>>Here you are new. Welcome back to the cubes. Continuing coverage of AWS reinvent 2021 live from Las Vegas. Lisa Martin, with John farrier, John, we have two live sets. There's a dueling set right across from us two remote studios over 100 guests on the cube at AWS reinvent 2021. Been great. We've had great conversations. We're talking about the next generation of cloud innovation and we're pleased to welcome one of our alumni back to the program. Lisa Bernays here, the CEO and co-founder of D L Z P group. Lisa. Welcome. >>Hi, thank you. I appreciate the opportunity to be here with you and John. It's a great opportunity >>And John's lucky he gets to lease us for the price of London. One second. Talk to me about da DLDP. This is a woman and minority owned company. Congratulations. That's awesome. But talk to us about your organization and then we'll kind of dig into your partnership with AWS. >>Sure. So DLC P group, we found it in 2012. Um, and for us, we were at the time we were just looking for a way to offer a value added service to our customers. We wanted to always make sure that we were giving them the best quality, but what I also wanted to do is I wanted to create an environment for my employees, where they felt valued, and we kind of built these core values back then about respect, flat hierarchy, um, team, team learning, mentorship, and we incorporated, so everybody can do this remotely from around the world. So we've always made sure that our employees and customers are getting the best value. >>Well, what kind of customers, what target market, what kind of customers do you guys work with? >>Well, we've actually made sure that we're diverse. We make sure that we have 50% in public sector and 50% in private sector, but it's been very, very interesting journey for us because once we started one sec, like we started with cities and then a number of cities started contacting us to do more business. So it's always been this hurdle to make sure we're diverse enough to make sure we offer the best solutions. >>And you jumped in with AWS back in 2012 when most folks were still to your point. I saw your interview earlier this summer, thinking about Amazon as a bookstore, why a debit? What did you see as the opportunity back in 2012 with them? >>Well, when we first heard about AWS, my first thought is, well, it's amazon.com. What is AWS? And then once we started talking to them, we saw the capabilities and the potential there. We saw what it could do. So we partnered with them to actually have the first working PeopleSoft customer on AWS. So that's a large ERP application and that helped build the foundation to prove what could actually run on the cloud. And since then, we've been able to prove so much more about the technology and what AWS is accomplishing. >>Was it a hard sell back in the day? >>It was a little bit hard, but it was interesting because we were speaking with one of our customers they're on premise and they're like, well, you know, we're going to have to re do a whole data center. We're talking about millions of dollars. We don't really have the budget to redo this. And that's when we're like, well, we have this great partnership with Amazon. We think this would be the perfect opportunity to let you try the cloud and see how successful it was. >>At least I want to point out you got your, one of the Pathfinders that Adams Leschi pointed out because back in 2012, getting PeopleSoft onto the cloud, which is really big effort, but that's what everyone's doing now. I just saw the news here. SAP is running their application on graviton too, right? So you start to see and public sector during the pandemic, we saw a ton of connect. So you were really on this whole ERP. ERP is our big applications. It's not small, but now it's, everyone's kind of going that way. What's the current, uh, you feel how you feel about that one? And what's the current update relative to the kind of projects you got going on? >>Well, we've, we've evolved quite a bit. I mean, PeopleSoft is always going to be in our DNA. A lot of my employees are ex or Oracle employees. They have developed a lot of the foundations for PeopleSoft, but since then, like we've worked with serverless technology when that was released a number of years ago, we, we asked our team, okay, AWS just talked about Lambda, serverless technology, go figure out what is the best solution. We ended up running ours, our website serverless. We were one of the first. And from that, we brought our website costs down from hundreds of dollars to pennies a month. So it's a huge savings. And then we started, um, about two years ago, we spoke with our utility company. Um, there were saying how with machine learning, they were only going to be able to get a 75% accuracy for their wind turbines. And we said, well, let us take a shot at it. We have some great solutions on AWS that we think might work. We were able to redo their algorithm using AWS cloud native tools, open source data to get a 97 to 99% accuracy on a daily basis. And that saves them millions of dollars each day. >>Don's right. And as Adam was saying with some of the folks, customers, he was highlighting on main stage the other day, you are a Pathfinder. How did you get the confidence? Especially as a female minority owned business. I'd love to just get maybe for some of those younger viewers out there. How did you get the confidence to, you know what? I think we can do this. >>I think for me, I, I, I don't like to take no for an answer. There's always a solution. So we're always looking at technology, seeing how we can use it to get a better answer. >>What do you think about reinvent this year? A lot of goodies here every year, there's always new creative juices flowing because it's a learning conference, but it's also feels like a futuristic kind of conference. What's your take this year? >>I don't know if you happen to attend midnight madness when they were talking about robotics and the future with that. I mean, we've been talking about that for a number of years of what could be created with robotics. Like even my son back in middle school was talking about creating a robot Butler. He just, everybody knows what the future is. And it's so great that we finally have the foundation in technology to be able to create these >>Well, if you're someone that doesn't like to say, no, does your son actually have a robot Butler these >>Days? He's still working on it. >>That's a good answer to say, Hey, sorry, your mom's not going to be there to get the robot. The latency thing. This is the robot. First of all, we'd love the robotics, I think is huge. We just had George on who's the fraught PM for ECE to edge and late, the wavelength stuff looks really promising for the robotics stuff. Super exciting. >>Yes. We can't wait to start playing with it more. I mean, it's something that our team has been dabbling. We spent probably about 30% of our time on R and D. So we're looking at the future and what we can invent next because >>You guys can affect such dramatic changes for customers. You talked about that wind turbine customer going from 75% accuracy to 97, 90 8%. Where are your customer conversations? Cause that's, is, are they at the C level with showing organizations that dramatic reduction in costs and workforce productivity increased that they can get? >>We talk with everyone it's it could be the solution architect. It could be an intern. It could, and we're just sharing our ideas with them. And we also talk with the C level. Um, it's just, it's everybody is interested in and they have different, different ideas that they want to share. So with the solution architect, we can share with them the code and how we're going to architect it. While the C level, we just pointed out black and white, this is your cost. Now this is what your cost is going to be. And everybody is happy. They, they jump on board with it. >>Lisa, you mentioned 30% R and D by the way, it's awesome. By the way, that's well above most averages, what are you working on? Because I totally think companies should have a big R and D play around budget, get a sandbox, going get some tinkering. Cause you never know where the real discoveries we had. David Brown who runs NC to nitro, came out of a card on the network. So you'd never know where the next innovation comes from. What's the, what are you guys doing for R and D? What's the fun projects are what endeavors. >>So there's two of them. One is actually a product, which is a little bit out of our comfort zone, but we're, we're, we're looking to develop something that will be able to help, um, NASA. So that's the goal where, you know, we've been working on it since they released their ma their mission to Mars projection. So it's something that we're very passionate about, but then we're also building a software. Uh, we've been working on it for about three years now and we actually have two customers prototyping it. So we're hoping to be able to launch it to the public within the next year. >>You mentioned NASA and I just about jumped out of my chair. That was my first job out of grad school was really the space program. Can you tell us a little bit more about what you're helping them do? I love how forward-thinking that they are, obviously they always have been, but tell me a little bit more about that. >>So I can't share too much because it's one of those things is a common sense thing. Once you think about a little bit more, it's kind of like why didn't anybody never think about this? So we're using new technology and old technology together to combine the solution. >>Ooh, I can't wait to learn more. Talk to us about these. Think big for small business TB SB program at AWS. How long have you guys been a part of that and what is it enabling? What is it going to enable you to do in 2022? So >>The think big for small business program was the brainchild is Sandy Carter. And I am always, always going to be grateful to her. Um, I met with her in 2019. I shared her journey, our journey with her about how we started out being a premier partner and then over time, because there's so many other partners, we were downgraded. And because just because we're a small business, and even if I had every employee, even my admin staff certified, we would never have enough employees to be to the next level, even though we had the customers, the references. So she listened to us and other small businesses and created the program. And it's been a great opportunity for us because we're, we're gaining access to capital, you know, funding for opportunities. We're getting resources for training. So it, for us, it's been a huge advantage. >>It sounds like a part of that AWS flywheel that we always talk about. John Sandy Carter being one of our famous Cuba alumni. She was just on yesterday with you. Okay. >>And there's so many opportunities for all businesses because you can, you can tackle these problems. You don't have to be a large partner. You can have specialty in AI works really well in these specialized environments. And even technically single-threaded multithreaded applications, which is a technical CS term is actually better to have a single threaded. If you have too many cores, it's actually bad technically. So the world's changing like big time on how technology. So I'm a huge fan of the program. And I think like it's just one of those things where people can get it from cloud and be successful. >>Yes. And that's the goal. I mean, there is so much opportunity in the cloud and we bring interns on all the time, just so they can learn. And what, what resonated with me the most was we brought a high school senior in, he goes, I was with you guys for three months. I learned more in three months, I did four years of high school. And he's like, you set me up for the future. >>Oh my gosh. If there's not validation for you doing in that statement alone. My goodness. Well, you know, some of the things that, that are so many exciting announcements that have come out of this reinvent, so great to be back in person one. Um, but also, you know, being able to help AWS customers become data companies. Because as we were been talking about the last couple of days, every company has to be a data company. You gotta figure it out. If you're, if you haven't by now, there's a competitor right back here, who's ready to take your spot. Talk to us about what excites you about enabling companies to become data companies as we head into 2020. >>Well, for us, everybody has so much data nowadays. You know, I mean even think about cell phones, how much data is stored in that. So each device has so much information, but what do you do with it? So it's great because a lot of these companies are trying to figure out what, how can we use this data to prove that improve the experience for our customers? So that's where we've been coming in and showing them, okay, well, you can take that data. You look at Lisa and John cell phone. You see that they, they love to look up where they're going to go on their next vacation. You can start creating algorithms to make sure that they get the best experience one for the next vacation to make sure it's not a won't Rob the bank. >>Awesome. And going on vacation tomorrow. So I'll be, I'll be expecting some help from you on that. It's been great to have you on the program. Yeah. Congratulations on the success, the partnership, and where can folks go if if young or old years are watching and are interested in working with you, it's the website where they, where can they go to learn more >>Information? So they can go to D L Z P group.com >>DLZ P group.com. Awesome. Lisa, thanks so much for coming back on the program. Great >>To see you. Thank you so much. All >>Right. For John furrier, I'm Lisa Martin and you're watching the cube, the global leader in live tech coverage.

