they're always really generic. Like, "You may have a problem here." And as a result, they weren't very actionable. So one of the really cool things that we do, it's just part of the product is this concept of flares, flares that we shoot up. And the idea is not to cause angst or anxiety or panic, but rather we look at threat intelligence and then because all of the insights we have from your pen test results, we connect those two together and say, "Your VMware Horizon instance at this IP is exploitable. You need to fix it as fast as possible, or is very likely to be exploited. And here is the threat intelligence and in the news from CSAI and elsewhere that shows why it's important." So I think what is really cool is we're able to take together threat intelligence out in the wild combined with very precise understanding of your environment to give you very accurate and actionable starting points for what you need to go fix or test or verify. And when we do that, what we see is almost like, imagine this ball bouncing, that is the first drop of the ball, and then that drives the first major pen test. And then they'll run all these subsequent pen tests to continue to find and fix and verify. And so what we see is this tremendous amount of excitement from customers that we're actually giving them accurate, detailed information to take advantage of, and we're not causing panic and we're not causing alert and fatigue as a result. >> That's incredibly important in this type of environment. Last question for you. If autonomous pen testing is obviously critical and has tremendous amount of potential for organizations, but it's only part of the equation. What's the larger vision? >> Yeah, we are not a pen testing company and that's something we decided upfront. Pen testing is a sensor. It collects and understands a tremendous amount of data for your attack surface. So the natural next thing is to analyze the pen test results over time to start to give you a more accurate understanding of your governance, risk, and compliance posture. So now what happens is, we are able to allow customers to go run 40 pen tests a month. And that kind of becomes the initial land or flagship product. But then from there, we're able to upsell or increase value to our customers and start to compete and take out companies like Security Scorecard or RiskIQ and other companies like that, where there tended to be, I was a user of all those tools, a lot of garbage in, garbage out. Where you can't fill out a spreadsheet and get an accurate understanding of your risk posture. You need to look at your detailed pen test results over time and use that to accurately understand what are your hotspots, what's your recurrence rate and so on. And being able to tell that story to your auditors, to your regulators, to the board. And actually, it gives you a much more accurate way to show return on investment of your security spend also. >> Which is huge. So where can customers and those that are interested go to learn more? >> So horizonthree.ai is the website. That's a great starting point. We tend to very much rely on social channels, so LinkedIn in particular, to really get our stories out there. So finding us on LinkedIn is probably the next best thing to go do. And we're always at the major trade shows and events also. >> Excellent. Snehal, it's been a pleasure talking to you about Horizon3, what it is that you guys are doing, why, and the greater vision. We appreciate your insights and your time. >> Thank you, likewise. >> All right. For my guest, I'm Lisa Martin. We want to thank you for watching the AWS Startup Showcase. We'll see you next time. (gentle music)

(upbeat music) >> Welcome back to theCUBE's continuing coverage of Snowflake Summit 22 live from Caesars Forum in Las Vegas. I'm Lisa Martin with Dave Vellante. We've got a couple of guests joining us now. We're going to be talking about financial services. Rinesh Patel joins us, the Global Head of Financial Services for Snowflake, and Jack Berkowitz, Chief Data Officer at ADP. Guys, welcome to the program. >> Thanks, thanks for having us. >> Thanks for having us. >> Talk to us about what's going on in the financial services industry as a whole. Obviously, we've seen so much change in the last couple of years. What does the data experience look like for internal folks and of course, for those end user consumers and clients? >> So, one of the big things happening inside of the financial services industry is overcoming the COVID wait, right? A lot of banks, a lot of institutions like ours had a lot of stuff on-prem. And then the move to the Cloud allows us to have that flexibility to deal with it. And out of that is also all these new capabilities. So the machine learning revolution has really hit the services industry, right? And so it's affecting how our IT teams or our data teams are building applications. Also really affecting what the end consumers get out of them. And so there's all sorts of consumerization of the experience over the past couple of years much faster than we ever expected it to happen. >> Right, we have these expectations as consumers that bleed into our business lives that I can do transactions. It's going to be on the swipe in terms of checking authenticity, fraud detection, et cetera. And of course we don't want things to go back in terms of how brands are serving us. Talk about some of the things that you guys have put in place with Snowflake in the last couple of years, particularly at ADP. >> Yeah, so one of the big things that we've done, is, one of the things that we provide is compensation data. So we issue a thing called the National Employment Report that informs the world as to what's happening in the U.S. economy in terms of workers. And then we have compensation data on top of that. So the thing that we've been able to do with Snowflake is to lower the time that it takes us to process that and get that information out into the fingertips of people. And so people can use it to see what's changed in terms of with the worker changes, how much people are making. And they can get it very, very quickly. And we're able to do that with Snowflake now. Used to take us weeks, now it's in a matter of moments we can get that updated information out to people. >> Interesting. It helps with the talent war and- >> Helps in the talent war, helps people adjust, even where they're going to put supply chain in reaction to where people are migrating. We can have all of that inside of the Snowflake system and available almost instantaneously. >> You guys announced the Financial Data Cloud last year. What was that like? 'Cause I know we had Frank on early, he clearly was driving the verticalization of Snowflake if you will, which is kind of rare for a relatively new software company but what's that been like? Give us the update on where you're at and biggest vertical, right? >> Absolutely, it's been an exciting 12 months. We're a platform, but the journey and the vision is more. We're trying to bring together a fragmented ecosystem across financial services. The aim is really to bring together key customers, key data providers, key solution providers all across the different Clouds that exist to allow them to collaborate with data in a seamless way. To solve industry problems. To solve industry problems like ESG, to solve industry problems like quantitative research. And we're seeing a massive groundswell of customers coming to Snowflake, looking at the Financial Services Data Cloud now to actually solve business problems, business critical problems. That's really driving a lot of change in terms of how they operate, in terms of how they win customers, mitigate risk and so forth. >> Jack, I think, I feel like the only industry that's sometimes more complicated than security, is data. Maybe not, security's still maybe more fragmented- >> Well really the intersection of the two is a nightmare. >> And so as you look out on this ecosystem, how do you as the chief data officer, how do you and your organization, what process do you use to decide, okay, which of the, like a chef, which of these ingredients am I going to put together for my business. >> It's a great question, right? There's been explosion of companies. We kind of look at it in two ways. One is we want to make sure that the software and the data can interoperate because we don't want to be in the business of writing bridge code. So first thing is, is having the ecosystem so that the things are tested and can work together. The other area is, and it's important to us is understanding the risk profile of that company. We process about 20% of the U.S. payroll, another 25% of the taxes. And so there's a risk to us that we have an imperative to protect. So we're looking at those companies are they financed, what's their management team. What's the sales experience like, that's important to us. And so technology and the experience of the company coming together are super important to us. >> What's your purview as a chief data officer, I mean, a lot of CDOs that I know came out of the back office and it was a compliance or data quality. You come out of industry from a technology company. So you're sort of the modern... You're like the modern CDO. >> Thanks. Thanks. >> Dave: What's your role? >> I appreciate that. >> You know what I'm saying though? >> And for a while it was like, oh yeah, compliance. >> So I actually- >> And then all of a sudden, boom, big deal. >> Yeah, I really have two jobs. So I have that job with data governance but a lot of data security. But I also have a product development unit, a massive business in monetization of data or people analytics or these compensation benchmarks or helping people get mortgages. So providing that information, so that people can get their mortgage, or their bank loans, or all this other type of transactional data. *So it's both sides of that equation is my reading inside. >> You're responsible for building data products? >> That's right. >> Directly. >> That's right. I've got a massive team that builds data products. >> Okay. That's somewhat unique in your... >> I think it's where CDOs need to be. So we build data products. We build, and we assist as a hub to allow other business units to build analytics that help them either optimize their cost or increase their sales. And then we help with all that governance and communication, we don't want to divide it up. There's a continuum to it. >> And you're a peer of the CIO and the CISO? >> Yeah, exactly. They're my peers. I actually talk to them almost every day. So I've got the CIO as a peer. >> It's a team. >> I've got the security as a peer and we get things done together. >> Talk about the alignment with business. We've been talking a lot about alignment with the data folks, the business folks, the technical folks to identify the right solutions, to be able to govern data, to monetize it, to create data products. What does that... You mentioned a couple of your cohorts, but on the business side, who are some of those key folks? >> So we're like any other big, big organization. We have lots of different business units. So we work directly with either the operational team or the heads of those business units to divine analytic missions that they'll actually execute. And at the same time, we actually have a business unit that's all around data monetization. And so I work with them every single day. And so these business units will come together. I think the big thing for us is to define value and measure that value as we go. As long as we're measuring that value as we go, then we can continue to see improvements. And so, like I said, sometimes it's bottom line, sometimes it's top line, but we're involved. Data is actually a substrate of the company. It's not a side thing to the company. >> Yeah, you are. >> ADP. >> Yeah but if they say data first but you really are data first. >> Yeah. I mean, our CEO says- >> Data's your product. >> Data's our middle name. And it literally is. >> Well, so what do you do in the Snowflake financial services data Cloud? Are you monetizing? >> Yeah. >> What's the plan? >> Yeah, so we have clients. So part of our data monetization is actually providing aggregate and anonymized information that helps other clients make business decisions. So they'll take it into their analytics. So, supply chain optimization, where should we actually put the warehouses based on the population shifts? And so we're actually using the file distribution capabilities or the information distribution, no longer files, where we use Snowflake to actually be that data cloud for those clients. So the data just pops up for our other clients. >> I think the industry's existed a lot with the physical movement of data. When you physically move data, you also physically move the data management challenges. Where do you store it? How do you map it? How do you concord it? And ultimately data sharing is taking away that friction that exists. So it's easier to be able to make informed decisions with the data at hand across two counterparties. >> Yeah, and there's a benefit to us 'cause it lowers our friction. We can have a conversation and somebody can be... Obviously the contracts have to be signed, but once they get done, somebody's up and running on it within minutes. And where it used to be, as you were saying, the movement of data and loss of control, we never actually lose control of it. We know where it is. >> Or yeah, contracts signed, now you got to go through this long process of making sure everything's cool, or a lot of times it could slow down the sale. >> That's right. >> Let's see how that's going to... Let's do a little advanced work. Now you're working without a contract. Here, you can say, "Hey, we're in the Snowflake data cloud. It's governed, you're a part of the ecosystem." >> Yeah, and the ecosystem we announced, oh gee, I think it's probably almost a year and a half ago, a relationship with ICE, Intercontinental Exchange, where they're actually taking our information and their information and creating a new data product that they in turn sell. So you get this sort of combination. >> Absolutely. The ability to form partnerships and monetize data with your partners vastly increases as a consequence. >> Talk to us about the adoption of the financial services data cloud in the last what, maybe nine months or so, since it was announced? And also in terms of the its value proposition, how does the ADP use case articulate that? >> So, very much so. So in terms of momentum, we're a global organization, as you mentioned, we are verticalized. So we have increasingly more expertise and expertise experience now within financial services that allows us to really engage and accelerate our momentum with the top banks, with the biggest asset managers by AUM, insurance companies, sovereign wealth funds on Snowflake. And obviously those data providers and solution providers that we engage with. So the momentum's really there. We're really moving very, very fast in a great market because we've got great opportunity with the capabilities that we have. I mean, ADP is just one of many use cases that we're working with and collaborations that we're taking to market. So yeah, the opportunity to monetize data and help our partners monetize the data has vastly increased within this space. >> When you think about... Oh go ahead, please. >> Yeah I was just going to say, and from our perspective, as we were getting into this, Snowflake was with us on the journey. And that's been a big deal. >> So when you think about data privacy, governance, et cetera, and public policy, it seems like you have, obviously you got things going on in Europe, and you got California, you have other states, there's increasing in complexity. You guys probably love that. (Dave laughs) More data warehouses, but where are we at with that whole? >> It's a great question. Privacy is... We hold some of the most critical information about people because that's our job to help people get paid. And we respect that as sort of our prime agenda. Part of it deals with the technology. How do you monitor, how do you see, make sure that you comply with all these regulations, but a lot of it has to do with the basic ethics of why you're doing and what you're doing. So we have a data and AI ethics board that meets and reviews our use cases. Make sure not only are we doing things properly to the regulation, but are these the types of products, are these the types of opportunities that we as a company want to stand behind on behalf of the consumers? Our company's been around 75 years. We talk about ourselves as a national asset. We have a trust relationship. We want to ensure that that trust relationship is never violated. >> Are you in a position where you can influence public policy and create more standards or framework. >> We actually are, right. We issue something every month called the National Employment Report. It actually tells you what's happening in the U.S. economy. We also issue it in some overseas countries like France. Because of that, we work a lot with various groups. And we can help shape, either data policy, we're involved in understanding although we don't necessarily want to be out in the front, but we want to learn about what's happening with federal trade commission, EOC, because at the end of the day we serve people, I always joke ADP, it's my grandfather's ADP. Well, it was actually my grandfather's ADP. (Dave laughs) He was a small businessman, and he used a ADP all those years ago. So we want to be part of that conversation because we want to continue to earn that trust every day. >> Well, plus your observation space is pretty wide. >> And you've got context and perspective on that that you can bring. >> We move somewhere between two, two and a half trillion dollars a year through our systems. And so we understand what's happening in the economy. >> What are some of the, oh sorry. >> Can your National Employment Report combined with a little Snowflake magic tell us what the hell's going to happen with this economy? >> It's really interesting you say that. Yeah, we actually can. >> Okay. (panelists laugh) >> I think when you think about the amount of data that we are working with, the types of partners that we're working with, the opportunities are infinite. They really, really are. >> So it's either a magic eight ball or it's a crystal ball, but you have it. >> We think- >> We've just uncovered that here on theCUBE. >> We think we have great partners. We have great data. We have a set of industry problems out there that we're working, collaboration with the community to be able to solve. >> What are some of the upcoming use cases Rinesh, that excite you, that are coming up in financial services- >> Great question. >> That snowflake is just going to knock out of the park. >> So look, I think there's a set of here and now problems that the industry faces, ESG's a good one. If you think about ESG, it means many different things from business ethics, to diversity, to your carbon footprint and every asset manager has to make sure they have now some form of green strategy that reflects the values of their investors. And every bank is looking to put in place sustainable lending to help their corporate customers transition. That's a big data problem. And so we're very much at the center of helping those organizations support those informed investors and help those corporates transition to a more sustainable landscape. >> Let me give you an example on Snowflake, we launched capabilities about diversity benchmarks. The first time in the industry companies can understand for their industry, their size, their location what their diversity profile looks like and their org chart profile looks like to differentiate or at least to understand are they doing the right things inside the business. The ability for banks to understand that and everything else, it's a big deal. And that was built on Snowflake. >> I think it's massive, especially in the context of the question around regulation 'cause we're seeing more and more disclosure agreements come out where regulators are making sure that there's no greenwashing taking place. So when you have really strong sources of data that are standardized, that allow that investment process to ingest that data, it does allow for a better outcome for investors. >> Real data, I mean, that diversity example they don't have to rely on a survey. >> It's not a survey. >> Anecdotes. >> It's coming right out of the transactional systems and it's updated, whenever those paychecks are run, whether it's weekly, whether it's biweekly or monthly, all that information gets updated and it's available. >> So it sounds like ADP is a facilitator of a lot of companies ESG initiatives, at least in part? >> Well, we partner with companies all the time. We have over 900,000 clients and all of them are... We've never spoken to a client who's not concerned about their people. And that's just good business. And so, yeah we're involved in that and we'll see where it goes over time now. >> I think there's tremendous opportunity if you think about the data that the ADP have in terms of diversity, in terms of gender pay gap. Huge, huge opportunity to incorporate that, as I said into the ESG principles and criteria. >> Good, 'cause that definitely is what needs to be addressed. (Lisa laughs) Guys thank you so much for joining Dave and me on the program, talking about Snowflake ADP, what you're doing together, and the massive potential that you're helping unlock with the value of data. We appreciate your insights and your time. >> Thank you for having us. >> Dave: Thanks guys. >> Thank you so much. >> For our guests, and Dave Vellante, I'm Lisa Martin. You're watching theCUBE, live in Las Vegas at Snowflake Summit 22. Dave and I will be right back with our next guest. (upbeat music)

(digital music) >> From theCUBE Studios in Palo Alto in Boston, bringing you data-driven insights from theCUBE and ETR. This is Breaking Analysis with Dave Vellante. >> The storage business as we know it has changed forever. On-prem storage was once a virtually unlimited and untapped bastion of innovation, VC funding and lucrative exits. Today it's a shadow of its former self and the glory days of storage will not return. Hello everyone, and welcome to this week's Wikibon CUBE Insights Powered by ETR. In this breaking analysis, we'll lay out our premise for what's happening in the storage industry, and share some fresh insights from our ETR partners, and data that supports our thinking. We've had three decades of tectonic shifts in the storage business. From the simplified history of this industry shows us there've been five major waves of innovation spanning five decades. The dominant industry model has evolved from what was first the mainframe centric vertically integrated business, but of course by IBM and it became a disintegrated business that saw between like 70 or 80 Winchester disk drive companies that rose and then fell. They served a booming PC industry in this way it was led by the likes of Seagate. Now Seagate supplied the emergence of an intelligent controller based external disc array business that drove huge margins for functions that while lucrative was far cheaper than captive storage from system vendors, this era of course was led by EMC and NetApp. And then this business was disrupted by a flash and software defined model that was led by Pure Storage and also VMware. Now the future of storage is being defined by cloud and intelligent data management is being led by AWS and a three letter company that we'll just call TBD, otherwise known as Jump Ball Incorporated. Now, let's get into it here, the impact of AWS cannot be overstated now while legacy storage players, they're sick and tired of talking about the cloud, the reality cannot be ignored. The cloud has been the most disruptive force in storage over the past 10 years, and we've reported on the spending impact extensively. But cloud is not the only factor pressuring the on-prem storage business, flash has killed what we call performance by spindles. In other words, the practice of adding more disk drives to keep performance from tanking. So much flash has been injected into the data center that that no longer is required. But now as you drill down into the cloud, AWS has been by far the most significant factor in our view. Lots of people talked about object storage before AWS, but there sure wasn't much spending going on, S3 changed that. AWS is getting much more aggressive about expanding its storage portfolio and its offerings. S3 came out in 2006 and it was the very first AWS service and then Elastic Block Service EBS came out a couple of years later, nobody really paid much attention. Well last fall at storage day, we saw AWS announce a number of services, many fire-related and this year we saw four new announcements of Amazon at re:Invent. We think AWS' storage revenue will surpass 8 billion this year and could be as high as 10 billion. There's not much data out there, but this would mean that AWS' storage biz is larger than that of a NetApp, which means AWS is larger than every traditional storage player with the exception of Dell. Here's a little glimpse of what's coming at the legacy storage business. It's a clip of the vice-president of AWS storage, her name is Mahlon Thompson Bukovec, watch this. Okay now, you may say Dave, what the heck does that have to do with anything? Yeah, I don't know, but as an older white guy, that's been in this business for awhile, I just think it's badass that this woman boxes and runs a business that we think is approaching $10 billion. Now let's take a quick look at the storage announcements AWS made at re:Invent. The company made four announcements this year, let me try to be brief, the first is EBS io2 Block Express Volumes, got to love the names. AWS was claims this is the first storage area network or sand for the cloud and it offers up to 256,000 IOPS and 4,000 megabytes per second throughput and 64 terabytes of capacity. Hey, sounds pretty impressive right, Well let's dig in a little bit okay, first of all, this is not the first sand in the cloud, at least in my view there may be others but Pure Storage announced cloud block store in 2019 at its annual accelerate customer conference and it's pretty comparable here. Maybe not so much in the speeds and feeds, but the concept of better block storage in the cloud with higher availability. Now, as you may also be saying, what's the big deal? The performance come on, we can smoke that we're on-prem vendor We can bury that. Compared to what we do, AWS' announcement is really not that impressive okay, let me give you a point of comparison there's a startup out there called VAST Data. Just there for you and closure with bundled storage and compute can do 400,000 IOPS and 40,000 megabytes per second and that can be scaled, so yeah, I get it. And AWS also announced that io2 two was priced at 20% less than previous generation volumes, which you might say is also no big deal and I would agree 20% is not as aggressive as the average price decline per gigabyte of any storage technology. AWS loves to make a big deal about its price declines, it's essentially following the industry trends but the point is that this feature will be great for a lot of workloads and it's fully integrated with AWS services meaning for example, it will be very convenient for AWS customers to invoke this capability for example Aurora and other AWS databases through its RDS service, just another easy button for developers to push. This is specially important as we see AWS rapidly expanding its machine learning in AI capabilities with SageMaker, it's embedding ML into things like Redshift and driving analytics, so integration is very key for its customers. Now, is Amazon retail going to run its business on io2 volumes? I doubt it. I believe they're running on Oracle and they need much better performance, but this is a mainstream service for the EBS masses to tap. Now, the other notable announcement was EBS Gp3 volumes. This is essentially a service that lets let you programmatically set SLAs for IOPS and throughput independently without needing to add additional storage. Again, you may be saying things like, well atleast I remember when SolidFire let me do this several years ago and gave me more than 3000 IOPS and 125 megabytes per a second performance, but look, this is great for mainstream customers that want more consistent and predictable performance and that want to set some kind of threshold or floor and it's integrated again into the AWS stack. Two other announcements were made, one that automatically tiers data to colder storage tiers and a replication service. On the former, data migrates to tier two after 90 days of inaccess and tier three, after 180 days. AWS remember, they hired a bunch of folks out of EMC years ago and they put them up in the Boston Seaport area, so they've acquired lots of expertise in a lot of different areas I'm not sure if tiering came out of that group but look, this stuff is not rocket science, but it saves customers money. So these are tried and true techniques that AWS is applying but the important thing is it's in the cloud. Now for sure we'd like to see more policy options than say for example, a fixed 90 day or 180 day policy and more importantly we'd like to see intelligent tiering where the machine is smart enough to elevate and promote certain datasets when they're needed for instance, at the end of a quarter for comparison purposes or at the end of the year, but as NFL Hall of Fame Coach Hank Stram would have said, AWS is matriculating the ball down the field. Okay, let's look at some of the data that supports what we're saying here in our premise today. This chart shows spending across the ETR taxonomy. It depicts the net score or spending velocity for different sectors. We've highlighted storage, now don't put too much weight on the January data because the survey was just launched, but you can see storage continues to be a back burner item relative to some other spending priorities. Now as I've reported, CIOs are really focused on cloud, containers, container orchestration, automation, productivity and other key areas like security. Now let's take a look at some of the financial data from the storage crowd. This chart shows data for eight leading names in storage and we put storage in quotes because as we said earlier, the market is shifting and for sure companies like Cohesity and Rubrik, they're not positioning as storage players in fact, that's the last thing they want to do. Rather they're category creators around data management or intelligent data management but their inadjacency to storage, they're partnering with all the primary storage companies and they're in the ETR taxonomy. Okay, so as you can see, we're showing the year over year, quarterly revenue growth for the leading storage companies. NetApp is a big winner, they're growing at a whopping 2%. They beat expectations, but expectations were way down so you can see in the right most column upper right, we've added the ETR net score from October and net score of 10% says that if you ask customers, are you spending more or less with a company, there are 10% of the customers that are essentially spending more than are spending less, get into that a little further later. For comparison, a company like Snowflake, it has a net score approaching 70% Pure Storage used to be that high several years ago or high sixties anyway. So 10% is in the red zone and yet NetApp, is the big winner this quarter. Now Nutanix isn't really again a storage company, but they're an adjacency and they sell storage and like many of these companies, it's transitioning to a subscription pricing model, so that puts pressure on the income statement, that's why they went out and did a deal with Bain, Bain put in $750 million to help Bridge that transition so that's kind of an interesting move. Every company in this chart is moving to an annual recurring revenue model and that as a service approach is going to be the norm by the end of the decade. HPE's doing it with GreenLake, Dell has announced Apex, virtually every company is headed in this direction. Now speaking of HPE, it's Nimble business that has momentum, but other parts of the storage portfolio are quite a bit softer. Dell continues to see pressure on its storage business although VxRail is a bright spot. Everybody's got a bright spot, everybody's got new stuff that's growing much faster than the old stuff, the problem is the old stuff is much much bigger than the new stuff. IBM's mainframe storage cycle, well that's seems to have run its course, they had been growing for the last several quarters that looks like it's over. And so very very cyclical businesses here now as you can see, The data protection data management companies, they are showing spending momentum but they're not public so we don't have revenue data. But you got to wonder with all the money these guys have raised and the red hot IPO and tech markets, why haven't these guys gone public? The answer has to be that they're either not ready or maybe their a numbers weren't where they want them to be, maybe they're not predictable enough, maybe they don't have their operational act together or maybe they need to you get that in order, some combination of those factors is likely. They'll tell you, they'll give other answers if you ask them, but if they had their stuff together they'd be going out right now. Now here's another look at the spending data in terms of net score, which is again spending velocity. The ETR here is measuring the percent of respondents that are adopting new, spending more, spending flat, spending less or retiring the platform. So net score is adoptions, which is the lime green plus the spending more, which is the forest green. Add those two and then subtract spending less, which is the pink and then leaving the platform, which is the bright red, what's left over is net score. So, let's look at the picture here, Cohesity leads all players in the storage taxonomy, the ETR storage taxonomy, again they don't position that way, but that's the way the customers are answering. They've got 55% net score which is really solid and you can see the data in the upper right-hand corner, it's followed by Nutanix. Now they're really not again in the scope of Pure play storage play but speaking of Pure, its net score has come down from its high of 73% in January, 2016. It's not going to climb back up there, but it's going to be interesting to see if Pure net scorecard rebound in a post COVID world. We're also watching what Pure does in terms of unifying file and object and how it's fairing in cloud and what it does with the Portworx acquisition which is really designed to bring forth a new programming model. Now, Dell is doing fine with VxRail, but VSAN is well off its net score highs which we're in the 60% plus range a couple of years ago, VSAN is definitely been a factor from VMware, but again that's come off its highs, HPE with Nimble still has some room to improve, I think it actually will I think that these figures that we're showing here they're are somewhat depressed by the COVID factor, I expect Nimble is going to bounce back in future surveys. Dell and NetApp are the big leaders in terms of presence or market share in the data other than VMware, 'cause VMware has a lot of instances, it's software defined that's why they're so prominent. And with VMware's large share you'd expect them to have net scores that are tepid and you can see a similar pattern with IBM. So Dell, NetApp, tepid net scores as is IBM because of their large market share VMware, kind of a newer entry into the play and so doing pretty well there from a net score standpoint. Now Commvault like Cohesity and Rubrik is really around intelligent data management, trying to go beyond backup into business recovery, data protection, DevOps, bringing that analytics, bringing that to the cloud, we didn't put Veeam in here and we probably should have. They had pre-COVID net scores well in to the thirties and they have a steadily increasing share of the market, so we expect good things from Veeam going forward. They were acquired earlier this year by Insight, capital private equity firm. So big changes there as well, that was their kind of near-term exit maybe more to come. But look, it's all relative, this is a large and mature market that is moving to the cloud and moving to other adjacencies. And the core is still primary storage, that's the main supreme prerequisite and everything else flows from there, data protection, replication, everything else. This chart gives you another view of the competitive landscape, it's that classic XY chart it plots net score in the vertical axis and market share on the horizontal axis, market share remember is a measure of presence in the dataset. Now think about this from the CIO's perspective, they have their on-prem estate, got all this infrastructure and they're putting a brick wall around their core systems. And what do they want out of storage for that class of workload? They want it to perform consistently, they want it to be efficient and they want it to be cost-effective, so what are they going to do? they're going to consolidate, They're going to consolidate the number of vendors, they're going to consolidate the storage, they're going to minimize complexity, yeah, they're going to worry about the blast radius, but there's ways to architect around that. The last thing they want to worry about is managing a zillion storage vendors this business is consolidating, it has been for some time, we've seen the number of independent storage players that are going public as consolidated over the years, and it's going to continue. so on-prem storage arrays are not giving CIOs the innovation and strategic advantage back when things like storage virtualization, space efficient snapshots, data de-duplication and other storage services were worth maybe taking a flyer on a feature product like for example, a 3PAR or even a Data Domain. Now flash gave the CIOs more headroom and better performance and so as I said earlier, they're not just buying spindles to increase performance, so as more and more work gets pushed to the cloud, you're seeing a bunkering in on these large scale mission-critical workloads. As you saw earlier, the legacy storage market is consolidating and has been for a while as I just said, it's essentially becoming a managed decline business where RnD is going to increasingly get squeezed and go to other areas, both from the vendor community and on the buy-side where they're investing on things like cloud, containers and in building new layers in their business and of course the DX, the Digital Transformation. I mentioned VAST Data before, it is a company that's growing and another company that's growing is Infinidat and these guys are traditional storage on-prem models they don't bristle If I say traditional they're nexgen if you will but they don't own a cloud, so they were selling to the data center. Now Infinidat is focused on petabyte scale and as they say, they're growing revenues, they're having success consolidating storage that thing that I just talked about. Ironically, these are two Israeli founder based companies that are growing and you saw earlier, this is a share shift the market is not growing overall the part of that's COVID, but if you exclude cloud, the market is under pressure. Now these two companies that I'm mentioning, they're kind of the exception to the rule here, they're tiny in the grand scheme of things, they're really not going to shift the market and their end game is to get acquired so they can still share, but they're not going to reverse these trends. And every one on this chart, every on-prem player has to have a cloud strategy where they connect into the cloud, where they take advantage of native cloud services and they help extend their respective install bases into the cloud, including having a capability that is physically proximate to the cloud with a colo like an Equinix or some other approach. Now, for example at re:Invent, we saw that AWS has hybrid strategy, we saw that evolving. AWS is trying to bring AWS to the edge and they treat the data center as just another edge note, so outposts and smaller versions of outposts and things like local zones are all part of bringing AWS to the edge. And we saw a few companies Pure, Infinidant, Veeam come to mind that are connecting to outpost. They saw the Qumulo was in there, Clumio, Commvault, WekaIO is also in there and I'm sure I'm missing some so, DM me, email me, yell at me, I'm sorry I forgot you but you get the point. These companies that are selling on-prem are connecting to the cloud, they're forced to connect to the cloud much in the same way as they were forced to join the VMware ecosystem and try to add value, try to keep moving fast. So, that's what's going on here, what's the prognosis for storage in the coming year? Well, where've of all the good times gone? Look, we would never bet against data but the days of selling storage controllers that masks the deficiencies of spinning disc or add embedded hardware functions or easily picking off a legacy install base with flash, well, those days are gone. Repatriation, it ain't happening it's maybe tiny little pockets. CIOs are rationalizing their on-premises portfolios so they can invest in the cloud, AI, machine learning, machine intelligence, automation and they're re-skilling their teams. Low latency high bandwidth workloads with minimal jitter, that's the sweet spot for on-prem it's becoming the mainframe of storage. CIOs are also developing a cloud first strategy yes, the world is hybrid but what does that mean to CIOs? It means you're going to have some work in the cloud and some work on-prem, there's a hybrid We've got both. Everything that can go to the cloud, will go to the cloud, in our opinion and everything that can't or shouldn't won't. Yes, people will make mistakes and they'll "repatriate" but generally that's the trend. And the CIOs they're building an abstraction layer to connect workloads from an observability and manageability standpoint so they can maintain control and manage lock-in risk, they have options. Everything that doesn't go to the cloud will likely have some type of hybridicity to it, the reverse won't likely be the case. For vendors, cloud strategies involve supporting your install basis migration to the cloud, that's where they're going, that's where they want to go, they want your help there's business to be made there so enabling low latency hybrids in accommodating subscription models, well, that's a whole another topic, but that's the trend that we see and you rethink the business that you're in, for instance, data management and developing an edge strategy that recognizes that edge workloads are going to require new architecture and that's more efficient than what we've seen built around general purpose systems, and wow, that's a topic for another day. You're seeing this whole as a service model really reshape the entire cultures in the way in which the on-prem vendors are operating no longer is it selling a box that has dramatically marked up controllers and disc drives, it's really thinking about services that could be invoked in the cloud. Now remember, these episodes are all available as podcasts, wherever you listen, just search Breaking Analysis podcasts and please subscribe, I'd appreciate that checkout etr.plus for all the survey action. We also publish a full report every week on wikibon.com and siliconangle.com. A lot of ways to get in touch. You can email me at david.vellante@siliconangle.com. you could DM me @dvellante on Twitter, comment on our LinkedIn posts, I always appreciate that. This is Dave Vellante for theCUBE Insights Powered by ETR. Thanks for watching everyone stay safe and we'll see you next time. (upbeat music)

