>>Hey, welcome to this continuing coverage of the H P E Aruba. Pensando announcement. I'm lisa martin. Hopefully you've seen by now the announcement from john and Antonio, we're going to get into some technical details. Now I've got two guests joining me. Please welcome Krishna Otopeni, the VP of engineering at Pensando and frank Reich stein, senior Director platform engineering from HP Aruba guys welcome to the program. >>Hi lisa. >>Hi lisa. Thanks for having us. >>Sure. So we're going to, we're going to dig in here. You guys are tasked with bringing these two worlds together, christian. Let's go ahead and start with you talk to me about the announcement why this is so significant and then we'll dig into the technical details. >>Yeah. So as you know, right, Pensando has been in the market for a couple of years right now. Um, and we heard a lot of success with the cloud providers and we're also working with be a million project Montreat. Um, so what we learned in the last couple of years, we're trying to take all the lessons and I was a little bit going to what, what we learned with the crop, your providers. So we took a dsC card, which is a B C, a form factor, the customer takes dsC card inserts into the, into server with various forces and hypervisors. So it's really exciting that the BSE is in production with some of the providers already and some of them were taking to production in this calendar quarter and we also have in connection with that first generation BSC cards a couple of years and some of the biggest banks and storage platform providers. So, so this is kind of a big deal for us because we are starting with what we call a D P U. Uh that Pensando is bailing which is the latest generation of it is called code named Alba which delivers the software in silicon program ability while matching the performance of hardware. So internally the DPU has the tight integration between special purpose processors that consent of what we call mps and a general purpose processor like arm course where we do the management and control software and with tied together with offload engines like encryption and compression. The key takeaway from this platform. Their consent of belt. It's it's programmable at all layers Either by Pensando or our customers whether it's in data plane using P four or control and management plane. All right. So what we learned while developing this platform and taking this production with the public cloud providers, we realize that the platform and architecture is not only very highly scalable with very high performance with respect to, you know, packets per second or stable connections per second or NBA me I ops but it's also adaptable like a very rapid paced. And another key lesson that we learn from our cloud partners is that the new devoPS model operations is as important as functionality. For example, the importance of creating the DPU pipeline the subsequent guarantees or providing Hatch uh first fateful connections so that in some cases the component fails, there is hardware or software customer doesn't have any disruption in his network or storage operations. So we took all the ski lessons that we learned over the last few years. And then we are building a new platform partnering with Aruba team which is very high scale with very high performance at the same time, tied with very good operations um that you know it comes the best of both both platforms from the pew side and from the Aruba side frank they want to add on the Aruba platform side. >>Sure, yeah. So the Aruba networking team has been building network switches for the past 25 years and we've been following all of the trends and evolutions over that time frame. And as we've gone through a few years ago we decided to make an evolution of our operating system to scale it up for the modern needs of the modern world. And this included doing things like designing with a micro services oriented architecture to provide for a high degree of resiliency throughout the product line. And then being able to extend that single network operating system from the core to the edge of the network. As we've been partnering with Pensando, it came very clear that the evolution of the network the next step was this form of a deep, you integrated into that top of rack switch to provide a deeper and richer feature set and what has traditionally been available in your top of rack switch. And so this partnership has enabled us to leapfrog but has been traditional top of rack functionality and add to it. Things that previously were not attainable in that layer of the network >>frank. Continuing on with you. Talk to me about some of the technology requirements and challenges of designing and engineering and delivering the industry's first distributed service switch. What were some of those? >>Sure, sure. So a lot of the challenges around integrating this type of solution come down to how to ensure that you have the highest performance possible and maintaining high speed of performance when you're now introducing an additional pay hop within the network topology inside of the switch, a lot of that came down to integrating the background and skill setting capabilities that come along with osc x that were made it quick for us to enable a new piece of functionality within the architecture and then a lot of credit has to go to the Pensando team for the richness of the feature setting capability set that they have within that DPU product as it stands >>christian, let's go ahead and dig through some of those core features and capabilities that are really going to be benefiting customers. >>Yeah, so basically right, uh taking a little bit of step back, we started with the dsc market from Pensando perspective where we wanted to put gPU in every survey and we obviously have success in enterprise customers and cloud customers that we discussed earlier. But we also learned a few lessons while deploying DSC and enterprise markets in the sense that enterprise markets do not need the performance of every DSC at 200 G full duplex network services for every survey. And also you know what makes historic key is that you know, there are a lot of brownfield service in current enterprise data centers where customers do not want to open up a server to put the DSC in. So we wanted to give a product with the form factor that frank is talking about and technology that's very familiar to every IT department given the Aruba Lois uh in a deployment in data centers. And also as I said earlier, what we lessons that we learned, we came up with this taking this production very deep you software and hardware which is deployed in public clouds. And combined with those features that that have been rapidly evolving uh through multiple Aruba releases into enterprise data centers in a switch form factors. So what we think is by doing this taking the best of both worlds. We're creating a new product category that is not that is for the features and capabilities are not available in the market from any vendor specifically providing state full services at every tour without the complexity of the service redirection because today's data centers if you want to install services. It's a it's a lot of effort operator to bring in those services. This obviously also has a great operational model, great TCO and the functionality that customers that you never see in tar before. For example, in the first release we are providing state full firewall with the visibility at every floor level that goes through the tower which never existed in the market before. >>New product category. That's a big deal christian. Talk to me a little bit about how long you guys have been at this, you were in stealth mode crack that open for us. >>I mean it has been a less than a year but of development that both teams have been doing and we work very closely together and we meet I mean for sure at least more than a week uh you know, more than once the once a week between uh frank's team and you know, and send it to them and there's a coordination between the sales team and the marketing team and the go to market team and then how we sell it and the manufacturing team, there's a lot goes on in building this product. I mean we believe this is the fastest uh tard new generational product that we built because because we could do that because the experience of both the teams trying they want anything more to this one. >>Yeah, I think that that really goes to the point here. The capabilities and maturity of the deep you solution that Pensando was bringing into the solution really allowed for a very fast and seamless integration on top of that Aruba, OsC X and the platform that we built there with automated Api generation and integration with our Aruba fabric composer orchestration layer really created the capability to make things go as fast as possible for this development effort And so to really take a new product and define a new product space within a 12 month time frame has been a really exciting and impressive feat by both teams. >>Very impressive considering the challenges and the dynamics in the market and the global market that we've had frank. How big of a lead do you think you have on incumbents here? >>I think we have a substantial lead on the incumbents here. I think what we're doing is a fundamentally different take on how you do a top of rack switch and the capabilities that we're bringing to bear at the top of rack are fundamentally new and differentiated from what the competition has been thinking about. So I believe we have a substantial lead on the competition. >>Excellent chris to talk to me about what's next? What's the future? I have some secret sources that tell me that john and Antonio are meeting regularly pushing you guys, what does the future hold. >>Yeah. So I mean obviously this is the start of an exciting journey. There's a first platform you're bringing to the market jointly and obviously we like a bunch of form factors without upcoming road map. So additionally I mean the software in silicon performance that with all the services that we deliver a software means that scope and scale of the state will services that we can deliver and evolve over time whether you talk about security or encryption or state flat or load balancing or d does all of the services and then you know hybrid connectivity. So obviously you know there's a lot that we can do with this platform that will be driven by with the partnership with our customers. We also see that you know the market of all where you know all the customers we'll have some customers will have deep us in the service and some customers will use the new platform that we're bringing together. So we won't have all the management start to make sure all of them can be managed uniformly and any time you know you this is a major step for a new category of platform and architecture we're developing jointly with the rubber and I believe this will be a huge opportunity for both the companies and our customers and this is exciting times ahead for us >>and talk to me both of your opinions here where can customers go to find more information, how can they get started frank will go ahead and start with you. >>Yeah you can jump straight to Aruba networks dot com and dig into the feature sets and packages that we have available with the Aruba 10-K product line direct from there. >>Fantastic christian anything to add >>that is correct actually. So we are treating it as one product coming from both the companies. All the documentation is where you know, frank pointed out in Aruba website, we put all the documentation at the same place and we're supporting it as one unified product from both the companies. >>Are you seeing any? We've seen so much change in the last year and a half. Last question. I'm just wondering if if either of the HPV riverside or the pence underside is seeing any industries that might be really prime to take advantage of knowing how many industries all have been affected by the events of the last year and a half christian any thoughts there? >>Yeah, I mean if you look at it right and obviously all of us are working from home and now everything happens, you know, mostly at the edge, right? You know, and we are in that this platform will help us get there where we get security to the edge and we get more visibility and more services to the edge. Right? So I mean that's what you know Pensando is all about and hoping that you know, this is uh this journey that we started with the D. P us, we go with this platform and it will ever all and it will help customers, our customers and our partners leverage all the functionality that, you know, Pensando and the rubber can bring together. >>Well guys, congratulations on an enormous feat accomplished in not just a 12 month time period, but a very challenging 12 month time period. We appreciate you guys breaking down the HP Aruba Pensando announcement and more technical detail. Those can go to learn more information and again, congratulations. >>Thank you. >>Thank you very much lisa >>for my guests. I'm lisa martin. You're watching this HP Aruba Pensando announcement. Thanks for watching. >>Mhm >>mm.

>>mm we are back and with us now is Alan welcome from the 65 oh Group 650 is a market research company and their specialty focus areas are cloud and IOT. They look at growth markets, They also look at the broader communications and information technology industries. Alan has been a leading data center researcher for over a decade and an enterprise class switch designer. So he's got the chops in that in that sense. Alan, welcome to the cubes. Great to see you. >>Great. No thanks so much for having me looking forward to discussing this with you. >>Okay, so let's get right into it. I mean what is your initial reaction to this announcement? The news? What do we need to know about it? >>I think this is an amazing product. We're heading into a whole new class of product here. Something that can address future designs. So if we look at kind of data center switching in the market, we've been looking at market where we created a new class of category about 15 years ago in data center switching. And we're at a point where we need to start looking forward in the market to address new use cases and sort of customer pain points out there. >>So how should we think about this new category? What's your take on why this is necessary. Why now? >>Well, I think again, if we go back in time, about 15 years ago we created data center switching as a category and the reason for that was we had purpose built products to address a unique use case. When we look at now we have a new use case forming whether it's sort of multi cloud Or how we're deploying applications and security things are different and we need a new class of product in order to address that. And if we look at kind of the opportunity here, we're talking about a market and a class of product that's going to do north of $10 billion dollars in just a couple years. So we have a magnitude and sort of a market category that makes sense to kind of be differentiated and unique from the way we've been looking at the markets in the past. How >>should we think about sort of a follow up on this? If I may, how should we think about, you know, the history of whether it's F P G A or a C X. You're seeing a lot of more program ability built into the system on chip these days. How do you see that trend fitting in and is that an important trend that you would note? >>Yeah, absolutely. So if we look at kind of the way the servers evolved, we have F P G A S a six smart nick now we call them Gpus and it's really been to address these pain points via hardware and software out there and to a certain extent the server has been a little bit ahead with that smart nick and now DPU category and this creates a great opportunity for the network to embrace the same sort of technology and accelerate how we're deploying workloads and really sort of solve those customer pain points, right. The human just can't scale relative to what we've been doing in the past. Got >>it. So how do you think customers are gonna react to this used to be a designer of this type of equipment? How and why might a customer adopt this type of solution and maybe what are some of the barriers that they'll need to consider when, when moving to this approach? >>Yeah, I think customers are going to be excited, right? If you look at it again, they can't scale, they have application Creep, they have security creep, they have data creep out there and this class of product allows them to kind of look at the network a little bit differently and maybe build the network kind of on a go forward 10 year basis than sort of in the past out there. And that's why they're going to look at it in terms of deployments hurdles, I'd say not so much out there. Right. The hybrid cloud and enterprise is moving so fast these days, whether it's because we're working from home or just sort of the agility factor that I think they'll be quick to embrace this because it will enable them to move faster and be more agile or just say more cloud like >>so is that really the use case here? It's kind of cloud slash hybrid cloud on prem cloud and then ultimately connecting to the edge. >>It is, yeah, absolutely. So everyone uses a different term for hybrid cloud or co location or things like that. But ultimately this is the part of the market that's growing very rapidly for enterprises as they try to move their applications, their workflows and their data to more hybrid environment out there. And some of that is as simple as just moving the data. And some of that is kind of going into security and sort of questioning how you move that data around and secure it on a forward basis. A lot >>a lot of customers we talked to tell us, look, the security in the cloud is fine. It's just may be somewhat different and we want to have greater flexibility. So we either want to do this on prem or the other big trend that we see. And I wonder if you could talk about this is we see people putting infrastructure into a Coehlo uh to offer to allow themselves to maybe not get locked into a single cloud provider, expand their optionality building their own sort of infrastructure layer, their own sort of internal cloud, if you will. Can you comment on that? >>Yeah. Co location is a very big trend out there. As you said. It enables you to not be locked into your particular cloud provider. It also gives you proximity to all cloud providers, all staffs providers out there. Uh so deploying and polo makes a lot of sense out there and that creates another pool of data or pool of information that the IT managers need to think about in terms of managing out there. >>So what's the sweet spot for this? And thinking in terms of a business cases that consolidating sort of legacy infrastructure simplification, enabling people to transfer skills up up the stack if you will to support their digital transformation. How do you see the business case evolving here? Alan, >>yeah, it really is simplification and that digitization journey that all enterprises are on the human just simply can't scale with the number of applications or the complexity of those applications and as you get more complex, your costs go up. So this is really about simplification, reducing costs and again, kind of building and taking that journey Forward for the next 10 years vs doing things the same way you've been doing it there, which allows you to move up stack. How do you >>see this partnership, HP Ruba Pensando. Do you see it as unique in the business or the ahead of the game in your opinion? How do you sort of handicap that? >>Yeah, it is unique and it is ahead of the game. So there is a first mover advantage going on here, but I think this partnership shows how the data center is going to be different 5, 10 years in the future and we're starting to create purpose built products to address that change. We simply can't build the way we've been building in the past. Again, whether it's the device not scaling or the human not scaling, we need to look at this differently for many, many reasons. >>Awesome. Okay, alan, we got to leave it there really. Thanks for bringing the analyst perspective. We'll give you the last word. If there's any kind of research you've got, that's worth noting or any last thoughts, please bring it home. >>Yeah, we've been tracking this space for over, You know, 15 years personally. Uh, and there's a lot of new research we have in this area, whether it's this class of product data center switching, uh, location types out there, verticals. So we're really excited to kind of be at the forefront. Well, thanks vision on the future. >>Well, thanks for that, appreciate it. Look, we've been covering this announcement and the initiatives around disrupting the traditional space and uh we thank everybody for watching. Remember all this content is available on demand. If you want more information. Just hit up your HP Aruba rep, you know, I'm sure they'll be eager to help you out. So, again on demand, we will be available immediately. Appreciate you watching the cubes, coverage of the HP, Aruba Pensando announcements, appreciate it. >>Mm

