>> Live from San Diego, California, it's the Cube. Covering Cisco Live US 2019. Brought to you by Cisco and its ecosystem partners. >> Hi, welcome back to Cisco Live from sunny San Diego. I'm Lisa Martin with Dave Vellante and David are joined by a couple of guests from DXC. To my right we've got Jake Sager, principal client executive TMT, Tech Media Telecom. Jake, great to have you on the program. >> Thank you. >> Now we're broadcasting from the sun. And Randy Redman, the director of security services Product Management. Randy welcome. >> Thank you very much. Glad to be here. >> So we're in the definite zone. You can imagine all of the exciting conversations going on behind us here. Guys, I just noticed that DXC, guys have been around for a couple of years IT services company with 25 billion in annual revenue, but you guys were just named, I think it's this morning, number three on CLUS 2019 solution provider list up from number 10 last year. Pretty good momentum. Jake, we'll start with you. What do you see in feed on the street, in the market with respect to digital transformation, what are customers pains and how is the DXC helping knock him out of the park? >> Well, I think you know, DXC has a long legacy history over 60 years of business together from CSC, EDS, and obviously HP heritage. So we've kind of seen it all and seen the business transform from a highly on the ground business to now a lot of things in the cloud. With that obviously customers are looking to do business in different ways. There's a lot of digital disruptors out there. So they're looking to find the new solution that's going to shade off the competition, kind of skirt it, find the newest best thing before they can and find customer driven solutions rather than just cost driven solutions and other things like that. >> So when you say customer driven solution, let's dig into that a little bit more. What does that mean? And how is it actually, how does it manifest? >> Well, I think the customer can be a lot of different things to a lot of different people. In retail, it can be somebody walking into your store and banking, it can be somebody using an app. But what does that end consumer want? What's going to make their life easier and make them go to you versus another company? And that's really what companies need to be looking at. There's no one answer to anything. But it's a lot of thought-lead leadership to try to come up with something brand new, that is not going to be disrupted by the next Airbnb or Uber. >> So you are a CEO, Michael, talks a lot about digital transformation. >> Right. >> Right here in the security side of things. So we going to dig into that a little bit. But in terms of the evolution of digital transformation, generally and specifically, how people are rethinking security as a result, because we often say, what's the difference between a business and a digital business? Well, it's how they use data. Okay, well and that opens up a whole can of worms on security. So what are you seeing in terms of the evolution of the so called digital transformation, but specifically how it's affecting their posture towards security? >> Yeah, absolutely, because in a digital environment, customers are completely rethinking both how their infrastructure is deployed and how their applications are deployed. And so really, it's opening up whole new avenues for security threats to enter their environments. At the same time, there are so many individual security technologies and customers are really struggling with what are the right technology choices to make and then more importantly how to operate them effectively, how to implement appropriate security policies, how to actually monitor effectively for threats across the environment. So digital transformation is changing their business environment, but it's really completely opening up the sphere on the security side of the house. >> So Jake, we were talking and I had asked you what your favorite topics are, you said, smart city, IoT and connected cars. Sounds like a security nightmare. >> Yeah. >> But it's an opportunity as well for you guys. >> Absolutely. >> So you go in, what's the customer conversation like? I mean, pick one or all three, if you can generalize, in terms of I mean, these are all new things, right? It's the Wild West right now. What's customers mindset? Like you said, they don't want to get disrupted. They're looking at new opportunities. What are they looking at? How are you guys helping them? >> Well, it depends industry by industry. You know, when it comes to healthcare, we can help with remote telemedicine, operating medical equipment remotely. But again, that's going to bring in a whole bunch of new security threats, which Randy is going to be more than equipped to talk about. But I think securing that is really a big problem. When you start talking about massive IoT, you're talking about thousands and thousands of sensors out there in a smart city or oil mining gas utility, like they were talking about earlier today. You're talking about tons of different entry points, lots of different vulnerabilities. So that's definitely a huge issue for them. It's also a ton of new data that they don't know how to manage, that they don't know how to make sense out of, through artificial intelligence or other means. So for a company like us that really has strength in security, artificial intelligence, machine learning, as well as a strong background of data center, data lake management, helping them kind of figure out what data to use and how to use it most effectively. That's really where we shine. Cause we're not necessarily the company providing the hardware. We're not the company writing the software. But we're really the glue that integrates it all together, and brings all those multi solutions together. 