>> live from San Francisco celebrating 10 years of high tech coverage. It's the Cube covering Veum World 2019 brought to you by IBM Wear and its ecosystem partners. >> Welcome back to San Francisco. We continue our coverage here. Live on the Cube. 10th year John of covering Veum World This is 29 teens version John for John Wall's Got to have inside the Moscone Center. We're joined now by Varun Chabrol It was the vice president of marketing at Delhi M. C. Good to see you today. >> Thanks for having me. >> How's your week been? So far? >> It's been amazing. How can you don't get excited? All the innovation we're seeing this week >> we'll hear about some big announcements. Do you guys have made? And Moon Young Man Azzedine, who is the vice president of product marketing that for cloud security and works based solutions at Veum wear when you're good to see you. >> Good to see you again. You, By >> the way, you might be the busiest guy here. Yesterday, when you came into the set, you were coming in. Just spoken to 1300 people in a standing room only session You coming out? 500 folks, How many sessions have you done? The seven. So >> you don't count the the one on one with the analyst. And, uh, you know, the customers and partners and press. And tomorrow actually host ah 140 press media analyst on campus in Palo Alto from Asia Pacific because they float all the way from Asia >> plus 140. Yeah, it's a piece of cake. >> Yeah, hose them from 10 to 4. So, I mean, >> you're always smiling >> knowing that this is a pretty wide audience to whom you've been speaking. But just generally, what are you if there's a common thread at all about the kinds of questions that people are coming to you with, or or the concerns or maybe just the things they want to talk about being inspired. But what they're hearing here at the show, >> Okay. Now, according to two aspects of it, one obviously from analysts themselves, you know, they are actually have been very complimentary about the way we've taken our approach. I'm not sure if you could have paid attention. In the last couple of years, we've been talking especially the cloud side, the narrative, to be very much about use cases, solving problems. You know the key? No, we talked about hate my grade modernize. It wasn't about Hey, I've got the next big product here with all these features and capabilities. You do this and that. So we're gonna shifted out narrative. And it was very, you know, the the analyst across the boat. You know, we've been seeing an appreciative of the fact that you actually changing a narrative to be re compelling and we're gonna reflected. And we have some things here like Cloud City, where it's not a standard demo boot. It's a it's ah, Customers walk in and they touch and feel and see which we did it, Adele technology will, too. It's like, What's your business? Probably going through these applications. I'm sitting. I don't know if I should be modernizing them or should be migrating into Amazon. A ridge or so. So you know that narrative the analysts are appreciative off, and that reflects into the customer conversations I've been having in the briefings, like one on one with customers. They're really kind of lost us. D'oh! Hey, I've I'm working in this environment. There's a lot of pressure for me. Thio modernize my applications or go adopt my cloud. First strategy is where do I start? Where do I go? It's like, you know, there's a big pressure, so they just want clarity. I think in the end, everything we're gonna we're doing in our study that comes out obviously the buzzword for this weird world. It stanza, right? And, you know, >> we've won the product announcements was >> actually Brandon can Oh, yeah. Branding announcement, to be honest is yeah, because we're trying to bring together, as you know, in Tansy has landed in Bill Run Manage billed as in you know how our intent to acquire Pivotal Already acquired Big Tommy. How all our different acquisitions with different brand names are coming together to establish our bills portfolio again. The sphere. Everybody knows the sphere Project Pacific P ks. All of those create a good run time, environment and manageability like Adi manage with assets from ve Franta gain morbid Nami and you know it. So this multiple brands that are coming into this package off Iran. So we had a creative tan Xue too, you know, put forward statement together that yes is going to be 78 different brands coming into this, but going forward to stand. >> So so that's a great strategy on De Liam Seaside on Del Technology. Michael Dell was in here and I asked him. I said he could have been number one in everything you could. Let's talk about I'm number one in servers again. You kind of get on HP, little baby. But those air peace parts now. So we've got the cloud game. It's bringing despair it at parts together kind and making it coherent from a positioning standpoint and understandable and deployable. So you guys are going down there. That's your cloud strategy. Take a minute to explain that. >> Yeah, absolutely, John. So So what? What we've been doing. We announced this at Del Technologies will this year. But, you know, in the cloud infrastructure space, we're working very closely with the anywhere too tightly integrate our hardware solutions with their their cloud software. And we think that by combining these two in a tightly integrated joined engineer, jointly engineered solutions coupled with the service, is that you know, both of'em were and l e m c bring the customers we think we have. We're giving customers are very consistent experience both with