(bright upbeat music) >> Hello everyone, and welcome to the special exclusive CUBE Conversation, where we continue our coverage of the trends of the database market. With me is Nipun Agarwal, who's the vice president, MySQL HeatWave in advanced development at Oracle. Nipun, welcome. >> Thank you Dave. >> I love to have technical people on the Cube to educate, debate, inform, and we've extensively covered this market. We were all over the Snowflake IPO and at that time I remember, I challenged organizations bring your best people. Because I want to better understand what's happening at Database. After Oracle kind of won the Database wars 20 years ago, Database kind of got boring. And then it got really exciting with the big data movement, and all the, not only SQL stuff coming out, and Hadoop and blah, blah, blah. And now it's just exploding. You're seeing huge investments from many of your competitors, VCs are trying to get into the action. Meanwhile, as I've said many, many times, your chairman and head of technology, CTO, Larry Ellison, continues to invest to keep Oracle relevant. So it's really been fun to watch and I really appreciate you coming on. >> Sure thing. >> We have written extensively, we talked to a lot of Oracle customers. You get the leading mission critical database in the world. Everybody from Fortune 100, we evaluated what Gardner said about the operational databases. I think there's not a lot of question there. And we've written about that on WikiBound about you're converged databases, and the strategy there, and we're going to get into that. We've covered Autonomous Data Warehouse Exadata Cloud at Customer, and then we just want to really try to get into your area, which has been, kind of caught our attention recently. And I'm talking about the MySQL Database Service with HeatWave. I love the name, I laugh. It was an unveiled, I don't know, a few months ago. So Nipun, let's start the discussion today. Maybe you can update our viewers on what is HeatWave? What's the overall focus with Oracle? And how does it fit into the Cloud Database Service? >> Sure Dave. So HeatWave is a in-memory query accelerator for the MySQL Database Service for speeding up analytic queries as well as long running complex OLTP queries. And this is all done in the context of a single database which is the MySQL Database Service. Also, all existing MySQL applications or MySQL compatible tools and applications continue to work as is. So there is no change. And with this HeatWave, Oracle is delivering the only MySQL service which provides customers with a single unified platform for both analytic as well as transaction processing workloads. >> Okay, so, we've seen open source databases in the cloud growing very rapidly. I mentioned Snowflake, I think Google's BigQuery, get some mention, we'll talk, we'll maybe talk more about Redshift later on, but what I'm wondering, well let's talk about now, how does MySQL HeatWave service, how does that compare to MySQL-based services from other cloud vendors? I can get MySQL from others. In fact, I think we do. I think we run WikiBound on the LAMP stack. I think it's running on Amazon, but so how does your service compare? >> No other vendor, like, no other vendor offers this differentiated solution with an open source database namely, having a single database, which is optimized both for transactional processing and analytics, right? So the example is like MySQL. A lot of other cloud vendors provide MySQL service but MySQL has been optimized for transaction processing so when customs need to run analytics they need to move the data out of MySQL into some other database for any analytics, right? So we are the only vendor which is now offering this unified solution for both transactional processing analytics. That's the first point. Second thing is, most of the vendors out there have taken open source databases and they're basically hosting it in the cloud. Whereas HeatWave, has been designed from the ground up for the cloud, and it is a 100% compatible with MySQL applications. And the fact that we have designed it from the ground up for the cloud, maybe I'll spend 100s of person years of research and engineering means that we have a solution, which is very, very scalable, it's very optimized in terms of performance, and it is very inexpensive in terms of the cost. >> Are you saying, well, wait, are you saying that you essentially rewrote MySQL to create HeatWave but at the same time maintained compatibility with existing applications? >> Right. So we enhanced MySQL significantly and we wrote a whole bunch of new code which is brand new code optimized for the cloud in such a manner that yes, it is 100% compatible with all existing MySQL applications. >> What does it mean? And if I'm to optimize for the cloud, I mean, I hear that and I say, okay, it's taking advantage of cloud-native. I hear kind of the buzzwords, cloud-first, cloud-native. What does it specifically mean from a technical standpoint? >> Right. So first, let's talk about performance. What we have done is that we have looked at two aspects. We have worked with shapes like for instance, like, the compute shapes which provide the best performance for dollar, per dollar. So I'll give you a couple of examples. We have optimized for certain shifts. So, HeatWave is in-memory query accelerator. So the cost of the system is dominated by the cost. So we are working with chips which provide the cheapest cost per terabyte of memory. Secondly, we are using commodity cloud services in such a manner that it's in-optimized for both performance as well as performance per dollar. So, example is, we are not using any locally-attached SSDs. We use ObjectStore because it's very inexpensive. And then I guess at some point I will get into the details of the architecture. The system has been really, really designed for massive scalability. So as you add more compute, as you add more service, the system continues to scale almost perfectly linearly. So this is what I mean in terms of being optimized for the cloud. >> All right, great. >> And furthermore, (indistinct). >> Thank you. No, carry on. >> Over the next few months, you will see a bunch of other announcements where we're adding a whole bunch of machine learning and data driven-based automation which we believe is critical for the cloud. So optimized for performance, optimized for the cloud, and machine learning-based automation which we believe is critical for any good cloud-based service. >> All right, I want to come back and ask you more about the architecture, but you mentioned some of the others taking open source databases and shoving them into the cloud. Let's take the example of AWS. They have a series of specialized data stores and, for different workloads, Aurora is for OLTP I actually think it's based on MySQL Redshift which is based on ParAccel. And so, and I've asked Amazon about this, and their response is, actually kind of made sense to me. Look, we want the right tool for the right job, we want access to the primitives because when the market changes we can change faster as opposed to, if we put, if we start building bigger and bigger databases with more functionality, it's, we're not as agile. So that kind of made sense to me. I know we, again, we use a lot, we use, I think I said MySQL in Amazon we're using DynamoDB, works, that's cool. We're not huge. And I, we fully admit and we've researched this, when you start to get big that starts to get maybe expensive. But what do you think about that approach and why is your approach better? >> Right, we believe that there are multiple drawbacks of having different databases or different services, one, optimized for transactional processing and one for analytics and having to ETL between these different services. First of all, it's expensive because you have to manage different databases. Secondly, it's complex. From an application standpoint, applications need, now need to understand the semantics of two different databases. It's inefficient because you have to transfer data at some PRPC from one database to the other one. It's not secure because there is security aspects involved when your transferring data and also the identity of users in the two different databases is different. So it's, the approach which has been taken by Amazons and such, we believe, is more costly, complex, inefficient and not secure. Whereas with HeatWave, all the data resides in one database which is MySQL and it can run both transaction processing and analytics. So in addition to all the benefits I talked about, customers can also make their decisions in real time because there is no need to move the data. All the data resides in a single database. So as soon as you make any changes, those changes are visible to customers for queries right away, which is not the case when you have different siloed specialized databases. >> Okay, that, a lot of ways to skin a cat and that what you just said makes sense. By the way, we were saying before, companies have taken off the shelf or open source database has shoved them in the cloud. I have to give Amazon some props. They actually have done engineering to Aurora and Redshift. And they've got the engineering capabilities to do that. But you can see, for example, in Redshift the way they handle separating compute from storage it's maybe not as elegant as some of the other players like a Snowflake, for example, but they get there and they, maybe it's a little bit more brute force but so I don't want to just make it sound like they're just hosting off the shelf in the cloud. But is it fair to say that there's like a crossover point? So in other words, if I'm smaller and I'm not, like doing a bunch of big, like us, I mean, it's fine. It's easy, I spin it up. It's cheaper than having to host my own servers. So there's, presumably there's a sweet spot for that approach and a sweet spot for your approach. Is that fair or do you feel like you can cover a wider spectrum? >> We feel we can cover the entire spectrum, not wider, the entire spectrum. And we have benchmarks published which are actually available on GitHub for anyone to try. You will see that this approach you have taken with the MySQL Database Service in HeatWave, we are faster, we are cheaper without having to move the data. And the mileage or the amount of improvement you will get, surely vary. So if you have less data the amount of improvement you will get, maybe like say 100 times, right, or 500 times, but smaller data sizes. If you get to lots of data sizes this improvement amplifies to 1000 times or 10,000 times. And similarly for the cost, if the data size is smaller, the cost advantage you will have is less, maybe MySQL HeatWave is one third the cost. If the data size is larger, the cost advantage amplifies. So to your point, MySQL Database Service in HeatWave is going to be better for all sizes but the amount of mileage or the amount of benefit you will get increases as the size of the data increases. >> Okay, so you're saying you got better performance, better cost, better price performance. Let me just push back a little bit on this because I, having been around for awhile, I often see these performance and price comparisons. And what often happens is a vendor will take the latest and greatest, the one they just announced and they'll compare it to an N-1 or an N-2, running on old hardware. So, is, you're normalizing for that, is that the game you're playing here? I mean, how can you, give us confidence that this is easier kind of legitimate benchmarks in your GitHub repo. >> Absolutely. I'll give you a bunch of like, information. But let me preface this by saying that all of our scripts are available in the open source in the GitHub repo for anyone to try and we would welcome feedback otherwise. So we have taken, yes, the latest version of MySQL Database Service in HeatWave, we have optimized it, and we have run multiple benchmarks. For instance, TBC-H, TPC-DS, right? Because the amount of improvement a query will get depends upon the specific query, depends upon the predicates, it depends on the selectivity so we just wanted to use standard benchmarks. So it's not the case that if you're using certain classes of query, excuse me, benefit, get them more. So, standard benchmarks. Similarly, for the other vendors or other services like Redshift, we have run benchmarks on the latest shapes of Redshift the most optimized configuration which they recommend, running their scripts. So this is not something that, hey, we're just running out of the box. We have optimized Aurora, we have optimized (indistinct) to the best and possible extent we can based on their guidelines, based on their latest release, and that's what you're talking about in terms of the numbers. >> All right. Please continue. >> Now, for some other vendors, if we get to the benchmark section, we'll talk about, we are comparing with other services, let's say Snowflake. Well there, there are issues in terms of you can't legally run Snowflake numbers, right? So there, we have looked at some reports published by Gigaom report. and we are taking the numbers published by the Gigaom report for Snowflake, Google BigQuery and as you'll see maps numbers, right? So those, we have not won ourselves. But for AWS Redshift, as well as AWS Aurora, we have