>> Live from Las Vegas, it's theCUBE, covering Dell Technologies World 2019. Brought to you by Dell Technologies and it's eco system partners. >> Welcome back to Las Vegas, the land of Dell Technologies World 2019, I am Lisa Martin with John Furrier. we're here with about 15,000 of Dell Technologies customers not including, and partners, about 5,000 partners. We're welcoming back one of our CUBE alumni, Jason Mundy, Senior Director, Dell Technologies consulting, from Dell EMC. Jason, welcome back to theCUBE. >> Yeah, it's great to be back, thank you for having me. >> So, lots of news the last couple of days, here we are almost at the end of day two, but you know in Vegas, it's like a time warp, I feel like we just walked in this morning. So, everything talking about cloud, hybrid cloud, we have to have this hybrid cloud strategy. One of the things Jeff Clark talked about this morning and is the five imperatives, is that, not only do customers need to build powerful and modern infrastructures so they can harness the power of AI machine workloads for this tremendous and new amount of data that's being generated, but they've got to have hybrid cloud strategy for multi-cloud. But to customers, we talk to all the time, these terms multi-cloud is challenging to do. It's a fact of a by product of many things, right? M and A for example, different acquisitions. What are some of the consulting services and recommendations that you guys in consulting are offering to customers with, how do we manage successfully in this multi-cloud world? >> Yeah, certainly, so, the Dell Technologies cloud and the VMware cloud on Dell EMC was incredibly exciting news for us, you know, all the Dell Technologies, but also, hopefully our customers, I would think so, that's probably the biggest news that came out of here. And you know, the old adage, I hate to sound so cliche, but we talk about IT being about people, process, and technology, the technology is the easy part. It really is true, especially when it comes to services, and with Dell Technologies cloud, we just made that technology component so much easier for our customers to be able to consume that infrastructure and get up and running. But, the reality is, is to get to a true cloud operating model, there is a number of considerations, right? So first of all, we actually do need to have a strategy and a roadmap to be able to get there. And many customers already have that, many customers are you know, somewhat along the way, but many customers need our help, right? They need somebody to help guide them to that, and so we work with many customers to help them develop the actual strategy, we can build out a roadmap. And one of the most important things too, is building out a business case, right? Looking at what are the benefits to the business and the cost associated with it, because it is a significant investment and they're going to their executive teams, or the board of directors to look for that funding. So we help many customers do that, if they require it. Couple other factors too are, the applications and the workloads, 'cause of course, it really is all about your workloads and your applications. And then the actual operating model itself, where the people and the process are the hardest part, especially the people alright, because that involves change and we don't like change. And so, we do a lot of work to really help our customers, we'll meet them anywhere along the way in terms of where they are, along their strategy or where they might need help. >> What's the biggest percentage of customers mix of orientation or posture? Early adopters, you know, bleeding edge to, in the middle of their journey to just starting, how do you guys see the patterns shaping out, you know, one's that are, you know, doing R and D they're cloud native, they're transforming kind of bleeding edge and then you know, ones that are maybe run out of gas or maybe needs to change the tires a little bit or you know, someone leaves they need some help along the way, and then the early, people just starting to look at it, what percentage mix to you see? >> I think probably the majority of customers are smack dab in the middle. We deal mostly with you know, legacy types of customers. Not the digital natives, right? Who are starting from fresh and building cloud native applications. But legacy types of customers that are really trying to get there, and many of them have you know, certain parts of their IT operating in the cloud, they have multiple public clouds, they might have a private cloud, but very, actually, very few are probably in a true multi-cloud environment, because that involves you know, the inter connectivity, right, of all those different clouds, and then, as I said, the hard part is really building out that cloud operating model. And that requires a fundamental shift in how they organize, how they skill the different processes that they build. >> Jason, what does that mean to a customer when you say, cloud operating model? Do their eyes, you know, pop out of their head? Are they excited? What are they, how do they react to that? 