>>from around the >>globe. It's the Cube with digital coverage of AWS reinvent 2020 sponsored by Intel and AWS. Yeah, >>Hi. We are the Cube live covering AWS reinvent 2020. I'm Lisa Martin, and I've got one of our cube alumni back with me. Mike Miller is here. General manager of A W s AI Devices at AWS. Mike, welcome back to the Cube. >>Hi, Lisa. Thank you so much for having me. It's really great to join you all again at this virtual reinvent. >>Yes, I think last year you were on set. We have always had to. That's at reinvent. And you you had the deep race, your car, and so we're obviously socially distance here. But talk to me about deepracer. What's going on? Some of the things that have gone on the last year that you're excited >>about. Yeah, I'd love to tell. Tell you a little bit about what's been happening. We've had a tremendous year. Obviously, Cove. It has restricted our ability to have our in person races. Eso we've really gone gone gangbusters with our virtual league. So we have monthly races for competitors that culminate in the championship. Um, at reinvent. So this year we've got over 100 competitors who have qualified and who are racing virtually with us this year at reinvent. They're participating in a series of knockout rounds that are being broadcast live on twitch over the next week. That will whittle the group down to AH Group of 32 which will have a Siris of single elimination brackets leading to eight finalists who will race Grand Prix style five laps, eight cars on the track at the same time and will crown the champion at the closing keynote on December 15th this year. >>Exciting? So you're bringing a reinforcement, learning together with with sports that so many of us have been missing during the pandemic. We talked to me a little bit about some of the things that air that you've improved with Deep Racer and some of the things that are coming next year. Yeah, >>absolutely so, First of all, Deep Racer not only has been interesting for individuals to participate in the league, but we continue to see great traction and adoption amongst big customers on dare, using Deep Racer for hands on learning for machine learning, and many of them are turning to Deep Racer to train their workforce in machine learning. So over 150 customers from the likes of Capital One Moody's, Accenture, DBS Bank, JPMorgan Chase, BMW and Toyota have held Deep Racer events for their workforces. And in fact, three of those customers Accenture, DBS Bank and J. P. Morgan Chase have each trained over 1000 employees in their organization because they're just super excited. And they find that deep racers away to drive that excitement and engagement across their customers. We even have Capital one expanded this to their families, so Capital One ran a deep raise. Their Kids Cup, a family friendly virtual competition this past year were over. 250 Children and 200 families got to get hands on with machine learning. >>So I envisioned some. You know, this being a big facilitator during the pandemic when there's been this massive shift to remote work has have you seen an uptick in it for companies that talking about training need to be ableto higher? Many, many more people remotely but also train them? Is deep Racer facilitator of that? Yeah, >>absolutely. Deep Racer has ah core component of the experience, which is all virtualized. So we have, ah, console and integration with other AWS services so that racers can participate using a three d racing simulator. They can actually see their car driving around a track in a three D world simulation. Um, we're also selling the physical devices. So you know, if participants want to get the one of those devices and translate what they've done in the virtual world to the real world, they can start doing that. And in fact, just this past year, we made our deep race or car available for purchase internationally through the Amazon Com website to help facilitate that. >>So how maney deep racers air out there? I'm just curious. >>Oh, thousands. Um, you know, And there what? What we've seen is some companies will purchase you, know them in bulk and use them for their internal leagues. Just like you know, JP Morgan Chase on DBS Bank. These folks have their own kind of tracks and racers that they'll use to facilitate both in person as well as the virtual racing. >>I'm curious with this shift to remote that we mentioned a minute ago. How are you seeing deepracer as a facilitator of engagement. You mentioned engagement. And that's one of the biggest challenges that so Maney teams develops. Processes have without being co located with each other deep Brister help with that. I mean, from an engagement perspective, I think >>so. What we've seen is that Deep Racer is just fun to get your hands on. And we really lower the learning curve for machine learning. And in particular, this branch called reinforcement Learning, which is where you train this agent through trial and error toe, learn how to do a new, complex task. Um, and what we've seen is that customers who have introduced Deep Racer, um, as an event for their employees have seen ah, very wide variety of employees. Skill sets, um, kind of get engaged. So you've got not just the hardcore deep data scientists or the M L engineers. You've got Web front end programmers. You even have some non technical folks who want to get their hands dirty. Onda learn about machine learning and Deep Racer really is a nice, gradual introduction to doing that. You can get engaged with it with very little kind of coding knowledge at all. >>So talk to me about some of the new services. And let's look at some specific use case customer use cases with each service. Yeah, >>absolutely. So just to set the context. You know, Amazon's got hundreds. A ws has hundreds of thousands of customers doing machine learning on AWS. No customers of all sizes are embedding machine learning into their no core business processes. And one of the things that we always do it Amazon is We're listening to customers. You know, 90 to 95% of our road maps are driven by customer feedback. And so, as we've been talking to these industrial manufacturing customers, they've been telling us, Hey, we've got data. We've got these processes that are happening in our industrial sites. Um, and we just need some help connecting the dots like, how do we really most effectively use machine learning to improve our processes in these industrial and manufacturing sites? And so we've come up with these five services. They're focused on industrial manufacturing customers, uh, two of the services air focused around, um, predictive maintenance and, uh, the other three services air focused on computer vision. Um, and so let's start with the predictive maintenance side. So we announced Amazon Monitor On and Amazon look out for equipment. So these services both enable predictive maintenance powered by machine learning in a way that doesn't require the customer to have any machine learning expertise. So Mono Tron is an end to end machine learning system with sensors, gateway and an ML service that can detect anomalies and predict when industrial equipment will require maintenance. I've actually got a couple examples here of the sensors in the gateway, so this is Amazon monitor on these little sensors. This little guy is a vibration and temperature sensor that's battery operated, and wireless connects to the gateway, which then transfers the data up to the M L Service in the cloud. And what happens is, um, the sensors can be connected to any rotating machinery like pump. Pour a fan or a compressor, and they will send data up to the machine learning cloud service, which will detect anomalies or sort of irregular kind of sensor readings and then alert via a mobile app. Just a tech or a maintenance technician at an industrial site to go have a look at their equipment and do some preventative maintenance. So um, it's super extreme line to end to end and easy for, you know, a company that has no machine learning expertise to take advantage of >>really helping them get on board quite quickly. Yeah, >>absolutely. It's simple tea set up. There's really very little configuration. It's just a matter of placing the sensors, pairing them up with the mobile app and you're off and running. >>Excellent. I like easy. So some of the other use cases? Yeah, absolutely. >>So So we've seen. So Amazon fulfillment centers actually have, um, enormous amounts of equipment you can imagine, you know, the size of an Amazon fulfillment center. 28 football fields, long miles of conveyor belts and Amazon fulfillment centers have started to use Amazon monitor on, uh, to monitor some of their conveyor belts. And we've got a filament center in Germany that has started using these 1000 sensors, and they've already been able to, you know, do predictive maintenance and prevent downtime, which is super costly, you know, for businesses, we've also got customers like Fender, you know, who makes guitars and amplifiers and musical equipment. Here in the US, they're adopting Amazon monitor on for their industrial machinery, um, to help prevent downtime, which again can cost them a great deal as they kind of hand manufacture these high end guitars. Then there's Amazon. Look out for equipment, which is one step further from Amazon monitor on Amazon. Look out for equipment. Um provides a way for customers to send their own sensor data to AWS in order to build and train a model that returns predictions for detecting abnormal equipment behavior. So here we have a customer, for example, like GP uh, E P s in South Korea, or I'm sorry, g S E P s in South Korea there in industrial conglomerate, and they've been collecting their own data. So they have their own sensors from industrial equipment for a decade. And they've been using just kind of rule basic rules based systems to try to gain insight into that data. Well, now they're using Amazon, look out for equipment to take all of their existing sensor data, have Amazon for equipment, automatically generate machine learning models on, then process the sensor data to know when they're abnormalities or when some predictive maintenance needs to occur. >>So you've got the capabilities of working with with customers and industry that that don't have any ML training to those that do have been using sensors. So really, everybody has an opportunity here to leverage this new Amazon technology, not only for predicted, but one of the things I'm hearing is contact list, being able to understand what's going on without having to have someone physically there unless there is an issue in contact. This is not one of the words of 2020 but I think it probably should be. >>Yeah, absolutely. And in fact, that that was some of the genesis of some of the next industrial services that we announced that are based on computer vision. What we saw on what we heard when talking to these customers is they have what we call human inspection processes or manual inspection processes that are required today for everything from, you know, monitoring you like workplace safety, too, you know, quality of goods coming off of a machinery line or monitoring their yard and sort of their, you know, truck entry and exit on their looking for computer vision toe automate a lot of these tasks. And so we just announced a couple new services that use computer vision to do that to automate these once previously manual inspection tasks. So let's start with a W A. W s Panorama uses computer vision toe improve those operations and workplace safety. AWS Panorama is, uh, comes in two flavors. There's an appliance, which is, ah, box like this. Um, it basically can go get installed on your network, and it will automatically discover and start processing the video feeds from existing cameras. So there's no additional capital expense to take a W s panorama and have it apply computer vision to the cameras that you've already got deployed, you know, So customers are are seeing that, um, you know, computer vision is valuable, but the reason they want to do this at the edge and put this computer vision on site is because sometimes they need to make very low Leighton see decisions where if you have, like a fast moving industrial process, you can use computer vision. But I don't really want to incur the cost of sending data to the cloud and back. I need to make a split second decision, so we need machine learning that happens on premise. Sometimes they don't want to stream high bandwidth video. Or they just don't have the bandwidth to get this video back to the cloud and sometimes their data governance or privacy restrictions that restrict the company's ability to send images or video from their site, um, off site to the cloud. And so this is why Panorama takes this machine learning and makes it happen right here on the edge for customers. So we've got customers like Cargill who uses or who is going to use Panorama to improve their yard management. They wanna use computer vision to detect the size of trucks that drive into their granaries and then automatically assign them to an appropriately sized loading dock. You've got a customer like Siemens Mobility who you know, works with municipalities on, you know, traffic on by other transport solutions. They're going to use AWS Panorama to take advantage of those existing kind of traffic cameras and build machine learning models that can, you know, improve congestion, allocate curbside space, optimize parking. We've also got retail customers. For instance, Parkland is a Canadian fuel station, um, and retailer, you know, like a little quick stop, and they want to use Panorama to do things like count the people coming in and out of their stores and do heat maps like, Where are people visiting my store so I can optimize retail promotions and product placement? >>That's fantastic. The number of use cases is just, I imagine if we had more time like you could keep going and going. But thank you so much for not only sharing what's going on with Deep Racer and the innovations, but also for show until even though we weren't in person at reinvent this year, Great to have you back on the Cube. Mike. We appreciate your time. Yeah, thanks, Lisa, for having me. I appreciate it for Mike Miller. I'm Lisa Martin. You're watching the cubes Live coverage of aws reinvent 2020.

>>from around the globe. It's the Cube with digital coverage of biz ops Manifesto unveiled Brought to you by Biz Ops Coalition >>Hey, Welcome back, everybody. Jeffrey here with the Cube. Welcome back to our ongoing coverage of the biz. Opps manifesto Unveil Something has been in the works for a little while. Today's a formal unveiling and we're excited to have three of the core founding members of the manifesto Authors of the manifesto, if you will joining us again. We've had them all on individually. Now we're gonna have a great power panel. First up, we have met Kirsten returning. He's the founder and CEO of Task Top make good to see again. Where you dialing in from? >>Great to see you again, Jeff. I'm dialing from Vancouver, Canada. >>Vancouver, Canada. One of my favorite cities in the whole wide world. Also, we've got Tom Davenport coming from across the country. He's a distinguished professor and author from Babson College. Tom, great to see. And I think you said you're a fund Exotic place on the East Coast. >>Falmouth, Massachusetts, on Cape Cod. >>Nice. Great to see you again. And also joining surge. Lucio. He is the VP and general manager Enterprise Software division at Broadcom Surge. Great to see you again. Where you coming in from? >>From Boston. Right next to kick off. Terrific. >>So welcome back, everybody again. Congratulations. On this day I know it's It's been a lot of work to get here for this unveil, but let's just jump into it. Biz Opps Manifesto What was the initial reason to do this? And how did you decide to do it in a kind of a coalition way, bringing together a group of people versus just making it an internal company, uh, initiative that, you know, you could do better stuff within your own company Surge. Why don't we start with you? >>Yeah, so? So I think we are really a critical juncture, right? Many large enterprises are basically struggling with their digital transformation. In fact, many recognized that the the Business Society collaboration has been one of the major impediments to drive that kind of transformation. And if we look at the industry today, many people or whether we're talking about vendors or system integrators, consulting firms are talking about the same kind of concepts but using very different language. And so we believe that bringing a lot these different players together assed part of the coalition and formalizing, uh, basically the core principles and values in a busy office manifesto. We can really start to have kind of a much bigger movement where we can all talk about kind of the same concepts. And we can really start to provide kind of a much better support for large organizations to transform eso, whether it is technology or services or trading. I think that that's really the value of bringing all of these players together >>and Mick to you. Why did you get involved in this in this effort? >>So I've been closely involved the actual movement since it started two decades ago with that manifesto, and I think we got a lot of improvement at the team level. And I think, as started just noted, we really need to improving. At the business level, every companies trying to become a software innovator trying to make sure that they can pick them, adapt quickly in the changing market economy and what everyone's dealing with in terms of needing to deliver value to customers. Sooner. However, agile practices have really focused that these metrics these measures and understanding processes that help teams be productive. Those things now need to be elevated to the business as a whole, and that just hasn't happened. Organizations are agile. Transmissions are actually failing because they're measuring activities and how they're becoming more agile. Have teams air functioning, not how much quickly they're delivering value to the customer. So we need to now move. Asked that. And that's exactly what the buzz off there's also manifested. Provides, >>right? Right And Tom to you. You've been covering tech for a very long time. You've been looking at really hard challenges and and a lot of work around analytics and data on data evolution. So there's a definitely a data angle here. I wonder if you kind of share your perspective of of what you got excited Thio to sign on to this manifesto? >>Sure. Well, I have. You know, for the past 15 or 20 years, I've been focusing on Data Analytics and AI. But before that, I was a process management guy and a knowledge management guy and a in general. I think, you know, we've just kind of optimized at too narrow a level. Whether you're talking about agile or Dev ops or, um, ml ops. Any of these kind of obs oriented movements, we're making individual project, um, performance and productivity better, But we're not changing the business effectively enough. And that's the thing that appealed to me about the biz ops idea that we're finally creating a closer connection between what we do with technology and how it changes the business and provides value to it. >>That's great, uh, surge back to you, right? I mean, people have been talking about digital transformation for a long time, and it's been, you know, kind of trucking along. And then Cove it hit, and it was instant lights, which everyone's working from home. You've got a lot more reliance on your digital tools, digital communication both within your customer base and your partner base, but also then you're employees. When if you could share how that really pushed this all along, right, because now suddenly the acceleration of digital transformation is higher. Even more importantly, you've got much more critical decisions to make into what you do next. So kind of your portfolio management of projects has been elevated significantly. When maybe revenues are down on. Do you really have Thio prioritize and get it right? >>Yeah. I mean, I'll just start by quoting city An Adele basically recently said that there's bean two years of digital transformation just last two months, and in many ways that's true. Um, but But yet when we look at large enterprises, they're still struggling with kind of a changes in culture that they really need Thio drive to be able to describe themselves. And not surprisingly, you know, when we look at certain parts of the industry, you know, we see some things which are very disturbing, right. About 40% of the personal loans today are being origin dated by Finn tax of a like of Sophie or or ah Lendingclub, right, Not your traditional brick and worked for bank. And so the while there is kind of ah, much more of an appetite, and it's it's more of a survival type driver these days. The reality is that in order for these large enterprises to truly transform and engage on these digital transformation, they need to start to really aligned the business 90 you know, in many ways and make cover that actually really emerge from the court desire to really improve software predictability, but we've which we have really missed is all the way. Start to aligning the software predictability to business predictability and to be able to have continuously continuous improvement and measurement off business outcomes. So by lining, but of this dis kind of inward metrics that I t is typically being using to business outcomes, we think we can start to really help different stakeholders within the organization to collaborate. So I think there is more than ever. There is an imperative to act now, um, and and results. I think it's kind of the right approach to drive that kind of transformation, >>right? I want to follow up on the culture comment with Utah because you've talked before about kind of process, flow and process flow throughout a whore, unorganized ation. And, you know, we talk about people process and tech all the time, and I think the tech is the easy part compared to actually changing the people the way they think and then the actual processes that they put in place. It's a much more difficult issue than just a tech issue to get this digital transformation in your organization. >>Yeah, you know, I've always found that the soft stuff the you know, the culture of the behavior of the values is the hard stuff to change and mawr and mawr. We we realized that to be successful with any kind of digital transformation, you have tow change, people's behaviors and attitudes. Um, we haven't made much progress in that area as we might have. I mean, I've done some surveys suggesting that most organizations still don't have data driven cultures, and in many cases, there is a lower percentage of companies that say they have that then did a few years ago. So we're kind of moving in the wrong direction, which means I think that we have to start explicitly addressing that cultural behavioral dimension and not just assuming that it will happen if we if we build a system, you know, if if we build it, they won't necessarily come right, >>right? So I want to go toe to you, Nick, because, you know, we're talking about work flows and flow. Andi, you've written about flow both in terms of, you know, moving things along a process and trying to find bottlenecks, identify bottlenecks which is now even more important again when these decisions are much more critical because you have a lot less ah, wiggle room in tough times. But you also talked about flow from the culture side on the people's side. So I wonder if you could just share your thoughts on, you know, using flow as a way to think about things to get the answers better? >>Yeah, absolutely. And I'll refer back to what Tom just said. If you're optimize, you need to optimize your system. You need to optimize how you innovate and how you deliver value to the business into the customer. Now what we've noticed in the data since that that we've learned from customers value streams, enterprise organizations, value streams is that what's taking six months and to and to deliver that value, the flow is that slow. You've got a bunch of unhappy developers. Unhappy customers, when you're innovating, have so high performing organizations we can measure their intent flow time in days. All of a sudden, that feedback loop the satisfaction your developers measurably goes up. So not only do you have people context switching last year, delivering so much more value to customers at a lower cost because you've optimized for flow rather than optimizing for these thes other approximately six that we use, which is how efficient my annual team. How quickly can we deploy software? Those are important, but they do not provide the value of agility, of fast learning, of adaptability, of the business. And that's exactly what the bishops manifesto pushes your organization to. You need to put in place this new operate model that's based on flow on the delivery of business value and on bringing value to market much more quickly than you were before, >>right? I love that. I'm gonna go back to Utah, him on that to follow up, because I think I don't think people think enough about how they prioritize what they're optimizing for. Because, you know, if you're optimizing for a vs B, you know you could have a very different product that that you kick out. You know, my favorite example with With Clayton Christensen and Innovator's Dilemma talking about the three inch our drive, if you optimize it for power, you know, is one thing. If you optimize it for vibration is another thing, and sure enough, you know they missed it on the Palm because it was the it was the game council which which drove that whole business. So when you're talking to customers and we think we're here with cloud all the time people optimizing for cost efficiency instead of thinking about it as an innovation tool, how do you help them? Kind of rethink and really, you know, forced them to to look at the at the prioritization and make sure they're prioritizing on the right thing is make just that. What do you optimizing for? >>Oh yeah, you have one of the most important aspects of any decision or attempt to resolve a problem in an organization is the framing process. And, um, you know, it's it's a difficult aspect toe of the decision toe frame it correctly in the first place. Um, there. It's not a technology issue. In many cases, it's largely a human issue. But if you frame that decision or that problem incorrectly too narrowly, say, or you frame it as an either or situation when you could actually have some of both, um, it's very difficult for the process toe work out correctly. So in many cases, I think we need to think mawr at the beginning about how we frame this issue or this decision in the best way possible before we charge off and build a system to support it. You know, it's worth that extra time to think. Think carefully about how the decision has been structured. Right? >>Surge. I wanna go back to you and talk about the human factors because we just discussed you could put in great technology. But if the culture doesn't adopt it and people don't feel good about it, you know it's not gonna be successful. And that's going to reflect poorly on the technology. Even if I had nothing to do with it. And you know, when you look at the core values of the best hopes manifesto, you know a big one is trust and collaboration. You know, learn, responded pivot. Wonder if you can share your thoughts on trying to get that cultural shift s so that you can have success with the people or excuse me with the technology in the process and helping customers, you know, take this more trustworthy and kind of proactive position. >>So I think I think at the ground level, it really starts with the realization that we were all different. We come from different backgrounds. Oftentimes we tend Thio. Blame the data. It's not uncommon my experience that we spend the first, you know, 30 minutes of any kind of one hour the conversation to debate the ability of the data on DSO, one of the first kind of probably manifestations that we've had. Our revelations as we start to engage with our customers is by just exposing high Fidelity data set two different stakeholders from their different lands. We start to enable these different stakeholders to not debate the data, but that's really collaborate to find a solution. So in many ways, when when when we think about kind of the types of changes were trying Thio truly affect around data driven decision making? It's all about bringing the data in context the context that is relevant and understandable for different stakeholders. Whether we're talking about an operator developed for a business analyst, so that's that's the first thing. The second layer, I think, is really to provide context to what people are doing in their specific silo. So I think one of the best examples I have is if you start to be able to align business k p i. Whether you are accounting, you know, with sales per hour or the engagement of your users on your mobile application, whatever it is, if you start to connect that k p I business K p I to the key piece that developers might be looking at, whether it is now the number of defects or velocity or whatever over metrics that they are used to to actually track, you start to be able to actually contextual eyes in what we are. The affecting, basically metric that that is really relevant. And what we see is that this is a much more systematic way to approach the transformation than say, You know, some organizations kind of creating some of these new products or services or initiatives to to drive engagement, right? So, you know, if you look at zoom, for instance, Zoom giving away, it's service thio education is all about. I mean, there's obviously a marketing aspect in there, but it's it's fundamentally about trying to drive also the engagement of their own teams and because now they're doing something for good, and many organizations are trying to do that. But you only can do this kind of things in a limited way. And so you really want to start to rethink? Oh, you connect everybody kind of business objective fruit data. And I always start to get people to stare at the same data from their own lands and collaborating on the data. Right? >>Right. That's good. Uh, Tom, I want to go back to you. You've been studying I t for a long time writing lots of books and and getting into it. Um, Why now? You know what? Why now? Are we finally aligning business objectives with objects? You know, why didn't this happen before? And, you know, what are the factors that are making now? The time for this. This this move with the with the biz ops. >>Well, in much of the past, I t waas sort of a back office related activity. You know, it was important for, um, producing your paychecks and, uh, capturing the customer orders, but the business wasn't built around it. Now, every organization needs to be a software business of data business. A digital business. The anti has been raised considerably. And if you aren't making that connection between your business objectives and the technology that supports it. You run a pretty big risk of, you know, going out of business or losing out to competitors. Totally so. And even if you're in a new industry that hasn't historically been terribly, um, technology oriented customer expectations flow from, you know, the digital native companies that they work with to basically every industry. So you're compared against the best in the world. So we don't really have the luxury anymore of screwing up our I T projects or building things that don't really work for the business. Um, it's mission critical that we do that well, almost every time, >>right. And I just I just wanna fall by that time, in terms of the you've talked extensively about kind of these evolutions of data analytics, from artisanal stage to the big data stage, the data economy stage the ai driven stage. What I find interesting about all the stages you always put a start date. You never put it in date. Um, so you know, is the is the big data. I'm just gonna use that generically moment in time. Finally, here. Where were, you know, off mahogany row with the data scientists, But actually could start to see the promise of delivering the right insight to the right person at the right time to make that decision. >>Well, I think it is true that in general, these previous stages never seem to go away. The three artisanal stuff is still being done, but we would like for less and less of it to be artisanal. We can't really afford for everything to be artisanal anymore. It's too labor and time consuming to do things that way. So we shift Mawr and Mawr of it to be done through automation and be to be done with a higher level of productivity. And, um, you know, at some point maybe we we reached the stage where we don't do anything artisanal e anymore. I'm not sure we're there yet, but, you know, we are We are making progress, >>right? Right. And make back to you in terms of looking at agile because you're you're such a student of agile. When when you look at the opportunity with biz ops, um, and taking the lessons from agile, you know what's been the inhibitor to stop this in the past. And what are you so excited about? you know, taking this approach will enable >>Yeah, I think both surgeon Tom hit on this. Is that in agile? What's happened is that we've been, you know, measuring tiny subsets of the value stream, right? We need to elevate the data's there, developers air working on these tools of delivering features. The foundations for for great culture are there. I spent two decades as a developer, and when I was really happy when I was able to deliver value to customers, the quicker is able to do that. The fewer impediments are in my way, the quicker was deployed and running the cloud, the happier I waas and that's exactly what's happening if we could just get the right data elevated to the business, not just to the agile teams, but really these values of ours are to make sure that you've got these data driven decisions with meaningful data that's oriented and delivering value to customers. None of these legacies that Tom touched on, which has cost center metrics from a nightie, came from where for I t being a cost center and something that provided email on back office systems. So we need thio rapidly shift to those new, meaningful metrics, their customer and business centric. And make sure that every development organization is focused on those as well as the business itself that we're measuring value. And they were helping that value flow without interruption. >>I love that because if you don't measure it, you can't improve on it. And you gotta but you gotta be measuring the right thing. So, gentlemen, thank you again for for your time. Uh, congratulations on the on the unveil of the biz ops manifesto and bringing together this coalition of industry experts to get behind this. And, you know, there's probably never been a more important time than now to make sure that your prioritization is in the right spot. And you're not wasting resource is where you're not gonna get the r. O. I. So, uh, congratulations again. And thank you for sharing your thoughts with us here on the Cube. Thank >>you. All >>right, So we have surged. Tom and Mick. I'm Jeff. You're watching the Cube. It's a biz ops manifesto unveiled. Thanks for watching. We'll see you next time. Yeah,

