>>Yeah. Welcome to the cubes coverage for mobile world Congress 2021. I'm john for your host of the cube we're here in person as well as remote. It's a hybrid event were on the ground. Mobile concert green. All the action here were remote with vodka, who is the managing director of the telecom industry solutions team and google cloud, a big leader and driving a lot of the change. Well, thank you for coming on the cube here in the hybrid event from over world Congress. >>Thank you john thank you john thank you for having me. >>So hybrid event which means it's in person were on the floor as well as doing remote interviews and people are virtual. This is the new normal kind of highlights where we are in the telecom world because last time mobile World Congress actually had a physical event was winter of 2019. A ton has changed in the industry. Look at the momentum at the edge. Hybrid cloud is now standard Multi cloud is being set being set up as we speak. This is all now the new normal. What is your take it? It's pretty active in your, in your industry. Tell us your opinion. >>Yes, john, I mean the last two years have been >>seismic to say the >>least, right. I mean, in terms of the change that the CSP industries had had to >>do, you >>know, jOHn uh, in the last two years, the importance of a CSP infrastructure has never become so important, right? The infrastructure is paramount. I'm talking to you remotely over a CSB infrastructure right now and everything that we're doing in the last two years, whether it's working or studying or entertaining ourselves all on that CSP infrastructure. So from that perspective, they are really becoming a critical national, global information fabric on which the society is actually depending >>on and >>That we see at Google as well, in the sense that we have seen up to 60% increase in demand John in the last two years for that infrastructure. And then when I look at the industry itself, unfortunately, all of that huge demand is not translating into revenue because as an industry, the revenue is still flatlining, in fact the forecasted Revenue for globally for all the industry over the next 12 months is 3-5% negative on revenue. Right? So one starts to think how come there is so much demand over the last two years post pandemic and that's not translating to revenue. Having said that, the other thing that's happening is this demand is driving significant Capex and Opec's investments in the infrastructure, as much as 8 to $900 billion over the next decade is going to get spent in this infrastructure from >>our perspective, >>which means it's really a perfect storm, john that we have massive demand, massive need to invest to meet that demand, yet not translating to revenue. And the crux of all this is customer experience because ultimately all of that translates into not having that kind of radically disruptive or transformational customer experience. Right? So that's a backdrop that we find ourselves in the industry and that really sets the stage for us to look at these challenges in terms of how does the CSP industry as a whole growth up line? Radically transformed PST CEO at the same time reinventing the customer experience and finding those capital efficiency, it's almost an impossible problem to solve them. >>It's a perfect storm. The waves are kind of coming together to form one big wave. You mentioned Capex and Opec's that's obviously changing the investments. Are there post pandemic growth and changing the user behavior and expectations. The modern applications are being built on top of the infrastructure. That's changing all of this is being driven by cloud native and that's clear. And you're seeing a lot more open kind of approaches, I T and O. T. Coming together whatever you want to do, this is just it's a collision, right? It's a collision of many things and this positive innovation coming out of. So I have to ask you, what are you seeing the solutions that are showing the most promise for these telco industry leaders because they're digitally transforming so they gotta re factor their platforms while enabling innovation, which is a key growth for the revenue. >>Yes. So john from a solution standpoint, what we actually did first and foremost as google cloud was look at ourselves. So just like the transformation we just talked about in the CSB industry, we are seeing google being transformed over the last two decades or so. Right. And it's important to understand that there's a lot google did over the last two decades that we can actually now externalize all of that innovation, all of that open source, all of that multi cloud was originally built for all the google applications that all of us use daily, whether it's Youtube or mail or maps, you know, same infrastructure, same open source, same multi cloud. And we decided to sort of use the same paradigms to build the telecom solutions that I'm going to talk about next. Right? So that's important to bear in mind that those assets were there and we wanted to externalize those assets right. There are really four big solutions that are resonating really well with our CSP partners, john you know, number one to your point is how can they monitor? Is the edge all of this happens at the edge. All of these kids can watch at the edge we believe with five G acting as a brilliant catalyst to really drive this edge deployment, CSP s would be in a very strong position, partnering with cloud players like ourselves to drive growth, not just for that offline, but also to add value to the actual end enterprises that are seeking to use that age. Let me give you a couple of examples. We've been working with industries like retail and manufacturing to create a solutions in a post pandemic world solutions like contact less shopping or visual inspection of an assembly line in a manufacturing plant without the need for having a human there because of the digitization of workforce, which meant these kind of solutions can actually work well at the edge Driven by 5G, but of course they can't be done in isolation. So what we do is we partner with CSP s, we bring our set of solutions and we actually launched in december 30 partners that already on our google cloud solutions and then we partner with the CSP is based on our infrastructure and their infrastructure to ultimately bring this ball to life at the end customer which opened, tends to be an enterprise, whether it's a manufacturing plant, you >>guys got some great examples there, I love that edge story, I think it's huge and it's only gonna get bigger. I gotta ask you, Well, I got you here because again, you're in the industry the managing director, so you have to oversee this whole telecom industry, but it's bigger. It's beyond telecom right now, telecoms. Just one another. Edge network piece of the pie. And the distributed computing, as we say. So I have to ask you one of the big things that google brings to the table is the developer mojo and open source and scale obviously the scales unprecedented. Everyone knows everyone knows that. Um, but ecosystems are super important and telcos kind of really aren't good at that. So, you know, the telco ecosystem was, I mean, I'd say okay, but mostly driven by carriers and and moving bits from point A to point B. But now you've got a developer mindset, public cloud developer ecosystem. How is this changing the landscape of the CSP and how are they changing how is it changing this cloud service providers ability to execute? Because that's the key in this new world. What's your opinion? >>Absolutely, john So there are two things, there are two dimensions. Look at. One is when we came to market a couple of years ago with anti offs, we recognize exactly what you said, jOHn which is the world is moving to multi cloud hybrid cloud. We needed to provide a common platform that the developer community can utilize through microservices and A P I and that platform had to, by definition work not just from google cloud but any club. It could work on any public cloud can work on CSP s private cloud And of course for >>some google cloud. Right. >>The reason was once you deploy and tossed once as a seamless application development platform, You could put all kinds of developer acts on top. So I just talked about 5GH John a minute ago. Those acts can sit on Santa's but at the same time I did to your point John I thi apps could also sit on the same and toss paradigm and network apps. So as network start becoming cloud native, whether it's ran, whether it's all ran, whether it's five G core same principle and that's why we believe when we partner with the SPS were saying, hey, you give this Antos to an ecosystem of community, whether that community is network with the communities, it with the communities, edge apps, all of those can reside seamlessly on this sort of Antos fabric. >>And that's going to set the table for multi cloud, which is basically cloud words for multi vendor, multi app. Well I got to ask you while you have here, first of all, thank you for coming on and sharing your insights. It's really great industry perspective and it's a google clouds got huge scale, great leadership and again, you know, the big, the big cloud players are moving in and helping out and enabling a lot of value. I gotta ask you if you don't mind sharing. If someone asked you him all, tell me about the uh impact that public cloud is having on the telco industry, what would you say? What's, what's the, what's the answer to that is? A lot of people are like, OK, public cloud, I get it, I know what it looks like, but now everyone knows it's going hybrid. So everyone ask, we'll ask you the question, what is public cloud doing for the telecom sector? >>Yeah, I think it's been treating john and great question by the way. Um number one, we are actually providing unprecedented amount of insight on data that the CSP traditionally already had but have never looked at it from the angle we have looked at whether that insights are at the network layer, whether those insights are to personalize customer experiences on the front end systems or whether those insights are to drive care solutions in contact centers and so on and so forth. So it's a massive uplift of customer experience that we can help, Right? So that's that's a very important point because we do have a significant amount of leadership johN at google cloud and analytics and data and insects. Right? So and we offer goes to overseas people. Number two is really what I talked about which is helping them build an ecosystem because let's take retail as an example as a minimum. There are five constituents in that ecosystem, jOHN there is a CSP, there is google cloud, there is an actual retail store, there is a hardware supplier, there's a software developer, all of them as a minimum have to work together to build that ecosystem which is where we give those solutions, Right? So that's the second part. And in the third part is as they move towards cloud Native, we are really helping them change their business model to become a deVOPS. A cloud native mindset, not just a cloud native network. Alrighty, but a cloud native mindset that creates unparalleled agility and flexibility in how they work as a business. So those are the three things I would say as a response to that question >>and obviously the retail, great vertical for google to go in there, given the amazon fear out there, people want this certainly low hanging fruit. I think the devops piece is going to be a big winning opportunity to see how the developers get driven into the landscape. I think that's a huge point and well that's really great insight. A final question for you. I got you here. Um, if someone says, Hey, what's happened in the industry since 2019? We last time we had multiple Congress, they were talking speeds and feeds. Now the world has changed. We're coming out of the pandemic California's opening up. Um, there's going to be in a physical event, the world's going hybrid certainly on the event and certainly cloud what's different in the telecom industry from, you know, many, many months ago, over a year and a half ago from 2019. >>I would say primarily it's the adoption of digital everywhere, which previously, you know, there were all these inhibitions and oh would this work? Would my customer systems become fully digital? Would I be able to offer a are we are experiences? Ah, that's a futuristic thing, you know, And suddenly the pandemic has created this acceleration that says, oh, even post pandemic, half my customers are always gonna talk to me why our digital channel only, which means the way they experience us has to be through these new experiences. Whether it's a are we are, whether it's some other types of applications. So that has been accelerated, johN and the C. S. P. S have therefore really started to go to the application and to the services, which is why you're seeing less on, You know, speeds and feeds because 5Gs here, five years being deployed. Now, how do you monetize? How can we leverage the biggest, so that's the biggest changes >>down stack and then there's the top of the stack for applications and certainly there's a lot of assets in the telecom landscape, a lot of value, A lot of re factoring going on and new opportunities that are out there. Great, great conversation. Well thank you Wolf Pataca, Managing Director, telecom industry. So thanks for coming on the key. Appreciate it. >>Thank you john thank you for having me. Okay. >>Mobile Rule Congress here in person and hybrid and remote. I'm john for a host of the cube. Thank you for watching. We are here in person at the Cloud City Expo community area. Thanks for watching.

