(upbeat music) >> Instructor: From around the globe. It's theCUBE covering Google Cloud Next OnAir 20. >> Welcome to theCUBE's coverage, virtual coverage of Google Next OnAir. I'm John for host theCUBE, We're here in Palo Alto California, for our remote interviews, part of our quarantine crew, getting all the stories that matter, Google Next OnAir, continuous event through the summer. We're calling it the summer of cloud. We've got two great guests here. Sunil Potti general manager and vice president of cloud security at Google Cloud. and Orion Hindawi co founder and CEO of Tanium. Gentlemen, thank you for coming on today, appreciate it. Great event you guys have on the continue. I'll call it the summer cloud. It's a lot of events that Google's having, So you guys and your team are doing a great job, but there's some hard news. You guys are announcing an expanded partnership together. Sunil tell us what is the news today. >> John, first of all, great to see you again, love being on theCUBE any time, and it's my honor to actually share the stage this time around with Orion and the Tanium team. So essentially what we're announcing today, is the fact that, as most of you know, especially in the new normal with a distributed workforce, and potentially it being the safer normal, down the road it presents, an unprecedented opportunity, I think in our opinion, that we can use this to accelerate potentially safer posture that otherwise would have taken years to build into the enterprise ecosystem that we could now bring forward, in a potentially, you know, in the year 2020 or 2021. So the primary announcement, is based on the fact that, Tanium's, you know, core enterprise offering and Google clouds, chronicle offering are coming together, to build a full stack offering for endpoint detection and response so that customers can have an end to end offering. That's both powerful, and you know, easy to use. All the way from the detection, response, remediation and analytics, all built together into one seamless, easy to consume offering for the global enterprise and being delivered in such a way that it can take into account organizations of thousands of employees or hundreds of thousands of employees. All by the same cloud native solution. >> All right how about why you're excited about this deal. What's different about it. Obviously there's a relationship here, what's so exciting about this story. >> Yeah, I think, you know, Orion to comment as well, but look, I think the key thing that we sort of partnered on initially was a customer driven, you know, technology centric integrations, where, you know, we went deep from a chronical perspective, to ensure native integration, between Tanium products to send signals, out of the box, as well as curated, enhanced, enriched, so that they could be actionable responses taken by Tanium solutions as well on behalf of security analysts, as part of our journey, to kind of reinvent the SOC of the future. Right? And so essentially, it's been a deliberate effort by both teams to not provide incremental integrations, but something that offers a reimagined safety posture, especially that's enhanced, I would say amplified, in a world where pretty much every employee, is essentially a tech director now. But otherwise was not the case, when they were working in a normal enterprise office. >> All right, what's your take on this? I'll say what's different I'll say big news. >> Sure, yeah. I mean, if you look at why we decided that Google would have been the perfect partner for us, we have very large enterprises. We work with about 70 of the fortune 100, the USOD, a lot of these very large environments, and many of them were coming to us and telling us two things. The first one was the amount of data, that they were generating, that they needed to be able to process and analyze and be able to find insight from, was going exponentially up. And the second one was, in the new kind of post COVID world, the amount of work from home risks that they were seeing, and the kind of perfection they needed to achieve, on finding threats quickly and neutralizing them was actually also going up. And so between those two things, we started really looking for a partner, that we could accelerate with, to provide our customers with true world-class data analytics, retention, being able to visualize that data and then being able to act on that data through Tanium. And I think that the partnership that we've struck with Google and the work we've done with them, to make this seamless for our customers, to make it scale really well, even for the largest managed networks, is something we're really proud of. >> What's the history between Chronicle and Tanium. What's the, how far back does it go, and how would you guys categorize this time and point in time in terms of evolution of that partnership? >> So maybe I'll take a stab Sunil, then you can take one as well, you know. We've been working with Chronicle now for over a year. And we've got customers, who kind of pointed us in this direction, which is how we love to start partnerships. We had some customers who had a lot of faith, that Google was going to be able to crack this nut. And honestly many of our customers had been really struggling with this, with their current vendors at the time, for years. And we're really looking for Google, because Google was the company, that they saw as having the most credibility with massive, massive data sets. What we got surprised by actually, was that there were a bunch of different legs of the stool, that we could work with Google on. So not only data retention of Chronicle, but things like zero trust, which I think many people know Google actually invented the concept of. When we start thinking about thin client management. So we actually found that, there's a really expansive partnership here. And what we're doing with Chronicle, I think is the first kind of instantiation of that. But we expect that over the next even years, we've got a lot of room to run with Google, to really secure and help our customers. >> Sunil talk about the wave that you're riding on right now. 'Cause obviously the reality is, I won't use the term new normal, but the new reality is, COVID has forced everyone to look at basically an unexpected disruption that no one saw coming. Yeah, we can prepare for disasters and floods and hurricanes and whatnot, but this is unforeseen everybody working at home. I mean, I can imagine all the VPN vendors, freaking out who even needs a VPN. So, you know, the access methods is everything, it's mobile, home, home is the new office. It's not just, you know, connect to an access point, my son's gaming, my daughter is watching Netflix. I'm trying to do some video conferencing and it's a mix of consumer business all happening. This is a complex environment now. What does this mean? This relation, how does this connect the dots? Can you, can you expand on that. >> Yeah, I mean I think I hinted on this a little bit at the beginning John, is that, we think, you know, this is an, you know, an unprecedented opportunity to help accelerate digital transformation, that otherwise would have taken a few years for many enterprises to get to. That can now be done potentially in months and for some customers maybe even in weeks. And some examples of that, that we've seen are that, look, if you just took, if you just take Google as an company, to Orion's point, look, we invested many years worth of technology and IP that now we're slowly bringing out in the form of BeyondCorp product sets. But essentially of the fact that look, we should treat every employee as if they were a remote worker. We don't trust the network, we basically break transitive properties, which was one of the foundational issues with security in the enterprise, where I trust a network and the network is trusted by a desktop. And then if you penetrate one, you can penetrate everything else in the chain. And so when COVID hit, we went from essentially pretty much, a hundred thousand plus employees, working in distributed headquarters, but within the Google environment, to working from home within a week later, but retained the same sort of like, not productive the levels just, but actually the same safety levels that were much stronger. And so in many cases, what we are announcing, is that even though enterprises have come forward and said, look, yeah, we have some PaaS work solutions, just because this is a major change for us. Now that we are in it, for not just three months or six months, but potentially a longer period of time. Why not take the opportunity to replatform our security environments, so that we can actually be in a better state, when we actually exit out of this. We might actually never go back full time, but it can actually be a hybrid environment. So that's part of the reason, why I think we are so jazzed about the partnership, is that these are two examples, of products coming together to help replatform, at least one sets of, you know, traditional, if I can call it weaklings in the security ecosystem, that can now be sort of like replatformed. >> I was doing an interview actually last week, and I was kind of riffing on this idea. This is one big IoT experiment. I mean, people are devices here and everyone's connected, but it's all remote. It's changed the patterns of work and traffic and all kinds of paradigms. But this brings up the issue of the customer challenge. Everyone's going to look up their environment saying, look at, we now know the benefit of cloud it's clear. But I got to rethink the projects that are on the table, and get rid of the ones, that aren't going to be relevant, to where the world has shifted. It's not even a question of digital transfer. It's like, okay, what am I doubling down on. And what am I going to eliminate from the picture. So I've got to ask you guys, if you guys can comment, if I'm a customer that's what's going through my head, I got to survive, reinvent the foundation, and come out with a growth strategy, with a workforce, workplace, workloads, and workflows that are completely different. What's in it for me. What does this mean to me. This partnership, so how do you help me. What's in it for me. >> So I might take a stab at that, you know, I think that a lot of our customers, if we look at where they were at the beginning of the year, they'd been building on a pretty creaky foundation and just adding more and more layers to it. So, you know, in the security side, many of our customers have 20 or 30 or 50 different tools. And many of them are there, because they were there yesterday. They're not actually, if you were going to zero base budget, the way you were going to do security, they wouldn't be the tools you'd choose. And the interesting thing about this whole work from home transition, it is effectively a zero based budget for security, because a lot of the tools just basically don't work. So you think about a lot of the network tools, and when everybody's working from home, you don't own the network. You think about a lot of even the endpoint tools, that assumed that devices would be behind that network perimeter, and now just don't work over the internet. And so when we look at our customers, they're realizing they have to replatform, their security model, anyway. And what they're doing is they're now picking again. And what they get to do is they get to pick the platforms that they now trust in 2020, with the work from home environment as it is. And I think what it gives you as a customer, is a huge simplification of your environment. I mean, we talk to people every day, who were used to operating those 20 or 30, 50 tools, and they were spending 90% of their energy just operating those tools, not actually improving security and they