>> Narrator: Live from Orlando, Florida. It's theCUBE! Covering .conf18. Brought to you by Splunk. >> Welcome back to Orlando, everybody. Splunk .conf18. This is theCUBE, the leader in live tech coverage. I'm Dave Vellante with my co-host, Stu Miniman. Carnival Cruise Lines is back. We heard from them yesterday, we heard them on the main stage of .conf. CEO is up there with Doug Merritt. Sheldon White is here. He's an enterprise architect at Carnival Cruise Line And Alex Taberras, who's the director of threat intelligence at Carnival. Gents, welcome to theCUBE. >> Thank you. >> Doing a lot of talk on security today. They've lined us up, which is great. We love the conversation. So much to learn. Alex, I'll start with you. When you think about security and threat intelligence, what are the big changes that you've seen over the last, whatever, pick a time. Half a decade? Decade? Couple of years even. >> Alex: So, it's just the amount of threats that are coming in now and how fast they're coming in, right? We can't seem to be keeping up with everything that's happening in the environment, everything that's happening outside, trying to get into our environment and cause all that damage, right? So, that's why Splunk is awesome, right? I get to see everything come in, real time. I'm able to quickly pinpoint any action I need to take, send it to my team and have them immediate right away. >> So, Sheldon, yesterday we had ship and shore from Carnival and he was talking about really different problems. You know, the folks on the ship, they got 250 thousand people on the ocean at any one point in time collecting data, trying to make a better experience, keep them connected. Folks on the shore, obviously, websites and things like that. Where do you fit into that mix of ship and shore? >> Sheldon: Right, so there's an entire value stream that we map out as enterprise architects. And so, what we do there is analyze all the customer touch points. And then we aggregate all of that information into a pipeline that we then address our audiences with those critical KPIs. Operational and infrastructure, the entire stack. >> Dave: You guys obviously have very strong relationship with Splunk. We heard from your CEO, Arnold Donald, right? >> Alex: Correct. >> Interesting name, I haven't messed that up yet so. (laughing) And so, where did that relationship start? Did it start in SecOps? Did it start in IT operations management? >> Alex: So, it really started in Devops, right? And they started... They purchased Splunk, I think back in like 2007, 2008. And they started looking at it, right? And I think I was talking to one of our other architects and it was one gig is what we started at, right? Now, we're upwards of 600 gigs. Just for security. So, it started there and it just kind of morphed into this huge relationship where we're partnering and touching all aspects of our business with Splunk. You know, and the Cloud and everything else. >> So, we heard, I don't know if you guys saw the key notes today, but we saw some announcements building on yesterday's Splunk next announcement. We heard some business workflow and some industrial IOT. I would think both of those are relevant for you guys. Not industrial IOT, but your IOT. Do you see Splunk permeating further into the organization? I guess, the answer's yes. You kind of already said that. But I'm interested in what role you guys play in facilitating that ? Are you kind of champions, evangelist, experts, consultants? How does that work? How do you see that (mumbles)? >> Sheldon: So, we see ourselves as internal consultants. We have our internal customers that depend on our guidance and our end-to-end view of the business processes. So, and now as enter our Cloud journey, into the second year of our Cloud journey, just we're able to accelerate our time to value for our internal customers to gain even greater insights into what's happening ship and shore. >> Dave: I wonder how, if you can talk about, how enterprise architecture has changed over the last decade even. You know, it used to be you were trying to harden the two tier or three tier architecture and harden top, don't touch it, it works. And then, of course, we all know, it created a lot of different stove pipes and a lot of data was locked into those stove pipes. That's changed, obviously. Cloud, now the Edge. Maybe because you guys were always sort of a distributed data company, you approached it differently. But I wondered if you could gives us (mumbles)? >> Sheldon: No, that's an interesting question. Because the evolution is not so much enterprise architect as it is eco system architect, right? So, now you have these massively distributed systems. So, you're really managing an eco system of internal and third party. And then all the relevant touch points, right? Like Alex mentioned, all that perimeters constantly shifting now. So, yeah, our focus is always aligning with the on-time business process and our internal customers. >> Yeah, wonder if we could dig into the Cloud a little. Alex, can we start with you? How does Cloud fit into your world of security? >> Alex: So, for me, the Cloud, as far as Splunk goes, it allows me to expand and contract as needed, right? So before, we used to have our on premise hardware, very finite RAM memory, I mean, disk space everything. So now, with the Cloud, I'm able to expand my environment as I move across all my North American brands, European brands, to be able to gather all that data, look at it and take action on it, right? >> Stu: And Sheldon, you're using AWS. We see they're, every software provider lives in AWS. It's often in the marketplace. We been seeing a lot this week that there's a deeper partnership. There's actually a lot of integration. Maybe give us your viewpoint on what you've seen on how Splunk and AWS work together to meet your requirements. >> Yeah. So, that's an interesting evolution as well of that partnership, right? So, you're starting to see things like the S3 API integration. So that you're removing storage from the critical path. And now that opens up different scale of possibilities, right? And internal opportunities. But yes, as you can see, leveraging the machine learning toolkit. I saw that one coming. It's going to be interesting to see how that keeps evolving, right? And also, like I was speaking to Alex, about the natural language capability. So, that also is well brought into the dimension of how our senior leadership with interact with these operational platforms. >> Yeah, I got to thank you. You're going to have your customer's natural language has to get into some of their rooms. It's definitely future. >> Sheldon: Oh, it's going to be apart of that value chain. Yeah, for sure. >> Dave: How does the S3 API integration affect you guys? Obviously, you got to put Syntax in an object store, which is going to scale. What does that mean for you guys? >> Sheldon: So, using the Splunk developer Cloud, we could develop all sorts of solutions to manage it intelligently how our storage, right? In near real time. So, we can completely automate and that end-to-end just integration with Splunk, how it ingest, how long that data stays relevant and how we offload it into things like Glacier. >> Dave: In the enablement, there is the S3 API. So, you're taking advantage of all the AWS automation tooling. >> Sheldon: Correct. >> Is that right? >> Sheldon: Correct. >> Alright. >> Sheldon: That's another example of that side integration. Not only with the S3 API. Lex, for the natural language. Obviously, TensorFlow and the machine learning toolkit. So, I think you're going to see that type of... those type of capabilities expanding as Splunk evolves. Next year, I'm sure they're going to have a ton of more, you know, announcements around how this evolution continues, right? >> Dave: So, you know, I was interested in the TensorFlow and Spark integration. And Stu and I were talking in an earlier segment. It's great, developers love that. We saw a lot of demos today that was like, looks so simple. Anybody could do it. Even I might be able to do it. But as practitioners of Splunk, is it really going to be that easy? Are business users actually going to be able to pick this stuff up and what are they going to have to do in order to take advantage of Splunk? Some training involved? >> Sheldon: Right, right. >> What's the learning curve going to be like? >> Sheldon: That's a great question, because there's a dual focus to this, right? First, is offloading from the developer. All that heavy lifting of creating this user interface and the dashboards, per say. Now, its all API driven. So, as you saw, maybe in the keynote this morning, that within the demo, was an API driven dashboard came together in several minutes. But one is offloading that and the second part is just enabling the business user with other capabilities, like natural language process. And they don't necessarily need to be on that screen. They can get acception reporting through emails and voice commands. So, training is also part of it, obviously. So, it's a multifaceted approach to leveraging these new capabilities. >> Dave: Are you guys responsible for the physical infrastructure of your ships? I mean, is that part of your purview? Okay. So, really there's is an industrial IOT component big time for you guys. >> Absolutely. >> Alex: And there's a huge push now for Maritime security, right? We saw what happened with Maersk and NotPetya virus, right? So, how it took them out of operation for about three weeks. So, this IOT is very, I think, awesome, right? I was speaking to some of the Splunk guys yesterday about it. How we could leverage that on our ships to gather that data, right, from our SCADA systems. And from our bridge and engine control systems to be able to view any kind of threat. Any kind of vulnerability that we might be seeing in the environment. How we can control that and how we can predict anything from happening, right? So, that's going to be very key to us. >> Dave: So, Splunk is going to take that data right off the machines. Which Stu and I were talking, that to us is a huge advantage. So many IT companies are coming and saying, "Hey! We're going to put a box at the edge". That's nice, but what about the data? So, Splunk's starting with the data, but it's the standards of that data. They're really driven by engineers and operations technology folks. Is Splunk sort of standard agnostic? Can they be able to ingest that data? What has to be done for you guys to take advantage of that? >> So, we'll have to ingest that data. And we'll have to, you know, look at it and see what we're seeing, right? This is all brand new to us as well. >> Dave: Right. >> Right. This whole Maritime thing has risen up in the past year, year and a half. So, we're going to have to look at the data and then kind of figure out what we want to see. Normalize it, you know, we'll probably get some PS services or something to assist us. Some experts. And then we just go from there, right? We build our dashboards and our reports. >> Dave: And predictive maintenance is a huge use case for you guys. >> Alex: Absolutely. >> I mean, to me, it's as important as the airlines. >> Alex: Absolutely, yes. >> So, I would think, anytime you... Well, first of all, real time during a journey. But anytime that journey is completed, you must bring in the inspectors and, I'm sure, very time consuming and precise. >> So, I know that some of our senior leadership, especially in the Maritime space, has now looking towards Splunk to do some of that predictive maintenance. To make sure that we have that right nuts and bolts, right? Per say, on the ship. To be able to fix any issue that might arise at sea while we're on there. >> Dave: Now, it's expect that the drive is going to be for human augmentation and of drive efficiency. >> Alex: Correct. >> You're not just going to trust the machines right out of the box. No way, right? >> Alex: No. But it's empowering those engineers, right? As we see with some of the dashboards that they're coming up with at the keynote. Empowering some of the those engineers that are in the engine room. That are in bridge. To be able to see those issues come up, right? And be able to track. >> Dave: Plus, I would imagine this is the kind of thing like an airline pilot. You're double checking, you're triple checking. So, you might catch misses earlier on in the cycle. >> Alex: Yeah. I could see it having huge impact. >> Stu: Yeah. Sheldon, I was just thinking through the other next announcement. I wonder if Splunk business flows sounds like something that might fit into your data pipeline? Get insights, understand satisfaction. Seems like it might be a fit. Is that of interest to you? >> Sheldon: Yeah, it sure is. Because we definitely want to, since we've evolved with kind of fragmented systems. We still have main frames, we still have whole call center environment that we need to ensure that it's parts of the end-to-end guest experience. So, for sure, we're getting into the whole early adopter program on the process flow. >> Yeah. Can you give us little insight? What kind of back and forth do you have with Splunk? What sort of things are you asking that would help make your jobs easier going forward? >> So, going forward, I know they're addressing a lot so the ingestion and data standardization. And now, with the decoupling of the storage, which is awesome, makes our lives a lot easier. But the evolution of the natural language and the integration with AWS natively is huge for us, as well as our Cloud program matures. And we start enabling Serverless architectures, for example. So, yeah. No, it's a very important part. >> Stu: Yeah. I mean, Serverless is actually something we're pretty interested. What are some of the early places that you're finding value there? >> Well, many people don't know this, but Carnival's also one of the largest travel agencies in the United States. So, we have the whole... Well, it's the whole global air travel platform that we're currently migrating to a Serverless architecture, integrates with Sabre. So, we're looking at things like open trace for that. And I know that our friends at Splunk are enabling capabilities for that type of management. >> Dave: And what's the business impact of Serverless there? You're just better utilization of resources? Faster time to value? Maybe you could describe. >> Yeah. Near real time processing. Scaling up and scaling down seasonally. Our key aspects of that. Removing the constraints of CPU and storage and-- >> Dave: Alex, has it changed the security paradigm at all? Serverless? How does it change it? >> Alex: So, it does. It let's me not have to worry so much about on premise stuff, right? As I did before. So, that helps a lot, right? And being able to scale up and down quickly as much data as we're ingesting is very key for us. >> Dave: You guys are heavy into Cloud, it's obvious. I wonder if you could share with us how you decide, kind of, what goes? If you're not all in on Cloud, right? It's not 100 percent Cloud? >> Sheldon: No, we could never be all in. >> No. >> Dave: And we've put forth that notion for years. We call it "true private cloud". That what you want to do is bring the Cloud experience to your data, wherever that data lives. There's certain data and workloads that you're not just going to put into the Cloud. >> Sheldon: That's correct. >> So, you would confirm that. That's the case. Like, you just said it. >> Correct. >> Dave: You're never going to put some of these workloads on Cloud. >> Well, we have floating data centers. So, we'll always be in a hybrid model. But there is a decision framework around how we create those application, migration pipelines. And the complexity and interdependencies between these platforms, some are easier to move than others. So, yeah. No, we're quite aware of-- >> Dave: And so, my follow up question is are you trying to bring that Cloud experience to those... to the floating data centers, wherever possible? And how is the industry doing? If you had a grade them in terms of their success. I mean, you certainly hear this from the big tech suppliers. "Oh, yes! We've got private Cloud" and "It's just like the public Cloud". And we know it's not and it doesn't have to be. >> Sheldon: Right. >> But if it can substantially mimic that public Cloud experience, it's a win for you guys. So, how is the industry doing in your view? >> So, I think it's a crawl, walk, run type of thing. Obviously, you have these floating cities and satellite bandwidth is a precious resource that we have to use wisely, right? So, we definitely are Edge computing strategy is evolving rapidly. What do we act upon at the Edge? What do we send to the Cloud? When do we send it? There also some business drivers behind this. For example, one of our early Cloud forays was in replicating a guest activity aboard the ship. So, we know if somebody buys a margarita off the coast of Australia, we know it five seconds later. And then, we could act upon that data. Casino or whatever data it may be in near real time. >> So, a lot of data stays at the floating data center, obviously. >> Correct. >> Much of it comes back to the Cloud. When it comes back to the Cloud is a decision, 'cause of the expense of the bandwidth. What do you do? You part the ship at the data center and put a big fire hose in there? (laughing) >> Alex: I wish it was that easy. >> You got a bunch of disc drives that you just take and load up? That's got to be a challenge. >> So, there business requirements, right? So, we have to figure out what application is more important, right? So, usually like our ship property management system, right. Where we have all our guests data, as far as their names, birth dates, all that stuff. That takes priority over a lot of other things, right. So, we have to use, like Sheldon said, that bandwidth wisely. 'Cause we don't really own a lot of the ports that we go into. So, we can't, just like you say, plug in a cable and move on, right? We still rely heavily on our satellites. So, bandwidth is our number on constraint and we have to, you know, we share it with our revenue generating guests as well. So, obviously, they take priority and a lot of factors go into that. >> Dave: And data's not shrinking. So, I'll give you guys the last word, if you could just sort of summarize, in your view, some of the big challenges that you're going to try to apply Splunk towards solving in the next near to mid term. >> Alex: Well, I'm more security focused. So, for me, its just making sure that I can get that data as fast as possible. I know that I saw yesterday at the keynote, the mobile app. That for me is going to be like one of the things I'm going to go like, research right away, right? 'Cause for me, its' getting that alert right away when something's going on, so that I can mitigate quickly, move fast and stop those threats from hitting our environment. >> Dave: Sheldon? >> Yes, I think the challenges are, like you mentioned earlier, about the stove pipes and how organizations evolve. Now, with this massive influx of data, that just making sense of it from a people, technology and processes standpoint. So that we could manage the chaos, so to speak, right? And make sure that we have an orderly end-to-end view of all the activity on the ships. >> Dave: Well, thank you guys. Stu and I are like kids in a candy shop, 'cause we getting to talk to so many customers this week. So, we really appreciate your time and your insights and the inspiration for your peers. So, thank you. >> Oh, thank you very much. >> Alex: Thank you for having us. >> Dave: You're welcome. Alright, keep it right there everybody. Stu and I will be back right after this short break. You're watching theCUBE Live from .conf18. Be right back. (techno music)