(upbeat music) >> Welcome to "The Power of And," theCUBE's coverage of the HPE Aruba Pensando announcement. Antonio Neri is here and John Chambers to help us set up the day. Guys, great to see you. Thanks so much for coming on. >> Yeah, thanks for having us today. >> Dave, it's going to be fun. >> It sure is. So two years ago, you guys might recall, we were in the Goldman Sachs offices, overlooking Manhattan, and that's when you announced the investment in Pensando, the relationship. Two years, it goes by fast. How's it going? >> Yeah, definitely two years have gone by fast, and a lot has happened, right? A lot has happened since then. What I will say first and foremost, the partnership has grown stronger, much stronger, because as John and I and the team worked together, we validated the vision, the vision that ultimately the world would be way more distributed, that Edge to Cloud architectures would be required, and the original idea that John had with the Pensando team partnered with us to bring that Cloud experience to the Edge. It got stronger and stronger and stronger. At the same time, we also introduced new joint offers with the Pensando Silicon Software with our HP ProLiant servers. And since then we have learned quite a bit, right? So, which inform us what the next steps should be. And that's why we're here today, to talk about not just the work we have done around the distributive services cards, as we talk about it in the past, but now the distributed services switching, which we believe is another market in transition opportunity for us to disrupt as we go forward. >> So, John speaking of transitions, you've seen a number of industry transitions, dating back to my East Coast days. >> Yes. >> But so what was the wave, or the waves that you saw, that sort of led you to this new venture, to the partnership with HPE? >> Well, the exciting part is Antonio and I can almost finish each other's sentences. You compete against market transitions enabled by new technology. The biggest transition of all is the clouds moving to the Edge, the computes move into the edge, your storage security, your software applications, et cetera. And we saw this wave together, and when you talk about what's changed in the last two years, I think it exceeded both of our expectations. How our teams worked together? We outlined audacious goals of a hundred million in terms of orders within the first two years. And we hit and exceeded that. We said, we're going to be in a billion; after three years after we had a hundred million, we're on track for that. And if you watch our dream of democratizing the cloud, giving the capability for any major hyper scaler to compete with an Amazon web services or generally with them, and now bringing it down to any enterprise or any government agency be able to do it and the ability to do this as a team is what's unheard of. Innovation is hard to move with speed. Two companies to move together with innovation and more focused on the outcome than anything else. Our teams work even better than I thought we could. And I think you're seeing today, the next major phase that we make, where we take these concepts and we're going to revolutionize the switching industry. In every 10 to 12 years is a chance for a major change. And you either get through that and often the incumbents don't change. We're going to get through this, we think very, very well and we're again setting a tremendous challenge to the market with, literally software and Silicon and programmability throughout the whole architecture, and results that I think even surprised our engineers; a hundred times the scale of the nearest competitor in the market today at 10 times the performance at one third the total cost of ownership. Antonio and I can't even sell that with that type of capability. Our teams are functioning well. It's that ability to see markets and say, how does your partner win, that culture is so important to us in terms of the direction. >> So to chime in on this because you for years have been talking about the basically redefining cloud, not just a remote set of services, somewhere out there in the cloud, but connecting to on-prem and hybrid, multi-cloud out to the Edge. Is that the big wave that, that you see here? Is that what you're riding? >> Definitely one component of the wave. I think the other part is, remember what I said in 2018, when I became CEO of Hewlett Packard Enterprise, that the enterprise of the future will be a centric cloud enabled and data driven. And through the unfortunate events of the global pandemic, right? That has been validated, right? We live now in a much more distributed and enterprise than ever before. The original architectures that John obviously pioneered for, for the case, you know, you have the data center and you have the campus and the branch, now you have these extension called the micro branch. The micro branch is our homes, our home offices, right? But now what happens is that the cloud obviously scared to stay because it's all about speed and agility, but it's also important that we define cloud correctly, which is an experience that we should bring to, for all the applications and data. And what we see that the vast majority of the data is created at the Edge, where we live and work. Here we are, you and I, and John having a conversation. There is cameras everywhere taping this, there's a lot of bits being created. And those bits, I hope have value when people watch this. But, but to me, that's the, the big opportunity to really disrupt the cloud as we know it and bring that set of capabilities closer to where the action is. The second part of this, which I think is important is that what we saw with the consumption of IT, and this is where, you know, we have a, a vision to become the Edge supply platform that you can consume as a service. And that's our HPE Green Lake offer. But the- as a service offerings taken off to a level we have not imagined. And it's not just the fact that the public cloud is there, it's everything, whether it's in your own premises or at the Edge. And that's why I'm so excited about the partnership with Pensando to disrupt this age to cloud architectures, with the know how that we have, our go to market in the, as a service model to accelerate those markets in transition. >> You take the excitement of a company that's reinventing itself. And you think about HPE, they alerted the original Silicon Valley garage startup. So much of what is great about the Valley, they brought Lou Platt, who was the CEO at HP. When I came to Silicon Valley, nobody knew what Cisco was, much less the internet. They thought we were a food company. I called up Lou and I said, Lou I need help. I don't know the Valley, teach me about how you've been successful. He not only met with me once, he met with me for three years. At the end of the three years, he said, I said to him, now we're really cooking this time! We were growing out of control, becoming the most valuable company in the world for a while. And I said, Lou, what can I do to pay the HPE back? And he said, very simply, "John, give back to the next generation." That stuck with me forever. The values of a company, the leaders, whether it was Lou, whether it's original leaders of the company, or Antonio, their cultures and values are so much aligned. So we have a chance to change a market together. I was all in and, you know, while we competed a little bit, in, in the past, it was very little, and now we have a chance to change a whole market and take on the giants, and perhaps really disrupt a whole industry. That gets exciting. We've got a team that has built a $8 billion products per year, eight different times. Now we're going to do it a ninth and maybe a 10th together. And to share that is truly exciting with a world-class team at HPE. >> So let's talk a little bit about HPE, Aruba, and Pensando, where you guys are going. You started sort of at the core two years ago. And I think I, you know, I think Aruba, in some regards, is misunderstood. I mean, you're basically building a major cloud strategy around that. It stretches to the edge. So what is it that you are trying to disrupt here? Maybe give us a little insight as to the industry transitions that you're seeing. >> Antonio: Yeah. So first of all, Aruba is doing incredibly well, I mean, if you see the latest results grow in between 25 and 30% on a year over year basis. We have improved profitability, but what I'm really excited about is that our value proposition, our mobile first cloud first approach, is resonated with customers when it comes down to connectivity and analytics. So to me, that's an incredible value. And in order to become a cloud company, we leverage the Aruba infrastructure that was developed over the years to build a subscription based model to connectivity and extended all the way to what we call the cloud, which for us is the core business there. Now, with John and his team, we are changing the architectures around those, those components of there, there's the solution. So, Aruba has been incredible foundational, not only to grow the company, but also to give us the foundation technology to become that Edge to cloud company. So what we're doing with John, we have taken now this new architecture to the next level of the entire solution. So we started with the server business. We integrated these distributed service cards, and now we are taking it to their rack level architecture and eventually to the, you know, data center architecture in a true Edge to the cloud environment. And that means we are introducing the distributed service switching technology, which is, again, this is a joint innovation between the Aruba IP and the Pensando IP, which we think, which are, will change, again every 10 to 12 years, that switching market opportunity. >> And it's fun to take on the big competitors and bring them down, which I love doing. And it's also unique to see how fast our teams are moving together. Our cultures are very similar, and we set audacious goals for our team, and so far, they've been exceeding them. >> So you know a little bit about this networking market. Is this a, is this a new category of switch? Is this, how unique is this? >> John: Well, I think it's all the above. It's, Antonio used the word "platform and architectures" and distributed service platform that now is going into switching as well. It's ability to redefine everything with software in Silicon. And that's a lot different than what the industry seen before, and to move with speed in terms of software defined programmability everywhere, everything automated and simple, which makes it so easy to start- how simple? All you do is plug a server into the switch, and you look at what we're doing together already with the HPE servers and how you literally add value on top of it with the distributed services card and platform. So you see it all coming together. How big could it be? I think it will be the next generation, and truly not just the cloud moving to the Edge, but internet working security, how load balancing all comes together. That really is going to change an industry group. So I think it's going to be the next big product for the whole segment of the industry. >> Antonio: Yeah, and I think it will bring tremendous value from the company. Obviously we love the technology and this markets, but ultimately think about from the customer's perspective is less CapEx because they don't need to add log balancing, all these things that add costs, and actually friction points and point of failure, but also OPEX, because to the point that John said, right, it's all about simplicity and automation and awareness around the, the application. And also the, the infrastructure that ultimately we want this to be autonomous and intelligent, therefore is an OPEX reduction on the run time too. Go ahead, John. >> It's in many ways, future proof. It's an architecture for the future, not for the past. When you get your peers that talk about scale in low single digit thousands, and we talk about scale in millions, you talk about performance that literally is 10 fold, in order of magnitude better. And you build an architecture that allows the market to go where they want with ease of use for your customers. That's about innovation with speed. They can leave no small company or no large company probably could do by themselves. I think very few people in industry would have had the courage to do it, but probably not the culture to really make it work well. >> Dave: Talk About HPE, Pensando. I mean, you've got small company, big company, and you guys have been at this now for a couple of years. It seems to be gaining momentum. That, that is in an, in and of itself unique. Why HPE and Pensando? >> Antonio: Well, I think, again, it start with a thesis that John and I share about the future. As John said, it takes courage to do these things, and ultimately culture is everything. Well, we jointly realize that the way we think, the way we work is very similar. These are two companies that are very engineering driven in everything they do, but they put the customer at the center of how we think about the future. And it has been amazing to me. In fact, I, we connect every handful of weeks to check where we are and I keep, you know, in many ways the larger company, in many ways is pushing the smaller company to go further and faster. And to me, it's all about speed. >> So when you think about what makes a strategic partnership work, it has to be really material, both sides. In other words, it has to change an industry. HPE has done an amazing job. You've doubled your profits in the last four years, and you're reinventing yourself again and again, but it's a common vision of where the market's going to go, as Antonio articulated very well when it goes to the Edge, and Green Lake is going to be your delivery vehicle for it. It's about bringing together all these technologies into one, not individual appliances or approaches. You do load balance and you do security. You do scale and you do networking. And it's about the best of each company saying, how do you help the other company be successful? When our teams come together, other than their accents, you usually can't tell who's from HPE and who's from Pensando. >> Dave: How should we be evaluating the progress over the next several quarters, months, years? What are the, sort of, benchmarks we should be looking for? >> Well, I think the most important metric is customer relevance, in my mind. The financials generally tend to follow that because if you are relevant, is, is, you know, we were talking to all the teams, you know, are you important or are you strategic, right? Generally we are very important. What we do matters, but we want to be strategic. And I think this joint innovation will catapult us to be way more strategic in everything we do. So it's customer relevancy. Obviously from the financial perspective, we both have an idea to create multi-billion dollar businesses, otherwise, why do it, right? So, and the market is huge, is huge. I mean, you know that obviously we, we, we are living in an amazing time where data is exploding everywhere, right? And I think this is just a starting point, right? So we obviously start with an idea and a thought and a specific focus. But if you think about the next generation is create data fabrics that are secure, and then you can run these models with AI and machine learning at scale. The network fabric becomes the core of everything you do, right? >> So think about it the way you asked the question. It's been two years as of the announcement that we're making jointly. Since we made the announcement two years ago, we've over exceeded every expectation. It starts with the customers, as you said, Antonio, how many of the large customers do we have two years from now? Are we in the same leadership position like we are with the first-generation of the distributed services platform? And have we got a number of the very largest accounts in the world committed to us? And are we still one to two generations ahead of our nearest competitor two years from now like we are today with our current card capability and platform capabilities. >> Dave: Pretty cool partnership. Thanks so much guys, for helping us kick off the Power of And. Really appreciate it. >> Thank you, Dave. >> All right. Keep it right there. We've got a ton of content. You're going to hear from technologists, how they're trying to change the world, what it means for customers. You're watching theCUBE.

>>mm we are back and we're continuing the coverage on H P E. Aruba's news today around the D S X six S C X 10-K with Pensando. Now we want to get the perspective of a system Integrator because they're in the front lines, they understand how to put the pieces together where you're happy to bring john Galatea of Dasher technologies dashes and in the end I. T solutions provider, they gotta focus a lot of expertise on infrastructure, jOHn welcome. Good to see you. >>Thank you for having me. Good to be here. >>That's our pleasure. So I wonder if you could give us a little bit more color on Dasher where you focus what your core companies competencies are, what industries you focus on etcetera. >>Yeah, absolutely. So a dasher, we assess architect implement and manage I. T. Solutions that digitally transform businesses. Our practice areas include cybersecurity, networking, cloud data center and we also offer pro professional services around those practice areas. We partner with all the major tech companies in the space. Some of the examples are HP, Cisco, Aruba Palo Alto eight Ws and many others that fill out the, you know that practice area. >>Well that's great. So you have a very wide observation space, that's why we like talking to SA as you have an independent mindset and you can kind of tell it like it is. But so what are you seeing with customers? It's exactly, we hear a lot about digital transformation, you mentioned security, you're obviously doing cloud that's it's almost like john these pieces are all coming together to power Digital and digital transformation and we were forced into it over the past 18 months. And now people are stepping back saying hey okay we have all these resources, how do we put them together and really transform our business? What do you see? >>Yeah, seeing similar things. So you know, our customers are telling us that they're looking for more speed, more agility, um you know, limited complexity because they're trying to do more every single day with less staffing and a sophistication of integrating functionality that breaks down I. T. Silos. Um there also evaluating security span versus effectiveness And they're moving towards zero trust. >>Yeah. So I want to, I'm gonna come back and ask you about that. So I've written a lot about this is that you look at how much we spend versus as you say the effectiveness and there's sort of an imbalance there, it's like we can't spend enough, it budgets they're not infinite. And even though security is top of top priority for ceos, they've got other things that they have to fund and then zero trust, you know, before the pandemic john that was a buzzword and now it's become a mandate. Any thoughts on that >>in terms of zero Trust? Absolutely yeah it is a mandate, we've seen more and more of our customers moving toward in this direction and defending themselves against cyber threats and yeah absolutely. It accelerated during the pandemic and is continuing to accelerate today. >>Right? And I think there's some things that were reported now going to be permanent with regard to obviously hybrid and the like, cloud security and so forth. So, okay, let's get into some of the news here. What's the big trend, john can you explain the relevance of the H P E, Aruba and Pensando news? >>Yeah, I mean when I first heard of it, you know, I I looked at it as a whole new category because it's a category that's going to deliver cloud scale distributed services closer to where applications are. It's going to simplify. One of the things we mentioned earlier was limiting complexity. So it simplifies the network um, by putting security provisions and operations in a unified management platform and it helps improve your security posture around moving towards zero trust and limits the appliance and vendor sprawl that you might ordinarily have in a in a existing network today. >>Okay, so that's kind of the business cases, you're consolidating a lot of piece parts and that's, you know, from a system integrator standpoint. You know, it's funny people often say, well, isn't that bad for the s I'm like, no, they don't want to be in the business of plumbing, they want to be in the business of, you know, more strategy if they if they just end up bolting stuff together, they're going to go out of business, They need to extend their value. So as a strategic partner, you got an early preview of this launch? The D S S D S S C X 10,000, what was your initial impression reaction you called it? A new category? What do you mean by that? >>Well, it's a new category of of of a data center switch in the digital infrastructure because it includes or incorporates security. Um And more specifically it includes security around east west traffic, which is it doesn't eliminate your perimeter firewall but it actually incorporates more functionality which leads to better simplicity and easier use of management of a platform. So for us, I'm really excited to go position and talk to our clients about this. >>Yes. So we're seeing the flattening of that network, that's even it's obviously been accelerated by the pandemic, everybody talks about that. But if you think about the traditional headquarter hierarchical network and now all of a sudden everybody's working remotely using more cloud. Using more distributed infrastructure that flattens the network. That creates security challenges because you can't just build a perimeter and say, okay, we're safe. You now have to go to where the adversary is and that's everywhere. So what's your sense as to how customers are going to react to this new category of switch? >>I think really my sense is that I've got a really positive outlook on this product. I mean hardware, firewalls are costly and deploying software agents can be very disruptive and when you're integrating it into the switch layer. So um I think the C X 10,000 provides a great alternative to an embedded accelerated services embedded in accelerate service into the D C fabric. Um, it's great for brownfield migration, um, rack pod and you know, and the standards based leaf, you know, L two, L three um, and it doesn't necessarily replace, as I mentioned earlier the perimeter security, but um, it can cap and grow with DSS and east west firewall traffic. >>Yeah. And I think we've seen when we talked to see so, so like you said, it does, it doesn't replace the traditional perimeter security but you're going to see a shift and spending priorities obviously to a comedy because as I said earlier, there's not infinite budget but john give us the big takeaway, Bring us home. What what, what do you want to leave our audience with? >>Yeah, I think, you know, the number one takeaway is that it's a massive opportunity to reduce complexity, enhanced security and lower costs in the data center by eliminating dedicated devices and embedding services through software capability in the network closer to where workloads are are moving. So that's the big takeaway for me and for, I think for our clients, um, you know, other things are, you know, you're the data center perimeter is no longer confined and open an on prem location but extends out, right. We're seeing customers extend out to the cloud and across uh, you know, disparate locations, co locations. So The traditional architecture isn't going to be well suited for this, and I think the CX- 10,000 and its feature set are going to be really great for addressing the changing market. >>Yeah, that's, that's all. I mean, again, we're seeing the democratization of everything and and networking is, is no exception. The notion of simplify simplification, john really appreciate your time. Thanks for coming on. >>Thank you for having me. >>You're welcome. Okay, keep it right. There were unpacking the changing trends in networking generally, and specifically switch networking with HP, Aruba and Pensando and the cube. Keep it right there.

(fastpaced upbeat music) >> Welcome back to theCubes coverage of the power of N and the collaborations between HPE Aruba and Pensando. Where the two companies are setting out to create a new category in network switching. Joining me now is Simon McCormack, who looks after product management at HPE Aruba. Welcome Simon. Good to see you. >> Good morning. Thanks for having me today. >> You're very welcome. So Simon, we've been talking all day about the Aruba switching fabric that you're bringing to market, embedding the Pensando technology. Can you tell us what's the primary value prop that AFC brings to its customers? >> Sure. Aruba Fabric Composer. This is orchestration and management for the Aruba wide switching platform. Primarily for data centers. It does a lot of things. I'll give you three key ones just to get a feel for it. So in data center networking, there's a lot of complex technologies. I'm afraid to say, lease spines, overlays, underlays, EDP and OSPF BGP. I can throw out loads of acronyms for you. Fabric Composer can really simplify through a bunch of intent based workflows, the deployment and management of these fabrics. We can do it either interactively through a UI or fully API driven, if you want to. So it really takes away a lot of the plexity there makes it dead easy to deploy these and that scale. Number two, in a data center, a lot of compute storage hypervisor technologies that you have to interact with the THEO network products. So in Fabric Composer, we built an integration layer into it that interacts with other orchestrators, vCenter, VMware vcenter is a good example of that. So an operator may make changes to vCenter that affect the network. You don't want to call the network team for it. Fabric Composer can automate that network side configuration on the Aruba switch, making your day to operations, insertion of new services, much more simpler. And then finally, number three, because we've got all these capabilities I've just told you about. We actually have a great typology model that we build from it. And we can use that to visualize this virtual to physical network layer that is really powerful for troubleshooting the environment. >> Great? So three things, actually four right. To simplify or integrate and automate. And it's kind of two and two way, I'm going to to call it. and then the visualization piece for troubleshooting. Awesome. What about security policy? How are you thinking about that in this release? >> Yeah, so that's where in this release, we're extending it with the Pensando PSM technologies embedded into the 10K. Now we can use Aruba Fabric Composer to actually orchestrate the policy in addition to the network. So you think about today, Fabric Composer does network primarily. You bring policy into it. You've got one single pane of glass now that does network and policy. It actually provides a really powerful capabilities for operators of different skill sets to be able to manage and orchestrate this environment. >> What about the sort of operational model as it pertains to the network and security, I'm interested in how flexible that is. For instance, if a customer wants to use their own tooling or operational frameworks. What if they want to leverage multi-vendor fabrics like a third-party spine? How do you deal with all of that? >> Yeah, and I think that's, we built that into essentially the DNA of this technology is that we're, we're expecting to often go into brownfield environments. Where they've already got best practices for security and networking. They've already got networking vendors there. The 10K is a very powerful lease switch on its own. We want those lease switches to go in all of these different environments, not just Greenfield. It's really great for Greenfield. And I'm going to explain this a little bit in a few ways. First of all, the technology we have with Aruba fabric Composer and Pensando PSM, you can do a pure operational split between them SecOps, NetOps. A lot of customers that's how they deal with it. They've got the security operations team, network operations team. If they're split, you can use the two tools and make a fantastic product using that. However, if they're not split, and you've got a single policy for it. You can use Aruba Fabric Composer to do both of them. So you've got the options there and we fully embrace that in the architecture of what we built. This extends to multiple layers for the technology build as well. Again, as I said, the 10K's is a lease switch, it can connect to third-party spines. So you could use Fabric Composer to manage this lease Spitch and the policy you could use Fabric Composer just to manage the least switch and connect and interoperate the lease to the spine, or you can do a full Aruba solution, the full Aruba spine and use that operating model. There's one final thing in this area is fabric Composers are a UI based orchestrator, API driven. Some customers love it. Some customers love their CLIs. We fully embrace the operational model where customers still use their own APIs and their own CLIs. So the customer may be using Ansible to automate through API. They can still use that directly to the switch and they can use it to AFC and mix the two. If you talk directly to a switch and change it, Fabric Composer detects it and basically sinks its configuration together. So we can insert all or any part of this solution into existing or new Netflix. >> Yeah, that's nice. Right? Because I mean, so there's the network hard guys, right they, they want that CLI access. So you you're accommodating that. And then as well, being able to bring those SecOps view and the netOps view together is important because let's say, let's face it. A lot of organizations, especially some of the smaller ones, they don't actually have a full blown SecOps team. That's really the netOps responsibility. And so that's nice flexibility, you can handle both worlds. How about segmentation? What a customer is telling you that they want regarding segmentation and how are you guys approaching that? >> Yeah, I mean, it's, it's actually a key feature of what we're doing in this area. Now the iland segmentation generates it's kind of a wide area with many layers to it and we could talk about it for hours. So let me talk briefly about some of the areas we're going into when it comes to the segmentation. But particularly of a compute and virtual type environment. So when you, when you're typically creating policies in today's world, current policies based on addresses, IP addresses, or Mac addresses. You have lots of rules and big lists of addresses. It's really annoying. Customers generally don't talk in addresses. They talk in machines and names of machines. So if you think about what I've already told you with the Fabric Composer, we've already got these hooks in the compute hypervisor layer. So we didn't know about the virtual machines? So it said obviously, a natural extension now for you to be able to create these policies based on the machines. So there's, there's a scale problem in policy distribution at two levels, at the top and the bottom. The top level is your chronic create the policy. You've got this massive distribution addresses. So Fabric Composer can really help you by allowing you to then create these groups, sensible groups, using the names then you can distribute. The 10K solution with the distributed architecture of the bottom layer, now allows us to distribute these policies and rules across your racks within your data center. So it scales really well, but that's one level I've described. You know, you're creating groups of machines with names, so it's easier to define it, but there's auto and automation angle to this as well. You might not want to even create it interactively. Now a lot of customers with VMware vCenter, For example, are tagging the virtual machines. So the tag tells you a group information. Again, Fabric Composer can already get the tag within its database model. So we can use the tag now either to fully automate or use as a hint to creating these groups. So now I've got a really simple way to basically just categorize my machines into the groups so that now I can push rules down onto them. And there's one, one final thing that I just want to tell you before, before we move on. There's, there's often a zero trust model you want to do in the data center for segmentation. Meaning I've got two virtual machines on the same network on the same host. Normally they can talk to each other, nothing's stopping them, but sometimes you want to isolate even those two. You can do it in products like vCenter with PV land technologies. A bit cumbersome to configure on the vSphere side, you got to match it with what you see on the switch side. It's one of those that's a real headache, unless you've got an orchestrator to do it. So Fabric Composer could basically orchestrate this isolated solution. You're now grouping your machines and you're saying they're isolated. We can do the smarts and both of the vCenter side and the switch side, get them in sync, get it all configured. And now the masses can start to do this kind of segmentation at scale. >> Got it. Thank you Simon. Can the Fabric Composer kind of be used as the primary prism for troubleshooting? How do you handle troubleshooting and this art combined architecture? Who, who do I call when there's a problem? How do you approach that? >> Well, definitely start by calling me or actually call my product first, so fabric Composer. If you're using it, use that as the front tool for what you're going to try and figure out what's going on. There is a global health dashboard. It encompasses networking security policy across the solution, across the fabric. So that's your, tells you what's going on immediately. Down to port stats on what's happening within the physical topology of the network. Down to the end-to-end view, we have in terms of policy connectivity between machines. So Fabric Composer is your first port of call, but we built a solution here that we don't want to hide the pieces underneath it. Any networking guy knows when they're deep troubleshooting networking stuff, they're going to end up with the switch. So you started the orchestrator, but sometimes in the deep troubleshooting, not day-to-day, hopefully. You'll go to the switch and you'll troubleshoot that way. We've got the same technology here with the policy, with the firewall rules, with Pensando PSM. We still fully embrace for deep troubleshooting, go to Pensando PSM. They have really advanced tools in their bag of tricks in the product to give you advanced troubleshooting down to the policy layer. They have a really powerful firewall log capability, where you can search and sort, and see exactly what role is allowing or stopping any traffic going through the environment. And the two orchestrated model, we really like it 'cause it scales really well. It allows Fabric Composer to remain lightweight, PSM focused on the policy orchestration bit. But again, if your that customer that wants to do single pane of glass use Fabric Composer for the standard day-to-day stuff. But you've got the tools there to do the advanced troubleshooting between the different elements that we have within the Pensando and the Aruba tools. >> Yeah, really well thought out. You got the simplification angle nailed, the integration automation we talked about that, the visualization and the topology map, zero trust. And then remediation with deep^ened inspection. Simon, thanks so much for taking us through the announcements. Really appreciate your insights and time today. >> Thank you very much. >> You're welcome. Okay. Keep it right there, this is Dave Vellante for theCube. More content from the HPE Aruba Pensando announcements coming right up. (soothing music)