>>from >>around the >>globe. It's the Cube with digital coverage of pager duty. Summit 2020. Brought to you by pager duty. Hey, welcome back to Brady. Jeffrey here with the Cube in Palo Alto studios today. And we're talking about an upcoming event. It's one of our favorites. This will be the fourth year that we've been doing it. And it's pager duty summit. And we're excited to have from the pager duty team. She's Caroline Gus, the VP of corporate marketing from pager duty. Caroline, Great to see you. >>Hi, Jeff. Great to see you again. >>Absolutely. So, you know, I was thinking before we turn on the cameras we've been doing pager duty for I think this will be like, say, our fourth year that first year was in the cool, um, cruise ship terminal pier. I gotta written appear 27 which was which was nice. And then the last two years, you've been in the, you know, historic Westin ST Francis in downtown San Francisco, which is a cool old venue, but oh, my goodness. You guys were busting at the seams last year. So this year, year to go virtual. There's a whole bunch of new things that that you could do in virtual that you couldn't do in physical space. At least when you're busting out of the seems so First off, Welcome and >>talk a little >>bit about planning for virtual versus planning for a physical event from, you know, head of marketing perspective. >>Absolutely. I mean, the first thing that's changed for us is the number of people that can come. It's five x the number of people that were able to join us, the Western last year. So we have, uh, we we expect to have 10,000 people registered on attending age duty summit. The second thing is thea share number of sessions that we can put on. Last year, I think we had around 25 sessions. This year we have between 40 and 50 on again. That's because we're not constrained by space and physical meeting rooms, so it's being a really exciting process for us. We've built a fantastic agenda on. It's very much personalized, you know, developers come to our event. They love our event for the opportunity to learn mixed with their peers, get best practices and hands on experience. So we have many more of those types of sessions when we have done previously, and that things like labs and Bird of Feather Sessions and Emma's. But we've also built a whole new track of content this year for executives. Page Julie has, um, many of the Fortune 500 on 4100 customers. We work very closely with CEO CTO, so we have built sessions that are really designed specifically for that audience on I think for us it's really opened up. The potential of this event made it so much broader and more appealing than we were able to do when we were, As you say, you know, somewhat confined by the location in downtown San Francisco. >>I think it's such an interesting point. Um, because before you were constrained, right, If you have X number of rooms over a couple of days, you know you've got to make hard decisions on breakouts and what could go in and what can't go in. And, you know, will there be enough demand for these for this session versus another session? Or from the perspective of an attendee, you know, do they have to make hard tradeoffs? I could only attend one session at one oclock on Tuesday and I got to make hard decisions. But this is, you said really opens up the opportunities. I think you said you doubled. You doubled your sessions on and you got five X a number of registrations. So I think, you know, way too many people think about what doesn't happen in digital vs talking about the things that you can do that are impossible in physical. >>Yeah, I think at the very beginning. Well, first of all, we held our Amir summit events in London in July. So that was great because we got Thio go through this experience once already. And what we learned was the rial removal of hurdles in this process. So, to your point about missing the session because you're attending another session, we were calling this sort of the Pelton version of events where you have live sessions. It's great to be there, live participate in the live Q and A, but equally you have an entire on demand library. So if you weren't able to go because there was something else at the same time, this is available on demand for you. So we are actually repeating live sessions on two consecutive day. So on the Monday we're on everything on the Tuesday I ask because show up again for life Q and A at the end of their sessions. But after that it's available forever on an on demand library. So for us, it was really removing hurdles in terms of the amount of content, the scheduling of the content on also the number of people that content in attend, no geographical boundaries anymore. It used to be that a customer of ours would think, Well, I'll send one or two people to the page duty summit. They could learn all the great innovation from page duty, and they'll bring it back to the team that's completely changed. You know, we have tens of 20 signing up on. All of them are able to get that experience firsthand. >>That's really interesting. I didn't didn't even think about, you know, kind of whole teams being able to attend down instead of just certain individuals because of budget constraints, or you can't send your whole team, you know, a way for a conference in a particular area. But the piece to that you're supporting that were over and over is that the net new registrants goes up so dramatically in terms of the names and and and who those individuals are because a lot of people just couldn't attend for for various reasons, whether it's cost, whether it's, uh, geography, whether it's they just can't take time off from from from leaving their primary job. So it's a really interesting opportunity to open up, um, the participation to such a much bigger like you said five x five X, and increase in the registration. That's pretty good number. >>That's right. Yeah. I mean, that crossed boundaries gone away. This event is free on DWhite. That's actually meant is, as I say, you know, larger teams from the same company are attending. Uh, In addition, we have a number of attendees who are not actually paid to duty customers right now to previously. This was very much a community event for, you know, our page duty users on now we actually have a large number of I asked, interested future customers that will be coming to the event. So that's really important for us. And also, I think, for our sponsor partners as well, because it's bordering out the audience for both of us. So let's >>talk about sponsors for a minute, because, um, one of the big things in virtual events that people are talking about quite often is. Okay, I can do the keynotes, and I could do the sessions. And now I have all these breakout sessions for, um, you know, training and certification and customer stories, etcetera. But when it comes to sponsors, right sponsors used, you know, go to events to set up a booth and hand out swag and wander badge. Right? And it really was feeding kind of a top level down funnel. That was really important. Well, now those have gone away. Physical events. So from the sponsor perspective, you know, what can they expect? What? What do you know the sponsor experience at pager duty Summit. Since I don't have a little tiny booth at the Westin ST Francis given out swag this year. >>Yeah. So one important thing is the agenda and how we're involving our sponsors in our agenda this time, something that we learned is we used to have very long keynotes. You know, the keynote could be an hour long on involved multiple components and people would stay in that room for a now er on did really stay and watch sessions all day. So we learned in the virtual format that we need to be shorter and more precise in our sessions on that opened up the opportunity to bring in more of our partners, our sponsorship partners. So zendesk Salesforce, Microsoft some examples. So they actually get to have their piece of both of our keynote sessions and of our technical product sessions. I'm really explain both the partnership with pager duty, but also they're called technology and the value that they provide customers. So I think that the presence of sponsors in content is much higher than it was before on we are still repeating the Expo format, so we actually do have on Expo Hall that any time there's breaking between sessions, you could go over to the Expo ball, and it actually runs throughout as well, and you can go in and you can talk to the teams. You can see product demos, so it's very much a virtual version of the Expo Hall where you went and you want around and you picked up a bit of swag, >>so you mentioned keynotes and and Jennifer and and the team has always had a fantastic keynotes. I mean, I just saw Jennifer being interviewed with Frank's Luqman and and Eric Juan from Zoom By by Curry, which was pretty amazing. I felt kind of jealous that I didn't get to do that. But, um, talk tell us a little bit about some of the speakers I know there'll be some some, you know, kind of big rally moment speakers as well as some that are more down to technical track or another track. Give us some highlights on on some of the people. I will be sharing the stage with Jennifer. >>Absolutely, I said. I think what's really unique about Page duty Summit is that we designed types of content for different types of attendees. So if you're a developer, your practitioner, we have something like this from Jones of Honeycombs, who's talking about who builds the tools that we all rely on today, and how do they collaborate to build them together in this virtual world? Or we have J. Paul Reed from Netflix talking about how to handle the stress of being involved in incidents, So that's really sessions for our core audience of developers who are part of our community and pager duty really helps them day to day with with that job. And then we have the more aspirational senior level speakers who could really learn from a ZA leader. So Bret Taylor, president and CEO of Salesforce, will be joining us on the main stage. You'll be talking about innovation and trust in today's world on. Then we have Derrick Johnson. He is president of N A A. C P, and he'll be talking about community engagement and particularly voter engagement, which is such an important topic for us right now. Aan den. We have leaders from within our customers who are really talking about the way they use pager duty thio drive change in their organization. So an example would be porches, bro. He runs digital for Fox on, and he's gonna be talking about digital acceleration. How large organization like Fox can really accelerate for this digital first world that we find ourselves living in right now, >>right? Well, you guys have such a developer focus because pager duty, the product of solution, has to integrate with so many other, um, infrastructure, you know, monitoring and, uh, and all of all those different systems because you guys were basically at the front line, you know, sending them the signals that go into those systems. So you have such a broad, you know, kind of ecosystem of technology partners. I don't know if people are familiar with all the integrations that you guys have built over the years, which is such a key piece of your go to market. >>That's right. I mean, we we like to say we're at the center of the digital ecosystem. We have 203 170 integrations on. That's important because we want anyone to be able to use page duty no matter what is in their technology stack technology stacks today are more complex than they've ever been before, particularly with businesses having to shift to this digital first model since we all began shelter in place, you know, we all are living through digital on working and learning through digital on DSO. The technology stacks that power that are more complicated than ever before. So by having 370 integrations, we really know that we conserve pretty much any set of services that your business. It's using. >>Yeah, we've all seen all the means right about who's who's pushing your digital transformation. You know, the CEO, the CEO or or covert. And we all know the answer to toe what's accelerated that whole process. So okay, but so before I let you go, I don't even think we've mentioned the date. So it's coming up Monday, September, September 21st through Thursday, September 24th not at the West End Online and again. What air? What are you hoping? You're kind of the key takeaways for the attendees after they come to the summit? >>Yeah, a couple of things. I mean, first of all, I think will be a sense of belonging. Three attendees, the uses, a pager duty. They are really the teams that are at the forefront of keeping our digital services working on. But what that means is responding to incidents we've actually seen. Ah, 38% increase in the volume of incidents on our platform since covert and shelter in place began. Wait 30 >>38% increase in incidents since mid March. >>That's correct. Since the beginning of on bear in mind incidents. Prior to that in the six months prior, they were pretty flat. There wasn't instant growth. But what we've also seen is a 20% improvement in the time that it takes to resolve an incident from five minutes down to four minutes. So what that really means is that the pager duty community is working really hard. They're improving their practices. Hopefully our platform, our platform is a key part of how, but these are some people under pressure, so I hope that people can come and they can experience a sense of belonging. They can learn from each other about experiences. How do you manage the stress of that situation on what are some of the great innovations that make your job easier in the year ahead? The second thing that we don't for that community is that we are offering certification for P. D. You page due to university for free this year. It's of course, with a value of $7500. Last year, you would attend page duty summit on you would sit through your sessions and you would learn and you would get certified. So this year it's offered for free. You take the course during summit. But you can also carry on if you miss anything for 30 days after. So we're really feeling that, you know, we're giving back there, offering a great program for certification and improved skills completely free to help our community in this in this time of pressure, >>right? Right. Well, it is a very passionate community, and, you know, we go to so many events and you can you can really tell it's palatable, you know, kind of what the where the tight communities are and where people are excited to see each other and where they help each other, not necessarily only at the event, but you know, throughout the year. And I think you know a huge shout out to Jennifer on the culture that she's built there because it is very warm. It's very inclusive, is very positive. And and that energy, you know, kind of goes throughout the whole company and ice the teaser. You know this in something that's built around a device that most of the kids today don't even know what a pager is, and just the whole concept of carrying a pager and being on call right and being responsible. It's a very different way to kind of look at the world when you're the one that has that thing on your hip and it's buzzing and someone's expecting, Ah, return call and you gotta fix something So you know, a huge shout out to keep a positive and you're smiling nice and big culture in a job where you're basically fixing broken things most of the time. >>Yeah, absolutely. I mean, there's, I think, a joke that we make you know these things only break on Friday night or your wedding anniversary or Thanksgiving. But one of the announcements we're most excited about this year is the level of automation on artificial intelligence that we're building into our platform that is really going to reduce the number of interruptions that developers get when they are uncle. >>Yeah, I look forward to more conversations because we're gonna be doing a bunch of Cube interviews like Normal and, uh, you know, applied artificial intelligence, I think, is where all the excitement is. It's not a generic thing. It's where you applied in a specific application to get great business outcomes. So I look forward to that conversation and hopefully we'll be able to talk again and good luck to you and the team in the last few weeks of preparation. >>Thanks so much, Jeff. I've enjoyed talking to you. Thanks for having me. >>Alright. You too. And we'll see you later. Alright. She is Caroline. I'm Jeff. You're watching the Cube. Thanks for watching. We'll see you next time.

>>from Santa Clara, California In the heart of Silicon Valley, it's the queue covering altitude 2020. Brought to you by aviatrix. >>Our next customer panel got great. Another set of cloud Network architect Justin Smith, was Aura Justin broadly with Ellie Mae and omit Otri job with Cooper. But on the stage. >>Yeah, all right. Thank you. Thank you, Thank you. Yeah, >>he's got all the cliff notes from the last session. Welcome, Rinse and repeat. Yeah, we got to go under the hood a little bit and I think they nailed the what we've been reporting and we've been having a conversation around. Networking is where the action is, cause that's the end of the day. You gotta move impact from a to B. And yet workloads exchanging data. So it's really killer. So let's get started. I mean, what are you seeing as the journey of of multi cloud as you go under the hood and say, Okay, I got to implement this, have to engineer the network, make it enabling make it programmable, making interoperable across clouds. And that's like I mean, almost sounds impossible to me. What's your take? >>Yeah, I mean it. It seems impossible. But if you're running an organization, which is running infrastructures, according all right, it is easily doable. Like you can use tools out there that's available today. You can use third party products that can do a better job, but But what? Your architecture first, don't wait. Architecture may not be perfect, but the best architecture that's available today and be agile to idiot and make improvements over there. >>We got to Justin's over here, so I have to be careful when I pointed Question and Justin, they both have the answer, but okay, Journeys. What's the journey been like? I mean, is there phases? We heard that from Gardner. People come into multi cloud and cloud native networking from different perspective. What's your take on the journey? Justin? >>Yeah, I mean, from our first do, we started out very much focused on one cloud. Ah, and as we started acquisitions, we started doing new products to market. The need for multi cloud becomes very apparent very quickly for us. And so, you know, having architecture that we can plug in, play into and be able to add and change things as it changes is super important For what we're doing in this space >>just in your journey? >>Yes, for us. We were very ad hoc oriented. And the idea is that we were reinventing all the time trying to move into these new things and coming up with great new ideas. And so rather than it being some iterative approach with our deployments that became a number of different deployments. And so we shifted that tour in the network has been a real enabler of this is that there's one network and it touches whatever cloud we wanted to touch on. It touches the data centers that we needed to touch, and it touches the customers that we needed to touch. Our job is to make sure that the services that are available in one of those locations are available in all of the locations. So the idea is not that we need to come up with this new solution every time. It's that we're just iterating on what we've already decided to dio >>before we get the architecture section, I want to ask you guys a question. A big fan of you know, let the app developers have infrastructure as code, so check, but having the right cloud run that workload. I'm a big fan of that if it works great. But we just heard from the other panel. You can't change the network. So I want to get your thoughts. What is cloud native networking and is that the engine really got the enabler for this multi cloud trend. But you guys take it, we'll start with What do you think about that? >>Yeah, So you're gonna have workloads running in different clouds, and the workloads would have affinity to one cloud or another. But how you expose that? It's a matter of how you're gonna build your networks, how we're gonna run security, how we're gonna do egress, ingress out offered. So >>networking is the big problem. How do you suppose this? What's the solution? That's the key Pain points and problem statement. >>I mean, they get the key pain point for most companies is how do you take your traditional on premise network and then blow it out to the cloud in a way that makes sense. I p conflicts. You have space. You have public eyepiece on premise as well as in the cloud. And how do you kind of make a sense of all of that. And I think that's where tools like aviatrix make a lot of sense >>in that space from our side. It's it's really simple. It's latency and bandwidth and availability. These don't change whether we're talking about cloud or data center or even corporate I t. Networking. So our job when when these all of these things are simplified into like s three, for instance. And our developers want to use those, we have to be able to deliver that and for a particular group or another group that wants to use just just GC p resource is these aren't we have to support these requirements and these wants, as opposed to saying, Hey, that's not a good idea. Our job is to enable them not disable them. Do >>you think I do? You guys think Infrastructure's code, which I love that because that's the future it is. We saw that with Dev Ops, but I just start getting the networking. Is it getting down to the network portion where it's network as code storage and compute? Working really well is seeing all kubernetes and service meshes. Trend network is code reality is that there is still got work >>to do. It's absolutely there. I mean, you mentioned that develops and it's very real. I mean, in Cooper, we build our networks through terraform and on not only just data from building a p I so that we can consistently build we nuts and vpc all across in the same way >>you got to do it. >>Yeah, and even security groups and then on top and aviatrix comes in. We can peer the network's bridge bridge, all the different regions through court. >>Same with you guys about >>everything we deploy is done with automation. And then we also run things like Lambda on top to make changes in real time. We don't make manual changes on our network in the data center. Funny enough, it's still manual, but the cloud has enabled us to move into this automation mindset. And all my guys, that's what they focus on is bringing now what they're doing in the cloud into the data center, which is kind of opposite what it should be that's full. When it used to be. >>It's full dev ops, then >>yes, yeah, I mean, for us, it was similar on premise. Still somewhat very manual though we're moving more Norton Ninja and Terra Form concepts, but everything in the production environment, confirmation terraform code and now coming into the data center. So I just wanted to jump in on Justin Smith. One of the comment >>that you made because it's something that we always >>talk about a lot is that >>the center of gravity of architectures used to be an on Prem, and now it's shifted in the cloud it once you have your strategic architecture what what do you do? You push that everywhere. So what you used to see the beginning of cloud was pushing the architecture on Prem into cloud. Now I won't pick up on what you said The you others agree that the center >>of architect of gravity is here. I'm now pushing what I do in the cloud >>back into on Prem. And so first that and then also in the journey Where are you at? From 0 to 100 of, actually in the journey to cloud Are you 50% There are you 10%. So you evacuating data centers next year? I mean, where are you guys at >>s. So there's there's two types of gravity that you typically are dealing with the migration. First is data gravity in your data set and where that data lives. And the second is the network platform that interrupts all that together in our case, the data gravity still mostly on Prem. But our network is now extending out to the APP tier that's gonna be in cloud, right? Eventually that data gravity will also move to cloud as we start getting more sophisticated. But, you know, in our journey, we're about halfway there halfway through the process, we're taking a handle of lift and shift. And when did that start? We started about three years ago. >>Okay, Well, for us, it's a very different story. Started from a garage 100% in the cloud. It's a business spend management platform as a software as a service, 100% in the cloud. It was like 10 years ago, right? Yes. >>Yeah. Has a riding the wave of the architecture. Just I want to ask you is or you guys mentioned Dev ops. I mean, obviously we saw the huge observe Ability way which essentially network management for the cloud. In my opinion, it's more dynamic, but this is about visibility. We heard from last panel. You don't know what's being turned on or turned off from a services standpoint at any given time. How is all this playing out when you start getting into the Dev Ops down? >>Well, this this is the big challenge for all of us is visibility when you talk transport within a cloud. You know, we very interesting. We have moved from having a backbone that we bought that we own. That would be data center connectivity. We now I work as a subscription billing company, so we want to support the subscription mindset. So rather than going and buying circuits and having to wait three months to install and then coming up with some way to get things connected and resiliency and redundancy, I my backbone, is in the cloud. I use the cloud providers interconnections between regions to transport data across. And so if you do that with their native solutions, you do lose visibility. There are areas in that you don't get, which is why controlling you know, controllers and having some type of management plane is a requirement for us to do what we're supposed to and provide consistency while doing it. >>Great conversation. I love what you said earlier laden C band with I think availability with your SIM pop three things guys s l A and just do ping times between clouds. It's like you don't know what you're getting for round trip times. This becomes a huge kind of risk management. Black hole, whatever you wanna call Blind Spot. How are you guys looking at the interconnect between clouds? Because, you know, I can see that working from ground to cloud on cloud. But when you start dealing multi clouds, workloads, sl A's will be all over the map, won't they? Just inherently. But how do you guys view that? >>Yeah, I think we talked about workload, and we know that the workloads are going to be different in different clouds, but they're going to be calling each other. So it's very important to have that visibility that you can see how their data is flowing at war latency and what our ability is is there and over a Saturday meets to operate on. So it's >>so use the software dashboard, look at the Times and look at the latest in >>the old days strong So on open salon, you try to figure it out, and then your data, as you look at our >>Justin, what's your answer? That cause you're in the middle of it? >>Yeah. I mean, I think the key thing there is that we have to plan for that failure. We have a plan for that latency and our applications. That something is we're tracking ingress, Ally, something you start planning for. And you loosely couple these services in a much more micro services approach. So you actually can handle that kind of failure or that type of unknown latency. And unfortunately, the cloud has made us much better at handling exceptions in much better way. >>You guys are all great examples of cloud native from day one you guys had When did you have the tipping point moment or the epiphany of saying a multi clouds real? I can't ignore it. I got a factor into all my design, design principles and everything you're doing. What? It was there a moment or was it from day one? >>Now there are 22 reasons. One was the business. So in business, there was some affinity to not be in one cloud or to be in one cloud, and that drove from the business side. So as a cloud architect of a responsibility was to support the business, and the other is the technology. Some things are really running better in, like if you're running dot net workload or you're gonna run machine learning or yeah, so you have You would have that reference off one cloud over the other. So >>your thoughts on that >>that was the bill that we got from AWS. I mean, that's that's what drives a lot of these conversations is the financial viability of what you're building, on top of which is so we this failure domain idea, which is which is fairly interesting. How do I solve or guarantee against a failure domain You have methodologies with, you know, back in direct, connects or interconnect with DCP. All of these ideas are something that you have to take into account. But that transport layer should not matter to whoever we're building this for Our job is to deliver the frames in the packets, what that flows across, how you get there. We want to make that seamless, and so whether it's a public Internet, AP I call or it's a back end connectivity through direct connect. It doesn't matter. It just has to meet a contract that you signed with your application, folks, >>that's the availability piece just in your thoughts on that comment >>s actually multi clouds become something much more recent. In the last 6 to 8 months, I'd say we always kind of had a very dramatic like movie to Amazon from our private cloud is hard enough. Why complicated further but the realities of the business. And as we started seeing, you know, improvements in Google and Azure and different technology space is the need for multi cloud becomes much more important as well. As other acquisition strategies matured. We're seeing that companies that used to be on premise that we typically acquire are now very much already on the cloud. And if they're on a cloud, I need to plug them into our ecosystem. And so that's really changed our multi cloud story >>in a big way. I'd love to get your thoughts on the cloud versus the cloud because you know you compare them. Amazon's got more features. They're rich with features. I'll see the bills. Are people using them. But Google's got a great network. Google's networks pretty damn good. And then you've got azure. What's the difference between the clouds? Who? Where they involved with a peak in certain areas, better than others? What? What are the characteristics which makes one cloud better? Do they have a unique feature that makes Azure better, then Google and vice versa. What you guys think about the different clouds? >>Yeah, so my experience, I think there is a deep approach is different in many places. Google has a different approach, very developer friendly. And you can run your workload with the your network and spend regions. I mean, but our application ready to accept Amazon is evolving. I mean, I remember 10 years back Amazon's network was a flat network. We will be launching certain words and 10.0 dot zero slash right on, and the repeat came out >>with Life is not good. >>So so the VPC concept came on multi core came out, so they are evolving as you already let's start. But because they have lived start, they saw the patron and they have some mature set up on the ground, >>and I think they're all trying to say they're equal in their own ways. I think they all have very specific design philosophies that allow them to be successful in different ways. And you have to kind of keep that in mind as you architect your own solution, for example, Amazon has a very much a very regional affinity. They don't like to go cross region in their architecture, whereas Google is very much it's a global network. We're gonna think about a global solution. I think Google also has evangelists third to market, and so has seen what Azure did wrong. It seemed, with AWS did wrong and it's made those improvements. And I think that's one of their big >>advantage. Great scale to Justin. Thoughts on the cloud. >>So yeah, Amazon built from the system up and Google built from the network down, so their ideas and approaches are from a global versus original. I agree with you completely that that is the big number one thing. But if you look at it from the outset, interestingly, the inability or the ability for Amazon to limit layer to broadcasting and what that really means from a VPC perspective changed all the routing protocols you can use all the things that we have built inside of a data center, provide resiliency and make things seamless to users. All of that disappeared on DSO because we had to accept that at the VPC level. Now we have to accept it. At the one level, Google's done a better job of being able to overcome those things and provide those traditional network facilities to us. >>Just scrape and go all day. Here is awesome So I heard. But we will get to the cloud native Naive question. So I kind of think about what's not even what clients that next. But I got to ask. You had a conversation with a friend. He's like, When is the new land? So if you think about what the land was in a data center, when is the new language you're talking about? The cloud impact. So that means SD win. The old SD Wan is kind of changing the new land. How do you guys look at that? Because even think about it. What lands were for inside of premises was all about networking speed. But now, when you take the win and make essentially land, do you agree with that. And how do you view this trend? Is it good or bad or ugly? What's what's your guys take on this? >>Yeah, I think it's Ah, it's a thing that you have to work with your application architect. So if you're managing networks and if you're a sorry engineer, you need to work with them toe expose the unreliability that would bring in. So the application has to handle a lot off this the difference in the latency, ease and and the reliability it has to be worked with application there >>land way and same concept as a B S >>E. I think we've been talking about for a long time the erosion of the edge and so is this is just a continuation of that journey we've been on for the last several years. As we get more and more cloud native and we talk about a p, I is the ability to lock my data in place and not be able to access. It really goes away. And so I think this is just continuation that thing. I think it has challenges. We are talking about land scale versus land scale. The tooling doesn't work the same. The scale of that tooling is much larger on the need for automation is much, much higher in a way that it wasn't a land. That's where you're seeing so much. Infrastructure is code. >>Yeah, so for me, I'll go back again to this. It's bandwidth, and it's latency, right that that define those two land versus went. But the other thing that's comes up more and more with cloud deployments is where's our security boundary? And where can I extend this secure, aware appliance or set of rules Teoh to protect what's inside of it. So for us, we're able to deliver VM ref. So our route forwarding tables for different segments wherever we're out in the world and so they're trusted to talk to each other. But if they're going to go to some place that's outside of their network, then they have to cross a security boundary, and we'll reinforce policy very heavily. So for me there is. It's not just land when it's it's how does environment get to environment more importantly, >>as a great point and security we haven't talked about yet, but that's got to be baked in from the beginning of this architecture. Thoughts on security, how you guys are dealing with it. >>Yes, start from the base. Have app, Web security built in? Have TLS have encryption on the data in transit or at rest? But as you bring the application to the cloud and they're going to go multi cloud talking toe or the Internet in some places, well, have app, Web security >>I mean our principles. Day security is a day zero every day, and so we always build it into our design, build into our architecture into our applications. It's encrypt everything. It's TLS everywhere. It's make sure that that data is security at all times. >>Yeah, one of the cool trends that are, say, just as a side note was the data in use encryption piece, which is a home or fix stuff. Interesting. Alright, guys, final question. You know, we heard on the earlier panel was also trending at reinvent. We take the tea out of cloud native. It spells cloud naive. They got shirts now aviatrix kind of got this trend going. What does that mean to be naive? So if you're to your peers out there watching the live stream and also the suppliers that are trying to supply you guys with technology and services. What's naive look like And what's native look like when it's someone naive about implementing all this stuff. >>So for me, it's because we are 100% cloud for us. Its main thing is ready for the change, and you you will find new building blocks coming in and the network design will evolve and change. So don't be naive and things that are static you all with the change. >>I think the big naivety that people have is that, well, I've been doing it this way for 20 years and been successful. It's going to be successful in cloud. The reality is, that's not the case. You have to think some of the stuff differently, and you need to think about it early enough so that you can become cloud native and really enable your business on cloud. >>Yet for me, it's it's being open minded, right? The our industry, the network industry as a whole has been very much I'm smarter than everybody else, and we're gonna tell everybody how it's gonna be done on the way we fell into a law when it came to producing infrastructure and so embracing this idea that we can deploy a new solution or a new environment in minutes as opposed to hours or weeks or months in some cases is really important. And so, you know, it's >>being closed minded native, being open minded. >>Exactly. And it took for me. It was that was a transformative kind of, uh, where I was looking to solve problems in a cloud way, as opposed to looking to solve problems in this traditional old school way. >>All right, I know we're out of time, but I got one more question for you guys. So good. It could be a quick answer. Um, what's the B s language? When you bs? Meter goes up when people talk about solutions, what's the kind of jargon that you here that's the BS meter going off? What are people talking about that in your opinion, You. Here you go. That's total bs. But what triggers? >>So I have two lines out of movies that are really like it. I say them without actually thinking them. It's like 1.21 gigawatts of your of your mind. Back to the future, right? Somebody's going to the bank and then and then Martin Ball and and Michael Keaton and Mr Mom when it goes to 22. 21 whatever it takes those two right there, if those go off in my mind where somebody's talking to me, I know they're full of baloney. >>A lot of speeds and feeds a lot of speeds and feeds a >>lot of data instead of talking about what you're actually doing in solution ing for You're talking about What does this? This This is okay, 2020 A. >>Just take any time I start seeing the cloud vendors start benchmarking against each other. Your workload is your workload. You need a benchmark yourself. Don't Don't listen to the marketing on that. That's that's >>what triggered you in the BSP. >>I think if somebody explains you're not simple, they cannot explain you in simplicity. Then then it's all >>that's a good one. All right, guys, Thanks for the great insight. Great panel around >>Applause, right? >>Yeah. Yeah,

ladies and gentlemen this is your captain speaking we will soon be taking off on our way to altitude please keep your seatbelts fastened and remain in your seats we will be experiencing turbulence until we are above the clouds ladies and gentlemen we are now cruising at altitude sit back and enjoy the ride [Music] altitude is a community of thought leaders and pioneers cloud architects and enlightened network engineers who have individually and are now collectively leading their own IT teams and the industry on a path to lift cloud networking above the clouds empowering Enterprise IT to architect design and control their own cloud network regardless of the turbulent clouds beneath them it's time to gain altitude ladies and gentlemen Steve Mulaney president and CEO of aviatrix the leader of multi cloud networking [Music] [Applause] all right good morning everybody here in Santa Clara as well as to the what millions of people watching the livestream worldwide welcome to altitude 2020 alright so we've got a fantastic event today really excited about the speakers that we have today and the experts that we have and really excited to get started so one of the things I wanted to just share was this is not a one-time event this is not a one-time thing that we're gonna do sorry for the aviation analogy but you know sherry way aviatrix means female pilot so everything we do as an aviation theme this is a take-off for a movement this isn't an event this is a take-off of a movement a multi-cloud networking movement and community that we're inviting all of you to become part of and-and-and why we're doing that is we want to enable enterprises to rise above the clouds so to speak and build their network architecture regardless of which public cloud they're using whether it's one or more of these public clouds so the good news for today there's lots of good news but this is one good news is we don't have any powerpoint presentations no marketing speak we know that marketing people have their own language we're not using any of that in those sales pitches right so instead what are we doing we're going to have expert panels we've got Simone Rashard Gartner here we've got 10 different network architects cloud architects real practitioners they're going to share their best practices and there are real-world experiences on their journey to the multi cloud so before we start and everybody know what today is in the u.s. it's Super Tuesday I'm not gonna get political but Super Tuesday there was a bigger Super Tuesday that happened 18 months ago and maybe eight six employees know what I'm talking about 18 months ago on a Tuesday every enterprise said I'm gonna go to the cloud and so what that was was the Cambrian explosion for cloud for the price so Frank kibrit you know what a Cambrian explosion is he had to look it up on Google 500 million years ago what happened there was an explosion of life where it went from very simple single-cell organisms to very complex multi-celled organisms guess what happened 18 months ago on a Tuesday I don't really know why but every enterprise like I said all woke up that day and said now I'm really gonna go to cloud and that Cambrian explosion of cloud went meant that I'm moving from very simple single cloud single use case simple environment to a very complex multi cloud complex use case environment and what we're here today is we're gonna go and dress that and how do you handle those those those complexities and when you look at what's happening with customers right now this is a business transformation right people like to talk about transitions this is a transformation and it's actually not just the technology transformation it's a business transformation it started from the CEO and the boards of enterprise customers where they said I have an existential threat to the survival of my company if you look at every industry who they're worried about is not the other 30 year old enterprise what they're worried about is the three year old enterprise that's leveraging cloud that's leveraging AI and that's where they fear that they're going to actually get wiped out right and so because of this existential threat this is CEO lead this is board led this is not technology led it is mandated in the organization's we are going to digitally transform our enterprise because of this existential threat and the movement to cloud is going to enable us to go do that and so IT is now put back in charge if you think back just a few years ago in cloud it was led by DevOps it was led by the applications and it was like I said before their Cambrian explosion is very simple now with this Cambrian explosion and enterprises getting very serious and mission critical they care about visibility they care about control they care about compliance conformance everything governance IT is in charge and and and that's why we're here today to discuss that so what we're going to do today is much of things but we're gonna validate this journey with customers did they see the same thing we're gonna validate the requirements for multi-cloud because honestly I've never met an enterprise that is not going to be multi-cloud many are one cloud today but they all say I need to architect my network for multiple clouds because that's just what the network is there to support the applications and the applications will run and whatever cloud it runs best in and you have to be prepared for that the second thing is is architecture again with IT in charge you architecture matters whether it's your career whether it's how you build your house it doesn't matter horrible architecture your life is horrible forever good architecture your life is pretty good so we're gonna talk about architecture and how the most fundamental and critical part of that architecture and that basic infrastructure is the network if you don't get that right nothing works right way more important and compute way more important than storm dense storage network is the foundational element of your infrastructure then we're going to talk about day 2 operations what does that mean well day 1 is one day of your life that's who you wire things up they do and beyond I tell everyone in networking and IT it's every day of your life and if you don't get that right your life is bad forever and so things like operations visibility security things like that how do I get my operations team to be able to handle this in an automated way because it's not just about configuring it in the cloud it's actually about how do I operationalize it and that's a huge benefit that we bring as aviatrix and then the last thing we're going to talk and it's the last panel we have I always say you can't forget about the humans right so all this technology all these things that we're doing it's always enabled by the humans at the end of the day if the humans fight it it won't get deployed and we have a massive skills gap in cloud and we also have a massive skill shortage you have everyone in the world trying to hire cloud network architects right there's just not enough of them going around so at aviatrix we as leaders do we're gonna help address that issue and try to create more people we created a program and we call the ACE program again an aviation theme it stands for aviatrix certified engineer very similar to what Cisco did with CCI ease where Cisco taught you about IP networking a little bit of Cisco we're doing the same thing we're gonna teach network architects about multi-cloud networking and architecture and yeah you'll get a little bit of aviatrix training in there but this is the missing element for people's careers and also within their organization so we're gonna we're gonna go talk about that so great great event great show when to try to keep it moving I'd next want to introduce my my host he's the best in the business you guys have probably seen him multiple million times he's the co CEO and co-founder of tube Jon Fourier okay awesome great great speech they're awesome I'd totally agree with everything you said about the explosion happening and I'm excited here at the heart of Silicon Valley to have this event it's a special digital event with the cube and aviatrix were we live streaming to millions of people as you said maybe not a million maybe not really take this program to the world this is a little special for me because multi-cloud is the hottest wave and cloud and cloud native networking is fast becoming the key engine of the innovation so we got an hour and a half of action-packed programming we have a customer panel two customer panels before that Gartner is going to come on talk about the industry we have a global system integrators we talk about how they're advising and building these networks and cloud native networking and then finally the Aces the aviatrix certified engineer is gonna talk more about their certifications and the expertise needed so let's jump right in and let's ask someone rashard to come on stage from Gartner check it all up [Applause] okay so kicking things off sitting started gartner the industry experts on cloud really kind of more to your background talk about your background before you got the gardener yeah before because