their own premises, infrastructure with public cloud as well as with the edge cloud. And that's really what we're trying to do. That's what we've been building upon and uniting the announcements this week. You know, just just hopefully show customers that the sky's the limit, whether it's not just your infrastructure management. Also app development. Managing your APS both traditional and and cloud native. It's all here for And >> what's the big takeaway free from your standpoint that you'd like people to know about what's going on? Adele the emcee for the VM. Where relation. What's the big top item? >> Yeah, there's there's there's just so much good Doctor Wait forever drank the town about. If someone rises >> way, only have two hours >> time work. The most important thing that people should should know about it, >> you know, both deli M. C and V. M. R. I think, are very, very customer driven companies that we respond to customer feedback and we try to respond to them very fast. That's been true to our respective lifetimes and what we've done in the so that I think there's two broad areas of collaboration. One is in the cloud space, which is all about, you know, making sure that the the innovation that GM is bringing the market, we're providing that in a toy tightly integrated infrastructure solution. Right. So we announced from a deli in seaside support for Vienna, where p ks being deployed automatically on Vieques trail using VCF return. Our customers can you know, a lot of teams were telling us we have our developers and turning developers banging slash knocking on the door, saying we need to build a cloud. Native applications. You need to give us an environment that we can use. And you know, if if all righty, if these IittIe teams don't turn around and give them something relatively quickly Well, guess what? The developers will go somewhere else, right? Yeah, exactly. So And if you look at the kubernetes environment today, if you really look look at what the work that's required to set up kubernetes and ready infrastructure. So a lot of scripting a lot of manual, you know, work command line interface is testing stuff. And what what? V m r p k s does. And you know what times you will do as well is really makes it easy when we've taken that with the magic of the American Foundation sitting on top of the exhale to make it super easy for our customers to be able to deploy kubernetes ready infrastructure and then have it be ready for scale, right? And then the important thing here also is this is the same infrastructure of the expelling bcf that our customers are using for traditional applications as well, right? Trying to reduce that complexity. Give them the one platform. So this cloud, you know, we had we were doing the same integration on just with R A C I platform, but also with our best to breach storage or we're not working with the C f. And then we're also making investments on data protection like it's so important to be able to manage your data in this multi cloud world. We have applications sitting everywhere, data. We all know that it is a crown jewel. So >> it's really a king validating from the Vienna a point of view. How that works right is is about applications is about the infrastructure, and it's about the operation and it really kind of together as we talk about Han Xue p. K s is giving our customers that Chuy's off. You pick Cuban eighties, you know, environments, application choice. >> Um, >> it took us. Actually, we didn't We didn't arrive it in that order. Wait. Did it. In the outer off Infrastructure Plot Foundation is a critical piece of the joint engineering. But being aware and the Della Bella Technologies is really from aviary perspective. It took Locke Foundation, and that's the stack that runs in every public cloud. So, you know AWS as your G C P 4000 plus, you know, cloud provider partners. But Flat Foundation is a platform that was validated on. They'll take hardware and you know, that's the package. But now, as you see, we're lighting that it's same infrastructure up for traditional and culminated applications. >> I think the app sides important to point out, because if you could ve m wears heritage, you look at Dale's heritage. You had abs that ran on PCs absent, ran on servers, client server. And if you look at the fertilization that wasn't under the covers, apt an innovation that didn't require code changes. So that's the DNA that you guys have. Now, when you think about like cloud to point out which we've been riffing on that concept that's basically enterprise cloud mean donut. Hybrid cloud applications are gonna drive. The value on our premises is that they're going to be customer requirements that traditionally wouldn't have fit in the product. Marketing, management, featureless customs. Gonna define what they want. They'll build it, and then they'll dictate to the infrastructure to make it run. What? We can't do that yet. It'll be, Yes, we cannot be enabled to be dynamics. This is a a new cloud. 