>>and welcome to this cube conversation. I'm john for a host of the queue here in Palo alto California. We've got two great remote guests to talk about, some big news hitting with scalability and Hewlett Packard enterprise drill, MCAT ceo of sexuality and chris Tinker, distinguished technologist from H P E. Hewlett Packard enterprise U room chris, Great to see you both. Cube alumni's from an original gangster days. As we say Back then when we started almost 11 years ago. Great to see you both. >>It's great to be back. >>So let's see. So >>really compelling news around kind of this next generation storage, cloud native solution. Okay. It's a, it's really kind of an impact on the next gen. I call, next gen devops meets application, modern application world and some, we've been covering heavily, there's some big news here around sexuality and HP offering a pretty amazing product. You guys introduced essentially the next gen piece of it are pesca, we'll get into in a second. But this is a game changing announcement you guys announces an evolution continuing I think it's more of a revolution but I think you know storage is kind of abstraction layer of evolution to this app centric world. So talk about this environment we're in and we'll get to the announcement which is object store for modern workloads but this whole shift is happening jerome, this is a game changer to storage, customers are gonna be deploying workloads. >>Yeah skeleton. Really I mean I personally really started working on Skele T more than 10 years ago 15 now And if we think about it I mean cloud has really revolutionized IT. and within the cloud we really see layers and layers of technology. I mean we all started around 2006 with Amazon and Google and finding ways to do initially we was consumer it at very large scale, very low incredible reliability and then slowly it creeped into the enterprise and at the very beginning I would say that everyone was kind of wizards trying things and and really coupling technologies together uh and to some degree we were some of the first wizard doing this But we're now close to 15 years later and there's a lot of knowledge and a lot of experience, a lot of schools and this is really a new generation, I'll call it cloud native, you can call it next year and whatever, but there is now enough experience in the world, both at the development level and at the infrastructure level to deliver truly distributed automate systems that run on industry standard service. Obviously good quality server deliver a better service than the service. But there is now enough knowledge for this to truly go at scale and call this cloud or call this cloud native. Really the core concept here is to deliver scalable I. T at very low cost, very high level of reliability. All based on software. We've we've been participated in this solution but we feel that now the draft of what's coming is at the new level and it was time for us to think, develop and launch a new product that specifically adapted to that. And chris I will let you comment on this because customers or some of them you can add a custom of you to that. >>Well, you know, you're right. You know, I've been in there have been like you have been in this industry for uh, well a long time, a little longer to 20, years. This HPV and engineering and look at the actual landscape has changed with how we're doing scale out, suffered to find storage for particular workloads and were a catalyst has evolved. Here is an analytic normally what was only done in the three letter acronyms and massively scale out politics name, space, file systems, parallel file systems. The application space has encroached into the enterprise world where the enterprise world needed a way to actually take a look at how to help simplify the operations. How do I actually be able to bring about an application that can run in the public cloud or on premise or hybrid. Be able to actually look at a workload off my stat that aligns the actual cost to the actual analytics that I'm going to be doing the work load that I'm going to be doing and be able to bridge those gaps and be able to spin this up and simplify operations. And you know, and if you if you are familiar with these parallel fossils, which by the way we we actually have on our truck. I do engineer those. But they are they are they are they have their own unique challenges. But in the world of enterprise where customers are looking to simplify operations, then take advantage of new application, analytic workloads, whether it be sparred may so whatever it might be right. If I want to spend the Mongol BB or maybe maybe a last a search capability, how do I actually take those technologies embrace a modern scale out storage stack that without without breaking the bank but also provide a simple operations. And that's that's why we look for object storage capabilities because it brings us this massive parallelization. Thank you. >>Well, before we get into the product, I want to just touch on one thing from you mentioned and chris you, you brought up the devoPS piece, next gen, next level, whatever term you use it is cloud Native. Cloud Native has proven that deVOPS infrastructure as code is not only legit being operationalized in all enterprises, add security in there. You have def sec ops this is the reality and hybrid cloud in particular has been pretty much the consensus. Is that standard. So or de facto saying whatever you want to call it, that's happening. Multi cloud on the horizon. So these new workloads have these new architectural changes, cloud on premises and edge, this is the number one story and the number one challenge, all enterprises are now working on how do I build the architecture for the cloud on premises and edge. This is forcing the deVOPS team to flex and build new apps. Can you guys talk about that particular trend and is and is that relevant here? >>Yeah, I, I not talk about uh really storage anywhere and cloud anywhere. And and really the key concept is edged to go to cloud. I mean we all understand now that the Edge will host a lot of data and the edges many different things. I mean it's obviously a smartphone, whatever that is, but it's also factories, it's also production, it's also, you know, moving uh moving machinery, trains, playing satellites, um that that's all the Edge cars obviously uh and a lot of that, I will be both produced and processed there. But from the Edge you will want to be able to send that uh for analysis for backup for logging to a court. And that core could be regional maybe not, you know, one call for the whole planet, but maybe one corporate region uh state in the US. Uh and then from there, you will also want to push some of the data to probably cloud. Uh One of the things that we see more and more is that the the our data center, the disaster recovery is not another physical data center, it's actually the cloud and that's a very efficient infrastructure, very cost efficient. Especially so really it's changing the padding on how you think about storage because you really need to integrate these three layers in a consistent approach, especially around the topic of security because you want the data to be secure all along the way and the data is not just data data and who can access the data, can modify the data. What are the conditions that allow modification or automatically ratios that are in some cases it's super important that data be automatically raised 10 years and all this needs to be transported fromage Co two cloud. So that that's one of the aspects, another aspect that resonates for me with what you said is a word you didn't say but it's actually crucial this whole revolution. It's kubernetes mean Cuban it isn't now a mature technology and it's just, you know, the next level of automaticity operation for distributed system Which we didn't have five or 10 years ago and that is so powerful that it's going to allow application developers to develop much faster system that can be distributed again edge to go