'Cause in IoT, it's an ecosystem. It's not solution in a box. >> Let's dig into the Smart City concept. It's so fascinating. I've read up on the Las Vegas city of Las Vegas, which is been on the Cube. Done a lot to really transform that city. But to your point take about data, I think Chuck Robbins said this morning in the keynote that organizations are only really getting insight from less than 1% of their data. >> Right. >> It must be one of those where do we start? >> Right. >> So you are talking about working with municipalities on becoming smart cities and being able to apply some of your expertise and AI. Where do you start that conversation? >> Well, I mean, the terms over abused, I think data is a new oil, right? So if you don't know which data you're getting it from and you're only getting 10%, you're not doing a very good job as an oil producer, right? So our company is very good at identifying where the data is. 'Cause a lot of times, that's half the problem, is finding where that data resides, getting it into a place where you can actually ingest it, and then actually analyze it and get something useful out of it. Companies typically don't know where all their data is, they don't know how to analyze it and they definitely don't know how to turn it into something useful. So that's something DXC does across the board. >> What about the partnership with Cisco? So Cisco, obviously, it's got the networks, it's got, you know, packets flying around. It's got to secure those. What's the partnership like? Are you leveraging their products? I'm sure you are. You guys use everybody's products. >> Right. >> What's the partnership like? And what specifically are you doing in the security area Randy? >> Yeah, so in terms of the partnership with Cisco, we're certainly looking in several areas frankly, because right, we're looking with our clients at a solution letter approach, right. And that's one of the things that we like with Cisco is the broad portfolio meshes with our broad portfolio. So certainly key areas of focus for us right now are in the Unified Communication space and how we're helping with collaboration for our clients, but also in the security area, technologies, such as Cisco stealth watch, which is helping provide more visibility to what's happening in networks today. Because more and more our view is that security as we were just talking about, even in the IoT space becomes more of an analytics exercise. It's less about really being able to detect what you already know, it's really about being able to drive detection from the unknown. And so the more data that we can get, the more visibility into network environments the better. >> How do you work with Cisco? 25% of Cisco's revenue is they called services. So, where do they leave off? I mean they're a product company. You guys are a services firm, but they have services. >> Right. >> How do you interact with them? You don't compete, I presume. At least there's maybe some overlap. But, where do they leave off and you guys pick up? >> Yeah, so certainly, we're not competing with Cisco from a services perspective. We're certainly relying on Cisco services for hardware and professional support around their technology. We're really there to provide overall solution design, architecture installation and we'll leverage Cisco professional services where that's appropriate. And then we provide managed services on the back end as well. >> So you're saying their role is to make sure it's architected properly and it's working, in the way it's promised. Your role is to say it my way and you can correct me is help the customer figure out how to apply those technologies to create business value. >> Well, exactly and also typically in a client solution. Cisco maybe one of several technologies that are involved in a broader solutions-- >> you got to make it all work together tomorrow-- >> And part of our role is to act as that integrator to bring the core Cisco elements with the DXC services and-- >> So your jobs getting harder and harder and harder. >> Fully it is. It's a security perspective. >> Dave: As a consumer things are getting easier, right? Oh, yeah, Google, Facebook, Instagram is so easy. But the back end with, you know, cloud and DevOps, the pace of change. How have you seen that affect your business? How are you dealing with that rapid change? >> Yeah, so I think that from a couple of perspectives here. One is that it's changing how we go about the process in terms of developing services and capabilities for our clients. Just as Agile has taken over actually in the application space, It's really driving how we think about actually developing offerings now around getting technology out into