were falling behind. If you look at what they're able to do now, they actually can go back to a starting point, where they think about what is the real threat I'm facing. What are the real platforms, I should be choosing today. And we're actually seeing huge increases, in our customer kind of adoption of our platform because that resistance to change, has been removed. People can't resist change anymore, change has come, and as a result of that, they get to choose what they would like now. >> That's a huge point, I want to just double down on that and redirect, and then we'll go to Sunil and his commentary, but I think you just hit the nail on the head. We're seeing the same kind of commentary. You said it really eloquently, but the thing is that, okay, let's just, if you believe what you just said, which I do going into zero base budgeting decisions, fresh look and everything. The problem is people are looking at the decisions and comparing what the bells and whistles were from the tools. So how do you advise customers to rethink like, okay, if it's a fresh look, it's a fresh look. It's not like, okay, the way we did it before, so a lot of times when you were evaluating products, a group gets to say, it doesn't have this bell or this whistle, 'cause that's the way we did it before. So you got to kind of separate out, this idea of you're got to go that direction. It's a full, fresh look. So how are customers doing that, 'cause that's really difficult. >> It's a super relevant question for today's world, because I think you're absolutely right. If you talk to the person who operated the compliance tool in a big bank, and you ask them, what do you need from that tool? They very quickly get the things, that if you just take the question, which is, I need to do compliance for the bank, what do I need to do compliance effectively? And you look at the answer that they give you, which is I need this check box here. I need this button here. I need this kind of minutiae that I'm used to, to be consistent with what I've been used to, for the last 10 years. Those two things are not the same. And what we've really been encouraging our customers to do is take a look back at your requirements. So you are processing credit cards, you need to be PCI regulated. You need to be able to answer to your vendors, how many copies of their software you're using. You need to be able to find an attacker, who's moving around your environment, and do that as quickly as possible. And then let's build from there what capabilities you need. And let's forget about whether the color scheme, of the logo at the top of the report is the same. Let's talk about the core capabilities. And it's a very freeing conversation actually, because what a lot of people start realizing, is they've been maintaining the status quo, for reasons that actually have nothing to do with efficacy, they have to do with comfort. And the curse and the beauty of the last six months, is no one's comfortable. So I don't care how comfortable you are with your tools. No one I know is comfortable today. And what it's giving us, is an opportunity to look past the old school comfort and think about how do we transition to the future. And I think it's actually going to galvanize a lot of positive change. You know, I was saying this before we went on air, but I don't think anybody wished, that COVID was the way, that we would end up in a position, where people have the appetite for change. But if there's a silver lining in the situation, that's it. And I really think that the CIOs and CEOs and CFOs and CSOs, really across the board, need to take advantage of the fact, that there's a discontinuity here, that allows us to throw out the old, and bring in things that are much more effective. >> Sunil that's some great tea up for you, because what he's saying basically saying is if you don't focus on the check boxes, because it was reasons why, and they'll give you, there's a long list, probably RFPs are the same way, we check in the boxes, okay, throw that out. And then you can, by the way, you can innovate on those check boxes differently, but still achieve the same outcome. I get that. But for Google Cloud, you guys have a great network. It's well known in the industry. Google's got a phenomenal network, hence powering Android and all the servers. We know that, with a cloud player, this is a great opportunity for you guys to be a fresh candidate for this kind of change. How are you guys talking about this internally? Because this really is, the goalposts have been moved and in favor of who can deliver. >> I think as both of you have been talking about, I think, look, I think the way I will, you know, maybe color this is, you know, when consumers got to a safer posture with the advent of iPhone, right? Even though it was much more productive, delightful, and there's a bunch of other things, ultimately though, if anything, things became safer, when you actually did computing on a phone. Just because it was an opinionated stack. Ultimately we believe, whether you come to cloud completely or you consume some stacks, the more opinionated they are, that's ultimately the only way, to reduce these moving parts that expose us to security issues. And that principle applied by the way in reliability too, right? I mean, you have to simplify stuff for things to actually work at six nines and so forth. So same things, apply in security. So imagine a world, where every employee now is sitting at home, maybe two years from now, they come back, they work in the Starbucks, but we had a virtual Chromebook experience, because a physical Chromebook of course, it's a goal to kind of get that out there, because on one hand we have the cloud, which is a full stack opinionated offering, but there's various elements of computing, still dispersed in the environment. And you were talking about IoT. Eventually we will get there, but just look at the employee's laptop, but productivity station and imagine the construct of a virtual Chromebook off, and that's an opinionated stack. And that's essentially a variant of what the joint offering between the two companies is essentially, you know, sort of aspiring to, is to provide that level of, you know, clarity and opinionation, that actually genuinely solves for some foundational security issues. And in doing so, you now have, an opinionated stack close to the user, the enterprise user is an opinion stack via mobile phones, close to the consumer user. And for all enterprises from a computing side, there's an opinion stack, whether it be Google or some of the other public clouds, right? And ultimately I think the world will move, into these few sets of these opinionated stacks at various points of control. And at least this particular partnership, is around making the first step towards, potentially one of those opinionated stacks, virtual Chromebook like experience, for the enterprise use. >> And I think this is the beginning, of the wave of the reality, that the edge of the network, whatever you want to call it. And you see this with end point detection, right I mean, everything's an endpoint now. I mean, I still think every, this is one big IoT device, and everything is just moving around. So zero trust is a big part of it, Google cloud, and this relationship kind of brings that to the next level. How does zero trust, attaining a mission intersect here. Because I mean, I see some obvious ones, we just talked about it, but what's the connection. >> Yeah, I think we'll hopefully, you know, talk more about it later in the year, as well as we can to come out with more integrations. But at the high level, I think the way to think about this would be, imagine that device as you were talking about, having an ability to actually send a strong set of signals, not just for detection and response, but for actually enforcing, you know, authentication and authorization as well, because ultimately identity needs to intersect, with the current stack, that we currently have between the two companies. And so when identity of the user, identity of the device, identity of you know, the context in which, you know, someone actually allows a user to access an application, these are all net new things, that need to be brought into the solution. We cannot then provide both the, you know, not just a safe way to kind of provide an, you know, an endpoint detection and response kind of opinion stack, but also essentially meet that part of an uber zero trust offering, that a customer can consume to ensure that look, you know, ultimately look, it doesn't really matter whether the employees at home they're using their own laptop. They're at Starbucks. They can come back to work, but ultimately they have this virtualized, sort of security ring, that protects and always constantly authorizes authenticates and provides a bunch of this security operations capabilities. So anyway, the simple answer is, you know, once we intersect identity, and a slew of BeyondCorp capabilities, into the current offering, that's how the next step towards, a more formidable zero trust offering force. >> Okay, Orion I'd love to get your thoughts, but if you both can answer question, that'd be great. I'd love to get your thoughts, a little gamification here. If you had to put the headline out on this news. Not the one on the press release, that's like perfectly written, like, I mean, bumper sticker. what is the real meaning, of this relationship in this news? If you had to put a headline out there, I think Washington, think New York post style maybe, or you know, something that can describe the news. >> I mean, I will admit, I am not known for being good at soundbites, so, I'll give you the one sentence, and you can help me pare it down. But I mean, really what it is, is I think Tanium got, the highest fidelity and point visibility and control out there. And I think Google's got the best data storage analytics retention cross-referencing we've ever seen. And when you combine those two things, it's incredibly powerful, for our enterprise users, and we've already seen customers, where it's been transformative. >> So you need a headline, that's good though , that's fine. You know, point projection solid. >> I think it's a much more descriptive nature, frankly, but I think my logical tagline, that I just keep, you know, sort of like the sound, but soundbite that I keep referring to is. Looking out the world needs a virtual Chromebook, to really feel safe at an end point level. And this is sort of like the first instantiation, of that core stack, that can at least get enterprise to start on that journey. >> You know, I think you guys run something really big here. And one of my personal observations, is one is the complexity of the telemetry coming, and I can see how you would go in there and connecting the dots between Google's backend, and your stuff coming together. You need to have that high powered energy, from the resource, but also there's a human element. People are working at home, whether you're a teacher, you're getting fished their spear fish, to targeted social engineering. So as people come home, and there's now multiple access points, there's more surface area. So every single endpoint needs to be protected. And I think people are kind of in the normal world, or outside of the tech industry saying, Oh, I get it now. We're not really protected. And this is not just sensor networks, or, you know, OT technology, you know, OT, it's really humans. And this is really where it's going. Isn't it guys? >> Okay. >> You should take it there, look, I think we do have a foundational principle here, which says, look as demonstrated in a postcode world, but your point John, or whether it be IoT, just distributed computing in general continues to expand. We