to crowd because it's going to be an underlying technology that spans the three layers >>chris your thoughts. Hybrid cloud, I've been, I've been having conscious with the HP folks for got years and years on hybrid clouds now here. >>Well, you know, and it's exciting in a layout, right? So if you look at like a whether it be enterprise virtualization that is a scale out gender purpose fertilization workload. Whether the analytic workloads, whether we know data protection is a paramount to all of this orchestration is paramount. Uh if you look at that depth laptops absolutely you mean securing the actual data. The digital last set is absolutely paramount. And if you look at how we do this, look at the investments we're making we're making. And if you look at the collaborative platform development which goes to our partnership with reality it is we're providing them an integral aspect of everything we do. Whether we're bringing as moral which is our suffer be used orchestration. Look at the veneer of its control plane controlling kubernetes being able to actually control the african area clusters in the actual backing store for all the analytics. And we just talked about whether it be a web scale out That is traditionally using politics. Name space has now been modernized to take advantage of newer technologies running an envy me burst buffers or 100 gig networks with slingshot network at 200 and 400 gigabit. Looking at how do we actually get the actual analytics the workload to the CPU and have it attached to the data at rest? Where is the data? How do we land the data and how do we actually align essentially locality, locality of the actual asset to the compute. This is where, you know, we can leverage whether it be a juror or google or name your favorite hyper scaler, leverage those technologies leveraging the actual persistent store and this is where scale it is with this object store capability has been an industry trend setter, uh setting the actual landscape of how to provide an object store on premise and hybrid cloud running into public cloud but be able to facilitate data mobility and tie it back to and tie it back to an application. And this is where a lot of things have changed in the world of the, of analytics because the applications, the newer technologies that are coming on the market have taken advantage of this particular protocol as three so they can do web scale massively parallel concurrent workloads, >>you know what, let's get into the announcement, I love cool and relevant products and I think this hits the Mark Scaletta you guys have are Tesco which is um, just announced and I think, you know, we obviously we reported on it. You guys have a lightweight, true enterprise grade object store software for kubernetes. This is the announcement, Jerome. Tell us about it. >>What's the big >>deal? Cool and >>relevant? Come on, >>this is cool. All right, tell us >>I'm super excited. I'm not sure that it did. That's where on screen, but I'm super, super excited. You know, we, we introduced the ring 11 years ago and this is our biggest announcements for the past 11 years. So yes, do pay attention. Uh, you know, after after looking at all these trends and understanding where we see the future going, uh, we decided that it was time to embark block. So there's not one line of code that's the same as the previous generation product. They will both could exist. They both have space in the market, uh, and artist that was specifically this design for this cloud native era. And what we see is that people want something that's lightweight, especially because it had to go to the edge. They still want the enterprise grade, the security is known for and it has to be modern. What we really mean by modern is uh, we see object storage now being the primary storage for many application more and more applications and so we have to be able to deliver the performance that primary storage expects. Um this idea of skeletons serving primary storage is actually not completely new When we launched guilty 10 years ago, the first application that we were supporting West consumer email for which we were and we are still today the primary story. So we have we know what it is to be the primary store, we know what's the level of reliability you need to hit. We know what, what latest thinking and latency is different from fruit, but you really need to optimize both. Um, and I think that's still today. We're the only object storage company that protects that after both replication and the red recording because we understand that replication is factor the recording is better and more larger file were fast in terms of latency doesn't matter so much. So we, we've been bringing all that experience but really rethinking a product for that new generation that really is here now. And so we're truly excited against a little bit more about the product. It's a software was guilty is a software company and that's why we love to partner with HP who's producing amazing service. Um, you know, for the record and history, the very first deployment of skeleton in 2000 and 10 was on the HP service. So this is a, a long love story here. Um, and so to come back to artistic, uh, is lightweight in the sense that it's easy to use. We can start small, we can start from just one server or 11 VM instance. I mean start really small. Can grow infinitely. The fact that we start small, we didn't, you know, limit the technology because of that. Uh, so you can start from one too many. Um, and uh, it's contaminated in the sense that it's completely Cuban, it is compatible. It's communities orchestrated. It will deploy on many Cuban distributions. We're talking obviously with Admiral, we're also talking with Ponzu and with the other in terms of uh, communities distribution will also be able to be run in the cloud. I'm not sure that there will be many uh, true production deployment of artists in the club because you already have really good object storage by the cloud providers. But when you are developing something and you want to test their, um, you know, just doing it in the cloud is very practical. So you'll be able to deploy our discount communities cloud distribution and it's modern object storage in the sense that its application century. A lot of our work is actually validating that our storage is fit for a single purpose application and making sure that we understand the requirement of this application that we can guide our customers on how to deploy. And it's really designed to be the primary storage for these new workloads. >>The big part of the news is your relationship with Hewlett Packard Enterprises? Some exclusivity here as part of this announced, you mentioned, the relationship goes back many, many years. We've covered your relationship in the past chris also, you know, we cover HP like a blanket. Um, this is big news for h P E as >>well. >>What is the relationship talk about this? Exclusivity could you share about the partnership and the exclusivity piece? >>Well, the partnership expands into the pan HPV portfolio. We look we made a massive investment in edge IOT devices. Uh, so we actually have, how do we align the cost to the demand for our customers come to us wanting to looking at? Uh think about what we're doing with green, like a consumption based modeling, they want to be able to be able to consume the asset without having to do a capital outlay out of the gate uh, number to look at, you know, how do you deploy? Technology really demand? It depends on the scale. Right? So in a lot of your web skill, you know, scale out technologies, uh, putting them on a diet is challenging, meaning how skinny can you get it getting it down into the 50 terabyte range and then the complexities of those technologies at as you take a day one implementation and scale it out over, you know, you know, multiple iterations of recorders. The growth becomes a challenge. So, working with scalability, we we believe we've actually cracked this nut. We figured out how to a number