>>mhm >>Yes, >>everyone welcome back to the cubes coverage of Red Hat summit 2021. I'm john for your host of the cube, we've got a great segment here on how Red Hat is working with telcos and the disruption in the telco cloud. We've got a great guest cube alumni Darrell Jordan smith, senior vice president of industries and global accounts at Red Hat, uh Darryl, great to see you. Thanks for coming back on the cube. >>It's great to be here and I'm really excited about having the opportunity to talk to you >>today. Yeah, we're not in person in real life is coming back soon, although I hear mobile world congress might be in person this year looking like it's good a lot of people gonna be virtual activating. I know a lot to talk about this is probably one of the most important topics in the industry because when you talk about telco industry, you're really talking about um the edge, talking about five G talking about industrial benefits for business because it's not just Edge for connectivity access. We're talking about internet of things from self driving cars to business benefits. It's not just consumer, it's really bringing that together, you guys are really leading with the cloud native platform from rail, open shift men and services. Everything about the cloud native underpinnings you guys have been successful as a company but now in your area, telco is being disrupted. Absolutely. Give us your take on this is super exciting. >>Well, it's actually one of the most exciting times I've been in the industry for 30 years are probably aging myself now. But in the telecommunications industry, this, for me is the most exciting. It's where technology is actually going to visibly change the way that everyone interacts with the network and with the applications that are being developed out there on our platform and as you mentioned IOT and a number of the other ai and Ml innovations that are occurring in the market place. We're going to see a new wave of applications and innovation. >>What's the key delivery workloads you're seeing with Five G environment? Um, obviously it's not just, you know, five G in the sense of thinking about mobile phones or mobile computers as they are now. Um, it's not just that consumer, hey, surf the web and check your email and get an app and download and communicate. It's bigger than that. Now, can you tell us Where you see the workloads coming in on the 5G environment? >>You hit the nail on the head, The the the, the killer application isn't the user or the consumer and the way that we traditionally have known it, because you might be able to download a video in that take 20 seconds less, but you're not going to pay an awful lot more money for that. The real opportunity around five years, the industrial applications, things that I connected car, automotive, driving, um factory floor automation, how you actually interface digitally with your bank, how we're doing all sorts of things more intelligently at the edge of the network using artificial intelligence and machine learning. So all of those things are going to deliver a new experience for everyone that interacts with the network and the telcos are at the heart of it. >>You know, I want to get into the real kind of underpinnings of what's going on with the innovations happening. You just kind of laid out kind of the implications of the use cases and the target application workloads. But there's kind of two big things going on with the edge in five G one is under the hood, networking, you know, what's going on with the moving the packets around the workload, throughput, bandwidth etcetera, and all that goes on under the hood. And then there's the domain expertise in the data where AI and machine learning have to kind of weaving. So let's take the first part first. Um open shift is out there. Red hat's got a lot of products, but you have to nail the networking requirements and cloud Native with container ization because at large scales, not just packaged, it's all kinds of things going on security, managing a compute at the edge. There's a lot of things under the hood, if you will from a networking perspective, could you share what red hats doing in that area? >>So when we last spoke with the cube, we talked a lot about GMOs and actually people living Darryl, >>can I Cause you really quickly? I'm really sorry. Keep your answer in mind. We're gonna >>go right from that question. >>We're just kidding. Um, are you, is anything that you're >>using or touching running into the desk? We're just getting >>a little bit of shakiness on your camera >>and I don't want to. >>So anyway, >>that is my, my elbows. No worries. So no >>worries. Okay, so take your answer. I'll give you like a little >>321 from behind the scenes >>and and we'll go right as if >>john just ask >>the questions, we're gonna stay running. >>So I think, uh, >>can you ask the question just to get out of my mind? Perfect. Well let's, let's do >>from that. So we'll stay on your shot. So you'll hear john, but it'll be as if >>he just asked the question. So jOHn >>team up. Here we go. I'm just gonna just jimmy and just keep my other question on the okay, here we go. So Darryl, open shift is optimized for networking requirements for cloud native. It's complex into the hood. What is red hat doing under the hood to help in the edge in large complex networks for large scale. >>Yeah. So, so that's a very good question in that we've been building on our experience with open stack and the last time I was on the cube, I talked about, you know, people virtualizing network applications and network services. We're taking a lot of that knowledge that we've learned from open stack and we're bringing that into the container based world. So we're looking at how we accelerate packets. We're looking at how we build cloud native applications on bare metal in order to drive that level of performance. We're looking at actually how we do the certification around these applications and services because they may be sitting in different app lets across the cloud, but in some instances running on multiple clouds at the same time. So we're building on our experience from open stack, we're bringing all of that into open shipping, container based environment with all of the tallinn necessary to make that effective. >>It's interesting with all the automation going on. Certainly with the edge developing nicely the way you're describing it, certainly disrupting the Telco cloud, you have an operator mindset of cloud Native operator thinking, kind of, it's distributed computing, we know that, but it's hybrid. So it's essentially cloud operations. So there's an operator mindset here that's just different. Could you just share quickly before we move on to the next segment? What's different about this operating model for the, these new kinds of operators? As you guys been saying, the C I O is the new cloud operator, That's the skill set they have to be thinking and certainly to anyone else provisioning and managing infrastructure has to think like an operator, what's your >>view? They certainly do need anything like an operator. They need to look at how they automate a lot of these functions because they're actually deployed in many different places will at the same time they have to live independently of each other. That's what cloud native actually really is. So the whole, the whole notion of five nines and vertically orientated stacks of five nines availability that's kind of going out the window. We're looking at application availability across a hybrid cloud environment and making sure the application can live and sustain itself. So operators as part of open shift is one element of that operations in terms of management and orchestration and all the tooling that we actually also providers red hat but also in conjunction with a big partner ecosystem, such as companies like net cracker, for example, or IBM as another example or Erickson bringing their automation tool sets and their orchestration tool sets of that whole equation to address exactly that problem >>you bring up the ecosystem. And this is really an interesting point. I want to just hit on that real quick because reminds me of the days when we had this massive innovation wave in the nineties during that era. The client server movement really was about multi vendor, right. And that you're starting to see that now and where this ties into here I think is when we get your reaction to this is that, you know, moving to the cloud was all about 2 2015. Move to the cloud moved to the cloud cloud native. Now it's all about not only being agile and better performance, but you're gonna have smaller footprints with more security requires more enterprise requirements. This is now it's more complicated. So you have to kind of make the complications go away and now you have more people in the ecosystem filling in these white spaces. So you have to be performance and purpose built if you will. I hate to use that word, but or or at least performing an agile, smaller footprint grade security enabling other people to participate. That's a requirement. Can you share your reaction to that? >>Well, that's the core of what we do. A red hat. I mean we take open source community software into a hardened distribution fit for the telecommunications marketplace. So we're very adapt to working with communities and third parties. That ecosystem is really important to us. We're investing hundreds of engineers, literally hundreds of engineers working with our ecosystem partners to make sure that their applications services certified, running on our platform, but but also importantly is certified to be running in conjunction with other cloud native applications that sit over the same cloud. So that that is not trivial to achieve in any stretch of the imagination. And a lot of 80 technology skills come to bear. And as you mentioned earlier, a lot of networking skills, things that we've learned and we've built with a lot of these traditional vendors, we bring that to the marketplace. >>You know, I've been saying on the cube, I think five years ago I started talking about this, it was kind of a loose formulation, I want to get your reaction because you brought up ecosystem, you know, saying, you know, you're gonna see the big clouds develop out. The amazon Microsoft came in after and now google and others and I said there's gonna be a huge wave of of what I call secondary clouds and you see companies like snowflake building on on top of amazon and so you start to see the power law of new cloud service providers emerging that can either sit and work with across multiple clouds. Either one cloud or others that's now multi cloud and hybrid. But this rise of the new more C. S. P. S, more cloud service providers, this is a huge part of your area right now because some call that telco telco cloud edge hits that. What is red hat doing in this cloud service provider market specifically? How do you help them if I'm a cloud service provider, what do I get in working with Red Hat? How do I be successful because it's very easy to be a cloud service provider now more than ever. What do I do? How do you help? How do you help me? >>Well, we we we offer a platform called open shift which is a containerized based platform, but it's not just a container. It involves huge amounts of tooling associated with operating it, developing and around it. So the concept that we have is that you can bring those applications, developed them once on 11 single platform and run it on premise. You can run it natively as a service in Microsoft environment. You can actually run it natively as a service in amazon's environment. You can running natively on IBM's Environment. You can build an application once and run it in all of them depending on what you want to achieve, who actually provide you the best, owning the best terms and conditions the best, the best tooling in terms of other services such as Ai associated with that. So it's all about developing it once, certifying it once but deploying it in many, many different locations, leveraging the largest possible developing ecosystem to drive innovation through applications on that common platform. >>So assumption there is that's going to drive down costs. Can you why that benefits the economics are there? We talk about the economics. >>Yeah. So it does drive down costs a massive important aspect but more importantly it drives up agility. So time to market advantages actually attainable for you so many of the tell coast but they deploy a network service traditionally would take them literally maybe a year to roll it all out. They have to do it in days, they have to do updates in real time in data operations in literally minutes. So we were building the fabric necessary in order to enable those applications and services to occur. And as you move into the edge of the network and you look at things like private five G networks, service providers or telcos in this instance will be able to deliver services all the way out to the edge into that private five G environment and operate that in conjunction with those enterprise clients. >>So open shit allows me if I get this right on the CSP to run, have a horizontally scalable organization. Okay. From a unification platform standpoint. Okay, well it's 5G and other functions, is that correct? That's correct. Ok. So you've got that now, now I want to come in and bring in the top of the stack or the other element. That's been a big conversation here at Redhead Summit and in the industry that is A I and the use of data. One of the things that's emerging is the ability to have both the horizontal scale as well as the special is