>>Hi, everyone. My name is Dan Bonnie and I want to thank the organizers for inviting me to speak. Since I only have 15 >>minutes, I decided to talk about something relatively simple that will hopefully be useful to entity. This is joint work with my students Sabah Eskandarian and Sam Kim. And with Morrissey, this work will appear it, uh, the upcoming Asia crypt and is available on E print if anyone wants this to learn more about what I'm going to talk about, So >>I want to tell you the story >>of storing encrypted data in the cloud. >>So all of us have lots of data, and typically we'd rather not >>store the data on our local machines. But rather we'd like to move the data to the cloud so that the cloud can handle back up in the cloud, can handle access control on this data and allow us to share it with others. However, for some types of data, we'd rather not have the data available in the cloud in the clear. And so what we dio is we encrypt the data before we send it to the cloud, and the customer is the one that's holding the key. So the cloud has cipher text, and the customer is the only one that has the key that could decrypt that data. >>Now, whenever dealing with encrypted data, there is a very common requirements called key rotation. So key rotation refers to the act of taking a cipher text and basically re encrypting it under a different key without changing the underlying data. Okay. And the reason we do that is so that an old key basically >>stops working, right? So we re encrypt the data under a new key, and as a result, the old red key can no longer decrypt the data. So it's a way for us to expire keys so that Onley the new key can decrypt the current data stored in the cloud. Of >>course, when we do this, we have to assume that the cloud actually doesn't store the old cipher text. So we're just going to assume that the cloud deletes the old cipher text, and the only thing the cloud has is on Lee, >>the latest version of the cipher text which can only be decrypted using the latest version of the key. >>So why do we do key rotations. Well, it turns out it's actually quite a good idea for one reason. Like we said, it limits the lifetime of a key. If I give you a key today, you can decrypt the data today. But after I do key rotation on my data, the key that I gave you no longer works. Okay, so it's a way to limit the lifetime of a key. And it's a good idea, for example, in an organization that might have temporary employees. Basically, you might give those temporary employees a key. But once they leave effectively, >>the keys will stop working after the key rotation has been done. >>Not only is it a good idea, it's actually >>a requirement in many standards. So, for example, this requires key rotation, the payment industry and requires periodic he rotation. So it's a fairly common requirement out there. The >>problem is, how do we do key >>rotation when the data is stored in the cloud? Yeah, so there are >>two options that immediately come to mind, but both are problematic. The first option is we can download the entire data >>set onto our client machines. Things could be terabytes or petabytes of data so it's a huge amount of data that we might need to download on to the client >>machine, decrypt it under the old Ke re encrypted under the new key and then upload all >>that data back to the cloud. So that works and it's fine. The only problem is it's very expensive. You have to move the data back and forth in and out of the cloud. The >>other option, of course, is to send the actual old key in the new key to the cloud and then have the cloud re encrypt using the old key and re encrypt, then using the new key. And of course, that also works. >>But it's insecure because now the cloud will get to see your data in the clear. So >>the question is what to do. And it turns out there is a better option, which is called up datable encryption, so obtainable encryption works as follows. What we do is we take our old key and our new key, and we combine them together using some sort of ah kee Reekie generation algorithm. What this algorithm will do is it will generate a short key. That's a combination of the old and new key. We can then send the re encryption key over to the cloud. The cloud can then use this key to encrypt re encrypt the entire data in the cloud. So in doing so, basically, the cloud is able to do the rotation for us. But the hope is that the cloud learns >>nothing about the data in doing that. Okay, so the re encryption key that we send to the cloud should reveal nothing to the cloud about the actual data that's being held in the cloud. So obtainable encryption is relatively old concept. I guess it was first studied in one of our papers back from 2013. There were stronger definitions given in the work of Everest power it all in 2017. And there's been a number of papers studying this this concept since. So >>before we talk about the constructions for available encryption, let me just quickly make >>sure the syntax is clear. Just so we see how this works. So basically there's a key generation algorithm that generates a key from a security parameter. Then, when we encrypt a message using a particular key, we're gonna break the cipher text into a short header and the actual cipher text the hitter and the cipher text gets into the >>cloud. And like I said, this header is going to be short and independent of the message length. Then when we want to do rotation, what we'll do is basically will use the old key in the new key along with the cipher text header to produce what we call >>a re encryption key will denote that by Delta. Okay, so the way this works is we will download the header from the >>Cloud Short header Computer Encryption key, send their encryption key to the cloud, and then the cloud will use the re encrypt algorithm that uses the re encryption key and the old cipher >>text to produce the new cipher text. And then this new cipher text will be stored in the cloud. And again, I repeat, the assumption is that the cloud is gonna erase the old cipher text. It is going to erase the re encryption key that we send to it. >>And finally, at the end of the day, when we want to decrypt the actual cipher text in the cloud, we download >>the cipher text on the cloud we decrypted using the key K and recover the actual message in. >>Okay, So in this new work with my students, we set out to look Atmore efficient constructions for available encryption. So the first thing we did is we realize there's some issues >>with the current security definitions and so we strengthen the security definitions in particular, we strengthen them in a couple of ways, but in particular, we'd like to make sure that the actual cipher text has stored in the cloud doesn't actually revealed a number of key rotations. Yeah, so a rotated cipher text should look indistinguishable from a fresh cipher text. >>But not only that, That actually should also guarantee >>that the number of key rotations is not leaked by from just looking at the cipher text. So generally, we'd like to hide the number of key rotations so that it doesn't reveal private information about what's what's encrypted inside the cipher text. >>But our main goal was to look at more efficient construction. So we looked at two constructions, one based >>on a lattice based key home or fake. Prof. So actually, the main point of this work was actually to study the performance of a lattice based key home or fake prof relative to the existing of datable encryption systems >>and then the other. The other construction we give is what's called a nested. Construction would just uses plain old symmetric encryption. And interestingly, what we show is that in fact, the nested construction is actually the best construction we have as long as the number of key rotations is not too high. Yes, so if we do under 50 re encryptions, just go ahead and use the nested construction basically from symmetric encryption. However, if we do more than 50 key rotations, all of a sudden the lattice >>based construction becomes the best one that we have. >>I want to emphasize here that are our goal for using lattices. That was not to get quantum resistance. We wanted to use lattices just because >>lettuces are fast. Yeah, and so we wanted to gain from the performance of lattice is not from the security that they provide >>eso I guess before I talk about the constructions, I have to quickly just remind you of how >>what what the security model is, what it is we're trying to achieve and I have to say the security model for available encryption is not that easy to explain here, You know, the adversary gets to see lots of keys. He gets to see lots of re encryption keys. He gets to see lots of >>cipher text. So instead of giving you the full definition, I'm just gonna give you kind >>of the intuition for what this definition is trying to achieve. And I'm going to point you to the paper for the details. So >>really, what the definition is trying to say >>is the following settings. Right. So imagine we have a cipher text that's encrypted under a certain key K. At >>some point later on in the future, the cipher text gets re encrypted using a re encryption key Delta. Okay, so now the new cipher text is encrypted under the key K prime. And what we're basically trying to achieve in the definition is to say that well, if the adversary gets to see the old cipher text >>the new cipher text and they re encryption key, then they learn nothing about the message. And they can't harm the integrity of the cipher text. >>Similarly, if they just see the old key and the new >>cipher text. They learn nothing about the message, and they can't harm the integrity of the cipher text. And similarly, if you see an old cipher text in a new key, same thing. Yeah, this is again overly simplified because in reality, the adversary gets to see lots of cipher, text and lots of keys and lots of encryption keys. And there are all these correctness conditions for when he's supposed Thio learn something and whatnot. And so I'm going to defer this to the paper. But this gives you at least the intuition for what the definition is trying to >>achieve. So now let's turn to constructions, so the first construction we'll look >>at it is kind of the classic way to construct available encryption using what's called the key home or fake. Prof. Sochi Home or for Pierre Efs were used by the or Pincus and Rain go back in 99 there were defined in our paper. BLM are back in 2013 the point of the BLM. Our paper was mainly to construct key home or fake pl refs without random oracles. So first, let me explain what Akiyama Murphy pf >>is. So it's basically a Pierre F where we have home amorphous, um, >>relative to the key. So you can see here if I give you the prof under two different keys at the point X, I can add those values and get the PF under the some of the keys at the same point x. Okay, so that's what the key home or fake property lets >>us dio. And so keyhole Norfolk PRS were used to construct a datable encryption schemes. The first thing we show is that, in fact, using keyhole graphic PRS, weaken build an update Abel encryption scheme that satisfies are stronger security definitions. So again, I'm not going to go through this construction. But just to give you intuition for why key Horrific Pff's are useful for update Abel encryption. Let me just say that the re encryption key is gonna be the some of the old key and the new key. And to see why that's useful. Let's imagine we're encrypting >>a message using counter mode so you can see here a message is being encrypted using a P r f applied to a counter, I >>Well, if I give the cloud K one plus K to the cloud >>can evaluate F F K one plus K two at the point I and if we subtract that from the >>cipher text, then by the key home or FIC properties, you'll see that F K one cancels out. And basically we're left with an encryption of them under the ki minus K two. So we were able to transform the cipher text for an encryption under K one to an encryption under minus K two. Yeah, and that's kind of the reason why they're useful. But of course, in reality, the construction >>has many, many more bells and whistles to it to satisfy the security definition. Okay, so >>what do we know about Qihoo? Norfolk? Pff's? Well, the first key home or fake prof is based on the d. D H assumption. And that's just the standards PF from D d H. It's not difficult to see that this >>construction actually is key human Norfolk. >>In this work, we're particularly interested in the keyhole morphing prof that comes from lattices. So our question was, can we optimize the ski home amorphous prof to get a very fast update Abel encryption scheme? And so the answer is yes, we can. And to do that we use the ring learning with error problems. So our goal was really to kind of evaluate obtainable encryption as it applies to lattices. So that's the first construction. The second construction, like I said, is purely based on symmetric encryption, and it's kind of an enhancement of what we call the Trivial Update Abel encryption scheme. So what's the Trivial Update? Abel encryption scheme? Well, basically, we would look at >>a standard encryption where we encrypt the message using some message key. And then we encrypt the message key using the actual client key. These are all symmetric encryptions. The client basically clinic. He would be >>K, and the header would be the message encryption key. Now, when we want to rotate the keys, all we will do is basically we would generate a new message. >>Encryption key will call a K body prime. We'll send that over to the cloud that the >>cloud will encrypt the entire old cipher text under the new key and then encrypt a new key along with the old key under a new clients key, which we call Cape Prime. So what gets sent to the cloud is this K body prime and header prime and the cloud is able to do its operation and re encrypt the old cipher text. The new client key becomes K prime. And of course, we can continue this over and over in kind of an onion like encryption where we keep encrypting the old cipher text under a new message. He The benefit of the scheme, of course, is that it only uses >>symmetric encryption, so it's actually quite fast, so that's pretty good. >>Unfortunately, this is not quite secure. And the reason this is not secure is because the cipher >>text effectively grows with a number of key rotations. So the cipher text actually leaks the number of key rotations, and so it doesn't actually satisfy our definitions. Nevertheless, we're able to give a nest of construction that does satisfy our definitions. So it does hide the number of key rotations. And again, there are lots of details in this constructions. I'm going to point you to the paper for how the nested encryption works. So >>now we get to the main point that I wanted to make, which is >>comparing the different constructions. So let's compare the lattice based construction with a D. D H but its construction and the symmetric nested construction for the DTH based construction. We're going to use the GPRS system just for a comparison point, >>so you can see that for four kilobyte message >>blocks, the lattice based system is about 300 times faster than the D. D H P A system. And the reason we're able to get such a high throughput is, of course, lattices air more efficient but also were able to use the A V X instructions for speed up. And we've also optimized the ring that we're using quite a bit specifically for this purpose. Nevertheless, when we compared to the symmetric system, we see that the symmetric system is still in order of magnitude faster than even a lot of system. And so for encryption and re encryption purposes that the symmetric based system is the fastest that we have. When we go to a larger message blocks 32 kilobyte message blocks, you see that the benefit of the latter system is even greater over the D d H system. But the symmetric system performs even better Now if you think back to how the symmetric system works. It creates many layers of encryption and >>as a result, during decryption, we have to decrypt all these >>layers. So decryption in the symmetric system takes linear time in the number of re encryptions. So you can see this in this graph where the time to decrypt increases linearly with the number of re encryptions, whereas the key home or FIC methods take constant amount of time to decrypt, no matter how many re encryptions there are, the crossover point is about 50 re encryptions, Which is why we said that if in the lifetime of the cipher text we expect fewer than 50 re encryptions, you might as well use the symmetric nested system. But if you're doing frequently encryptions, let's say weekly re encryptions, you might end up with many more than 50 re encryptions, in which case the lattice based key home or fix scheme is the best up datable system we have today. >>So I'm going to stop here. But let me leave you with one open problem if you're interested in questions in this area. So let me say that in our latest based construction, because of the noise that's involved in latest constructions. It turns out we had toe slightly weaken >>our definitions of security to get the security proof to go through. I think it's an interesting problem to see if we can build a lattice based system that's as efficient as the one that we have, but one that satisfies our full security definition. Okay, so I'll stop here, and I'm happy to take any questions. Thank you very much.