2.0, feature. This changes the complete game on suppliers >> completely agree. You know to your point, because, you know, you bring it thio back toward civilization. We've been going higher up the stack on So Day zero virtualization infrastructure will virtual eyes. So the line off abstraction has just been climbing from hardware retort realization next to like, you know, Pat platform of the service, and you kind of were working up our way down infrastructure. Now that base infrastructure platform looks like plants. Right? >> And there were times out a little bit over here. On the upside, you meet in the middle of >> it in the middle >> that is Hello, >> absolutely so ap and at middle wears shrinking down this way. Infrastructures. You know that the cloud incriminating stride in the middle to say, Well, that's a bit of, you know, infrastructure is a Kodak and pull. He's a bit of a AP AP eyes I can can I draw from And that's kind of nice future middleware. But our dad, I >> mean, I think applications air in charge, right? I mean, that's not sure That's the dynamic. That's the way it should be. But it never was that way before is basically the infrastructure was your gating factor. The network exact cloud two points Network security data. Yes, Dev Ops. A true Dev Ops Devane, Ops, Infrastructures Code. >> The only point I wanted to add is the reason the emphasis on abscess change acts in the past. Used to be a business support system after today is business. >> Yeah, I mean, it's >> really or you're you're gonna live or die based on the digital services you provide your customers. The other thing I was going to say about cloud 2.0, is that it's also becoming increasingly clear when we Dr customers that, um, customers are realizing Cloud is not a place right. There was this kind of cloud. One point it was okay. Big honking data centers, hyper skaters will be found now is that customers have gone through that process of and there's a lot more maturity in terms of understanding. What is good, better running on premises. What is what's better running in public Cloud? There's a place for both of them and that, um, and the cloud is actually the automation, the service delivery. It's Maurin operation and a way of being almost than a place. >> And what is it? Well, what does it do for you all? Then, in terms of challenge, especially at your teams, because you talk about all this customization, you're allowing the application to almost drive. You know, you're changing places in terms of who's the power of the relationship? Yes. Oh, me, yeah, How what? What does that do for you? Oh, in terms of how you approach that, how you change of mindset and how you change what you deliver? >> I think John, it's the way I think about it is that both daily emcee in Vienna, or any technology provider that's worth their salt is in the business of building platforms. Right? And platforms are essentially extensible. They're really they really provide a foundation that other people can innovate on top of it. And that's how I think you handled the customers issue. If one thing I think we can all agree on is that I t has always taught us there's no one size fits. All right? Right. So I think providing choice along every single dimension is super important for our >> customers. Yeah, I think that platform thing is a huge point. And I was gonna ask that question before John got jumped in because one of the things that you just brought up was platform is you guys have to build an enabling platform. One as suppliers. Okay, The successful cloud to point out cos are ones that are innovating in weird areas. Monitoring, for instance, they who will have thought that monitoring now observe ability would be such a massive, lucrative sector four. I pose M and A Why? Because it's data. It's instrumentation. This is operating system kind of thinking here is like network. So thinking like a platform on the supplier size one, the customers got to start thinking like a platform because their stakeholders air their internal developers or a P I shipping to suppliers. This is new for enterprises. This is news requires full hybrid capability. This requires date at the center of the value proposition. >> That's again the biggest value is business and I tr coming together on the area of applications and data. Yeah, that's starting up giving because the successful businesses are the ones who leveraged. Those guys have failed in the future, or the ones who don't pay attention to how critical applications are to the business logic and how critical data is to be able to mine and get the behavioral analytics to get ahead. And >> now the challenge in all this. But I'm learning and covering some of the public sector activity from the C I. A contract Jedi with Amazon to we had Raytheon Her here earlier is another customer example with another client is that procurement? And how they do business is not just a technical thing. There's like all this old legacy, things like, How do you procure technology, who you hire her and we hire developers? We build our own stack, so there's a lot of things going on. >> Yes, and you know, it's really interesting on the even on the procurement front, how our customers experience with Cloud has changed expectations, right, And that's really what we're doing with the McLaren DMC is what customers told us is, Hey, I love the agility of the cloud portal based access. Easy procurement. I love just being able to click a button and not have to navigate all this complexity. I need that for my own premises infrastructure. Imagine FRA structure. And that's, you know, in an example, while all of these dynamics are really all converging, >> well, if you can create abstraction, layer on a level of complexity and make things easy, simple and affordable, that's good business. Model >> one of our customers without taking the name right. The massive retailer you know they're spinning up, um, the retail outlets like crazy. They measure success in This was one truck roll, so they wanna have the entire infrastructure come into stand up one of the retail outlets in one truck roll. When everything comes in one button push that everything gets in a provision