yeah I probably would use a sort of ever-changing I would say ever-expanding you know but you have to write because what we saw when we started off is roll around how to automate my datacenter how do I get a cloud experience in my data center what we see changing and okay Frank is driven by this whole app refactoring process that customers want to deploy apps maybe in the cloud maybe develop in the cloud and so they need an extension to the automated data center into the cloud and so really what you see from us is an expansion of that ACA concept you rangas point we actually really didn't change we just we're just extending it to container development platforms two different cloud environments what's the same area automate end-to-end network reach as well as the segmentation what is the right there right sorry security regime in this you know cloud era how is it evolving well I mean what we're doing is we're bringing tools like tetration which now runs on Prem and in the cloud things like stealthWatch which runs on from in the cloud and simply bringing them security frameworks that are very effective we're I think a very capable of well known security vendor but bringing them the capability to run the same capabilities in their on-prem environments and their data centers as well as in multiple public clouds and that just eliminates the seams that hackers could maybe get into it makes common policy Possible's they can define policy around an application once and have that apply across the vault environments which not only it's easier for them but it eliminates potential mistakes that they might make that might leave things open to a hacker so for us it's that simple bringing very effective common frameworks for security across all these cisco has embraced the idea of being a platform and not a siloed individual product line and so for a service provider like CenturyLink for us to be able to embrace that same philosophy of the platform of services what that means is that our engineering and field ops folks our Operations teams do all the hard work on the back end to make sure that we have established all of the right security the right network the reliability the global scalability of our specific platform of services and being that leader in telecommunications and then we're able to lay that cisco platform on top of it and what happens then from a product management level is once you've established that foundation it's really plug-and-play the customer calls and says I need calling I need meetings I need you know whatever it is they need and we build that solution and very quickly can put those components into play and get them to use the service right away so what we've done across the portfolio even in primary storage is made sure that we've done all sorts of things that help you against a ransomware a malware attack keep the data encrypted I think the key point and actually I think Silicon angle wrote about this is like some like 98% of all enterprises getting a broke it in two anyway so it's great that you've got security software on the edge with at the IBM or RSA or blue coat or checkpoint oh who cares who you buy the software from but when they're in there stealing and sometimes you know some accounts have told us they can track them down in a day but if you're a giant global fortune 500 datacenter look it may take you like a week so they can be stealing stuff right and left so we've done everything from we have right once technology right so it's immutable data you can't change it we've got encryption so if they steal it guess what they can't use it but the other thing we've done is real protection against ransomware now that's a great question in terms of modernization of infrastructure and there's some really interesting trends that I think are occurring and I think the one that's getting a lot of us is really edge computing and what we're finding is depending on the use case it can be an enterprise application where you're trying to get localization of your data it could be an IOT application where it's it's really critical for latency or bandwidth to keep compute and data close to the thing if you will or it could be mobile edge computing where you want to do thing like analytics and AI on a video stream before you tax the the bandwidth of the cellular infrastructure with that data stream so across the board I think edge is super exciting and you can't talk about edge with like I said talking about artificial intelligence another big trend whether it's running native running with an accelerator an FPGA I think we're seeing a myriad of use cases in that space but Security's in the end to your point right I've got software to find access I've got mobile access points I've got you know tetration I've got you know all of these products that are helping people that in the past they were just patching holes in the dike you know hey this happened let's put this software product here this happened let's put this in and we actually built the security practice like the last three or four years ago it's growing you know the number of people that are whether it's regulation compliance you know I got some real problem I think I've got a problem and I don't know what it is our ability to come back and sit down and say let's evaluate what your situation is so I was talking to the networking guys and so Wow enterprise networking it's up way up what's driving that the need to transform or is that you know what is it they're like a lot of times it's something are long security that's making them step back and reevaluate and then sometimes that transfer translates into an entire network refresh there are tools that people use and everybody's environments a little different so some might want to integrate in and use ansible terraform you know tools like that and so then you need code that will help integrate into that other people are using ServiceNow for tickets so if something happens integrate into that people are using different types of devices hopefully mostly Cisco but they may be other using others as well we can extend code that goes into that so it really helps to go in different areas and what's kind of cool is that our there's an amount of code that where people have the same problems you know and you know you start doing something everyone has to make the first few kind of same things in software let's get that into exchange and so let's share that there's places where partners are gonna want to differentiate keep that to yourselves like use that as your differentiated offer and then there's areas where people want to solve in communities of interest so we have we have someone who does networking and he wants to do automation he does it for power management in the utilities industry so he wants a community that will help write code that'll help for that area you know so people have different interests and you know we're hoping to help facilitate that because Cisco actually has a great community we have a great community that we've been building over the last 30 years there the network experts they're solving the real problems around the world they work for partners they work for customers and we're hoping that this will be a tool to get them to band together and contribute in a in a software kinda way they have the right reason to be afraid because so many automation was created a once user exactly was right and then you have the cost of traditional automation you have the complexity to create a network automation you guys realize that middle coordination you cannot have little automation only work on a portion of your needle you have to work on majority if not all of your needle right so that's became very complex just like a you wanna a self-driving car you can go buy a Tesla a new car you can drive on its own but if you wanna your 10 year order Toyota driving on its own richer feared that's a very complex well let's today Network automation how to deal with it you have to deal with multi vendor technology Marty years of technology so people spend a lot of money the return are very small they so they have a right to affair afraid of it but the challenge is there is what's alternative yeah I think that is one of the things that's very unique about the definite community is within the community we have technical stakeholders from small startups to really large partners or huge enterprises and when we're all here in the demo soon we're all engineers and we're all exchanging ideas kind of no matter what the scale so it becomes this great mixing of you know shared experiences and ideas and that is some of the most interesting conversations that I've actually heard this week is people talking about how maybe they're using one Cisco platform in these two very different environments and exchanging ideas about how they do that or maybe how they're using a Cisco platform with an open-source tool and then people finding value in thinking oh maybe I can do that in my environment so that part of the ecosystem and community is very interesting and then we're also helping partners find each other so we do a lot of work around you know here's a partner in the Cisco ecosystem who goes and installs Meraki networks right here's a software partner who builds mapping technology on top of indoor Wi-Fi networks and getting those two together because the software partner is not going to install the network and the network person may not write that application in that way and so bringing them together we've had a lot of really good information coming back from the community around kind of finding each other and being able to deliver those outcomes what are you guys doing Tom we'll start with you how are you guys working together to infuse and integrate security into the technologies and that from a customer's perspective those risks that dial down yeah so so we're in Cisco's integrating security across all of our product portfolio right and and that includes our data center portfolio all the way through our campus our when all those portfolios so we continue to look for opportunities to to integrate you know whether it's dual factor authentication or things like secure data center with a fire you know of highly scalable multi instance firewall in front of a data center things like that so we're we're definitely looking for areas and angles and opportunities for us to not only integrate it from a product standpoint but also ensure that we are talking that story with our customers so that they know they can they can leverage Cisco for the full architecture from a security standing on the storage of the data from an encryption perspective and as it gets moved or his mobile you know that that level of security and policy follows it you know wherever the data is secure of course enemy everybody always wants more performance they want lower cost security in many ways has begun to trump those other two attributes they've they've become table stakes security as well but security is really number one now ya talk about that talk about the major trends that you're seeing well of course of course security now is top of mine for everyone board level conversations executive level conversations all the time I think what ends up happening is in the past we would think about it as Network performance cost etc security as a tangent kind of side conversation now of course it's built into everything that we do [Music]

>> Live from San Diego, California, it's theCUBE, covering Cisco Live US 2019. Brought to you by Cisco and its ecosystem partners. >> Welcome back to theCUBE. Our coverage of Cisco Live day three is in full effect. I am Lisa Martin with Dave Vellante and we have a couple of guests joining us. We've got Mike Bundy, head of Cisco Strategic Alliances from, guess where? The jacket should give it away, Pure Storage. And Tom Koppelman, the VP of Architecture Sales America for Cisco, hi guys! >> Hi. >> Hi. >> How ya doing? >> Thanks for bringing more brightness to our set. >> Yeah I forgot my sunglasses. >> I know, we're in the buzzy, bright DevNet Zone. We've been here all week. Great event, massive event, my goodness. 28,000 folks or so, Mike let's start with you. Give us a status of the Pure-Cisco relationship, the evolution of that, where you guys are now. What is exciting? >> Sure, so the relationship, it's unbelievable in terms of the amount of synergies and energy we have together. In fact, Tom at Cisco was really involved in the early genesis of this relationship, prior to me joining the company. And, in the last couple years, we've probably doubled in terms of our go-to-market and sell to customers together. So, tremendous growth. Partnership brings a value to us because of the strong heritage that we have from a DevNet tie-in, in terms of all the automation that we have on the platform, so. It's just a tremendous, tremendous, great partnership. >> And Tom, Cisco has a massive partner ecosystem, a lot of choice. What is it about Pure Storage that is providing advantages to Cisco? Where it's helping customers really kind of bridge this gap between hyper-converged, multi-cloud hybrid, all that jazz? >> Right, so Pure was a first mover in terms of flash storage, right. We saw demand from our customers wanting that technology to improve their data center environments. And when we partnered up early, we were able to kind of capture that momentum, right. And, when I think about our go-to-market with Pure, which is really where I kind of focus, there's very little friction in that relationship, right. There's not competitive overlap. There's not things like that. It's technology that the customers want, that they ask for, and a good field go-to-market in leadership on both sides that are willing to invest and get engaged and move the relationship forward. >> So what else are you guys doing besides just the go-to-market partnership because I got a hold of this timeline of Cisco Validated Designs that Pure and Cisco have put out over the last five years, four years. >> Right. >> And there's like 13 milestones on there. So that's roughly three a year. Of course, it started with Pure's IPO. So that's when Cisco said, all right, these guys are real. Start working with them. And in the early days, of course, you started with FlashStack. That was the flagship product. And then VDI, everybody does VDI, analysts are like, yeah, yeah, everybody does VDI. But then it started really accelerating the cadence. So it's more than just go-to-market. What's beneath that go-to-market? >> Yeah, good question. >> You want to? >> You hit the highlights of the CVD's and whatnot. >> I would say that Pure, this is our number one partnership that we have from an alliance perspective. The investment is far exceeding other partnerships we have. So, the amount of product integration that we're doing is tremendous, as you see there. We've focused on ACI and multi data centers the last couple years. We've focusing on AI and machine learning, most recently. And beyond that, we just signed an agreement and have released resell of Cisco SAN switches in the marketplace. It's the resell agreement we've ever done as a company and it just further shows the commitment in resources that we're willing to put into making sure the partnership is successful and continues to grow and evolve. >> And on top of that the investment in Cisco Intersight, in integrating with Cisco Intersight, the management platform, which is very important to us, it just shows commitment of the partnership. >> Let's talk more about that. So, how does that work? What problems is that solving for customers? >> Well, Cisco Intersight is our cloud based management offering for compute and Pure has integrated their storage platform as part of that solution. So allowing customers, whether it's a converged solution, just raw compute, a hyper-converged solution, but allowing them to manage those pools and deliver that via a cloud solution. >> So Pure plugs into the Cisco API. Now you're part of that stack, essentially. So it's transparent to the customer. And, Cisco's management plane takes care of all that. >> That's exactly right, correct, yes. >> Its' a big deal for us because it was the first integration with Intersight from any storage partner that Cisco has, right. So first to market. We want to embrace hyper-convergence, which is a big important priority for Cisco, and also bridging that gap. So as we compete against single vendor stacks, we have the right solution that customers are looking for. And ultimately, that's why it's so important for us. >> Yeah, Pure is big on firsts. First to flash, you just mentioned another first, you were the first with NVMe, before that you were with the evergreen. I mean, you like being first. >> First orange sport coat. >> That's definitely first there. (laughing) >> Let's talk about customer value though. Obviously, that's what it's all about. As we look at, not just the tremendous amount of choice that customer have when it comes to technology partners, but also the amount of data that's being generated, that's growing astronomically. Yet, organizations are getting so little value out of that because they can't extract the insights. What are you guys doing together leveraging the superpowers of AI and machine learning to help customers in any industry search a really, not just monetize that data, but really accelerate their businesses. Tom you're smiling so let's start with you. >> Yeah, so we came out with an AI server, right, our ML 480, and we've integrated that. Pure has invested, we've both invested and done an integration between FlashBlade, and I'll let Mike talk a little about FlashBlade and the value proposition of FlashBlade, but integrated that with our AI server. And our AI server is an Nvidia powered server, so it essentially gives you scale of processing and capabilities to allow you capitalize on all that data so the customers can get the information they need out of that. If you want to take a second on FlashBlade. >> And you know, AI is the buzz. It's the hot two letter acronym in the industry these days. $13 billion infrastructure opportunity, et cetera, et cetera. So, what Pure is really focused on is, data is the new oil of commodities for customers and clients. What we've built is a platform called FlashBlade, an architecture called the Data Hub, that allows you to not have to copy data and move it around and create silos in data warehouses. So, you can much easier execute a data strategy with the Data Hub architecture, using FlashBlade. When you look at machine learning in terms of how you build a data pipeline so that you can then get to quicker results from a business application standpoint with AI. That's what we've built together with Cisco. We're uber, uber, super excited a number of customers already in the last couple months. >> So I'm going to push a little on that, AI server, AI storage, people don't associate storage and server guys with AI. But if I hear you correctly, there's a $13 billion opportunity for workloads. To manage workloads running on your servers and your storage. >> Correct. >> And so you're optimizing them for AI workloads. >> Absolutely, exactly right. >> So you're not necessarily inventing AI. You're providing infrastructure so that people can leverage AI, is that right? >> Yes. >> Yeah, and the same way that we've built APIs together to work with Intersight, we do that in a way that allows our customers to leverage Cafe, other applications that can help build that data pipeline. We build the platform from the infrastructure level, it makes the management easy and we partner with all of the applications at the top end, but also the middleware and that software prepackage layer that connects via APIs to us. So, it's easy, it's agile, it's manageable, it's a cloud-like experience for the customers, right. >> Easy, agile, all awesome but security. Absolutely critical today. What are you guys doing, Tom I'll start with you, how are you guys working together infuse and integrate security into the technology so that from a customer's perspective, those risks dial down. >> So, Cisco is integrating security across all of our product portfolio, right. And, that includes our data center portfolio, all the way through our campus, our WAN, all those portfolios. We continue to look for opportunities to integrate, whether it's dual-factor authentication or things like secure data center where the highly scalable, multi-instance firewall in front of a data center, things like that. So we're definitely looking for areas and angles and opportunities for us to, not only integrate it from a product standpoint, but also ensure that we are talking that story with our customers so that they know they can leverage Cisco for the full architecture from a security standpoint. >> And the same thing on the storage of the data from an encryption perspective, and as the data gets moved or is mobile, that level of security and policy follows it wherever the data is moved. >> So, what should we expect, what's next in the time? What's 14 going to look like? You don't have top give us specifics but are we going to see blockchain CVDs? What should observers think about the partnership going forward? What could we look forward to? >> Yeah, I mean, the adoption of Container capability is tremendous in our customers environment. Cisco has a cloud Container platform available today. We're integrating that into FlashStack in the very near future. Embracing the cloud. Disaster recovery and data protection it's very hot for customers. Improving that experience so that you have faster restoration times, you're able to look at multi-tier strategy that's very easy to manage from a storage perspective, leveraging S3 with Amazon, Azure, et cetera. So, that's a couple things that are on the short term building block together. >> Yeah, I was going to comment on certainly multi cloud and Containers, those would be two of the big ones that I'd hit on, right. And, in the event of multi cloud leveraging, converged and hyper-converged together to better solve a customer's problems. >> So I was going to ask you. So hyper-converged now becomes a bridge to the cloud if, in fact, that's where customers want to go. >> Yes, it can be. >> Absolutely. >> Yeah, it can be, yes. >> Absolutely. >> Well guys thank you so much for joining Dave and me on the program, sharing with us the momentum that the Pure-Cisco relationship has and what excites you for the future. We appreciate your time. >> Thank you. >> Thank guys. >> For Dave Vellante, I'm Lisa Martin, you're watching theCUBE live from Cisco Live San Diego. Thanks for watching. (electronic music)

>> Live from San Diego, California It's the queue covering Sisqo live US 2019 Tio by Cisco and its ecosystem. Barker's >> Welcome Back to San Diego. The Cube has been live here at Cisco Life for the last three days. Student a man with meat, Lisa Martin wrapping things up and we're pleased to welcome to the Cube for the first time James Slay me, the cofounder and had a product for Double James. Welcome to the Cube >> very much. >> All right, So, Deborah, before we get into who you guys are, why you started this company stew. Thought maybe this had to do with your love of dub. Step the name >> way do like that step. But it really wasn't the reason May my co founders were involved with telecommunications and the industry, and we thought the cloud was coming quite fast. And we thought, you know, we started an opportunity that as much as the telcos we're trying to move service. It's a cloud that was value weds they need to provide. And there wasn't really a quality solution for recording for uncle's. >> So came from dubbing tape to tape back in the day. For those here is can remember when we had >> the tapes the name came from. That's how I remember we came, came about The name is that we're thinking, you know, I like to set because it was dubbing and then, you know, double came out of that was available. >> So tell us our audience about call cloud based call recording tell us a little bit about that. But why? What was the impetus for you saying? You know what? There's a gap in the market. We gotta solve it. >> Yeah, So everything think traditional providers were all in on premise Catholics based servers licensing all that traditionally no software model with the transition to cloud for telephony. So unified communications or anything like that Theo ability to have a platform that could record content. Really, By switching it on where that was, we partnered with Toko. So I say, I say tacos and Australian Server that Carrie is also provided tell they want to hear about what they called connect to their network and then offer it at scale so they could switch on one user or actually switch on 100,000 users instantly. And we managed the back into that and they get to go to the service. >> Yeah, it's interesting. So Lisa and I were at the Enterprise Connect show this year, and one of the themes we got out of the week of doing that show is Well, there's always the cool new technologies were doing video, and you know, there's the E R. And you know, people use Chatbots Airways do their voices still critical. Yeah, So maybe talk about you know, your customer base and you know, the role that you're playing to help them. And, you know, still, that that voice is is such an important decent of how we communicate. Yeah, it's really interesting, >> Like way still. Look at that. The important things that I done via voice. If you've got an important customer, you know, discussion, we have you going to send him an email you're probably gonna have followed up with a phone call or initiate with a phone call on most of time. That daughter is is lost. So you know things we discuss and you don't get them back. And, you know, generally call recording. If you're looking at that, people think contact center and regulatory reasons like financial services and that's our bread and butter. But now we're seeing with exposed the more cloud based options. That is, this is a study talk to expand that used case across outside of that traditional reason and not just call recording, you know, eyes that you know, becoming more prevalent as well. >> So how are you guys infusing a I into what you're doing? And also with Sisko to not only be able to apply intelligence to the data that you're gathered from reported calls, but also Dustan, the way that also facilitates security and privacy? >> Yeah, so Security's calling way couldn't have a platform that's use it is connected. Tio, You know, 18 See's Network way got over 100 telco or carrying their ways connected globally at the moment. That's all across Europe, America, Canada and then Asia as well. And now you know, we've been chosen by Sisko for their broad cloud platform, which I recently acquired way. What we see is that because we can capture content at scale way, then can actually easily then produce transcriptions, sentiment tone from the best of the three providers around the world with my be asked. But, you know, we could use any other third party provider that customer might want to use. Use case. Then Khun B. Go towards a small business in my you know, I'll say it's more reasonable and I'll explain on enterprise in a small business, theirselves person might be speeding, made the main customer 1,000,000 customer brings up. It is not happy, and we're going to tell the boss or the team leader they could automate, literally as easy automation, saying notifications Conor, a team leader. You should call this customer back. Without that, they lose the potential of retaining that customer now that previously that's only really the large business or the only has the technology to do that, all the ability to actually get it to market with us and because we connected to the network or even on, you know easily on ah, call manager solution through Cisco, that's any size of business. Large business. We're seeing also a bank as an example there, looking to capture everything across their whole business, not just contact center and start looking for key words that I said it's a credit card or home loan, and they make sure that their agent or their employee is disclosing that product correctly to the customer to make sure they're compliant Now that they're not talking about that across the of the whole business, not just always example. 4,000 seats in a context enter but 40,000 across their whole business on any phone, they using the moment without a mobile cellular or a despondent. >> Okay, so bring us inside your customers. Is that you know you mentioned call centers? Is that the primary use case? Do you go into different verticals? You know what? What does your customer base look like? >> Way definitely go like a safe contact centers for sure on DH. That's it's it's been there for a long time. That requirement to record phone calls and do it well, uh, financial services knock. It's throughout throughout the world, in the U. S. As well in the Europe because of me fit and all those requirements compliant. But as said way are now expanding that use case because of a A and requirement access data. Also, our platform is an open, open platform if that makes sense, but everything we record or capture is encrypted. But it isn't a format that Thean customer can use a CZ that won't apply themselves. They're all looking at using a I. You know, there are other other data sources in the company because it's available. They can use it with other. Well, >> yeah, actually, I just wanted to poke it that because one of the challenges we have out there is there's a lot of data, but how do I actually extract value out of that? So is this now a way for your customers to really unlock something that historically you just you you might have kept it for compliance. Reason to work, you know, to review some kind of training. But it was a little bit tough to get in and leverage the information that was in >> there. Yeah, you know, cos today I really they're they're assessing, You know, anything in a written format today they already losing. I want to do that Previously has been really hard to do that with voice now, because we can capture again captured at scale there. Now I can look at it and say, Can we use the same tools? Were looking for everything else in our business. I looked down and saw that the voice >> so walk us through an example of where double is integrated into an organization. If we think of a bank and you mentioned, you know, use case is one of them piqued my interest about Okay, sentiment. If there is an issue that needs to be escalated and somebody in the organization needs to call a customer, what's been recorded is indicating that is never able to integrate with, like marketing automation serum tools that that data is then pulled in a map back to that account and how it's being managed. >> Yeah, correct. Good, really good question, probably explained that way are a global platform. So we deployed everywhere in the world. So Australia's I'm from a trailer again, but U S Canada, Singapore, Japan, London, Ireland and the UK way recording that in that country we store in the country. But it is a scale. Little platform is a service, which means that way run a product, eyes a p I to open a p I, whether we've integrated with their application or the customer then can say we never want to log into doubles applications. Were you present all the daughter and our own complications already? That's already practiced today. It's available today is in ample. If they wanted to use South forces a serum looking today. Look at the contacts. You can see all the holes, All the transcriptions directly in South Force. >> That's cool. So they get that visibility in a way that that works for them? >> Yeah. Yeah, not precious. We look at ourselves a platform first, and we provide applications. We know users. Did you call recording as they expect to use it, like with permission based access team management. But in reality, we're trying to make it fit in the way that you they'll write their own business and more insights. >> Alright. So, James, we're here at Cisco Live. So explain to us how you tie into what's going on here at the show. You know, we're here in the definite zone. Curious If you talked about being an open platform, Do you know I did in the development pieces here? Yeah, >> we've We've had some really good conversations in the last three days. It's interesting to see people talk about, you know, they come up and they start talking about cool recording and way Explain what we just discussed. Relations open and they can access via Pio, and they start thinking they can see their mind. Figure out how they could apply that their own business. We've always wave always work the Cisco Way Boys work with broad Soft, which they've now acquired, and they now make that part of the business. But you know where that's called Manager. Wait. Have now announced they're doing whether it's calling, you know, we're talking to customers about cool recording through double on whether it's calling now. So if businesses you know, having a plan, Teo moved there from the UN Prem to cloud that Cisco way, make a second unified solution for them and they could make a road map for that with him. So it's a really good conversation we're having here. >> So in the development of the go to market strategy, or so I already have an established Francisco. >> Now where do you have a stress ready? We're day of Ah, we're partners, Cisco. Already we've got over 100 carries who used this go in. Their networks were really connected to them. I'm already recording in capturing content on those networks were pretty tight with this guy for sure, but you look at the enterprise that its president, although cloud yet they're really moving to that. So if they want to have a core recording solution or a solution on for him, and they might want to move to cloud future in the future, we have that in the future. So I'm doing it now is probably maintain the same service right through. >> So can you give us an example, a customer success that is leveraging Debra with Cisco whether you, you, Khun Anonymous eyes it or if you can name it? Great. But I would love to see how it's really working in action to drug business results. >> Yeah, it's going Good question. I'm trying to be the best one to give you. At the moment, I could think of a customer of ours with, you know, in the UK they're spread it costs. I think around 100 locations they're currently recording with double and using transcription to transcribe their calls are looking for patterns across the whole business and the using Cisco for the late telephony on then, looking at that and I've actually found things that just decided to save money, they've been losing some money in certain locations, and they've used the transcription. Seem patents actually implemented changes to actually sell a say that >> Awesome. So in terms of the last three days of Sisqo live, some of the announcements that have come out Cisco has been on this transition here on the hardware company network here, back in the day to now introducing AP eyes across the product portfolio, which he'd been two years ago. They didn't have to this pivot towards a software focus for a company like double born in the cloud. What does that signify to you guys? >> Uh, so you see what a sight it was. >> Yeah, what does that signify to double >> wellit's great for us, and it's really important for us to make sure we're along into that. We've already have always been an A P I first company on, you know, accessing the contents. But it's a challenge may, sometimes for businesses to embrace that way, need to make sure that we're way we're looking at Cisco and understand how they want to use Ap eyes and aligning ourselves on DH. Hopefully push him along because we're doing it for a while, eh? So we released, you know five years ago. It was cloud based, and it's good for everyone. Started talking about a pee eyes and employing them. >> Awesome. Well, James Splint. Pleasure to have you on the Cube this afternoon with stew in me. Thanks for stopping Mind sharing what Debra's doing with Cisco and to really help transform enterprises from any industry. We appreciate your time, all right. And we can't close the queue. But Sisqo live in San Diego without saying this one thing, which we're all going to do together. You ready, guys? On my count. 321 Classy. San Diego for soon. Minuteman II. Lisa. Bart, you've been watching the Cube. Thanks so much for watching. We'll see you next time.