>> Live from Orlando, Florida, it's theCUBE, covering .conf18. Brought to you by Splunk. >> Welcome back to Splunk .conf18, #splunkconf18. You're here watching theCUBE, the leader in live-tech coverage. My name is Dave Vellante, and I'm with my cohost, Stu Miniman, and we're going to take a cruise with the data. Curt Persaud is here. He's the director of IT for Guest Technology at Carnival Cruise Lines. So, he's the ship. And Ariel Molina is here. He's the Senior Director of web development and enterprise architecture at Carnival Cruise Line. He's the shore. Gents, welcome to theCUBE. Good to see you. >> Happy to be here. Very, very. >> Thanks for having us guys. >> Dave, I sea what you did there. (laughs) >> Yeah, Stu, it's pretty good, huh. Well, this is kind of, you know, Splunk is known for a little tongue in cheek. >> Alright, let's keep this interview on course. >> (laughs) Alright, you got it. So Arnold Donald, your CEO, was on stage today with Doug Merritt, a very inspirational individual. You guys have an amazing company. You see those ads and just go "wow." Just makes you want to go. But Ariel, let's start with you, your role, what you guys are doing here. Just kick it off for us. >> So, no, it's fantastic, great to be here. Great energy in the conference today. The keynote was fantastic. It was great to see our CEO up there and really represent our company, really talk about, sort of, where we're heading and how Splunk helps us along that journey when it comes to data. Things are changing, they're moving faster every day, right? We're pressured into delivering more value, delivering innovation at a faster pace, and Splunk is a key enabler of that, for us. >> And Curt, at any one point in time, you guys said you have like 250,000 guests on the seas around the world. Wow! And everybody wants to be connected these days. So that's kind of your purview, right? >> Yeah, absolutely. Five, 10 years ago, what sold cruises was the ability to be disconnected. Right now, people want to be connected more than ever. So what we try to do, beyond just the connectivity, and giving them better bandwidth, and stuff like that, was to try to develop products onboard that helps them be connected, be social, but not miss out on the product that we're actually selling, which is the ship, the people, the crew, and the actual entertainment and the staff onboard. So we're trying to make people social, but not anti-social with some of the technologies that we're bringing onboard, as well. >> Doug Merritt said today, "we're all data emitters." And I think the number was you guys will service 13 million guests in any given year? So a huge, huge number of data emitters. And of course, Ariel, you obviously are analyzing a lot of data, as well. So, how has the use of data changed over the years at Carnival? Maybe you could kind of take us through that. >> Well, ultimately I think it's about personalizing the experience. So, how do we use the data to better understand what folks are looking for in that guest journey? We call the guest journey everything from planning a voyage, purchasing a voyage, purchasing all the auxiliary items that are up for sale, and then ultimately making it into the ship. So, what we're doing these days, is looking at mining this data, and looking for opportunities. On the dot-com side of things, obviously it's about resiliency and personalization. How do we deliver innovation through multiple releases, and then do so in a resilient way? And a lot of those innovations, typically, are around personalization. And we see that move the needle. We're incentivized to have more folks book online. That's ultimately good for the bottom line. So, data's a big part of that. Personalization, resiliency. >> Yeah, it's one of those interesting things we look at. Most people probably think of cruise ships as you're vacation or transportation, everything like that. You're a technology company now. You're tied in, you've got multiple mobile apps, before and during. Maybe bring us a little bit inside what that's like. >> Over the past three years, we've seen a great transformation in terms of the technologies that we're bringing on board. You name it, whether it's very high end tools, like Splunk and other APM tools that we use, to cutting-edge technology like AI, chatbots, facial recognition. We're using the full breadth of all these innovations, in terms of technology, to try to enhance guest experience. And to Ariel's point, the focus is really on trying to be very personal, trying to personalize this information, trying to personalize the guest experience, and using all those data points that we're capturing to really target what a custom experience looks for you. It's really interesting, because one of the things that we try to do in that personalization is try to manage those micro-moments. We're trying to get you what you want, we're trying to get you the feedback that you need in that micro-moment, so that you can do your transaction and move on to enjoying your cruise. >> There's something that you mentioned. You want a balance. You want people to take advantage of what's there. You used to think of a vacation like this, you'd disconnect yourself. Help understand that balance. >> You'd be surprised. We were just recently on a cruise, my family and I, and we don't cruise as often as you would imagine. >> Because you work for the company. >> Even though, when you do, it feels good to be a customer, right? There's so much activity going on on a ship on a given day. It's very hard to understand where to be at a certain point in time, and some people find that overwhelming. What things like the app does is really allow you to curate your day. To say hey, you like music? Let's focus on events that are music-oriented and that's going to be in Location XYZ on the ship. And they're going to be sequenced. So, that's personalizing the experience. But it's also ensuring that folks are really taking advantage of the full product. >> From our perspective, the technology should be in the background. It's more complementary. The real product is really the ship, the crew members, the activities, the entertainment on board. That's the product we really want people to really connect to. The stuff that we do is auxiliary in terms of, let me help you maximize those experiences on board. And that's what we're really trying to do. If we can get that done and accomplished, than we have done our jobs. >> So the app is the digital conduit to the physical experience >> Exactly. >> If you have a good app, it makes all the difference in the world. If you're at Disney, and you're trying to figure out what's next, what do the lines look like? You get a lot of people on a ship, and you want to prioritize. You all call that curating your experience. It's all about the app, as they say. What's the state of the app? The 1.0 probably needed a little work. Where are you know in the evolution? >> We're in a 2.0 release version of it. The original version, we started with what we called the meat and potatoes. The very basic stuff, that hey, where can I get food? What is the entertainment lineup for the day? We started off with some innovation in terms of being able to generate, we did a chat, kind of like, communication, so people could chat with their families onboard without having to purchase a plan or have any bandwidth needs. And then, as we evolved that, then we started to go into things that are more transactional. So, you're able to purchase your photos digitally through the app. We leveraged facial recognition software, so that if a photographer on a ship takes a picture of you, it recognizes that as you and puts your photo in your photo stream and your photo album. So, very, very convenient. We do things like sell shore excursions in terms of transactional stuff. You can sit at the pool and say "oh, tomorrow's a port day, "I'm going to be in the Bahamas. "Let me see what shore excursion I want to do. And you can do it directly from the app without even moving. So now, as we evolve that now, as Ariel said, now we're trying to leverage all that data now, to go beyond the transactions, and make things even more personalized. So, I know that you favor the casino, maybe you're a spa person, you want a facial. We'll target you and say hey, on your previous cruise you did this. Let's target you because we might have something special waiting for you onboard. >> And then carry that across the journey, right. So now they leave our ships. And how do we get them to come back to our ships? How do you create that conversation that's ongoing, notifications about what's going on on our ships. People follow their favorite cruise director. People follow a lot of the unique experiences there. How do you bring that to the online, to the dot-com experience? So that when they're thinking about that next cruise, they can remember what that last cruise was about, and they can know what's happening on each one of our ships in real-time. It's a journey. And technology definitely is a huge enabler for us and the experience. >> So what's the data architecture look like on there? We always talk on theCUBE about the innovation sandwich of the future. It used to be Moore's Law, doubling every two years. Okay, great. Now, it's data, plus machine intelligence, and you scale with the cloud. What's your data architecture look like? >> Well, I think it's early days. I think it's, I mean, they're all over the place, right? I think there's silos within the enterprise that are really maximizing data. I think that that trend continues to happen. But I think there's got to be, and the enterprise architecture world is sort of about wrangling that, and figuring out how data from different dispersed touch points affect that. So, it's early days. I do think that you're starting to see that machine learning algorithms do play a part. I'm seeing it personally, more in the operations side of the world. So all these systems, at the end of the day, they need to be resilient and they need to have high service levels. So, what I'm seeing now is tools, and at Splunk, you saw that today, being able to be really predictive about where the anomalies are. Traditionally, you were having to log errors and then interpret errors, and then that would be the way you action some of these things. The predictive nature of some of these tools are such that you're being proactive. So when you talk about data there's so many different places you can go. If you think about our technology stack, and that guest experience point of view, it's all about really maintaining that SLA's, resolving issues as quickly as possible. And there's a ton of data in that space, right? I mean, it's everywhere, there's a ton of signals. >> Well you guys know, we tend not to throw stuff away in technology. You sort of have to figure out how to integrate. >> A signal via the customer is probably one of those, as well. So at the end of the day, what more information are we collecting about our guest to ultimately personalize that experience? It's centered around that. >> And that's challenging, I mean, look at the airlines. And your app, which you love the airline apps. I mean, you're not, like, tethered to them. But the phone experience, and even the laptop experience, are a little bit different. Because of the data, it's very, very challenging. Have you figured that out? Or are you sort of figuring that out? >> That's API's, right? It's that experienced API layer. Being able to activate that data which is sitting in distinct silos and then do so across those experience apps, the experience channels, which is dot-com, the app, the chatbot, there's so many interfaces out there. But, yeah, it's a solid, mature API strategy that's going to get us there. >> And I think one of the things that our challenge is, as technology partners, is the ability to build those platforms so that the next wave of conversions, as you mentioned, there's some disjointed experience across the desktop view versus the mobile view, is to try to bring those conversions together. And in order to that, like Ariel said, maybe making some API extraction layers figuring out how to mine the data better, figuring out how to leverage insights from different tools or machines and sensors, we have a ton of sensors on these ships as well. And bringing all those things together to be able to put us in a position that when we do finally get a seamless conversion, we're ready for it from a technology and a platform perspective. >> It's obvious why data is important for your business. You actually did a press release with Splunk. Maybe explain a little about how Splunk Cloud fits into this discussion that we've been having? >> Well, Cloud really removes the barriers of experimentation. How do you right-size a problem you don't understand very well? I think Cloud really helps with that. We're looking forward to being able to be flexible. Flexibility in architecture, flexibility in infrastructure. So that's absolutely the use-case I think security's got a number of use-cases. You see it every day in the news. So yeah, more opportunities, I would say, it scales that flexibility that's taken us the cloud route. >> When you think Splunk, you think security. You got guys in the Knock. That's not where you guys are. You're kind of closer to the business. And so you're seeing Splunk, as I said before, permeate into other parts of the organization. You kind of expected somebody else to do that. I don't know, the Hadoop guys. And it's interesting, Splunk never used to talk about big data. Now that the big data era is, sort of, behind us, Splunk talks a lot about big data. It's kind of an interesting flip. >> I would say it's democratizing the data. That's the stuff I liked, that I heard today. How do you get these tools away from the IT operators that are writing these complex queries to get insights? And how do you elevate that up to the analysts, and the product managers? And how do they get access to those interfaces? You know, drag-and-drop, whatever you want to call it. But I think that where I see this happening more so than, machine learning, that's great and predictive. But just empowering others to really leverage that data. I would say Splunk is leading there and it's good to see some of that stuff today. >> Absolutely. It's putting the power where it really needs to be, where it's the end users, the guys making decisions, it's the product owners, the product managers, that are making those slight tweaks to that interface, or to that design, or to that experience, that makes a difference. And that's what we're trying to do, and leverage with tools like Splunk, as well. >> Even the simple visualization, right, the stuff that's out of the box is really important for the business user, right? >> The out of the box part's another thing that I saw today, which is more, sort of, curating for particular use-case, and saying hey, we're going to build that end-to-end and really turn it on and activate it a little sooner. So that infrastructure product we saw today, I think that's a big step forward. Where you're a platform, but at some point you're going to have to start being a little more vertical in the way that you bring to market, the way that they did with security. >> And Doug talked about, you know, Doug Merritt, that is, talked about data is messy, and the messiest landscape is the data. And then he talked about being able to organize that data in the moment. So, I think about, okay, just put it in the, we like to call data ocean, right, and just capture it. But then having the tools to be able to actually look at it in whatever schema you want, when you want it, is a challenge that people have. My question is, did he describe it accurately? I think yes. But then, can you actually do that with this messy data? >> I think it's a great concept. I'm interested to see how that plays out going forward. But I think in our world, we have several use-cases where that makes sense. We have a very captive audience for seven to 10 days. So we really have a very limited amount of time to make a really good impression. So, it's not only about attracting first-time cruisers; it's trying to get a repeat cruiser. So that limited time frame that we have to leave a really lasting impression is very limited. So things like recovery, in terms of getting metrics or data real-time, and being able to act on it immediately. Say you had a bad experience at the sushi bar. If we're able to grab that information, whatever data points that allow us to understand what happened, and then do a quick recovery, we may have a guest for a repeat cruise. Those are the things that we're trying to do. And, if what Doug is saying is something that they've kind of solved, or are able to try to solve in a good way, that is very powerful for us as well, and we definitely see leverage in that. >> Last question, Ariel, you're saying off-camera it's kind of early days. What's the future hold? I mean, that's going to blow our minds. Blow our minds! >> Oh, it's the predictive thing, right? It's bringing you your favorite drink before you're ready to have it, or something. I don't know. The cruise line business, the travel and hospitality space is a very fun space to work in. We get to really see our guests enjoy the product. And us, as technologists, we get to see how technology moves the needle. Continued innovation, right? If you're in the development side of the world, challenging yourself to deploy more often, to deliver more value more often. And if you're on the data side, how to get aggregated, compile all this this data, for ultimately what we're looking for, which is to enhance the guest experience. >> I mean, that real-time notion that you were talking about Curt, you can see that coming together and completely transforming the guest experience. So guys, thanks so much for coming on theCUBE. It was great to have you. Congratulations on all your success and good luck. Alright keep it right there everybody, we'll be back at Splunk .conf18. You're watching theCUBE. Dave Vellante with Stu Miniman. we'll be right back! (upbeat music)

>> Narrator: Live, from Washington D.C., it's theCUBE. Covering .conf2017, brought to you by Splunk. >> Well, welcome back to .conf2017. Here we are at Splunk's annual get together, with Dave Vellante, I'm John Walls. We are live in the Walter Washington Convention Center, in beautiful Washington D.C. I say that, proud to be a native. Actually raised here, lived here, fly the flag here. >> Wow. >> This is my place, Dave. >> Listen, I love this city. >> I do too. >> I love coming down here. Lots to do, my son's down here, so. >> But if we weren't here, where should we be, maybe on the deck of a Carnival cruise line ship right now? >> That would be good. >> I would like that. >> I would love to have theCUBE on the deck of a Carnival >> Maybe, maybe Ruel Waite can swing that. What do you think? Ruel Waite joins us. He is the manager of delivery and support for Carnival. And you got room for two on the next ship out of Miami? >> Listen, man, for you guys anything. >> I love that. Alright, you're hired. >> I can make it happen. >> Outstanding. Alright Ruel, thanks for being here with us. >> No problem. >> On theCUBE, glad to have you, and here at the show as well. Alright, so let's talk about first off, Splunk. What are you doing? Let's back up, in terms of what you do. Your core responsibilities and then we'll get into Splunk story after that. >> Yeah, so I manage the support operation for our ecommerce platform, as well as for the guest facing ship board application. So the ecommerce platforms is where you go and purchase your cabin on the web. You would also be able to purchase your show excursions, your spa treatments, as well. Or we have an e-retail site where if you have a friend who's sailing you can buy a bottle of champagne and have it in their room for when they get there. So all those purchasing perks now that we support on the ecommerce platform. And then the guest facing application, Shipboard, we're talking 'about the mobile application where guests chat and interact with each other or plan their day. We're talking about the Pixels application where guests are purchase their photos that they take throughout their cruise. And their some facial recognition stuff there as well. And the iTV that's in your room. So we have a separate, many different sort of applications that fit under that portfolio. >> Let's talk about the data. >> Yes. >> A lot of data that you just created. >> Right? >> Yup. >> What's the data pipeline look like, where does Splunk fit? >> We Splunk as much as we can and we're continuing to build that as we go. Our application logs are Splunk, everything we produce from the application. Also our performance metrics from our servers and our data and our network, and all those systems, we Splunk that because that's critical for us to triage issues that occurring. Because our operation is about monitoring what's happening, it's about resolving issues as quickly as possible, and it's about communicating to our business. So those three things are data essential to all of that. So we need to get as much as we can and we need to be able to get insights into it. >> Can you talk about where you started, you had mentioned off camera about four years ago, and how you've been able to inject automation into your processes and just take us through your journey. >> Yeah, so we started a few years ago with Splunk, and it was primarily a triage tool for us. So an incident would occur, we'd try to get it, and look at some logs, figure out what's going on. And as we've evolved it's become more of a proactive alerting tool for us, it's become a communication tool, a collaborative tool, for us. You know, we leverage things like the ITSI, right. That allows us to understand the base line behavior of our system. Once we base line that then we can understand the spikes, we can understand when things are changing, and that allows us to react and quickly identify things, defects in our system, things that are occurring, and resolve them. So once we kind of got our legs around okay, we get how to use Splunk to find stuff, now let's figure out how to get Splunk to tell us stuff. >> Okay. >> Right? And now once Splunk is telling us stuff, let's figure out how we tell the business that stuff. So that's kind of how we the journey we've had with Splunk. >> And Splunk's in that thread the whole way? >> The whole way. >> So from, >> The whole. >> So, ultimately then, right now what are you putting into practice that you didn't have available >> Yeah, sure. >> two, three years ago? >> Yeah sure, so one of the challenges we had was, with a typical ecommerce site you have several layers of the application, right. You have your web server, you have caching infrastructure, you have a database server, yet we have a mainframe reservation system as well. So there are several things involved with supporting all those different platforms. Now when we have an incident, it's sometimes challenging to, you know you get somebody on the phone, you're like hey what are you seeing over there on the mainframe side? Well I see this error occurring. Oh and the database side they're telling you okay, we're seeing some sort of timeout here, but we're not sure if it's related to the same thing you're talking about. And we didn't have a way to tie it together. But by using Splunk Transactions what we decided to do was we decided to log the session ID, the web servers session ID across all our layers, right, and push that through, and that allows us to tie those transactions together across those layers. And now when we have an incident we're able to, when we're talking to the mainframe we're saying hey guy, hey go look at this. And he say here's what I'm seeing. >> You can isolate it? >> We can isolate it, we can pull it together, and it's really helpful. >> So will you get to the point, or you were trying to get to the point, where you can automate the remediation? Or is that something you don't want to do 'cause you want humans involved? >> You know, automation is good. And whatever we can automate we try to do that. At this point we're not automating the resolution through Splunk at this time, but what we are doing is we are providing the on call, or the engineer that are responding with as much information as we can in order to have them quickly flip that switch. So if we have an alert that we know, hey this issue requires a recycle of an application pool, or some kind of other action like that, we can put that in our Splunk alert. And we say hey we're seeing this issue occur. That email and that text message that goes out actually tells the engineer that these are the suggested actions that you can take in order to quickly resolve this issue. >> Ruel, what are you hearing from the business side? What are the business drivers and how is that effecting what you're doing in IT generally, and specifically with data and Splunk? >> Okay so from business side we're looking at most bookings is the one of the major metrics that we look at. And our guest experience. So and on the web that means the site needs to be available, it needs to perform, and it needs to work. So what we really are trying to do with Splunk is understand those issues that are impacting our guests on the booking side. What that means is we need to know how well we're converting. And if we're looking at homepage performance, and we can now tell hey if our homepage loads in five seconds verses three seconds, there are how many fewer people make it to our payment page, which is huge for us. So that's something that we really try to hone in on. And it really helps us to collaborate with the business and understand, really, what is the revenue impact of these IT metrics that we're spitting out. >> But there could be other factors involved in that too, >> Yes. >> other variables, right? >> There are. >> You can't just you know this is, but you have enough of a track record the are a couple reasons to say okay, five seconds means this, we get a 30% conversion rate. We get three seconds, man, we got 'em hello, and, now we have a 50%, whatever. >> Yeah, but that is where, what I'm excited about at the conference is the machine learning capabilities that we've been hearing about. 