>>law from Las Vegas. It's the Q covering a ws re invent 2019. Brought to you by Amazon Web service is and in along with its ecosystem partners. >>Okay, Welcome back, everyone. Cube coverage. Las Vegas live action. It was re invent 2019 3rd day of a massive show where our seventh year of the eight years of Abel documenting the history and the rise in the changing landscape of the business. I'm John for Bruce. To Minutemen, my co host. Our next guest Bill McGee, senior vice president, general manager of the Hybrid Cloud Security group within Trend Micro. So, this company, those guys now lead executive of the Cloud Hybrid. I have rid Cloud Security hybrid in there looking cute. >>And I've been to every reinvent, every single one. >>Congratulations. Thank you. >>Thank you. Nice to be >>here. So, eight years, what's changed in your mind? Real quick. >>Uh, wow. The Yeah, certainly. The amount of a dot Uh, the amount of adoption is now massive mainstream. You don't have the question. Should I go to the cloud? It's all about how and how much. Probably the biggest change we've seen is how it's really being embraced all around the world where a global company we saw initially a US on Australia type focused you K. Now it's all over the place and it's really relevant everywhere, >>you know, at least from my standpoint. And I have enough friends of mine in the security industry. When we first started coming to show, I mean security was here. Security is not only is so front and center in the discussion of cloud that they had all show for it here, so you know, it gives the 2019 view of security inside that the broader hybrid cloud discussion here, a re >>investor. Let me tell you a couple of things, kind of what we're seeing within our customer base and then what matters from a security perspective. So we see, you know, some organizations doing cloud migration moving. We're close to the cloud of various forms. Had a couple of meetings yesterday. One was college evacuating their data center. The other one was celebrating that two weeks ago they closed their data center, So that's a big step. Windows and Lennox workloads moving to the cloud and really changing existing security controls toe work better in the cloud. But certainly what a lot of these cloud builders are here for is, you know, developing cloud native applications. Originally back 78 years ago, that was on top of what's now seem like pretty simple. Service is like s three E. C two. I've got containers and server lists and other platforms that that people are using. And then the last thing. A lot of companies are establishing a cloud centre of excellence, and they're trying to optimize the use of the cloud. They still have compliance requirements that they need to achieve. So these are what we see happening and really the challenge for the customer. How do we secure all this? How do we secure the aggressive, aggressive cloud Native application development? How do we help a customer achieve compliance easily from a cloud centre of excellence? So that's where we see us fitting. And we made a big announcement a couple of weeks ago about a new platform that we've created. I would love to talk to >>love that. Let's dig into that. But first we were at reinforces Amazons First security, Carver's David Locked and I were talking about cloud security was on Prem security and then what's happening here and had a conversation with someone who was close to the C I. A. Can't say his or her name. And they said Cloud has changed the game for them because they're cost line was pretty much flat. But the demand for missions were squirrels going scaling. So we're seeing that same dynamic. You were referring to it earlier that costs and data centers is kind of flat. But the demand for application new stuff's happened, so there's a real increased her demand for APS. Sure, this is the real driver, how people are flexing and deploying technology. So the security becomes really the built in conversation, cracked comment on that dynamic. And what do you recommend? Well, so here's a couple >>of things we've seen, Really? You know, again, we've been doing private security for about a decade, and really it was primarily focused on one service of eight of us, which is easy to now that's a pretty darn big service and widely used within their customer base. There's no 170 service's, I think is the most recent number. So the developers are embracing all these new service is we acquired a new capability in October. Company called Cloud Conformity, based in Sydney, Australia, very focused on AWS, analyzes implementations against the eight of US well-architected framework. So the first step we see for customers is you gotta get visibility into use of the cloud for the security team. What service is air being used, then? Can you set up a set of security guard rails to allow those service is to be used in a secure manner. Then we help our customers turn to more detailed, specialized protection of easy to or containers or server list. So that's what we've recognized ourselves. We had to create a very modest version of what Amazon has created themselves, which is a platform that allows builders to connect to and choose what security service is they want. >>Road is your service bases and all the service's air. You guys now pick and choose the wall. Yeah, there's a main ones. What does highlight? So >>there's Yeah, I'll give you the ones where we provide a very large breath of protection. So in the what we're calling Cloud one conformity service. So that's this technology we acquired a couple months ago. It cuts across about 70 service is right now and gives you visibility of potential security configuration errors that you have in your environment now if it's in a deaf team, maybe not such a big deal. But if it's in production, that is a big deal. Even better, you can scan your cloud formacion templates on the way to being live. Then we have a set of specialized protection that you know will run on a workload and protect it protected containerized environment. A library that can sit within a server lis application. That's kind of how we look at it. All right, >>So, Bill, one of things of going to the more and more cloud for customers is that there's that shared responsibility. Modern. We know that security is everyone's responsibility. It needs to be built in from the ground up. How are your customers doing with that shift? And are they understanding what they need to do? There have been some pretty visible, like a weight. I really had to configure that. I've thought about that Amazons trying to close the gap on song. But for some of those, >>we've seen a big positive change over the years. Initially I would say that there was what I would call a naive perception that the cloud with magic and it was perfectly secure and that I don't have to worry about it, right. Amazon data did the industry a real favor by establishing the shared responsibility model and making crystal clear what they've got covered that you don't need to worry about anymore as a customer. And then what are the capabilities you still need? Toe worry about? They've delivered a set of security tools that help their customers, and then they rely on partners like us. Thio deliver a set of more in depth tools. Thio, you know, specialized market. >>You actually used a word that we've been talking about a lot this week. Naive. Yeah. So we said, there's, you know, the one letter difference between being cloud native meeting Cloud naive there. Yeah. What does it mean to be cloud native in the security world? >>Well, I would say what allows you to be so first, the most important thing in every customer's mind. I don't care how good the security capabilities you're helping with me with. If you're going to slow down the improvements that I've just made to my development lifecycle. I'm not interested. So that is the most important thing is, are you able to inject your security technology and allow the customer to deliver at the rate that they're currently or continuing to improve? That is by far the most important thing. Then it's our your controls, fitting into an environment in a way that that are as easy as possible for the customer. One part that's been very critical for us. We've been a lead adopter of the AWS marketplace, allowing customers too procure security technology easily. They don't actually have to talk to us to buy our product. That's pretty revolutionary >>about the number of breaches that I'm going on, What's changed with you guys over the year because new vectors air coming out at this more surface area. Obviously, it's been discussed. What's changed most in your I'll >>tell you what we're worried about and what we expect to see, although I would say the evidence. It's early, uh, the reality in our traditional data centers. They were so porous at runtime in terms of the infrastructure and vulnerabilities that it was relatively easy for Attackers to get in the cloud has actually improved the level of security because of automation, less configuration errors. Unfortunately, what we expect his Attackers >>to move to. >>The developers moved to the depth pipeline, injecting code not a run time, but injecting it earlier in the life cycle. We've seen evidence of container images up on Dr Hub getting infected and then developers just pulling in without thinking about it. That's where Attackers are going to move to the depth pipeline. And we need to move some of our security technology to the dead pipeline toe, help customers defend themselves. >>What about International Geo Geo issues around compliance. How is that changing the game or slowing it down? Or I'm sailing it or you talk about that dynamic with regions? Are you >>sure you know us is the most innovative market and the most risk taking market, and therefore people moved to the cloud quite bravely over this over this decade. Some of the markets So, for example, were Japanese headquarters company. In general, Japanese companies, you know, really taken to a lot of considerations before they make that type of big bet. But now we're seeing it. We're seeing auto manufacturers embrace the cloud. So I think those it was a struggle for us in the early days. How regional the adoption of Cloud was. That's not the case anymore. It's really a relevant conversation in every one of our markets. >>Bill. Thank you for coming on the Cuban Sharing your insights Hybrid Cloud Security Got to ask you to end the segment. Yeah, What is going on for you This year? I'll see hybrids in your title. Operating models. Cloud center, gravity clouds going to the edge or data center. Just operate model. What's on your mind this year? What are you trying to do? Accomplish what you excited >>about? What? We're really excited about what this product announcement we made, called Cloud One. And what Cloud one is, is a set of Security Service's, which customers can access through common common access common building infrastructure, common cloud account management and choose what to use. You know, Andy put it pretty well in his keynote where you know he talked about He doesn't think of aws, a Swiss Army knife. He thinks of it as a specialized set of tools that builders get to adopt. We want to create a set of security tools in a similar way where customers can choose which of these specialized security service is that they want to adopt >>Bill. Great pleasure to meet you and have this conversation pro and then security area entrepreneur sold his company to Trend Micro. This is the hybrid world. It's all about the cloud operating model. So about agility and getting things done with application developers. This cube bringing all the data from reinvent stables for more coverage after this short break.