>> Announcer: Live from San Diego, California. It's the Cube. Covering Cisco Live US 2019. Brought to you by Cisco and its ecosystem partners. >> Welcome back. We're here in San Diego Convention Center for Cisco Live 2019. I'm Stu Miniman and my co-hosts Dave volante. Lisa Martin's also been here for our three days, wall to wall coverage with about 28 to 30,000 here in attendance for the 30th anniversary of the user and partner show for Cisco. Happy to welcome to the program our first time guest, Jeff Scheaffer, who's Vice President of Product Management Strategy inside of Cisco. Thanks so much for joining us. >> Thank you Stu, glad to be here. >> Alright, so Jeff DNA center, some of the environments that you have. There were some announcements on Monday, why don't we start there? Walk us through the updates to the product line. >> Thanks Stu. So we're really excited, right. >> So as you know, with Cisco, we're really building out the intent based network, in support of digital transformation for all of our customers. And one of the key aspects of the intent based network is that we have incredible programability in the network, all supported through the DNA see controller. And this week, we're really excited. We announced two new innovations in the controller. One was incorporating a new set of analytics and machine learning capabilities as part of our assurance package so that we can more quickly troubleshoot network issues. And the third is being able to connect together the multi dev environments. So how do we stitch together, the software defined access to the Software defined WAN, to the software defined data center so that we can lay digital services across the entire network. >> Stu: Yeah, it's a story we've been watching the last couple of years at Cisco is that this move to software in many ways as a unifying factor. >> Yes. >> Used to be I had all these product lines, and I need to learn the interfaces, as my friends that come to the show for many years, when you said single pane of glass, there's like, come on that's spelt P-A-I-N. Today's world, it's an API economy. And what's been really interesting to watch the last... Recently, a lot of times, it's that ml and AI underneath that spans and helps automate a lot of those pieces underneath the covers now. >> Yes, absolutely, it does. So the thing we're excited AI is a broad topic as you know. And underneath that umbrella we have built in new capabilities around the machine learning, the ability to do deep learning, as we look at anonymized data sets in the cloud on deduce patterns that people don't know yet. And then thirdly, we're looking at machine reasoning. So how do we take that the analytics to pinpoint or identify anomalies in the fabric of the network in these new IBM fabrics and then be able to couple that with a set of orchestrated automation so that we can we can emulate the behavior that a network engineer would normally do in order to troubleshoot and diagnose problems and so we're that much faster at identifying them, pinpointing the root cause and then actually being able to give recommendations if not automatically fixing it, the recommendations to resolve the issues. >> So the programability aspect, of course, we're here in the DevNet zone. So, can we dig into that a little bit? I mean I'm imagining by that, it allows me to provision, bandwidth performance, certain levels, all through API calls and it's through software. And I can set thresholds, I can talk more about what that does for me as a customer. >> Sure. So in general, within DNA center, we have a kind of very rich programability capability. It's very much an API first developed controller. So everything that we can do within the controller is a setup of published and curated API's. And those API's come in different categories. So we have API's that are around the automatic configuration and the provisioning of the network infrastructure. Very much, Dave as you're suggesting that you can run as a headless entity inside of a if somebody like a lot of service providers and partners are using this to offer a service to their end customers. And so they can automatically provision out the network and they can do that in support of new applications. We're really actually excited with that in our partnership with Red Hat, we just introduced a new set of answerable plugins as an example, to support a DevOps process by which software developers build new applications as part of that DevOps code pipeline. By using the answerable plugins, we can actually drive automation into the network to provision the networking in support of those apps. So a lot of capabilities there. >> So is the uniqueness of that you can actually do that or is the uniqueness that you're Cisco. >> I know. So to a large part of it... In terms of the way things have been done historically, and this is that most of the time, if you were to look at how do you configure a network, it was device by device and it was through command line interfaces. >> Right. >> And it's error prone, it's complex, it's cumbersome, it takes a lot of time. And so what we've done with the network controllers, is by moving above the top of the intent based network, we're actually able to automatically configure and provision either policy through policies, either QoS or segmentation for security and do that in a very automated way. And to be able to do it in a scalable way. So that is an amusing new kind of configuration mechanisms we're very proud of the work we're doing around NetComp and YANG Models and that's something that's very unique in the way we're approaching that in the market today. >> Yeah, Jeff, historically, one of the concerns was the network. It's tied to the application wasn't as tight there. It's like you talked about networking people, it's just the water that runs through the pipes that we watched with first with ACI now with intent based networking. We're getting closer and closer to that application, especially you talk about multi domain what's going on at ties right with the microservices architectures that are coming on there. So as the applications get more complicated, the network needs to be able to understand what's happening there and respond to what's needed and give back the services that they need. >> Yeah. So I think building on where you're taking that conversation, one of the really kind of key or anchor points of the whole idea around the multi domain integrations that we provided, when we bring together Software Defined access, the software defined when and the software defined data center. We're using the the rich API's that exists in all of our controllers, whether its DNA see for software defined access, whether it's vManaged for the software defined WAN, or whether it's ACI around the software defined data center. And we're integrating all three of these controllers so that they can do a couple of really important things for customers. So in the context of the application. So the very first thing is how do we provide for segmentation? So segmentation is about how do we provide access policy and drive that into the network so that the right users have access to the right applications and other people don't. And then being able to use the programability. If the user moves from say the campus to the branch, we can automatically have the policy follow the user. If the application moves from the data center to the cloud, We can have the policy automatically follow the application and that way we always ensure that the right people have access to the right applications at the right time. The other use case around the around the API's and the multi domain segmentation is that to the extent an application needs quality of service. We think about an 82% of the US we move forward in time or roughly 82% of the traffic on the internet is starting to become video on the networks and like an 8k video is 7.29 terabits per second. So how do you ensure that there's enough bandwidth and enough quality of service to ensure the latency of like virtual reality or augmented reality where latency matters. And so the other thing we're doing with policy is provisioning up the Qos, so that as you configure it in the data center, it's honored in the software defined WAN and it's honored it all the way to the end user in the software defined access. >> Stu you were saying earlier how traditional is like don't touch my network, right, okay. So Jeff, my question is if you look over the last 10 years, as you bring in the software design defined data center and infrastructure programmable and infrastructure, infrastructures code. How is that change? And is it changing the relationship between infrastructure pros and application developers and application development heads? >> Yeah, absolutely, absolutely. So kind of comes from two different angles. So number one, from the extent that every software development organization becomes more and more of a DevOps organization and they want to be able to deliver value, the experience, the velocity around the applications to production, as they go through those code pipelines through the DevOps practices, they need to be able to automatically provision out test environments, they need to be able to automatically provision out the pre stage and then automatically promote the applications into production environments. And that's what why it's so important, for example, as we as we mentioned earlier about the answerable plugins that allow the configuration of the network in support of application DevOps teams. The second thing that we find with the network engineers themselves, to the extent we've defined everything as software defined. We have this rich set of digital services that we're starting to manage in these infrastructures and through the controller that programability, the controller, network engineers are having to evolve their capability. And so, you know, we're really excited that the show that Susie Wee, who leads our DevNet program introduced a whole new category of offerings in support of how you start to become both not only a network engineer, but also development aware through for example, the DevNet automation exchange, by making DevNet certifications available through Cisco certifications. And by hosting these curated communities, where we're able to contribute new applications that run on top of our controllers. We're able to contribute new integrations, new automation, logic, new AI, ml logic, everything that's possible. And by curating it, it means it's curated code, but then it's stored in very common repositories like GitHub. It's still really excited with everything she's doing. If Cisco is going to prime the pump with initially right with apps and code started-- >> We've been priming the pump. But we've actually over the last little bit, we've developed a number of partnerships. So we have over 25 partners that have built value added applications and integrations for example, DNA center, we have a number of partners that have actually taken DNA center and wrapped it with a new kind of a new service offering a solution offering to the network. I'll give you a great example. So one of our partner that Tall tale. So what they've done is they've taken DNA Center at the core and our ability to quickly provision wireless infrastructure. And they've wrapped it with a hook telling solution for Convention Center. So think about a convention center, you have a large space, multiple concurrent shows, every one of them setting up their own wireless network with their own SSID. And so the ability to set these up, tear these down, resolve problems quickly in these high density spaces. And they built out completely as a solution on top of the programability of DNA center and our IBM infrastructure. So it's a very exciting time. >> Alright, so Jeff, some new things announced but I also want you to touch on I believe, about a year ago, API and programability was launched. What lessons learned? What feedback from the customers? Give us the update. >> Yeah, so we launched the programability. And as we mentioned before, it's a kind of a very broad ecosystem of capability. Now, the first thing about, programability is really meant to do a couple of key things. One, and probably most important, is to enable all of our customers to be able to make sure that everything's fit for purpose. So how do we integrate into their existing enterprise ecosystems. And so we know we're API first, we have SDK sample apps, we have a bunch of out of the box integrations that use all these SDK for example, integrations with service now and others. And so that's new. The second thing that we're doing with all of the program abilities, we're using it to enable the community. So the challenges we all know, in technology spaces, is that the rate of innovation continues to expand. It's like innovation is on the sphere. You know, it's the surface area of the sphere. And as every year progresses, that surface area gets bigger. The rate of innovation gets bigger and the ability to keep up with that, exceeds the capacity of most organizations. So the best way to harness that is a community based approach. And if you don't have communities, if you don't have programability, if you don't take that strategic approach, it's very hard to stay current and relevant to the market of the future. So that's another big thing that we're really excited by is being able to track that community and then an ecosystem of partners in development. >> Great, Jeff, want to just give you the final word, a lot going on in your space, any final customer takeaways or things you want people to walk away from your team from Cisco Live 2019. >> Yeah, so the present thing that I'm most excited by is that as we look at the transformation of networks, from kind of the device centricity to how do we manage segmentation in these multi domain fabrics. And do that in support of ensuring quality of experience, so the bandwidth and the latency and support of the applications. Ensuring the segmentation and the secure, being able to minimize the attack surface on these new infrastructures by driving segmentation through the fabric. It really takes kind of a systems approach to this, which is how we bring the intent based network together with, for example, the new Cat9K family from Cisco and then bringing DNA centered the controller together. By bringing those two things together. We're really helping to change the entire architecture of the industry for the next 20 years. So very excited to be here. Thank you guys. >> Excellent. >> Dave: You are welcome. >> Well, Jeff Schafer, really appreciate all the updates. Congratulations on what's going there. For Dave volante, Dave, you have a final word to say. >> Well go Bruins is the only thing I can think about right now Stu. >> That's what I was expecting you to say. So Dave Volante I'm Stu Miniman. We back, getting towards the end of three days wall to wall coverage here from San Diego, for Cisco Live 2019. Thanks for watching the Cube (techy music)

>> Narrator: Live from San Diego California it's theCUBE covering Cisco Live, US, 2019 brought to you by Cisco and its ecosystem partners. >> Welcome back we're here at the San Diego convention center for Cisco Live 2019 and you're watching theCUBE the worldwide leader in enterprise tech coverage helping extract the signal from the noise. I'm Stu Miniman we've had three days wall to wall coverage my co-host Dave Vellante and Lisa Martin are all in the house and I'm really excited to actually sit down one on one with one of the users at this user conference the 30th anniversary conference actually for Cisco with their users and partners over 28,000 so speaking for all of them right? We have Sebastien Morissette who's an IT architect specialist at Intact Financial Corporation come to us from beautiful Montreal Canada. >> Exactly. >> All right thank you so much for joining us so Sebastien first of all how many Cisco Lives have you been too? >> Honestly this is my first. >> Oh absolutely exciting for that, my first one I came too was actually 10 years ago I joked at the 20th anniversary they went back 20 years to have some 80's bands they had The Bangles and Devo on and now on the 30 year they moved 10 years forwards they have two great bands from the 90's Wheezer and Foo Fighters so your first time at Cisco Live give us your general impressions of the show. >> Well actually it's been very great I've had a lot of appearances I had to do as well so I got some sessions in I did some work as well so it's amazing to see how these events unfold right? Like the sheer size of this thing and how many people are involved, how many booths how many technical sessions you can have so, I was very pleased I'm here with a lot of people from my team as well from Intact so you know we get the chance to do stuff outside of the work area as well so it's interesting right? It's giving us this opportunity to really deep dive into what we love which is technology but at the same time spend some time together outside of work. >> That's awesome, we've had gorgeous weather here in San Diego hope you definitely get to see the sights before we geek out on some of the technology just give our audience a little bit about Intact and the insurance business but give us a little bit about the history of the company and core focus. >> Okay well Intact is a company that was, they grew as acquisitions with acquisitions we've typically, we were ING Canada back in, before 2010 and afterwards we were publicly traded now so we're Intact Financial Corp. Typically we're the number one PNC insurer in Canada and we've been working with different partners to build our data center 2.0 initiative which is kind of a new offering of you know modern IT services within Intact. >> Okay great and just to, your purview in the company and just the comment about the company is you know when you talk about those transformations you know MNA is something we see a lot in your industry and put some extra special challenges in place when you're doing that but tell us a little bit about what's under your role and scope as to kind of locations, people however you measure you know what, boxes or ports or whatever. >> Okay well you know typically my role is lead architect within the infrastructure and security group for North America Intact through acquisition we actually bought OneBeacon Insurance last year, so typically we now have a US presence as well in specialty insurance, specialty lines so typically whenever we're looking at different technologies we look at the skills sets that we have, we look to see what can be the better half for us to you know accelerate and be more agile in how we actually consume technology so in some cases whatever we're looking at building up these new features like I was talking for data center 2.0 it happens that some of the technologies and the skill sets we have were with Cisco which is why we are here today with the team. >> All right so Sebastien you talk about data center 2.0 and transformation there at the organizational level is it branded data center transformation does the word digital transformation come up in your discussions? >> Yeah data center 2.0 is actually kind of the project name that we've been giving this initiative for the past two years but it really is at the essence a digital transformation, what we're doing is we're typically taking training wheels to the Cloud so we're building an on-prem private Cloud offering with multi-sites so we have three sites in the scope right now and the goal is really to actually allow our business to expand into the Cloud while being in a secure on-prem environment when we get to that maturity level where we feel we're ready to actually really go into public Cloud our software engineering teams our development teams will have experienced it on-prem safely and will have a confidence level to bringing them there so it has been transformational also because we decided to push DevOps culture as far as we can from an infrastructure team so we were trying to get all the adoption from our software engineering folks to actually structure themselves, bring on DevOps team and that we can share with them so they can actually be more agile and get a lot more done without having to depend on us and spend a lot of time waiting for VM's or stuff so trying to accelerate that. >> Awesome I love that 'cause sometimes you hear okay we're going to 2.0 it's basically a fancy refresh but we're going to keep things mostly the same when I hear DevOps I know that culture and organization is something that is a key piece of that, I have to ask you without getting down into the pedantics of this, when you say a private Cloud that's in your data center we understand some of the covenants and reasons what you have but how do you determine whether, what was your guiding line as to how is this a Cloud versus just some new virtualized environment? >> I've had the chance to have great executive sponsorship from my senior vice president typically we were looking at how can we access the Cloud? The way I approached it was overhauling what we do was not the route to go what I asked him to do is say you know trust me I'll start with a clean slate and we will build a brand new landing area for Cloud native applications and new methodologies for modern IT services so typically in the end we didn't overhaul anything that we had we built a brand new sandbox for Intact to be able to work with so we went from disaster recovery to business continuity in that move we've built a three site approach because when I was looking at kind of my capex expenditure if I was building two sites to be fully resilient and be business continuity I would be spending 200% of my capital to actually build up that capacity when you go to three sites it seems awkward but you just need 50% on each site of your capacity to ensure 100% of coverage of your requirements, so in the end you're actually spending 150% of your capacity, or your capex to buy the compute, so there's an incentive there as well. So to answer your question more precisely it's very easy for us to see how it's a Cloud because we're not operating it the same way we're operating our other environment and since we started from scratch every process has been revised we haven't kept everything we had before so we had the chance to build something brand new for that specific offering that our software engineering groups were asking us to do. >> All right that's exciting stuff there when you look at these multi-site deployments I think back in my career and I worked on some of these environments, management, security and networking are absolutely critical, I hear oh okay I've got 50% in each oh my God what if a site gets isolated and I can't talk to those other two so luckily I'm guessing Cisco has something to do with your rollout, we're obviously here at Cisco Live so give us a little bit inside the architecture and especially you know what kind of Cisco pieces are you using? >> All right well you know typically the way that our story started was kind of weird the first thing we've done is we've actually went to Cisco to redesign a DMZ and we got out from Cisco Montreal team with an idea to not just change and buy ACI switches for the DMZ but actually rebuild our whole design to you know integrate ACI into the fabric and then when you start talking about firewalls or switches they tell you well with ACI you have contracts so it really started that way so we built an ACI fabric with the Cisco HyperFlex hyper-converged infrastructure as our compute layer so typically think of it as Intact is building our new version of a software defined data center. So with building that we have all the components so we have the virtualization like you spoke of earlier which is running like you know VMware on site, on top of the HyperFlex and then we have the ACI since we had three sites we topped it off with the multi-site orchestrator to be able to manage consistent policies around all of our three sites and in the end we needed to have an orchestrator to be able to deploy the content onto that and when we were looking at it early on it was Clicker when Cisco purchased Clicker we were looking at finding a Cloud management platform, so we ended up using CloudCenter which is now CloudCenter Suite and in the way we were using it, which was a little atypical from the typical way clients are using CloudCenter today we're taking it into the data center and out to the Cloud whereas when I was talking with Kip Compton earlier this week he was saying you know what sometimes our clients buy it more for the Cloud first and I was like well we have like the inverse story of exactly how we did the opposite but it works as well, so typically where we stand today I have the three sites we're able to deploy with CloudCenter we've got multi-site on top of that and the idea it really is that, I spoke about training wheels earlier well we're taking them off right? In the next couple of weeks we're starting to look into negotiations with public Cloud providers trying to move towards the public Cloud and you know there's exciting news that came out from Cisco this week while I was here about the fact that now you know they're forecasting a lot more collaboration with Microsoft and AWS and now they have all the three major Cloud providers covered with ACI Anywhere so that means all of our security that you were talking about earlier will now have a consistent policy model applied all, everywhere so to be honest I'm not too concerned about if we did a good choice a couple of years back I think we're in our sweet spot right now. >> Yeah and you're right it's a different story than we've generally heard from Cisco and some customers which is I have all of these public Cloud's and I have my data center and I'm looking for some piece to help tie it together and that the CloudCenter Suite is there so you feel you're confident with the platform that you chose and that's going to give you the flexibility as to whichever public Cloud or public Cloud you choose are you at the