should just assume, that the surface area for security issues only expense, right? And rather than trying to kind, of do a vacuum all of the surface area, what if you could take a foundational approach, that actually breaks the relationship, between expanded surface area means expanded exposure to PaaS. And so essentially the same approach that we took, with zero trust, which is, look, we just know we're going to get broken into. So just don't assume that your network is not safe, but still have a secure posture. Right? How did that come to be? I think if we can just apply that, more generally into this construct of a distributed enterprise, which says, look, the surface area is going to keep going, but let's break that correlation between surface area. Let's buy a more foundational construct, that says, look, it doesn't matter, if today, as you said this your device, tomorrow, it could be, you know, your son's laptop, that you use to actually log into your network and so forth. But ultimately though, it doesn't matter who you are, where you're accessing it from, what device you're using, or what network you're using, or which location, the safety posture is still very strong. >> That's awesome. >> Yeah. I will just add you're absolutely right. I mean, if you look at a customer, I'm thinking about today and I just heard this from their CIO, a couple of days ago, but they have one and a half million things, they're protecting today. They expect to have over 150 million in five years. And so you look at containerization, cloud mobility, all the work from home stuff. It's just going to make this a more and more complex, highly variant problem. We need to expect that. And I think a lot of people are very frustrated, that at the time, that expansion is happening, the network essentially did become a control point. You couldn't trust anymore. So the thesis that Google had around zero trust, actually became our entire world for most enterprises. When you look at that, we do owe our customers quantum jumps in capability, or they're just not going to catch up. And I think that the theoretical approach that we're taking here between Google and Tanium, lets our customers take one of those quantum jumps, where they're going to be seeing a lot more, they're going to be able to trust it a lot more. They're going to be able to allow devices, to have access to things, based on their current state and based on believing that we can extrapolate, whether their security on that device accurately. And that's something that I think a lot of customers have just never been able to do before. And frankly, I think it takes companies like this, to pair up and really invest in joining their technologies to be able to get that fabric that will get our customers materially forward. And you know, I'll just say one other thing, many of our customers have to literally like, you know, three or four months ago, we're in a position, where they were spending 60 or 70% of their security budgets on network. There's nowhere to spend that money today. That's actually productive. It gives them the ability to refactor what they're doing and the obligation to do it, because if they don't do it, I think is, you know, I was describing with the amount of increased assets, the amount of complexity, the lack of network control. If they don't do it, looking at the amount, of threat our customers are facing today, they're going to be under water really quickly. And so, you know, I'm proud that we get to get together here and give them a big step forward. And you know, I think there's an obligation on our industry, not to try and rewarm the same stuff, we've been doing for the last 20 years, and try and serve it to our customers again, but to really rethink the approach because it is a different world. >> Sunil you've been involved in a very, a lot of entrepreneurial ventures. You've been on these waves, that were misunderstood and then became understood. This is what we're getting at here. And what he's saying, essentially new expectations. We're going to drive that experience and then ultimately drive the demand, and people will either be out of business or in business. If you're a supplier, I'll give you the final word, you guys are in good positions. >> Especially in security John, more so than maybe any other infrastructure space, that I've been involved in. Most products have been built to solve problems with other products. And Orion just pointed out, I think this opportunity gives enterprises, clarity and vendors, clarity that look, you really have to take, you know, foundationally original approach, to solve problems, that can get customers to, if I can call it a function change, in their current safety posture. Right? And so that's really the core essence of the partnership is to sort of, rather than worrying about solving problems, with other products and so forth, is to use this opportunity, like I said, you have an opinionated view, to fundamentally change, the security posture of the endpoint once and for all. >> Well gentlemen, congratulations, on a great partnership, expanded partnership. Again, the world has changed. I love this fresh look. I think that's totally right on the money. New reality we're here. Thanks for you taking the time, to remote in from Seattle and the Bay area. Great to see you again at Google cloud. Thanks for coming in or a nice to meet you, and good luck with everything. >> Thank you. >> Thank you. >> Okay, this is theCUBE coverage, CUBE virtual coverage of Google OnAir next 2020. It's all virtual, virtualization has come in, and don't trust the network. You know, you got to watch those end points. Here with Google and Tanium great partnership news. I'm John for your host of theCUBE. Thanks for watching. (upbeat music)

>> Narrator: From theCUBE Studios in Palo Alto in Boston, connecting with thought leaders all around the world, this is theCUBE conversation. >> Over welcome to theCUBE's virtual coverage of Google Next on air. I'm John Furrier host of theCUBE. We're here in Palo Alto, California for our remote interviews, part of our quarantine crew, getting all the stories that matter, Google Next OnAir, continues event through the summer. We're calling it the summer of Cloud. We got two great guests here, Sunil Potti, General Manager and Vice President of Cloud security at Google Cloud. And Orion Hindawi, Co founder and CEO of Tanium. Gentlemen, thank you for coming on today. Appreciate it. Great event you guys have on the container. I call the summer of Cloud. It's a lot of events that Google's having. So you guys and your team are doing a great job. But there's some hard news, you guys are announcing an expanded partnership together. Sunil, tell us what is the news today? >> Hey, John, first of all, great to see you again. Love being on theCUBE anytime and it's my honor to actually share the state system around with Orion and the Tatium team. So essentially, what we are announcing today is the fact that, as most of you know, especially in the new normal, with a distributed workforce, and potentially it being the safer normal down the road, it presents an unprecedented opportunity. I think, in our opinion that we can use this to accelerate potentially safer posture that otherwise would have taken years to build into the enterprise ecosystem that we could now bring forward in a potentially in the year 2020 or 2021. So the primary announcement is based on the fact that Tanium's core enterprise offering and Google Clouds conical offering are coming together to build a full stack offering for endpoint detection and response so that customers can have an end to end offering that's both powerful, and easy to use. All the way from the detection, response, remediation, and analytics all built together into one seamless, easy to consume offering for the global enterprise. And being delivered in such a way that it can take into account organizations of thousands of employees or hundreds of thousands of employees, all by the same Cloud native solution. >> All right, how about why you're excited about this deal? What's different about it? Obviously, there's a relationship here. What's so exciting about this story? >> Yeah, I think, Orion should comment as well. But look, I think the key thing that we partnered on initially was a customer driven technology centric integrations, where we went deep from a chronical perspective to ensure native integration between any MS products to send signals out of the box, as well as curated, enhanced, enriched so that they could be actionable responses taken by Tanium's solutions as well on behalf of security analysts, as part of our journey to reinvent soccer the future, right. And so essentially, it's been a deliberate effort by both teams to not provide incremental integrations, but something that offers a re-imagined safety posture, especially that's enhanced, I would say or amplified in a world where pretty much every employee is essentially a threat vector now, but otherwise was not the case when they were working in a normal enterprise off. >> All right, what's your take on this? I see what's different. I see new big news. >> Sure, yeah. I mean, if you look at why we decided that Google would have been the perfect partner for us. We have very large enterprises. We work with about 70 of the Fortune 100, the US DOD, a lot of these very large environments, and many of them were coming to us and telling us two things. The first one was the amount of data that they were generating that they needed to be able to process and analyze and be able to find insight from was growing exponentially. And the second one was in the new kind of post COVID world, the amount of work from home risk that they were seeing and the perfection they needed to achieve on finding threats quickly and neutralizing them was actually also going up. And so between those two things, we started really looking for a partner that we could accelerate with to provide our customers with true world class, data analytics, retention, being able to visualize that data and then being able to act on that data through Tanium. And I think that the partnership that we've struck with Google and the work we've done with them to make this seamless for our customers, to make it scale really well, even for the largest managed networks, is something we're really proud of. >> What's the history between Chronicle and Tanium? How far back does it go? And how would you guys categorize this time and point in time in terms of evolution of that partnership? >> So maybe I'll take a stab Sunil. And then you can take one as well. We've been working with Chronicle now for over a year. And we've got customers who pointed us in this direction, which is how we love to start partnerships. We had some customers who had a lot of faith that Google was going to be able to crack this nut. And honestly, many of our customers had been really struggling with this with their current vendors at the time for years. And we're really looking for Google, because Google was the company that they saw as having the most credibility with massive, massive datasets. What we got surprised by actually was that there were a bunch of different legs of the stool that we could work with Google on. So not only data retention of Chronicle, but things like zero trust, which I think many people know Google actually invented the concept of. When we start thinking about Thin Client Management. So we actually found that there's a really expensive partnership here. And what we're doing with Chronicle, I think, is the first instantiation of that. But we expect that over the next even years, we've got a lot of room to run with Google to really secure and help our customers. >> Sunil talk about the way that you're riding on right