>> Announcer: Live from Orlando Florida, it's theCUBE, covering Microsoft Ignite. Brought to you by Cohesity. >> Good morning everyone. You are watching theCUBE's live coverage of Microsoft Ignite 2019 here in Orlando, Florida. I'm your host Rebecca Knight, co-hosting alongside of Stu Miniman. We are joined by Donovan Brown. He is the Principal Cloud Advocate Manager of Methods and Practices Organizations at Microsoft. (laughing) A mouthful of a title. >> Yes. >> Rebecca: We are thrilled to welcome you on. >> Thank you so much. >> You are the man in the black shirt. >> I have been dubbed the man in the black shirt. >> So tell us what that's all about. You're absolutely famous. Whenever we were saying Donovan Brown's going to be here. "The man in the black shirt?" >> Yes. >> So what's that about? >> So it was interesting. The first time I ever got to keynote in an event was in New York in 2015 for Scott Guthrie, the guy who only wears a red shirt. And I remember, I was literally, and this is no exaggeration, wearing this exact black shirt, right, because I bring it with me and I can tell because the tag in the back is worn more than the other black shirts I have just like this one. And I bring this one out for big events because I was in a keynote yesterday and I knew I was going to be on your show today. And I wore it and it looked good on camera. I felt really good. I'm an ex-athlete. We're very superstitious. I'm like I have to wear that shirt in every keynote that I do from now on because if you look further back, you'll see me in blue shirts and all other colored shirts. But from that day forward, it's going to be hard pressed for you to find me on camera on stage without this black shirt on or a black shirt of some type. And there's a really cool story about the black shirt that was. This is what\ I knew it was a thing. So I pack about six or seven black shirts in every luggage. I'm flying overseas to Germany to go Kampf to do a keynote for, I think it was Azure Saturday. Flights were really messed up. they had to check my bag which makes me very uncomfortable because they lose stuff. I'm not too worried about it, it'll be okay. Check my bag, get to Europe. They've been advertising that the black shirt is coming for months and they lose my luggage. And I am now, heart's pounding out of my chest. (laughing) We go to the airport. I'm shopping in the airport because I don't even have luggage. I cannot find a black shirt and I am just thinking this is devastating. How am I going to go to a conference who's been promoting "the black shirt's coming" not wearing a black shirt? And my luggage does not show up. I show up at the event I'm thinking okay, maybe I'll get lucky and the actual conference shirt will be black and then we're all good. I walk in and all I see are white shirts. I'm like this could not be worse. And then now the speakers show up. They're wearing blue shirts, I'm like this cannot be happening. So I'm depressed, I'm walking to the back and everyone's starts saying, "Donovan's here, Donovan's here." And I'm looking to find my polo, my blue polo I'm going to put on. They're like no, no, no, no Donovan. They printed one black shirt just for me. I was like oh my goodness, this is so awesome. So I put the black shirt on, then I put a jacket on over it and I go out and I tell the story of how hard it was to get here, that they lost my luggage, I'm not myself without a black shirt. But this team had my back. And when I unzipped my shirt, the whole place just starts clapping 'cause I'm wearing >> Oh, I love it. >> a black shirt. >> Exactly. So now to be seen without a black shirt is weird. Jessica Dean works for me. We were in Singapore together and it was an off day. So I just wore a normal shirt. She had to take a double take, "Oh no, is that Donovan, my manager "'cause he's not wearing a black shirt?" I don't wear them all the time but if I'm on camera, on stage you're going to see me in a black shirt. >> Rebecca: All right, I like it. >> Well, Donovan, great story. Your team, Methods and Practices makes up a broad spectrum of activities and was relatively recently rebranded. >> Yeah. >> We've talked to some of your team members on theCUBE before, so tell our audience a little bit about the bridges Microsoft's building to help the people. >> Great. No, so that's been great. Originally, I built a team called The League. Right, there's a really small group of just DevOps focused diehards. And we still exist. A matter of fact, we're doing a meet and greet tonight at 4:30 where you can come and meet all five of the original League members. Eventually, I got tasked with a much bigger team. I tell the story. I was in Norway, I went to sleep, I had four direct reports. I literally woke up and I had 20 people reporting to me and I'm like what just happened? And the team's spanned out a lot more than just DevOps. So having it branded as the DevOps Guy doesn't really yield very well for people who aren't diehard DevOps people. And what we feared was, "Donovan there's people who are afraid of DevOps "who now report to you." You can't be that DevOps guy anymore. You have to broaden what you do so that you can actually focus on the IT pros in the world, the modern operations people, the lift and shift with Jeremy, with what Jeramiah's doing for me right, with the lift and shift of workloads . And you still have to own DevOps. So what I did is I pulled back, reduced my direct reports to four and now I have teams underneath me. Abel Wang now runs DevOps. He's going to be the new DevOps guy for me. Jeramiah runs our lift and shift. Rick Klaus or you know the Hat, he runs all my IT Pro and then Emily who's just an amazing speaker for us, runs all of my modern operations. So we span those four big areas right. Modern operations which is sort of like the ops side of DevOps, IT pros which are the low level infrastructure, diehard Windows server admins and then we have DevOps run by Abel which is still, the majority of The League is over there. And then we have obviously the IT pros, modern ops, DevOps and then the left and shift with Jeramiah. >> I'd like to speak a little bit as to why you've got these different groups? How do you share information across the teams but you know really meet customers where they are and help them along 'cause my background's infrastructure. >> Donovan: Sure. >> And that DevOps, was like that religion pounding at you, that absolutely, I mean, I've got a closet full of hoodies but I'm not a developer. Understand? >> Understood. (laughs) It's interesting because when you look at where our customers are today, getting into the cloud is not something you do overnight. It takes lots of steps. You might start with a lift and shift, right? You might start with just adding some Azure in a hybrid scenario to your on-prem scenario. So my IT pros are looking after that group of people that they're still on prem majority, they're trying to dip those toes into the cloud. They want to start using things like file shares or backups or something that they can have, disaster recovery offsite while they're still running the majority of what they're doing on-prem. So there's always an Azure pool to all four of the teams that I actually run. But I need them to take care of where our customers are today and it's not just force them to be where we want them tomorrow and they're not ready to go there. So it's kind of interesting that my team's kind of have every one of those stages of migration from I'm on-prem, do I need to lift and shift do I need to do modern operations, do I need to be doing full-blown DevOps pull all up? So, I think it's a nice group of people that kind of fit the spectrum of where our customers are going to be taking that journey from where they are to enter the cloud. So I love it. >> One of the things you said was getting to the cloud doesn't happen overnight. >> No, it does not. >> Well, you can say that again because there is still a lot of skepticism and reluctance and nervousness. How do you, we talked so much about this digital transformation and technology is not the hard part. It's the people that pose the biggest challenges to actually making it happen. >> Donovan: Right. >> So we're talking about meeting customers where they are in terms of the tools they need. But where do you meet them in terms of where they are just in their approach and their mindset, in terms of their cloud readiness? >> You listen. Believe it or not, you can't just go and tell people something. You need to listen to them, find out what hurts and then start with that one thing is what I tell people. Focus on what hurts the most first. Don't do a big bang change of any type. I think that's a recipe for disaster. There's too many variables that could go wrong. But when I sit down with a customer is like tell me where you are, tell me what hurts, like what are you afraid of? Is it a compliancies? Let me go get you in contact with someone who can tell you about all the comp. We have over 90 certifications on Azure. Let me. whatever your fear is, I bet you I can get you in touch with someone that's going to help you get past that fear. But I don't say just lift, shift, move it all like stop wasting, like no. Let's focus on that one thing. And what you're going to do is you're going to start to build confidence and trust with that customer. And they know that I'm not there just trying to rip and replace you and get out high levels of ACR. I'm trying to succeed with you, right, empower every person in every organization on the planet to achieve more. You do that by teaching them first, by helping them first. You can sell them last, right? You shouldn't have to sell them at all once they trust that what we we're trying to do together is partner with you. I look at every customer more as a partner than a customer, like how can I come with you and we do better things together than either one of us could have done apart. >> You're a cloud psychologist? Almost, right because I always put myself in their position. If I was a customer, what would I want that vendor to do for me? How would they make me feel comfortable and that's the way that I lead. Right, I don't want you going in there selling anything right. We're here to educate them and if we're doing our job on the product side, the answer is going to be obvious that you need to be coming with us to Azure. >> All right. So Donovan, you mentioned you used to be an athlete? >> Donovan: Yes. >> According to your bio, you're still a bit of an athlete. >> Donovan: A little bit, a little bit. >> So there's the professional air hockey thing which has a tie to something going on with the field. Give us a little bit of background. I've got an air hockey table in my basement. Any tips for those of us that aren't, you know? You were ranked 11th in the world. >> At one point, yeah, though I went to the World Championships. It was interesting because that World Championships I wasn't prepared. My wife plays as well. We were like we're just going to go, we're going to support the tournament. We had no expectations whatsoever. Next thing you know, I'm in the round playing for the top 10 in the world. And that's when it got too serious for me and I lost, because I started taking it too serious. I put too much pressure on myself. But professionally, air hockey's like professional foosball or pool. It's grown men taking this sport way too seriously. It's the way I'd describe it. It is not what you see at Chuck E. Cheese. And what was interesting is Damien Brady who works for me found that there is an AI operated air hockey table here on this floor. And my wife was like, oh my gosh, we have to find this machine. Someone tape Donovan playing it. Six seconds later, my first shot I scored it. And I just looked at the poor people who built it and I'm like yeah, I'm a professional air hockey player. This thing is so not ready for professional time but they took down all my information and said we'd love to consult with you. I said I'd love to consult with you too because this could be a lot of fun. Maybe also a great way for professionals to practice, right, because you don't always have someone who's willing to play hours and hours which it takes to get at the professional level. But to have an AI system that I could even teach up my attack, forcing me to play outside of my comfort zone, to try something other than a left wall under or right well over but have to do more cuts because it knows to search for that. I can see a lot of great applications for the professionalized player with this type of AI. It would actually get a lot better. Literally, someone behind me started laughing. "That didn't take long" because it in six seconds I had scored on it already. I'm like okay, I was hoping it was going to be harder than this. >> I'm thinking back to our Dave Cahill interview of AI for everyone, and this is AI for professional air hockey players. >> It is and in one of my demos, Kendra Havens showed AI inside of your IDE. And I remember I tell the story that I remember I started writing software back in the 90s. I remember driving to a software store. You remember we used to have to drive and you'd buy a box and the box would be really heavy because the manuals are in there, and not to mention a stack of floppy discs that you're going to spend hours putting in your computer. And I bought visual C++ 1.52 was my first compiler. I remember going home so excited. And it had like syntax highlighting and that was like this cool new thing and you had all these great breakpoints and line numbers. And now Kendra's on stage typing this repetitives task and then the editor stops her and says, "It looks like you need to do this a little bit more. "You want me to do this for you?" And I'm like what just happened? This is not syntax highlighting. This is literally watching what you do, identifying a repetitive task, seeing the pattern in your code and suggesting that I can finish writing this code for you. It's unbelievable. >> You bring up a great point. Back when I used to write, it was programming. >> Yes. >> And we said programming was you learn the structure, you learn the logic and you write all the lines of what's going to be there. Coding on the other hand usually is taking something that is there, pulling in the pieces, making the modification. >> Right. >> It sounds like we're talking about even the next generation where the intelligence is going to take over. >> It's built right inside of your IDE which is amazing. You were talking about artificial intelligence, not only for the air hockey. But I love the fact that in Azure, we have so many cognitive services and you just like pick these off the shelf. When I wanted to learn artificial intelligence when I was in the university, you had to go for another language called Lisp. That scared half of us away from artificial intelligence because you have to learn another language just to go do this cool thing that back then was very difficult to do and you could barely get it to play chess, let alone play air hockey. But today, cognitive