one, how to start small but not limited customers ability to scale it out incrementally or grotesquely grotesque. A you can depending on the quarters the month, whatever whatever the workload is, how do you actually align and be able to consume it? Uh So now, whether it be on our edge line products are D. L. Products go back there. Now what the journalist talking about earlier, you know, we ship a server every few seconds. That won't be a problem. But then of course into our density optimized compute with the Apollo product. Uh This where uh our two companies have worked in an exclusivity where the, the scaly software bonds on the HP ecosystem. Uh and then we can of course provide you our customers the ability to consume that through our Green link financial models or through a complex parts of >>awesome. So jerome and chris who's the customer here? Obviously there's an exclusive period talk about the target customer. And how do customers get the product? How do we get the software? And how does this exclusivity with HP fit into it? >>Yeah. So there's really three types of customers and we really, we've worked a lot with a company called use design to optimize the user interface for each of the three types of customers. So we really thought about each uh customer role and providing with each of them the best product. Uh So the first type of customer application owners who are deploying application that requires an object storage in the back end. They typically want a simple objects to of one application. They wanted to be temple and work. I mean yesterday they want no freedom to just want an object store that works and they want to be able to start as small as they start with their application. Often it's, you know, the first department, maybe a small deployment. Um, you know, applications like backup like female rubric or uh, analytics like Stone Carver, tikka or false system now available as a software. Uh, you know, like Ceta does a really great department or nass that works very well. That means an object store in the back end of high performance computing. Wake up file system is an amazing file system. Um, we also have vertical application like broad peak, for example, who provides origin and view the software, the broadcasters. So all these applications, they request an object store in the back end and you just need a simple, high performance, working well object store and I'll discuss perfect. The second type of people that we think will be interested by artists. Uh essentially developers who are currently developing some communities of collaborative application your next year. Um and as part of their development stack, um it's getting better and better when you're developing a cloud native application to really target an object storage rather than NFS as you're persistently just, you know, think about generations of technologies and um, NFS and file system were great 25 years ago. I mean, it's an amazing technology. But now when you want to develop a distributed scalable application, objects toys a better fit because it's the same generation and so same thing. I mean, you know, developing something, they need uh an object so that they can develop on so they wanted very lightweight, but they also want the product that they're enterprise or their customers will be able to rely on for years and years on and this guy is really great for today. Um, the third type of customer are more architecture with security architects that are designing, uh, System where they're going to have 50 factories, 1000 planes, a million cars are going to have some local storage, which will they want to replicate to the core and possibly also to the club. And uh, as the design is really new generation workloads that are incredibly distributed. But with local storage, uh, these guys are really grateful for that >>and talk about the HP exclusive chris what's the, how does that fit into? They buy through sexuality. Can they get it for the HP? Are you guys working together on how customers can procure >>place? Yeah. Both ways they can procure it through security. They can secure it through HP. Uh, and it is the software stack running on our density, optimized compute platforms which you would choose online does. And to provide an enterprise quality because if it comes back to it in all of these use cases it's how do we align up into a true enterprise step? Um bringing about multi Tennessee, bringing about the fact that, you know, if you look at like a local racial coding, uh one of the things that they're bringing to it so that we can get down into the deal 3 25. So with the exclusivity, uh you actually get choice and that choice comes into our entire portfolio, whether it be the edge line platform, the D. L 3:25 a.m. B. Processing stack or the intel deal three eighties or whether whether it be the Apollo's or Alexa, there's there's so many ample choices there that facilitates this and it just allows us to align those two strategies >>awesome. And I think the kubernetes pieces really relevant because, you know, I've been interviewing folks practitioners um and kubernetes is very much maturing fast. It's definitely the centerpiece of the cloud native, both below the line, if you will under the hood for the, for the infrastructure and then for apps, um they want to program on top of it. That's critical. I mean, jeremy, this is like this is the future. >>Yeah. And if you don't mind, like to come back for a minute on the exclusive with HP. So we did a six month exclusive and the very reason we could do this is because HP has suffered such wrath of server portfolio and so we can go from, you know, really simple, very cheap, you know, HDD on the L 3 80 means a machine that retails for a few $4. I mean it's really like Temple System 50 terabyte. Uh we can have the dl 3 25. That uh piece mentioned there is really a powerhouse. All envy any uh slash uh all the storage is envy any uh very fast processors or uh you know, dance large large system like the Apollo 4500. So it's a very large breath of portfolio. We support the whole portfolio and we work together on this. So I want to say that you know, one of the reasons I want to send kudos to HP for for the breath of the silver lining rio as mentioned, um Jessica can be ordered from either company, hand in hand together. So anyway you'll see both of us uh and our field is working incredibly well together. >>We'll just on that point, I think just for clarification, uh was this co design by scalability and H P E. Because chris you mentioned, you know, the configuration of your systems. Can you guys quickly talk about the design, co design >>from from from the code base? The software entirely designed and developed by security from a testing and performance. So this really was a joint work with HP providing both hardware and manpower so that we could accelerate the testing phase. >>You know, chris H P E has just been doing such a great job of really focused on this. And you know, I've been Governor for years before it was fashionable the idea of apps working no matter where it lives. Public Cloud data center Edge, you mentioned. Edge line has been around for a while. You know, apps centric, developer friendly cloud first has been an H P E. Kind of guiding first principle for many, many years. >>But it has and you know, you know as our our ceo internal areas cited by 2022 everything will be able to be consumed as a service in our portfolio. Uh And then this stack allows us the simplicity and the consume ability of the technology and degranulation of it allows us to simplify the installation, simplify the actual deployment bringing into a cloud ecosystem. But more importantly for the end customer, they simply get an enterprise quality product running on identity optimized stack that they can consume through a orchestrated simplistic interface. That's that's cos that's what they're warning for today is where they come to me and asked hey how do I need a, I've got this new app new project and you know