run the numbers and I believe these are the best numbers anyone can get. >> I saw that Gigaom report and I got to say, Gigaom, sometimes I'm like, eh, but I got to say that, I forget the guy's name, he knew what he was talking about. He did a good job, I thought. I was curious as to the workload. I always say, well, what's the workload. And, but I thought that report was pretty detailed. And Snowflake did not look great in that report. Oftentimes, and they've been marketing the heck out of it. I forget who sponsored it. It is, it was sponsored content. But, I did, I remember seeing that and thinking, hmm. So, I think maybe for Snowflake that sweet spot is not, maybe not that performance, maybe it's the simplicity and I think that's where they're making their mark. And most of their databases are small and a lot of read-only stuff. And so they've found a market there. But I want to come back to the architecture and really sort of understand how you've able, you've been able to get this range of both performance and cost you talked about. I thought I heard that you're optimizing the chips, you're using ObjectStore. You're, you've got an architecture that's not using SSD, it's using ObjectStore. So this, is their cashing there? I wonder if you could just give us some details of the architecture and tell us how you got to where you are. >> Right, so let me start off saying like, what are the kind of numbers we are talking about just to kind of be clear, like what the improvements are. So if you take the MySQL Database Service in HeatWave in Oracle Cloud and compare it with MySQL service in any other cloud, and if you look at smaller data sizes, say data sizes which are about half a terabyte or so, HeatWave is 400 times faster, 400 times faster. And as you get to... >> Sorry. Sorry to interrupt. What are you measuring there? Faster in terms of what? >> Latency. So we take TCP-H 22 queries, we run them on HeatWave, and we run the same queries on MySQL service on any other cloud, half a terabyte and the performance in terms of latency is 400 times faster in HeatWave. >> Thank you. Okay. >> If you go to a lot of other data sites, then the other data point of view, we're looking at say something like, 4 TB, there, we did two comparisons. One is with AWS Aurora, which is, as you said, they have taken MySQL. They have done a bunch of innovations over there and we are offering it as a premier service. So on 4 TB TPC-H, MySQL Database Service with HeatWave is 1100 times faster than Aurora. It is three times faster than the fastest shape of Redshift. So Redshift comes in different flavors some talking about dense compute too, right? And again, looking at the most recommended configuration from Redshift. So 1100 times faster that Aurora, three times faster than Redshift and at one third, the cost. So this where I just really want to point out that it is much faster and much cheaper. One third the cost. And then going back to the Gigaom report, there was a comparison done with Snowflake, Google BigQuery, Redshift, Azure Synapse. I wouldn't go into the numbers here but HeatWave was faster on both TPC-H as well as TPC-DS across all these products and cheaper compared to any of these products. So faster, cheaper on both the benchmarks across all these products. Now let's come to, like, what is the technology underneath? >> Great. >> So, basically there are three parts which you're going to see. One is, improve performance, very good scale, and improve a lower cost. So the first thing is that HeatWave has been optimized and, for the cloud. And when I say that, we talked about this a bit earlier. One is we are using the cheapest shapes which are available. We're using the cheapest services which are available without having to compromise the performance and then there is this machine learning-based automation. Now, underneath, in terms of the architecture of HeatWave there are basically, I would say, four key things. First is, HeatWave is an in-memory engine that a presentation which we have in memory is a hybrid columnar representation which is optimized for vector process. That's the first thing. And that's pretty table stakes these days for anyone who wants to do in-memory analytics except that it's hybrid columnar which is optimized for vector processing. So that's the first thing. The second thing which starts getting to be novel is that HeatWave has a massively parallel architecture which is enabled by a massively partitioned architecture. So we take the data, we read the data from MySQL into the memory of the HeatWave and we massively partition this data. So as we're reading the data, we're partitioning the data based on the workload, the sizes of these partitions is such that it fits in the cache of the underlying processor and then we're able to consume these partitions really, really fast. So that's the second bit which is like, massively parallel architecture enabled by massively partitioned architecture. Then the third thing is, that we have developed new state-of-art algorithms for distributed query processing. So for many of the workloads, we find that joints are the long pole in terms of the amount of time it takes. So we at Oracle have developed new algorithms for distributed joint processing and similarly for many other operators. And this is how we're being able to consume this data or process this data, which is in-memory really, really fast. And finally, and what we have, is that we have an eye for scalability and we have designed algorithms such that there's a lot of overlap between compute and communication, which means that as you're sending data across various nodes and there could be like, dozens of of nodes or 100s of nodes that they're able to overlap the computation time with the communication time and this is what gives us massive scalability in the cloud. >> Yeah, so, some hard core database techniques that you've brought to HeatWave, that's impressive. Thank you for that description. Let me ask you, just to go to quicker side. So, MySQL is open source, HeatWave is what? Is it like, open core? Is it open source? >> No, so, HeatWave is something which has been designed and optimized for the cloud. So it can't be open source. So any, it's not open service. >> It is a service. >> It is a service. That's correct. >> So it's a managed service that I pay Oracle to host for me. Okay. Got it. >> That's right. >> Okay, I wonder if you could talk about some of the use cases that you're seeing for HeatWave, any patterns that you're seeing with customers? >> Sure, so we've had the service, we had the HeatWave service in limited availability for almost 15 months and it's been about five months since we have gone G. And there's a very interesting trend of our customers we're seeing. The first one is, we are seeing many migrations from AWS specifically from Aurora. Similarly, we are seeing many migrations from Azure MySQL we're migrations from Google. And the number one reason customers are coming is because of ease of use. Because they have their databases currently siloed. As you were talking about some for optimized for transactional processing, some for analytics. Here, what customers find is that in a single database, they're able to get very good performance, they don't need to move the data around, they don't need to manage multiple databaes. So we are seeing many migrations from these services. And the number one reason is reduce complexity of ease of use. And the second one is, much better performance and reduced costs, right? So that's the first thing. We are very excited and delighted to see the number of migrations we're getting. The second thing which we're seeing is, initially, when we had the service announced, we were like, targeting really towards analytics. But now what are finding is, many of these customers, for instance, who have be running on Aurora, when they are moving from MySQL in HeatWave, they are finding that many of the OLTP queries as well, are seeing significant acceleration with the HeatWave. So now customers are moving their entire applications or, to HeatWave. So that's the second trend we're seeing. The third thing, and I think I kind of missed mentioning this earlier, one of the very key and unique value propositions we provide with the MySQL Database Service in HeatWave, is that we provide a mechanism where if customers have their data stored on premise they can still leverage the HeatWave service by enabling MySQL replication. So they can have their data on premise, they can replicate this data in the Oracle Cloud and then they can run analytics. So this deployment which we are calling the hybrid deployment is turning out to be very, very popular because there are customers, there are some customers who for various reasons, compliance or regulatory reasons cannot move the entire data to the cloud or migrate the data to the cloud completely. So this provides them a very good setup where they can continue to run their existing database and when it comes to getting benefits of HeatWave for query acceleration, they can set up this replication. >> And I can run that on anyone, any available server capacity or is there an appliance to facilitate that? >> No, this is just standard MySQL replication. So if a customer is running MySQL on premise they can just turn off this application. We have obviously enhanced it to support this inbound replication between on-premise and Oracle Cloud with something which can be enabled as long as the source and destination are both MySQL. >> Okay, so I want to come back to this sort of idea of the architecture a little bit. I mean, it's hard for me to go toe to toe with the, I'm not an engineer, but I'm going to try anyway. So you've talked about OLTP queries. I thought, I always thought HeatWave was optimized for analytics. But so, I want to push on this notion because people think of this the converged database, and what you're talking about here with HeatWave is sort of the Swiss army knife which is great 'cause you got a screwdriver and you got Phillips and a flathead and some scissors, maybe they're not as good. They're not as good necessarily as the purpose-built tool. But you're arguing that this is best of breed for OLTP and best of breed for analytics, both in terms of performance and cost. Am I getting that right or is this really a Swiss army knife where that flathead is really not as good as the big, long screwdriver that I have in my bag? >> Yes, so, you're getting it right but I did want to make a clarification. That HeatWave is definitely the accelerator for all your queries, all analytic queries and also for the long running complex transaction processing inquiries. So yes, HeatWave the uber query accelerator engine. However, when it comes to transaction processing in terms of your insert statements, delete statements, those are still all done and served by the MySQL database. So all, the transactions are still sent to the MySQL database and they're persistent there, it's the queries for which HeatWave is the accelerator. So what you said is correct. For all query acceleration, HeatWave is the engine. >> Makes sense. Okay, so if I'm a MySQL customer and I want to use HeatWave, what do I have to do? Do I have to make changes to my existing applications? You applied earlier that, no, it's just sort of plugs right in. But can you clarify that. >> Yes, there are absolutely no changes, which any MySQL or MySQL compatible application needs to make to take advantage of HeatWave. HeatWave is an in-memory accelerator and it's completely transparent to the application. So we have like, dozens and dozens of like, applications which have migrated to HeatWave, and they are seeing the same thing, similarly tools. So if you look at various tools which work for analytics like, Tableau, Looker, Oracle Analytics Cloud, all of them will work just seamlessly. And this is one of the reasons we had to do a lot of heavy lifting in the MySQL database itself. So the MySQL database engineering team was, has been very actively working on this. And one of the reasons is because we did the heavy lifting and we meet enhancements to the MySQL optimizer in the MySQL storage layer to do the integration of HeatWave in such a seamless manner. So there is absolutely no change which an application needs to make in order to leverage or benefit from HeatWave. >> You said earlier, Nipun, that you're seeing migrations from, I think you said Aurora and Google BigQuery, you might've said Redshift as well. Do you, what kind of tooling do you have to facilitate migrations? >> Right, now, there are multiple ways in which customers may want to do this, right? So the first tooling which we have is that customers, as I was talking about the replication or the inbound replication mechanism, customers can set up heat HeatWave in the Oracle Cloud and they can send the data, they can set up replication within their instances in their cloud and HeatWave. Second thing is we have various kinds of tools to like, facilitate the data migration in terms of like, fast ingestion sites. So there are a lot of such customers we are seeing who are kind of migrating and we have a plethora of like, tools and applications, in addition to like, setting up this inbound application, which is the most seamless way of getting customers started with HeatWave. >> So, I