services search, decision-making, chat bots, they're so easy. Anyone, even a non developer, can start adding the power of AI into their products thanks to the stuff that we're doing in Azure. And this is just lighting up all these new possibilities for us, air hockey, drones that are able to put out fires. I've just seen amazing stuff where they're able to use AI and they add it with as little as two lines of code. And all of a sudden, your app is so much more powerful than it was before. >> Donovan, one of the things that really struck me over the last couple years, looking at Microsoft, is it used to be, you'd think about the Microsoft stack. When I think about developers it's like, oh wait are you a .NET person? Well, you're going to be there. The keynote this morning, one of your team members was on stage with Scott Hanselman and was you know choose your language, choose your tools and you're going to have all of them out there. So talk to us a little bit about that transition inside Microsoft. >> Sure. One of the mantras that I've been saying for a while is "any language, any platform". No one believes me . So I had to start proving it. I'm like so I got on stage one year. It was interesting and this is a really rough year because I flew with three laptops. One had Mac OS on it, one of them had Linux on it and one of them had Windows. And what I did is I created a voting app and what I would do is I'd get on stage and say okay everyone that's in this session, go to this URL and start voting. They got to pick what computer I use, they got to pick what language I programmed in and they got to pick where in Azure-eyed I deployed it to. Was it to an app service was it to Docker? I'm like I'm going to prove to you I can do any language in any platform. So I honestly did not know what demo I was going to do. 20 minutes later, after showing them some slides, I would go back to the app and say what did you pick? And I would move that computer in front of me and right there on stage completely create a complete CI/CD pipeline for the language that that audience chose to whatever resources that they wanted on whatever platform that they wanted me. Was like, have I proven this to you enough or not? And I did that demo for an entire year. Any language that you want me to program in and any platform you want me to target, I'm going to do that right now and I don't even know what it's going to be. You're going to choose it for me. I can't remember the last time I did a .NET demo on stage. I did Python this week when I was on stage with Jason Zander. I saw a lot of Python and Go and other demos this year. We love .NET. Don't get us wrong but everyone knows we can .NET. What we're trying to prove right now is that we can do a lot of other things. It does not matter what language you program in. It does not matter where you want to deploy. Microsoft is here to help you. It's a company created by developers and we're still obsessed with developers, not just .NET developers, all developers even the citizen developer which is a developer which is a developer who doesn't have to see the code anymore but wants to be able to add that value to what they're doing in their organization. So if you're a developer, Microsoft is here to help full-stop. It's a powerful mission and a powerful message that you are really empowering everyone here. >> Donovan: Right. >> Excellent. >> And how many developers only program in one language now, right? I thought I remember I used to be a C++ programmer and I thought that was it, right. I knew the best language, I knew the fastest language. And then all of a sudden, I knew CSharp and I knew Java and I knew JavaScript and I brought a lot of PowerShell right now and I write it on and noticed like wow, no one knows one language. But I never leave Visual Studio code. I deploy all my workloads into Azure. I didn't have to change my infrastructure or my tools to switch languages. I just switched languages that fit whatever the problem was that I was trying to solve. So I live the mantra that we tell our customers. I don't just do .NET development. Although I love .NET and it's my go-to language if I'm starting from scratch but sometimes I'm going to go help in an open source project that's written in some other language and I want to be able to help them. With Visual Studio online, we made that extremely easy. I don't even have to set up my development machine anymore. I can only click a link in a GitHub repository and the environment I need will be provisioned for me. I'll use it, check in my commits and then throw it away when I'm done. It's the world of being a developer now and I always giggle 'cause I'm thinking I had to drive to a store and buy my first compiler and now I can have an entire environment in minutes that is ready to rock and roll. It's just I wish I would learn how to program now and not when I was on bulletin boards asking for help and waiting three days for someone to respond. I didn't have Stack Overflow or search engines and things like that. It's just an amazing time to be a developer. >> Yes, indeed. Indeed it is Donovan Brown, the man in the black shirt. Thank you so much for coming on theCUBE. >> My pleasure. Thank you for having me. >> It was really fun. Thank you. >> Take care. >> I'm Rebecca Knight for Stu Miniman. Stay tuned for more of theCUBE's live coverage of Microsoft Ignite. (upbeat music)

>> live from San Francisco, celebrating 10 years of high tech coverage. It's the Cube covering Veum World 2019. Brought to you by IBM Wear and its ecosystem partners. >> Welcome back to the cubes Live coverage Of'em World 2019 in San Francisco, California We're here at Mosconi North Lobby. Two sets. Jumper of my Coast. David wanted Dave 10 years. Our 10th season of the cue coming up on our 10 year anniversary May of 2020. But this corner are 10 years of the Cube. Our next guest is Sanjay Putting Chief Operating Officer Of'em where who took the time out of his busy schedule to help us do a commemorative look back. Thanks for coming to our studio. Hello, John. That was great. Fans of yours was really regulations on the 10 year mark with the, um well, we really appreciate your partnership. We really appreciate one. Things we love doing is covering as we call that thing. David, I coined the term tech athletes, you know, kind of the whole joke of ESPN effect that we've been called and they're really tech athlete is just someone who's a strong in tech always fighting for that extra inch. Always putting in the hard work discipline, smart, competitive. You get all that above. Plus, you interviewed athletes today on state real athletes. Real athletes, Tech show. So I guess they would qualify as Tech athlete Steve Young. That's pretty funny. It was a >> great time. We've been trying to, you know, Veum World is now the first time was 2004. So it's 1/16 season here, and traditionally many of these tech conference is a really boring because it's just PowerPoint dead by power point lots of Tec Tec Tec Tec breakout sessions. And we're like, You know, last year we thought, Why don't we mix it up and have something that's inspirational education We had Malala was a huge hit. People are crying at the end of the session. Well, let's try something different this year, and we thought the combination of Steve Young and Lyndsey one would be great. Uh, you know, Listen, just like you guys prepped for these interviews, I did a lot of prep. I mean, I'm not I'm a skier, but I'm nowhere close to an avid skier that watch in the Olympics huge fan of Steve Young so that part was easy, but preparing for Lindsay was tough. There were many dynamics of that interview that I had to really think through. You want to get both of them to converse, you know, he's She's 34 he's 55. You want to get them to really feel like it's a good and I think it kind of played out well. >> You were watching videos. A great prep. Congratulations >> trying t o show. It's the culture of bringing the humanization aspect of your team about tech for good. Also, you believe in culture, too, and I don't get your thoughts on that. You recently promoted one of your person that she has a chief communications Johnstone Johnstone about stars you promote from within. This >> is the >> culture you believe it. Talk about the ethos. Jones is a rock star. We love her. She's just >> hardworking, credible, well respected. Inside VM where and when we had a opening in that area a few months ago, I remember going to the her team meeting and announcing, and the team erupted in cheers. I mean that to me tells me that somebody was well liked from within, respected within and pure level and you know the organization's support for a promotion of that kind of battlefield promotion. It's great big fan of hers, and this is obviously her first show at Vienna. Well, along with Robin, Matt, look. So we kind of both of them as the chief marketing officer, Robin and Jones >> and Robinson story. Low Crawl made her interim first, but they then she became Steve Made it Permanent way. >> Want them to both do well. They have different disciplines. Susan, uh, national does our alliances, you know, if you include my chief of staff for the six of my direct reports are women, and I'm a big believer in more women. And take why? Because I want my Sophia, who's 13 year old do not feel like the tech industry is something that is not welcome to women in tech. So, you know, we really want to see more of them. And I hope that the folks who are reporting to me in senior positions senior vice president is an example can be a role model to other women who are aspiring, say, one day I wanna be like a Jones Stone or Robin. Madam Local Susan Nash, >> John and I both have daughters, so we're passionate about this. Tech is everywhere, so virtually whatever industry they go into. But I've asked this question Sanjay of women before on the Cube. I've never asked him in. And because you have a track record of hiring women, how do you succeed in hiring women? Sometimes way have challenges because way go into our little network. Convenient. What? What's your approach? Gotta >> blow off that network and basically say First off, if that network is only male or sometimes unfortunately white male or just Indian male, which is sometimes the nature of tech I mean, if you're looking for a new position, tell the recruiters to find you something that's different. Find me, Ah woman. Find me on underrepresented minority like an African American Latino and those people exist. You just have a goal. Either build a network yourself. So you've got those people on your radar. We'll go look, and that's more work on us, says leaders. But we should be doing that work. We should be cultivating those people because the more you promote capable. First off, you have to be capable. This is not, you know, some kind of affirmative action away. We want capable people. Someone shouldn't get the job just because they're a woman just because the minority, that's not the way we work. We want capable people to do it. But if we have to go a little further to find them, we'll go do it. That's okay. They exist. So part of my desires to cultivate relationships with women and underrepresented minorities in the world that can actually in the world of tech and maintain those relationships because you never know you're not gonna hire them immediately. But at some point in time, you might need to have them on your radar. >> Sanjay, I wanna ask you a big picture question. I didn't get a chance to ask path this morning. I was at the bar last night just having a little dinner, and I was checking out Twitter. And he said that the time has never been. It's never been a greater time arm or important time to be a technologist. Now I saw that I went interesting. What does that mean? Economic impact, social impact? And I know we often say that, and I don't say this to disparage the comment. It's just to provide historical context and get a get it open discussion about what is actually achievable with tech in this era and what we actually believe. So I started to do some research and I started right down. First of all, I presume you believe that right on your >> trusty napkin at the >> bar. So there has never been a more important time to be a technologist. You know, it's your company at your league. You know, Pat, I presume you agree with it. Yeah, absolutely. I slipped it back to the 1900. Electricity, autos, airplanes, telephones. So you we, as an industry are up against some pretty major innovations. With that historical context, Do you feel as though we can have a similar greater economic and social impact? >> Let's start with economic first and social. Next time. Maybe we should do the opposite, but economic? Absolutely. All those inventions that you >> have are all being reinvented. The technology the airplanes all been joined by software telephones are all driving through, you know, five g, which is all software in the future. So tech is really reinventing every industry, including the mundane non tech industries like agriculture. If you look at what's happening. Agriculture, I ot devices are monitoring the amount of water that should go to particular plant in Brazil, or the way in which you're able to use big data to kind of figure out what's the right way to think about health care, which is becoming very much tech oriented financial service. Every industry is becoming a tech industry. People are putting tech executives on their boards because they need an advice on what is the digital transformations impact on them cybersecurity. Everyone started by this. Part of the reason we made these big moves and security, including the acquisition of carbon black, is because that's a fundamental topic. Now social, we have to really use this as a platform for good. So just the same way that you know a matchstick could help. You know, Warm house and could also tear down the house. Is fire good or bad? That's been the perennial debate since people first discovered fire technology. Is this the same way it can be used? Reboot. It could be bad in our job is leaders is to channel the good and use examples aware tech is making a bit force for good. And then listen. Some parts of it may not be tech, but just our influence in society. One thing that pains me about San Francisco's homelessness and all of the executives that a partner to help rid this wonderful city of homeless men. They have nothing to attack. It might be a lot of our philanthropy that helps solve that and those of us who have much. I mean, I grew up in a poor, uh, bringing from Bangla, India, but now I have much more than I have. Then I grew up my obligations to give back, and that may have nothing to do with Tech would have to do all with my philanthropy. Those are just principles by which I think when you live with your a happier man, happier woman, you build a happier >> society and I want to get your thoughts on common. And I asked a random set of college students, thanks to my son that the network is you said your daughter to look at the key to Pat's King Pat's commentary in