>>Mhm Hello and welcome back to the cubes coverage of 80 of his public sector summit live for two days in D. C. In person. CuBA's here is an expo floor that people face to face down here. Adriana guest co founder and Ceo of Girls in tech cube alumni friend of the cube. We've known her for a long time. Watch their success really making an impact. Great to see you. Thanks for coming on. >>Wonderful to see you, john, thanks so much for having me. >>You know, one of the things that Sandy carter talks about matt max Peter talks about all of the Amazonian leadership that's about is skills training. Okay, this is a big deal. Okay, so getting talented to the industry is critical and also diversity and women attacking underrepresented minority groups are key. This has been a look at constant focus, you've been successful and and convincing folks about tech and working hard, what's the update, >>wow. So the reason why we're here, not only as Sandy carter are amazing chairman of the board of six plus years, but I heard we heard so many pain points from several of our partners as well as our good friends over at the White House and the Department of State and many other public sector agencies that there is a deficit. It's been very difficult to find diverse groups of talent and talent period to join their companies and populate those important I. T. Jobs stem jobs, whether it's very very technical or more data driven or more sort of design focus, product development focus across the board it's been very hard for them to find talent for those jobs. So girls in tech has partnered with AWS to create an initiative called the next generation public sector leaders and really focusing on creating awareness on career development opportunities for up and coming talent diverse talent that is curious and interested in job opportunities and educational opportunities within the public sector. So it has multi tiers, right? And it's something that we've devised based on the need and based on a lot of data and a lot of interviews from a lot of our partners and within the A. P. N. Network and we're doing a mentorship program which is a six month long program matching these amazing public sector executives, really accomplished leaders as well as our members from around the world um to connect and expose them and provide that nurturing, fostering mentality so that they can succeed in their careers. So >>eight of us getting behind this mission. Yes. And public sector is really fast growing changing. You start to see a lot of public private partnerships go on. So not just the old school public sector business, I mean the pandemic has shown the impact of society. So what does that do for the melting pot of talent out there? Have you seen anything out there? And how does that relate to this? Is that helped you at all or what's that does that mean for the mission? >>So there is a melting pot of talent. I just think we need to do a better job of creating awareness and really knowing where that talent lives. Like what are the blogs that they read? What are the videos that they watch and listen to? Where are they? Right. And we need to do the hard work and investigating and understanding like taking a more empathetic approach to really finding out what um how we can access them what their needs are. What are the things that interest piqued their interest within these jobs within the public sector um And customize it and market it so that they'll be eager and excited. Um And it would be more appealing to them. >>So I looked at the press release I just want to get your reaction to something you got evening with the experts. It's an in person event. >>Yes. When >>is that? Is that here is that going to be on your own event? What's that about? >>All the events that are going to be in person? Will be in D. C. Um There will be some virtual events as well. Our mentorship program is all virtual six month long program with curriculum and matchmaking on a platform that we use the evening with the experts which is a panel discussion with experts from a A. W. S. And beyond the A. P. N. Network. We'll talk about challenges and technology opportunities within a career development and also jobs. Um Well do recruitment like on the fly type of activities as well. Speed and speed interviewing, speed networking? Um We also have a few other programs, our webinar which is about the next gen public sector opportunities and this is more about the challenges that people face that companies face and the new technologies that will be launched very soon. And we're doing a widget on our jobs board to highlight the new career opportunity, new job opportunities from all of the public sector partners. We work with >>a very comprehensive, >>It's very comprehensive on the six >>month guided mentorship program. How does someone get involved in applications? How what's that going on there? >>It will be an application process and we will promote it to anyone who signs up to our newsletter. So go to Girls in tech dot org. Sign up for our newsletter and we will be posting and sharing more information on how people get involved. But we'll definitely send custom uh E. D. M essentially promoting to the people who are here at the conference and also through our Girls in tech D. C. Chapter as well. >>So I have to ask you, I know you've been really busy, been very successful. You've been out and about what's the trend