it goes back to who's actually coming, it's no longer the I. T. People who are actually coming to us, it's the lines of business. It's it's that entire dimension of business owners coming to us going this is my challenge and how can you HP help us And we rely on our breath of technology but also a breath of partners to come together and are of course reality is hand in hand and are collaborative business unit are collaborative storage product engineering group that actually brought this market. So we're very excited about this solution >>chris thanks for that input. Great insight, Jerome, congratulations on a great partnership with H. P. E. Obviously um great joint customer base congratulations on the product release here. Big moving the ball down the field as they say new functionality, clouds cloud native object store, phenomenal um So wrap wrap wrap up the interview. Tell us your vision for scalability in the future of storage. >>Yeah. Yeah I start I mean skeleton is going to be an amazing leader is already um but yeah so you know I have three themes that I think will govern how storage is going and obviously um Mark Andrews had said it software is everywhere and software is eating the world so definitely that's going to be true in the data center in storage in particular. Uh But the free trends that are more specific. First of all I think that security performance and agility is now basic expectation. It's not you know, it's not like an additional feature. It's just the best table, stakes, security performance and a job. Um The second thing is and we've talked about it during this conversation is edged to go you need to think your platform with Edge Co and cloud. You know you don't want to have separate systems separate design interface point for edge and then think about corn and think about clouds and then think about the divers. All this needs to be integrated in the design. And the third thing that I see as a major trend for the next 10 years is that a sovereignty uh more and more. You need to think about where is the data residing? What are the legal challenges? What is the level of protection against who are you protected? What what is your independence uh strategy? How do you keep as a company being independent from the people? You need to be independent. And I mean I say companies, but this is also true for public services. So these these for me are the three big trends. I do believe that uh software find distributed architecture are necessary for these tracks. But you also need to think about being truly enterprise grade. And there has been one of our focus with the design of a fresca. How do we combine a lot with product With all of the security requirements and that our sovereignty requirements that we expect to have in the next 10 years? >>That's awesome. Congratulations on the news scale. D Artois ca the big release with HP exclusive um, for six months, chris tucker, distinguished engineer at H P E. Great to ceo, jeremy, katz, ceo sexuality. Great to see you as well. Congratulations on the big news. I'm john for the cube. Thanks for watching. >>Mhm. >>Yeah.

(upbeat music) >> Announcer: From theCUBE studios in Palo Alto in Boston, connecting with thought leaders all around the world, this is a CUBE conversation. >> Everyone, welcome to this CUBE conversation. I'm John Furrier with theCUBE, host of theCUBE here in our Palo Alto office for remote interviews during this time of COVID-19. We're here with the quarantine crew here in our studio. We've got a great guest here from Google, Will Grannis, managing director, head of the office of the CTO with Google Cloud. Thanks for coming on, Will. Appreciate you spending some time with me. >> Oh, John, it's great to be with you. And as you said, in these times, more important than ever to stay connected. >> Yeah, and I'm really glad you came on because a couple of things. One, congratulations to Google Cloud for the success you guys had. Saw a lot of big wins under your belt, both on the momentum side, on the business side, but also on the technical side. Meet is available now for folks. Anthos is doing very, very well. Partner ecosystem's developing. Got some nice use cases in vertical markets, so I want to get in and unpack with you. But really, the bigger story here is that the world has seen the future before it was ready for it. And that is the at-scale challenge that the COVID-19 has shown everyone. We're seeing the future has been pulled forward. We're living in a virtualized environment. It's funny to say that, virtualization (laughs). Server virtualization is a tech term, but that enabled a lot of things. We're living in a virtualized world now 'cause we have to, but this is going to set in motion a series of new realities that you guys have been experiencing and supporting for many, many years. But now as a provider of Google Cloud, you guys have to operate at scale, you have. And now the whole world realizes that scale is a big deal. And so you guys have had some successes. I want to get your thoughts on the this at scale problem that the world now realizes. I mean, everyone's at home. That's a disruption that was unforecasted. Whether it's under-provisioning VPNs in IT to a surface area for security, to just work and play. And activities are now confined, so people aren't convening anymore and it's a huge issue. What's your take on all this? >> Well, I mean, to your point just now, the fact that we can have this conversation and we can have it fluidly from our respective remote locations just goes to show you the power of information technology that underlies so many of the things that we do today. And for Google Cloud, this is not a new thing. And for Google, this is not a new thing. For Google Cloud, we had a mission of trying to help companies accelerate their transformation and enable them in these new digital environments. And so many companies that we've been working with, they've already been on the path to operating in environments that are digital, that are fluid. And when you think about the cloud, that's one of the great benefits of cloud, is that scalability in common with the business demand. And it also helps the scale situation without having to do the typical, "Oh wait, "you need to find the procurement people. "We need to find the server vendors. "We need to get the storage lined up." It really allows a much more fluid response to unexpected and unforecasted situations. Whether that's customer demand or in this case a global pandemic. >> Yeah, one of the things I want to get in with you on, you have explained what your job is there 'cause obviously Google's got a new CEO now for over a year. Thomas Kurian came from Oracle, knows the enterprise up and down. You had Diane Greene before that. Again, another enterprise leader. Google Cloud has essentially rebuilt itself from the original Google Cloud to be very enterprise centric. You guys have great momentum, and this is a world where cloud-native is going to be required. I mean, everyone now sees it. The tide has been pulled out, everything's exposed, all the gaps in business from a tech standpoint is kind of exposed. And so the smart managers and companies are looking at things and saying, "Double down on that. "Let's kill that. "We don't want to pay that supplier. "They're not core to our business." This is going to be a very rapid acceleration of what I call a vetting of the new set of players that are going to emerge because the folks who don't adapt to this new cloud-native reality, whether it's app workloads for banking to whatever are going to have to reinvent themselves now and reset and tweak to come out of this crisis. So it's going to be very cloud-native. This is a big deal. Can you share your reaction to that? >> Absolutely. And so as you pointed out, there are kind of two worlds that exist right now. Companies that are moving to become more digital and transform, and you mentioned the momentum in Google Cloud just over the last year, greater than 50% revenue growth. And