um of the data and have that domain expertise. Uh you're in the industries for red hat. This is important because you're gonna have one industry is going to have different jargon, different language, different data, different KPI S. So you've got to have that domain expertise to enable the ability to write the apps and also enable a I can, you know how that works and what were you doing there? >>So we're developing open shift and a number of other of our technologies to be fit for the edge of the network where a lot of these Ai applications will reside because you want them closer to the client or the the application itself where it needs to reside. We're creating that edge fabric, if you like. The next generation of hybrid cloud is really going to be, in my view at the edge we're enabling a lot of the service providers to go after that but we're also igniting by industry, You mentioned different industries. So if I look at, for example, manufacturing with mind sphere, we recently announced with Seaman's how they do at the edge of the network factory automation, collecting telemetry, doing real time data and analytics, looking at materials going through the factory floor in order to get a better quality results with lower, lower levels of imperfections as they run through that system and just one industry and they have their own private and favorite Ai platforms and data sets. They want to work with with their own data. Scientists who understand that that that ecosystem inherently you can move that to health care and you can imagine how you actually interface with your health care professionals here in north America, but also around the world, How those applications and services and what the Ai needs to do in terms of understanding x rays and looking at common errors associated with different x rays to. A practitioner can make a more specific diagnosis faster saving money and potentially lives as well. So different different vertical markets in this space have different AI and Ml requirements and needs different data science is different data models. And what we're seeing is an ecosystem of companies that are starting up there in that space that we have, what service part of IBM. But you have processed the labs of H T H 20 and a number of other very, very important AI based companies in that ecosystem. >>Yeah. And you get the horizontal scalability of the control plane and in the platform if you will, that gives you cross organizational leverage uh and enable that than vertical expertise. >>Exactly. And you want to build an Ai application that might run on a factory floor for for certain reasons to its location and what they're actually physically building. You might want to run their on premise, you might actually want to put it into IBM cloud or in Zur or into AWS, You develop, it wants to open shift, you can deploy it in all of those as a service sitting natively in those environments. >>Darrell, great chat. I got a lot going on telco cloud, There's a lot of cloud, native disruption going on. It's a challenge and an opportunity and some people have to be on the right side of history on this one if they're going to get it right. Well, no, and the scoreboard will be very clear because this is a shift, it's a shift. So again, you hit all the key points that I wanted to get out. But I want to ask you to more areas that are hot here at red hat summit 21 as well again and as well in the industry and get your reaction and thoughts on uh, and they are def sec ops and automation. Okay. Two areas. Everyone's talking about DEV ops which we know is infrastructure as code programming ability under the hood. Modern application development. All good. Yeah, the second their security to have sex shops. That's critical automation is continuing to be the benefits of cloud native. So Deb see cops and automation. What you're taking has that impact the telco world in your world. >>You can't you can't operate a network without having security in place. You're talking about very sensitive data. You're talking about applications that could be real time chris pickling mrs actually even life saving or life threatening if you don't get them right. So the acquisition that red hat recently made around stack rocks, really helps us make that next level of transition into that space. And we're looking about how we go about securing containers in a cloud native environment. As you can imagine, there will be many, many thousands tens of thousands of containers running if one is actually misbehaving for what one of a better term that creates a security risk in a security loophole. Were assuring that up that's important for the deployment, open shift in the Tokyo domain and other domains in terms of automation. If you can't do it at scale and if you look at five G and you look at the radios at the edge of the network and how you're gonna provision of those services. You're talking about hundreds of thousands of nodes, hundreds of thousands. You have to automate a lot of those processes, otherwise you can't scale to meet the opportunity, you can't physically deploy, >>you know, Darryl, this is a great conversation, you know, as a student of history and um development and I always kind of joke about that and you you've been around the industry for a long time. Telcos have been balancing this um evolution of digital business for many, many decades. Um and now with Cloud Native, it's finally a time where you're starting to see that it's just the same game now, new infrastructure, you know, video, voice, text data all now happening all transformed and going digital all the way, all aspects of it in your opinion. How should telcos be thinking about as they put their plans in place for next generation because you know, the world is now cloud Native. There's a huge surface here of opportunities, different ecosystem relationships, the power dynamics are shifting. It's it's really a time where there will be winners and there will be losers. What's your, what's your view on on how the telco industry needs to clarify and how they be positioned for success. >>So, so one of the things I truly believe very deeply that the telcos need to create a platform, horizontal platform that attracts developer and ecosystems to their platform because innovation is gonna sit elsewhere, then there might be a killer application that one telco might create. But in reality most of those innovations that most of those disruptors are going to occur from outside of that telco company. So you want to create an environment where you're easy to engage and you've got maximum sets of tools and versatility and agility in order to attract that innovation. If you attract the innovation, you're going to ignite the business opportunity that 5G and 60 and beyond is going to actually provide you or enable your business to drive. And you've really got to unlock that innovation and you can only unlock in our view, red hat innovation. If you're open, you follow open standards, you're using open systems and open source is a method or a tool that you guys, if you're a telco, I would ask you guys need to leverage and harness >>and there's a lot, there's a lot of upside there if you get that right, there's plenty of upside, a lot of leverage, a lot of assets to advantage the whole offline online. Coming back together, we are living in a hybrid world, certainly with the pandemic, we've seen what that means. It's put a spotlight on critical infrastructure and the critical shifts. If you had to kind of get pinned down Darryl, how would you describe that learnings from the pandemic as folks start to come out of the pandemic? There's a light at the end of the tunnel as we come out of this pandemic, companies want a growth strategy, wanna be positioned for success what you're learning coming out of the pandemic. >>So from my perspective, which really kind of 11 respect was was very admirable. But another respect is actually deeply uh a lot of gratitude is the fact that the telecommunications companies because of their carrier, great capabilities and their operational prowess were able to keep their networks up and running and they had to move significant capacity from major cities to rural areas because everyone was working from home and in many different countries around the world, they did that extremely and with extremely well. Um and their networks held up I don't know and maybe someone will correct me and email me but I don't know one telco had a huge network outage through this pandemic and that kept us connected. It kept us working. And it also what I also learned is that in certain countries, particularly at a time where they have a very large prepaid market, they were worried that the prepaid market in the pandemic would go down because they felt that people would have enough money to spend and therefore they wouldn't top up their phones as much. The opposite effect occurred. They saw prepaid grow and that really taught me that that connectivity is critical in times of stress that we're also everyone's going through. So I think there are some key learnings that >>yeah, I think you're right on the money there. It's like they pulled the curtain back of all the fun and said necessity is the mother of invention and when you look at what happened and what had to happen to survive in the pandemic and be functional. Your, you nailed it, the network stability, the resilience, but also the new capabilities that were needed had to be delivered in an agile way. And I think, you know, it's pretty much the forcing function for all the projects that are on the table to know which ones to double down on. So I think you pretty much nailed it. Darrell Jordan smith, senior vice president of industries and global accounts for red hat kibble, unnatural. Thanks for that insight. Thanks for sharing great conversation around telcos and telco clouds and all the edge opportunities. Thanks for coming on. >>Thank you john >>Okay. It's the cubes coverage of Red Hat summit 21. I'm John for your host. Thanks for watching. Mhm mhm

>>from >>around the globe. It's the Cube with digital coverage of AWS reinvent 2020 sponsored by Intel AWS and our community partners. >>Hey, welcome back. You're ready, Jeffrey here with the Cube coming to you from our Palo Alto studios with our continuing coverage of aws reinvent 2020 the virtual event. We're excited to be back. We've been coming to reinvent for years and years and years, I think since 2013 1st years virtual But that's the way it is. And we're gonna jump into Cloud and government and D o d. And we're really excited to have our next guest. You know a lot about the topic. We have Robert Grote. He is the VP of technology and strategy from spark Tronics coming to us from Virginia. Great to see you, Robert. >>Great. Thank you. >>And joining him is Anthony Voltaggio, the CTO of Smartronix. Anthony. Good to see you as well. Thank you. Great. So let's jump into it. I think Rob, we had you on a couple of years ago. I I looked it up. It was early October 18 and you guys were getting a lot of success with cloud in government and I think it was before the Jedi and all that other stuff was going down. Two years is forever in cloud time. I wonder if you could just share a little bit about how the market has changed since I think it was February or March of 2018 to now late November 2020 in terms of cloud and government and Department of Defense. And you're highly regulated customers. >>Sure, I think one of the things that's changed is that security certainly used to be a headwind on bond. Now we're actually seeing it more of a tailwind where our customers, especially are heavily regulated, compliance driven customers in the public sector and the D. O. D are really looking at new ways of embracing the value of the cloud. So one of the things that has changed is that maybe two years ago, we were looking at How do we move digital estate from on premise into the cloud environment? We're now we're looking at. How do we actually achieve value in the cloud? How do we allow our customers to optimize their portfolio? How do they modernize their application footprint in a in a secure way and some of the things that we focused on, particularly smartronix, is how do we remove that friction that exists when a new kind of legacy customer really wants to transform the way that they deliver services. So we built, uh, capabilities that really allow them to more rapidly migrate their services into the cloud environment. We created and have an 80 0, now for a cloud assured manage services, which means that our customers who want to meet the rigorous security mandates now have that ability to utilize our services when they're deploying these services. And it really enables them to focus on the development of the modernization, you know, versus having to do the cumbersome components of security compliance and operation on def. You if you look at what we're trying to build and trying Thio intersect with where our customers we're going, they really want to get to that pace of innovation that the cloud provides. Um, you know, I think I've said this before to the Cube that the slope of disruption is correlated to the pace of innovation. And if you continue to build technical debt like our customers may have done in the past, they're gonna fall behind and it might be okay, um, for, you know, Blockbuster to fall behind the Netflix or for uber disrupted industry. But for our customers, there's national security consequences when they fall behind. So we've got to create a platform and a capability that enables them to innovate on, deliver very agile services rapidly. >>And then I wanna go. I wanna go to you