think you mentioned before, I have my notes, machine intelligence and machine learning. We've seen that with autonomous database it's a big, big deal obviously. How does HeatWave take advantage of machine intelligence and machine learning? >> Yeah, and I'm probably going to be talking more about this in the future, but what we have already is that HeatWave uses machine learning to intelligently automate many operations. So we know that when there's a service being offered in the cloud, our customers expect automation. And there're a lot of vendors and a lot of services which do a good job in automation. One of the places where we're going to be very unique is that HeatWave uses machine learning to automate many of these operations. And I'll give you one such example which is provisioning. Right now with HeatWave, when a customer wants to determine how many nodes are needed for running their workload, they don't need to make a guess. They invoke a provisioning advisor and this advisor uses machine learning to sample a very small percentage of the data. We're talking about, like, 0.1% sampling and it's able to predict the amount of memory with 95% accuracy, which this data is going to take. And based on that, it's able to make a prediction of how many servers are needed. So just a simple operation, the first step of provisioning, this is something which is done manually across, on any of the service, whereas at HeatWave, we have machine learning-based advisor. So this is an example of what we're doing. And in the future, we'll be offering many such innovations as a part of the MySQL Database and the HeatWave service. >> Well, I've got to say I was skeptic but I really appreciate it, you're, answering my questions. And, a lot of people when you made the acquisition and inherited MySQL, thought you were going to kill it because they thought it would be competitive to Oracle Database. I'm happy to see that you've invested and figured out a way to, hey, we can serve our community and continue to be the steward of MySQL. So Nipun, thanks very much for coming to the CUBE. Appreciate your time. >> Sure. Thank you so much for the time, Dave. I appreciate it. >> And thank you for watching everybody. This is Dave Vellante with another CUBE Conversation. We'll see you next time. (bright upbeat music)

(upbeat music) >> From the Silicon Valley Media Office in Boston Massachusetts, it's theCUBE. Now here's your host, Dave Vellante. >> Hello everyone, and welcome to this exclusive CUBE conversation. Here's the setup. The storage industry has been drowning in complexity for years. Companies like Pure Storage and Nutanix, you know they reached escape velocity last decade, primarily because they really understood well how to deliver great products, that were simpler to use. But as we enter the 2020's, virtually every player in the storage business is trying to simplify it's portfolio. And the mandate is coming from customers, that are under huge pressure to operationalize and bring to market their major digital initiatives. They simply can't spend time managing infrastructure that the way they used to. They have to reallocate resources up the stack, so to speak to more strategic efforts. Now, as you know post the acquisition of EMC by Dell, we have followed closely, and been reporting on their efforts to manage the simplification of the storage portfolio under the leadership of Jeff Clark. IBM is one of those leading companies, along with Dell EMC, NetApp, and HPE that are under tremendous pressure to continue to simplify their respective portfolios. IBM as a company, has declared the dawn of a new era. They call it Chapter II of Digital and AI. Whereas, the company claims it's all about scaling and moving from experimentation to transformation. Chapter II, I will tell you unquestionably is not about humans managing complex storage infrastructure. Under the leadership of General Manager, Ed Walsh, the companies storage division has aligned with this Chapter II vision, and theCUBE has been able to secure an exclusive interview with Ed, who joins me today. Great to see you my friend. >> Thanks very much for having me. >> So, you're very welcome. And you heard my narrative. How did we get here? How did the industry get so complex? >> I like the way you kicked it off, because I think you nailed it. It's just how the storage industry has always been. And there was a reason for it twenty years ago, but it's almost, it's run its course, and I could tell you what were now seeing, but everyone there's always a difference between high end solutions sets, and low end solution sets. In fact their different, there's custom silicon on the high end. So think about EMC Matrix in the day, it was the ultimate custom hardware and software combination. And then the low end storage, well it didn't have any of that. And then there's a mid tier. But we actually, everything is based upon it. So you think about the right availability, the right price port, feature function, availability features. It made sense that you had to have that unique thing. So, what's happened is, we're all doing sustaining innovation. So we're all coming out with the next high end array for you. EMC's next one is Hashtag, Next Generation storage, right, mid-range. So they're going to redo their midrange. And then low end, but they never come together, and this is where the complexity is, you're nailing it. So no one is a high end or a low end shop, they basically use it all, but what they're having to do, is they have to manage and understand each one of those platforms. How to maintain it, it's kind of specialized. How to report on it, how to automate, each the automation requirements are different, but different API to actually automate it. Now the minute you say, now help me modernize that and bring me to a hybrid multi-cloud, now you're doing kind of a complex thing over multiple ways, and against different platforms, which are all completely different. And the key thing is, in the past it made sense to a have high end silicon with high end software, and it made sense. And different low end, and basically, because of some of the innovation we've driven, no longer do you have to do that. There's one platform that allows you to have one platform to meet those different requirements, and dramatically simplify what you're doing for enterprises. >> So, we're going to talk a little bit more about what you guys are announcing. But how do you know when you get there, to this land of simple? >> One it's hard to get there, we can talk about that too. But it's a, when a client, so we just had a call this morning with our board advisor for storage, our division. And they're kind of the bigs of the bigs. Up on the need, more on the high end side, just so you know the sample size. But literally, in the discussion we were talking about the platform simplification, how do you get to hybrid cloud, what we're going to do with the cyber incident response type of capabilities have resiliency. And literally in the call they are already emailing their team, saying we need to do something more strategic, we need to do that, we need to look at this holistically. They love the simplicity. Everything we just went through, they can't do anymore. Especially in Chapter II, it's about modernizing your existing mission critical enterprises, and then put them in the context of Hybrid multi-cloud. That's hard, you can't do it with all these different platforms, so they're looking for, let me spend less. Like you said, to get my team to do up-stack things, they definitely don't want to be managing different disparate storage organizations. They want to move forward and use that freed up resource to do other things, so. When I see big companies literally jumping at it, and giving the example. You know I want to talk about the cyber resiliency thing, I've had four of those this week. That's exactly what we need to have done, so it's just, I haven't had a conversation yet that clients aren't actually excited about this, and it's actually pretty straightforward. >> So I'll give you the benefit of the doubt, and again we'll get there, but assuming your there. Why do you think it took you so long? You kind of mentioned it's hard. >> So, transformations are never easy, and typically whoever is the transformation engine, gets shot in the back of the head, right. So it's really hard to get teams to do something different. So imagine every platform, EMC has nine now, right. So it is through acquisition of others, you have VP's, you know. VP of development, offering and maybe sales, and then you have whole teams, where you have founders you've acquired. So you have real people, that they love their platform, and there's no way they're going to give it up. They always come up with the next generation, and how it's going to solve all ills, but it's a people transformation. How do you get we're going to take three and say, hey, it's one platform. Now to do that it's a operational transformation challenge. It's actually driving the strategy, you don't do it in matter of a week, there's development to make sure that you can actually meet all the different use cases, that will take you literally years to do, and have a new platform. But, I think it's just hard to do. Now, anyone that's going to do that, let's say you know EMC or HP wants to do it. They're going to have to do the same thing we did, which is going to take them years of development. But also, it's managing that transition and the people involved, or the founders you've acquired, or it just it's amazing. In fact, it's the most wonderful part of my job is dealing with people, but it can frustrate you. >> So we've seen this over the years, look at NetApp, right with waffle, it was one size fits all for years, but they just couldn't cover all markets. And then they were faced with TAM expansion, of course now the portfolio expands. Do you think -- >> And now they have three and -- >> And David Scott at HPE, Storage VP at the time used to talk about how complex EMC's portfolio was, and you see HPE has to expand the portfolio. >> We all did, including IBM. >> Do you think Pure will have to face the same sort of -- >> We are seeing Pure with three, right. And that's without the file, so I'm just talking about what we do for physical, virtual, and container workloads and cloud. If you start going to what we're going to scale up to object we all have our own there too. And I'm not even counting the three to get to that. So you see Pure doing the exact the same thing, because they are trying to expand their TAM. And you have to do some basic innovation to have a platform actually meet the requirements, of the high end requirements, the mid range, and the entry level requirements. It's not just saying, I'm going to have one, you're actually have to do a lot of development to do it. >> All right, let's get to the news. What are you guys announcing? >> So basically, we're announcing a brand new, a dramatic simplification of our distributed storage. So, everything for non-Z. If you're doing physical boxes, bare metal, Linux. You're doing virtual environments, VMware environments, hyper-V, Power VM, or if you're doing container workloads or into the cloud. Our platforms are now one. One software, one API to manage. But we're going to actually, we're going to do simplification without compromise. We're going to give you want you need. You're going to need an entry level packaging, midrange and high end, but it's going to be one software allows you to meet every single price requirement and functionality. And we'll be able to do some surprises on the upside for what we're bringing out to you, because we believe in value in automation. We can up the value we bring to our clients, but also dramatically take out the cost complexity. But one thing we're getting rid of, is saying the need, the requirement to have a different hardware software platform for high end, midrange and low end. It's one hardware and software platform that gets you across all those. And that's where you get a dramatic simplification. >> So same OS? >> Same OS? >> Normally, you'd do, you'd optimize the code for the high end, midrange and low end. Why are you able to address all three with one OS? How are you able to do that? >> It took us three and half years, it was actually, I will talk about a couple innovation pieces. So, on the high end you have customized silicon, we did, everyone does, we had a Texas Memory Systems acquisition. It was the flash drawer 2U, about 375 TB, uncompressed de dup, pretty big chunky, you had to buy big chunks. So it was on the high end. >> That was the unit of granularity, right. >> But it gave you great value, but also you had great performance, latency better than you get in NVMe today, before NVMe. But you get inline compression, encryption, so it was wonderful. But it was really ultra high end. What we did was we took that great custom silicon, and we actually made it onto what it looks like a custom, or to be a standard NVMe SSD. So you take a Samsung NVMe, or a WD and you compare it to what we call our flash core module. They look the same and they go interchangeably into the NVMe standard slot. But what's in there is the same silicon, that was on this ultra high end box. So we can give the high end, exactly what we've did