in a greater than $10 billion run rate business and adding customers at a really quick clip, including just yesterday, Splunk, and along the way, Telecom Italia, Major League Baseball, Vodafone, Lowe's, Wayfair, Activision Blizzard. This transformation and this digitization is not just for a few or just for any one industry. It's happening across the board. And then you add that to the implementations that have been happening across Shopify and the Spotify and HSBC, which was a early customer of ours in the cloud and it already has a little bit of a headstart into this transformation. So you see these new companies coming in and seeing the value of digital transformation. And then these other companies that have kind of lit the path for others to consider. And Shopify is a really good example of how seeing drastic uptick in demand, they're able to respond and keep roughly half a million shops up and running during a period of time where many retailers are trying to figure out how to stay online or even get online. >> Well, what is your role at Google? Obviously, you're the managing director. Title is managing director, head of the office of the CTO. We've seen these roles before, head of the CTO, obviously a technical role. Is it partnering with the CEO on strategy? Is it you're tire kicking new things? Are you overseeing any strategic initiatives? What is your role? >> So a little bit of all of those things combined into one. So I spent the first couple of decades of my career on the other side of the fence in the non-tech community, both in the enterprise. But we were still building technology and we were still digitally minded. But not the way that people view technology in Silicon Valley. And so spending a couple of decades in that environment really gave me insights into how to take technology and apply them to a specific problem. And when I came to Google five years ago, selfishly, it was because I knew the potential of Google's technology having been on the other side. And I was really interested in forming a better bridge between Google's technology and people like me who were CTOs of public companies and really wanted to leverage that technology for problems that I was solving. Whether it was aerospace, public sector, manufacturing, what have you. And so it's been great. It's the role of a lifetime. I've been able to build the team that I wanted as an enterprise technologist for decades and the entire span of technologies at our disposal. And we do two things. One is we help our most strategic customers accelerate their path to cloud. And two, we create these signals by working with the top companies moving to the cloud and digitally transforming. We learned so much, John, about what we need to build as an organization. So it also helps balance out the Google driven innovation with our customer driven innovation. >> Yeah, and I can attest. I've been watching you guys from day one. Hired a lot of great enterprise people that I personally know. So you get in the enterprise chops and stuff and you've seen some progress. I have to ask you though, because first of all, big fan of Google at scale from knowing them from when they were just a little search engine to what they are now. There was an expression a few years ago I heard from enterprise customers. It goes along the lines like this. "I want to be like Google," because you guys had a great network, you had large scale. You had all these things that were like awesome. And then they realized, "Well, we can't be like Google. "We don't have SREs. "We don't have large scale data centers." So there was a little bit of a translation, and I want to say a little bit of a overplay of the Google hand, and you guys had since realized that it wasn't just people are going to bang at your doorstep and be adopting Google Cloud because there was a little bit of a cultural disconnect from wanting to be like Google, then leveraging Google in their business as they transform. So as you guys have moved from that, what's changed? They still want to be like Google in the sense you have great security, got a great network, and you've got that scale. Enterprises are a little bit slower to adopt that, which you're focused on now. What is the story there? Because I think that's kind of the theme that I'm hearing. Okay, Google now understands me. They know I'm not as fast as Google. They got super great people (laughs). We are training our people. We're retraining them. This is the transformation that they're going through. So you might be a little bit ahead of them certainly, but now they need to level up. How do you respond to that? >> Well, a lot of this is the transformation that Thomas has been enacting over the last year plus. And it comes in kind of three very operational or tactical pillars that I think of. First, we expanded our customer and we continue to expand our customer facing teams. Three times what they were before because we need to be there. We need to be in those situations. We need to hear from the customer. We need to learn more about the problems they're trying to solve. So we don't just take a theoretical principle and try to overlay it onto a problem. We actually get very visceral understanding of what they're trying to solve. But you have to be there to gain that empathy and that understanding. And so one is showing up, and that has been mobilizing a much larger engine of customer facing personnel from Google. Second, it's also been really important that we evolve our own. Just as Google brought SRE principles and principles of distributed systems and software design out to the world, we also had a little bit to learn about transitioning from typical customer support and moving to more customer experience. So you've seen that evolution under Thomas as well with cloud changing... Moving from talking about support to talking about customer experience, that white glove experience that our customers get and our partners get from the beginning of their journey with us all the way through. And then finally making sure that our product roadmap has the solutions that are relevant across key priority industries for us. Again, that only comes from being present from having a focus in those industries and then developing the solutions that progress those companies. This isn't about taking a principle and trying to apply it blindly. This is about adding that connection, that really deep connection to our customers and our partners and letting that connection manifest the things that we have to do as a product company to best support them over a long period of time. I mean, look at some of these deals we've been announcing. These are 10-year, five-year, multi-year strategic partnerships that go across the canvas of all of Google. And those are the really exciting scaled partnerships. But to your point, you can't just take SRE from Google and apply it to company X, but you can things like error budgets or how we think about the principles of SRE, and you can apply them over the course of developing technology, collaborating, innovating together. >> Yeah, and I think cloud-native is going to be a key thing. It's just my opinion, but I think one of those situations where the better mouse trap will win. If you're cloud-native and you have APIs and you have the kind of services, people will beat it to your doorstep. So I got to ask you, with Thomas Kurian on board, obviously, we've been following his career as well at Oracle. He knows what he's doing. Comes into Google, it's being built out. It's like a rocket ship at this point. What bet is he making and what bet are you guys making on behalf of your customers? If you had to boil it down to Google Cloud's big bet, what is the bet on the technology side? And what's the bet on the business side? >> Sure. Well, I've already mentioned... I've already hinted at the big strategy that Thomas has brought in. And that's, again, those three pillars. Making sure that we show up and that we're present by having a scaled customer