because I think Robin, in your last interview, talked about your customers very secure, highly regulated, compliance driven environments. Right? And? And to be clear, you guys sell a lot to Department of Defense and all the various branches of the U. S. Military etcetera. You know, Anthony, a lot of talk of digital transformation on the commercial side and and people going right And then, of course, all the jokes and memes about Covic, you know, being the accelerator to that for >>your >>customers. The accelerators thio at modernization in the digital transformation are very different. It's not about necessarily the competitors down the street, but it's about some nasty competitors that want to cause this real harm. How how have they adopted? You know, kind of this this digital transformation and what's different in terms of accelerating it in your customer base. >>We're looking our defense customers and national security customers. Absolutely. The velocity and scale of cloud is becoming an enabler again. Looking at those information work was that they have looking at the nation state adversaries that we're facing right now. Information is information warfare. So if we're not ready to scale, innovate at much higher velocity than we have in the past, we're gonna become victim to those attacks. Methodologies that score matters of using so that the scale and power of the cloud as well is that tailwind of all these authorized services that are offered by Amazon that are already at the federal federal high and D o D. Impact. Those for higher, up to impact level six really, really enable them to go ahead and meet that mission. But mad and speed and agility. They need toe mash that for necessary, >>right? Well lets you just talked about impact level, and I want to dig into that for a little bit because in doing research on you guys and a lot of the solutions that customers you talk about, there's there's constant conversation about these impact levels Impact level for impact level five Impact Level six Again. It's highly regulated industry. You guys have a very, very high bar that you have to hit in your solutions. What does impact level mean and why is it important? And how are you basically working your way up the chart, which I assume is a much more impactful? Not not no pun intended, but much more significant solution delivery. >>So impact levels really have to do with information risk. So what is the level of information that that system is processing? So as you move up the impact levels, that information becomes more more critical to national security. So on impact Level four system may have to do with standard mission operations and Ministry of Task, etcetera, where when you go up the staff to impeccable five and even to impact level six or higher, you're really dealing with, let's say, in the d. O d, uh, perspective, the horror fighter eso. Now you're dealing with where that war fighters deployed the capabilities of the water fighter that they're leveraging To fight that battle against the adversary eso you have to put more and more rigorous controls around that information to ensure the adversaries can gain the tactical advantage over our war fighters. >>It's really interesting. You know how all these systems are really designed? Uh, toe work together. And as you said, kind of for that, that warfighter, if you you know, you you watch anything on defense, it's kind of the point into the stick, but there's a whole lot of support behind that behind that person at the very end to help them get the information to be successful in their job and support them. Um, etcetera. But I'm curious. Have you seen a change in attitude in terms of not only the data and the information in the systems as a support for the war fighter, but in fact, that data itself being a significant asset as well as a significant target, probably bigger and more valuable than an aircraft carrier or any other kind of traditional defense assets? >>Yeah, I would say we've definitely seen that change. Our our our customers air really looking at data and aggregate and when you're when you're building a cloud profile when you're building a portfolio systems, um, and it's all in a single type environment or an enclave where you can unlock the value of that data, the aggregate of all of those applications. The aggregate of that data has increased value, and that allows you to do a lot more things with it. Allows you to innovate a lot. Mawr toe. Learn more about that data on We're seeing our customers really looking at. How can they unlock that value? Whether it's looking at improving the supply chain, looking at data feeds that they're able to aggregate from commercial sources as well as sources that they're getting in a distributed fashion or whether it's just, you know, looking at, how can they improve the efficiency of of delivering services to the to the warfighter? Um, it really is about unlocking that value of data. So that's why it's also important that we have capabilities that protect that data. And then we provide more capabilities that allow our customers to be able to leverage as the C. S. P s as AWS innovates. Allow them to leverage these new capabilities much more rapidly than they could in the past, >>right? Well, and you talk about technical debt and you know there's kind of technical dead and There's application dead, and there's kind of application portfolio stuff that that you have right that may or may not work well, that's probably running and has been running for years. That doesn't necessarily all have to be modernized. You said Sometimes you know it's it's best to leave. Leave it as it lies. How are you helping people figure out? You know what, what to modernize, what to leave it as as it is. And then you know, or you know how much effort should really be spent on new on new applications and new development. You know, taking taking advantage of the latest because that's kind of a tricky portfolio strategy. And as you said, there's a whole lot of legacy stuff that's still running in those old data centers. >>You mentioned the key word there and that strategy. Our our customers are looking to us to help them evaluate their portfolio, determine what things that they should be doing next, the sequencing events and how they can unlock some of those values in the cloud. So, you know, one of the things that we talk about is that ability to even if you're taking stuff from a legacy environment and moving that estate into the cloud. There's certain things that you can do to opportunistically re factor and get value out of the cloud. You don't have to rewrite the application every time there's things that you can do to just re factor. Um, and one of those components is that when you look at cloud and you look at the a p I nature of the cloud, um, transparency is the gift of the cloud. And automation is how you get value out of that gift. And when when you look at how automation and transparency you're kind of tied together for our customers and you look at the fact that again everything's in a P I based, you know, with, you know, full non repudiation who made that call when they made that call? You've got an ability to create this autonomic response system, and this is This is a key part of application modernization, giving that customer the ability to rapidly respond to an event, create automation, create run books, use you know, advanced technologies like machine learning for anomaly detection, create, you know, security orchestration, all of those components when you could build that framework. Then your customers can even take some of their legacy assets and be able to utilize, you know, the high value of the cloud and respond to events much faster and in, um, or automated an autonomic manner. >>I love that transparency in automation. And I want to go back to you. Anthony, you've been doing this for a long time. Um, you didn't have these tools at your disposal before, and you didn't have necessarily the automation that you have before. And I think more importantly, you know, interesting thing that Rob you touched on on on your earlier interview a couple of years back, you know, kind of this scale learning something identified by by Bill Chamorro's I once in terms of calling it out where you learn something in one place and you can apply that learning, you know, across many, many places. And then the other piece. I want you to comment on its automation because, as we know, a lot of errors happen from silly things, fat fingers, bad copy paste, putting in a wrong config code. This that and the other. So, by adding mawr and Mawr automation and continuing to kind of remove potential little slip ups that can cause big big problems. It's a really different world that you've got in the tools that you have in your portfolio to offer these solutions up to your clients >>absolutely again, as we've learned MAWR Maura about these repeatable patterns that have happened across our different customers. That allows us to create that run book automation library that then allows our team and our capabilities scale across multiple workloads and kind of like Robert identified earlier. There's a lot of these cognitive services, and I'll take Amazon a specific example. Guard duty. It is a very innovative capability with M. L. A. I behind it that allow you to look at these access patterns and communication patterns of these application workloads and quickly identify threats. But the automation and road book and orchestration that you can build behind this then allows you to leverage that library to immediately respond to these events. When you see a threat and you see that pattern, your your ability to rapidly respond to that and mitigate that threat, Israel allows your business and information systems continue providing no the primary business use case and again in our GOP customer. National security system. Customers dividing to the warfighter complete their mission. >>Yeah, well, what a good and let you give. Give a plug for some of your processes and techniques. You have something that you call fast, um, to help people, you know, go through this decision process. And I think, as you said, Rob, you know, you gotta have some strategy before you start making some decisions. And also, this thing that we're seeing out there called the shift left. Um, what does that mean to you? What does it mean to your customers? Why is that important? Why should people know about it? Start with you, Rob. >>So what? We notice we've been doing cloud services, you know, since 2009, Really? One of the first eight of us public sector partners delivering the first capabilities to that market. And what we noticed is that ah, lot of organizations found it easy to move one or two workloads into the cloud. But they struggled in making a cloud, a true enterprise asset. So we took a step back and we created something that we call foundational agile strategic transformation. And that's fast. It's a It's a program that we developed that allows complex organizations. Security minded organizations understand What are all the foundational things that need to be in place to really treat cloud as an enterprise asset? And it covers much more than just the technical components. It covers the organizational components. It covers all the stakeholders around security. But one of the key things that we've changed in the past couple of years is how do we not only look at, you know, leveraging the cloud is an enterprise asset, But how do we allow them to accelerate how they can get the value out of the cloud, modernize their applications, create thes capabilities? And the shift left component of fast is providing as much capability all the way down to where the developer is, where you have maybe dead set cops when it used to be a developer on one side and operations on the other. Security is kind of a binding function. Now we're talking about how can we create more capability, right at the point of development? How can we shift that capability? And I think the role of the managed service provider is to enable that in an organization provide capability, provide operations capability but also help them in a You know, we use the term SRE quite a bit. Site reliability, engineering. How can we really help them continuously optimize their portfolio and build a set of capabilities and services? So when they're building new applications, they're not adding to their technical debt. >>That's great and so and so, so important. And it's just been so interesting. Toe watch again. A security specifically for Public Cloud in AWS has become from you know, what was potentially a concern and a headwind to now being a tailwind. And all you have to do is go to go to some of the the architectural keynotes my some of my favorites and see the scale in massive investments that they can put into infrastructure. And they can put into security that no single company, unless you have the biggest, biggest ones you know, can possibly invested to be able to leverage that opportunity. And obviously, Teresa Carlson and the Public Sector team have done a really good job and giving you guys the solutions that satisfy the very tight requirements that you're very important customers have. So it's really a great story and really enjoy learning mawr and continued success to you guys And, uh, and your teams and your importance, your customers and all the important stuff that they protect for us. Uh, eso thank you very much. All right. Thank you. All right, well, signing off. That's Robert and Anthony. I'm Jeff. You're watching the Cube. Ongoing coverage of aws reinvent 2020. Thanks for watching. See you next time. Thank you.