>>Mhm Yes. Hi and welcome to the Aruba Pensando announcement. I'm lisa martin. Hopefully you've seen the announcement from Antonio and john but if you haven't, we're going to dig into it from an analyst perspective joining me is bob La Liberty, senior analyst at Enterprise strategy Group to unpack the announcement, bob. Welcome to the program. >>Thank you very much. Great to be here. >>So in this case anybody hasn't seen the announcement go ahead and give me an overview, what are these two companies announcing? >>Yeah, absolutely. So essentially what you've seen is is that Pensando, who's been developing this distributed services platform to be deployed as an intelligent card, basically has taken their technology and incorporate it into an Aruba switch. So now you can get distributed services, all the great capabilities that Pensando has been working on combined with an Aruba top of rack switch, all managed under the Aruba fabric controller. Um so you've got a really simplistic way to be able to provision, configure and update and assigned policies to all those great Pensando state full services in the top of rack switch for an existing data center environment >>and what's your overall synopsis? Is this a disruptive technology? What do you think? >>Yeah, I really like this. I mean the whole goal of developing this technology was to be somewhat disruptive. It was to enable data center organizations to basically recreate what hyper scale hours are doing and the whole concept is around how do I improve, how do I distribute the services that are needed to help my application to protect my applications closer to the applications themselves. Um so I really find that this is something that's that's really needed. You know, we've seen the pendulum swinging towards distributed. But the interesting part about this announcement is that the majority of applications still reside in existing data centers. And the other the other kind of interesting pieces that, you know, cloud native, everyone talks about cloud native applications, but cloud native doesn't always mean public cloud only and that organizations are actually gonna run them in a hybrid. So organizations need to figure out how they're going to run these cloud native applications and their existing data center environments. And what the combination of the technologies enable organizations to do is to basically retrofit if you will that top of rack switch and be able to deploy, excuse me deploy those distributed services at a top of rack switch, instead of having to either rely on existing hardware appliances that are pulled off to the side of the network or to have to deploy agents onto the server which could impact the application performance. So they've kind of hit that that goldilocks spot of being able to provide distributed services without impacting the application performance. In fact, when you look at it from that perspective of its not having to go to that appliance pool any longer, it's actually going to increase the performance, right? Your latency is going to be a lot lower because instead of hair pinning through the core of your network. Now you're just going to your top of rack switch so it's going to improve the performance. >>Everybody wants improved performance. Especially in this the fact that things are continuing to stay distributed and we probably will have some part of that be permanent. So bob how do customers upgrade or integrate this into their existing environments? Talk to me a little bit more about that and the simplicity, it sounds like what you're saying with which they can do that. >>Yeah, this should be a fairly minimally minimally disruptive uh type of integration, essentially what you're doing, if you've got a high availability top of rack up environment, you're going to be swapping out one top of rack switch at the time. And organizations do this quite often when they're upgrading for capacity and things of that nature. So in this case it's simply going to be replacing the top of rack switch and organizations can look at different ways of how they want to do this. You know, to start, they might want to look at where they're critical applications are and deploy them. They're so they've got the services, it might be based on looking at where I don't know, you might have some regulated services, right. Pc I things like that that need to make sure that they've got higher levels of security. So essentially it's all about just simply deploying those top of rack switches going on to Aruba's fabric controller being able to spend that up, configure apply the policies and the security policies that you want to employ for those applications and and let it run >>Talk to me about this in certain context that we know some of the industry's every industry obviously has been affected by the events of the last 1819 months. What we think of manufacturing, healthcare, financial services give me uh your perspective into some of the customers in those industries and how they'll be able to take advantage of this technology as their environments continue to distribute. >>Yeah, I mean I think that the interesting piece of this is that, you know what it's really about for any industry, it's about as they modernize their data center as they modernize their applications. Right? So we've seen the transition from um monolithic too. So a based apps to microservices based applications and and that's really what's driving this because what's happening in all those organizations now, there's a lot of of communication within those applications themselves. Right? Because instead of having one monolithic application or two or three pieces of an application, you could now have dozens or hundreds of pieces of an application that need to talk to each other. And so the key for all of these industries, right, Regardless of the industry, when you're deploying this is how do you secure that communication, how do you make sure that East west traffic is being fully protected um because as organizations, you know, the legacy approach was castle and moat protect the perimeter, which was great. But if you got inside that perimeter right then the malware could really put periphery slow, deliberate, sorry, can't talk today. Um, but the idea is now, how can I deploy services that are able to protect that east west traffic as well? And so by deploying those services at the top of rack, you can do that more easily without having any kind of an impact. Right? So I think that you know the zero trust is what it's the mantra is never trust always verify. And so that's what organizations are looking to do. So even if there is a malware attack and they do get inside the data center that it's not able to spread throughout that organization. >>Got it. And that's absolutely critical. We have seen the security landscape change dramatically in the last year and a half, we've seen this massive spike in ransom where it's companies in every industry. I now know that it is not a matter of if we get attacked, it's when we've seen a massive increase in detail. So let's kind of dig into, You mentioned some of the benefits in terms of low latency performance, let's unpack the security level there. What are some of the things that you've seen in the security landscape where zero trust is absolutely critical for every industry? >>Yeah. Well like I said, it's really all about how do you make sure you're protecting there's a lot more communication going on within your application itself and how do you protect it? And so as that landscape has changed, it's critically important for organizations to adapt to that and to be able to, you know, make this change happen. So I mean we've seen this in the hyper scale is right. They've deployed the technology, they have it running at the right and those, those intelligent cards at the server level as close as they can. But for an existing data center, it doesn't make sense, right, unless you're replacing your whole data center, which is obviously incredibly disruptive. It's this is really about how do you insert those services in a minimally minimally disruptive way. And that's what that's what's really key here. The other interesting pieces because of the location, because they can track that east west traffic and apply the security policies to it and they can see all that and they've got visibility into it. They can then take that information and they can export it to existing other security tools. So you're not going to get rid of your perimeter security, you still need that. So this is more about a defense and depth about securing or augmenting your security posture and creating much more, much more, much tighter security around those modern application environments as well. So, so having this capability, like I said, it really starts to democratize that, that capability and the functions that the hyper scholars have and it brings it into existing enterprise data center environments and I think that's really what's important. And then, like I said, as organizations progress, they can take the data that they're collecting and they can leverage that with XDR solutions, right? Feed it into other, you know, sense or things like that. That can really help organizations um, you know, enhance their machine learning algorithms and things like that. The more data you can collect, the better you can, you can nail down the the policies that need to be provided there. >>Well, that's important too. As every company these days either needs to become a data company or if they don't, they're probably not going to be around much longer. Talk to me about the overall security kind of like implication you said this is going to help organizations in any industry augment their overall security posture. That's so critically important these days. >>Yeah. And it's like I said, it's really about having that that full visibility into the east west flows for these. So, and their ability, the distributed services switch is able to stream all of that telemetry of those flows right? And that can be complemented by the existing north south firewall telemetry as well. So you've got all this data for the XDR engines and things like that so that you can really determine whether there's an insider attack where there's any movement of malware, things like that, whether there's an external actor that's gotten into the data center, so it really provides you with a lot more visibility and that visibility provides that data that you talked about. So that's really what's key here and again, it's the ability here is that you're not needing to deploy XDR agents on every workload so there's no impact to the application performance when you're doing it in this this matter. So that's what makes it a really kind of an elegant solution to being able to modernize and deliver these capabilities into an existing data center environment. >>What do you think the timeframe is for an organization to be able to take advantage of this technology? >>Yeah, that's a good question. I mean really it's it's up to the, you know, it's up to the organization themselves. Clearly, once the technology is released by Aruba they've got the ability to start deploying it um you know, obviously one of the easiest ways to deploy it might be if they were adding a new rack adding some new capabilities then certainly that's completely non disruptive and they can get going there, but like I said, it, excuse me, it's also quite easy for organisations to be able to to just simply if they've got a high availability top of rack environment to start augmenting it into their existing their existing infrastructure as well, fairly non destructively >>excellent. That non disruption augmentation is critical. I I do want to ask you a question in terms of the partnership with HP. Aruban Pensando, what does this signify on the HP side in your opinion? >>Mhm Well from from the HP side, like I said, I think this is a HP has been involved with Pensando for a long time now. They've obviously recognized the value of the technology and wanted to partner with them from an early stage and so um what it really helps is you're thinking about moving forward. It creates a unique opportunity for organizations to take advantage of the Pensando technology within the HP server environments as well as those top of rack switches and create some really unique opportunities to drive even greater visibility and protection. >>Let's do one more thing bob. Let's just summarize your key takeaways if somebody has 30-60 seconds to watch this and see what the three things are that Bob says we need to be taking away from this announcement. What are those three things? >>Yeah, I think the key thing is first to recognize that modern application environments are gaining ground and that organizations need to accommodate these new application architecture. Right. But to do that, they need a solution. They need some technology to help them. So the key takeaway is that this now this H P E Aruba and Pensando distributed services switch, enables you to deploy distributed services into your existing environment in a minimally disruptive way and it provides you with the benefits of improving security of improving performance and user experiences um all while making sure that you can scale and do it simply through a single interface through the Aruba fabric controller. >>Got it. And being able to deliver those outstanding customer and user experiences is critical, as we are in this day and age where our business lives blend with our consumer lives that we expect things to be able to work like that bob. Thank you for joining me on the program, breaking down the HP Aruba Pensando announcement, telling us what it is, what the benefits are in it for customers and how they can take advantage of that. We appreciate your analysis. >>Very welcome. It's great to be here. >>Probably Liberty. I'm lisa martin. You're watching this HP Aruba Pensando announcement video. >>Mhm.

(intro music playing) >> Hello everyone, and welcome to the power of n where HPE Aruba and Pensando are changing the game, the way customers scale with the cloud, and what's next in the evolution in switching. Hey everyone, I'm John furrier with the cube, and I'm here with Shane Corbin, director of technical product management at Pensando, and William show vice president of product management, Aruba HPE. Gentlemen, thank you for coming on and doing a deep dive and, and going into the, the big news. So the first question I want to ask you guys is um, what do you guys see from a market customer perspective that kicked this project off? um, amazing um, results um, over the past year or so? Where did it all come from? >> No, it's a great question, John. So when we were doing our homework, there were actually three very clear customer challenges. First, security threats were largely spawn with on, within the perimeter. In fact, Forrester highlighted 80% of threats originate within the internal network. Secondly, workloads are largely distributed creating a ton of east-west traffic. And then lastly, network services such as firewalls, load balancers, VPN aggregators are expensive, they're centralized, and they ultimately result in service chaining complexity. >> John: So, so, >> John: Go ahead, Shane. >> Yeah. Additionally, when we spoke to our customers after launching initially the distributed services platform, these compliance challenges clearly became apparent to us and while they saw the architecture value of adopting what the largest public cloud providers have done by putting a smart NIC in each compute node to provide these stateful services. Enterprise customers were still, were struggling with the need to upgrade fleets and brown field servers and the associated per node cost of adding a smart NIC to every compute node. Typically the traffic volumes for on a per node basis within an enterprise data center are significantly lower than cloud. Thus, we saw an opportunity here to, in conjunction with Aruba, develop a new category of switching product um, to share the processing capabilities of our unique intellectual property around our DPU across a rack of servers that net net delivers the same set of services through a new category of platform, enabling a distributed services architecture, and ultimately addressing the compliance and TCO generating huge TCO and ROI for customers. >> You know, one of the things that we've been reporting on with you guys, as well as the cloud scale, this is the volume of data and just the performance and scale. I think the timing of the, of this partnership and the product development is right on point. And you've got the edge right around the corner, more, more distributed nature of cloud operations, huge, huge change in the marketplace. So great timing on the origination story there. Great stuff. Tell me more about the platform itself, the details, what's under the hood, the hardware OS, what are the specs? >> Yeah, so we started with a very familiar premise. Rubik customers are already leveraging CX with an edge to cloud common operating model, in deploying leaf and spine networks. Plus we're excited to introduce the industry's first distributed services switch, where the first configuration has 48-25 gig ports with a hundred gig couplings running Aruba CX cloud native operating system, Pensando Asic's software inside, enabling layer four through six, seven stateful services. Shane, do you want to elaborate on. >> Yeah, let me elaborate on that a little bit further, um, you know, as we spoke existing platforms and how customers were seeking to address these challenges were, are inherently limited by the ASIC dye size, and that does limit their scale and performance and ability in traditional switching platforms to deliver truly stateful functions in, in, in a switching platform, this was, you know, architecturally from the ground up, when we developed our DPU, first and second generation, we delivered it, or we, we built it with stateful services in mind from the get-go, we leveraged the clean state design with our P four program with DPU. We evolved to our seven nanometers based pro DPU right now, which is essentially enabling software and Silicon. And this has generated a new level of performance scale, flexibility and capability in terms of services. This serves as the foundation for our 200 gig card, were we taking the largest cloud providers into production for. And the DPU itself is, is designed inherently to process stage, track stateful connections, and stateful flow is at very, very large scale without impacting performance. And in fact, the two of these DPU components server disk, services foundation of the CX 10 K, and this is how we enable stateful functions in a switching platform functions like stateful network fire-walling, stateful segmentation, enhanced programmable telemetry, which we believe will bring a whole lot of value to our customers. And this is a platform that's inherently programmable from the ground up. We can, we can build and leverage this platform to build new use cases around encryption, enabling stateful load balancing, stateful NAT to name a few, but, but the key message here is, this is, this is a platform with the next generation of architecture's in mind, is programmed, but at all, there's the stack, and that's what makes it fundamentally different than anything else. >> I want to just double click on that if you don't mind, before we get to the competitive question, because I think you brought up the state thing. I think this is worth calling out, if you guys don't mind commenting more on this states issue, because this is big. Cloud native developers right now, want speed, they're shifting left at the CICD pipeline with programmability. So going down and having the programmability, and having state is a really big deal. Can you guys just expand on that a little bit more and why it's important and, and how hard it really is to pull off? >> I, I can start, I guess, um, it's very hard to pull off because of the sheer amount of connections you need to track when you're developing something like a stateful firewall or a stateful load balancer, a key component of that is managing the connections at very, very large scale and understanding what's happening with those connections at scale, without impacting application performance. And this is fundamentally different at traditional switching platform, regardless of how it's deployed today in Asics, don't typically process and manage state like this. Um, memory resources within the chip aren't sufficient, um, the policy scale that you can um, implement on a platform aren't sufficient to address and fundamentally enable deployable firewalling, or load balancing, or other stateful services. >> That's exactly right. And so the other kind of key point here is that, if you think about the sophistication of different security threats, it does really require you to be able to look at the entire packet, and, and more so be able to look at the entire flow and be able to log that history, so that you can get much better heuristics around different anomalies, security threats that are emerging today. >> That's a great, great point. Thanks for, for, um, bringing that extra, extra point out. I would just add to this, we're reporting this all the time on Silicon angle in the cube is that, you know, the, you know, the, the automation wave that's coming with around data, you know, it's a center of data, not data centers we heard earlier on with the, in, in, in the presentation. Data drives automation, having that enabled with the state is a real big deal. So, I think that's really worth calling out. Now, I've got to ask the competition question, how is this different? I mean, this is an evolution. I would say, it's a revolution. You guys are being being humble, um, but how is this different from what customers can deploy today? >> Architecturally, if you take a look at it. We've, we've spoken about the technology and fundamentally in the platform what's unique, in the architecture, but, foundationally when customers deploy stateful services they're typically deployed leveraging traditional big box appliances for east-west our workload based agents, which seek to implement stateful security for each east-west. Architecturally what we're enabling is stateful services like firewalling, segmentation, can scale with the fabric and are delivered at the optimal point for east west which is through leaf for access layer of the network. And we do this for any type of workload. Be it deployed on a virtualized compute node, be a deployed on a containerized worker node, be deployed on bare metal, agnostic up typology, it can be in the access layer of a three tier design and a data center. It can be in the leaf layer of a VX VPN based fabric, but the goal is an all centrally managed to a single point of orchestration and control of which William will talk about shortly. The goal of this is to drive down the TCO of your data center as a whole, by allowing you to retire legacy appliances that are deployed in an east-west roll, and not utilize host based agents, and thus save a whole lot of money and we've modeled on the order of 60 to 70% in terms of savings in terms of the traditional data center pod design of a thousand compute nodes which we'll be publishing. And as, as we go forward additional services, as we mentioned, like encryption, this platform has the capability to terminate up to 800 gigs of our line rates encryption, IP sec, VPN per platform, stateful Nat load balancing, and this is all functionality we'll be adding to this existing platform because it's programmable as we've mentioned from the ground up. >> What are some of the use cases lead? And what's the top use cases, what's the low hanging fruit and where does this go? You've got service providers, enterprises. What are the types of customers you guys see implementing? >> Yeah, that's, what's really exciting about the CX 10,000. We actually see customer interest from all types of different markets, whether it be higher education, service providers to financial services, basically all enterprises verticals with private cloud or edge data centers. For example, it could be a hospital, a big box retailer, or a colon such as Iniquinate So it's really the CX 10,000 that creates a new switching category, enabling stateful services in that leaf node right at the workload, unifying network and security automation policy management. Second, the CX 10,000 greatly improves security posture and eliminates the need for hair-pinning east-west traffic all the way back to the centralized deployments. Lastly, As Shane highlighted, there's a 70% TCO savings by eliminating that appliance sprawl and ultimately collapsing the network security operations. >> I love the category creation um, vibe here. Love it. And also the technical and the cloud alignment's great. But how do the customers manage all this? Okay, I got a new category. I just put the box in, throw away some other ones? I mean, how does this all get done? And how does the customers manage all this? >> Yeah, so we're, we're looking to build on top of the river fabric composer. It's another familiar site for our customers, and what's already provides for compute storage and network automation, with a broad ecosystem integrations, such as VMware vSphere Vcenter as with Nutanix prism and so aligned with the CX 10,000 FGA, now you have a fabric composer, unified security and policy orchestration, and management with the ability to find firewall policies efficiently and provide that telemetry to collect your such a Splunk. >> John: So the customer environments right now involve a lot of multi-vendor and new frameworks, obviously, cloud native. How does this fit into the customer's existing environment with the ecosystem? How do they get, get going here? >> Yeah, great question. Um, Our customers can get going as we, we've built a flexible platform that can be deployed in either Greenfield or brownfield. Obviously it's a best of breed architecture for distributed services we're building in conjunction with Aruba. But if customers want to gradually integrate this into their existing environments and they're using other vendors, spines or cores, this can be inserted seamlessly as, as a lead for an access, access tier switch to deliver the exact same set of services within that architecture. So it plugs seamlessly in because it supports all the standard control plan protocols, a VX 90 VPN, and a traditional attitude, three tier designs easily. Now, for any enterprise solution deployment, it's critical that you build a holistic ecosystem around it. It's clear that, this will get customer deployments and the ecosystem being diverse and rich is very, very important. And as part of our integrations with the controller, we're building a broad suite of integrations across threat detection, application dependency mapping, Siemens sooam, dev ops infrastructure as code tools. (inaudible) And it's clear if you look at these categories of integrations, you know, XDR or threat detection requires full telemetric from within the data center, it's been hard to accomplish to date because you typically need agents on, on your compute nodes to give you the visibility into what's going on or firewalls for east west fuels. Now, our platform can natively provide full visibility into all flows east- west in the data center. And this can become the source of telemetry truth that these MLX CR engines require to work. The other aspects of ecosystem around application dependency mapping, this single core challenge with deploying segmentation east west is understanding the rules to put in & Right, first is how do you insert the service, um, service device in such a way that it won't add more complexity? We don't add any complexity because we're in line natively. How you would understand it, would allow you to build the rules that are necessary to do segmentation. We integrate with tools like Guardi core, we provide our flogs as source of data, and they can provide room recommendations and policy recommendations for customers. Around, we're building integrations around Siemen soam with, with tools like Splunk and elastic, elastic search that will allow NetOps and SecOps teams to visualize trend and manage the services delivered by the CX 10 K. And the other aspect of ecosystem, from a security standpoint is clearly how do I get policy for these traditional appliances and enforce them on this next generation architecture that you've built, that can enable stateful services. So we're building integrations with tools like turf and an algo sec third-party sources of policy that we can ingest and enforce on the infrastructure, allowing you to gradually, um, migrate to this new architecture over time. >> John: It's really a cloud native switch. I mean, you solve people's problems, pin- points, but yet positioned for growth. I mean, it sounds that's my takeaway, but I got to ask you guys both, what's the takeaway for the customers because it's not that simple for them, I mean it's, we a have complicated environment. (all giggling) >> Yeah, I think it's, I think it's really simple, um, you know, every 10 years or so, we see major evolutions in the data center and the switching environment, but we do believe we've created a new category with the distributed services, distributed services switch, delivering cloud scale distributed services, where the local, where the workloads reside greatly, simplifying network, security provisioning, and operations with the urban fabric composer while improving security posture and the TCO. But that's not all the folks, it's a journey, right Shane? >> Yeah, it's absolutely a journey. And this is the first step in a long journey with a great partner like Aruba. There's other platforms, hundred or 400 gig hardware platforms where we're looking at and then this additional services that we can enable over time, allowing customers to drive even more TCO value out of the platform of the architecture services like encryption for securing the cloud on-ramp, services like stateful load balancing to deploy east-west in the data center and, you know, holistically that's, that's the goal, deliver value for customers. And we believe we have an architecture and a platform, and this is a first step in a long journey. >> It's a great way of, I just ask one final, final question for both of you as product leaders, you got to be excited having a category creation product here in this market, this big wave, but what's your thoughts? >> Yeah, exactly right, it doesn't happen that often, and so we're, we're all in it's, it's exciting to be able to work with a great team like Pensando and Shane here. Um, so we're really, really excited about this launch. >> Yeah, it's awesome. The team is great. It's a great partnership between Pensando and Aruba. You know, we, we look forward to delivering value for our joint customers. >> John: Thank you both for sharing under the hood and more details on the product. Thanks for coming on. >> [William And Shane] Thank you. >> Okay. The next evolution in switching, I'm John Furrier here with the power of nHPE Aruba and Pensando changing the game, the way customers scale up in the cloud and networking. Thanks for watching. (music playing)