line looked like? Well >>not for the last few years though, >>you've >>been in lockdown now. >>You've been working hard, you know have not not about now. You >>are not >>about what's the temperature like now in terms of the pulse of the industry relative to progress, what's what's what are you finding, what's the current situation >>progress for women in tech in the industry. So Since I started girls in tech in 2007, we've made A lot of progress, I would say it's a lot slower than I thought it would be, but you do see more and more women and people representing bipac actually apply for those jobs. We it is astronomically different than 2006, when I started in my first startup and there's a lot more mentorship, There are a lot more organizations out there that companies are more accountable with the R. G. Groups and they're changing their policies, are changing their training programs are having more off sites, there's now technologies that focus on tracking uh productivity and happiness of employees so that like all of that did not exist or I should say none of that existed, you know? And so we worked hard, we've worked hard, but it takes a village, it takes a lot of different people to create that change. And now one of girls in text mission is not just providing that education that community, that mentorship, we want to get the corporate involved, we want to teach the corporate about D and I training the importance of diversity, different tactics to recruit uh so on and so forth. And and it's been so amazing, so inspirational, I love, I started working more in partnerships and having our monthly calls with partners because I love it. I love collaborating to >>recruit good peer group around you to accelerate and create more territory of awareness and impact more people can get their hands involved. And I think to me that's what I think you're starting to see that with podcasts and media people are starting to go direct to tell their story, apps are out there now as you mentioned. So, but I feel like we're on a crossover point coming soon, totally thinks it's different. Um, but it's still a >>lot more work to do a lot more. We just got the service. I know, I know you've just scratched the surface, but we're so excited to be here. Aws is a huge supporter thanks to Sandy carter and her team. Um, it's been an amazing experience. >>Sandy's got great vision, she takes risks. So she's actually got the Amazonian concept of experiment, try something double down if it works and that's great to see that you guys have extended that relationship with, with her and the team. I like this idea of the fellowship cohort model of the or that program, you have the mentorship program. I think that's super cool. Um, that's something I think will be very successful. >>Uh, it's been successful so far. We typically over sell our mentorship are mentee spots. Uh, we only have 500 spots and last one we had over 2300 like a crazy amount, so we know that our members are really hungry for it around the world. And we know it will just be as just as popular for the public sector. So >>what's next for you? What's the vision? What's the next step was events are coming back in person? We're here in person. >>Yeah, there's just so much going on. I wish I could clone myself and we're busting at the seams. And I think the things that are really exciting to me are being able to produce our programs internationally, specifically in developing countries. So we're working um we haven't made an official announcement yet or anything, but we are working on expanding in african countries with Aws. They're doing some efforts and making some movements there. So places like Cameroon Ghana Nigeria Egypt. Uh we are looking to create chapters there for Girls in Tech and then expand our programming. Uh we're also, as mentioned earlier, we're working a lot with corporations to provide DNA training. So, training about policies, Inclusive leadership. Making sure they have the tools and policies to succeed and for their employees to feel comfortable, safe and productive in their work environment >>is great to see you. Congratulations Girls in tech dot org. Yes. Is the U. R. L. Check it out a great mission, very successful. Making progress any stats you can throw out there, you can share. >>Yeah, of course, you >>wrap it up. >>Yeah. So right now, girls in tech has 58 active chapters in 38 countries with over 70,000 active members. And by the end of the year we will have close to 100 active members. So hopefully we'll see you next year and that number will double or triple sign >>up. Tell him johN sent, you know, don't say that because you won't get no. Great to see you. >>Thank you. Nice to see you too. Thanks so >>much, john. Great to have you on cube coverage here at AWS public Sector summit in Washington, D. C. Is a live event. Were face to face. We had some remote guests. It's a hybrid event. Everything is being streamed. I'm john Kerry with the cube. Thanks for watching. Mhm. Mhm