>> from the Silicon Angle Media Office in Boston, Massachusetts. It's the cue Now, here's your host. Day Volonte. >> Hi, buddy. This is David Lantz. Welcome to this cube. Conversation with Dr Rico is the CMO of infinite out. It's still I still have a hard time saying that doctor or an engineer and I love having you on because we could talk storage. We could go deep and we could talk trends and marketing trends, too. But so welcome. Thanks for coming on my sled. So tell me what's new since the scale to win launch that you guys had. Tell me what you know. Is everything shipping Now What's the uptake been like with customers? And the reaction? Yeah, >> they're the reaction has been phenomenal. This, as you may recall, you were there. It was biggest launch in our history, which was fantastic. And the reaction has just been overwhelmingly positive, with customers with partners with analysts. Human scum cases with competitors is an interesting you know, we had a lot of things that were already shipping. They were an early customer release. There were a few things that we had started shipping in December on the things that we said we'd be coming in three Q. We G eight on time. So there, there now all generally available except the stuff that we talked about that would be available in 2020 which right now looks like it's on track. It's doing very, very well. >> So VM wear VM world eyes coming up later on this month, things are obviously changing. There was announcement recently that that VM wears gonna choir pivotal. So a little bit of financial engineering going on stock stock rose 77% on the day when the Dow dropped 800. So okay, the funny money. But things are changing in the V m where ecosystem you certainly saw we we This is our 10th year the M world. We go back and you hear Tod Nielsen back in the day, talk about for every dollar spent on a V M where lice and 15 was spent a Negro system, you know, we're kinda del izing vm wear now, which is sort of interesting, but I'm curious as to what you're seeing what that all means to you. I mean, still half a million 600,000 customers, you've got to be there you guys have great success at that show. So your thoughts what's going on? But VM world this year? Yeah, I >> kind of kind of loaded their first of all congratulations on the milestone. That's great. 10 years is super. Remember, probably seeing you with the 1st 1 there. Of course we knew each other longer. Uh, you know, and sure I get the incestuous, you know, money changing of hand there, I think I think it's it's good in one respect. You certainly CBM where, you know, making big inroads with VM wear on AWS. And this isn't now with Pivotal will be a good launching platform for Della's well, a svm where to be a little bit more in control of their own destiny. And it's certainly the way a lot of people are going. We're doing a lot of that ourselves. Not so much, in a sense. We don't have a cloud platform that we sell is a total encompassing platform. But of course, with new tricks cloud on big players and then certainly a large portion of our our customer base, our cloud service providers, they love our stuff. It helps them compete. It actually gives them in some respects, a competitive advantage, but VM world itself. Lots going on there. We have amplified our presence once again because VM where does represent a large portion of our customer base? So we're we're very proud of that. We're very proud to be a technology alliance partner of the M wears Andi. We're expecting to see a really good show in a really good cloud. A cloud crowd has they return back to their home base in San Francisco for us this year, it's It's gonna be a different experience. Were tellingme or of the software story, more of the portfolio story more about how you scare scale the win. We have a virtual presence this year, which is going to be very helpful in telling that story. Customers can come in and they can see more than just a ah box that in our world is really not important because it's for us. It's all about the software and stuff we do. We even in Booth Theater, we have some private meeting spaces well, to take people into a bigger, deeper drill down. But the virtual experience will allow them to touch and feel stuff that maybe they didn't get to do before, and that's gonna be kind of exciting as well. >> So you mentioned C S P s. We had Michael Gray thrive on a while back, and you know, he was saying that Look, he likes your product because it allows him to do other things. And don't worry about, you know, the old sort of tuning and managing and ableto re shift labor. I felt like that was an interesting discussion, primarily because you've got all these cloud service providers that everybody thought aws was just gonna kill. And if anything, it's elevated them. What are you seeing in the CSP space? Yeah, you know, >> Michael had a lot of interesting things to say that definitely love the fact that we enable multiple workloads without them having to do lots of cautious planning and re planning and shifting and shuffling. And we are seeing C S P is becoming more value. Add to a lot of businesses, especially the mid market and the smaller enterprise where people may want more than just infrastructure. You know, they don't they need that application level support and companies like thrive in some of our other really good customer, US signal and you know they're all capable of Flex Central's. Another one they're all capable of providing service is beyond the hardware they're capable of providing that application support the guidance and, in the case of Thrive, the cybersecurity guidance especial Really, which is really, really critical. So they're growing, and they're also, by the way, working with eight of us and Google and Azure to provide that capabilities well, when necessary. >> Well, that leads me to the sort of multi cloud discussion in our industry. We tend to have this alphabet soup of acronyms like another reason I like talking to you because we can kind of cut through that. And, you know, I love the marketing. I think marketing helps people understand what's going on differentiate. It gives you an indication of where the industry is going, and multi cloud is one of those things that I mean. I've kind of said it's a symptom of multi vendor and more so than a strategy. But increasingly it seems like it's becoming a strategy with customers, and you just gave an example of thrive working with multiple cloud vendors. Clearly, VM where wants to be in that business. What your thoughts on multi cloud and and hybrid. What does it mean for for infinite at What's your strategy there? You know, it's it's interesting because I >> just read an article the other day about you know, the definition of multi cloud on whether it's being abused and, you know, I I look at it as someone just trying to tell their story and give it. Give it some favor. I think at the end of the day, uh, every business is going to be talking to multiple platforms whether they want to or not. You know, there are many customers and companies out there, businesses who are in our customers who have gone the way of the cloud and repatriated. Certain things is they've they found that it it may work. It may not work, and there are many cloud providers who were trying to do things to accelerate migration of applications because they see that certain applications don't work. You know, we got one of the cloud providers buying Ah, now as provider, another one buying very recently, you know, an envy me based flash company to try to pick up those loose workloads where they might struggle today. But the end of the day everybody's going to be multiple. And whether it's because they're using cloud service is from from a software perspective or whether they just need to basically broker and maintain sort of that that independence so that they can maintain some cost control, availability, control, security, control and in some cases it will remain on premises. And some of things will be off just so they could get the applications closer to their end users. So you know what is multi Cloud? Multi Cloud really is just one of those terms that literally means what it says. It's your business running in multiple places. It doesn't have to necessarily be simultaneously by the same application. >> A big part of your value proposition is the simplicity. We've heard that from your customers, and you guys obviously push that out there. I want to ask you because you mentioned repatriation and you know, Cloud keeps growing like crazy. Sure, and the on prem not so much. You guys are smaller company. You're growing your stealing share, So yep. So maybe is that simplicity thing. Here's my question. So it's around automation. The cloud providers, generally an Amazon specifically have have driven automation. They've attacked the IittIe labor problem and they're able to charge for that on Dhe. So my question is, are you seeing that you're able to attack that labor problem in a similar sense and bring forth the value proposition to customers is Look, we can create a cloud like experience on Prem if you want MacLeod. Great. But if you want to stay on Prem, you're gonna get the benefit of being able to shift. Resource is two more strategic things and not have to worry about all this heavy, heavy lifting. You You seeing tangible evidence of that? >> We're seeing significant tangible evidence of that on and, you know, a couple of things. You know, you talk about growth, right? And I think when we did the launch, you know, only a few months ago we were at about 4.6 exabytes of capacity shipped. We just passed 5.1. That's some significant growth in in just a few months. It's like a 33% growth just from the same time last year, which is which is fairly significant. And of course, if you're familiar with the way we talk, you know you have an engineer is the head of marketing. We like to tell the truth. You know, we don't like to mask, do many things and confuse people. We don't like talking about effective storage because effective capacity doesn't really mean much to some people. So that's, you know, this is what we This is what we shipped and it's growing rapidly. And a lot of that is growing, in part because of the significance of the message and in part because of this need to control costs, contain costs and really operate in a more modern way. So get back to your comments about cloud and cloud operation. That's really what people want. People like the consumption model of cloud. They don't always like the cost on hidden costs. So simplifying that, but giving them the flexibility Thio have either an op X or cap ex that allows him to grow and shrink as they move workloads around. Because everybody grows even on Prem is growing. It's just, you know, it's the law of numbers, right? Cloud is growing, absolutely. But on Prem really is growing. And then the other thing I want is they want the operational flexibility. And that's what we talked about in our elastic data fabric. They don't like constantly having to re jigger and re balance workloads. Infinite box by itself. The platform of infinite Box takes away a lot of that mystery and magic, because it it kind of hides all of the complexity of that workload. And it, you know, we take the randomness out of the I o. I think maybe Craig Hibbert mentioned in his video is he was describing in detail how that happens. Remember Michael Gray talking about that as well, you know, So those those things come out in a single infinite box. But even if you said well, I still want to move my workload from, uh, you know this data center to an adjacent data center or perhaps a data center in another facility. Um, excuse me, Another city. So that's closer to the end user. Making that transparent to the applications is critically important. >> Yes, he talked about growth in about 1/2 a PETA bite. Sorry, half an exabyte in just a few months. A couple months? Really Right. That's that's growth. But I want to ask you about petabytes. Petabytes scales. Kind of key of companies that don't do that in a year day, eh? Exactly. So that's a petabytes scale. Is big party of marketing two questions? Why is that relevant? Or is that relevant to VM? Where customers? Why so and then, does it scare some people owe you? Asked a great question. >> It absolutely scared some people. And I know that there are some pundits out their industry pundits who who basically don't agree with our messaging. But this is this is the business problem that we we targeted the solve rate. Um, there are a lot of people out there who don't think they're petabytes scale yet because maybe they're individual applications aren't petabytes scale. But when you add it up, they get there and a lot of our customers are existing. Customers didn't start with infinite at at petabytes scale. They started a couple 100 terabytes, perhaps, but they're petabytes skill now. In fact, over 80% of the customers and systems that we have out there today or above the petty bite. We have customers that are in the tens of petabytes. We have customers that are in the hundreds of petabytes. They grow, they grow rapidly on. Why is that? Well, to two factors. Really. Number one, if you go back to. Probably when I first met you back when I had your hair, at least in quantity, way had way. Were kind of crusting that terabyte mark. Right? Right. And what was the problem? The problem was nobody could figure out how to deal with the performance. Nobody wanted to put that much risk on a single platform, so they couldn't deal with the availability. And they really didn't know how to deal with even the serviceability of that scale. So terabyte was a problem solved No, 25 years ago, and then things were rapidly from there. Now we're at the same juncture, just three orders of magnitude later. Right? >> Well, that's interesting, because, you know, you're right. People didn't want to put all all that capacity under an actuator that cost performance problems. They were concerned about, you know, just availability. And then two things happen so simultaneously, flash comes along. And, you know, you would say was put sort of a Band aid to some of the performance problems. Sure. And you guys came up with, like, this magic sauce to actually use spinning disc and get the same performance or better performance you would argue with flash. And so as a result, you were now able to do a lot Maur with the data, the concerns about that much date under the actuator somewhat attenuated because, I mean, you've got now so much data, you've got to do something that's almost that's flywheel effective. You've got tons of data machine intelligence and a I. Now, coming into the picture, you've got Cloud, which has been this huge tail when for the industry and for data creation in general. And so I see. You know, you see, like the I. D. C numbers and for forecasting growth of data and storage could be low. I mean, the curve could be bending, you know, kind of more than exponentially your thoughts on that. >> Yeah, it's an interesting, interesting observation. I think what it really comes down to is our storyline is math is greater than media, all right? And when you when you look at the flash being, you know, the panacea to performance it was just a step in the evolution, right? You go back and and say, spinning disc was the same solution to the performance problem 20 years ago. 25 years ago, even it was 5400 rpm discs and then very rapidly. Servers got faster. The interconnects got a little bit faster. They were still mostly differential. Scuzzy. There was 7200 rpm discs. And I promise you, by the way, that if you're running 5400 rpm desk, you install 7200 rpm. All yours performance problems will go away until the day you install it. And then it was 10,000 rpm discs and I was 15,000 rpm disc, and it still wasn't getting fast enough because, you know, you went to Fibre Channel One Gig Fibre channel and then to Geek Fibre, Channel four, Gig fibre, Channel eight, gig fibre channel. The unified connects got faster. The servers got faster. That was more cash on the servers. Then this thing came along, cuts called solid state disc. Right. And then it was it was SLC single layer cell technology. But don't worry about it's very expensive. Not a problem. You only need 4% of your application, right? Jerry? No, no, I'm sorry. percent. No, I'm sorry. 