and up together. >> So that means I gotta have full software instrumentation automation Got intelligence. This is kind of where cloud 2.0, will lead us all >> likely. And that's expectation now that they go so fast and deploying this one Truck roll Hardware's there. Switch it on from the cloud it stood up and they're in operation 24 hours. >> Well, guys, we're going to get you on our power panels in our Palace of studio on this topic cloudy. But it's gonna be very aggressive and controversial topic because it's going to challenge the status quo. And that's really what this we're talking about >> that's in our DNA. >> And the good news is that that's more time with John. >> So as we before, we say so long, we've talked about clients. We talked about the folks you bet here. We talked about the presentation on this thing and what they're all getting out of it. What are you getting out of this? I mean, what are your takeaways? As you had back to your respective work orders, you get first. Okay? >> I think for me the biggest takeaway is just how incredibly vibrant via more user communities. I mean, it is unlike anything else I've seen before and now with the things like Project Pacific. I just feel like it's It's an opportunity for this community to be able to take the skills they have right now and actually go into this brave new world of containers with so much help forces having to do this all by yourself. Which means it's gonna be, you know, if you think about how largest community is, think about how much innovation this will spore in the container space and because of that in the application space and then because of that in business is I mean, this is a It just feels like a tipping point for me >> to me. Sure, I got high fives from every tech geek, you know, when we came out, you know, I also on our technical advisory boats for the company that these are the hot core geeks who were followed and you know us to the, you know, these were the fans and they were like, you know, they always kind of like if you walk out of them and you talk to them and they, uh how did it work? Because they my bar, you have a very high bar. They cut through all your marketing messaging. They go right to the hay. Is there meet in this And the high fives? I got the hajj. I got out. This is like, guys, you're nailing it. That's enough to tell me that a This is, like, 10 years ago. Yeah, that body. It's like you're so busy. I'm still smiling because the energy is I >> can't give you a hug. Give me a high five. Right. Good work, gentlemen. Thanks for the time. Always, he's still smiling to >> get you to a step. >> Good deal. Thanks for being with us. Thank you. Live on the Cube. You're watching our coverage in world 2019. Where? San Francisco. Back with more. Right after this.

live from the mandalay bay convention center in las vegas it's the cues covering vmworld 2016 rock you buy vmware and its ecosystem sponsors welcome back everyone we're live here in las vegas for vmworld 2016 where the mandalay bay convention center in the hang space winding down day three of three days of wall-to-wall coverage been a great vmworld i got to say it's been one of the best ever i've been to in the past seven years with the cube and a lot of great announcements i'm john ford's costume in this week and the two sets coming to an end our next guest final guest is a GF it tells the senior vice president of product development for vmware cloud services business unit welcome to the q great to see you thanks here great to be here I'm glad you spent the time to come on board here and talk to us so they had a lot of things going on it's been a cloudy picture these days and VMware certainly with the cloud strategy but also clearly in pat's keynote on Monday opening day and certainly Smoove announcements answer from Sanjay putin and others you see that coalescing around what the cloud strategy is for VMware it's not to have their own public cloud but to really be that cross cloud connector correct architectural II like Lego blocks are all snapping together nsx viste and all this that's working together so take a minute to just talk about which products that you guys have other in this new cloud business unit so first of all thank you for the opportunity i run a business unit we form last year called cloud providers software business unit the only reason for my existence now is to make software for service providers VMware last year made the shift from being our cloud service for let ourselves we cloud air to being enabling other cloud providers to build VMware base clouds and the result of the world the great work will be doing is vmware called foundation vmware car foundation is that packaging of compute network storage virtualized to build any cloud and IBM is an example of a week other network partner who is building out a vmware base cloud using the american foundation so think about the cloud and network as our distribution channel for standing up and delivering VMware IP for building clouds through their cloud services the two things the roots of VMware software-based absolutely and partnering absolutely you gotta say hey you know what do we go all in on cloud get distracted or do we go back to our roots data center right and let the cloud game play out that you have some time for a lot of your customers aren't fully going to public loud and they are in different forms absolutely absolutely a cloud needed startup life so I'll give an example right I have 4,200 service providers in might be caught our network 119 countries 99.5 percent temp covered with partners who