>>from around the globe. It's the Cube with digital coverage of biz ops Manifesto unveiled. Brought to you by biz ops Coalition. Hey, welcome back your body, Jeffrey here with the Cube. Welcome back to our ongoing coverage of the busy ops manifesto unveiling its been in the works for a while. But today is the day that it actually kind of come out to the to the public. And we're excited to have a real industry luminary here to talk about what's going on, Why this is important and share his perspective. And we're happy to have from Cape Cod, I believe, is Tom Davenport. He is a distinguished author on professor at Babson College. We could go on. He's got a lot of great titles and and really illuminate airy in the area of big data and analytics. Thomas, great to see you. >>Thanks, Jeff. Happy to be here with you. Great. >>So let's just jump into it, you know, and getting ready for this. I came across your LinkedIn post. I think you did earlier this summer in June and right off the bat, the first sentence just grabbed my attention. I'm always interested in new attempts to address long term issues, Uh, in how technology works within businesses. Biz ops. What did you see in biz ops? That that kind of addresses one of these really big long term problems? >>Well, yeah. The long term problem is that we've had a poor connection between business people and I t people between business objectives and the i t. Solutions that address them. This has been going on, I think, since the beginning of information technology, and sadly, it hasn't gone away. And so busy ops is new attempt to deal with that issue with a, you know, a new framework. Eventually a broad set of solutions that increase the likelihood that will actually solve a business problem with a nightie capability. >>Right. You know, it's interesting to compare it with, like, Dev ops, which I think a lot of people are probably familiar with, which was, you know, built around a agile software development and the theory that we want to embrace change that that changes okay on. We wanna be able to iterate quickly and incorporate that, and that's been happening in the software world for for 20 plus years. What's taking so long to get that to the business side because the pace of change is change on the software side. You know, that's a strategic issue in terms of execution on the business side that they need now to change priorities. And, you know, there's no P R D S and M R. D s and big giant strategic plans that sit on the shelf for five years. That's just not the way business works anymore. Took a long time to get here. >>Yeah, it did. And, you know, there have been previous attempts to make a better connection between business and i t. There was the so called strategic alignment framework that a couple of friends of mine from Boston University developed, I think more than 20 years ago. But, you know, now we have better technology for creating that linkage. And the, you know, the idea of kind of ops oriented frameworks is pretty pervasive now. So I think it's, um you know, time for another serious attempt at it, right? >>And do you think doing it this way right with the bizarre coalition, you know, getting a collection of of kind of like minded individuals and companies together and actually even having a manifesto which were making this declarative statement of principles and values. You think that's what it takes to kind of drive this, you know, kind of beyond the experiment and actually, you know, get it done and really start to see some results in, in in production in the field. >>Well, you know, the manifesto approach worked for Karl Marx and communism. So maybe it'll work. Here is Well, now, I think certainly no one vendor organization can pull this off single handedly. It does require a number of organizations collaborating and working together. So I think a coalition is a good idea, and a manifesto is just a good way to kind of lay out. What you see is the key principles of the idea, and that makes it much easier for everybody. Toe I understand and act on. >>Yeah, I I think it's just it's really interesting having you know, having them written down on paper and having it just be so clearly articulated both in terms of the of the values as well as as the the principles and and the values, you know, business outcomes, matter, trust and collaboration, data driven decisions, which is the number three or four and then learn responded Pivot, It doesn't seem like those should have to be spelled out so clearly, but obviously it helps to have them there. You can stick them on the wall and kind of remember what your priorities are. But you're the data guy. You're the analytics guy. Uh, and a big piece of this is data analytics and moving to data driven decisions. And principle number seven says, you know, today's organizations generate more data than humans can process. And informed decisions can be augmented by machine learning and artificial intelligence right up your alley. You know, you've talked a number of times on kind of the many stages of analytics Onda how that's evolved over over time. You know, it is you think of analytics and machine learning driving decisions beyond supporting decisions, but actually starting to make decisions in machine time. What's that? What's that think for you? What does that make you? You know, start to think Wow, this is this is gonna be pretty significant. >>Yeah, well, you know, this has been a long term interest of mine. Um, the last generation of a I I was very interested in expert systems. And then e think more than 10 years ago I wrote an article about automated decision making using, um, what was available then, which is rule based approaches. But, you know, this address is an issue that we've always had with analytics and ai. Um, you know, we tended Thio refer to those things as providing decision support. The problem is that if the decision maker didn't want their support, didn't want to use them in order to make a decision, they didn't provide any value. And so the nice thing about automating decisions with now contemporary ai tools is that we can ensure that data and analytics get brought into the decision without any possible disconnection. Now, I think humans still have something to add here, and we often will need to examine how that decision is being made and maybe even have the ability to override it. But in general, I think, at least for, you know, repetitive tactical decisions, um, involving a lot of data. We want most of those I think, to be at least, um, recommended, if not totally made by analgesic rhythm or an AI based system, and that I believe would add to the quality and the precision and the accuracy of decisions in in most organizations. >>You know, I think I think you just answered my next question before I before I asked it. You know, we had Dr Robert Gates on the former secretary of Defense on a few years back, and we were talking about machines and machines making decisions, and he said at that time, you know, the only weapon systems that actually had an automated trigger on it, We're on the North Korea and South Korea border. Everything else, as you said, had to go through some person before the final decision was made. And my question is, you know what are kind of the attributes of the decision that enable us to more easily automated? And then how do you see that kind of morphing over time both as the data to support that as well as our comfort level, Um, enables us to turn Maura Maura actual decisions over to the machine? >>Well, yeah, I suggested we need data and the data that we have to kind of train our models has to be high quality and current, and we need to know the outcomes of that data. You know, most machine learning models, at least in business, are supervised, and that means we need tohave labeled outcomes in the in the training data. But, you know, the pandemic that we're living through is a good illustration of the fact that the the data also have to be reflective of current reality. And, you know, one of the things that we're finding out quite frequently these days is that the data that we have do not reflect. You know what it's like to do business in it. Pandemic it. I wrote a little piece about this recently with Jeff Cam at Wake Forest University. We call it Data Science quarantined, and we interviewed somebody who said, You know, it's amazing what eight weeks of zeros will do to your demand forecast. We just don't really know what happens in a pandemic. Our models may be have to be put on the shelf for a little while and until we can develop some new ones or we can get some other guidelines into making decisions. So I think that's one of the key things with automated decision making. We have toe, make sure that the data from the past and you know, that's all we have, of course, is a good guide toe. You know what's happening in the present and and the future as far as we understand it. >>Yeah, I used to joke when we started this calendar year 2020 is finally the year that we know everything with the benefit of hindsight. But it turned out 2020 the year we found out we actually know nothing and everything way. But I wanna I wanna follow up on that because, you know, it did suddenly change everything, right? We got this light switch moment. Everybody's working from home now. We're many, many months into it, and it's going to continue for a while. I saw your interview with Bernard Marr and you had a really interesting comment that now we have to deal with this change. We don't have a lot of data and you talked about hold, fold or double down and and I can't think of, um or, you know, kind of appropriate metaphor for driving the value of the biz ops. When now your whole portfolio strategy, um, needs to really be questioned. And, you know, You have to be really well, executing on what you are holding, what you're folding and what you're doubling down with this completely new environment. >>Well, yeah, And I hope I did this in the interview. I would like to say that I came up with that term, but it actually came from a friend of mine who's a senior executive at gen. Packed. And I used it mostly to talk about AI and AI applications, but I think you could You could use it much more broadly to talk about your entire sort of portfolio of digital projects you need to think about. Well, um, given some constraints on resource is and a difficulty economy for a while. Which of our projects do we wanna keep going on Pretty much the way we were And which ones, um, are not that necessary anymore. You see a lot of that in a I because we had so many pilots, somebody for me, you know, we've got more pilots around here, then O'Hare airport in a I, um and then the the ones that involve double down there, even mawr Important to you, they are, you know, a lot of organizations have found this out in the pandemic on digital projects, it's more and more important for customers to be ableto interact with you, um, digitally. And so you certainly wouldn't want toe cancel those projects or put them on hold. So you double down on them, get them done faster and better. >>Another. Another thing that came up in my research that that you quoted, um, was was from Jeff. Bezos is talking about the great bulk of what we do is quietly but meaning fleeing, improving core operations. You know, I think that is so core to this concept of not AI and machine learning and kind of the general sense, which which gets way too much buzz but really applied, applied to a specific problem. And that's where you start to see the value and, you know, the biz ops. Uh, manifesto is calling it out in this particular process, but I just love to get your perspective. As you know, you speak generally about this topic all the time, but how people should really be thinking about where the applications where I can apply this technology to get direct business value. >>Yeah, well, you know, even talking about automated decisions? Uh, the kind of once in a lifetime decisions, uh, the ones that a g laugh Li, the former CEO of Proctor and Gamble, used to call the big swing decisions. You only get a few of those, he said. In your tenure as CEO, those air probably not going to be the ones that you're automating in part because you don't have much data about them. You're only making them a few times, and in part because they really require that big picture thinking and the ability to kind of anticipate the future that the best human decision makers have. Um, but in general, I think where they I the projects that are working well are you know what I call the low hanging fruit ones? The some people even report to refer to it as boring A I so you know, sucking data out of a contract in order to compare it Thio bill of lading for what arrived at your supply chain. Companies can save or make a lot of money with that kind of comparison. It's not the most exciting thing, but a I, as you suggest, is really good at those narrow kinds of tasks. Um, it's not so good at the at the really big Moonshots like curing cancer or, you know, figuring out well, what's the best stock or bond under all circumstances or even autonomous vehicles. We made some great progress in that area, but everybody seems to agree that they're not going to be perfect for quite a while. And we really don't wanna be driving around on, um in that very much, unless they're, you know, good and all kinds of weather and with all kinds of pedestrian traffic. And you know that sort of thing, right? >>That's funny. Bring up contract management. I had a buddy years ago. They had a startup around contract management, and I'm like, and this was way before we had the compute power today and and cloud proliferation. I said, You know how How could you possibly built off around contract management? It's language. It's legalese. It's very specific. He's like Jeff. We just need to know where's the contract and when does it expire? And who's a signatory? And he built a business on those you know, very simple little facts that weren't being covered because their contracts from People's drawers and files and homes, and Lord only knows So it's really interesting, as you said, these kind of low hanging fruit opportunities where you could extract a lot of business value without trying to, you know, boil the ocean. >>Yeah, I mean, if you're Amazon, Jeff Bezos thinks it's important toe have some kind of billion dollar projects, and he even says it's important to have a billion dollar failure or two every year. But I think most organizations probably are better off being a little less aggressive and, you know, sticking to what a I has been doing for a long time, which is, you know, making smarter decisions based on based on data. >>Right? So, Tom, I want to shift gears one more time before before you let Ugo on on kind of a new topic for you, not really new, but you know, not not the vast majority of your publications. And that's the new way toe work, you know, as as the pandemic hit in mid March, right? And we had this light switch moment. Everybody had to work from home, and it was, you know, kind of crisis and get everybody set up well you know, Now we're five months, six months, seven months. A number of companies have said that people are not gonna be going back to work for a while. And so we're going to continue on this for a while, and then even when it's not what it is now, it's not gonna be what it was before. So, you know, I wonder and I know you, you tease. You're working on a a new book, you know, some of your thoughts on, you know, kind of this new way. Uh, toe work and and and the human factors in this new, this new kind of reality that we're kind of evolving into, I guess. >>Yeah, This was an interest of mine. I think back in the nineties, I wrote an article called Ah Co authored an article called Two Cheers for the Virtual Office. And, you know, it was just starting to emerge. Then some people were very excited about it. Some people were skeptical and we said to cheers rather than three cheers because clearly there's some shortcomings and, you know, I keep seeing these pop up. It's great that we can work from our homes. It's great that we can accomplish most of what we need to do with a digital interface. But you know, things like innovation and creativity and certainly a a good, um, happy social life kind of requires some face to face contact every now and then. And so you know, I think we'll go back to an environment where there is some of that. We'll have, um, time when people convene in one place so they can get to know each other face to face and learn from each other that way. And most of the time, I think it's a huge waste of people's time to commute into the office every day and toe jump on airplanes. Thio, Thio give every little mhm, uh, sales call or give every little presentation. We just have to really narrow down. What are the circumstances, where face to face contact really matters and when can we get by with digital? You know, I think one of the things in my current work I'm finding is that even when you have a I based decision making, you really need a good platform in which that all takes place. So in addition to these virtual platforms, We need to develop platforms that kind of structure the workflow for us and tell us what we should be doing next and make automated decisions when necessary. And I think that ultimately is a big part of biz ops as well. It's not just the intelligence oven, a isis some, but it's the flow of work that kind of keeps things moving smoothly throughout your organization. Yeah, >>I think such such a huge opportunity as you just said, because I forget the stats on how often were interrupted with notifications between email text, slack asana, salesforce The list goes on on and on. So, you know, t put an AI layer between the person and all these systems that are begging for attention. And you've written a you know, a book on the attention economy, which is a whole nother topic will say for another day. You know, it really begs. It really begs for some assistance because, you know, you just can't get him picked, you know, every two minutes and really get quality work done. It's just not it's just not realistic. And you know what? I don't think that's the future that we're looking for. >>Great totally alright, >>Tom. Well, thank you so much for your time. Really enjoyed the conversation. I gotta dig into the library. It's very long song. I might started the attention economy. I haven't read that one in to me. I think that's the fascinating thing in which we're living. So thank you for your time. And, uh, great to see you. >>My pleasure, Jeff. Great to be here. >>All right, take care. Alright. He's Tom. I'm Jeff. You are watching the continuing coverage of the biz ops manifesto. Unveil. Thanks for watching. The Cube will see you next time.

>>from around the globe. It's the Cube with digital coverage of a new era and database management brought to you by Nutanix. >>Welcome back. I'm still minimum and we're covering Nutanix Is New Era database launch Of course, we had to do instead of conversation with Monica Ambala talking about era to Dato and to dig into it a little bit further. We have some new tennis guests as well as what? One of their close partners. So going across the channel, first of all, happy to welcome to the program. Uh, the new kid UPA she is the gsc strategy and go to market with Nutanix sitting in the middle chair we have on and Akila whose product marketing leader with Nutanix and then from HCL happy to welcome to the program Tasing who is the senior vice president with HCL Technologies. I mentioned all three of you. Thank you so much for joining us. >>Glad to be here, >>right? Uh they knew What? Why don't we start with you? You handle the relationship between Nutanix and HCL. As I said, some exciting announcements database services help us understand how Ah partner like HCL takes the technology and what will help bring it to market. >>Let me start by thanking used to for this opportunity. Head Seal is a very significant partner for Nutanix and we've had this partnership for a long time now. It's one of our long standing partnership. Over the five years we've closed over 100 accounts across all three theaters. Trained professionals both on the Nutanix side on the outside, on built a 3 60 relationships so we can deliver the best experience around solutions to our partners. In the very recent announcement, we're looking to build a database as a service offering. With that CL we want Thio leverage are intelligent technology that allows us to simplify off and increase operating efficiency. Andi Couple it with head seals ability to offer world class services on it. It's a scale to reach the go to market needs needed right. We're very confident that the solution is going to drive significant incremental business for both our companies. >>Excellent taste. We would love to hear from your standpoint. What is it that excites you? We we know HCL knows the data space real well. So I think you've got some customers that air looking to take advantage of some of these new offerings. >>Yeah, So if you look at where the focus has been so far, most of the focus is on taking applications to cloud and moving them from VM two probably containers one of the most. Uh, I won't say, uh, neglected, but the space that needs to change now is the entire database space on. If you look at how customers are managing databases today, they have taken hardware on a KPIX model. They have the operating system and the database licenses on L. A model from the E. M s on. Then they have, ah, teams which are siloed depending upon the database technology that is there in the environment and managing that I think that whole model is has to change, enabling customers to transform Onda accelerate the digital transformation journey on. That is where our offering off database as a service ises very unique because it offers a full stack off services which includes right from hardware and all the way to operations on a completely utility model powered by the Nutanix era. >>Yeah, on it might make sense if you could give us a little bit of a broader context for your users. Some of the data that you have around this offering, >>yeah, you know, attend effect. All the solution, our joint solutions. Our customers, uh, they are trying to deliver the best individual experience, right? That's at the heart of it. What they're trying to do, I'll give you a couple of customer examples. For example, Arbil Bank in India. You know, they deployed their database solutions and applications, and Nutanix got 16 fasters application response. That means like they used to take 180 seconds. Uh, Thio logging into the application. And now it's, uh, 20 seconds, 36 times faster. Another example I could give. I can give many examples, but when this one is really interesting, Delaware Valley community held, you know, at the time of Kobe they went remote. They started working from home and they had medical systems applications. EMR electronic medical record applications and used to take even before they were working from home, is take like 171 seconds to log into medical systems before they could, you know, talk to their patients and look at their, you know, health results and everything and that from 171 seconds, it went to 19 seconds. So these are some of the values that customers seeing when it comes to delivering the individual experience to their customers. >>Yeah, absolutely. We've seen police stage go ahead. >>Yeah, and I just had to What men? Who said that? It's also the ability tohave self service with dynamic provisioning capability that really brings the value toe the to the I T teams and to the application teams who are consuming these services. So we have cases where customers were waiting for about a week, 10 days for the environments to be provisioned to them. And now it's a matter of seconds or minutes where they can have a full fledged environments leading to develop a productivity. And that also really adds the whole acceleration that we just spoke about. >>Yeah, we we've absolutely seen such a transformation in database for the longest time. It was, you know, a database. It didn't change too much. That's what everything run on Now there's a lot of flexibility. Open source is a big piece of what's going on there. I'd like to come back to you and you know, they know. I know you're gonna want to chime in here. You know, HCL doesn't just, you know, take this off the shelf and, you know, resell it, help us understand. You know what is unique about the offering that that HCL brings market? Uh, with with >>Nutanix. Right. So one is that we have standardized reference architectures, which really x ray the time to consume the offering. We're not building anything from from from ground up. Three Nutanix is also part off our velocity framework, which helps customers deploy software defined infrastructure as the as a foundation element for their for their private cloud. Now, what is unique is also the ability toe not only provide operations on different databases that are there in the environment on a completely utility model, but also help customers, you know, move to cloud and adopt the database clouded of databases and then manage the whole show seamlessly using using the BP platform and that really, you know, if you look at the trend that is there, there's a short term impact on the long term impact off transformation. In the short term, there's hardly an industry which is not touched by by covert on most of our customers are either looking at cost or initiatives or are looking at ah platform, which will help them in a weight or find new business model to to sail through. In the long term, we strongly believe that the customers will be in a hybrid, multi cloud world where they will still have the heritage environments. The article and the Sequels on a lot off cloud native data business will also start coming into picture. How do you manage is also seamlessly is what will be the next challenge for for most of the customers. And that's where we come in, along with Nutanix, to solve the problem. >>Well, very simply put right, we have different categories of customers. One off them refers to buy the ingredients and make their own meal on some really large customers, and global customers prefer to buy the meal and pay for it on on as consumer basis. What that seal does is take era, which simplifies a lot of the database operations, puts it into a full stack solution and gives the customer the full stack solution. Everything from assessing that environment to deploying, to making sure that the designers I accurate and then of course, the day and through they do through and, uh, uh, environment, right. So literally the customer can Now I'll offload any off their data center, our database management and operation to hit cl from my perspective on do rest assured, run their projects toe, etc. Also, excel becomes their extended arm, the beauty off. It is also like working with dead C. Elgar now able to offer the entire solution on a pay as you go model or pay as you use model, which is very relevant to the existing times where everybody is trying to cut their Catholics costs and and optimized on the utilization. >>Well, great. Great to hear about that. You've mentioned that this partnership has been for many years, so I know you've got plenty of joint customers. Anything specifically could share about these new offerings on. And I know you've got a lot of the customer stories there. Maybe you could start would look love, freedom. The rest of you, >>Thio, I'll start what? You know, Like I talked about a couple of customers. But recently I'm really excited about. And this is something that to be a announcing today as well. Ah, study that we did with Forrester called Forrester T I study, which is what it means total economic impact study. And what they do is that they topped with customers, uh, interviewed them, four of them. And based on their experience, uh, you know what? They observe what kind of benefit they got, what challenges they had, what was cause they built an economic model. And based on that economic model, they found that customers were rolled all off them were able to get their payback within six months. So Bala talked about it earlier that, you know, like all the great experience, all the great value that we offer, but at a very, very good cost. So the six less than six months payback was used and the r y for the three years period and again, this is ah, model based on four enterprises was 2 91 100% almost like three times mawr. So whatever they invested, I think on an average day the cost was 2.3 million and the benefit was nine million or so so huge value customers have observed already. And with this new launch, I believe that it will just go to the next level. All the things about provisioning copy data saving that the stories All of that adds to the R Y that I'm talking about and our joint customers with SCL or otherwise, who are customers who are running their applications, their business critical applications on you can X Platform managed by era an era is built out off a bunch off best practices that over time that we have done. I talked about custom performance earlier, and a lot of the performance comes from fine tuning. You do that like a lot of tea tuning and to get to the right kind of performance. Uh, era comes with that, those best practices. So when your provisioning an application, you know, it gives you you don't have to do all that tuning. So that's the value customers are experiencing. And I'm really excited about the joint customers what they could experience and benefit out off the new expanded solution. >>Great Tiger. Any other customer examples that you'd like to share? >>Well, we got a lot of go ahead page, >>but it's okay. >>No, I was just saying that we've had a lot of success with Head cl across the board anywhere from data center organization Thio v. D. I. We had a very large manufacturing company in America where we partner together. They have a huge number of sub brands. We partnered together to go evaluate that environment and then also even that is a B infrastructure with databases. It's a relatively new offering we're announcing today. But we're leveraging the expertise that SCL has in the market, uh, to go to go deeper into that market with cl eso. I will leave it to page to give us the NCL examples. >>So one thing that is happening is the very definition off infrastructure and infrastructure operation itself is changing. So a couple of years ago, for many of our customers, it was about operating system management, hardware management, network management and all the use. Uh, the concept that you're going back to customer is about platform operations. That means everything to do with application operations. Downward is going to be done by one integrated unit. Now, with Nutanix, we can we can really bring a lot of change, and we're bringing a lot of change in our in the operations model for for lot off a large customers where earlier you had siloed teams around Compute network storage, offering system databases both at the Level two and level three, and you had a level one, which was basically command