>>I'm john free with the Q we are here. It's exciting news around the next evolution switching, Sony jean Donny, co founder and chief business officer Pensando and David Hughes chief product and technology officer Aruba HP. Welcome back. We just heard from Antonio neary and john Chambers about the HPV Ruba partnership with Pensando and the new switching platform. Tell me more about the exciting news you're announcing? >>Yeah, I'm really excited today to be introducing the CX 10,000 distributed services switch. It's a brand new class of switch way bringing together the best of Aruba switching technology adding to R C X portfolio combining with Pence Sandoz technology that technology embedded in the platform. The problem we're solving is that in a traditional data center, all of those services like fire walling and low balancing provided by centralized appliances. And while that might be okay for north south traffic traffic that's going in and out of the data center. It's not scalable and it's not cost effective to apply to every service in every port to every flow traversing their data center As we all know with microservices more and more of the traffickers east west over 70% today and growing and so what we're doing here with the C X 10,000 is giving enterprises away to take the smart nick technology that's been proven out by hyper scholars and introduce it into their data centers in a very cost effective and easy to deploy way we're embedding that capability in the top of rack switch so that we can apply Fireable services, low balancing services to every port To every flow, delivering 100 times a scale in terms of a CLS 10 times of performance, in terms of encryption at a third of the cost of those traditional network architectures. So it's a super exciting time, >>love the speed, love the energy there. But I gotta ask what makes this a new category of switch. >>Well if you take a look at the journey we have been on as we have evolved our data centers and the applications have evolved for our customers. Uh and the world is now a bold new world of multi cloud. Uh the architecture is in the data center which are leaves spine architectures have become the new norm. Software defined, networking is pervasively deployed by our customers but as this journey began five or seven or even about 10 years ago uh and has culminated into a much more mature set of building blocks. We have taken the problem from one space of automating networks in the data center to then introducing lots and lots of expensive appliances to bring about security for example, or the state full services, whether it's load balancing or whether it's encryption and visibility and telemetry types of services. Now the customers had to try, you know, trombone all the traffic in and out of these appliances driving up the cost uh and the complexity and when time comes to troubleshoot these environments, it's extremely complex because you're trying to rationalize fabrics coming from one place appliances coming from four or five different vendors, maintaining all the software elements that need to be kept track off. Uh and as more and more customers want to aspire towards zero trust security model. Uh we need to start to embrace a lot of the principles that have been implemented by the hyper scholars and the cloud vendors, which is doing away with the appliances doing away with agent technology on servers, but instead to bring that technology for east west uh into play as well as to ensure that if there are bad actors that are landing inside of the data centers that they do not have the ability to, you know, create attack surfaces with complete lateral movement. Today, that is possible. Uh if you look at 70% of all the attacks that have been happening here in the past few years, it's as a result of having a attack surface which is pretty large in the data centers. And that gets further complicated when you move towards a multi cloud environment where the perimeter of the data center is now moving into the edge. Whether that edges, whether fleet resides for our customers or whether that edge happens to be a co location edge where you're building your own rampant off ramps. So I think the compelling event essentially is driven by the whole notion of distribution of services and having them available from a security and from a services point of view and these are state full services as close to the workload as you possibly can get them. >>So you guys really hit on some key points, their cloud, native microservices East west, north south, um no perimeter edge. These are topics that we would talk about kind of individually over the years, it's happening now all at the same time, this is causing a lot of complexities and then the security challenges you just laid out are everywhere. This brings up a big conversation around solving this. How does this new architecture, this solution solve the complexity and the security challenges in the data center. >>If you look at the use cases that our customers are talking about. The first, the initial use case really is to bring about security and state full security for east west traffic right into the fabric of their data centers. So having the ability to deliver that while eliminating the complex appliances only to do the job which they do very well, which is not South protection of services. Uh that also allows us the ability then to start to deliver visibility and telemetry at the same time that we're delivering state full security firewall and micro segmentation services because what I cannot see, I cannot secure. Uh so those two elements are initial use cases out of the box for our customers as we deliver this platform to them and then as more and more use cases that are becoming evident to us through customer interactions come into play. For example, the co location edge that I would like. David to walk you through a bit more in terms of how we help solve for that use case. >>So for the cooler use case, I think we're moving from a world where people talk about data centers to now talking about centers of data and those centers of data. Yes, they can be in a core private data center, they could be in the cloud but more and more they're going to be distributed around the edge in co location environments. And what we need to be able to do is extend those services that were provided in the data center to be provided in those Kahlo's at the edge And again we want to do that without having to deploy a whole rack of appliances that may be cost more than a computer itself and so with the CX- 10,000 we can have that as a top of rack switch for that polo. And from that switch deploy all of the encryption and firewall ng services that that polo requires. And what's important is that we're doing it with the same policy framework under the same management system across the whole enterprise in the data center as well as in these co location environments and out into the cloud. >>So you guys mentioned visibility and a quick follow up on this question because you mentioned visibility can't see it, you can't protect it. But also there's a lot of workloads that people are trying to automate. These are two factors. Can you guys just double down on that? I want to just get that out there because I think this becomes a big thing. >>I think policy having the ability to have an intent based policy that is a foundational technology building block that we are brought together is a very important element. And then when you map it back to tools that Aruba is extending support for including this platform, become very valuable. So David, why don't you walk us >>through? You know, I think one of the advantages that we bring is that this is an extension of the Aruba C X switching portfolio. So yeah, it's a cloud native microservices, very modern switch architecture and we have a comprehensive management platform, the Aruba fabric controller. And so what we are doing is making sure that everything fits together nicely, that we're delivering a complete solution to our customers. But one important thing to mention here is that we are thinking about how customers can do this step by step. So no, we're not requiring them to rebuild their entire data center, They can do this one rack at a time. We can work with their existing spine and deploy one leaf at a time in a very measured way. And so we think it's a great way for enterprises to be able to consume this modern distributed platform. >>That's a great segment. The next question. I mean I totally see this as you guys are talking about the cloud native trend, driving a cloud operational model to every edge. The data center is just another edge. It's a center of data. Love that. I love that line. So I have to kind of ask the operational side of the question, how would an enterprise customers manage all this take us through the nuts and bolts of deploying and managing of his gum? A customer >>That's a very good question. If you take a look at the customer's deployment models and let's let's take the example of they want to now bring in this technology and build a part or highly secure part with it for east west and to make sure that they're protecting 100% of that east west traffic. I think that leveraging all the building blocks that we have innovated between us and Aruba. We want to make sure that the ecosystem that the customer has built, they want whether they have built it with companies like Splunk and service now or Guardianco, they want integration points will be made available to them. If you take a look at, take a step back and say for these environments as you aspire to go toward zero trade security. The issues of inserting security appliances into network flows and having the ability to map it to the knowledge of applications and their dependencies for policy becomes an important function to tackle. So once you accept that, Okay, I have state full security functions built into this top of rack device available for my applications and all workloads, whether they're container workloads, bare metal workload, virtualized workloads uh and I have complete visibility into those workloads without compromising on connectivity and I can control through enforcement of policy where I need it because now security is part of the fabric, it's not a bolt on. Then comes the job of integration with an ecosystem. So whether you're looking at seem and sold companies where we are delivering in close collaboration with Splunk, A Pensando app for Splunk there's also going to be the availability of an elastic module, A plug in module. Uh then turn attention to what's more automation and devops and civil playbooks for the C X 10-K will be made available day one so that where you do not have the ability to deploy the A. F. C. You can use your existing answerable toolkit and they're making those playbooks available to our customers. Uh They want integration with application discovery mapping companies like Guardianco, allowing them to discover who's talking to whom and push and enforce that policy through the C X 10-K will allow for more automated deployments of those policies and finally, compliance integration with vendors like too thin for continuous security compliance monitoring becomes extremely important as the screen depicts a lot of lot of visualization capabilities with companies like Elk which are in beta today and answerable and Splunk and Elk will all be targeted at first customer shipment. So again, telemetry visibility with the integration of the ecosystem. Uh, it becomes a very powerful combination for the customers as they look to operationalize this for day to day three and they, you know, day one, day two, day three automation. >>That's awesome. David, I'd like to let you weigh in on this whole question of operations because you're hitting all the marks here that are relevant cloud, native microservices, apps, explosion and data volume and velocity, hyper scale operational cloud operations, performance, price point security all in this one solution. This is big. Um, it's not like you mentioned earlier, it's not a rip and replace but you can roll it out how how do you see a customer best operational izing this new, >>You know, I think the answer is a little bit different for each customer but you are very careful at the beginning, we introduced this. It's an evolution of switching. It's not a revolution where we have to replace everything and I think that's really exciting is that it builds on the foundational architecture of leaf and spine. And what we're able to do is let that customer introduced these new capabilities one leaf at a time. So maybe when they're upgrading from 10 gigs to 25 gigs, it's a great time for them to introduce this capability into their data center um and then depending on their application, you know, it may be, as Sony said that they've got one particular application, a crown jewel application and so they want to build out that in one rack and provide, you know, very, very robust East west as well as north south um security around that application, but there's so many different ways that customers can deploy this technology and what's really exciting is now is we're beginning to work with our customers, learning about these new use cases and then feeding that back into our roadmap and we all >>know, as you get down lower in the network layer, security is distributed architecture. So everything is paramount like security, super relevant, great conversation, I gotta ask what's next with this technology. Yeah, >>well, you know the teams, the two engineering teams are working together and this is step one on, on a really exciting new path, I don't know, Sony, what would you say? >>I think there's a lot more to come here. This is just a starting point. We have an incredibly strong partnership and go to market partnership here with Uber team with this platform. It is just the beginning uh and it will lead our customers onto the multi cloud journey. Uh and last but not least, I would like to say that you know, in closing uh that are seldom opportunities where you look at disrupting the way things are happening while fitting into customers existing models. So this is, as I said with everything being software defined, you will continue to see as delivering at great velocity more and more software defined services, whether it's encryption, Lord balancing and other state full services over time. Making this technology easier to deploy by fitting into the existing ecosystem and continuing to provide them with the 100 extra scale, 10 X. The performance as well as the ability to do it at a third of the same, you know, at the third of the cost of what they would need to if they had to build this uh today with disparate devices, >>exciting news in the industry. You guys are the pros you've seen all the waves of innovation over the years. I guess my final final question would be, how would you summarize this point in time right now? This is pretty um exciting all this is all happening At the same time, customers are having opportunity to innovate the pandemic has shown a lot of scale and and the need for stability and security. This is a special moment. How would you guys weigh in on that? >>Yeah, I think about it every decade, there's a change in how data centers a belt. And so this is the change that's happening this decade. Moving to a distributed services, switch. The other big mega trend that I see is this move, as I said from data centers to stand as a data and the opportunity for customers to use this technology as they move out to the edge. Have distributed compute and tell us, what do you think Sony? >>I think I couldn't agree more. I think there are so many various technology transitions occurring now. The cloud being the biggest one. Uh the explosion of data and uh, you know, the customers making decisions of having a distributed model And if indeed two thirds, if not 75% of all data will be processed at the edge over the next few years. This architecture is prime for the enterprise to go leverage their best practices of today while they can gradually move that architecture is for the future, which is a multi cloud future >>centers of data, large scale cloud operations automation. The speed of innovation has never seen this before. Uh It's exciting time. Sunny, thank you for coming on. And David, thanks for chatting about this exciting new announcement. Thank you very much. >>Thank you. Thank you. >>This is the power of and hp. Ruba and Pensando partnership. I'm john forward the cube. Thanks for watching. Mhm

>>Thank you. >>Hi and welcome to the Aruba Pensando announcement. I'm lisa martin. Hopefully you've seen the announcement from Antonio and john but if you haven't, we're going to dig into it from an analyst perspective joining me is bob La Liberty, senior analyst at Enterprise strategy Group to unpack the announcement, bob Welcome to the program. >>Thank you very much. Great to be here. >>So in this case anybody hasn't seen the announcement go ahead and give me an overview, what are these two companies announcing? >>Yeah, absolutely. So essentially what you've seen is is that Pensando, who's been developing this distributed services platform to be deployed as an intelligent card, basically has taken their technology and incorporate it into an Aruba switch. So now you can get distributed services, all the great capabilities that Pensando has been working on combined with an Aruba top of rack switch, all managed under the Aruba fabric controller. Um so you've got a really simplistic way to be able to provision, configure and update and assigned policies to all those great Pensando state full services in the top of rack switch for an existing data center environment >>and what's your overall synopsis? Is this a disruptive technology? What do you think? >>Yeah, I really like this. I mean the whole goal of developing this technology was to be somewhat disruptive. It was to enable data center organizations to basically recreate what hyper scale hours are doing and the whole concept is around how do I improve, how do I distribute the services that are needed to help my application to protect my applications closer to the applications themselves. Um so I really find that this is something that's that's really needed. You know, we've seen the pendulum swinging towards distributed. But the interesting part about this announcement is that the majority of applications still reside in existing data centers. And the other the other kind of interesting pieces that, you know, cloud native, everyone talks about cloud native applications, but cloud native doesn't always mean public cloud only and that organizations are actually gonna run them in a hybrid. So organizations need to figure out how they're going to run these cloud native applications and their existing data center environments. And what the combination of the technologies enable organizations to do is to basically retrofit if you will that top of rack switch and be able to deploy, excuse me, deploy those distributed services at a top of rack switch. Instead of having to either rely on existing hardware appliances that are pulled off to the side of the network or to have to deploy agents onto the server which could impact the application performance. So they've kind of hit that goldilocks spot of being able to provide distributed services without impacting the application performance. In fact, when you look at it from that perspective of its not having to go to that appliance pool any longer, it's actually going to increase the performance, right? Your latency is going to be a lot lower because instead of hair pinning through the core of your network. Now you're just going to your top of rack switch. So it's going to improve the performance. >>Everybody wants improved performance. Especially in this the fact that things are continuing to stay distributed and we probably will have some part of that be permanent. So bob how do customers upgrade or integrate this into their existing environments? Talk to me a little bit more about that and the simplicity, it sounds like what you're saying with which they can do that. >>Yeah, this should be a fairly minimally minimally disruptive uh type of integration, essentially what you're doing if you've got a high availability top of rack it environment, you're going to be swapping out one top of rack switch at the time. And organizations do this quite often when they're upgrading for capacity and things of that nature. So in this case it's simply going to be replacing the top of rack switch and organizations can look at different ways of how they want to do this. You know, to start they might want to look at where they're critical applications are and deploy them. They're so they've got the services, it might be based on looking at where, I don't know you might have some regulated services. Right. Pc I things like that that need to make sure that they've got higher levels of security. So essentially it's all about just simply deploying those top of rack switches going on to Aruba's fabric controller being able to spend that up configure, apply the policies and the security policies that you want to employ for those applications and and let it run, >>Talk to me about this in certain context that we know some of the industry's every industry obviously has been affected by the events of the last 1819 months. What we think of manufacturing, healthcare, financial services, give me uh your perspective into some of the customers in those industries and how they'll be able to take advantage of this technology as their environments continue to distribute. >>Yeah, I mean, I think that the interesting piece of this is that, you know what it's really about for any industry, it's about as they modernize their data center, as they modernize their applications. Right? So we've seen the transition from um monolithic too. So a based apps to microservices based applications and and that's really what's driving this. Because what's happening in all those organizations now, there's a lot of of communication within those applications themselves. Right? Because instead of having one monolithic application or two or three pieces of an application, you could now have dozens or hundreds of pieces of an application that need to talk to each other. And so the key for all of these industries, right. Regardless of the industry, when you're deploying this is how do you secure that communication, how do you make sure that East West traffic is being fully protected um because as organizations, you know, the legacy approach was castle and moat protect the perimeter, which was great. But if you got inside that perimeter right then the malware could really put periphery slow, deliberate, sorry, can't talk today. Um, but the idea is now, how can I deploy services that are able to protect that east west traffic as well? And so by deploying those services at the top of rack, you can do that more easily without having any kind of an impact. Right? So I think that you know the zero trust is what it's the mantra is never trust, always verify. And so that's what organizations are looking to do. So even if there is a malware attack and they do get inside the data center that it's not able to spread throughout that organization. >>Got it. And that's absolutely critical. We have seen the security landscape change dramatically in the last year and a half, we've seen this massive spike in ransom where it's companies in every industry. I now know that it is not a matter of if we get attacked, it's when we've seen a massive increase in detail. So let's kind of dig into, You mentioned some of the benefits in terms of low latency performance, let's unpack the security level there. What are some of the things that you've seen in the security landscape where zero trust is absolutely critical for every industry? >>Yeah. Well, like I said, it's really all about how do you make sure you're protecting there's a lot more communication going on within your application itself and how do you protect it? And so as that landscape has changed, it's critically important for organizations to adapt to that and to be able to, you know, make this change happen. So I mean we've seen this in the hyper scale is right. They've deployed the technology, they have it running at the right and those, those intelligent cards at the server level as close as they can. But for an existing data center, it doesn't make sense, right, unless you're replacing your whole data center, which is obviously incredibly disruptive. It's this is really about how do you insert those services in a minimally minimally disruptive way. And that's what that's what's really key here. The other interesting pieces because of the location, because they can track that east west traffic and apply the security policies to it and they can see all that and they've got visibility into it. They can then take that information and they can export it to existing other security tools. So you're not going to get rid of your perimeter security, you still need that. So this is more about a defense and depth about securing or augmenting your security posture and creating much more, much more, much tighter security around those modern application environments as well. So, so having this capability, like I said, it really starts to democratize that, that capability and the functions that the hyper scholars have and it brings it into existing enterprise data center environments and I think that's really what's important. And then, like I said, as organizations progress, they can take the data that they're collecting and they can leverage that with XDR solutions, right? Feed it into other, you know, sense or things like that. That can really help organizations um, you know, enhance their machine learning algorithms and things like that. The more data you can collect, the better you can, you can nail down the the policies that need to be provided there. >>Well, that's important too. As every company these days either needs to become a data company or if they don't, they're probably not going to be around much longer. Talk to me about the overall security kind of like implication. You said this is going to help organizations in any industry augment their overall security posture. That's so critically important these days. >>Yeah. And it's like I said, it's really about having that that full visibility into the east west flows for these so, and their ability, the distributed services switch is able to stream all of that telemetry of those flows right? And that can be complemented by the existing north south firewall telemetry as well. So you've got all this data for the XDR engines and things like that so that you can really determine whether there's an insider attack where there's any movement of malware, things like that, whether there's an external actor that's gotten into the data center, so it really provides you with a lot more visibility and that visibility provides that data that you talked about. So that's really what's key here and again, it's the ability here is that you're not needing to deploy XDR agents on every workload so there's no impact to the application performance when you're doing it in this this matter. So that's what makes it a really kind of an elegant solution to being able to modernize and deliver these capabilities into an existing data center environment. >>What do you think the timeframe is for an organization to be able to take advantage of this technology? >>Yeah, that's a good question. I mean really it's it's up to the, you know, it's up to the organization themselves. Clearly, once the technology is released by Aruba they've got the ability to start deploying it um you know, obviously one of the easiest ways to deploy it might be if they were adding a new rack, adding some new capabilities then certainly that's completely non disruptive and they can get going there, but like I said it, excuse me, it's also quite easy for organisations to be able to to just simply if they've got a high availability top of rack environment to start augmenting it into their existing their existing infrastructure as well, fairly non destructively >>excellent. That non disruption augmentation is critical. I I do want to ask you a question in terms of the partnership with HP Aruban Pensando, what does this signify on the HP side in your opinion? >>Mhm Well from from the HP side, like I said, I think this is a HP has been involved with Pensando for a long time now. They've obviously recognized the value of the technology and wanted to partner with them from an early stage and so um what it really helps is you're thinking about moving forward. It creates a unique opportunity for organizations to take advantage of the Pensando technology within the HP server environments as well as those top of rack switches and create some really unique opportunities to drive even greater visibility and protection. >>Let's do one more thing bob. Let's just summarize your key takeaways if somebody has 30-60 seconds to watch this and see what the three things are that Bob says we need to be taking away from this announcement. What are those three things? >>Yeah, I think the key thing is first to recognize that modern application environments are gaining ground and that organizations need to accommodate these new application architecture. Right? But to do that, they need a solution. They need some technology to help them. So the key takeaway is that this now this H P E. Aruba and Pensando distributed services switch enables you to deploy distributed services into your existing environment in a minimally disruptive way and it provides you with the benefits of improving security of improving performance and user experiences. Um all while making sure that you can scale and do it simply through a single interface through the Aruba fabric controller. >>Got it. And being able to deliver those outstanding customer and user experiences is critical as we are in this day and age where our business lives blend with our consumer lives that we expect things to be able to work like that bob. Thank you for joining me on the program, breaking down the HP Aruba Pensando announcement, telling us what it is, what the benefits are in it for customers and how they can take advantage of that. We appreciate your analysis. >>Very welcome. It's great to be here. >>Probably Liberty. I'm lisa martin. You're watching this HP Aruba Pensando announcement video. Yeah. Mhm.