'Cause that will allow us to then model how those different factors that go into when someone goes from the homepage to payment, you're totally right. There's several things that go into that. And what we want to be able to model, hey, on a normal day here's our guest behavior, whether we have a sale, how do our guests behavior differently, or on a Monday night at eight PM what is the behavioral trend. So it's all important to us. And getting the data behind it and being able to model that is going to be really key for us. >> Connect the dots for me on >> Yes. >> how you use machine learning, and how will that affect the business? You'll make different offers at different times, or? >> So what I mean is if I understand how guests behave I will know if I'm having an issue on the site. If there's something happening that's impacting their ability to book. 'Cause sometimes you do a release, you do your quality control, and then you go home, everything looks good. And sometimes hours later, sometimes days later unfortunately, something pops up that you introduced during that release. And understanding what that baseline is, right. So what Splunk has allowed us to do is say okay, here's what normal behavior is. And we're trying to grow this more, but what we've been using ITSI to say here's what that behavior really is. Based on what we kind of know are the metrics around booking. Here's what that behavior is. And we do a release and we see a spike, a change, and now we're able to say wait a minute, we never saw this error before. This error never existed in our system at any point. That was definitely something that was introduced right here in this release, we need to go ahead and resolve this as well. And sometimes you get some false positives there, if your development team is doing change the way they log a little bit you might get a spike. But that's cool because you get to go in immediately and figure out what those changes are, and you get a comfort level that you kind of understand how your system works. >> Let me ask you another question. You got some experience with Splunk. >> Yes. >> Obviously, you were just working with them. What, in your mind, is on their to do list? What do you want to see out of them? Doug, if I'm Doug. Tell me, where should I go, what should I do. >> What do I want Splunk to do. >> Any gripes, give me the good, the bad, and the ugly. >> For me, it's performance, performance, performance. I want to see my queries run as quickly as possible. I want to see things fast. I want to hit the button and it happens right away. Now obviously that's not going to, that's not realistic. But I like what some of the things that Splunk are doing. You look at the new metrics index that they've been talking about the last two days. So they've now isolated your time serious data and they're able to optimize the searches on time serious data seperate from your application logs. So, you know, your CPUs, your memory consumption, that data is not the same as your logging an error, or logging that a booking was created, or something like that. Those are kind of two different things. So they have kind of decoupled that and they're saying anything that's time serious I'm going to put it over here. And I'm going to optimize that query, and then you can handle your other logs separately. But the additional benefit of that is then you can take your time serious and you can look at a CPU spike and then you can take your event data and overlay it on top. And then you can see, hey wait a minute, this event is what caused that spike. So that's where the cool is. >> I think they call that mstats. Is that right, mstats? >> Yes, it's mstats, yes. >> How 'about the stuff that you saw this week in the keynotes, particularly today was the product stuff. A lot of security obviously. Anything that you've seen here at the show that excites you, that you really said alright, I got to have that, I got to learn more? >> Yeah, so the ITSI event analytics really seems like something's going to be cool for us. As I've said before, we utilize ITSI internally. So we put together a glass table that's shows us here are all the different components and the hierarchy of things. And when this goes red it effects these other layers. And it's really cool. But what they've added in is the ability to click a button and drill in to those components and then you have a view of hey, here are the events associated with that. That's really cool because now you're triaging in one place, now you get to the problem really quick. And you can emote directly into your Splunk queries. It really allows what we're looking for is just to resolve issues as quickly as possible. >> And you're describing, if I understand this correctly, you can visualize the dependencies, and you can take remedial action or identify, inform the business what to expect. >> Exactly. >> Be much more proactive, that's what people are talking about. >> Yeah, yeah. And we found that one of the surprising things we found with Splunk is that our business are users of Splunk as well, right. So it's always an IT tool, it's something that only the geeks are going to look at. And then all of a sudden you present a dashboard to a business user and they go ah. That's pretty, right. And then all of a sudden they want it more than you do. So that's what makes it great right, 'cause you can present the data however you want and you can put it in a way that different audiences can consume. And so it becomes a platform that goes across the organization, which is really, really cool. >> John: But your bottom line's all speed right? >> Yes, yeah. >> Take care of my problems faster, get my customer faster, deliver faster, come on Splunk. >> Come on, let's go. >> We want to go. >> Brings the weekend faster. >> Right, right. >> Get more sleep, get more sleep. >> Ruel, thanks for being with us. >> Oh. >> We appreciate that. >> And, we'll talk about the cruise. Leonard Nelson, our producer over here already said book him for a massage, the presidential suite. He wants one night, and then the champagne buffet please. >> It's done. >> Fast internet, though. >> Yeah. >> Fast internet, yeah. It's done. >> Alright. We're simple people, we don't need all that, but we'll talk later. >> Alright man, appreciate it, thank you. >> Thank you for being with us. Ruel Waite joining us from Carnival. Back with more from Splunk, .conf2017. 2015, where did that come from? 2017, it's been a long day. (upbeat music)

>>from around the globe. It's the Cube with digital coverage of AWS reinvent 2020 sponsored by Intel, AWS and our community partners. >>Welcome to the cubes coverage of AWS reinvent 2020. The digital version I'm Lisa Martin and I have a couple of Cuba alumni joining me from Wien. We've got Danny Allen. It's C T O and S VP of product strategy And Dave Russell, VP of Enterprise Strategy, is here as well. Danny and a Welcome back to the Cube. >>Hi, Lisa. Great to be here. >>Hey, Lisa. Great to be here. Love talking with this audience >>It and thankfully, because of technologies like this in the zoom, were still able to engage with that audience, even though we would all be gearing up to be Go spending five days in Vegas with what 47,000 of our closest friends across, you know, and walking a lot. But I wanted Thio. Danny, start with you and you guys had them on virtually this summer. That's an event known for its energy. Talk to me about some of the things that you guys announced there. And how are your customers doing with this rapid change toe? work from home and this massive amount of uncertainty. >>Well, certainly no one would have predicted this the beginning of the year. There has been such transformation. There was a statement made earlier this year that we've gone through two years of transformation in just two months, and I would say that is definitely true. If you look both internally and bean our workforce, we have 4400 employees all of a sudden, 3000 of them that had been going into the office or working from home. And that is true of our customer base as well. There's a lot of remote, uh, remote employ, mental remote working, and so that has. You would think it would have impact on the digital systems. But what it's done is it's accelerated the transformation that organizations were going through, and that's been good in a number of different aspects. One certainly cloud adoption of clouds picked up things like Microsoft teams and collaboration software is certainly picked up, so it's certainly been a challenging year on many fronts. But on the on the other hand, it's also been very beneficial for us as well. >>Yeah, I've talked to so many folks in the last few months. There's silver linings everywhere. There's opportunity everywhere. But give our audience standing an overview of who them is, what you do and how you help customers secure their data. >>Sure, so VM has been in the backup businesses. What I'll say We started right around when virtualization was taking off a little before AWS and you see two left computing services on DWI would do back up a virtual environments. You know, over the last decade, we have grown into a $1 billion company doing backup solutions that enable cloud data management. What do you mean by that? Is we do backup of all kinds of different infrastructures, from virtual to cloud based Assad's based to physical systems, You name it. And then when we ingest that data, what we do is we begin to manage it. So an example of this is we have 400,000 customers, they're going back up on premises. And one of the things that we've seen this year is this massive push of that backup data into S three into the public cloud and s. So this is something that we help our customers with as they go through this transformation. >>And so you've got a team for a ws Cloud native solution. Talk to me a little bit about that. And how does that allow business is to get that centralized view of virtual physical SAS applications? >>Yeah, I think it all starts with architecture er and fundamentally beams, architectures. ER is based upon having a portable data format that self describing. So what >>does >>that mean? That means it reduces the friction from moving data that might have been born on premises to later being Stan Shih ated in, say, the AWS cloud. Or you can also imagine now new workloads being born in the cloud, especially towards the middle and end of this year. A lot of us we couldn't get into our data center. We had to do everything remotely. So we had to try to keep those lights on operationally. But we also had to begin to lift and shift and accelerate your point about silver linings. You know, if there is a silver lining, the very prepared really benefited. And I think those that were maybe a little more laggards they caught up pretty quickly. >>Well, that's good to hear stick big sticking with you. I'd love to get your perspectives on I t challenges in the last nine months in particular, what things have changed, what remains the same. And where is back up as a priority for the the I T folks and really the business folks, too? >>Yeah, I almost want to start with that last piece. Where? Where's backup? So back up? Obviously well understood as a concept, it's well funded. I mean, almost everybody in their right mind has a backup product, especially for critical data. But yet that all sounds very much the same. What's very, very different, though? Where are those workloads? Where do they need to be going forward? What are the service level agreements? Meaning that access times required for those workloads? And while we're arguably transitioning from certain types of applications to new applications, the vast majority of us are dead in the middle of that. So we've got to be able to embrace the new while also anchoring back to the past. >>Yeah, I'm not so easily sudden, done professionally or personally, Danny, I'd love to get your perspective on how your customer conversations have changed. You know, we're executives like you, both of you are so used to getting on planes and flying around and being able Thio, engage with your customers, especially events like Vermont, and reinvent What's the change been like? And from a business perspective, are you having more conversations at that business? Little as the end of the day. If you can't recover the data, that's the whole point, right? >>Yeah, it is. I would say the conversations really have four sentiments to them. The first is always starts with the pandemic and the impact of the pandemic on the business. The second from there is it talks about resource. We talked about resource management. That's resource management, both from a cost perspective. Customers trying to shift the costs from Capex models typically on premises into Op X cloud consumption models and also resource management as well. There's the shift from customers who are used to doing business one way, and they're trying to shift the resources to make it effective in a new and better way. I'd say the third conversation actually pivots from there to things like security and governance. One of the interesting things this year we've seen a lot of is ransomware and malware and attacks, especially because the attack surface has increased with people working from home. There is more opportunity for organizations to be challenged, and then, lastly, always pivots where it ends up his digital transformation. How do I get from where I used to be to where I want to be? >>Yeah, the ransomware increase has been quite substantial. I've seen a number of big. Of course you never want to be. The brand garment was head Carnival Cruise Line. I think canon cameras as well and you're talking about you know you're right, Danny. The attacks are toe surfaces, expanding. Um, you know, with unprotected cloud databases. I think that was the Facebook Tic Tac Instagram pack. And so it's and also is getting more personal, which we have more people from home, more distractions. And that's a big challenge that organizations need to be prepared for, because, really, it's not a matter of are we going to get a hit? But it's It's when, and we need to make sure that we have that resiliency. They've talked to us about how them enables customers toe have that resiliency. >>Yeah, you know, it's a multilayered approach like you know, any good defensive mechanism. It's not one thing it's trying to do all of the right things in advance, meaning passwords and perimeter security and, ideally, virtual private networks. But to your point, some of those things can fail, especially as we're all working remotely, and there's more dependence on now. Suddenly, perhaps not so. I t sophisticated people, too. Now do the right things on a daily basis and your point about how personal is getting. If we're all getting emails about, click on this for helpful information on the pandemic, you know there's the likelihood of this goes up. So in addition to try and do good things ahead of time, we've got some early warning detection capabilities. We can alert that something looks suspicious or a novelist, and bare bears out better investigation to confirm that. But ultimately, the couple of things that we do, they're very interesting and unique to beam are we can lock down copy of the backup data so that even internal employees, even somewhat at Amazon, can't go. If it's marked immutable and destroy it, remove it, alter it in any way before it's due to be modified or deleted, erased in any way. But one of the ones I'm most excited about is we can actually recover from an old backup and now introduce updated virus signatures to ensure we don't reintroduced Day zero threats into production environment. >>Is it across all workloads, physical virtual things like, you know, Microsoft or 65 slack talked about those collaboration tools that immune ability, >>so immune ability. We're expanding out into multiple platforms today. We've got it on on premises object storage through a variety of different partners. Actually, a couple dozen different partners now, and we have something very unique with AWS s three object lock that we you can really lock down that data and ensure that can't be compromised. >>That's excellent, Danny, over to you in terms of cloud adoption, you both talked about this acceleration of digital business transformation that we've all seen. I think everyone has whiplash from that and that this adoption of cloud has increased. We've seen a lot of that is being a facilitator like, are you working with clients who are sort of, you know, maybe Dave at that point you talked about in the beginning, like kind of on that on that. Bring in the beginning and we've got to transform. We've got to go to the cloud. How do you kind of help? Maybe facilitate their adoption of public health services like AWS with the technologies that the off first? >>Yeah, I'd say it's really two things everyone wants to say, Hey, we're disrupting the market. We're changing everything about the world around us. You should come with us. Being actually is a very different approach to this one is we provide stability through the disruption around you. So as your business is changing and evolving and you're going through digital transformation, we can give you the stability through that and not only the stability through that change, but we can help in that change. And what I mean by that is if you have a customer who's been on premises and running the workloads on premises for a long while, and maybe they've been sending their backups and deaths three and flagging that impute ability. But maybe now they want to actually migrate the workloads into E. C to weaken. Do that. It's a It's a three step three clicks and workflow to hit a button and say send it up into Easy to. And then once it's in AWS, we can protect the workload when it's there. So we don't just give the stability in this changing environment around us. But we actually help customers go through that transformation and help them move the workloads to the most appropriate business location for them. >>And how does that Danny contending with you from a cost optimization perspective? Of course, we always talk about cost as a factor. Um, I'm going to the cloud. How does that a facilitator of, like, being able to move some of those workloads like attitude that you talked about? Is that a facilitator of cost optimization? Lower tco? I would imagine at some point Yes, >>Yes, it is. So I have this saying the cloud is not a charity right there later in margin, and often people don't understand necessarily what it's going to cost them. So one of the fundamental things that we've had in being back up for a W s since the very beginning