center. Now, we're saying is that with the artificial intelligence and machine learning driven OBS, you can practically eliminate the need for command center on the level two layer because the platform enables you toe be multi skilled. You need not have siloed engineers looking after databases separately on and operating system separately. You can have the same sort of people who are cross train, multi skilled, looking at the entire state. On at level three. You may want to keep people who are deep into databases as a separate team, then from people who are managing the Nutanix platform, which is a combination off compute storage and and and and the SCN. So that's the change that we're bringing. A lot of our customers were going about infrastructure, platform modernization, Azaz, the public cloud or hybrid clubs. >>Well, I think you're really articulated well, that modernization journey we've seen so many companies going through. The thing I've been saying with Nutanix for years is modernize the platform, then you can modernize everything that runs on top of it. All the applications on, of course, did databases a major piece of this on. And that brings up a point I want to get your take on. We haven't talked about developers, you know, the DEV ops trend. Something we've seen, you know, huge growth for for a number of years. So what >>does this >>mean from developers? This something that you know, mostly the infrastructure team's gonna handle. Or how do you bridge that gap to the people that really are? You know, building and building and building the APS. >>Yeah. And in this digital world, you know the cycle time from idea to production. Everyone is trying to reduce that. What that means is that things are moving left. People are trying to develop and test early in the life cycle when it is easy to find a problem and easy to and cheaper to fix. Right. So for that, you need a your application environment, your application and database available to test and develop in, uh, you know, like in volume. And that's where databases the service era helps developers and develops professionals to provision in the whole infrastructure for testing and involvement in hundreds and thousands of them at the same time without, you know, worrying about the storage back back and how much story it is consuming. So it is. It helps developers to to really expedite their development and testing left lifecycle ultimately resulting in excellent and unique experience. >>Yeah, absolutely way no. Of just moving faster. Being able to respond to the business so critically important. Uh, they know Tasia wanna let you have the final word Talk about the partnership and what we should expect, you know, in the coming months and quarters. >>So, uh, I'll go first. And then we can come in, uh, a salon and Nutanix you to share the same values where we believe that we need to provide a very innovative platform for our customers to accelerate their digital transformation journey. No matter what it is right, we share common values and way have a 3 60 degree relationship. It started way back in 2015 and we have come a long way since then. A C also does engineering services for for Nutanix, and we have closed about 850 r plus people who has prayed and 35 on Nutanix Solutions. Providing manage services to our customers on Nutanix is also part off our software defined infrastructure portfolio on we're taking it to our customers as part of our entire infrastructure platform modernization that, I suppose talk about earlier three recent announcement off Nutanix clusters running on AWS. I think it's a significant announcement and it will provide a lot off options to our customers. And as an S, I, uh, you know, we are able to bring a lot of value to our customers. We're looking at adopting cloud the database as a service offering. I think we're very excited about it. I I think we have about 300 plus customers, and many of them are still stuck with the way they are managing databases the old way. And we can bring in a lot of value to those customers, whether it is about reducing cars or increasing agility or helping them modern ice, The platform one ended up hybrid multi club >>business critical lapse are growing, are still growing, and data is pretty much gold in these scenarios, right? It's it's doubling every two years, if not more with every transaction being remote today with zeal. We actually look forward to addressing that market and optimizing the environment for our customers. Both of our companies believe in partnership crossed and the customer first mindset. And when you have that belief, trust comes with delivering the best experience to our customers. So we're looking forward to this partnership and you're looking forward to growing our joint revenue and modernizing our customers platforms with this often? >>Well, I wanna thank all three of you for for sharing the exciting news. Absolutely. It looks like a strong partnership. Lots of potential there for the future. So thank you so much for joining us. Thank you for >>having thank you. Mhm. >>All right, when I think the audience were watching this lot with Nutanix, the new era in database management personally, a big thank you to the Nutanix community has been a pleasure being able to host these interviews with Nutanix for for many years. So I'm still minimum and thank you as always for watching the Cube

>>from around the globe. It's the Cube with digital coverage of VM World 2020 brought to you by VM Ware and its ecosystem partners. Hello and welcome to the Cubes coverage of VMRO 2020 Virtual this The Cube Virtual I'm John for your host, covering all the action for VM World not in person. This year it's virtual, so we're bringing you the virtual interviews remotely. We've got two great guest here. Marc Lemire, senior vice president general manager of the Cloud Services business unit at VM Ware and David Brown is the vice president for two at AWS Amazon Web services. Both Cube alumni's great to see you guys remotely Thanks. Coming on eso i first vm worlds not face to face. Usually it's great event reinvents Also gonna be virtual again. It's, you know, we're gonna get the content out there, but people still gotta know the news is gonna know what's going on. Um, I remember three years ago, I interviewed Pat Kelsey and Andy Jassy in San Francisco on the big announcement of AWS and VM Ware Uh, vm ware on a W s. Really? Since then, what a great partnership Not only has VM where have cleaned up their clarity around cloud. But the business performance mark has been phenomenal. Congratulations. All the data that we're reporting shows customers are leaning into it heavily Great adoption and super happy success. A US congratulations as well for great partnership. Mark three years, Uh, with the industry defining partnership. Ah, lot of people were skeptical. We're on the right side of history, I gotta say, we called >>it. That's right. It's an update. Yeah, No, look, we're super excited. Like you said, It's the third year anniversary of this game changing partnership and look, the relationship could not be stronger right across engineering the product teams to go to market teams really getting stronger and deeper every day. And at the end of the day, you know, of course, what it's about is innovating on behalf of our customers, delivering compelling new capabilities that allow them thio, migrate and modernize. And, you know, look, we're just really pleased with the partnership, right? And I think, as a result of that depth of joint engineering, building and delivering the service together, you know, we're proud to be able to say that it addresses are preferred public cloud partner for the Starbase workloads. >>You know, I remember at the time David talking to Terry Wise Ah, native West Side and Andy, of course on Ragu the architect for this vision of the partnership. And this changed how vm Ware has been doing partnerships on. I want to talk about that because I think that's a great use case of what I call the new cloud native reality that everyone's living in. But before we get there, Mark, there's some news tied around AWS and VM. Where could you take a minute to, uh, share the news around what's going on with VM World 10 0 You got connect. You got all kinds of enhancements. Just the update on the news. >>Yeah, sure. So you know, we continue Thio, listen closely to our customers and continue to deliver them new value, new capabilities and a few things we're gonna highlight at being world. The first is we've heard from many customers, you know, they love the ability to rapidly migrate their visa service workloads to the AWS Cloud and VMC on AWS is really a game changer. From that perspective on dso that continues to be really, really compelling use case for many customers. But what they've also said to us is, Look, it's not just about migrating to the cloud. It's also about migrating and then modernizing. And so, together with AWS, we have really brought together the richest set of tools for our customers to enable them to modernize those applications. Of course, we've talked about before. Customers have access to the full rich set of AWS services on Ben within VM or called on AWS. We're now announcing support for native kubernetes capabilities within VM Ware Cloud in eight of us taking advantage of the VM Ware Tansy Communities, good service. So we're really excited about bringing that that service in particular to our joint customers and then three other kind of key innovation that we're going to be talking about is around networking, right? And as our customer environments get larger and larger and they're looking to create a fairly sophisticated apologies between their on Prem Data Center between multiple VMC and AWS instances and between perhaps multiple native aws vpc s, we've done a lot of work together to really simplify the way that customers can connect all those environments together. Onda, maybe Dave wants toe talk a little about that. >>It did chime in. What's What's the news on your end to? What's the relationship and an update from the Amazon side for VM World? >>Yeah, absolutely. I mean, the partnership has just been incredible working with being where Right, Right? Right from four years ago, when we first started with the idea of what could be a W s and beyond where do together. I think we've seen really deep engineering engagement, but also leadership engagement on support from leadership on both sides was really set. Set us up for the partnership that we have today, which has been phenomenal. You know, Mark was just talking about the transit connect feature that beyond whereas adopting and what you really seen, there is years of innovation on the networking side of the sea to where we've really understood deeply what customers need from a network. Understood the fact that they're trying to recreate some of those large networked apologies that they're doing on premise on, then trying to support them in a cloud way of supporting them in a cloud about, like, way. And so, you know, transit gateways to service under the hood that we released about two years ago. It reinvent. And so what we've been doing with being where he's working out. What is Transit Gateway mean within the VM Ware environment? And so really bringing customers that that rich connectivity that they need? You know, whether it's between the BBC's between the VM Ware environments, even back to on Prem or between regions on DSO. That's what transit connect now on being where it's gonna be utilizing and bringing to customers we're pretty excited about. You know what that means for our customers? >>You know, one of the trends I see coming out all the announcements. David, I want to get your thoughts on it because we talked briefly a few months ago, uh, for your summit virtual. But I want you to kind of put it in context of VM Ware because you're seeing virtualization of physical things. You know, Nick's with Project Monterey and all that stuff with within video and software. You see to you guys have seen this vision not just compute, but you talk about networking. You know, you have the really the first time this convergence of physical own software virtual and This is not new to you guys. I know this is the premise of Amazon Cloud. First, you have the building blocks as three NBC too. But now a slew of other services. But this trend is gonna continue. Certainly with covert and work at home, there's mawr need firm or compute more different kinds of compute. You got the physical layer from the network of the devices. This isn't gonna go away. I mean, I would just need some interviews about Space Force, and they're talking about software to find, um, devices you can't do break fix in the space. So you know all this is gonna be done with software and this idea of the physical virtual coming together I mean, I know I love the Virtual Cube were not in person, which we were. But this virtualization trend around the hardware this is this'll is all about the sea, but the sea spinning for years. How does that relate >>to be inward customer? So, I mean, I think the VM ware customers experience which realization right long before ec2 was around as well. When being we're back in the day with being workstation, uh, it's it's kind of central to what they've been able to do, you know, being able to virtualized environments, being able to stand up environments ready very quickly on a physical machine is what the English board for the customer, Easy to started in a similar place. You know, the strength of the C two is being able to get a B m in a few minutes. Andi, you know, we've just grown the what we can support in a virtualized world. So you think about where we started with very simple machines, you know, today is supporting things like HPC and and advanced. You know, accelerators like GP use. And if p g A s and so we've already pushed the virtual world now, interestingly enough, you know, Vienna is obviously doing the same thing with their hyper visor. You know, many, many happy customers there. The really interesting thing it was through the innovation that we were doing on the easy to side to work out. How do we really get the most out of virtualization? Historically, virtualization is being played with things like jitter and just performance. You couldn't really get the network performance there with CPU would stall and those are sort of the old issues. The cloud in the innovation we've been doing is largely gotten rid of those. And so it's actually almost the the the ability to remove the virtualization from easy to. That really was the ingredient that enabled us to allow VM Ware to run on this. And so that's where it all started. Back in late 2016 we started to work with my team saying, You know, we've actually built the ability through our nitro system, um, to not require our virtualization layer. And then we could replace that virtualization with the VM Ware virtualization layer and that that set us up for what we have today, right? That that made VM ware on AWS a reality that gave the VM Ware customer you know, the full VM ware virtualization support, which is what the applications have been. Both Paul, that's what they've really come. Thio love. I don't want to change all of that when they moved to the cloud and so being able to move those workloads to the cloud for being where you know on on AWS and and get the benefit of great hardware design together with the great opera visor from being where obviously, it's a virtual the end of the day with a lot of innovation that we need to make him that >>mark. I wanna get your thoughts on this because I remember when we again years ago when we covered it again on the right side of history of the prediction, we said It's gonna be a great thing, afraid of us. And the end where some of the other commentary was at that time was Oh, my God. VM was lost at the capitulated Amazon is gonna suck all the thousands and thousands of VM where customers into the cloud and they're gonna eat him up in Vienna. Where is gonna be sitting there? Uh, you know, inside of the road. Okay. Not the case. Your business performance has been exceptional. Okay? The customers have been resonating with the offering. It's been a win win. Can you talk about the business momentum and how this continues to go? Because again, everyone got it wrong on that side. This has been exactly how you guys had heated up. I mean, a little bit here, and they're not exactly, But from a business perspective, it hit the mark. What's your thoughts? >>Yeah. No. Look, we've been incredibly pleased that the customer adoption that we've seen for the service, um, in fact, you know, the total workload count on the service has increased by over 140% versus this time last year, right? So clearly, customers are adopting the service at a large scale on growing rapidly. But I think you sort of feel that killed that back a little bit, right? It's It's really driven by three use cases and the value that we're able to deliver the customers right? And so if you're a customer, that's gotta be severe based workload in your own data center, and you want to move to the AWS Cloud. You know the fastest, lowest cost lowest Chris Way to move that workload is using VM Ware Cloud on AWS, right? And so it's that use case. It's powering a lot of that consumption. Another interesting use case that Xdrive in a lot of demand and that we continue to invest and expand is disaster recovery, right? So there's some customers that still want to run some more clothes in their own data centers, but they'd like to build leverage the public cloud as a target for disaster recovery. And you think about it you're talking about, you know, Cloud delivered as a service and the elasticity and all of those benefits. Those really playoff strongly in the d r use case where you Onley really want to spend up that capacity in the scenario where you actually need it, right in the case of a natural disaster. And so VM were recently acquired a company called Atrium and we're using that technology to enable a new service we call VM Ware. Cloud D are on top of the VMC on AWS offering, and this is a really powerful capability because it allows our customers to significantly reduce the cost of disaster recovery by taking advantage of AWS is low cost s three storage, combined with some unique capabilities in the day trip service that allows us to store the V M. D. K. Is very cost effectively on the next three storage. And then, in the case of a disaster, we can spin up those hosts. You know, they've talked about the nitro host. I've been spin up those bare metal host with the being more hyper visor on it and automatically restart those workloads without requiring any. VM conversion is because, of course, it's all all these fear based, right? So you know, it's so we're really pleased with the business performance, but you know, sort of behind that, of course, is the value that we can deliver to our joint customers together. >>You know, the integration thing is interesting again. I think the success is that there's a partnership at the highest levels and trickles down into engineering. David, talk about what's next for AWS because, you know, after cloud, you've got cloud native integrations. They're gonna be needed across more partners and more customers. Um, but they don't wanna do the heavy lifting, right? So So if I'm a customer like, hey, you know what? I just want Mawr Cloud scale. I want more cloud capabilities, but I don't want to do all this integration. How does how does Amazon view that conversation? Because again, that's one of the things that every interview, every reinvent every time I talk to Andy and the team. It's undifferentiated, heavy lifting what our customers asking for free from from you guys. VM, where customers and What's the What's your thoughts on this? What do you guys thinking about right now? >>Absolutely. I think market head on a couple of key points there as well or at the customer in this case, off. I have a workload today that I run in my data center or running a cola facility, whatever it might be. And I run it for many years, Um, in many cases working with customers in industries like healthcare and finance. You know, where they've actually had these thes applications qualified or certified? I'm to actually one on that hardware. And so, you know, requiring them to move to a different hyper visor is obviously a ready they'd lift and may slow down the ultimate migration to the cloud. Um And so having vm ware cloud on AWS and the ability to say to those customers, you know, just bring your application and you'll workload and and honestly the benefit of the entire ecosystem that VM Ware provides and come and enjoy that on AWS and burst into aws eso that's just been enormously beneficial for our in customer, For AWS is probably aware. I think that's the thing that really makes the partnership incredibly strong. And from there, you know, these customers can pivot. And so one of the things that we've been doing together with Vienna, where is ongoing innovation? Right. So we recently just launched, um, support for our I three n uh storage instance type, which offers up to 50% discount storage per gig with VM ware. And there's a lot that went into that behind the scenes to make sure that that instance type is perfectly tuned for what VM were needed for their end customer. We're very excited to get that out. There are many, many customers so excited about the benefit that that brings to them, right? So they're getting all the benefit of AWS innovation while they keep the benefits that they've been enjoying on the VM Ware side. Um, and you know, that speaks to the largest sort of approach that AWS has taken in in several industries across several industries. Right being where, I think is probably the best example of that. But if you look at many other areas like our networking products, customers will often come to us and say, you know, I love using a certain type of load balance. So I love using this firewall. Um, you know, within my environment. And we have great partnerships of all those companies to say if your customer, while joint customer, wants to use whatever appliance, whatever application, you know, we have a full market place full of thousands of applications that are all certified to run on us. We want to make sure we can meet those customers where they are and simplify the immigration story for them as much as we can. >>All right, So I gotta put you guys on the spot. Mark will start with you, but you can't get the same answer. Um, to the same question. The question is, what are the customers most happy with with the partnership from a feature perspective? What's the one? What? What would you say, Mark, um is the big Ah ha. This really is amazing. I'm so happy because of this feature capability. >>Yeah, yeah, I mean, a little bit back to the discussion we're having before, but I think you know the killer use case Really for the service today is that cloud migration use case I was talking about before. And if you think about what it might have taken them previously. Right? Uh, you know, expensive time consuming. Um, you know, it requires changes to their environment. In some cases, with with VM or cloud on AWS, we could take the cloud migration that would previously been taken them perhaps years, millions or tens of millions of dollars. And we can shrink that down toe literally months, right. We have some customers like m i t. That migrated hundreds of applications literally over a weekend. Right. And we're able to do that because it's the same core enterprise Class V, and where capabilities of the customers already optimized their application to run on in their own data centers that now we've enabled on AWS as a cloud service so that that cloud migration use case kind of combined with the fact that we're, um that were delivered to them as a service in the AWS cloud. I think is, uh, you know, one of the one of the use cases that a lot of customers find extremely attractive. >>Alright, David, your turn from an M. A w s perspective. What are people happy with you for on this partnership? What praises? Are you getting some your way When someone says, Hey, man, this partners has been great. Amazon really is awesome for this. What would you say to that? >>Eso, you know, watch book about the migration I was going to choose sort of, You know, once they're in aws, um, the benefits of the power brakes writes the ability to scale on the mind. E think one of the great things about the record in AWS that VM Ware did is already built it as a cloud native service. And so, you know, the customers are able to provision additional capacity very easily. We have that capacity available on AWS, and so they're able to meet any sort of unexpected demand of scale. Um, and then together with the breadth of services that we have on a diverse is Well, you know, you and we've we thought very carefully about how being were customer would want to consume those and to make sure that the whole system set up to allow that to happen. And so allowing them to to broaden what they're using over time, is there. Engineers and teams find other services that allow them to innovate faster and, you know, bold more interesting applications so that it integrates incredibly well between AWS and VMware and customers benefit from that. >>I wanna ask you guys, um, or in the industry side, um, to comment on cloud native, um, mainly because one we cover it into it's kind of important trend. Um, recently, snowflake went public with the largest i p on the history of the of Wall Street, and it's an enterprise company. Okay, Um, and I was using that as an example because actually being where was the second most popular, uh, Hypo happens to be another enterprise company if and I was commenting on this, and I want to get your reaction to it And that is, is that if you look at the mega trend that's going on now, of all the things people talk about, it's the cloud native That's the most interesting, because this is all the value. If you look at the modern applications all the way down to the networking, everything in between. It's all about cloud native, And it's not just about cloud public cloud. It's not about It's an operating model when we talk about that. But Cloud native is the big wave that people are on. And if you're on it, your modern. This is not just hand waving. It's legit. I mean, you're seeing benefits of it. You're seeing speed, time to value all the things that people talk about, it, the events. Could you guys comment on why Cloud native is so important today and why customers and developers should be really thinking through what that is for them. Um, David will start with you. >>Absolutely. So for us part native really means, you know, have you built your application in a way that takes advantage of the benefits of the cloud? And so are you able to scare the application horizontally? Are you able, Thio? You know, building away That's redundant Across multiple data centers. Are you able to utilize services that are provided by, you know, aws, the cloud provider Thio to not have your teams build that And so what it ultimately means is you're able to spend more time focused on on building stuff that really matters. You know, if your application So you mentioned Snowflake, you know there are a great AWS customer work very closely with them and and they're able Thio, have us around a lot of the infrastructure, all the infrastructure for them in the power. And they can really focus on building an absolutely incredible data, whereas in solution for their end customer and we innovate very closely with them. And so that's really what it means, you know. And I think organizations that have gotten themselves there ready get a lot of benefit. They're able to innovate faster. They're able Thio deliver more to the end customer. You know, we spent a lot of time with companies that you wouldn't say a cloud native today and as a cloud provider, azi exciting as it is to support the cloud native customer, it's also incredibly important that we find a way to support the company. That's on a journey towards adopting the cloud, right? They've got a long history. Maybe they've been around for many, many, many years. Andi, I've got a large application stack that they need to move. And so that's where our migration programs really support customers. You need to bring non card native applications and then we're able to work with them over time to make them, you know, more cloud native and get a lot of those benefits. And so it's a journey that I think many of companies on. Some started there, and some have a way to get their differently. Has a lot of benefit. >>Isn't Snowflake really in Just a example of value creation? I mean, it's not about that. They're on Amazon. You're happy about that. But it shows that you don't have to go a certain way. If you create value, speed, scale speaks for itself. So that's just that could be an enterprise. That could be startup. That could be the Cube. It could be anybody, right? I mean, don't you see it that way? >>Absolutely. Absolutely. I mean, they had a great use case that a customer need. It's in a really interesting area, obviously dealing with big data. And so I think you know, there's there's really no limit there, >>Mark. You guys are in the modern app. That's what you're hearing. It's one of the things that people gonna wanna come out of co vid. They're gonna wanna have a growth strategy. Cloud native. Why is it important? And what's your take on this? What's your reaction to the cloud native being the big wave? >>Yeah, I mean, I think. I think Dave said it. You know very well. I mean, when I talked to customers, you know, regardless of where they are in that journey, they all have some form of digital transformation agenda. Right? And at the end of the day, they wanna deliver better services to their end customers because they know that's what different is going to differentiate them. Or they want a better empower their employees, right? And as part of trying to deliver that value to their customers, their employees, you know, they want to focus their time and energy on the things that really differentiate them. Right? And, you know, for many of them that that means, you know, they don't wanna have to worry about, you know, upgrading some infrastructure software, right? That's not that's not delivering value to their to their customers. And so, you know, I think as they go down that journey, you know, we're really pleased to be ableto partner. What they did you ask to be able to create these, uh, you know, these powerful platforms together between VM ware and AWS that really deliver a lot of value to customers and allow them to focus on what's important their business, right? And, you know, by bringing together those enterprise class VM, or capabilities that hundreds of thousands of customers trust for their most mission critical workloads. Combining that with eyes, they have talked about the possibility of agility, the scalability of the dust cloud and then sort of, you know, not just those existing workloads, but also enabling a rich set of new services those customers can take advantage of to modernize. You know, whether it's VM Ware services like I talked about before with our native kubernetes capability built into BMC or whether it's the you know, hundreds and growing portfolio abated bus services, you know, giving them all, giving them the power of that full toolkit as a service so they can focus on building value on top. I mean, that's e think, really they want an equation. But that's why so many customers are moving down that path together with us. >>Well, congratulations. I want to say to you because David Lynch has been digging into the buyer behavior data, looking at the what the budget projections gonna be and VM ware on AWS has been strongly performing, and it's doing really well. Congratulations. And David. Great to have you back on. And you got reinvent less than 60 days away. Can you give us a little taste, teaser and taste of what you got going on? I know you can't reveal, but what kind of generally we're gonna be seeing at reinvent, uh, with E c two and your team >>absolutely reinvents a little different this year. It's It's obviously virtual on, so we're pretty excited about that. We think it will bring a new flavor. And so there's a lot of planning going on both in terms of product delivery. It was a It was a great time of year for us as we finish up a lot about big releases aimed at reinvent, then obviously working on content and presentations. And so, you know, a lot of interesting stuff for customers to think about is that >>they're not revealing anything. You just you know. Okay, you're gonna have some announcements. I'm sure you see two. That's a big announcements. Exactly. Hiding the ball, as they say. David Brown, vice president of Easy to it. Amazon Web services. AWS, Markle, Omar s v P. And GM. A cloud Service business unit at VM Ware. Um, great partnership. Congratulations. We'll be following it. Thanks for coming. I appreciate it. Thank >>you very much. >>Okay, I'm John. For with the Cube. We're here in Palo Alto. Remote for the Cube. Virtual for VM World 2020. Virtual couldn't be face to face. We're doing our best with our cube virtual to get you the content. Thanks for watching.