>>Hello and welcome to the power of and where H P E Aruba and Pensando are changing the game the way customers scale at the cloud and what's next in the evolution in switching everyone. I'm john ferrier with the Cuban. I'm here with Shane Corbyn, Director of Technical Product management. Pensando Williams show vice president Product management, Aruba HP Gentlemen, thank you for coming on and doing a deep dive and and going into the big news. So the first question I want to ask you guys is um, what do you guys see from a market customer perspective that kicked this project off? Amazing results over the past year or so. Where did it all come from? >>It's a great question, John So when we were doing our homework, there were actually three very clear customer challenges. First, security threats were largely spawned with from within the perimeter. In fact, four star highlights that 80% of threats originate within the internal network. Secondly, workloads are largely distributed, creating a ton of east west traffic and then lastly, network services such as firewalls load balancers. VPN aggregators are expensive. They're centralized and then ultimately result in service changing complexity. So everyone, >>so go ahead. Change. >>Yeah. Additionally, when we spoke to our customers after launching initially the distributed services platform, these compliance challenges clearly became apparent to us and while they saw the architectural value of adopting what the largest public cloud providers have done by putting a smart making each compute note to provide these state full services. Enterprise customers were still were struggling with the need to upgrade fleets and Brownfield servers and the associated per node cost of adding a spark nick to every compute node. Typically the traffic volumes for on a personal basis within an enterprise data center are significantly lower than cloud. Thus we saw an opportunity here to in conjunction with Aruba developed a new category of switching product um, to share the crossing capabilities of our unique intellectual property around our DPU across a rack of servers that Net Net delivers the same set of services through a new category of platform, enabling a distributed services architecture and ultimately addressing the compliance and uh, TCO generating huge TCO and ri for customers. >>You know, one of the things that we've been reporting on with you guys as well as the cloud scale, this is the volume of data and just the performance and scale I think the timing of the, of this partnership and the product development is right on point. You got the edge right around the corner more, more distributed nature of cloud operations, huge, huge change in the marketplace. So great timing on the origination story there. Great stuff. Tell me more about the platform itself. The details what's under the hood, the hardware. Os, what are the specs? >>Yeah, so we started with a very familiar premise, Ruba customers are already leveraging C X with an edge to cloud, common operating model and deploying Leaf and spy networks. Plus we're excited to introduce the industry's first distributed services switch where the first configuration has 48 25 gig ports with 100 gig uplinks running Aruba C X cloud native operating system. Pensando A six and software inside enabling layer four through seven staple services you want to elaborate on. >>Let me elaborate on that a little further. Um, you know, as we spoke, existing platforms and how customers were seeking to address these challenges were inherently limited by the diocese and that thus limited their scale and performance and ability in traditional switching platforms to deliver truly stable functions in in a switching platform. This was, you know, architecturally from the ground up. When we developed our DPU 1st and 2nd generation, we delivered it or we we we built it with staples services in in mind from the Gecko. We we leverage to clean state designed with RP four program with GPU, we evolved to our seven nanometer based DPU right now, which is essentially enabling software and silicon and this has generated a new level of performance scale flexibility and capability in terms of services this serves as the foundation for or 200 gig card where we're taking the largest cloud providers into production for. And the DPU itself is designed inherently to process state track state connections and state will flow is a very, very large scale without impacting performance. And in fact, the two of these deep you component service, their services foundation of the C X 10-K And this is how we enable states of functions in a switching platform. Functions like stable network network fire walling, stable segmentation, enhance programmable telemetry. Which we believe will bring a whole lot of value to our customers. And this is a, a platform that's inherently programmable from the ground up. We can we can build and and leverages platform to build new use cases around encryption, enabling state for load balancing, stable nash to name a few. But the key message here is this is this is a platform with the next generation of architecture is in mind is programmed but at all levels of the stack and that's what makes it fundamentally different than anything else. >>I want to just double click on that if you don't mind before we get to the competitive question because I think you brought up the state thing, I think this is worth calling out if you guys don't mind commenting more on this state issue because this is big cloud. Native developers right now want speed, they're shifting left at the Ci cd pipeline with program ability. So going down and having the program ability and having state is a really big deal. Can you guys just expand on that a little bit more and why it's important and how hard it really is to pull off. >>I I can start I guess. Well um it's very hard to pull off because of the sheer amount of connections you need to track when you're developing something like a state, full firewall or state from load balancer. A key component of that is managing the connections at very, very large scale and understanding what's happening with those connections at scale without impacting application performance. And this is fundamentally different. A traditional switching platform regardless of how it's deployed today in a six don't typically process and manage state like this. Memory resources within the shape aren't sufficient. Um the policy scale that you can implement on a platform aren't sufficient to address and fundamentally enable deployable fire walling or load balancing or other state services. >>That's exactly right. So the other kind of key point here is that if you think about the sophistication of different security threats, it does really require you to be able to look at the entire packet and more so be able to look at the entire flow and be able to log that history so that you can get much better heuristics around different anomalies. Security threats that are emerging today. >>That's a great great point. Thanks for bringing that extra extra point out, I would just add to this, we're reporting this all the time when silicon angle in the cube is that you know, the you know, the the automation wave that's coming with around data, you know, it's the center of data now, not date as soon as we heard earlier on with the presentation data drives automation having that enabled with state is a real big deal. So I think that's really worth calling out now. I got to ask the competition question, how is this different? I mean this is an evolution, I would say it's a revolution you guys are being humble um but how is this different from what customers can deploy today >>architecturally, if you take a look at it? So we've, we've spoken about the technology and fundamentally in the platform, what's unique in the architecture but foundational e when customers deploy stable services, they're typically deployed leveraging traditional big box appliances for east west or workload based agents which seek to implement stable security for each East west architectural, what we're enabling is staples services like fire walling, segmentation can scale with the fabric and are delivered at the optimal point for east west which is through the Leaf for access their of the network and we do this for any type of workload. Being deployed on a virtualized compute node being deployed on a containerized, our worker node being deployed on bare metal agnostic of topology. It can be in the access layer of a three tier design and a data center. It can be in the leaf layer of the excellent VPN based fabric. But the goal is an all centrally managed to a single point of orchestration control which William we'll talk about shortly. The goal of this is to to drive down the TCO of your data center as a whole by allowing you to retire legacy appliances that are deployed in in east west role, not utilized host based agents and thus save a whole lot of money. And we've modeled on the order of 60 to 70% in terms of savings in terms of the traditional data center pod design of 1000 compute nodes which will be publishing and as as we go forward, additional services as we mentioned like encryption, this platform has the capability to terminate up to 800 gigs of line, right encryption, I P sec VPN per platform state will not load balancing and this is all functionality will be adding to this existing platform because it's programmable as we mentioned from the ground up. >>What are some of the use cases lead and one of the top use case. What's the low hanging fruit? And where does this go? Service providers enterprise, what are the types of customers you guys see implementing? >>Yeah, that's what's really exciting about the C X 10,000 we actually see customer interest from all types of different markets, whether it be higher education service providers to financial services, basically all enterprises verticals with private cloud or edge data centers for example, could be a hospital, a big box retailer or Coehlo. Such as an equity. It's so it's really the 6 10,000 that creates a new switching category enabling staple services in that leaf node, right at the workload, unifying network and security automation policy management. Second, the C X 10,000 greatly improved security posture and eliminates the need for hair pinning east west traffic all the way back to the centralized plants. Lastly, a Shane highlighted there's a 70% Tco savings by eliminating that appliance brawl and ultimately collapsing the network security operations. >>I love the category creation vibe here. Love it. And obviously the technical and the cloud line is great. But how do the customers manage all this? Okay. You got a new category. I just put the box in, throw away some other one. I mean how does this all get down? How does the customers manage all this? >>Yeah. So we're looking to build on top of the ribbon fabric composer. It's another familiar sight for our customers which already provides for compute storage and network automation with a broad ecosystem integrations such as being where the sphere be center as with Nutanix prison And so aligned with the c. x. 10,000 at G. A. now the aruba fabric composer unifies security and policy orchestration and management with the ability to find firewall policies efficiently and provide that telemetry to collectors such a slump. >>So the customer environments right now involve a lot of multi vendor and new frameworks cloud native. How does this fit into the customer's existing environment? The ecosystem. How do they get that get going here? >>Yeah, great question. Um our customers can get going is we we built a flexible platform that can be deployed in either Greenfield or brownfield. Obviously it's a best of breed architecture for distributed services were building in conjunction with the ruble but if customers want to gradually integrate this into their existing environments and they're using other vendors, spines or course this can be inserted seamlessly as a leaf or an access access to your switch to deliver the exact same set of services within that architecture. So it plugs seamlessly in because it supports all the standard control playing protocols, VX, Lenny, VPN and traditional attitude three tier designs easily. Now for any enterprise solution deployment, it's critical that you build a holistic ecosystem around it. It's clear that this will get customer deployments and the ecosystem being diverse and rich is very, very important and as part of our integrations with the controller, we're building a broad suite of integrations across threat detection application dependency mapping, Semen sore develops infrastructure as code tools like ants, Poland to answer the entire form. Um, it's clear if you look at these categories of integrations, you know XDR or threat detection requires full telemetry from within the data center. It's been hard to accomplish to date because you typically need agents on, on your compute nodes to give you the visibility into what's going on or firewalls for east west flaws. Now our platform can natively provide full visibility in dolphins, East west in the data center and this can become the source of telemetry truth that these Ml XT or engines required to work. The other aspects of ecosystem are around application dependency mapping the single core challenge with deploying segmentation. East West is understanding the rules to put in place right first, is how do you insert the service uh service device in such a way that it won't add more complexity. We don't add any complexity because we're in line natively. How do we understand that allow you to build the rules are necessary to do segmentation. We integrate with tools like guard corps, we provide our flow logs a source of data and they can provide rural recommendations and policy recommendations for customers around. We're building integrations around steve and soar with tools like Splunk and elastic elastic search that will allow net hops and sec ops teams to visualize, train and manage the services delivered by the C X 10-K. And the other aspect of ecosystem from a security standpoint is clearly how do I get policy from these traditional appliances and enforce them on this next generation architecture that you've built that can enable state health services. So we're building integrations with tools like toughen analgesic third party sources of policy that we can ingest and enforcing the infrastructure allowing you to gradually migrate to this new architecture over time >>it's really a cloud native switch, you solve people's problems pain points but yet positioned for growth. I mean it sounds that's my takeaway. But I gotta ask you guys both what's the takeaway for the customers because it's not that simple for that. We have a complicated >>Environment. I think, I think it's really simple every 10 years or so. We see major evolutions in the data center in the switching environment. We do believe we've created a new category with the distributed services, distributed services, switch, delivering cloud scale distribute services where the local where the workloads were side greatly simplifying network security provisions and operations with the Yoruba fabric composer while improving security posture and the TCO. But that's not all folks. It's a journey. Right. >>Yeah, it's absolutely a journey. And this is the first step in in a long journey with a great partner like Aruba, there's other platforms, 100 or four gig hardware platforms we're looking at and then there's additional services that we can enable over time allowing customers to drive even more Tco value out of the platform and the architectural services like encryption for securing the cloud on ramp services like state for load balancing to deploy east west in the data center and you know, holistically that's that's the goal, deliver value for customers and we believe we have an architecture and a platform and this is the first step in a long journey. It's >>a great way. I just ask one final final question for both of you. As product leaders, you've got to be excited having a category creation product here in this market, this big wave. What's what's your thoughts? >>Yeah, exactly. Right. It doesn't happen that often. And so we're all in, it's it's exciting to be able to work with a great team like Sandu and chain here. And so we're really excited about this launch. >>Yeah, it's awesome. The team is great. It's a great partnership between and santo and Aruba and you know, we we look forward to delivering value for john customers. >>Thank you both for sharing under the hood and more details on the product. Thanks for coming on. >>Thank you. Okay, >>the next evolution of switching, I'm john furrier here with the power of An HP, Aruba and Pensando, changing the game the way customers scale up in the cloud and networking. Thanks for watching. Mhm.

(upbeat music) >> Welcome back to the cubes coverage of the power of N and the collaborations between HPE Aruba and Pensando. Where the two companies are setting out to create a new category in network switching. Joining me now is Simon McCormack, who looks after product management at HPE Aruba. Welcome Simon. Good to see you. >> Good morning. Thanks for having me today. >> You're very welcome. So Simon, we've been talking all day about the Aruba switching fabric that you're bringing to market embedding the Pensando technology. Can you tell us what's the primary value prop that AFC brings to its customers? >> Sure. Aruba fabric composer. This is orchestration and management for the Aruba wide switching platform, primarily for data centers. It does a lot of things. I'll give you three key ones just to get a feel for it. So in data center, networking, there's a lot of complex technologies. I'm afraid to say, lease spines, overlays, underlays, EDPs, OSPs PGP. I can throw out loads of acronyms for you. Fabric composer can really simplify through a bunch of intent based workflows, the deployment and management of these fabrics. We can do it either interactively through a UI or fully API driven if you want to. So it really takes away a lot of the complexity there makes it dead easy to deploy these and that scale. Number two, in a data center, a lot of compute storage hypervisor technologies that you have to interact with with your network products. So in fabric composer, we built an integration layer into it, that interacts with other orchestrators. V-Center, VMware Vcenter is a good example of that. So an operator may make changes to V-Center that affect the network. You don't want to call the network team for it. Fabric composer can automate that network side configuration on the Aruba switch, making your day to operations, insertion of new services, much more simpler. And then finally, number three, because we've got all these capabilities I've just told you about. We actually have a great typology model that we build from it. And we can use that to visualize this virtual to physical network layer that is really powerful for troubleshooting the environment. >> Great, so three things actually for right simplify, you integrate and automate, and it's kind of two and two way I'm going to call it and then the visualization piece for troubleshooting. Awesome. What about security policy? How are you thinking about that in this release? >> Yeah, so that's where in this release, we're extending it with the Persando PSM technologies embedded into the 10 K. Now we can use Aruba fabric composer to actually orchestrate the policy in addition to the network. So you think about today, fabric poser does network primarily you bring policy into it, you've got one single pane of glass now that doesn't network in policy, it actually provides a really powerful capabilities for operators of different skill sets to be able to manage and orchestrate this environment. >> What about the sort of operational model as it pertains to the network and security, I'm interested in how flexible that is. Like for instance, if a customer wants to use their own tooling or operational frameworks or frameworks so what if they want to leverage multi-vendor fabrics like a third-party spine? How do you deal with all of that? >> Yeah, and I think that's, we built that into essentially the DNA of this technology is that where we're expecting to often go into brownfield environments where they've already got best practices for security and networking. They've already got networking vendors there. The 10 K the very powerful lease switch on its own. We want those lease switches to go in all of these different environments, not just Greenfield. It's really great for Greenfield. And I'm going to explain this a little bit in a few ways. First of all, the technology we have with Aruba fabric composer and Pensando PSM, you can do a pure operational split between them. SecOps, NetOps a lot of customers that's how they deal with it. They've got the security operations team network operations team. If they're split, you can use the two tools and make a fantastic product using that. However, they're not split and you've got a single policy for it. You can use Aruba fabric composer to do both of them. So you've got the options there and we fully embrace that in the architecture of what we built. This extends to multiple layers for the technology build as well. Again, as I said, the 10 K's at Leafs, which it can connect to third-party spines. So you could use fabric composer to manage this lead switch and the policy you could use fabric composer just to manage the lease switch and connect and inter-operate the Leaf's to a spine, or you can do a full Aruba solution, the full Rube Leaf spine and use that operating model. There's one final thing in this area is fabri Composers are a UI based orchestrator, API driven. Some customers love it. Some customers that love their CLIs, we fully embrace the operational model where customers still use their own API APIs and their own CLIs. So the customer may be using Ansible to automate through API. They can still use that directly to the switch and they can use it to AFC and mix the two. If you talk directly to a switch and change it, fabric composer detects it and basically sinks its configuration together. So we can insert all or any part of this solution into existing or new Networks. >> Yeah, that's nice. Right? Because I mean, so there's the network hard guys, they want that CLI access, so you you're accommodating that. And then as well, being able to bring those SecOps view and the NetOps view together is important because let's face it. A lot of organizations, especially some of the smaller ones, they don't actually have a full blown SecOps team, that's really the NetOps responsibility. And so that's nice flexibility. You can handle both worlds. How about segmentation? When a customer is telling you that they want regarding segmentation and how are you guys approaching that? >> Yeah, I mean, it's actually a key feature of what we're doing in this area. Now the land segmentation generates it's kind of a wide area with many layers to it and we could talk about it for hours. So let me talk briefly about some of the areas we're going into when it comes to the segmentation, particularly the compute-virtual type environment. So when you, you're typically creating policies in today's world, current policies based on addresses, IP addresses, or Mac addresses. You have lots of rules and big lists of addresses. It's really annoying. Customers generally don't talk in addresses. They talk in machines and names of machines. So if you think about what I've already told you with a fabric composer. We've already got these hooks in the compute hypervisor layer. So what do we know about the virtual machines? So it's undoubtedly a natural extension now for you to be able to create these policies based on the machines. So there's a scale problem in policy distribution, at two levels, at the top and the bottom. The top level is your chronic create the policy. You've got this massive distribution addresses. So fabric composer can really help you by allowing you to then create these groups, sensible groups, using the names. Then you can distribute the 10 K solution with the distributed architecture of the bottom layer, now allows us to distribute these policies and rules across your racks within your data center. So it scales really well, but that's one level I've described. You know, you're creating groups of machines with names, so it's easier to define it, but there's also an automation angle to this as well. You might not want to even create it interactively. A lot of customers with VMware Vcenter for example, are tagging the virtual machines. So the tag tells you a group information. Again, fabric composer can already get the tag within its database model. So we can use the tag now either to fully automate or use as a hint to creating these groups. So now I've got a really simple way to basically just categorize my machines into the groups so that now I can push rules down onto the, and there's one, final thing that I just want to tell you before we move on, There's often a zero trust model you want to do in the data center for segmentation, meaning I've got two virtual machines on the same network on the same host. Normally they can talk to each other, nothing's stopping them, but sometimes you want to isolate even those two. You can do it in products like V-Center with PV land technologies. A bit cumbersome to configure on the VSphere side, you've got to match it with what you see on the switch side. It's one of those, that's a real headache, unless you've got an orchestrator to do it. So fabric composer could basically orchestrate this isolated solution. You're now grouping the machines and you're saying they're isolated. We can do the smarts and both of the center side and the switch side, get them in sync, get it all configured. And now the masses can start to do this kind of segmentation at scale. >> Got it. Thank you Simon. Can the fabric composer kind of be used as the primary prism for troubleshooting? How do you handle troubleshooting and this art combined architecture? Who, who do I call when there's a problem? How do you approach that? >> Well, definitely start by calling me or actually call my product first, so fabric composer. If you're using it, use that as the front tool for what you're going to try and figure out what's going on. There is a global health dashboard. It encompasses networking security policy across the solution, across the fabric. So that's your tells you what's going on immediately, down to port stats on what's happening within the physical topology of the network down to the end to end view, we have in terms of policy connectivity between machines. So fabric composer is your first port of call, but we built a solution here that we don't want to hide the pieces underneath it. Any networking guy knows when they're deep troubleshooting networking stuff, they're going to end up at the switch. So you started the orchestrator, but sometimes in the deep troubleshooting, not day-to-day hopefully, you'll go to the switch and you'll troubleshoot that way. We've got the same technology here with the policy, with the firewall rules, with Pensando PSM, we still fully embrace. For deep troubleshooting, go to Pensando PSM. They have really advanced tools in their bag of tricks in the product to give you advanced troubleshooting down to the policy layer that they have a really powerful firewall log capability, where you can search and sort and see exactly what role is allowing or stopping any traffic going through the environment. And the two orchestrated model, we really like it because it scales really well. It allows fabric composer to remain lightweight, PSM focused on the policy orchestration bit. But again, if you're the customer that wants to do single pane of glass, use fabric composer for the standard day-to-day stuff. But you've got the tools there to do the advanced troubleshooting between the different elements that we have within the Pensando and the Aruber tools. >> Yeah, really well thought out, you get the simplification angle nailed, the integration automation we talked about that, the visualization and a topology map, zero trust, and then remediation with deepened spend inspection. Simon, thanks so much for taking us through the announcements, really appreciate your insights and time today. >> Thank you very much. >> You're welcome. Okay. Keep it right there. This is Dave Vellante for theCUBE. More content from the HPE Aruba Pensando announcements, coming right up. (soft music)