before. Ultra low latency, better than NVMe, but also you can get inline compression de dup and the were leveling, and the stuff that you expect in the custom silicon level. But we can take this same NVMe drive and we can put it in our lowest end model. Average sale price $15,000. Allows you to literally, no compromise on the high end, but have unbelievable surprises on the midrange and the low end, where now we can get the latency and the performance and all those benefits, to be honest on a much lower box. >> Same functionality? >> Same functionality, so you lose nothing. Now that took a lot of work, that wasn't easy. You're talking about people, there was roadmaps that had to be changed. We had to know that we were going to do that, and stick to our guns. But that'll be one. Other things is, you know you're going to get some things on the upside that you're not expecting, right. Because it's custom silicon, right, I might have a unique price performance. But also cost advantages, so I'm going to have best price performance or density across the whole product line. But also, I'm going to do things like, on the high end you used to unbelievable operational resiliency. Two site, three site, hyper-swap, you know two boxes that would act like one. Have a whole outage, or a site outage and you don't really miss a transaction, or multi-sites. But we're going to be able to do that on the low end and the midrange as well. Cyber resiliency is a big deal. So I talked about Operational Resiliency. It's very different coming back when it's cyber. But cyber incident response becomes key, so we're going to give you special capabilities there which are not available for anyone in the industry. But is cyber incident response only a high end thing, or is it a low end thing. No, it's across everywhere. So I think we're going to shock on the upside a lot of it, was the development to make sure the code stack, but also the hardware, we can at least say no compromise if you want entry-level. I'm going to meet anyone at that mote. In fact, because the features of it, I'm able to compete at an unfair level against everyone on the low end. So you say, midrange and high end, but you're not losing anything because your losing the custom silicon. >> So let's come back to the cyber piece, what exactly is that? >> All right, so, listen, this is not for data breaches. So if a data breach happens, they steal your database or they steal your customer name, you have to report to, you know you have to let people know. But it's typically than I call the storage guy and say hey, solve it. It was stolen at a different level. Now the ones that doesn't hit the media, but happens all the time actually more frequently. And it definitely, gets called down to the operations team and the storage team is for cyber or malicious code. They've locked up your system. Now they didn't steal data, so it's not something you have to report. So what happens is call comes down, and you don't know when they got you. So it's an iterative process, you have to literally find the box, bring up, maybe it's Wednesday, oh, bring it up, give it to application group, nope, it's there. Bring up Tuesday... it's an iterative process. >> It's like drilling for oil, a 100 years ago, nope, not it, drill another hole. >> So what happens is, if it's cyber without the right tools, you use your backup, one of our board advisors, literally major bank, I had four of those, I'll give you one. It took me 33 hours to bring back a box. It was a large database 30 TB, 33 hours. Now why did you backup, why didn't he use his primary storage against DR copies of everything. Well they didn't have the right tool sets, so what we were able to do is, tape is great for this air gap, but it takes time to restore and come back up and running. The modern day protection we have like Veeam or Cohesity allows the recovery being faster, because your mounting backup copies faster. But the fastest is your primary snapshot and your replicated DR snapshots. And if you can leverage those, the reason people don't leverage it, and we came upon this, almost accidentally. We were seeing our services brethren from IBM doing, IBM SO or outsourcing GTS, when they did have a hit. And what they want to do is, bring up your snapshots, but if you bring up a snapshot and you're not really careful, you start crashing production workloads, because it looks like the VM that just came up. So you need to have, and we're providing the software that allows you to visualize what your recovery points are. Allows you to orchestrate bringing up environments but more importantly, orchestrate into a fenced network environment, so it's not going to step on production workloads and address this. But allows you to do that, and provide a URL to the different business users, that they can come and say yes, it's there or it's not. So even if you don't use this software before this incident, it gives you visibility, orchestration, and then more importantly a fence, a safe fence network, a sandbox to bring these up quickly and check it out, and easily promote to production. >> So that's your safe zone? >> Safe zone, but it's just not there. You know you start bringing up snapshots, it's not like a DR case, where you're bringing things up, you have to be really smart, because you bring it up, and checking out. So without that, they don't want to trust to use the snapshots, so they just don't use primary storage. With it, it becomes the first thing you do. Because you hope you got it within a week, or week and a half of your snapshots. And it's in the environment for ninety days, now you're going to tape. Now if you do this, if you put this software in place before an incident, now you get more values, you can do orchestrated DR testing. Because where doing this orchestrated, bring up application sets it's not a VM, it's sets of VM's. Fenced network, bring it up, does it work. You can use it for Test/Dev data, you can use it for automatic DR. But even if you don't set it up, we're going to make it available so you can actually come back from these cyber incidents much faster. >> And this is the capability that I get on primary storage. Because everybody's targeting you know the backup corpus for ransomware and things of that nature. This is primary storage. >> And we do put it on our backups. So our backups allows you to do the exact same thing and do the bootable copies. And so if you have our backup product, you could already do this on primary. But, what we're saying is, regardless of who your using, we're still saying you need to do backup, you need to air a cup your backup. 'cause you know Want to Cry was in the environment for 90 days, you know your snapshots are only for a week or two. So the fact of the matter is that you need it, but in this case, if you're using the other guys, you can also, we're going to give it just for this tool set. >> How does immutability does it factor? I know like for instance AWS Reinvent they announced an immutability capability. I think IBM may have that, because of the acquisition that you made years ago, Clever Safe was fundamental to that, their architecture. Is that a way to combat ransomware? >> So immutability is obviously not just changes. So ransomware and you know malware typically is either encrypting or deleting things. Encrypting is what they do, but they have the key, so. The fact of the matter is that they're deleting things. So if it's immutable, than you can't change it. Now if you own the right controls, you can delete it, but you can't change it, they can't encrypt it on you. That becomes critical. So what you're looking for, is we do like for instance all of our flash system allows you to do these snapshots, local or remote that allow you to have, go to immutable copies either in Amazon, we support that or locally on our object storage, or in IBM's cloud. It allows you to do that. So the different platforms have this immutability that our software allows you integrate with. So I think immutability is kind of critical. >> How about consumption models? The way in which your packaging and pricing. People want to, the cloud is sort of change the way we think about this, how have you responded to that? >> So, you hit upon our Chapter II. We, IBM, actually resonates to the clients. In Chapter I, we are doing some lift and shift, and we're doing some new use cases in the cloud. And they had some challenges but it worked in general. But we're seeing the next phase II, is looking at the 80% of your key workloads, your mission critical workloads, and basically how you transfer those in. So basically, as you look at your Chapter 2, you're going to do the modernization, and you might move those into the cloud. So if you're going to move into the cloud, you might say, I'd like to modernize my storage, free my team up, because it's simple, I don't have to do a lot of things. But you need to simplify so you can now, modernize so you can transform. But, I'm going to be in the cloud in 18 months, so I don't want to modernize my storage. So what we have, is of course we have so you can buy things, you can lease things, we have a utility model, that is great for three to five years. But we have now a subscription model, which think of just cloud pricing. No long term commitment. Use what you use, up and down, and if it goes to zero, call us we'll pick it up, and there's no expense to you. So, no long term commitments and returns. So in 14 months, I've done my modernization, you've helped me free up my team. Let me go, and then we'll come and pick it up, and your bill stops that day. >> Cancel at anytime? >> Yeah, cancel at anytime. >> Do you expect people to take advantage of that? Is there a ton of demand at this point in time? >> I think everyone is on their own cloud journey. We talk a lot about meeting the client where they are, right. So how do I meet them where they're at. And everyone is on their own journey, so a lot of people are saying, hey, why would I do anything here, I need to get there. But if they can modernize and simplify what they're doing, and again these are your mission critical. We're not talking, this is how you're running your business, if we can make it better in the mean time, and then modernize it, get it in containers, get it into a new platform, that makes all the sense in the world. And because if we can give them a flexible way, say it's cheaper than using cloud storage, like in Amazon or IBM cloud. But you can use it on-prem, free you up, and then at anytime, just return it, that's a big value that people say, you know what, you're right, I'm going to go do that. You're able to give me cloud based pricing, down to zero when I'm done with it. Now I can use that to free up my team, that's the value equation. I don't think it's for everyone. But I think for a segment of the market, I think it's critical. And I think IBM's kind of perfectly positioned to do it with a balance sheet to help clients out. >> So how do you feel about this? Obviously, you've put a lot of work into it. You seem pretty excited. Do you feel as though this is going to help re-energize your business, your customer base, and how do you think competitors are going to respond? >> Good question. So, I think simplification, especially we can talk about value equation. I think I can add more value to you Mr. Customer. I can bring things you're not expected, right, and we're get to this cyber in a second, that would be one of the things they would not expected. And reduce the costs and complexity. So we've already done this a couple of times, so we did it with our Mainframe storage launch in the fall. It bar none, the best box for that workload. Lowest latency, most integration, encrypt, pervasive encryption, encryption in flight. But also, we took it from nine variants, to two. Because we could. We go, why did you need all those, we'll there's reasons for it in the past, but no longer. We also got rid of all the hard disk drives. We also add a little non-volatile cache and allowed you to get rid of all those battery backups. All these custom things that you used to have on this high end box. And now it's dramatically simpler, better. And by the way, no one asked, hey what are my other seven variants went. It was simpler, it was better, faster, but then it was the best launch we've had in the history of the product line. It think we can add better value and simplify for our clients. So that's what we'll do. You asked about how people respond. Listen, they're going to have to go through the same thing we did, right. A product line has people behind it, and it's really hard, or a founder behind it. You mentioned a couple, they're acquiring companies. I think they're going to have to go this, it's a transformational journey, that they'll have to go through. It's not as simple as doing a PowerPoint. I couldn't come to you and say, I can simplify without compromise. I can help you on the low end, the midrange, high end with same platform unless I did a lot of fundamental design work to make sure I could do that. Flash core modules being one of them, right. So I think it's going to be hard. It'll be interesting, well, they're going to have to go through the same thing I did, how about that. >> Usually when you make a major release like that, you're able to claim Top Gun, at