>>welcome to the session. Long live swarm with containers and kubernetes everywhere we have this increasing cloud complexity at the same time that we're facing economic uncertainty and, of course, to navigate this. For most companies, it's a matter of focusing on speed and on shipping and iterating their code faster. Now. For many, Marantz is customers. That means using docker swarm rather than kubernetes to handle container orchestration. We really believe that the best way to increase your speed to production is choice, simplicity and security. So we wanted to bring you a couple of experts to talk about the state of swarm and Docker enterprise and how you can make best use of both of you. So let's get to it. Well, good afternoon or good morning, depending on where you are on and welcome to today's session. Long live swarm. I am Nick Chase. I'm head of content here at Mantis and I would like to introduce you to our two Panelists today eight of Manzini. Why don't you introduce yourself? >>I am a van CNI. I'm a solutions architect here at Moran Tous on work primarily with Docker Enterprise System. I have a long history of working with support team. Um, at what used to be Ah Docker Enterprise, part of Docker Inc. >>Yeah, Okay. Great. And Don Power. >>I, um Yeah, I'm Don Power on the docker. Captain Docker, community leader. Right now I run our Dev Ops team for Citizens Bank out of Nashville, Tennessee, and happy to be here. >>All right, Excellent. So All right, so thank you both for coming. Now, before we say anything else, I want to go ahead and kind of name the elephant in the room. There's been a lot of talk about the >>future. Yeah, that's right. Um, swarm as it stands right now, um, we have, ah, very vested interest in keeping our customers on who want to continue using swarm, functional and keeping swarm a viable alternative or complement to kubernetes. However you see the orchestration war playing out as it were. >>Okay? It's hardly a war at this point, but they do work together, and so that's >>absolutely Yeah, I I definitely consider them more of like, complimentary services, um, using the right tool for the job. Sort of sense. They both have different design goals when they were originally created and set out so I definitely don't see it as a completely one or the other kind of decision and that they could both be used in the same environment and similar clusters to run whatever workload that you have. >>Excellent. And we'll get into the details of all that as we go along. So that's terrific. So I have not really been involved in in the sort of swarm area. So set the stage for us where we kind of start out with all of this. Don I know that you were involved and so guys said, set the stage for us. >>Sure, Um I mean so I've been a heavy user of swarm in my past few roles. Professionally, we've been running containers in production with Swarm for coming up on about four years. Now, Um, in our case, we you know, we looked at what was available at the time, and of course you had. Kubernetes is your biggest contender out there, but like I just mentioned, the one of the things that really led us to swarm is it's design goals were very different than kubernetes. So Kubernetes tries to have an answer for absolutely every scenario where swarm tries to have an answer for, like, the 80% of problems or challenges will say that you might come across 80% of the workloads. Um, I had a better way of saying that, but I think I got my point across >>E Yeah, I think I think you hit the nail on the head. Um, Kubernetes in particular with the way that kubernetes itself is an a P I I believe that kubernetes was, um, you know, written as a toolkit. It wasn't really intended to be used by end users directly. It was really a way to build platforms that run containers. And because it's this really, really extensible ap I you can extend it to manage all sorts of resource is swarm doesn't have that X sensibility aspect, but what it was designed to do, it does very, very well and very easily in a very, very simple sort of way. Um, it's highly opinionated about the way that you should use the product, but it works very effectively. It's very easy to use. It's very low. Um, not low effort, but low. Ah, low barrier to entry. >>Yes. Yes. Absolutely. I was gonna touch on the same thing. It's very easy for someone to come in. Pick up swarm. You know they don't They don't have to know anything about the orchestrator on day one. Most people that are getting into this space are very familiar with Docker. Compose um, and entering from Docker compose into swarm is changing one command that you would run on the command line. >>Yeah, very, very trivial to if you are already used to building docker files using composed, organize your deployment into stacks of related components. It's trivial to turn on swarm mode and then deploy your container set to a cluster. >>Well, excellent. So answer this question for me. Is the swarm of today the same as the swarm of, you know, the original swarm. So, like when swim first started is that the same is what we have now >>it's kind of ah, complicated story with the storm project because it's changed names and forms a few times. Originally in is really somewhere around 2014 in the first version, and it was a component that you really had to configure and set up separately from Docker Ah, the way that it was structured. Ah, you would just have docker installed on a number of servers are machines in your cluster. And then you would organize them into a swarm by bringing your own database and some of the tooling to get those nodes talking to each other and to organize your containers across all of your docker engines. Ah, few years later, the swarm project was retooled and baked into the docker engine. And, um, this is where we sort of get the name change from. So originally it was a feature that we called swarm. Ah. Then the Swarm Kit project was released on Get Hub and baked directly into the engine, where they renamed it as swarm mode. Because now it is a motile option that you just turn on as a button in the docker engine and because it's already there the, um, the tuning knobs that you haven't swarm kit with regard to how what my time outs are and some of these other sort of performance settings there locked there, they're there. It's part of the opinionated set of components that builds up the docker engine is that we bring in the Swarm Kit project with a certain set of defaults and settings. And that is how it operates in today's version of Docker engine. >>Uh, okay for that, that makes sense. That makes sense. So ah, so don, I know you have pretty strong feelings about this topic, but it is swarm still viable in a world that's sort of increasingly dominated by Kubernetes. >>Absolutely. And you were right. I'm very passionate about this topic where I work. We're we're doing almost all of our production work lives on swarm we only have out of Ah, we've got something like 600 different services between three and 4000 containers. At any given point in time. Out of all of those projects, all of those services we've only run into two or three that don't kind of fit into the opinionated model of swarm. So we are running those on KUBERNETES in the same cluster using Moranis is Docker enterprise offering. But, um, no, that's a very, very small percentage of services that we didn't have an answer for in swarm with one. The one case that really gets us just about every time is scaling state full services. But you're gonna have very few staple services in most environments for things like micro service architecture, which is predominantly what we build out. Swarm is perfect. It's simple. It's easy to use you, don't you? Don't end up going for miles of yamma files trying to figure out the one setting that you didn't get exactly right? Um yeah, the other Thea the other big piece of it that way really led us to adopting it so heavily in the beginning is, you know, the overlay network. So your networks don't have to span the whole cluster like they do with kubernetes. So we could we could set up a network isolation between service A and service B, just by use using the built in overlay networks. That was a huge component that, like I said, let us Teoh adopting it so heavily when we first got started. >>Excellent. You look like you're about to say something in a >>Yeah, I think that speaks to the design goals for each piece of software. On the way that I've heard this described before is with regard to the networking piece the ah, the docker networking under the hood, um, feels like it was written by a network engineer. The way that the docker engine overlay networks communicate uses ah, VX lan under the hood, which creates pseudo V lands for your containers. And if two containers aren't on the same Dylan, there's no way they can communicate with each other as opposed to the design of kubernetes networking, which is really left to the C and I implementation but still has the design philosophy of one big, flat sub net where every I p could reach every other i p and you control what is allowed to access, what by policy. So it's more of an application focused Ah design. Whereas in Docker swarm on the overlay networking side, it's really of a network engineering sort of focus. Right? >>Okay, got it. Well, so now how does all this fit in with Docker enterprise now? So I understand there's been some changes on how swarm is handled within Docker Enterprise. Coming with this new release, >>Docker s O swarm Inside Docker Enterprise is represented as both the swarm classic legacy system that we shift way back in 2014 on and then also the swarm mode that is curly used in the docker engine. Um, the Swarm Classic back end gives us legacy support for being able to run unmanaged plane containers onto a cluster. If you were to take Docker ce right now, you would find that you wouldn't be able to just do a very basic docker run against a whole cluster of machines. You can create services using the swarms services, a p I but, um, that that legacy plane container support is something that you have to set up external swarm in order to provide. So right now, the architecture of Docker Enterprise UCP is based on some of that legacy code from about five or six years ago. Okay. Ah, that gives us ability to deploy plane containers for use cases that require it as well as swarm services for those kinds of workloads that might be better served by the built in load balancing and h A and scaling features that swarm provides. >>Okay, so now I know that at one point kubernetes was deployed within Docker Enterprise as you create a swarm cluster and then deploy kubernetes on top of swarm. >>Correct? That is how the current architecture works. >>Okay. All right. And then, um what is what is where we're going with this like, Are we supposed to? Are we going to running Swarm on top of kubernetes? What's >>the the design goals for the future of swarm within branches? Stocker Enterprise are that we will start the employing Ah, like kubernetes cluster features as the base and a swarm kit on top of kubernetes. So it is like you mentioned just a reversal of the roles. I think we're finding that, um, the ability to extend kubernetes a p I to manage resource is is valuable at an infrastructure and platform level in a way that we can't do with swarm. We still want to be able to run swarm workloads. So we're going to keep the swarm kit code the swarm kit orchestration features to run swarm services as a part of the platform to keep the >>got it. Okay, so, uh, if I'm a developer and I want to run swarm, but my company's running kubernetes what? What are my one of my options there? Well, I think >>eight touched on it pretty well already where you know, it depends on your design goals, and you know, one of the other things that's come up a few times is Thea. The level of entry for for swarm is much, much simpler than kubernetes. So I mean, it's it's kind of hard to introduce anything new. So I mean, a company, a company that's got most of their stuff in kubernetes and production is gonna have a hard time maybe looking at a swarm. I mean, this is gonna be, you know, higher, higher up, not the boots on the ground. But, um, you know, the the upper management, that's at some point, you have to pay for all their support, all of it. What we did in our approach. Because there was one team already using kubernetes. We went ahead and stood up a small cluster ah, small swarm cluster and taught the developers how to use it and how to deploy code to it. And they loved it. They thought it was super simple. A time went on, the other teams took notice and saw how fast these guys were getting getting code deployed, getting services up, getting things usable, and they would look over at what the innovation team was doing and say, Hey, I I want to do that to, uh, you know, so there's there's a bunch of different approaches. That's the approach we took and it worked out very well. It looks like you wanted to say something too. >>Yeah, I think that if you if you're if you're having to make this kind of decision, there isn't There isn't a wrong choice. Ah, it's never a swarm of its role and your organization, right? Right. If you're if you're an individual and you're using docker on your workstation on your laptop but your organization wants to standardize on kubernetes there, there are still some two rules that Mike over Ah, pose. And he's manifest if you need to deploy. Coop resource is, um if you are running Docker Enterprise Swarm kit code will still be there. And you can run swarm services as regular swarm workloads on that component. So I I don't want to I don't want people to think that they're going to be like, locked into one or the other orchestration system. Ah, there the way we want to enable developer choice so that however the developer wants to do their work, they can get it done. Um Docker desktop. Ah, ships with that kubernetes distribution bundled in it. So if you're using a Mac or Windows and that's your development, uh, system, you can run docker debt, turn on your mode and run the kubernetes bits. So you have the choices. You have the tools to deploy to either system. >>And that's one of the things that we were super excited about when they introduced Q. Burnett ease into the Docker Enterprise offering. So we were able to run both, so we didn't have to have that. I don't want to call it a battle or argument, but we didn't have to make anybody choose one or the other. We, you know, we gave them both options just by having Docker enterprise so >>excellent. So speaking of having both options, let's just say for developers who need to make a decision while should I go swarm, or should I go kubernetes when it sort of some of the things that they should think about? >>So I think that certain certain elements of, um, certain elements of containers are going to be agnostic right now. So the the the designing a docker file and building a container image, you're going to need to know that skill for either system that you choose to operate on. Ah, the swarm value. Some of the storm advantage comes in that you don't have to know anything beyond that. So you don't have to learn a whole new A p I a whole new domain specific language using Gamel to define your deployment. Um, chances are that if you've been using docker for any length of time, you probably have a whole stack of composed files that are related to things that you've worked on. And, um, again, the barrier to entry to getting those running on swarm is very low. You just turn it on docker stack, deploy, and you're good to go. So I think that if you're trying to make that choice, if you I have a use case that doesn't require you to manage new resource is if you don't need the Extensible researchers part, Ah, swarm is a great great, great viable option. >>Absolutely. Yeah, the the recommendation I've always made to people that are just getting started is start with swarm and then move into kubernetes and going through the the two of them, you're gonna figure out what fits your design principles. What fits your goals. Which one? You know which ones gonna work best for you. And there's no harm in choosing one or the other using both each one of you know, very tailor fit for very various types of use cases. And like I said, kubernetes is great at some things, but for a lot of other stuff, I still want to use swarm and vice versa. So >>on my home lab, for all my personal like services that I run in my, uh, my home network, I used storm, um, for things that I might deploy onto, you know, a bit this environment, a lot of the ones that I'm using right now are mainly tailored for kubernetes eso. I think especially some of the tools that are out there in the open source community as well as in docker Enterprise helped to bridge that gap like there's a translator that can take your compose file, turn it into kubernetes. Yeah, Mel's, um, if if you're trying to decide, like on the business side, should we standardize on former kubernetes? I think like your what? What functionality are you looking at? Out of getting out of your system? If you need things like tight integration into a ah infrastructure vendor such as AWS Azure or VM ware that might have, like plug ins for kubernetes. You're now you're getting into that area where you're managing Resource is of the infrastructure with your orchestration. AP I with kube so things like persistent volumes can talk to your storage device and carve off chunks of storage and assign those two pods if you don't have that need or that use case. Um, you know, KUBERNETES is bringing in a lot of these features that you maybe you're just not taking advantage of. Um, similarly, if you want to take advantage of things like auto scaling to scale horizontally, let's say you have a message queue system and then a number of workers, and you want to start scaling up on your workers. When your CPU hits a certain a metric. That is something that Kubernetes has built right into it. And so, if you want that, I would probably suggest that you look at kubernetes if you don't need that, or if you want to write some of that tooling yourself. Swarm doesn't have an object built into it that will do automatic horizontal scaling based on some kind of metric. So I always consider this decision as a what features are the most I available to you and your business that you need to Yep. >>All right. Excellent. Well, and, ah, fortunately, of course, they're both available on Docker Enterprise. So aren't we lucky? All right, so I am going to wrap this up. I want to thank Don Bauer Docker captain, for coming here and spending some time with us and eight of Manzini. I would like to thank you. I know that the the, uh, circumstances are less than ideal here for your recording today, but we appreciate you joining us. Um and ah, both of you. Thank you very much. And I want to invite all of you. First of all, thank you for joining us. We know your time is valuable and I want to invite you all Teoh to take a look at Docker Enterprise. Ah, follow the link that's on your screen and we'll see you in the next session. Thank you all so much. Thank you. >>Thank you, Nick.

>>from around the globe. >>It's the Cube with coverage >>of Coop con and cloud, Native con Europe 2020 Virtual brought to you by Red Hat, The Cloud Native Computing Foundation and its ecosystem partners. Welcome back. I'm stew minimum. And this is the Cube's coverage of cube con cloud, native con Europe 2020 of course, happening virtual this year. We always love when we get to talk to the practitioners in this community. So much happening in the developer space and really excited to have on the program first time guest in a very timely topic, we welcome our bod. Hassani, Who is the back and lead for house? My flattening, which is a joint research project. It related to code 19 associated with the University of Toronto. About thanks so much for joining us. >>Thank you. >>All right, so maybe explain how is my flattening? You know, the term flattening the curve is something that I think everyone around the globe is familiar with. Now, um, you know, Canada, you've got some great initiatives going. So help us understand how you got involved in this in what? What is the project? Sure, So I'll >>take a stock to March, which now feels like years ago. Um, back in March, way could look across in Europe, and we saw that. You know, I feel we're being overwhelmed. This new Cobra thing was happening, and there seems to be nothing happening here despite the fact that we know what was going on in Europe. So this whole collaboration started. It's really the brainchild of Dr Ben. Fine. Who's the radiologist that actually and partners on the idea was, Why don't we put all the data that is related to co bid, uh, for the province of Ontario, where I'm from in one place, right. So for the data mining people, like a lot of people on the on the program here and for the data minded people of Ontario to be able to have the information they need to make targeted both of the general public on that policy makers to really empower them with the right tools. We know the data was siloed in health care, and we know, you know, when this whole thing started, everything was on a website, you would get a daily update, but it wasn't something that you could analyze. Something you couldn't use. Really? It was unusable. How everything kind of started it. What if we did something about that? What if we brought all the data in one place? What if we visualize it and put all the resources in place that was released? How is my fattening got a Which is this initiative that I got involved with back in March and what we've been doing is building a number of dashboards based on Kobe data that are close to real time as possible. Doing a number of analyses. Um, the answer, your specific questions and doing deep dives into specific question. We have a team of scientific experts where our leadership, um you know Dr Ben Fine. I mentioned earlier. There's Dr Laura Rosello, the epidemiologists out of Ah, Perceptron. Oh, and then we have a Dr Alley that he's Austin Oy. Who the data science lead over it. Quick. Also, we got this kind of three perfect or the organization of the right talent required, and we've been trying Yeah, and whatever way we can by making the data transparent, >>Yeah, there's been a lot of initiatives, obviously that have had to accelerate really fast during this time it bring us inside a little bit. How long did it take to spend the site up? How do you make sure you're getting good data in Who decides? You know which visualizations love to hear a little bit about? You know how that has matured over the months that you've had project out there >>for sure. So when we started what people were doing out on Twitter, really, where there's a lot of this activity was happening was people were grabbing expect sheets and typing out every day what was happening. And I mean, coming from I'm not by any means a technical developer. That's not what I specialize in, but having some development dot com, and it makes sense that things could be done so much better. So we started to build data pipelines. Starting in March. We had a couple of government sources that were public. It was basically scrapping the government website and recording that in a database. Um, and then we start to visualize that we're using, you know, whatever we could that we started with Pablo just because we had a few. We're trying to build a community, right? So a community people want help and do this. But we have some tableau experts on our team and our community and, you know, the way we went. So we had the database. We started to connect with tableau and visualize it. Do you know, besides into and also that and then the project has matured from that web stopper ever since, with more complex data, pipeline building and data from different sources and visualizing them in different ways and expanding our dash boarding and expanding our now >>well in the cube con show that we're here at is so much about community. Obviously, open source is a major driver of what's going on there. So it sounded like that was that was a big piece of what you're working on. Help us bring inside out of that community build. I'd love to hear if there's any projects and tools you mentioned tableau for visualization, but anything from open source also that you're using. >>So actually, I I've never been involved in open source project before That this was kind of my first attempt, if you will, on we started, uh, on get hub quite early on. Actually, one of the partners I got involved in re shots was was Red hat off course. They're known for doing open source and for selling at it, and we have some amazing help from them into how we can organize community. Um, and we started to move the community over from getting up to get lab. You know, we started to the way we collaborate in slack. Ah, lot of times. And there's a lot of silos that we started to break those down and move them into get lab. And all conversations were happening in public that would beam or more closer to an open source approach. And honestly, a lot of people that are involved are our students, grass students who want to help our people in the community that want to help people from all kind of different backgrounds. I think we're really bringing in open source is not not a known concept in a lot of these clinical scientific communities, right? It's a lot more developer oriented, and I think it's been it's been learning opportunity for everyone involved. Uh, you know, something that may seem kind of default or basic have been a big learning opportunity for everyone of, you know, issues shocking and labeling and using comments and I'll going back into our own old ways of like, emailing people are people. Um, they had been digital art to it, and we'll get a lot of the big one. Um, we went from having this kind of monolithic container rising it and using Kubernetes, of course, were developed with the help of Red Hat. We're able to move everything over to their open shift dedicated platform, and that was that allowed us to do is really do a lot of do things a lot better and do things in a more mature way. Um, that's that's quite a bit of information, but that's kind of high level. What it? >>Well, no, it's great. We One of the things we've been poking out for the last few years is you know, in the early days you talk about kubernetes. It was Oh, I need things at a scale on And, you know, while I'm sure that the amount of data and scale is important, speed was a major major piece of what you need to be involved in and you'll be able to rally and James So can you talk a little bit more. Just open shift. What did that bring to the environment? Any aspects related to the data that red hat help you with. >>So a few things there. The one thing that open shift I think really helped us with was really mean and how to help us with generally was establishing a proper see I CD pipeline. Right. So now we we use git lab itself. We have get lab runners that everyone, basically all developers involved have their own branches when they push code to get auto. We like to their branch. It just made everything a lot easier and a lot faster to be able to push things quickly without worrying about everything breaking That was definitely a big plus. Um, the other thing that we're doing with, uh that is using containers. Actually, we've been working on this open data hub, which is, you know, working on another great open source project which is again built on kubernetes and trying to break down some of the barriers when it comes to sharing data in the healthcare system. Um, we're using that and we, with the help of red, how we're able to deploy that to be able to collaborate between hospitals, share data securely. You do security analytics and try to break down some of these silos that I've gone up due to fears over security and find the so That's another great example open source helping us kind of pushing forward. >>Well, that that's I'm glad you brought that up The open data hub, that collaboration with other places when you have data being able to share that, you know, has to be important talk. This was a collaboration to start with, you know, what's the value of being able to work with other groups and to share your data beyond beyond just the community that's working on it. >>So if you think about what's happening right now in a lot of hospitals in Canada, and I mean it's the same in the US is everyone is in this re opening stage. We shut down the economy. We should down a lot of elective surgeries and a lot of procedures. I know hospitals are trying to reopen right so and trying to figure out how to go back to their old capacity, and in that they're all trying to solve the same problem in different ways. So everyone is in their silo trying to tackle the same problems in a way. So what we're trying to do is basically get everyone together and collaborate on this open, open source environments, right? And what this open data allows us to do in to some degree alleviate some of the fears over sharing data so that we're not all doing the same thing in parallel are not talking to each other. We're able to share code, share data, get each other's opinions and, you know, use your resources in the healthcare system or official the drill, you know, all trying to address the same goal here. >>So imagine if you've had a lot of learnings from this project that you've done. Have you given any thought to? You know, once you get past that kind of the immediate hurdle of covert 19 you know what? Will this technology be able to help you going forward? You know, what do you see? Kind of post dynamic, if you will. >>I think the last piece I touched on, there is a big thing that I'm really hoping we'll be able to push forward past the pandemic. I think what? What the pandemic has shown us is the need for more transparency and more collaboration and being able to be more agile in response to things faster. And that's know how they're operating. And I think we know that now we can see that. I'm hoping that can be used as an opportunity to be able to bring people together to collaborate on projects like, How's my funding outside of this, right? We're not Not only the next pandemic. Hopefully I never come. Um but but for other, bigger problem that we face every day, collaboration can only help things, not tender thing. I'm hoping that's one big side effect that comes out of this. And I think the data transparency thing is is another big one that I'm hoping can improve outside of the situation. >>Yeah, I I wonder if I can ask you just a personal question. We've heard certain organizations say that, you know, years of planning have been executed in months. When I think about all the technologies that you had thrown at you, all the new things you learned often that something that would have taken years. But you didn't month. So how do you work through that? You know, there's only 24 hours in any day, and we do need some sleep. So what was important from your standpoint? What partners into tools helped, you know, and And the team, you know, take advantage of all of these new technologies. >>Yeah, honestly, I think that the team is really, really important. We've had an amazing set of people that are quite diverse and then usually would, quite honestly, never be seen in the same room together just because of all the different backgrounds that are there. Um, so that was a big driver. I think everyone was motivated to get things done. What happens when we first launched the site? We, you know, put it together. Basic feedback mechanism. Where we where we could hear from the public on. We've got an outpouring of support, people saying that they found that information really useful. And I think that pushed everyone to work harder and ah, and kind of reinforces our belief that this is what we're doing is helpful on, is making a difference in someone's life. And I think everyone that helped everyone work harder in terms of some of the tools that we use. Yeah, I totally agree. I think there was a 1,000,000 things that we all learned. Um, and it definitely wasn't amazing. Growing opportunity, I think, for the whole group. Um, I I don't know if there's a There's any wisdom I can impart. They're more than I think we were just being pushed by the need and being driven by the support that we're getting. Okay, >>well, you know, when there's a necessity to get things done, it's great to see the team execute the last question I have for you. You've got all this data. You've got visualizations. You've been going through a lot of things any any interesting learnings that you had or something that you were. You able to visualize things in a certain way in the community, reacted anything that you've learned along the way. That may be surprised you. >>That's a really interesting question there. I think the biggest, the biggest learning opportunity or surprise for me was what? How much people are willing to help if you just write, um, a lot of people involved. I mean, this is a huge group of volunteers who are dedicating their time to this because they believe in it on because they think they're doing the right thing and they're doing it for a bigger cause. It sounds very cheesy. Um, but I think that was wonderful to me to see that we can bring together such diverse people to dedicate their time for freedom to do something for the public. >>Yeah, well, and along that note, I I see on the website there is a get involved. But so is there anything you know, skill set or people that you're looking for, uh, further to help the team >>100%. So I think when I every time we do a presentation of any thought really got for anyone who's watching to just go on our site and get involved, there's a 1,000,000 different things that you can get involved with. If you're a developer, we can always use help. If you're a data, this person, we can always use help If you're a designer, honestly, there were a community driven organization. Uhm and we can always use more people in that community. That's that's the unique thing about the organization. 100%. Please do to house my finding, Dr and you get involved in get Lab. >>Well, so far, but thank you so much for sharing. We definitely encourage the unity get involved. It's projects like this that are so critically important. Especially right now during the pandemic. Thanks so much for joining. And thank you for all the work the team did. >>Thank you for having me. >>Alright. And stay tuned for more coverage from Cube Con Cloud native on 2020 in Europe Virtual Edition. I'm Stew Minimum. And thank you for watching the Cube. Yeah, yeah, yeah, yeah, yeah, yeah