since version one is we give cost forecasting and it's not just a rudimentary cost forecasting. We look at the storage we looked compute. We looked at the networking. We look at what all of the different factors that go into a policy, and we will tell them in advance what it's going to cost. That way you don't end up in a position where you're paying a lot more than you expected to pay. And so giving that transparency, giving the the visibility into what the costs of the cloud migration and adoption are going to be is a critical motivator for customers actually to use our software. >>Awesome. And Dave, I'm curious if we look at some of the things trends wise that have gone on, what are you seeing? I t folks in terms of work from home, the remote workers, but I am imagine they're getting their hands on this. But do you expect that a good amount of certain types of folks from industries won't go back into the office because I ts realizing, like more cost optimization? Zor Hey, we don't need to be on site because we can leverage cloud capabilities. >>Yeah, I think it works, actually, in both directions least, I think we'll see employees continue to work remotely, so the notion of skyscrapers being filled with tens of thousands of people, you know, knowledge workers, as they were once called back in the day. That may not come to pass at least any time soon. But conversely to your point everybody getting back into the data center, you know, from a business perspective, the vast majorities of CEO so they don't wanna be in the real estate business. They don't wanna be in the brick and mortar and the power cooling the facilities business. So >>that was >>a trend that was already directionally happening. And just as an accelerant, I think 2000 and 20 and probably 2021 at least the first half just continues that trend. >>Yeah, Silicon Valley is a bit lonely. The freeways there certainly emptier, which is one thing. But it is. It's one of those things that you think you could be now granted folks that worked from home regardless of the functions they were in before. It's not the same. I think we all know that it's not the same working from home during a pandemic when there's just so much more going on. But at the same time, I think businesses are realizing where they can actually get more cost optimization. Since you point not wanting to manage real estate, big data centers, things like that, that may be a ah, positive spin on what this situation has demonstrated. Daddy Last question to you. I always loved it to hear about successful customers. Talk to me about one of your favorite reference customers that really just articulates beams value, especially in this time of helping customers with so many pivots. >>Well, the whole concept of digital transformation is clearly coming to the forefront with the pandemic. And so one of my favorite customers, for example, ducks unlimited up in Canada. They have i ot sensors where they're collecting data about about climate information. They put it into a repository and they keep it for 60 years. Why 60 years? Because who knows? Over the next 60 years, when these sensors in the data they're collecting may be able to solve problems like climate change. But if you >>look at it >>a broader sense, take that same concept of collection of data. I think we're in a fantastic period right now where things like Callum medicine. Um, in the past, >>it was >>kind of in a slow roll remote education and training was on kind of a slow roll. Climate change. Slow roll. Um, but now the pandemics accelerating. Ah, lot of that. Another customer, Royal Dutch Shell, for example. Traditionally in the oil and petrochemical industry, their now taking the data that they have, they're going through this transformation faster than ever before and saying, How do I move to sustainable energy? And so a lot of people look at 2020 and say, I want how does this year? Or, you know, this is not the transformation I want. I actually take the reverse of that. The customers that we have right now are taking the data sets that they have, and they're actually optimizing for a more sustainable future, a better future for us and for our Children. And I think that's a fantastic thing, and being obviously helps in that transformation. >>That's excellent. And I agree with you, Danny, you know, the necessity is the mother of invention. And sometimes when all of these challenges air exposed, it's hard right away to see what are the what are the positives right? What are the opportunities? But from a business perspective is you guys were talking about the beginning of our segment, you know, in the beginning was keeping the lights on. Well, now we've got to get from keeping the lights on, too. Surviving to pivoting well to thriving. So that hopefully 2021 this is good as everybody hopes it's going to be. Right, Dave? >>Yeah, absolutely. It's all data driven and you're right. We have to move from keep the lights up on going the operational aspect to growing the business in new ways and ideally transforming the business in new ways. And you can see we hit on digital transformation a number of times. Why? Because its data driven, Why do we intercept that with being well? Because if it's important to you, it's probably backed up and held for long term safekeeping. So we want to be able to better leverage the data like Danny mentioned with Ducks Unlimited. >>And of course, as we know, data volumes are only growing. So next time you're on day, you have to play us out with one of your guitars. Deal >>definitely, definitely will. >>Excellent for Dave Russell and Danny Allen. I'm Lisa Martin. Guys, thank you so much for joining. You're watching the Cube

>>from around the globe. It's the Cube with digital coverage of Dell Technologies. World Digital Experience Brought to You by Dell Technologies. Welcome to the Cubes Coverage of Dell Technologies. World 2020. The Digital Experience. I'm Lisa Martin, and I'm pleased to welcome back one of our Cube alumni. John Shirley is with us. The vice president of unstructured storage product management. John. Welcome back to the Cube. >>Thank you for having me. It's great to be back. >>So so much has changed since we last saw you were very socially distant. But talk to me from from a storage and unstructured of data perspective, lot of changes in the year of 2020. >>Yeah, a lot of changes everywhere, but especially in our spaces. While we're seeing just a phenomenal amount of growth with storage. Still, that's continuing. But what we've really seen is things changing pretty pretty rapidly, actually, two new cloud based applications and it almost seems like everything that's happened during the pandemic has kind of been an accelerant to getting to that next level of technology. And so we're really excited to be working with our customers, really guide them in the journey to get into, you know, new cloud based applications, cloud native applications and really just helping them take advantage of all of this on structure data that's being generated. >>Yeah, we've heard about acceleration in so many facets this year and that it's, you know, we're accelerated by, you know, 24 to 36 months. Talk to me about, For example. I was talking Thio, Adele Technologies customer Earth down the other day. And, of course, the massive amount of video that they're generating 24 by seven by 3. 65 from all over the world. The edge, cloud core, So much growth there. How are you seeing customers be able to pivot quickly and adapt to how different things are? >>Yeah, you know, the interesting part two isn't just a collection of data anymore. It's how customers want to treat that data. And what we're seeing over and over again is that we get the video streams coming in. But there's also all of these sensors in the world and so marrying up the video streams with sensor information and keeping that in a repository so that you can do things like, uh, real Time analytics, but also be able to take that same data set and also get the historical view is becoming critically important. And that's the thing that's really changed, is how the data is being used yesterday that keeps coming in. But customers are really, really taking a different view in terms of how they want to go use that data. So we have a lot of tools that we've created over the last year or two that are helping our customers harness and really use that data, something that they just weren't able to do a couple years ago. >>Now we always talk about data as currency or data as gold or data equals trust and the most important factor for any businesses extracting value from that data. I think now, really time is even more important if you think of contact tracing, for example, or the accelerated work going on to develop a vaccine, so much access has to be now because data from yesterday isn't good enough. It's not gonna help solve some of these big use cases. What is she gonna key use cases that you're seeing accelerate in the last few months? >>You just hit it right on the head. So the way we look at it, it kind of two points within the timeline of data. That's the most valuable. And, of course, what you just said. Get the right away in the here. Now that's that's one of the times that is the most valuable toe have that data. But then if we kind of take a look at that data as it ages because it get less important, well, some of it might. But actually the data has a big scale data like data repository and be able to extract value out of that kind of holistically as a big set of data is extremely important as well. And so we we have tools, everything from our streaming data platform that talks about how we can extract value from that data, right as it's coming off the sensor of the videos video streams, we've got our power scale product, which provides very, very high performance storage so that customers 10 stream a bunch of data and get some of that AI and ml off of that data. And then we've got our PCs object storage based product what customers want exabytes of data, and they just want a really long term, robust storage repositories. So we've kind of got all the tools together that really helping our customers extract that value. >>Talk to me about doing a migration. That's always a big challenge, especially as many businesses live in a hybrid or multi cloud world where they've got or using public cloud services on from edge maybe, for example, but in terms of being able to get to the data and run algorithms on it to do a I. How can a customer give me, like a snapshot of a of an example infrastructure that, you see is common with customers that allows them to harness data wherever it is and be able to run a I on wherever it is without having to move it around and pale those charges and, of course, lose precious time? >>Yeah, that's a great question. What we're seeing a lot, too, is customers wanting to take advantage of things like the cloud, the power that compete in the cloud, and, uh, they don't necessarily want to move the data in and out of the cloud. But at the same time, you know, we want to make sure that the customers have the flexibility to choose which cloud that they want to go to. So we have multiple cloud offerings that were given to our customers, specifically the ability to take the data. We host the service for the customer so that it's all in all operated within the Dell EMC, uh, infrastructure team. And then we can map that data data up to the clouds. Whether they want to go to any of the Big three cloud providers, we could map that out. There's no egress fees, and they could go ahead and take advantage of the data very quickly, easily. >>So really, from a flexibility perspective, being able to meet them where they are, >>that's absolutely right. So whether the customers are in the edge or in their in their core or in the cloud will be there to help their needs. >>So this is the first Dell Technologies world that is digital, a lot of opportunity for folks. Thio learn and still be able to have as much engagement as possible. Talk to us about some of the things that you're excited about. The customers are gonna learn in terms of how you're helping them get more value out of the data faster in a time of such massive change. >>Yeah, so we're doing so much within the within the team. So earlier this year we introduced a new product called Power Scale which is taking our industry leading one FS software for scale out file. And we have put that in and really taken advantage of what we have within the Dell family and taking the best server hard work power edge. We've taken on one of one FS software married and together we're really extracting the best value of the data with those platforms. So again, the industry leading scale of file solution marrying that up with the industry leading server solution. And now we've got even though even more robust solution. On top of that, we have, uh, announced our objects scale solution. And so objects Scale is a knob decked store solution that's specifically targeted for customers running kubernetes. We've partnered up with our friends over at VM Ware and we've developed an object store specifically for developers on top of kubernetes environment, so that when customers want to go and start generating new applications with object store on new cloud native app they can really quickly spin up new object, store new buckets and start writing data. It's very simple and easy to use, and then when they want to grow at scale, we've got our PCs object store, too, into that petabytes scale. So it's it's very exciting. >>Can you give us an example of a customer that's that's already doing that That, you see, is really achieving some significant benefits? >>Yeah, yeah, So, uh, probably the one that's the most fun toe watches were working with a company that's doing amusement park rides and really taking a look at all the sensor information so that they can get predictive analytics in terms of the maintenance of the rides, making sure that if there is maintenance that needs to get done, they could get that fixed as quickly as possible so that customers going through those rights a. If, of course, they're going to be safety. Safety is always number one. But being able to make shape, make sure those rides are maintained so that the lines move quickly and they can keep customers going through. And you get us many people enjoying those rises. You can, and that's all coming from our streaming data platform, which is again taking that information. All of that sensors feet, and they need that that real time value that we talked about before to get that real time value. But they also get the historical view so they could see how the maintenance is kind of evolved over time. So that's that's one that's been, ah, lot of fun to work with here over the last couple. >>And hopefully we get to go back to amusement parks and calendar year 2021. Wouldn't that be nice? You mentioned safety and and that Yeah, that kind of makes me think about security. We've seen so much about increases like companies like Zoom, for example, with increased scrutiny on their data security, a more compliance requirements, Um, data protection being even mawr. Important as there was this massive pivot toe work from home seven months ago, and a lot of folks are still there are not going to be there. Tell me a little bit about some of the things that you're doing it to facilitate that this data, this massive increase in unstructured data, is managed securely so that if there's any sort of breach or incident, your customers air in good shape. >>We We have a lot of focus on security within the organization, and that's really across the board. That's really across all of Dell Technologies products. Eso We do a lot of things around encrypted drives to make sure that if the driver ever pulled out of the system, there's no way to go access that data. There's just no way to go do that without the original keys. You can't get those original kids when they're not in the system, so we make sure that we do a lot of hard enough the system at that level. We work very closely with the broader partner and ecosystem community to make sure that we provide things like ransom or protection, uh, isolated. So in case if something does happen a you identified as quickly as you can but be you make sure that you have a good data set, like a good golden copy of that data that you can always go back. Thio, >>you mentioned ransom where it's it's really been on the rise in 2020. I read a stat a couple days ago that every 11 seconds are Ransomware attack occurs when we think about how many new industries are exposed. I saw I read recently that the the New Zealand Stock Exchange was hit a couple of times. Carnival Cruise Line, the Department of veterans of There's a social media with Facebook Tick Toke Instagram on 235 million user profile straight from a unsecured cloud database. So not only is that threat landscape expanding, but we've got more people accessing. Um, you know, corporate networks with maybe personal devices for those phishing emails are probably even getting more sophisticated. >>Yeah, we spend. Like I said, we spend a lot of time. We have a whole security team within the storage group that does nothing but thanks about security and how we can harden the products to make sure they stay secure and robust. And we keep the bad, the bad people away. >>Now that's excellent. Alright, So any predictions what we might see in the next 6 to 9 months, who from Dell Technologies with respect to helping customers who are hopefully have pivoted from this survival mode to now being able to thrive, leverage data extract values from it to identify new revenue streams renew products are new innovation. What do you see on the horizon? >>Yeah, I see just the continued acceleration of the technology. I see Dell Technologies spending a lot of our time focused on solutions so that when we can go into a customer environment, we talk about solutions. We talk about how we can get time to value. So how quickly can we get up the customer up and running with a known good configuration? You know, supportable. It's enterprise grade on. We can have our customers spend time writing code and developing new applications and not worrying about how to go build that infrastructure. So you're gonna see a lot of things. A lot of partnerships across our entire infrastructure team, which internally we call I S G. And we're really working together is one SG team to make sure all of our networking, our storage and our compute and all of the software that goes around that we act as 111 overall family for our customers provide that solution. And we also partner very close with VM ware to provide that software layer. So that again when we go to our customers, uh, and they want to start a new project. We have all of the tools within our portfolio. Uh, we've been around for a very long time. We have very strong focus on both the horizontal, the various workloads that customers were running and also very specific vertical through the industry and teams that just are dedicated on that. So But I think you're going to see a lot more. Is the solution based approaches where we could go into customers? We can provide that solution, and it's up and running in the very, very short amount. All right, >>last question. You said you mentioned you guys have been doing this a long time. I know you've been with Dell for 10 years. What are the three things that you would say if you're in a customer situation and they're looking at Dell and maybe they're looking at HP, for example, or some other competitors? One of the three things that you think really differentiate what Dell Technologies can deliver with respect to extracting value from massive amounts of unstructured data. >>Absolutely. I mean, this is where I get really excited when I'm so proud to be at del, uh, because if I look at all of the advantages that we have that we could bring to our customers. We have just the knowledge. So I think first and foremost when it comes to on structure data, we have been the most prevalent player in the market. And again, if you take a look at different verticals, think about like media and entertainment. We've won an Emmy just because we've been around and we have the technology that's really met the needs. We, um but that's one. We have all of the deep knowledge, and that's really going to give a lot of benefit to our customers to we've got the breath of the portfolio. So not only do we have very specific knowledge in one area where actually cover all of the unstructured portfolio for our customers needs, whether that's file or object or streaming data might even be the data management data management. When we have data I Q. To help our customers understand that data. Our portfolio is really broad, so deep knowledge we have a broad portfolio and then we have the overall Dell Technologies family that that we go forward with. So again, it's not just about the unstructured data. It's everything that goes around that it's the servers. It's that computes all the infrastructure. But it's the software that's also our partners and that whole ecosystem that we built up across the technologies. That's what really makes us strong and really the best person to partner with >>excellent knowledge, bread and a large ecosystem. John, thank you so much for joining us on the Cube today, talking to us about all the exciting things that you're working on. What's to come? We appreciate your time. >>Thank you very much >>for John Shirley. I'm Lisa Martin. You're watching the Cubes Coverage of Dell Technologies World 2020.