'Cause they have all this existing IT, and maybe they have some shadow IT, they got some Amazon doing some stuff with analytics, who knows, but they kind of are here and they've got to get to there. When you say operating model, what does that mean? Common operating model? Coding? App development? What is that, how do you define the cloud operating model? >> Yeah so, it really involves everything. So customers will have their traditional IT organizations. Built around technology silos, they're really more focused on the technology and project basis, right? Executing IT projects behind the scenes to try to meet the needs of the business. A lot of our customers, most of them obviously are using VMware, so they're starting to get a flavor for what a cloud operating model is, but what is really means is, is to really shift the thinking of IT to be more of a product focused and service oriented organization, that is acting like a product management team where you are providing your product to the business which is IT as a service, and so you have to have different kinds of roles, right? It's less about the technology. That is still obviously important, but you need to have roles like relationship managers to work with the business. You need to have portfolio managers, you need to have folks who are managing capacity and developing those services. Very much like in a product organization that is creating a physical product and selling it to the market. >> So these roles, people, you talked about it, that why we talk about this all the time, people don't like change, change is hard, but it's essential, right? Cultural transformation is a driver of all the other transformations. So when your talking with customers, give us like these enterprise organizations that have been around for awhile like you mentioned and you've got all these different silos of data and people with different perspectives. Something like the news yesterday, Dell Technologies cloud, what has been the perception from some of those customers, in terms of, how is this really going to make things easy for us? I know there were some beta customers, what can you share with us about how maybe, Dell Technologies cloud or even the M word cloud on Dell EMC is going to help those fragmented organizations, even bring the cultures together to leverage that technology to drive that digital transformation? >> Yeah, certainly, so we've been working with customers for awhile, whether it's building out private clouds or building out hybrid clouds, you know, the technology part keeps getting easier, so I think they view this new development, this new platform as a way to really simplify the deployment implementation provisioning of the technology piece so they can focus on that harder part, and that's where they come to us and they'll look for help for, how do I need to design my organization? What types of new processes do I need to setup? And therefore, what kinds of roles and skills do I need to support that while I'm maintaining my legacy environment, my current environment, and I need to move my existing IT people over into that new model. So I think we can sort of eliminate some of the complexities with the technology significantly with this, and really focus on those harder elements. >> I've got to ask you a question, I was talking to Michael Dell and Pat Gelsinger on the other set, and one of the other things that Pat Gelsinger said that I thought was interesting was, when asked about his success at VMware, where those, these transition years was, he said, he turned headwinds into tailwinds. You know, flipped down the relationship with the cloud goes, to Amazon now they're in Azhur, Michael kind of talks about the same kind of thing, where you know, there's new thing coming to bare here at Dell Technology World this year. That's kind of simplifying whether it's partner execution or helping customers have that, I won't say single painted glass, but single cloud of glass if you will, with Dell cloud. This end to end operating model really is a strategic comparative and advantage for Dell. So, I got to ask you, what are you guys looking at, that when you look at the this show and say, okay, some things have been announced, how does that directly impact the consulting team, because I've can imagine that you're job is going to be accelerated with some of these new things. What are some of the highlights here at the show that you see as really going to pop for you and the consulting group? Because, you know, when you got data centers of service, that's in beta, but still, that's interesting, right? That's turnkey and you've got to VX rail and everything, I mean, seems to be like almost the bundling setup for you guys, what's your take on all this? >> Exactly, so I think, it makes things not only easier for our customers, it makes things easier for us in the sense that we can focus less on the technology integration piece and get to that harder part, the operating model. Helping the customers, you know, figure out what applications and workloads they need to move over and help them with that migration, and it's accelerating the need of customers to move to the cloud. A lot of the research that we saw presented this week demonstrated you know, the sense of urgency where customers, they want to move now, it's no longer, yeah we want to get there, we got to plan, we'll get there eventually. It's like, we need to do it now, how can you help us? So, we can then move to that harder part, so we will see increased demand, we will see increased need for our services and capabilities. >> You know, in the tech world, within Silicon Valley, you hear this term, the glue layer, which is tech terms for you've got to build software to kind of glue things together. This component goes with that components. Proxy servers, all kinds of weird stuff. And the integration message we are hearing here at Dell Technologies, is actually eliminating all this custom glue layer software, where you guys are now integrating it more fine tuned if you will, within the products. But yet they are still separate, you've got secure works, you