>>from around the globe. It's the Cube covering HP Discover virtual experience brought to you by HP. >>Welcome to the Cube's coverage of HP Discover 2020. This is the virtual experience. I'm Lisa Martin with the Cube, and I'm joined by a couple of guys who were gonna talk through one of HPC ease. Longest partnerships. We've got shells. No Ryan and the Senior director Ecosystem Sales or North America at HP And Dr Rajesh, It's really a Boston. The global head of sales and solutions for the TCS. Gentlemen, welcome to the Cube. >>Yeah, Thank you. >>So, first question for you is I mentioned HP and TCS have been partners for over 30 years. Talk to our audience about the partnership and how it has evolved to where it is today. >>Yeah. Thank you, Lisa. Firstly, you know, I'm pretty excited to be part of this Cube interview with garages. You know, I know him personally for over five years through various interactions globally and this new role for North America. This is our strategy and global system integrator partner. And this is a longstanding partnership between HP and this years has grown multi falls over the last 30 years. Ah, we you know, pretty much enjoyed every single I would say transactions or the business engagements, what we've had so far. And we liberate each other for our internal I T requirements and also to drive joint, go to market initiatives across the world. That's making this a truly 3 60 degree partnership. There is a lot of heritage, a mutual trust and respect between both organizations at all levels and the complimentary offerings. You know what you will hear a lot more in the next couple of questions. Uh, we bring to the table together are very unique and very differentiating to the clients which are >>excellent. Dr. Rajesh, walk us through some of those joint offerings that TCS cloud in h e or delivering. >>Yeah, so far. So far. Thanks. I just want to thank the HP team for giving me the opportunity to up to a larger audience. Andi, This new normal. This is the first time I'm doing an interview like this. Thanks for that experience. Actually, as Jules mentioned, this relationship goes a long way. I am talking about the larger PCs were a long relationship, Andi, specifically on the easiest load we started this journey in a very, very practical way. Five years back it was it was started in a very, very small trial and error basis. We started this relationship RPC explode. But at this point in time after So yes, we have taken this into ah, new norm, actually. So I'll give you a couple of examples. One of the examples We have a very major retailer in Germany, which we work so that it was a $1,000,000 deals. Our busiest on GHB. Yes, you wanna unique offering to the customer s AP and a space on that is really growing a lot. And that's the one offering I would like to tell the audience that really has picked up and spent on the relationship in the German region. Right now we are trying to take that up, offering across on other other regions also, so that is one of the key offerings that we are doing it. The other offerings are multiple offerings we are doing. But again, I want to highlight the storage as a service offering. Great. It's everybody in the industry today, Andi, we are experimenting that in the initial stages in Australia we started in Australia a small offering. And now we are expanding it in the US geography in a big way. And this year we are going to make that as a unique offering. And we're going to offer they're all over cloud customers as a storage as a service offering. Also multiple other offering, Lisa. But I just thought that I like this tool which are making our business. We're making a lot of business together with these two offerings >>is the, uh, s AP opportunity that you mentioned is that the Hana as a service that TCS is delivered? >>That's correct. So it's ah, it's a service. But the uniqueness of that particular offering is we jointly created the architecture so that the customer can use that, like a database as a service model. Right? So it was It was not available that time in the industry so easily like what we offered at that point in time to do enough years back. We offer that particular said we spoke a summer and interestingly, that particular offering the customer was using s AP themselves as a service initially, and they migrated their to us actually from Maybe that's a reason they bought HP and TCS. There is like a summer on this API and a platform. So that's the That's the interesting story under, >>if we didn't do that just a little bit further, I wanted the audience to understand the impact that this partnership has H p E and TCS delivering Hana as a service or your customers. What are the benefits there than what the customer, as you said was doing previously? >>Yeah, yeah, I think I just want to highlight the three or four points that make that this offering very unique, and that helps the customer number one is associated with model. So the customer has got the complete flexibility off going up and down like a true cloud model, right? And so it is a really a unique proposition at that point in time, where the customer not a story about using less for some time and then using more sometimes so it's kind of a complete, flexible model that we offered at the time. Number two is, it's a complete customization is possible. It is not like a fixed architecture. The architecture is so flexible so that the customer business needs can be met through the architectural changes. So it's not like normally people think that lotus highly standardized architecture, right? So that has gone out, and we were given a flexible architecture for the customer. That is the number two number three, obviously the cost end of the day. There's a business case which we need to make it work right for the customer. So obviously, with the PCs and HP coming together, we were able to do the costarred, want age with a customer that is the third advantage of that. The last, but not the least, is the quality of service it is it is all about. I always used to tell my partners that selling is easy. Delivering it is what it's important it is, which will make the customer to stick with you, right? The were given and delivery quality experience who our customer s so that I think that makes a very unique proposition from a technology perspective from a pricing. But but from an architecture and also from the delivery perspective. So those are the few few things I just thought that I violated. >>Excellent. So a couple of words that you mentioned popped into my mind as really even more well, have a different meeting as we're in summer 2020 flexibility and unique offering chills back to you from a go to market perspective. How is that relationship with HP? And he says, changing in the Koven era. >>Yeah, it's pretty interesting, and I would like to call it an example off. You know, what we see is is that you themselves during the corporate times, you know, it also came in the in the pets close to 90% of the workforce. We're 100% productive. Uh, and, uh, they have a plan to go 75% of the employees, you know, go being remote by 2025. Right? So that's the journey they're taking on. And another thing that you notice there's a lot of the, you know, During the corporate times, many of the customers were looking for solutions like virtual desktop infrastructure. So they wanted their employees to be productive, bi directional and in the other area of focus was like a TCP, you know, how do I kind of make sure on the applications are available to you? The customers and also do their internal organizations. So we've seen a lot off. I would say engagement with that is I could picture team and also the solution team toe address This requirements off the market joint >>when we look at certain things that now might even be more important with this new normal, if you will, that the fact that most companies are still in phase one of this work, everyone works from home trying to get to a phase to that might see some some maybe by function groups coming back to the office and then getting to this third. Maybe it's the new nirvana of some hybrid workforce, where there's gonna be some that come back permanently, and some that Don't and Tony Unirea chose, I saw was quoted last month as saying he thinks that 50% of the workforce will only 50% will come back. So in this new not only hybrid I T environment in which your customers love it now, this new pending hybrid workforce environment how are you addressing some of the concerns together with respect to the network connectivity security, >>I will just take the cost anything. It's a very, very interesting at least when we all ended up in this pandemic in March. We really very, very nervous, actually, because everyone has to operate remotely on we are. We are dealing with the customer data. It's ah, it's very, very important that we have a secure environment to access the information and at the same time maintain the integrity of the data and also the quality off the plate. Those other two primary objective for us. We don't want to compromise on quality. We don't want to compromise on security from a cloud perspective. So the solution we have put in really, I just give you one example there was on the airline Ah, UK based the airline industry airline company which they need that workforce overnight. They want everybody to go remote because you know you cape on. They just put up condition that nobody can work from the office overnight and then terror ports as toe work from home purchases, implement the solution for them on our clothes overnight and make that 1000 employees store from home the next day morning. All of them started working with full quality of services and also with a full security aspect of it, has been taken care ornate on the solution. We are deployed. Very interesting case study on The important thing we have done is use the technology to the port. Use all kinds of technology to make sure that the employees that work from home we took care of the network connectivity. We took our eye off the security aspects off the data from security aspects. We've implemented all the security functions from really APIs. But people, Children stop perspective. Andi, make the workforce enable that. But now you are talking about millions off millions of workers going to work from home. Right? Because it is one example for one company we have done that now the easiest themselves has got more than 400 1000 employees. And we are talking about millions off our pores, going to work from home on going forward. So that is I'm seeing this as a big opportunity. It's not that everybody has are just this at this point in time, I'm seeing this as an opportunity where on the cloud easiest cloud kind off. The solution is going to help them to achieve this. And this is a great opportunity for not only for PCs, but also for HP because the solution we're putting together with the HP is more on the digital or course how we can enable the people to work from home, not compromising on as I mentioned from a security you're in from millions perspective. So I'm seeing this as an opportunity for both the organization, and it's a long way to go is we need to work on this. It's not. We don't have a magic want to make the millions off workers to work from home, but it is going to have all soon and probably in the next step. Yeah, so we may achieve this, impair people off. The workforce is going to go remotely on this list. So that's that. And my take on this >>is so the impact that HP and TCS Herb being able to make for customers who have had to massively transform their entire workforce overnight, as he said, to work from home to talk about some of the new maybe new solutions or new business opportunities that HPC is partnering with TCS shells, we'll start with you in this new era, >>Yeah, so if you look at it, I just taking it again on extension off of the projects. What he just mentioned about the percentage of employees going remote Lisa across industries today. I would say less than 20% of the employees are actually working remote or they have the ability. But the organizations have the ability to support the employees going, and if you have to take it to 50% so you can look at the kind of opportunity we have both as HP and as PCs. So we bring in a lot of best in breed infrastructure from for enabling the employee workforce to know where it is. I would say capacity off workloads and it's all workload specific. And what business does this or when people Pretty easy as we kind of bundle that creating a reference architecture or a giant architect picture addressing the customers by industry word. So because one what suits for one vertical may not be really suiting well for a different world, right? For example, if you take a banking sector are playing, a workstation solution would look very different from somebody's doing remote work in retail, so we kind of continuously engage with the PCs, and that's where both of us have joint lab as well, where our technologies and pieces technologies come together, working on joint solutions and assisting the market in terms of the opportunity lights. And we offer this as part of A C is our digital workplace offerings. >>Are your conversations Dr Additional go to you or your conversations when you're jointly selling, changing in terms of who your audience is? Is this now a C level conversation? Since these leaders and we've heard leaders of Google and Facebook already last month saying Work from home extended still 2021. Is this now at the C suite level, where you guys are helping them really understand how to completely change and digitize their entire way of doing business? >>Absolutely. I think it's a great question, and it's actually the opportunity goes beyond the work from home solution. As you rightly I want to know that it is. It is all about digitization. It is all about digitizing their whole business process. It is not anymore infrastructure. Our application solution. It is more about really finding that business process be defending. The way the business is going to operate in future is the discussion we are having so a lot of these discussions are happening at a very, very high level and with the business team also directly so earlier, you used to interact with the technology partners off our organization. But now we are interacting directly with the head of business are the C level except of the company. And that is the reason the exact reason is Ah, you. If you want your ports to be productive remotely, you can't just offer them on network on. You can't offer them just a solution to work from home. But you need to really find your whole business process you need. You need to digitize your infrastructure. You need to digitize your application. You need to rethink your whole process off. You're operating on it, so that's what I'm seeing. It's not only an opportunity for our players like a business cloud, but it is the opportunity for a bigger opportunity for PCs. And it should be not only in terms off on infrastructure in our cloud business, it goes beyond that. So that is that is the kind of an opportunity we're seeing, especially in the in the sectors of healthcare you're seeing major reforms are happening in the healthcare industry as we speak, and obviously manufacturing is going to go through a lot of changes. Also from that. And retail obviously has gone through a lot of changes already in terms of online, uh, stuff, but know that also going to go through changes in this new era? Yes, >>I have to ask you shelled, talking about redefining? That's a word that we've seen so many years in a row at tech conferences, right, this technology redefining this business or that industry. And now, of course, we're being redefined by an invisible virus. But how? How is the sales process being redefined? Is it a lot more accelerated because businesses have to put together new plans to continue operations? >>Yeah, again, a great question. Is this how you have? You know, I would say it's divided by industry body. It's not a uniform thing by, as not British was saying, every industry has got its own, its own set of challenges and its own set of opportunities, and some of them are really actually doing well even in times like and some of them have seen, Really. I mean, like, travel our transportation or you know some of those industries are, and even hospitality that's kind of affected big time. So our view of you know, the entire sales engagement of the processes we're spending more time on there. We really need to focus and which can help improve the businesses. Right? So the conversation's ready from How do I take the cost out in terms of how can I make a little more investment to get greater returns from the business? So it's like it's completely, I would say, an interesting pain and engaging compositions and decisions are happening. So we, if you look at us from an automatic perspective, the Internet to the sales team is armed with various virtual tools like we know you zoom views Skype using SMS teens. So all the tools available to make sure that we're able to connect with all our partners and customers on do enable joint business together. >>I just want oh, I add to it, Lisa, 111 point. I want bad, Really interesting change I'm seeing on the sales is normally we respond to it. I asked from a customer that is a sales happens. I want this many days. Do it and then what you can do with a solution that is a normal sales process. What I have seen that has changed completely. Yes, we go and tell the customer, Is this what you need Actually, to make you yourself your business? Better? This is the new offerings I'm having good. And this offering is going to help you to solve the problem what you are having today. So we are engaging a different level off sales conversation today with our customers. We know the problem of the customer because we are working with them for many years and we know exactly what they're going through. And we also know what new offerings we are having in this. So we are engaging the discussion with the customer doing that. This is my new offering. This is going to help you to solve this problem. But that is a different angle of sales we have seen nowadays they spend on it. >>The last question shells to you. We started our interview today talking about the HP TCS relationship. You talked about how it's evolved. Last question. You talked to me about H B's strategy. How does it match TCS Alfa Cloud offering. >>Yeah, so again, a great question, Lisa, if you look at our strategy, is to accelerate the enterprises with it. Centric and cloud enable solutions which are workload up, optimized and delivered everything as a service. And whatever you heard from Dr Rogers through this entire conversation was about how do we give as a service model you gave an example of honor. You gave an example off, you know, going how optimizing workloads for video and getting employees to be able to be productive remotely and all of that kind of extremely resonate well with, you know, what we see is confined to price. Cloud offering is bringing to the table for the customer and the underlying platform. You know, we kind of elaborate extensively and closely with the easiest architecture. Seem to have the HP portfolio off. You know, the compute and storage portfolio integrated as part of their offering, and we go together to market, you know, and addressing and kind of an ask service model. 1,000,000,000. >>Excellent. Well, shells Dr. Rajesh, pleasure talking with you both today about what UCS and H e are doing together and some of the ways that you're really helping businesses move forward in these uncertain times, we appreciate your time. >>Thank you. Thank you for represents. Thanks. Thank >>you. Dr Rajesh. >>My guest. I'm Lisa Martin. You're watching the Cube's coverage of HP Discover 2020. The virtual experience. Thanks for watching. >>Yeah, yeah, yeah.

>>from around the globe. It's the Cube covering HP Discover virtual experience brought to you by HP. I'm stew minimum. And this is the Cube's coverage of HP Discover virtual experience rather than all getting together in one place. Life box, Vegas. We're getting people around the globe where they are digging into some of the partner discussions here. Happy to welcome to the program. Ricardo de Blasio. He is the chief revenue officer from Con Vault. Ricardo, Thanks so much for joining us. Great to see you. >>We lost you. Great to be here. >>Excellent. So, you know, obviously HP discover Conn Volt and B when you give us the latest on on the partner. >>Absolutely. Well, first of all, I would like to thank you H p e deal team, not only for this invitation, but for the great partnership that we have. Ah, since actually, many, many years. Well, things are going really, really well with HB. Ah, we're very happy with very proud. I mean, if I'm a chief revenue officer also, my idol said it all. You know, if I look at the performance is off our alliances in the last 18 months, um, as being a double digit row and in some quarter even a triple digit growth. So ah, our relationship engagement into the field are growing up on a weekly basis. And the amount of opportunity that we have in our forecasting in our pipeline with HB are growing more and more and more. And, um, I believe we found still a good thing. And young between ah Cos us being the leader off data protection in the market and in conjunction with one of the largest server infrastructure, um, service vendor, service provider like HP. You know, if you think about one of the the the the highest success that we had experience right now is is humble. True green A as a backup as a service, right? So so many angle our chip. It's working and we just feel we are crashing, really, that the people, the iceberg and the best is yet to come so super excited to be here, super excited for what's what's ahead of us. >>Alright, Ricardo, we'll last year and we've had the Cube at Kahn Volt go on for a couple of years. Ah, lot of discussion about the various consumption models, especially out you know, Cloud is fitting into things, whether it be a public cloud and backing up data or are, you know, SAS models. You know, obviously, Alex was the, you know, star of the show at combo go. Last year you mentioned the Green Lake offerings that you're doing with HP to give back up as a service. So bring us inside. You know what you're hearing from your customers? How they're managing these various cloud offering. >>Totally stupid. Well, um I mean, as you know, I mean the the adoption into cloud native APS or moving waters into, ah, cloud models. It is something that has been around for the last 10 years. Obviously, what the current situation is producing is a triggering event to really moving to a light speed, um, transformation and adoption off any type of cloud motors. And we believe that's up backup and data protection provider. Um, we are in the middle of it, experiencing a lot of benefits. I mean, at the end of the day, you know, if you look at our metallic offering, one of our blockbuster is backing up office 3 65 which is a cloud native app after that we got Salesforce or we've got service now and so on. Right before moving to more traditional and point out of management like that or ah, um, like mobile phone. But even if I look at, you know, from from an angle of our partnership with HP, But I see most off the grow and opportunity is being on the Green Lake platform. Um, a lot of the opportunity that we have in our pipe that have been built in the last six months, but I see a lot of potential to do business together. Um, 80% of them is with Green Lake. This always great legs in the middle. >>Excellent. Yeah. What? What do you hearing so much from customers, You know, with your you're the chief revenue officer. So is it Move from cap ex to op X. You know, bring us inside a little bit. The finance side. What you're hearing from customers is how they get ready. Obviously, with the global pandemic even more of a highlight on the cloud models, if I've done things right, I should be able to either, you know, scale up if needed, or if I need to dial things down for a little while. Hopefully, I haven't locked myself in tow some environment. So I love to hear a little bit more color on that piece of it. >>Absolutely. I believe you nail. It's do I mean ah, there's definitely an operational driver behind which he's Can I scale or down my data center without having the possibility to have people on the ground? And so how can I move into a virtual data center? Uh, what? I have computing storage networking that can follow my beach off. Uh, I o according to my business need and this d'etre angle in the current crisis, um, company often are not run, but CFO becomes more important. And, um, there's a huge ah, attention to us and, uh, and everything that can be moved from a perpetual into a credible and therefore cloud has a better fit for that. And, um, and then last but not least, is also, you know, the better integration that a lot of cloud models provide. You were the cloud native. That's right. I mean, um, and you run salesforce on Prem? Not really. Right. So how can you have Ah, a dashboard of different business application and operational applications that are better integrated with the cloud native. That's so the more you can offer your client I eat relates or metallic proponent Delta Cloud Native Services that he's a, um, naturally integrated with the parent cloud native app. So the more you're going to make their life easier. >>Excellent. Ricardo. You know, Con Volt works with many partners. What makes the HP partnership special? >>So I think you know what I said earlier. Definitely. I would say the first thing. These, um a market segmentation, overs and the price. We are experiencing a lot of success with our enterprise clients. You know, if I look at the joint pipeline that we built together, I would say 90% of the lines are global 2000 customers logo. And so that is everyone. Number number two. You know how much work with it collectively in integrating our product line and platform together. So if you look into the humble complete solution and very soon also mentality, but even that big that has been done a lot of effort on that side, they are natively integrated with open a P I so that our clients really will not feel the difference off having two different salad silos solution and and then last but not least, the same strategic goal and view off pushing our cloud based Motorola radical modeler Green Lake for H p e and metallic and a big for mobile. >>Excellent. So you mentioned you know, some of the shifting models to some some of the newer solutions. You know, obviously, you know, integrations partnership a little bit of time, but give us a little bit. What should we be expecting from, you know, calm bolt in the partnership with HP through the rest of 2020. >>Absolutely. Still. Well, um, definitely an acceleration. You know, we put the decision a combo too. Ah, focus on fewer partners are very relevant to us. We're very happy to say that Hve is one of them. And, um, we want to do more from a product integration perspective. So the next one in line with the metallic and how the metallic play and integration will play into green legs and into a lot of HB product. Um, but also, we want to do more with our field engagement. Right? So now we have weekly or monthly orderly. Ah, weekly engagement with our with our two fields organization. Ah, just in order to better serve our clients and often do business with the same channel partners that we have in our ecosystem. >>Excellent. Well, Ricardo, thank you so much for joining us. We really pleasure. >>Thank you. Thank you, Stew. And thank you, HP, for the great partnership opportunity. >>All right, Lots more coverage from the cube. HP discover virtual experience. I'm Stew Minimum. And thank you for watching the Cube. Yeah, yeah, yeah, yeah, yeah.