>>From around the globe. It's the Cube with digital coverage of IBM think 2021 brought to you by >>IBM. Welcome back to IBM Think 2021. This is the cubes ongoing coverage where we go out to the events, we extract the signal from the noise of course, virtually in this case now we're going to talk about ecosystems, partnerships in the flywheel, they deliver in the technology business and with me or Jason kelly, general manager, global strategic partnerships, IBM global business services and Mani Das Gupta, who is the vice president of marketing for IBM Global Business services folks. It's great to see you again in which we're face to face. But this will have to do >>good to see you Dave and uh same, I wish we were face to face but uh we'll we'll go with this >>soon. We're being patient, Jason. Let's start with you. You have a partner strategy. I wonder if you could sort of summarize that and tell us more about it. >>So it's interesting that we start with the strategy because you said we have a partner strategy dave and I'd say that the market has dictated back to us a partner strategy something that we it's not new and we didn't start it yesterday. It's something that we continue to evolve and build even stronger. This thought of a partner strategy is it nothing is better than the thought of a partner ship. And people say oh well you know you got to work together as one team and as a partner And it sounds almost as a 1-1 type relationship. Our strategies is much different than that. David our execution is even better and that that execution is focused on now. The requirement that the market our clients are showing to us and our strategic partners that one player can't deliver all their needs, they can't Design solution and deliver that from one place. It does take an ecosystem to the word that you called out. This thought of an ecosystem and our strategy and execution is focused on that. And the reason why I say it evolves is because the market will continue to evolve and this thought of being able to look at a client's let's call it a a workflow, let's call it a value chain from one end to the other, wherever they start their process to wherever it ultimately hits that end user. It's going to take many players to cover that. And then we, as IBM want to make sure that we are the general contractor of that capability with the ability to convene the right strategic partners, bring out the best value for that outcome, not just technology for technology's sake, but the outcome that the incline is looking for so that we bring value to our strategic partners and that in client. >>I think about when you talk about the value chain, you know, I'm imagining, you know, the business books years ago you see the conceptual value chain, you can certainly understand that you can put processes together to connect them and now you've got technology, I think of a P. I. S. It's it's really supports that everything gets accelerated and and uh money. I wonder if you could address some of the the go to market how this notion of of ecosystem which is so important, is impacting the way in which you go to market. >>Absolutely. So modern business, you know, demands a new approach to working the ecosystem. Thought that Jason was just alluding to, it's a mutual benefit of all these companies working together in the market, it's a mutual halo of the brands, so as responsible for the championship of the IBM and the global business services brand. I am very, very interested in this mutual working together. It should be a win win win, as we say in the market, it should be a win for our clients, first and foremost, it should be a win for our partners and it should be a win for IBM and we are working together right now on an approach to bring this, go to market strategy to life. >>So I wonder if we could maybe talk about how this actually works and and pull in some examples, uh you must have some favorites that that we can touch on. Uh is that, is that fair? Can we, can we name some names, >>sure names, always working debut, right. And it's always in context of reality that we can talk about, as I said, this execution and not just a strategy. And I'll start with probably what's right in the front of many people's minds as we're doing this virtually because of what because of an unfortunate pandemic, um, this disastrous loss of life and things that have taken us down a path. We go well, how do we, how do we address that? Well, any time there's a tough task, IBM raises its hand first. You know, whether it was putting a person on the moon and bringing them home safely or standing up a system behind the current Social Security Administration, you know, during the Depression, you pick it well here we are now. And why not start with that as an example? Because I think it calls out just what we mentioned here first day, this thought of a, of an ecosystem because the first challenge, how do we create uh and address the biggest data puzzle of our lives, which is how do we get this vaccine created in record time, which it was the fastest before that was four years. This was a matter of months. Visor created the first one out and then had to get it out to distribution. Behind. That is a wonderful partner of R. S. A. P. Trying to work with that. So us working with S. A. P. Along with Pfizer in order to figure out how to get that value chain. And some would say supply chain, but I'll address that in a second. But there's many players there. And so we were in the middle of that with fires are committed to saying, how do we do that with S. A. P. So now you see players working together as one ecosystem. But then think about the ecosystem that that's happening where you have a federal government agency, a state, a local, you have healthcare, life science industry, you have consumer industry. Oh wait a