can get RSA, you can get some things over here. You've got multiple puzzle pieces together there, with integration, how is that going to impact you guys? And of that integration strategy, which one do you think is going to be the most popular with customers? >> Well, there is certainly the need to integrate additional technologies in the customer's environment. They're going to have you know, CMDB's, you know, there's other technologies, you know, beyond Dell that we will help them integrate with if they need that. And then certainly, we'll work with our strategically aligned businesses with RSA's, secure works, parting with VMware to integrate those other technologies. So I think the again, it's about you know, it's sort of, it's like, it's the hierarchy of the level of value of work, the value we can provide back to the customer, so we sort of eliminate some of that you know, base line work, and we're focusing on that more value add. >> The VMware piece is nice to, you've got to like that VMware action there. >> Absolutely, so that's certainly a huge opportunity for us. >> So helping customers make these strategic decisions about their cloud, multi-cloud strategy, we think about the data that is, we hear lots of analogies, data is the new oil. Data is gold, Michael, I think yesterday said, data is inexhaustible, I always kind of think of it as a catalyst in a reaction that you can use multiple times at the same time, I mean it's one of those, it's capital for organizations. So when you're talking with customers that say, alright Jason, help us to understand, based on our types of data, where we should put it so we can get fast access to it, to glean those insights to be able to stay competitive. To identify a new revenue streams, new product streams. What are some of the consulting practices that you guys deliver to help them really look at the data as assets that really can drive business outcomes. >> Yeah, so we actually have some strong capabilities in the data analytics space. So, many of our customers, they understand this. They understand data capital. They understand that the value that they have, from their customer data to all of their product data, and they want to be able to unlock that. They want to be able to monetize it. So, we can help them understand, what data do you have? How do you make sense of it? How do you organize it? Let's build an analytics platform where you can start to look at use cases and build out a strategy to take advantage of those use cases and then start to capitalize on it, right? So we can help them with some of the data engineering. We can help them with some of the data science. We can help them build and implement the actual analytics platforms to take advantage of it. Of course, all built on our hybrid multi-cloud platforms. >> So you are a marketing guy, you must have some really killer customer examples that articulate that value beautifully. Share some of those with us. >> Well specific names, I'll put aside, but we've helped some customers with incredible fraud detection, right? We had one customer that was actually a power company and they had a number of people stealing power off the grid, but they couldn't really pinpoint it. It was a incredibly manual process, we actually helped them build the analytics platform, where they could look at and pinpoint where power was being stolen off the grid. And then they were able to predict where that was going to start happening, and they were able to crack down on it. And significantly reduce the incidents of that happening, and stop it. The savings were tremendous back to the business. >> What's your impression of the show this year? Thoughts on reaction to the news, the announcements. What's the most important story being told here? >> I think, you know, the evolution of the product lines you know, which we start today, some of the new product announcements is exciting, but I think we've really done a great job of connecting that back to the integration of all the technology across Dell Technologies, right? With the unified workspace announcement yesterday, and the Dell Technologies cloud, I think that is really, finally demonstrating, not finally, but really demonstrating in a concrete way, bringing to bare all the power of Dell Technologies, and when we start to put it together, you know, the incredible solutions that we were providing our customers. So we've gotten a lot of, we've seen a lot of buzz, with our customers in the services booth. We've had customers come over and ask us, you know, how do we take advantage of the cloud? Or can I understand, you know, even more about unified workspace and how it can help us? >> It could be a boom for you business? Some more build outs? >> Absolutely. >> More and more work to do. >> Absolutely, it's really going to, it's accelerating customer's demand for those solutions and of course, they're always going to need some level of services to go with that. >> We've heard that spirit of collaboration and integration throughout the last couple of days. Jason we thank you so much for joining us on theCUBE again. Talking about what you guys are doing in consulting and helping customers to really make the right strategic decisions to move their business forward, thank you so much for joining John and me. >> Thank you so much for having me, really enjoyed it. >> Our pleasure, for John Furrier, I am Lisa Martin, you're watching theCUBE live, wrapping up close our second day of two sets of CUBE coverage. As John says, it's a CUBE cannon of content, coming at you. From Las Vegas, we thank you for watching. (outro music)