facing organization. Again, making sure that we transition from a typical support mindset into more of a customer experience mindset and then making sure that those solutions are tailored and available for our priority industries. If I was to add more color to that, I think one of the most important changes that Thomas has personally been driving is he's been converting us to a partner-led business and a partner-led organization. And this means a lot of investments in large global systems integrators like Accenture and Deloitte. But this also means that... Like the Splunk announcement from yesterday, that isn't just a sell to. This is a partnership that goes deep across go-to market product and sell to. And then we also bring in very specific partners like Temenos in Europe for financial services or a CETA or a Rackspace for migrations. And as a result, already, we're seeing really incredible lifts. So for example, nearly 200% year over year increase in partner influenced revenue in Google Cloud and almost like a 13X year over year increase in new customers won by partners. That's the kind of engine that builds a real hyper-scale business. >> Interesting you mentioned Splunk. I want to get to that in a second, but I also noticed there was a deal with TELUS Group on eSIM subscriptions, which kind of leads me into the edge piece. There's a real edge component here with Google Cloud, and I think I had a conversation with Jennifer Lynn a few years ago, really digging into the built-in security and the value of the Google network. I mean, a lot of the scuttlebutt around the Valley and the industry is Google's got an amazing network. Software-defined networking is going to be a hot programmable area. So you got programmable networking and you got edge and edge security. These are killer areas that need innovation. Could you comment on what you guys are doing there and do you agree? Obviously, you have a killer network and you're leveraging it. Can you just give some insight into what's going on in those two areas? Network and then the edge. >> Yeah, I think what you're seeing is the manifestation of the progression of cloud generally. And what do I mean by that? It started out as like get everything to the data center. We kind of had this thought that maybe we could take all the workloads and we could get them to these centralized hubs and that we could redistribute out the results and drive the latency down over time so we can expand the portfolio of applications and services that would become relevant over time. And what we've seen over the last decade really in cloud is an evolution to more of a layered architecture. And that layered architecture includes kind of core data centers. It includes CDN capacity, points of presence, it includes edge. And just in that list of customers over the last year I mentioned, there were at least three or four telcos in there. And you've also probably heard and seen quite a bit of telco momentum coming from us in recent announcements. I think that's an indication that a lot of us are thinking about, how can we take technology like Anthos, for example, and how could we orchestrate workloads, create a common control plane, manage services across those three shells, if you will, of the architecture? And that's a very strategic and important area for us. And I think generally for the cloud industry, is expanding beyond the data center as the place where everything happens. And you can look at Google Fi, you can look at Stadia. You can look at examples within Google that go well beyond cloud as to how we think about new ways to leverage that kind of criteria. >> All right, so we saw some earnings come out on Amazon side as Google, both groups and Microsoft as well, all three clouds are crushing it on the cloud side. That's a tailwind, I get that. But as it continues, we're expecting post-COVID some redistribution of development dollars in projects. Whether it's IT going cloud-native or whatever new workloads. We are predicting a Cambrian explosion of new things from core to edge. And this is going to create some lifts. So I want to get your thoughts on you guys' strategy with go-to market, as well as your customers as they now have the ability to build workloads and apps with AI and data. There seems to be a trend towards the verticalization of whether it's sales and go-to market and/or specialism because you have horizontal scalability with cloud and you now have data that has distinct (chuckles) value in these verticals. So it's really seems to be... I won't say ratification, but in a way, that seems to be the norm. Whether you come into a market and you have specialization, but the data is there so apps can be more agile. Are you guys seeing that? And is that something that you guys are considering from an organization standpoint? And how do customers think about targeting vertical industries and their customers? >> Yeah, I bring this to... And where you started going there at the end of the question is exactly the way that we think about it as well. Which is we've moved from, "Here are storage offers for everybody, "and here's basic infrastructure for everybody." And now we've said, "How can we make sure "that we have solutions that are tailored "to the very specific problems that customers "are trying to solve?" And we're getting to the point now where performance and variety of technologies are available to be able to impose very specific solutions. And if you think about the substrate that has to be there, we mentioned you have to have some really great partners, and you have to have a roadmap that is focused on priority solution. So for example, at Google Cloud, we're very focused on six priority vertical areas. So retail, financial services, healthcare, manufacturing and industrials, healthcare life sciences, public sector. And as a result of being very focused in those areas, we can make more targeted investments and also align our entire go-to market system and our entire partner ecosystem... Excuse me, ecosystem around those bare specific priority areas. So for example, we work with CETA and HDA Healthcare very recently to develop and maintain a national response portal for COVID-19. And that's to help better inform communities and hospitals. We can use Looker to help with like a Commonwealth Care Alliance nonprofit and that helps monitor patient symptoms and risk factors. So we're using a very specific focus in healthcare and a partner ecosystem to develop very tailored solutions. You can also look at... I mentioned Shopify earlier. That's another great example of how in retail, they can use something like Google Meet, inherent reliability, scalability, security, to connect their employees during these interesting times. But then they can also use GCP, Google Cloud Platform to scale out. And as they come up with new apps and experiences for their shoppers, for their shops, they can rapidly deploy, to your point. And those solutions and how the database performs and how those tiers perform, that's a very tight-knit feedback loop with our engineering teams. >> Yeah, one of the things I'm seeing obviously with the virtualization of the COVID is that when the world gets back to normal, it'll be a hybrid. And it'll be a hybrid between reality, not physical and a hundred percent virtual, hybrid. And that's going to impact events too, media, to everything. Every vertical will be impacted. And I want to point out the Splunk deal and bring that back in because I want you to comment on the relevance of the Splunk deal in context to Splunk has a cloud. And they've got a great slogan, "Data for everywhere." "Data to everywhere," I think it is. But theCUBE, we have a cloud. Every company will have a cloud scale. At some level, we'll progress to having some sort of cloud because they have data. How are you guys powering those clouds? Because I think the Splunk deal is interesting. Their partner, their stock price was up out on the news of the deal. Nice bump there for Splunk, shout out to