>> Live from Las Vegas, it's theCUBE covering Dell Technology's World 2019. Brought to you by Dell Technologies and it's ecosystem partners. >> Hi, welcome to theCUBE Lisa Martin with Stu Miniman and we are live at Dell Technologies World 2019 in Las Vegas with about 15,000 or so other people. There's about 4,000 of the Dell Technologies community of partners here as well. Day one as I mentioned, we're very pleased to welcome back one of our cube alumni, Karen Quintos, EVP and Chief Customer Officer from Dell Technologies, Karen, welcome back to theCUBE. >> Thank you, thank you. Always great to be with you all. >> So one of the things you walk down on stage this morning with Michael Dell and and the whole gang and you started to share a story that I'd love for you to share with our audience about this darling little girl, Phoebe from Manchester, England that has to do with this Dell Technologies partnership with Deloitte Detroit and 3D prosthetics. Can you share this story and what it meant about this partnership. >> Well we wanted to tell this story about Phoebe because we really wanted the audience to understand the innovation and all of what's done it with social good is really about the individual, You know, technology plays a key role but the face behind the technology and the innovation are people and you know, as you mention Phoebe is from Manchester, U.K. Her father wrote this blog about Phoebe's experience. Phoebe's aunt, Claire works for Deloitte. She had access to a lot of what they could do in terms of 3D printing and basically came to Dell and we were able to take it and scale it and accelerate it and speed it up with a engineer by the name of Seamus who saw what the precision workstation could do. So it was this small idea to help an amazing little girl like this that has now turned into this movement around how do we more rapidly, quickly scale 3D prosthetics so these children and adults can have a chance at a normal life so. >> What kind of prosthetics did you guys build for her? >> It's an arm, so the very first arm that we built for her when she was about five years old had the frozen Disney theme painted on it. I asked her father Keith what is the one that she's wearing now because she's now this like really super cool seven-year-old that goes to school and all of her classmates and friends around her see her as this rock star and the one that she has today is printed with unicorns and rainbows. So if you know anything about seven-year-old girls, it's all about unicorns and rainbows and she's done an amazing thing and she's inspired so many other people around the world, individuals, customers, partners like Deloitte and others that we're working with to really take this to a whole new level. >> Karen, I think back to Dell you know, if you think back a couple of decades ago you know, drove a lot of the some of the waves of technology change you know, think back to the PC, but in the early days it was you know supply chain and simple ordering in all these environments and when I've watched Dell move into the enterprise, a lot of that is, I need to be listening to my customer, I need to be much closer to them because it's not just ordering your SKU and having it faster and at a reasonable price but there's a lot more customization. Can you talk about how you're kind of putting that center, that customer in the center of the discussion and that feedback loops that you have with them, how that's changed in Dell. >> Yeah sure, so all of the basic fundamentals around you got to order, deliver, make the supply chain work to deliver for our customers still matters but it's gone beyond that to your point and probably the best way to talk about it is these six customer award winners that we recognized last night. I've gotten to know all six of those over the last year and while they are doing amazing things from a digital transformation using technology in the travel business, the automotive business, banking, financial services, insurance, kind of across the board, the thing that they say consistently is look, we didn't always have the answer in terms of what we needed but you came in, you listened, you rolled up your sleeves to try to figure out how you could design a solution that would meet the needs that we have and they said, that's why you're one of the most strategic partners that we have. Now you can do all those other things, right? You can supply chain ride and build and produce and all that but it's the design of a solution that helps us do the things that will allow us to be differentiated and you look at that list of six customers and brands that they represent, right, Carnival Cruise Lines, USAA, Bradesco, McLaren I mean, the list kind of goes on, they are the differentiators out there and we're really honored to be able to be working with them. >> So we're only a day one and it's only just after lunchtime but one of the things I think somatically that I heard this morning in the keynote with Michael and Pat and Jeff and Satya and yourself is, it's all about people. A couple interviews I did earlier today, same sort of thing, it's like we had the city of Las Vegas on. This is all driven by the people in for the people so that sense of community is really strong. I also noticed this year's theme of real transformation, parlays off last year's theme of make it real, it being digital transformation, IT, security, workforce transformation, what are some of the things that were like at Dell Technologies. Cloud this morning for example, VMware Cloud on Dell EMC that you guys specifically heard say from last year's attendees that are manifesting in some of the announcements today and some of the great things the 15 or so thousand people here are going to get to see and feel and touch at this year's event? >> Well, Lisa you nailed it. What you heard on stage today is what customers have been telling us over the last year. We unveiled about a month ago with a very small group of CIOs in Amia, our cloud strategy, our portfolio, the things that we're going to be able to do and one customer in particular immediately chimed in and said, we need you in the cloud and we need you in there now because you offer choice, you offer open, you offer simplicity, you offer integration and they're like, there's just too many choices and a lot of them are expensive. So what you heard on stage is absolutely a manifestation of what they told us. The other pieces, look, I think I think the industry and CIOs are very quickly realizing their workforce matters, making them happy and productive matters having them enabled that they can work flexibly wherever they want to really, really matters and you know, our Unified Workspace ONE solution is all about how we help them simplify, automate, streamline that experience with their workforce so their employees stick around. I mean, there's a war on talent and everybody's dealing with it and that experience is really, really important in particular to the gensies and the millennials. >> Karen, I love that point. Actually, I was really impressed this morning. In the press and analyst session this morning, there was a discussion of diversity and inclusion and the thing that I heard is, it's a business imperative, it's not, okay it's nice to do it or we should do it but no, this is actually critical to the business. Can you talk about what that means and what you hear from your customers and partners. >> Yes, yes, well, we're seeing it in spades and all of these technology jobs that are open, right. So look, all the research has shown that if you build a diverse team, you'll get to a more innovative solution and people generally get that but what they really get today is here in the U.S. alone, there's 1.1 million open technology jobs by the year 2024, half of them, half of them are going to be filled by the existing workforce. So there is this war in talent that is going to get bigger and bigger and bigger and I think that's what really has given a wake-up call to corporations around why this matters. I think the other piece that we're starting to see, not just around diversity but in our other social impact priorities around the environment as well as how we use our technology for good, look, customers want to do business with a corporation that has a soul and they stand for something and they're doing something, not just a bunch of talking heads but where it's really turning into action and they're being transparent about the journeys and where they're at with it. So it matters now to the current generation, the next generation, it matters to business leaders, matters to the financial services community, which you start to see you know, some of the momentum around you know, the black stones and state street. So it's really exciting that we're part of it and we're leading the way in a lot of number of areas. >> And it's something to that we talked about a lot on theCUBE, diversity and inclusion from many different levels, one of them being the business imperative that you talked about, the workforce needing to compete for this talent, but also how much different products and technologies and apps and APS and things can be with just thought diversity in and of itself and I think it's refreshing to what Stu was saying, hey, we're hearing this is a business imperative but you're also seeing proof in the pudding. This isn't just, we've got an imperative and we're going to do things nominally, you're seeing the efforts manifest. One of the, Draper Labs who was one of the customer award winners. That video that was shown this morning struck probably everyone's heart with the campfire in Paradise California. >> Tragic. >> I grew up close to there and that was something that only maybe, I get goosebumps, six months ago, so massively devastating and we think you know, that was 2018 but seeing how Dell Technologies is enabling this laboratory to investigate the potential toxins coming from all of this chart debris and how they're working to understand the social impact to all of us as they rebuild, I just thought it was a really nice manifestation of a social impact but also the technology breadth and differentiation that Dell has enabling. >> That was also why this story today was so great about Phoebe, right because it's where you can connect the human spirit with technology and scale and have an even bigger impact and there's so much that technology can help with today. You know, that that story about Phoebe. From the time that her aunt from Deloitte identified, you know, what we could do, all the way to the time that Phoebe got her first arm was less than seven months, seven months and you think about you know, some of the other prototypes that were out there, times would take years to be able to do it. So I love that you know, connection of human need with the human spirit and connecting and inspiring and motivating so many children and adults around the world. >> And what what are some of the next, speaking of Phoebe and the Deloitte digital 3D prosthetics partnership, what are some of the other areas we're going to see this technology that this little five-year-old from Manchester spurned. >> Well, I'll give you another example. So we, there was an individual in India, actually an employee of ours that designed an application to help figure out how to deploy healthcare monitoring in some of the remote villages in India where they don't have access to basic things that we take for granted. Monitoring your blood pressure, right, checking your cholesterol level and he created this application that a year later now, we have given kind of the full range of the Dell portfolio technology suite. So it is you know our application plus Pivotal plus VMware plus Dell EMC combined with the partnering that we've done with Tata Trust and the State of India, we've now deployed this healthcare solution called Life Care Solution to nearly 37 million rural residents, citizens in India. >> Wow 37 million. >> 37 million, so a small idea, you take from a really passionate individual, a person, a human being and figure out how you can really leverage that across the full gamut of what Dell can do, I think the results are incredible. >> Awesome, you guys also have a Women in Technology Executive Summit that you're hosting later this week. Let's talk about that in conjunction of what we talked a minute ago about, it's a business imperative as Stu pointed out, there are tangible, measurable results, tell us about this. >> Well, I'm kind of done honestly with a lot of the negativity around, oh, we're not making any progress, oh, we need to be moving fast and if you look at the amount of effort, energy and focus that is going into this space by so many companies and the public sector, it's remarkable and I've met a number of these CIOs over the last year or two, so we basically said let's invite 20 of them, let's share our passion, have made progress, care about solving this across their organization. A lot of us are working on the same things so if we simply got in a room and figured out, are their power in numbers and if we worked collectively together, could we accelerate progress. So that's what it's all about. So we have about 15 or 20 CEOs, both men and women and we'll be spending you know, six or seven hours together and we want to walk away with one or two recommendations on some things that we could collaborate on and have a faster, bigger impact. >> And I heard that, you mentioned collaboration, that's one of the vibes I also got from the keynote this morning when you saw Michael up there with Pat and Jeff and Satya, the collaboration within Dell Technologies, I think even talking with Stu and some of the things that have come out and that I've read, it seems to be more symbiosis with VMware but even some the, like I said, we're only in, I wouldn't even say halfway through day one and that is the spirit around here. We talk about people influence, but this spirit of collaboration is very authentic here. You are the first chief customer officer for Dell, if you look back at your tenure in this role, could you have envisioned where you are now? >> No, because it was like the first ever chief customer officer at Dell and you know, it really gave me a unique opportunity to build something from scratch and you know, there's been a number of other competitors as well as other companies that have announced in the last year or so the need to have a chief customer officer, the need to figure out how, which is a big remit of mine across Dell Technologies, how do we how do we eliminate the silos and connect the seams because that's where the value is going to be unlocked for our customers. That's what you saw on stage today. You saw the value of that with Jeff, with Pat, with Satya, some you know, one of our most important partners out there. Our customers don't want point solutions, they want them to be integrated, they want it to be streamlined, they don't be automated, they want us to speed time to value, they want us to streamline a lot of the back-office kind of mundane things that they're like, I don't want my people spending their time anymore and doing that and that's where we see Dell Technologies being so much more differentiated from other choices in the market. >> Yep, I agree with you. Well Karen, thank you so much for joining Stu and me on theCUBE this afternoon, sharing some of the stories, look forward to hearing next year what comes out of this year's as Women in Tech Exec Summit. Thank you so much for your time. >> Thank you very much, thank you. >> with Stu Miniman, I'm Lisa Martin, you're watching theCUBE, live day one of Dell Technology World from Las Vegas, thanks for watching. (light electronic music)

(techno music) >> Live from Mountain View California, it's the Cube covering DEVNET CREATE 2019, brought to you by CISCO. >> Hey, welcome back to the Cube. Lisa Martin with John Furrier covering, day two covering I should say, CISCO DEVNET CREATE 2019, at the Computer History Museum in Mountain View California. We're please to welcome Prashanth Shenoy, the VP of Product Marketing, Enterprise Networks and DEVNET at CISCO. Prashanth it's great to have you join John and me this afternoon. >> Great to be here. >> So, this event is growing year after year. John and I have been talking about this very strong sense of collaboration and community with the attendees that are here in person. One of the big things yesterday that Susie was talking about was this, What's coming in Wi-Fi? Talk to us about this next-gen Wi-Fi and how it's going to be so impactful to everyone. >> Yeah it's, it's a phenomenal technology inflection point this year, I feel. We can't believe it, but you know, when was the first Wi-Fi that got started? >> 2001. >> Pretty close, 1999. So this is the 20th Anniversary of Wi-Fi. It's come to be life, right? so it's now in its fourteenth. >> I'm off by two years. >> Right, so yeah, I know. (laughter) But, 802.11A was the first Wi-Fi technology, and the speeds were ... promised speeds were 54-megabits, okay? Ah, but the real speeds were, like, 6-mega or something, right? And now, this is the sixth generation of Wi-Fi, so we've come a long way and we take it for granted in our daily life. >> Absolutely, we do. >> I don't think I can think a day without having Wi-Fi. >> Everyone talks about Wi-Fi. The kids, What's the Wi-Fi password? (laughter) I change it all the time, kids, this ... parents, pro tip. Change the password. >> Yes. You got to listen. They'll call you, your kids will call you back. It's an important tip. >> Full-on security, yeah. >> But distance is been an issue, distance, and >> Yeah. >> Radio Frequency has certain >> Yeah propagation technique so, >> Yeah. >> Are you close to the router? That room doesn't have, this doesn't have it. So there's always been distance. And throughput. >> latency, throughput, capacity. >> Most people say who's streaming Netflix, Wi-Fi is down, so again people know this they experience it everyday. >> Exactly. >> What's the big hubbub about Wi-Fi 6? What's different? I got a little preview from Todd so I'll let you explain it but >> Yeah. >> What is the notable bullet points of why it's different? >> Yeah. >> And, Why it's a game changer? >> So it's, as with every technology, three things that it always brings up, better experiences, better capacity, increase capacity, and better battery savings, which I think is very important for users but more importantly useful for IOT applications, which is ... I'm very very excited on what its going to unleash when it comes to IOT. It's been in the fringe side of IOT, like oil and gas mining utilities is what we think when we think of IOT. And now we're going to think IOT in corporate space like this, right? Each one these devices are IOT devices now, like your HVAC systems, your lighting system, air conditioning systems, physical surveillance cameras. Everything with the Wi-Fi is IOT. And because of this increased capacity, an increase density, high density environment where this capacity becomes really critical, imagine 20 devices simultaneously using Wi-Fi to communicate high Bandwidth intensive application. That's when Wi-Fi 6 becomes really critical and powerful and that opens up a huge - >> So more coverage area. >> Yeah. >> With the Antenna. It's MIMO Antenna. >> Yeah. >> And Bandwidth, right? >> Capacity and Bandwidth, like compare to .11A, and even .11AX, right it's up to 4X better capacity, 4X better battery savings and the promised