least for a while with things like latency, and bandwidth and IOP's and performance. Are you able to make that claim? >> So, basically you saw it in the launch today. But basically you saw the latency which is one, because we're bringing a custom silicon down, our latency you'll see like I'll give you Pure bragging on their websites, their lowest latency is 70 microseconds, which by the way is pretty, you know. It's gonna be 150 microseconds, pretty good bragging rights. We're at 70 microseconds, but that's on the X90 using storage class memory. So literally we are 2x faster than on latency, how fast can you respond to something. But we can do it not only on our high end box, but we can also do it on our average sale price $15,000 box. Because I'm bringing that silicon up and down. So we can do the latency, now EMC the highest and PowerMax box. Two big chassis put together, that can do 100 microseconds. Again, still we're 70 microseconds, so we're 30% faster. And that's epitomized of the high end custom silicon software. So latency we got it. IOP's, so look at the biggest baddest two boxes of EMC, they'll do you know 15 million IOPs on their website. We'll do 18 million IOPs, but instead of two racks, it's 8U. It is 12x better IOPs per rack space, if you want to look at it that way. Throughput, which if you could do, it's all about building for our businesses. It's all about journey of the cloud and building for our businesses, everyone's trying to do this. Throughput in analytics becomes everything, and we you can do analytics in everything. Your DBA's are going to run analytics, so throughput matters. Ours is for every one of our boxes, that you can kind of add up and cluster out, it's 45 Gb/s. Pure, for instance their bragging rights, is 18, and they can't cluster anymore. So what we're able to do is on any of the, and most of those are high end, but I'll say, I can do the same thing up and down my line, because of where I'm bringing the custom silicon. So on bragging rights, and that's just kind of website, big bragging rights, I think we got a cold, and if you look price performance, and just overall price per capacity, we're inline to be the most the cost effective across everyone. >> Yeah, up and down the line, it's very interesting, it's kind of unique. >> And then you mentioned resiliency, I'll tell you that's the hottest thing, so. You mentioned the cyber incident response, that is something that we did on the Mainframe. So, we did the last Mainframe cycle, we allow you to do the same thing, and it literally drove all the demand for the product sets. It's already the number one thing people want to talk about, because it becomes a you're right, I needed that this week, I needed it last week. So, I think that's going to really drive demand? >> What worries you? >> (laughs) On this launch, not much. I think it's how fast and far we can get this message out. >> Wow, okay, so execution, obviously. You feel pretty confident about that, and yeah, getting the word out. Letting people know. Well, congratulations Ed. >> No, thank you very much, I appreciate it. I appreciate you coming in. And thank you for watching everybody. This is Dave Vellante for theCUBE. We'll see you next time. (upbeat music)

>> from our studios in the heart of Silicon Valley, Palo Alto, California It is a cute conversation. >> Welcome to this Cube conversation here in Palo Alto, California. At the Cube Studios. I'm John for a host of the Cube. We're here for a company profile coming called De Monte. Here. Tom Barton, CEO. As V M World approaches a lot of stuff is going to be talked about kubernetes applications. Micro Service's will be the top conversation, Certainly in the underlying infrastructure to power that Tom Barton is the CEO of De Monte, which is in that business. Tom, we've known each other for a few years. You've done a lot of great successful ventures. Thehe Monty's new one. Your got on your plate here right now? >> Yes, sir. And I'm happy to be here, so I've been with the Amante GIs for about a year or so. Um, I found out about the company through a head turner. Andi, I have to admit I had not heard of the company before. Um, but I was a huge believer in containers and kubernetes. So has already sold on that. And so I had a friend of mine. His name is Brian Walden. He had done some massive kubernetes cloud based deployments for us at Planet Labs, a company that I was out for a little over three years. So I had him do technical due diligence. Brian was also the number three guy, a core OS, um, and so deeply steeped in all of the core technologies around kubernetes, including things like that CD and other elements of the technology. So he looked at it, came back and gave me two thumbs up. Um, he liked it so much that I then hired him. So he is now our VP of product management. And the the cool thing about the Amanti is essentially were a purpose built solution for running container based workloads in kubernetes on premises and then hooking that in with the cloud. So we believe that's very much gonna be a hybrid cloud world where for the major corporations that we serve Fortune 500 companies like banks like energy and utilities and so forth Ah, lot of their workload will maintain and be maintained on premises. They still want to be cloud compatible. So you need a purpose built platform to sort of manage both environments >> Yeah, we certainly you guys have compelling on radar, but I was really curious to see when you came in and took over at the helm of the CEO. Because your entrepreneurial career really has been unique. You're unique. Executive. Both lost their lands. And as an operator you have an open source and software background. And also you have to come very successful companies and exits there as well as in the hardware side with trackable you took. That company went public. So you got me. It's a unique and open source software, open source and large hardware. Large data center departments at scale, which is essentially the hybrid cloud market right now. So you kind of got the unique. You have seen the view from all the different sides, and I think now more than ever, with Public Cloud certainly being validated. Everyone knows Amazon of your greenfield. You started the cloud, but the reality is hybrid. Cloud is the operating model of the genesis. Next generation of companies drive for the next 20 to 30 years, and this is the biggest conversation. The most important story in tech. You're in the middle of it with a hot start up with a name that probably no one's ever heard of, >> right? We hope to change that. >> Wassily. Why did you join this company? What got your attention? What was the key thing once you dug in there? What was the secret sauce was what Got your attention? Yes. So to >> me again, the market environment. I'm a huge believer that if you look at the history of the last 15 years, we went from an environment that was 0% virtualized too. 95% virtualized with, you know, Vienna based technologies from VM Wear and others. I think that fundamentally, containers in kubernetes are equally as important. They're going to be equally as transformative going forward and how people manage their workloads both on premises and in the clouds. Right? And the fact that all three public cloud providers have anointed kubernetes as the way of the future and the doctor image format and run time as the wave of the future means, you know, good things were gonna happen there. What I thought was unique about the company was for the first time, you know, surprisingly, none of the exit is sick. Senders, um, in companies like Nutanix that have hyper converse solutions. They really didn't have anything that was purpose built for native container support. And so the founders all came from Cisco UCS. They had a lot of familiarity with the underpinnings of hyper converged architectures in the X 86 server landscape and networking, subsistence and storage subsystems. But they wanted to build it using the latest technologies, things like envy and me based Flash. Um, and they wanted to do it with a software stack that was native containers in Kubernetes. And today we support two flavors of that one that's fully open source around upstream kubernetes in another that supports our partner Red hat with open shift. >> I think you're really onto something pretty big here because one of things that day Volonte and Mine's too many men and our team had been looking at is we're calling a cloud to point over the lack of a better word kind of riff on the Web to point out concept. But cloud one daughter was Amazon. Okay, Dev ops agile, Great. Check the box. They move on with life. It's always a great resource, is never gonna stop. But cloud 2.0, is about networking. It's about securities but data. And if you look at all the innovation startups, we'll have one characteristic. They're all playing in this hyper converged hardware meat software stack with data and agility, kind of to make the original Dev ops monocle better. The one daughter which was storage and compute, which were virtualization planes. So So you're seeing that pattern and it's wide ranging at security is data everything else So So that's kind of what we call the Cloud two point game. So if you look at V m World, you look at what's going on the conversations around micro service red. It's an application centric conversation in an infrastructure show. So do you see that same vision? And if so, how do you guys see you enabling the customer at this saying, Hey, you know what? I have all this legacy. I got full scale data centers. I need to go full scale cloud and I need zero and disruption to my developer. Yeah, so >> this is the beauty of containers and kubernetes, which is they know it'll run on the premises they know will run in the cloud, right? Um and it's it is all about micro service is so whether they're trying to adopt them on our database, something like manga TB or Maria de B or Crunchy Post Grey's, whether it's on the operational side to enable sort of more frequent and incremental change, or whether it's on a developer side to take advantage of new ways of developing and delivering APS with C I. C. D. Tools and so forth. It's pretty much what people want to do because it's future proofing your software development effort, right? So there's sort of two streams of demand. One is re factoring legacy applications that are insufficiently kind of granule, arised on, behave and fail in a monolithic way. Um, as well as trying to adopt modern, modern, cloud based native, you know, solutions for things like databases, right? And so that the good news is that customers don't have to re factor everything. There are logical break points in their applications stack where they can say, Okay, maybe I don't have the time and energy and resource is too totally re factor a legacy consumer banking application. But at least I can re factor the data based here and serve up you know container in Kubernetes based service is, as Micro Service's database is, a service to be consumed by. >> They don't need to show the old to bring in the new right. It's used containers in our orchestration, Layla Kubernetes, and still be positioned for whether it's service measures or other things. Floor That piece of the shirt and everything else could run, as is >> right, and there are multiple deployments scenarios. Four containers. You can run containers, bare metal. Most of our customers choose to do that. You can also run containers on top of virtual machines, and you can actually run virtual machines on top of containers. So one of our major media customers actually run Splunk on top of K B M on top of containers. So there's a lot of different deployment scenarios. And really, a lot of the genius of our architecture was to make it easy for people that are coming from traditional virtualized environments to remap system. Resource is from the bm toe to a container at a native level or through Vienna. >> You mentioned the history lesson there around virtualization. How 15 years ago there was no virtualization now, but everything's virtualized we agree with you that containers and compares what is gonna change that game for the next 15 years? But what's it about VM? Where would made them successful was they could add virtualization without requiring code modification, right? And they did it kind of under the covers. And that's a concern Customs have. I have developers out there. They're building stacks. The building code. I got preexisting legacy. They don't really want to change their code, right? Do you guys fit into that narrative? >> We d'oh, right, So every customer makes their own choice about something like that. At the end of the day, I mentioned Splunk. So at the time that we supported this media customer on Splunk, Splunk had not yet provided a container based version for their application. Now they do have that, but at the time they supported K B M, but not native containers and so unmodified Splunk unmodified application. We took them from a batch job that ran for 23 hours down the one hour based on accelerating and on our perfect converged appliance and running unmodified code on unmodified K B m on our gear. Right, So some customers will choose to do that. But there are also other customers, particularly at scale for transaction the intensive applications like