now because obviously, the reality is and I won't use the term new normal, but the new reality is COVID has forced everyone to look at basically an unexpected disruption that no one saw coming. Yeah, we could we can prepare for disasters and floods and hurricanes and whatnot. But this is unforeseen. Everybody working at home. I mean, I can imagine all the VPN vendors freaking out who even needs a VPN? So the access methods is everything. It's mobile, home, home is new office. It's not just connect to an access point. My son's gaming, my daughter's watching Netflix, I'm trying to do some video conferencing. It's a mix of consumer business all happening. This is a complex environment now. What does this mean, this relation? How does this connect the dots? Can you expand on that? >> Yeah, I mean, I think I hinted on this a little bit at the beginning, is that we think this is an unprecedented opportunity to help accelerate digital transformation that otherwise would have taken a few years for many enterprises to get to, that can now be done, potentially, in months. And for some customers, maybe even in weeks. And some examples of that, that we've seen are that look, if you just take Google as a company, to Orion's point, look we invested many years worth of technology and IP that now we're slowly bringing out in the form of beyond Corp, product sets, but essentially of the fact that look, we should treat every employee as if they were a remote worker. We don't trust the network, we basically break transitive properties, which was one of the foundational issues with security in the enterprise, where I trust network and the network is trusted by a desktop. And then if you penetrate one, you can penetrate everything else in the chain. And so when COVID hit, we went from, essentially pretty much 100,000 plus employees working in distributor headquarters, but within the Google environment to working from home within a week later, but retained the same sort of, not productivity levels just, but actually the same safety levels that were much stronger. And so in many cases, what we are now seeing is that even though enterprises have come forward and said, "Look, yeah, we have some patchwork solutions "just because this is a major change for us. "Now that we are in it "for not just three months or six months, "but potentially a longer period of time, "why not take the opportunity "to replatform our security environments "so that we can actually be in a better state, "when we actually exit out of this environment. "Where we might actually never go back full time, "but it can actually be a hybrid run." So that's part of the reason why I think we're so jazzed about the partnership is that these are two examples of products coming together to help replatform at least one sets of traditional, if I can call it weak links in the security ecosystem that can now be sort of repacked. >> I was doing an interview actually, last week, and I was kind of riffing on this idea. This is one big IoT experiment. I mean, people are devices here, everyone's connected, but it's all remote, it's change the patterns of work and traffic and all kind of paradigms. But this brings up the issue of the customer challenge. Everyone's going to look at their environment saying, "Look, we now know the benefit of Cloud, it's clear, "but I got to rethink the projects that are on the table "and get rid of the ones that aren't going to be relevant "to where the world has shifted." It's not even a question of Digital Trends. It's like, okay, what am I doubling down on and what am I going to eliminate from the picture. So I got to ask you guys, if you guys can comment if I'm a customer, that's what's going through my head I got to survive, reinvent the foundation and come out with a growth strategy with a workforce, workplace, workloads, and workflows that are completely different. What's in it for me? What does this mean to me this partnership? So how do you help me what's in it for me? >> So I might take a stab at that. I think that a lot of our customers, if we look at where they were at the beginning of the year, they'd been building on a pretty creaky foundation and just adding more and more layers to it. So in the security side, many of our customers have 20, or 30, or 50, different tools, and many of them are there, because they were there yesterday. They're not actually, if you were going to zero based budget the way you were going to do security, they wouldn't be the tools you'd choose. And the interesting thing about this whole work from home transition, is it is effectively a zero based budget for security because a lot of the tools just basically don't work. So you think about a lot of the network tools and when everybody's working from home, you don't own the network. You think about a lot of even the end point tools that assumed that devices would be behind that network perimeter and now just don't work over the internet. And so when we look at our customers, they're realizing they have to re-platform their security model, anyway. And what they're doing is they're now picking again. And what they get to do is they get to pick the platforms that they now trust in 2020, with the work from home environment as it is. And I think what it gives you as a customer is a huge simplification of your environment. I mean, we talk to people every day, who were used to operating those 20 or 30, 50 tools, and they were spending 90% of their energy, just operating those tools, not actually improving security, and they were falling behind. >> That's a great-- >> If look at what they're able to do now. They actually can go back to a starting point where they think about what is the real threat I'm facing? What are the real platforms I should be choosing today? And we're actually seeing huge increases in our customer adoption of our platform. Because that resistance to change has been removed. People can't resist change anymore. Change has come. And as a result of that, they get to choose what they would like now. >> That's a huge point, I want to just double down on that redirect. And then we'll go to Sunil and his commentary. But I think you just hit the nail on the head. We are seeing the same commentary. You said it really eloquently, but the thing is, is that okay, if you believe what you just said, which I do, going into zero based budgeting decisions, fresh look at everything. The problem is people are looking at the decisions and comparing what the bells and whistles were from the tools. So how do you advise customers to rethink like, "Okay, if it's a fresh look, it's a fresh look." It's not like, okay, with the way we did it before. So a lot of times when you're evaluating products, a group gets together and say, "It doesn't have this bell or this whistle, "because that's the way we did it before." So you get to separate out this idea if you're going to go with that. It's a full fresh look. So how are customers doing that? Cause that's really difficult. >> It's a super relevant question for today's world, because I think you're absolutely right. If you talk to the person who operated the compliance tool in a big bank, and you ask them, "What do you need from that tool?" They very quickly get the things that if you just take the question, which is I need to do compliance for the bank, what do I need to do compliance effectively? And you look at the answer that they give you, which is I need this checkbox here, I need this button here, I need this minutia that I'm used to, to be consistent with what I've been used to for the last 10 years, those two things are not the same. And what we've really been encouraging our customers to do is take a look back at your requirements. So you are processing credit cards, you need to be PCI regulated. You need to be able to answer to your vendors, how many copies of their software you're using. You need to be able to find an attacker who's moving around your environment and do that as quickly as possible. And then let's build from there, what capabilities you need. And let's forget about whether the color scheme of the logo at the top of the report is the same. Let's talk about the core capabilities. And it's a very freeing conversation, actually, because what a lot of people start realizing is they've been maintaining the status quo, for reasons that actually have nothing to do with efficacy. They have to do with comfort, and the curse, and the beauty of the last six months is, no one's comfortable. So I don't care how comfortable you are with your tools, no one I know is comfortable today. And what it's giving us is an opportunity to look past the old school comfort and think about how do we transition to the future. And I think it's actually going to galvanize a lot of positive change. I was saying this before we went on air, but I don't think anybody wished that COVID was the way, that we would end up in a position where people have the appetite for change, but if there's a silver lining in the situation, that's it. And I really think that CIOs and CEOs and CFOs and CSOs, really across the board need to take advantage of the fact that there's a discontinuity here that allows us to throw out the old and bring in things that are much more effective. >> Sunil, that's a great tip for you. Because what he's basically saying is, if you don't focus on the check boxes, because there was reasons why, there's a long list probably RFPs are the same way, but we check in the boxes, okay, throw that out. By the way, you can innovate on those check boxes differently, but still achieve the same outcome, I get that. But for Google Cloud, you guys have a great network. It's well known in the industry, Google's got a phenomenal network, hence powering Android, and all the servers. We know that. With a Cloud player, this is a great opportunity for you guys to be a fresh candidate for this change. How are you guys talking about this internally, because this really is the goalposts have been moved in favor of who can deliver. >> Yeah, I think as both of you have been talking about it, look, I think the way I will maybe color this is, when consumers got to a safer posture with the advent of iPhone, right? Even though it was much more productive, delightful, and there's a bunch of other things. Ultimately, though, if anything, things became safer when you actually did computing on a phone, just because it was an opinionated stack. Ultimately, we believe whether you come to Cloud completely, or you consume some stacks, the more opinionated they are, that's ultimately the only way to reduce these moving parts that expose us to security issues. And that principles apply, by the way in reliability too, right? I mean, you have to simplify stuff for things to actually work at six nines and so forth. So same things apply in security. So imagine a world where every employee now is sitting at home. Maybe two years from now they come back they work in the Starbucks, but we had a virtual Chromebook experience. Because a physical Chromebook, of course, it's our goal to get that out there. Because on one hand, we have the Cloud, which is a full stack opinionated offering, but there's various elements of computing still dispersed in the environment. And you're talking about IoT, eventually, we'll get there, but just look at the employee's laptop or productivity station and imagine the construct of a virtual Chromebook off. And that's an opinionated stack. And that's essentially a variant of what the joint offering between the two companies is essentially aspiring to, is to provide that level of clarity and opinionation that actually genuinely solves for some foundational security issues. And in doing so, you now have a, essentially a opinionated stack close to the user. The enterprise user