the market more quickly, evolving and growing capability from there. And so really, it's all about how we get proof of value for our clients quickly by getting technology into their hands as quickly as possible. >> Lisa: So let's talk about some of these waves of innovation Cisco was talking about this morning. Talking about this explosion of 5G, Wi-Fi 6 being able to have this access that works really well indoors outdoors, how that's changing even Jake you know, consumer demand. What opportunities, and Jake I'll start with you, what opportunities and some of the things that Cisco was talking about with respect to connectivity, AI with GPUs being everywhere, edge mobile, architectures becoming so a Morpheus opportunity for DXC to help customers really not just integrate the technologies but to excel and accelerate themselves to define new services, new business models. What's your differentiation point there? >> I mean, our main differentiation point from DXC is agnostic to the technology. We really specialize in being vendor agnostic, finding the best of breed companies out there and integrating it into our portfolio and offering it to our clients. If our client wants Azure, we're not going to try to sell them on Google Cloud. If they want one or the other, we're going to be hand in hand with the customer either way. With these new technologies that come around, it's just going to open the doors for so many new types of business, so many more disruptive businesses. No matter what comes along our goal is to have that portfolio in hand, which Cisco rounds out to be able to offer to our over 6000 enterprise clients. So we need to be able to manage every shape, size, variety, industry, anything you can think of. >> What's the trend? Is the trend, yeah, we want as you say, okay, we'll make it make it work for you or is the trend like, you guys figure it out. We're not sure what the right fit is. How much of that is going on? >> I'd say you probably see 50 50. (Jake laughs) >> I think we're seeing a lot of that. Certainly as clients are migrating applications to the cloud. They may be starting with a particular cloud platform, but clients are really frankly fairly agnostic in terms of the cloud platform they're migrating to. They're taking advantage of more and more SAS applications. So one of the trends that we're definitely seeing is how to address client security concerns in a hybrid cloud environment because that's more and more what we expect the future to be, even if clients are focusing on a particular cloud platform as their starting point today. >> So as data is traversing the network and one of the one of the things that I heard this morning from Chuck Robbins keynote was that the common denominator as all of these changes and waves in innovation are coming is the network. Data is traversing the network. Given that is a given and there's only going to be more and more data and more connected devices, more mobile data traffic. Randy question for you. How can DXC, how can you help customers leverage your expertise and say security and AI, as you mentioned, to extract more value from their data and allow them to become far more secure as the it's no longer acceptable, you can't just simply put a firewall around a perimeter that has so many a Morpheus points? >> Yeah and absolutely. And as we mentioned, with all of the data that's available today, it really becomes more of an analytics problem. And one of the investments that the DXC is making is specifically in our security platform that allows us to ingest data from pretty much any infrastructure data source and be able to leverage capabilities to provide analytics, machine learning and automation on top of that, to help clients leverage the power of the data and specifically from a security perspective, not just drive detection, because that's interesting. The question I get from clients is well now, what do I do about it? >> Right. >> And we're leveraging investment, our platform automation is actually to begin to take automated actions on behalf of our clients in order to solve security problems. >> Excellent, guys. Well, thank you so much, Jake, and Randy for stopping by the Cube and talking with Dave and me about what you guys are doing at DXC. The next time we'll have to talk about connected cars. >> Sure. >> Thank you. >> Alright. For Dave Vellante I'm Lisa Martin, you're watching the Cube live from Cisco Live in sunny San Diego. Thanks for watching. (techy music)