30%. What the heck? You know, M l c is now a little bit more reliable, so let's just make make it all slash. Right? So that was the end of the story, right? No. Servers continue to get faster. Uh, the media continue to get faster and denser, right? So now the interconnect isn't fast enough, So envy me. Is that the answer to life? The universe and everything? Well, wait. I got a better answer for your test. CIA storage class memory in parallel with that. By the way, there are some vendors out there who said that's still not fast enough. We want to put more d ram and the servers and do things in memory. We went in memory databases. I guarantee whatever you do from a media perspective on my personal guarantee to you, it's obsolete by the time you're up and running. By the time you get your applications migrated, configured and running with business value, it's already obsolete. Some vendors got something better coming out. The right answers. This stuff you talked about, the right answer is everything that you're doing for your business. APs. It's a it's a Mel. It's solving the problems in software and, you know, you said we use disc and make it fast. It's not despite itself, of course, right? It's D Bram. It's a lot of the Ram, which, by the way, is orders of magnitude faster than flash the NAND flash. And even if its ECM and still orders of magnitude faster than that, what we use the disk for today in the architecture is the cost factor. We take the random ization out in the flash and we take the >> end and in the in the diagram >> and we used the SAS in the back end to manage costs. But we use it in a way that it performs well, which is highly sequential, massively parallel. And we take full advantage of that Beck and Ben with to do that with that massive dear am front end. Our cash ratios are unparalleled in the industry and and we use it even more effectively that way. But if architecture already evolves, so if if SCM becomes more stable and becomes more cost effective, we can replace that that S S D layer with the cm. And if you know, if the economics of Q L C or something beyond that. Come down will replace the back end with that, do you? Do >> you ever look at what you're doing today as sort of a modern day symmetric. So I mean, a lot of things you just said. I mean, you've got a lot of memory. You've got a massive back end. You know, those were two of the characteristics of symmetric snow. Of course. Fast forward. Whatever. 30 years, right. But a lot of it was sort of intelligence and understanding. Sure. So how data works, is it Is it a fair sort of, or is it radically different? Well, in terms of mindset, I mean, I know the implementation is >> right, right? >> Yeah. I mean, it's not an unfair comparison. I mean, tiered storage was around before some metrics. Right? So it's certainly existed existed then, too. It was just at the time. It was a significant innovation course to layer at the time, right? A big cash front, ending some slower media and then taking advantage of the media on the back end. The big difference today is that if you look at what some metrics became through its Evolution's DMX and V Max and now Power Max. It's still tiered storage, you know, you still have some cash. That's that's for unending some faster media with power. Max, you're you're dealing now with us with an SS a back end. But what happened with those types of architectures is the tearing became more automated. But you're still moving information around. You're still moving Information from one said it This to another set of this leader in the cycle. You're still trying to promote things you know, to to the cash up front. We're doing it in real time. We're >> doing it by analyzing >> the data on the way it comes in. We're reassembling it again, taking the random ization out we're reassembling it and storing it across multiple disks in a way that it it increases our probability of pulling that information associated information back when we need it later. So there's there's no movement. Once its place, we don't have to replace it. You know it's already associated with other data that makes sense, and that gives us a lot of value. >> And secret sauce is the outcome of the secret sauce is you're able to very efficiently. Well, historically, you haven't been able to do a lot of garbage collection, a lot of data movement, and that just kills performance. There's >> really no garbage collection necessary in our in our world way. Also use very modern data structures or patents. Ah, lot of them on our neural cash Deal with the fact that we use a try data structure. So we're not using old fashioned hash tables and you know, l are you algorithms, You know it Sze very, very rapid traverse a ll of these trees >> and you're taking advantage of machine intelligence inside the software architecture. That really is some of the new innovation that really wasn't around to be able to take advantage of that 20 years ago. Maybe it was it was just not cost effective. Do the math was there, put it that the math of the mouth was there and >> there there There's been lots of evolutions of that over the years, a swell, but we continue to evolve and innovate. And, you know, one of the one of the cool things I think about working infinite at is is the multiple multiple generations of engineer where you've got people who understand that math they understand the real nuances of what it means to operate in a world of storage, which is quite a bit different than operating, saying networks or proceed be used because data integrity is paramount. There's lots of lots of things that go on there as well. But we also have younger generations, generations who like new challenges and like to re invent things so they find newer and greater ways to do things. >> This is exciting. So systems, thinkers and I mean server thinkers. I mean, people who understand, you know, systems designed it all the way through and and, you know, newbies who are super smart like you say, wanna learn and solve problems? Go back to the petabytes scale discussion, >> solve problems at petabytes scale, right? Even if the customer doesn't need that necessarily to solve that problem is critically important because even if you look at Les, just take, you know NFS, for example, most NFS systems deal with thousands of objects. Hundreds to thousands of objects are an F s. Implementation deals with billions, right? Do you need billions? How many applications you know that have billions of objects, But being able to do that in a way where performance doesn't degrade over time and also do it in a way where we say our nlm implementation isn't impacted by any any type of service events, we can take a note out, and it doesn't impact in ln There's no no degradation and performance. There's no impact or outage in service. All that's important. Even when you're dealing with smaller application sizes because they add up, they really do add up. He also brought up the point about, you know, density and actually intensity. Great. You know, back 25 years ago, when we were dealing with, you know, the first terabyte storage system, you know, how much how much stories did you have on your laptop? How much you have today, right? You know, you're probably more than a terabyte. They were laughing about putting things terabyte on the floor. And now you get more than a terabyte on your laptop. Things changing? >> Yeah. Um, I wanna ask you where you see the competition. We talked about all flash. We've had a long conversation, long, many conversations in the past about this, But you really, you know, the all flashy kind of described it as a Band Aid, essentially my words, but it was sort of a step function. Okay, great. Um, you have one company, really us who achieve escape velocity in that business in terms of pure But is that where you see in competition and you're seeing it from, you know, the hyper scale er's where you Yeah, you know, >> it's interesting. You know, you look at companies like, you know, we admire what they dio, especially with regard to marketing. They do a really good job of that. They also, um I have some really interesting ideas innovating the media, which is which is great. It helps us in the long run as well. Um, we just look at it as a component of our system, not these system, which makes it different. We don't really see the A f a. You know, the small scale a FAA is are the majority of our competition. We do run into them, but typically it the lower end of the opportunity. Even within the bigger companies that have competitors to those products, we run into them and smaller opportunities, not bigger opportunities where we run into them where there's a significant performance advantage as long as you don't mind the scale out approach to solving the problem. Unfortunately, when you're using a phase two skill out, you know you're putting all of the intelligence requirements on some poor storage administrator or system administrator to figure out what those where right, we take all of that away. So once it starts to scale, that's where we come in a plan. We don't see tons of competition there. Certainly, we're seeing competition from the clouds. And the competition from the clouds is more born of customer mandates and company mandates. Sometimes they I'm not quite sure that everybody knows why there who think to the cloud and we're problem they're trying to solve. But once they start to see a story that says, Hey, if the reasons are and you do understand those reasons, if the reasons are agility and financial flexibility and operational agility not as well as his acquisition agility, you know, we have answers to that and it starts to become a little bit more interesting and compelling. >> All right. One of the highlights of the M world each year is your dinner. Your customer I crashed in a couple of years ago when there were no other analysts there. And then last year again, it was in Vegas. Shows a nice steak house. This year we're in San Francisco, but But I had some great conversations with customers. I remember speaking to one customer about juxtaposing the sand thio to infinite debts platform. And you know the difference. The Sands taken off doing really well, but But he helped me understand the thinking from their standpoint of how they're applying it to solve problems and why v san wasn't a good fit. Your system was, um that was just one of many conversations last year had again other great conversations with customers. What do you do in this year? You have a customer dinner. We are? Yeah. We love to have you in and gave the invitation there. Yeah, the invitation. Is that definitely there? You know, a couple of >> years ago we didn't invite analysts, and you know what it was? It was a mistake. We and we learned that lesson into a large part. We credit you for for showing us how wrong we are. Our customers are very loyal. They're some of the most loyal in the industry. Don't take my word for it going. The gardener Pierre Insights and and look at our numbers compared to everybody else's any pick. Pick a vendor. We're at the top of the list with regard to not only the ratings but, more importantly, the customers willingness to recommend in every category, too. By the way, it's It's not just product quality and performance, and it's it's service support. It's easy doing business. It's an entirely different experience. So we love having the customers there, and the customers love having you there, too. They love having you and your appears in the industry there because they love learning from you and they love answering the questions and getting new insights. And we'd love to have you there. We're gonna be in the Mint this year. San Francisco meant not the not the current one that that's pretty coins, but the original historical site on duh. You know we have. We have invitations out thio to about 130 people because there's only so much room we have it at the event, but we're looking forward to a great time and a great meal and good conversation. >> That's great. Well, VM World is obviously one of the marquee events in our industry. It's the It's the fat middle of where the IittIe pro goes on dhe We're excited. Used to be Labor Day started the fall season. Now it's VM world. Well, Doc will see you out there. Thanks very much for your good to see you. All right. Excellent. All right. Thank you for watching everybody. This is day Volonte in the Cube will see you next time we'll see you at the M World 2019.