is a opinion stack via mobile phones close to the consumer user. And for all enterprises from a computing side, there's an opinion stack, whether it be Google or some of the other public Clouds, right. And ultimately, I think the world will move into these few sets of these opinion stacks at various points of control. And at least this particular partnership is around making the first step towards potentially one of those opinionated stacks. Allow virtual Chromebooks like experience for the enterprise users. >> And I think this is the beginning of the wave of the reality that the edge of the network, whatever you want to call it, and you see this with endpoint detection, right? I mean, everything's an endpoint now. I mean, I still think this is one big IoT device and everything's just moving around. So zero trust is a big part of it, Google Cloud, and this relationship brings that to the next level. How does zero trust and Tanium mission intersect here? Because I see some obvious ones we just talked about, but what's the connection? >> Yeah, I think and we'll hopefully talk more about it later in the year as well as we can and come up with more integrations. But at the high level, I think the way to think about this would be, imagine that device as you were talking about having an ability to actually send a strong set of signals, not just for detection and response, but for actually enforcing authentication and authorization as well. Because ultimately, identity needs to intersect with the current stack that we currently have between the two companies. And so when identity of the user, identity of the device, identity of... The context in which someone actually allows a user to access an application, these are all net new things that need to be brought into the solution to then provide both not just a safe way to provide an endpoint detection and response opinionated stack, but to also essentially make that part of an Uber zero trust offering, that a customer can consume, to ensure that, ultimately look, it doesn't really matter whether the employee is at home, they're using their own laptop, they're at Starbucks, they can come back to work, but ultimately they have this virtualized security ring that protects and always constantly authorizes, authenticates, and provides a bunch of this security operations capabilities beyond. >> So anyway-- >> The simple answer is, once we intersect identity and a slew of beyond Corp capabilities into the current offering, that's how the next step towards a more formidable zero trust offering falls. >> Okay, Orion, I'd love to get your thoughts, but if you both can answer this question, that'd be great. I'd love to get your thoughts little gamification here. If you had to put the headline out on this news, not the one on the press release that's like perfectly written. I mean bumper sticker. What is the real meaning of this relationship in this news? If you get to put a headline out there, Think New York Post style maybe or something that's can describe the news. >> I mean, I will admit, I'm not known for being good at sound bites. So I'll give you the one sentence and you can help me pair it down. But I mean, really what it is, is I think Tanium has got the highest fidelity and visibility and control out there. And I think Google's got the best data storage analytics, retention, cross referencing we've ever seen. And when you combine those two things, it's incredibly powerful for our enterprise users. And we've already seen customers where it's been transformative. >> Sunil headline-- (both talking) No, that's fine, protection solid. >> I think it's a much more descriptive nature, frankly, but I think my logical tagline that I just keep sort of the soundbite that I keep referring to is, look, you know, the world needs a virtual Chromebook to really feel safe at an endpoint level. And this is the first instantiation of that core stack that can at least get enterprise to start on that journey. >> I think you guys run something really big here. And one of my personal observations is, one is the complexity of the telemetry coming back and I can see how you would go in there and connecting the dots between Google's back end and your stuff coming together. You need to have that high powered energy from the resource. But also there's a human element, people are working at home, whether you're a teacher, they're getting you getting fished, they're spear fished, they're targeted social engineering. So as people come home, and there's now multiple access points, there's more surface area. So every single endpoint needs to be protected. And I think people in the normal world or outside of the tech industry saying, "Oh, I get it now. "We're not really protected." And this is not just sensor networks or OT technology, OT it's really humans. This is really where it's going, isn't it, guys? >> I chime in and then maybe Orion you should take it there. Cause look, I think we do have a foundational principle here, which says look, as demonstrated in a post code world. But your point, John, whether it be IoT, just to distributed computing in general continues to expand, we should just assume that the surface area for security issues on the expense, right. And rather than trying to do a rakamole of the surface area, what if you could take a foundational approach that actually breaks that relationship between expanded surface area means, expanded exposure to that. And so essentially, the same approach that we took with zero trust, which is, look, we just know we're going to get broken into. So just don't assume that your network is not safe, but still have a secure posture, right? How did that come to be? I think if you can just apply that, more generally into this construct of a distributed enterprise, which says, "Look, the surface area is going to keep going, "but let's break that correlation "between surface area to rates "buy a more foundational construct." That says, "Look, doesn't matter if today it's your, "as you said, this is your device. "Tomorrow, it could be your son's laptop "that you use to actually log into your network "and so forth." But ultimately, though, doesn't matter who you are, where you're accessing it from, what device you're using, or what network you're using, which location, the safety posture is still very strong. >> That's awesome. >> Yeah, I will just add, you're absolutely right. I mean, if you look at a customer I'm thinking about today, and I just heard this from their CIO a couple days ago, but they have one and a half million things they're protecting today, they expect to have over 150 million in five years. And so you look at containerization, cloud mobility, all the work from home stuff, it's just going to make this a more and more complex, highly variant problem, we need to expect that. And I think a lot of people are very frustrated that at the time that expansion is happening, the network essentially did become a control point you couldn't trust anymore. So the thesis that Google had around zero trust, actually became our entire world for most enterprises. When you look at that we do owe customers Quantum Jumps in capability, or they're just not going to catch up. And I think that the theoretical approach that we're taking here, between Google and Tanium lets our customers take one of those Quantum Jumps, where they're going to be seeing a lot more, they're going to be able to trust it a lot more. They're going to be able to allow devices to have access to things based on their current state and based on believing that we can extrapolate whether there's security on that device accurately. And that's something that I think a lot of customers have just never been able to do before. And frankly, I think it takes companies like this to pair up and really invest in joining their technologies to be able to get that fabric that will get our customers materially forward. And I'll just say one other thing. Many of our customers up to literally, three or four months ago, we're in a position where they were spending 60 or 70% of their security budgets on network. There's nowhere to spend that money today that's actually productive. It gives them the ability to refactor what they're doing, and the obligation to do it. Because if they don't do it, I think as, I was describing with the amount of increased assets, the amount of complexity, the lack of network control, if they don't do it, looking at the amount of threat our customers are facing today, they're going to be underwater really quickly. And so I'm proud that we get to get together here and give them a big step forward. And I really, I think there's an obligation on our industry, not to try and re-warm the same stuff we've been doing for the last 20 years and try and serve it to our customers again, but to really rethink the approach because it is a different world. >> Sunil you've been involved in a lot of entrepreneurial ventures, you've been on these waves that were misunderstood and then became understood. This is what we're getting out here and we saying essentially new expectations, we're going to drive that experience, and then ultimately drive the domain. And people will either be out of business or in business. If you're a supplier, I'll give you the final word. you guys are in good position. >> Yeah, I say that, especially in security gone, more so than maybe any other infrastructure space that I've been enrolled in. Most products have been built to solve problems with other products. And as Orion just rightfully pointed out, I think this opportunity gives enterprises clarity and vendors clarity, that look, you really have to take a foundationally, original approach to solve problems that can get customers to, if I can call it a staff function change in their current safety posture, right? And so that's really the core essence of the partnership is to, rather than worrying about solving problems with other products and so forth, is to use this opportunity, like I said, to have an opinionated view, to fundamentally change the security posture of the endpoint once and for all. >> Well, gentlemen, congratulations on a great partnership, expanded partnership. Again, the world is changing. I love this fresh look. I think that's totally right on the money. The new reality, we're here. Thanks for you taking the time to remote in from Seattle and the Bay Area. Sunil great to see you again at Google Cloud. Thanks for coming in. Orion, nice to meet you and good luck with everything. >> Thank you. >> Thank you. >> Okay, this is theCUBE's virtual coverage of Google OnAir next 2020. It's all virtual, virtualization is come in. And don't trust the network. You got to watch those endpoints. Here with Google and Tanium great partnership news. I'm John Furrier host of theCube. Thanks for watching. (upbeat music)