The Cube here this morning that was talking about tech for good. And here's some of the comments, but I liked the part about tech for good and humanity. Tech with no purpose is meaningless tech back by purposes. More impactful is what path said then the final comments and Pat's point quality engineering backing quality purpose was great. So again, this is like this is Gen Z, not Millennials. But again, this is the purpose where it's not just window dressing on on industry. It's, you know, neutral fire. I like that argument. Fire. That's a good way Facebook weaponizing Facebook could be good or bad, right? Same thing. But the younger generation. You're new demographics that are coming into cloud. Native. Yeah, what do you think? >> No. And I think that's absolutely right. We have to build a purpose driven company that's purposes much more than just being the world's best softer infrastructure company or being the most profit. We have to obviously deliver results to our shareholders. But I think if you look at the Milton Friedman quote, you know, paper that was written that said, the sole purpose of a company is just making profits, and every business school student is made to read that I >> think even he >> would probably agree that listen today While that's important, the modern company has to also have a appropriate good that they are focused on, you know, with social good or not. And I don't think it's a trade off being able to have a purpose driven culture that makes an impact on society and being profitable. >> And a pointed out yesterday on our intro analysis, the old term was You guys go Oh, yeah, Michael Dell and PAD shareholder value. They point out that stakeholder value, because now the stakeholder Employees and society. So congratulations could keep keep keep it going on the millennial generation. >> Just like your son and our kids want a purpose driven company. They want to know that the company that working for is having an impact. Um, not just making an impression. You do that. It shows like, but having an impact. >> And fire is the most popular icon on instagram. Is that right? Yeah, I know that fire is good. Like your fire. Your hot I don't know. I guess. Whatever. Um fire. Come comment. There was good Sanjay now on business front. Okay, again, A lot of inflection points happen over 10 years. We look back at some of this era, the Abel's relationship would you know about. But they've also brought up a nuance which we talked about on the intro air Watch. You were part of that acquisition again. Pig part of it. So what Nasiriyah did for the networking STD see movement that shaped VM. Whereas it is today your acquisition that you were involved and also shaping the end user computing was also kind of come together with the cloud Natives. >> How is >> this coming to market? I mean, you could get with >> my comparison with carbon black there watch was out of the building. Carbon black is not considered. >> Let's talk about it openly. And we talked about it some of the earnings because we got that question. Listen, I was very fortunate. Bless to work on the revitalization of end user computing that was Turbo charged to the acquisition of a watch. At that time was the biggest acquisition we did on both Nice era and air watch put us into court new markets, networking and enterprise mobility of what we call not additional work space. And they've been so successful thanks to know not just me. It was a team of village that made those successful. There's a lot of parallels what we're doing. Carbon, black and security. As we looked at the security industry, we feel it's broken. I alluded to this, but if I could replay just 30 seconds of what I said on some very important for your viewers to know this if I went to my doctor, my mom's a doctor and I asked her how Doe I get well, and she proposed 5000 tablets to me. Okay, it would take me at 30 seconds of pop to eat a tablet a couple of weeks to eat 5000 tablets. That's not how you stay healthy. And the analogy is 5000 metres and security all saying that they're important fact. They use similar words to the health care industry viruses. I mean, you know, you and what do you do instead, to stay healthy, you have a good diet. You eat your vegetables or fruit. Your proteins drink water. So part of a diet is making security intrinsic to the platform. So the more that we could make security intrinsic to the platform, we avoid the bloatware of agents, the number of different consuls, all of this pleasure of tools that led to this morass. And what happens at the end of that is you about these point vendors, Okay, Who get gobbled up by hardware companies that's happening spattered my hardware companies and sold to private equity companies. What happens? The talent they all leave, we look at the landscape is that's ripe for disruption, much the same way we saw things with their watch. And, you know, we had only companies focusing VD I and we revitalize and innovative that space. So what we're gonna do in securities make it intrinsic and take a modern cloud security company carbon black, and make that part of our endpoint Security and Security Analytics strategy? Yes, they're one of two companies that focus in the space. And when we did air watch, they were number three. Good was number one. Mobile line was number two and that which was number three and the embers hands. We got number one. The perception in this space is common. Lacks number two and crowdstrike number one. That's okay, you know, that might be placed with multiple vendors, but that's the state of it today, and we're not going point against Crowdstrike. Our competition's not just an endpoint security point to a were reshaping the entire security industry, and we believe with the integration that we have planned, like that product is really good. I would say just a cz good upper hand in some areas ahead of common black, not even counting the things we're gonna integrate with it. It's just that they didn't have the gold market muscle. I mean, the sales and marketing of that company was not as further ahead that >> we >> change Of'em where we've got an incredible distribution will bundle that also with the Dell distribution, and that can change. And it doesn't take long for that to take a lot of customers here. One copy black. So that's the way in which we were old. >> A lot of growth there. >> Yeah, plenty of >> opportunity to follow up on that because you've obviously looked at a lot of companies and crowdstrike. I mean, huge valuation compared to what you guys paid for carbon black. I mean, >> I'm a buyer. I mean, if I'm a buyer, I liked what we paid. >> Well, I had some color to it. Just when you line up the Was it really go to market. I mean some functions. Maybe not that there >> was a >> few product gaps, but it's not very nominal. But when you add what we announced in a road map app, defensive alderman management, the integration of works based one this category is gonna be reshaped very quickly. Nobody, I mean, the place. We're probably gonna compete more semantic and McAfee because most of those companies that kind of decaying assets, you know, they've gotten acquired by the companies and they're not innovating. So I'd say the bulk of the market will be eating up the leftover fossils of those sort of companies as as companies decided they want to invest in legacy. Technology is a more modern, but I think the differentiation from Crowdstrike very clear is we integrate these, these technology and the V's fear. Let me give an example. With that defense, we can make that that workload security agent list. Nobody can do that. Nobody, And that's apt defense with carbon black huge innovation. I described on stage workspace one plus carbon black is like peanut butter and jelly management. Security should go together. Nobody could do that as good as us. Okay, what we do inside NSX. So those four areas that I outlined in our plans with carbon black pending the close of the transaction into V sphere Agent Lis with workspace one unified with NSX integrated and into secure state, You know, in the cloud security area we take that and then send it through the V m. Where the devil and other ecosystem channels like you No idea. Security operative CDW You know, I think Dimension data, all the security savvy partners here. I think the distribution and the innovation of any of'em were takes over long term across strike may have a very legitimate place, but our strategy is very different. We're not going point tool against 0.0.2 wish reshaping the security industry. Yeah, What platform? >> You're not done building that platform. My obvious question is the other other assets inside of Arcee and secureworks that you'd like to get your hands on. >> I mean, listen, at this point in time, we are good. I mean, it's the same thing like asking me when we acquired air watching. Nice Here. Are you gonna do more networking and mobility? Yeah, but we're right now. We got enough to Digest in due course you. For five years later, we did acquire Arkin for network Analytics. We acquired fellow Cloud for SD when we're cloud recently, Avi. So the approach we take a hammer to innovations first. You know, if you're gonna have an anchor acquisition, make sure it's got critical mass. I mean, buying a small start up with only 35 people 10 people doesn't really work for us. So we got 1100 people would come back, we're gonna build on it. But let's build, build, build, build, partner and then acquire. So we will partner a lot with a lot of players. That compliment competition will build a lot around this. >> And years from now, we need >> add another tuck in acquisition. But we feel we get a lot in this acquisition from both endpoint security and Security Analytics. Okay, it's too early to say how much more we will need and when we will need that. But, you know, our goal would be Let's go plot away. I have a billion dollar business and then take it from there. >> One more security question, if I may say so. I'm not trying to pit you against your friends and AWS. But there are some cleared areas where your counter poise >> Stevens just runs on eight of us comin back. >> That part about a cloud that helps your class ass business. I like the acquisition. But Steven Schmidt, it reinforced the cloud security conference, said, You know, this narrative in the industry that security is broken is not the right one. Now, by the way, agree with this. Security's a do over pat kill singer. And we talked about that for five years ago. Um, but then in eight of you says the shared security model, when you talk to the practitioners like, yeah, they they cover, that's three and compute. But we have the the real work to d'oh! So help me square that circle. >> Yeah, I think if aws bills Security Service is that our intrinsic to their platform and they open up a prize, we should leverage it. But I don't think aws is gonna build workload security for azure compute or for Gogol compute. That's against the embers or into the sphere. Like after finishing third accordion. And they're like, That's not a goal. You go do it via more So from my perspective. Come back to hydrogen. 80. If there's a workload security problem that's going to require security at the kernel of the hyper visor E C to azure compute containers. Google Compute. >> Who's gonna do >> that? Jammer? Hopefully, hopefully better than because we understand the so workloads. Okay, now go to the client site. There's Windows endpoints. There's Mac. There's Lennox. Who should do it? We've been doing that for a while on the client side and added with workspace one. So I think if you believe there is a Switzerland case for security, just like there was a Switzerland case for management endpoint management I described in Point management in Point Security going together like peanut butter and jelly, Whatever your favorite analogy is, if we do that well, we will prove to the market just like we did with their watch An endpoint management. There is a new way of doing endpoint security. Dan has been done ever before. Okay, none >> of these >> guys let me give an example. I've worked at Semantic 15 years ago. I know a lot about the space. None of these guys built a really strategic partnership with the laptop vendors. Okay, Del was not partnering strategically on their laptops with semantic micro. Why? Because if this wasn't a priority, then they were, you know, and a key part of what we're doing here is gonna be able to do end point management. And in point security and partner Adult, they announced unified workspace integrated into the silicon of Dell laptops. Okay, we can add endpoint security that capability next. Why not? I mean, if you could do management security. So, you know, we think that workspace one, we'll get standing toe work space security with the combination of workspace one and security moving and carbon black. >> Sanjay, we talked about this on our little preview and delivery. Done us. We don't need to go into it. The Amazon relationship cleared the way for the strategy in stock price since October 2016 up. But >> one of the >> things I remember from that announcement that I heard from the field sales folks that that were salespeople for VM wear as well as customers, was finally clarity around. What the hell? We're doing the cloud. So I bring up the go to market In the business side, the business results are still strong. Doing great. You guys doing a great job? >> How do you >> keep your field troops motivated? I know Michael Dell says these are all in a strategy line. So when we do these acquisitions, you >> had a lot >> of new stuff coming in. I mean, what's how do you keep him trained? Motivated constantly simplifying whenever >> you get complex because you add into your portfolio, you go back and simplify, simplify, simplify, make it Sesame Street simple. So we go back to that any cloud, any app, any device diagram, if you would, which had security on the side. And we say Now, let's tell you looking this diagram how the new moves that we've made, whether it's pivotal and what we're announcing with tanz ou in the container layer that's in that any Apple air carbon black on the security there. But the core strategy of the emer stays the same. So the any cloud strategy now with the relevance now what, what eight of us, Who's our first and preferred partner? But if you watched on stage, Freddie Mac was incredible. Story. Off moving 600 absent of the N word cloud made of us Fred and Tim Snyder talked about that very eloquently. The deputy CTO. They're ratty Murthy. CTO off Gap basically goes out and says, Listen, I got 800 APS. I'm gonna invest a lot on premise, and when I go to the cloud, I'm actually going to Azure. >> Thanks for joining you. Keep winning. Keep motivated through winning >> and you articulate a strategy that constantly tells people Listen. It's their choice of how they run in the data center in the cloud. It's their choice, and we basically on top of all of those in the any cloud AP world. That's how we play on the same with the device and the >> security. A lot of great things having Sanjay. Thanks >> for you know what a cricket fan I am. Congratulations. India won by 318 goals. Is that >> what they call girls run against the West Indies? I think you >> should stay on and be a 40 niner fan for when you get Tom baseball get Tom Brady's a keynote will know will be in good Wasn't Steve Young and today love so inspirational and we just love them? Thank you for coming on the Cube. 10 years. Congratulations. Any cute moments you can point out >> all of them. I mean, I think when I first came to, I was Who's the d? I said ASAP, like these guys, John and Dave, and I was like, Man, they're authentic people. What I like about you is your authentic real good questions. When I came first year, you groomed me a lot of their watch like, Hey, this could be a big hat. No cattle. What you gonna do? And you made me accountable. You grilled me on eight of us. You're grilling me right now on cloud native and modern, absent security, which is good. You keep us accountable. Hopefully, every you're that we come to you, we want to show as a team that we're making progress and then were credible back with you. That's the way we roll. >> Sanjay. Thanks for coming. Appreciate. Okay, we're live here. Stay with us for more of this short break from San Francisco v emerald 2019