>> Hello everyone. Welcome to this CUBE conversation. I'm John Furrier host like you here in our Palo Alto studio here in Palo Alto. Here with Dominic Wilde, known as Dom, CEO of SnapRoute, a hot new startup. A great venture. Backers don. Welcome to skip conversation. So love having to start ups. And so talk about Snape route the company because you're doing something interesting that we've been covering your pretty aggressively the convergence between Dev Ops and Networking. We've known you for many, many years. You were a former Hewlett Packard than you woodpecker enterprise running the networking group over there. You know, networking. And you're an operator. Snap rows. Interesting, because, um, great names back behind it. Big venture backers. Lightspeed Norwest, among others. Yes. Take a minute. Explain what? A SnapRoute. >> So SnapRoute was founded to really address one of the big, big problems we see in infrastructure, which is that, you know, essentially the network gets in the way of the deployment the rapid and angel deployment of applications. And so in the modern environment that we're in, you know, the business environment, highly competitive environment of disruption, continuous disruption going on in our industry, every company out there is constantly looking over their shoulder is, you know, making sure that they're moving fast enough there innovating fast enough that they don't want to be disrupted. They don't want to be overrun by, you know, a new upstart. And in order to do that, you know the application is is actually the work product that you really want to deploy, that you you want to roll out, and you want to be able to do that on a continuous basis. You want to be really agile about how you do it. And, quite frankly, when it comes to infrastructure, networking has been fifteen years behind the rest of the infrastructure and enabling that it's, ah, it's a big roadblock. It's obviously, you know, some of the innovations and developments and networking of lag behind other areas on what we snap Brown set out to do was to say, You know, look, if we're if we're going to bring networking forward and we're going to try and solve some of these problems, how do we do that? In a way, architecturally, that will enable networking to become not just a part of Ah, you know a cloud native infrastructure but actually enable those those organizations to drive forward. And so what we did was we took all of our sort of devops principles and Dev ups tools, and we built a network operating system from the ground up using devops principles, devops architectures and devops tools. And so what we're delivering is a cloud native network operating system that is built entirely on containers and is delivered is a micro services architecture on the big...one of the big value propositions that we deliver is what we call see a CD for networking, which is your continuous integration. Continuous deployment is obviously, you know, Big devops principal there. But doing that for networking, allowing a network to be constantly up enabling network Teo adapt to immutable infrastructure principles. You know we're just replacing pieces that need to be replaced. Different pieces of the operating system can be replaced If there's a security vulnerability, for instance, or if there's ah, bugger and you feature needed so you know we can innovate quicker. We can enable the network to be more reliable, allow it to be more agile, more responsive to the needs of the organization on all of this, fundamentally means that your Operation shins model now becomes ah, lot more unified. A lot more simple. You. Now, we now enable the net ox teams to become a sort of more native part of the conversation with devils. Reduce the tension there, eliminate any conflicts and everything. And we do that through this. You know, this innovative offices. >> Classically, the infrastructure is code ethos. >> Yeah, exactly right. I mean, it's you know, a lot of people have been talking about infrastructure is code for a long, long time. But what we really do, I mean, if if you deploy our network operating system you employ onto the bare metal switching, then you really enable Dev ops to hang have, you know, I take control and to drive the network in the way they want using their native tool chains. So, you know, Cuba Netease, for instance, ears. You know that the big growing dev ops orchestration to all of the moment. In fact, we think it's more than of the moment. You know, I've never seen in the industry that sort of, you know, this kind of momentum behind on open source initiative like there is behind Cuba. Netease. And we've taken communities and baked it natively into the operating system. Such that now our network operating system that runs on a physical switch can be a native part off that communities and develops tool >> Dom, I want to get to the marketplace, dynamics. Kind of what's different. Why now? But I think what's interesting about SnapRoute you're the chief of is that it's a venture back with big names? Yeah. Lightspeed, Norwest, among others. It's a signal of a wave that we've been covering people are interested in. How do you make developers deploy faster, more agility at scale, on premises and in clouds. But I want you to before we get there, want to talk about the origin story of company? Yeah. Why does it exist? How did it come to bear you mentioned? Operation is a big part of cloud to cloud is about operating model so much a company. Yes. This is the big trend. That's the big way. But how did it all get started? What's the SnapRoute story? >> Yeah, it's an interesting story. Our founders were actually operators at at Apple back in the day, and they were responsible for building out some of Apple's biggest. You know, data centers for their sort of customer facing services, like, you know, like loud iTunes, all those good things and you know they would. They were tasked with, sort of, you know, sort of modernizing the operational model with with those data centers and, you know, and then they, like many other operators, do you know, had a sense of community and worked with their peers. You know, another big organizations, even you know, other hyper scale organizations and wanted to learn from what they did on DH. What they recognised was that, you know, cos like, you know, Google and Facebook and Microsoft is urine things. They had done some incredible things and some incredible innovations around infrastructure and particularly in networking, that enabled them to Dr Thie infrastructure from A from a Devil ops perspective and make it more native. But those words that if you know, fairly tailored for there, if you know, for their organizations and so what they saw was the opportunity to say, Well, you know, there's there's many other organizations who are delivering, you know, infrastructure is a service or SAS, or you know, who are just very large enterprises who are acting as these new cloud service providers. And they would have a need to, you know, to also have, you know, tools and capabilities, particularly in the network, to enable the network to be more responsive, more to the devil apps like. And so, you know, they they they founded SnapRoute on that principle that, you know, here's the problem that we know we can solve. It's been solved, you know, some degree, but it's an architectural problem, and it's not about taking, You know, all of the, you know, the last twenty five years of networking knowledge and just incrementally doing a sort of, you know, dot upgrade and, you know, trying to sort of say, Hey, we're just add on some AP eyes and things. You really needed to start from the ground up and rethink this entirely from an architectural perspective and design the network operating system as on with Dev ups, tools and principles. So they started the company, you know, been around just very late two thousand fifteen early two thousand sixteen. >> And how much money have you read >> The last around. We are Siri's, eh? We took in twenty five million. >> And who were the venture? >> It was Lightspeed Ventures on DH Norwest. And we also had some strategic investment from Microsoft Ventures and from teams >> from great name blue chips. What was their interest? What was their thesis? Well, and you mentioned the problem. What was the core problem that you're solving that they were attracted to? Why would that why was the thirst with such big name VCs? >> Yeah, I mean, I think it was, you know, a zip said, I think it's the the opportunity to change the operational more. And I think one of the big things that was very different about our company is and, you know, we like to say, you know, we're building for effort. Operators, by operators, you know, I've found is, as I said, well, more operators from Apple, they have lived and breathed what it is to be woken up at three. A. M. On Christmas Eve toe. You know, some outage and have to, you know, try and figure that out and fight your way through a legacy kind of network and figure out what's going on. So you know, so they empathize with what that means and having that DNA and our company is incredibly meaningful in terms of how we build that you know the product on how we engage with customers. We're not just a bunch of vendors who you know we're coming from, you know, previous spender backgrounds. Although I do, you know, I bring to the table the ability to, you know, to deliver a package and you know, So there's just a cloud scale its clouds, Gail. It's it's but it's It's enabling a bridge if you like. If you look at what the hyper scales have done, what they're achieving and the operational models they have, where a if you like a bridge to enable that capability for a much broader set of operators and C. S. P s and as a service companies and dry forward a an aggressive Angela innovation agenda for companies, >> businesses. You know, we always discussing the Cuban. Everyone who watches the Kiev knows I'm always ranting about how cloud providers make their market share numbers, and lot of people include sass, right? I think everyone will be in the SAS business, so I kind of look at the SAS numbers on, say, it's really infrastructures service platform to service Amazon, Google, Microsoft and then, you know, Ali Baba in China. Others. Then you got IBM or one of it's kind of in the big kind of cluster there top. That is a whole nother set of business requirements that sass driven this cloud based. Yeah, this seems to be a really growing market. Is that what you're targeting? And the question is, how do you relate Visa? Visa Cooper? Netease trend? Because communities and these abstraction layers, you're starting to hear things like service mesh, policy based state Full application states up. Is that you trying to that trend explain. >> We're very complimentary, Teo. Those trends, we're, you know, we're not looking to replace any of that, really. And and my big philosophy is, if you're not simplifying something, then you're not really adding back here, you know, what you're doing is complicating matters or adding another layer on top. So so yeah, I mean, we are of value to those companies who are looking at hybrid approaches or have some on prime asset. Our operating system will land on a physical, bare metal switch So you know what? What we do is when you look at it, you know, service most is your message measures and all the other, You know, technologies you talked about with very, very complimentary to those approaches because we're delivering the on underlying network infrastructure on network fabric. Whatever you'd like to call it, that can be managed natively with class native tools, squeezing the alliteration there. But but, you know, it means that you don't need toe add overlays. We don't need to sort of say, Hey, look, the network is this static, archaic thing that's really fragile. And And I mean, if we touch it, it's going to break. So let's just leave it alone and let's let's put some kind of overlay over the top of it on do you know, run over the top? What we're saying is you can collapse that down. Now what you can say, what you can do is you can say, Well, let's make the network dynamic responsive. Let's build a network operating system out of micro services so you can replace parts of it. You can, you know, fix bugs. You can fix security vulnerabilities and you can do all that on the fly without having to schedule outage windows, which is, you know, for a cloud native company or a sass or infrastructure service company. I mean, that's your business. You can't take outage windows. Your business depends on being available all the time. And so we were really changing that fundamentals of a principle of networking and saying, You know, networking is now dynamic, you know, in a very, very native way, but it also integrates very closely with Dev ops. Operational model >> is a lot of innovation that