>>from around the globe. It's the Cube covering HP. Discover Virtual experience Brought to you by HP. >>Welcome to the Cube's coverage of HP Discover. 2020. The virtual experience This year. I am Lisa Martin with the Cube, and I have a guest joining me from HP Financial Services during do marketing and business development later in the a p J region. Welcome, Dorian. >>Hi, Lisa. Thank you for having me today. >>Actually said Good morning. You're in Singapore. Great to have you here to talk to us a little bit about your role in financial services for HP. >>Yes, I lead the marketing and business development for Asia Pacific, Japan at HP Financial Services. Well, together my team, we need to create execute business strategies as well as go to market programs of collaborating with our HP and high value relationship partners to jointly developed no revenue growth and profitability. Goals that we all look to have >>in the last few months massive disruption with covert 19 disrupting business strategies district and go to market plans. What are some of the things that you have seen from that lens of helping customers from a financial services perspective? What have you seen since Covered Hit? Yeah. So from a business >>perspective, you know, corporate 19 has really, uh, intensified some off the what we really new in terms of the digital transformation that is so imperative in order to compete in today's very compatible. And of course, in that dynamic situation, we also see a lot of customers where the pandemic them they were trying to balance that with, you know, keeping the operations on as well as trying to still, um, you know, two the other show transformation initiatives. So all of that was, really, you know, taking away some of what they see in terms of the budgets where it's really quickly reading some actually delayed or, you know, simply just taking away. So initially we saw many customers who needed to boost the r. I T. Requirement very quick, sweet, in order to help their employees and auto whole remotely and to continue to support the business online. So there were a lot of off requirements in the initial face. At the same time, we're also seeing that what Christmas was trying to do, that a lot of this were unplanned. And so they had to look to how to do this, All this initiatives as well as you know, still keeping the cash. You know, two conservative for two, whether through the storm, whereby they are also seeing a decreasing revenue because of some of the lock downs and restrictions that basic. >>So given how dynamic this whole thing has been and how fast businesses in every industry and pretty much country of the world had to massively pivot or shut down. What are some of the ways in which HP financial services is getting creative to help your customers, as you said, kind of navigate shrinking budgets or budgets that are being quickly depleted? Well, at the same time, these businesses for financial agility need to have, you know, a big mind on cash flow. Yeah, so we saw >>that, you know, coming true. And a lot of customers was also Lou, looking to see how they could continue both their operations as well as you know, still keep that data initiatives going ahead. So a lot of customers, we're trying to figure out what's the best way they can do this. Ah, while you know, maintaining all of that and keeping all the logic. So we have together, Ah, two billion offer to help customers in order to try to the spirit. And it was true of various lease of initiatives that we have, including, you know, some flexible financing scheme that will allow them to take advantage off. You know, >>the >>the programs that we have while keeping the lights on, as well as speaking sure that they still have to cash to invest and, you know, and actually adopt and go ahead with the digital transformation strategy. >>Tell me a little bit about how your team actually helped to create some of those flexible financing financing options so quickly, given how fast everything changed, What were some of the conversations like within HP that you can share that led you to understand? Okay, this is where we can deliver creativity to our customers. >>Right? So there's a lot of off a discussion going on. I mean, a couple off very key areas, very few, that customers have very important needs. It's one you know, Ah, where the supply chains have been disrupted. And yet they have to keep your operational booster operations because a lot of people will work for men so that connectivity needs to be in place. That service needs to be upgraded, so definitely kernel they would need to upgrade the system. And so that's where you know we have our solutions able to help them bring in some off the, um, pre certified pre owned equipment to help them out. Great. And that can be done very quickly in the matter, off days or even, just, you know, weeks or days, and so they can update that very quickly. So we have a solution to help them to do that. At the same time, we know that you know, Cash is going to be very importantly, keeping the liquidity is crucial for the business. And so we have came together to a few off. What report in Europe program as well as you know, relief program will allow them to, you know, take advantage where they pay as little as nothing for three months or as little as 1% with reeling off this year. And, you know, differ most of the cost to lead a part. So so we We think this are the ones that you know customers really need to, because these are where they see some off. They are constraints in terms, off managing, both keeping their operations as well as the cache intact. >>And, of course, customers have to plan for what's happening right now. Which a lot of businesses you and I were in this this everyone work from home, and then they'll be a next phase where, depending on the type of industry, maybe certain job functions, we'll go back to the office and then they would be 1/3 phase where it's permanently. Some folks percentage large part, probably are gonna stay working from home. So your customers have to be ableto work with HP Financial Services to plan for those phases as you talked about, you've got a program to help them swap out equipment with a certified program. I imagine that's equipment ranging from laptops to printers to network and connectivity and security technologies. Right? It really spans the whole gamut of what HP delivers. >>Yes, so So you know, for us we are looking across the whole spectrum of I t. Um you know, we pride ourselves as we aspire to be the leader in 90 s at the conference, and that's really where our strengths because we understand you know, the value in each of these ideas sets, and it's not just a about, you know, conserving cash off any sort. But it's also about how to you acquire hole I t assets with the best solutions whereby you can use it and consume it as well. As you know. You are not back to a particular set of products and you get a chance to upgrade a sweetness. You need it. And also that's helps to customers in terms off, you know, enabling their strategies to go ahead with the Paris Ah, you know, Post covert 19 my half. So that's where we could help with, You know, various options for the customers >>are you seeing is HPC and increase in you waste because now there might be business is that, as you said earlier, we have to digitally transform to compete. That's no longer a nice to have what's going on from a assistant sustainability perspective. >>Yes, So from a um as companies innovate rate ah, lot of times the dose. Those are good innovations. But at the same time as you innovate, you know, there are also the downside off where you know, you create a different set of problems with this with the ways Ah, and a lot off. Sometimes innovations might take place. Well, sometimes you know, a celebrity trial and you might not perceive with those innovation. And that's where you might have read that in all extra I t assets, which was not be used. And that is really a growing problem because it always see 50 tonnes off the ways being created every year. And so, you know, a lot of customers are also telling us to say that you know how we can help them in this area, you know, And And this is really where HP Financial Services can do a lot to help because we strongly believe, you know, and recycling out cycling of our products and, you know, advocating the consumption versus the owns mentality, you know, And that's where our very solutions, really compelling to help to estimates pull, are thinking about, you know, innovations who are thinking about, you know, uh, getting yet this is transform. We have different ways to help them to do that. And a lot of times, that's where if you know, customers look to that it helps them, and not just about building out strategy as well as building a strategy that is committed to sustainability. >>And continuing on this sustainability topic, I imagine to one of the opportunities that customers have so work with HP and financial services is to streamline and simplify their environment. I imagine I think of it, you know, very simple analogy to spring cleaning, realizing, Oh, I haven't used this in a while. I don't need it. Talk to me about some of the ways that from a sustainability and a moving forward in the future direction perspective, your HP might be helping customers simplify their I t infrastructure is to reduce the amount of of technologies and devices that they might need to help them be more efficient as their business strategies has completely changed. >>Yeah, so So I mean, first of all, when a company looks to innovate and looks to adopt new technology, I mean, one of the key things that we probably will look to is how do you how to depend uses? How did consuming it and think about, you know, are there better ways that you can consume this? I t you know, Ah, it's not so much about having everything in house, and owning it is also about this. Is providing you the level of service that you need as well as you know, is that what's is required in terms off in the best way to manage Ah, you're financial agility in order to meet those requirements and so that that's probably the key for a lot of customers. We need to look at both balancing their financial requirements as well as you know, having the right strategy and contributing again to the sustainability post that they might have internally. >>As we look at HP Discover coming up you have probably a unique opportunity, with this event having to be completely virtual, of having customers in every industry in every region of the world now not have to travel. So expenses saved there talked about them being, you know, cash constraining budget shrinking. But you probably have the opportunity to talk to maybe a wider audience about what HP financial services can help customers achieve in normal times. And in these current tempt, talk to me about some of the things that that customers will have the opportunity to learn like many sessions that you're doing at Discover. >>Yeah, absolutely. In fact, I think this is This is one of the great things that's happening right now because everything is virtual anyone and everyone can go into discover when in, you know, in previous years, maybe they're restricted by travels restricted by timings and so, like even myself and all of you in simple we can't go into this. However, um, you know, any time and really enjoyed that. So I really would invite all the attendees to view our spot like sessions. Ah, which is reimagine your entire technology asset that deliver by our CEO of Robin. And also we have official session. That's in the women's leaders in technology whereby I'll see all Jericho talks about meeting, you know, true, did the recovery and of course not to forget. And obviously we have two more business talk as well. As you know, Are there more rooms that in the showcase, which, you know, I would recommend everyone to go visit >>terrific during Thank you for sharing what's going on with HP Financial Services in the time of Corbett. How you're helping customers adjust their business strategies and thanks for sharing the different sessions that they can attend and learn from at Discover. We appreciate your time. >>Thank you, Lisa. It was great having toe beyond the sessions. Yep. This my pleasure. >>Excellent. Minus well, for Dorian Brew. I'm Lisa Martin. You're watching the Cube's coverage of HP Discover 2020. Yeah. Yeah, yeah, yeah.

>>from around the globe. It's the Cube with digital coverage of Red Hat. Summit 2020 Brought to you by Red Hat. >>Hi, I'm stupid, man. And this is the Cube's coverage of the Red Hat Summit 2020 course. The event this year is digital. We're talking to Red Hat executives, partners and customers where they are around the globe, pulling them in remotely happy to welcome back to the program. One of our Cube alumni on a very important topic, of course, that red hat open shift and joining me is Clayton Coleman. Who's the open shift chief architect with Red Hat. Clayton, thanks so much for joining us. Thank you >>for having me today. >>All right, So before we get into the product, it's probably worthwhile that we talked about you know what's happening in the community and talking specifically, you know, kubernetes the whole cloud, native space. Normally we would have gotten together. I would have seen you at Cube Con Ah, you know, at the end of March. But instead, here we are at the end of April. Looking out, you know, more CN cf events later this year, but first Red Hat Summit is a great open source event and broad community. So would really love your viewpoint as to what's happening in that ecosystem. >>It's been a really interesting year, obviously. Ah, with an open source community, you know, we react to this. Um, like we always react to all the things that go on in open source. People come to the community and sometimes they have more time, and sometimes they have less time. I think just from a community perspective, there's been a lot of people you know. It's reaching out to their colleagues outside of their companies, to their friends and coworkers and all of the different participants in the community. And there's been a lot of people getting together for a little bit of extra time trying todo, you know, connect virtually where they can't connect physically. And it's been it's been great to at least see where we've come this year. We haven't had Cube con and that'll be coming up later this year. But Kubernetes just had the 1 18 release, and I think Kubernetes is moving into that phase where it's a mature, open source project. We've got a lot of the processes down. I'm really happy with the work that the steering committee, um, has gone through. We handed off the last of the bootstrap Steering Committee members hand it off to the new, fully elected steering committee last year, and it's gone absolutely smoothly, which has been phenomenal on the The core project is trying to be a little bit more stable and to focus on closing out those loose ends being a little bit more conservative to change. And at the same time, the ecosystem has really exploded in a number of directions, as as Kubernetes becomes more of a bedrock technology for, um, enterprises and individuals and startups and everything in between. We've really seen a huge amount of of innovation in the space, and every year it just gets bigger and bigger. There's a lot of exciting projects that >>I >>have never even talk to somebody on the Kubernetes project. But they have made and build and, uh, and solve problems for their environments without us ever having to be involved, which I think it's success. >>Yeah, Clayton, you know, one of the challenges when you talk to practitioners out there is just keeping up with the pace of change. Can really be challenging. Something we really saw acutely was Docker was rolling out updates every six weeks. Most customers aren't going to be able to change fast enough to keep up with things you love your view point both is toe really what the CN CF says, as well as how Red Hat thinks of products. So you talked about you know, kubernetes 1.18. My understanding, even Google isn't yet packaging and offering that version there. So there's a lag between things. And as we start talking about managing across lots of clusters, how does Red Hat think of this? How should customers think about this? How do we make sure that we're, you know, staying secure and keeping updated on things without getting run over by the constant treadmill of >>change? That the interesting part about kubernetes Is it so much more than just that core project? You know, no matter what any of us in the in the core kubernetes project or in the products that red hat that build around open shift and layers on top, there's a There's a whole ecosystem of components that most people think of this fundamental to accomplishing building applications deploying them, running them, Whether it's their continuous integration pipelines or it's their monitoring stacks, we really as communities has become a little bit more conservative. >>Um, I >>think we really nail down our processes for taking that change from the community, testing it. You know, we run tens of thousands of automation tests a week on the latest and greatest kubernetes code, given time to soak, and we did it together with all those pieces of the ecosystem and then make sure that they work well together. And I've noticed over the last two years that the rate of oops we missed that in KUBERNETES 1 17 that by the time someone saw it, people are already using that that started to go down for us, it really hasn't been about the pace of keeping up with the upstream. But it's about making sure that we can responsibly pull together all the other ecosystem components that are still have much newer and a little bit. How do we say, Ah, they are then the exciting phase of their development while still giving ah predictable, reliable update stream. I would say that the challenges that most people are going to see is how they bring together all those pieces. And that's something that, on open shift, we think of as our goal is to help pull together all the pieces of this ecosystem, Um, and to make some choices for customers that makes sense and to give them flexibility where it's not clear yet what the right choice might be or where different people could reasonably disagree. And I'm really excited. I feel like we've got our We have a release cadence down and we're shipping the latest Cube after it's had time to quickly review, and I think we've gotten better and better at that. So I'm really proud of the team on Red Hat and how they've worked within the community so that everybody benefits from that in that testing of that stability. >>Great. I'd like to teach here, you dig in a little bit on the application side what's happening from the work loads that customers are using? Ah, what other innovations happening around that space? And how is Red Hat really helping? Really, The the infrastructure team and the developer team work even closer together, like Red Hat has done for a long time. >>This is This is a great question. I say There's two key, um, two key groups coming together. People are bringing substantial important critical production workloads, and they expect things both to just work, but also to be able to understand it. And they're making the transition. Ah, lot of folks I talked to were making the transition from previous systems they've got. They've been running open shift for a while, or they've been running kubernetes for a while, and they're getting ready to move, um, a significant portion of their applications over. And so, you know, in the early days of any project, you get the exciting Greenfield development and you get to go play with new technologies. But as you start moving your 1st 1 and then 10 and then 100 of your core business applications from the EMS or from bare metal into containers, you're taking advantage of that technology in a responsible way. And so the the expectations on us as engineers and community members is to really make sure that we're closing out the little stuff. You know, no bug is too small, but it can't trip up someone's production applications. So seeing a lot of that whether it's something new and exciting like, Um uh, model is a service or ai workloads or whether it's traditional big enterprise transaction processing. APS on the other side on that development, um, model I think we're starting to see phase to our community is 2.0, in the community, which is people are really leveraging the flexibility and the power of containers, things that aren't necessarily new to people who had. We got into containers early and had a chance to go through a couple of iterations. But now people are starting to find patterns that up level development teams, so being able to run applications the same way on a local machine as in a production environment. Well, most production environments are there now, and so people are really having toe. They're having to go through all of their tools and saying, Well, does this process that works for an individual developer also work when I want to move it there, my production or staging environments to production, and so on. New projects like K native and tectonic, which are kubernetes native, that's just one part of the ecosystem around development. On top of kubernetes, there's tons of exciting projects out there from companies that have adopted the full stack of kubernetes. They built it into their mindset, this idea of flexible infrastructure, and we're seeing this explosion of new ways where kubernetes is really just a detail, and containers are just the detail and the fact that it's running this little thing called Docker down at the heart of it. Nobody talks about anymore, and so that that transition has been really exciting. I think there's a lot that we're trying to do to help developers and administrators see eye to eye. And a lot of it's learning from the customers and users out there who really paved the way the which is the open source way. It's learning from others and helping others benefit from that. >>Yeah, I think you bring up a really important point we've been saying for a couple of years. Now that you know KUBERNETES should get to the point where it's boring and boring in a way also cause it's gonna be baked in everywhere we saw from basically customers just taking the code, really spending a lot of their own things by building the stack to, of course, lots of customers have used open shift over the year to If I'm adopting Public Cloud more and more, they're using those services from that standpoint. Can you talk a bit about how Red Hat is really integrating with public clouds? And you know your architectural technical philosophy on that? And how might that be? Differ from some other companies that you might call a little bit more, you know, Cloud of Jason, as opposed to being deeply integrated with the public cloud. >>The interesting thing about Kubernetes is that while it was developed on top of the clouds, it wasn't really built from Day one assuming a cloud underneath it. And I think that was an opportunity that we really missed. And to be fair, we had to make the thing work first before we depended on these unreliable clouds. You know, when we started, the clouds were really hitting their stride on stability and reliability, and people were it was the hot was becoming the obvious choice to some of what we've tried to do is take flexible infrastructure is a given, um, assume that the things that the cloud provides should be programmed for the for the benefit of the developer and the application, and I think that's a that's a key trend is we're not using the cloud because our administration teams want us. We're using the cloud because it makes us more powerful developers. That enables new scenarios. It shortens the the time between idea reality. What we have done in open shift is we've really built around The idea of open shift running on a cloud should take advantage of that cloud to an extreme degree, which is infrastructure could be flexible. The machines in that cluster need to come and go according to the demands of the applications on top of it. So giving a little bit more power to the cluster and taking a little bit of way from the cloud I'm. But that benefits. That also needs to benefit that those who are running on premise because I think, as you noted, our goal is you want this ubiquitous kubernetes environment everywhere, and the operations teams and the development teams and the Dev Ops teams in between need to have a consistent environment and so you can do this on the cloud. But you don't have that flexibility on premise. You've lost something. And so what we've tried to do as well is to think about those ideas that are what we think of as quote unquote cloud native that starts with a mutable operating systems. It starts with everything being declarative and working backwards from, you know, I wanna have 15 machines and then the cluster or controllers on the cluster say, Oh, well, you know, one of the machines has gone bad. Let's replace it on the cloud. You ask for a new I'm cloud infrastructure provider or you ask the the cloud a p i for a new machine, and then you replace it automatically, and no one knows any better on premise. We'd love to do the same thing with both bare metal virtualization on top of kubernetes. So we have that flexibility to say you may not have all of the options, but we should certainly be able to say, Oh, well, this hardware is bad or the machine stopped, so let's reboot it, and there's a lot of that same mindset that could be applied. We think that'll, um if you need virtualization, you can always use it. But virtualization is a layer on top benefits from some of the same things that all the other extensions and applications on top of kubernetes competitive trump. So trying to pay that layer and make sure that you have flexible, reliable storage on premise through our SEF and red hat storage products, which are built on top of the cluster exactly like virtualization, is both on top of the cluster. So you get cloud native storage mixed in working with those teams toe. Take those operational best practices. You know there's well, I think one of the things that interests me is no. 1 20 years ago, who was running an early version of SEF wouldn't have some approach to run these very large things that scales organizations like CERN have been using SEF for over a decade at extremely large scales. Some of what our mindset is we think it's time to bake some of that knowledge actually into our software for a very long time. We've kind of been building out and adding more and more software, but we always left the automation and the the knowledge about how that software supposed to be run to the side. And so by taking that and we talked about operators. Kubernetes really enshrines. This principle is taking that idea, taking some of that operational knowledge into the software we ship. Um, though that software can rely on kubernetes open shift tries to hide the details of the infrastructure underneath and our goal. I think in the long run it will just make everybody's lives easier. I shouldn't have to ship you a SEF admin for you to be successful. And we think we think there's a lot more room here that's really gonna improve how operations teams work, that the software that they use day to day. >>So Clinton you mentioned virtualization is one of the topics in there. Of course, virtualization is very prevalent in a customer's data center environment today. Red Hat open shift, oftentimes in data centers, is sitting on BM ware environments. Of course. Recently, VM Ware announced that they have kubernetes baked into the solution, and red hat has open shift with red hat virtualization. Maybe, you know, without going into too much depth, and you probably have breakouts and white papers on this. But you know what kind of decision point should customers be thinking about when they're deciding? Do I do this in bare metal. Do I do it in virtualization? What are some of the, you know, just high level trade offs there when they need to make those decisions, >>I think it's, um I think the 1st 1 is Virtualization is a mature technology. It's a known quantity for many organizations, and so those who are comfortable with virtualization, I'd say, like any responsible, uh, architecture engineering team. You don't want to stop using something that's working well just because you can. And a lot of what I would see as the transition that companies on is for some organizations without a big investment in virtualization. They don't see the need for it anymore, except as maybe a technical detail of how they isolate insecure workloads. One of the great things about virtualization technology that we're all aware of over the last couple years is it creates a boundary between work loads and the underlying environment. That doesn't mean that the underlying environment and containers can't be as secure or benefit from those same techniques. And so we're starting to see that in the community, this kind of spectrum of virtualization all the way from the big traditional virtualization to very streamlined, stripped down virtualization wrappers around containers. Um, like some of the cloud providers use for their application environments. So I'm really excited about the open source. Community is touching each of these points on the spectrum. Some of our goals are if you're happy with your infrastructure provider, we want to work well with, and that's kind of the pragmatic of everyone's on a different step in that journey. The benefit of containers is no matter how fast you make of VM, it's never gonna be quite as fast, is it containers. And it's never gonna be quite as easy for a developer to run on their laptop. And I think working through this is there's still a lot of work that we as a community to do around, making it easier for developers to build containers and test them locally in smaller environments. But all of that flexibility can still benefit from virtualization under later or virtualization used as an isolation technology. So projects like Kata and some of the work that's being done in the open source community around projects like firecracker taking the same, um, open source ideas and remixing them a different points gives us a lot of flexibility. So I would say, um, I'm actually less interested in virtualization then all of the other technologies that are application centric and at the heart of it, a VM isn't really a developer centric idea. It's specifically an administrative concept that benefits the administrator, and developers can take advantage of it. But I think all of the capabilities that you think of when you think about building an application like scaling out and making sure patches are applied, being able to roll back separating your configuration on then all of the hundreds of other levels of complexity that will add around that like service MASH and the ability to gracefully tolerate failures in your database. These were where I think, um, virtualization needs to work with the platform rather than being something that dominates how we think about the platform. It's application first, not being first. >>Yeah, no, you're absolutely right that the critique I've always given, you know for a number of years now is if you look at virtualization, the promise was, let's take that old application that probably should have been updated and just shove it in a VM and never think about it again. That's not doing good things for the user. So if I look at that at one end of the spectrum away at the other end of the spectrum, trying not to think about infrastructure, you mentioned K native s 01 of the things that you know I've been digging in tryingto learn more about at Red Hat Summit has really been the open shift server lists. So give us the update on that piece. Um, you know, that's obviously very different discussion than what we were just having from a virtualization standpoint. Eso How does open shift look at server lists? How does that tie into what? You know, if I'm doing server, listen, Amazon versus you know some of the other open source options for serverless. How should I be thinking about that? >>There's a lot of great choices on the spectrum out there. I think one of the interesting things and I love the word spectrum here because cane native kind of sits in a spot where it tries to be, as the name says, it tries to be as kubernetes native as possible, which lets you tap into some of those additional capabilities when you need it. And one of the things I've always appreciate it is the more restrictive framework is usually the better. It is doing that one thing and doing it really well. We learned this with rails. We learned this with no Js. And as people have built over the years, the idea of simple development platforms. The core function idea is a great simple idea, but sometimes you need to break out of that. You need extra flexibility or your application needs to run longer or slow Start is actually an issue. One of the things I think is most interesting about K native and I see comers and user. I think this way it's a good point. Um, that gives you some of the flexibility of kubernetes and a lot of the simplicity of, um, the functions is a service, but I think that there's going to be an inevitable set of use cases that tie into that which are simpler where open organization has a very opinionated way of running applications, and I think that flexibility will really benefit K native. Whereas some of the more opinionated remarks around server lists lose a little bit of that. So that's one dimension that I still think a native is well positioned to kind of capture the broadest possible audience, which for kubernetes and Containers was kind of our mindset. We wanted to solve enough of the problems that you can solve. You can run all your software. We don't have to solve all those problems to such a level that there's endless complexity, although we've been accused of having endless complexity and Cooper days before, but just trying to think through what are the problems that everyone's going to have to give them a way out? I'm at the same time for us, when we think about prioritization functions is service about integration. It's about taking applications and connecting them, connecting them through kubernetes. And so it really depends on identity and access to data and tying that into your cloud environment. If you're running on top of a cloud or tying it into your back end databases, if your on premise, >>I >>think that is where the ecosystem is still working to bring together and standardize some of those pieces in kubernetes or on top of Kubernetes. What I'm really excited about is the team as much. You know, there's been this core community effort to get a native to a G, a quality. Alongside that, the open shift serverless team has been trying to make it a dramatically simpler action. If you have kubernetes and open shift, it's a one click action to get started with, Um Kay native and just like any other technology. How accessible it is determines how easy users find it to get started and to build the applications they need. So for us, it's not just about the core technology. It's about someone who's not familiar with Serverless or not familiar with kubernetes. Bring up an editor and build a function and then deploy it on top of open shift. See it scale out like a normal kubernetes application, not having to know about pods or persistent volumes or notes. And so these air, these are some of the steps. I've been really proud that the team's done. I think there's a huge amount of innovation that will happen this year and next year, as the maturity of the kubernetes ecosystem really grows up, we'll start to see standardized technologies, for I'm sharing identity across multiple clouds across multiple environments. It's no good if you've got these applications on the cloud that need to tie into your corporate L dap. But you can't connect your corporate held up to the cloud. And so your applications need 1/3 identity system. Nobody wants 1/3 identity system. And so, working through some of this thing where the challenges I think that hybrid organizations are already facing and our job is just to work with them in the open source communities and with the cloud providers partner with them and open source so that the technologies in kubernetes fit very well into whatever environment they run it. Alright, >>well, Clayton, really appreciate all the updates there. I know the community is definitely looking forward to digging through some of the breakout sessions reading all the new announcements. And, of course, we look forward to seeing you on the team participating in many of the kubernetes related events happening later this >>year. That's right. It's ah, gonna be a good year. >>All right. Thanks so much for joining us. I'm still Minuteman and as always thank you for watching you. >>Yeah, yeah, yeah, yeah