second day. This is getting very complicated, Right? Well, this is the thought of convening an ecosystem and this is what I'm telling you is our execution and it has worked well. And so it's it's it's happening now. We still it's we see it's still developing and being, being, you know, very productive in real time. But then I said there was another example and that's with me, you mani whomever you pick the consumer. Ultimately we are that outcome of of the value chain. That's why I said, I don't want to just call it a supply chain because at the end is a someone consuming and in this case we need a shot. And so we partnered with Salesforce, IBM and Salesforce saying, wait a minute, that's not a small task. It's not just get the content there and put it in someone's arm instead they're scheduling that must be done. There's follow up an entire case management like system sells force is a master at this, so work dot com team with IBM, we sit now let's get that part done for the right type of UI UX capability that the user experience, user interaction interface and then also in bringing another player in the ecosystem, one of ours Watson health along with our block changing, we brought together something called a Digital Health pass. So I've just talked about two ecosystems work multiple ecosystems working together. So you think of an ecosystem of ecosystems. I called out Blockchain technology and obviously supply chain but there's also a I I O T. So you start to see where look this is truly an orchestration effort. It has to happen with very well designed capability and so of course we master and design and tying that that entire ecosystem together and convening it so that we get to the right outcome you me money all getting into shot being healthy. That's a real time example of us working with an ecosystem and teeming with key strategic partners, >>you know, money, I mean Jason you're right. I mean pandemics been horrible, I have to say. I'm really thankful it didn't happen 20 years ago because it would have been like okay here's some big pcs and a modem and go ahead and figure it out. So I mean the tech industry has saved business. I mean with not only we mentioned ai automation data, uh even things basic things like security at the end point. I mean so many things and you're right, I mean IBM in particular, other large companies you mentioned ASAP you have taken the lead and it's really I don't money, I don't think the tech industry gets enough credit, but I wonder if there's some of your favorite, you know, partnerships that you can talk about. >>Yeah, so I'm gonna I'm gonna build on what you just said. Dave IBM is in this unique position amongst this ecosystem. Not only the fact that we have the world leading most innovative technologies to bring to bear, but we also have the consulting capabilities that go with it now to make any of these technologies work towards the solution that Jason was referring to in this digital health pass, it could be any other solution you would need to connect these disparate systems, sometimes make them work towards a common outcome to provide value to the client. So I think our role as IBM within this ecosystem is pretty unique in that we are able to bring both of these capabilities to bear. In terms of you know, you asked about favorite there are this is really a coop petition market where everybody has products, everybody has service is the most important thing is how how are we bringing them all together to serve the need or the need of the hour in this case, I would say one important thing in this. As you observe how these stories are panning out in an ecosystem in in part in a partnership, it is about the value that we provide to our clients together. So it's almost like a cell with model from from a go to market perspective, there is also a question of our products and services being delivered through our partners. Right? So think about the span and scope of what we do here. And so that's the sell through. And then of course we have our products running within our partner companies and our partner products, for example. Salesforce running within IBM. So this is a very interesting and a new way of doing business. I would say it's almost like the modern way of doing business with modernity. >>Well. And you mentioned cooperation. I mean you're you're part of IBM that will work with anybody because your customer first, whether it's a W. S. Microsoft oracle is a is a is a really tough competitor. But your customers are using oracle and they're using IBM. So I mean as a those are some good examples. I think of your point about cooper Titian. >>Absolutely. If you pick on any other client, I'll mention in this case. Delta, Delta was working with us on moving, being more agile. Now this pandemic has impacted the airline sector particularly hard, right With travel stopping and anything. So they are trying to get to a model which will help them scale up, scale down, be more agile will be more secure, be closer to their customers, try and understand how they can provide value to their customers and customers better. So we are working with Delta on moving them to cloud on the journey to cloud. Now that public cloud could be anything. The beauty of this model and a hybrid cloud approach is that you are able to put them on red hat open shift, you're able to do and package the services into a microservices kind of