throughput of like six gigabits, right, so, But the key part here is simultaneously talking to multiple devices at the same time. And that is very very crucial because of technologies ... I don't want to geek out here, like OFDMA and all this etc. >> Well let's all ... architectural because one thing Susie brought up was, architectural shifts are going to be the big game, One of the game changes you brought up and you know Wi-Fi ... and I have seen it grow from the beginning, I remember when they first came out was a revelation and you know the battery power was an issue but it always was viewed as a peripheral to the network. >> Yeah. >> You bolt on Wi-Fi and just basically extend your land - >> Yeah. >> To use network parlance and now you're seeing people working on making it much more Core 1 Network. >> Absolutely. And Meraki kind of shows the benefit of having wireless and wired - >> Yeah. work together as one. >> Yeah, absolutely >> This seems to be the thesis behind Wi-Fi six. One core thing. >> Yeah. >> Not a bolt-on extension. >> No, absolutely. I think there's a saying which is the reality, behind every wireless there are tons of wires, right. So, 'cause everything that's connected to the wire infrastructure, and with the Wi-Fi 6 now having increased capacity and increased density, it's causing a cascading effect into the rest of the network infrastructure so it becomes highly, highly crucial when you architect your network infrastructure not just to think about wireless but what happens to the access switch, to the core, to the distribution, to the aggregation. And that has a compounding effect, like multi gig speeds in the access to 10 gig to 40 gig in the core going all the way to 100 gig, right, so, the whole performance and reliability to have that immersive experience that Wi-Fi six needs to bring in, needs to be there. >> so for developers and entrepreneurs out there who always look for the white space, CISCO is a big Multi-Billion dollar company. You guys got big market share, whenever there's big moves like this it causes a new change in the order, the pecking order - >> Yeah >> of companies, it changes the landscape. This is going to be a game changer because it's going to create the new opportunities to create new things. >> Yeah, absolutely. >> What are some of the things that you see out there you could share for people watching who are you know hacking around creating things who say, I want to create something big. What's the enablement? What are some of the things that you see happening that are going to be emerging out of this? >> Yeah, a lot of Fringe technologies that are fringe right now are going to be mainstream, like imagine 2006, When iPhone came in, right so and we were just having the discussion, like, that came in at the heels of major shift in connectivity, that's when 3G came in, right, at that point and multi-megabit capacity, and you saw new applications come in. Now Uber, Lyft, all these kind of applications were possible because of the connectivity. And now, Wi-Fi 6 along with 5G will unleash the next wave of applications. So, first thing is immersive applications, things that are VR, AR, it's used for gaming right now, and kids use this, you're going to see that come in hospitals, where surgeons can do remote surgeries, they can have high-density imagery of your brain, for example, as you're operating, being sent to a remote expert and on the fly, make decisions, right? Like, that is going to be pretty normal and standard, in fact, quite a few of our customers are testing this out, right? VR learning, for students, like, if I were to go ... Like, imagine if you are at the Lincoln Memorial in Washington, August 1963, right, listening to MLK "I Have A Dream" speech, and you're in the crowd, immersed in the VR, like, which student wouldn't have more recollection and really connect with that, right? >> I'm sorry, wait - >> You're going to see more and more of these, so it's a better way of learning, and really getting that learning sticking in your brain, you're going to see more of that happening. And the same goes with retail experience, you're shopping, it's going to completely change the way, because of all these immersive experiences. And then, because of the higher density, you're going to see entertainment venues like stadiums where everybody now wants to share their experience to the outside world, and livestream it, right? And I was talking to Carnival Cruise Line, who's one of our customers, and they call themselves City On The Sea, which means, a cruise ship is nothing but it has entertainment, casinos, hotels - >> Lots of food. (laughs) >> Lots of food, swimming pools Concerts happening, and when people took vacation they just wanted to disconnect from everything in the world, right? Now, it's completely reversed. They want to connect full-on, and share their experience in the land, right? And they want to stream it live, 4K. And, these cruise ships are transforming themselves to provide this always-on, fully-on immersive digital experience, and they're creating things like a mobile app to order pizza no matter where you are on the ship. Within five minutes they're going to find the exact location of where you are on the ship and deliver pizza to you, right? These kind of experiences will happen! >> And you know, the perfect storm in all this too, is that the Cloud earnings are coming out, we saw Microsoft's earnings yesterday, Amazon Web Series' earning >> Yeah. do proud of Amazon today, the Cloud stocks are up, the Clouds are growing at a massive scale, they're a power source for these application developers. >> Yeah. >> As well as the on-premise business. So you have, you now have the perfect developer environment - >> A hundred percent. >> To create these new wacky ideas that will be standard. I mean, what was once ... what we take as standard as you mentioned, was a wacky idea in 2006. >> Yeah. >> Location services, checking into a hotel with my phone and having - >> Yeah. >> Cars being delivered to me, what? Who does that? >> And this, this becomes a reality, and Cloud really increased the pace of innovation, right? Now it's kind of cheaper, you don't need to get your own server, you can kind of swipe your credit card, get a bunch of VM, start building applications, and now you have the required bandwidth capacity and density in your infrastructure, and you have the right devices right now to bring that experiences to you, right? So, now it's this trifecta of things, awesome devices, the network ready to deliver those experiences, and Cloud being able to scale out to build those experiences. >> Prashanth, I know you've got a big announcement coming up on the 29th, it's a virtual event, I think Cisco.com, they can probably find out with the URL where the event is, without revealing all the secret sauce, I know you guys had Wi-Fi 6 inside Cisco, >> Yeah. >> testing it out, I heard people in the hallway here, >> Yeah. >> Talking about it, um, and they're pretty animated in their commentary. Can you share the vibe and what's it like when the engineers look at the data, when they say, we just deployed the Wi-Fi 6, what was the reactions, um - >> Yeah. >> Were they blown away, was it mediocre, was it - >> Yeah. >> What were some of the things that they were saying, what was the feedback? >> We were piloting that, and the best way to look at it is, if you go to the wireless dev center on DevNet, you're going to see that we compared a 4K video running with Wi-Fi 6 and without Wi-Fi 6. I think the results speak for themselves. Like, the kind of experience that you're going to see, it's going to be beautiful, and when employees look at those things, and I talked about a few experiences, last week we had a thing called Cisco Beat which is internal employees that we rally around and talk about technology, but more importantly, what it means to us as human beings in a personal way, and what it means to our customers, and they were blown away with some of the applications that are going to be mainstream in all of the industries that I talked about, right? Like Healthcare, hospitality, education, entertainment venues, et cetera. >> What's the low-hanging fruit use cases? What's the things that are going to be right obvious, right out of the gate for companies to implement, in terms of deploying Wi-Fi 6 and seeing immediate benefits? >> Immediate benefits is high-density environment, period. Like student lecture halls, convention centers, areas like this, where everybody wants, like, understand what's going on, but be digitally and visually connected, right? It's not only about email checking anymore, That happens automatically. But if you're here and you want to watch Susie's keynote livestream right now, with high density, and 20 other people want to watch with you, on their devices, it's possible, without a hitch. So that seamless, always-on experience becomes a reality that people can easily test out in small environments, right? Not in their entire environment, where there are high-density of people, accessing multi-media applications or high-bandwidth applications, so I feel that's a low-hanging fruit. And then it's going to go more and more towards IOT applications where sensors are getting connected, like some of our customers are brewers, have hundreds and thousands of sensors in their farms, in brewing machines, and they want all of their data to come and look at that simultaneously for quality control, right? Beer, no matter where it's made, should taste consistent, right? So you can see that coming to life, because now all of these can be connected, and because of better density and better capacity and better battery savings for these IOT devices that Wi-Fi 6 provides, you make these applications possible. So you're going to see very vertical-specific applications coming more and more with Wi-Fi 6. >> Vertical-specific, because you mentioned a number of different customer examples, you know, ranging from retailer, to - >> Yeah. >> Carnival Cruise Line, it's now this connected city - >> Yeah. >> Are there any verticals you see where, when you're talking with customers they're not quite there yet? >> Yeah, that's an interesting thing, it's ... for a change, you always have these early adopters but there is a lot of laggers who are just watching, waiting on the sidelines saying, mm, that's not for me. With Wi-Fi 6, there's been a lot of industry excitement, I would say, like manufacturing full-on, right, just coming on board. Retail, higher education, are always in the early-adopter phase, because for them, and there has been studies shown to say this directly impacts their brand - >> Yes. >> like customer experience defines brand. >> Oh, absolutely. >> And Wi-Fi, equals customer experience these days, right? So, you're going to see all of these industries really, I think I haven't seen much in maybe financial services, if you will, I think that's the only thing that I can remember, transportation, big on, like, machine to machine communication, autonomous driving is possible now because of 5G and Wi-Fi 6, right? So, and you are seeing more and more of this industry - >> This is right in your wheelhouse, and you guys have been pushing the edge for a long time, SD Wind, campus networking This is not new to Cisco. >> Yeah. >> But now with Wi-Fi 6, it literally lights that up. >> Yeah. Yup. >> Pun intended. >> I mean, you can now enable those environments to be completely robust, fully addressable, data-driven - >> Yeah. I think data that you mentioned becomes very, very crucial in this, because, especially now when you have so many more users, so many more devices, so many more applications getting on the network, people are really trying to figure out, what do I do with this? How do I get visibility into ... am I delivering the right experience? Am I providing the right security, et cetera, right? So, data becomes extremely crucial, and you'll see emergence of ML and AI technology because it's going to be humanly impossible to look at all of the data and make sense. So you've got to do machines, do their job, figure out patterns, air on dwell time, foot traffic, predictive ways of saying things may break, the experience may change, and predicting that even before they happen, and giving the right insight to the IT in the line of business, so Wi-Fi 6 is going to open up a whole new slew of ML and AI-driven operations and management capability too, so that's pretty exciting. >> When are they going to pull up a GPU on the Wi-Fi 6 devices? >> (laughs) Oh, it's happening. >> It's ready? >> It is going to happen, because you can run Edge computing applications right on Wi-Fi 6 devices, so you're going to see all of that, so, application hosting capabilities with GPU powered applications are going to be there. >> Just a network connection, right? >> Yeah. So you are going to see that, and frankly even I don't know what some of the Edge computing applications with Wi-Fi 6 will be, but we are seeing more and more of these coming ... DevNet buying tech, yeah. >> Well we did some research, we keep on a part of our SiliconANGLES team, where we prove that it's easier and more cost-effective, rather than moving data around, you move compute to the Edge - >> Edge. >> And then you use the backhaul, 'cause it costs money to send data around the network. It's costly. >> Yeah, absolutely. Yeah, and the autonomous cars was one great example, right? Like, it's a life-and-death situation when you are letting the car drive itself, right? So, you can't send all the data to the Cloud and say, analyze it for me. There are instantaneous decisions to be made, in milli-micro- nanoseconds, that need to be done on the Edge. So I think autonomous cars are a great example of Edge computing that needs to happen right on the Edge. The learning can then start happening in the Cloud, right? As in when these things get more and more smarter, you send all this data, you correlate all the intelligence there, you send it back to the machines. So you're going to see these kind of Edge computing applications. >> So you're excited by Wi-Fi 6? >> Nah. >> (laughter) >> Wi-Fi 6, so that's an even number, is that to be odd numbers, or lucky, I mean, the naming convention? >> No! >> Is there a - >> We want to be better than 5G. (laughter) So 5G is fifth generation of cellular, >> Okay. >> Wi-Fi 6 is sixth generation of Wi-Fi, right? I mean it's - >> So you're going to trump the 5G with the 6, >> Yeah. >> Kind of get ahead of it. >> Because it is truly the sixth generation of Wi-Fi. >> Okay, that's what it is. >> If we were to go back in time we would call 802.11ac, Wi-Fi 5. Right? It's kind of not that easy to say, but yeah, so Wi-Fi 5 happened like three or four years back, and now it's Wi-Fi sixth gen, so. >> We'll have to do a deep dive in the studio sometime, >> Oh, absolutely. >> on getting into all the spectrum issues, you know, the channels - >> Yeah. >> And the antennas and chains and all that good stuff. >> Yeah. There's a lot to geek out on that. (laughs) >> Yeah, it's going to be fun. >> So you talked about, kind of before we wrap up here, you talked about, you know, everything really kind of being related to, or how this can help companies with brand, and brand is everything to any type of company - >> Yeah. >> We talk at every event we go to about how it's all about customer experience. >> Yeah. >> So my last question for you is, how is Wi-Fi 6 and some of these new technologies that clearly you're excited about, how do you think that's going to change the experience for your internal customers, and from being able to get things out faster, to your external Cisco customers? >> Yeah, when you say internal, our own employees - >> Yes. >> Our R and D? >> Yes, exactly. >> Absolutely. So I think, and one of the examples was shown right here, right, so, and I'm connecting the two answers that you had, like, there's a lot of technology details behind what we do, right, we spend tons of money doing R and D, but we wanted to expose that to our own customers, to our channel partners, and to our developers, right? So, this is something that Wi-Fi 6 brings a lot to our customers. So, all the goodness, the intelligence that we have hidden in our network, now gets exposed, through these APIs, to our developers, and to our own customers. So the internal customers of ours, which are engineers, Cisco IT, are tremendously excited to see what that unveils to us, right? And DevNet provides that platform where you can expose this through APIs, whether it's for security, whether it's for application experience, whether it's for better operations, and have new co-creation of applications that we haven't envisioned, new ways of ecosystem partners coming up and building new applications that we haven't envisioned. So, for our own R and D teams, it's pretty exciting. Because - >> Big catalyst. >> Yeah, just, exactly. You're just providing the platform, it's the catalyst for innovations, and that's what the internet was when we created that, right? We didn't know the internet of 20 years back is going to be the internet of today, and we didn't envision that, but here we are. >> Well the ETI's going to open up your market, because you're going to create an enablement to pass that forward, the opportunities to other developers to come up with the ideas. >> Yeah, absolutely. And that's the whole idea, is to provide them a platform to come up with innovations and ideas, and help share these ideas to other folks, right, because when the minds meld, it gets better and better. >> Build some good apps, make ... get it distributed on Wi-Fi 6, make some money, build a business, create a great app - >> Runs on your feet. It's step by step. >> It's a big inflection point. >> That's a pretty good motto. >> It's an inflection point. >> It is. It is truly, I believe, an inflection point. Mainly because, frankly, Wi-Fi 6 and 5G coming together, truly, because me and you as a user really don't care whether I'm on Wi-Fi or cellular, and we shouldn't, right, all I expect is no matter what I do, where I go, and I use my device, I should get the same consistent seamless experience. >> It works. >> Well I don't have the unlimited plan, so I'd love to have it - >> You would with that. on the Wi-Fi. (laughter) >> So you've got this virtual event next week on the 29th - >> Yeah. >> Is that going to tee up anything, any exciting things we're going to hear at Cisco Live a few weeks later? >> Oh yeah. Big time. Big time. (laughs) >> Any teasers you can give us? >> Without getting fired? Yeah, it's going to be tough. (laughter) No, yeah, I think things that we talked today are what we're going to explain more, and we're going to give more flavor on what Cisco's actually is actually doing from our products perspective, solutions, partnership perspective, to bring it to life, right? So, that's really exciting, so I highly encourage the folks that are watching this to register for this on Cisco.com Go Wired For Wireless event, so it's fun, because we've got a lot of industry experts, customers because that's where rubber meets the road - >> Absolutely. >> And that's where the top good applications, how far along they are, what are they testing, what are they trying out, and then we can geek out on all the technology, right? But it always starts with why, and why does it matter. So ... and that's why I'm excited, yeah. >> It sounds exciting. My cheeks are hurting from smiling. Prashanth, thank you so much ... right? ... for sharing your enthusiasm, your energy and expertise, it's been fun. We look forward to, uh, the virtual event next week, and hearing more about what's going on at Cisco Live. >> Thanks Lisa, thanks John. >> Well, our pleasure. For John Furrier, I'm Lisa Martin, you're watching The Cube live from day two of our coverage, of Cisco DevNet Create 2019. Thanks for watching. (techno music)