>>last decade. The >>major vectors of power in >>tech. We're cloud, mobile >>social and big data. Network computing >>architectures were >>heavily influenced by the mobile leg of that stool with bring your own devices and the SAs >>ification of the enterprise. >>The next 10 years are going to see a focus on instrumented the edge and leveraging architectures that provide a range of capabilities from very small embedded devices, too much larger systems that span hybrid it installations, they move data across clouds and then to the very far edge. >>And is so often the >>case consume arised IOT technology is rapidly driving innovations for enterprise IOT. What are the key trends, challenges and opportunities >>that this >>sea change brings and how should we think about the expanding network >>universe and what will it take to >>thrive in this new environment? Hello everyone. This is Dave Volonte. Welcome back to HPD discovered 2021. You're watching the cubes, virtual coverage of H P. S annual customer event. And with me to discuss the next decade >>of IOT innovation >>and enablement is David Logan, who's the vice president and >>Ceo for the >>Americas for >>HP. Es. Aruba >>networks. David, Welcome to the cube, come on in. >>Thanks so much. It's my pleasure to be here today with you. So >>if the last decade was all about mobile that was legit, it was really driven by the iphone and android adoption and we've been hearing about IOT >>for a long time. >>What's >>the impetus behind the current >>focus on IOT is a >>connected cars, connected homes. What's making it >>real this >>time? From your point of view? >>You know, it's it's really almost everything at once. Uh if you look at how um IOT systems had been developed over the past 10 years, it was super industry specific, A lot of, a lot of mitch implementations, um a lot of product vendors trying to become an IOT platform play. But with all of that innovation that's taken place, it's been additive over the past 10 years. Now. The next 10 years, we're really looking at a phenomenal amount of growth, a phenomenal amount of uh increased innovation to bring IOT solutions to almost any industry for any purpose, whether it's a horizontal need or or a vertical need, that's >>so you guys use terms like solutions, enablement IOT solutions, it's a real big focus of HBs Edge to cloud narrative. I wonder if you could add a little color and some details behind that and explain how Aruba fits in. >>I'll be glad to. So um, H p S Edge to cloud strategy is a really accurate term. Ultimately, the Edge is where IOT solutions are first enabled and it's where data is born, it is where end user experiences live and Aruba's role in Edge to cloud architectures is to provide the connectivity, the performance assurance, the ability to commingle what were once parallel architectures into common infrastructure, common operating platforms and allow this data that's born at the edge to go all the way to the hybrid cloud infrastructure, wherever it needs to go, whether it's an IOT and user application, whether it's an IOT subsystem for industry or or for vertical industry or for vertical enterprise, um the Aruba infrastructure really provides this common operating platform at the edge so that the rest of the enterprise can benefit from what's once transpiring >>when you think about the >>sort of >>candidates for IOT at the enterprise level. I mean, the edge obviously is very fragmented and and of course the big industrial giants, they're on a path there digitizing, they're collecting data, they're driving new monetization initiatives and you know, they got the budgets to do that. Can can smaller companies come to this party. >>Absolutely. And it's really the consumer is ation of IOT that's really driving that. As you mentioned in some of your opening statements, um, the consumer is ation of computing with mobile computing architecture, sas clarification of applications and the extension of the enterprise application environment to the end user with their consumer devices as opposed to their enterprise issue devices. We're seeing the same effects in IOT now, the Consumer Ization of IOT, the release of the amazon echo in 2014, all of the smart tv technology, all of the in home home automation technology that's been developed for individual use cases, for conglomerated use cases. It is this innovation that is now being able to be brought into the enterprise either in the form of pure consumer technology. Just take a look inside your average student dorm room, how much digital technology they brought in, But it's in a it's in an enterprise setting in the university. Uh think about hospitals, health care that have brought in technology to facilitate their particular processes. The consumer is a shin will allow digital experiences to be delivered to the patient in their in their in their treatment suite, for example. So we're gonna see this really drive over the next 10 years quite quite uh quite a significant amount of interesting new use cases. >>Just a quick aside, David, I mean, that Echo example is kind of interesting because when you think about the predominant use cases for AI at the enterprise, it's it's largely modeling that's taking place in the cloud. But when you think about the predominance of AI on whether it's smartphones or you mentioned things like Echo, it's that's kind of a i influencing at the edge, facial recognition is another good example that's bleeding into the enterprise. And it's as you as you know, we've talked about up top it sort of points the way and informs the enterprise, much like the Consumer ization of it. >>Absolutely. Um organizations like Microsoft google amazon, they're really leading the charge from from uh both the Consumer ization perspective but also a developer enablement perspective, bringing the ability for a. I machine learning very specific capabilities. Like you mentioned, video recognition to be able to be brought into enterprise application environments by a developer so that they don't necessarily need to know how to develop that full ai ml stack but can incorporate that capability into their end user applications. And then it's going to lead to brand new productivity innovations that an enterprise can benefit from. Uh It's gonna lead to certainly new business models, it's gonna lead to the ability to integrate um Federated Systems together. Whether it's a business model between two enterprises or whether it's uh the how a particular enterprise operates their own business. It's gonna be, it's gonna be really fascinating. >>I was reading about hand recognition of security. You go beyond fingerprint recognition, it should now be hacked. Let's talk about the market. Everybody talks about the tam, you know, pick your trillion, 1,000,000,001 trillion two trillion. It's a huge total available market, as I said, very fragmented. So how do you think about segmenting the market? How should we think about the different categories of of IOT and solutions and architectures? >>Well, you know, every every organization is easily category categorized by their industry, healthcare, higher education, industrial retail. They all have their particular operating models that generally speaking, have a lot of similarities. And so when we think about market and market segmentation and I think it's first important to think about the particular vertical that enterprise organization belongs to. And then, you know, innovators like like us here in Aruba, we think about how do these particular industries need solutions? And then we look across them for horizontal opportunities, for example, within Aruba's solution set the ability to uh go through rapid iOT device onboarding and security policy process and procedures that's pretty universally applicable across many different industries. But at the same time when you when you look inside a particular vertical, like a heavily industrialized setting, they want to collapse there. OT infrastructure and their I O. T. And I. T. Infrastructure altogether. And they're going to need some very specific solutions to do that. Um, whether it's the ability to guarantee data flow from the edge to the cloud, whether it's security, performance, assurance, whatever their needs, are there going to be very unique to them too. And so looking at it by vertical first is important and then I think sending by size makes sense. And then as we were talking about earlier, the Consumerism nation of IOT systems is really going to bring the ability for medium and smaller organizations to benefit from a lot of these innovations. >>Another another aside maybe it's not a quicker side, but you get the O. T. And the I. T. You know, T. Engineers that are pretty hard core about the way they do things and you got it folks, they have security edicts and compliance and so forth. Kind of how how are they working together? Like who's driving the bus and that >>convergence. You know, every organization has their own operating culture. They have there their prior way of doing things and then they have the future and the real key here for leadership honestly the real key here for organizational leadership, solution, technology leadership in these organizations is to figure out how to bring everybody together the booty uh responsible part of the organization. The folks that are in the line of business, the folks are in biomedical engineering in a health care organization. They know what the end application is, they know what the systems behaviors are going to be from an end user's perspective or from a from a technology perspective as it's applied at the edge, the I. T. Team knows how to build and operate and maintain a bus nature that is all co mingled together is all integrated together. They're going to have to work together so that they understand the end user applications, the experiences that need to be delivered the system's architecture and then how it needs to be operated. But the reason they need to come together is it needs to be using a common enterprise architecture to do so. Common network infrastructure, common computing storage, data platforms at least from a standards perspective, so that the enterprise can get operational efficiency so they can really have the one plus one equals three value proposition moments when multiple systems come together. >>So a couple things we just hit their the organizational challenges, the architectural challenges. You don't want to have more stovepipes? Everybody talks about stovepipes and and data silos. Are there any other challenges that you note that an organization faces in planning and implementing an IOT solutions architecture from your perspective are the organizational, we talked about that. They were talking about some technical and any others that we might have missed, >>you know. Um It's interesting when you look inside at enterprise that has some decent best practices or some good best practices for implementing their their enterprise IOT frameworks. Um as I mentioned, bringing the organization together uh from the end user perspective and the experiences that they need from the operational perspective and the operational technology bleeding into or merging into I. T. Technology. Clearly there's there's that organizational component, but that then needs to map into a newly refined enterprise architecture last decade, you know, the nineties and two thousands, 2010, we talked about enterprise architecture a lot, it was a lot about client server and it was a lot about migrating from legacy application architecture is into next gen and web dato and now it's all about machine to machine and mobile and post mobile. And that means the enterprise architecture that maybe got dusty on the shelf needs to be pulled off and re implemented. And interestingly, as a networking vendor, what we've seen as a best practice is these enterprise organizations recognize that with cloud and mobile and IOT and vendors playing such a such an important role that a lot of control and a lot of visibility has been pulled away from the classic enterprise I. T. Organization and looking at the network as the place where experiences come to uh at the places where uh as to where um instrumentation of the overall end to end architecture can come together. And so they're really now starting to look at the network as as a far more important component than perhaps they did four or five years ago where it might have just been four bars of wifi or connectivity from branch to headquarters. >>When I think about enterprise architectures, I definitely go to workloads like, okay, how is work? How is work that's being done in the enterprise changing and you obviously have a lot of general purpose E R P and financials and Crm and HCM etcetera. You've got this emerging set of workloads that's data intensive, whether it's A I or you know, whatever, whatever you call, some people call matrix workloads, but all the kind of new, interesting, you know, data intensive workloads and then there's a ton of work being done that's just don't even supporting applications directly, it's it's making storage run better or networks run better and so it's kind of wasted cycles if you will. So yeah, I talked a lot of people who are kind of rethinking that architecture to your point based upon the type of work that's being done and obviously things like influencing at the edge that we talked about a little bit earlier, uh are gonna drive that in the enterprise and that's really gonna put new requirements on the architecture, is it not? >>Absolutely. In fact, this is, this is core to the HP edge to cloud strategy and architecture. Ultimately, every organization is going to be different, they have different use cases, different, different business requirements. But um, we are going to find over the next 10 years that a significant amount of the data that is born at the edge and the experiences that are delivered at the Edge need a local presence of computer and communications to enable what needs to, what needs to take place locally from an operations perspective, Let me give you a concrete example. I mentioned health care a couple of times, imagine the healthcare environment of a large healthcare network organization and they need to consume patient telemetry information from all of their patient bedside monitoring systems. At the point at the point of patient care, well, what if the point of patient care is in a hospital tower? What if the point of patient care is in the patient's home? That's a completely different set of circumstances, physically and logically from an enterprise architecture perspective. And so it's particularly important to think through how data will be born at the edge, consumed locally, processed locally. And then forwarded to hybrid cloud computing environments for continued processing after the fact. So you might need to react immediately to some patient telemetry that's collected locally, but then also collect that information processing and the metadata stored somewhere else, maybe maybe haven't diverge into multiple streams? And in all of this, the computing architecture at the edge, the hybrid cloud architecture, the network architecture from edge to cloud all matters because this involves security, involves availability, involves performance, it involves how the data itself is used, the experience of the end users that are responsible for the delivery of the, Of the experience itself. So the ultimate enterprise architecture here is going to evolve yet again. And just as we've seen over 30 years, the centralization, the decentralization, the centralization, the distribution of various functions. We're just we're just seeing that again, because we continue to reinvent how we operate with better and better architectural models, >>right. Pendulums definitely swinging when you, when I think about the compute at the local level, I think it's gonna be super, super high performance and dirt, cheap and low power. Um, and I want to ask you a question about something you said earlier about your strategy is really to look for those horizontal opportunities. So am I right to and for you're not going after the, the deep edge with, you know, specialized capabilities or are you? I think Tesla, right. I mean, you know, designing their own chips for their cars, you're not going there, I presume. But you also reference, hey, there's gonna be some data that's coming back, that's kind of your role. But maybe you can help clarify that for me. >>Yeah, so, so interesting. We are in a way going after the special edge cases, but that's through the creation of an architecture that is malleable enough where you can define an enterprise network architecture and enterprise network experience that will address the horizontal, easy to understand use cases like mobile devices that need wifi connectivity or mobile devices that need bluetooth connectivity or Zig B or what have you. But also we have found that through again through consumer is ation of IOT systems that um, I O T specific technologies for very specific edge use cases are still embedding common access technologies, common networking technologies, common security protocols, um Common orchestration capabilities for compute as some examples. And so what we are building is the ability for uh an enterprise architect or an enterprise network architect to define a single network architecture physically that can commingle lots of different perhaps parallel network architectures into a single common platform and then operate it even though that it might consume multiple, many parallel types of systems ultimately operated as one single entity. Um That honestly, that's the power of the Aruban architecture is even though we have to physically deploy access points and switches and SD WAN gateways to create whatever the enterprise network architecture looks like, It's all driven by software and it's all driven by common interfaces that at some point get down to. Okay, I can actually connect that kind of strange device because it has enough commonality so that I can plug in this USB adapter into this access point. And all of a sudden I've got this connectivity for this very specialized thing transporting specialist protocol across an I. P. Network. So it's um it's really the blend of looking for horizontal opportunities so that we attacked the market effectively but also make sure we don't leave anybody behind in the process just because they've got a specialized need. >>Thank you for that clarification. So room is going to participate in the entire value chain that we've sort of laid out here and visualized. What do you think's going on? Maybe we can talk about the vendor landscape the pretenders from the contenders. What are the keys in your view to the product solutions, the right clarity of vision? Uh maybe some things that haven't been invented yet. How do you how do you think about that? >>Yeah, so um a lot of lessons learned over the past 10 years, I would say um there have been a number of very prominent enterprise technology companies, facilities, tech, um a vertical oriented solutions for healthcare, for industrial settings and they've all at one point or another tried to build a platform strategy, they have decided to self anoint or anoint themselves with, we're going to be the platform for some particular horizontal function inside the enterprise that involves IOT because we want to be the centerpiece where all this data from all these IOT systems concerning this particular environment flows through and we want to help democratize data access. Um Unfortunately most of them still took a very vendor specific point of view about it, even even by layering standards on top of what they've built, um even forming industry consortiums, they haven't necessarily achieved critical mass of what we would all like to see, which is full democratization of IOT solution architectures and IOT data access and I think we're gonna see that over the next 10 years, it's gonna take a while but I think um you know to to your question of what are some interesting uh interesting products or technologies to be developed? Um I think uh industries working together vendors working together like Microsoft like google like amazon like Aruba HP like um in ocean which is an industry consortium, these places where we come together and decide to achieve the greater good to achieve greater benefits for our enterprise customers and build a platform capabilities using standards using open source, using consume arised tech using really critical functions in orchestration, configuration management, aPI architectures, standard standard object models for how how information is communicated. I think that we will be able to democratize IOT data access, I think we'll be able to democratize how IOT systems are deployed and dramatically expand the market opportunity for the benefit of everybody. >>Yeah, we've certainly seen those types of collaborations before, I'm not sure it's ever been this large. Maybe the internet was this large, but that was kind of more government driven than it was a vendor driven, which is your land, give us the bumper sticker for Y H P E in Aruba. >>Well, you know, um HBs in a really um in a really interesting position, we really are enabling the entire edge to cloud architecture, as we've mentioned a few times and the ability to lay out the foundation of the infrastructure for communications for compute for storage regardless of how an enterprise organization wants to consume it, whether it's all at the edge or all in private data centers or in hybrid architecture, whether they want to control the entire architecture top to bottom, whether they want us to help them deploy and manage the architecture on their behalf with industry partners. Ultimately, we are giving them a set of building blocks into end that will coexist with whatever they've already built, help them build a malleable architecture and going forward in the future and really helped them achieve economies of scale, >>David, Very interesting discussion. Thank you so much for your perspectives. Really appreciate you coming on the cube. >>Thank you. Thank you so much. Dave. I really appreciate the time and I'm uh I'm really excited to be part of discover, >>awesome. And thank you for watching this segment of H. P. E. Discovered 2021. You're watching the cube. This is David. Want to keep it right there. Mhm.

