(upbeat music) >> Hey, welcome to theCUBE's coverage of AWS re:Invent 2021. I'm Lisa Martin, and I'm pleased to be joined by Jessica Alexander, who is the VP of Cloud Solutions Sales and Alliances at CrowdStrike. Jessica, welcome to the program. >> Thank you, Lisa. It's great to be here. >> So we're going to unpack a lot today, some news, what's going on with the threat landscape, what you're seeing across industries, but I want to get started talking a little bit about your team. As I mentioned, VP of Cloud Solutions Sales and Alliances. Talk to me about your team because you have a unique GTM here that I'd like to get into. >> Sure. Thank you, Lisa. Well, we recently launched our new cloud security products, Cloud Workload Protection and Horizon earlier this year. So we wanted to make sure that we accelerated our entry into this new product market, this new addressable market, and so we established not only a cloud sales specialist team that helps our core sellers as well as our partners sell our new cloud security products but we also wanted to make sure it was tightly integrated and aligned with our Cloud Alliances so specifically our co-sell relationship and partnership that we have with AWS. >> Got it. Let's talk about some of the things you mentioned, Aksino acceleration entering into the market. We saw a lot of acceleration in the last 20 months and counting, especially with respect to cloud adoption, digital transformation, but also the threat landscape things have accelerated. Wanted to get some information from you on what you've seen. We've seen and talked to a lot of folks on ransomware stats, you know, it's up nearly 11x in the first half of '21, but you guys have some unique stats and insights on that. Talk to me about what CrowdStrike is seeing with respect to that threat landscape and who it's impacting. >> Sure. You know, we have a unique perspective. CrowdStrike has millions of sensors out in our customer environments, they're feeding trillions of events into the cloud and we're able to correlate this data in real time, so this gives us a very unique perspective into what's happening in adversary activity out in the world. We also get feeds from our incident response teams that are actively responding to issues, as well as our Intel operatives out in the world. So, you know, we correlate these three sources of data into our threat graph in the cloud powered by AWS, which gives us very good insights into activity that we're seeing from an adversary perspective. So we also have a group called the OverWatch team, they are 24 by seven, you know, humans monitoring our cloud and monitoring our customer's networks to detect or, you know, get pre-breach activity information. And what they're seeing is that, you know, over this last year, an adversary is able to enter a network and move laterally into that network within one hour and 32 minutes. Now, you know, this is really fast, especially when you consider that in 2020, that average was four hours and 37 minutes for a threat actor to move laterally, you know, infiltrate a network and then move laterally. So, you know, the themes that we're seeing are adversaries are getting a lot faster and a lot more efficient, and, you know, as more companies are moving to remote work environments, you know, setting up virtual infrastructure for employees to use for work and productivity, you know, that threat landscape becomes more critical. >> Right? It becomes more critical. It becomes bigger. And of course we are in this work from anywhere environment that's going to last or some amount of it will persist permanently. So what you're saying is you're seeing a 4x increase in the speed with which adversaries can get in and laterally move within a network, so dramatically faster in a year over year period, where, so there's been so much flux in every market and of course in our lives, what are some of the things that you're helping customers do to combat this growing challenge? >> Well, it really goes back to being predictive and having that real time snapshot of what's going on and being able to proactively reach out to customers before anything bad happens and, you know, we're also seeing that ransomware continues to be an issue for customers, so, you know, having the ability to prevent these attacks and ransomware from happening in the first place and really taking the advantage that an adversary may have from a speed or intelligence perspective, taking that advantage away by having the Falcon Platform actively monitoring our customer environments is a big advantage. >> So let's talk about, speaking of advantages, what are you guys announcing at re:Invent this year? >> Sure. Well, we have two new service integrations with Amazon EKS, AWS Outpost and AWS Firelands to talk about this year. The cool thing is that, you know, customers are going to get our wonderful breach protection that we have, you know, the gold standard of breach protection, they'll have that available on various cloud services. And what it does is it provides consistent security and simplified operational management across AWS services, as customers extend those from public cloud to the data center, to the edge. And you know, the other great benefit is that it accelerates threat hunting, so we were talking about, you know, being able to predict and see what adversaries are doing. You know, one of the great customer benefits is that they can do that with their own teams and be able to do that on a cloud infrastructure as well. >> And how much of the events of the last 20 months was a catalyst or were catalysts for these integrations that you just mentioned? I imagine the threat landscape growing ransomware becoming a 'when we get hit not if' would have been some of those catalysts. >> Well, you know, we're seeing that the adoption of cloud services, especially for end user computing is growing much faster than traditional on-prem desktops, laptops, as people continue to work remotely and customers need to be, or corporations need to be efficient at how they manage end user computing environments. So, you know, we are seeing that adversary activity is picking up, they're getting smarter about, you know, leveraging cloud services and potential misconfigurations, there're really four key areas that we see customers struggle with, whether it be, you know, the complexity of cloud services, whether it be shadow IT, and a lot of the security folks don't necessarily know where all the cloud services are being deployed, then you've got, you know, kind of the advanced techniques that adversaries are using to get into networks. And then, you know, last but certainly not least is skills shortage. We're finding that a lot of customers want a turnkey solution, where they don't have to have a team of cloud security specialists to respond or handle any misconfigurations or issues that come up. They want to have a turnkey solution, a team that's already watching and reaching out to them to say, "Hey, you may want to