Narrator: From theCUBE studios in Palo Alto and Boston, it's theCUBE! Covering IBM Think, brought to you by IBM. >> Hello everybody, we're back. And this is theCUBE, and we're covering IBM Think 2020, the Digital Think, and we are covering wall-to-wall. We're here with Keith Dyer, who's the Vice President of Sales and Channels at Cisco, and Laura Guio, long-time friend to CUBE Alum, she's the General Manager of the Global Cisco Alliance, and California Senior State Exec. Folks, welcome back to theCUBE, good to see you again. >> Nice to see you, Dave. >> Good to see you too, Dave. >> Hey, I got to ask you, Laura, what's this California Senior State Executive into your title? Tell me about that. >> So, I'm responsible for all of the IBM population here in the state of California, and during this time of COVID-19, it's been very interesting, so I manage all the, as I call it, care and feeding of the employees up and down the state, and how we're responding to the shelter-in-place orders, and how IBM is responding from an employee perspective. >> Yeah, you know, I've interviewed a number of CXOs, some from both your companies, and that's the theme that we keep hearing, Keith, is: Number one is the health and wellbeing and safety of our employees, and then once that's confirmed, get to work. >> Yeah, it's a completely different environment that we're in, and I mean, Cisco and IBM both being big global companies, coming from being in offices and in environments of working closely with one another to sheltering in  home and working out of our home offices, I think the thing that both of our companies have the ability to do is to empower our folks to do that. And we're doing that, we're doing that both from an individual perspective, with our tools and our technologies, but we're also doing that together, with a lot of the things that this partnership and this alliance brings to this, which is really, you know, being able to provide IT services to remote workers and to be able to still keep this economy moving along. >> Yeah, along with our data partner, ETR, we were one of the first to report that sort of work-from-home offset, how budgets are shifting, in fact, 20% of the CIOs that we surveyed, 1200 CIOs, said their budgets were actually increasing. So, I wonder, Laura, if you could talk about the, you guys had a relationship with Cisco and IBM for a long time. Maybe, talk about some of the go-to-market highlights, and I want to double-click on that. >> Yeah, so we've had a long-standing relationship, over 20 years, that we've partnered together in the marketplace. And because of that long-standing relationship, it gives us an opportunity, not at just the very senior levels of this relationship, but all the way out to the field in the sellers, on what's needed out there from a client perspective. We're constantly coming out with new, integrated solutions, things that answer the questions and the problems that our customers are trying to solve. One in particular, right now, is called Private Cloud Infrastructures as a Service. This with Cisco Technology, and IBM Technology and Services gives the client an answer on how to get that private Cloud in their facility and not have to have the CAPEC question on getting that server portion of that in there. Cisco has a unique opportunity with IBM, to offer that customer. >> So Keith, one of the things I'd like to talk about with any go-to-market strategies is, you get together when you get a market partner and you try to identify the ideal customer, what's the right profile, What's the value proposition. And I'm wondering, just generally, what does that look like for you guys, and then specifically, how has that changed, or has that changed as a result of COVID-19? >> Well, I think a couple of things: One, one of the things where Cisco and IBM have long been partners together has been from a security perspective, and as we move into this new class of workers that are working remotely, and that are working in environments where security is paramount, and one of the work that we've done together around threat management and the way we both have put security measures and security products in place and solutions to help remote workers to be able to work with security into their networks. >> Yeah, so in our reporting, we've noted that it's not just video collaboration tools that are on the uptake, it is things like, whether it's VPNs, networking bandwidth, wide area networks, securing that remote infrastructure. So Laura, maybe, you could help us understand what IBM's bringing to the table, and maybe we can talk about what Cisco's bringing to the table here. >> Well, when you look at it from an IBM perspective, our huge client base out there from a services perspective. Generally, where we start, those customers are looking for end-to-end solutions. So when you take technologies like Cisco has, and combine it with the breadth of technology, around Cloud, Hybrid Cloud, Security, that gives the ability to a client to come to one place, get that end-to-end solution, and feel secure that it is an enterprise-quality solution, that they don't have to worry about all the other part pieces they have to plug in there. >> Yeah, one of the things we've been talking about is: I was just talking to Rob Thomas about this, he said, "You know, Dave, I don't know if anything's "going to really dramatically change with COVID-19, "maybe, it is, maybe it isn't, "but definitely some things are being accelerated. "And when you think about the acceleration to Cloud, talking about the industry angle, Laura, Edge, IOT, I wonder if you guys could talk a little bit about, maybe, start with Keith, do you see there are some learnings here in this period, during this pandemic, that maybe will accelerate, sort of some of those Edge discussions, or the things that we've learned that maybe, would have taken longer to put into practice? Let us start with Keith. >> Yeah, I think first and foremost, it's just getting at the data, and being able to have that data to a decision