>> from our studios in the heart of Silicon Valley. HOLLOWAY ALTO, California It is a cube conversation. >> Hi! And welcome to the Cube studios from the Cube conversation, where we go in depth with thought leaders driving innovation across the tech industry on hosted a Peter Burress. What are we talking about today? One of the key indicators of success and additional business is how fast you can translate your data into new value streams. That means sharing it better, accelerating the rate at which you're running those models, making it dramatically easier to administrate large volumes of data at scale with a lot of different uses. That's a significant challenge. Is going to require a rethinking of how we manage many of those data assets and how we utilize him. Notto have that conversation. We're here with Le'Ron v. Bell, who was the CEO of work a Iot leering. Welcome back to the Cube. >> Thank you very much for having >> me. So before we get to the kind of a big problem, give us an update. What's going on at work a Iot these days? >> So very recently we announced around CIA financing for the company. Another 31.7 a $1,000,000 we've actually had a very unorthodox way of raising thiss round. Instead of going to the traditional VC lead round, we actually went to our business partners and joined forces with them into building a stronger where Collier for customers we started with and video that has seen a lot of success going with us to their customers. Because when Abel and Video to deploy more G pews so they're customers can either solve bigger problems or solve their problems faster. The second pillar off the data center is networking. So we've had melon ox investing in the company because there are the leader ofthe fast NETWORKINGS. So between and Vidia, melon, ox and work are yo u have very strong pillars. Iran compute network and storage performance is crucial, but it's not the only thing customers care about, so customers need extremely fast access to their data. But they're also accumulating and keeping and storing tremendous amount of it. So we've actually had the whole hard drive industry investing in us, with Sigi and Western Digital both investing in the company and finally one off a very successful go to market partner, Hewlett Pocket enterprise invested in us throw their Pathfinder program. So we're showing tremendous back from the industry, supporting our vision off, enabling next generation performance, two applications and the ability to scale to any workload >> graduations. And it's good money. But it's also smart money that has a lot of operational elements and just repeat it. It's a melon ox, our video video, H P E C Gate and Western Digital eso. It's It's an interesting group, but it's a group that will absolutely sustain and further your drive to try to solve some of these key data Orient problems. But let's talk about what some of those key day or data oriented problems where I set up front that one of the challenges that any business that has that generates a lot of it's value out of digital assets is how fast and how easily and with what kind of fidelity can I reuse and process and move those data assets? How are how is the industry attending? How's that working in the industry today, and where do you think we're going? >> So that's part on So businesses today, through different kind of workloads, need toe access, tremendous amount of data extremely quickly, and the question of how they're going to compare to their cohort is actually based on how quickly and how well they can go through the data and process it. And that's what we're solving for our customers. And we're now looking into several applications where speed and performance. On the one hand, I have to go hand in hand with extreme scale. So we see great success in machine learning, where in videos in we're going after Life Sciences, where the genomic models, the cryo here microscopy the computational chemistry all are now accelerated. And for the pharmacy, because for the research interested to actually get to conclusion, they serve to sift through a lot of data. We are working extremely well at financial analytics, either for the banks, for the hedge funds for the quantitative trading Cos. Because we allow them to go through data much, much quicker. Actually, only last week I had the grades to rate the customer where we were able to change the amount of time they go through one analytic cycle from almost two hours, four minutes. >> This is in a financial analytics >> Exactly. And I think last time I was here was telling you about one of their turn was driving companies using us taking, uh, time to I poke another their single up from two weeks to four hours. So we see consistent 122 orders of monk to speed time in wall clock. So we're not just showing we're faster for a benchmark. We're showing our customer that by leveraging our technology, they get results significantly faster. We're also successful in engineering around chip designed soft rebuild fluid dynamics. We've announced Melon ox as an idiot customer. The chip designed customers, so they're not only a partner, they have brought our technology in house, and they're leveraging us for the next chips. And recently we've also discovered that we are great help for running Noah scale databases in the clouds running ah sparkles plank or Cassandra over work. A Iot is more than twice faster than running over the Standard MPs elected elastic clock services. >> All right, so let's talk about this because your solving problems that really only recently have been within range of some of the technology, but we still see some struggling. The way I described it is that storage for a long time was focused on persisting data transactions executed. Make sure you persisted Now is moved to these life life sciences, machine learning, genomics, those types of outpatients of five workloads we're talking about. How can I share data? How can I deploy and use data faster? But the historian of the storage industry still predicated on this designs were mainly focused on persistent. You think about block storage and filers and whatnot. How is Wecker Io advancing that knowledge that technology space of, you know, reorganizing are rethinking storage for the types, performance and scale that some of these use cases require. >> This is actually a great question. We actually started the company. We We had a long legacy at IBM. We now have no Andy from, uh, metta, uh, kind of prints from the emcee. We see what happens. Page be current storage portfolio for the large Players are very big and very convoluted, and we've decided when we're starting to come see that we're solving it. So our aim is to solve all the little issues storage has had for the last four decades. So if you look at what customers used today, if they need the out most performance they go to direct attached. This's what fusion I awards a violin memory today, these air Envy me devices. The downside is that data is cannot be sure, but it cannot even be backed up. If a server goes away, you're done. Then if customers had to have some way of managing the data they bought Block san, and then they deployed the volume to a server and run still a local file system over that it wasn't as performance as the Daz. But at least you could back it up. You can manage it some. What has happened over the last 15 years, customers realized more. Moore's law has ended, so upscaling stopped working and people have to go out scaling. And now it means that they have to share data to stop to solve their problems. >> More perils more >> probably them out ofthe Mohr servers. More computers have to share data to actually being able to solve the problem, and for a while customers were able to use the traditional filers like Aneta. For this, kill a pilot like an eyes alone or the traditional parlor file system like the GP affair spectrum scale or luster, but these were significantly slower than sand and block or direct attached. Also, they could never scale matter data. You were limited about how many files that can put in a single, uh, directory, and you were limited by hot spots into that meta data. And to solve that, some customers moved to an object storage. It was a lot harder to work with. Performance was unimpressive. You had to rewrite our application, but at least he could scale what were doing at work a Iot. We're reconfiguring the storage market. We're creating a storage solution that's actually not part of any of these for categories that the industry has, uh, become used to. So we are fasted and direct attached, they say is some people hear it that their mind blows off were faster, the direct attached, whereas resilient and durable as San, we provide the semantics off shirt file, so it's perfect your ability and where as Kayla Bill for capacity and matter data as an object storage >> so performance and scale, plus administrative control and simplicity exactly alright. So because that's kind of what you just went through is those four things now now is we think about this. So the solution needs to be borrow from the best of these, but in a way that allows to be applied to work clothes that feature very, very large amounts of data but typically organized as smaller files requiring an enormous amount of parallelism on a lot of change. Because that's a big part of their hot spot with metadata is that you're constantly re shuffling things. So going forward, how does this how does the work I owe solution generally hit that hot spot And specifically, how are you going to apply these partnerships that you just put together on the investment toe actually come to market even faster and more successfully? >> All right, so these are actually two questions. True, the technology that we have eyes the only one that paralyzed Io in a perfect way and also meditate on the perfect way >> to strangers >> and sustains it parla Liz, um, buy load balancing. So for a CZ, we talked about the hot sport some customers have, or we also run natively in the cloud. You may get a noisy neighbor, so if you aren't employing constant load balancing alongside the extreme parallelism, you're going to be bound to a bottleneck, and we're the only solution that actually couples the ability to break each operation to a lot of small ones and make sure it distributed work to the re sources that are available. Doing that allows us to provide the tremendous performance at tremendous scale, so that answers the technology question >> without breaking or without without introducing unbelievable complexity in the administration. >> It's actually makes everything simpler because looking, for example, in the ER our town was driving example. Um, the reason they were able to break down from two weeks to four hours is that before us they had to copy data from their objects, George to a filer. But the father wasn't fast enough, so they also had to copy the data from the filer to a local file system. And these copies are what has added so much complexity into the workflow and made it so slow because when you copy, you don't compute >> and loss of fidelity along the way right? OK, so how is this money and these partnerships going to translate into accelerated ionization? >> So we are leveraging some off the funds for Mohr Engineering coming up with more features supporting Mohr enterprise applications were gonna leverage some of the funds for doing marketing. And we're actually spending on marketing programs with thes five good partners within video with melon ox with sick it with Western Digital and with Hewlett Packard Enterprise. But we're also deploying joint sales motion. So we're now plugged into in video and plugged, anted to melon ox and plugging booked the Western Digital and to Hillary Pocket Enterprise so we can leverage their internal resource now that they have realized through their business units and the investment arm that we make sense that we can actually go and serve their customers more effectively and better. >> Well, well, Kaio is introduced A road through the unique on new technology into makes perfect sense. But it is unique and it's relatively new, and sometimes enterprises might go well. That's a little bit too immature for me, but if the problem than it solves is that valuable will bite the bullet. But even more importantly, a partnership line up like this has got to be ameliorating some of the concerns that your fearing from the marketplace >> definitely so when and video tells the customers Hey, we have tested it in our laps. Where in Hewlett Packard Enterprise? Till the customer, not only we have tested it in our lab, but the support is going to come out of point. Next. Thes customers now have the ability to keep buying from their trusted partners. But get the intellectual property off a nor company with better, uh, intellectual property abilities another great benefit that comes to us. We are 100% channel lead company. We are not doing direct sales and working with these partners, we actually have their channel plans open to us so we can go together and we can implement Go to Market Strategy is together with they're partners that already know howto work with them. And we're just enabling and answering the technical of technical questions, talking about the roadmap, talking about how to deploy. But the whole ecosystem keeps running in the fishing way it already runs, so we don't have to go and reinvent the whales on how how we interact with these partners. Obviously, we also interact with them directly. >> You could focus on solving the problem exactly great. Alright, so once again, thanks for joining us for another cube conversation. Le'Ron zero ofwork I Oh, it's been great talking to you again in the Cube. >> Thank you very much. I always enjoy coming over here >> on Peter Burress until next time.