>>from around the globe. It's the Cube covering HP Discover Virtual experience brought to you by HP. >>Hi. And welcome back to the Cube's coverage of HP Discover 2020. The virtual experience. I'm stew Minimum and happy to welcome back to the program. One of our cube alumni, Partha Narasimha He is the chief technology officer of Aruba. Which, of course, Aruba is an H p e company. Partha. Thanks so much for joining us. Thank you. Alright, so HP Discover is a big event. But, you know, for the networking people, of course, Aruba has its own event atmosphere, which happened, you know, just ahead of Discover you gave a keynote there some news there that we'll talk about. But, you know, just, you know, we bring our audience up to speed a little bit about, you know, the role of the networking inside of HP with Aruba. >>And so you know, when everybody's primary focus is networking and security. Uh, we really have expanded in the past few years and scope of the problems that we work on, what we call the intelligent edge and we define the edge is where people are, where the action is And how do you think about the kinds of experiences that end users care about? In addition to just connecting security into their absence of data on the upside, but also about the experiences in the physical world? And then there are these stakeholders that care about in an efficiency, productivity and so on. So the intelligent edge is it includes networking and security, but it really focuses on people and businesses. Hooks. >>Yeah, that's great. You know, Often we talk. It's, you know, the business outcomes that matter and experiences. It's you know so much about people. The current global pandemic absolutely has put a real focus on people. Um, you know, from a networking standpoint, of course, everybody's working from home a lot more. Um, you know, VPN services need to be considered. And you know what? I'm curious the impact from your business and your customers as to what's happening. >>I think this is where you know the focus on on the intelligent edge on people's experiences and business outcomes. Uh, is actually it was being having now, with the presence of endemic, if you're defining and go back to the definition of the edge as where people are and where the action is in the last 2 to 3 months. A lot of that exists in people's hearts in all of our homes. That's where that's where I am right now. And that's where we all of being, Um, so what does that mean for where the edges? And so we kind of see at least three phases in here, where right now we're focused on business continuity, Which is how do you know enable employees to continue to stay productive and connect securely to be enterprise data? Perhaps, but also, when you know some of the subsides, how do you bring people back safely? Go into physical spaces? And that's what we call business recovery. And then, as I talk to customers, you know, there's there's a spectrum of opinions about what is going to stake. And, you know, if you call that the new normal Andi, when an image goes out of our in our lives, it doesn't look like they're all going back to everywhere in January of Apple Siri. And so what is the new normal? And how do you how does a painful that's that's really what we're focused. >>Yeah, it's so important right now. Parts you know, when you look at enterprise is rapidly adjusting to to ah, situations is not necessarily what we think of. Of course, in the last few months, we've had to move very fast to be able to enable the workforce. Uh, I would love to hear what you're hearing from CEOs that there and customers and, you know, how are you helping them react to things you know much faster than they might have. >>So a lot of the business part unity. Actually, the focus is on 19 right? Because you know, how do you deploy technologies are actually leverage the technologies that have already been deployed in order to allow employees to stay productive from their homes? And there's been a spike in demand from for work from home solutions. Believe it or not, Aruba had we have built a solution for the remote access point way back in 2005 or 2006 when there was a different endemic, a time as a business continuity solution. But given the intensity of how this pandemic is affected all of our lives there was a strike and demand for work from home solutions not just from a connectivity and security perspective, but also every employee is home eyes very different, right? Based on the speed of your Internet connection. How many other people are home? How many other devices are connecting to the home network and what else is happening in the three Netflix streams running in parallel? And in this case, in that kind of environment, how do we now provide some visibility for key help employees getting there? So while we built a remote access point as a security solution, we ended up realizing that would be really solved. For the end user was a better user experience where they just see the same network that they see in the office. They see that home but more again, helping I t get some visibility and maybe troubleshoot some issues employees might have. So all three of these have been integral components of that solution and, you know, it became even more front and center well, when the wind and make it in terms of the site. >>Yeah, you know, when I think about security, has really, you know, in the last five years or so escalated only to the C suite. But the board level for constant consideration, has Has the current situation really raise the visibility of networking, you know, to the C suite. >>It has essentially, you know, the focus Until now. Could be in that. Okay, I my all of my employees get into the office and also and create an environment within the office building that allows for collaboration that allows for seamless connectivity and security. Um, but the pace at which we all have to go to this work from home situation, what's the time? And I was so shocked. I have to respond quickly on day after this phone, quickly where, you know, they could have done with a few dozen office buildings to now thousands of employees homes, and so >>be bigger. >>The all of the effort that we put in to create that solution earlier now pick off because we were already but this for for this situation. Even though, you know, we all live in interesting times, and I never want to see this again in my lifetime. But the fact that you know we had a focus on it for the last 15 years or so made it ready for us. But more importantly, as we look at, you know, as the business community face was about I p the business recovery, which is which is probably very a starting point right now. How do we now bring people back safely into lying to physical spaces? Now the stakeholders are you know, that set is expanding, right? Whether it's, you know, maybe we have the steam called the crisis management that is looking at Okay, how do I now manage Not just the crisis, but bringing people back in facilities is important, because if things space has to get rearranged in order to make certain density or spacing objectives, so they know they have some interest in there marketing. If you're a retailer, you know, hospitality and so on, they get interested in it. So there's a lot of other stakeholders now the lie on the infrastructure that I be has deployed primarily for security and security. Now that same infrastructure, it's gonna go benefit other stakeholders so that you get a competitive advantage in the business recovery face. Like if I'm able to safely brain a lot of my key employees that are required to be in physical spaces back in while addressing all of their concerns about the health and the safety associated with the recovery. That definitely gives me a competitive. And I believe that the solutions and Aruba has provided to I t. Until now are now. There's a There's a spark like Chinese on it because a lot of people, a lot of other stakeholders, could benefit from that infrastructure. That is already, >>Yeah, there's a lot of conversation going on in the industry about what things look like post endemic. And, you know, while there is still obviously a lot of uncertainties, we really think there will be some hybrid modes going on. So, you know, work from home might not stay permanent. But many companies, we're talking about being more flexible. So how does that impact? You know what you're offering? Cause, you know, I think about, you know, from the enterprise. You know, I needed a certain density. Now I need to think about Okay. How do I make sure that whether you're in the office or working remotely that I can have you participate and have the same kind of experience wherever you >>are? And, you know, this is again this is where we rely on the network infrastructure, right? Because if you dig ah, connected with the network that enables mobility is secure and is always available, it drives participation. That participation leverages net flow data to provide visibility toe into physical space. Right, And you think about even the recovery face. And we see, actually, three achieves three interesting scenarios and organizations with customers on how the network can help them in the recovery face. And it points to dispensing requirements are how do I reduce density so that I get some level of increased distancing amongst my employees. So that way you can look at naked data and figure out okay where the hearts thoughts are in terms of people density and can go make changes to those to try and lower that meet my internal guidelines or public safety guidelines to shared spaces are also medium of transmission, you know, off this particular virus or disease, and so shakes faces like conference route cafeteria tables and others that we can again use the network to figure out usage of those and potentially provide guidelines to cleaning crews to pay more attention to certain spaces in favor of others necessarily seeing the same level of usage on three. If in the unfortunate situation that some individual becomes a person of interest, we can quickly figure out all of the spaces that they have seen in the past. A certain window, including who else they could have overlap are being close to within that space, right? So at least you're not relying purely on human memory for contact tracing, there's a certain level of additional data that can be used to enhance a refresh human memory. That is really what we see happening in the business recovering. But you made a good point on what is the new normal. Because as we again after customers, I'm trying to gauge what is going to stick beyond the beyond the recovery feet, striking that you fast forward, let's say, a year from now we have a vaccine and the viruses control. We are going to go back to everywhere before the widest entered our lives in and on. The common opinion seems to be that some things are here to stay, and you look at work from home. You made a reference to that. You know, a lot of our customers do believe that there is gonna be an increased amount of work from home that stays with us, even even after the biases off all of our lives. That again, the special things we built for the business continuity continues forward. Even as you know, some of you know we start to get back into physical spaces security again. It's paramount rate the home, essentially as far as I t is concern is an uncontrolled in mind because they just don't have control over many things that happen in brackets homes. And so how do we bring in a layer of visibility and some degree of control in an environment that is inherently not subject to that level through the same way that that an office building can be? And those are the kinds of things that we're looking at. When we talk to higher education customers, for example, they are looking at plans for them. You know this upcoming fall semester, or for the next I can make your off running the classrooms at 30% occupancy. So if you had 100 students sign up for a class physically in the classroom, they only want to have the respondents and the other 70 could be on campus, but they're all dialed in remotely online past. But how do you manage this process or which study people get to be in the classroom learning way? And we believe that a lot of these work, the work flows and interesting use cases that directly address the intelligent edge are gonna become important as we get into that. >>Alright. And I'm glad you talked about the intelligent edge. So your keynote that you gave that atmosphere was accelerating innovation at the edge. And you have the tough task of being right before the Space X Speaker two. So give us a little bit our audience a little bit about you know, the innovation. How should we be thinking about the edge? >>So atmosphere visitor Two weeks ago, we announced the manage services platform on the SP for sharp and it's a little bit of a play because we really believe that we're building solutions that have 1/6 sense in in sensing what end users looking for what stakeholders looking for when problems show up and how do we quickly resolve that right, So that degree of focus on our data driven AI operations was key in us starting to coin the term DSP on it services platform. So it really looks at addressing not just connectivity connect and protect. We're also analyze and act because the telemetry data coming out of the network is really the same data that is that helps with the business recovery. But we won't actually bubble that up and put it into a common daily that helps us deliver a better connection and connectivity and security services, but also enable all of these experiences and outcomes at the edge. And so the CSP or then Ed services platform was the key announcement atmosphere this year. And we see that as the the foundation on which everything that we're gonna do starting now is going to get >>Yeah, I'm curious. You know, we talked about some of the the things that have been accelerated due to the current situation. After that respond work from home in the and the like. When you look at edge environment, is that something that you know? Is that something you see people, you know, accelerating them or they pausing them. Is it just kind of happening at the same pace any data or sense that you have from users right now. >>So edge is going to become even more important that we used to focus on the edge. We had the focus on edge for a while, but uncle, now until the pandemic it us. The assumption is always that people are going to show up in physical spaces and then let's focus on the experiences of the hour. I believe with the pandemic coming in, some of the power of choice has shifted towards the towards the user of the person in choosing whether they want to consume a particular service experience by going to a physical space or by staying at home and doing it on the radio. I look at the past few weeks, we've had a few. Both parties were used to me in person, and now we are doing it over a zoom or other video conferencing policies. So that choice moving over to the person means that we can't just assume that people are going to show up in physical spaces and then focus only on okay once they show up, what can I do about the experience of the outcomes? The focus on edge is now shifting to where we have even before, we have even look at enabling the technologies and experiences that entice people that convince people come into the physical space and consume that service on. But our experience and that means that the scope of what we do at the intelligent edge actually is gonna increase is gonna whiten. And that's the reason why it was timely that we were working on the ed Services platform. Even, you know, it started working on it long before the panoramic ever showed up. But that focus is now putting us in the right place. You know, from a competitive perspective, leverage all of the technologies that people so far, the package it up together to offer our customers something that is far beyond just connectivity and security. >>Great final question I have for you. You're talking about these, you know, not necessarily in person. Experience is here. We have, you know, did the Discover virtual experience give our audience just a little bit as to what they expect from Ruba and what you want people to take away from the Discover virtual experience when it comes to Aruba and networking at hp, >>right? And you know, the common way we kind of when we talked to some customers is always an association off of the Aruba brand todo a wireless lan. And you know what time in the past five years is being part of Hewlett Packard Enterprise? We've kind of expanded that into other networking and some some of the security functions that we also. But more importantly, I encourage everybody to go look at some of the technologies that we packaged together as orderly it services platform and how they can help. Our customers are not just like we are also all of the other stakeholders within their organizations, but to create that compelling experiences and outcomes at the edge. >>Excellent. Well, thank you so much for joining us. Appreciate all the updates. >>Thanks. Thanks for having me. >>Alright. Stay tuned for more coverage. HP discover virtual experience. I'm Stew Minimum. And thank you for watching the Cube. >>Yeah, yeah, yeah.

(corporate electronic xylophone jingle intro) >> Good afternoon everyone. Welcome back to theCUBE's live coverage of AWS re:Invent 22 from Vegas. We're at the Venetian Expo Hall with we're hearing, north of 50,000 people. I know we've been giving you different numbers but, that's kind of what we've settled on here. Hundreds of thousands are watching online. This is a huge event. People, John Furrier, Lisa Martin are ready to be back. >> Yes, it's really great show. A lot of change going on at Amazon. They're continuing the innovation, continuing to grow. The theme this year's data security and their partner ecosystem, which is continuing to grow. Their partners are filling the gaps on solutions and, it's just a whole another, I think, partner friendly cloud. This next gen wave that's coming, it's really next segment I think speaks to, I'm looking forward to this. >> It does. We're going to be digging into that partner network. We've got two guests. One of them's an alumni, Reza Honarmand SVP Global Cloud at TD SYNNEX. Great to have you back. >> Hello. >> Sergio Farache joins us as well, the Chief Strategy Officer at TD SYNNEX. Welcome to the program. >> Thank you. Thank you for having us. >> Great to be back in person, isn't it? >> Yeah, absolutely. It's a great experience. >> Amazing. The energy here has been hot at the highest levels since we came here Monday, Monday night, which is great. Sergio, I want to start with you. Last year when you guys were on the show, Tech Data. Tech Data has been around a long time. Now your TD SYNNEX. Talk a little bit about that. What's new, that transformation? >> Yeah, that is correct. It's great to be able now to present TD Synnex as a new merger between Tech Data and Synnex Corporation. Now, we are the largest distributor basically, across the world, with more than 62 billion dollar in a business. And, Amazon is obviously a strategic partner with a hyper growth and, we has been very focused to working with them to expand that partner ecosystem across solution ISVs and service providers. There has been very nice experience combine these two company and now have the reach and a scale that enable more than 140,000 partners across the world. >> Wow. >> And, the partner's message here is changing too. The new leader, Aruba is up on stage talking about this new partner paths. A lot of changes in a good way. They're bringing people together. What's your guys take and reaction to AWS's new posture towards partners? Obviously, the ecosystem we see going to be doubling and tripling we see in size and, also the value proposition is going to be stronger too and, more money making of course. But, the new Amazon's posture with partners. What's your reaction? >> We were at Aruba just an hour ago. Fantastic. If I look at the change from when we first got here a few years ago to now, it is beyond comparison. The realization is that technology and, especially what we work with Amazon is deflationary force and, we need scale to actually drive that across all of our partners to the customers. And, I can only see that accelerating now in terms of what Amazon is doing and actually with the channel and what Aruba is doing. I think this is exactly the right direction. >> John: What's your message? >> My message is, this is now channel. This is channel and this is serious. So, partners with Amazon equals growth. >> As we've seen so much transformation in the last couple of years, Sergio, with every business having to become digital to survive, right. And then, to eventually thrive and succeed and grow and the challenging economic times that we've had. What are some of the pivots that TD Synnex has made through your partner program to meet customer needs to accelerate their transformation? >> Yeah, as you said, has been a significant transformation. I think that in the past was clear what was a technology company and what an industrial company etcetera and, those frontiers are blending right now. Then, as a consequence we has been investing in several elements. One is to really increase the capability of the partner network in a way that they can on one side provide more solution-oriented activities to those customers to drive either growth or cost optimization. The other element has been verticalization meaning, know the industry where you are playing. We have been investing in the healthcare market, of course, as a consequence of all the demand that has been generating. But, at the same time and, we recently announced the competency in the government sector where we expand drastically our capabilities around specifically the federal and non federal business. But, not only in US but, across the world with those elements. Then, I would say that it's a combination of enhancing the skill, enhancing the knowledge on the industry, and finally provide the tools through our platform to enable the partner to operate in a digital way and enable the access of ISVs to the Iotly and serving the customers end to end. >> Is that the ISV experience project that I heard about, ISV experience with SaaS companies? Is that what you're referring to? >> Yeah, ISVs is one, ISV experience is one of the components that we use but, basically what we are trying to achieve with the ISV is helping in the journey of certification. Is how you transform either a partner that is born in the cloud or a partner that is still in the on-premise side. How you transition to the cloud and enabling how you reach to the end user in a more effective way and, how we expose 140,000 partner across the multiple geographies to help those ISVs to reach more customers. >> It's great distribute, it's great distribution. It's a business model innovation. >> Sorry? >> It's a business model innovation for these ISVs. >> Absolutely. Some of the ISVs, as you can imagine, they're incumbent with us. We work with them. So, actually it's finding new ways of consuming technology but, there's thousands of them that actually do not understand how to operate with a channel. And, this is a part where we help them with the channel, build a program, coach them through the process, help them access their partners and the customers that Sergio was referring to. >> Let me ask you guys a question. Where's the growth going to come from? You mentioned ecosystem, more growth, Aruba mentioned that's where the growth is. They are serious. So, you going to deliver that keynote now. Where do you guys see your growth coming from? >> Well, to be honest, the growth is unlimited in our opinion, right? It's so many areas. >> John: The wave is still coming. Yeah, the wave is still there. When you see still the amount of platform that need to be migrated to the cloud then, we have been investing in a significant way in enable capabilities of migration programs from the on-premise to the off-premise. At the same time, we have been expanding geographically because, it's still several segments and markets we operate globally. As an example, we recently launched our public sector capability in Latin America and Europe, expanding those segments. And, in addition to that, again, how we bring more ISVs more solution oriented driven. There's many spots of growth. And, I think that Amazon message recently recognized more and more the value of, nobody have all the solutions. You need this ecosystem playing together to bring those solutions to market. >> So if I build on that. If we look at the growth in the public cloud last year, was around 40 billion dollars. We expect a similar growth level this year as well. I mentioned about deflationary force, the technology being a deflationary force. Now, everybody knows a lot of businesses out there are going under a lot of challenges. So, they have to compete, they have to have the insights, they have to be efficient, and actually, they're going to get a lot of that through the technologies that we're talking about here. The key to that is partners with the right skill sets. What we are seeing is the partners with the skill sets who can participate in that 40 billion dollar growth, take a big, big share of it. >> And you guys are providing a great service. I think, when I wrote the story on Friday that I published. One of my premise was is that, this next-gen cloud is going to lift up more ISVs which is kind of a legacy classic, independent software vendor, create new kinds of partners that have platforms or unique solutions for verticals. So, the ISV classic definition will still exist and, new customers are emerging. It's got a new dynamic developing. We're seeing people build clouds on top of the cloud, tap the ecosystem, partner distribution services. It's a whole new way to build and take something to market. What do you guys think about that? >> Yeah, I think that the beauty of our position in the market is that we are in the center of that ecosystem. Again, we have access to thousands of ISVs, thousands of hardware vendors, the hyperscalers. Then somebody need to put all those pieces together. That is our role in the market. >> John: It's a good position to be in. >> It's a good place to be. And, enabling those partners now to collaborate with all those entities to bring the solution because, the customer is not acquiring technology anymore. They're acquiring a solution to a problem now. And, that solution require multiple components. >> Last year, no, this year, I'm sorry, you guys were announced as EMEA Distributor of the Year. Congratulations on that. >> Yeah, thank you. >> Talk about that in terms of just the evolution of the partnership. >> The partnership in EMEA is now across our entire geo. The growth that we've driven across the EMEA market space is I think, the reason why we have won it, as well as the competencies that we have built. Now, you were just talking about ISVs to give you an example. There are many ISVs that sit in EMEA that want to access the US market and vice versa. So, where we sit in the middle and enable that access, the frameworks that they need to move. So, those are the kind of things that contribute to the strength in the relationship what those awards are coming from. >> Yeah, the other critical factor here is again, how we bring more capability in terms of the serve to the market to Amazon. And, that has been another component of data where that we are very thankful. Again, we has been enabling and bringing numerous new partners and numerous new end customers that now have access, support, and services including, again, the competencies that we already described but, including service oriented businesses like migration, like cost optimization of the use, et cetera, that now we through partner serve to the market. >> Reza, Sergio. I want to ask you guys a question around trust. Trust. You're a trust broker because you have a lot of services and people and companies to put together. We were just talking about the good position you're in. Trust is a big part of your relationship with your customers. You've got two sides of your business. You got one side is the supply side and you got the distribution side, and then both sides are working together. Requires a lot of trust. What's that look like inside your company? Could you just take a minute to explain, take a bit to explain what's that like, the culture of the company and that trust. >> Yeah, absolutely. And, that is why the term of Trust Advisor came to the table, right? And, and again, for more than 40 years we has been building this ecosystem. We has been driving that motion and, we have been proving to the market a consistent approach with a strong support to the two tier model. We never get in opposition to our customers and, we enable those customers in a consistent way. Then, I think that trust is something that you earn not something that you ask for. And, that is what we are doing day basis. >> Well, congratulations. It's been great chatting with you. Challenge time for the challenge >> Lisa: Challenge Time, all right guys. >> A new challenge on theCUBE, new format. We usually say... >> Yes at the end of the interview. What's the take on the show? What's the bumper sticker? So, think of it like an Instagram Reel. Thought leadership, hot take. Each of you, spend a minute, 30 seconds to share a hot take, thought leadership, what you think was going on at Amazon, why you're here, what's important. What would you say if you were going to do an Instagram Reel right now? >> Yeah, the Amazon enable a new way to do business and a new transformation of the Iotly economy. We are here in TD Synnex to expand that capability across the segments enhancing partners to reach to their goals and, in users to get those transformations. In general, we will provide what is needed and, we continue investing to continue growing the capacity across all geographies and all the type of solutions that we deliver. >> All right, Sergio, you nailed it. Reza, you're up, your hot take, your sizzle reel. >> Well, frankly, I think, Sergio nailed it. It's about covering the geos and taking the competencies and, make sure we execute consistently across all of our geos. >> All right, nailed it. Thanks so much. >> Consistent execution. Reza, Sergio, thank you so much... >> Thank you so much. for joining John and me on the program, talking about what TD SYNNEX has done since we've last seen you. What you're doing with AWS and the partner ecosystem. We really appreciate you stopping by the set >> Thank you. >> Thank you for the time. >> All right, our pleasure. For our guests and for John Furrier, I'm Lisa Martin. You're watching theCUBE, the leader at live tech coverage. (corporate electronic xylophone jingle outro)