gardener was a chief network architect of a fortune five companies with thousands of sites over the world and I've been doing everything and IT from a C programmer in a 92 a security architect to a network engineer to finally becoming a network analyst so you rode the wave now you're covering at the marketplace with hybrid cloud and now moving quickly to multi cloud is really was talking about cloud natives been discussed but the networking piece is super important how do you see that evolving well the way we see Enterprise adapt in cloud first thing you do about networking the initial phases they either go in a very ad hoc way is usually led by non non IT like a shadow I to your application people are some kind of DevOps team and it's it just goes as it's completely unplanned decreed VP sees left and right with different account and they create mesh to manage them and their direct connect or Express route to any of them so that's what that's a first approach and on the other side again it within our first approach you see what I call the lift and shift way we see like enterprise IT trying to basically replicate what they have in a data center in the cloud so they spend a lot of time planning doing Direct Connect putting Cisco routers and f5 and Citrix and any checkpoint Palo Alto divides that the audinate that are sent removing that to that cloud and I ask you the aha moments gonna come up a lot of our panels is where people realize that it's a multi cloud world I mean they either inherit clouds certainly they're using public cloud and on-premises is now more relevant than ever when's that aha moment that you're seeing where people go well I got to get my act together and get on this well the first but even before multi-cloud so these two approach the first one like the ad hoc way doesn't scale at some point idea has to save them because they don't think about the two they don't think about operations they have a bunch of VPC and multiple clouds the other way that if you do the left and shift wake they cannot take any advantages of the cloud they lose elasticity auto-scaling pay by the drink these feature of agility features so they both realize okay neither of these ways are good so I have to optimize that so I have to have a mix of what I call the cloud native services within each cloud so they start adapting like other AWS constructor is your construct or Google construct then that's what I call the optimal phase but even that they realize after that they are very different all these approaches different the cloud are different identities is completely difficult to manage across clouds I mean for example AWS has accounts there's subscription and in adarand GCP their projects it's a real mess so they realize well I can't really like concentrate use the cloud the cloud product and every cloud that doesn't work so I have I'm doing multi cloud I like to abstract all of that I still wanna manage the cloud from an API to interview I don't necessarily want to bring my incumbent data center products but I have to do that in a more API driven cloud they're not they're not scaling piece and you were mentioning that's because there's too many different clouds yes that's the piece there so what are they doing whether they really building different development teams as its software what's the solution well this the solution is to start architecting the cloud that's the third phase I call that the multi cloud architect phase where they have to think about abstraction that works across cloud fact even across one cloud it might not scale as well if you start having like 10,000 security group in AWS that doesn't scale you have to manage that if you have multiple VPC it doesn't scale you need a third party identity provider so it barely scales within one cloud if you go multiple cloud it gets worse and worse see way in here what's your thoughts I thought we said this wasn't gonna be a sales pitch for aviatrix you just said exactly what we do so anyway I'm just a joke what do you see in terms of where people are in that multi-cloud so a lot of people you know everyone I talked to started in one cloud right but then they look and they say okay but I'm now gonna move to adjourn I'm gonna move do you see a similar thing well yes they are moving but they're not there's not a lot of application that use a tree cloud at once they move one app in deserve one app in individuals one get happen Google that's what we see so far okay yeah I mean one of the mistakes that people think is they think multi-cloud no one is ever gonna go multi-cloud for arbitrage they're not gonna go and say well today I might go into Azure because I got a better rate of my instance that's never do you agree with that's never going to happen what I've seen with enterprise is I'm gonna put the workload in the app the app decides where it runs best that may be a sure maybe Google and for different reasons and they're gonna stick there and they're not gonna move let me ask you infrastructure has to be able to support from a networking team be able to do that do you agree with that yes I agree and one thing is also very important is connecting to that cloud is kind of the easiest thing so though while their network part of the cloud connectivity to the cloud is kind of simple I agree IPSec VP and I reckon Express that's a simple part what's difficult and even a provisioning part is easy you can use terraform and create v pieces and v nets across which free cloud providers right what's difficult is the day-to-day operations so it's what to find a to operations what is that what does that actually mean this is the day-to-day operations after you know the natural let's add an app let's add a server let's troubleshoot a problem so so your life something changes how would he do so what's the big concerns I want to just get back to this cloud native networking because everyone kind of knows with cloud native apps are that's been a hot trend what is cloud native networking how do you how do you guys define that because that seems to be the oddest part of the multi cloud wave that's coming as cloud native networking well there's no you know official garner definition but I can create one on and if another spot is do it I just want to leverage the cloud construct and a cloud epi I don't want to have to install like like for example the first version was let's put a virtual router that doesn't even understand and then the cloud environment right if I have if I have to install a virtual machine it has to be cloud aware it has to understand the security group if it's a router it has to be programmable to the cloud API and and understand the cloud environment you know one things I hear a lot from either see Saussure CIOs or CXOs in general is this idea of I'm definitely on going API so it's been an API economy so API is key on that point but then they say okay I need to essentially have the right relationship with my suppliers aka clouds you call it above the clouds so the question is what do i do from an architecture standpoint do I just hire more developers and have different teams because you mentioned that's a scale point how do you solve this this problem of okay I got AWS I got GCP or Azure or whatever do I just have different teams or just expose api's where is that optimization where's the focus well I take what you need from an android point of view is a way a control plane across the three clouds and be able to use the api of the cloud to build networks but also to troubleshoot them and do they to operation so you need a view across a three cloud that takes care of routing connectivity that's you know that's the aviatrix plug of you right there so so how do you see so again your Gartner you you you you see the industry you've been a network architect how do you see this this plane out what are the what are the legacy incumbent client-server on-prem networking people gonna do well these versus people like aviatrix well how do you see that plane out well obviously all the incumbent like Arista cisco juniper NSX right they want to basically do the lift and ship or they want to bring and you know VM I want to bring in a section that cloud they call that NSX everywhere and cisco monks bring you star and the cloud recall that each guy anywhere right so everyone what and and then there's cloud vision for my red star and contrail is in the cloud so they just want to bring the management plane in the cloud but it's still based most of them it's still based on putting a VM them in controlling them right you you extend your management console to the cloud that's not truly cloud native right cloud native you almost have to build it from scratch we like to call that cloud naive clown that so close one letter yeah so that was a big con surgeon reinvent take the tea out of cloud native it's cloud naive that went super viral you guys got t-shirts now I know you love but yeah but that really ultimately is kind of double edged sword you got to be you can be naive on the on the architecture side and rolling out but also suppliers are can be naive so how would you define who's naive and who's not well in fact they're evolving as well so for example in Cisco you it's a little bit more native than other ones because they're really scr in the cloud you can't you you really like configure API so the cloud and NSX is going that way and so is Arista but they're incumbent they have their own tools is difficult for them they're moving slowly so it's much easier to start from scratch Avenue like and you know a network happiness started a few years ago there's only really two aviatrix was the first one they've been there for at least three or four years and there's other ones like al kira for example that just started now that doing more connectivity but they wanna create an overlay network across the cloud and start doing policies and trying abstracting all the clouds within one platform so I gotta ask you I interviewed an executive at VMware Sanjay Pune and he said to me at RSA last week oh the only b2 networking vendors left Cisco and VMware what's your respect what's your response to that obviously I mean when you have these waves as new brands that emerge like aviation others though I think there'll be a lot of startups coming out of the woodwork how do you respond to that comment well there's still a data center there's still like a lot of action on campus and there's the one but from the cloud provisioning and clown networking in general I mean they're behind I think you know in fact you don't even need them to start to it you can if you're small enough you can just keep if you're in AWS you can user it with us construct they have to insert themselves I mean they're running behind they're all certainly incumbents I love the term Andy Jesse's that Amazon Web Services uses old guard new guard to talk about the industry what does the new guard have to do the new and new brands that emerge in is it be more DevOps oriented neck Nets a cops is that net ops is the programmability these are some of the key discussions we've been having what's your view on how you this programmability their most important part is they have to make the network's simple for the dev teams and from you cannot have that you cannot make a phone call and get every line in two weeks anymore so if you move to that cloud you have to make the cloud construct as simple enough so that for example a dev team could say okay I'm going to create this VP see but this VP see automatically being associate to your account you cannot go out on the internet you have to go to the transit VP see so there's a lot of action in terms of the I am part and you have to put the control around them too so to make it as simple as possible you guys both I mean you're the COC aviatrix but also you guys a lot of experience going back to networking going back to I call the OSI mace which for us old folks know what that means but you guys know what this means I want to ask you the question as you look at the future of networking here a couple of objectives oh the cloud guys they got networking we're all set with them how do you respond to the fact that networking is changing and the cloud guys have their own networking what some of the pain points that's going on premises and these enterprises so are they good with the clouds what needs what are the key things that's going on in networking that makes it more than just the cloud networking what's your take on well as I said earlier that once you you could easily provision in the cloud you can easily connect to that cloud is when you start troubleshooting application in the cloud and try to scale so this that's where the problem occurs see what you're taking on it and you'll hear from the from the customers that that we have on stage and I think what happens is all the cloud the clouds by definition designed to the 80/20 rule which means they'll design 80% of the basic functionality and they'll lead to 20% extra functionality that of course every Enterprise needs they'll leave that to ISVs like aviatrix because why because they have to make money they have a service and they can't have huge instances for functionality that not everybody needs so they have to design to the common and that's they all do it right they have to and then the extra the problem is that Cambrian explosion that I talked about with enterprises that's holy that's what they need that they're the ones who need that extra 20% so that's that's what I see is is there's always gonna be that extra functionality the in in an automated and simple way that you talked about but yet powerful with up with the visible in control that they expect of on prep that that's that kind of combination that yin and the yang that people like us are providing some I want to ask you were gonna ask some of the cloud architect customer panels it's the same question this pioneers doing some work here and there's also the laggers who come in behind the early adopters what's gonna be the tipping point what are some of those conversations that the cloud architects are having out there or what's the signs that they need to be on this multi cloud or cloud native networking trend what are some the signals that are going on in their environment what are some of the thresholds or things that are going on that there can pay attention to well well once they have application and multiple cloud and they have they get wake up at 2:00 in the morning to troubleshoot them they don't know it's important so I think that's the that's where the robber will hit the road but as I said it's easier to prove it it's ok it's 80s it's easy use a transit gateway put a few V PCs and you're done and use create some presents like equinox and do Direct Connect and Express route with Azure that looks simple is the operations that's when they'll realize ok now I need to understand our car networking works I also need a tool that give me visibility and control not button tell me that I need to understand the basic underneath it as well what are some of the day in the life scenarios that you envision happening with multi Bob because you think about what's happening it kind of has that same vibe of interoperability choice multi-vendor because you have multi clouds essentially multi vendor these are kind of old paradigms that we've lived through the client server and internet working wave what are some of those scenarios of success and that might be possible it would be possible with multi cloud and cloud native networking well I think once you have good enough visibility to satisfy your customers you know not only like to keep the service running an application running but to be able to provision fast enough I think that's what you want to achieve small final question advice for folks watching on the live stream if they're sitting there as a cloud architect or a CXO what's your advice to them right now in this more because honestly public cloud check hybrid cloud they're working on that that gets on-premise is done now multi clouds right behind it what's your advice the first thing they should do is really try to understand cloud networking for each of their cloud providers and then understand the limitation and is what there's cloud service provider offers enough or you need to look to a third party but you don't look at a third party to start with especially an incumbent one so it's tempting to say on and I have a bunch of f5 experts nothing against that five I'm going to bring my five in the cloud when you can use a needle be that automatically understand Easy's and auto scaling and so on and you understand that's much simpler but sometimes you need you have five because you have requirements you have like AI rules and that kind of stuff that you use for years you cannot do it's okay I have requirement and that met I'm going to use legacy stuff and then you have to start thinking okay what about visibility control about the tree cloud but before you do that you have to understand the limitation of the existing cloud providers so first try to be as native as possible until things don't work after that you can start taking multi-cloud great insight somewhat thank you for coming someone in charge with Gardner thanks for sharing informatica is known as the leading enterprise cloud data management company we are known for being the top in our industry in at least five different products over the last few years especially we've been transforming into a cloud model which allows us to work better with the trends of our customers in order to see agile and effective in the business you need to make sure that your products and your offerings are just as relevant in all these different clouds than what you're used to and what you're comfortable with one of the most difficult challenges we've always had is that because we're a data company we're talking about data that a customer owns some of that data may be in the cloud some of that data may be on Prem some of that data may be actually in their data center in another region or even another country and having that data connect back to our systems that are located in the cloud has always been a challenge when we first started our engagement with aviatrix we only had one plan that was Amazon it wasn't till later that a jerk came up and all of a sudden we found hey the solution we already had in place for her aviatrix already working in Amazon and now works in Missouri as well before we knew what GCP came up but it really wasn't a big deal for us because we already had the same solution in Amazon and integer now just working in GCP by having a multi cloud approach we have access to all three of them but more commonly it's not just one it's actually integrations between multiple we have some data and ensure that we want to integrate with Amazon we have some data in GCP that we want to bring over to a data Lake assure one of the nice things about aviatrix is that it gives a very simple interface that my staff can understand and use and manage literally hundreds of VPNs around the world and while talking to and working with our customers who are literally around the world now that we've been using aviatrix for a couple years we're actually finding that even problems that we didn't realize we had were actually solved even before we came across the problem and it just worked cloud companies as a whole are based on reputation we need to be able to protect our reputation and part of that reputation is being able to protect our customers and being able to protect more importantly our customers data aviatrix has been helpful for us in that we only have one system that can manage this whole huge system in a simple easy direct model aviatrix is directly responsible for helping us secure and manage our customers not only across the world but across multiple clouds users don't have to be VPN or networking experts in order to be able to use the system all the members on my team can manage it all the members regardless of their experience can do different levels of it one of the unexpected advantages of aviatrix is that I don't have to sell it to my management the fact that we're not in the news at 3 o'clock in the morning or that we don't have to get calls in the middle of the night no news is good news especially in networking things that used to take weeks to build or done in hours I think the most important thing about a matrix is it provides me a Beatrix gives me a consistent model that I can use across multiple regions multiple clouds multiple customers okay welcome back to altitude 2020 for the folks on the livestream I'm John for Steve Mulaney with CEO of aviatrix for our first of two customer panels on cloud with cloud network architects we got Bobby Willoughby they gone Luis Castillo of National Instruments David should Nick with fact set guys welcome to the stage for this digital event come on up [Applause] [Music] hey good to see you thank you okay okay customer panelist is my favorite part we get to hear the real scoop gets a gardener given this the industry overview certainly multi clouds very relevant and cloud native networking is the hot trend with a live stream out there and the digital event so guys let's get into it the journey is you guys are pioneering this journey of multi cloud and cloud native networking and is soon gonna be a lot more coming so we want to get into the journey what's it been like is it real you got a lot of scar tissue and what are some of the learnings yeah absolutely so multi cloud is whether or not we we accepted as a network engineers is is a reality like Steve said about two years ago companies really decided to to just to just bite the bullet and and and move there whether or not whether or not we we accept that fact we need to now create a consistent architecture across across multiple clouds and that that is challenging without orchestration layers as you start managing different different tool sets and different languages across different clouds so that's it's really important that to start thinking about that guys on the other panelists here there's different phases of this journey some come at it from a networking perspective some come in from a problem troubleshooting which what's your experiences yeah so from a networking perspective it's been incredibly exciting it's kind of a once-in-a-generation 'el opportunity to look at how you're building out your network you can start to embrace things like infrastructure as code that maybe your peers on the systems teams have been doing for years but it just never really worked on bram so it's really it's really exciting to look at all the opportunities that we have and then all the interesting challenges that come up that you that you get to tackle an effect said you guys are mostly AWS right yep right now though we're we are looking at multiple clouds we have production workloads running in multiple clouds today but a lot of the initial work has been with Amazon and you've seen it from a networking perspective that's where you guys are coming at it from yep we evolved more from a customer requirement perspective started out primarily as AWS but as the customer needed more resources from Azure like HPC you know as your ad things like that even recently Google Google Analytics our journey has evolved into more of a multi cloud environment Steve weigh in on the architecture because this has been the big conversation I want you to lead this second yeah so I mean I think you guys agree the journey you know it seems like the journey started a couple years ago got real serious the need for multi cloud whether you're there today of course it's gonna be there in the future so that's really important I think the next thing is just architecture I'd love to hear what you you know had some comments about architecture matters it all starts I mean every Enterprise I talk to maybe talk about architecture and the importance of architecture maybe Bobby it's a fun architecture perspective we sorted a journey five years ago Wow okay and we're just now starting our fourth evolution of our network marketer and we call it networking security net SEC yeah versus Justice Network yeah and that fourth generation architectures be based primarily upon Palo Alto Networks an aviatrix I have Atrix doing the orchestration piece of it but that journey came because of the need for simplicity ok the need for a multi cloud orchestration without us having to go and do reprogramming efforts across every cloud as it comes along right I guess the other question I also had around architectures also Louis maybe just talk about I know we've talked a little bit about you know scripting right and some of your thoughts on that yeah absolutely so so for us we started we started creating the network constructs with cloud formation and we've we've stuck with that for the most part what's interesting about that is today on premise we have a lot of a lot of automation around around how we provision networks but cloud formation has become a little bit like the new manual for us so we we're now having issues with having the to automate that component and making it consistent with our on premise architecture making it consistent with Azure architecture and Google cloud so it's really interesting to see to see companies now bring that layer of abstraction that SEO and brought to the to the web side now it's going up into into the into the cloud networking architecture so on the fourth generation of you mentioned you're in the fourth gen architecture what do you guys what have you learned is there any lessons scar tissue what to avoid what worked what was some of the that's probably the biggest list and there is that when you think you finally figured it out you have it right Amazon will change something as you or change something you know transit gateways a game changer so in listening to the business requirements is probably the biggest thing we need to do up front but I think from a simplicity perspective we like I said we don't want to do things four times we want to do things one time we won't be able to write to an API which aviatrix has and have them do the orchestration for us so that we don't have to do it four times how important is architecture in the progression is it you guys get thrown in the deep end to solve these problems or you guys zooming out and looking at it it's that I mean how are you guys looking at the architecture I mean you can't get off the ground if you don't have the network there so all of those that we've gone through similar evolutions we're on our fourth or fifth evolution I think about what we started off with Amazon without a direct connect gate without a trans a gateway without a lot of the things that are available today kind of the 80/20 that Steve was talking about just because it wasn't there doesn't mean we didn't need it so we needed to figure out a way to do it we couldn't say oh you need to come back to the network team in a year and maybe Amazon will have a solution for it right you need to do it now and in evolve later and maybe optimize or change the way you're doing things in the future but don't sit around and wait you can't I'd love to have you guys each individually answer this question for the live stream because it comes up a lot a lot of cloud architects out in the community what should they be thinking about the folks that are coming into this proactively and/or realizing the business benefits are there what advice would you guys give them an architecture what should be they be thinking about and what are some guiding principles you could share so I would start with looking at an architecture model that that can that can spread and and give consistency they're different to different cloud vendors that you will absolutely have to support cloud vendors tend to want to pull you into using their native toolset and that's good if only it was realistic to talk about only one cloud but because it doesn't it's it's it's super important to talk about and have a conversation with the business and with your technology teams about a consistent model how do I do my day one work so that I'm not you know spending 80 percent of my time troubleshooting or managing my network because I'm doing that then I'm missing out on ways that I can make improvements or embrace new technologies so it's really important early on to figure out how do I make this as low maintenance as possible so that I can focus on the things that the team really should be focusing on Bobby your advice the architect I don't know what else I can do that simplicity operations is key right all right so the holistic view of j2 operation you mentioned let's can jump in day one is your your your getting stuff set up day two is your life after all right this is kind of what you're getting at David so what does that look like what are you envisioning as you look at that 20 mile stare at post multi-cloud world what are some of the things that you want in a day to operations yeah infrastructure is code is really important to us so how do we how do we design it so that we can fit start making network changes and fitting them into like a release pipeline and start looking at it like that rather than somebody logging into a router seoi and troubleshooting things on in an ad hoc nature so moving more towards the DevOps model yes anything on that day - yeah I would love to add something so in terms of day 2 operations you can you can either sort of ignore the day 2 operations for a little while where you get well you get your feet wet or you can start approaching it from the beginning the fact is that the the cloud native tools don't have a lot of maturity in that space and when you run into an issue you're gonna end up having a bad day going through millions and millions of logs just to try to understand what's going on so that's something that that the industry just now is beginning to realize it's it's such as such a big gap I think that's key because for us we're moving to more of an event-driven operations in the past monitoring got the job done it's impossible to modern monitor something there's nothing there when the event happens all right so the event-driven application and then detection is important yeah I think Gardiner was all about the cloud native wave coming into networking that's going to be here thing I want to get your guys perspectives I know you have different views of how you came on into the journey and how you're executing and I always say the beauties in the eye of the beholder and that kind of applies the network's laid out so Bobby you guys do a lot of high-performance encryption both on AWS and Azure that's kind of a unique thing for you how are you seeing that impact with multi cloud yeah and that's a new requirement for us to where we we have a requirement to encrypt and they never get the question should I encryption or not encrypt the answer is always yes you should encrypt when you can encrypt for our perspective we we need to migrate a bunch of data from our data centers we have some huge data centers and then getting that data to the cloud is the timely expense in some cases so we have been mandated that we have to encrypt everything leave from the data center so we're looking at using the aviatrix insane mode appliances to be able to encrypt you know 10 20 gigabits of data as it moves to the cloud itself David you're using terraform you got fire Ned you've got a lot of complexity in your network what do you guys look at the future for yours environment yeah so something exciting that or yeah now is fire net so for our security team they obviously have a lot of a lot of knowledge base around Palo Alto and with our commitments to our clients you know it's it's it's not very easy to shift your security model to a specific cloud vendor right so there's a lot of stuck to compliance of things like that where being able to take some of what you've you know you've worked on for years on Bram and put it in the cloud and have the same type of assurance that things are gonna work and be secured in the same way that they are on prem helps make that journey into the cloud a lot easier and Louis you guys got scripting and get a lot of things going on what's your what's your unique angle on this yeah no absolutely so full disclosure I'm not a not not an aviatrix customer yet it's okay we want to hear the truth that's good Ellis what are you thinking about what's on your mind no really when you when you talk about implementing the tool like this it's really just really important to talk about automation and focus on on value so when you talk about things like encryption and things like so you're encrypting tunnels and crypting the path and those things are it should it should should be second nature really when you when you look at building those back ends and managing them with your team it becomes really painful so tools like a Beatrix that that add a lot of automation it's out of out of sight out of mind you can focus on the value and you don't have to focus on so I gotta ask you guys I'll see aviatrix is here they're their supplier to this sector but you guys are customers everyone's pitching you stuff people are not going to buy my stuff how do you guys have that conversation with the suppliers like the cloud vendors and other folks what's that what's it like we're API all the way you got to support this what are some of the what are some of your requirements how do you talk to and evaluate people that walk in and want to knock on your door and pitch you something what's the conversation like it's definitely it's definitely API driven we we definitely look at the at the PAP i structure of the vendors provide before we select anything that that is always first in mind and also what a problem are we really trying to solve usually people try to sell or try to give us something that isn't really valuable like implementing a solution on the on the on the cloud isn't really it doesn't really add a lot of value that's where we go David what's your conversation like with suppliers you have a certain new way to do things as as becomes more agile and essentially the networking and more dynamic what are some of the conversation is with the either incumbents or new new vendors that you're having what do what do you require yeah so ease of use is definitely definitely high up there we've had some vendors come in and say you know hey you know when you go to set this up we're gonna want to send somebody on site and they're gonna sit with you for your day to configure it and that's kind of a red flag what wait a minute you know do we really if one of my really talented engineers can't figure it out on his own what's going on there and why is that so I you know having having some ease-of-use and the team being comfortable with it and understanding it is really important Bobby how about you I mean the old days was do a bake-off and you know the winner takes all I mean is it like that anymore but what's the Volvic a bake-off last year for us do you win so but that's different now because now when you when you get the product you can install the product and they double your energy or have it in a matter of minutes and so the key is is they can you be operational you know within hours or days instead of weeks but but do we also have the flexibility to customize it to meet your needs could you want to be you want to be put into a box with the other customers when you have needs that your pastor cut their needs yeah almost see the challenge that you guys are living where you've got the cloud immediate value depending how you can roll up any solutions but then you have might have other needs so you got to be careful not to buy into stuff that's not shipping so you're trying to be proactive at the same time deal with what you got I mean how do you guys see that evolving because multi-cloud to me is definitely relevant but it's not yet clear how to implement across how do you guys look at this baked versus you know future solutions coming how do you balance that so again so right now we we're we're taking the the ad hoc approach and experimenting with the different concepts of cloud and and really leveraging the the native constructs of each cloud but but there's a there's a breaking point for sure you don't you don't get to scale this like Alexa mom said and you have to focus on being able to deliver a developer they're their sandbox or they're their play area for the for the things that they're trying to build quickly and the only way to do that is with the with with some sort of consistent orchestration layer that allows you to so use a lot more stuff to be coming pretty quickly hides area I do expect things to start to start maturing quite quite quickly this year and you guys see similar trend new stuff coming fast yeah part of the biggest challenge we've got now is being able to segment within the network being able to provide segmentation between production on production workloads even businesses because we support many businesses worldwide and and isolation between those is a key criteria there so the ability to identify and quickly isolate those workloads is key so the CIOs that are watching or that are saying hey take that he'll do multi cloud and then you know the bottoms-up organization Nick pops you're kind of like off a little bit it's not how it works I mean what is the reality in terms of implementing you know in as fast as possible because the business benefits are but it's not always clear in the technology how to move that fast yeah what are some of the barriers one of the blockers what are the enablers I think the reality is is that you may not think you're multi-cloud but your business is right so I think the biggest barriers there is understanding what the requirements are and how best to meet those requirements and then secure manner because you need to make sure that things are working from a latency perspective that things work the way they did and get out of the mind shift that you know it was a cheery application in the data center it doesn't have to be a Tier three application in the cloud so lift and shift is is not the way to go yeah scale is a big part of what I see is the competitive advantage to a lot these clouds and needs to be proprietary network stacks in the old days and then open systems came that was a good thing but as clouds become bigger there's kind of an inherent lock in there with the scale how do you guys keep the choice open how're you guys thinking about interoperability what are some of the conversations and you guys are having around those key concepts well when we look at when we look at the upfront from a networking perspective it it's really key for you to just enable enable all the all the clouds to be to be able to communicate between them developers will will find a way to use the cloud that best suits their their business need and and like like you said it's whether whether you're in denial or not of the multi cloud fact that then your company is in already that's it becomes really important for you to move quickly yeah and I a lot of it also hinges on how well is the provider embracing what that specific cloud is doing so are they are they swimming with Amazon or Azure and just helping facilitate things they're doing the you know the heavy lifting API work for you or are they swimming upstream and they're trying to hack it all together in a messy way and so that helps you you know stay out of the lock-in because they're you know if they're doing if they're using Amazon native tools to help you get where you need to be it's not like Amazon's gonna release something in the future that completely you know makes you have designed yourself into a corner so the closer they're more than cloud native they are the more the easier it is to to deploy but you also need to be aligned in such a way that you can take advantage of those cloud native technologies will it make sense tgw is a game changer in terms of cost and performance right so to completely ignore that would be wrong but you know if you needed to have encryption you know teach Adobe's not encrypted so you need to have some type of a gateway to do the VPN encryption you know so the aviatrix tool give you the beauty of both worlds you can use tgw with a gateway Wow real quick in the last minute we have I want to just get a quick feedback from you guys I hear a lot of people say to me hey the I picked the best cloud for the workload you got and then figure out multi cloud behind the scenes so that seems to be do you guys agree with that I mean is it do I go Mull one cloud across the whole company or this workload works great on AWS that work was great on this from a cloud standpoint do you agree with that premise and then witness multi-cloud stitch them all together yeah from from an application perspective it it can be per workload but it can also be an economical decision certain enterprise contracts will will pull you in one direction that value but the the network problem is still the same doesn't go away yeah yeah yeah I mean you don't want to be trying to fit a square into a round Hall right so if it works better on that cloud provider then it's our job to make sure that that service is there and people can use it agree you just need to stay ahead of the game make sure that the network infrastructure is there secure is available and is multi cloud capable yeah I'm at the end of the day you guys just validating that it's the networking game now cloud storage compute check networking is where the action is awesome thanks for your insights guys appreciate you coming on the panel appreciate it thanks thank you [Applause] [Music] [Applause] okay welcome back on the live feed I'm John fritz T Blaney my co-host with aviatrix I'm with the cube for the special digital event our next customer panel got great another set of cloud network architects Justin Smith was aura Justin broadly with Ellie Mae and Amit Oh tree job with Koopa welcome to stage [Applause] all right thank you thank you okay he's got all the the cliff notes from the last session welcome back rinse and repeat yeah yeah we're going to go under the hood a little bit I think I think they nailed the what we've been reporting and we've been having this conversation around networking is where the action is because that's the end of the day you got a move a pack from A to B and you get workloads exchanging data so it's really killer so let's get started Amit what are you seeing as the journey of multi cloud as you go under the hood and say okay I got to implement this I have to engineer the network make it enabling make it programmable make it interoperable across clouds and that's like I mean almost sounds impossible to me what's your take yeah I mean it it seems impossible but if you are running an organization which is running infrastructure as a cordon all right it is easily doable like you can use tools out there that's available today you can use third-party products that can do a better job but but put your architecture first don't wait architecture may not be perfect put the best architecture that's available today and be agile to iterate and make improvements over the time we get to Justin's over here so I have to be careful when I point a question in Justin they both have the answer but okay journeys what's the journey been like I mean is there phases we heard that from Gartner people come in to multi cloud and cloud native networking from different perspectives what's your take on the journey Justin yeah I mean from our perspective we started out very much focused on one cloud and as we started doing errands we started doing new products the market the need for multi cloud comes very apparent very quickly for us and so you know having an architecture that we can plug in play into and be able to add and change things as it changes is super important for what we're doing in the space just in your journey yes for us we were very ad hoc oriented and the idea is that we were reinventing all the time trying to move into these new things and coming up with great new ideas and so rather than it being some iterative approach with our deployments that became a number of different deployments and so we shifted that tore in the network has been a real enabler of this is that it there's one network and it touches whatever cloud we want it to touch and it touches the data centers that we need it to touch and it touches the customers that we need it to touch our job is to make sure that the services that are available and one of those locations are available in all of the locations so the idea is not that we need to come up with this new solution every time it's that we're just iterating on what we've already decided to do before we get the architecture section I want to ask you guys a question I'm a big fan of you know let the app developers have infrastructure as code so check but having the right cloud run that workload I'm a big fan of that if it works great but we just heard from the other panel you can't change the network so I want to get your thoughts what is cloud native networking and is that the engine really that's the enabler for this multi cloud trend but you guys taken we'll start with Amit what do you think about that yeah so you are gonna have workloads running in different clouds and the workloads would have affinity to one cloud over other but how you expose that it matter of how you are going to build your networks how we are gonna run security how we are going to do egress ingress out of it so it's a big problem how do you split says what's the solution what's the end the key pain points and problem statement I mean the key pain point for most companies is how do you take your traditionally on-premise network and then blow that out to the cloud in a way that makes sense you know IP conflicts you have IP space you pub public eye peas and premise as well as in the cloud and how do you kind of make a sense of all of that and I think that's where tools like a v8 ryx make a lot of sense in that space from our site it's it's really simple its latency its bandwidth and availability these don't change whether we're talking about cloud or data center or even corporate IT networking so our job when when these all of these things are simplified into like s3 for instance and our developers want to use those we have to be able to deliver that and for a particular group or another group that wants to use just just GCP resources these aren't we have to support these requirements and these wants as opposed to saying hey that's