>>Yeah, yeah, yeah! >>Everybody, welcome back to the special digital presentation where we are tracking the transformation of Oracle consulting. And really, it's rebirth. Aaron Millstone is back. He's the senior vice president of consulting, joined by Jeff Davis. Who's ah, principal at Deloitte. He's the chief commercial officer for Oracle at Deloitte. Gentlemen, good to see you. Welcome. >>Thank you very much. >>Thanks for having me back. >>You're welcome, guys. Jeff, let me start with you. I've got the obvious question is why would Deloitte World Class? Yes, I well known why you partnering with Oracle Consultant? >>We're really It was a perfect match. The fact that we were looking to grow our oracle practice and really new and innovative ways around Oracle's cloud technology. Uh, in discussions with the oil, coal and specifically with Aaron Millstone, we discovered that we really had complementary capabilities and very little overlapping capabilities. So it was natural for us to find a way to work together. And specifically we found that there were strategic assets we had and there were tactical assets that Oracle had the mixture of two made a really unique and compelling value proposition for the customer base >>and Aaron. I mean, we've talked about the shift from from staff augmentation to much more strategic partnering with your customers. But you're not trying to compete with the big size of there's, there's it sounds like there's not a lot of overlap there. Where do you pick up and leave off for Deloitte? You describe that? >>Sure. I mean, we're You're right, right? We're not. We're not ever going to try to compete with the Deloitte. It's not our that's not in our DNA. It's not our intention. We exist to drive Oracle's to drive success for our customers on Oracle's cloud. That's that's our mantra. That's what we focus in on. So for us, right, we're deep technologists. We're We understand our cloud. We understand how cloud works within our various product suites that we migrate to the cloud. We understand how to manage it. We understand how to build paths extensions to it, but we don't have big program management. We don't understand non oracle components that well, you know, we've got some expertise here and there. But if we need to expand, you know, on Oracle solution to coexist with a Microsoft azure solution, we can't do that without going to a partner and as we bigger and the transformation that they're gonna have to change management and big, big transformation journey capabilities. Like again, That's not That's not expertise. >>Yeah, so Jeff will come back to you. So we see a lot of these deals. Sometimes we call them Barney deals. I love you. You love me. There's a press release, and that's it. But so one of the things we look for okay is their teeth behind this. You guys have come out with what you call elevate. What is elevate? How did it get started? And I have some follow up questions. >>Yeah, well, elevate really got started when Aaron and I started to look at the assets that each of the firms possessed on the Deloitte side, as Aaron suggested, We have deep capabilities and a broad range of technologies, some of them competing technologies with Oracle at the same time. Uh, we didn't have a great deal of depth in Oracle's technical products, Oracle Cloud Infrastructure and Oracle Autonomous. Our bench was not as big as Aaron's, and Aaron also had access to your local development at a level that we didn't have access to. So we really found ourselves in a situation where we could put those two capabilities together and we could offer something to our clients and a broad range of customers. Oracle customers in the field. They had access to all of the Lloyds capabilities, which includes great project management, great change management, real skill around the strategic aspects of cloud migration. And Aaron had tools on had resource is trained and developed around the late historical technology. They'd always be a step ahead of any s I So together we felt this was really a differentiation for marketplace, right, Erin? >>Yeah, absolutely right. And if I don't think I would add to it is that if you if you look at Deloitte approaches client conversation from, ah, business value perspective, you know, the work consulting teams tends to focus conversation. It tends to approach conversations with a focus on How do you want to do the technology? Um, both are helpful. But, you know, quite frankly, as we get into the bigger information in place, we need to lead with the Lloyd model of how do we How do we drive your business value and then begin from a technologist perspective, that's when we show up. So it really has been a very logical, very complimentary match. >>So you and I have talked about, you know, data centers and building data centers and investing. It's not just it's just not a good use of capital today. There's so many other things that organizations can do. You guys have identified data center. Consolidation is, is I'll call it Ah, you know, an initiative that you're seeing customers. I wonder if you could talk about that a little bit. Is that kind of a starting point for conversations? >>Yeah, well, it's definitely starting point, right? So we call it a referred to his infrastructure led transformation, Um, and appetite. The appetite for that is certainly high. We were seeing an increased focus on um, you know what customers need to do to take not just a workload here and there. But how do they get out of the data center business full? So it's a foregone conclusion, right? Like you just said, it's not. It's not really a question of should we invest in another data center? Where should we invest in up to in their data centers? The question has changed to Let's move the cloud. How do we get there and let's move in a big way? And that's why we're seeing that dialogue across all of our customers. And we find even for Oracle, it's been a learning for us, right? We started with on Oracle workload conversation, which is, Do you want to move this work? Work loads of oracle? But you want to move that Oracle workload works. And really, what we're finding is it's a wholesale transformation of everything in the data center, too. One or more clouds, right again, often often it's a multi cloud strategy, and that's okay. And we, you know, we were having more bigger conversations. The thing that has been really interesting is these conversations have evolved, and especially as we work with our partners at Deloitte, has been that, you know, we think that the combination of our our cloud technology, the consulting services that Oracle Consulting and Deloitte can bring to bear and then Oracle's ability to finance the whole deal makes the very compelling conversations for customers because you can walk in to a CEO to a CFO and say, Look on day one, you can actually have a lower spend that what you have today in your data center and get a cop transformation underway at the same time. >>So I want to come back to that business case and member Jeff, before we do, I want to ask you. So we heard Erin, you know, talking about the catalyst. You know, that sort of infrastructure transformation. But you're in the outcomes business, right in both. The bush has been deployed especially so So what is that North Star that you're seeing with customers? You know, it's not about the tech. They're not starting there. Um, that will often tell you that's kind of the easy part. But then we see tech coming and going, and it's the It's the business process. That's the people issues lining everybody. So what are you seeing is so the outcomes. What's that conversation like with your customers? >>Yeah, well, really, this conversation starts with business leadership. Um, if you think about it, there's a strong value proposition in infrastructure renewal. It's not at the top of mind, but once you start to understand the value that's created, it does raise two ah, high priority. Now, our experiences that virtually every board is looking for the C suite toe have a cloud strategy of some kind. People recognize the value of cloud in, uh in many of our clients and many of Oracle's customers, so the boards are pressing the C suite for a cloud strategy. Among those things are the value that cloud brings, including virtually unlimited scalability. Is is being tested real time now with a lot of current events. So when you see the scalability when you know you need a cloud strategy of some kind, your business advisors impressing you, the value proposition starts well, how do we get there? And what does it take to be successful? Our perspective is that it's it's fair to believe that the cloud will reduce infrastructure. Spend significantly. It's a great opportunity for consolidation. It also adds a layer of security, resiliency and scalability that you simply couldn't do on your own. So it addresses a lot of business needs Aziz well as a number of technical needs that need to be addressed. >>So let's talk a little bit more about that business cases that generally what you're seeing, where it starts is let's take some costs right out, and then Aaron, you and I talked about maybe investing that in the future of it. But is that really the starting point for the vast majority of customers? Let's let's let's cut some costs right away and get a payback immediately. >>So I'd like to share our perspective, which is, you know, nobody spends money for the sake of spending money on technology. It's got to have meaningful business value. So the conversation starts with really renewal and a path to the cloud. But there's a natural opportunity for savings in consolidation that we take advantage. We're not simply shifting from your hardware to the cloud we're actually modernizing, which will result in significant savings. But it also gives the business something that they don't have today at a level of security and scalability and ability to run a modern technology much faster, much better. Ah, and much more scalable. >>So a lot of people might again I go back to these deals. I think of this as a sales play. One of the things we look for is there. Is there any other integration? Are you doing co engineering in this case, maybe not, co engineering But are there tools that you're developing that you're taking to market, that you're actually leveraging? Eric, can you talk about that a little bit? Convinces. That's not just the sales play. >>Yeah, sure. And Jeff alluded to some of this earlier, too, right? So we definitely each had our respective tool. Angry Deloitte's investments in tools, what was built out of data that we have seen used quite a few times now we've been investing in something we call the Oracle soar. You know, our tools are, as you'd imagine, heavily Oracle focus. It's about moving Oracle technology to Oracle Cloud out of data and some of the tools that Deloitte's invested in our focus more comprehensively on holistically, looking at everything in a data center and everything that's across data centers and start to develop a set of facts around this stuff. But in both cases, we actually looked at these things and we said, You know what? If you combine these together, we get a very comprehensive view of what exactly it is, but we're looking at with a customer so we can tell everything from the types of traffic we see in the network to the specific versions of stuff you start to identify whether there's risk associated with having things, not aster on a supporter and get a very conference of you that's based on facts. And so, you know, we took those tools. We combined them together so that we can go into a customer and give a complete end and view from both on Oracle and Delight Perspective. And quite frankly, it doesn't matter whether the Lloyd leads or whether Oracle leads. We've developed these tools together. We're going to market together. And we've even got you know, the templates you'd expect consultancies tohave, right? So when you look at business cases, we've got joint business case templates that we've created together and that we're using actively with customers and therefore then we're refining them, improving them each time we do it. But, you know, we're at a point now where our tools are combined, templates are combined, and we even at this, you know, we're even Jeff in our poll earlier yesterday actually even got a joint Ah, war room that's constantly engaging with different account teams and making sure that we structurally approach things in a consistent way so that we're driving business value and using the tools appropriately. >>You know, I think, um, migration risk is probably one of the most significant factors in a business case. I mean, many don't understand it, but those in I t. And certainly hopefully in the executive office do you understand it? It sounds like that's a part of your tooling, anyway is designed to mitigate that's significant migration risk. When you talk about that a little bit, >>yeah, so we, you know, we approach migration from, you know, we start with the conversation. I'm almost always some type of log of what? The list of applications, what versions of things running they've been maintained by some might department somewhere, right? Or the collective? It's in varying degrees of accuracy is what we find. We don't rely on that. We go in and our our tools, our combined tooling across oracle, Deloitte interrogate the systems. We come back with actual information from the actual systems themselves. And then we started the plan. And so the funny thing is, with the migration, you know, probably 80% of the effort. 90% of the effort is in the planning stages and making sure that we understand exactly what we're moving exactly. When again, we're not. We're not dealing with the edge applications. Typically, we're dealing with the mission critical applications that are supporting the heart of a supply chain or a finance operation. And you can't. You just can't afford the down time that maybe you could afford on something that might be a consumer facing or a little less mission. Critical. So, yeah, we start finding very early and interrogate aggressively with actual data. >>Jeff, can you give us a sense as to how far you're into this elevate journey? May be thinking about a couple of customers either specifically or generically gonna where you're at with them. How far along? Maybe even some examples that you feel are representative. >>Sure. Um, you know, the the relationship has been probably about six Ah, close to seven months of maturity. In that time, we've had an opportunity to work on several key clients at scale. Uh, we've worked together in collaboration with one of the nation's largest retailers in the grocery business. We've worked collaboratively in aerospace and defense and also in the hospitality industry. In these cases, what we're finding and one is each one is in the various stage of maturity. One is done, one is in midstream on one is at the early stages and current economic conditions or driving a huge pipeline. Right now, I think our challenge right now is making sure that we identify those clients that can best take a value, take advantage of our services and our joint offering to deal with that pipeline. Right now, what we're finding is that the savings are at least as we projected. In some cases, we're finding even more. What people say they have and what people say they do isn't necessarily what you find when you get in there. But almost every case we're finding that there's unused equipment, unused capacity that they currently have redundancy, low utilization of their current assets. We can go a long way and streamlining that. Plus, I can't emphasize enough that ah, these days security is a major concern and we're adding a layer of security that they could never achieve themselves with soft. >>How do you guys on how the customers wanna approach the transaction? Is it a Bixby is a T and M. Is it a situation where you participate in some of the some of the savings of the game. How does the pricing work? >>So we have Go >>ahead. Um, I'll start off by saying each deal is really custom built around what a customer really needs, what they're trying to get out of it right now. As an example, Op X is very important. So we're engineering deals in a way that helps customers deal with their financial challenges, especially around op Ex. There are other structures that we can put in place. We have the backing of Oracle Finance, so we can be very innovative on deals they could be. When value was attained. They could be milestone based. There's just, uh, I think, a wide variety I don't want to say unlimited, but a wide variety of different options that we can offer our clients in order to be able to deal with whatever financial challenge or opportunity that may be looking at >>perfect, perfect. And you want >>to add to that >>and everything looking at other than you know, the there are. There are always things that are discovered during a personal project, and so, you know, we we also we do factor and things that allow some flexibility. Right? So even if we have a fixed price deal will include a bucket of ours to deal with, you know, unanticipated changes or even innovation. It doesn't have to be, You know, contingency could be Hey, we want to go out and spend and invest some money on artificial intelligence machine learning analytics over in this space since we've already moved these applications. All right, so we're approaching it again from a very flexible standpoint, and we're just point right. We can we can custom craft. Ah, deal to match what? The clients. Best business outcome. Okay. >>Yeah, that makes sense. That client might see some adjacent opportunity that they want to pursue, and they want that to be covered in the agreement I'm gonna end. Um, if you start with you, Aaron and then Jeff go to you. How? What do you guys see? A success? What does success look like? You know, when you were, you know, just less than a year in when you're 234 let's say five years and you look back, What does success look like? >>So, to me, successful success is gonna look like we've gotten a number of these big transformation deals in play. It's in motion, naturally between our organizations, not necessarily driven entirely by Jeff and I going out and driving the organization behave the right way. It's more in our DNA. But more importantly, I think we've gone into We've gone beyond the conversation of Let's Move workloads. We've gone into conversations off. Let's really talk about how to reimagine your business on top of Oracle's cloud and have an ongoing dialogue that looks at that transformation. Once we hit that 0.345 years from now, right, that will be a wild success, Jeff. >>But really, it's been around for 135 years. This is our birthday, uh, this year and in that time, what we've learned is there's no substitute for impact and value added to our clients. In our perspective, what this would success looks like his client success find success means improved scalability of their operations, uh, securing their technology and their data at a substantially lower cost, so that they can focus on what their core businesses and focus less on technology. That success to deploy >>right guys, thanks so much. Great session We're not only witnessing the rebirth of Oracle Consulting, but there's clearly a transformation going on. And it's cultural. Gentlemen, congratulations on your partnership. And thanks so much for coming on the Cube. >>Thank you so much >>for having us. >>You're welcome. Alright, Keep right there, everybody. We're back with our next guest covering Oracle Consulting North America. This is Dave Vellante with the Cube. Thanks for watching. >>Yeah, Yeah, yeah, yeah, yeah, >>yeah.

>>live from Seattle, Washington. It's the key nude covering Smartsheet engaged 2019. Brought to you by smartsheet. >>Welcome back, everyone to the cubes. Live coverage of smartsheet engaged here in Seattle, Washington. I'm your host along with my co host, Jeff Rick. We're joined by Jean Farrell. He is the CPO of smartsheet. Thanks for coming on the show. >>Thanks for being here. >>Great to be here here last year and even bigger and better. You moved out of the hotel and convention center. That gets something. Did >>we did, We were. We have almost 4000 strong this year and we're super excited. We've been looking forward to this for a while. So >>So this is the third, the third annual conference yet. Just tell us a little bit. Let's let's open it up by telling our viewers a little bit about what this means to you, how big the show is. Give us a few stats. >>Yeah, well, you know, we ran our first customer conference, our first engaged really three years ago in in Bellevue at a conference center attached to a hotel that's right next to our headquarters, which is so super convenient, and I think we had 5 700 people there, and it was a great start andan. Last year we doubled in size and we actually outgrew the facility in Bellevue on. So when we planned for this year, we said, You know, let's go Big way felt this momentum building. We had such great feedback from customers what they learned and what they came away and could do after coming to engage that we felt we could. We were ready to kind of take it to a big stage. And so it was really exciting. I spent before joining Smartsheet two and half years ago. I spent five years that Amazon Web service is, and I was fortunate enough to be there when they did their first reinvent in Las Vegas, and it was roughly 5000 people, and I had a very interesting deja vu moment walking into the main auditorium here yesterday, Andi, it just brought back all the memories of Oh my gosh, this is like the size of remain so in three years we should be. Roughly 25,000 will be >>in Vegas >>today, up on the main stage. A lot of great new product announcements I want it, I want you to sort of break it down for our viewers. He started talking about how you really served three core customers and these new product announcements are really targeted. Each of these >>Yeah, we kind of broke it out. And what we find >>your way, sir? Customers of all sizes. So from startups, toe, medium sized businesses to large enterprise and within almost every one of those customers, we really see three distinct user groups really work force, which is at the core kind of where we started the I T teams, which many times there to support the workforce but also drive a lot of their own work clothes. And then the business decision makers. Folks that are really looking at, How do I drive overall organizational effectiveness and improve efficiency? And so what we tried to do was make sure we were delivering a set of capabilities for everybody on DSO for the workforce. We announced a bunch of new capabilities. Probably the highlight was our new conversations in context, which we're really excited about. It's gonna enable ah, whole new level of collaboration and engagement within the platform, and >>it was really >>grounded in customer feedback. That said they wanted the ability to actually interact in the context of their work and too many times what they were forced to do is they would have a question and they would have to go send an email or they go send a chat and then the response is disconnected. So it just wasn't as efficient. That could be. So we took that signal and work very closely with customers to design the new experience. So really excited about those those capabilities. We launched new forms, capabilities and multi select dropped down a lot of things that our customers are really excited around. From the workforce perspective on the I t front, we've introduced a ton of new things all year. The two big announcements today were around our accelerator for GDP are which it actually affects almost anybody that does business with an EU citizen. So a lot of folks don't really connect the dots ago. I'm in. You know, I'm in Redmond, Oregon. Why do I need to comply with GDP? Are well, if you sell the anybody in the you need to figure that out, um, and and then, um beyond GDP are. We talked about our federal offering on our new govcloud, which is really key for government agencies but also all the contractors to support government agencies. And so a lot of our customers are very interested in that. And then the final piece was really business leaders. Andi talked there about new enhancements to control center. Do it really let it scale and move across the organization roll ups, ability to do multi tier on then. Importantly, we talked about the new content collaboration capability, which is which is a really big it integrates are our slope technology. So marketing and other types of, uh, disciplines can use content collaboration in their work. I'd be remiss if I didn't mention 10,000 feet. >>So lots to talk about a lot. But you clearly, this is the customers, right? Because I think it was at the pasting. Widgets between Dashboard was a standing ovation. It's amazing the power of copy and paste when you can pull that work, you know, it's it's what the people want. It's funny you say that I am constantly >>amazed with that. The things that when you saw little problems that unlock all sorts of new use cases and many times that cheer you here is because customers have been trying to work around those problems, right? So multi select Drop Down is a great example where they had to do all sorts of gyrations in how they configure their work to support multiple selections. And so now we've made that much more elegant for them, and they're like, ecstatic because they no longer have to invest that time and >>I can't >>let you go. >>Wow, Is that all it took? I would sooner. It is a lot of times right, the simple things that have the huge, a huge improvement in kind of getting away from this repetitive work, which is under the theme we keep hearing over and over and over again. >>No, that's absolute. That's absolutely true. And it is really little things can have a big impact or Or or the analogy I sometimes will use is if you're creating a puzzle or if you have kids and you've ever built, you know, the X wing fighter set. If you're missing a few pieces, it's just not the same, right It just right. You can't kind of complete the work and so sometimes just completing that play for customers, giving them that that last piece they need to really go in power. Their workflow is is really cute. >>And I also think because we're living at a time where we have way demand so much from technology in our personal lives, and it delivers most for most. For the most part, our lives are pretty seamless and the way we can order things from anywhere. And so when we have, when we deal with these little aggravations at work, it's just that much more so. One of the things you said on the main stage is that customers are not shy about telling you what they want. So I want to hear from you how you solicit feedback and your process for making these changes for >>way actually, have >>we actually have a bunch of different mechanisms? We used to listen a customer, and I actually call it customer signal because it comes from a lot of different places. Way have kind of foundation. Aly we have a process actually called enhancement request. So many of our customers can go in our community and actually submit a form and say I really want you to build this Andi, That's very intentional, like there's no confusion, and usually they're very straightforward. But beyond that, we also we have the community in general. So we monitor that we get feedback on on kind of a freefall flowing forum where they give us feedback. We have user groups that this year will due north of 40 user groups around the world, where we bring collections of customers together, many time hosted at different customer locations, and customs will talk and share best practices and give us feedback on things that they'd like to see. I spend a ton of time out in the field with customers just visiting with them, talking about their use cases, helping themselves problems on and importantly, we have AH product advisory Council and a customer advisory board. And these air both specific groups of customer smaller groups that we've recruited and we actually use them tow, consult with us very closely to give us kind of overall direction. And then probably the most valuable feedback once we know where we want to go is once we start building, we have a private beta program, and then what we call an early adopter program. Both of those enroll customers in interacting with things were building before they're launched. And that gives us a chance to get real time feedback into what they like. What? They don't know what we need to improve. And sometimes the product will stay in in that private beta phase for longer than we expected, because the signal we get requires that we make changes. So we think that's really important to make sure we actually hit the mark. Because if you if you're on, if you're not satisfied, customer need or solving a problem, >>they're not gonna buy. What's the point? You're >>surely gonna get a lot of customers signal here at >>engaged over the next couple of Absolutely. And they're absolutely not shy. Every time I'm running some, it's like, Oh, we love this. And here's the 10 things I want that exactly. >>Thank you so much for coming on the Cubans. Pleasure having you >>my pleasure. Thanks for having me. And thanks for being here. It engaged. Thanks >>for having us. Great. >>I'm Rebecca Knight for Jeff. Rick, You are watching the cube. Stay tuned