faster, and that's the whole reason we're really investing around Edge technologies, so that we can take that data in, we can hope it helps us make decisions faster, and get to outcomes for customers better, and a part of that becomes around having the right security postures, but also then being able to link up back to the data center, which is what we do with IBM around HyperCloud. >> Laura, anything you'd add to that from an industry perspective? >> Yeah, I think that the technology that Cisco brings to the table really it helps accelerate that solution, and get what the client's looking for. We had a recent example, well, at the end of last year; we met with a number of manufacturing customers in Europe. And we took them through a solution that we have with the Edge and Security that Cisco offers, the pieces that IBM brings to the table, but the manufacturers really looked at this and said, "Wow! This really gives me that Edge technology that I need, "it provides all the security that I'm looking for, "and allows this manufacturing to line autonomously, "run without having to have that intervention "that a number of other solutions would require." >> You know, it's kind of a sensitive topic when I talk to executives, and when we talk to the CIOs and CSOs with ETR in the roundtable, there was a sensitivity to, and sort of a negative sensitivity to so-called "the ambulance chasing." And so what they don't want is, "Hey, here's a free trial for, you know, "but you got to swipe your credit card, "you have to promise to sign something. "We just don't have time for that." I bring that up because Cisco and IBM came up in this roundtable as two companies, there were others, too, by the way, that were really responding well from the customer perspective. And these were industries that were hard-hit, you know, we're talking about airlines, we're talking about hospitality, really hard-hit types of industries, and they called out IBM, Cisco, and as I say, seven or eight other companies, so I think the industry, because you guys are large companies, established companies, they expect more of you. They expect kind of adult supervision, if you will, in the room. I wonder if you could talk about, maybe, some of the other things that, but first of all, react to that, and tell me the other things, Laura, that, maybe, you guys have done, either as individual companies or jointly. >> Yeah, I'll start and I'll let Keith answer here. So, I liked the comment, "the adults in the room". What we're finding as customers are coming to companies like Cisco and IBM and saying, "Look, I need a solid enterprise solution. "I'm looking for somebody who's tested it, tried-and-true, "that you've got recognition in the industry, "that you're going to bring a complete, "solid solution forward." And so we are being tapped into as two companies, to really bring us two to the clients, they don't have a whole lot of time right now to go figure it out, and they believe in us, and what we've been able to provide for the market. >> Yeah, and one of the things that I would add to that was that the investment that both of our companies are making, really just in our customers, and helping them get through this journey. You know, we both have fantastic CEOs, who are really visionaries, and who are really beginning to look at, and how they can help accelerate our customers, so that when we get on the other side we're stronger and we're able to deliver technology, and be able to deliver to our customers. You know, Laura and I, we're inundated, almost on a daily basis of requests and support. And we've actually had a grassroots effort that really kind of bore up through our sales teams are providing education and providing services in the education sector, using IBM technology, and using Cisco Webex Technology. We've been partnering with other partners, such as Samsung and Apple, to deliver those on devices, and you know, these aren't necessarily things that came out of the CEO offices, these were solutions and efforts that are grassrooted up through our organization, because of the strong partnership that we have in the industry. >> I love that, because, I mean, we've all been touched by education, kids' remote learning, healthcare's another one. I mean, everybody knows somebody, you know, a nurse, or now the first responders, "the today's heroes", that are having to really risk their lives, literally, every day when they go into work, and that is happening on the front lines, so Keith, I appreciate your comment, that it's a grassroots effort and Laura, you got a new CEO, you know, Arvind, stepped into this and I'm excited to talk to him about his first moves, but any other color you can add to that, or other initiatives that you've seen in the field? >> Yeah, so Keith touched on it just a moment ago there, you talk about the ICUs in the hospitals. Almost a month ago when this all started, I sat there watching the news, watching people dying in the hospital without a chance to really talk to their family members, and the burden that it was putting onto the health care professionals. We came up with, I said, there's a solution there, went to Keith, said, "You know, we've got Webex, "we've got other things in the portfolio," went to Samsung, they