a model. You want to make sure all the applications are running on a portable, almost platform. Agnostic kind of a model. This is the beauty of this ecosystem that we are discussing is the ability to do what's right for the end customer at the end of the day, >>how about some of the like sass players, like some of the more prominent ones and we watched the ascendancy of service now and and, and work day, you mentioned Salesforce. How do you work with those guys? Obviously there's an Ai opportunity, but maybe you could add some, you know, color there. >>So I like the fact that you call out the different hyper scholars for example, uh whether it's a W. S, whether it's Microsoft, knowing that they have their own cloud instances, for example. And when you, when you mentioned, he had this happened a long time ago, you know, you start talking about the heft of the technology, I started thinking of all the truckloads of servers or whatever they have to pull up. We don't need that now because it can happen in the cloud and you don't have to pick one cloud or the other. And so when people say hybrid cloud, that's what comes out, you start to think of what I I call, you know, a hybrid of hybrids because I told you before, you know, these roles are changing. People aren't just buyers or suppliers, they're both. And then you start to say what we're different people supplying well in that ecosystem, we know there's not gonna be one player, there's gonna be multiple. So we partner by doing just what monty called out is this thought of integrating in hybrid environments on hybrid platforms with hybrid clouds, Multi clouds, maybe I want something on my premises, something somewhere else. So in giving that capability that flexibility we empower and this is what's doing that cooperation, we empower our partners are strategic partners, we want them to be better with us. And this is this thought of being able to actually bring more together and move faster which is almost counterintuitive. You're like wait a minute you're adding more players but you're moving faster. Exactly because we have the capability to integrate those those technologies and get that outcome that monty mentioned, >>I would add to this one. Jason you mentioned something very very interesting. I think if you want to go just fast you go alone but if you want to go further, you go together. And that is the core of our point of view in this case is that we want to go further and we want to create value that is long lasting. >>What about like so I get the technology players and there may be things that you do that others don't or vice versa. So the gap fillers etcetera. But what about how to maybe customers that they get involved? Perhaps government agencies, may they be they be customer or an N. G. O. As another example, Are they part of this value chain? Part of this ecosystem? >>Absolutely. I'll give you I'll stick with the same example when I mentioned a digital health past that Digital Health Pass is something that we have as IBM and it's a credential Think of it as a health credential not a vaccine passport because it could be used for a test for a negative test on Covid, it could be used for antibiotics. So if you have this credential, it's something that we, as IBM created years back and we were using it for learning. When you think of getting people uh certifications versus a four year diploma, how do we get people into the workforce? That was what was original. That was a jenny Rometty thought, let's focus on new collar workers. So we had this asset that we'd already created and then it's wait, there's a place for it to work with, with health, with validation verification on someone's option, it's optional. They choose it. Hey, I want to do it this way. Well, the state of new york said that they wanted to do it that way and they said, listen, we are going to have a digital health pass for all of our, all of our new york citizens and we want to make sure that it's equitable, it could be printed or on a screen and we want it to be designed in this way and we wanted to work on this platform and we want to be able to, to work with the strategic Partners, a Salesforce and ASAP and work. I mean, I can just keep and we said okay let's do this. And this is the start of collaboration and doing it by design. So we haven't lost that day but this only brings it to the forefront just as you said, yes, that is what we want. We want to make sure that in this ecosystem we have a way to ensure that we are bringing together convening not just point products or different service providers but taking them together and getting the best outcome so that that end user can have it configured in the way that they want it >>guys, we got to leave it there but it's clear you're helping your customers and your partners on this this digital transformation journey that we already we all talk about. You get this massive portfolio of capabilities, deep, deep expertise, I love the hybrid cloud and AI Focus, Jason and money really appreciate you coming back in the cubes. Great to see you both. >>Thank you so much. Dave Fantastic. All >>Right. And thank you for watching everybody's day Vigilante for the Cuban. Our continuous coverage of IBM, think 2021, the virtual edition. Keep it right there. Yeah. Mhm. Mhm. >>Mhm.