point there that do you know which public Cloud you're going to be on or maybe it's a little too early? >> Well to be honest you know we're keeping our options open you know we have different providers that are offered, you know the major public one there's Amazon there's Google Cloud we're not closing any options it's really a question of us to do the same secure approach that we've done right now with this offering to really go one at a time make sure that we're able to nail it down, make it secure that we get all the information back so I'm not at a possibility right now to disclose which ones we're dealing with because we're still negotiating but in the end we're not limiting ourselves we just want to be able to scale. >> Right you're confident that the Cisco solution that you choose will give you the flexibility no matter which one you use or if you use multiples or need to make switches along the way? >> Yeah. >> Question I have for you on that is when you look at multi-Cloud one of the things that are challenging for companies is how do I make sure I've got the skillsets because workloads might be portable, networks might be connected but understanding how I manage each of those environments so do you feel CloudCenter Suite's going to help you through that? You know what do you see as you look out over your roadmap as to what that's going to mean for you know your DevOps team and the people managing this environment as it spreads out to the public Cloud? >> Actually I'm feeling really confident because you know especially after seeing a couple of sessions of what Roland Acra and Kip have announced for the data center and for the Cloud piece we're seeing more and more normalization being done by Cisco to actually allow us to be confident in the fact that on prem we're doing ACI and that our policies are going to be mapped to the constructs of the different Cloud providers. So for me what it means is I don't necessarily need to become specialized in how we're going to be operating inside of a Cloud we need to make sure that we get the proper policies built into the different products you know Cisco's branding it the Anywhere right? They have the HX Anywhere the ACI Anywhere and typically that's what we like about it is I can have one consistent set of skillsets and allow the people to use it one thing I found interesting about this week and it's not necessarily to do like more promotion for Cisco is like the Cloud First ACI right? So being able to be starting with ACI in the Cloud I found that was kind of interesting because when you know how the multi-site orchestrator works means apps you build out in the Cloud you're going to be able to to pull back in through the MSO and push it back on prem or anywhere in other Clouds afterwards so I found that was very intuitive of them to go to that route of allowing us to you know transparently migrate apps between sites. >> All right so Sebastien you're using a lot of the latest and greatest from Cisco you talk about the HX the ACI the CloudCenter Suite what advice do you give to your peers out there and they say you know I've used Cisco products for a long time Cisco makes great products but you know simplicity and management across the product lines was something that you know needed some work what does the Cisco of today look like you know what's working well? What still would you like to see them progress on? >> Well you know for us one of the things that was nice like I mentioned earlier is we're typically going greenfield so I didn't have a lot of the issues that other companies might be facing if they're trying to take their brownfield and actually make it into what we've built so my first advice would be if you're able to get the executive sponsorship to build a greenfield environment there's nothing in Cloud native applications that is you know symmetric with the traditional environment of a data center, it's completely different ways of working we have one week sprints we patch everything as it comes out if an application goes into the environment it needs to be functional with that patching cycle of almost every time we're at n or n-1 so, my thing is think about applications as being the center of what you actually need and not the infrastructure, let the infrastructure be what it is because you're going to be anywhere right? So that's one of the things I would say, from what you said about Cisco and the integration you were right, we have lived a couple of items like that in the last two years and a half, however I've noticed that these new software components like CloudShare and everything not necessarily the hardware part Cisco nails hardware like it works they've been doing it for years the thing is with these software teams they're very customer driven we have access to the engineers now I mean we've had meetings with the Canadian execs Roland Acra's team we were able to get access to the developers and the teams here in the US so, every company has challenges I would be lying if I told you that even at Intact we don't have silos and we don't have issues sometimes with different teams managing together but I feel as if at least for the technologies that we're using they've done good work for us to actually help us get through that. >> Well it's interesting Sebastian you bring that up because I look at you say okay, you've got a greenfield environment awesome, we can go do some new tech, well let's throw in there the DevOps and let's change all the other pieces you're like completely overhauling your environment how much of that were there some new team members that came in as part of that or you know I look people, process and technology sounded like you were taking it all on at once, did that work well? Would you have if you looked back would you have changed some of the ordering and maybe you know gotten one piece before the other or did it help to kind of you know start brand new start fresh and get everything going? >> Well I wouldn't redo the part of starting fresh however, it helped us get really good pace and work you know it's our first agile project as an infrastructure group so all of that was great learning experience the only thing I would say is you need to make sure your organization is ready for that level of change because it's one thing to have one VP sponsorship to actually build out this type of approach but where we struggled a little bit was afterwards getting the rest of our IT organization to kind of want to get onboard. because we are building something new, the traditional environment is not disappearing and we're telling our software engineering groups here's a new area where you can play in but you know typically I'd say that it's been well received we have not had the need to build new skillsets because we're doing infrastructure as code so typically a lot of the stuff we're building we're making sure it's automated so that way it's very nice and lean and when we build a new site we have a lot of automation already built in so we can properly just deploy so lessons learned like you've asked me I'd say that typically I'd probably do much of what I did the same way, but I would work a little bit more on the people area just to make sure that the message is clearly understood that what we're building is for the future of Intact and make sure that we spend a little bit more time managing that aspect because for the technology it's fine for the time it took and everything it's fine, it's really people the change is significant to most of them and when you've been doing something for a long time and someone comes up and disrupts it's like if we were disrupting our own company right? So typically I'd say, that would be something that I would say to people manage that properly or you will have a lot more work to do inside of that initiative to actually gain everybody's momentum and get them to be behind you. >> Well Sebastien I really appreciate you walking us through all of your transformation I want to just give you the final word sounds like you've got great access to Cisco really hope you're happy with what you've done final word is to you know your expectations coming into a show like this and you know what your take aways will be from Cisco Live 2019 in San Diego? >> Well outside from the amazing weather you mean or yeah? so you know typically I like the event I've been to other events before, like I said this is my first time at Cisco but what I've seen is that Cisco's really into getting their customers to understand their technology so they're really present so I really liked how you know we were given the opportunity to do hands on labs and actually learn new technologies so typically great experience coming here and great opportunities and thanks so much for having us. >> Well Sebastien Morissette congratulations to your team at Intact and thank you so much for sharing this story. >> Thank you so much. >> All right we've got a little bit more left here of three days wall to wall coverage Cisco Live 2019 in San Diego for Dave Vellante, Lisa Martin I'm Stu Miniman and thanks as always for watching theCUBE. 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(upbeat music) >> Announcer: Live from San Diego, California. It's theCUBE! Covering CISCO Live, US, 2019. Brought to you by CISCO and it's ecosystem partners. >> Welcome back to theCUBE live at CISCO Live in San Diego, I'm Lisa Martin and I did a little switcharoo on you guys, I decided to upgrade my co-host! Susie Wee is my co-host, the SVP and CTO of DevNet. Susie it's great to have you here! >> Thank you it's great to be on this side of the table! >> It's exciting, I'm among CISCO royalty, and partner royalty. So to my right is Ramon Alvarez, the director of strategy and business development for Samsung, Ramon welcome to theCUBE! >> Thank you! >> And one of our alumni, it's great to have you back as well Matt McPherson the wireless CTO from CISCO, Matt welcome back! >> Glad to be here! >> So we're on the DevNet zone. Susie the last three days have been electric to say the least. The energy, the interest, what you guys have built, you can feel it I mean I was telling you, from 9:30 this morning we started to have to yell into our microphones because there was so much interest I every session here. We've been talking a lot about WIFI6. >> Yep! >> The capabilities, the excitement, the opportunities that it brings. It's so exciting! >> It's so exciting! >> So we've had just all of the excitement around WIFI6, around 5G, we know that here at the DevNet zone we've been really pushing forward with our developers, the programmability of the network. But what we wanted to do here today is to bring you some of the making of WIFI6 and some of the making of 5G that happens and what's interesting is CISCO as a networking company, has been working very closely with Samsung as a overall networking company as a device manufacturer, and basically as we've been together to develop WIFI6 and 5G, Ramon and Matt have been working together as we created all of that technology and had some interesting releases. So we thought it would be great to just kind of share what's going on here. >> Awesome, super exciting. Matt let's start with you talk to us about this creation that you guys are doing, leveraging the power of WIFI6. >> Well you know WIFI6 it's really revolutionary compared to what we're sed to when it comes to WiFi. It's really broadening the market, this capability to do more deterministic type applications and services, we're really excited about it. Everybody that supplied WiFi has the positives and have had the struggles and as we go into this next generation we can actually make it easier as we add intelligence to the network. But of course when you make this type of transition, what happens? New technology, new standards, and so there's always these little rough edges in getting that new technology out. So what we did is we reached out to our good partners here in Samsung and we started this very early, you're hearing about WIFI6 now and you're hearing about some of the things that are happening in the industry now, but we started working way back, way back. And in fact it's kind of interesting, how do you get these new devices in peoples hands, so that you can test what WIFI6 can do in real environments, in a university environment, in a hospital environment, in an airport environment. So working with Samsung what we did is we actually had 170 covert devices, they were literally Galaxy S10's, and they were dressed up as a Galaxy S9, because it was before they released these devices they didn't want to let all their secrets out, and so what we did is we put these early on into these new work environments and we got to test, we got to do interoperability, we got to really iron out the spec so that when they released their Galaxy S10, and we released our AP's, guess what, it works. We don't put the customers through the initiation of a next generation of technology. So we're really excited to be working with Samsung and really collaborating on multiple different levels. >> So you said you've been working at this for a long time we met sort of talking about WIFI6 with you guys at DevNet create just six or seven weeks ago. Talk to us before we get into some of the meat with Ramon about some of those drivers that CISCO started seeing awhile ago in terms of the evolution of the network, and we think about some of the numbers that we're seeing for the massive amounts of mobile data, it's going to be transitioning off of cellular networks on to WiFi, talk to us about what you guys saw that vision awhile ago that lead to all those cool covert operations. >> Look a lot of people you say look WiFi works right? So why do we need a sixth generation of WiFi? But you know when we look at the trajectory of traffic it can be a little bit daunting. In 2023, CISCO's VNI index that shows these trends, we will transmit more mobile data in 2023, than every year before it combined. So this is what we're seeing this is what we have to deal with. So it's very important that we get together with these partners whether it be Intel at the chip set level, whether it would be Samsung at the device level because you know what, we can't just answer today, we have to answer the next three, five, seven years and WIFI6 is going to give us that platform. >> Alright Ramon tell us about some of the cool meat here that we really want to dig in to. >> So actually one of the things that you kind of touched up on but I would like to mention is that one of the reasons why WIFI6 is here is actually the congestion on networks. So when you go with your smartphone, you go to an event, sports venue, concert, etc, many many people are trying to connect to WiFi, the signal and actually the throughput degrades very, very quickly with the number of people who actually get into the network. So WIFI6 actually solves for that, so that's one of the top pain points that actually we have from our users, our consumer research. The second pain point we actually tried to solve with WIFI6 in our collaboration with CISCO, it's the battery life. So one of the top pain points again for smart phone users it's well my battery doesn't last for a full day, I take lots of pictures, I upload videos, etc, that's going to drain my battery. So actually WIFI6 is a mode where the devices can actually sleep and the AP's can sleep, and only wake up the device and transmit data when that channel is actually available. So that essentially for the user is actually longer battery life. There's more advantage but those are kind of the two key ones. >> There's more and actually if I can just ask both of you, as we were testing between our companies, what kinds of things were we learning and how is that going as we're developing it? >> Like we said it's a new specification, if you look really even at the ground level, all previous versions of WiFi were based on OFDM, this next generations on OFDMA. So that adds some new complexities, but also a lot more capability. Now what happens all the time when you have a new spec is people can read that spec in different ways. How we implement the spec may not be exactly how they implement the spec, and if we don't do that testing beforehand what happens is we discover that out at the customer when that phone call drops or that connection doesn't work like you would expect it to work, that AP to AP handoff doesn't work the way that you expect it to work. We found over 60 critical differences, it's hard to say bud right, but 60 critical differences in how we were interpreting the spec and how the device players were interpreting the spec, and we resolved that so the customer didn't have to go through it they just get good access. >> So it's been an amazing partnership as we were kind of working out all the kinks and I remember, nobody expects WIFI6 or WiFi to be different. Everyone's like it performs the way it does, can it be different, and then one of my guys went into the lab and he tried it and he came back, his eyes were this big. (gasp) It's fast! And he couldn't believe it and so we were able to do it, but that makes us be able to do a whole new set of applications so I think there's some new applications that we can jump into because WIFI6, it does enable new applications. >> In our case we are consumer companies, we sell devices to consumers so the number one application for us is well any kind of consumer application, social media, uploading videos, etc. So that's our established market but we also try to go into other B2B verticals, like public safety, like hospitality, financial, retail, etc. Where actually having that reliability on the network it's extremely important. So one of the reasons why hospitals, hotels, etc deploy their own WiFi network versus just using LTE or 5G is because they can actually control the user experience, they can actually control the throughput, they can control the availability, the coverts, etc. So WIFI6 actually enables that especially when there is a congested situation. >> And we've never had that deterministic control within WiFi before. >> That's right so that's kind of at the network level, and then in terms of more applications at a higher level, so I think that gets you very excited. So we actually have you know Samsung it's a device manufacturer, we have many many devices, smart phones is one of them, we have laptops, wearables, VR headsets, TV's, appliances, etc, they're all getting connected to WiFi. So one of the things that we have seen over the last few years is that the number of WiFi devices in a typical US household has increased from five per household to nine per household today, and it's going to be about 50 WiFi devices per household in 2022. >> 50? Five Zero? Whoa! Should I get my dog a smartphone? >> Your thermostat, door lock, cameras, all kinds of devices have a WiFi connection. In a home we need to be able to support that, but also in an enterprise. >> That's a shift in the industry to think of those things having WiFi connection. >> That's right sensors, motion sensors, open/close sensors, all kinds of humidity sensors, etc. They're all getting connected to WiFi so we need to be able to support that kind of growth. >> So that makes me think, sorry Susie, of security. We talked a lot within the last few days about the integration and the embedding of security to the CISCO suite, but when you're talking about whether it's data from my nest system, or a camera connected to my alarm system, data privacy it's blown up, every generation in the workforce today is aware of it. Can you talk to us a little bit about what you guys are doing to ensure that security's pegged in? >> There's so many places that you can implement security, and the fact of matter is in a good network you have to implement it in all those places, because you don't know where that breach or where it might be subject to somebody coming in and compromising your system. But one of the things that we're doing that I think really revolutionary, is this ability to pull analytics out of the network and actually baseline the behavior of that network. So we know what's normal, we know how devices communicate, we know how that light switch communicates or that light bulb, even these very simple things. And sometimes it's kind of scary you think what if someone were to hack into that really simple stack in a light bulb, how many light bulbs are in a building? And what if they actually went across those light bulbs and started basically spamming into the network? You wouldn't be able to get anything done. Well you can't just turn off all the light bulbs, we're going to disconnect all the light bulbs in the building from the network, you can't do that. So what Cisco is doing with this digital network architecture and what we call SDA or software defined access is the ability to segment and separate things out based on their function. So we can put all of that building management in one segment we can put your mission critical applications in another segment and in fact if somethings misbehaving, don't turn it off but segment it out so it can't in fact cause problems further in your network. I was talking about a light bulb, what if you're in a hospital and it's a heart monitor? >> Right or an MRI machine. >> And you don't want to turn that off, but you don't want ti do infect the rest of that hospital room or the rest of the hospital. So moving into a segment, isolate it, let the function go on, alarm the administrator so that they can address it and contain it. >> And this is exciting because what happens is if you think WIFI6, oh yeah it's an access point and it's what's in the client, and that's it. But actually now we're talking about using the capabilities of a whole network to ensure the security and things like that. Ramon you have an interesting new app that our viewers might want to see. >> Yeah actually I wanted to just continue this talk about security so sometimes we think about security and user experience as a trade off, and we don't like that. We want to maximize especially as a device manufacturer we want to improve and enhance always the user experience. So one of the things we're working on is open roaming, and I like kind of the motto that you guys had was well it's easy to use, but it's secure as well. So essentially open roaming it's a way for users WiFi to connect automatically to a WiFi network, without having to enter in a login and password information, and kind of sign in page, without going through that process. A user will get automatically authenticated, and of course we have to have some security so one thing we've done is using Samsung account in our devices as the authentication system for the user. >> And where are we doing it, right here! >> I'm actually connected through open roaming with my phone right now. >> So almost 50% of all attendees that came out to CISCO Live just automatically connected to the network. They didn't have to go through a portal, they didn't have to get out usernames and passwords, they didn't have to go to their connection manager and pick the right network, they're just connected, they're transmitting traffic, they're getting their emails. >> That happened to me this morning on another device I brought in. >> There you go, and that's a security thing because what you're doing with that is Samsung users have Samsung accounts when they provision their device they save their configuration is there, they save their preferences there, they provision it into a device it pushes it out and now you get this profile, this certificate that allows you to do these types of things, and with partners like Samsung guess what, they have a pretty big market. Go to Mobile World Congress last year, everyone with a Galaxy S9 just connected to the network. So this really broadens across the ecosystem it's changing the way we will experience networking. >> It's going to impact every persons live on every level, this is so exciting. So you guys have to come back cause we're out of time but this is, I feel like we're just getting started. But thank you guys so much. Susie thank you for being my awesome and steamed co-host. >> Thank you for giving me this opportunity to be a co-host. >> Awesome you guys, Ramon, Matt, thank you so much for your time we appreciate it. >> I'm going to hold you to bringing us back. >> Deal! Shake on it! Alright for my guest and for Susie Wee, I'm Lisa Martin you're watching theCUBE live from CISCO Live San Diego, thanks for watching! (upbeat music)