have devices that are military-grade, that'll work there. We were able to put a solution together pretty quickly. We've got a number of hospitals that are evaluating it right now, we're almost ready to roll this out, but that just goes to a mature company that has all this security and interactions with other companies that have the part pieces that you need, and then test it, make sure it's secure, that it's enterprise-grade, and get it out there. There's not many companies in the world that can do that. >> Well, I think that goes to what you were saying before, I called it "adult supervision," but I talked to Sri Srinivasan, who runs Cisco's Collaboration division, and as they say, the CIOs told us, "You know, we're really off-put "by people trying to sell us," but what Sri told me was that Cisco made a free-offering, no swipe of the credit card, "Hey, if you buy something down the road that's fine, "if you don't, you know, doesn't matter." And that's the kind of leadership that I think people expect from companies like IBM and Cisco, quite frankly. >> Yeah, and you know, Dave, what Sri and what Chuck did there, you know, that wasn't easy to do, I mean, we've essentially doubled and almost tripled our capacity of Webex as we've gone through this, and we were just absolutely, that organization that is working well overtime, overtime, overtime. Laura and I were able to take that, take some of that technology, be able to get out in the front, and truly it's not about creating revenue right now, it's about helping get our customers through this crisis together. We'll worry about, you know, commercial opportunities that come down the road. >> Yeah, and those will happen, those are going to be outcomes of your business practices, and talking to Rob Thomas, and again, and he'd been the data angle here, all the data, the data sources, the data quality, you're seeing it. You see even the maps, you see even the real-time updates, I mean, things change, literally, on a day-to-day basis, and that's kind of IBM's wheelhouse, really. >> Yeah, yeah. And we're addressing a lot of that with what we're doing here between our two companies, and providing that solution, getting to that data, get it securely where it needs to be. We've been on the forefront of providing from an IBM perspective, around the COVID information that's being used around the world through our weather company application that we have out there. We've offered up the mainframe technologies, and our supercomputers around, be able to help hospitals and those that are working on vaccines and all of that information, so you've got to have the networking piece of that, you've got to have the technology that it works on, and then you've got to have that data that you can access and manipulate quickly to get those answers out. >> Yeah, and Cisco, IBM, it's been a partnership that made a lot of sense, there's not a ton of overlap in your portfolios, which is quite amazing given the size of your companies. You know, there is some, but generally speaking, it's been a pretty productive partnership. Keith, Laura, thanks so much for coming on theCUBE, sharing a little bit of information, and thanks for what you're doing during this crisis. Stay safe. >> Thanks Dave. Thanks Dave. >> All right, you're welcome. And thank you for watching. Everybody, this is Dave Vellante, our wall-to-wall coverage of IBM's Digital Think 2020. You're watching theCUBE. (upbeat music)

>> live from Mountain View, California It's the queue covering definite create twenty nineteen Brought to you by Cisco >> Hey, welcome back to the cave, Lisa Martin with John Barrier. We're coming to you Live from the Computer System Museum at the third annual Cisco Definite Create twenty nineteen Excited to be joined by Joycelyn Developer Advocate from Postman Joyce Welcome to the Q Thank you. So you are a developer advocate. But postman is a tool that helps the community learn about Cisco ap eyes Postman is a Cisco was a customer of yours but a little bit about your experience at definite cry Because you have an interesting story from last year, which was your first year of this event >> Exactly last year. We just happen to stop by. And as I was walking through this very room you hear all these workshops going on behind us My ears perked up cause I heard somebody say python in postman or two of most powerful tools And I was like, Hey, I >> work a postman >> So I like, stopped in to see and I slapped my team back immediately at the office there, really using postman to teach Cisco Technology here. >> That was surprising to you. And here you are now here a year later. Tell us some of the things that you're expecting to learn and hear and feel and see from twenty nineteen. Create. >> So this year I hear about all these people learning postman learning about tech through postman. So I'm actually giving to talks this afternoon The first talks talking about building the community because a lot of people use postman in the second talk is about using mock servers. Had a fake an AP I until you actually coded and deploy it. >> Take a minute to explain. Postman. Why is it so popular? Why Francisco jazzed about it? What are they using it for? How they bring that in take a minute to talk about what you guys