those guys. But they're a data company and now they're cross-platform. But they're not Google, but they have a cloud. So you know what I'm saying? So they need to play in all the clouds, but they need infrastructure (laughs), they need support. So how do you guys talk to that customer that says, "Hey, the next pandemic that comes, "the next crisis that's going to cause some "either social disruption or workflow disruption "or supply chain disruption. "I need to be agile. "I need to have full cloud scale. "And so I need to talk to Google." What do you say to them? What's the pitch? And does the Splunk deal mirror some of those capabilities? Or tie that together for us, the Splunk deal and how it relates to how to proof themselves for the future. Sorry. >> For example, with the Splunk cloud deal, if you take a look at what Google is already really good at, data processing at scale, log analytics, and you take a look at what Splunk is doing with their events and security incident monitoring and the rest, it's a really great mashup because they see by platforming on Google Cloud, not only do they get highly performing infrastructure. But they also get the opportunity to leverage data tools, data analytics tools, machine learning and AI that can help them provide enhanced services. So not just about capacity going up and down through periods of demand, but also enhancing services and continuing to offer more value to their customers. And we see that as a really big trend. And this gets at something, John, a little bit bigger, which is kind of the two views of the world. And we talked about very tailored, focused solutions. Splunk is an example of taking a very methodical approach to a partnership, building a solution specifically with partners. And in this case, Splunk on the security event management side. But we're always going to provide our data processing platform, our infrastructure for companies across many different industries. And I think that addresses one part of the topic, which is, how do we make sure that in periods of demand rapidly changing, and this goes back to the foundational elements of infrastructure as a service and elasticity. We're going to provide a platform and infrastructure that can help companies move through periods of... It's hard to forecast, and/or demand may rise and fall in very interesting ways. But then there's going to be times where we... Because we're not necessarily a focused use case where it may just be generalized platform versus a focused solution. So for example, in the oil and gas industry, we don't develop custom AI, ML solutions that facilitate upstream extraction, for example. But what we do do is work with renewable energy companies to figure out how they might be able to leverage some of our AI machine learning algorithms from our own data centers to make their operations more efficient and to help those renewable energy companies learn from what we've learned building out what I consider to be a world leading renewable energy strategy and infrastructure. >> It's a classic enablement model where you're enabling your platform for your customers. Okay, so I've got to ask the question. I asked this to the Microsoft guys as well because Amazon has their own SaaS stuff. But really more of end to end. The better product's usually on the ecosystem side. You guys have some killer SaaS. G Suite, we're a customer. We use the G Suite really deeply. We also use some Bigtable as well. I want to build a cloud, we have a cloud, CUBE cloud. But you guys have Meet. So I want to build my product on Google Cloud. How do I know you're not going to compete with me? Do you guys have those conversations around the trade-off between the pure Google services, which provide great value for the areas where the ecosystem needs to develop those new areas that are going to be great markets, potentially huge markets that are out there. >> Well, this is the power of partnership. I mentioned earlier that one of the really big moves that Thomas has made has been developing a sense of partners. And it kind of blurs the line between traditional, what you would call a customer and what you would call a partner. And so having a really strong sense of which industries we're in, which we prioritize, plus having a really strong sense of where we want to add value and where our customers and partners want to add that value. That's the foundational, that's the beginning of that conversation that you just mentioned. And it's important that we have an ability to engage not just in a, "Here's the cloud infrastructure piece of the puzzle." But one of the things Thomas has also done and a key strategy of his has been to make sure that the Google Cloud relationship is also a way to access all amazing innovation happening across all of Google. And also help bring a strategic conversation in that includes multiple properties from across Google so that an HSBC and Google and have a conversation about how to move forward together that is comprehensive rather than having to wonder and have that uncertainty sit behind the projects that we're trying to get out and have high velocity on because they offer so much to retail bank, for example. >> Well, I've got a couple more questions and then I'll let you go. I know you got some other things going on. I really appreciate you taking the time, sharing this great insight and updates. As a builder, you've been on the other side of the table. Now you're at Google heading up the CTO. Also working with Thomas, understanding the go-to market across the board and the product mix. As you talk to customers and they're thinking... The good customers are thinking, "Hey, "I want to come out of this COVID on an upward trajectory "and I want to use this opportunity "to reset and realign for the future." What advice do you have for those enterprises? They could be small, medium-sized enterprises to the full large big guys. And obviously, cloud-native, we've talked some of that already, but what advice would you have for them as they start to really prioritize, as some things are now exposed? The collaboration, the tooling, the scale, all these things are out there. What have you seen and what advice would you give a CXO or CSO or a leader in the industry to think about and how they should come out of this thing, how they should plan, execute, and move forward? >> Well, I appreciate the question because this is the crux of most of my day job, which is interacting with the C-suite and boards of companies and partners around the world. And they're obviously very interested to learn or get a data point from someone at Google. And the advice generally goes in a couple of different directions. One, collaboration is part of the secret sauce that makes Google what it is. And I think you're seeing this right now across every industry, and whether you're a small, medium-sized business or you're a large company, the ability to connect people with each other to collaborate in very meaningful ways, to share information rapidly, to do it securely with high reliability, that's the foundation that enables all of the projects that you might choose to... Applications to build, services to enable, to actually succeed in production and over the long haul. Is that culture of innovation and collaboration. So absolutely number one is having a really strong sense of what they want to achieve from a cultural perspective and collaboration perspective and the people because that's the thing that fuels everything else. Second piece of advice, especially in these times where there's so much uncertainty, is where can you buy down uncertainty with...? You can learn without a high penalty. This is why cloud I think is really, really finding super scale. It was already on the rise, but what you're seeing now as you've laid back to me during this conversation, we're seeing the same thing, which is a high increase in demand of, "Let's get this implemented now. "How can we do this more? "This is clearly one way to move through