>> Narrator: Live from Anaheim, California it's theCUBE covering Nutanix .NEXT 2019, brought to you by Nutanix. >> Welcome back, everyone, to theCUBE's live coverage of Nutanix .NEXT. We are wrapping a two-day show. I'm your host, Rebecca Knight, along with my co-host, John Furrier. We saved the best for last. We have Ben Gibson, Chief Marketing Officer and Monica Kumar, SVP Products and Solutions at Nutanix. Thank you both so much for coming on theCUBE. >> Thank you for having us. >> Yeah. >> So congratulations on a great show. 6,500 attendees and 20,000 were live streaming. We had Mark Hamill, Jessica Abel is speaking next. Energy, a great vibe. Congratulations, you both get a well-deserved vacation after this. But I want you to, Ben, close out the event and tell us a little bit about what you hope the attendees is come away with. >> Yeah thanks, and thanks to theCUBE for joining us here-- >> You are welcome. >> It's a long marathon, right, over the last two days. And thank you for the great coverage you provide for this event. Yeah, we're thrilled with the event, and for us, it really starts with getting even deeper, more connected with our customers, right? And so we do great keynotes and there's a lot of new product announcements which I know have been covered in good detail throughout the last two days. But at the core of it, it's how do we make our customers better positioned for how they do their jobs. So it's training and certification and networking with their peers, and you hear that all over the place. And so as excited as I've been over the last three days with the event and the grandeur of it all, the thing that really gets me pumped up the most is when I see these ad-hoc groups that just come together in a hallway, and they sit down. I go over and say, what're you guys up to? and we're like, well, this is like our AHV mashup group, and we get here and we talk about key challenges we have, key opportunities, best practices tips, and so it's that network effect for me above anything else is what is at the heart of this show. >> One of the highlights we pointed out yesterday and today in our intro was the community vibe you have here. You have a great loyal customer base, Net Promoter Score of 90 which is a monster number, congratulations. But it's a small intimate event, you guys were able to not make it a trade show but a conference that was intimate, content driven, content value with nice tracks. Lots of comments on the tracks. So a lot of good highlights. So my question to you Ben and Monica, what's your highlight so far? >> You know, I'll take this one. As a newbie, I'm one of the newest members of the team at Nutanix and this is my first .NEXT. Even though you say it's a small event, it's still 6,500 plus people and about 20,000 attendees online right. So I think it's still sizable, but the beauty is that we're still able to maintain that community feeling. And so for me the most exciting part was not only meeting with customers like our SisAdmins, DevOps folks, developers, IT directors, CIOs, partners, our own employees, we're like bringing everybody together here to discuss how we can make things better for the customers, and what are things that are working and how can we improve. So I think to me that's one of the biggest thing I'm taking away as I go back, is what we can take as a feedback and how we can do things better in how we bring products to the market. >> Ben, highlights for you? >> Yeah for me, well first of all, I got to interview my boyhood idol, Mark Hamill. (laughter) >> Pretty cool. >> And that was a lot of fun, right. And we've just gone through in an hour and half of great content, our Nutanix Mine announcement, that was great, we announced AHV support on frame. So that was exciting to me and then, the cool thing about our show is we like to mix it up with something that's really fun. And in my case and I know with many people in the arena, and I saw the meet and great afterwards, to bring out Mark Hamill. I had to contain myself because I am a big Star Wars geek at my core, and we had a great conversation. And you know when you feel the room, I felt the room of 6,500 hanging on his every word, right? And he talked about persistence in his career, how he started out, all the rejection he got earlier on. We talked about his career journey, so on a really fun way, it kinda connects with a lot of journeys we have with the professionals in the room that are going through a lot of change and rejection or taking a risk or a chance on new disruptive technology. >> Yeahm it's really been a home run. First of all, the theme of having of Star Wars and Mark here was really great because the demographic, we all love Star Wars, so nice connection-- >> Who doesn't? >> Nice connection to the tech audience but your customers consistently say in theCUBE and off theCUBE, in the hallways and other conversations that they took a bet with Nutanix and it paid off. And that's the rebel kind of mindset inside these cultures of pre-existing legacy, vendors, and so you guys are breaking through. This is a big part of the marketing, is to enable those rebels to be now the mainstream. >> Yeah it's, you know you're right, it's rebellion, you know, that's spreading and growing, but as a marketer here, there's plenty of conversation about how we differentiate, right, and the outcomes we create for the customers but then when I see one of our early customers, and we opened the conference, he shared a picture where he was flying in a Cessna plane over the Grand Canyon, and he had his iPhone, he was managing his clusters with Prism on his iPhone. And what he said was the outcome for me, yeah there's total cost of ownership, yes, there's high performance levels, you can go through the traditional outcomes that IT folks look at. But at the end of the day he said, I'm able to spend more time with my family, and that sounds kinda cheesy, but it's real, and you sense that and you learn about that when you're here with customers. And with Monica coming on board, yeah, we've always been great, I think, at marketing and communicating our technology advantage but it's about more than that, right? >> Yeah. >> Talk about about your role, you have a stellar career, you're now new to Nutanix, you're not new to the industry. What's your focus? What you're gonna be working on? >> As with everything we do at Nutanix, it's all about the customer, so we are obsessed with making sure that the customer has the best experience, whether it's with product quality or how we take our products to market. How we message it to connect to what problem that they need to solve. So I think the biggest challenge we have as a company, the opportunity is, we know the customers are moving to the cloud. Customers are embarking on journeys to a modernized infrastructure. They are embarking on journeys to be able to use multiple different clouds. There is a lot of complexity out there, so our opportunity is to simplify that complexity for the customer. So that's what I am going to undertake with Ben here, is come up with right solutions, the right packaging, the right messaging, the right offers for our customers that can make it easy for them to get on their journey that they choose to get on to the cloud. >> Rebecca and I were talking about on the kickoff yesterday, 10 years old, CUBE's ten years old, so we've been following you guys for a long time as well. You're growing up. You're still a young company, you've said you're a billion dollar startup. >> Yeah. >> That's the culture. What's next for you guys? What's the goal? What's the objective? Because you've built a great community organically, your content is on the mark at the conferences, also digitally, there's nice organic kind of discovery for your customers, are learning about Nutanix. Word of mouth is big, network effect you mentioned, new cultural, younger generation. So you got a lot of things working for you. What's next? >> Well, thank you. I agree with those things, (laughter) but I tell you, here's one thing I've been thinking about towards the opportunity. So if you look at the past year, and I talked about this in our recent investor day, that if you look at the amount of IT Spin tied to traditional three-tier data center architecture, storage, network, compute, running in separate silos, hundred billion plus in annual spin. Hyper conversions, great new modernizing infrastructure play, the market spend on that this year is probably five billion. So if you think about that, I think about only 5% of the legacy world been modernized. And I am not claiming a 100%, but I am claiming well north of an opportunity, well north of 5% to get there. So fundamentally, the first thing what's next is there's a lot of green field left to take advantage of here and for customers to understand the value, human value, as well as financial and operational value, of what we're up to here with our customers. And so that's next, and then at a higher level, and I know it's something Dheeraj and Sunil talk a lot about, it's, we've hyper-converged infrastructure, made that essentially invisible, much grander ambition, how do you hyper-converge clouds, how do you take the complexity Monica was just talking about and provide a lot of simplicity for App Mobility and the like and take that to the next level. So to me, there's still the core mission. We're just getting started right. >> You know I asked Sunil that question, I said, how do you make that happen? And he had a great comment. We weren't on camera, I wish he had said that on theCUBE. We were off theCUBE before. He said, "Well, people tasted Amazon, they tasted cloud, "and now they are gonna bring that "mojo to the enterprise on the premises, "because they realize the benefits of cloud by itself. "But they can't get everything to the cloud. "So they gotta get modernized on premises "and operating model, not so much a refresh." >> To add to that, if you think about the role of technology right, the role is to make our lives easier, whether it's at work or in our personal lives, so I think the next big frontier is all around automation. I think this whole move to the cloud is because people want to automate a lot of the mundane tasks, we've talked about that in the past with data and such. I think the same applies to infrastructure, so you're gonna see us really focused a lot more on, how can we help IT automate? A lot of the, you know, keeping the lights on type of tasks which could actually be easily be done by the machine or in the cloud or by the software, human beings then can focus on more important things. >> Right whether it's being over the Grand Canyon with your children or meaty tasks of our jobs. >> Exactly so it's about making IT become a service provider rather than a cost center. I think that's what we're gonna enable with our softwares, we continue to go forward. >> I'd love you to comment on Ayanna Howard, Dr. Ayanna Howard's keynote this morning, where she talked about actually smart machines working together with smart humans, and how that's really the collaborative AI, and that's really where the future is heading. How do you think about that, and how do you message that, and how do you approach that within Nutanix? >> Yeah I totally agree, it's not human versus the machine. It really is human plus the machine. It's the combination which is gonna be most powerful in how we adopt technology to make things better for us. Like I said, whether in our personal lives or work lives. I know a lot of examples in my own personal life that I can see how machines or softwares changed the things I used to do before which I don't do anymore. There's lots of examples, I know when growing up in India, we washed our clothes by hand and now we have, when I moved to U.S., we have the laundry machine, right? I mean, there's lots of small, small things that are happening now, we talk to our Alexas and we can command people, to call people, to turn the music on, to turn the lights off and what not. And I actually have benefited from those, my parents, I'll give you an example, I have older parents who live at home, and now it's amazing, my mom can say, Alexa turn off the light, or turn on the light if they have to wake in the middle of the night, guess what it's not dark anymore, the light gets turned on, it's a real use case, you know. (laughter) They won't trip and fall. So I'm like thank you Alexa (laughs). So I do think that power of machine and human is the combination where we're going next, and I think Sunil touched on it somewhat in his keynote too. We're talking about autonomous data centers, right. That's exactly what it is. We are injecting more of machine learning, more of AI technology in how we are analyzing the operations, and then how we act on the predictive intelligence that we're getting from the operations to fix things before they break. >> Ben, I want to ask you a question on the marketing side because one of the things that came out of the top stories that we identified here at the show was the move to software. It's a big part of Nutanix next generation shift and growth is gonna come from just software, not hardware, just a software company. And also Dheeraj mentioned that he has a new customer, Wall Street, (laughter) and so he has to manage that. He had a great answer on how he's gonna balance the short term Wall Street-ers and the long game that you guys play at the Nutanix, so you got the software transition, the middle of it, different economics, software economics are much more stronger than process improvement, box changing, changing boxes in a data center. So software's going to be a nice impact across the long game, but Wall Street may not understand that software, and as you guys go to the next level, from hiring and marketing software, how are you guys thinking about that? I know it's about a year under your belt now with software, what's the orientation? What's your posture for to the marketplace with the software play? >> That's a good question. I'm sure, you know, Dheeraj likes to talk about Wall Street and Main Street, right, and how do you balance the two. And yeah we are disrupting along established market. We are moving from hardware to software now rapidly in subscription-based consumption models, and we're doing all that at the same time we're growing at the rates we're growing. And so it's a lot of juggling in the air, right? >> And I'll throw channel in there too, you gotta channel the merging, your partner strategy is looking really good. The HPE relationship is I think a great signal, potentially, in more local expansion, more breadth channel marketing on the table (laughs). New things. >> I mean, the way I think about it, as a marketer here, is, you know, and Monica touched on this, how do we create and provide offers to market that take advantage of the freedom of choice of consumption of Nutanix, right. And then how do you take those to market through your sale organization, how do you increasingly take new offering and capability to market through the product itself, which is a well-worn practice in the SaaS world. And then the channel partners is a key part of this because the partners that really, and I met with many here this week that really on top of this, they want to build that value-added practices that are about providing new services and offerings on top of that software, and then to be able to offer it in effective ways. The marketer has think about how do we incentivize, how do we package, how do we message to bring these to the market. It's candidly a transition for us, but it's an exciting one. At the end-- >> And you guys, and you were open about it too, you recognize that it's happening. >> Yeah, and I see it, you know, those moves can be challenging, but those are also moves I think that Wall Street likes. >> Evaluational increase. >> So we're nearly finished with this conference, but we're already think ahead to the next one in Copenhagen. So talk a little about that, and then Nutanix Americas in 2020. >> Well good, so we're looking forward to taking the show across the pond to Copenhagen. We had a great, our Europe event last year in London was amazing, right. We had record turnout. We had close to, for a user conference, 35% of attendees were not even customers of Nutanix yet. And often for these conferences you see more existing users and then maybe some, and we so expect that trend to continue. We have a lot of traction across Europe, Copenhagen is a beautiful city. There'll be plenty new to announce there, so I can't leak anything early on that front yet. But that's gonna be exciting show. >> Come on. (laughter) >> It's taste. >> We won't tell anyone. >> And I'm sure he's gonna be hobnobbing with yet another celebrity in Copenhagen. I've renamed his title. He is the Chief Celebrity Officer at Nutanix now. >> Well, he and Mark Hamill are-- >> That's right. >> But we're best friends now. (laughter) >> And he was with Magic Johnson earlier. I have a long list of people he's been-- >> You're killing us. >> No, he is. (laughter) >> Yeah, Freddie Jackson. >> Well you know, all joking aside, it's customer experience. And if it's all business, it's all product and all technology, right, then you know, that's a certain level of experience, but part of this is the community and the happiness that we see in our customers is we make them happy, both in the technology we deliver, the partnership we enjoy with them, but then also some fun experiences we deliver to them. And that's the spirit of this show. >> Yeah you guys do a great job. I want it like highlight and also get your thoughts, and I want you to share with folks watching 'cause you guys do a great job on the content programs at your events, the mix and match up of the core meat on the tech bone, the solutions, but balance of guest hosts, guest celebrities kind of blend in the theme. What's the secret sauce? What's the playbook? What's the thinking behind lot of the content and how's that gonna translate digitally because you guys mix it up, it's not just all Nutanix all the time. You got partners, you got people from outside the industry, seems to reinforce, the threads kinda connect together. What's the, how do you guys think about that? >> Yeah well, the secret sauce at the core of this, Julie O'Brien, a woman named Erin Alonso on my team. We have a strong, small but mighty, very creative events team that understands that at the end of the day this is about learning, but it's also about show business too, right. And people want to come to relax, to learn, and to have fun too, and I think it's balancing the two. But it's not just, okay it's Mark Hamill, because he was in Star Wars. It's because we knew Mark had such a tight, iconic connection with our core demographic, in terms of the core customers we have, and I saw our customers, some with tears in their eyes when they were able to meet him afterwards. And so, okay there's, and I was joking hyper-convergence, I was talking to Mr. Hamill, I said, hyper-convergence, hyper-space, right, there's ways to connect the two together. But there's technology at the heart of both of that. So it's just a new and unique and surprising way, and one thing, I close with, we endeavor in marketing here when we run our campaigns, when we do our events, surprise and delight. Surprise and delight. It's inherent in the product with one click, and everything we do there, and we'd like to think it's inherent in our marketing and also an event like this. Surprise and delight. >> So Monica who'd your hero be up there on the stage? Who do you want to see at the next-- you boss is right here, (laughter) this is your chance to influence-- >> Oh my god, okay. If you really wanna know (laughs), he'll have to fly in from Bombay India, the movie star Shah Rukh Khan. He's got known as SRK. But he is a world-famous icon. So there you go, next one SRK. Talk to Sunil about it, he knows about SRK. >> We hear you. >> Note, noted. >> Well then Monica, thank you both so much for coming on theCUBE, always a pleasure. >> Thank you. >> Thank you. >> Thank you very much. >> I'm Rebecca Knight for John Furrier. You've been watching theCUBE's live coverage of Nutanix.NEXT (techno music)