>>from >>Around the globe. It's the cube with digital coverage of IBM think 2021 brought to you by IBM. Welcome to the cubes coverage of IBM Think 2021. I'm your host lisa martin today. Have a new guest new to the cube moderate Tabla, the director of strategic partnerships for enterprise application services is joining me moderate. It's nice to have you on the program. >>Thank you lisa. Very excited to be here and hello everyone. >>So different this year. Again Virtual like last year we're going to talk about digital transformation and we saw this huge acceleration in 2020. The massive adoption of SAS applications. We want to talk though about IBM managed services for S AP applications. So before we get into that I'd love for you to be able to describe what your role is to our audience. >>Absolutely lisa. So good day everyone. I've been with IBM for over 23 years and my current role, I run the strategic alliances for IBM basically in the E. R. P. Space S. A. P. Being our primary strategic partner, I have a global team of architects and we basically look at market requirements. Talk to a lot of customers, talk to our business partner S. A. P. Obviously um you know, try to help them would come up with a solution. Well the transformation journey to the cloud and hopefully today, you know, we'll elaborate a little bit more on the exact work that we do in this space. So very happy to be here. Thank you. >>Sure. So we're going to dissect the IBM s. A. P. Relationship. I think you even worked at S. A. P. Before your 23 year tenure at IBM. So we'll get to some of that as well. But help us understand customers have so much choice each day. There is more and more interest why should a customer choose IBM as their strategic partner for this digital transformation journey. >>Well really, IBM has been in this essay p business for many, many decades. As you know Um we have many many certified people in S. A. P. close to 40,000 people actually globally. Um And we can help the clients in various aspects of their journey. So you know the typical cloud journey has four different aspects to it. Um You need the advice so you need basically systems integration services to help customers actually define the scope on, you know what they actually want to either upgrade, bring it to current as well as you know what workloads they want to move to the cloud. We can help customers with our Systems integration services called the Global Business Business Services in IBM we can help them with their entire planning, we can help them with the actual move to the cloud. So IBM offers a whole different variety of services for migration or not only to see ASAP workloads. I mean ASAP typically ends up being the heart of the workloads that any of the major customers run but surrounding SCP, there's a lot of other applications so we can help plan that entire journey for advice and then move it as well as in the interim. You know, there's also another step which can be some customers. They need to build net new and you know upgrade their applications to the latest technologies so we can help them with that. And then once the building move is over, obviously customers need help with the actual steady state run state environment and that's where this key service that we have managed services for SCP applications helps them. So our certifications with S. A. P. And the fact that we have consultants that are certified and all these different aspects of the journey can really help your clients. The other part, I would say that IBM is really a hybrid cloud provider. So obviously we have our cloud service, the IBM cloud, but we can offer this service meeting the customer where they need to be. So we are a client centric service, so if the customer has a choice of AWS or Azure, uh we can meet them left. So this is how, you know, we can really help our customers with our expertise. I know the data point to note that, you know, 70 80 of the enterprise customers still have not moved their workloads to the cloud. So this is a space, especially with Covid, as you've seen what's happened, you know, customers now are really, really looking to accelerate the journey because it's become a necessity, It's no longer something that our Ceo and C I O can push to the right, right, this is something they have to act now. So I began with all these various services, you know, specifically good in the S A. P area. Um, and given that we've been managing these production workloads for a lot of these enterprise customers on our cloud services for many, many years, we have the experience, we can truly help them with their journey >>And as you said, that's so critical of these days. One of the things that I think we learned in 2020 is is there was no time like the present, it really became such a massive shift that for business survival, those that weren't digitized definitely were in some hot water. Talk to me. So you talked about the IBM s, a P relationship being longstanding, Can you talk to me about the different aspects of the alliance and how that helps you guys to meet customers where they are? >>Sure. Um so s. a. p. and idea, we've been strategic partners for over 46 years. That's a long time. The partnership obviously has evolved over the years and I'll talk about you know a few of the different aspects where we've been partners um you know, the alliance initially obviously started, you know, IBM is in multiple businesses as you know, we have our one of the largest systems integrators in the world from