do >> Well, several years ago, when postman started as a side project was primarily for developers and help developers do their day to day jobs. But we found a lot more People are interacting with technology or working at tech companies where they might not have the setup to initiate a request. AP I request, and so postman allows them tio on their desktop be able. Teo interact with the tech in a way that normally they wouldn't have the whole set up to do it. >> So So in terms of developers, what's is a freemium model? They do have a free hand leads >> premium. And I think within the last year we've scooch almost anything that used to be a paid feature down to free so you can try it out. And in fact, if you have a small business or a side project, it's it's free. >> And what's the talk track? You're gonna have to get to talks. One on community, one on serve servers. Monster. >> Yeah, So Mock service is something that I thought might be interesting to this crowd. But a lot of these people have are in charge of managing the infrastructure or supporting existing AP eyes or services that are out in the cloud. And so mock servers are a way that you can essentially mock an FBI for parallel development or to build a prototype put into >> you. And so this helps develop, get faster app up and running. And then what happens when they have to get rid of mock server and put a real server on there? They had built out the re p I. Is that what happens? >> Typically, they're spinning Oppa marks over first, and then they're building out their own servers. So, yeah, they would swap out the mock with their own. >> And what's the other talk on community? Just how did do a community open sores? What's the aspects of the community talk? >> It's kind of on >> odd topic for this kind of crowd, but a lot of people work for companies that are or work for teams where they're just trying to build, like, a sense of community or foster some sort of mission. And so just telling the Postman story and Postman was free for absolutely free for a super long time in growth has just been astronomical. >> You're six million developers on the planet working on that, but I can't say on the company's one hundred thirty million plus AP eyes. And that's all. Just since the company was established in twenty fourteen after this sort of side project that you talked about so pretty, >> pretty quick >> growth trajectory that you guys are on >> and a lot of it was word of mouth. I mean, until I came here last year and heard all the system people talking about how they're using postman. We did not know that. >> So how have how has Postman actually evolved your technology in the last year? Just since you stumbled upon? Wow, this we're actually really hot here. We are really facilitator of developers. This community that's now what five hundred eighty five thousand members strong Learn about Cisco AP eyes. I'd love to know how that has sort of catalyzed growth for postman. Well, back in the >> day, Postman started as developer first. So here's an individual developer. How can they work more effectively? But teams like Cisco you'll be lucky if you find a team of ten people these air hundreds and thousands of developers coming together to work together. So postman as a tool has shifted from focusing on on ly the developer to how do you support developers working in larger teams? >> So what? The community angle? Because one of the things that Lise and I were just talking about you she does a lot of women in tech interviews with Cube and we're building out these communities ourselves and in Silicon Valley, the old expression fake it till you make it. It's kind of a startup buzzword, but people try to fake community or by community. You really can't get away with that. In communities, communities are very fickle. A successful open source projects you've gotta contribute. You've gotta have presence. You've got to show your work to get you to the bad actors. It's >> pretty >> efficient. But things air new now in communities this modern era coming into slag, you got tools. How is community evolving? That's your perspective on this. >> That's an interesting question. I think the community you never wanted fake community absolutely agree, and something that Postman is kind of lagged on is the community's been huge, but we haven't really been involved. So around the world we have people giving workshops that we don't even know about, like around the world. And how can we support them and allow them to tell, teach things consistently and teach best practices? So I wouldn't say unfortunately, well or fortunately, we're not in the position where we have to encourage the growth, but rather just support the people that are already doing this. This >> is the pure ingredient Teo Community development, because you're enabling other people to be relevant with their communities. So you're not so much like just trying to be a community player. You're just your product enables community growth. >> Absolutely. Yeah. >> You just gotta come feed >> postman as a tool. And then postman, the seeds >> of community. >> Yeah, we're healthy. >> So talk about some of the where you guys locate. How many people in your company? What's this? What numbers >> were headquartered in San