not a good idea our job is to enable them not to disable them do you think you guys think infrastructure is code which I love that I think it's that's the future it is we saw that with DevOps but I do start getting the networking is it getting down to the network portion where it's network is code because storage and compute working really well is seeing all kubernetes and service master and network as code reality is it there is got work to do it's absolutely there I mean you mentioned net DevOps and it's it's very real I mean in Cooper we build our networks through terraform and on not only just out of fun build an API so that we can consistently build V nets and VPC all across in the same unit yeah and even security groups and then on top an aviatrix comes in we can peer the networks bridge bridge all the different regions through code same with you guys but yeah everything we deploy is done with automation and then we also run things like lambda on top to make changes in real time we don't make manual changes on our network in the data center funny enough it's still manual but the cloud has enabled us to move into this automation mindset and and all my guys that's what they focus on is bringing what now what they're doing in the cloud into the data center which is kind of opposite of what it should be that's full or what it used to be it's full DevOps then yes yeah I mean for us was similar on-premise still somewhat very manual although we're moving more Norton ninja and terraform concepts but everything in the production environment is colored Confirmation terraform code and now coming into the datacenter same I just wanted to jump in on a Justin Smith one of the comment that you made because it's something that we always talk about a lot is that the center of gravity of architecture used to be an on-prem and now it's shifted in the cloud and once you have your strategic architecture what you--what do you do you push that everywhere so what you used to see at the beginning of cloud was pushing the architecture on prem into cloud now I want to pick up on what you said to you others agree that the center of architect of gravity is here I'm now pushing what I do in the cloud back into on pram and and then so first that and then also in the journey where are you at from 0 to 100 of actually in the journey to cloud DUI you 50% there are you 10% yes I mean are you evacuating data centers next year I mean were you guys at yeah so there's there's two types of gravity that you typically are dealing with no migration first is data gravity and your data set and where that data lives and then the second is the network platform that interrupts all that together right in our case the data gravity sold mostly on Prem but our network is now extending out to the app tier that's going to be in cloud right eventually that data gravity will also move to cloud as we start getting more sophisticated but you know in our journey we're about halfway there about halfway through the process we're taking a handle of you know lift and shift and when did that start and we started about three years ago okay okay go by it's a very different story it started from a garage and one hundred percent on the clock it's a business spend management platform as a software-as-a-service one hundred percent on the cloud it was like ten years ago right yes yeah you guys are riding the wave love that architecture Justin I want to ask user you guys mentioned DevOps I mean obviously we saw the huge observability wave which is essentially network management for the cloud in my opinion right yeah it's more dynamic but this isn't about visibility we heard from the last panel you don't know what's being turned on or turned off from a services standpoint at any given time how is all this playing out when you start getting into the DevOps down well this this is the big challenge for all of us as visibility when you talk transport within a cloud you know we very interesting we we have moved from having a backbone that we bought that we own that would be data center connectivity we now I work for as or as a subscription billing company so we want to support the subscription mindset so rather than going and buying circuits and having to wait three months to install and then coming up with some way to get things connected and resiliency and redundancy I my backbone is in the cloud I use the cloud providers interconnections between regions to transport data across and and so if you do that with their native solutions you you do lose visibility there are areas in that that you don't get which is why controlling you know controllers and having some type of management plane is a requirement for us to do what we're supposed to do and provide consistency while doing it a great conversation I loved when you said earlier latency bandwidth I think availability with your sim pop3 things guys SLA I mean you just do ping times between clouds it's like you don't know what you're getting for round-trip times this becomes a huge kind of risk management black hole whatever you want to call blind spot how are you guys looking at the interconnects between clouds because you know I can see that working from you know ground to cloud I'm per cloud but when you start doing with multi clouds workload I mean SL leis will be all over the map won't they just inherently but how do you guys view that yeah I think we talked about workload and we know that the workloads are going to be different in different clouds but they are going to be calling each other so it's very important to have that visibility that you can see how data is flowing at what latency and what our ability is hour is there and our authority needs to operate on that so it's solely use the software dashboard look at the times and look at the latency in the old days strong so on open so on you try to figure it out and then your day is you have to figure out just and what's your answer to that because you're in the middle of it yeah I mean I think the the key thing there is that we have to plan for that failure we have to plan for that latency and our applications it's starting start tracking in your SLI something you start planning for and you loosely couple these services and a much more micro services approach so you actually can handle that kind of failure or that type of unknown latency and unfortunately the cloud has made us much better at handling exceptions a much better way you guys are all great examples of cloud native from day one and you guys had when did you have the tipping point moment or the Epiphany of saying a multi clouds real I can't ignore it I got to factor it into all my design design principles and and everything you're doing what's it was there a moment or was it was it from day one now there are two divisions one was the business so in business there was some affinity to not be in one cloud or to be in one cloud and that drove from the business side so it has a cloud architect our responsibility was to support that business and other is the technology some things are really running better in like if you are running dot network load or you are going to run machine learning or AI so that you have you would have that preference of one cloud over other so it was the bill that we got from AWS I mean that's that's what drives a lot of these conversations is the financial viability of what you're building on top of it which is so we this failure domain idea which is which is fairly interesting is how do I solve or guarantee against a failure domain you have methodologies with you know back-end direct connects or interconnect with GCP all of these ideas are something that you have to take into account but that transport layer should not matter to whoever we're building this for our job is to deliver the frames in the packets what that flows across how you get there we want to make that seamless and so whether it's a public internet API call or it's a back-end connectivity through Direct Connect it doesn't matter it just has to meet a contract that you signed with your application folks yeah that's the availability piece just on your thoughts on that I think any comment on that so actually multi clouds become something much more recent in the last six to eight months I'd say we always kind of had a very much an attitude of like moving to Amazon from our private cloud is hard enough why complicate it further but the realities of the business and as we start seeing you know improvements in Google and Asia and different technology spaces the need for multi cloud becomes much more important as well as those are acquisition strategies I matured we're seeing that companies that used to be on premise that we typically acquire are now very much already on a cloud and if they're on a cloud I need to plug them into our ecosystem and so that's really change our multi cloud story in a big way I'd love to get your thoughts on the clouds versus the clouds because you know you compare them Amazon's got more features they're rich with features I see the bills are haiku people using them but Google's got a great Network Google's networks pretty damn good and then you got a sure what's the difference between the clouds who where they've evolved something whether they peak in certain areas better than others what what are the characteristics which makes one cloud better do they have a unique feature that makes Azure better than Google and vice versa what do you guys think about the different clouds yeah to my experience I think there is the approach is different in many places Google has a different approach very devops friendly and you can run your workload like your network can spend regions time I mean but our application ready to accept that MS one is evolving I mean I remember ten years back Amazon's network was a flat network we will be launching servers and 10.0.0.0 mode multi-account came out so they are evolving as you are at a late start but because they have a late start they saw the pattern and they they have some mature set up on the I mean I think they're all trying to say they're equal in their own ways I think they all have very specific design philosophies that allow them to be successful in different ways and you have to kind of that in mine is your architectural and solution for example Amazon has a very much a very regional affinity they don't like to go cross region in their architecture whereas Google is very much it's a global network we're gonna think about as a global solution I think Google also has advantages there to market and so it has seen what asier did wrong it's seen what AWS did wrong and it's made those improvements and I think that's one of their big advantage at great scale to Justin thoughts on the cloud so yeah Amazon built from the system up and Google built from the network down so their ideas and approaches are from a global versus or regional I agree with you completely that that is the big number one thing but the if you look at it from the outset interestingly the the inability or the ability for Amazon to limit layer 2 broadcasting and and what that really means from a VPC perspective changed all the routing protocols you can use all the things that we have built inside of a data center to provide resiliency and and and make things seamless to users all of that disappeared and so because we had to accept that at the VPC level now we have to accept it at the LAN level Google's done a better job of being able to overcome those things and provide those traditional Network facilities to us it's just great panel can go all day here's awesome so I heard we could we'll get to the cloud native naive question so kind of think about what's not even what's cloud is that next but I got to ask you had a conversation with a friend he's like when is the new land so if you think about what the land was at a data center when is the new link you get talking about the cloud impact so that means st when the old st was kind of changing into the new land how do you guys look at that because if you think about it what lands were for inside a premises was all about networking high speed but now when you take the win and make essentially a land do you agree with that and how do you view this trend and is it good or bad or is it ugly and what's what you guys take on this yeah I think it's the it's a thing that you have to work with your application architect so if you are managing networks and if you're a sorry engineer you need to work with them to expose the unreliability that would bring in so the application has to hand a lot of this the difference in the Layton sees and and the reliability has to be worked through the application there land when same concept as it be yesterday I think we've been talking about for a long time the erosion of the edge and so is this is just a continuation of that journey we've been on for the last several years as we get more and more cloud native when we start about API is the ability to lock my data in place and not be able to access it really goes away and so I think this is just continuation that thing I think it has challenges we start talking about weighing scale versus land scale the tooling doesn't work the same the scale of that tooling is much larger and the need to automation is much much higher in a way than it was in a land that's what we're seeing so much infrastructure as code yeah yeah so for me I'll go back again to this its bandwidth and its latency right that bet define those two land versus win but the other thing that's comes up more and more with cloud deployments is where is our security boundary and where can I extend this secure aware appliance or set of rules to protect what's inside of it so for us we're able to deliver VRS or route forwarding tables for different segments wherever we're at in the world and so they're they're trusted to talk to each other but if they're gonna go to someplace that's outside of their their network then they have to cross a security boundary and where we enforce policy very heavily so for me there's it's not just land when it's it's how does environment get to environment more importantly that's a great point and security we haven't talked to yet but that's got to be baked in from the beginning that's architecture thoughts on security are you guys are dealing with it yeah start from the base have app to have security built in have TLS have encryption on the data I transit data at rest but as you bring the application to the cloud and they are going to go multi-cloud talking to over the Internet in some places well have apt web security I mean I mean our principals day Security's day zero every day and so we we always build it into our design we load entire architecture into our applications it's encrypt everything it's TLS everywhere it's make sure that that data is secured at all times yeah one of the cool trends at RSA just as a side note was the data in use encryption piece which is a homomorphic stuff was interesting all right guys final question you know we heard on the earlier panel was also trending at reinvent we take the tea out of cloud native it spells cloud naive okay they got shirts now he being sure he's gonna got this trend going what does that mean to be naive so if you're to your peers out there watching a live stream and also the suppliers that are trying to you know supply you guys with technology and services what's naive look like and what's native look like when is someone naive about implementing all this stuff so for me it's because we are in hundred-percent cloud for us its main thing is ready for the change and you will you will find new building blocks coming in and the network design will evolve and change so don't be naive and think that it's static you wall with the change I think the big naivety that people have is that well I've been doing it this way for twenty years and been successful it's going to be successful in cloud the reality is that's not the case you have to think some of the stuff a little bit differently and you need to think about it early enough so that you can become cloud native and really enable your business on cloud yeah for me it's it's being open minded right the the our industry the network industry as a whole has been very much I am smarter than everybody else and we're gonna tell everybody how it's going to be done and we have we fell into a lull when it came to producing infrastructure and and and so embracing this idea that we can deploy a new solution or a new environment in minutes as opposed to hours or weeks or four months in some cases is really important and and so you know it's are you being closed-minded native being open-minded exactly and and it took a for me it was that was a transformative kind of where I was looking to solve problems in a cloud way as opposed to looking to solve problems in this traditional old-school way all right I know we're out of time but I ask one more question so you guys so good it could be a quick answer what's the BS language when you the BS meter goes off when people talk to you about solutions what's the kind of jargon that you hear that's the BS meter going off what are people talking about that in your opinion you here you go that's total B yes what what triggers use it so that I have two lines out of movies that are really I can if the if I say them without actually thinking them it's like 1.21 jigowatts how you're out of your mind from Back to the Future right somebody's gonna be a bank and then and then Martin ball and and Michael Keaton and mr. mom when he goes to 22 21 whatever it takes yeah those two right there if those go off in my mind somebody's talking to me I know they're full of baloney so a lot of speeds would be a lot of speeds and feeds a lot of data did it instead of talking about what you're actually doing and solutioning for you're talking about well I does this this this and okay 220 221 anytime I start seeing the cloud vendor start benchmarking against each other it's your workload is your workload you need to benchmark yourself don't don't listen to the marketing on that that's that's all I'm a what triggers you and the bsp I think if somebody explains you a not simple they cannot explain you in simplicity then that's a good one all right guys thanks for the great insight great panel how about a round of applause practitioners DX easy solutions integrating company than we service customers from all industry verticals and we're helping them to move to the digital world so as a solutions integrator we interface with many many customers that have many different types of needs and they're on their IT journey to modernize their applications into the cloud so we encounter many different scenarios many different reasons for those migrations all of them seeking to optimize their IT solutions to better enable their business we have our CPS organization it's cloud platform services we support AWS does your Google Alibaba corkle will help move those workloads to wherever it's most appropriate no one buys the house for the plumbing equally no one buys the solution for the networking but if the plumbing doesn't work no one likes the house and if this network doesn't work no one likes a solution so network is ubiquitous it is a key component of every solution we do the network connectivity is the lifeblood of any architecture without network connectivity nothing works properly planning and building a scalable robust network that's gonna be able to adapt with the application needs its when encountering some network design and talking about speed the deployment aviatrix came up in discussion and we then further pursued an area DHT products that incorporated aviatrix is part of a new offering that we are in the process of developing that really enhances our ability to provide cloud connectivity for the lance cloud connectivity there's a new line of networking services that we're getting into as our clients move into hybrid cloud networking it is much different than our traditional based services an aviatrix provides a key component in that service before we found aviatrix we were using just native peering connections but there wasn't a way to visualize all those peering connections and with multiple accounts multiple contacts for security with a v8 church we were able to visualize those different peering connections of security groups it helped a lot especially in areas of early deployment scenarios were quickly able to then take those deployment scenarios and turn them into scripts that we can then deploy repeatedly their solutions were designed for work with the cloud native capabilities first and where those cloud native capabilities fall short they then have solution sets that augment those capabilities I was pleasantly surprised number one with the aviatrix team as a whole in their level of engagement with us you know we weren't only buying the product we were buying a team that came on board to help us implement and solution that was really good to work together to learn both what aviatrix had to offer as well as enhancements that we had to bring that aviatrix was able to put into their product and meet our needs even better aviatrix was a joy to find because they really provided us the technology that we needed in order to provide multi cloud connectivity that really added to the functionality that you can't get from the basic law providing services we're taking our customers on a journey to simplify and optimize their IT infrastructure aviatrix certainly has made my job much easier okay welcome back to altitude 2020 for the digital event for the live feed welcome back I'm John Ford with the cube with Steve Mulaney CEO aviatrix for the next panel from global system integrators the folks who are building and working with folks on their journey to multi cloud and cloud native networking we've got a great panel George Buckman with dxc and Derek Monahan with wwt welcome to the stage [Applause] [Music] okay you guys are the ones out there advising building and getting down and dirty with multi cloud and cloud native networking we heard from the customer panel you can see the diversity of where people come into the journey of cloud it kind of depends upon where you are but the trends are all clear cloud native networking DevOps up and down the stack this has been the main engine what's your guys take of the disk journey to multi cloud what do you guys seeing yeah it's it's critical I mean we're seeing all of our enterprise customers enter into this they've been through the migrations of the easy stuff you know now they're trying to optimize and get more improvement so now the tough stuffs coming on right and you know they need their data processing near where their data is so that's driving them to a multi cloud environment okay we heard some of the edge stuff I mean you guys are exactly you've seen this movie before but now it's a whole new ballgame what's your take yeah so I'll give you a hint so our practice it's not called the cloud practice it's the multi cloud practice and so if that gives you a hint of how we approach things it's very consultative and so when we look at what the trends are let's look a little year ago about a year ago we were having conversations with customers let's build a data center in the cloud let's put some VP C's let's throw some firewalls with some DNS and other infrastructure out there and let's hope it works this isn't a science project so what we're trying we're starting to see is customers are starting to have more of a vision and we're helping with that consultative nature but it's totally based on the business and you got to start understanding how the lines of business are using the apps and then we evolved into that next journey which is a foundational approach to what are some of the problem statement customers are solving when they come to you what are the top things that are on their my house or the ease of use of jelly all that stuff but what specifically they did digging into yeah some complexity I think when you look at multi cloud approach in my view is network requirements are complex you know I think they are but I think the approach can be let's simplify that so one thing that we try to do and this is how we talk to customers is let's just like you simplify an aviatrix simplifies the automation orchestration of cloud networking we're trying to simplify the design the planning implementation of infrastructure across multiple workloads across multiple platforms and so the way we do it is we sit down we look at not just use cases and not just the questions in common we anticipate we actually build out based on the business and function requirements we build out a strategy and then create a set of documents and guess what we actually build in the lab and that lab that we platform we built proves out this reference architecture actually works absolutely we implement similar concepts I mean we they're proven practices they work great so well George you mentioned that the hard part is now upon us are you referring to networking what is specifically were you getting at Tara so the easy parts done now so for the enterprises themselves migrating their more critical apps or more difficult apps into the environments you know they've just we've just scratched the surface I believe on what enterprises that are doing to move into the cloud to optimize their environments to take advantage of the scale and speed to deployment and to be able to better enable their businesses so they're just now really starting the >> so do you get you guys see what I talked about them in terms of their Cambrian explosion I mean you're both monster system integrators with you know top fortune enterprise customers you know really rely on you for for guidance and consulting and so forth and boy they're networks is that something that you you've seen I mean does that resonate did you notice a year and a half ago and all of a sudden the importance of cloud for enterprise shoot up yeah I mean we're seeing it okay in our internal environment as yeah you know we're a huge company or right customer zero or an IT so we're experiencing that internal okay and every one of our other customers so I have another question oh I don't know the answer to this and the lawyer never asks a question that you don't know the answer to but I'm gonna ask it anyway d XE @ wwt massive system integrators why aviatrix yep so great question Steve so I think the way we approach things I think we have a similar vision a similar strategy how you approach things how we approach things that it worldwide technology number one we want to simplify the complexity and so that's your number one priorities let's take the networking but simplify it and I think part of the other point I'm making is we have we see this automation piece as not just an afterthought anymore if you look at what customers care about visibility and automation is probably the at the top three maybe the third on the list and I think that's where we see the value and I think the partnership that we're building and what I what I get excited about is not just putting yours in our lab and showing customers how it works it's Co developing a solution with you figuring out hey how can we make this better right mr. piller is a huge thing Jenna insecurity alone Network everything's around visibility what automation do you see happening in terms of progression order of operations if you will it's the low-hanging fruit what are people working on now and what are what are some of the aspirational goals around when you start thinking about multi cloud and automation yep so I wanted to get back to answer that question I want to answer your question you know what led us there and why aviatrix you know in working some large internal IT projects and and looking at how we were going to integrate those solutions you know we like to build everything with recipes where Network is probably playing catch-up in the DevOps world but with a DevOps mindset looking to speed to deploy support all those things so when you start building your recipes you take a little of this a little of that and you mix it all together well when you look around you say wow look there's this big bag of a VHS let me plop that in that solves a big part of my problems that I have to speed to integrate speed to deploy and the operational views that I need to run this so that was 11 years about reference architectures yeah absolutely so you know they came with a full slate of reference architectures already the out there and ready to go that fit our needs so it's very very easy for us to integrate those into our recipes what do you guys think about all the multi vendor interoperability conversations that have been going on choice has been a big part of multi cloud in terms of you know customers want choice didn't you know they'll put a workload in the cloud that works but this notion of choice and interoperability is become a big conversation it is and I think our approach and that's why we talk to customers is let's let's speed and be risk of that decision making process and how do we do that because the interoperability is key you're not just putting it's not just a single vendor we're talking you know many many vendors I mean think about the average number of cloud applications a customer uses a business and enterprise business today you know it's it's above 30 it's it's skyrocketing and so what we do and we look at it from an Billy approaches how do things interoperate we test it out we validate it we build a reference architecture it says these are the critical design elements now let's build one with aviatrix and show how this works with aviatrix and I think the the important part there though is the automation piece that we add to it invisibility so I think the visibility is what's what I see lacking across the industry today and the cloud needed that's been a big topic yep okay in terms of aviatrix that you guys see them coming in there one of the ones that are emerging and the new brands emerging with multi cloud you still got the old guard incumbents with huge footprints how our customers dealing with that that kind of component in dealing with both of them yeah I mean where we have customers that are ingrained with a particular vendor and you know we have partnerships with many vendors so our objective is to provide the solution that meets that client and you they all want multi vendor they all want interoperability correct all right so I got to ask you guys a question while we were defining de to operations what does that mean I mean you guys are looking at the big business and technical components of architecture what does de two operations mean what's the definition of that yeah so I think from our perspective my experience we you know de to operations whether it's it's not just the you know the orchestration piece and setting up and let it a lot of automate and have some you know change control you're looking at this from a data perspective how do I support this ongoing and make it easy to make changes as we evolve that the the cloud is very dynamic the the nature of how that fast is expanding the number of features is astonishing trying to keep up to date with a number of just networking capabilities and services that are added so I think day to operation starts with a fundable understanding of you know building out supporting a customer's environments and making it the automation piece easy from from you know a distance I think yeah and you know taking that to the next level of being able to enable customers to have catalog items that they can pick and choose hey I need this network connectivity from this cloud location back to this on pram and being able to have that automated and provisioned just simply by ordering it for the folks watching out there guys take a minute to explain as you guys are in the trenches doing a lot of good work what are some of the engagement that you guys get into how does that progress what is that what's what happens there they call you up and say hey I need multi-cloud or you're already in there I mean take us through why how someone can engage to use a global si to come in and make this thing happen what's looks like typical engagement look like yeah so from our perspective we typically have a series of workshops in a methodology that we kind of go along the journey number one we have a foundational approach and I don't mean foundation meaning the network foundation that's a very critical element we got a factor in security we got a factor in automation so we think about foundation we do a workshop that starts with education a lot of times we'll go in and we'll just educate the customer what does VPC sharing you know what is a private link and Azure how does that impact your business you know customers I want to share services out in an ecosystem with other customers and partners well there's many ways to accomplish that so our goal is to you know understand those requirements and then build that strategy with them thoughts George oh yeah I mean I'm one of the guys that's down in the weeds making things happen so I'm not the guy on the front line interfacing with the customers every day but we have a similar approach you know we have a consulting practice that will go out and and apply their practices to see what those and when do you parachute in yeah when I then is I'm on the back end working with our offering development leads for the networking so we understand or seeing what customers are asking for and we're on the back end developing the solutions that integrate with our own offerings as well as enable other customers to just deploy quickly to meet their connectivity needs it so the patterns are similar great final question for you guys I want to ask you to paint a picture of what success looks like and you know for name customers you don't forget in reveal of kind of who they are but what does success look like in multi-cloud as you as you paint a picture for the folks here and watching on the live stream it's if someone says hey I want to be multi-cloud I got to have my operations agile I want full DevOps I want programmability security built in from day zero what does success look like yeah I think success looks like this so when you're building out a network the network is a harder thing to change than some other aspects of cloud so what we think is even if you're thinking about that second cloud which we have most of our customers are on to public clouds today they might be dabbling in that is you build that network foundation an architecture that takes in consideration where you're going and so once we start building that reference architecture out that shows this is how to sit from a multi-cloud perspective not a single cloud and let's not forget our branches let's not forget our data centers let's not forget how all this connects together because that's how we define multi-cloud it's not just in the cloud it's on Prem and it's off Prem and so collectively I think the key is also is that we provide them an hld you got to start with in a high-level design that can be tweaked as you go through the journey but you got to give a solid structural foundation and that networking which we think most customers think as not not the network engineers but as an afterthought we want to make that the most critical element before you start the journey Jorge from your seed had a success look for you so you know it starts out on these journeys often start out people not even thinking about what is gonna happen what what their network needs are when they start their migration journey to the cloud so I want this success to me looks like them being able to end up not worrying about what's happening in the network when they move to the cloud good guys great insight thanks for coming on share and pen I've got a round of applause the global system integrators [Applause] [Music] okay welcome back from the live feed I'm shuffle with the cube Steve Eleni CEO of aviatrix my co-host our next panel is the aviatrix certified engineers also known as aces this is the folks that are certified their engineering they're building these new solutions please welcome Toby Foster min from Attica Stacy linear from Terra data and Jennifer Reid with Victor Davis to the stage I was just gonna I was just gonna rip you guys and say where's your jackets and Jen's got the jacket on okay good love the aviatrix aces pile of gear there above the clouds soaring to new heights that's right so guys aviatrix aces love the name I think it's great certified this is all about getting things engineered so there's a level of certification I want to get into that but first take us through the day in the life of an ace and just to point out Stacey's a squad leader so he's like a squadron leader Roger and leader yeah squadron leader so he's got a bunch of aces underneath him but share your perspective day-in-the-life Jeff we'll start with you sure so I have actually a whole team that works for me both in the in the North America both in the US and in Mexico and so I'm eagerly working to get them certified as well so I can become a squad leader myself but it's important because one of the the critical gaps that we've found is people having the networking background because they're you graduate from college and you have a lot of computer science background you can program you've got Python but networking in packets they just don't get and so just taking them through all the processes that it's really necessary to understand when you're troubleshooting is really critical mm-hmm and because you're gonna get an issue where you need to figure out where exactly is that happening on the network you know is my my issue just in the V PCs and on the instant side is a security group or is it going on print and this is something actually embedded within Amazon itself I mean I should troubleshot an issue for about six months going back and forth with Amazon and it was the vgw VPN because they were auto-scaling on two sides and we ended up having to pull out the Cisco's and put in aviatrix so I could just say okay it's fixed and actually actually helped the application teams get to that and get it solved yeah but I'm taking a lot of junior people and getting them through that certification process so they can understand and see the network the way I see the network I mean look I've been doing this such for 25 years but I got out when I went in the Marine Corps that's what I did and coming out the network is still the network but people don't get the same training they get they got in the 90s it's just so easy just write some software and they work takes care of itself yes I'll be will get I'll come back to that I want to come back to that that problem solved with Amazon but Toby I think the only thing I have to add to that is that it's always the network fault as long as I've been in network have always been the network's fault and I'm even to this day you know it's still the network's fault and part of being a network guy is that you need to prove when it is and when it's not your fault and that means you need to know a little bit about a hundred different things to make that and now you got a full stack DevOps you gotta know a lot more times another hundred and these times are changing yeah they say you're a squadron leader I get that right what is what does a squadron leader first can you describe what it is I think probably just leading all the network components of it but not they from my perspective when to think about what you asked them was it's about no issues and no escalation soft my day is a good that's a good day yes it's a good day Jennifer you mentioned the Amazon thing this brings up a good point you know when you have these new waves come in you have a lot of new things newly use cases a lot of the finger-pointing it's that guy's problem that girl's problem so what is how do you solve that and how do you get the young guns up to speed is there training is that this is where the certification comes in well is where the certification is really going to come in I know when we we got together at reinvent one of the the questions that that we had with Stephen the team was what what should our certification look like you know she would just be teaching about what aviatrix troubleshooting brings to bear but what should that be like and I think Toby and I were like no no no that's going a little too high we need to get really low because the the better someone can get at actually understanding what actually happening in the network and and where to actually troubleshoot the problem how to step back each of those processes because without that it's just a big black box and they don't know you know because everything is abstracted in Amazon Internet and Azure and Google is substracted and they have these virtual gateways they have VPNs that you just don't have the logs on it's you just don't know and so then what tools can you put in front of them of where they can look because there are full logs well as long as we turned on the flow logs when they built it you know and there's like each one of those little things that well if they had decided to do that when they built it it's there but if you can come in later to really supplement that with training to actual troubleshoot and do a packet capture here as it's going through then teaching them how to read that even yeah Toby we were talking before we came on up on stage about your career you've been networking all your time and then you know you're now entering a lot of younger people how is that going because the people who come in fresh they don't have all the old war stories they don't know you talk about you know that's dimmer fault I walk in bare feet in the snow when I was your age I mean it's so easy now right they say what's your take on how you train the young P so I've noticed two things one is that they are up to speed a lot faster in generalities of networking they can tell you what a network is in high school level now where I didn't learn that too midway through my career and they're learning it faster but they don't necessarily understand why it's that way or you know everybody thinks that it's always slash 24 for a subnet and they don't understand why you can break it down smaller why it's really necessary so the the ramp up speed is much faster for these guys that are coming in but they don't understand why and they need some of that background knowledge to see where it's coming from and why is it important and old guys that's where we thrive Jennifer you mentioned you you got in from the Marines health spa when you got into networking how what was it like then and compared it now almost like we heard earlier static versus dynamic don't be static cuz then you just set the network you got a perimeter yeah no there was no such thing ya know so back in the day I mean I mean we had banyan vines for email and you know we had token ring and I had to set up token ring networks and figure out why that didn't work because how many of things were actually sharing it but then actually just cutting fiber and running fiber cables and dropping them over you know shelters to plug them in and oh crap they swung it too hard and shattered it now I gotta be great polished this thing and actually shoot like to see if it works I mean that was the network crimped five cat5 cables to run an Ethernet you know and then from that just said network switches dumb switches like those were the most common ones you had then actually configuring routers and you know logging into a Cisco router and actually knowing how to configure that and it was funny because I had gone all the way up and was a software product manager for a while so I've gone all the way up the stack and then two and a half three years ago I came across to to work with entity group that it became Victor Davis but we went to help one of our customers Davis and it was like okay so we need to fix the network okay I haven't done this in 20 years but all right let's get to it you know because it really fundamentally does not change it's still the network I mean I've had people tell me well you know when we go to containers we will not have to worry about the network and I'm like yeah you don't I do and then with this were the program abilities it really interesting so I think this brings up the certification what are some of the new things that people should be aware of that come in with the aviatrix ace certification what are some of the highlights can you guys share some of the some of the highlights around the certifications I think some of the importance is that it's it doesn't need to be vendor specific for network generality or basic networking knowledge and instead of learning how Cisco does something or how Palo Alto does something we need to understand how and why it works as a basic model and then understand how each vendor has gone about that problem and solved it in a general that's true in multi cloud as well you can't learn how cloud networking works without understanding how a double u.s. senator and GCP are all slightly the same but slightly different and some things work and some things don't I think that's probably the number one take I think having a certification across clouds is really valuable cuz we heard the global si help the business issues what does it mean to do that is it code is that networking is it configuration is that aviatrix what is the I mean op C aviatrix is the ASA certification but what is it about the multi cloud that makes it multi networking and multi vendor easy answer is yes so you got to be a generalist getting your hands and all you have to be right it takes experience because it's every every cloud vendor has their own certification whether that's hops and advanced networking and advanced security or whatever it might be yeah they can take the test but they have no idea how to figure out what's wrong with that system and the same thing with any certification but it's really getting your hands in there and actually having to troubleshoot the problems you know actually work the problem you know and calm down it's going to be okay I mean because I don't know how many calls I've been on or even had aviatrix join me on it's like okay so everyone calm down let's figure out what's happening it's like we've looked at that screen three times looking at it again it's not gonna solve that problem right but at the same time you know remaining calm but knowing that it really is I'm getting a packet from here to go over here it's not