network. We're seeing that clearly around the industry. No doubt everyone sees late and see that comes into multi Cloud was saying that the trend moving the data to the compute coyote again that's a network issue network is now an innovation opportunity. So I gotta ask you, where do you guys see that happening? And I want to ask you specifically talking about the cloud architects out in the marketplace in these enterprises who were trying to figure out about the architecture of clowns. So they know on premises there, moving that into a cloud operations. We see Amazon, they see Google and Microsoft has clouds that might want to engage with have cloud native presence in a hybrid and multi cloud fashion for those cloud architects. What are the things that you like to see them doing? More of that relates to your value problems. In other words, if they're using containers or they're using micro services, is this good or bad? What? What you should enterprise to be working on that ties into your value proposition. >> So I think about this the other way around, actually, if I can kind of turn that turn that question. But on his head, I think what you know, enterprises, you know, organization C, S. P s. I think what they should be doing is focusing on their business and what their business needs. They shouldn't be looking at their infrastructure architecture and saying, you know, okay, how can we, you know, build all these pieces? And then you know what can the business and do on top of that infrastructure? You wanna look at it the other way around? I need to deploy applications rapidly. I need to innovate those applications. I need to, you know, upgrade, change whatever you need to do with those applications. And I need an infrastructure that can be responsive. I need an infrastructure that can be hybrid. I need infrastructure that can be, you know, orchestrated in the hybrid manner on DH. Therefore, I want to go and look for the building blocks out there of those those architectural and infrastructure building blocks out there that can service that application in the most appropriate way to enable the velocity of my business and the innovation from my business. Because at the end of the day, I mean, you know, when we talk to customers, the most important thing T customers, you know, is the velocity of their business. It is keeping ahead in the highly competitive environment and staying so far ahead that you're not going to be disrupted. And, you know, if any element of your infrastructure is holding you back and even you know, you know the most mild way it's a problem. It's something you should address. And we now have the capability to do that for, you know, for many, many years. In fact, you know, I would claim up to today without snap route that you know, you you do not have the ability to remove the network problem. The network is always going to be a boat anchor on your business. It introduces extra cycles. It introduces big security, of underplaying >> the problems of the network and the consequences that prior to snap her out that you guys saw. >> So I take the security issue right? I mean, everybody is very concerned about security today. One of the biggest attack vectors in the security world world today is the infrastructure. It's it's it's so vulnerable. A lot of infrastructure is is built on sort of proprietary software and operating systems. You know, it's very complex. There's a lot of, you know, operations, operational, moves out and change it. So there's there's a lot of opportunity for mistakes to be made. There's a lot of opportunity for, you know, for vulnerabilities to be exposed. And so what you want to do is you want to reduce the threat surface of, you know, your your infrastructure. So one of the things that we can do it SnapRoute that was never possible before is when you look at a traditional network operating system. Andreas, A traditional. I mean, any operating system is out there, other you know, Other >> than our own. >> It's basically a monolithic Lennox blob. It is one blob of code that contains all of the features. And it could be, you know, architect in in a way that it Sze chopped up nicely. But if you're not using certain features, they're still there. And that increases the threat surface with our sat proud plant native network operating system. Because it is a micro services are key picture. If you are not using certain services or features, you can destroy and remove the containers that contain those features and reduce the threat surface of the operating system. And then beyond that, if you do become aware ofthe vulnerability or a threat that you know is somewhere in there, you can replace it in seconds on the fly without taking the infrastructure. Damn, without having to completely replace that whole blob of software causing, you know, an outage window. So that's just one example of, you know, the things we can do. But even when it comes to simple things, like, you know, adding in new services or things because we're containerized service is a ll boot together. It's no, eh? You know it doesn't. It doesn't have a one after the other. It it's all in parallel. So you know this this operating system comes up faster. It's more reliable. It eliminates the risk factors, the security, you know, the issues that you have. It provides native automation capabilities. It natively integrates with, You know, your Dev Ops tool chain. It brings networking into the cloud. Native >> really, really isn't in frustrations. Code is an operating system, so it sounds like your solution is a cloud native operating system. That's correct. That's pretty much the solution. That's it. How do customers engage with you guys? And what do you say? That cloud architect this is Don't tell me what to do. What's the playbook, right? How you guys advice? Because I see this is a new solution. Talk about the solution and your recommendation to architects as they start thinking about building that elastic in that flexible environment. >> Yeah. I mean, I think you know, Ah, big recommendation is, you know, is to embrace, you know, that all the all of the cloud native principles and most of the companies that were talking to, you know, definitely doing that and moving very quickly. But, you know, my recommendation. You know, engaging with us is you should be looking for the network to in naval, your your goals and your you know your applications rather than limiting. I mean, that's that's the big difference that, you know, the people who really see the value in what we do recognize that, you know, the network should be Andi is an asset. It should be enabling new innovation, new capabilities in the business rather than looking at the network as necessary evil where we you know, where we have to get over its limitations or it's holding us back. And so, you know, for any organization that is, you know, is looking at deploying, you know, new switching infrastructure in any way, shape or form. I think, you know, you should be looking at Well, how am I going to integrate this into a dev ops? You know, world, how may going to integrate this into a cloud native world. So as my business moves forward, I'm actually servicing the application in enabling a faster time to service for the application for the business. At the end of the day, that's that's everybody's going, >> you know, we've been seeing in reporting this consistently, and it's even more mainstream now that cloud computing has opened up the aperture of the value and the economics and also the technical innovation around application developers coding faster having the kind of resource is. But it also created a CZ creating a renaissance and networking. So the value of networking and application development that collision is coming together very quickly. So the intersection you guys play. So I'm sure this will resonate well with customers Will as they try to figure out the role the network because against security number one analytics all the things that go into what Sadiq they care about share data, shared coat all this is kind of coming together. So if someone hears this story, they'll go, OK, love this snap around store. I gotta I gotta dig in. How do they engage you? What do you guys sell to them? What's the pitch? Give the quick plug for the company real >> quick. Engaging with us is, you know, is a simple issue. No, come to www snapper out dot com. And you know, you know contacts are up there. You know, we were currently obviously we're a small company. We sell direct, more engaged with, you know, our first customers and deploying our product, you know, right now, and it's going very, very well, and, you know, it's a PSE faras. You know how you know what and when to engage us. I would say you can engage us at any stage and and value whether or not your architect ing a whole new network deploying a new data center. Obviously. Which is, you know, it is an ideal is built from the ground up, but we add value to the >> data center preexisting data saying that wants >> the modernizing data centers. I mean, very want >> to modernize my data center, my candidate. >> So one of the biggest challenges in an existing data center in when one of the biggest areas of tension is at the top of rack switch the top of racks, which is where you connect in your you know, your your application assets, your servers are connected. You're connecting into the into the, you know, first leap into the network. One of the challenges there is. You know, Dev ops engineers, They want Teo, you know, deploy containers. They want to deploy virtual machines they wantto and stuff move stuff, change stuff and they need network engineers to help them to do that. For a network engineer, the least interesting part of the infrastructure is the top Arax. Which it is a constant barrage day in, day, out of request. Hey, can I have a villain? Can have an i p address. Can we move this? And it's not interesting. It just chews up time we alleviate that tension. What we enable you to do is network engineer can you know, deploy the network, get it up and running, and then control what needs to be controlled natively from their box from debits tool chains and allow the devil ups engineers to take control as infrastructure. So the >> Taelon is taking the stress out of the top of racks. Wedge, take the drama out of this. >> Take that arm around the network. Right. >> So okay, you have the soul from a customer. What am I buying? What do you guys offering? Is that a professional services package? Is it software? Is it a sad solution? Itself is the product. >> It is software, you know. We are. We're selling a network operating system. It lands on, you know, bare metal. He liked white box switching. Ah, nde. We offer that as both perpetual licenses or as a subscription. We also office, um, you know, the value and services around that as well. You know, Andre, right now that is, you know, that is our approach to market. You know, we may expand that, you know, two other services in the future, but that is what we're selling right now. It is a network operating >> system down. Thanks for coming and sharing this story of SnapRoute. Final question for you is you've been in this century. While we've had many conversations we'd love to talk about gear, speeds and feeds. I'll see softwares eating. The world was seeing that we're seeing cloud create massive amounts. Opportunity. You're in a big wave, right? What is this wave look like for the next couple of years? How do you see this? Playing out as Cloud continues to go global and you start to Seymour networking becoming much more innovative. Part of the equation with Mohr developers coming onboard. Faster, more scale. How do you see? It's all playing out in the industry. >> Yeah. So I think the next sort of, you know, big wave of things is really around the operational. But I mean, we've we've we've concentrated for many years in the networking industry on speeds and feeds. And then it was, you know, it's all about protocols and you know how protocol stacks of building stuff. That's all noise. It's really about How do you engage with the network? How do you how do you operate your network to service your business? Quite frankly, you know, you should not even know the network is there. If we're doing a really good job of network, you shouldn't even know about it. And that's where we need to get to is an industry. And you know that's that's my belief is where, where we can take >> it. Low latent. See programmable networks. Great stuff. SnapRoute Dominic. While no one is dominant industry friend of the Cube also keep alumni CEO of Snapper Out. Hot new start up with some big backers. Interesting signal. Programmable networks software Cloud Global all kind of big Party innovation equation. Here in Silicon Valley, I'm showing for with cube conversations. 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