Francisco. We have a huge engineering department in Bangalore where our founders air from. And I think just a few months ago, we started having distributed people. So now we're everywhere. I think we're about a hundred head count. Uh, fifty five percent of that is engineering. So where? I don't know where a >> start off. I mean, they were started hunting with number two hundred thousand companies using the technologies. We said over six million developers. How do you get a handle on to your point earlier supporting all of these groups that are out there enabling us Johnson enabling and fueling communities like Deb. Nanny? How do you start that with a one hundred person organization? >> Yeah. I'm so glad you're like, Wow, that doesn't seem like a huge organization because other people are like I thought you are way bigger than that. One thing is that we do listen to our community. And so if they're having a pain point way, try to aggregate all those voices and then come out with a cohesive road map because what might be the loudest voice for even a lot of voices might not be what's right for the tool. The other thing is, we're not open source company, but we have a ton of open source projects. So the community has again developed converters, integrations all these open source tools that for their specific workflow works for them. And actually, they're sharing with the community. >> How did you get into all this? How did you join the company? What attracted you and what's what story? >> Well, I'm in San Francisco, so I work for a tech company. I have a hodgepodge background, but I won't go into because it just sounds confusing. Some people call me the Wolverine at work. >> That's a nickname. >> Um, hopefully it's not because I'm so Harry, but because I've had many lives, so I I kind of bring a little bit of that, too. My developer advocate role, a little bit of product, A little bit of marketing, little bit of the business side. >> It's good versatility, lot of versatility. Yeah, let me ask a question. One of the things we've been covering is actually we love cloud nated. We've been covering cloud in the early days. Oh, wait. Oh, seven All the way through Love Cloud native We get that check enterprises Ha! You see Cisco using your stuff. Enterprise developers are hot right now. People are fast filling applications has got a cloud native flare to a definite create. It's also gotta integrate into the classic enterprise. What's the difference in your view and your experience, your observations between enterprise developers and then your classic You know, hard core cloud native developer >> I would say that's something that postman, as an organization is dealing with right now because we started developer first. Now we're finding Oh, it's a different person making these decisions. What tools should we use? Sometimes it's top down, but at the end of the day, it's always the developer that is going to support a top down decision. A developer that's going to find the utility out of certain tool. So we're shifting our focus. But not necessarily by that much. Because long as you focus developer first, it's still >> so enterprise. Kind of taking more of a classic cloud developer or native cloud native developer. You think that kind of profile you in your mind? >> Well, again, you have an enterprise developer. But what? Where's that enterprise developer going to be in two years? So we're not hanging our hat too much on Enterprise? Only now >> what do you want? The Ciscos measures of programming. The network. I mean, infrastructure is code. That's kind of a nice value proposition. Take the complexity away. What's your take on reaction toe that vision? >> I don't know what you're talking >> about. I don't know what part. >> What part of tell you are. >> Well, they're saying developers shouldn't have to configure hardware. You know, abstract the network capabilities out and make it code. So the developers just it just happens. >> Got it? Yeah, And if you think about how you Khun scale, can you scale linearly or exponentially? Enabling every developer or team to deploy their own code at their own pace with their own tools is something that allows you to scale exponentially. So things like mock servers that were talking about earlier. If I'm relying on somebody, that's my bottleneck. To spin this up with the normal workflow for the organization, that's a bottleneck. Spin up your own mock server. >> Find mock servers were great. Resource because remember the old days and mobile the emulators kind of had to have an emulator to kind of get going. Okay, that was, like five years, but similar model like, Hey, I don't need I can't build that out now. But I need to know what it's gonna look like so I can get this done. >> And that allows you to iterated at the fastest >> level at the local >> developer level. >> We've been covering the old days here in the Cube world. >> Throwback. Joyce, thanks so much for your time joining us on the cue program this morning. It a definite creed. Best of luck in your two sessions later on today. We look forward to seeing you next time. Great. Thank you. Nice to meet you for John Ferrier. I'm Lisa Martin. You're watching to keep live from Cisco Definite create twenty nineteen. Thanks for watching