databases and messaging and analytics, where they say, You know, we could we could preserve our legacy virtualized infrastructure. But let's try it as a pair a metal container approach. And they they discovered that there's actually some savings from both a business standpoint and a technology tax standpoint or an overhead standpoint. And so, as I mentioned most of our customers, actually really. Deficiencies >> in the match is a great example sticking to the product technology differentiate. What's the big secret sauce describe the product? Why are you winning in accounts? What's the lift in your business right now? You guys were getting some traction from what I'm hearing. Yeah, >> sure. So look at the at the highest level of value Proposition is simplicity. There is no other purpose built, you know, complete hardware software stack that delivers coup bernetti coproduction kubernetes environment up and running in 15 minutes. Right. The X 86 server guys don't really have it. Nutanix doesn't really have it. The software companies that are active in this space don't really have it. So everything that you need that? The hardware platform, the storage infrastructure, the actual distribution of the operating system sent the West, for example. We distribute we actually distributed kubernetes distribution upstream and unmodified. And then, very importantly, in the combinations landscape, you have to have a storage subsystem in a networking subsystem using something called C s I container storage interface in C N I. Container networking interface. So we've got that full stack solution. No one else has that. The second thing is the performance. So we do a certain amount of hardware offload. Um, and I would say, Amazons purchase of Annapurna so Amazon about a company called Annapurna its basis of their nitro technology and its little known. But the reality is more than 50% of all new instances at E. C to our hardware assisted with the technology that they thought were offloaded. Yeah, exactly. So we actually offload storage and network processing via to P C I. D cards that can go into any industry server. Right? So today we ship on until whites, >> your hyper converge containers >> were African verge containers. Yeah, exactly. >> So you're selling a box. We sell a box with software that's the >> with software. But increasingly, our customers are asking us to unbundle it. So not dissimilar from the sort of journey that Nutanix went through. If a customer wants to buy and l will support Del customer wants to buy a Lenovo will support Lenovo and we'll just sell >> it. Or have you unbundled? Yetta, you're on bundling. >> We are actively taking orders for on bundling at the present time in this quarter, we have validated Del and Lenovo as alternate platforms, toothy intel >> and subscription revenue. On that, we >> do not yet. But that's the golden mask >> Titanic struggle with. So, yeah, and then they had to take their medicine. >> They did. But, you know, they had to do that as a public company. We're still a private company, so we can do that outside the limelight of the public >> markets. So, um, I'm expecting that you guys gonna get pretty much, um I won't say picked off, but certainly I think your doors are gonna be knocked on by the big guys. Certainly. Delic Deli and see, for instance, I think it's dirty. And you said yes. You're doing business with del name. See, >> um, we are doing as a channel partner and as an OM partner with them at the present time there, I wouldn't call them a customer. >> How do you look at V M were actually there in the V M, where business impact Gelsinger's on the record. It'll be on the Cube, he said. You know Cu Bernays the dial tone of the Internet, they're investing their doubling down on it. They bought Hep D O for half a billion dollars. They're big and cloud native. We expect to see a V M World tons of cloud Native conversation. Yes, good, bad for you. What's the take? The way >> legitimizes what we're doing right? And so obviously, VM, where is a large and successful company? That kind of, you know, legacy and presence in the data center isn't gonna go anywhere overnight. There's a huge set of tooling an infrastructure that bm where has developed in offers to their customers. But that said, I think they've recognized in their acquisition of Hep Theo is is indicative of the fact that they know that the world's moving this way. I think that at the end of the day, it's gonna be up to the customer right. The customer is going to say, Do I want to run containers inside? Of'em? Do I want to run on bare metal? Um, but importantly, I think because of, you know, the impact of the cloud providers in particular. If you think of the lingua franca of cloud Native, it's gonna be around Dr Image format. It's gonna be around kubernetes. It's not necessarily gonna be around V M, d K and BMX and E s X right. So these are all very good technologies, but I think increasingly, you know, the open standard and open source community >> people kubernetes on switches directly is no. No need, Right. Have anything else there? So I gotta ask you on the customer equation. You mentioned you, you get so you're taking orders. How you guys doing business today? Where you guys winning, given example of of why people while you're winning And then for anyone watching, how would they know if they should be a customer of yours? What's is there like? Is there any smoke signs and signals? Inside the enterprise? They mentioned batch to one hour. That's just music. Just a lot of financial service is used, for instance, you know they have timetables, and whether they're pulling back ups back are doing all the kinds of things. Timing's critical. What's the profile customer? Why would someone call you? What's the situation? The >> profile is heavy duty production requirements to run in both the developer context and an operating contact container in kubernetes based workloads on premises. They're compatible with the cloud right so increasingly are controlled. Plane makes it easy to manage workloads not just on premises but also back and forth to the public cloud. So I would argue that essentially all Fortune 500 companies Global 1000 companies are all wrestling with what's the right way to implement industry standard X 86 based hardware on site that supports containers and kubernetes in his cloud compatible Right? So that that is the number one question then, >> so I can buy a box and or software put it on my data center. Yes, and then have that operate with Amazon? Absolutely. Or Google, >> which is the beauty of the kubernetes standards, right? As long as you are kubernetes certified, which we are, you can develop and run any workload on our gear on the cloud on anyone else that's carbonated certified, etcetera. So you know that there isn't >> given example the workload that would be indicative. >> So Well, I'll cite one customer, Right. So, um, the reason that I feel confident actually saying the name is that they actually sort of went public with us at the recent Gardner conference a week or so ago when the customer is Duke Energy. So very typical trajectory of journey for a customer like this, which is? A couple years ago, they decided that they wanted re factor some legacy applications to make them more resilient to things like hurricanes and weather events and spikes in demand that are associated with that. And so they said, What's the right thing to do? And immediately they pick containers and kubernetes. And then he went out and they looked at five different vendors, and we were the only vendor that got their POC up and running in the required time frame and hit all five use case scenarios that they wanted to do right. So they ended up a re factoring core applications for how they manage power outages using containers and kubernetes, >> a real production were real. Production were developing standout, absolutely in a sandbox, pushing into production, working Absolutely. So you sounds like you guys were positioned to handle any workload. >> We can handle any workload, but I would say that where we shine is things that transaction the intensive because we have the hardware assist in the I o off load for the storage and the networking. You know, the most demanding applications, things like databases, things like analytics, things like messaging, Kafka and so forth are where we're really gonna >> large flow data, absolutely transactional data. >> We have customers that are doing simpler things like C I. C D. Which at the end of the day involves compiling things right and in managing code bases. But so we certainly have customers in less performance intensive applications, but where nobody can really touch us in morning. What I mean is literally sort of 10 to 30 times faster than something that Nutanix could do, for example, is just So >> you're saying you're 30 times faster Nutanix >> absolutely in trans actually intensive applications >> just when you sell a prescription not to dig into this small little bit. But does the customer get the hardware assist on that as well >> it is. To date, we've always bundled everything together. So the customers have automatically got in the heart >> of the finest on the hard on box. Yes. If I buy the software, I got a loaded on a machine. That's right. But that machine Give me the hardware. >> You will not unless you have R two p C I. D. Cards. Right? And so this is how you know we're just in the very early stages of negotiating with companies like Dell to make it easy for them to integrate her to P. C. I. D cards into their server platform. >> So the preferred flagship is the is the device. It's a think if they want the hardware sit, that they still need to software meeting at that intensive. It's right. If they don't need to have 30 times faster than Nutanix, they can just get the software >> right, right. And that will involve RCS. I plug in RCN I plug in our OS distribution are kubernetes distribution, and the control plane that manages kubernetes clusters >> has been great to get the feature on new company, um, give a quick plug for the company. What's your objectives? Were you trying to do. I'll see. Probably hiring. Get some financing, Any news, Any kind of Yeah, we share >> will be. And we will be announcing some news about financing. I'm not prepared to announce that today, but we're in very good shape with respected being funded for our growth. Um, and consequently, so we're now in growth mode. So today we're 55 people. I want to double back over the course of the next 4/4 and increasingly just sort of build out our sales force. Right? We didn't have a big enough sales force in North America. We've gotta establish a beachhead in India. We do have one large commercial banking customer in Europe right now. Um, we also have a large automotive manufacturer in a pack. But, um, you know, the total sales and marketing reach has been too low. And so a huge focus of what I'm doing now is building out our go to market model and, um, sort of 10 Xing the >> standing up, a lot of field going, going to market. How about on the biz, Dev side? I might imagine that you mentioned delicate. Imagine that there's a a large appetite for the hardware offload >> absolution? Absolutely. So something is. Deb boils down to striking partnerships with the cloud providers really on two fronts, both with respect the hardware offload and assist, but also supporting their on premises strategy. So Google, for example, is announced. Antos. This is their approach to supporting, you know, on premises, kubernetes workloads and how they interact with cool cloud. Right. As you can imagine, Microsoft and Amazon also have on premises aspirations and strategies, and we want to support those as well. This goes well beyond something like Amazon Outpost, which is really a narrow use case in point solution for certain markets. So cloud provider partnerships are very important. Exit E six server vendor partnership. They're very important. And then major, I s V. So we've announced some things with red hat. We were at the Red Hat Open summit in Boston a few months ago and announced our open ship project and product. Um, that is now G a. Also working with eyes, he's like Maria de be Mondo di B Splunk and others to >> the solid texting product team. You guys are solid. You feel good on the product. I feel very good about the product. What aboutthe skeptics are out there? Just to put the hard question to use? Man, it's crowded field. How do you gonna compete? What do you chances? How do you like your chances known? That's a very crowded field. You're going to rely on your fastballs, they say. And on the speed, what's the what's What's your thinking? Well, it's unique. >> And so part of the way or approve point that I would cite There is the channel, right? So when you go to the channel and channel is afraid that you're gonna piss off Del or E M. C or Net app or Nutanix or somebody you know, then they're not gonna promote you. But our channel partners air promoting us and talking about companies like Life Boat at the distribution level. Talking about companies like CD W S H. I, um, you know, W W t these these major North American distributors and resellers have basically said, Look, we have to put you in our line car because you're unique. There is no other purpose built >> and why