a global business services point of view as well as one of the largest application planet services providers. So that's uh you know part of the alliance then we have our server groups, the power systems that IBM has. So that's another dimension of the alliance where um you know 5 6000 plus ASAP clients even today are still running um there? S a the applications on the power systems, whether it's on premise or also in some of the cloud deployment models. Historically we also had obviously the Database DB two alliance, but now with the S. A. P. S moved to Hannah um that's kind of a little bit of a mute point. Obviously it still exists, but most of the clients are now obviously being encouraged really to adopt S. A. P. S latest S four hana from the services standpoint. The other facet, you know, is really around the cloud services. So that's really our topic today right. Um in the cloud services area we have alliances with S. A. P very very strong alliances that have existed for you know, almost a decade now. Um as I said we've been managing the production workloads for very very large customers in many different industries, their entire supply chains. HR financial systems are running on IBM either in the old traditional hosting models um or also in our cloud models for the past 10 plus years. Right as IBM has evolved, so we have made sure that we do a whole different types of certifications with S. A. P. To stay current. Um many of these certifications are done either you know every two years, some are done every year. And if anyone checks, you know, the S. A. P. Service marketplace website which is owned by S. A. P. You can see IBM listed in all these different angles as a certified provider. There isn't another provider that can claim this breath in terms of certifications that IBM has done and that's why customers can benefit either from one or two of these services that IBMS provides or obviously a combination is a single vendor if the customer needs. So, you know, we have the sex, we have the credibility, we have decades of, you know, Delivery excellence in these areas, servicing these clients. Lots of the Fortune, 100 customers actually are running. Um there? S a p workloads on the IBM systems, whether in traditional hosting or in a hybrid cloud deployment. Some cases were actually providing services for customers that run their SCP workloads on premise. So we cater to that, you know, sets of clients as well and then of course others that are purely on our cloud. Um IBM cloud as well as hyper scholars. Yeah, so long >>list of certifications, that seems to be one of the biggest differentiators that you talked about me a little bit about how things have evolved over the last 12 to 18 months. in terms of how is IBMS focus changed for hybrid cloud with S. A. P. >>Yeah, so the focus changed if you know, you know, until last year we will call the cloud and cognitive company. Um This year of course the whole company has changed and we're going through a major transformation at the moment. We are the hybrid cloud company now. And that that name change means a lot. It means a lot in the sense that it gives choices to the customer, that's what the whole mission is all about. We want to make sure that customers are consuming IBM services and the IBM wants to meet them where they want to be. So there's you know, flexibility of choices in terms of hybrid, another cloud deployment model. So most customers in the S. A. P. Area, you know, they're looking for either just a pure private cloud deployment or they're looking for public cloud deployment or a combination and some are because, you know, there? S A. P. S. Footprint sizes are so large. Think about the multinational global companies, you know, and then they operate in so many different regions of the world and their data sizes of their databases are so large. Perhaps, you know, the public cloud really isn't a good fit yet. These customers are looking to move some sort of their workloads to the cloud. So that's where this hybrid cloud helps them. Because customers, you know, 90 plus percent of the clients today are really not choosing one hyper Scaler as their deployment option. They're really looking at multiple. So because they're running their workloads not just ASAP, but everything else, you know, SCP always brings along a whole bunch of other applications like tax applications and other interfaces, homegrown applications analytics that the customers are using. So if you want to take advantage of the true hybrid cloud and the benefits of all the various um, deployments and hyper scale is available in that region. Really, the hybrid cloud strategy from IBM is a perfect fit because we give them choices of deployment. We're not saying that you have to deploy an IBM cloud. Um, we're saying you can deploy either on premise VWs as your idea of cloud. Really what makes sense? You know, best sense for the types of war clothes that the customer is looking at. So that's how the strategy for IBM has completely changed to meet the clients, you know, for what they're actually looking for. Talk to me a >>little bit about the go to market so I B M and S A P longstanding decades old relationship, A lot of certifications that you talked about. We're talking about business critical Applications, you mentioned supply chain a minute ago and I can't help but think it how supply chain has been affected in the