(energetic music) >> Live from Orlando, Florida, it's theCUBE covering .conf 18, brought to you by Splunk. >> We're back in Orlando, Splunk .conf 2018, I'm Dave Vellante, Stu Miniman, and this is theCUBE, the leader in live tech coverage. Doug Merritt is here, the CEO of Splunk, long time CUBE guest, great to see you again. >> Thank you, Dave, great to be here. >> So, loved the keynote yesterday and today. You guys have a lot of fun, I was laughing my you-know-what off at the auditions. They basically said, Doug wasn't a shoo in for the keynote, so they had these outtake auditions. They were really hilarious, you guys are a lot of fun. You got the great T-shirts, how do you feel? >> It's been a, my favorite time of year is .conf, both because there's usually so much that we're funneling to our customers at this time, but being here is just infectious, it's, and one of the things that always amazes me is it's almost impossible to tell who are the customers and who are the employees. That just, I think Devonia this morning said it's a family affair, and it's not just a family affair, it's that there's a shared passion, a shared, almost culture and value set, and there's, it just is a very inspiring and naturally flowing type of event and I know I'm biased because I'm the CEO of Splunk, but I don't, I just don't know of events that feel like our, like .conf does. There's a lot of great shows out there, but this has got a very unique feel to it. >> Well, we do a lot of shows, as you know, and I've always said, .conf, I think ServiceNow, does a great job obviously, re-invent the tableau shows. That energy is there, and the other thing is, we do, when we go to these shows, a lot of times, you'll look at the keynotes and say, are there any products being announced? You guys, that wasn't a problem here. You guys announced this -- >> Not this year. >> Bevy of products, I mean, it's clear the R and D is translating into stuff that people can consume, and obviously that you can sell, so that's huge. >> I'm really excited about the product roadmap right now, and it's, that was, when I got the job, almost three years ago, one of the key areas I leaned forward and the board was excited about it was, what, where or how are we going to take this product beyond the amazing index and search technology that we have? And this show, it takes a while to progress the roadmap to the point that you can get the type of volume that we have here, but this show was the first time that I felt that we had laid enough of the tracks, so you could see a much, much broader landscape of capabilities, and now it's a challenge of packaging and making sure our customers are successful with it, with the product that we just have, the products we've announced. >> Cloud caught a lot of companies and a lot of end user companies, flatfooted. You guys have embraced the cloud, not only with the AWS partnership, which we're going to talk about, but also the business model. You're successfully transitioning from a company with perpetual license model, to a ratable model, which is never easy. Wall Street is killing companies who try to do that. Why have you been successful doing that? You know, give us an update. >> Yeah, so five years ago, less than 20% of our contracts were, had any type of subscription orientation to it, whether it's a multi-year term or a cloud. We'd just launched our cloud four years ago. And we moved from there to we had told the street there would be 65% term in subscription by the end of this year and updated guidance at the end of the second quarter, which is just a month and change ago, that we've already hit the 75% mark that we were set in for next year, so it's been a pretty rapid progression and I think there're two elements that have helped us with that. One: cloud continues to catch fire and so the people's orientation on "Do I do something in the cloud?" four years ago they were much more nervous, so less nervous today. But data is growing at such a huge rate and people are still wrapping their heads around, "How do I take advantage of this data, how do I even begin to collect this data and then how do I take advantage of it?" And the elasticity that comes in the cloud and that comes with term contracts, we can flex out and flex back in, I think it's just a much more natural contracting motion than you bought this big, perpetual thing and pay maintenance on it, especially when someone is growing as fast as data is growing. >> Well and it requires you to communicate differently to the financial analysts. >> It does. >> Obviously, billings, you know, was an important metric. You've come up with some new metrics to help people understand the real health of the business. And one of the other metrics that strikes me, and you see this with some of the successful companies, I actually think Aneel Bhusri was sort of the modern version of this, is the number of seven figure deals. You're startin' to hit that, and it's not, the way he's phrased it was pretty good. It's not something you're trying to engineer, it's the outcome -- >> Yes. >> of having great, loyal customers, it's not something you try to micromanage. >> Right, and that's, just recently we dropped six figure deals, which, when I joined, you got this wonderful dynamic forecasting system that sits on top of sales for us, and so as head of sales, where I started, you're really paying attention to deals. I'd go down to a hundred thousand dollar deals that would track throughout the quarter. And now it's hard to get it down to the six figures 'cause we've got a big enough envelope of seven figure deals. So the business has changed pretty dramatically from where it was, but it is an outgrowth of our number one customer priority, which is, or number one corporate priority, which is customer success. 'Cause that investment by companies, when you get to a million dollars plus, in most cases that's a million annually, you better believe in and trust that vendor, 'cause that's no longer an easy, small departmental sale. You're usually at the CIO, CFO type level. So it's something that we're very honored by, that people trust us enough to get that footprint of Splunk to be that size and to feel like they're getting a value from Splunk to justify that purchase. >> Alright we'll get off the income statement, Stu, and you can read about all that stuff, and we're going to get into, we've got a lot of ground to cover with you, Doug. Jump in here, Stu. >> Yeah, so Doug, I've really enjoyed talking to some of your customers that, you know, most of them started on premises with you and now many of them, they're using Splunk cloud, it's really kind of a hybrid model, and it's been really interesting to watch the maturation of your partnership with Amazon, and being the leader in the cloud space. Give us a little bit of color as to what you're hearing from the customers, you said three, four years ago, you know, they were obviously a little bit more cautious around it, and bring us inside a little bit that partnership. >> Sure, so the first piece that, as part of Splunk, that I think is a little bit different than other vendors is because we are both a lower level infrastructural technology, right, data is, the way I frame what we do is there's these raw materials, which are all these different renditions of data around, and companies increasingly have to figure out how to gather together these different raw materials, put them together different ways, for the output that is driving their business. And we are the manufacturing parts provider that makes it easy for them to go and pick up any of these different compounds and then actually do what they want to do, which is make things happen with data. And that middle layer is really important and we have never taken a super strong stance either, we started on prem, but as we moved to cloud, we never took a strong stance saying everything should be in the cloud or everything should be on prem because data has gravity, there is physics to data. And it doesn't always make sense to move data around and it doesn't always make sense to keep data stagnant, so having that flexibility, being able to deploy your collection capability, whether it's ours or third party, your storage capability, and then your process and your search, what are you going to do with the data, anywhere that makes sense for a customer, I think, is important. And that's part of that hybrid story, is as people increasingly trust and interview us and other cloud vendors to build core apps and then house a lot of their data, we absolutely need to be there. And I think that momentum of the cloud is certainly as secure and, in many cases, more secure than my on prem footprint, and the velocity of invention that some like ABDS is driving allows me to be much more agile and effectively drive application development and leading edge capability, I think just has people continuing to trust the cloud service providers a little bit more. >> Yeah well, we're here in the pavilion, and seeing your ecosystem grow, we've been at re:Invent for about five years, that ecosystem is just so >> It's been amazing. >> massive and full, give us a little bit about the relationship with Amazon and how you look at that, how Amazon looks at a company like yours. >> Yeah, it's been, so one, whenever you're playing with a highly inventive and hugely successful company like Amazon, my orientation and what I convey back to the company is our job is to be more inventive, more agile, and continue to find value with our maniacal focus every day being the data landscape. Data is a service and outcomes is a service, so our job is run faster than Amazon. And I think that this show and our announcements help illustrate that our invention cycle is in high tilt gear and for what we do, we are leaning in in a really aggressive way to add that value. With that backdrop, Andy and I formed this partnership four years ago. He felt there's enough value in Splunk and we were a good enough partner and the way we consume their services that he would commission and quota their sales reps whenever a Splunk sale was done in the ADBS landscape, which I think has been really helpful for us, but we obviously are a huge customer of ADBS's and they become an increasingly large customer of ours and finally gave us approval with their three year renewal a quarter ago to publicly reference them as a sizeable customer for us. >> Oh, okay, congratulations on that. And something I've really, it's really crystallized for me: so many administrators out there, you look at their jobs, you know, what are they? It's like okay, I'm the security expert, I'm the network certified person. You're really, your users here, you know, they are the beacons of knowledge, they are the center of data, is really what they are. You know, Splunk's a tool, they're super excited about the product, but it's data at the center of what Splunk does and therefore, you're helping them in just such a critical aspect of what is happening in the industry today. >> Yeah, the key aspects of the keynote, of my keynote, were we are moving to a world where data is the product that people care about so the whole object is how do you make things happen with data and the people that can get that done increasingly are becoming the most valuable players on the field, so what infrastructure, what tooling, what capability exists that allows people from all departments, you know, we're very heavy within IT and security, but increasingly HR departments, finance departments, marketing departments, sales departments, manufacturing departments will not be successful without a really competent group of folks that understand how to make things happen with data and our job is to lower that bar so you don't have to go to Carnegie Mellon for four years and get a Masters in Computer Science and Data Science to be able to be that most valuable person on the field. >> I want to take a moment, I want to explain why I'm so bullish on Splunk. We had a conversation with Susan St. Ledger yesterday. Digital transformation is all about data. >> Yup. >> And you guys are all about data, there's the cliche which is "data is the new oil" and we've observed, well not really. I could put oil in my car, I can put oil in my house, I can't put it in both places, but data? I can use that same data in a lot of different use cases and that's exactly what you guys are doing now as you expand into line of business -- >> Yup. >> With Splunk Next. >> Yup. >> So you've announced that, you showed some cool demos today. I'd like you to talk about how you're going from your core peeps, the IT ops guys and the sec ops guys, and how, what your plan is to go to lines of business. More than just putting the data out there, you've come up with some new products that make it simpler, like business work flows, but what else are you doing from a go to market standpoint and a partnership standpoint, how do you see that playing out? >> Yeah, I think that the innovation on product, there are three key pillars that we're focusing on. Access data, any type of data, anywhere it lives. Make sure that we're driving actionable outcomes with that data, and acquisitions like Phantom and VictorOps have been a key pillar of that, but there's other things we're doing. And then, expand the capability of finding those outcomes to a much broader audience by lowering the bar. So the three key themes across the portfolio. But all of those are in service of the developers at a customer site, the developers in the ecosystem, to make it easier for them to actually craft a set of solutions that help a retailer, help a discrete manufacturer, help a hospital actually make things happen with data. 'Cause you could certainly start with a platform and build something specific for yourself but it's much easier if you start with a solution. And a lot of the emphasis we've been putting over the past two to three years is how do we up that platform game. And the many, many, 20 different product announcements that we rolled at this .conf and one of them that I'm also very excited about is our developer cloud where we've really enhanced the API layer that interacts with the different services that the entire Splunk portfolio represents. Not just the search and index pieces that people are familiar with but everything from orchestration to role based access to different types of visualization so a very broad API layer that's a well-mannered, restful set of APIs that allows third parties to much more crisply develop, excuse me, applications to compliment the 1800 apps that are already part of our Splunk base and right behind me is a developer pavilion where we've got the first hand full of early adopter OEM partners that are building their first sets of apps on top of that API framework. >> Dozens of them, it's actually worth walking around to see. Now, so that developer cloud is a lever, those developers are a lever for you to get into lines of business and build those relationships through the software, really, and through the apps. Same thing for IOT. >> Yup. >> Industrial IOT. Now, we've observed, and a lot of the IT companies that we see are trying to take a top down approach into IOT and we don't think it's going to work. It's, we talk about process engineers, it's operations technology people, they speak a different language. It's not going to be a top down, here, IT. >> A very different audience. >> It's going to be a bottoms up set of standards coming from the OT world. The brilliance of what you guys have, it's the data, you know, it's data coming off machines, data, you don't care. And so, you're in a good position to do a bottoms up in IOT and we heard some of that today. Now, there are some challenges. A lot of that data is still analog, okay, you can't really control that. A lot of the devices aren't instrumented, they're not connected, you can't control that. But once they become instrumented and connected and that analog data gets digitized, you're in a really good position, but then you got to build out the ecosystem as well. >> Yup. >> So talk about how you're addressing some of those challenges in industrial IOT. >> Yup, man, it's a great subject 'cause I think that the trying to rely on standards is the wrong approach. The velocity across this digital landscape is so high and my view over the past 30 years, I think it's only accelerated now, is there's going to be more and more varieties of data with different formats than there's ever been, and we've seen it in the past five years. Just look at the variety of services on top of AWS, which didn't even exist ten years ago, but and they now have hundreds of services and there is no organizing principle across those services as far as data definition. So it's a very chaotic data landscape and I don't think there's any way to manage it other than to embrace the chaos and work a little bit more bottoms up, you know, grab this data, don't worry about cleansing it, don't worry about structuring it, just make sure you have access to it and then make sure that you've got tools like Splunk that allow you to play with the data and try and find the patterns and the value inside of that data, which is where I think we're very uniquely suited as a technology set. Helping the ecosystem come to that realization is a key aspect of what we're doing. We're trying to attack it the same way we attacked the IT security piece which is pick a handful of verticals and really focus on the players, both the marquis anchor tenants, the BMWs, the Siemens', the Deutsche Bahn railroads of the world, as customers. And through that, get access to the key influencers and consultants and advisors to those industries and start to get that virtuous circle of "I actually have more data than I think I have." Even though there's some analog machines, there's so many different ways to attach to the signal that those machines are emitting and it may not be bi-directionally addressable, but at least you can see what's happening within those machines without a full manufacturing floor rip and replace. And everyone is excited about doing that. The advisors to the industry are excited, the industry themselves are excited. We had BMW on stage who walked through how they're using Splunk to help on everything from product design all the way through to predictive maintenance and feedback on the quality of the cars that they're rolling out. We've all heard stories that there's more lines of code in the Ford F150 and these other vehicles than there is within Facebook right now, so we all are dealing with rolling and sitting in building's and house's data centers. How do you make sure that you're able to pay attention what's happened within that data center? So I think that that is as big or bigger of an opportunity than what we've done with IT and security, it just has its own pace of understanding and adoption. >> Carnival Cruise Line, another one, Stu. We had those guys on today and they basically look, they have a lot of industrial equipment on those ships, so they're excited. >> Yeah, absolutely. Alright, so