working so what could be the problem you know and actually stepping them through with those scenarios but that's like you only get that by having to do it you know and seeing it and going through it and then I have a question so we you know I just see it we started this program maybe months ago we're seeing a huge amount of interest I mean we're oversubscribed on all the training sessions we've got people flying from around the country even with coronavirus flying to go to Seattle to go to these events were oversubscribed good is that watching leader would put there yeah is that something that you see in your organization's are you recommending that to people do you see I mean I'm just I guess I'm surprised I'm not surprised but I'm really surprised by the demand if you would of this multi cloud network certification because it really isn't anything like that is that something you guys can comment on or do you see the same things in your organization's I say from my side because we operate in the multi cloud environment so it really helps and it's beneficial for us yeah I think I would add that uh networking guys have always needed to use certifications to prove that they know what they know right it's not good enough to say yeah I know IP addresses or I know how a network works and a couple little check marks or a little letters buying helps give you validity um so even in our team we can say hey you know we're using these certifications to know that you know enough of the basics and enough of the understandings that you have the tools necessary right so I guess my final question for you guys is why an eighth certification is relevant and then second part is share what the livestream folks who aren't yet a certified or might want to jump in to be AVH or certified engineers why is it important so why is it relevant and why shouldn't someone want to be an ace-certified I'm uses the right engineer I think my views a little different I think certification comes from proving that you have the knowledge not proving that you get a certification to get no I mean they're backwards so when you've got the training and the understanding and the you use that to prove and you can like grow your certification list with it versus studying for a test to get a certification and have no understanding of ok so that who is the right person that look at this is saying I'm qualified is it a network engineer is it a DevOps person what's your view you know is it a certain you know I think cloud is really the answer it's the as we talked like the edge is getting eroded so is the network definitions eating eroded we're getting more and more of some network some DevOps some security lots and lots of security because network is so involved in so many of them that's just the next progression there I would say I expand that to more automation engineers because we have those now probably extended as well well I think that the training classes themselves are helpful especially the entry-level ones for people who may be quote-unquote cloud architects but I've never done anything and networking for them to understand why we need those things to really work whether or not they go through to eventually get a certification is something different but I really think fundamentally understanding how these things work it makes them a better architect makes them better application developer but even more so as you deploy more of your applications into the cloud really getting an understanding even from our people who have tradition down on Prem networking they can understand how that's going to work in the cloud - well I know we've got just under 30 seconds left I want to get one more question than just one more for the folks watching that are maybe younger that don't have that networking training from your experiences each of you can answer why is it should they know about networking what's the benefit what's in it for them motivate them share some insights and why they should go a little bit deeper in networking Stacey we'll start with you we'll go down I'd say it's probably fundamental right if you don't deliver solutions networking use the very top I would say if you fundamental of an operating system running on a machine how those machines talk together as a fundamental change is something that starts from the base and work your way up right well I think it's a challenge because you you've come from top down now you're gonna start looking from bottom up and you want those different systems to cross communicate and say you built something and you're overlapping IP space not that that doesn't happen but how can I actually make that still operate without having to reappear e-platform it's like those challenges like those younger developers or sis engineers can really start to get their hands around and understand those complexities and bring that forward in their career they got to know the how the pipes are working and because know what's going some plumbing that's right and the works a how to code it that's right awesome thank you guys for great insights ace certified engineers also known as aces give a round of applause thank you okay all right that concludes my portion thank you Steve thanks for have Don thank you very much that was fantastic everybody round of applause for John Currier yeah so great event great event I'm not going to take long we've got we've got lunch outside for that for the people here just a couple of things just call to action right so we saw the Aces you know for those of you out on the stream here become a certified right it's great for your career it's great for knowledge is is fantastic it's not just an aviatrix thing it's gonna teach you about cloud networking multi-cloud networking with a little bit of aviatrix exactly what the Cisco CCIE program was for IP network that type of the thing that's number one second thing is is is is learn right so so there's a there's a link up there for the four to join the community again like I started this this is a community this is the kickoff to this community and it's a movement so go to what a v8 community bh6 comm starting a community at multi cloud so you know get get trained learn I'd say the next thing is we're doing over a hundred seminars in across the United States and also starting into Europe soon will come out and will actually spend a couple hours and talk about architecture and talk about those beginning things for those of you on the you know on the livestream in here as well you know we're coming to a city near you go to one of those events it's a great way to network with other people that are in the industry as well as to start to learn and get on that multi-cloud journey and then I'd say the last thing is you know we haven't talked a lot about what aviatrix does here and that's intentional we want you you know leaving with wanting to know more and schedule get with us in schedule a multi our architecture workshop session so we we sit out with customers and we talk about where they're at in that journey and more importantly where they're going in that in-state architecture from networking compute storage everything and everything you heard today every panel kept talking about architecture talking about operations those are the types of things that we saw we help you cook define that canonical architecture that system architecture that's yours so for so many of our customers they have three by five plotted lucid charts architecture drawings and it's the customer name slash aviatrix arc network architecture and they put it on their whiteboard that's what what we and that's the most valuable thing they get from us so this becomes their twenty-year network architecture drawing that they don't do anything without talking to us and look at that architecture that's what we do in these multi hour workshop sessions with customers and that's super super powerful so if you're interested definitely call us and let's schedule that with our team so anyway I just want to thank everybody on the livestream thank everybody here hopefully it was it was very useful I think it was and joined the movement and for those of you here join us for lunch and thank you very much [Applause] [Music]

>> From Cambridge Massachusetts, it's The Cube covering MIT Chief Data Officer, and Information Quality Symposium 2019. Brought to you by SiliconANGLE Media. (electronic music) >> Welcome back to MIT in Cambridge, Massachusets everybody. You're watching The Cube, the leader in live tech coverage. My name is Dave Vellante I'm here with Paul Gillin. Day two of the of the MIT Chief Data Officer Information Quality Conference. One of the things we like to do, at these shows, we love to profile Boston area start-ups that are focused on data, and in particular we love to focus on start-ups that are founded by women. Julie Johnson is here, She's the Co-founder and CEO of Armored Things. Julie, great to see you again. Thanks for coming on. >> Great to see you. >> So why did you start Armored Things? >> You know, Armored Things was created around a mission to keep people safe. Early in the time where were looking at starting this company, incidents like Las Vegas happened, Parkland happened, and we realized that the world of security and operations was really stuck in the past right? It's a manual solutions generally driven by a human instinct, anecdotal evidence, and tools like Walkie-Talkies and video cameras. We knew there had to be a better way right? In the world of Data that we live in today, I would ask if either of you got in your car this morning without turning on Google Maps to see where you were going, and the best route with traffic. We want to help universities, ball parks, corporate campuses do that for people. How do we keep our people safe? By understanding how they live. >> Yeah, and stay away from Lambert Street in Cambridge by the way. >> (laughing) >> Okay so, you know in people, when they think about security they think about cyber, they think about virtual security, et cetera et cetera, but there's also the physical security aspect. Can you talk about the balance of those two? >> Yeah, and I think both are very important. We actually tend to mimic some of the revolutions that have happened on the cyber security side over the last 10 years with what we're trying to do in the world of physical security. So, folks watching this who are familiar with cyber security might understand concepts like anomaly detection, SIEM and SOAR for orchestrated response. We very much believe that similar concepts can be applied to the physical world, but the unique thing about the physical world, is that it has defined boundaries, right? People behave in accordance with their environment. So, how do we take the lessons learned in cyber security over 10 to 15 years, and apply them to that physical world? I also believe that physical and cyber security are converging. So, are there things that we know in the physical world because of how we approach the problem? That can be a leading indicator of a threat in either the physical world or the digital world. What many people don't understand is that for some of these cyber security hacks, the first weak link is physical access to your network, to your data, to your systems. How do we actually help you get an eye on that, so you already have some context when you notice it in the digital realm. >> So, go back to the two examples you sited earlier, the two shooting examples. Could those have been prevented or mitigated in some way using the type of technology you're building? >> Yeah, I hate to say that you could ever prevent an incident like that. Everyone wants us to do better. Our goal is to get a better sense predicatively of the leading indicators that tell you you have a problem. So, because we're fundamentally looking at patterns of people and flow, I want to know when a normal random environment starts to disperse in a certain way, or if I have a bottle neck in my environment. Because if then I have that type of incident occur, I already know where my hotspots are, where my pockets of risk are. So, I can address it that much more efficiently from a response perspective. >> So if people are moving quickly away from a venue, it might be and indication that there's something wrong- >> It could be, Yeah. That demands attention. >> Yeah, when you go to a baseball game, or when you go to work I would imagine that you generally have a certain pattern of behavior. People know conceptually what those patterns are. But, we're the first effort to bring them data to prove what those patterns are so that they can actually use that data to consistently re-examine their operations, re-examine their security from a staffing perspective, from a management perspective, to make sure that they're using all the data that's at their disposal. >> Seems like there would be many other applications beyond security of this type of analysis. Are you committed to the security space, or do you have broader ambitions? >> Are we committed to the security space is a hundred percent. I would say the number one reason why people join our team, and the number one reason why people call us to be customers is for security. There's a better way to do things. We fundamentally believe that every ball park, every university, every corporate campus, needs a better way. I think what we've seen though is exactly what you're saying. As we built our software, for security in these venues, and started with an understanding of people and flow, there's a lot that falls out of that right? How do I open gates that are more effective based on patterns of entry and exit. How do I make sure that my staffing's appropriate for the number of people I have in my environment. There's lots of other contextual information that can ultimately drive a bottom line or top line revenue. So, you take a pro sports venue for example. If we know that on a 10 degree colder day people tend to eagres more early in the game, how do we adjust our food and beverage strategy to save money on hourly workers, so that we're not over staffing in a period of time that doesn't need those resources. >> She's talking about the physical and the logical security worlds coming together, and security of course has always been about data, but 10 years ago it was staring at logs increasing the machines are helping us do that, and software is helping us do that. So can you add some color to at least the trends in the market generally, and then maybe specifically what you're doing bringing machine intelligence to the data to make us more secure. >> Sure, and I hate to break it to you, but logs are still a pretty big part of what people are watching on a daily basis, as are video cameras. We've seen a lot of great technology evolve in the video management system realm. Very advanced technology great at object recognition and detecting certain behaviors with a video only solution, right? How do we help pinpoint certain behaviors on a specific frame or specific camera. The only problem with that is, if you have people watching those cameras, you're still relying on humans in the loop to catch a malicious behavior, to respond in the event that they're notified about something unusual. That still becomes a manual process. What we do, is we use data to watch not only cameras, but we are watching your cameras, your Wi-Fi, access control. Contextual data from public transit, or weather. How do we get this greater understanding of your environment that helps us watch everything so that we can surface the things that you want the humans in the loop to pay attention to, right? So, we're not trying to remove the human, we're trying to help them focus their time and make decisions that are backed by data in the most efficient way possible. >> How about the concerns about The Surveillance Society? In some countries, it's just taken for granted now that you're on camera all the time. In the US that's a little bit more controversial. Is what your doing, do you have to be sensitive to that in designing the tools you're building? >> Yeah, and I think to Dave's question, there are solutions like facial recognition which are very much working on identifying the individual. We have a philosophy as a company, that security doesn't necessarily start with the individual, it starts with the aggregate. How do we understand at an aggregate macro level, the patterns in an environment. Which means I don't have to identify Paul, or I don't have to identify Dave. I want to look for what's usual and unusual, and use that as the basis of my response. There's certain instances where you want to know who people are. Do I want to know who my security personnel are so I can dispatch them more efficiently? Absolutely. Let's opt those people in and allow them to share the information they need to share to be better resources for our environment. But, that's the exception not the norm. If we make the norm privacy first, I think we'll be really successful in this emerging GDPR data centric world. >> But I could see somebody down the road saying hey can you help us find this bad guy? And my kids at camp this week, This is his 7th year of camp, and this year was the first year my wife, she was able to sign up for a facial recognition thing. So, we used to have to scroll through hundreds and hundreds of pictures to see oh, there he is! And so Deb signs up for this thing, and then it pings you when your son has a picture taken. >> Yeah. And I was like, That's awesome. Oh. (laughing) >> That's great until you think about it. >> But there aren't really any clear privacy laws today. And so you guys are saying, look it, we're looking at the big picture. >> That's right. >> But that day is coming isn't it? >> There's certain environments that care more than others. If you think about universities, which is where we first started building our technology, they cared greatly about the privacy of their students. Health care is a great example. We want to make sure that we're protecting peoples personal data at a different level. Not only because that's the right thing to do, but also from a regulatory perspective. So, how do we give them the same security without compromising the privacy. >> Talk about Bottom line. You mentioned to us earlier that you just signed a contract with a sports franchise, you're actually going to help them, help save them money by deploying their resources more efficiently. How does your technology help the bottom line? >> Sure, you're average sporting venue, is getting great information at the point a ticket is scanned or a ticket is purchased, they have very little visibility beyond that into the customer journey during an event at their venue. So, if you think about again, patterns of people and flow from a security perspective, at our core we're helping them staff the right gates, or figure out where people need to be based on hot spots in their environment. But, what that also results in is an ability to drive other operational benefits. Do we have a zone that's very low utilization that we could use as maybe even a benefit to our avid fans. Send them to that area, get traffic in that area, and now give them a better concession experience because of it, right? Where they're going to end up spending more money because they're not waiting in line in the different zone. So, how do we give them a dashboard in real time, but also alerts or reports that they can use on an ongoing basis to change their decision making going forward. >> So, give us the company overview. Where are you guys at with funding, head count, all that good stuff. >> So, we raised a seed round with some great Boston and Silicon Valley investors a year ago. So, that was Glasswing is a Boston AI focused fund, has been a great partner for us, and Inovia which is Canada's largest VC fund recently opened a Silicon Valley office. We just started raising a series A about a week ago. I'm excited to say those conversation have been going really well so far. We have some potential strategic partners who we're excited about who know data better then anyone else that we think would help us accelerate our business. We also have a few folks who are very familiar with the large venue space. You know, the distributed campuses, the sporting and entertainment venues. So, we're out looking for the right partner to lead our series A round, and take our business to the next level, but where we are today with five really great branded customers, I think we'll have 20 by the end of next year, and we won't stop fighting 'till we're at every ball park, every football stadium, every convention center, school. >> The big question, at some point will you be able to eliminate security lines? (laughing) >> I don't think that's my core mission. (laughing) But, optimistically I'd love to help you. Right, I think there's some very talented people working on that challenge, so I'll defer that one to them. >> And rough head count today? >> We have 23 people. >> You're 23 people so- >> Yeah, I headquartered in Boston Post Office Square. >> Awesome, great location. So, and you say you've got five customers, so you're generating revenue? >> Yes >> Okay, good. Well, thank you for coming in The Cube >> Yeah, thank you. >> And best of luck with the series A- >> I appreciate it and going forward >> Yeah, great. >> All right, and thank you for watching. Paul Gillin and I will be back right after this short break. This is The Cube from MIT Chief Data Officer Information Quality Conference in Cambridge. We'll be right back. (electronic music)

>> Live, from Washington DC it's the Cube. Covering AWS Public-Sector Summit. Brought to you by Amazon Web Services. >> Welcome back everyone to AWS public sector here in Washington DC, the Cube's live coverage, two-day coverage, I'm your host, Rebecca Knight. Co-hosting alongside John Ferrier, and we are welcoming back to the Cube, 13 time Cube alum, Sanjay Poonen in the COO of VM-Ware. Thank you so much for coming back on the show >> VIP status, by the way. >> Yes, absolutely. >> Thank you, Rebecca. >> That's definitely VIP status. >> Yes we have a red carpet rolled out >> Delighted to be here. I've lost track of the number of times, but when you're having fun it's good. >> Exactly, so tell us a little bit about what is VM-ware's role here in the public sector, what are you doing here at this conference? >> VM-ware and AWS announced a partnership in October 2016, and it really was the coming together of the best in the public cloud, with the best in the private cloud for what we describe as the hybrid cloud opportunity. And the past two and a half years, coming up on three years pretty soon, has been incredibly exciting. We started off with some of the key industries that we felt, for us, the public sector is among our top three industries. But financial services, telco, public sector, healthcare, manufacturing, all the key industries, technology, we're looking for ways by which they could take their applications into the cloud without having to re-factor and re-platform those applications. That's a big deal because it's wasted of work, if you can lift and shift and then innovate. And that's the value we brought to the public sector and some of our earliest customers, were customers in the public sector like MIT, schools, most of the regulated industries. In the on premise world, we're very strong in almost every, civilian, military, the legislative advance, the judicial advance, the federal agency, all of them use us. Millions and millions of work loads. The question really is how is they think about modernization can they get the best manifesto of the public cloud while leveraging their VM footprint >> So some would say that modernization may not include the original VM-ware vision because a lot of the governments are tryna replace and equated old systems like coldblow, mainframes, whatever, but you guys have been around dominated the operating side of IT for a while so you're kind of seeing the first wave of virtualization, the first wave of modernization but there's some cloud native people they might see that as like "Whoa, is that old school?" So what is particular perspective on that innovation dynamic? Because a lot of the public sector investors are awakening now going "Oh my god, I can move fast with Cloud" So Cloud is bringing on a new set of disruptors in IT, you guys have already been there on the first wave of disruption, so how do balance that kind of presence, >> Yeah >> But also disruption, you might be viewed that way, I'm not sure. >> Yeah, I would say, actually, that the first wave of our free reign modernization started with this device before Cloud. Okay, in 2007 when the iPhone came out there was a significant move by big parts of the public sector to move away from blackberry, which is kind of what they use for the decade prior to that. And when we brought AirWatch, we began to see some of the earliest industries that were adopting the public sector. Many of the agencies started to look at us now, so we actually began our journey into this modernization discussion in the workplace transformation, part of the discussion before we got to Cloud. So we were prepared for some of what that looked like, for example, census 2020 that entire for all the workers something is being done with mobile devices now as opposed to paper or surveys that were done maybe 10, 20 years ago, and all powered and secured by Workspace ONE. Now, when it got to Cloud we were prepared for that because, you know, we knew a little bit of what that meant and mobile and Cloud were some of the two top discussion items that people were talking about as modernization at first under the banner of digital transformation. We had to begin to showcase to a customer that moving an application, now we're talking clients server three tier architectures as opposed to a cobalt mainframe that's really where we have but the bulk of the 886 architecture that's from virtualized VM-ware if you could take them now to the cloud and then use some of the services that these guys are building whether it's data based, whether it's artificially intelligence, machine learning, if you waste all your time in re-platforming and re-marketing an application it's that much less time you have to do some of those innovative things. And the lift and shift process once we had this sort of highway into the Cloud, so to speak, which is what VM-ware Cloud and AWS does, it became so apparent, so we are that process, we had to then work what we can talk about Fred RAM certification all of these things that I'm (inaudible) >> In AirWatch was really a critical acquisition, turns out a boom for you guys with public sector. >> Oh yeah. >> You guys had the iPhone was a driver not so much the blocking and tackling of virtualizing data centers and IT, which you had a presence in, but it was the mobility piece. >> Well since 1998, 99, since the company was founded, the public sector business of VM-ware has been very important, I mean I would say, like I said it's the top three and so, we have tremendous amount of relationships some of our biggest deals. Eight figures plus deals where done with some of the biggest and many of our partners here. >> So it's a large business. >> Large business. >> Did you break that in the numbers? >> We did but we have always said it so a top three, we have always talked about in our earnings calls, some big, large customer examples like US Army, and then , which is also a sort of representative of this community here. Safe, local education. All the universities are using us. So the footprint of VW-ware premise was well documented, well understood, lots of spent going on there. What we didn't have an access to, we had some virtual desktops, VDIs. This mobile aperture gave us a whole new banner of spending. But then the Cloud aperture is kind of taking this to a whole new level. And quite frankly if you look at the commercial sector, the overall IT spent in the world is about one trillion we track and about 150 to 200 billion of that, 15 to 20 % is being spent on the Cloud. And the public sector, governs sector is starting to track that, they are probably a little bit lagging in certain areas to commercial. But that 15 to 20 % is only going to get 30 or 40 % in the next five years. VM-ware has been one the top infrastructure companies, we are looking at our move, a bigger part of the wall of share that we gain as people move their investment to the Cloud. >> When you are thinking about the different clients and customers that you're working with, the Sled groups and then the corporate customers, what-how different are they and how, what's on the public sector's mind versus your corporate clients? And how do you manage the relationships differently? >> Yeah, we have sort of segment them at VM-ware and many companies have done the same thing into three pockets. One is who we describe as the federal public sector customers that are civilian, military and we mirror that in almost every country so Theresa here, for example, runs AWS and we have a similar type of work structure to hear in each of the key regions. The second big segment is healthcare, many of the healthcare organizations are regulated there's similar characteristics and the third is SLED, state local education. And those three pockets are very similar patterns in the way in which they buy, their CIOs are similar and they also have often very similar security requirements. So the highest maybe something like a FED and FedRAMP and we some specialized needs that they have for certain certifications on the device or certifications on the Cloud and we have to comply with all of those. But then as you get to the ones that are in the state local maybe they don't as many and higher certifications but what it's helped is to basically work with partners with a very similar across this, and the proposition on the initial transformation is really modernization of either the data center and their applications or modernization of the device. And VM-ware is very uniquely provisioned to help on both those fronts. >> And security is really top of mind >> Absolutely >> I mean we've heard on the main stage and we know how big a threat these cyber threats face. These Cyber threats pose. >> Absolutely, and if you think about aspects of security. Security has multiple aspects of where you can think of them as control points. The network, the end-point, the cloud, identity and lots of event management that is collected. These are the five biggest markets of security. In each of those areas VM-ware is starting to play more. For example, network, you know, five, six years ago people didn't think of VM-ware in that area but with NSX our leading software define networking area, we have become the lead on that segment and about half of our use cases are security related for a use case called micro-segmentation. So the government can basically segment out a set of their apps and through software, think of these as on-off switches almost like light switches only allow certain apps to access certain parts of the data center. That's very easily done through NSX. Workspace ONE, the endpoint can now be extremely secure and provide all the levels of security that Blackware provided in their proprietary devices but now on any device. So we've been systematically looking at each of these areas I would estimate about 15 to 20 % of VM-ware revenue is security related use cases and public sector this is a very, very key place where we get grilled on and we have to satisfy their level of requirements for security. >> Sanjay, what are you doing here? I know you said you are speaking at a panel, Fireside chat, what's your agenda of the week? What's the story? What some of the key talking points for VM-ware? >> VM-ware is one of the top sponsors here, I don't know whatever is global or platinum or whatever the highest level is, you will see our name's there. And largely what we did when we announced this partnership was, you know, Andy and I were classmates at school. We wanted to build a very close partnership at their big events, so you will see us at all the major summits. VM-ware is a top sponsor, and you'll see them also at >> Doubling down on the relationships. >> Yep, we're doubling down. And they're doing the same at VM-world, so we said "Listen" and I think I talked about this in one of your previous shows. If you can mingle, VM-ware has collectively about 100,000 people that come to all the VM-ware events across the world and maybe about half a million to people who watch those events online. Amazon has probably twice that number. But if we can mingle each other audiences because they are coming off into both shows and we, the best showing up at AWS summits and we'll give them lots of access to VM-world. >> Ups* >> (laughs) There we go. >> Operations >> Hey, that's got a ring to it. I like it >> That's exactly the vision. So we, first of all, VM-ware is a big presence and the acquisition we've done, also, like Cloud helped also has a big presence, so that's one. Number two, we try as often as possible to have either a key note or some kind of Provence, I've had a good friendship with Theresa. She invited me to speak, I think there's an event with their top five hundred customers, sort of a key note inside that. And I do that a little later this afternoon. And it's also a tremendous opportunity, I think they have 13 or 15,000 attendees here to meet some of our top customers, so those are the three things that I'm doing over the course of the next day and a half. >> You got the CIA deal 2013, what that has done, in gestation period since then, a lot of other folks in the DC circuit here, public sector, government, agencies, they are all going "Hmm, Amazon has got the right formula" so Theresa put the formula together, people are adopting it, you guys do the strategic deal with AWS with your AA gown on, as a student of the game if you will in tech, Sanjay, which you are, knowing what you know now at VM-ware what's your perspective on this? Because you got a big tail wind with Cloud, you get clarity in what you guys do, in what AWS does, you also have multi Cloud with other Clouds, I mean you got NSX with a nice product, you got multi Cloud built-in hybrid, I mean, pretty good at spot for VM-ware for public sector. What's your perspective on this? >> Yeah, two parts to your question. First off, tremendous respect for Andy. I was describing before I go out on the show with both of you, when we were in school, I wouldn't have put him, in 1987 when we graduated, as the person who would of been the pied piper of this public Cloud revolution. But kudos to him, Theresa a fantastic executive and I think that, you know, 2013 CIA deal put them on an incredible place to be, a front runner in this and many other deals they've done similarly. VM-ware, we saw over the last, you know, 3, 4, 5 years is a significant rise of Amazon in our accounts. Customers were asking us "Why can't we get the best of both worlds? Why does it have to be on premise runs and VM-ware and public lines and I've got to portent and refactor and re platform my applications?" So our customers drove a us together and what we've sort to do in our relationship with Amazon is we meet on a quarterly basis, we review feature and function, product road map, we're aggressive, with our sales teams are trying to pursue opportunities together. And that's really helped us, you know, that's part of the reason I'm here, so, the more that we can do together to satisfy customers, customers like seeing big partners come together, even if, it feels a little bit like Berlin wall moment, right? You remember 1987? You had the US and Soviet Union and people were surprised by that. I that that the general consensus was complete surprise in 2016 when we announced the project with Amazon. But with every move we made like for instance, recently we announced the FedRAM status, one of our biggest 8 figure deals we had announced in our queue for was with a major customer that's in this segment, actually. Our public sector SLED and the more that we can do this, I think there's a lot of future ahead of us. >> Berlin is interesting, you know, tearing down that wall that was a moment that came down and the government, the theme that we are hearing over and over again is red tape. Lag with data it hurts application work loads so fast data, make it available, cut the read tape out of procurement, I mean, basically, 1980s, 1990s, procurement rules don't apply to how people consume and deploy technology today. >> Yeah, absolutely. >> Tear down that red tape. >> I think you got that right. I think the governments mandate to go Cloud first in the, you know, last several administrations was absolutely key and certain elementary work loads like websites, I mean why, so if it's a public website that's holding public information, I mean, of course, you've got to worry about security but the data public anyway. Okay, so, what's going to get hacked? I mean, why don't you move all websites that are web content, so some of those early work loads are moved over very easy. I would call it so, the 1-O-1 of posting. Why would you want to have server just to host a website? But once that's done the more mission critical applications, Windows work loads, Oracle's sequel service databases, Virtual desktops, now you are starting to see and I think eventually some of the more mission critical apps like SAP or Oracle apps, I think you see them also now with a lot of customers in both public sectors and commercial- >> Military DOD tactical edges, >> Absolutely. >> The military lives are on the line, it's not a video game, lag actually will kill people. So you want to have that application peaked. >> Exactly. >> With the right architect >> One of the things that are so inspiring about being here at the public sector summit is that we are seeing all these used cases, of using the Cloud for good to solve pressing environmental challenges, health challenges, social challenges, what are you seeing, what is VM-ware working on that is, that is particularly inspiring to you? >> I am glad you asked that Rebecca. I would say that's one the things and Amazon shares a similar value where we think that, you know, technology companies have to think beyond themselves and be a force for good. I think that one of the first times at any major conference, last year we had the Nobel Peace Prize winner who's changed the world, Malala, come and speak and I think everyone who comes to major tech conferences, and we had one of the biggest conferences, was, I mean, we had grown big men, 6 foot tall crying at the end of that. And we had a number of customers that we loved to be able to talk about there stories, Make A wish is an example of an organization that, you know, if someone's with a terminal disease and they want to have some wish that they could wish for, all the infrastructure runs in VM-ware and we can help them serve that audience better, we have a number of charitable organization, Red Cross was on (unintelligible), so we, a big part of pad mind the attire of companies, kind of charter in our EPICC values has been people of integrity, people of work with the customers and the community. Our values EPICC stands for execution, passion, integrity customer and community. And that last C I think is very important, cause, you know, we live in a world and the more important thing is not necessarily how much money you make but what a force you can be for changing people's life. That lasts forever. You can't take your money into the grave but the more you can have on people, impact on people's lives, I mean, John, I am delighted to see your daughter. >> Yeah. >> I mean that generation continues >> Well, it's community right? >> And you're passing on those values onto the next generation or helping people that's the bigger story of life and that gets us equally excited as innovation. >> Communities can now be instrumented via digital technologies, so your faster time to find truth, people who have communities were very active, the data is there, it's all in the data and so you can see the impact >> You know, I think that's absolutely key. So John, I would agree with you and I think you as, you know, you talk to companies that's an important question to ask them. Because we are all in this together. There is no whether it's competitors or what's not, we can all serve the greater community, here for good and make this world a better place, you know there is a lot of what we do that helps the world run better, that's good, infrastructure helps us run better, but helping the world be a better place, it takes both individual and collective will. >> Well one of the talent gaps is not just computer programming and tech people it's architects for the new society that needs help and these key policy questions like governance and responsibilities, you're seeing YouTube and Facebook and our neck of the woods responsible for all this impact and they don't really kind of, there's no oversight. (laughs) >> Well, listen I'm not going to get into the public debate about, you know, privacy and governance and so on. I would say that one thing that, you know, we're also really excited to kind of give back to the community in terms of education. One of the things that is very powerful to VM-ware is our user groups. We call them V-mugs, VM-ware user groups and there's collectively about 150, 200000 of them and it's amazing when you spend time with them, they are really, really, they are members of the community really because they're customers and partners and they dedicate their time to educating others and the more that we can use online forums, I love the way in which you're using your online platform with the AI and other techniques. I think artificial intelligence becomes the ground equalizer, give access to everybody. >> Access to the voice is access to the data but right now as you pointed out we need a society that's going to have shared values and I think that's like where the good is coming from and it's easy to get on the bad tech band wagon which everyone is on right now but there are examples of tech for good, you mentioned- >> But when you say shared values, is that you, I mean is that possible? >> Well, I think there is, there is an awakening going on now from Silicon Valley where I live and here in DC which it's, it's in my face here because people as tech savvy here as they are in say Silicon Valley, no offense, but those people aren't as tech savvy here as they are in Silicon Valley, they don't go deep on the impact of tech but they see the results of bad tech. So I don't see a lot of a vandalizing going on outside of certain areas around tech for good. So I think there's a lot of great examples, human trafficking, you're seeing tech for hiring, new generations onboard training, skills gap, so efficiencies in healthcare, there is so many areas that tech could be used for good and if people were educated on focusing on that and not the bad, I mean bad's got to eradicated, certainly, I'm not for bad things but maybe there's a lot more good, the good pile is much bigger than the bad pile in tech, so, when I say shared values is recognition of that which is let's get on the same page, there's bad and there's good, have that debate and then apply the tech. >> Yeah, interesting. It's a galvanizing force. >> Well, it's just like any invention whether it's the printing press or the use of fire, I mean, there is good use of it and there's bad use of it. And we got to to find ways by which technology while this debate is going on as to as some of these social media platforms, my fundamental belief is that technology is going to transform society, the reason I came to the United States as an immigrant was to study computer science and I felt like the United States had, you know, when I came to this college I hade never heard of called Dartmouth College in Haven New Hampshire, was very fortunate to have a scholarship to go there but that's because I wanted to study computer science and I felt like computer science could change a lot of the way at which, you know, at that time, I was just trying to program and learn how to, you know, create algorithms but if you look at what transformed every aspect whether it's the mobile device which is really a computer in your pocket or Cloud computing which is kind of bringing the super computer into the Cloud. >> (inaudible) >> I think it's tremendous what we can do and we have to constantly find ways by which artificial intelligence and these forces of, you know, the next part of general mobile, Cloud computing can be used for greater good. >> Did you go to scholarship on full bode with basketball? (all laugh) >> Man, we got the Warriors with two ball games. >> So you are a big Warriors and for the folks that don't know Sanjay, we always used to talk about every time Warriors looking good to stay alive but not looking good >> So sad to see. I mean it's sort of, the last game I was watching last night, it was, it was sad, it was, of course, it was a win but also a loss to see KD go down that way was just absolutely tearful, yeah, but, you know, we have one more game. >> It's going to be hard >> It's going to be hard to, you know, kind of beat the crowd and the crowd is really loud at Oracle and get one more game and then, yeah, I think it'll get to game 7, we'll what happens but it's just great to their heart. >> I'm from Boston so I'm kind of over Golden state but I am sure everyone is over Boston and our red socks and our throw-ins and our pads >> Duck tour has only been 15 months? >> I know exactly! Exactly! We're still- >> There will be a Celtic warriors game >> That would have been so good >> That would have been so good like the Lakers (inaudible) >> It was more recent than that. It was the pads victory, so yeah >> Okay >> Yeah, anyway. Just saying, just saying. Sanjay, thank you so much for coming back on The cube, we look forward to your 14th visit on the show. >> Thank you, Rebecca. Thank you, John. >> I'm Rebecca Knight for John Ferrier, stay tuned for more AWS public sector summit here in Washington DC. (Upbeat Music)