have their capital deployed using VMware technology with their unique managed services show me one other cloud that's built on any other technology that has a scale this reach these kinds of services that's really what we call it a network is all about it's a big chest move I want you to just I'm going to ask it again so we can get it on camera here describe what the vCloud air network is yes so vCloud air network is 4,200 service providers in 119 countries delivering VMware compatible cloud the epitome of that is someone who's delivering a complete cloud built on vmware cloud foundation but many of my partners have vSphere base clouds vSphere plus NSX and when they take all the components of software-defined data center integrate them that's we can wear my cloud foundation and IBM is an example who said we're all in we're going to give you a full data center in minutes using VMware cloud foundation early in October announced a similar partnership with OVH Oviatt can stand up a STD see on demand in 60 minutes think about it your data center in 60 minutes on a public cloud fully compatible watch what you're running on from this is huge so AJ I'm wondering if you can for audience kind of give us a little compared and contrasted Oh VMware's really dominant in the enterprise data center you're talking about a you know a nice software stack that goes in the service providers would be it with the azure stack that Microsoft's talking about bringing out next year you know there's some similarities absolutely competitive yeah but the beauty for me 15 million Williams about fifteen percent of them are going to move to the cloud what's the simplest way for a customer take a VMware we em and move it to a public cloud our customers want to get other data center business they don't want to get out of vmware they want a private cloud experience in a public cloud setting and get it on demand VMware offers that with the stack we offered with vmware cloud foundation great well you know one of the you know interesting dynamics to watch in this vmware ecosystem is kind of the changing role in the channel now the channel has been critically important to you know really the beginning days of vmware um you know service providers is who you're working at you talk about kind of that dynamic there's some part of the channel that really understands cloud some are turning in service writers some work with service providers what do you see happening what's happening inside out so you know the marketplace of solution providers of ours we used to sell software and set it up and on Prem a service provider with a cloud holster and I called sis Oh who's trying to provide consulting or managed services on third-party cloud that's all blurring right my focus at the bu is on those guys building clouds but also reselling third-party services so the market is moving between build a cloud high-margin tap into third-party cloud services and deliver a complete cloud experience to our customers CPS be you might be you is really focused on those 4,200 service providers delivering that on the go-to-market side were shifting the company from a perpetual company to a subscription sales company so everything I do is subscription-based what we haven't told the market is weak area network is a couple hundred million dollar subscription business for us we grew twenty five percent year-on-year ten percent quarter-on-quarter this is huge you know there's a mid-year that everything is going to public cloud the reality is everything is going to a VMware managed cloud delivered through a week later Network well if those service providers can attract the onboarding of new customers absolutely the question we just thought with module earlier is that you know I look at like the iPhone the iPhone came out a whole new generation of that came on the iphone that was a growth spurt so if you look at all net new companies going starting right they'll probably start native on the cloud correct will they have a role for VMware absolutely as they're going to probably want to interface via their cloud all right so let's take your typical enterprise how much percentage of the development is net new development how much percent of the budget goes to net new app development don't know less than ten percent in a typical organization unless your netflix or uber and that is your business that is your budget so anywhere from five to fifty traditional enterprise about ten traditional enterprise correct right so ninety percent of the workload what customers saying is I want to be out of the data center business I want to free up that cost so i can put more money for net new development when they do that they first want to move to a public cloud hopefully a vmware managed service private cloud and then they're saying let me add new application with containers cloud service etc so i don't think it's VMware losses and the public clouds win it's an extension this is why we introduced cross cloud services yeah we're expecting customers to use public mega clouds and these VMware clouds in a mix-and-match manner tell me an example so let's just say that Amazon doesn't want to play ball with you guys or Azure and they kind of get let me stay tuned on that one by the way I know that so Pat Pat's answer was we just you know sling api's around we'll do it that way so you could have a lightweight in to interface with API like get that so if they kind of don't play ball if they do hope you sneering that they might that's going to be important to have that use my view is the cloud is a new hardware we will make