Doug, we started the beginning talking about the last couple years, how we measure Splunk has changed. Going to more subscription models, talk about how many customers you have. I look at developers, I look at IOT, whole different set of metrics. So if you look at Splunk Next, how do we measure you, going forward? What is success for your team and your customers going forward? >> Yeah, and the whole orientation around Splunk Next, as I'm sure Susan covered, it's not a product, it's a messaging framework. People are so used to Splunk being all about the collection of data within the index and searching in said index, and we're increasingly moving, we're complementing the index, the index is a incredibly unique piece of IP for us. But there's a lot of other modalities that can complement what that index does and Splunk Next represents all of our investments in next generation technologies that are helping in with everything from stream processing to distributed compute capability, next generation visualizations, et cetera. The metric that I care about over time is customer adoption and customer success. How many use cases are being deployed at different customers? How many companies, both customers and partners, are incorporating Splunk in what they do every day? You're getting OEM Splunk, making Splunk a backbone of their overall health and success. And ultimately that needs to translate into revenue, so revenue and bookings will always be a metric that we care about, but I think the leading indicators within theses different markets of rate of adoption of technology and, more importantly, the outcomes that they're driving as they adopt this technology, are going to be increasingly important. >> Yeah, I just have to tell you, when you talk about your customers not only excited, but it's a deeper partnership when you talk to insurance company out of Toronto that, like, they're talking to the people that they insure about, should they be using Splunk and how do they do that. It just, a much deeper, and you know, deeper than a partnership model for your customers. >> It's one of the things I love about this conference, is it's, we were talking about earlier, it's hard to tell the customers from the employees, like, there's a, there's a, this whole belief and purpose that everybody shares, which I adore about being here. But when you look at a sea of data, we've thought traditionally looked at the data we manufacture, typically data that's historic and at rest from our ERP systems. This next wave is certainly all the data that's happening within our organizations but increasingly it's all the data that's available in the world at large. And whether it's insurance or automotive or oil and gas, the services that I'm going to have to deliver to customers require me to farm data outside of my walls, data inside my walls, combine those two, to come up with unique value added services for my customers. So it's great to hear that, that our customers are on that journey 'cause that's where we all need to go to be successful. >> And there's a definitely alignment there. Doug, I know you're super busy, we got to go. Thanks so much for coming on theCUBE. Give you the last word, .conf 18 takeaways. >> (laughs) Unbelievable excitement and enthusiasm. A huge array of products that, I think, broaden the aperture of what Splunk does so dramatically that people are really trying to digest, "What should, how should I be thinking about Splunk moving forward?" And I'm, we started a whole series of transformations three years ago, and I'm really excited that they're all starting to land and I can't wait for the slow realization of the impact that our customers are counting on us to provide and that we'll increasingly be known for across the data landscape. >> Well and the landscape is messy and, as you said, the messiest part of that landscape is the data landscape. You guys are helping organize that, curate it. And hopefully we're helping curate some of the, from some of the noise and distracting to the signal to you on theCUBE. Doug, thanks so much for coming on theCUBE, great to see you again. >> Thank you Dave, thank you Stu, you guys do a great job. >> Thanks, we appreciate that. >> Thanks for being here with us. >> Alright, keep it right there, buddy. We'll be back with our next guest from .conf 18 from Orlando, we'll be right back. (digital music)

(upbeat music) >> Announcer: Live from Orlando Florida, it's theCUBE, covering .conf18. Brought to you by Splunk. >> Welcome back to .conf18 everybody. I'm Dave Vellante with Stu Miniman, and you're watching theCUBE, the leader in live tech coverage. We love to go out to the events, extract the signal from the noise. A lot of focus today, Stu, on security and Haiyan is here. Haiyan Song is the Senior Vice President and General Manager of Security at Splunk. Great to see you again. >> Thank you for having me. >> You're very welcome. Fifth time I think for you on theCUBE So you're super alum. And really always appreciate your deep knowledge. As I said, today was security day. A lot of customers talking about security. It's obviously a strong hold of Splunk. But, give us the update. What's new this year with you? We talked a year ago in D.C. What's happening with you guys? >> Well this is the year that we really went out and shared our vision of what SOC looks like in 2020. And we call it the Vision of SOC 2020. And on a very high level, we envision that in a couple of years with the technology like analytics, and operations, automation, orchestration, we envision that 90% of the Tier 1 work that a SOC analyst would be doing will be automated. And with that automation we are envisioning that most of the time, more than 50% of the time, the SOC analyst can actually focus on detection logic and really responding to things, that requires the human skills and insights. And we're also envisioning that by that time, there will be a place, one place, where things for response gets orchestrated versus people have to go to twenty different places trying to figure out what's going on. So, that sort of, from a business perspective but to deliver that, there's really, sort of ten, we share the ten big we call it core capabilities, that capability road map to SOC 2020. And for us, we feel really fortunate that with the acquisition of Phantom, we are really able to bring that full stack together, to deliver that capability. So we have data platform. You heard all the exciting news on what we are doing, with data fabric search, stream processing, and amplifying the performance analytics. You heard all those things that we're putting into IT, and security, ES, UBA, and then last but not least is the ability to orchestrate, to automate, to collaborate. So I think we're really uniquely positioned, because we can bring all three together. That's the full stack to deliver on that vision. >> So let's talk a little bit more about that vision. So, I mean my rudimentary understanding is you really had a reactive mode in the past. It's kind of herding cats, trying to figure out, okay I'm going to to try to respond to an incident. Then you started to use data and analytics to try to prioritize, to focus on those things that aren't going to be a false positive or of high value. What you're putting forth is a vision where a lot of that heavy lifting goes away. Machine intelligence is either augmenting, or making decisions about which items to go after. Talk more about that world. What does it look like? What's the role of the security professional in that new world? >> Yeah, there's two parts we do in the Security Operations Center. Detecting things and responding things and taking care of sort of the incidents. So a lot of the things you really touched on is how we have applied machine learning and analytics and really leveraging the business context. The feature we talked about, the distribute, the data fabric search is a really powerful tool. Now we can reach out and get lot more information to help you make better decisions to reduce the reshow of noise to signal, or signal to noise, and whichever way you want to see it up and down. So, that world we expect more machine learning, more data modeling, more threat modelings so we can really sort of incorporate business, sort of context, so risks become a one key thing to help people prioritize. That's our product ES, and UBA, and you heard about the whole predictive capabilities in IT. I think all of those will be sort of that world. And the second part of what we do is if something does happen now we really got the signal. What do you do about it? We envision that world lot of initial men did prep work. Like, oh I want to find out if this ID belongs to which organization? Is this really a signature in the virus total, sort of database and what happened, so that whole prep hopefully, will be done for you before you even get started into an incident. And furthermore, if we have responded to those type of incidents before, we actually would like to give you a recommendation, this is what happened before, this is what worked, and why don't you think about this playbook and automate this part? So, I think the world in 2020, is going to be a lot of augmentation. >> One of the things we've heard from a number of your customers, is security in DevOps and how they are using the DevOps mentality to make security more pervasive and integrated in everything they do. Could you explain how Splunk fits into that discussion? >> Yeah, so DevSecOps, I think that's, sort of, the term you might be eluding to and I think the cloud adoption, the acceleration, and the new IT is really, sort of, bringing that into focus for us. Splunk plays to that in several ways. We have a security business, we have a IT business, and you may have heard we just acquired another company called VictorOps after Phantom. So they're really helping the DevOps world and try to coordinate and enable collaboration. So we definitely expect that capability will show up in the security side to help the DevOps, DevSecOps' world and we are also, as a company, taking data security really seriously. So we are putting a lot of, you know, you saw the data stream processing and one of the capabilities to obfuscate credit card and for GDPR and a lot of other things, there's that mending. You got to give people the control of things so there is a lot of that. We're taking into consideration and putting that into the product and the other thing is, really, we ourselves operate probably one of the biggest, sort of, cloud capabilities on AWS and we have infused a lot of best practices around, how do you automate? How do you protect? How do you be compliant? And how do you insure customer have control? And there's a lot of work we're doing there and practicing DevSecOps ourselves. >> Haiyan, in thinking about the Splunk portfolio and in the context of the vision that you guys laid out, how does Splunks existing portfolio fit in to that vision and where are the gaps? What has to evolve, whether it's your capabilities, or the industry's MI, ML, or machine learning capabilities? Where are the gaps? >> So I think in many ways the ten core capabilities were laid out. I going to try to go through them in my head. So. >> Okay. >> Ingest. Detect. Predict. and then automate. Orchestrate. Recommend. Investigate. Case Management. Collaborate. And reporting. So those are the ten. When we were sharing with our audience, we actually look at our ES, UBA, and Phantom. We are able to give them all those capabilities to get started on their path for SOC 2020. But we also realize and recognize that all those capabilities, I'll give you an example, Case Management, now there is more and more requirements coming to the security side to say I want you to bring all the different things together, and I want you to take in the automated playbooks and how this plays into those, so there's always room for us to continue to enhance those capabilities. But, we also see the opportunity for us to bring all those things in a more seemless way into, sort of, one full stack, the full stack that gives you, you know, I don't know if you heard the term, powering the OODA Loop? Right, the observe, orient, decide, and act. And that was really, sort of, military strategy for the fighter pilots to say the whole premise is whoever can power that loop, and execute the fastest, wins. >> It's like readying fire but more data focused. >> More data focused, I like that. So for us, it's really how do we bring the portfolio together, so they can really power that loop in a very intuitive way. And in a very open way. I want to make sure that I iterate that reiterate our commitment to be open. There's data layer, there is analytics layer, there's operational layer. We want to be that company can bring the full stack make them work really well. But, in the meantime work well with other data, with other analytics, detection engines, and other ways to operate. So being open is very important. >> And you'll automate as many of those or all of those ten that you mentioned. Do you automate the run book? >> Automated run book is what Phantom is all about and the run book gets more and more sophisticated and I think we give people the ways to say if on day one, you don't want to automate everything, especially shutting down his email, then you have the choice. But, it's as you learn, as you become more confidence, and you have that under your control. How much you want to automate, and hopefully, as more automated actions are taken, we get to analyze those and start making recommendations so you become more comfortable with that. >> So I understand New York Presbyterian was in your session. And, you were talking about going beyond security. I often like to say that security and privacy are two different sides of the same coin. But, when they talked about going, well share with us, what you learned from them. >> Yeah you have really the best phrase to say they are both sides and as a security professional in the digitized world I don't think you have a boundary to say my job starts with SOC and ends with SOC. It goes way beyond. It goes into data privacy. It goes into even fraud analytics, because a lot of things are happening online. It also goes into compliance. And, it's interesting that we thought years ago, compliance was driving investment. I think now with GDPR, with some of the data privacy challenges we've seen, that's impacting the masses, the criticalness of compliance is actually coming back. So the story that I was super impressed that our customer, New York Presbyterian shared with us is they had a challenge of really managing all this sort of patient records, and try to understand the staff's activities. Because, the auditors have a certain set of things. You know you shouldn't be snooping around the patient's record, if its your neighbor, or your buddy. So they used Splunk and they powered, sort of, us with a lot of the data from various applications. They have probably 20 data sources, that's very healthcare centric. We partnered up, we had our product expert, and fraud experts on that. And, we built a privacy platform, a early version of that, and they showed it to their privacy officers, and they basically said we've not seen anything like this to give us the flexibility and ease of use to be able to bring everything together. And, they did even more than that. If you have time I'll share with you on the opiate diversion capabilities they started building with. >> Dave: Oh, yeah talk about that, yeah please >> So we were thinking, we're just going to help them with compliance that makes their organization more compliant and better, but they didn't stop there. They said well, based on the power we're able to, really, leverage from the Splunk platform, we see the data we have for our pharmacies, there's a lot of prescription, sort of, information and with the world that's battling the opiate epidemic, we think we can actually analyze the data and give us early patterns and earnings, warnings of what might be happening. So, that's the next project we're partnering up. And for us we have technology, and customer have domain knowledge, have data. I think that's a great partnership. And they are willing, they are wanting us to go evangelize 'cause they want the whole industry to benefit, they want the nation to benefit. >> Well we saw this week on 60 Minutes, did you see that story? The one pharmaceutical company got in big trouble and a doctor went to jail. The pharmaceutical company was shipping 500 million Oxycontin pills into Florida. This is a state with a population of 20 million. Something was wrong. Obviously those were hitting the streets. And, this individual this doctor went to jail for life. So, data analysis could identify that. >> Data was there. I think it's the inside to look for the ways, to look for those things and having that inside drive decisions is really the partnership we have with our customers >> We're seeing that, g'head Stu. >> Yeah I was just, you spoke on a panel of the Grace Hopper event. >> Haiyan: Last week. >> We've been hearing great messages of diversity at this show. You had the Carnival Cruise CEO up on stage giving some great discussion points yesterday. Maybe you could share a little bit of your experience at the show and the panel that you were on. >> The Grace Hopper is such an amazing event and we see so many college grads and people, sort of, starting their career and that is like the go to place. And I see all the big companies, big, or small actually, putting so much effort to try to really evangelize to that audience. 'Cause California just passed, the Governor just signed into law, they require a woman on the board, as part of the requirements because diversity is being proven to bring better decision making into the board and I, myself, can tell you that my security leadership team over the years become more and more diverse. I don't think diversity is just gender diversity. I think diversity needs to go beyond gender. It's background where people who are from the private sector, from the government, where people from different Geo's of the world. That sort of richness of perspective always give us the best, sort of, angles to think about and validating, and debating on our, sort of, strategies. And going back to Grace Hopper, the panel that I was on was really sharing with the people who are there, what are some of the things that you should be prepared for if you want a cyber security career. And the part is not try to, oh here's a high bar. We really try to encourage everyone, whether you're technical, or you just having great analytical skills. I think one of my fellow panelist, she made a comment I thought was super funny. She was a CEO of a company and she said, sometimes women just have to have enough confidence and to go take the risk, grab the opportunity. She use the word, sometimes you have to fake it until you prove it and until you make it. And she's really just encouraging the attendees, just step up take the opportunity. I am in total agreement with that. >> Lean in baby. >> Lean in. That's another way to do it. >> Haiyan thanks so much for coming back in theCUBE. Really great to see you again. >> Thank you for having me. >> You're very welcome. All right, keep it right there everybody. Stu and I will be right back with our next guest. Right after this short break. We're live from Orlando, Splunk .conf18 You're watching theCUBE. (upbeat music)