>> Narrator: Live from San Diego, California, it's theCube, covering Cisco Live US 2019, brought to you by Cisco and its ecosystem partners. >> Welcome back to theCube, Lisa Martin with Dave Vellante, day three of our coverage of Cisco Live. We're in the DevNet Zone, we've been here all week. Dave, this DevNet Zone is the place to be at Cisco Live. >> Well, first of all, it's so packed downstairs, not that it's not packed here, but there's a little space you can walk around in, number one, and number two, it's where all the action is from the learning standpoint and education. People are just eating it up, they're like sponges. >> They are eating it up. Speaking of learning, we are pleased to welcome Mike Adams, the VP and GM of Learning at Cisco. Mike, welcome to theCube. >> Thank you, it's my pleasure to be here. >> We talked to Susie a number of times, she's actually coming on to guest host with me in an hour or so, and looking at the DevNet evolution in the last five years, 600,000 members in this community, which is mind-boggling how this is, I teased that it was like a field of dreams. >> (chuckles) >> Dave: Which also was 30 years ago. >> It is, yes. That's kind of scary isn't it? But also so is Bill and Ted's Excellent Adventure, I think those are two really good ways of looking at DevNet. If we look at some of the things that you guys have announced with respect to bringing software skills and software practices to network engineers, it's a big signal in Cisco's evolution. Talk to us about some of the things you guys have announced from the certification perspective and why that's a signal of changing winds. >> Yeah, absolutely. It's been exciting. Susie and I have been working together very closely for the last year in preparation for this. I'm not sure if I'm Bill or Ted in the combo. >> Lisa: Either one's pretty good. >> You're the one who started the excellent adventure. >> That's right. There's some really fundamental significant changes to the program. The most exciting, of course, is the launch of our DevNet branded software certification. It's one of a kind in the industry. There is not other company that has the mix of network engineering certifications and software certifications like Cisco does, certainly not at the scale that we do. We've certified over 1.7 million people since the program has launched over 25 years ago. You imagine the power of bringing together the community of developers with this community of network engineers that we've created. The sky's the limit. It's going to be amazing. That's the biggest announcement is the launch of the software certification, DevNet certification. We've made some other pretty important changes too, and all of these were based on the feedback that we got from customers and partners. One is you can now use continuing education credits to maintain your certification at any level. Rather than having to go back and retake the test every three years, now you can branch out and learn new things, like software as a continuing education credit to maintain that certification you have. We've also added flexibility into the program. In the past, you had to start at associate level and then go to professional and then go to expert. Today, if you feel like you're ready for professional, we invite you to start right there. If you feel like you're ready for that very rigorous CCIE Lab Exam, bring it on, we'll welcome you into it. We feel like that's going to give learners more of a choice in terms of how they process their learning and training and which certifications they want to pursue. Go on, I could go on. >> Let's keep goin'. You could essentially cut the line if you've had some field experience, and/or you just naturally have an affinity towards this. >> That's right. If you have developed depth of expertise and skill and experience, but you haven't started the certification program, why would I make you go back and take an entry level engineer exam just to work your way into the direction you wanted to go, rather we welcome you to come in and start working where you feel like you're ready. >> Can you explain more about the continuous certification, because if I infer correctly, it used to be every three years you got to re-up, kind of like an EMT has to get re-certified. That's not required anymore? You can traverse across the portfolio? >> I'll answer it very specifically. In today's program, the highest level, the CCIE, the expert level, that level can use continuing education credits to re-certify, to maintain their certification. We've extended that same principle to all the others, so today, if you had a CCNA, and you wanted to maintain that CCNA, you would have to go take that exam again. We think it's a lot more valuable, and it's interesting you would mention EMTs, there are lots of other verticals and professions, there's a lot of data and science behind this, that will say that there's more value in terms of extending and maintaining your skills by doing continuing education rather than studying for a test. >> Absolutely. Couldn't agree more. You're allowing the folks to have more control over their education. >> Mike: Exactly. >> Choose your own adventure kind of thing. >> Mike: That's right. >> Also, one of the things that sort of strikes me about what Cisco has done in this big pivot, software's becoming developer friendly, which for a large organization with a history and the girth that Cisco has is not easy to do. From a competitive advantage perspective, what are you hearing from customers, in terms of, are you seeing this as a dial-up on Cisco's competitive edge? >> Yes, absolutely. We took counsel from Gerri, our Head of Sales, she believes very strongly that the DevNet certification, in combination with our network certification program, gives us a real selling edge because it demonstrates the commitment we have to solving real world problems for our customers. We know our customers are anxious to take advantage of what software on top of the network creates for them. To take advantage of those APIs, to build applications and programs that let them maximize the use of their technology as they compete in their own marketplaces. We're absolutely hearing very positive things about how this differentiates Cisco. I'll just add one more point. Even though it looks like there's two tracks, there's a network engineering track and a software track, that's really not the case. It's one certification program. As an example, at the professional level, to earn that CCNP, you have to take a CORE exam, and then you take a concentration exam in the same technology vertical. Data Center, Enterprise, Collaboration, Security Service Bribe, or DevNet. Interestingly, in each of the first five that I mentioned, you'll take the CORE exam and then the concentration can be a DevNet concentration. So we're inviting people to begin to add that software skills into the traditional network certification track that they've had. >> I wonder if you could help us understand the philosophy of the programs. I've seen some education programs, it's like a Chinese menu. It's deep and wide. My sense is that a lot of companies, some companies, not a lot, have said, "Okay, we're really not relevant to the Cloud market, "Let's do some Cloud certifications," stamping it premature there. It seems like Cisco's strategy is to be very focused. Is that fair? Maybe you could add some comments to that. >> It's absolutely fair. We've been very thoughtful about how we have structured the program and what content we have put into it. We've been very mindful to focus on need-to-know information in the CORE exams, and then allowing the learner to choose concentrations for the nice-to-know, the things they want to round themselves out with. Around relevancy, we built the program with job-role specific skills in mind. As an example we've been talking about it this week. Dev Sec-Ops Engineer is an example. It would maybe get their CCNP in Enterprise, route switch, and then they could add on to that various DevNet concentration exams to earn them specialists that would mix that, whether it be WebEx or IOT, and then those combination of skills speak to a very specific job role, this Dev Sec-Ops Engineer, as an example. There are other ways you can mix and match the components to create the capability around skills for a job. >> I imagine as time goes on with these new certifications that you guys are going to be analyzing the different pathways that each person is taking to understand, maybe looking at some consistencies and maybe even offering some recommendation, recommended pathways. >> That's exactly right, because as those job roles evolve in the industry, we're constantly evaluating what skills are needed for those, making sure that we're bringing those to the market. I just can't say enough how important it is to DevNet certification is. Being able to have developers demonstrate their capabilities and skills through a certification is really powerful. >> What's the strategy with regard to partnering with universities, are you doing things along those line? >> I'm so glad you brought that up. There's another leader that Susie and I have been working with, Laura Quintana, she's runs Networking Academy. Networking Academy reaches out to higher education, and also to high schools, they also create networking academies in underserved areas around the globe. Laura and her team have been at this for a while. They have trained over 9.2 million people and have a goal to graduate another two million within the next year. The reason I mention that is that's the arm of Cisco that reaches into higher education and invites people in underserved areas into our industry by giving them those fundamentals. The primary certification that they graduate with is the CCNA, is that entry-level engineer, and now entry level software DevNet associate, those are the graduation that they'll focus on out of Networking Academy. We do a lot of that. >> How about the technology of learning. When you started this almost three decades ago, this is a massive scale of learning. How has the technology of learning evolved? >> Massively. Think about how you like to learn new things. Much of it is going to the web, or finding some digital format, and then doing it at your own pace. That's the other important thing here as well. We are massively transforming the way we are meeting our customers through digitized products. It's very important. Another one of the other big announcements this week was the move from Cisco's services to customer experience, you may have heard Maria Martinez on stage, day two. If you noticed there were four main pillars to the CX Strategy, one of them was learning, active learning. We know that by embedding learning and education into the digital products that we have and getting it to our customers just in time, and ideally by looking at telemetry coming back from how they're using our products, maybe I can predict what training you need before you know you even need it. That's where we're going. >> Very awesome. Last question for you, Mike. Cisco's a massive part of our Ecosystem, we've been talking with a lot of them this week, and at many events, what's to them, to your partners, what does the certification and this massive change signal to them in terms of Cisco's evolution? >> It absolutely signals where the company is going, our commitment to software, our commitment to continue to evolve and stay on the forefront of technology, giving them what they need to go serve their customers and make money in the meantime. Our partner ecosystem is so critical to this company. The software certification, as an example, is going to allow them to demonstrate to their customers, in a very quantifiable way, how many DevNet certified engineers they have. Some of these partners have over a thousand DevNet members already, but wouldn't it be great via certifications? It's a real differentiator for them. I'll mention one other thing. We have a group of very strong learning partners that we work with that extend our capability globally, that are able to take the content that we create and then form that to meet the needs of very specific customers. There's another aspect of partners that are critical to this transformation. >> So you talk about partners to your customers, to the engineers, when I was at IDG one of the most frequently read articles was the Annual Computer World Salary. >> Mike: (laughs) >> You know what, if everyone's going to publish salaries, I'm going to look and see where do I stand. That's part of it, getting more certifications, you're going to be worth more in the market. >> It is. We've got some really good data that says what an investment in professional or expert level certification should do for your W-2 at the end of the year, and we're very mindful of that. >> DevNet bringing the street-cred. Mike, it was great to have you in the program. I can only imagine how dynamic you and Susie are together. >> We have a lot of fun. >> I got to see that next time. Congrats on all the success. It's palpable. >> Thanks. >> Cool stuff. For Dave Velannte, I'm Lisa Martin, you're watching theCube Live from Cisco Live San Diego. Thanks for watching. (upbeat music)

>> Live from San Diego, California It's the queue covering Sisqo live US 2019 Tio by Cisco and its ecosystem. Barker's >> Welcome Back Here in the San Diego Convention Center. I'm student in my co host, David Dante, and you're watching the Cube, the leader in worldwide Tech coverage, and its Sisqo Live 2019 happening. Welcome back to the program. One of our Cuba, Lem's Russ Curie, who is the vice president Enterprise strategy at Net Scout. It's great to see you. Thanks for joining you guys. Thanks for having me. Alright, we always say, we got a bunch of Massachusetts guys that had to fly all the way across the country to talk to each other really well. So a couple hours for the beast hip, all everybody excited. But a lot of excitement here in the definite zone specifically and Sisqo live overall, 28,000 intended you've been to a lot of customer meetings, gives a little insight. What's been your take away from the show so >> far? I think that there's a lot of energy towards the multi cloud called Deployments in general Security. The whole introduction of Umbrella has got a lot of conversation started. It's amazing the amount of cos you see out there talking about just visibility in general, and that's being one of them as well. So it's been a lot of fun. >> Good show this year, Russ. I've been looking for this conversation. We heard from Chuck Robbins in the keynote. He said The network sees a lot of things, and Cisco says they're going to give customers that visibility. Of course, that ties in a lot, too. What Net scouted love, you know, give us. You know, your thoughts on Multi Cloud. How Cisco doing in the space? And how does Net Scout fit into that whole picture? >> Well, I think that one of things as Chuck talks about that, it's the cloud is the one thing, or the network is the one thing that's common for all. Coming along the devices right? I have. If I go into a different cloud, I have one set a performance metrics I might be able to gather about. You look at what device or an operating system. It's all different. But all the communications on the network T C P I. P is common. That really provides that thread that you're able to provide that level of visibility. So it really becomes one of those things that the network is a unique place to gain perspective on both the performance in the security that we're delivering to our customers. So can >> you just summarize the problem that Net Scout solves for our audience? Sure, I think that primarily it's one of these situations where I've been my own prime environment. It was pretty easy. I had access to everything. I could see what was going on. Quite readily. I started introduced visual ization and now traffic start to move much more East West and became a problem for folks. I think can Cisco recently said 85% of the traffic there seeing on the network is East West traffic, right? And then we moved to the cloud, and it's even more obvious gay that I can't see anything in new ways of network traffic. There typically live in clover and desert starting to address that, but really being able to gain that level of visibility so you can understand exactly what's happening just gaining that perspective. So let's explain it. >> I'm going to stay with the East West north seven metaphor. Why is it easier to get visibility in a column? >> Then? It is a row, I think, because in a column is everything exploding north and self. So you've got everything right there, and usually you have a place where you can look into it. But when you're flat, it starts to become really different you're looking at. But advice is talking to know the devices that don't necessarily have to traverse any part of the network it. Khun, stay within. Ah, hi provides, for example, so providing solutions lawyer game visibility into that environment is really important and the protocols that we use their change a bit so traditional tools don't necessarily fit well. So what's the general solution to >> solving that problem? And then I want to understand the Net Scouts secret sauce. But let's stop. Let's start of high level. How does the industry solved that problem? So the industry >> has been trying to solve that problem mostly by looking at the goodwill of third parties, looking at things like net blower, log events and aggregating that normalizing it. You've had solution sets that looked at network traffic, but it becomes very difficult for a lot of folks to make use of that network traffic, and what we've done is really provide the ability to look into that network. Traffic and gain gather from really anywhere it's deployed whether it's public loud, private cloud, our solution said, That's our secret sauce. Our solution. Second go anyway. >> So so add some color to that in terms of your able to inspect deeper through what just magic software you got. You got a pro you send in so >> well. Actually, we have a device. It's called a SNG, and in the virtual world we use something that we call be stream. In the physical world, we have some that we call in Finnish Stream N. G. And that leverage is a technology that we've developed, called Sai, which is adaptive service intelligence and well, also do is watch all that traffic and build meta data in real time so we can surface key indicators of performance and security events. Get that information up into a collection mechanism that doesn't have to normalize that data. It just looks at it as is way. Build it into a service Contact services context laws uses to see across a multi cloud environment in a single pane of glass. Okay, so one of >> the biggest challenges for customers is that they're changing these environment. It's what happens. Their applications, you know, applications used to be rather self contained. Even the bm They might have moved some, but now we're talking about, you know, micro services, architecture, multi cloud environment. There's there's a lot going on there, you know? What's the impact on that for your world, >> Right? That's been exactly it. Weigh three tier application was kind of pretty straight forward, even though at the point we started introducing, we thought that was a really tough stuff. Now what we're doing, as you say, it's doing micro services architectures, and I might take my presentation layer and put out in the cloud and the public cloud in particular. So I'm closer to the UN user and delivering better high performance capabilities to them lower lately, Auntie and the like and I take my application server and I split that up all over the place, and I might put some in public. Claude. I might put some in private club. I maintain some of it in the legacy. So all that interconnection, all that independency is really, really hard to get your hands around and that complexity. We looked at the street study that said 94% of the 600 respondents said that the the networks are as complex or more complex than they have been two years ago. >> Yeah, that's not surprising, unfortunately to hear that, but you know, when we talk to customers out there, it used to be, you know, the network is something You set it up. You turned all your knobs and then don't breathe on this thing because I've got a just where I want today. It can't be like that. You know, I I we know that it's very dynamic has changed. The message from Cisco has been We need to simplify things and, you know, obviously everybody wants that. But how do you make sure you ensure that application, performance and security, without having the poor admit, have to constantly, you know, be getting tickets in dealing with things >> I think are Solution really provides a common framework for visibility, and that's really what I think is really important. When you're starting to infer based upon different data sets, it becomes very difficult to put your finger on the problem and identified. That's really a problem. And it's trying to blend the organization. Let's sit this concept of the versatile list and trying to make sure that people are more capable in addressing problems in kind of a multi dimensional role that they have now in particular network and security. The organizations, they're trying to come together, God, they rely on different data sense, and that's where it kind of falls apart. If you have a common day to say, you're going to have a better perspective, Okay, >> I was just a front from that application standpoint. How much of this is just giving notification to invisibility? Intuit vs, you know? Is it giving recommendations or even taking actions along those lines? >> Yeah, I think it has. It has to give you recommendations and has to give you pinpoints. You really? You've got to be able to say there here's a problem. This is what you need to do to fix it right? I think what often when I'm talking to folks, I say it's about getting the right information to the right person at the right time to do the right thing If you're able to do that, you're going to be much more effective. Yes. OK, so you've got this early warning system, essentially, hopefully not a tulip. But that's what practitioners want. Tell me something. Tell me. Give me a a gap and tell me the action to take before something goes wrong. Ideally. And so you could do that. You could give them visibility on it, Kind of pinpoint it. And do you see the day, Russ, where you can use machine intelligence toe as Stuart suggesting start to maybe suggest remedial action or even take remedial action? Oh, absolutely. I mean, there are some things that you can really do and do quite well. Walking for security events, for example, is the primary one. We've always had the ideas in place in the early days, a lot of folks who are cautious because they wanted to have a negative impact on the business. But when we take a look at ex filtration and blocking outbound connections, if you know the bad actors and you know the bad addresses, you can stop that before it gets out of your network. So people aren't gonna have that X illustration of your information. >> All right. So, Russ, you've been meeting with a bunch of customers here at the show, What's top of mind for them And if some of the conversation I've been having this week, you know, security, you know, has been climbing that that list for many years now. But in your world, what are some of the top issues? >> Yeah, security, definitely. There's no question. I think it's one of those environments where you can almost never have enough. There is always hungry more and more and better and more accurate solutions. I I think I saw something recently. There was a top 125 security solutions that's like top 120 times really way. Doyle The Town 25 Exactly. And I think I D. C's taxonomy has 73 sub categories to the security. So security is, you know, more than a $500 word. You know, it might be a $5,000 word. It's crazy and same with club, right, because it's not like, you know, in fact, I was talking to someone recently, and it's with the club village Go. It's not a club village. A more This is everything we're doing is the cloud. So it's change in mindset. So it's It's interesting as a cloud universe. So what's next for Net Scout, you know, give us a little road map? What Khun observers expect coming from you guys more significant, pushing the security in particular. One of things we see is that our data set really has the ability to be leverage for both security and performance work. Load sport floats were integrating the products that we bought with the Harbour acquisition we bought over networks. And they have a highly curated threat intelligence feed that we're going to bring in and add to our infinite streams and have the ability to detect problems deep inside the network. You know, it's one of these things the bad actors kind of live off the land. They get in there and they know their way around slowly and methodically and drought dribble information. No. Well, the only way to catch that is like continually monitoring the network. So having that perspective so continuing to grow that out and provide again more of that, eh? I aml approach to understanding and be more predictive when we see things and be able to surf. It's that type of information. Security already used to be activists. And now it's become, you know, high crime even. Yeah, even, you know, nation states, right. And the job of ah of a security technology company is to raise the cost, lower the value right to the hacker, right to the infiltrator so that they go somewhere else. All right. Hey, make it really expensive for them. So either get through. But we ve what's like you get through, make it really hard for them to take stuff out. And that's really what you're doing. >> It was like you made sure to lock the front door now because it stopped them. But, you know, maybe I'll go somewhere else, right? It's a little bit >> different. Preventing you wanna minimize your risk, right? So if you're able to minimize the risk from performance and security problems, it's really all about understanding what you've got, what your assets are protecting them. And then when that someone's trying to look at them stopping it from happening, >> OK, last question I have for you, Russ, is being in this Cisco ecosystem out there. We're watching Cisco go through a transformation become more and more software company now, four years into the Chuckle Robin's era. So you know, how's that going in? What's it mean to partner Francisco today? >> It's going really well, and I think that we adopted a lot of way or adopted a lot of what the Sisko has done as well and really transform Nets go from what was primarily a hardware first company into a software first company. You know, it's kind of I was in a conference once and we were talking about software eating the world, right and but ultimately, its hardware. That's doing the chewing right. So I think it's one of those balancing acts. You know, it's Cisco's still of selling a ton of hardware, but it's a software solution sets so they deploy on their hardware. That makes it happen. And it's similar for us. You know, we're building out software solutions that really address the issues that people have building all these complex environments. All right, >> Russ Curie, congratulations on all the progress there and look forward to keeping up with how Netscape's moving forward in this multi cloud world. Thank you. All right, we'll be back with lots more coverage here from Cisco Live, San Diego for David Dante Obst Amendment. Lisa Martin's also here. Thanks, as always, for watching the Cube.