our software available on as many clouds as we make possible and where we don't our valuable move beyond compute to add value in the air security management right governance visibility we don't need them to open up the api's you already have api's that's the design center we need to add value on top VMware always has been a management company a delivery company for optimizing workloads the new hardware is a cloud vm will continue i'd value on top so aj one of the concerns i'd heard from the really the vmware partners on vCloud air was how do they differentiate how do they make money so did tell us with vCloud air network and cloud foundation you know what is the answer so what we're doing is we're leveling the playing field of VMware IP that we had in vCloud air and our on prem and making available to everyone every partner differentiates itself in a different way so when i go to a soft layer they're differentiating on their bare metal service their compliance their GTS service when you go to OVH they're providing a soft service developer cloud as well as they were to go after the mid-market very cost-effectively when you go to a skyworks they're doing on security and compliance every one of them has their unique IP and their managed services there is no one-size-fits-all they are differentiating and they're all growing all growing north of thirty percent which is a great you know the market is really evolving and people are finding that niche as they go after this business what I love about vmworld this year is the competitive strategy 3d chess game going on with the VMware exec it is plus the clarity absolutely other the back to the roots back to the roots of the roots on software back to the data center and looking at that future but in the cloud I think you got some time my opinion you have time to catch up to what how that hardware game plays out as you say but the question on the software you mentioned your job is to is to do software right the role of the developers will be the canary in the coal mine yes how do you guys look at the developer community because if they all flock dude as Pat calls amazon the developer cloud right how are you guys going to engage the developer community has that fit of your plans oh uh Greg I just got my IBM friend sent me their forest a report for IBM was rated as the number one developer car for enterprise here's an example of bluemix cognitive services all being pulled in running on a vmware cloud our strength is they're taking the best of breed ecosystem making sure that the workload then lands on a vmware cloud I don't think what a developer company amex Oracle I know what it takes to build a java community and we're not going to get there on our own and working with Cabernet DS for the container imposter manager that's the strategy we support those working with Cloud Foundry I'm the treasurer of our foundry it's about enabling the ecosystem we hide Dirk as an open source leader it's about embracing the open source community bringing the communities to VMware was just trying to create our own so that's hardcore for you the national strategy absolutely the case of central of our strategy we've been Switzerland we won the game we continue wanted to be Switzerland and attract the marketplace that's awesome and one final question your big takeaway as you leave vm world this year all the conversations you talk to customers here's a very customer centric very impressed with the customers doing a lot of talking here and seeing like people going to relieve they can see the clarity and the strategy and kind of how the products are fitting together and certainly the integration I was very strong this year what's your takeaway for for you to go back to the ranch and talk to your your team and your colleagues I think the excitement is really the customer momentum we have the number of conversations were having with customers their plans to start adopting it I had an IBM rep called me and saying who's the VMware rep I can call because all the stuff i saw i want to bring vmware into my accounts so a channel is pulling for us yeah we're in a great position I'm really excited for the name it brings back to either VMware that was that independent absolutely no software work with everyone the hardware vendors brought us even in the weekend were optimizing their the infrastructure we believe the similarly the service providers the system integrators they need an a VMware landing pad and when Herod had a great line on the cube yesterday when I asked you know what is take on vmware is and we were riffing he was thinking out loud and he said something pretty profound he said vmware is always in their DNA has always been to solve complex problems make them simplify and create an abstraction layer this audience of this cloud networks interesting you're creating a cloud abstraction layer in the power of numbers I love numbers and that is a competitive move against the the Amazon Web Services and Azure tell me 119 countries who has data centers there I do all right without a single penny out of my pocket okay cloud is the new hardware according to AJ AJ thank you for spending time wrapping up vmworld for us this year thank you thanks for being here again and we'll talk more about cloud foundry as we'd love cloud foundry so that's the cube I'm John Force too many men wrapping up vmworld day three thanks for watching all the videos are up on youtube.com slash SiliconANGLE of course code SiliconANGLE com so going on TV and Wikibon calm for all the best research thanks for watching our coverage of vmworld 2016