>> Live from San Diego, California It's the queue covering Sisqo live US 2019 Tio by Cisco and its ecosystem. Barker's >> Welcome back to San Diego. Everybody watching the Cube, the leader and live check coverage. My name is David Locke. I'm here with my co host student in recovering Day to hear Sisqo live. 2019 on. On On. On on. Oswald is here. Excuse me. Sees the senior vice president of enterprise networking Engineering at Cisco. And John A postal, a polis. Italians in the Greeks. We have a lot in common. He is the VP and CTO of Enterprise Network. And get Sisko. Gentlemen, welcome to the Cube. How'd I do? Do you know it? Also, that you're bad, right? Thank you. All right, Good. Deal it out. Let's start with you. You guys have had a bunch of news lately. Uh, you're really kind of rethinking access to the network. Can you explain what's behind that to our audience? >> Yeah, even think about it. The network is getting has running more and more critical. Infrastructure at the same time is increasing. Bottom scale and complexity. What? We expected that you'll only be obvious. Violence on workspace is on the move. Are you? You're working here in your office, in the cafe, The sock off everywhere you want. An uninterrupted unplugged experience for that is violence. First, it's cloud driven and is dead optimist. So we had to rethink our way to access. It's not just about your laptops and your fool on the wireless network. In the end of the digital management systems, Coyote devices, everything is going to provide us with means reaching the access on that. But >> so, John, this obviously ties into, you know, you hear all the buzz about five g and WiFi. Six. Can you explain the connection? And you know what? We need to know about that. >> Okay, it's so fine. Five. Jean WiFi 62 new wireless technologies coming about now, and they're really awesome. So y fi six is the new version. WiFi. It's available today, and it's going to be available for down predominately indoors as wi WiFi indoors and high density environments where you need a large number. Large data bait for square meter una WiFi. Once again, the new WiFi six fight in the coverage indoors uh, five is going to be used predominately outdoors in the cellular frequency. Replacing conventional for Geo lt will provide you The broad coverage is your roam around outdoors. And what happens, though, is we need both. You need great coverage indoors, which wife Isis can provide, and you need great coverage outdoors. Which five year cried >> for G explosion kind of coincided with mobile yet obviously, and that caused a huge social change. And, of course, social media took off. What should we expect with five G? Is it? You know, I know adoption is gonna take a while. I'll talk about that, but it feels like it's more sort of be to be driven, but but maybe not. Can you >> see why 5 65 gr actually billions Some similar fundamental technology building blocks? You know you will be in the ball game for the Warriors game like a few weeks ago when they were winning on DH. After a bit of time to send that message. Video your kid something on the WiFi slow laden Z with WiFi, 61 have a problem. The WiFi six has four times the late in C 14. The throughput and capacity has existing y find Lowell Agency and also the battery life. You know, people say that that is the most important thing today. Like in the mass Maharaj three times the battery life for WiFi, 16 points. So you're gonna see a lot of use cases where you have inter walking within 556 and five g WiFi six foot indoors and find you for outdoor and some small overlap. But the whole idea is how do you ensure that these two disparate access networks are talking to each other explaining security policy and it is invisibility. >> Okay, so first what? Your warriors fan, right? Yeah. Awesome way. Want to see the Siri's keep going, baby? That was really exciting. Because I'm a Bruins fan, sir, on the plane the other night and in the JetBlue TV. Shut down, you know, So I immediately went to the mobile, But it was terrible experience, and I was going crazy checks in my friends. What's happening? You say that won't happen? Yeah, with five Julia and WiFi sexy. Exactly. Awesome. >> So, John, help connect for us. Enterprise. Not working. We've been talking about the new re architectures. You know, there's a c I there now intent based networking. How does this play into the five G and WiFi six discussion that we're having today? >> So one of the things that really matters to our customers and for everybody, basically, they want these sort of entering capability. They had some device is they want to talk to applications. They want access to data. We want to talk with other people or try ot things. So you need this sort of end twin capability wherever the ends are. So one of the things I've been working on a number of years now it's first all intent Basin that working, which we announced two and 1/2 years ago. And then multi domain, we try to connect across the different domains. Okay, well across campus and when, and data center all the way to the cloud and across the Service Fighter network and trad security has foundational across all of these. This was something that David Buckler and Chuck Robbins talked about at their keynote yesterday, and this is a huge area for us because we're going to make this single orchestrated capability crop customers to connect and to and no matter where the end of ices are >> alright so sewn on I have to believe that it's not the port, you know, administrator saying, Oh my God, I have all these signs of them. Is this where machine learning in A I come in to help me with all these disparate system absolutely are going very simple. Any user on any device had access to any application. Sitting in a data center in a cloud of multiple clouds over any network, you want that securely and seamlessly. You also wanna have nature. Its whole network is orchestrator automated, and you're the right visibility's recipes for idea on with the business insights on the eye. An ML. What's happening is there for the next book is going in complexity and skill. The number of alerts are growing up, so you are not able to figure it out. That's where the power of a I and machine learning comes. Think about it in the industry revolution, the Industrial Revolution made sure that you are. You don't have limitations or what humans can do right, like machines. And now we want to make sure businesses can benefit in the digital revolution, you know, in limited by what I can pass through all the logs and scrolls on ornament. Everything and that's the power of air and machine learning >> are there use cases where you would want some human augmentation. We don't necessarily want the machine taking over for you or Or Do you see this as a fully automated type of scenario? >> Yeah, so what happens is first ball visibility is really, really important. The operator of an effort wants the visibility and they want entwined across all these domains. So the first thing we do is we apply a lot of machine learning to get to take that immense amount of data is an unmentioned and to translate it into piece of information to insights into what's happening so that we could share to the user. And they can have visibility in terms of what's happened, how well it's happening. Are they anomalies? Are is this security threat so forth? And then we can find them additional feedback. Hate. This is anomaly. This could be a problem. This is the root cause of the problem, and we believe these are the solutions for what do you want to do? You wantto Do you want actuate one of these solutions and then they get to choose. >> And if you think of any other way, our goal is really take the bits and bytes of data on a network. Convert that data into information that information into insights that inside that lead to outcomes. Now you want. Also make sure that you can augment the power of a machine. Learning on those insights, you can build on exactly what's happening. For example, you want first baseline, your network, what's normal for your environment and when you have deviations and that anomalies. Then, you know, I don't know exactly what the problem is. Anyone automated the mediation of the problem. That's the power of A and women you >> When you guys as engineers, when you think about, you know, applying machine intelligence, there's a lot of, you know, innovation going on there. Do you home grow that? Do you open source it? Do you borrow? Explain the philosophy there in terms of it. From a development standpoint, >> development point of it is a combination of off all the aspects, like we will not green when they leave it all the exists. But it's always a lot of secrets are that you need to apply because everything flows through the network, right? If everything first netbooks, this quarter of information is not just a data link, their data source as well. So taking this district's also information. Normalizing it, harmonizing it, getting a pretty language. Applying the Alberta and machine learning, for example. We do that model, model learning and training in the clouds. Way to infants in the cloud, and you pushed the rules down. There's a combination, all of all, of that >> right, and you use whatever cloud tooling is available. But it sounds like it's really from an interest from a Cisco engineering standpoint. It's how you apply the machine intelligence for the benefit of your customers and those outcomes versus us. Thinking of Sisko is this new way I company right. That's not the ladder. It's the former. Is that >> fair? One of the things that's really important is that, as you know, Cisco has been making, uh, we've been designing a six for many years with really, really rich telemetry and, as you know, Data's key to doing good machine learning and stuff. So I've been designing the A six to do really time at wire speed telemetry and also to do various sorts of algorithmic work on the A six. Figure out. Hey, what is the real data you want to send up? And then we have optimized the OS Iowa sexy to be able to perform various algorithms there and also post containers where you could do more more machine learning at the switch at the router, even in the future, maybe at the A P and then with DNA Center way, have been able to gather all the data together in a single data life where we could form a machine learning on top. >> That's important, Point John mentioned, because you want Leo want layers and analytics. And that's why the cattle's 91 191 20 access point we launch has Cisco are basic that provides things like cleaning for spectrum were also the analytic from layer one level are literally a seven. I really like the line, actually from Chuck Robbins, yesterday said. The network sees everything, and Cisco wants to give you that visibility. Can you walk us through some of the new pieces? What, what what people, Either things that they might not have been aware of our new announcements this week as part of the Sisko, a network analytics, announced three things. First thing is automated based lining. What it really means. Is that what's normal for your environment, right? Because what's normal for your own environment may not be the same for my environment. Once I understand what that normal baseline is, then, as I have deviations I canto anomaly detection, I can call it an aggregate issues I can really bring down. Apply here and machine learning and narrow down the issues that are most critical for you to look at right now. Once and Aragon exact issue. I wanted the next thing, and that is what we call machine. Reasoning on machine reasoning is all about ordering the workflow off what you need to do to debug and fix the problem. You want the network to become smarter and smarter, the more you use it on. All of this is done through model learning and putting in the clouds infants in the cloud and pushing it down the rules as way have devices on line on time. So, >> do you see the day? If you think about the roadmap for for machine intelligence, do you see the day where the machine will actually do the remediation of that workflow. >> Absolutely. That's what we need to get you >> when you talk about the automated base lining is obviously a security, you know, use case there. Uh, maybe talk about that a little bit. And are there others? It really depends on your objective, right? If my objective is to drive more efficiency, lower costs, I presume. A baseline is where you start, right? So >> when I say baseline what I mean really, like, say, if I tell you that from this laptop to connect on a WiFi network, it took you three seconds and ask, Is that good or bad? You know, I don't know what the baseline for his environment. What's normal next time? If you take eight seconds on your baseline street, something is wrong. But what is wrong isn't a laptop issue isn't a version on the on your device is an application issue on network issue and our issue I don't know. That's why I'm machine learning will do exactly what the problem is. And then you use machine reasoning to fix a problem. >> Sorry. This is probably a stupid question, but how much data do you actually need. And how much time do you need to actually do a good job in that? That type of use case? >> What happens is you need the right data, Okay? And you're not sure where the right data is originally, which we do a lot of our expertise. It's this grass for 20 years is figuring out what the right data is and also with a lot of machine learning. We've done as well as a machine reason where we put together templates and so forth. We've basically gathered the right made for the right cause for the customer. And we refined that over time. So over time, like this venue here, the way this venue network, what it is, how it operates and so forth varies with time. We need to weigh need to refine that over time, keep it up to date and so forth. >> And when we talk about data, we're talking about tons of metadata here, right? I mean, do you see the day where there'll be more metadata than data? Yeah, it's a rhetorical question. All right, so So it's true you were hearing >> the definite zone. Lots of people learning about a building infrastructure is code. Tell us how the developer angle fits into what we've been discussing. >> Here we ask. So what happens is is part of intent based on African key parts of automation, right? And another key parts. The assurance. Well, it's what Devon it's trying to do right now by working with engineering with us and various partners are customers is putting together one of the key use cases that people have and what is code that can help them get that done. And what they're also doing is trying to the looking through the code. They're improving it, trying to instill best practice and stuff. So it's recently good po'd people can use and start building off. So we think this could be very valuable for our customers to help move into this more advanced automation and so forth. >> So architecture matters. We've touched upon it. But I want you to talk more about multi domain architectures wear Chuck Robbins. You know, talk about it. What is it? Why is it such a big deal on DH? How does it give Sisko competitive advantage? >> Think about it. I mean, my dad go being architectures. Nothing but all the components of a modern enterprise that look behind the scenes from giving access to a user or device to access for application and everything in between. Traditionally, each of these domains, like an access domain, the land domain can have 100 thousands off network know that device is. Each of these are configured General Manual to see a live my domain architectures almost teaching these various domains into one cohesive, data driven, automated programmable network. Your campus, your branch, your ran. But he doesn't and cloud with security as an integral part of it if it all. >> So it's really a customer view of an architecture isn't? Yeah, absolutely. Okay, that's good. I like that answer. I thought you're going to come out with a bunch of Cisco No mumbo jumbo in secret sauce. Now it really is you guys thinking about Okay, how would our customers need to architect there? >> But if you think about it, it's all about customer use case, for example, like we talked earlier today, we were walking everywhere on the bull's eye, in the cafe, in office and always on the goal. You're accessing your business school applications, whether it's webex salesforce dot com, 40 65. At the same time you're doing Facebook and what's happened. YouTube and other applications. Cisco has the van Domain will talk to Sisko. The domains action escalates and policies. So now you can cry tears the application that you want, which is business critical and fixing the night watchers but miss experience for you. But you want the best experience for that matter, where you are well >> on the security implications to I mean, you're basically busting down the security silos. Sort of the intent here, right? Right. Last thoughts on the show. San Diego last year. Orlando. We're in Barcelona earlier this year. >> I think it's been great so far. If you think about it in the last two years, we fill out the entire portfolio for the new access network when the cattle is 90. 100. Access points with WiFi six Switches Makes emission Campus core. Waterston, Controller Eyes for Unified Policy Data Center for Automation Analytics. Delia Spaces Business Insights Whole Access Network has been reinvented on It's a great time. >> Nice, strong summary, but John will give you the last word. >> What happens here is also everything about It says that we have 5,000 engineers have been doing this a couple years and we have a lot more in the pipe. So you're going to Seymour in six months from now Morn. Nine months and so forth. It's a very exciting time. >> Excellent. Guys. It is clear you like you say, completing the portfolio positioning for the next wave of of access. So congratulations on all the hard work I know a lot goes into it is Thank you very much for coming. All right, Keep it right there. David. Dante was stupid. And Lisa Martin is also in the house. We'll get back with the Cube. Sisqo live 2019 from San Diego.

>> Ladies and gentlemen, please welcome Red Hat President Products and Technologies. Paul Cormier. Boring. >> Welcome back to Boston. Welcome back. And welcome back after a great night last night of our opening with with Jim and talking to certainly saw ten Jenny and and especially our customers. It was so great last night to hear our customers in how they set their their goals and how they met their goals. All possible because certainly with a little help from red hat, but all possible because of because of open source. And, you know, sometimes we have to all due that has set goals. And I'm going to talk this morning about what we as a company and with community, have set for our goals along the way. And sometimes you have to do that. You know, audacious goals. It can really change the perception of what's even possible. And, you know, if I look back, I can't think of anything, at least in my lifetime, that's more important. Or such a big golden John F. Kennedy setting the gold to the American people to go to the moon. I believe it or not, I was really, really only three years old when he said that, honestly. But as I grew up, I remember the passion around the whole country and the energy to make that goal a reality. So let's sort of talk about in compare and contrast, a little bit of where we are technically at that time, you know, tto win and to beat and winning the space race and even get into the space race. There was some really big technical challenges along the way. I mean, believe it or not. Not that long ago. But even But back then, math Malik mathematical calculations were being shifted from from brilliant people who we trusted, and you could look in the eye to A to a computer that was programmed with the results that were mostly printed out. This this is a time where the potential of computers was just really coming on the scene and, at the time, the space race at the time of space race it. It revolved around an IBM seventy ninety, which was one of the first transistor based computers. It could perform mathematical calculations faster than even the most brilliant mathematicians. But just like today, this also came with many, many challenges And while we had the goal of in the beginning of the technique and the technology to accomplish it, we needed people so dedicated to that goal that they would risk everything. And while it may seem commonplace to us today to trust, put our trust in machines, that wasn't the case. Back in nineteen sixty nine, the seven individuals that made up the Mercury Space crew were putting their their lives in the hands of those first computers. But on Sunday, July twentieth, nineteen sixty nine, these things all came together. The goal, the technology in the team and a human being walked on the moon. You know, if this was possible fifty years ago, just think about what Khun B. Accomplished today, where technology is part of our everyday lives. And with technology advances at an ever increasing rate, it's hard to comprehend the potential that sitting right at our fingertips every single day, everything you know about computing is continuing to change. Today, let's look a bit it back. A computing In nineteen sixty nine, the IBM seventy ninety could process one hundred thousand floating point operations per second, today's Xbox one that sitting in most of your living rooms probably can process six trillion flops. That's sixty million times more powerful than the original seventy ninety that helped put a human being on the moon. And at the same time that computing was, that was drastically changed. That this computing has drastically changed. So have the boundaries of where that computing sits and where it's been where it lives. At the time of the Apollo launch, the computing power was often a single machine. Then it moved to a single data center, and over time that grew to multiple data centers. Then with cloud, it extended all the way out to data centers that you didn't even own or have control of. But but computing now reaches far beyond any data center. This is also referred to as the edge. You hear a lot about that. The Apollo's, the Apollo's version of the Edge was the guidance system, a two megahertz computer that weighed seventy pounds embedded in the capsule. Today, today the edge is right here on my wrist. This apple watch weighs just a couple of ounces, and it's ten ten thousand times more powerful than that seventy ninety back in nineteen sixty nine But even more impactful than computing advances, combined with the pervasive availability of it, are the changes and who in what controls those that similar to social changes that have happened along the way. Shifting from mathematicians to computers, we're now facing the same type of changes with regards to operational control of our computing power. In its first forms. Operational control was your team, your team within your control? In some cases, a single person managed everything. But as complexity grows, our team's expanded, just like in the just like in the computing boundaries, system integrators and public cloud providers have become an extension of our team. But at the end of the day, it's still people that are still making all the decisions going forward with the progress of things like a I and software defined everything. It's quite likely that machines will be managing machines, and in many cases that's already happening today. But while the technology at our finger tips today is so impressive, the pace of changing complexity of the problems we aspire to solve our equally hard to comprehend and they are all intertwined with one another learning from each other, growing together faster and faster. We are tackling problems today on a global scale with unsinkable complexity beyond anyone beyond what any one single company or even one single country Khun solve alone. This is why open source is so important. This is why open source is so needed today in software. This is why open sources so needed today, even in the world, to solve other types of complex problems. And this is why open source has become the dominant development model which is driving the technology direction. Today is to bring two brother to bring together the best innovation from every corner of the planet. Toe fundamentally change how we solve problems. This approach and access the innovation is what has enabled open source To tackle The challenge is big challenges, like creating the hybrid cloud like building a truly open hybrid cloud. But even today it's really difficult to bridge the gap of the innovation. It's available in all in all of our fingertips by open source development, while providing the production level capabilities that are needed to really dip, ploy this in the enterprise and solve RIA world business problems. Red Hat has been committed to open source from the very, very beginning and bringing it to solve enterprise class problems for the last seventeen plus years. But when we built that model to bring open source to the enterprise, we absolutely knew we couldn't do it halfway tow harness the innovation. We had to fully embrace the model. We made a decision very early on. Give everything back and we live by that every single day. We didn't do crazy crazy things like you hear so many do out there. All this is open corps or everything below. The line is open and everything above the line is closed. We didn't do that, and we gave everything back Everything we learned in the process of becoming an enterprise class technology company. We gave it all of that back to the community to make better and better software. This is how it works. And we've seen the results of that. We've all seen the results of that and it could only have been possible within open source development model we've been building on the foundation of open source is most successful Project Lennox in the architecture of the future hybrid and bringing them to the Enterprise. This is what made Red Hat, the company that we are today and red hats journey. But we also had the set goals, and and many of them seemed insert insurmountable at the time, the first of which was making Lennox the Enterprise standard. And while this is so accepted today, let's take a look at what it took to get there. Our first launch into the Enterprise was rail two dot one. Yes, I know we two dot one, but we knew we couldn't release a one dato product. We knew that and and we didn't. But >> we didn't want to >> allow any reason why anyone of any customer anyone shouldn't should look past rail to solve their problems as an option. Back then, we had to fight every single flavor of Unix in every single account. But we were lucky to have a few initial partners and Big Eyes v partners that supported Rehl out of the gate. But while we had the determination, we knew we also had gaps in order to deliver on our on our priorities. In the early days of rail, I remember going to ask one of our engineers for a past rehl build because we were having a customer issue on it on an older release. And then I watched in horror as he rifled through his desk through a mess of CDs and magically came up and said, I found it here It is told me not to worry that the build this was he thinks this was the bill. This was the right one, and at that point I knew that despite the promise of Lennox, we had a lot of work ahead of us. The not only convinced the world that Lennox was secure, stable, an enterprise ready, but also to make that a reality. But we did. And today this is our reality. It's all of our reality. From the Enterprise Data Center standard to the fastest computers on the planet, Red Hat Enterprise, Lennox has continually risen to the challenge and has become the core foundation that many mission critical customers run and bet their business on. And an even bigger today Lennox is the foundation of which practically every single technology initiative is built upon. Lennox is not only standard toe build on today, it's the standard for innovation that builds around it. That's the innovation that's driving the future as well. We started our story with rail two dot one, and here we are today, seventeen years later, announcing rally as we did as we did last night. It's specifically designed for applications to run across the open hybrid. Clyde Cloud. Railed has become the best operating simp system for on premise all the way out to the cloud, providing that common operating model and workload foundation on which to build hybrid applications. Let's take it. Let's take a look at how far we've come and see this in action. >> Please welcome Red Hat Global director of developer experience, burst Sutter with Josh Boyer, Timothy Kramer, Lars Carl, it's Key and Brent Midwood. All right, we have some amazing things to show you. In just a few short moments, we actually have a lot of things to show you. And actually, Tim and Brandt will be with us momentarily. They're working out a few things in the back because we have a lot of this is gonna be a live demonstration, some incredible capabilities. Now you're going to see clear innovation inside the operating system where we worked incredibly hard to make it vast cities. You're free to manage many, many machines. I want you thinking about that as we go to this process. Now, also, keep in mind that this is the basis our core platform for everything we do here. Red hat. So it is an honor for me to be able to show it to you live on stage today. And so I recognize the many of you in the audience right now. Her hand's on systems administrators, systems, architect, citizens, engineers. And we know that you're under ever growing pressure to deliver needed infrastructure. Resource is ever faster, and that is a key element to what you're thinking about every day. Well, this has been a core theme, and our design decisions find red Odd Enterprise Lennox eight and intelligent operating system, which is making it fundamentally easier for you manage machines that scale. So hold what you're about to see next. Feels like a new superpower and and that redhead azure force multiplier. So first, let me introduce you to a large. He's totally my limits guru. >> I wouldn't call myself a girl, but I I guess you could say that I want to bring Lennox and light meant to more people. >> Okay, Well, let's let's dive in. And we're not about the clinic's eight. >> Sure. Let me go. And Morgan, >> wait a >> second. There's windows. >> Yeah, way Build the weft Consul into Really? That means that for the first time, you can log in from any device including your phone or this standard windows laptop. So you just go ahead and and to my Saturday lance credentials here. >> Okay, so now >> you're putting >> your limits password and over the web. >> Yeah, that might sound a bit scary at first, but of course, we're using the latest security tech by T. L s on dh csp on. Because that's the standard Lennox off site. You can use everything that you used to like a stage keys, OTP, tokens and stuff like this. >> Okay, so now I see the council right here. I love the dashboard overview of the system, but what else can you tell us about this council? >> Right? Like right here. You see the load of the system, some some of its properties. But you can also dive into logs everything that you're used to from the command line, right? Or lookit, services. This's all the services I've running, can start and stuff them and enable >> OK, I love that feature right there. So what about if I have to add a whole new application to this environment? >> Good that you're bringing that up. We build a new future into hell called application streams. Which the way for you to install different versions of your half stack that are supported I'LL show you with Youngmin a command line. But since Windows doesn't have a proper terminal, I'll just do it in the terminal that we built into the Web console Since the browser, I can even make this a bit bigger. Go to, for example, to see the application streams that we have for Poskus. Ijust do module list and I see you know we have ten and nine dot six Both supported tennis a default on defy enable ninety six Now the next time that I installed prescribes it will pull all their lady towards from them at six. >> Ok, so this is very cool. I see two verses of post Chris right here What tennis to default. That is fantastic and the application streams making that happen. But I'm really kind of curious, right? I loved using know js and Java. So what about multiple versions of those? >> Yeah, that's exactly the idea way. Want to keep up with the fast moving ecosystems off programming language? Isn't it a business? >> Okay, now, But I have another key question. I know some people were thinking it right now. What about Python? >> Yeah. In fact, in a minimum and still like this, python gives you command. Not fact. Just have to type it correctly. You can't just install which everyone you want two or three or whichever your application needs. >> Okay, Well, that is I've been burned on that one before. Okay, so no actual. Have a confession for all you guys. Right here. You guys keep this amongst yourselves. Don't let Paul No, I'm actually not a linnet systems administrator. I'm an application developer, an application architect, And I recently had to go figure out how to extend the file system. This is for real. And I'm going to the rat knowledge base and looking up things like, you know, PV create VD, extend resized to f s. And I have to admit, that's hard, >> right? I've opened the storage space for you right here, where you see an overview of your storage. And the council has made for people like you as well not only for people that I knew that when you two lunatics, right? It's if you're running, you're running some of the commands only, you know, some of the time you don't remember them. So, for example, I haven't felt twosome here. That's a little bit too small. Let me just throw it. It's like, you know, dragging this lighter. It calls all the command in the background for you. >> Oh, that is incredible. Is that simple? Just drag and drop. That is fantastic. Well, so I actually, you know, we'll have another question for you. It looks like now this linen systems administration is no longer a dark heart involving arcane commands typed into a black terminal. Like using when those funky ergonomic keyboards you know I'm talking about right? Do >> you know a lot of people, including me and people in the audience like that dark out right? And this is not taking any of that away. It's on additional tool to bring limits to more people. >> Okay, well, that is absolute fantastic. Thank you so much for that Large. And I really love him installing everything is so much easier, including a post gra seeker and, of course, the python that we saw right there. So now I want to change gears for a second because I actually have another situation that I'm always dealing with. And that is every time I want to build a new Lenox system, not only I don't want to have to install those commands again and again, it feels like I'm doing it over and over. So, Josh, how would I create a golden image? One VM image that can use and we have everything pre baked in? >> Yeah, absolutely. But >> we get that question all the time. So really includes image builder technology. Image builder technology is actually all of our hybrid cloud operating system image tools that we use to build our own images and rolled up in a nice, easy to integrate new system. So if I come here in the web console and I go to our image builder tab, it brings us to blueprints, right? Blueprints or what we used to actually control it goes into our golden image. Uh, and I heard you and Lars talking about post present python. So I went and started typing here. So it brings us to this page, but you could go to the selected components, and you can see here I've created a blueprint that has all the python and post press packages in it. Ah, and the interesting thing about this is it build on our existing kickstart technology. But you can use it to deploy that whatever cloud you want. And it's saved so that you don't actually have to know all the various incantations from Amazon toe azure to Google, whatever it's all baked in on. When you do this, you can actually see the dependencies that get brought in as well. Okay. Should we create one life? Yes, please. All right, cool. So if we go back to the blueprints page and we click create blueprint Let's, uh let's make a developer brute blueprint here. So we click great, and you can see here on the left hand side. I've got all of my content served up by Red Hat satellite. We have a lot of great stuff, and really, But we can go ahead and search. So we'LL look for post grows and you know, it's a developer image at the client for some local testing. Um, well, come in here and at the python bits. Probably the development package. We need a compiler if we're going to actually build anything. So look for GCC here and hey, what's your favorite editor? >> A Max, Of course, >> Max. All right. Hey, Lars, about you. I'm more of a person. You Maxim v I All right, Well, if you want to prevent a holy war in your system, you can actually use satellite to filter that out. But we're going to go ahead and Adam Ball, sweetie, I'm a fight on stage. So wait, just point and click. Let the graphical one. And then when we're all done, we just commit our changes, and our image is ready to build. >> Okay, So this VM image we just created right now from that blueprint this is now I can actually go out there and easily deploys of deploy this across multiple cloud providers. And as well as this on stage are where we have right now. >> Yeah, absolutely. We can to play on Amazon as your google any any infrastructure you're looking for so you can really hit your Clyburn hybrid cloud operating system images. >> Okay. All right, listen, we >> just go on, click, create image. Uh, we can select our different types here. I'm gonna go ahead and create a local VM because it's available image, and maybe they want to pass it around or whatever, and I just need a few moments for it to build. >> Okay? So while that's taking a few moments, I know there's another key question in the minds of the audience right now, and you're probably thinking I love what I see. What Right eye right hand Priceline say. But >> what does it >> take to upgrade from seven to eight? So large can you show us and walk us through an upgrade? >> Sure, this's my little Thomas Block that I set up. It's powered by what Chris and secrets over, but it's still running on seven six. So let's upgrade that jump over to my house fee on satellite on. You see all my relate machines here, including the one I showed you what Consul on before. And there is that one with my sun block and there's a couple others. Let me select those as well. This one on that one. Just go up here. Schedule remote job. And she was really great. And hit Submit. I made it so that it makes the booms national before. So if anything was wrong Kans throwback! >> Okay, okay, so now it's progressing. Here, >> it's progressing. Looks like it's running. Doing >> live upgrade on stage. Uh, >> seems like one is failing. What's going on here? Okay, we checked the tree of great Chuck. Oh, yeah, that's the one I was playing around with Butter fest backstage. What? Detective that and you know, it doesn't run the Afghan cause we don't support operating that. >> Okay, so what I'm hearing now? So the good news is, we were protected from possible failed upgrade there, So it sounds like these upgrades are perfectly safe. Aiken, basically, you know, schedule this during a maintenance window and still get some sleep. >> Totally. That's the idea. >> Okay, fantastic. All right. So it looks like upgrades are easy and perfectly safe. And I really love what you showed us there. It's good point. Click operation right from satellite. Ok, so Well, you know, we were checking out upgrades. I want to know Josh. How those v ems coming along. >> They went really well. So you were away for so long. I got a little bored and I took some liberties. >> What do you mean? >> Well, the image Bill And, you know, I decided I'm going to go ahead and deploy here to this Intel machine on stage Esso. I have that up and running in the web. Counsel. I built another one on the arm box, which is actually pretty fast, and that's up and running on this. Our machine on that went so well that I decided to spend up some an Amazon. So I've got a few instances here running an Amazon with the web console accessible there as well. On even more of our pre bill image is up and running an azure with the web console there. So the really cool thing about this bird is that all of these images were built with image builder in a single location, controlling all the content that you want in your golden images deployed across the hybrid cloud. >> Wow, that is fantastic. And you might think that so we actually have more to show you. So thank you so much for that large. And Josh, that is fantastic. Looks like provisioning bread. Enterprise Clinic Systems ate a redhead. Enterprise Enterprise. Rhetta Enterprise Lennox. Eight Systems is Asian ever before, but >> we have >> more to talk to you about. And there's one thing that many of the operations professionals in this room right now no, that provisioning of'em is easy, but it's really day two day three, it's down the road that those viens required day to day maintenance. As a matter of fact, several you folks right now in this audience to have to manage hundreds, if not thousands, of virtual machines I recently spoke to. Gentleman has to manage thirteen hundred servers. So how do you manage those machines? A great scale. So great that they have now joined us is that it looks like they worked things out. So now I'm curious, Tim. How will we manage hundreds, if not thousands, of computers? >> Welbourne, one human managing hundreds or even thousands of'em says, No problem, because we have Ansel automation. And by leveraging Ansel's integration into satellite, not only can we spin up those V em's really quickly, like Josh was just doing, but we can also make ongoing maintenance of them really simple. Come on up here. I'm going to show you here a satellite inventory and his red hat is publishing patches. Weaken with that danceable integration easily apply those patches across our entire fleet of machines. Okay, >> that is fantastic. So he's all the machines can get updated in one fell swoop. >> He sure can. And there's one thing that I want to bring your attention to today because it's brand new. And that's cloud that red hat dot com And here, a cloud that redhead dot com You can view and manage your entire inventory no matter where it sits. Of Redhead Enterprise Lennox like on Prem on stage. Private Cloud or Public Cloud. It's true Hybrid cloud management. >> OK, but one thing. One thing. I know that in the minds of the audience right now. And if you have to manage a large number servers this it comes up again and again. What happens when you have those critical vulnerabilities that next zero day CV could be tomorrow? >> Exactly. I've actually been waiting for a while patiently for you >> to get to the really good stuff. So >> there's one more thing that I wanted to let folks know about. Red Hat Enterprise. The >> next eight and some features that we have there. Oh, >> yeah? What is that? >> So, actually, one of the key design principles of relate is working with our customers over the last twenty years to integrate all the knowledge that we've gained and turn that into insights that we can use to keep our red hat Enterprise Lennox servers running securely, inefficiently. And so what we actually have here is a few things that we could take a look at show folks what that is. >> OK, so we basically have this new feature. We're going to show people right now. And so one thing I want to make sure it's absolutely included within the redhead enterprise in that state. >> Yes. Oh, that's Ah, that's an announcement that we're making this week is that this is a brand new feature that's integrated with Red Hat Enterprise clinics, and it's available to everybody that has a red hat enterprise like subscription. So >> I believe everyone in this room right now has a rail subscriptions, so it's available to all of them. >> Absolutely, absolutely. So let's take a quick look and try this out. So we actually have. Here is a list of about six hundred rules. They're configuration security and performance rules. And this is this list is growing every single day, so customers can actually opt in to the rules that are most that are most applicable to their enterprises. So what we're actually doing here is combining the experience and knowledge that we have with the data that our customers opt into sending us. So customers have opted in and are sending us more data every single night. Then they actually have in total over the last twenty years via any other mechanism. >> Now there's I see now there's some critical findings. That's what I was talking about. But it comes to CVS and things that nature. >> Yeah, I'm betting that those air probably some of the rail seven boxes that we haven't actually upgraded quite yet. So we get back to that. What? I'd really like to show everybody here because everybody has access to this is how easy it is to opt in and enable this feature for real. Okay, let's do that real quick, so I gotta hop back over to satellite here. This is the satellite that we saw before, and I'll grab one of the hosts and we can use the new Web console feature that's part of Railly, and via single sign on I could jump right from satellite over to the Web console. So it's really, really easy. And I'LL grab a terminal here and registering with insights is really, really easy. Is one command troops, and what's happening right now is the box is going to gather some data. It's going to send it up to the cloud, and within just a minute or two, we're gonna have some results that we can look at back on the Web interface. >> I love it so it's just a single command and you're ready to register this box right now. That is super easy. Well, that's fantastic, >> Brent. We started this whole series of demonstrations by telling the audience that Red Hat Enterprise Lennox eight was the easiest, most economical and smartest operating system on the planet, period. And well, I think it's cute how you can go ahead and captain on a single machine. I'm going to show you one more thing. This is Answerable Tower. You can use as a bell tower to managing govern your answerable playbook, usage across your entire organization and with this. What I could do is on every single VM that was spun up here today. Opt in and register insights with a single click of a button. >> Okay, I want to see that right now. I know everyone's waiting for it as well, But hey, you're VM is ready. Josh. Lars? >> Yeah. My clock is running a little late