>> Announcer: From theCUBE Studios in Palo Alto and Boston, connecting with thought leaders all around the world, this is a CUBE conversation. >> Hello, welcome back to theCUBE's coverage, CUBE Virtual's coverage, CUBE digital coverage, of AWS Summit, virtual online, Amazon Summit's normally in face-to-face all around the world, it's happening now online, follow the sun. Of course, we want to bring theCUBE coverage like we do at the events digitally, and we've got a great guest that usually comes on face-to-face, he's coming on virtual, Sanjay Poonen, the chief operating officer of VMware. Sanjay great to see you, thanks for coming in virtually, you look great. >> Hey, John thank you very much. Always a pleasure to talk to you. This is the new reality. We both happen to live very close to each other, me in Los Altos, you in Palo Alto, but here we are in this new mode of communication. But the good news is I think you guys at theCUBE were pioneering a lot of digital innovation, the AI platform, so hopefully it's not much of an adjustment for you guys to move digital. >> It's not really a pivot, just move the boat, put the sails up and sail into the next generation, which brings up really the conversation that we're seeing, which is this digital challenge, the virtual world, it's virtualization, Sanjay, it sounds like VMware. Virtualization spawned so much opportunity, it created Amazon, some say, I'd say. Virtualizing our world, life is now integrated, we're immersed into each other, physical and digital, you got edge computing, you got cloud native, this is now a clear path to customers that recognize with the pandemic challenges of at-scale, that they have to operate their business, reset, reinvent, and grow coming out of this pandemic. This has been a big story that we've been talking about and a lot of smart managers looking at projects saying, I'm doubling down on that, and I'm going to move the resources from this, the people and budget, to this new reality. This is a tailwind for the folks who were prepared, the ones that have the experience, the ones that did the work. theCUBE, thanks for the props, but VMware as well. Your thoughts and reaction to this new reality, because it has to be cloud native, otherwise it doesn't work, your thoughts. >> Yeah, I think, John, you're right on. We were very fortunate as a company to invent the term virtualization for an x86 architecture and the category 20 years ago when Diane founded this great company. And I would say you're right, the public cloud is the instantiation of virtualization at its sort of scale format and we're excited about this Amazon partnership, we'll talk more about that. This new world of doing everything virtual has taken the same concepts to whole new levels. We are partnering very closely with companies like Zoom, because a good part of this is being able to deliver video experiences in there, we'll talk about that if needed. Cloud native security, we announced an acquisition today in container security that's very important because we're making big moves in security, security's become very important. I would just say, John, the first thing that was very important to us as we began to shelter in place was the health of our employees. Ironically, if I go back to, in January I was in Davos, in fact some of your other folks who were on the show earlier, Matt Garman, Andy, we were all there in January. The crisis already started in China, but it wasn't on the world scene as much of a topic of discussion. Little did we know, three, four weeks later, fast forward to February things were moving so quickly. I remember a Friday late in February where we were just about to go the next week to Las Vegas for our in-person sales kickoffs. Thousands of people, we were going to do, I think, five or 6,000 people in Las Vegas and then another 3,000 in Barcelona, and then finally in Singapore. And it had not yet been categorized a pandemic. It was still under this early form of some worriable virus. We decided for the health and safety of our employees to turn the entire event that was going to happen on Monday to something virtual, and I was so proud of the VMware team to just basically pivot just over the weekend. To change our entire event, we'd been thinking about video snippets. We have to become in this sort of virtual, digital age a little bit like TV producers like yourself, turn something that's going to be one day sitting in front of an audience to something that's a lot shorter, quicker snippets, so we began that, and the next thing we began doing over the next several weeks while the shelter in place order started, was systematically, first off, tell our employees, listen, focus on your health, but if you're healthy, turn your attention to serving your customers. And we began to see, which we'll talk about hopefully in the context of the discussion, parts of our portfolio experience a tremendous amount of interest for a COVID-centered world. Our digital workplace solutions, endpoint security, SD-WAN, and that trifecta began to be something that we began to see story after story of customers, hospitals, schools, governments, retailers, pharmacies telling us, thank you, VMware, for helping us when we needed those solutions to better enable our people on the front lines. And all VMware's role, John, was to be a digital first responder to the first responder, and that gave tremendous amount of motivation to all of our employees into it. >> Yeah, and I think that's a great point. One of the things we've been talking about, and you guys have been aligned with this, you mentioned some of those points, is that as we work at home, it points out that digital and technology is now part of lifestyle. So we used to talk about consumerization of IT, or immersion with augmented reality and virtual reality, and then talk about the edge of the network as an endpoint, we are at the edge of the network, we're at home, so this highlights some of the things that are in demand, workspaces, VPN provisioning, these new tools, that some cases we've been hearing people that no one ever thought of having a forecast of 100% VPN penetration. Okay, you did the AirWatch deal way back when you first started, these are now fruits of those labors. So I got to ask you, as managers of your customer base are out there thinking, okay, I got to double down on the right growth strategy for this post-pandemic world, the smart managers are going to look at the technologies enabled for business outcome, so I have to ask you, innovation strategies are one thing, saying it, putting it place, but now more than ever, putting them in action is the mandate that we're hearing from customers. Okay I need an innovation strategy, and I got to put it into action fast. What do you say to those customers? What is VMware doing with AWS, with cloud, to make those innovation strategies not only plausible but actionable? >> That's a great question, John. We focused our energy, before even COVID started, as we prepared for this year, going into sales kickoffs and our fiscal year, around five priorities. Number one was enabling the world to be multicloud, private cloud and public cloud, and clearly our partnership here with Amazon is the best example of that and they are our preferred cloud partner. Secondly, building modern apps with microservices and cloud native, what we call app modernization. Thirdly, which is a key part to the multicloud, is building out the entire network stack, data center networking, the firewalls, the load bouncing in SD-WAN, so I'd call that cloud network. Number four, the modernization of workplace with an additional workspace solution, Workspace ONE. And five, intrinsic security from all aspects of security, network, endpoint, and cloud. So those five priorities were what we began to think through, organize our portfolio, we call them solution pillars, and for any of your viewers who're interested, there's a five-minute version of the VMware story around those five pillars that you can watch on YouTube that I did, you just search for Sanjay Poonen and five-minute story. But then COVID hit us, and we said, okay we got to take these strategies now and make them more actionable. Exactly your question, right? So a subset of that portfolio of five began to become more actionable, because it's pointless going and talking about stuff and it's like, hey, listen, guys, I'm a house on fire, I don't care about the curtains and all the wonderful art. You got to help me through this crisis. So a subset of that portfolio became kind of what was those, think about now your laptop at home, or your endpoint at home. People wanted, on top of their Zoom call, or surrounding their Zoom call, a virtual desktop managed easily, so we began to see Workspace ONE getting a lot of interest from our customers, especially the VDI part of that portfolio. Secondly, that laptop at home needed to be secured. Traditional, old, legacy AV solutions that've worked, enter Carbon Black, so Workspace ONE plus Carbon Black, one and two. Third, that laptop at home needs network acceleration, because we're dialoguing and, John, we don't want any latency. Enter SD-WAN. So the trifecta of Workspace ONE, Carbon Black and VeloCloud, that began to see even more interest and we began to hone in our portfolio around those three. So that's an example of where you have a general strategy, but then you apply it to take action in the midst of a crisis, and then I say, listen, that trifecta, let's just go and present what we can do, we call that the business continuity or business resilience part of our portfolio. We began to start talking to customers, and saying, here's our business continuity solution, here's what we could do to help you, and we targeted hospitals, schools, governments, pharmacies, retailers, the ones who're on the front line of this and said again, that line I said earlier, we want to be a digital first responder to you, you are the real first responder. Right before this call I got off a CIO call with the CIO of a major hospital in the northeast area. What gives me great joy, John, is the fact that we are serving them. Their beds are busting at the seam, in serving patients-- >> And ransomware's a huge problem you guys-- >> We're serving them. >> And great stuff there, Sanjay, I was just on a call this morning with a bunch of folks in the security industry, thought leaders, was in DC, some generals were there, some real thought leaders, trying to figure out security policy around biosecurity, COVID-19, and this invisible disruption, and they were equating it to like the World Wars. Big inflection point, and one of the generals said, in those times of crisis you need alliances. So I got to ask you, COVID-19 is impactful, it's going to have serious impact on the critical nature of it, like you said, the house is on fire, don't worry about the curtains. Alliances matter more than ever when you need to come together. You guys have an ecosystem, Amazon's got an ecosystem, this is going to be a really important test to the alliances out there. How do you view that as you look forward? You need the alliances to be successful, to compete and win in the new world as this invisible enemy, if you will, or disruptor happens, what's your thoughts? >> Yeah, I'll answer in a second, just for your viewers, I sneezed, okay? I've been on your show dozens of time, John, but in your live show, if I sneezed, you'd hear the loud noise. The good news in digital is I can mute myself when a sneeze is about to happen, and we're able to continue the conversation, so these are some side benefits of the digital part of it. But coming to your question on alliance, super important. Ecosystems are how the world run around, united we stand, divided we fall. We have made ecosystems, I've always used this phrase internally at VMware, sort of like Isaac Newton, we see clearly because we stand on the shoulders of giants. So VMware is always able to be bigger of a company if we stand on the shoulders of bigger giants. Who were those companies 20 years ago when Diane started the company? It was the hardware economy of Intel and then HP and Dell, at the time IBM, now Lenovo, Cisco, NetApp, DMC. Today, the new hardware companies Amazon, Azure, Google, whoever have you, we were very, I think, prescient, if you would, to think about that and build a strategic partnership with Amazon three or four years ago. I've mentioned on your show before, Andy's a close friend, he was a classmate over at Harvard Business School, Pat, myself, Ragoo, really got close to Andy and Matt Garman and Mike Clayville and several members of their teams, Teresa Carlson, and began to build a partnership that I think is one of the most incredible