uncertainty." And so look for those opportunities. I'll give you a really good example. Mainframes, (chuckles) one of the classic workloads of the on-premise enterprise. There are all sorts of potential magic solves for getting mainframes to the cloud and getting out of mainframes. But a practical consideration might be maybe you just front-end it with some Java. Or maybe you just get closer to other data centers within a certain amount of milliseconds that's required to have a performant workload. Maybe you start chunking at art and treat the workload a little bit differently rather than just one thing. But there are a lot of years and investments in our workload that might run on a mainframe. And that's a perfect example of how biting off too much might be a little bit dangerous, but there is a path to... So for example, we brought in a company called Cornerstone to help with those migrations. But we also have partnerships with data center providers and others globally plus our own built infrastructure to allow even a smaller step per se for more close proximity location of the workload. >> It's great. Everything kind of has a technical metaphor connection these days when you have a internet, digitally connected world. We're living in the notion of a digital business, was a research buzzword that's been kicked around for years. But I think now COVID-19, you're seeing the virtual or digital, it's really digital, but virtual reality, augmented reality is going to come fast too. Really get people to go, "Wow. "Virtualization of my business." So we've been kind of kicking around this term business virtualization just almost as a joke, but it's really more about, okay, this is about a new world, new opportunity to think about when we come out of this, we're going to still go back to our physical world. Now, the hybrid now kicks in. This kind of connects all aspects of business in every vertical. It's not like, "Hey, I'm targeting this industry." So there might be unique solutions in those industries, but now the world is virtualized. It's connected, it's a digital environment. These are huge concepts that I think has kind of been a lunatic fringe idea, but now it's brought mainstream. This is going to be a huge tailwind for you guys as well as developers and entrepreneurs and application software. This is going to be, we think, a big thing. What's your reaction to that? Based on your experience, what do you see happening? Do you agree with it? And do you have anything you might want to add to that? >> Maybe one kind of philosophical statement and then one more... I bruised my shins a lot in this world and maybe share some of the black and blue coloration. First from a philosophical standpoint, the greater the crisis, the more open-minded people become and the more creative people get. And so I'm really excited about the creativity that I'm seeing with all of the customers that I work with directly, plus our partners, Googlers. Everybody is rallying together to think about this world differently. So to your point, a shift in mindset, there are very few moments where you get this pronounced change and everyone is going through it all at the same time. So that creates an opportunity, a scenario where you're bold thinking new strategies, creativity. Bringing people in in new ways, collaborating in new ways and offer a lot of benefits. More practically speaking and from my experience, building technology for a couple decades, it has an interesting parallel to building tightly coupled, really large maybe monoliths versus microservices and the debate around, "Do we build small things "that can be reconfigured and built out by others "or built upon by others more easily? "Or do we create a golden path and a more understood development environment?" And I'm not here to answer the question of which one's better because that's still a raging debate. But I can tell you that the process of going through and taking a service or an application or a thing that we want to deliver to a customer, that one of our customers wants to deliver to their customer. And thinking about it so comprehensively that you're able to think about it in, what are its core functions? And then thinking methodically about how to enable those core functions. That's a real opportunity, and I think technology to your point is getting to the place where if you want to run across multiple clouds, this is the Anthos conversation were recently GA'ed. Global scale platform, multicloud platform, that's a pretty big moment in technology. And that opens up the aperture to think differently about architectures and that process of taking an application service and making it real. >> Well, I think you're right on the money. I think philosophically, it's a flashpoints opportunity. I think that's going to prove to be accelerating and to see people win faster and lose faster. You're going to to see that quickly happen. But to your point about the monolith versus service or decoupled based systems, I think we now live in a world where it's a systems view now. You can have a monolith combined with decoupled systems. That's distributed computing. I think this is the trend, it's a system. It's not one thing or the other. So I think the debate will continue just like VI versus Emacs (chuckles). We don't know, right? People are going to have the debate, but if you think about it as a system, the use case defines your architecture. That's the beautiful thing about the cloud. So great insight, I really appreciate it. And how's everything going over there at Google Cloud? You've got Meet that's available. How's your staff? What's it like inside the Googleplex and the Google Cloud team? Tell us what's going on over there. People still working, working remote? How's everyone doing? >> Well, as you can tell from my scenario here, my backdrop, yes, still part at work. And we take this as a huge responsibility. These moments as a huge responsibility because there are educators, loved ones, medical professionals, critical life services that run on services that Google provides. And so I can tell you we're humbled by the opportunity to provide the backbone and the platform and the people and the curiosity and the sincere desire to help. And I mentioned a couple of ways already just in this conversation where we've been able to leverage some of our investments technology to help form people that really gets at the root of who we are. So while we just like any other humans are going through a process of understanding our new reality, what really fires us up and what really charges us up is because this is a moment where what we do really well is very, very important for the world in every geo, in every vertical, in every use case, in every solution type. We're taking that responsibility very seriously. And at the same time, we're trying to make sure that all of our teams as well as all of the teams that we work with and our customers and partners are making it through the human moment, not just the technology moment. >> Well, congratulations and thanks for spending the time. Great insight, Will. Appreciate, Will Grannis, managing director, head of technology office of the CTO at Google Cloud. This certainly brings to the mainstream what we've been in the industry been into for a long time, which is DevOps, large scale, role of data and technology. Now we think it's going to be even more acute around societal benefits. And thank God we have all those services for the frontline workers. So thank you so much for all that effort and thanks for spending the time here in theCUBE Conversation. Appreciate it. >> Thanks for having me, John. >> Okay, I'm John Furrier here in Palo Alto studios for remote CUBE Conversation with Google Cloud, getting the update. Really looking at the future as it unfolds. We are going to see this moment in time as an opportunity to move to the next level, cloud-native and change not only the tech industry but society. I'm John Furrier, thanks for watching. (upbeat music)