now. Yeah, insights is a really cool feature >> of rail. And I've got it in all my images already. All >> right, I'm doing it all right. And so as this playbook runs across the inventory, I can see the machines registering on cloud that redhead dot com ready to be managed. >> OK, so all those onstage PM's as well as the hybrid cloud VM should be popping in IRC Post Chris equals Well, fantastic. >> That's awesome. Thanks to him. Nothing better than a Red Hat Summit speaker in the first live demo going off script deal. Uh, let's go back and take a look at some of those critical issues affecting a few of our systems here. So you can see this is a particular deanna's mask issue. It's going to affect a couple of machines. We saw that in the overview, and I can actually go and get some more details about what this particular issue is. So if you take a look at the right side of the screen there, there's actually a critical likelihood an impact that's associated with this particular issue. And what that really translates to is that there's a high level of risk to our organization from this particular issue. But also there's a low risk of change. And so what that means is that it's really, really safe for us to go ahead and use answerable to mediate this so I can grab the machines will select those two and we're mediate with answerable. I can create a new playbook. It's our maintenance window, but we'LL do something along the lines of like stuff Tim broke and that'LL be our cause. We name it whatever we want. So we'Ll create that playbook and take a look at it, and it's actually going to give us some details about the machines. You know what, what type of reboots Efendi you're going to be needed and what we need here. So we'LL go ahead and execute the playbook and what you're going to see is the outputs goingto happen in real time. So this is happening from the cloud were affecting machines. No matter where they are, they could be on Prem. They could be in a hybrid cloud, a public cloud or in a private cloud. And these things are gonna be remediated very, very easily with answerable. So it's really, really awesome. Everybody here with a red hat. Enterprise licks Lennox subscription has access to this now, so I >> kind of want >> everybody to go try this like, we really need to get this thing going and try it out right now. But >> don't know, sent about the room just yet. You get stay here >> for okay, Mr. Excitability, I think after this keynote, come back to the red hat booth and there's an optimization section. You can come talk to our insights engineers. And even though it's really easy to get going on your own, they can help you out. Answer any questions you might have. So >> this is really the start of a new era with an intelligent operating system and beauty with intelligence you just saw right now what insights that troubles you. Fantastic. So we're enabling systems administrators to manage more red in private clinics, a greater scale than ever before. I know there's a lot more we could show you, but we're totally out of time at this point, and we kind of, you know, when a little bit sideways here moments. But we need to get off the stage. But there's one thing I want you guys to think about it. All right? Do come check out the in the booth. Like Tim just said also in our debs, Get hands on red and a prize winning state as well. But really, I want you to think about this one human and a multitude of servers. And if you remember that one thing asked you upfront. Do you feel like you get a new superpower and redhead? Is your force multiplier? All right, well, thank you so much. Josh and Lars, Tim and Brent. Thank you. And let's get Paul back on stage. >> I went brilliant. No, it's just as always, >> amazing. I mean, as you can tell from last night were really, really proud of relate in that coming out here at the summit. And what a great way to showcase it. Thanks so much to you. Birth. Thanks, Brent. Tim, Lars and Josh. Just thanks again. So you've just seen this team demonstrate how impactful rail Khun b on your data center. So hopefully hopefully many of you. If not all of you have experienced that as well. But it was super computers. We hear about that all the time, as I just told you a few minutes ago, Lennox isn't just the foundation for enterprise and cloud computing. It's also the foundation for the fastest super computers in the world. In our next guest is here to tell us a lot more about that. >> Please welcome Lawrence Livermore National Laboratory. HPC solution Architect Robin Goldstone. >> Thank you so much, Robin. >> So welcome. Welcome to the summit. Welcome to Boston. And thank thank you so much for coming for joining us. Can you tell us a bit about the goals of Lawrence Livermore National Lab and how high high performance computing really works at this level? >> Sure. So Lawrence Livermore National >> Lab was established during the Cold War to address urgent national security needs by advancing the state of nuclear weapons, science and technology and high performance computing has always been one of our core capabilities. In fact, our very first supercomputer, ah Univac one was ordered by Edward Teller before our lab even opened back in nineteen fifty two. Our mission has evolved since then to cover a broad range of national security challenges. But first and foremost, our job is to ensure the safety, security and reliability of the nation's nuclear weapons stockpile. Oh, since the US no longer performs underground nuclear testing, our ability to certify the stockpile depends heavily on science based science space methods. We rely on H P C to simulate the behavior of complex weapons systems to ensure that they can function as expected, well beyond their intended life spans. That's actually great. >> So are you really are still running on that on that Univac? >> No, Actually, we we've moved on since then. So Sierra is Lawrence Livermore. Its latest and greatest supercomputer is currently the Seconds spastic supercomputer in the world and for the geeks in the audience, I think there's a few of them out there. We put up some of the specs of Syrah on the screen behind me, a couple of things worth highlighting our Sierra's peak performance and its power utilisation. So one hundred twenty five Pata flops of performance is equivalent to about twenty thousand of those Xbox one excess that you mentioned earlier and eleven point six megawatts of power required Operate Sierra is enough to power around eleven thousand homes. Syria is a very large and complex system, but underneath it all, it starts out as a collection of servers running Lin IX and more specifically, rail. >> So did Lawrence. Did Lawrence Livermore National Lab National Lab used Yisrael before >> Sierra? Oh, yeah, most definitely. So we've been running rail for a very long time on what I'll call our mid range HPC systems. So these clusters, built from commodity components, are sort of the bread and butter of our computer center. And running rail on these systems provides us with a continuity of operations and a common user environment across multiple generations of hardware. Also between Lawrence Livermore in our sister labs, Los Alamos and Sandia. Alongside these commodity clusters, though, we've always had one sort of world class supercomputer like Sierra. Historically, these systems have been built for a sort of exotic proprietary hardware running entirely closed source operating systems. Anytime something broke, which was often the Vander would be on the hook to fix it. And you know, >> that sounds >> like a good model, except that what we found overtime is most the issues that we have on these systems were either due to the extreme scale or the complexity of our workloads. Vendors seldom had a system anywhere near the size of ours, and we couldn't give them our classified codes. So their ability to reproduce our problem was was pretty limited. In some cases, they've even sent an engineer on site to try to reproduce our problems. But even then, sometimes we wouldn't get a fix for months or else they would just tell us they weren't going to fix the problem because we were the only ones having it. >> So for many of us, for many of us, the challenges is one of driving reasons for open source, you know, for even open source existing. How has how did Sierra change? Things are on open source for >> you. Sure. So when we developed our technical requirements for Sierra, we had an explicit requirement that we want to run an open source operating system and a strong preference for rail. At the time, IBM was working with red hat toe add support Terrell for their new little Indian power architecture. So it was really just natural for them to bid a red. A rail bay system for Sierra running Raylan Cyril allows us to leverage the model that's worked so well for us for all this time on our commodity clusters any packages that we build for X eighty six, we can now build those packages for power as well as our market texture using our internal build infrastructure. And while we have a formal support relationship with IBM, we can also tap our in house colonel developers to help debug complex problems are sys. Admin is Khun now work on any of our systems, including Sierra, without having toe pull out their cheat sheet of obscure proprietary commands. Our users get a consistent software environment across all our systems. And if the security vulnerability comes out, we don't have to chase around getting fixes from Multan slo es fenders. >> You know, you've been able, you've been able to extend your foundation from all the way from X eighty six all all the way to the extract excess Excuse scale supercomputing. We talk about giving customers all we talked about it all the time. A standard operational foundation to build upon. This isn't This isn't exactly what we've envisioned. So So what's next for you >> guys? Right. So what's next? So Sierra's just now going into production. But even so, we're already working on the contract for our next supercomputer called El Capitan. That's scheduled to be delivered the Lawrence Livermore in the twenty twenty two twenty timeframe. El Capitan is expected to be about ten times the performance of Sierra. I can't share any more details about that system right now, but we are hoping that we're going to be able to continue to build on a solid foundation. That relish provided us for well over a decade. >> Well, thank you so much for your support of realm over the years, Robin. And And thank you so much for coming and tell us about it today. And we can't wait to hear more about El Capitan. Thank you. Thank you very much. So now you know why we're so proud of realm. And while you saw confetti cannons and T shirt cannons last night, um, so you know, as as burned the team talked about the demo rail is the force multiplier for servers. We've made Lennox one of the most powerful platforms in the history of platforms. But just as Lennox has become a viable platform with access for everyone, and rail has become viable, more viable every day in the enterprise open source projects began to flourish around the operating system. And we needed to bring those projects to our enterprise customers in the form of products with the same trust models as we did with Ralph seeing the incredible progress of software development occurring around Lennox. Let's let's lead us to the next goal that we said tow, tow ourselves. That goal was to make hybrid cloud the default enterprise for the architecture. How many? How many of you out here in the audience or are Cesar are? HC sees how many out there a lot. A lot. You are the people that our building the next generation of computing the hybrid cloud, you know, again with like just like our goals around Lennox. This goals might seem a little daunting in the beginning, but as a community we've proved it time and time again. We are unstoppable. Let's talk a bit about what got us to the point we're at right right now and in the work that, as always, we still have in front of us. We've been on a decade long mission on this. Believe it or not, this mission was to build the capabilities needed around the Lenox operating system to really build and make the hybrid cloud. When we saw well, first taking hold in the enterprise, we knew that was just taking the first step. Because for a platform to really succeed, you need applications running on it. And to get those applications on your platform, you have to enable developers with the tools and run times for them to build, to build upon. Over the years, we've closed a few, if not a lot of those gaps, starting with the acquisition of J. Boss many years ago, all the way to the new Cuban Eddie's native code ready workspaces we launched just a few months back. We realized very early on that building a developer friendly platform was critical to the success of Lennox and open source in the enterprise. Shortly after this, the public cloud stormed onto the scene while our first focus as a company was done on premise in customer data centers, the public cloud was really beginning to take hold. Rehl very quickly became the standard across public clouds, just as it was in the enterprise, giving customers that common operating platform to build their applications upon ensuring that those applications could move between locations without ever having to change their code or operating model. With this new model of the data center spread across so many multiple environments, management had to be completely re sought and re architected. And given the fact that environments spanned multiple locations, management, real solid management became even more important. Customers deploying in hybrid architectures had to understand where their applications were running in how they were running, regardless of which infrastructure provider they they were running on. We invested over the years with management right alongside the platform, from satellite in the early days to cloud forms to cloud forms, insights and now answerable. We focused on having management to support the platform wherever it lives. Next came data, which is very tightly linked toe applications. Enterprise class applications tend to create tons of data and to have a common operating platform foyer applications. You need a storage solutions. That's Justus, flexible as that platform able to run on premise. Just a CZ. Well, as in the cloud, even across multiple clouds. This let us tow acquisitions like bluster, SEF perma bitch in Nubia, complimenting our Pratt platform with red hat storage for us, even though this sounds very condensed, this was a decade's worth of investment, all in preparation for building the hybrid cloud. Expanding the portfolio to cover the areas that a customer would depend on to deploy riel hybrid cloud architectures, finding any finding an amplifying the right open source project and technologies, or filling the gaps with some of these acquisitions. When that necessarily wasn't available by twenty fourteen, our foundation had expanded, but one big challenge remained workload portability. Virtual machine formats were fragmented across the various deployments and higher level framework such as Java e still very much depended on a significant amount of operating system configuration and then containers happened containers, despite having a very long being in existence for a very long time. As a technology exploded on the scene in twenty fourteen, Cooper Netease followed shortly after in twenty fifteen, allowing containers to span multiple locations and in one fell swoop containers became the killer technology to really enable the hybrid cloud. And here we are. Hybrid is really the on ly practical reality in way for customers and a red hat. We've been investing in all aspects of this over the last eight plus years to make our customers and partners successful in this model. We've worked with you both our customers and our partners building critical realm in open shift deployments. We've been constantly learning about what has caused problems and what has worked well in many cases. And while we've and while we've amassed a pretty big amount of expertise to solve most any challenge in in any area that stack, it takes more than just our own learning's to build the next generation platform. Today we're also introducing open shit for which is the culmination of those learnings. This is the next generation of the application platform. This is truly a platform that has been built with our customers and not simply just with our customers in mind. This is something that could only be possible in an open source development model and just like relish the force multiplier for servers. Open shift is the force multiplier for data centers across the hybrid cloud, allowing customers to build thousands of containers and operate them its scale. And we've also announced open shift, and we've also announced azure open shift. Last night. Satya on this stage talked about that in depth. This is all about extending our goals of a common operating platform enabling applications across the hybrid cloud, regardless of whether you run it yourself or just consume it as a service. And with this flagship release, we are also introducing operators, which is the central, which is the central feature here. We talked about this work last year with the operator framework, and today we're not going to just show you today. We're not going to just show you open shift for we're going to show you operators running at scale operators that will do updates and patches for you, letting you focus more of your time and running your infrastructure and running running your business. We want to make all this easier and intuitive. So let's have a quick look at how we're doing. Just that >> painting. I know all of you have heard we're talking to pretend to new >> customers about the travel out. So new plan. Just open it up as a service been launched by this summer. Look, I know this is a big quest for not very big team. I'm open to any and all ideas. >> Please welcome back to the stage. Red Hat Global director of developer Experience burst Sutter with Jessica Forrester and Daniel McPherson. All right, we're ready to do some more now. Now. Earlier we showed you read Enterprise Clinic St running on lots of different hardware like this hardware you see right now And we're also running across multiple cloud providers. But now we're going to move to another world of Lennox Containers. This is where you see open shift four on how you can manage large clusters of applications from eggs limits containers across the hybrid cloud. We're going to see this is where suffer operators fundamentally empower human operators and especially make ups and Deb work efficiently, more efficiently and effectively there together than ever before. Rights. We have to focus on the stage right now. They're represent ops in death, and we're gonna go see how they reeled in application together. Okay, so let me introduce you to Dan. Dan is totally representing all our ops folks in the audience here today, and he's telling my ops, comfort person Let's go to call him Mr Ops. So Dan, >> thanks for with open before, we had a much easier time setting up in maintaining our clusters. In large part, that's because open shit for has extended management of the clusters down to the infrastructure, the diversity kinds of parent. When you take >> a look at the open ship console, >> you can now see the machines that make up the cluster where machine represents the infrastructure. Underneath that Cooper, Eddie's node open shit for now handles provisioning Andy provisioning of those machines. From there, you could dig into it open ship node and see how it's configured and monitor how it's behaving. So >> I'm curious, >> though it does this work on bare metal infrastructure as well as virtualized infrastructure. >> Yeah, that's right. Burn So Pa Journal nodes, no eternal machines and open shit for can now manage it all. Something else we found extremely useful about open ship for is that it now has the ability to update itself. We can see this cluster hasn't update available and at the press of a button. Upgrades are responsible for updating. The entire platform includes the nodes, the control plane and even the operating system and real core arrests. All of this is possible because the infrastructure components and their configuration is now controlled by technology called operators. Thes software operators are responsible for aligning the cluster to a desired state. And all of this makes operational management of unopened ship cluster much simpler than ever before. All right, I >> love the fact that all that's been on one console Now you can see the full stack right all way down to the bare metal right there in that one console. Fantastic. So I wanted to scare us for a moment, though. And now let's talk to Deva, right? So Jessica here represents our all our developers in the room as my facts. He manages a large team of developers here Red hat. But more importantly, she represents our vice president development and has a large team that she has to worry about on a regular basis of Jessica. What can you show us? We'LL burn My team has hundreds of developers and were constantly under pressure to deliver value to our business. And frankly, we can't really wait for Dan and his ops team to provisioned the infrastructure and the services that we need to do our job. So we've chosen open shift as our platform to run our applications on. But until recently, we really struggled to find a reliable source of Cooper Netease Technologies that have the operational characteristics that Dan's going to actually let us install through the cluster. But now, with operator, How bio, we're really seeing the V ecosystem be unlocked. And the technology's there. Things that my team needs, its databases and message cues tracing and monitoring. And these operators are actually responsible for complex applications like Prometheus here. Okay, they're written in a variety of languages, danceable, but that is awesome. So I do see a number of options there already, and preaches is a great example. But >> how do you >> know that one? These operators really is mature enough and robust enough for Dan and the outside of the house. Wilbert, Here we have the operator maturity model, and this is going to tell me and my team whether this particular operator is going to do a basic install if it's going to upgrade that application over time through different versions or all the way out to full auto pilot, where it's automatically scaling and tuning the application based on the current environment. And it's very cool. So coming over toothy open shift Consul, now we can actually see Dan has made the sequel server operator available to me and my team. That's the database that we're using. A sequel server. That's a great example. So cynics over running here in the cluster? But this is a great example for a developer. What if I want to create a new secret server instance? Sure, we're so it's as easy as provisioning any other service from the developer catalog. We come in and I can type for sequel server on what this is actually creating is, ah, native resource called Sequel Server, and you can think of that like a promise that a sequel server will get created. The operator is going to see that resource, install the application and then manage it over its life cycle, KAL, and from this install it operators view, I can see the operators running in my project and which resource is its managing Okay, but I'm >> kind of missing >> something here. I see this custom resource here, the sequel server. But where the community's resource is like pods. Yeah, I think it's cool that we get this native resource now called Sequel Server. But if I need to, I can still come in and see the native communities. Resource is like your staple set in service here. Okay, that is fantastic. Now, we did say earlier on, though, like many of our customers in the audience right now, you have a large team of engineers. Lost a large team of developers you gotta handle. You gotta have more than one secret server, right? We do one for every team as we're developing, and we use a lot of other technologies running on open shift as well, including Tomcat and our Jenkins pipelines and our dough js app that is gonna actually talk to that sequel server database. Okay, so this point we can kind of provisions, Some of these? Yes. Oh, since all of this is self service for me and my team's, I'm actually gonna go and create one of all of those things I just said on all of our projects, right Now, if you just give me a minute, Okay? Well, right. So basically, you're going to knock down No Jazz Jenkins sequel server. All right, now, that's like hundreds of bits of application level infrastructure right now. Live. So, Dan, are you not terrified? Well, I >> guess I should have done a little bit better >> job of managing guests this quota and historically just can. I might have had some conflict here because creating all these new applications would admit my team now had a massive back like tickets to work on. But now, because of software operators, my human operators were able to run our infrastructure at scale. So since I'm long into the cluster here as the cluster admin, I get this view of pods across all projects. And so I get an idea of what's happening across the entire cluster. And so I could see now we have four hundred ninety four pods already running, and there's a few more still starting up. And if I scroll to the list, we can see the different workloads Jessica just mentioned of Tomcats. And no Gs is And Jenkins is and and Siegel servers down here too, you know, I see continues >> creating and you have, like, close to five hundred pods running >> there. So, yeah, filters list down by secret server, so we could just see. Okay, But >> aren't you not >> running going around a cluster capacity at some point? >> Actually, yeah, we we definitely have a limited capacity in this cluster. And so, luckily, though, we already set up auto scale er's And so because the additional workload was launching, we see now those outer scholars have kicked in and some new machines are being created that don't yet have noticed. I'm because they're still starting up. And so there's another good view of this as well, so you can see machine sets. We have one machine set per availability zone, and you could see the each one is now scaling from ten to twelve machines. And the way they all those killers working is for each availability zone, they will. If capacities needed, they will add additional machines to that availability zone and then later effect fast. He's no longer needed. It will automatically take those machines away. >> That is incredible. So right now we're auto scaling across multiple available zones based on load. Okay, so looks like capacity planning and automation is fully, you know, handle this point. But I >> do have >> another question for year logged in. Is the cluster admin right now into the console? Can you show us your view of >> operator suffer operators? Actually, there's a couple of unique views here for operators, for Cluster admits. The first of those is operator Hub. This is where a cluster admin gets the ability to curate the experience of what operators are available to users of the cluster. And so obviously we already have the secret server operator installed, which which we've been using. The other unique view is operator management. This gives a cluster I've been the ability to maintain the operators they've already installed. And so if we dig in and see the secret server operator, well, see, we haven't set up for manual approval. And what that means is if a new update comes in for a single server, then a cluster and we would have the ability to approve or disapprove with that update before installs into the cluster, we'LL actually and there isn't upgrade that's available. Uh, I should probably wait to install this, though we're in the middle of scaling out this cluster. And I really don't want to disturb Jessica's application. Workflow. >> Yeah, so, actually, Dan, it's fine. My app is already up. It's running. Let me show it to you over here. So this is our products application that's talking to that sequel server instance. And for debugging purposes, we can see which version of sequel server we're currently talking to. Its two point two right now. And then which pod? Since this is a cluster, there's more than one secret server pod we could be connected to. Okay, I could see right there the bounder screeners they know to point to. That's the version we have right now. But, you know, >> this is kind of >> point of software operators at this point. So, you know, everyone in this room, you know, wants to see you hit that upgrade button. Let's do it. Live here on stage. Right, then. All >> right. All right. I could see where this is going. So whenever you updated operator, it's just like any other resource on communities. And so the first thing that happens is the operator pot itself gets updated so we actually see a new version of the operator is currently being created now, and what's that gets created, the overseer will be terminated. And that point, the new, softer operator will notice. It's now responsible for managing lots of existing Siegel servers already in the environment. And so it's then going Teo update each of those sickle servers to match to the new version of the single server operator and so we could see it's running. And so if we switch now to the all projects view and we filter that list down by sequel server, then we should be able to see us. So lots of these sickle servers are now being created and the old ones are being terminated. So is the rolling update across the cluster? Exactly a So the secret server operator Deploy single server and an H A configuration. And it's on ly updates a single instance of secret server at a time, which means single server always left in nature configuration, and Jessica doesn't really have to worry about downtime with their applications. >> Yeah, that's awesome dance. So glad the team doesn't have to worry about >> that anymore and just got I think enough of these might have run by Now, if you try your app again might be updated. >> Let's see Jessica's application up here. All right. On laptop three. >> Here we go. >> Fantastic. And yet look, we're We're into two before we're onto three. Now we're on to victory. Excellent on. >> You know, I actually works so well. I don't even see a reason for us to leave this on manual approval. So I'm going to switch this automatic approval. And then in the future, if a new single server comes in, then we don't have to do anything, and it'll be all automatically updated on the cluster. >> That is absolutely fantastic. And so I was glad you guys got a chance to see that rolling update across the cluster. That is so cool. The Secret Service database being automated and fully updated. That is fantastic. Alright, so I can see how a software operator doesn't able. You don't manage hundreds if not thousands of applications. I know a lot of folks or interest in the back in infrastructure. Could you give us an example of the infrastructure >> behind this console? Yeah, absolutely. So we all know that open shift is designed that run in lots of different environments. But our teams think that as your redhead over, Schiff provides one of the best experiences by deeply integrating the open chief Resource is into the azure console, and it's even integrated into the azure command line toll and the easy open ship man. And, as was announced yesterday, it's now available for everyone to try out. And there's actually one more thing we wanted to show Everyone related to open shit, for this is all so new with a penchant for which is we now have multi cluster management. This gives you the ability to keep track of all your open shift environments, regardless of where they're running as well as you can create new clusters from here. And I'll dig into the azure cluster that we were just taking a look at. >> Okay, but is this user and face something have to install them one of my existing clusters? >> No, actually, this is the host of service that's provided by Red hat is part of cloud that redhead that calm and so all you have to do is log in with your red hair credentials to get access. >> That is incredible. So one console, one user experience to see across the entire hybrid cloud we saw earlier with Red update. Right and red embers. Thank Satan. Now we see it for multi cluster management. But home shift so you can fundamentally see. Now the suffer operators do finally change the game when it comes to making human operators vastly more productive and, more importantly, making Devon ops work more efficiently together than ever before. So we saw the rich ice vehicle system of those software operators. We can manage them across the Khyber Cloud with any, um, shift instance. And more importantly, I want to say Dan and Jessica for helping us with this demonstration. Okay, fantastic stuff, guys. Thank you so much. Let's get Paul back out here >> once again. Thanks >> so much to burn his team. Jessica and Dan. So you've just seen how open shift operators can help you manage hundreds, even thousands of applications. Install, upgrade, remove nodes, control everything about your application environment, virtual physical, all the way out to the cloud making, making things happen when the business demands it even at scale, because that's where it's going to get. Our next guest has lots of experience with demand at scale. and they're using open source container management to do it. Their work, their their their work building a successful cloud, First platform and there, the twenty nineteen Innovation Award winner. >> Please welcome twenty nineteen Innovation Award winner. Cole's senior vice president of technology, Rich Hodak. >> How you doing? Thanks. >> Thanks so much for coming out. We really appreciate it. So I guess you guys set some big goals, too. So can you baby tell us about the bold goal? Helped you personally help set for Cole's. And what inspired you to take that on? Yes. So it was twenty seventeen and life was pretty good. I had no gray hair and our business was, well, our tech was working well, and but we knew we'd have to do better into the future if we wanted to compete. Retails being disrupted. Our customers are asking for new experiences, So we set out on a goal to become an open hybrid cloud platform, and we chose Red had to partner with us on a lot of that. We set off on a three year journey. We're currently in Year two, and so far all KP eyes are on track, so it's been a great journey thus far. That's awesome. That's awesome. So So you Obviously, Obviously you think open source is the way to do cloud computing. So way absolutely agree with you on that point. So So what? What is it that's convinced you even more along? Yeah, So I think first and foremost wait, do we have a lot of traditional IAS fees? But we found that the open source partners actually are outpacing them with innovation. So I think that's where it starts for us. Um, secondly, we think there's maybe some financial upside to going more open source. We think we can maybe take some cost out unwind from these big fellas were in and thirdly, a CZ. We go to universities. We started hearing. Is we interviewed? Hey, what is Cole's doing with open source and way? Wanted to use that as a lever to help recruit talent. So I'm kind of excited, you know, we partner with Red Hat on open shift in in Rail and Gloucester and active M Q and answerable and lots of things. But we've also now launched our first open source projects. So it's really great to see this journey. We've been on. That's awesome, Rich. So you're in. You're in a high touch beta with with open shift for So what? What features and components or capabilities are you most excited about and looking forward to what? The launch and you know, and what? You know what? What are the something maybe some new goals that you might be able to accomplish with with the new features. And yeah, So I will tell you we're off to a great start with open shift. We've been on the platform for over a year now. We want an innovation award. We have this great team of engineers out here that have done some outstanding work. But certainly there's room to continue to mature that platform. It calls, and we're excited about open shift, for I think there's probably three things that were really looking forward to. One is we're looking forward to, ah, better upgrade process. And I think we saw, you know, some of that in the last demo. So upgrades have been kind of painful up until now. So we think that that that will help us. Um, number two, A lot of our open shift workloads today or the workloads. We run an open shifts are the stateless apse. Right? And we're really looking forward to moving more of our state full lapse into the platform. And then thirdly, I think that we've done a great job of automating a lot of the day. One stuff, you know, the provisioning of, of things. There's great opportunity o out there to do mohr automation for day two things. So to integrate mohr with our messaging systems in our database systems and so forth. So we, uh we're excited. Teo, get on board with the version for wear too. So, you know, I hope you, Khun, we can help you get to the next goals and we're going to continue to do that. Thank you. Thank you so much rich, you know, all the way from from rail toe open shift. It's really exciting for us, frankly, to see our products helping you solve World War were problems. What's you know what? Which is. Really? Why way do this and and getting into both of our goals. So thank you. Thank you very much. And thanks for your support. We really appreciate it. Thanks. It has all been amazing so far and we're not done. A critical part of being successful in the hybrid cloud is being successful in your data center with your own infrastructure. We've been helping our customers do that in these environments. For almost twenty years now, we've been running the most complex work loads in the world. But you know, while the public cloud has opened up tremendous possibilities, it also brings in another type of another layer of infrastructure complexity. So what's our next goal? Extend your extend your data center all the way to the edge while being as effective as you have been over the last twenty twenty years, when it's all at your own fingertips. First from a practical sense, Enterprises air going to have to have their own data centers in their own environment for a very long time. But there are advantages of being able to manage your own infrastructure that expand even beyond the public cloud all the way out to the edge. In fact, we talked about that very early on how technology advances in computer networking is storage are changing the physical boundaries of the data center every single day. The need, the need to process data at the source is becoming more and more critical. New use cases Air coming up every day. Self driving cars need to make the decisions on the fly. In the car factory processes are using a I need to adapt in real time. The factory floor has become the new edge of the data center, working with things like video analysis of a of A car's paint job as it comes off the line, where a massive amount of data is on ly needed for seconds in order to make critical decisions in real time. If we had to wait for the video to go up to the cloud and back, it would be too late. The damage would have already been done. The enterprise is being stretched to be able to process on site, whether it's in a car, a factory, a store or in eight or nine PM, usually involving massive amounts of data that just can't easily be moved. Just like these use cases couldn't be solved in private cloud alone because of things like blatant see on data movement, toe address, real time and requirements. They also can't be solved in public cloud alone. This is why open hybrid is really the model that's needed in the only model forward. So how do you address this class of workload that requires all of the above running at the edge? With the latest technology all its scale, let me give you a bit of a preview of what we're working on. We are taking our open hybrid cloud technologies to the edge, Integrated with integrated with Aro AM Hardware Partners. This is a preview of a solution that will contain red had open shift self storage in K V M virtual ization with Red Hat Enterprise Lennox at the core, all running on pre configured hardware. The first hardware out of the out of the gate will be with our long time. Oh, am partner Del Technologies. So let's bring back burn the team to see what's right around the corner. >> Please welcome back to the stage. Red Hat. Global director of developer Experience burst Sutter with Kareema Sharma. Okay, We just how was your Foreign operators have redefined the capabilities and usability of the open hybrid cloud, and now we're going to show you a few more things. Okay, so just be ready for that. But I know many of our customers in this audience right now, as well as the customers who aren't even here today. You're running tens of thousands of applications on open chef clusters. We know that disappearing right now, but we also know that >> you're not >> actually in the business of running terminators clusters. You're in the business of oil and gas from the business retail. You're in a business transportation, you're in some other business and you don't really want to manage those things at all. We also know though you have lo latest requirements like Polish is talking about. And you also dated gravity concerns where you >> need to keep >> that on your premises. So what you're about to see right now in this demonstration is where we've taken open ship for and made a bare metal cluster right here on this stage. This is a fully automated platform. There is no underlying hyper visor below this platform. It's open ship running on bare metal. And this is your crew vanities. Native infrastructure, where we brought together via mes containers networking and storage with me right now is green mush arma. She's one of her engineering leaders responsible for infrastructure technologies. Please welcome to the stage, Karima. >> Thank you. My pleasure to be here, whether it had summit. So let's start a cloud. Rid her dot com and here we can see the classroom Dannon Jessica working on just a few moments ago From here we have a bird's eye view ofthe all of our open ship plasters across the hybrid cloud from multiple cloud providers to on premises and noticed the spare medal last year. Well, that's the one that my team built right here on this stage. So let's go ahead and open the admin console for that last year. Now, in this demo, we'LL take a look at three things. A multi plaster inventory for the open Harbor cloud at cloud redhead dot com. Second open shift container storage, providing convert storage for virtual machines and containers and the same functionality for cloud vert and bare metal. And third, everything we see here is scuba unit is native, so by plugging directly into communities, orchestration begin common storage. Let working on monitoring facilities now. Last year, we saw how continue native actualization and Q Bert allow you to run virtual machines on Cabinet is an open shift, allowing for a single converge platform to manage both containers and virtual machines. So here I have this dark net project now from last year behead of induced virtual machine running it S P darknet application, and we had started to modernize and continue. Arise it by moving. Parts of the application from the windows began to the next containers. So let's take a look at it here. I have it again. >> Oh, large shirt, you windows. Earlier on, I was playing this game back stage, so it's just playing a little solitaire. Sorry about that. >> So we don't really have time for that right now. Birds. But as I was saying, Over here, I have Visions Studio Now the window's virtual machine is just another container and open shift and the i d be service for the virtual machine. It's just another service in open shift open shifts. Running both containers and virtual machines together opens a whole new world of possibilities. But why stop there? So this here be broadened to come in. It is native infrastructure as our vision to redefine the operation's off on premises infrastructure, and this applies to all matters of workloads. Using open shift on metal running all the way from the data center to the edge. No by your desk, right to main benefits. Want to help reduce the operation casts And second, to help bring advance good when it is orchestration concept to your infrastructure. So next, let's take a look at storage. So open shift container storage is software defined storage, providing the same functionality for both the public and the private lads. By leveraging the operator framework, open shift container storage automatically detects the available hardware configuration to utilize the discs in the most optimal vein. So then adding my note, you don't have to think about how to balance the storage. Storage is just another service running an open shift. >> And I really love this dashboard quite honestly, because I love seeing all the storage right here. So I'm kind of curious, though. Karima. What kind of storage would you What, What kind of applications would you use with the storage? >> Yeah, so this is the persistent storage. To be used by a database is your files and any data from applications such as a Magic Africa. Now the A Patrick after operator uses school, been at this for scheduling and high availability, and it uses open shift containers. Shortest. Restore the messages now Here are on premises. System is running a caf co workload streaming sensor data on DH. We want toe sort it and act on it locally, right In a minute. A place where maybe we need low latency or maybe in a data lake like situation. So we don't want to send the starter to the cloud. Instead, we want to act on it locally, right? Let's look at the griffon a dashboard and see how our system is doing so with the incoming message rate of about four hundred messages for second, the system seems to be performing well, right? I want to emphasize this is a fully integrated system. We're doing the testing An optimization sze so that the system can Artoo tune itself based on the applications. >> Okay, I love the automated operations. Now I am a curious because I know other folks in the audience want to know this too. What? Can