success stories of a partnership. And Dell's kind of been a really strong partner with us on private cloud, having now Amazon with public cloud has been seminal, we do regular meetings and build deep integration of, VMware Cloud and AWS is not some announcement two or three years ago. It's deep engineering between, Bask's now in a different role, but in his previous role, that and people like Mark Lohmeyer in our team. And that deep engineering allows us to know and tell customers this simple statement, which both VMware and Amazon reps tell their customers today, if you have a workload running on vSphere, and you want to move that to Amazon, the best place, the preferred place for that is VMware Cloud and Amazon. If you try to refactor that onto a native VC 2, it's a waste of time and money. So to have the entire army of VMware and Amazon telling customers that statement is a huge step, because it tells customers, we have 70 million virtual machines running on-prem. If customers are looking to move those workloads to Amazon, the best place for that VMware Cloud and AWS, and we have some credible customer case studies. Freddie Mac was at VMworld last year. IHS Markit was at VMworld last year talking about it. Those are two examples and many more started it, so we would like to have every VMware and Amazon customer that's thinking about VMware to look at this partnership as one of the best in the industry and say very similar to what Andy I think said on stage at the time of this announcement, it doesn't have to be now a trade-off between public and private cloud, you can get the best of both worlds. That's what we're trying to do here-- >> That's a great point, I want to get your thoughts on leadership, as you look at COVID-19, one of our tracks we're going to be promoting heavily on theCUBE.net and our sites, around how to manage through this crisis. Andy Jassy was quoted on the fireside chat, which is coming up here in North America, but I saw it yesterday in New Zealand time as I time shifted over there, it's a two-sided door versus a one-sided door. That was kind of his theme is you got to be able to go both ways. And I want to get your thoughts, because you might know what you're doing in certain contexts, but if you don't know where you're going, you got to adjust your tactics and strategies to match that, and there's and old expression, if you don't know where you're going, every road will take you there, okay? And so a lot of enterprise CXOs or CEOs have to start thinking about where they want to go with their business, this is the growth strategy. Then you got to understand which roads to take. Your thoughts on this? Obviously we've been thinking it's cloud native, but if I'm a decision maker, I want to make sure I have an architecture that's going to carry me forward to the future. I need to make sure that I know where I'm going, so I know what road I'm on. Versus not knowing where I'm going, and every road looks good. So your thoughts on leadership and what people should be thinking around knowing what their destination is, and then the roads to take? >> John, I think it's the most important question in this time. Great leaders are born through crisis, whether it's Winston Churchill, Charles de Gaulle, Roosevelt, any of the leaders since then, in any country, Mahatma Gandhi in India, the country I grew up, Nelson Mandela, MLK, all of these folks were born through crisis, sometimes severe crisis, they had to go to jail, they were born through wars. I would say, listen, similar to the people you talked about, yeah, there's elements of this crisis that similar to a World War, I was talking to my 80 year old father, he's doing well. I asked him, "When was the world like this?" He said, "Second World War." I don't think this crisis is going to last six years. It might be six or 12 months, but I really don't think it'll be six years. Even the health care professionals aren't. So what do we learn through this crisis? It's a test of our leadership, and leaders are made or broken during this time. I would just give a few guides to leaders, this is something tha, Andy's a great leader, Pat, myself, we all are thinking through ways by which we can exercise this. Think of Sully Sullenberger who landed that plane on the Hudson. Did he know when he flew that airbus, US Airways airbus, that few flock of birds were going to get in his engine, and that he was going to have to land this plane in the Hudson? No, but he was making decisions quickly, and what did he exude to his co-pilot and to the rest of staff, calmness and confidence and appropriate communication. And I think it's really important as leaders, first off, that we communicate, communicate, communicate, communicate to our employees. First, our obligation is first to our employees, our family first, and then of course to our company employees, all 30,000 at VMware, and I'm sure similarly Andy does it to his, whatever, 60, 70,000 at AWS. And then you want to be able to communicate to them authentically and with clarity. People are going to be reading between the lines of everything you say, so one of the things I've sought to do with my team, all the front office functions report to me, is do half an hour Zoom video conferences, in the time zone that's convenient to them, so Japan, China, India, Europe, in their time zone, so it's 10 o'clock my time because it's convenient to Japan, and it's just 10 minutes of me speaking of what I'm seeing in the world, empathizing with them but listening to them for 20 minutes. That is communication. Authentically and with clarity, and then turn your attention to your employees, because we're going stir crazy sitting at home, I get it. And we've got to abide by the ordinances with whatever country we're in, turn your attention to your customers. I've gotten to be actually more productive during this time in having more customer conference calls, video conference calls on Zoom or whatever platform with them, and I'm looking at this now as an opportunity to engage in a new way. I have to be better prepared, like I said, these are shorter conversations, they're not as long. Good news I don't have to all over the place, that's better for my family, better for the carbon emission of the world, and also probably for my life long term. And then the third thing I would say is pick one area that you can learn and improve. For me, the last few years, two, three years, it's been security. I wanted to get the company into security, as you saw today we've announced mobile, so I helped architect the acquisition of Carbon Black, very similar to kind of the moves I've made six years ago around AirWatch, very key part to all of our focus to getting more into security, and I made it a personal goal that this year, at the start of the year, before COVID, I was going to meet 1,000 CISOs, in the Fortune 1000 Global 2000. Okay, guess what, COVID happens, and quite frankly that goal's gotten a little easier, because it's much easier for me to meet a lot more people on Zoom video conferences. I could probably do five, 10 per day, and if there's 200 working days in a day, I can easily get there, if I average about five per day, and sometimes I'm meeting them in groups of 10, 20. >> So maybe we can get you on theCUBE more often too, 'cause you have access to a video camera. >> That is my growth mindset for this year. So pick a growth mindset area. Satya Nadella puts this pretty well, "Move from being a know-it-all to a learn-it-all." And that's the mindset, great company. Andy has that same philosophy for Amazon, I think the great leaders right now who are running these cloud companies have that growth mindset. Pick an area that you can grow in this time, and you will find ways to do it. You'll be able to learn online and then be able to teach in some fashion. So I think communicate effectively, authentically, turn your attention to serving your customers, and then pick some growth area that you can learn yourself, and then we will come out of this crisis collectively, individuals and as partners, like VMware and Amazon, and then collectively as a society, I believe we'll come out stronger. >> Awesome great stuff, great insight there, Sanjay. Really appreciate you sharing that leadership. Back to the more of technical questions around leadership is cloud native. It's clear that there's going to be a line in the sand, if you will, there's going to be a right side of history, people are going to have to be on the right side of history, and I believe it's cloud native. You're starting to see this emersion. You guys have some news, you just announced today, you acquired a Kubernetes security startup, around Kubernetes, obviously Kubernetes needs security, it's one of those key new enablers, disruptive enablers out there. Cloud native is a path that is a destination opportunity for people to think about, why that acquisition? Why that company? Why is VMware making this move? >> Yeah, we felt as we talked about our plans in security, backing up to things I talked about in my last few appearances on your show at VMworld, when we announced Carbon Black, was we felt the security industry was broken because there was too many point benders, and we figured there'd be three to five control points, network, endpoint, cloud, where we could play a much more pronounced role at moving a lot of these point benders, I describe this as not having to force our customers to go to a doctor and say I've got to eat 5,000 tablets to get healthy, you make it part of your diet, you make it part of the infrastructure. So how do we do that? With network security, we're off to the races, we're doing a lot more data center networking, firewall, load bouncing, SD-WAN. Really, reality is we can eat into a lot of the point benders there that I've just been, and quite frankly what's happened to us very gratifying in the network security area, you've seen the last few months, some firewall vendors are buying SD-WAN players, kind of following our strategy. That's a tremendous validation of the fact that the network security space is being disrupted. Okay, move to endpoint security, part of the reason we acquired Carbon Black was to unify the client side, Workspace ONE and Carbon Black should come together, and we're well under way in doing that, make Carbon Black agentless on the server side with vSphere, we're well on the way to that, you'll see that very soon. By the way both those things are something that the traditional endpoint players can't do. And then bring out new forms of workload. Servers that are virtualized by VMware is just one form of work. What are other workloads? AWS, the public clouds, and containers. Container's just another workload. And we've been looking at container security for a long time. What we didn't want to do was buy another static analysis player, another platform and replatform it. We felt that we could get great technology, we have incredible grandeur on container cell. It's sort of Red Hat and us, they're the only two companies who are doing Kubernetes scales. It's not any of these endpoint players who understand containers. So Kubernetes, VMware's got an incredible brand and relevance and knowledge there. The networking part of it, service mesh, which is kind of a key component also to this. We've been working with Google and others like Istio in service mesh, we got a lot of IP there that the traditional endpoint players, Symantec, McAfee, Trend, CrowdStrike, don't know either Kubernetes or service mesh well. We add now container security into this, we really distinguish ourselves further from the traditional endpoint players with bringing together, not just the endpoint platform that can do containers, but also Kubernetes service mesh. So why is that important? As people