(upbeat music) >> Hey, welcome back everyone, live coverage here. Re:invent 2022. I'm John Furrier, host of theCUBE. Two sets here. We got amazing content flowing. A third set upstairs in the executive briefing area. It's kind of a final review, day three. We got a special guest for do a re:Invent review. Muddu Sudhakar CEO founder of Aisera. Former multi-exit entrepreneur. Kind of a CUBE analyst who's always watching the floor, comes in, reports on our behalf. Thank you, you're seasoned veteran. Good to see you. Thanks for coming. >> Thank you John >> We've only got five minutes. Let's get into it. What's your report? What are you seeing here at re:Invent? What's the most important story? What's happening? What should people pay attention to? >> No, a lot of things. First all, thank you for having me John. But, most important thing what Amazon has announced is AIML. How they're doubling down on AIML. Amazon Connect for Wise. Watch out all the contact center vendors. Third, is in the area of workflow, low-code, no-code, workflow automation. I see these three are three big pillars. And, the fourth is ETL and ELTs. They're offering ETL as included as a part of S3 Redshift. I see those four areas are the big buckets. >> Well, it's not no ETL to S3. It's ETL into S3 or migration. >> That's right. >> Then the other one was Zero ETL Promise. >> Muddu: That's right. >> Which there's a skeptical group out there that think that's not possible. I do. I think ultimately that'll happen, but what's your take? >> I think it's going to happen. So, it's going to happen both within that data store as well as outside the data store, data coming in. I think that area, Amazon is going to slowly encroach into the whole thing will be part offered as a part of Redshift and S3. >> Got it. What else are you seeing? Security. >> Amazon Connect Amazon Connect is a big thing. >> John: Why is that so important? It seems like they already have that. >> They have it, but what they're doing now is to automate AI bots. They want to use AI bot to automate both agent assist, AI assist, and also WiseBot automation. So, all the contact center Wise to text they're doubling down. I think it's a good competition to Microsoft with the Nuance acquisition and what Zoom is doing today. So, I think within Microsoft, Zoom, and Amazon, it's a nice competition there. >> Okay, so we had Adam's keynote, a lot of security and data, that was big. Today, we had Swami, all ML, 13 announcements. Adam did telegraph to me that he was going to to share the love. Jassy would've probably taken most of those announcements, we know that. Adam shared the love. So, Adam, props to you for sharing the love with Swami and some of those announcements. We had 13. So, good for him. >> Yes. >> And then, we had Aruba with the partners. What's your take on the partner network? A revamp? >> No, I think Aruba did a very good job in terms of partners. Look at these, one of the best stores that Amazon does. Even the companies like me, I'm a startup company. They know how to include the partners, drive more revenue with partners, sell through it, more expansion. So, Amazon is still one of the best for startup to mid-market companies to go into enterprise. So, I love their partnership angle. >> One of the things I like that she said that resonated with me 'cause, I've been working with those teams, is it's unified, clear roles, but together. But, scaling the support for partners and making money for partners. >> That's right. >> That is a huge deal. Big road ahead. She's focused on it. She says, no problem. We want to scale up the business model of the channel. >> Muddu: That's right. >> The resources, so that the ecosystem can make money and serve customers or serve customers and make money. >> Muddu: That's right. And, I think one thing that they're always good is Marketplace. Now, they're doing is outside of market with ISV, co-sell, selling through. I think Amazon really understood that adding the value so that we make money as a partners and they make money, incrementally. So, I think Aruba is doing a very good job. I really like it. >> Okay, final question. What's going on with Werner? What do you expect to hear tomorrow from a developer front? Not a lot of developer productivity conversations at this re:Invent. Not a lot of people talking about software supply chain although Snyk was on theCUBE earlier. Developer productivity. Werner's going to speak to that tomorrow we think. Or, I don't know. What do you think? >> I think he's going talk something called generative AI. Rumored the people are talking about the code will be returned by the algorithms now. I think if I'm Werner, I'm going to talk about where the technology is going, where the humans will not be writing code. So, I think AI is going to double down with Amazon more on the generative AI. He's going to try a lot about that. >> Generative AI is hot. We could have generative CUBE, no hosts. >> Muddu: Yes, that would be good. >> No code, no host >> Muddu: Have an answer, John Software. (both laugh) >> We're going to automate everything. Muddu, great to hear from you. Thanks for reporting. Anything else on the ecosystem? Any observations on the ecosystem and their opportunity? >> So, coming from my side, if I'd to provide an answer, today we have like close to thousand leads that are good. Most of them are financial, healthcare. Healthcare is still one of the largest ones I saw in this conference. Financials, and then, I'm started seeing a lot more on the manufacturing. So, I think supply chain, they were not so. I think Amazon is doing fantastic job with financial, healthcare, and supply chain. >> Where is their blind spot if you had to point that one? >> I think media and entertainment. Media and entertainment is not that big on Amazon. So, I think we should see a lot more of those. >> Yeah, I think they need to look at that. Any other observations? Hallway conversations that are notable that you would like to share with folks watching? >> I think what needs to happen is with VMware, and Citrix desktop, and Endpoint Management. That's their blind spot. So far, nobody's really talking about the Endpoints. Your workstation, laptop, desktop. Remember, that was big with VMware. Nope, that's not a thought of conversation in email right now. So, I think that area is left behind by Amazon. Somebody needs to go after that white space. >> John: And, the audience here is over 50,000. Big numbers. >> Huge. One of the best shows, right? I mean after Covid. It's by far the best show I've seen in this year. >> All right, if you'd do a sizzle reel, what would it be? >> Sizzle reel. I think it's going to be a lot more on, as I said, generative to AI is the key word to watch. And, more than that, low-code no-code workflow automation. How do you automate the workflows? Which is where ServiceNow is fairly strong. I think you'll see Amazon and ServiceNow playing in the workflow automation. >> Muddu, thank you so much for coming on theCube sharing. That's a wrap up for day three here in theCUBE. I'm John Furrier, Dave Vellante for Lisa Martin, Savannah Peterson, all working on Paul Gillan and John Walls and the whole team. Thanks for all your support. Wrapping it up to the end of the day. Pulling the plug. We'll see you tomorrow. (upbeat music)

>>Hey everyone, it's Vegas. Welcome back. We know you've been watching all day. We appreciate that. We always love being able to bring you some great content on the Cube Live from AWS Reinvented 22. Lisa Martin here with Paul Gill. And Paul, we've had such a great event. We've, I think we've done nearly 70 interviews since we started on the Cube on >>Monday night. I believe we just hit 70. Yeah, we just hit 70. You must feel like you've done half of >>Them. I really do. But we've been having great conversations. There's so much innovation going on at aws. Nothing slowed them down during the pandemic. We love also talking about the innovation, the flywheel that is their partner ecosystem. We're gonna have a great conversation about that >>Next. And as we've said, going back to day one, the energy of the show is remarkable. And here we are, we're getting late in the afternoon on day two, and there's just as much activity, just as much energy out there as, as the beginning of the first day. I have no doubt day three will be the >>Same. I agree. There's been no slowdown. We've got two guests here. We're gonna have a great conversation. Chuck Kubota joins us, senior Director of Cloud Services, GTM at Red Hat. Great to have you on the program. And Ted Stanton, global head of Sales, red Hat at IBM at aws. Welcome. >>Thanks for having us. >>How's the show going so far for you guys? >>It's a blur. Is it? Oh my gosh. >>Don't they all >>Blur? Well, yes, yes. I actually like last year a bit better. It was half the size. Yeah. And a lot easier to get around, but this is back to normal, so >>It is back to normal. Yeah. And and Ted, we're hearing north of 50,000 in-person attendees. I heard a, something I think was published. I heard the second hand over like 300,000 online attendees. This is maybe the biggest one we ever had. >>Yeah, yeah, I would agree. And frankly, it's my first time here, so I am massively impressed with the overall show, the meeting with partners, the meeting with customers, the announcements that were made, just fantastic. And >>If you remember back to two years ago, there were a lot of questions about whether in-person conferences would ever return and the volume that we used to see them. And that appears to be >>The case. I think we, I think we've answered, I think AWS has answered that for us, which I'm very pleased to see. Talk about some of those announcements. Ted. There's been so much that that's always one of the things we know and love about re men is there's slew of announcements. You were saying this morning, Paul, and then keynote, you lost, you stopped counting after I >>Lost 15, I lost count for 15. I think it was over 30 announcements this morning alone >>Where IBM and Red Hat are concern. What are some of the things that you are excited about in terms of some of the news, the innovation, and where the partnership is going? >>Well, definitely where the partnership is going, and I think even as we're speaking right now, is a keynote going on with Aruba, talking about some of the partners and the way in which we support partners and the new technologies and the new abilities for partners to take advantage of these technologies to frankly delight our customers is really what most excites me. >>Chuck, what about you? What's going on with Red Hat? You've been there a long time. Sales, everything, picking up customers, massively transforming. What are some of the things that you're seeing and that you're excited >>About? Yeah, I mean, first of all, you know, as customers have, you know, years ago discovered it's not competitively advantageous to manage their own data centers in most cases. So they would like to, you know, give that responsibility to Amazon. We're seeing them move further up the stack, right? So that would be more beyond the operating system, the application platforms like OpenShift. And now we have a managed application platform built on OpenShift called Red Out OpenShift service on AWS or Rosa. And then we're even further going up the stack with that with, we just announced this week that red out OpenShift data science is available in the AWS marketplace, runs on Rosa, helps break the land speed record to getting those data models out there that are so important to make, you know, help organizations become more, much more data driven to remain competitive themselves. >>So talk about Rosa and how it differs from previous iterations of, of OpenShift. I mean, you had, you had an online version of OpenShift several years ago. What's different about Rosa? >>Yeah, so the old OpenShift online that was several years old, right? For one thing, wasn't a joint partnership between Amazon and Red Hat. So we work together, right? Very closely on this, which is great. Also, the awesome thing about Rosa, you know, if you think about like OpenShift for, for, as a matter of fact, Amazon is the number one cloud that OpenShift runs on, right? So a lot of those customers want to take advantage of their committed spins, their EDPs, they want one bill. And so Rosa comes through the one bill comes through the marketplace, right? Which is, which is totally awesome. Not only that or financially backing OpenShift with a 99.95% financially backed sla, right? We didn't have that before either, right? >>When you say financially backed sla, >>What do you mean? That means that if we drop below 99.95% of availability, we're gonna give you some money back, right? So we're really, you know, for lack of better words, putting our money where our mouth is. Absolutely right. >>And, and some of the key reasons that we even work together to build Rosa was frankly we've had a mirror of customers and virtually every single region, every single industry been using OpenShift on AWS for years, right? And we listened to them, they wanted a more managed version of it and we worked very closely together. And what's really great about Rosa too is we built some really fantastic integrations with some of the AWS native services like API gateway, Amazon rds, private link, right? To make it very simple and easy for customers to get started. We talked a little bit about the marketplace, but it's also available just on the AWS console, right? So customers can get started in a pay as you go fashion start to use it. And if they wanna move into a more commitment, more of a set schedule of payments, they can move into a marketplace private offer. >>Chuck, talk about, how about Rosen? How is unlocking the power of technology like containers Kubernetes for customers while dialing down some of the complexity that's >>There? Yeah, I mean if you think about, you know, kind of what we did, you know, earlier on, right? If you think about like virtualization, how it dialed down the complexity of having to get something rack, get a blade rack, stack cable and cooled every time you wanted to deploy new application, right? So what we do is we, our message is this, we want developers to focus on what matters most. And that's build, deploy, and running applications. Most of our customers are not in the business of building app platforms. They're not in the business of building platforms like banks, I, you know, financials, right? Government, et cetera. Right? So what we do is we allow those developers that are, enable those developers that know Java and Node and springing and what have you, just to keep writing what they know. And then, you know, I don't wanna get too technical here, but get pushed through way and, and OpenShift takes care of the rest, builds it for them, runs it through a pipeline, a CICD pipeline, goes through all the testing and quality gates and things like that, deploys it, auto wires it up, you know, to monitoring which is what you need. >>And we have all kinds of other, you know, higher order services and an ecosystem around that. And oh, by the way, also plugging into and taking advantage of the services like rds, right? If you're gonna write an application, a tradition, a cloud native application on Amazon, you're probably going to wanna run it in Rosa and consuming one of those databases, right? Like RDS or Aurora, what have you. >>And I, and I would say it's not even just the customers. We have a variety of ecosystem partners, both of our partners leveraging it as well. We have solos built their executive management system that they go ahead and turn and sell to their customers, streamlines data and collects data from a variety of different sources. They decided, you know, it's better to run that on top of Rosa than manage OpenShift themselves. We've seen IBM restack a lot of their software, you know, to run on top of Rose, take advantage of that capabilities. So lots of partners as well as customers are taking advantage of fully managed stack of that OpenShift that that turnkey capabilities that it provides >>For, for OpenShift customers who wanna move to Rose, is that gonna be a one button migration? Is that gonna be, can they run both environments simultaneously and migrate over time? What kind of tools are you giving them? >>We have quite, we have quite a few migration tools such as conveyor, right? That's one of our projects, part of our migration application toolkit, right? And you know, with those, there's also partners like Trilio, right? Who can help move, you know, applications back 'em up. In fact, we're working on a pretty cool joint go to market with that right now. But generally speaking, the OpenShift experience that the customers that we have know and love and those who have never used OpenShift either are coming to it as well via Rosa, right? The experience is primarily the same. You don't have to really retrain your people, right? If anything, there's a reduction in operational cost. We increase developer productivity cuz we manage so much of the stack for you. We have SRE site reliability engineers that are backing the platform that proactively get ahead of anything that may go wrong. So maybe you don't even notice if something went wrong, wrong. And then also reactively fixing it if it comes to that, right? So, you know, all those kind of things that your customers are having to do on their own or hire a contractor, a consultant, what have to do Now we benefit from a managed offering in the cloud, right? In Amazon, right? And your developers still have that great experience too, like to say, you know, again, break the land speed record to prod. >>I >>Like that. And, and I would actually say migrations from OpenShift are on premise. OpenShift to Rosa maybe only represents about a third of the customers we have. About another third of the customers is frankly existing AWS customers. Maybe they're doing Kubernetes, do it, the, you know, do it themselves. We're struggling with some of the management of that. And so actually started to lean on top of using Rosa as a better platform to actually build upon their applications. And another third, we have quite a few customers that were frankly new OpenShift customers, new Red Hat customers and new AWS customers that were looking to build that next cloud native application. Lots of in the startup space that I've actually chosen to go with Rosa. >>It's funny you mention that because the largest Rosa consumer is new to OpenShift. Oh wow. Right. That's pretty, that's pretty powerful, right? It's not just for existing OpenShift customers, existing OpenShift. If you're running OpenShift, you know, on EC two, right. Self-managed, there's really no better way to run it than Rosa. You know, I think about whether this is the 10th year, 10 year anniversary of re right? Right. Yep. This is also the 10 year anniversary of OpenShift. Yeah, right. I think it one oh came out about sometime around a week, 10 years ago, right? When I came over to Red Hat in 2015. You know, if you, if you know your Kubernetes history was at July 25th, I think was when Kubernetes ga, July 25th, 2015 is when it g you have >>A good >>Memory. Well I remember those days back then, right? Those were fun, right? The, we had a, a large customer roll out on OpenShift three, which is our OpenShift RE based on Kubernetes. And where do you think they ran Amazon, right? Naturally. So, you know, as you move forward and, and, and OpenShift V four came out, the, reduces the operational complexity and becomes even more powerful through our operator framework and things like that. Now they revolved up to Rosa, right? And again, to help those customers focus on what matters most. And that's the applications, not the containers, not those underlying implementation and technical details while critically important, are not necessarily core to the business to most of our customers. >>Tremendous amount of innovation in OpenShift in a decade, >>Pardon me? >>Tremendous amount of innovation in OpenShift in the >>Last decade. Oh absolutely. And, and and tons more to come like every day. Right. I think what you're gonna see more of is, you know, as Kubernetes becomes more, more and more of the plumbing, you know, I call 'em productive abstractions on top of it, as you mentioned earlier, unlocking the power of these technologies while minimizing, even hiding the complexity of them so that you can just move fast Yeah. And safely move fast. >>I wanna be sure we get to, to marketplaces because you have been, red Hat has made, has really stepped up as commitment to the AWS marketplace. Why are you doing that now and how are, how are the marketplaces evolving as a channel for you? >>Well, cuz our customers want us to be there, right? I mean we, we, we are customer centric, customer first approach. Our customers want to buy through the marketplace. If you're an Amazon, if you're an Amazon customer, it's really easy for you to go procure software through the marketplace and have, instead of having to call up Red Hat and get on paper and write a second check, right? One stop shop one bill. Right? That is very, very attractive to our customers. Not only that, it opens up other ways to buy, you know, Ted mentioned earlier, you know, pay as you go buy the drink pricing using exactly what you need right now. Right? You know, AWS pioneered that, right? That provides that elasticity, you know, one of the core tenants at aws, AWS cloud, right? And we weren't able to get that with the traditional self-managed on Red Hat paper subscriptions. >>Talk a little bit about the go to market, what's, you talked about Ted, the kind of the three tenants of, of customer types. But talk a little bit about the gtm, the joint go to market, the joint engineering, so we get an understanding of how customers engage multiple options. >>Yeah, I mean, so if you think about go to market, you know, and the way I think of it is it's the intersection of a few areas, right? So the product and the product experience that we work together has to be so good that a customer or user, actually many start talk, talking about users now cuz it's self-service has a more than likely chance of getting their application to prod without ever talking to a person. Which is historically not what a lot of enterprise software companies are able to do, right? So that's one of those biggest things we do. We want customers to just be successful, turn it on, get going, be productive, right? At the same time we wanna to position the product in such a way that's differentiating that you can't get that experience anywhere else. And then part of that is ensuring that the education and enablement of our customers and our partners as such that they use the platform the right way to get as much value out of as possible. >>All backed by, you know, a very smart field that ensures that the customer get is making the right decision. A customer success org, this is attached to my org now that we can go on site and team with our customers to make sure that they get their first workloads up as quickly as possible, by the way, on our date, our, our dime. And then SRE and CEA backing that up with support and operational integrity to ensure that the service is always up and available so you can sleep, sleep, sleep well at night. Right? Right. One of our PMs of, of of Rosa, he says, what does he say? He says, Rosa allows organizations, enables organizations to go from 24 7 operations to nine to five innovation. Right? And that's powerful. That's how our customers remain more competitive running on Rosa with aws, >>When you're in customer conversations and you have 30 seconds, what are the key differentiators of the solution that you go boom, boom, boom, and they just go, I get it. >>Well, I mean, my 32nd elevator pitch, I think I've already said, I'll say it again. And that is OpenShift allows you to focus on your applications, build, deploy, and run applications while unlocking the power of the technologies like containers and Kubernetes and hiding or minimizing those complexities. So you can do as fast as possible. >>Mic drop Ted, question for you? Sure. Here we are at the, this is the, I leave the 11th reinvent, 10th anniversary, 11th event. You've been in the industry a long time. What is your biggest takeaway from what's been announced and discussed so far at Reinvent 22, where the AWS and and its partner ecosystem is concerned? If you had 30 seconds or if you had a bumper sticker to put on your DeLorean, what would you say? >>I would say we're continuing to innovate on behalf of our customers, but making sure we bring all of our partners and ecosystems along in that innovation. >>Yeah. I love the customer obsession on both sides there. Great work guides. Congrats on the 10th anniversary of OpenShift and so much evolution, the customer obsession is really clear for both of you guys. We appreciate your time. You're gonna have to come back now. Absolutely. Absolutely. Thank you. All right. Thank you so much for joining us. For our guests and for Paul Gillin. I'm Lisa Martin. You're watching The Cube, the leader in live enterprise and emerging tech coverage.