>> Narrator: Live from San Diego, California, it's The Cube! Covering Cisco Live U.S. 2019. Brought to you by Cisco and it's eco system partners. >> Welcome back to the Cube's coverage of Cisco Live, Day 3 from buzzy, sunny San Diego. I'm Lisa Martin, my co-host is Stu Miniman and Stu and I are pleased to welcome to the Cube Stephanie Wible, Senior Product Manager, hybrid networking and SD-WAN, from CenturyLink. Stephanie, welcome to the Cube! >> Thank you, I'm glad to be here. >> Yeah, so welcome to the buzzy dev nut zone. This place has been buzzing for three days now. >> It is definitely an active session over here today. >> It is, so let's talk about SD-WAN. We've heard a lot the last few days about the massive transformations to the network. Changing customer demands, changing customer needs, talk to us about the SD-WAN marketplace, overall. >> So we don't have a conversation with any of our customers these days that don't include some kind of a conversation about SD-WAN. Everybody is looking to transform their networks and their looking for the next best thing. They're also trying future-proof their networks. Some of the customer drivers that we see are folks looking to augment existing MPLS networks with lower cost access, making the best use of their assets, both from an equipment perspective as well as a network perspective. And then having that sort of centralized command and control capability that SD-WAN provides them. >> Alright, so Stephanie the SD-WAN space, while most customers are familiar with it, it's not a monolithic space. It's not like there's five products on the market and there all very similar. There's a few different areas and even Cisco has two primary products that your offering. Can you give us a little bit about the lay of the land as to what use cases there are for the various pieces? How do you decide which there are? Or I know I've talked to customers that have had multiple SD-WAN solutions. >> That's a good point. So, when we initially started looking at SD-WAN, we kind of did a RFI on about 15 or so different vendors. The market has compressed a little bit since then through acquisitions and mergers but we at CenturyLink, in particular, recognized that one size does not fit all for all customers. So we wanted to offer a choice of services for our customers and most of the vendors have very similar kind of capability but some have other features that some don't. For example, the Meraki one, we typically have our branch customers, our customers that have many homogenous kind of like sites that they want something simple and something easy and not something that has a lot of bells and whistles. That's a perfect fit for them. It's very easy to install and get it up and running. Where something like Viptela that has a lot more capability and a lot more customization available would be perfect for some of our larger customers. The Telepher, for example, is we have a large install base of customers already using Cisco gear, the ASR and the ISR, where that's very attractive to those folks where they can just lay the software on top of their existing assets without having to do a full network swap out. And then our other option is our Versa which was our initial launch which was in 2016. Again, that's a full-featured SD-WAN capability. So it kind of depends and we try to bring the customers and have that conversation. Understand what theirs drivers are so that we can help tailor them and select and help them select one of the options that we have. >> Yeah I have to imagine that most of the time you're really helping the customer down there. It's not, "Okay there's a catalog, choose which one." That's some of the reason we would go to a CenturyLink is so that you listen to them, understand that, and you've helped filter a lot of that for them and maybe get them down to some of the just what size they're buying. >> Yep, and its not just the vendors. The pure play vendors talk about we call it the tip of the iceberg. So they talk about the SD-WAN capability. Where CenturyLink can add a lot of value to that is we also provide hybrid WAN solution and PLS, we also do. That's the public, the private section. And we recently, with the introduction of our SD-WAN services, started offering public connectivity in broadband and WIFI. So we can offer the mix of access along with the overlay service. We can be the single button to push for that but we also have had extensive history in managed services. So we have done managed routers and managed iads for our voice or data. And then the other big portion of that is we are a global provider, so for those customers looking to expand they're already in our global network. We've got one of the largest global backbones in the world. >> So let's give our audience a view from a customer who is in the process of needing to upgrade their network being able to future-proof it, as you said a few minutes ago, be ready for WIFI sites. Say it's a bank with many different retail branches. What would be the ideal solution for them? Would it be something more like Viptela that, is that more customizable? That in one branch you might need a much smaller pipe than you do in a much larger branch? What goes through that for a customer that's going through that upgrade process to modernize their network? >> Yep, so we try to have our technical experts go in and sit down with the customer and kind of do a question and answer session and try to understand what their business drivers are, what solutions that they're trying to solve for, and provide guidance and expertise along that lines and try to suss out. We also have what we call a Transformation Workshop where we like to bring customers in and have a kind of in-depth conversation, one-on-one conversation, show them some of the demos of the services that we offer and try to suss out what their real requirements are. And then, again, we can offer solutions and say, "Hey, based on the footprint that you have, "based on the connectivity options that you want, "based on your time frame, based on your cost," all of those things are factors to where would direct a customer. >> So giving them sort of a prescriptive, customized pathway for that upgrade based on all the analysis about what they, what their current lay of their WAN looks like and where they want to get to. >> Exactly, exactly. >> So, Stephanie I knew you'd do those in-depth discussions with customers. One the great opportunities about a show like Cisco is you've got 28,000 people here coming by the booth, coming into to sessions, so you get to speed date on some of these things, but what are some of the top things that they're asking for? What are some of the pain points that your hearing from customers? Is SD-WAN one of the top things bringing them to you? Or what are some of those key conversations? >> SD-WAN is, that's been kind of the industry term and so everybody knows a little bit about it and the crazy part is a lot people coming in have really done their homework and know a lot about the differences between the different platforms. Security is at the top of everybody's mind and that is another really big driver that everybody wants to have a conversation about. Security, how can I get a security patches out to my endpoints faster and better and quicker? How do I integrate my security with an SD-WAN solution? And so we see those a lot. We have answers for those questions and we can help folks figure that out. >> So here we are at the 30th annual Cisco customer partner event. A lot of evolution in the last 30 years. A lot of work has been done by Cisco to transition from just a hardware network gear provider to hardware, now software. Challenging for large organizations with the history and the product depth and the networking expertise-- >> Absolutely. >> that a company like Cisco has. I want to get your opinion. You've been with CenturyLink for a long time. CenturyLink and Cisco also go way back. >> Stephanie: Yep >> What are some of the advantages is CenturyLink seeing by Cisco's transition to more of a software provider? >> Cisco's always been a great hardware provider partner for us and I hadn't worked in that space too much. However, the folks that we have been working with, both on the Meraki side and Viptela side, super responsive, super willing to help. They're always available. What questions can we answer? Can we get in? Is there training that we can provide? They've been great. Super partners to work with. >> In terms of the customer reaction though, is it giving you guys a leg up, an advantage, that there is more of a software lead approach of looking at an old legacy company that is much more modernized? If you think of how Cisco would compete with a born-in-the-cloud company, what is that kind of competitive advantage like for you guys? >> That's an interesting thing too. So where Cisco has traditionally been a hardware provider, a lot of our customers are very familiar. They're CCIE network certified. It's funny trying to get those folks over. Some are very, its usually the younger set that's willing to go the whole software designed route. So its a challenge. Some folks are very, very much old school and they want to stick with the hardware-based solutions and they don't want to move to the digital world. However, things, cloud computing and all the applications moving to the cloud is kind of forcing them there. So its kind of a slow cycle on some of those and then some of their smaller groups. And we, the early adopters were the ones that were, "Yeah, let's just jump in "and go directly the software route," so it's-- >> Yeah, Stephanie you bring up a great point. I used to give presentations and when you would talk about rollout of technology in the network world, we would measure it in a decade. >> Right, yeah. >> It was like, "Okay, here comes 10 gig and there's the standard "and here's the piece," and all the things like that. What are some of those drivers in your customers because are they moving? You know we found, in general, they are moving faster. Speed is one of the things that we talk about. That agility to be able to respond. So what are some of those drivers from your companies that your work with that's helping them refresh faster, look at new technologies, and be open to some change? >> I think it's just keeping up with the industry. Like you said, it used to take years to do things and now its changing on a monthly and a weekly basis. And people are, I think, they're a little bit scared. It's like if we don't do something, we're going to get left behind. And it, the industry, is kind of forcing people to make those changes. Cost driver is another one that we see and people having to hit their fiscal numbers and everything else like that. But network transformation is not a simple thing. It's not a quick go in, run something. It's something that requires a lot of planning, a lot of analysis, and you want to, what do the old carpenters say? You measure twice and cut once, right? You want to plan, you want to plan, you want to plan and then you implement. So it does take time and people are getting there. When we first start talking about SD-WAN there was a lot of talk, it was a lot of talk, it was a lot of talk, it was a lot of talk and all a sudden then you start seeing, and it seems to be speeding up. People wanting to make decisions. We've had people that have had experiences and have shared experiences, and I think that has helped people make their decisions to actually go. >> What are some of the factors, like security, as an accelerator of a business that maybe might be on the slower side to migrate and start moving to a multi-cloud? Which a lot of businesses live in. Security also just the threat of being Uber-ized by a smaller company that isn't taking advantage-- >> They can move fast. >> Right, of whether it's network automation, SD-WAN, taking advantage of the expansion of 5G. What are some of those, how are some of the security and some of those other threats, are they catalysts that you guys are leveraging with customers to help them understand why the transition is imperative? >> I think they are. I think the iPhones and the laptop devices where you can click and have that immediate user experience, that's starting to build people's expectations that you can get things that quickly. And for the old legacy companies that aren't willing to get in there and to start thinking about doing that migration and change, they will get left behind. It's just where the industry is today. >> Great, Stephanie, why don't I give you the, give us the take-away from Cisco Live. You know, Cisco plus CenturyLink, what's that mean for customers? >> I'm sorry, I didn't catch all, I'm sorry. >> Cisco plus CenturyLink, the take-away for customers. >> Yeah, we're great partners. We've been partners for years. We continue to be partners. I think we bring a great marriage of the SD-WAN services and our hybrid network and all of our managed services together. Lots of years of experience and we love helping our customers, both of us. We want to delight and provide that great customer experience. >> Well. Stephanie, it's been a pleasure to have you on the Cube talking about all things SD-WAN, marketplace, the drivers, the opportunities, and the benefits. We appreciate your time. >> Thanks so much you guys. Have a great show. >> Thank you. For Stu Miniman, I'm Lisa Martin. You're watching the Cube Live from Cisco Live, San Diego. (electronic music)

>> Narrator: Live from San Diego, California. It's theCUBE. covering Cisco Live US 2019. Brought to you by Cisco and its ecosystem partners. >> Welcome back to San Diego, everybody. You're watching Cisco Live 2019. This is theCUBE, the leader in live tech coverage. This is day three of our wall-to-wall coverage. We go out to the events, we extract the signal from the noise. My name is Dave Vellante. Stu Miniman is here. Our third host, Lisa Martin is also in the house. Dave Malik is here. He's a fellow and Chief Architect at Cisco. David, good to see you. >> Oh, glad to be here. >> Thanks for coming on. First of all, congratulations on being a fellow. What does that mean, a Cisco Fellow? What do you got to go through to achieve that status? >> It's pretty arduous task. It's one of the most highest technical designations in Cisco, but we work across multiple architectures in technologies, as well as our partners, as well, to drive corporate-wide strategy. >> So you've been talking to customers here, you've been presenting. I think you said you gave three presentations here? Multi-cloud, blockchain, and some stuff on machine intelligence, ML. >> Yes. >> Let's hit those. Kind of summarize the overall themes, and then we'll maybe get into each, and then we got a zillion questions for you. >> Sure, excellent. So multi-cloud, I think one of the customers, we're clearly hearing from them is around, how do we get a universal policy model and connectivity model, and how do you orchestrate workloads seamlessly? And those are some of the challenges that we trying to address at this conference. On blockchain, a lot of buzz out there. We're not talking about Bitcoin or cryptocurrency, it's really about leveraging blockchain from a networking perspective, or an identity and encryption, and providing a uniform ledger that everything is pervasive across infrastructure. And then ML, I think it's the heart of every conversation. How do we take pervasive analytics and bring it into the network so we can drive actionable insights into automation? >> So let's start with the third one. When you talk about ML, was your talk on machine learning? Did it spill into artificial intelligence? What's the difference to you from a technology perspective? >> Machine learning is really getting a lot of the data and looking at repetitive patterns in a very common fashion, and doing a massive correlation across multiple domains. So you may have some things happening in the branch, the data set, or a WAN in cloud, but the whole idea is how do you put them together to drive insight? And through artificial intelligence and algorithms, we can try to take those insights and automate them and push them back into the infrastructure or to the application layer. So now you're driving intelligence for not just consumers or devices, but also humans as well to drive insight. >> All right. So Dave, I wonder if you'd help connect with us what you were talking about there, and we'll get to the multicloud piece because I was at an Amazon show last week from Amazon, talking about how when they look at all the technologies that they use to get packages, their fulfillment centers, everything that they do as a business, ML and AI, they said, is underneath that, and AWS is what's driving that technology from that standpoint. Now, multicloud, AWS is a partner of yours. >> Yes. >> Can you give us how you work in multicloud and does ML and IA, is that a Cisco specific? Are you working with some of the standards out there to connect all those pieces? Help us look at some of the big picture of those items. >> So we believe we're agnostic, whether you connect to Amazon, Azure, Google, et cetera, we believe in a uniform policy model and connectivity model, which is very, very arduous today. So you shouldn't have to have a specific policy model, connectivity model, security model for that matter, for each provider. So we're normalizing that plane completely, which is awesome. Then, at a workload level, regardless of whether your workload is spun up or spun down, it should have the same security posture and visibility. We have certain customers that are running as single applications across multiple clouds, so your data is going to be obviously on-prem, you may be running analytics in TenserFlow, compute in EC2, and connecting to O365, that's one app. And where we're seeing the models go is are you leveraging technology such as this? Do you offer service mesh? How do we tie a lot of these micro-services together and then be able to layer workload orchestration on top? So regardless of where your workload sits, and one key point that we keep hearing from our customers is their ungovernance. How we provide cloud-based governance regardless of where their workload is, and that's something we're doing in a very large fashion with customers that have a multicloud strategy. >> So Stu, I think there's still some confusion around multicloud generally, and maybe Cisco's strategy. I wonder if we could maybe clear it up a little bit. >> Dave, it's that big elephant in the room, and I always feel like everybody describes multicloud from a different angle. >> So let's dig into this a little bit, and let's hear from Cisco's perspective. So you got, to my count, five companies really going after this space. You got Cisco, VMware, IBM Red Hat, Microsoft, and Google with Anthos. Probably all those guys are partners of yours. >> Yes. >> Okay, but you guys want to provide the bromide or the single pane of glass, okay. I'm hearing open and agnostic. That's a differentiator. Security, you're in a good position to make an argument that you're in a good position to make things secure. You got the network and so forth. High-performance network, and cost-effective. Everybody's going to make that argument relative to having multiple stovepipes, but that's part of your story as well. So the question. Why Cisco? What's the key differentiator and what gives you confidence that you can really help win in this marketplace? >> So our core competencies are our networking and security. Whether it's cloud-based security or on-prem security, it's uniform. From a security perspective, we have a universal architecture. Whether it's the endpoint, the edge, the cloud, they're all sharing information and intelligence. That's really important. Instead of having bespoke products, these products and solutions need to communicate with each other, so if someone's sick in one area, we're informing the other one. So threat intelligence and network intelligence is huge. Then more importantly, after working with Google, Microsoft, and Amazon, we have on-prem solutions as well, so as customers are going on their multicloud journey, and eventually the workload will transition, you have the same management experience and security experience. So Anthos was a recent announcement, AWS as well, where you can run on-prem Kubernetes, and you can take the same workload and move it to AWS or GCP, but the management model and the control pane model, they are extremely similar and you don't have to learn anything new from a training perspective. >> Okay, but I used the term agnostic, oh, no. You did agnostic, I said open. But you don't care if it's Anthos or VMware, or OpenShift, you don't care. >> Don't care. >> And, architecturally, how is it that you can successfully not care? >> Because the underlying, fundamental principles is you can load any workload you want with this, bare metal, virtualized, or Kubernetes-based containers, they all need the same. For example, everyone needs bread and water. It's not different. So why should you be able to discriminate against a workload or OpenShare if they're using Pivotal Cloud Foundry, for example? The same model, all applications still need security, visibility, networking, and management, but they should not be different across all clouds, and that's traditionally what you're seeing from the other vendors in the market. They're very unique to their stovepipe, and we want to break down those stovepipes across the board, regardless of what app and what workload you have. >> Dave, talk a little bit about the automation that Cisco's delivering to help enable this because there's skill set challenges, just the scale of these environments are more than humans alone can take care of, so how does that automation, I know you're heavily involved in the CX beast of Cisco. How does that all tie together? >> So we're working on a lot of automation projects with our large enterprises and SPs, I mean, you see Rakuten being fairly prominent in the show, but more importantly, we understand not everyone's building a greenfield environment, not everything is purely public cloud. We have to deal with brownfield, we have to deal with third-party ecosystem partners, so you can't have a vertically tight single-vendor solution. So again, to your point, it's completely open. Then we have frameworks, meaning you have orchestrators that can talk down to the device through programmatic interfaces. That's why we see DevNet surrounding us, but then more importantly, we're looking at services that have workflows that could span on-prem, off-prem, third-party, it doesn't really matter. And we stitch a lot of those workloads southbound, but more importantly, northbound to security at ITSM Systems. So those frameworks are coming into life, whether you're a telecom cloud provider or you're a large enterprise. And they slowly fall into those workflows as they become more multi-domain. You saw David Goeckeler the other day, talking about SD-WAN, ECI, and campus wired and wireless. These domains are coming together and that's where we're driving a lot of the automation work. >> So automation is a linchpin to what business outcome? Ultimately, what are customers trying to achieve through automation? >> There's a couple of things. Mean time to value. So if you're a service provider, to your internal customers or external, time to value and speed and agility are key. The other ones are mean time to repair and mean time to detect. If I can shorten the time to detect and shorten time to react, then I can take proactive and preemptive action in situations that may happen. So time to value is really, really important. Cost is a play, obviously, 'cause when you have more and more machines doing your work, your OPEX will come down, but it's really not purely a cost play. Agility and speed are really driving automation to that scale as we're working with folks like Rakuten and others. >> What do you see, Dave, as the big challenges of achieving automation when customers, first of all, I was talking like, 10, 15 years ago people, they were afraid of automation. Some still are. But they I think understand as part of a digital transformation, they got to automate. So what are the challenges that they're having and how are you helping them solve them? >> So typically, what people have thought about automation has been more network-centric, but as we just discussed multicloud, automation is extending all the way to the public cloud, at the workload or at the functional level, if you're running in Lambda, for example. And then more importantly, traditionally, customers have been leveraging Python scripts and things of that nature, but the days of scripters are there, but they cannot scale. You need a model-driven framework, you need model-driven telemetry to get insight. So I think the learning curve of customers moving to a model-driven mindset is extremely important, and it's not just about the network alone, it's also about the application. So that's why we're driving a lot of our frameworks and education and training. And talent's a big gap that we're helping with with our training programs. >> Okay, so you're talking about insights. There's a lot of data. The saying goes, "data is plentiful, insights aren't." So how do you get from data to insights? Is that where the machine intelligence comes in? Maybe you can explain that. >> There's a combination. Machines can process much faster than humans can, but more importantly, somebody has to drive the 30 or 40 years of experience that Cisco has from our tech, our architects and CX, and our customers and the community that we're developing through DevNet. So taking trusted expertise from humans, from all that knowledge base, combining that with machine learning so we get the best of both worlds. 'Cause you need that experience. And that is driving insight so we can filter the signal from the noise, and then more importantly, how do you take that signal and then, in an automated fashion, push that down to an intent-based architecture across the board. >> Dave, can you take us inside a little bit of your touchpoints into customers? In the old days, it was a CCIE, his job, his title, it was equipment that he would touch, and today, talking about this multicloud and the automation, it's very dispersed as to who owns it, most of what I am managing is not something that's under their purview, so the touchpoints you have into the company and the relationship you have changed a lot in the last three, five years or so. >> Absolutely, 'cause the buying center's also changing, because folks are getting more and more centric around the line of business and want the outcome we want to drive for their clients. So the cloud architecture teams that are being built, they're more horizontal now. You'll have a security person, an application, networking, operations, for example, and what we're actually pioneering, a lot of the enterprises and SPs, is building the site reliability engineering teams, or SRE, which Google has obviously pioneered, and we're bringing those concepts and teams through a CX framework, through telecos, and some of their high-end enterprises initially, and you'll see more around that over the coming months. Our SRE jobs, if you go on LinkedIn, you'll probably see hundreds of them out there now. >> One of the other things we've been watching is Cisco has a very broad portfolio. This whole CX piece has to make sure that, from a customer's standpoint, no matter where the portfolio, whether core, edge, IOT, all these various devices, I should have a simplified experience today, which isn't necessarily, my words, Cisco's legacy. How do you make sure, is software a unifying factor inside the company? Give us a little bit about those dynamics inside. >> Absolutely, so we take a life cycle approach. It's not one and done. From the time there's a concept where you want to build out a blueprint, but there's no transformation journey, we have to make sure we walk the client through preparation, planning, design, architecture optimization, but then making sure they actually adopt, and get the true value. So we're working with our customers to make sure that they go around the entire life cycle, from end to end, from cradle to grave, and be able to constantly optimize. You're hearing the word continuous pretty much everywhere. It's kind of the fundamental of CICD, so we believe in a continuous life cycle approach that we're walking the customers end to end to make sure from the point of purchase to the point of decommissioning, making sure they're getting the most value out of the solutions they're getting from Cisco. >> All right Dave, we'll give you the last word on Cisco Live 2019. Thoughts? Takeaways? >> I think there's just amazing energy here, and there's a lot more to come. Come down to the CX booth and we'll have to show you some more gadgets and solutions where we're taking our forward customers. >> Great. David, thank you very much for coming to The Cube. >> Pleasure, thank you. >> All right, 28,000 people and The Cube bringing it to you live. This is Dave Vellante with Stu Miniman. Lisa Martin is also in the house. We'll be right back from Cisco Live San Diego 2019, Day 3. You're watching The Cube.