that, like they get more service is around that they wrap service's around it. >> They want to kill the murder where they want to. Wrap service's around it, absolutely, and they want to do migrations from legacy environments towards Micro Service's etcetera. >> Great to have you on share the company update. Just don't get personal. If you don't mind personal perspective. You've been on the hardware side. You've seen the large scale data centers from racquetball and that experience you'll spit on the software side. Open source. What's your take on the industry right now? Because you're seeing, um, I talked a lot of sea cells around the security space and, you know, they all say, Oh, multi clouds a bunch of B s because I'm not going to split my development team between four clouds. I need to have my people building software stacks for my AP eyes, and then I go to the vendors. They support my AP eyes where you can't be a supplier. Now that's on the sea suicide. But the big mega trend is there's software stacks being built inside the premise of the enterprise. Yes, that not mean they had developers before building. You know, Kobol, lapse in the old days, mainframes to client server wraps. But now you're seeing a Renaissance of developers building a stack for the domain specific applications that they need. I think that requires that they have to run on premise hyper scale like environment. What's your take on it >> might take is it's absolutely right. There is more software based innovation going on, so customers are deciding to write their own software in areas where they could differentiate right. They're not gonna do it in areas that they could get commodities solutions from a sass standpoint or from other kinds of on Prem standpoint. But increasingly they are doing software development, but they're all 99% of the time now. They're choosing doctor and containers and kubernetes as the way in which they're going to do that, because it will run either on Prem or in the Cloud. I do think that multi cloud management or a multi multi cloud is not a reality. Are our primary modality that we see our customers chooses tons of on premises? Resource is, that's gonna continue for the foreseeable future one preferred cloud provider, because it's simply too difficult to to do more than one. But at the same time they want an environment that will not allow themselves to be locked into that cloud bender. Right? So they want a potentially experiment with the second public cloud provider, or just make sure that they adhere to standards like kubernetes that are universally shared so that they can't be held hostage. But in practice, people don't. >> Or if they do have a militant side, it might be applications. Like if you're running office 3 65 right, That's Microsoft. It >> could be Yes, exactly. On one >> particular domain specific cloud, but not core cloud. Have a backup use kubernetes as the bridge. Right that you see that. Do you see that? I mean, I would agree with by the way we agreed to you on that. But the question we always ask is, we think you Bernays is gonna be that interoperability layer the way T c p I. P was with an I p Networks where you had this interoperability model. We think that there will be a future state of some point us where I could connect to Google and use that Microsoft and use Amazon. That's right together, but not >> this right. And so nobody's really doing that today, But I believe and we believe that there is, ah, a future world where a vendor neutral vendor, neutral with respect to public cloud providers, can can offer a hybrid cloud control plane that manages and brokers workloads for both production, as well as data protection and disaster recovery across any arbitrary cloud vendor that you want to use. Um, and so it's got to be an independent third party. So you know you're never going to trust Amazon to broker a workload to Google. You're never going to trust Google to broker a workload of Microsoft. So it's not gonna be one of the big three. And if you look at who could it be? It could be VM where pivotal. Now it's getting interesting. Appertaining. Cisco's got an interesting opportunity. Red hats got an interesting opportunity, but there is actually, you know, it's less than the number of companies could be counted on one hand that have the technical capability to develop hybrid cloud abstraction that that spans both on premises and all three. And >> it's super early. Had to peg the inning on this one first inning, obviously first inning really early. >> Yeah, we like our odds, though, because the disruption, the fundamental disruption here is containers and kubernetes and the interest that they're generating and the desire on the part of customers to go to micro service is so a ton of application re factoring in a ton of cloud native application development is going on. And so, you know, with that kind of disruption, you could say >> you're targeting opening application re factoring that needs to run on a cloud operating >> model on premise in public. That's correct. In a sense, dont really brings the cloud to theon premises environment, right? So, for example, we're the only company that has the concept of on premises availability zones. We have synchronous replication where you can have multiple clusters that air synchronously replicated. So if one fails the other one, you have no service disruption or loss of data, even for a state full application, right? So it's cloud like service is that we're bringing on Prem and then providing the links, you know, for both d. R and D P and production workloads to the public Cloud >> block locked Unpack with you guys. You might want to keep track of humaneness. Stateville date. It's a whole nother topic, as stateless data is easy to manage with AP Eyes and Service's wouldn't GET state. That's when it gets interesting. Com Part in the CEO. The new chief executive officer. Demonte Day How long you guys been around before you took over? >> About five years. Four years before me about been on board about a year. >> I'm looking forward to tracking your progress. We'll see ya next week and seven of'em Real Tom Barton, Sea of de Amante Here inside the Cube Hot startup. I'm John Ferrier. >> Thanks for watching.

>> Announcer: From Gillette Stadium in Foxborough, Massachusetts. It's theCUBE, covering VTUG Winter Warmer 2018, presented by SiliconANGLE. >> I'm Stu Miniman, and this theCUBE's coverage of VTUG Winter Warmer 2018, in addition to being an Analyst, and the host of this program, I've also been a long-time Patriot's season ticket holder. Real excited to welcome to our program, Logan Mankins, number 70. Thanks so much for joining us. >> Thanks for having me. >> Yeah so it's interesting. At this show we're talking tech, and a bunch of the IT Admins, they're people that you'd consider in the trenches. You, you know spend a lot of time in there. I wonder, a couple of your guys like Tedy Bruschi, Ty Law, Lawyer Milloy's here today, making interceptions and things like that, sometimes get a little bit more coverage out there, and they're a little bit more well known. Do you ever feel that you were faceless, you know, paying for the Pats? >> No, those guys, they made all the plays, they got all the recognition but, the linemen, we always knew that without us the offense couldn't go, the team couldn't go so... And most linemen, they don't want to be the face out there anyway. Me personally, I'd rather not be known, but it comes with the job. >> Yeah well, seven-time Pro Bowler. As a matter of fact, I was looking back, and there was this great video from Bill Belichick, and he's like, "There's tough players in the NFL, "but when I think of Logan Mankins, "he's super tough out there." When you look at the game now, Rob Gronkowski took a massive hit in the AFC Championship game. How does toughness and injuries, how did you think about that? Did you think about that when you were playing, versus now being out of the game? >> When I was playing no, you don't really think about it, but fortunately for me, I didn't have hits like that to the head, those big concussion-type hits. The stuff I always played with was just body stuff, and there's always a difference between being hurt and injured. If you're hurt you can still play, and if the injury's not too bad you can still play so, it was just a fine line of figuring out what you could do and what you couldn't. >> Patriots have had a phenomenal run. I mean you played for a great team. Bill Belichick, Tom Brady throughout them all, give us a little perspective of somebody that played for the team for awhile. How did you work through the changes, but yet there were some consistency around the core? >> Yeah, that's the main thing, the core, and they've had an unbelievable run. I don't know what's Bill been there, 18 years or something? And it's been unbelievable to see what those guys have accomplished and, it all starts at the top. You have a good owner and the best coach ever, and the best quarterback ever so, as long as you get the right guys that buy into that system, and follow those two guys, you're going to have a good team. >> Last year Deion Branch shared with us some great stories about Tom Brady, his, hyper-competitive type of guy. Give us a little color. What's it like playing in front of TB 12? >> Aw, it's great you know, you know he's always prepared. You never have to worry about him, he's going to play great the majority of the time and, just the way he competes and works. It rubs off on other guys and, he's just so dependable and can make all the right reads, throws, and he's a great guy to be around on top of that so, he's the ultimate teammate, and ultimate competitor, and that's why he's had so much success. >> You said that you didn't take, you played through some injuries, you had some, you played when you were hurt and, we know you had some rough injuries during your career, but concussions weren't a concern. Is it something that you look back now, or look at the game today, and all those things about CTE and concussions, is that, you know...? >> Oh yeah, the more you learn about it, the more you worry about it, because you're aware of it now. I think when I started playing football no one talked about it. There was no worries about it, and towards the end of my career it really started coming out, and more comes out about it every year so... Of course you worry about it. You hope you're one of the guys it's not going to affect, but there are guys that it's really affecting in bad ways, so at this stage of my life, it's too late to go back so it's, we'll see what happens I guess. >> Yeah, would you recommend young people going into football, knowing what you know now? >> I think so there's... It's a lot safer now. You're not taking those big... Well, every once in awhile a guy's just going to take one, you just saw Rob the other day. But for the most part they're trying to prevent that, and via techniques that they're teaching now with the blocking and the tackling, to not use your head as much, so it's a lot safer and look, at the end of the day, it's up to whoever's making that decision to play, and if they want to play, then they have the right to play. >> So we're obviously, everybody locally is super excited, getting ready for another Super Bowl. How does the team stay focused? You know, two weeks leading up to it, there's a lot going on. It's not New Orleans that they're going to, but how does the team stay focused on their job? >> Well, this team with the Patriots, they've been through it so many times, and they know what, they have a big job ahead of them. But they do a good job with what I was hearing when we went to Super Bowls. Like all the tickets and the hotel rooms for family and all that, they do a great job by getting that out of the way the first two days, and get that taken care of so you don't have to worry about that. And then it's on to the opponent that you're playing, and you just focus in on that, and Bill has, he's great at just, he draws a line, and follows that line so he'll have everyone in that line, and everyone will be ready, there won't be any distractions, and they'll be ready to go. >> Speaking of distractions, there's been a lot of noise in the press lately, as the relationships, everything like that. When you were in the locker room, does that hit your radar? Do you just focus and do your job? How does that impact what's going on? >> Yeah most stories, they don't bother you. They got to find stuff to write about but, the last one I guess with those guys, the story coming out that they're feuding, and this and that. I don't know if they are or they're not but, if they're not, I think that would upset me if they said I was feuding with someone that I wasn't, that has been a colleague, and most likely a friend of yours for that long. >> Well, Logan Makin, really appreciate you joining. Patriots has some phenomenal guards. You know, Hannah, in the Hall of Fame. You're definitely up there as one of the greatest guards in Patriot's history. >> I appreciate that. >> I really appreciate you joining me. >> Alright, thank you. >> Alright, so thanks again to the VTUG for bringing Logan Mankins. Love being here at the Intersection Virtualization Technology, and the Patriots. I'm Stu Miniman. Thanks for watching theCUBE. (tech music)