last year. What is the good market approach with respect to providing consultation services to help customers determine? Should we migrate to what Hyper Scaler and how and when? >>Yeah, so we can help them with that? Um, so hyper hyper scale is obviously, you know, IBM has been listed for example, as the leader in Gartner 2020 and you know, there's lots of other stats that show them that IBM is a leader in application services, in consulting services, application management services as well as managed services. So these are all different, Right? And you can see us being listed as a leader either it's in Gartner or I. D. C. Or Horse or Wave. And for many reasons and you know, IBM actually has one series of pinnacle awards from S. A. P. Over the U. S. How this helps the clients really determined is that, you know, IBM obviously does a lot of studies externally. We have internal as well as external facing views of comparatives of the various hyper scholars, um you know, including Aws, Azure, G. C. P. And so on. So when a customer comes to us for asking for advice, um, and so on, we basically look at our own intellectual properties, all the analysis that has been done. And more importantly, we look at the full scope of services that the customer wants is doing. What sort of a business are there in. We have industry experts, there's E. R. P. Strategy, um, folks within IBM. So, you know, they go after a certain industry and when they, let's say, you know, they've gone after the oil and gas industry, for example, they will look at multiple customers in that particular space. So based on their experiences, we can actually define the right road map for the client to be able to help them to move their work clothes to this hybrid cloud strategy that I just mentioned. Right? So that's how we can help them because we have the expertise in that industry as well. >>And I'm curious moderate in the last year with so much flux and rapidly changing market conditions, Did you >>see any >>one or two industries in particular really leading the charge here and coming to IBM. S. A. P. For help on this transformation journey which has been accelerated by a couple of years. >>Suddenly the retail industry for sure, right. I mean in spite of the crisis, I think the retail industry did pretty well, right? Because people still have to buy stuff. Of course, the whole buying behavior change. No question. Um You and I don't know about two days of, but for me, you know, I was never a major online shopper. Oh yeah. You know, I just about everything. Um previously it used to be select things here and there, but now it's totally changed, right? So that industry certainly has accelerated. No question. We've had a lot of those coming. The other industries that I've seen. The change in the last 12, 18 months is really, for example, you know, the banking industry and so on. Um IBM basically, you know, launched a lot of services in the financial services sector for this reason. Um So those are of course transforming very fast to keep up with the market. Um and I'm sure there's others, right? But these are the two that come to mind. Yeah, >>two that have been most affected and needed to pivot so quickly. In addition to health care. Let me ask you one final question here. Before we wrap. Talk to me about the advantages of using the PMC partner managed cloud s a P license resale model. The advantages of using that and the benefits. >>Sure. Um so we, you know, so far our discussion was really focused around, you know, the various service capabilities that IBM has in terms of our capabilities for helping clients with hyper scholars and hybrid cloud. We also need to spend a little bit of time talking about the operations model. Right? So when they're running their production workloads on IBM PMC is yet another dimension. So what PMC partner managed cloud is really some very limited partnerships that s A P does And the IBM is the lead on that one in this base. What ASAP allows is the partner, which in this case is IBM to resell the ASAP software license to a customer. So IBM has the rights globally to resell the license and why is that beneficial to the client? Because now, um, IBM can actually turn around the S. A. P license and have the customer pay us in a SAS model. So it basically is now an apex model where the customer is basically paying, you know, a monthly fee as an example, so there's no upfront cost to the client and they basically pay IBM and IBM PS ASAP. So IBM is kind of holding the risk if you will on behalf of the customer, it gives customers more choices, more flexibilities, better pricing approach. So if the customer wants as an example to buy everything the full package, including systems implementation services, deployment models with choices on a cloud, whether it's IBM cloud or others as well as the license itself. IBM has this end to end capability today. We've been selling it to several clients for a few years in several geography is right. So that's the advantage behind it. >>Excellent. Thanks for breaking that down moderate and joining me today talking about what's new with I B M and S A P, the opportunities for customers to accelerate their digital transformation. We appreciate you stopping by. >>Thank you very much, lisa truly enjoyed it. Thank you. >>Good. Me too. For moderate Tabla. I'm lisa martin. You're watching the cubes coverage of IBM think 2021. >>Mm.