>> Male Announcer: Live from San Diego, California, it's the Cube. Covering Cisco Live US 2019. Brought to you by Cisco, and its eco-system partners. >> Hey, welcome back to the CUBE! We are here at Cisco Live on day three of the event. Our third day of continuous coverage. I'm Lisa Martin, with Stu Miniman. Stu and I have a couple of guests joining us right now. (Lisa) We've got to my right, Joe Gorecki, the senior lead product manager for Advanced Network Managed Services from CenturyLink. And Danny Rising, Meraki Product Specialist-Global Service Provider, Cisco. Guys welcome to the CUBE! >> Thank you very much, Lisa and Stu. >> So here we are in the DevNet Zone day three, this is the busiest day so far which I didn't expect it to be as crazy busy but I guess the IoT takeover is going on right now. So the appetite, the enthusiasm for this event, and the DevNet Zone is huge. Danny we'll start with you, talk to us a little bit about the Meraki Portfolio and then we'll get into what you guys are doing with CenturyLink. >> Yeah, so it's been a really exciting conference for us so far, we're seeing a lot of, um, ya know excitement from our customers and our partners. And, um, what you guys have probably seen is a lot of the new products that we've come out with recently, whether it's our new Wi-Fi 6 capable access points, our SD-WAN products and now have the cellular (Danny) embedded in them, as well as our video surveillance cameras. So, we're seeing a lot of, uh, excitement from our customers around that, which really kind of adds to the message around simplicity that we try to bring to the market, and are excited to be working closely with Centurylink on how they deliver that to our customers. >> So, Joe, we've heard a lot about Wi-Fi 6 from Cisco. Talk to us a little bit about, you know, are your customers as excited as Cisco is for this? And, get us into the solutions that you're offering with Meraki. >> I think the customers, once they understand what Wi-Fi 6 will bring to the table for them, they'll get excited about it. I was in a meeting, two years ago with a large big box retailer, electronics that has numerous IoT smart devices in this and 95% of the bandwidth requirements in the store, is for upgrading iOS software and things of that nature and these devices. And they could not get enough Wi-Fi bandwidth, and they could not get away from the signal. Wi-Fi six is going to be to me a deal breaker, game changer for the customers because it's going to give them the opportunity to get more density, and more capabilities out of their Wi-Fi signal which plays right into the Meraki Portfolio goods because they were embedded and started as Wi-Fi. >> Oh my God, Danny I needed a two new t-shirts that says 'Wi-Fi 6, I am your density.' (Laughter) >> That's phenomenal. Joe, talk us a little about you know, we're quite familiar with Centurylink on our program, but you know the Meraki piece, how does that fit into your portfolio and general offerings? >> We've been partnering Meraki for about four or five years. Centurylink in general was the first, very first Gold Partner in the world, with them and we've been a long standing partnership since then. And then when we took a look at the Meraki Portfolio, and when Cisco procured them, we saw a great opportunity. Although they talked about the simplicity of development for their customer base. We took a look at it and says we can benefit from that for our customers to provide that, because it's simple in a way. But we have 24-7 eyes on glass. We provided as a managed rapper, where we do everything from help them design their needs based on their business outcomes, we build it for them, and we will run it giving them a flexible way of securing it. And we support the entire portfolio Meraki opportunities, and it's given us the opportunity to go in there and simplify the solution for the customer. The Meraki MX67C and 68C which Danny brought in, allows you to insert a SIM card for wireless backup into the device creating a true SD WAN capability with one simple elegant device. Which, when you're talking about small retailers and things of that nature, size is critical because they don't have the space. So it gives them something that they can deliver in a simple unified device. >> Okay, let's actually talk about now that customer experience. Danny, from the feet on the street field perspective. When you're going into a Meraki opportunity with a customer, where you were saying, Joe, that that big box retailer example where Wi-Fi 6 is going to be a game changer. And also, I think you said deal breaker really, but for those customers who are, and companies, who are able to take advantage of it, it probably will be a deal breaker. The amount of video, that's going to be offloaded from cellular networks to Wi-Fi in the next couple of years is massive. As is the amount of mobile video data that's being generated, so, that being a game changer. When you go into customer opportunities, Danny, talk to us about some of the challenges that they're facing today. Some of the trends that you're seeing, and the opportunities that Meraki and CTL can bring to them. >> Yeah, great question. And you know, um, you know as you as people you know, see everywhere in the, in the booths and our new messaging, uh, around work simple. And our mission at Meraki has always been around simplicity, and I think Centurylink really adds another layer of that, on how our customers can consume the technology. So, while we make it very easy to see and read in the dashboard, they make it even easier for our customers to consume and view all of that in a managed fashion. So some of the trends that we're seeing, which are pretty interesting, um, is over 60% of our largest Meraki deals are all being sold through our service providers like at Centurylink. So our largest of large enterprise customers, are really seeing the value in a fully managed service. Not just from what Meraki can bring, but what our service providers can bring too. Whether it's, you know, the additional transport services, the managed services, the installation services. Um, and so that gets us really excited because we can partner like great, uh, folks like Centurylink to really enable our customers to consume the technology the way that they want to consume it. >> And what are some of the business outcomes, that you're saying you're seeing this trend there from a service provider perspective. Joe, let me ask you, what are some of the business outcomes that this managed service is enabling customers in any industry to achieve like, that would maybe go all the way up to the top line? >> Well, to the top line, that's what it really is they want, more for less. The companies around the world now with the advent of SD WAN are looking for pushing network costs out of their business. But, uh, interestingly enough, at the same time, they're saying, 'the network is our life blood.' So you think that's a little counterintuitive. So, what Meraki allows us to do, is be able to have dual circuits, multiple capabilities in there, and a very cost effective device with our security they need. But it also, then, what I call it takes the SD WAN and takes it to the land. Because many many many of a non-Meraki type of solutions, you have different switches, you have different AP's, this consolidates it puts it into a common platform. We take that over for them and offer their becoming an extension of. So they can focus on their business, which has been an outsourcing talk for decades, but it's no different. But then we're able to tie it with a network. And us taking care of that for them we can, ya know, provide the uptime that they need, the cost reductions that they're looking for, or providing more for the same cost, and that's where the benefits are. >> Alright, so Danny, I heard security mentioned in what Joe was just talking there. But bring us into, okay, where security fits into the Meraki Portfolio? >> Yeah, so um, you know, the Meraki SD-WAN product was built on top of our security appliance, the MX, and so, we view security as the key foundation to any SD-WAN uh, you know platform, right? Especially as customers are looking to drive traffic out to the open Internet, connect to all the cloud applications, you really need to have security embedded in that. And so we focused on that, and that's why we decided to drive um, our SD-WAN features and functions around our security platform. So, all of our SD-WAN or across all of our, uh, MX platform, which is based around security. So, we see that as a key pillar to the whole SD-WAN story. >> The security business within Cisco grew double digits in Q3, 2019. You guys just announced another impending acquisition at Century, oh last week, so really, you can tell that there's a focus that Cisco has on expanding their security breadth and portfolio. That continues to be a topic that we talk about at every event, with every technology, in any business, security is table stakes. You can have the speed, but at the not at the expense of security. So, from what Joe we'll start with you. From your perspective, what Meraki is doing to build Integrated Security, what does that enable you guys to do from a Centurylink perspective? What opportunities does it open up? >> Well, at Centurylink, we take the same approach. We see security as something that we do. It's embedded in our network, and network based security is critical, and mission critical, so we do that. What Meraki allows us to do then is it takes a secure platform, puts it there. It does allow us to have a secure environment through the open Internet. Which is always scary because it's insecure, but it provides the secure ability to be able to do that, reducing the customer cost bringing it back to our network where we have all the security enabled in there. So, security, when we first launched Meraki there is we thought it was wireless was the key, because that was their foundation. And we looked at and said, 'No, the MX security appliance is the key because that is the secure engine that connects us to our network, brings it back to a single pane of glass and we can provide that solution.' But then it goes into the same portfolio or the portal, into the network, into the land so that we have visibility and it provides that experience for the customer. >> All right, Joe want to give you the opportunity here, Cisco's got a lot of partners out there. So for those out there watching, why Meraki plus Centurylink? >> Well, Meraki and Centurylink, we've been working together since the beginning to be able to provide the solution when we were the first cloud managed security provider in the world. We got that designation last year on the security of the Meraki platform. So we have this embedded, it's embedded in our DNA, we have the appropriate resources. And we have learned, and, trained engineers in the field for feet on the street, and our sales engineering platform and our design engineering platform. That gives us the unique ability to be able to provide that what we call build, plan, build, run. We help them plan their network from the ground up, including into the land. We will build it for them in an orchestrated, controlled fashion, rolling it out with their upgraded network, and we will run it for them in a very flexible badger that makes us an extension of their customers. That coupled with Meraki and the relationships that we've had for 25 years, really brings a good solid solution to our customer base. >> Yeah, and I'll add on to that too, um, you know, don't just you know, we always like to say don't take our word for it. Um, Centurylink was actually the first and currently only Global Service Provider with a Cisco designated, um, Cisco DNA Certification across both SD WAN network access and security which is audited by a third party company. That's all based on their Meraki offering. So, um, they got that certification back in 2018. Uh, and again, we're the first globally and are still currently the only service provider with those designations. So, just kind of represents the amount of work effort and partnership that we've all done together. That's even proven by, you know, an auditing company to get those certifications. >> And those certifications give us and the resources that we have at our disposal. What we like to say is it eliminates the risk. We mitigate the risk because we have the resources, we have the skills, and we have the flexibility to deliver a solution and their needs. >> So, as we look at the evolution of the partnership, the evolution of certifications, and the evolution of Cisco, going from what was traditionally hardware only to now hardware and software. Danny, your perspective on how Meraki is being integrated into Cisco as we look at Meraki, it's been around for about 12 or so years. Talk to us a little bit about the integration of Meraki is really kind of foundational to Cisco's current evolution. >> Yeah, that's that's been really exciting to see and um, for those are the folks that are actually at the show here, you can actually see, you know, before Meraki would have its own booth, and we were, you know, still kind of a one off product family. Um, this year, we're actually integrated into all the different Cisco solutions across the floor. So you'll see us in the service provider booth. You'll see us in the iOT booth. You'll see us in branch in a box. You'll see us over in Wi-Fi. So we've really kind of integrated and Cisco's really embraced a lot of the Meraki technologies, um, from an architecture standpoint. Um, and even you know, all the way up to Chuck, you'll hear him say, you know, we're trying to Mareki-phi, a little bit of everything. So that's been really exciting to see at the show here just kind of where Mareki sits even on the show floor, which has been pretty fun. >> And what's been some of the feedback downstairs across the convention center with prospective customers, seeing and feeling this Meraki integration as a really bonafide substantial part of Cisco's foundation? >> Yeah, you know, I think it just validates, um you know, the investment that Cisco made in Mareki back in 2012, when they acquired us and just really the growth that we've seen over the years and just how we've been able to integrate with all the rest of the Cisco products and solution sets. And our customers are excited to see that, because, you know, while you know a lot of our customers have, you know, tons of Cisco products already embedded, how does Meraki fit into that? I think our story is becoming a lot more clear, uh and we can see it out on the floor today, so our customers are looking forward to seeing that up from us. >> Excellent, Joe, last question for you as we look at. I mentioned a minute ago, Cisco's evolution Cisco's transformation from 30 years ago, this conference started as called conference called Networker and 150 people. And now it's evolved as Cisco Live with 25,000 or so people, as has Cisco evolved from a hardware network, your providers that's mentioning to shifting into software subscription service provider. Your thoughts from Centurylink's perspective on watching Cisco's transformation and how will that enhance the partnership with CTO going forward? >> Well, when Danny had mentioned that Cisco is becoming more Mareki-fied. We look forward to that because when they were more the baseline heights of the networking routers, switches and network as they morphed we've morphed with them, because we kept that, you know, gold designation, masters and everything through the process. So we encourage this type of environment because we see this going away from hardware more to a dumb x86 box out there doing routing and switching, adding more capabilities on there. So moving the software, something that is one we knew it was coming, so we are gearing up to be with them. We see that becoming more simple and elegant solutions from the company with more flexibility. Because in back in the day, you would have a Cisco solution, but you would have four or five different operating systems, as they mentioned. Now, that's a common platform, now it's more unified. And those types of things not only help us deliver a solution better for our customers, but it also creates a more seamless integration and solves more problems. So we look forward to the continued morph that we're going to morph with them. >> Simple, seamless, Mareki-fied, I like it. Gentlemen, thank you so much for joining Stu and me this afternoon, we appreciate your time. >> (IN UNISON) Thank you very much for having us. >> Our pleasure. From Stu Miniman, I'm Lisa Martin. from Cisco Live, in San Diego.

>> Announcer: Live from San Diego, California, it's theCUBE, covering Cisco Live US 2019. Brought to you by Cisco and its ecosystem partners. >> Welcome back to San Diego, everybody. This is Dave Vellante and Stu Miniman. You're watching theCUBE, the leader in live tech coverage. Lisa Martin is also here. Stu, I actually did see Ron Burgundy in the street last night. He was out, he was shaking hands with all the CCIEs. This is day three of Cisco Live 2019, theCUBE's coverage. Joe Malenfant is here, the director of IOT marketing at Cisco. Joe, great to see you in from Colorado Springs. >> Thank you very much. >> First time at theCUBE, welcome. >> It is my first time in theCUBE, thankfully it's not actually just a box, because I have a little claustrophobia going on. >> (laughs) So, IOT, it's got all the momentum. Alisa Tony was up on stage this week, addressing 28,000 press people. What's driving all this momentum, other than the great marketing, what's really happening in the field? >> IOT has been a very nebulous thing for the last few years, and we're finally started to see some solidification and some convergence around what it means. And really for Cisco, we started on this path a few years ago, but Liz took over last year. We've established a new strategy, because customers, organizations and especially organizations that run operational technology, think of refineries in the oil and gas industry, in the electric utilities industry. They run a whole separate network called industrial control systems, and that OT side of the house has traditionally been very siloed. Well, as the economy moves forward, as we digitize, they're trying to connect back with their enterprise side of the house. Well, if you're going to connect your network with the IT side, why not use the incumbent leader in enterprise networking? We know who they are. We're all sitting here right now with Cisco. So they look back to the IT side to say, hey, please help us connect. That's really what's driving the market today. >> So how should we think about the difference between OT networks and IT networks? Are there any things we can learn from Tellco which also had some unique inner attributes to it? But share with us what you guys have learned there. >> So the OT network is very different, right? It's very time sensitive; latency is just something that they can't have. When you think of email going down, what's the worst that happens? You might get a nasty gram eventually. Well, when the power grid falls over, lives are at stake. So, those networks are very critical, they're very sensitive and they've always been kept separate. As they start to make that interconnection, we need to bring together networking technologies that are for that environment. As they make that connection though, there is a very number one concern for them is wait a second, if we're going to connect this stuff, we need to make sure it's secure. If you're a chemical processor for example, and you've got a secret recipe, you don't publish that. You don't patent it, because you don't want the word to get out or else somebody's going to rip you off. So, they don't want to have this side of the house get connected with that side of the house and expose the secret sauce. So security becomes very top of mind for them. Connected but do it securely. >> All right, so, Joe, I've actually been happy with how I've seen the solutions (mumbles) from Cisco, because when I first heard IOT, it was like, well we're the leader in networking. We're going to network everything, and I'm like, okay. But at the device edge, one of the challenges is, often I have limited or no connectivity. So sometimes, I'm going to need to do the processing there. There's lots of different protocol issues that I have there. So talk about some of those new solutions that Cisco's been doing at the edge that are more than just sending bits back and forth. >> That's a great question, Stu. So, of course, everything has to do with networking, right? But networking is merely the vehicle for connectivity, and so we realized very quickly if we're going to create new routers and switches for this environment, there's an opportunity to do a little bit more. So back in February, we did something at DevNet Create called the Hackathon. We have a new router. It's a ruggedized router called the IR1101. I think Liz showed it on stage the other day, and this has a specific module inside of it. So there's a module that can be swapped out. Well, at the DevNet Create Hackathon, one of the teams actually created a machine learning module. Why machine learning at the edge, right? If you have 700 sub stations, you don't want to deploy machine learning on each and every one of them. You want to get all that data back into a central place so you have more data to actually train your algorithms on. Why would you put ML at the edge? Because not everything needs to come back. There's stuff that you can do at the edge, number one, with that machine learning on traffic that doesn't have to go back. When you don't back all traffic, that means you don't have to pay costs over to your LTE carrier for more data. Other times, as well, though, you're looking at compliance as another reason. So, that's one use case, right? Let's look at the other one, which really comes down to, okay, if I'm connecting things, and you can actually do some computing at the edge, how are we going to do it? On all of our new switches and routers that have edge compute capability, they're using native docker containers, so now you can actually deploy your applications at the edge. Again, do the work at the edge as close to where it has to be as possible. Don't bring it back, you don't have to worry about any sort of violation of compliance with local laws, sovereignty clouds. You don't have to worry about costs of back hauling traffic. And then, if anything's time sensitive, it stays as close to the edge as possible. >> So one of the keys here to your strategy is clear, is to allow developers to build new applications at the edge. You're not OT experts; that's not your roots. And those developers, your ultimate clients, are. They're the domain experts, they know what's going on, they know these specialized areas, so talk about the importance of having programmable infrastructure at the edge, and specifically what your strategy is. Where does Cisco leave off? And you're not a pass vendor. You're going to bring that in through partnerships, but help us understand that strategy a little bit better. >> Our ecosystem is incredibly important to us. So we've got, DevNet is incredibly important to Cisco, because as you heard probably yesterday, Susie announced new certifications for IOT. Those certifications allow engineers, whether it's a control systems engineer, whether it's a network engineer, to actually get certified, be it specialist, be it professional, in writing their applications for the edge, for those specific environments. But more importantly, because, let's go back to the environment that we're working in, time sensitive, very critical, low latency networks. You don't want to go and push out something where you're not 100% certain, so IOT certifications that DevNet has created give those engineers a repository, a sandbox and all of the Cisco solutions to actually test with before they do the deployment and ensure, almost guarantee themselves success by pushing the production. >> And one of the key things theirs do is the ability to test things quickly and fail fast. >> Yeah, well one of the things that I was a little bit concerned about when I saw this wave of IOT is every customer's going to have different requirements, so it feels like we at least get some level of maturity and commonality if we can have certification. >> Joe: Exactly. >> What does somebody come out of? What skill set do they have in rank? Because you said from a manufacturing or healthcare, everybody's going to use IOT, but how we use it and where we use it is going to be very different. What's the base layer that we're learning about? >> So, ultimately, the engineer who's actually coding these things, kind of what you said. They're all going to be very vertical specific use cases. There's not a lot of horizontal stuff going on, so we're creating a baseline for the engineer to understand their environments better. They honestly know it better than we do, but we want to make sure that as they go to deploy these things that we give them the infrastructure to do it on, the application and framework within which to do it, and the tools to be able to do it. And so that's the docker, the modules, being able to do edge compute and then lastly having that certification within IOT to how do I code this thing? Can I guarantee that I'm going to be successful and push it out? >> Joe, what's the organizational dynamic like? You always hear the store's OT is not talking to IT. They're different animals. You've got some hardcore engineers that have hardened their infrastructure, and you got IT guys that are trying to build applications and support applications for the business. Those two constituencies don't talk. What can Cisco do? What's the strategy with regard to bringing those constituents together? Do you have to or is it sort of divide and conquer? >> I think the number one thing that we want to do is enable the collaboration between the IT and OT. It's not that people don't want to. They're just trying to figure out how to do it better. So if we can help them number one, connect their networks together, safely and securely, that's number one. Reliable and secure networking, what we're known for. But number two, from the OT side, back to what I said originally was around the security side. So, I don't know if you guys heard, we announced last week our intent to acquire a company called Sentryo. Now, why is this important? Because they do passive network detection, whether it's anomaly detection, but they do asset discovery as well. Now a big thing when you're connecting those OT networks into the IT world is what assets do I even have? Those assets are vastly different from anything IT actually knows so this acquisition will allow us to passively discover and tell them, here's your list of assets that you're going to be connecting. Here's what we need to secure, so they know in scope as they walk into this project, they've got a really good blueprint for what needs to be done and not surprises. And the reason that's important is about only 40% of all IOT projects make it from pilot to production. I mean that's kind of staggeringly low. I actually had an analyst tell me yesterday, I'm shocked you guys said 40%, because I only hear about 30%. >> Yeah, yeah, right. >> And when you're doing it in a lab, you know all the variables, but when you go out to a brown field environment, where you've got 20 year old systems that honestly was probably a system hidden underneath some guy's desk that nobody's actually known about. If it ain't broke, don't fix it. We're actually able to discover all those assets now. That's why we did the acquisitions, so it's really from an asset visibility and a security standpoint. >> And you're saying, Joe, that that discovery is specific to edge assets versus like a stealth watch. We heard a lot about stealth watch this week, which is they do discovery, but you say that's predominantly IT assets, servers, storage, networking, you know, switches, et cetera, routers. >> I mean, listen, so stealth watch is awesome, and I think eventually there's going to be a little bit of a merger between some of these things. But, the operational technology environment is very different. They're not native IP. They don't talk the same protocols. There's thousands of different protocols that exist in an operational technology environment, DMP3, Modbus, Profinet, Profibus. Just very few right there. (laughs) Those IT has never, ever talked them. They don't even know what they mean for the most part. Tell an IT guy, hey can you detect this DMP3 traffic? The answer's no. However, when we move into that environment, our networks need to be able to understand that traffic, and that's where Sentryo comes in with that operational technology expertise to help the IT and the OT really come together. Business all comes at the end of the day. >> So, Joe, give us a little spin around the show from an IOT standpoint. We've got the IOT takeover happening here in the DevNet zone. All the classroom seem packed jammed, as they've been all week for all the takeovers, but give us a little spin around. >> It's been amazing actually so far, this year. Having been at Cisco for a few years now, I walked into this and said, wow, we are definitely in the IOT world. We've got IOT plastered outside; we've got it inside. People are very interested in IOT. They're interested not just in what we're doing, but how they can take the knowledge and what they're going to learn here and really bring it back into a practical use case at their own organizations. So, from an IOT perspective, the world of solutions downstairs is jam packed. I mean, we've got a massive presence down there. We've connected the buses that are outside. If you look at the app, we've actually connected those buses to the app for real time data to say this is when the next bus is actually coming. I mean, what a pain in the butt is it to stand outside and go, where's the shuttle bus? We can tell you where the shuttle bus is. We can tell you when it's coming and how long you're going to have to wait. And yes, don't worry, you've got time to get another coffee. >> Just follow the line you'll find the bus. (laughs) >> You'll find the bus but how long is it going to take to get you there? >> (laughs) Okay, you were mentioning about some of the reasons for apps at the edge. I want to come back and explore that a little bit. You said compliance, I think you threw in cost. There's physics involved, as well. So the cloud guys would say, hey yeah, we know there's a lot of stuff going at the edge, but ultimately the heavy work is going to be done in the cloud and all the modeling. You've got others who are saying, hey, here's the blocks, going to put it at the edge instead of a top down approach. What's your scenario in terms of data at the edge? Why does data need to stay at the edge? You mentioned real time before, but let's double click on that a little bit. >> So I think there's really three key reasons that data and applications are going to be processed at the edge. Number one, compliance, right? So there's certain data that's going to come in that cannot be shipped back to a public cloud. That's part of the rules; you cannot do it. No public cloud for certain private data. Number two is cost, honestly, and this is a really big one. If you can reduce your overall cost, instead of back hauling all that traffic to HQ, to your data center, and you just keep it at the edge, you don't have to back haul it. LTE traffic, not the cheapest, and I can only imagine with 5G how much that's going to increase the cost. They're going to want to just back haul everything, right? Well, we can do that really quickly. We can take everything and put it back. Yes, but your bill every month is going to be monumentally more expensive. And then, lastly, as you mentioned was the time sensitive one. That's really going to be one of the bigger ones from a business standpoint. The engineers are now going to be able to write applications for processing data at the edge, so that they don't lose. In this environment, three seconds is the difference between life and death. I'm kind of exaggerating but kind of not. If you're missing an alert in a couple seconds where you can't shut down a gas-leak valve where there's potential for explosion, those seconds are the difference between boom, or we're all good guys, it was just an alert. >> Another classic example here is autonomous vehicles, as well. You can't run that from the cloud, right? You've got to do that locally. Last question, Joe, is Cisco differentiation. Obviously you come at it from a position of networking strength, you mentioned that in your opening comments but give us the bumper sticker on why Cisco. >> I think that the big reason why Cisco is unique in the IOT world is, number one, we're not trying to be everything to everybody. We're trying to create a safe and secure, reliable network. Number two, though, is our ecosystem. So we have a large partner ecosystem. We're expanding it into the OT world. We've got specific products for those OT partners where they can imbed our networking technology into their solutions and systems that they're putting together. (clears throat) Lastly is, honestly, what we're doing here with DevNet. Nobody in this world other than Cisco has DevNet with the network, with the ecosystem. When you put that trifecta together, it's unstoppable. And so being able to bring together IT and OT, only we can do that with those three things. >> So I think Susie said yesterday, Stu, 600,000 engineers that are trained on coding Cisco infrastructure. It's going to be interesting to see how the OT folks pick up on that, and what the adoption is there. Joe Malenfant, thanks so much for coming on theCUBE, it was great to have you. >> Thank you, gentlemen, I appreciate it. >> Really, a pleasure. Okay, Stu and I will be right back. Lisa Martin is also in the house. You're watching theCUBE. We're live from Cisco Live in San Diego. We'll be right back. 