think about their future in containers, they'll want to do this at the runtime level, not at the static level. They'll want to do it at build time And they'll want to have it integrated with some of their networking capabilities like service mesh. Who better to think about that IP and that evolution than VMware, and now we bring, I think it's 12 to 14 people we're bringing in from this acquisition. Several of them in Israel, some of them here in Palo Alto, and they will build that platform into the tech that VMware has onto the Carbon Black cloud and we will deliver that this year. It's not going to be years from now. >> Did you guys talk about the-- >> Our capability, and then we can bring the best of Carbon Black, with Tanzu, service mesh, and even future innovation, like, for example, there's a big movement going around, this thing call open policy agent OPA, which is an open source effort around policy management. You should expect us to embrace that, there could be aspects of OPA that also play into the future of this container security movement, so I think this is a really great move for Patrick and his team, I'm very excited. Patrick is the CEO of Carbon Black and the leader of that security business unit, and he came to me and said, "Listen, one of the areas "we need to move in is container security "because it's the number one request I'm hearing "from our CESOs and customers." I said, "Go ahead Patrick. "Find out who are the best player you could acquire, "but you have to triangulate that strategy "with the Tanzu team and the NSX team, "and when you have a unified strategy what we should go, "we'll go an make the right acquisition." And I'm proud of what he was able to announce today. >> And I noticed you guys on the release didn't talk about the acquisition amount. Was it not material, was it a small amount? >> No, we don't disclose small, it's a tuck-in acquisition. You should think of this as really bringing us some tech and some talent, and being able to build that into the core of the platform of Carbon Black. Carbon Black was the real big move we made. Usually what we do, you saw this with AirWatch, right, anchor on a fairly big move. We paid I think 2.1 billion for Carbon Black, and then build and build and build on top of that, partner very heavily, we didn't talk about that. If there's time we could talk about it. We announced today a security alliance with top SIEM players, in what's called a sock alliance. Who's announced in there? Splunk, IBM QRadar, Google Chronicle, Sumo Logic, and Exabeam, five of the biggest SIEM players are embracing VMware in endpoint security, saying, Carbon Black is who we want to work with. Nobody else has that type of partnership, so build, partner, and then buy. But buy is always very carefully thought through, we're not one of these companies like CA of the past that just bought every company and then it becomes a graveyard of dead acquisition. Our view is we're very disciplined about how we think about acquisition. Acquisitions for us are often the last resort, because we'd prefer to build and partner. But sometimes for time-to-market reasons, we acquire, and when we acquire, it's thoughtful, it's well-organized within VMware, and we take care of our people, 'cause we want, I mean listen, why do acquisitions fail? Because the good people leave. So we're excited about this team, the team in Israel, and the team in Palo Alto, they come from Octarine. We're going to integrate them rapidly into the platform, and this is a good evidence of VMware investing more in security, and our Q3 earnings pulled, John, I said, sorry, we said that the security business was a billion dollar business at VMware already, primarily from network, but some from endpoint. This is evidence of us putting more fuel behind that fire. It's only been six, seven months and Patrick's made his first acquisition inside Carbon Black, so you're going to see us investing more in security, it's an important priority for the company, and I expect us to be a very prominent player in these three pillars, network security, endpoint security, endpoint is both client and the workload, and cloud. Network, endpoint, cloud, they are the three areas where we think there's lots of room for innovation in security. >> Well, we'll be watching, we'll be reporting and analyzing the moves. Great playbook, by the way. Love that organic partnering and then key acquisitions which you build around, it's a great playbook, I think it's very relevant for this time. The most important question I have to ask you, Sanjay, and this is a personal question, because you're the leader of VMware, I noticed that, we all know you're into music, you've been putting music online, kind of a virtual band. You've also hired a CUBE alumni, Victoria Verango from McAfee who also puts up music, you've got some musicians, but you kind of know how to do the digital moves there, so the question is, will the music at VMworld this year be virtual? >> Oh, man. Victoria is actually an even better musician than me. I'm excited about his marketing gifts, but I'm also excited to watch him. But yeah, you've heard him sing, he's got a voice that's somewhat similar to Sting, so we, just for fun, in our Diwali, which is an Indian celebration last year, Tom Corn, myself, and a wonderful lady named Divya, who's got a beautiful voice, had sung a song, which was off the soundtrack of the Bollywood movie, "Secret Superstar," and we just for fun decided to record that in our three separate homes, and put that out on YouTube. You can listen, it's just a two or three-minute run, and it kind of went a little bit viral. And I was thinking to myself, hey, if this is one way by which we can let the VMware community know that, hey, you know what, art conquers COVID-19, you can do music even socially distant, and bring out the spirit of VMware, which is community. So we might build on that idea, Victoria and I were talking about that last night and saying, hey, maybe we do a virtual music kind of concert of maybe 10 or 15 or 20 voices in the various different countries. Record piece of a song and music and put it out there. I think these are just ways by which we're having fun in a virtual setting where people get to see a different side of VMware where, and the intent here, we're all amateurs, John, we're not like great. There are going to be mistakes in this music. If you listen to that audio, it sounds a little tinny, 'cause we're recording it off our iPhone and our iPad microphone. But we'll do the best we can, the point is just to show the human spirit and to show that we care, and at the end of the day, see, the COVID-19 virus has no prejudice on color of skin, or nationality, or ethnicity. It's affecting the whole world. We all went into the tunnel at different times, we will come out of this tunnel together and we will be a stronger human fabric when we're done with this, We shall absolutely overcome. >> Sanjay, give us a quick update to end the segment on your thoughts around VMworld. It's one of the biggest events, we look forward to it. It's the only even left standing that theCUBE's been to every year of theCUBE's existence, we're looking forward to being part of theCUBE virtual. It's been announced it's virtual. What are some of the thinking going on at the highest levels within the VMware community around how you're going to handle VMworld this year? >> Listen, when we began to think about it, we had to obviously give our customers and folks enough notice, so we didn't want to just spring that sometime this summer. So we decided to think through it carefully. I asked Robin, our CMO, to talk to many of the other CMOs in the industry. Good news is all of these are friends of ours, Amazon, Microsoft, Google, Salesforce, Adobe, and even some smaller companies, IBM did theirs. And if they were in the first half of the year, they had to go virtual 'cause we're sheltered in place, and IBM did theirs, Okta did theirs, and we began to watch how they were doing this. We're kind of in the second half, because we were August, September, and we just sensed a lot of hesitancy from our customers that wanted to get on a plane to come here, and even if we got just 500, 1,000, a few thousand, it wasn't going to be the same and there would always be that sort of, even if we were getting back to that, some worry, so we figured we'd do something that might be semi-digital, and we may have some people that roam, but the bulk of it is going to be digital, and we changed the dates to be a little later. I think it's September 20th to 29th. Right now it's all public now, we announced that, and we're going to make it a great program. In some senses like we're becoming TV producer. I told our team we got to be like Disney or ESPN or whoever your favorite show is, YouTube, and produce a really good several-hour program that has got a different way in which digital content is provided, smaller snippets, very interesting speakers, great brand names, make the content clear, crisp and compelling. And if we do that, this will be, I don't know, maybe it's the new norm for some period of time, or it might be forever, I don't know. >> John: We're all learning. >> In the past we had huge conferences that were busting 50, 70, 100,000 and then after the dot-com era, those all shrunk, they're like smaller conferences, and now with advent of companies like Amazon and Salesforce, we have huge events that, like VMworld, are big events. We may move to a environment that's a lot more digital, I don't know what the future of in-presence physical conferences are, but we, like others, we're working with AWS in terms of their future with Reinvent, what Microsoft's doing with Ignite, what Google's doing with Next, what Salesforce's going to do with Dreamforce, all those four companies are good partners of ours. We'll study theirs, we'll work together as a community, the CMOs of all those companies, and we'll come together with something that's a very good digital experience for our customers, that's really what counts. Today I did a webinar with a partner. Typically when we did a briefing in our briefing center, 20 people came. There're 100 people attending this, I got a lot more participation in this QBR that I did with this SI partner, one of the top SIs in the world, in an online session with them, than would I have gotten if they'd all come to Palo Alto. That's goodness. Should we take the best of that world and some physical presence? Maybe in the future, we'll see how it goes. >> Content quality. You know, you know content. Content quality drives everything online, good engagement creates community, that's a nice flywheel. I think you guys will figure it out, you've got a lot of great minds there, and of course, theCUBE virtual will be helping out as we can, and we're rethinking things too-- >> We count on that, John-- >> We're going to be open minded to new ideas, and, hey, whatever's the best content we can deliver, whether it's CUBE, or with you guys, or whoever, we're looking forward to it. Sanjay, thanks for spending the time on this CUBE Keynote coverage of AWS Summit. Since it's digital we can do longer programs, we can do more diverse content. We got great customer practitioners coming up, talking about their journey, their innovation strategies. Sanjay Poonen, COO of VMware, thank you for taking your precious time out of your day today. >> Thank you, John, always a pleasure. >> Thank you. Okay, more CUBE, virtual CUBE digital coverage of AWS Summit 2020, theCUBE.net is we're streaming, and of course, tons of videos on innovation, DevOps, and more, scaling cloud, scaling on-premise hybrid cloud, and more. We got great interviews coming up, stay with us our all-day coverage. I'm John Furrier, thanks for watching. (upbeat music)