>>from our studios in the heart of Silicon Valley, Palo Alto, California It is a cute conversation. >>Hey, welcome back already, Jeffrey. Here with the cue, we're in our pal Amato Studios for acute conversation or excited, have ah, many Time Cube alone. I has been at all types of companies. He's moving around. We like to keep him close because he's got a great feel for what's going on. And now he's starting a new adventure. Eso really happy to welcome Alan Cohen back to the studio. Only great to see you. >>Hey, Draft, how are you >>in your new adventure? Let's get it right. It's the D C v c your partner. So this is ah, on the venture side. I'm gonna dark. You've gone to the dark side of the money side That is not a new firm, dark side. You know what's special about this town of money adventure right now, but you guys kind of have a special thesis. So tell us about yeah, and I think you've spoken >>to Matt and Zack. You know my partners in the past, So D. C. V. C is been in the venture business for about a decade and, um, you know, the 1st 5 years, the fund was very much focused on building, ah, lot of the infrastructure that we kind of take for granted. No things have gone into V m wear and into Citrix, and it's AWS, and hence the data collect of the D. C out of D. C. V. C. Really, the focus of the firm in the last five years and going forward is an area we call deep tech, which think about more about the intersection of science and engineering so less about. How do you improve the IittIe infrastructure? But how do you take all this computational power and put it to work in in specific industries, whether it's addressing supply chains, new forms of manufacturing, new forms of agriculture. So we're starting to see all that all the stuff that we've built our last 20 years and really apply it against kind of industrial transformation. So and we're excited. We just raise the $725 million fund. So we I got a little bit of ammunition to work with, >>Congratulate says, It's fun. Five. That's your eighth fund. Yeah, and really, it's consistent with where we're seeing all the time about applied a I and applied machine. Exactly. Right in New York, a company that's gonna build a I itt s'more the where you applying a i within an application, Where you applying machine, learning within what you do. And then you can just see the applications grow exactly right. Or are you targeting specific companies that are attacking a particular industrial focus and just using a eyes, their secret sauce or using deep taxes or secret uh, all of the above? Right. So, like I >>did when I think about D c v c like it's like so don't think about, um, I ops or throughput Orban with think about, um uh, rockets, robots, microbes, building blocks of effectively of human life and and of materials and then playing computational power and a I against those areas. So a little bit, you know, different focus. So, you know, it's the intersection of compute really smart computer science, but I'll give you a great example of something. It would be a little bit different. So we are investors and very active in a company called Pivot Bio, which is not exactly a household name. Pivot bio is a company that is replacing chemical fertilizer with microbes. And what I mean by that is they create microbes they used. So they've used all this big data and a I and computational power to construct microbes that when you plant corn, you insert the microbe into the planting cycle and it continuously produces nitrogen, which means you don't have to apply fertilizer. Right? Which fertilizer? Today in the U. S. A. $212 billion industry and two things happen. One you don't have. All of the runoff doesn't leech into the ground. The nitrous does. Nitrogen doesn't go into the air, and the crop yield has been a being been between about 12 and 15% higher. Right? >>Is it getting put? You know, the food industry is such a great place, and there's so many opportunities, both in food production. This is like beyond a chemical fertilizer instead of me. But it's great, but it's funny because you think of GMO, right? So all food is genetically modified. It's just It took a long time in the past because you had to get trees together, and yet you replant the pretty apples and throw the old apple trees away. Because if you look at an apple today versus an apple 50 years, 100 years, right, very, very different. And yet when we apply a man made kind of acceleration of that process than people, you know, kind of pushed back Well, this is this is not this is not nature, So I'm just curious in, in, in in, Well, this is like a microbe, you know? You know, they actually it is nature, right? So nature. But there'll be some crazy persons that wait, This is not, you know, you're introducing some foreign element into Well, you could take >>potash and pour it on corn. Or you could create a use, a microbe that creates nitrogen. So which one is the chemical on which one is nature, >>right, That that's why they get out. It's a funny part of that conversation, but but it's a different area. So >>you guys look, you guys spent a lot of time on the road. You talked a lot of startups. You talked a lot of companies. You actually talked to venture capitalists and most of the time where you know, we're working on the $4 trillion I t sector, not an insignificant sector, right? So that's globally. It's that's about the size of the economy. You know, manufacturing, agriculture and health care is more like 20 to $40 billion of the economy. So what we've also done is open the aperture to areas that have not gone through the technical disruption that we've seen an I t. Right now in these industries. And that's what's that mean? That's why I joined the firm. That's why I'm really excited, because on one hand you're right. There is a lot of cab you mentioned we were talking before. There is a lot of capital in venture, but there's not a CZ much targeted at the's area. So you have a larger part of global economy and then a much more of specific focus on it. >>Yeah, I think it's It's such a you know, it's kind of the future's here kind of the concept because no one knows, you know, the rate of which tech is advancing across all industries currently. And so that's where you wake up one day and you're like, Oh, my goodness, you know, look at the impacts on transportation. Look at the impacts on construction of the impacts on health care. Look at the impacts on on agriculture. So the opportunity is fantastic and still following the basic ideas of democratizing data. Not using a sample of old data but using, you know, real time analytics on hold data sets. You know, all these kind of concepts that come over really, really well to a more commercial application in a nightie application. Yeah. So, Jeff, I'm kind of like >>looking over your shoulder. And I'm looking at Tom Friedman's book The world is flat. And you know, if we think about all of us have been kind of working on the Internet for the last 20 years, we've done some amazing things like we've democratized information, right? Google's fairly powerful part of our lives. We've been able to allow people to buy things from all over the world and ship it. So we've done a lot of amazing things in the economy, but it hasn't been free. So if I need a 2032 c r. 20 to 32 battery for my key fob for my phone, and I buy it from Amazon and it comes in a big box. Well, there's a little bit of a carbon footprint issue that goes with that. So one of our key focus is in D. C V. C, which I think is very unique, is we think two things can happen is that weaken deal with some of the excess is over the economy that we built and as well as you know, unlock really large profit pulls. At the end of the day, you know, it has the word Venture Patrol says the word capital, right? And so we have limited partners. They expect returns. We're doing this obviously, to build large franchises. So this is not like this kind of political social thing is that we have large parts of the economy. They were not sustainable. And I'll give you some examples. Actually, you know, Jeff Bezos put out a pledge last week to try to figure out how to turn Amazon carbon neutral. >>Pretty amazing thing >>right with you from the was the richest person Now that half this richest person in the world, right? But somebody who has completely transformed the consumer economy as well as computing a comedy >>and soon transportation, right? So people like us are saying, Hey, >>how can we help Jeff meet his pledge? Right? And like, you know, there are things that we work on, like, you know, next generation of nuclear plants. Like, you know, we need renewables. We need solar, but there's no way to replace electricity. The men electricity, we're gonna need to run our economy and move off of coal and natural gas, Right? So, you know, being able to deal with the climate impacts, the social impacts are going to be actually some of the largest economic opportunities. But you can look at it and say, Hey, this is a terrible problem. It's ripping people across. I got caught in a traffic jam in San Francisco yesterday upon the top of the hill because there was climate protest, right? And you know, so I'm not kind of judging the politics of that. We could have a long conversation about that. The question is, how do you deal with these real issues, right and obviously and heady deal with them profitably and ethically, and I think that something is very unique about you know, D. C. V. C's focus and the ability to raise probably the largest deep tech fund ever to go after. It means that you know, a lot of people who back us also see the economic opportunity. And at the end of day there, you know, a lot of our our limited partners, our pension funds, you know, in universities, like, you know, there was a professor who has a pension fund who's gotta retire, right? So a little bit of that money goes into D C V C. So we have a responsibility to provide a return to them as well as go after these very interesting opportunities. >>So is there any very specific kind of investment thesis or industry focus Or, you know, kind of a subset within, you know, heavy lifting technology and science and math. That's a real loaded question in front of that little. So we like problems >>that can be solved through massive computational capability. And so and that reflects our heritage and where we all came from, right, you and I, and folks in the industry. So, you know, we're not working at the intersection of lab science at at a university, but we would take something like that and invest in it. So we like you know we have a lot of lessons in agriculture and health care were, surprisingly, one of the largest investors in space. We have investments and rocket labs, which is the preferred launch vehicle for any small satellite under two and 1/2 kilograms. We are large investors and planet labs, which is a constellation of 200 small satellites over investors and compel a space. So, uh, well, you know, we like space, and, you know, it's not space for the sake of space. It's like it's about geospatial intelligence, right? So Planet Labs is effectively the search engine for the planet Earth, right? They've been effectively Google for the planet, right? Right. And all that information could be fed to deal with housing with transportation with climate change. Um, it could be used with economic activity with shipping. So, you know, we like those kinds of areas where that technology can really impact and in the street so and so we're not limited. But, you know, we also have a bio fund, so we have, you know, we're like, you know, we like agriculture and said It's a synthetic biology types of investments and, you know, we've still invest in things like cyber we invest in physical security were investors and evolve, which is the lead system for dealing with active shooters and venues. Israel's Fordham, which is a drone security company. So, um, but they're all built on a Iot and massive >>mess. Educational power. I'm just curious. Have you private investment it if I'm tree of a point of view because you got a point of view. Most everything on the way. Just hear all this little buzz about Quantum. Um, you know, a censure opened up their new innovation hub in the Salesforce tower of San Francisco, and they've got this little dedicated kind of quantum computer quanta computer space. And regardless of how close it is, you know there's some really interesting computational opportunities last challenges that we think will come with some period of time so we don't want them in encryption and leather. We have lost their quantum >>investments were in literally investors and Righetti computing. Okay, on control, cue down in Australia, so no, we like quantum. Now, Quantum is a emerging area like it's we're not quite at the X 86 level of quantum. We have a little bit of work to get there, but it offers some amazing, you know, capabilities. >>One thing >>that also I think differentiates us. And I was listening to What you're saying is we're not afraid. The gold long, I mean a lot of our investments. They're gonna be between seven and 15 years, and I think that's also it's very different if you follow the basic economics adventure. Most funds are expected to be about 10 years old, right? And in the 1st 3 or four years, you do the bulk of the preliminary investing, and then you have reserves traditional, you know, you know, the big winners emerged that you can continue to support the companies, some of ours, they're going to go longer because of what we do. And I think that's something very special. I'm not. Look, we'd like to return in life of the fun. Of course, I mean, that's our do share a responsibility. But I think things like Quantum some of these things in the environment. They're going to take a while, and our limited partners want to be in that long ride. Now we have a thesis that they will actually be bigger economic opportunities. They'll take longer. So by having a dedicated team dedicated focus in those areas, um, that gives us, I think, a unique advantage, one of one of things when we were launching the fund that we realized is way have more people that have published scientific papers and started companies than NBA's, um, in the firm. So we are a little bit, you know, we're a little G here. That >>that's good. I said a party one time when I was talking to this guy. You were not the best people at parties we don't, but it is funny. The guy was He was a VC in medical medical tech, and I didn't ask him like So. Are you like a doctor? Did you work in a hospital where you worked at A at a university that doesn't even know I was investment banker on Wall Street and Michael, that's that's how to make money move. But do you have? Do you have the real world experience of being in the trenches? Were Some of these applications are being used, but I'm also curious. Where do you guys like to come in? ABC? What's your well, sweets? Traditionally >>we are have been a seed in Siri's. A investor would like to be early. >>Okay, Leader, follow on. Uh, everybody likes the lead, right? Right, right, right. You know what? Your term feet, you >>know? Yeah, right. And you have to learn howto something lead. Sometimes you follow. So we you know, we do both. Okay, Uh, there are increasing as because of the size of the fund. We will have the opportunity to be a little bit more multi stage than we traditionally are known for doings. Like, for example, we were seed investors in little companies, like conflict an elastic that worked out. Okay, But we were not. Later stage right. Investors and company likes companies like that with the new fund will more likely to also be in the later stages as well for some of the big banks. But we love seed we love. Precede. We'd like three guys in in a dog, right? If they have a brilliant >>tough the 7 50 to work when you're investing in the three guys in a dog and listen well and that runs and runs and you know you >>we do things we call experiments. Just you know, uh, we >>also have >>a very unique asset. We don't talk about publicly. We have a lot of really brilliant people around the firm that we call equity partners. So there's about 60 leaning scientists and executives around the world who were also attached to the firm. They actually are, have a financial stake in the firm who work with us. That gives us the ability to be early Now. Clearly, if you put in a $250,000 seed investment you don't put is the same amount of time necessarily as if you just wrote a $12 million check. What? That's the traditional wisdom I found. We actually work. Address this hard on. >>Do you have any? Do you have any formal relationships within the academic institutions? How's that >>work? Well, well, I mean, we work like everybody else with Stanford in M I t. I mean, we have many universities who are limited partners in the fund. You know, I'll give you an example of So we helped put together a company in Canada called Element A I, which actually just raised $150 million they, the founder of that company is Ah, cofounder is a fellow named Joshua Benji. Oh, he was Jeff Hinton's phD student. Him in the Vatican. These guys invented neural networks ing an a I and this company was built at a Yasha his position at the University of Montreal. There, 125 PhDs and a I that work at this firm. And so we're obviously deeply involved. Now, the Montreal A icing, my child is one of the best day I scenes in the world and cool food didn't and oh, yeah, And well, because of you, Joshua, because everybody came out of his leg, right? So I think, Yes, I think so. You know, we've worked with Carnegie Mellon, so we do work with a lot of universities. I would, I would say his university's worked with multiple venture firm Ah, >>such an important pipeline for really smart, heavy duty, totally math and tech tech guys. All right, May, that's for sure. Yeah, you always one that you never want to be the smartest guy in the room, right, or you're in the wrong room is what they say you said is probably >>an equivalent adventure. They always say you should buy the smallest house in the best neighborhood. Exactly. I was able to squeeze its PCB sees. I'm like, the least smart technical guy in the smartest technical. There >>you go. That's the way to go. All right, Alan. Well, thanks for stopping by and we look forward. Thio, you bring in some of these exciting new investment companies inside the key, right? Thanks for the time. Alright. He's Alan. I'm Jeff. You're watching the Cube. We're Interpol about the studios. Thanks for watching. We'll see you next time.

>> from Austin, Texas. It's Theo Cube, covering pure storage. Accelerate 2019. Brought to you by pure storage. >> Welcome back to Austin. I'm Lisa Martin. With Day Volante were a pure accelerate 2019 the fourth annual event. Getting bigger and bigger and more customers on the Cube. Very excited to welcome the C I. O of Kensington Swan. Nigel Stevenson. Nigel. Welcome to the Cube. >> Thank you. Thanks. >> Thanks for coming all the way up here or down here, Up here from New Zealand. Give us our audience. A little bit of an overview of Kensington Swan and specifically about your role is CEO. >> Sure again, Just once a top tier law firm in New Zealand. We've got a bit of an announcement from last month Were about to combine with sentence, which you might know more familiar from a brain kind of perspective. Slightly larger than what we are at the moment. We're, ah, a few 100 staffs, but between the officers and opened and Wellington with the focus spawn corporate commercial legal practice is so top tier or high in law expertise. >> So you've been there about three years. Give us a little bit of a picture of Kensington's I T department applications workloads. What's going on? There >> must be a pretty similar Thio emotional films or proficient service. Is firms actually a similar with the coming firms to smell the the most common tools we use around the PR, the practice management systems that we have on in production of documents for the work that we provide to our clients, maintaining those keeping them, searching for them, Actually, in all the emails and everything else that goes along every single matter that we do from a compliance perspective, we need to keep all of that and make sure it's safe and sound and easily searchable. >> So big drivers you got, you got the clients, you got the lawyers, you got the paralegals. It's this machine running you got, you know, to say confidentiality compliance. What are the big drivers in the business that are affecting I t. Strategy? I >> think, especially in the provision service is sick. Just continue to modernize. We've hit systems, and after the last decision, things tighten up a bit for a while, and then we fed a large push over the last few years to really bring things up. Today, bring it Bring it, Making more current on relevant to what's out there. With that, we can then bring on other applications. And I and other tools that would really help us Thio drive the business and different directions >> is the first time your accelerator Yeah, let's talk infrastructure. So it s so paint a picture. What's, uh what's it look like? You know you're here. Obviously you're pure customer, right? So what's the storage infrastructure look like? And >> we've had to guess what you would be a pretty typical infrastructure for many, many years with the two data center model. VM were storage observers and sewn on, then replicated across from a d R perspective to the other data center. They know we've gone through a big decision around. Where do we go with it? Do we take that out to the cloud? Do we keep it on Prem? Do we keep the $2 centers one way? We've ended up deciding this to go with the single Production Data center based in Auckland were we've got some d our capability. They want an office, but then plane to scale up to the cloud. So we've got enough compute to keep us going. The systems that we've got a cz we grow, we'll move. >> So you had to replicated data centers. Essentially. Is that right? You know, expensive. And then you've essentially now got a main data center. You've got some a little bit of lightweight infrastructure for D R purposes. Is that right? Way? >> Previously since he had two of everything. Well, more than two of everything but everything we head of the production, we head of the second read absent a lot of set there a semi idle for quite a lot of time. And as you say, that's quite expensive to have Ah, lot of equipment sitting there not really been used. So moving Maur to single data Seena Mol replicating some of the infrastructure, but not not the full sit. It's moving. >> So the decision to stay on Prem versus Go all in the cloud talk to us about some of the business drivers that led you to say we're going to stay on from and within that what elevated cure storage to the obvious choice >> sure is a little bit if it's old cloud model and I think that's really helped you guess influence were the on prim had we has gone as well, and we'll get that. Get that sick and weird things like the scalability off the simplicity, not having to have very experience experienced stories technicians on and so on. I think back to my days fishing nightie and putting together other brains of storage unit was a multi month process. Certifications after certifications just to be out a plug it together and then configure and coat. The story's all right. You know what the cloud and what we found with pure is. It's just become really simple. Within a couple of hours of the array arriving that was wrecked, it was turned on. It was cut into the pool and presented through TV anyway, so I'm just really, really simple. >> All the bit twiddling of the past really didn't do much for your business, obviously, but then you it shows you chose toe stay on Prem. Many law firms d'oh! Just because of the privacy and confidentiality And yeah, they had some color to that. This is a couple >> of ingles thio. If there's one being performance, wait. I need to make sure that the lawyers get the performance that they need they charging six minute increments like like most. If they can't work, then the building they're not working up providing to the clients and the clients. Also that work done at a at a good speed and returned to them as quickly as possible. And as the world has moved more to that client centric approach, you know, delivering to the client's becomes ultimate impairment to what we do. So performance was definitely key economic self. When we looked at cloud in on a price per gig per month with pure, it worked out very competitive. It wasn't quite there. Toe move into the cloud. New Zealand. We don't have the AWS or is your database data centers based on his own. They're all in Australia, So there's Ah Leighton see aspect of going many thousands of miles across the under the undersea cables to get to that data on payments. Right there, it's fast, is connected waken different, >> so you have essentially replaced your you're spinning disc with flash. Is that correct? >> Yes, that was on the other parts of it. No, you wanted to get something that was definitely modern and set us for the future. For quite a number of years Way didn't look a spinning disc. It'll weigh. Just win. Looked at what flesh rays were available. Way have head spinning this, but I definitely wanted to get your flesh. >> How >> important was the Evergreen model to you? Is it is it how much of it is marketing and how much is it? Is it Is it big business impact for you? >> Quite a few other places of work We've hit that three year or five year support moral challenge where all of a sudden the support can hockey stick up on become really, really expensive to carry on the arrays. So one of the other drivers was from an environmental environmental perspective of if you're gonna throw their equipment out after five years, but it's still working fine. Yeah, that's not really great on the environment. So with the fresh perspective as well as you have a green be able to maintain and keep their equipment running and going for longer than five years without a shop up left on the cost was really, really important. >> Sustainability was important to you guys. So you before we might live, you mentioned that you guys have been pure customers since about December of 2018. So about 10 months or so. So those lawyers that are billing every few minutes I have to get access to data because the clients are demanding kit. What's it been? Their reaction? Thio, the performance that you're delivering to them and a new correlation with revenue that business has made because of the decision to stay on from? >> I'll tell you what the best thing about it is. I don't complain that things are slow anymore, you know? So they say, Nighty, if you're not hearing any issues, that you're doing a good job and I would definitely in that camp The system's running significantly faster than what they were previously on. That was on a five year old array that was reasonable. Let's start as well. So the league Ford has been really recognizable from a performance perspective, so >> you don't get the Atta boy, but you just don't get the grief. >> Yeah, yeah, it's not very often that people come and say that you know, with regulations, and that since a nightie, >> but it sounds like it also simplified your management you described it used to take a long time Thio provisioning array before now it's sort of same day or a part of a portion of what have you done with that additional resource? Did you did your rift people? Did you redeploy them? >> You take the same style of if you do move things to the cloud. You know, with any type of outsourcing model messages freeing up time on the staff have got now work on other things. You know, we're slowly moving up the stack on a valu ed perspective of what we deliver, doubling more into automation integration, digital contract processing, the area that I think we should be working in rather than tweaking the nuts and bolts. Well, that that's where I started. So, yeah, it was good career passing the time >> being able to get to that value at is something that we talked with a lot of customers about that absolutely critical about not spending so much time at managing something. I want to get my job done. So a number of announcements came out today. I'm just curious to get your take on, for example, this kind of customer force that Dave and I were talking about with Charlie Giancarlo their CEO. Just a minute ago about this bridge to hybrid club, you mentioned an acquisition or a merger coming with Denton's. How would something like this hybrid bridge that here announced with AWS How might that be a facilitator of the merger? Or maybe even it's the IittIe foundation that you've established with Pierre. That's going to be a great facilitator of that pending merger. >> I think one of the slides and the Maquis know this morning talked about the on Priam in the cloud world being quite separate and we found that it is We've we've looked Whenever we go out to market, we'll look at both options and take your best of breed approach. Thio what, within a cure or subscribed way got into some cloud solutions. I'm not sure if Aladdin mention brains at all, but s so we have got cloudy >> from our standpoint, but your corporate standpoint, >> So we've got a bit of both, but it has been a bit hard to bridge the two, even even from a backup d R perspective on then also from scaling the the on cream applications into the cloud. Some some things just work better in the cloud or a better architect in the clouds. Fishy, some remote excess solutions were. If we've got issues, we want that separate, Will they dear? Yet between what else? Systems and the excess for staff on this kind of space that we've we've built in two for that be Never join those worlds a lot more seamlessly and through the same management consoles and just gonna make life a lot easier will be out of scale back and forward so we can move the data. I remember years and years ago talking to storage vendors and saying, Well, where can we can't replicate? No, Dad are up to a different brand or a different service In this case with the adoption or on sort of cloud, that's still very prevalent. >> Yes, So I mean, I deal. You'd like a common management framework control playing data plane, Back up framework. Is that right? Is that an objective between cloud and on Prem? I mean, it definitely helps, >> but the other things was mentioned in the keynote is around the availability of skilled people you think with my generation and I started often stopped supporting, then work my way through infrastructure and project management, team management and son. The people coming out of university now don't really have that same career path there from a slot in somewhere up the scared, the stick on >> very started python. And we're working on >> them or in the development of spice rather than the infrastructure space. The ability to find staff that have the knowledge off the system is getting hotter and hotter. Eso so the cloud moral, the almost storage is a service on the on prime since you cut through that and it means that you don't need those staff with the commonality of the tools that also helps us. Well, you don't have to serve someone who's years and years training and a new solution to be out of them have the confidence to move into it. >> What do >> you actually installing from frump? Yours? It is a vile storage block storage combination. We've got the X series of race. Okay, they're going for performance, obviously. And, um, because I was thinking in the cloud, you might you might be more interested in object store because of, you know, your document heaviness. But it depends on the merger, I guess. Where you guys go? >> Yeah, the you mentioned before on this some data sovereignty concerns around. We're that Donald stays. And that's why I think a lot of the law firms it probably are keeping some of their infrastructure on from so for sovereignty, we expect in performance. If it is the air, it's it is performing. The cloud can form in different ways, but having a bit of both gives you really good choice, that best of breed model >> with pure storage. You got the foundation as this acquisition, and this merger comes forward that everything's in place. Feel pretty confident about that. Yeah, we've >> got a lot of work to dio over the next few months while we adjust. What? We've got a software perspective to align with the intense global software suite. But I'm pretty confident that it can be delivered really well. >> So what's in the C I ose mind these days? You know, security cloud hybrid strategies, alignment with the business. What do your top three? >> I think like a mission before I'm really trying to kind of lift what we do to deliver value to the business. It's been John what type of business it is, but it can be seen as a cost center way. Really want to be out? Be more involved in in what, in our case, the lawyers are doing. The main project that we've got on the moment is automating legal processes not to replace any people but to augment what they do on to provide them better tools, more efficient tools. Talks that the younger lawyers, when they come in, can follow their way through and learn what their process is. Also overlaying the legal aspects around there as well. So it's not just online form. It's a it's a training guide. It's It's everything for each of those processes that >> you're deploying any machine learning, artificial intelligence, machine intelligence and in that regard yet is that we haven't quite got >> there. It's definitely on the list. Some of the things that would liketo look at those things, like machine readable software to go through documents, pullout snippets. A lot of time lawyers will spend have to read through a lot of material fine key bits of information and extract that to the news within the documents that we produce, even in simple process, is still doing that they loaned from the rial complex 56 page construction contracts. There's a There's a lot that we could potentially help to find that information for them when it comes into things like he discovery for litigation in the old days. Know that wheel in a truckload of >> paper file boxes? Guys must have loved that building at six minute increments >> way. Get your hard drive with terabytes of data. It gonna troll through all of that and that there's some real space that good I toes can help cut through that significantly faster than your standard kind of funnel based such fools. If >> you think you think software robots have a place like robotic process automation are, I think >> way we're going with it is Thea Pair. You can fit in between the human process. We're mapping out more from a business process. Perspective were there's gonna be some educational steps some human steps mopey a steps on eventually get through an outcome of delivering what the lawyers need for the clients. >> So last question is that I have is, you know, what way do all these shows we do like 100 events a year, everybody you know, the vendors tell you how great they are and what we always like to ask the practitioners your experience with pure relative toe other, you know, stories. And you know, the name names. But just is it substantively different? How much? I guess I ask you again. How much is marketing versus substantive business value for you as a practitioner? >> Yeah. So we've only had the array since December. One of things. I did a case study for Pure just recently in one of things that highlighted and there was the support. When you go on to a new vendor or choose any any different path, you're taking that kind of risk in the step into the unknown way did have an issue a few weeks after we put the first Korean on they came in during Christmas break were we were all off in our case at the beach, which is bit different in the Southern Hemisphere. But they came in flawlessly sort of the issue out gotta back working. Yeah, without necessarily having to do anything apart from let them in the building on, and that really gives the confidence and what they do, how they can deliver going forward. >> I think there's a lot of value and sharing that these things don't always go very smoothly. But you need to have established that relationship with that partner that can be rapidly deployed to help. Ultimately, I'm sure those lawyers either want to start building every three minutes. They want to be able to build more every six minutes. So never a dull moment, Nigel. In your world. But we thank you so much for joining David me on the Cuban. Maybe next year we'll be talking about how a I is helping. Hopefully clients achieve better results. Thank you so much for your time. Thank you, per day. Volante. I'm Lisa Martin. You're watching the Cube?