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>> Announcer: Live from San Diego California, it's The Cube. Covering Cisco Live US 2019. Brought to you by Cisco, and it's ecosystem partners. >> Welcome back to The Cube. Lisa Martin with Stu Miniman. Day three of our coverage of Cisco Live. We're pleased to welcome to TheCube, Keith Griffin, Principal Engineer Collaboration from Cisco. Keith, good morning Welcome. >> Morning. Thanks for having me. >> So, lots of announcements this morning, or this week with respect to collaboration, cognitive collaboration. Webex intelligence a lot of Webex users out there. Walk us through Webex intelligence. >> Keith Griffin: Sure well Webex Intelligence and Cognitive Collaboration, it brings together a set of underlying AI and machine learning, that technologies, we loosely break them down into four areas. Relationship intelligence, which is were people insights would sit. Computer vision, where we would see our face recognition and name labels for meetings. Multi-modal bots and assistance where we would have our Webex assistant offer, and audio and speech technologies where we've got some interesting features like noise detection in meetings when you've got those like annoying dogs barking in the background when your having your meeting, and also something that we were just about to release meeting transcription, so that you can no longer have to take meeting notes and our intelligence platform will take the notes for you. >> Stu Miniman: - All right, so Keith Lisa and I did enterprise connect earlier and it's amazing some of the things that are happening. You talk about you know cloud and AI coming into meetings. Part of me is a little worried. I worked in telcom back in the 90's and it feels like in may ways in the last 20 years, we haven't got beyond the, Okay in the first 10 minutes of the meeting, let's make sure everybody's in are the right people talking, are the right people muted, I mean the machines are going to make this really easy for us so that we can stop the human people messing it up right? >> Exactly, exactly and one of the things that's interesting about that, well actually one thing I'll say is that I also can from telecom's in the 90's, I've seen that journey all the way through, and I'm still six to eight minutes late for meetings when I start them and I'd love to blame the technology and lots of people do but let's face it, hands up we're factors in this as well. We have the most amazing non cognitive features like one button to push. A single green button I just have to push that to start the meeting, but guess what I have to don't do? I don't push the button 'cause I'm setting up my laptop, or I'm taking my coat off or I'm generally getting settled in. So the technology assistance at this stage is really good. And what we wanted to do was look at, how can we take the friction out of joining a meeting even when we've got such a simple experience, and we found out things like Webex Assistance where I can just speak to the system definitely does that. It speeds the access to the meeting, but one of the things we tried out with Webex Assistance which were just about the release was call proactive mode. Now proactive mode was where I don't even have to say okay Webex join the meeting. It says to me, "Hey Keith looks like your ready to start your meeting, will I get it started for you." I simply say "yes", and while I'm setting up my laptop and taking off my coat, where were right in on getting the meeting going, and that was something we came across during our early field trials and we saw a huge adoption for customers so we go right on developing that it's going to be available soon. >> One of the things that Stu mentioned we were at Enterprise Connect a couple of months ago, Amy Chain, one of my favorite key notes, she's so animated. I know she was on stage yesterday. She announced people insights a couple of months ago. Let's kind of dig into that as the relationship intelligence. What does that mean, what does that enable, and how is that an enabler of reducing friction? >> Yeah, it's really, it's really on multiple levels I think, there's the before the meeting experience and then during the meeting. So one of the things that we found through a survey that we just recently completed was that, I don't was to misquote it but there was healthy percentage of people I'm going to guess at about 40-45% that spend a significant amount of time before a meeting googling and figuring out who they are meeting with. To try and find out more to have that connection when they get to the meeting. So what if we could just dynamically do that, and there was no need to go search or spend time ahead of the meeting, so that's one area of friction reduced or removed, so you can go right in there and you've got that personalized briefing for the meeting itself. >> So what do I see, is this.., I'm logging into Webex, or is it before the meeting and it, what kind of information about the person I'm talking to does it populate for me? >> Yeah so in the meeting itself, on your roster, you can click on a new icon that's beside the participant, and you can find out public profile information about the user, that's on the meeting, as well as their corporate directory information, if you're in that organization, and also news about their company, so I would have the latest Cisco news and just a general description of what our company does, and if I'm meeting with somebody else, they see that about me, they see my education background, and anything else I choose to offer, and choice is important, the fact that me as an end user, I'm in control of that, I'm in control of that data, I can edit it, I can hide it, I can delete it, I think that's really critical, in this era of data privacy and machine learning eccentric solutions, so that's how it happens in the meeting itself, and we're looking more also at personalized briefings and looking at how we can bring that forward, and also looking at areas like, how we could bring that into the video experience, you don't want to clutter the video experience with all this information, but it would be nice to have something more than even a name label which is useful to have, maybe a title or role or something like that, so we're looking at bringing that across the entire portfolio. >> All right, so Keith, you brought up data privacy, I want you to talk a little bit about some of the other products outside of just, you know, the base Webex, when you talk about things like facial recognition, where is that today, we know is hot button topic, you know, what are seeing and what are the request you're getting from customers. >> Yeah, we're pretty close to be able to release face recognition for name labels and meetings, and the goal of the feature, as the name suggest, is just simply to put a name label on the user, so you have that more personal connection, in the meeting. We're taking our time with the feature, because we want to get the data privacy right from the beginning, it's not something I feel you can add afterwards, you have to have a strong data privacy posture, right from the beginning, so the types of steps that we've taken, are to make sure that this is a disabled feature, so an IT admin must op the organization in, and then individual users must also enroll, and that enrollment step does two things, one, it gives a picture so that we can calculate the mathematical representation of the user for that matching, but also it offers the user the opportunity to consent to their face being used in the system, and that's really critical again back to that point about users being in control of their data, and at any point, they can go back to that, and decide I want to add a new photo, maybe I want to something like a photo with no glasses or with glasses, or with a beard or without a beard to make the system more accurate, but they can go in their and have complete control over that, hide their labels, whatever it is they would want to do. >> Keith, just a follow-up on that, maybe give us, you know, what difference is Webex from some of the other solutions out there when it comes to security and data privacy, there's a lot of new players out there, you know, how does Cisco look at themselves, versus the rest of the floor. >> Yeah, there's a lot of differentiators, probably longer than we would have time for today, but if I take face recognition for example, a lot of those user controls are really critical and important, the way that we can leverage the devices as well as the cloud, I think is a really critical aspect of that, if I think about something like, or noise detection which we haven't talked about from a data privacy point of view, we do that in the device or on the Webex client, not streaming to the cloud, and the idea is to reduce that creep factor at every aspect that we possibly can, right, so addressing data privacy mitigation at every single point, there's no single solution, I think, for it, so when you combine the user controls, where you implement the feature, how you implement the feature, and you roll of that up, it becomes a fairly significant differentiator, I did a session here yesterday, where it was exclusively on data privacy, and I couldn't even present my slides, it turned into an interview, I just stood and answered questions for the hour because people are so interested in this, but the feedback that I got was our posture on data privacy is something that makes the solutions deployable for enterprise customers, and it was great to get that feedback, we've worked hard at it, and we've continued to do that, I think it's something that we actually need to lead with as much as the features themselves. >> So as we look at the Webex platform, and all of the expansions that Cisco has done, one of the biggest complaints with collaboration that we all have as workers is this overload of collaboration apps, and switching back and forth between, Webex and Slack and email and text and all these things, talk to us about what you guys have done to mitigate that, and make Webex a more broad portfolio that would be a greater facilitator of less friction in collaboration. >> Well, that's a really interesting area to talk about, because there's two ways that maybe I would look at that, one is that, from a platform point of view, I think it's no longer good enough to just have phenomenal video and phenomenal audio, and phenomenal share, we have to make sure that we got this intelligent and contextual experience that's woven across that, and then that would bring me to the second part, which is invisible AI, it's making sure that these experiences are, you know, the users don't have to do anything to access them, that they just show up, like meeting transcription, so if I go back and look at a meeting recording afterwards, and all of the notes are neatly organized on a panel on the right hand side, that's AI at work, invisibly for me, and when I go back to review that, I've got everything I need, but I didn't have to go do something to make that happen, so we're trying a lot to focus on these invisible, cognitive experiences throughout the platform. >> Keith, how about the ecosystem, I mean Cisco talks a lot about its partners here, I went through the show floor, collaboration's a big space there, talk a little bit about the expansive ecosystem that Webex has built. >> Yeah and one area in particular that has come up in the last month is that we were able to opensource our MindMeld platform, so we acquired the company MindMeld two years ago, and built Webex assistant using their phenomenal conversationally iPad form, and then took steps in Lorrissa Horton's group to opensource that and make it available to developers and I saw some examples of that yesterday on the show floor, really amazing what people have done, where they've taken Webex assistant and combined it with bots and assistant technology that they've built, on top of the MindMeld data science platform, so I was amazed because it wasn't so long ago when we did that and they have solutions already, so yeah, really interesting first step, but there's a lot more we can do there, I'd like to see us taking Webex assistant and offering extensibility beyond just the MindMeld opensource, I would like to see us look at a multi assistance strategy which we've got, where we could potentially integrate with some of the consumer systems that are out there, consumer assistance in particular, there's a lot that we've done but I think there's a lot more that can be done in bots and the systems phase. >> When we look all of this innovation, the way this innovation that we're riding with, you know, we're in the Devnet zone, Susie Weed talks about the ways of compute, mobile edge, AI everywhere, but also this demand for connectivity, the expansion of 5G that we're expecting, the adoption of wifi 6, how are some of those ways influencing how cognitive collaborations at Cisco is being developed. >> I have never thought about that, but what I would say is that it comes down to one thing, or maybe three things: data, data, data, right, that's, all of those systems produce lots of data, AI machine learning lives on data, it's data and algorithm ultimately, that's what it is, there's tons of algorithms out there, but those areas that you mentioned, those waves, they all produce lots of data and as long as we can act on those, with data privacy in mind, and provide compelling features to customers, I think that it opens up just way more opportunities, and what we've done up to this point cognitive, is really first step type stuff, as amazing as it is, a lot of it is based heavily on supervised machine learning, I think getting to unsupervised learning, reinforcement learning, and acting on those larger data sets is going to bring some really interesting solutions in the future. >> All right, so Keith, look forward a little bit for us, where you know all this machine learning and AI has caused a real growth in some of the breath of the portfolio, what's exciting you kind of in the next six to twelve months, what spaces should we be keeping an eye on in your world. >> One if the areas I've been working most closely on is meeting transcription, and again, it's a tip of the iceberg type solution were we've got the meeting notes and that's great, but I really want to imagine where we could bring that next, so notes are great, but if I didn't have time to go the meeting and I didn't have time to listen to the recording, probably not going to have time for thirty pages of notes, but what if I could get insights and actions, what if I could have Webex assistant help me with that, where I say, okay Webex, what actions did I get on the 10pm meeting yesterday that I missed, that to me is an area that I think it doesn't just personally excite me from a technology point of view, but I think has far reaching impacts for users, and its in approximately that time frame, this is not five years away or ten years away, we're getting there really quickly, so that is the one area that I would really pick out right now, because it gives us the baseline to integrate with a lot of the other cognitive offers we have and really go somewhere with that. >> I would love that, you're right, I mean who has time to listen to a recording let alone read a transcript >> Keith: Right. >> So that's something to look forward to in the future, as well as next time you'll have to come back and give us an example of a customer that has, whether it's a bank or any type of other organization with a lot of work force, you know, distributed work force and some of the big benefits, all the way up to the business, the top line that they're getting so we'll have to look for that for next time. >> Keith: Sure, I'd love to do that. >> Keith, thank you so much for joining Stu and me on theCube this morning, we appreciate it. >> Thanks for having me. >> All right, for Stu Miniman, I'm Lisa Martin, you're watching theCube live from Cisco live, day three, thanks for watching.

>> Announcer: Live from San Diego, California, it's theCUBE covering Cisco Live U.S. 2019. Brought to you by Cisco and its ecosystem partners. >> Welcome back to Cisco Live 2019 in San Diego everybody. You're watching theCUBE, the leader in live tech coverage and my name is Dave Vellante and I'm with my co-host Stu Miniman and Lisa Martin is also in the house. This is day three of our coverage, Danny Allan is here. He's the Vice President of Product Strategy at Veeam and one of the key thought leaders at the company, one of the main figures at VeeamON, which we were just doing three weeks ago. Danny, great to see you again. >> Wonderful to be here with you. >> That was a really fun show VeeamON, it always is. You guys got a cool vibe. >> You chose the Fontainebleau Hotel this year in Miami, in Miami Beach which is just a great location. Many thousands of customers and you guys hit some milestones recently. You talked about a billion dollars in revenue, it's been something you're going after for a while, you've seen that happen. Of course things change, right? All the subscription stuff started to happen. That slowed you down a little bit but that's awesome that you guys finally hit that, so congratulations. Raised a big pile of dough and you just keep moving that ball forward. Give us the update on Veeam. >> So as you said, Veeam has a great culture, right? There's a passionate green army out there that loves us and we're thankful for that. We hit one billion in bookings for the trailing 12 months, we have 350,000 customers and the business is going well. One of the interesting things about Veeam is because we're private, we actually have the opportunity to decide when and how we do things like switch from perpetual to subscription type bookings. But business is doing great, we love it, we're glad to be here. >> One of the things that you talked about at VeeamON was kind of getting back to the basics. You talked a lot about look, it starts with backup. There's a lot of noise in the market today. You hear a lot about, you know, data management. We talk a lot about date assurance but at the end of the day, it starts with backup. That's something that you gave a lot of thought to. I mentioned that you were one of the thought leaders at Veeam. Double click on that, add some color. What were you thinking in terms of that being the starting point and that really driving a lot of your messaging at VeeamON? >> Yeah, I always say it's three things, right? This is a journey that we're on and I get excited about the end stages of that journey. But how many people actually have a budget for machine learning or blockchain or artificial intelligence? No one has a budget for that. What they have a budget for is backup and so we believe A, it's a journey, B, it does start with backup. There's a budget for that and the key thing is choose a partner for this journey and we believe Veeam is the right partner obviously to choose for that but we really wanted to go back to who is spending money to buy the products and for that, it's the technical decision maker who has the budget for backup today. >> Yeah, all right. So Danny, we talk about the Cisco relationship and budgets like you were talking about there. Cisco UCS was from day one a heavily virtualized environment and therefore had strong affinity with Veeam there. But you've got some great visibility into where UCS is going, what CI and HCI solutions are really starting to gain traction. So talk a little bit about that partnership and which ones of those Cisco solutions are really starting to, you know, kick in the market. >> We have a great partnership with Cisco, first of all and really in two areas, if you're talking infrastructure. So on the HyperFlex, the Converged Infrastructure but also on just the S3260 for example, a storage dense system and we have a target this year, this is public information, we have a target, a joint target of $100 million. We're actually at 80% of that right now. Business has been doing really well. In fact, we've been on the Global Price List now for 18 months and in 18 months, we've actually closed over 350 transactions. Like it's been going really, really well and here's what's exciting about that. Those customers that are spending money on Cisco gear with Veeam software, they might start in the drag, these are quantifiable numbers, it's about five to one. So every dollar they spend on Veeam, it's about $5 on Cisco. But over 35% of those customers within twelve months come back and buy more Cisco gear and actually if you look at the actual drag, quantifiable drag that we're bring for Cisco, it's 11 to one. So for every dollar they spend with Veeam, they're spending $11 in Cisco HyperFlex or S3260. So it's been a great partnership both for us obviously because we're on their resell list but also for them. >> And you said you're 80% of the way there. We're talking a calendar year or is that a fiscal year? >> That is their fiscal year, so that's ending in August or July. I should know the date but I know we're 80%. We're on track to hit that $100 million. >> What do you think is driving that? I mean obviously this is a partnership, which takes time. >> Yes. >> This is not just a press release partnership. What else have you done to really facilitate this? >> Well I would say two things. One is their infrastructure is great. In fact we have one of our Veeam cloud service providers that is protecting over a million VMs right now. So these are massive scale, are using S3260s in the backend as a repository, so their hardware actually works. But I would say the other thing that really resonates is, so they have this Hyper FEX Solution and on top of that they have Intersite and that concept of a cloud management plain that can roll out the hardware, can update it not only at the infrastructure but also the Veeam software is really critical and that resonates with customers. It's again, good for them but it's also good for us. >> Let's see. The last couple years you guys have had a big emphasis on the enterprise and then again we're hearing this theme of kind of back to basics. I mean you heard at VeeamON, it starts with backup. You talk to people at VeeamON, the customers. It's the, you know, a lot of medium sized customers, a lot of smaller customers. Do you feel like you over-rotated to the enterprise or do you feel like hey, we could get there just by slow and steady and still putting the accelerator on our core business? Can you just add some color to that and explain? >> Yeah, so if you back three years, our focus was very much on the small and medium enterprise where we said we wanted to capture the major enterprise and that by the way has worked. If you look, since January of 2017 we've done over a billion just in enterprise, enterprise being 1,000 employees or above. So focusing on the enterprise for a few years was the right thing to do. However, that was all on the messaging side and we had this core constituent that has been with us for over decade now and we didn't want to pivot away from them. So in the last six months, nine months, what you've seen is pivoting back towards the center. So we do a third of our business with SMB, a third with commercial and a third with enterprise. So we believe we're right there on the fairway now and it's a perfect alignment of that messaging. >> Well I mean history would show that the disruptors oftentimes come from, you know, down below and move up. I mean you certainly saw that with Microsoft in the 80s and there are many other examples. Is that part of the philosophy, that you guys just can keep adding value that will appeal to the enterprise customers? It sounds like with a 30 year business, you're actually already there in terms of functionality. Is there a functionality gap though still that you need to close in your opinion? >> I don't think so. We announced as you know probably v10 a few years ago and what we've done is we've introduced that over the years and so the final check box if you will for v10 is coming in our next release later this year. But that really covers off the gambit of everything that needs to be done and that's been resonating really strongly. We believe we have a portfolio that addresses everything from the smallest customer to the largest customer. >> Yeah and you don't live and die, we heard this from Radmere, you don't live and die by your long term product development roadmap. You tend to be very tactical and listen to customers and-- >> We're very agile, so we keep a backlog of all the things that we want to do but we will pivot on a dime if we believe hey, this is really strategic for our customer base. We'll change something that, you know, we had planned for year out and do something else in the interim. >> Dave: Pretty judicious about how you decide there. >> Yeah so Danny, bring us inside some of the customer conversations you're having here to show, you know, when I watch the keynotes, many of the messages about multi-cloud sound like the same kind of things that I've been hearing at VeeamON for the last couple of years. What are you hearing from the customers at this? >> Well, definitely cloud date management is top of mind. I ate dinner last night with an enterprise customer. They're rolling this out across about 100 different locations around the world and they very much wanted a local repository of data but they also wanted to tier that data into the HyperScale public cloud, so that is clearly an enterprise-centric message. But that same capability goes down to the SMB. But if you asked me what is the conversation on everyone's, on the tip of their tongue, it is cloud. How are you addressing cloud? And we've done that a number of ways. One is we take the backup data, we'll tier it into cloud. We'll recover workloads in cloud. It's not so much a lift and shift. You know what's interesting is the cloud is not a charity. If you just take what you had on premises and move it into the cloud, there's merge-in layered in there, right? But for some use cases, disaster recovery, business continuity, you want to be able to turn it on in cloud and then after it's in cloud of course, then you need to protect it. And so we've been addressing all of those capabilities within the Veeam portfolio. >> Do you think there's going to be a backlash? I mean you don't see it in the numbers. You see, you know, AWS's growth and I'm not talking about repatriation but the cloud as a target is just another piece of infrastructure, even though it's kind of virtual, that I have to manage. I mean it does add complexity in that sense. So do you think there'll be, there's maybe somewhat over-enthusiasm now or do you see this as an unstoppable trend? >> I believe that cloud is a tool in the toolbox and it's both the smallest, most precise tool and also the largest tool and everything in between. What I mean by that is this isn't just a lift and shift and move it over to the cloud. It's how do I leverage the cloud to extend my data center? I actually, a lot of people talk about multi-cloud, I actually think that the era is really hybrid cloud. It's how do I extend what I have on premises into the cloud? And we're only now really being pragmatic about how to leverage it. The people that jumped in, all in and said, "I'm going all to cloud," those are the ones that you're seeing a bit of buyers remorse but those that are a lot more pragmatic, they're now saying, "How do I deliver business outcomes?" Because it's not about cloud, it's actually about business outcomes, right? Focus on the services. How do I deliver business outcomes that are improved by leveraging aspects of the cloud? >> Yes. So Danny, I know you've talked to our team. You know, we look at the environment and customers today, they have multi-cloud. But the strategy has been well, I've got some stuff here and I use that service here and wait, I need to spin that stuff over here. We've almost remade multi-vendor into multi-cloud. >> Yes. >> So the goal we've been looking for is the solution should be more than just the sum of the parts. Veeam sits in an interesting layer to help customers leverage that and get value out of their data across all of those environments. So you know, do we see that as a viable future that is not just the state that we're in but be able to get more value out of those pieces in the near future? >> Yeah, so I'm obviously biased 'cause I work for Veeam but I think we sit at the intersection of all of this because what we do is we take services, we take workloads and we make them portable. I can take something from on premises, I can put it in cloud A, I can put it in cloud B, I can take it back on premises, I can move it to a private cloud provider. So we have the ability to be completely flexible and agnostic as to where it lands and the reason why that's important, people don't go out and say "I'm going to put 50% "of my workload in this cloud or this cloud." They say, "I need a data center in this geography" or "I need a data center that has this kind of service." So the reason they end up in multi-cloud is not because of a multi-cloud strategy but because they have a business need that is met by that infrastructure and we allow the portability, the flexibility to move the workloads as the business needs. >> So we have some data here. I want to dig into it a little bit. Can you share with us some of the fun facts? Like when, maybe the timeline of your relationship with Cisco, some of the things you've done. Walk us through that, Danny. >> So, we partnered with, we've had a longstanding relationship with Cisco. Officially we went on their Global Price List like I said, 18 months ago. Since then, 300 and, earlier this week, 359 transactions. But almost a transact, two transactions every three days and we have a great go-to-market program with them right now, so we do a lot of joint activities, both in the channel as well as between. We fund heads with them and vice versa. >> Who's your favorite partner? No, you don't have to answer that. >> We have, we have a lot of partners. They're all of my favorite children. >> So we're hearing kind of this land and expand strategy. We've heard that from many other companies. But it's actually happening inside of or within the Veeam ecosystem and what I heard here was you're selling with Cisco and then people are coming back and buying more Cisco. So that's part of land and expand but another dimension of land and expand is you sell it to an organization. Not only do they buy more but other parts of the organization, you sort of fan out horizontally. How much of that is happening? >> It's happening quite a bit. I would say the most significant expansion right now is actually at a line of business level and so you'll have multiple lines of business and then they will begin to coalesce together and say "Okay, let's supply a central policy to that." So that's what we're seeing. What we do know is that 35% of Cisco customers that are joint Veeam and Cisco customers, they'll come back within the next 12 months and they'll buy more Veeam and more Cisco gear. >> Okay last question, why Veeam? You got a lot of competitors obviously in this market. You and I have talked about that a lot. You got, Cisco has made an investment in one of them. Why Veeam? >> So, simple, reliable, flexible and the flexible is probably the key to all of this because we don't lock people in. We don't lock them into our hardware, we don't lock them into a specific cloud, we don't lock them into any one of our children if you will, we love them all equally and that flexibility, future proofing the organization is a huge deciding point for the organizations. Because they don't know what the landscape's going to look like two, three years from now. Is this still going to be your partner or is it not? So having an organization that will partner with you, that will be flexible in, and this isn't just flexibility at a technology level, it's also at a business level. Licensing, for example. Flexibility to move licenses from physical systems to virtual systems to cloud systems to back again. They want to partner with someone that has that flexibility. >> Danny, great to see you again. Thanks so much for coming to theCUBE, always a pleasure. >> Yes, likewise. >> Okay, Stu Miniman, Dave Vellante, Lisa Martin from Cisco Live in San Diego 2019. You're watching theCUBE, we'll be right back. (upbeat electronic tones)