you tell us more about how there's truly integrated communities can give us an example of that? >> Yes. Again, You know, I want to emphasize everything here is managed poorly by communities on open shift. Right. So you can really use the latest coolest to manage them. All right. Next, let's take a look at how easy it is to use K native with azure functions to script alive Reaction to a live migration event. >> Okay, Native is a great example. If actually were part of my breakout session yesterday, you saw me demonstrate came native. And actually, if you want to get hands on with it tonight, you can come to our guru night at five PM and actually get hands on like a native. So I really have enjoyed using K. Dated myself as a software developer. And but I am curious about the azure functions component. >> Yeah, so as your functions is a function is a service engine developed by Microsoft fully open source, and it runs on top of communities. So it works really well with our on premises open shift here. Right now, I have a simple azure function that I already have here and this azure function, you know, Let's see if this will send out a tweet every time we live My greater Windows virtual machine. Right. So I have it integrated with open shift on DH. Let's move a note to maintenance to see what happens. So >> basically has that via moves. We're going to see the event triggered. They trigger the function. >> Yeah, important point I want to make again here. Windows virtue in machines are equal citizens inside of open shift. We're investing heavily in automation through the use of the operator framework and also providing integration with the hardware. Right, So next, Now let's move that note to maintain it. >> But let's be very clear here. I wanna make sure you understand one thing, and that is there is no underlying virtual ization software here. This is open ship running on bear. Meddle with these bare metal host. >> That is absolutely right. The system can automatically discover the bare metal hosts. All right, so here, let's move this note to maintenance. So I start them Internets now. But what will happen at this point is storage will heal itself, and communities will bring back the same level of service for the CAFTA application by launching a part on another note and the virtual machine belive my great right and this will create communities events. So we can see. You know, the events in the event stream changes have started to happen. And as a result of this migration, the key native function will send out a tweet to confirm that could win. It is native infrastructure has indeed done the migration for the live Ian. Right? >> See the events rolling through right there? >> Yeah. All right. And if we go to Twitter? >> All right, we got tweets. Fantastic. >> And here we can see the source Nord report. Migration has succeeded. It's a pretty cool stuff right here. No. So we want to bring you a cloud like experience, but this means is we're making operational ease a fuse as a top goal. We're investing heavily in encapsulating management knowledge and working to pre certify hardware configuration in working with their partners such as Dell, and they're dead already. Note program so that we can provide you guidance on specific benchmarks for specific work loads on our auto tuning system. >> All right, well, this is tow. I know right now, you're right thing, and I want to jump on the stage and check out the spare metal cluster. But you should not right. Wait After the keynote didn't. Come on, check it out. But also, I want you to go out there and think about visiting our partner Del and their booth where they have one. These clusters also. Okay, So this is where vmc networking and containers the storage all come together And a Kurban in his native infrastructure. You've seen right here on this stage, but an agreement. You have a bit more. >> Yes. So this is literally the cloud coming down from the heavens to us. >> Okay? Right here, Right now. >> Right here, right now. So, to close the loop, you can have your plaster connected to cloud redhead dot com for our insights inside reliability engineering services so that we can proactively provide you with the guidance through automated analyses of telemetry in logs and help flag a problem even before you notice you have it Beat software, hardware, performance, our security. And one more thing. I want to congratulate the engineers behind the school technology. >> Absolutely. There's a lot of engineers here that worked on this cluster and worked on the stack. Absolutely. Thank you. Really awesome stuff. And again do go check out our partner Dale. They're just out that door I can see them from here. They have one. These clusters get a chance to talk to them about how to run your open shift for on a bare metal cluster as well. Right, Kareema, Thank you so much. That was totally awesome. We're at a time, and we got to turn this back over to Paul. >> Thank you. Right. >> Okay. Okay. Thanks >> again. Burned, Kareema. Awesome. You know, So even with all the exciting capabilities that you're seeing, I want to take a moment to go back to the to the first platform tenant that we learned with rail, that the platform has to be developer friendly. Our next guest knows something about connecting a technology like open shift to their developers and part of their company. Wide transformation and their ability to shift the business that helped them helped them make take advantage of the innovation. Their Innovation award winner this year. Please, Let's welcome Ed to the stage. >> Please welcome. Twenty nineteen. Innovation Award winner. BP Vice President, Digital transformation. Ed Alford. >> Thanks, Ed. How your fake Good. So was full. Get right into it. What we go you guys trying to accomplish at BP and and How is the goal really important in mandatory within your organization? Support on everyone else were global energy >> business, with operations and over seventy countries. Andi. We've embraced what we call the jewel challenge, which is increasing the mind for energy that we have as individuals in the world. But we need to produce the energy with fuel emissions. It's part of that. One of our strategic priorities that we >> have is to modernize the whole group on. That means simplifying our processes and enhancing >> productivity through digital solutions. So we're using chlo based technologies >> on, more importantly, open source technologies to clear a community and say, the whole group that collaborates effectively and efficiently and uses our data and expertise to embrace the jewel challenge and actually try and help solve that problem. That's great. So So how did these heart of these new ways of working benefit your team and really the entire organ, maybe even the company as a whole? So we've been given the Innovation Award for Digital conveyor both in the way it was created and also in water is delivering a couple of guys in the audience poll costal and brewskies as he they they're in the team. Their teams developed that convey here, using our jail and Dev ops and some things. We talk about this stuff a lot, but actually the they did it in a truly our jail and develops we, um that enabled them to experiment and walking with different ways. And highlight in the skill set is that we, as a group required in order to transform using these approaches, we can no move things from ideation to scale and weeks and days sometimes rather than months. Andi, I think that if we can take what they've done on DH, use more open source technology, we contain that technology and apply across the whole group to tackle this Jill challenge. And I think that we use technologists and it's really cool. I think that we can no use technology and open source technology to solve some of these big challenges that we have and actually just preserve the planet in a better way. So So what's the next step for you guys at BP? So moving forward, we we are embracing ourselves, bracing a clothed, forced organization. We need to continue to live to deliver on our strategy, build >> over the technology across the entire group to address the jewel >> challenge and continue to make some of these bold changes and actually get into and really use. Our technology is, I said, too addresses you'LL challenge and make the future of our planet a better place for ourselves and our children and our children's children. That's that's a big goal. But thank you so much, Ed. Thanks for your support. And thanks for coming today. Thank you very much. Thank you. Now comes the part that, frankly, I think his best part of the best part of this presentation We're going to meet the type of person that makes all of these things a reality. This tip this type of person typically works for one of our customers or with one of with one of our customers as a partner to help them make the kinds of bold goals like you've heard about today and the ones you'll hear about Maura the way more in the >> week. I think the thing I like most about it is you feel that reward Just helping people I mean and helping people with stuff you enjoy right with computers. My dad was the math and science teacher at the local high school. And so in the early eighties, that kind of met here, the default person. So he's always bringing in a computer stuff, and I started a pretty young age. What Jason's been able to do here is Mohr evangelize a lot of the technologies between different teams. I think a lot of it comes from the training and his certifications that he's got. He's always concerned about their experience, how easy it is for them to get applications written, how easy it is for them to get them up and running at the end of the day. We're a loan company, you know. That's way we lean on accounting like red. That's where we get our support front. That's why we decided to go with a product like open shift. I really, really like to product. So I went down. The certification are out in the training ground to learn more about open shit itself. So my daughter's teacher, they were doing a day of coding, and so they asked me if I wanted to come and talk about what I do and then spend the day helping the kids do their coding class. The people that we have on our teams, like Jason, are what make us better than our competitors, right? Anybody could buy something off the shelf. It's people like him. They're able to take that and mold it into something that then it is a great offering for our partners and for >> customers. Please welcome Red Hat Certified Professional of the Year Jason Hyatt. >> Jason, Congratulations. Congratulations. What a what a big day, huh? What a really big day. You know, it's great. It's great to see such work, You know that you've done here. But you know what's really great and shows out in your video It's really especially rewarding. Tow us. And I'm sure to you as well to see how skills can open doors for for one for young women, like your daughters who already loves technology. So I'd liketo I'd like to present this to you right now. Take congratulations. Congratulations. Good. And we I know you're going to bring this passion. I know you bring this in, everything you do. So >> it's this Congratulations again. Thanks, Paul. It's been really exciting, and I was really excited to bring my family here to show the experience. It's it's >> really great. It's really great to see him all here as well going. Maybe we could you could You guys could stand up. So before we leave before we leave the stage, you know, I just wanted to ask, What's the most important skill that you'LL pass on from all your training to the future generations? >> So I think the most important thing is you have to be a continuous learner you can't really settle for. Ah, you can't be comfortable on learning, which I already know. You have to really drive a continuous Lerner. And of course, you got to use the I ninety. Maxwell. Quite. >> I don't even have to ask you the question. Of course. Right. Of course. That's awesome. That's awesome. And thank you. Thank you for everything, for everything that you're doing. So thanks again. Thank you. You know what makes open source work is passion and people that apply those considerable talents that passion like Jason here to making it worked and to contribute their idea there. There's back. And believe me, it's really an impressive group of people. You know you're family and especially Berkeley in the video. I hope you know that the redhead, the certified of the year is the best of the best. The cream of the crop and your dad is the best of the best of that. So you should be very, very happy for that. I also and I also can't wait. Teo, I also can't wait to come back here on this stage ten years from now and present that same award to you. Berkeley. So great. You should be proud. You know, everything you've heard about today is just a small representation of what's ahead of us. We've had us. We've had a set of goals and realize some bold goals over the last number of years that have gotten us to where we are today. Just to recap those bold goals First bait build a company based solely on open source software. It seems so logical now, but it had never been done before. Next building the operating system of the future that's going to run in power. The enterprise making the standard base platform in the op in the Enterprise Olympics based operating system. And after that making hybrid cloud the architecture of the future make hybrid the new data center, all leading to the largest software acquisition in history. Think about it around us around a company with one hundred percent open source DNA without. Throughout. Despite all the fun we encountered over those last seventeen years, I have to ask, Is there really any question that open source has won? Realizing our bold goals and changing the way software is developed in the commercial world was what we set out to do from the first day in the Red Hat was born. But we only got to that goal because of you. Many of you contributors, many of you knew toe open source software and willing to take the risk along side of us and many of partners on that journey, both inside and outside of Red Hat. Going forward with the reach of IBM, Red hat will accelerate. Even Mohr. This will bring open source general innovation to the next generation hybrid data center, continuing on our original mission and goal to bring open source technology toe every corner of the planet. What I what I just went through in the last hour Soul, while mind boggling to many of us in the room who have had a front row seat to this overto last seventeen plus years has only been red hats. First step. Think about it. We have brought open source development from a niche player to the dominant development model in software and beyond. Open Source is now the cornerstone of the multi billion dollar enterprise software world and even the next generation hybrid act. Architecture would not even be possible without Lennox at the core in the open innovation that it feeds to build around it. This is not just a step forward for software. It's a huge leap in the technology world beyond even what the original pioneers of open source ever could have imagined. We have. We have witnessed open source accomplished in the last seventeen years more than what most people will see in their career. Or maybe even a lifetime open source has forever changed the boundaries of what will be possible in technology in the future. And in the one last thing to say, it's everybody in this room and beyond. Everyone outside continue the mission. Thanks have a great sum. It's great to see it

>> live from Las Vegas. It's the queue covering del Technologies. World twenty nineteen. Brought to you by Del Technologies and its ecosystem partners. >> Welcome back to Las Vegas. Lisa Martin with John Ferrier. You're watching the Cube live at Del Technologies World twenty nineteen. This is our second full day of Double Cube set coverage. We've got a couple of we're gonna really cool conversation coming up for you. We've got Robbie Pender County, one of our alumni on the cue back as VP product management server solutions. Robbie, Welcome back. >> Thank you, Lisa. Much appreciated. >> And you brought some Hollywood? Yes. Glenn Glenn ER, president of Sony Innovation Studios. Glenn and welcome to the Cube. >> Thank you very much. It's great to be here. >> So you are love this intersection of Hollywood and technology. But you're a filmmaker. >> Yeah. I have been filming movies for many years. Uh, I started off making motion pictures for many years. Executive produced him and over so production for them at one of our movie labels called Screen Gems, which is part of Sony Pictures. >> Wait a tremendous amount of evolution of the creative process being really fueled by technology and vice versa. Sony Innovation Studios is not quite one year old. This is a really exciting venture. Tell us about that and and what the the impetus was to start this company. >> You know that the genesis for it was based out of necessity because I looked at a nice Well, you know, I love making movies were doing it for a long time. And the challenge of making good pictures is resource is and you never get enough money believing not you never get enough money and never get enough time. That's everybody's issue, particularly time management. And I thought, Well, you know, we got a pretty good technology company behind us. What if we looked inward towards technology to help us find solutions? And so innovation studios is born out of that idea on what was exciting about it was to know that we had, uh, invited partners to the game right here with Del so that we could make movies and television shows and commercials and even enterprise solutions leaning into state of the art and cutting edge technology. >> And what some of the work prize and you guys envision coming out this mission you mentioned commercials. TV is it going to be like an artist's studio actor? Ackerson Ball is Take us through what this is going to look like. How does it get billed out? >> I lean into my career as a producer. To answer that one and say is going to enable that's one of the greatest things about being a producer is enabling stories, uh, inspiring ideas to be Greenland. That may not have been able to be done so before. And there's a key reason why we can't do that, because one of our key technologies is what we call the volumetric image acquisition. That's a lot of words. You probably say. What the heck is that? But a volumetric image acquisition is our ability to capture a real world, this analog world and digitize it, bring it into our servers using the power of Del and then live in that new environment, which is now a virtual sets. And that virtual set is made out of billions and trillions in quadrillions of points, much like the matter around us. And it's a difference because many people use pixels, which is interpretation of like worry, using points which is representative of the world around us, so it's a whole revolutionary way of looking at it. But what it allows us to do is actually film in it in a thirty K moving volume. >> It's like a monster green screen for the world. Been away >> in a way, your your your your action around it because you have peril X so these cameras could be photographing us. And for all you know, we may not be here. Could be at stage seven at Innovation Studios and not physically here, but you couldn't tell it. If >> this is like cloud computing, we talking check world, you don't the provisional these resource is you just get what you want. This is Hollywood looking at the artistry, enabling faster, more agile storytelling. You don't need to go set up a town and go get the permit. All the all the heavy lifting you're shooting in this new digital realm. >> That's right. Exactly. Now I love going on location on. There's a lot to celebrate about going on location, but we can always get to that location. Think of all the locations that we want to be in that air >> base off limits. Both space, the one I >> haven't been, uh, but but on said I've been I've walked on virtual moons and I've walked on set moons. But what if we did a volumetric image acquisition of someone set off the moon? Now we have that, and then we can walk around it. Or what if there's a great club, a nightclub? This says guys want you shoot here, but we have performances Monday night, Tuesday night, Wednesday night there. You know they have a job. What if we grab that image, acquired it, and then you could be there anytime you want. >> Robbie, we could go for an hour here. This is just a great comic. I >> completely agree with you. >> The Cube. You could. You could sponsor a cube in this new world. We could run the Q twenty four seven. That's absolutely >> right. And we don't even have >> to talk about the relationship with Dale because on Del Technologies, because you're enabling new capabilities. New kind of artistry was just totally cool. Want to get back to the second? But you guys were involved. What's your role? How do you get involved? Tell the story about your >> John. I mean, first and foremost one of things that didn't Glendon mention is he's actually got about fifty movies to his credit. So the guy actually knows this stuff, so which is absolutely fantastic. So we said, How do you go take average to the next level? So what else is better than trying to work something out, wherein we together between what Glenn and Esteem does at the Sony Innovation Labs for Studio Sorry. And as in Dead Technologies could do is to try and actually stretch the boundaries of our technology to a next tent that when he talks about kazillion bytes of data right one followed the harmony of our zeros way have to be able to process the data quickly. We have to be able to go out and do their rendering. We probably have to go out and do whatever is needed to make a high quality movie, and that, I think, in a way, is actually giving us an opportunity to go back and test the boundaries of their technology. They're building, which we believe this is the first of its kind in the media industry. If we can go learn together from this experience, we can actually go ahead and do other things in other industries. To maybe, and we were just talking about how we could also take this. He's got his labs here in Los Angeles, were thinking maybe one of the next things we do based on the learnings we get, we probably could take it to other parts of the world. And if we are successful, we might even take it to other industries. What if we could go do something to help in this field of medicine? >> It's just thinking that, right? Yes. >> Think about it. Lisa, John. I mean, it's phenomenal. I mean, this is something Michael always talks about is how do we as del technologies help in progress in the human kind? And if this is something that we can learn from, I think it's going to be phenomenal. >> I think I think that's so interesting. Not only is that a good angle for Del Technologies, the thing that strikes me is the access toe artist trees, voices, new voices that may be missed in the prop the vetting process the old way. But, you know, you got to know where we're going. No, in the Venture Capital way seen this with democratization of seed labs and incubators, where, if you can create access to the story, tells on the artists we're gonna have one more exposure to people might have missed. But also as things change, like whether it's Ray Ray beaming and streaming, we saw in the gaming side to pull a metric or volumetric things. You're gonna have a better canvas, more paint brushes on the creative side and more. Artist. Is that the mission to get AC, get those artists in there? Is it? Is that part of the core mission submission? Because you're going to be essentially incubating new opportunities really fast. >> It's, uh, it's very important to me. Personally. I know it speaks of the values of both Sony and L. I like to call it the democratization of storytelling. You know, I've been very blessed again, a Hollywood producer, and we maybe curate a certain kind of movie, a certain kind of experience. But there's so many voices around the world that need to be hurt, and there are so many stories that otherwise can't be enabled. Imagine a story that perhaps is a unique >> special voice but requires distance. It requires five disparate locations Perhaps it's in London, Piccadilly Circus and in Times Square. And perhaps it's overto Abu Dhabi on DH Libya somewhere because that's part of the story. We can now collapse geography and bring those locations to a central place and allow a story to be told that may not otherwise have been able to be created. And that's vital to the fabric of storytelling worldwide's >> going change the creative process to you don't have to have that waterfall kind of mentality like we don't talk about intact. You're totally distributed content, decentralized, potentially the creative process going change with all the tools and also the visual tools. >> That's right. It's >> almost becoming unlimited. >> You wanted to be unlimited. You want the human spirit to be unlimited. You want to be able to elevate people on. That's the great thing about what we're trying to achieve and will achieve. >> It is your right. I mean, it is interesting, you know, we were just talking about this, too. Uh, we're in, you know, as an example. Shock tank. Yes, right. I mean, they obviously did it. The filming and stuff, and then they don't have the access. Let's say to the right studio. But the fact is, they had all this done. Andi, you know, they had all the rendering they had captured. Already done. You could now go out and do your chute without having all the space you needed. >> That's right. In the case of Shark Tank, which shoots a Sony Pictures studios, they knew they had a real estate issue. The fact of the matter is, there's a limited amount of sound stages around the world. They needed to sound stages and only had access to one. So we went in and we did a volumetric image acquisition of their exit interview stage. They're set. And then when it came time to shoot the second half a season ten, one hundred contestants went into a virtual set and were filmed in that set. And the funny thing is, one of the guys in the truck you know how you have the camera trucks and, you know, off offstage, he leaned into the mike. Is that you guys, could you move that plant a couple inches to the left and somebody said, Uh, I don't think we can do it right now, he said, We're on a movie lot. You could move a plant. They said No, it's physically not there. We're on innovation studios goes Oh, that's right. It's virtual mind. >> So he was fooled. >> He was pulled. In a way, we're >> being hashing it out within a team. When we heard about some of the things you know Glenn and Team are doing is think about this. If you have to teach people when we are running short of doctors, right? Yeah, if you could. With this technology and the learnings that come from here, if you could go have an expert surgeon do surgery once you're captured, it would be nice. Just imagine, to take that learning, go to the new surgeons of the future and trained them and so they can get into the act without actually doing it. So my point and all this is this is where I think we can take technology, that next level where we can not only learn from one specific industry, but we could potentially put it to human good in terms of what we could to and not only preparing the next of doctors, but also take it to the next level. >> This was a great theme to Michael Dell put out there about these new kinds of use case is that the time is now to do before. Maybe you could get there technology, but maybe aspirational. Hey, let's do it. I could see that, Glenn, I want to ask you specifically. The time is now. This is all kind of coming together. Timing's pretty good. It's only gonna get better. It's gonna be good Tech, Tech mojo Coming for the creative side. Where were we before? Because I can almost imagine this is not a new vision for you. Probably seen it now that this house here now what was it like before for, um and compare contrast where you were a few years ago, maybe decades. Now what's different? Why? Why is this so important >> for me? There's a fundamental change in how we can create content and how we can tell stories. It used to be the two most expensive words in the movie TV industry were what if today that the most important words to me or what if Because what if we could collapse geography? What if we could empower a new story? Technology is at a place where, if we can dream it. Chances are we can make it a reality. We're changing the dynamics of how we may content. He used to be lights, action camera. I think it's now lights, action, compute power action, you know, is that kind of difference. >> That is an amazing vision. I think society now has opportunities to kind of take that from distance learning to distance connections, the distance sharing experiences, whether it's immersion, virtual analog face, the face could really be powerful. Yeah, >> and this is not even a year old. >> That's right. >> So if you look at your your launch, you said, I think let june fourth twenty eighteen. What? Where do you go from here? I mean, like we said, this is like, unlimited possibilities. But besides putting Robbie in the movie, naturally, Yes, of course I have >> a star here >> who? E. >> So I got to say he's got star power. >> What's what's next year? Exactly? >> Very exciting. I will say we have shark tank Thie Advanced Imaging Society gives an award for being the first volume met you set ever put out on the airwaves. Uh, for that television show is a great honor. We have already captured uh, men in black. We captured a fifty thousand square foot stage that had the men in black headquarters has been used for commercials to market the film that comes out this June. We have captured sets where television shows >> and in hopes, that they got a second season and one television show called up and said, Guys, we got the second season so they don't have to go back to what was a very expensive set and a beautiful set >> way captured that set. It reminds me of a story of productions and a friend of mine said, which is every year. The greatest gift I have is building a beautiful set and and to me, the biggest challenges. When I say, remember that sent you built four years ago? I need that again. Now you can go >> toe. It's hard to replicate the exact set. You capture it digitally. It lives. >> That's exactly it. >> And this is amazing. I mean, I'd love to do a cube set into do ah, like a simulcast. Virtually. >> So. This is the next thing John and Lisa. You guys could be sitting anywhere going forward >> way. You don't have to be really sitting here >> you could be doing. What do you have to do? And, you know, you got everything rendered >> captured. We don't have to come to Vegas twenty times a year. >> We billed upset once. You >> know you want to see you here believing that So I'LL take that >> visual is a really beautiful thing. So if we can with hologram just seeing people doing conscious with Hollywood. Frank Zappa just did a concert hologram concert, but bringing real people and from communities around the world where the localization diversity right into a content mixture is just so powerful. >> Actually, you said something very interesting, John, which is one of the other teams to which is, if you have a globally connected society and he wanted try and personalize it to that particular nation ethnicity group. You can do that easily now because you can probably pop in actors from the local area with the same. Yeah, think about it. >> It's surely right. >> There's a cascade of transformations that that this is going Teo to generate. I mean just thinking of how different even acting schools and drama schools will be well, teaching people how to behave in these virtual environments, right? >> How to immerse themselves in these environments. And we have tricks up our sleeves that Khun put the actor in that moment through projection mapping and the other techniques that allow filmmakers and actors to actually understand the world. They're about to stepped in rather than a green screen and saying, OK, there's going to be a creature over here is gonna be blue Water falls over there will actually be able to see that environment because that environment will exist before they step on the stage. >> Well, great job the Del Partnership. On my final question, Glenn, free since you're awesome and got a great vision so smart, experienced, I've been really thinking a lot about how visualization and artistry are coming together and how disciplines silo disciplines like music. They do great music, but they're not translating to the graphics. It was just some about Ray tracing and the impact with GP use for an immersive experiences, which we're seeing on the client side of the house. It del So you got the back and stuff you metrics. And so, as artist trees, the next generation come up. This is now a link between the visual that audio the storytelling. It's not a siloed. >> It is not >> your I want to get your vision on. How do you see this playing out and your advice for young artists? That might be, you know, looked as country. What do you know? That's not how we do it. >> Well, the beautiful thing is that there are new ways to tell stories. You know, Hollywood has evolved over the last century. If you look at the studios and still exist, they have all evolved, and that's why they do exist. Great storytellers evolved. We tell stories differently, so long as we can emotionally relate to the story that's being told. I say, Do it in your own voice. The cinematic power is among us. We're blessed that when we look back, we have that shared experience, whether it's animate from Japan or traditional animation from Walt Disney everybody, she shares a similar history. Now it's opportunity to author our new stories, and we can do that and physical assets and volumetric assets and weaken blend the real and the unreal. With the compute power. The world is our oyster. >> Wow, >> What a nice >> trap right there. >> Exactly. That isn't my job. The transformation of of Hollywood. What it's really like the tip of the iceberg. Unlimited story potential. Thank you, Glenn. Thank you. This has been a fascinating cannot wait to hear, See and feel and touch What's next for Sony Animation studios With your technology power, we appreciate your time. >> Thank you. Thank you both. Which of >> our pleasure for John Carrier? I'm Lisa Martin. You're watching the Cube lie from Del Technologies World twenty nineteen We've just wrapped up Day two we'LL see you tomorrow.

>> Narrator: Live from Las Vegas, it's theCUBE covering Informatica World 2018, brought to you by Informatica. >> Welcome back, everyone, this is theCube, exclusive coverage of Informatica World 2018, live in Las Vegas at the Venetian Ball Room here. I'm John Furrier, the host of theCUBE, analyst here at theCUBE, with Peter Burris, analyst and also my co-host these past two days. Our next guest is Bruce Chizen, who is the executive chairman of Informatica, one of the leaders of the company. Great to have you back, good to see you. >> Good, great to be here, guys. >> It's like an annual pilgrimage. We get together here, and hear the perspective. Also, we had Jerry Held on yesterday, board member, very senior in the industry. You guys are legends. You've been there, done that. You've seen how many waves, how many waves have you seen? >> Yeah, I was just sharing with somebody, I was at Microsoft in 1983, so I guess I go back a little while. >> You've seen a lot of waves. Okay, so this wave is interesting, because we were talking about the keynote and talking about the timing of how data, super important, there's no debate on the role of data, but timing in the industry, you got cloud, multi-cloud, you've got things like containerization, Kubernetes, you're starting to see that microservices model appear. The role of virtualization is not as prominent as it once was, given what's happening in the stack, but certainly, data is super-strategic. GDPR, this Friday, goes into action. So, shot across the bow with GDPR, data at the center. Explain the phenomenon. >> Yeah, so, look, what's happening is, more data is being generated today than ever before. I think Anil Chakravarthy, CEO, said this morning during his keynote, it's increasing twofold every six months. It's just an amazing amount of data that's occurring, both through data warehouses, as well as realtime data through things like IoT and other streaming types of mechanisms, and at the same time, every enterprise in the world is trying to figure out how to transform this business, leveraging that data, and that data exists across so many different platforms, whether it's on-premise, whether it's the cloud, whether it's a combination of both, whether it's multiple clouds. So, trying to homogenize all this data, or to be able to capture it and get it usable in one place for analytics, for decision making, is an incredible task. Fortunately, it plays into Informatica's strength. >> I want to get your thoughts on two dimensions to that, because I agree, that's all happening, but you add the pressure to scale with the cloud, okay, that is a huge deal, okay, as well as, build then new applications faster. So, this pressure, not just to kind of get it right in the data, you got to scale with the cloud, so there's a lot of big things being built out. >> Yeah, and it's not as simple as the cloud, it's the combination of leveraging on-premise workflows with the cloud, with new applications or new workflows, and how do you make sure you have data integrity between those two environments? And I'll add another layer to it, most enterprises don't want to be held hostage to one cloud infrastructure provider, and what you are seeing is, those enterprises leveraging multiple cloud infrastructures. So, between the data that's on-premise, the data that might be residing in Azure, data that might be residing in AWS, trying to make sure that there's one view of this data, and that it's secure, it's cleansed, it's of high quality, is a greater task than ever before. >> So, Bruce, let me build on that and see if you agree with this. It sounds to what you're suggesting is that we've got all this data, it's growing very fast, but we have to be able to do two things to it. We have to be able to organize it, and we have to turn it into objects or things that have business value so that we can generate returns on it, appreciable increasing returns on it. Is that kind of the centerpiece of what we're talking about here at Informatica World? >> Absolutely, and if you look at the quick success of the enterprise data catalog that was launched last year and the number of customers that have already adopted the platform, which really is a catalog of the metadata that sits across the data across the entire enterprise. The fact that so many customers have adopted a 1.O product that quickly is validation that they want to be able to leverage and take advantage of all of this data that's sitting in thousands and thousands of different entities within their own enterprise. >> So with your experience, you think the adoption's greater than what you've seen, but put it in comparison, compare the magnitude of that adoption. >> We expected a handful of customers to adopt it in the first year, we have hundreds of customers that have adopted it in the first year. >> John: So, well over the forecast. >> Well over our forecast. >> Well, they bought it. Are they adopting and changing the practices, evolving their organizations, imagining new ways of generating work, as a consequence of being able to discover and apply data faster? >> They know they want to analyze their data. They want to use tools like Power BI, tools like Tableau. What they haven't been able to do is use those tools as effectively as they would have liked to, 'cause they didn't a mechanism to capture all that data or to view all that data across their entire enterprise. The other challenge they had was there was no data integrity that existed, because the data in one repository was different than the data in a different repository. To be able to have one view of that data means that the information that they're analyzing is accurate, which didn't exist before. >> Alright, so what's next? That's table, not table stakes, but the first low-hanging fruit. Value proposition is, okay, I get a sense of the metadata, where is everything, so that's check. >> Yeah, so, there's two things in my mind, one is making sure that we make it easy for them to use any of the cloud platforms. So today, the company announced their relationship with Microsoft, with Azure, with Informatica's IPaaS running natively on Azure, in addition to what already exists with Amazon AWS. The second thing is to continue to add AI capability to that metadata, so instead of a person having to navigate and collect all of that information, is to use intelligence to be able to make sense of-- >> John: Machines. >> Machines. >> Streaming the data in faster, handling the volume. >> And being able to throw out garbage and use only what's really-- >> That's what I want to push you on, so everybody said, oh, we're going to apply AI, but they don't say what the AI is going to do, and I think specifically, as it relates to MDM, as it relates to catalogs, replaces some of these other things, it's identifying patterns, identifying inconsistencies in data objects, it's identifying how it feeds different workflows commonly. That kind of stuff. Are there other things that we're really trying to apply this AI to to improve data quality, data consistency, data flows, usability? >> It's going to do all of that, which is what was, it required a human to do in the past. In addition, as the machine, as the AI engine or the machine learns, the ability to do this more quickly is going to become apparent. So, with this massive amount of data being exposed, the last thing you want to do is to have the decision maker being slowed down. So AI is just going to speed it up significantly. >> Bruce, talk about the state of the company. Obviously, we've had Bruce on, we tried to get a little teaser out of him on what's going on with the board level, stock option, grants, so on and so forth. I'm only kidding. Obviously a valuable company, we've been watching it and covering you guys and pointing out, actually earlier on than others, the benefits of the data. Certainly it's become a very valuable private company. Once public, now private. You were involved in that journey, outcome for an offering soon, or bankers must be licking their chops, prospects, not saying when are they going public, I don't want to ask that question, but there's obviously a trajectory. What's the company's position, vis-à-vis the financial health and growth? >> Informatica will be one of those rare instances in the world of private equity, where a sponsor has come in and decided on a growth model top line revenue versus bottom line profitability. >> You mean shedding the parts? >> Shedding the parts, really squeezing the company for maintenance revenue, for cash. What Permira and CPP, the two investors, have done has really helped the company to continue to focus on growth. So, when we look at R&D expenditures, they're close to 200 million dollars, which is well above industry average as a percentage of revenue. >> So they came in to build the company. >> Came in to build it, and more importantly, grow it. It's exceeded our expectations, haven't determined a timeline to go public, there is a possibility you could see an offering sometime in 2019. >> And we talked with also Jerry and others yesterday about this notion of timing, right? Timing's everything in life. You couldn't ask for a better time to be the Switzerland, or whatever domicile you want to call that's neutral to multiple platforms. Certainly, the data layers' a nice position, you've got companies like NetApp underneath, having a nice layer, storage, so you've got the data fabric there, you guys are playing across multiple clouds. This makes it a unique opportunity. Now, why is this time for being the Switzerland of data important, and how should customers look at this timing of the movement for Informatica vis-à-vis the industry trend? >> Yeah, enterprises want to make sure they don't get held hostage to any one vendor. That happened in the past with the likes of an SAP for ERP. They don't want to fall into that trap. They want to be able to move their workflows between Azure, between AWS, between Oracle, and continue to have legacy workflows on-premise where necessary. So, they want someone, they want a provider who's going to provide them with a solution that's not biased and is not going to show any preference towards any one provider. Many years ago, I had the privilege of being the CEO of Adobe, and if you think about it, PDF, Acrobat, was the Swiss solution, or the Switzerland of documents. And the reason why PDF became so popular and became the standard was because nobody was comfortable with .DOC being that solution. The same is true-- >> Because of the incompatibility of the operating systems? >> .DOC, two reasons, one is nobody wanted to be held hostage to Microsoft, they already felt uncomfortable with Windows and Office. >> Ended up becoming hostage to Microsoft anyway, but that's all good. >> And, at the same time, .DOC showed preference towards a Microsoft environment. >> Peter: And it was the wrong technology. >> And it didn't work across platform. >> Exactly. >> In the case of Informatica, Informatica is the only scaled provider in the data business that has a solution that works across all environments, all vendors, all providers, hybrid, on-premise, cloud, multiple infrastructure providers. >> So, my summary of what everything you said Bruce is that Informatica today is a company that's going to help you organize your data, so you can put more data to work. >> Absolutely. >> Alright, Bruce, thanks for coming on. Great to see you, always a pleasure. We've got to do it again in the studio in Palo Alto, get you in, get some information out of you on what's going on with the public offering. (Bruce laughs) Great company, congratulations, it's been a fun ride, I can't wait to hear all the war stories when it's all said and done, great job. Switzerland of data here. At Informatica World, it's theCUBE, out in the open, sharing you the data here in Las Vegas. More live coverage, stay with us, Be right back. (techno music)