live from Orlando Florida it's the cube coverage conf 18 got to you by spunk welcome back to Splunk kampf 18 hashtag Splunk conf 18 you watching the cube the leader in live tech coverage we go out to the events we extract the signal from the noise I'm Dave Volante with my co-host Stu many men we love to talk to the customers too we've had seven out of ten of our interviews today have been with the customers Tony Alessandra was here as the chief architect at the co-operators group limited insurance company up in Canada leader in that field Tony thanks so much for coming on the yeah it's great to be here thanks for having me so we were talking off-camera about some of the innovation that's going on in Toronto and want to get to that innovation is actually in your long title yeah there's the time but tell us about your role as chief architect and then some of the other areas that you touch yes certainly so my primary role at the co-operators group is to serve as chief architect for the group of companies and so it's a fancy term to mean that I influence how we invest in technology and process for our strategy and for our operational imperatives I also have responsibility for information security within our organization so I have a great team led by a C so at the co-operators group and essentially our role is to to protect the data of our clients right we have a million unique clients across Canada that entrust us with a lot of personal and confidential data we have thousands of financial advisers throughout the company and so we have retail outlets throughout the entire geography of Canada and essentially we collect a lot of data and and with respect to policies for commercial businesses for private clients for subscribers etc and I also manage an innovation portfolio for the organization and so it's actually I'll work with our business stakeholders within the organization to figure out how we could accelerate new businesses accelerate new capabilities with the use of technology who's excited that's a big big big role that you have if I want to send the the regime you have for security say the seaso reports to you yes sir and there's a set CIO there right there is yeah so I report to the to the executive vice president and CIO of the co-operators group of companies and and my responsibility within the organization is to report back to our CIO on all the responsibilities that I talked to you about okay so this the C so technically reports up through the CIO and C so reports up through me into the CIO yeah which is that's a whole other interesting discussion maybe if we have time we could talk about that absolutely um so a lot of data I mean we think about insurance company regulated you got your claim systems which are critical you have your agent systems which are also critical different types of data both data on customers but when you talk about the data that you guys collect where's it come from what are you trying to do with with that data yes so so you know I'll start I'll start with the motive right the problem that we're trying to solve and so I'll say first and foremost we're an insurance company we offer assurance and protection to our clients right and so in the process of offering assurance and protection to our clients you know they entrust us with massive amounts of data like you know as we as we mentioned before but we'll also need to set a good example because a lot of the assurance some of the assurance that we offer to our clients is also cyber protection we offer cyber insurance to our clients we need to set a good example we need to demonstrate resilience right Splunk is a primary tool in our Arsenal where we're showing our clients that we have good resilience to be able to detect and respond to security threats when they happen that's part of our mandate right so our responsibility with respect to using Splunk is to collect data from all of our major systems within our organization we use Blonk to monitor we use Blanc to detect and we also use Splunk to respond when something is going on what is this is really interesting you're being proactive about from your you know from an actuarial standpoint you rate your risk you're being very proactive when many if not most insurance companies would do is say ok what what's the history yeah and are there any high-profile breaches and yeah as opposed to what you're doing like sounds like you're really inspecting what the policies and the procedures and the technology of your clients is I think you hit on an important point right and so the important point is that you know the the the art of actuarial science is to rely on a lot of history in the past you know to predict the risks of the future but the reality is that model is falling apart very quickly because there is very little history for cyber threats and the other aspect of it is its inconsistent its evolving and it's changing on a regular basis right and so that's why you use platforms like Splunk use platforms like spunk to detect new threats and to end to in sort of to advance new correlations what should we be concerned about which threats are relevant to us which ones can we ignore and unless you have good platforms to do correlation unless you have good automation you're gonna need a large army of people to chase things that may not be relevant to either you or your clients so Tony your industry usually has quite a bit of M&A as to kind of fund the growth that's going on curious how does Splunk in your data strategy fit into M&A type a quiz yeah yeah and so I think that's one of the biggest potential uses of Splunk for us right and so the way that insurance is evolving right now is insurance companies are all trying to figure out how they get involved in the loss prevention game right in the past it's all been about assurance right it's all been about protection and so when you think about the Internet of Things is one of the biggest untapped opportunities for insurance companies it's all about data right so smart homes smart buildings cars outfitted with telematics so it's every history you wearing wearable devices so in terms of health and you know a health insurance and life insurance protection etc all of this data is meaningful to offer value to clients beyond what we've been able to do in the past one of the things we've looked at I know the industry is looking at is well how do you value that data is that something your company's gotten into yeah absolutely and so you know part of what we need to figure out is how to model that data to give the right level of engagement to the customer so to create that two-way engagement with the customer right how am i doing how am i driving is the weather a threat for me in in the in the foreseeable future in terms of things that I need to protect is there a hailstorm coming you know should I should I you know have alerts and and and you know provide you know ask clients to move some of their valuables indoors I mean all of these are things that will increase that engagement with our clients because face it with insurance your clients engage with you two times a year right two major time policy renewal and if they're unfortunate enough to have a claim right we need to have a but we need to have a better game much more proactive game with them so you're in other ways a risk consultant with your your clients right yeah so describe that so you client comes to you says they're interested or you go to them they're interested in in in in a security you know insurance where does it start do you ask them you have Splunk do you advise them as to what are you going to look at their policies and procedures well how does it work so so I think you know Splunk is one of those valuable assets that enables the capability right insurance you know the game is becoming all about data having massive amounts of data and being able to use that data to help assess the risks for a client properly right because without having good data everything is a great guest these days I mean with climate change with cyber risks evolving with customers preferences changing data is going to be the meaningful difference in terms of understanding what risks a client has what the probability is and how to write a meaningful policy for them where they're engaged and they understand it well enough as well understand it well enough to prevent some of their losses and that's really the issue that we're trying to figure out how do we help clients understand their risks and then prevent losses prevent or minimize losses for them and and what role does Splunk play in that you you know your your your client are you a an advisor or you encourage your customers to use belong counters at all so we're talking about our future roadmap right now and this is what we're trying to figure out what's blanc this is where we see the strategic opportunities with blah right and so when we look at the co-operators the way that co-operators has been using Splunk in the past is for their security sim we were one of the very first large companies in Canada to put our security sim on Splunk we were the very first large company in Canada to put our sim in Splunk clout right and so we we you know we're very proud with being able to work with Splunk for for charting that course right for setting the example our next course is how do we leverage a platform as powerful as Splunk now to give value to our customers we're protecting our customers data assets and now it's about returning valuable insights back to the customers in terms of loss prevention that's our forward-thinking approach in terms of how we stay ahead in terms of leveraging this as a unique asset as a unique capability so your leader you've got street cred you can now extend that to your client base I mean for an insurance company risk you know chaos is just cash as I like to say it's opportunity for you guys and to the extent that you can help clients mitigate that risk to win-win it's essentially for them the reduction in expected loss it can actually hate to say this but could actually pay for the insurance which is let's take attractive it's a massive win and I think you know the other part you know that people need to think differently about is the way that people consume insurance will change dramatically as well in the next tenure so and so where you think now that you know your typical home and auto insurance you will buy an annual policy well the reality is that Home Sharing car sharing ride-sharing insurance will change to what we call episodic oh right and so essentially you'll be consuming insurance for an activity right and the only way that you'll be able to sort of drive that activity in a meaningful way is to have a lot of data on that activity right where are you driving how did you drive you know what what are the risks associated to when you're driving in the geography that you're driving where are you renting out your home what are the rooms to which client and so understanding all of those elements give us the best opportunity at giving you just in time insurance for the right risks surance as a service I love it personalized for me I mean the model generally item as a consumer is broken it's very bespoke my insurance company doesn't know who I am it's just to check a bunch of boxes off and they sent me another form every year and advised some new things and I don't even know what half the time they are that's exactly right right then the and the only way you're able to personalize is to have all of that data on an individual on a company on an event right so we give you insurance for you based on your needs based on your risks Tony we know there's a lot of AI happening up in the Toronto area yeah maybe our audience might not know tell them a little bit about that and how you're thinking about AI and what interest you have and what's Blanc's talking about when they talk about AI yeah you're absolutely right I mean there's a loop there's a massive amount of artificial intelligence activity in the Toronto Kitchener corridor within southern Ontario I would say it's early days for insurance in terms of how we leverage AI I think you know some of the early wins for us have been what we refer to as chat BOTS or virtual assistants right helping clients so this is basically speed and convenience for clients right clients need to know something very quickly very predictive short-tailed answers we're there for customers who choose to do that where it's going next is helping clients assess risk and predict outcomes associated to risks right and so there's a lot of different use cases that we're working there partnerships with startups partnerships with mainstream organizations like Splunk is an important partner for us in this area and of course academic institutions that are investing right this is all part of it for the sales channel for the risk channel for claims processing so imagine being able to submit a claim on a mobile device gathering all that data being able to correlate that data to say we've seen this before right based on the correlation here's your damages we could processes as quickly here's the experts you need to go to here's the restoration facilities that you'll engage those are massive opportunities for client service and for an ability for an insurance company to settle things quickly right we're talking about weather before it's obviously a changing dynamic has a change variable and maybe it's it's model Abel I don't know but but clearly weather incidents are on the rise have caught companies and probably insurance companies you know a little bit off guard you know climate change etc the boiling seas this we've heard yeah what do you guys what's your position on that how do you accommodate that and pass it on to your customers and well I think this is what we're well known for right and so first of all we're not gonna be able to control the weather but what we'd be able to do is prevent it from getting worse right and so when you'll hear the leadership within our organization talk especially our CEO our CEO is very passionate about building resilient communities and that starts with making sure that we're building communities in the right spots not in flood plains not in areas of high risk of forest fires or or other things that you could you know potentially prevent you know within a certain geography and so that's first and foremost right and so we're a leader in this space in Canada how do you become a leader in this area you collect data understand the geography understand the trends associated to the understand the future risks associated to those geographies based on weather trends and then lobby governments builders entrepreneurs everybody land development consortiums to say we need to build communities in better places we need to build more resilient communities and then thereafter it's making sure that you're leveraging data to be able to predict and minimize losses for clients in those areas right and that's what you'll use weather data for right who do I need to alert we have threats on the way what can we prevent how do we minimize these losses for Canadians I think the big risk that we all need to understand if the weather continues to change at the same pace are our you know people will not be able to afford the risks right and so the insurance will rise exponentially and and you know will we we won't have a sustainable model for the future so it's clear for you guys it's really all about the data one of the challenges that a lot of companies in your industry have is the data it's about the data for them to insurance companies you could argue our you know IT companies in many respects they develop products that are put together by technologists but a lot of the data is in silos yeah as Splunk allowed you to break down those silos and and is that yet part while you're a leader well like I could talk about what's where Splunk has been able to to offer us that that that ability is with security right and so we have data we have information security log data associated to our systems and our application everywhere on Prem our partner sites in our agency offices on different endpoint devices in the cloud with our different service providers so what Splunk has been able to do is us to be able to aggregate that data consume that data build valid use cases and to correlate that and raise proper alerts right that's our main priority right now is to build resilience with information security that knowledge will take us to these other areas that we want to do in offering now the value back to our clients right embed that value into our product offerings is our next logical step awesome Tony thanks very much for coming on the cube really appreciate it you're welcome it's good to meet you in the pleasure have the leaves changed in Toronto its Toronto by the way stew no tea it's coming it's coming fast Dave a lot a force to Minutemen thanks for watching we'll be right back after this short break you're watching the cube from Splunk Kampf 18 [Music]