>> Announcer: Live, from San Diego, California it's the Cube, covering CISCO Live US 2019. Brought to you by CISCO and its ecosystem partners. >> Good morning from sunny San Diego. Lisa Martin with Stew Menaman. This is Day three of the Cube's coverage of CISCO Live. You can hear all of the buzz behind us. Day three is just as jammed as days one and two. We're pleased to welcome, for the first time a couple of guests. We've go Muninder Sambi, VP of Product Management, Routing and SD-WAN & Switching and Neil Anderson, Practice Director of Network Solutions, WWT to my right. Gentlemen, welcome to the Cube. >> Thanks, thank you. >> So before we went live, Neil and Muninder, we were talking about the 20 year relationship CISCO WWT, each other's largest partners. As we look at the transformation that CISCO has undergone and all of the transformation of the network, there's so many expectations with 5G, with WiFi six, speed, et cetera, but security. Talk to us about how the relationship has evolved and what you guys are doing together with SD-WAN. >> I think, you know we've definitely had a consultative relationship where we saw the SD-WAN market emerging pretty early, for example. And we immediately talked with our CISCO counterparts, with Muninder and his team about what are the things we're seeing developing in our customer base and how do their products need to evolve to adapt to that? And so I think its been a really good relationship. >> Well actually, I mean it's 20 years of relationship. But we've known Neil for a very long time. And I think the SD-WAN market is evolving so fast, with cloud applications with applications moving to the cloud, with work loads that are changing. Customers expecting a very different branch experience. And Office 365 is an example, that is leading their experience. So much of the innovations that we have done so far has been towards the branch. We have enhanced like multi-layered security. We have enhanced application quality of experience. But recently what we have also announced, is the ability to extend SD-WAN beyond the branch. So, we just announced the secured cloud-scale SD-WAN, where you can now take the same orchestration platform, the same policy that you define. You can extend it from the branch all the way into your core location into the cloud. And this architecture that we talked about, could not have been done with the partnership with WWT. >> Yeah, that's absolutely what we're seeing in our customer base. As customers are adopting the public cloud more, adopting SaaS applications more in the cloud, there's a real need to extend the WAN fabric out to the cloud. And that's, historically its been more of a branch-to-branch, branch-to-headquarters technology, but we're really seeing that as branch-to-cloud is becoming almost the core part of the conversation for SD-WAN now. >> Yeah, Neil, wondering if you could expand on that a little bit for us. Give us that customer viewpoint because, you know for a bunch of years it was like well, SD-fying everything out there, what does that really mean? WAN's always been a complicated space. And it, what I've heard the last couple years, is SD-WAN is one of the critical components of customers when they do multi-cloud. But what I've heard a lot this week is more than just some of that networking piece, there's a lot of security aspects of it and there's a lot nuance and other features that are coming into the SD-WAN portfolio. >> Yeah and that's absolutely what we're seeing as customers are, you know, they need to find that comfort level I need to extend my connectivity out to the cloud, but how do I do that in a secure way? And SD-WAN makes it just very, very easy to do that. Whereas before it was tougher to manage. But with SD-WAN, especially with the CISCO V-Managed portfolio, being able to manage my security out there as well as the SD-WAN productivity. It just makes it easier for customers to finally extend their fabric out to the cloud. >> And we've also given choices. Traditionally, customers would have implemented security and WAN, they come together in the branch. But many customers are looking at regional hubs. You know, regional hubs where they can now have best-in-breed, the SD-WAN stack with security. Stitch it with other L4, L7 services. And we can offer this as a cookie-cutter part-type approach that they can buy. Or they can actually go and get it procured from WTT. >> So, walk us through, Muninder we'll start with you, for customers that have really nailed the branch from the networking perspective, but now you're offering this capability beyond the branch. What is that network transformation extension process like for customers to go through? >> What does, sorry I didn't hear the end part. >> Oh sorry, it's loud in here. What is that process for a customer who's got phenomenal networking within their branch, to now work with CISCO and WWT to go beyond the branch. What's that upgrade process like? >> So, the first process would be obviously getting with our partners, with our many services partners, getting your SD-WAN infrastructure in the branch. Deploying multi-layer security, applying application quality of experience. As they look at more and more cloud connectivity. They look at applications and workloads going to the cloud, they start to create these regional hubs or, and they want to be able to centralize many of the branch security capabilities in that place. And be able to do L4, L7 stitching. And for that capability that we're announcing is what we call internally is cloud on-ramp for core location. We also have cloud ramp for infrastructure as a service, which means you can extend that same, same technology, same solution into the multi-cloud environment. >> Is the on-ramp a set of services, consultant services or an actual product suite that customers can use or deploy? >> It is actually a product suite that they can consume directly from CISCO, or they can partner with WWT to consume it as a service. >> And the nice part about the capabilities that Muninder is talking about is that, it's built into the V-Manage platform. So its another, to the customer it looks like another SD-WAN note out there, it looks like another branch. Essentially through V-Manage. Makes it super easy for customers to figure that out because it is new to them. This concept of regional codal hubs, is very new. A little bit of a different skill-set required to understand and how to architect that, but what we're looking at is what the V-Manage platform and the capabilities they've put in with cloud on-ramp, it's just going to make it a very natural way for customers to turn that on and consume it that way. Because they're already familiar with V-Manage and SD-WAN. So we think its actually a brilliant move and it's going to simplify things for our customer base. >> It's a fully automated stack that's multi-talent. So for Neil, he can offer it not just to one customer, he can offer the same infrastructure to multiple customers. While providing security. >> Yeah, absolutely. If customers are not comfortable with that concept, we can manage it for them and offer it as a managed service as well. >> Yeah, so Neil you've got some long history with CISCO in, we've talked about simplicity a little bit. Can you walk through a little bit about kind of the role of a partner like WWT, today and maybe versus what it might have been five or 10 years ago? >> Yeah, I would say its definitely evolving, right? I mean, I think in the past we were a little bit more of the fulfillment side, right? We would come in and help the customer, they kind of knew what they wanted to purchase. We would help them figure out how they were going to deploy that across their 3000 branch sites. And we were very, very good at that. I think where its evolved to today is that, we're doing a lot more of that upfront consulting and design architecture work, alongside our partner CISCO to help customers figure out what is that next generation WAN need to look like from the start? And that's a new aspect of our business. Is really that upfront consulting and designing of the network itself. >> Yeah, I mean, if I could, I think before it was, a lot of it was, you know, boxes. How many ports and what do I need? And therefore, you needed to do more of the configuration when it got there. And rack it and stack it and do all that, as oppose to today, there's so many choices out there. Once we've chosen it and architected it, you've pre-built it, the roll-outs a little bit easier than it might have been in the past. Is that a fair statement? >> Absolutely and that's where really our services are shifting from that downstream service to more of that upfront service. The other thing we're doing is, my being able to consume to APIs from the platform. We can add new things on there that are specific to that customer that maybe aren't out of the box from CISCO. >> More software led sales motion as well. >> I was going to ask you about that. >> This has been a journey for all of us. I think we've also evolved, transformed as a company. Much more towards SDX stack, both on the campus, on the branch and the data center. And I mean, having partners with Neil, I mean, we were very used to, he has a new innovation and WWT, lets go position this with our customers. Now, it's more about what does the customer want to achieve? It's tying it back to their application workload. It's tying it back to their cloud-first strategy. Understanding that and up leveling how software can enable it, that's a big learning for all of us. And it doesn't go, it goes with code development. We have to code develop together, because the number of customers that Neil has access to, we get tons and tons of use cases and new information from it and we develop on top of those. >> Yeah, that's what I would say, Muninder is, you used to deliver products. Now you're actually delivering a platform, that partners like us can take that platform, actually layer software on top of it, if it's needed to deliver what the customer's really looking for, for their outcome. >> Yeah, so, Neil when I look at the SD-WAN space, there's still, it's not one market, there's the bunch of different pieces out there. Why CISCO for SD-WAN, what's kind of the killer use case for them and what differentiates them in the marketplace. >> Well, that's interesting. We had a relationship with the Viptela team prior to CISCO's acquisition. We felt very early that they had a lead on the market and they were going to do some very disruptive things, and we were very happy when CISCO acquired them. And the speed with which CISCO's integrated them into the portfolio is actually pretty amazing. But what we saw in them was, they were accomplishing a lot of things, right. They were able to have this balance of being able to support the deep-routing features that our big customers were looking for, but at the same time making that simpler to turn on and consume with the V-Manage platform. So, we had picked them pretty early as a big player in the market and we're really happy that, you know CISCO has integrated them into the portfolio, 'cause it's made it even better. CISCO's doing things with them that they could have never done on their own. >> Well, we'll be excited to see how the Beyond The Branch manifests with WWT and CISCO. Gentlemen, thank you for joining Stew and me on the Cube this morning on day three. >> Absolutely. >> Thank you very much. >> Oh, our pleasure. For Stew Minamen, I'm Lisa Martin. You're watching the Cube live from San Diego CISCO Live Day three. We'll be right back. (upbeat electronic music)

>> Announcer: Live from San Diego, California it's The Cube! Covering Cisco Live US 2019. Brought to you by Cisco and it's ecosystem partners. >> Welcome back to The Cube's coverage of Cisco Live Day 2 from sunny San Diego. I'm Lisa Martin joined by Dave Vallante. Dave and I have an alumni, a Cube alumni back with us, Jeff Moncrief, consulting systems engineer from Cisco. Jeff, welcome back! >> Thank you very much, it's great to be back! >> So, we're in the DevNet Zone, loads of buzz going on behind us. This community is nearly 600,000 strong. We want to talk with you about Stealthwatch. You did a very interesting talk yesterday. You said, it had a couple hundred folks in there. War stories from real networks. War stories ... strong descriptor. Talk to us about what that means, what some of those war stories are, and how Stealthwatch can help customers learn from that and eradicate those. >> So it's called Saved by Stealthwatch. It was a really good session. This is the third Cisco Live that I've presented this session at. And it's really just stories from actual customer networks where I've actually deployed Stealthwatch into. I've been selling Stealthwatch for about five years now. And I've compiled quite a list of stories, right? And it really ... if you think about advanced threats and insider threats and those kinds of exciting things, the presentation was really about getting back to fundamentals. Getting back to the fact that in all these years that I've been working with customers and using Stealthwatch, a lot of the scary things that I have found have nothing to do with that. With the advanced type threat stuff. It really has to do with the fact that they're forgetting the basics. Their firewalls are wide open, their networks are flat. Their segmentation boundaries aren't being adhered to. So it's allowed us to come in and expose a lot of scary things that were going on and they were just completely oblivious to it. >> Why are those gaps there? Is it because of a change management issue? Technology's moving so quickly? Lack of automation? >> Yeah, I think there's a couple reasons that I've seen. It's a recurring theme really. Limited resources ... number one. Number two, limited budgets, so your priorities have to shift. But I think a big one that I've seen a lot is turnover and attrition. A lot of times we'll go in with Stealthwatch and we'll kick off an evaluation or whatnot and the customer will say, I just don't know what's there. I don't know if I have 100 machines that need visibility or for a thousand. And I'm a Stealthwatch cloud consulting systems engineer so the cloud world is where I spend a lot of my time now and what I'm seeing as it relates to the cloud realm is that's exponentially worse now. Because now you've got things like devops and shadow IT that are all playing in the customer's public cloud environment deploying workloads, deploying instances and building things that the security team has no awareness of. So there's a lot of things that are living and breathing on the network that they just don't know about. >> And so the tribal knowledge leaves the building, how do you guys help solve that problem? >> So we come in ... and you know the last time that you and I spoke, you used the term cockroaches, I think, which I loved. I actually have used that a lot since then, so thank you for that. >> Dave: Yeah, you're welcome. >> No, but, you know ... we come in and we actually, we turn the customer's network infrastructure ... Whether it's on-prem or in the public cloud into a giant security sensor grid. And we leverage something called NetFlow, which you've probably heard of. And it's essentially allowing us to account for every conversation throughout the entire infrastructure, whether or not it's on-prem or in the public cloud or maybe even in a private cloud. We've got you covered in that area. And it allows us to expose every one of those living, breathing things. And then we can just query the system. So think of us like a giant network DVR on steroids. We see everything, you can't hide from us, because we're using the network to look at everything. And then we can just set little trip wires up. And that's kind of what I go into in my presentation also is how you can set these trip wires ahead of time to find things that are going on that you just didn't know about and frankly, they're probably going to scare ya. >> One of the stories that you shared in your talk yesterday. You talk about people really forgetting the basics. A university that had a vending machine breach. You just think, a vending machine in a cafeteria? >> Jeff: That's right. >> Really? Tell us about that. What kind of data was exposed from a vending machine? >> So that's one of my favorite stories to tell. We had gone in and we'd installed Stealthwatch at a small university in the US. And they had a very small team. Okay, you're going to see that recurring theme. Limited staff. And they really just had a firewall. Okay, that was what they were doing for security. So we came in, we enabled NetFlow, we kind of let Stealthwatch do it's thing for a couple of days, and I just queried the system. Okay, it's not rocket science, it's not AI a lot of times, it's really the fundamentals. And I just said, tell me anything talking on remote desktop protocols inside the network out to the internet. And lo and behold, there was one IP address that had communication from it to every bad country you can imagine ... actively. And I said to them ... I said, what is this IP address? What's it doing? And that was in the conference room in the university with their staff and the guy looked it up in the asset inventory system, and he looked at me and he goes, that's a vending machine. And I said, a vending machine? And he said, yeah. And then I was like, okay, well that's a first, I've never heard of that before. And he goes wait a minute, it's a dirty tray return machine. You ever heard of one of those? >> Lisa: No. >> I hadn't either. >> Lisa: Explain. >> So for loss prevention, I guess universities and other public institutions, they will buy these unique vending machines that are designed for loss prevention. So that the college students don't go around and you know, steal or throw away the trays from the cafeteria. You have to return the tray to get a coin. There's a common supermarket chain that does the same thing with their shopping carts. And it's for loss prevention. So I said, okay, that's pretty strange. Even stranger than just vending machine. And I said, well did you realize that it was talking to a remote desktop all over the world? And he said no. And I said so, can you tell me what it has access to? So he looked it up in the firewall manager right there and he said, it has access to the entire network. Flat network, no segmentation. No telling how long this had been going on, and we exposed it. >> And Stealthwatch exposes those gaps with just kind of old school knock on the door. >> Yeah, it really is. We're talking about fundamental network telemetry that we're gathering off the route switch infrastructure itself. You know, obviously, we're at Cisco Live, we work really well with Cisco gear. Cisco actually invented NetFlow about 20 years ago. And we leveraged that to give visibility footprint that allow us to expose things like the vending machine. I've found hospital x-ray machines that were scanning all the US military, for instance. I find things in the cloud that are just completely wide open from a security ACL standpoint. So we've got that fundamental level of visibility with Stealthwatch, and then we kick in some really cool machine learning and statistical analytics and machine running analytics and that allows us to look for anomalies that would be indicators of compromise. So we're taking that visibility footprint and we're taking it to that next level looking for threats that might be in the customer's environment. >> So before we get to the machine intelligence, I presume that cloud and containers only makes this problem worse. What are you seeing in the field? How are you dealing with that? >> So we're in a landscape today where we've got a lot of customers that might be cloud averse. But we've also got a lot of customers that are on the wide other side of that spectrum and they're very cloud progressive. And a lot of them are doing things like server-less micro services, containers and, when you think of containers you think of container orchestration ... kubernetes. So Stealthwatch Cloud is actually in that realm right now today, able to protect and illuminate those environments. That's really the Wild West right now, is trying to protect those very abstract server-less and containerized environments but yeah, we come in, we are able to deploy inside kubernetes clusters or AWS or azure or GCP, and tell the Stealthwatch story in those environments, find segmentation violations, find firewall holes just like we would on premise, and then look for anomalies that would be interesting. >> So the security paradigm for those three you mentioned, those three cloud vendors, and you're on-prem, and maybe even some of your partners, is a lot of variability there. How should customers deal with maintaining the edicts of the organization and sort of busting down those silos? >> Yeah, so you think about like Stealthwatch Cloud which is the product that I'm a CSE for, we're really focusing on automation, high efficacy and accuracy. All right, we're not going to be triggering hundreds or thousands of alerts whenever you plug us in. It's going to further bog down a limited team. They've got limited time and they have to change their priorities constantly. This solution is designed to work immediately out of the box quickly deploy within a matter of hours. It's all SAAS based so actually it lives in the cloud. And it really takes that burden off of the organization of having to go and set a bunch of policies and trip wires and alerts. It does it automatically. It's going to let you know when you need to take a look at it so that you can focus on your other priorities. >> So curious where your conversations are within an organization - whether it's a hospital, or a university when what you're finding is in this multi-cloud world that we live in where there's attrition and all of these other factors contributing to organizations that don't know what they have with multi-cloud edge comes this very amorphous perimeter, right? Where are those conversations because if data is the lifeblood of an organization, if it's not secure and protected, if it's exposed there's a waterfall of problems that could come with that. So is this being elevated into the C-Suite of an organization? How do you start those conversations? >> So it's not just the C-Suite and the executive type structure that we're having to talk to now, traditionally we would go in with the Stealthwatch opportunity and talk to the teams in the organization it's going to be the InfoSec team, right? As we move to the cloud though, we're talking about a whole bunch of different teams. You've got the InfoSec team, you've got the network operations team now, they're deploying those workloads. The big one though that we've really got to think about and what we've really got to educate our customers on is the Dev Ops teams. Because the Dev Ops teams, they're really the ones that are deploying those cloud workloads now. You've got to think about ... they've got API access, they've got direct console login access. So you've got multiple different entry points now into all these different heterogeneous environments. And a lot of times, we'll go in and we'll turn on Stealthwatch and we show the organization, yeah, you knew that Dev Ops was in the VPC's deploying things, but you didn't know the extent that they were deploying them. >> Lights up like a Christmas tree? >> Yeah, lights up like a Christmas tree and like a conversation I had last week with a customer. I asked them, I said, all right so you're in AWS, are we talking do you have 50 instances or do you have 500? He said, I have no idea. Because I'm not the one deploying these instances. I'm just lucky enough to get permission to have access to them to let you plug your stuff in to show me what's going on in that environment. But yet they're in charge of securing that data. So it's quite frightening. >> So you've got discovery, you've got ways to expose the gaps, and then you're obviously advising on remediation activity. And you're also bringing in machine intelligence. So what's the endgame there? Is it automation? Is it systems of agency where the machine is actually taking action? Can you explain that? So when the statistical analysis comes in and the anomaly detection comes in, it's really that network DVR, so we've got the data, now let's do some really cool things with it. And that's where we're in actually, for every single one of these entities, and I do stress entities because the days of operating systems and IP addresses are going away. Face it, it's happening. Things are becoming more and more abstract. You know, API keys, user accounts, lambda's and runtime compute, we have to think about those. So what we do for all these different entities is we build a model for each one of these, and that model, that's where all the math and the AI comes in. We're going to learn Known Good for it. Who do they talk to? How much data's sent or received? And then we start looking for activity in that infrastructure as it relates to that entity that's outside of that Known Good model. So that would be the anomaly detection and you know, our anomaly detection, it really can be attributed to two different major categories. Number one is going to be, we're looking for things that cross the cyber kill chain. So those different IOC's as a threat actually manifests. That's what the anomaly detection's doing. And then we're also looking for just straight compliance and configuration violations in the customer's cloud infrastructure, for instance, that would just be a flat out security risk today, day one, forget base lining anomaly detection, it should just not be configured that way. >> Let's see, roughly 25% of Cisco's revenue is in services, what role does the customer service team play in all this? How do you interact ... how do the product guys and the service guys work together? >> So we've got a great customer experience team, customer services team for Stealthwatch and it doesn't matter if we're talking Stealthwatch on-premise or the Stealthwatch cloud, they cover both. And what will happen is we'll come in from a pre-sales standpoint, we do the evaluation, show good value, and then we've got a good relationship with the CX team where we'll hand that off to them, and then we'll work with the CX team to make sure that customer is good to go, they're taken care of, and it's not we've sold this and we're just going to forget you type scenario. They do a good job of coming in, they make sure that the customer's needs are met, any feature requests that they like taken care of. You know, they have routine touchpoints with the customers and they make sure that the product, for all intents and purposes, doesn't lose interest or visibility in the customer's environment. That they're using it, they're getting good value out of it, and we're going to build a relationship. I call it cradle to grave. We're going to be with that customer cradle to grave. >> Now Jeff, one of the things I didn't talk to you about at Google Next was ... first I got to ask you, you're a security guy, right? Have you always been a security guy? >> Yeah, security for about 20 years now, dating back to internet security systems. >> The question I often ask security guys is who's your favorite superhero? >> My favorite superhero ... I'd say Batman. >> Dave: Batman? >> Yeah. >> I like Batman. (chuckles) The reason I ask is that somebody told me one time that true security guys, they love superheroes because they grew up kind of wanting to save the world and protect the innocent. So ... just had to ask. >> Yeah there you go .. Batman. >> I'm sensing a tattoo coming. Last question for you Jeff is in terms of time to business impact, the vending machine story is just so polarizing because it's such a shocking massive exposure point, did they ever discover how long it had been open and in terms of being able to remedy that, how quickly can Stealthwatch come in, identify these- >> So very quick operation wise. So like the vending machine story, that's something that if you turn on Flow, and you send it to Stealthwatch right now, we can pick that up in 10 minutes. That quick to visibility and value. Now how long has it been going on? A lot of times they can't answer that question because they've never had anything to illuminate that to begin with. But moving forward, now they've got a forensic incident response audit trail capability with Stealthwatch which is actually a pretty common use case. Especially if you think about things like PCI that have got auto requirements and whatnot. A lot of organizations if they're not using a Flow based security analytics tool, they can't always meet those audit and forensic requirements. So at least from the point of installing Stealthwatch they'll be good to go from that point forward. >> So if they can find an anomaly that needs to be rectified in 10 minutes, what's the next step for them to actually completely close that gap? >> So like with Cisco Identity Services engine, we've got a great integration there where we can actually take action, shut off that machine instantly. We can shut off a switch port. We can isolate that machine to an isolated sandboxed VLAN, get it off the network, and then in the cloud, we can do things like automated remediation. We can use things like Amazon and Lambda to actually shut off an instance that might be compromised. We can actually use Lambda's to insert firewall rules. So if we find a hole, we can plug it. Very easily, automated- >> Ship a function to it and plug a hole. >> Batman slash detective. I think you need a tattoo and a badge. >> I can work on that, I like it. >> Jeff thank you so much for joining Dave and me on The Cube this afternoon. >> My pleasure. >> Really interesting stuff, we appreciate your time. >> Absolutely. >> For Dave Vallante, I'm Lisa Martin. You're watching The Cube's second day of coverage of Cisco Live from San Diego. Thanks for watching. (upbeat music)