look into XYZ and update a policy, or, you know, activate this new, you know, this feature in the platform." >> Yeah. That real time, the ability to have something that's turnkey is critical in this day and age where things are moving so quickly, there's so much being accelerated, good stuff and bad stuff. But also you mentioned that cybersecurity skills gap, which is in its, I think it's in its fifth year now, which is a big challenge for organizations as this scattered, work from anywhere persists as does the growth of the threat landscape. Let's get into now, for, you mentioned the adoption of cloud services has gone up considerably in this interesting time period, how is CrowdStrike helping customers do that securely, migrate from on-prem to the cloud with that security and that confidence that their landscape is protected? >> Yeah, well, we find obviously in the shared responsibility model, the great thing is that, you know, CrowdStrike and AWS team up to help, you know, customers have a better together experience as they migrate to the cloud. AWS is obviously responsible for the security of the cloud and customers are responsible for the security in the cloud. And in speaking with our customers who are moving or have moved to cloud services, and they really want a trusted and simple platform to use when securing their data and applications. So what, you know, they also have hybrid environments that can get complex to support, and, you know, we want to be able to provide them with a unified platform, a unified experience, regardless of where the workload is running or what services that it's using. You know, they have that unified visibility and protection across all of the cloud workloads. We're also, you know, seeing that, especially the reason we're doing this great integration with Outpost and EKS Anywhere is that customers are, you know, taking their cloud services out to their data centers as well as to the edge locations and branch offices, so they want to be able to run EKS on their own infrastructure. So it's important that customers have that portability that regardless of whether it's a laptop or an EC2 instance or an EKS container, you know, they have that portability throughout the continuum of their cloud journey. >> That continuum is absolutely critical as we, you know, talk about cloud and application or continuum from the customer's perspective, the cloud continuum is something that is front and center for customers, I imagine in every industry. >> Oh, for sure, 'cause every industry is adopting cloud maybe at a different speed, maybe for different applications, but, you know, everybody's moving to the cloud. >> So talk to me about what you're announcing with AWS, let's get into a little bit about the partnership that CloudStrike and AWS have, let's unpack that a bit. >> Sure. You know, we've been an AWS advanced technology partner for over five years. We've had our products, we now have six of our CrowdStrike products listed on AWS Marketplace. We're an active co-sell partner and, you know, have our security competency and our well-architected certification. And really it's about building trust with our customers. You know, AWS has a lot of wonderful partner products for customers to use and it's really about building trust that, you know, we're validated, we're vetted, we have a lot of customers who are using our products with AWS, and, you know, I think it's that tight collaboration, for example, if you look at what we're doing with Humio, we've implemented a quick start program, which AWS has to get customers quickly deployed with an integration or a new capability with a partner product. And what this does is it spins up a quick cloud formation template, customer can integrate it very quickly with the AWS Firelands and then, you know, all that log information coming from the AWS containers is easily ingested into the Humio platform. And so, you know, it really reduces the time to get the integration up and running as well as pulling all that data into the Humio platform so that customers can, like we said earlier, go back and threat hunt across, you know, different cloud service components in a quick and easy way. >> Quick and easy is good as is faster time to value. You mentioned the word trust, and, you know, we talk about trust, we've been talking about it for years as it relates to technology, but I'm curious, Jessica, in the last year and a half, if your customer conversations have changed, is trust now even more important than ever as there are so many things in flux, have you noticed any sort of change there in your customer conversations? >> Well, you know, I think trust is extensible. And over the last 10 years, CrowdStrike's done a really great job of building customer trust. And, you know, we started out as, you know, kind of primarily EDR and we've moved into prevention and now we're moving into identity protection and XDR so, you know, I see a pattern that, you know, we've built this amazing core of trust across our existing customers, and as we offer more capabilities, whether it be, you know, cloud security or XDR, identity protection, you know, customers trust us and so they're very willing to say, "ah well, I want to try out these new capabilities that CrowdStrike has because we trust you guys, you know, you've done a lot to protect our brand and, you know, really make our internal teams a lot more efficient and a lot smarter." So, you know, I think while trust is important, it's also something that we get to carry forward as we enter new markets and continue to innovate and provide new capabilities for our customers. >> And really extending that trusted, valued partner relationship that you've already established with customers in every industry. So where can customers go? So the joint GTM customers, and you said products available in the AWS marketplace, but where do you recommend customers go to learn more about how they can work with these joint solutions that CrowdStrike and AWS have together? >> Absolutely. We have a landing page on AWS, if you Google AWS and CrowdStrike, whether it be marketplace or EKS Anywhere, Amazon outposts, we're on all the joint product pages with Amazon, as well as always going to crowdstrike.com and looking up our cloud security products. >> Got it. And last question for you, Jessica, summarize the announcement in terms of business outcomes that it's going to enable your joint customers to achieve. >> Absolutely. You know, I think it goes back to probably the primary reason is complexity. And, you know, with complexity comes risk and blind spots so being able to have a unified platform that no matter where the workload is, or the employee may be, they are protected and have, you know, a unified platform and experience to manage their security risk. >> Excellent. Jessica, thank you so much for coming on the program today, sharing with me, what's new with CrowdStrike, some of the things that you're seeing, and what you're helping customers to accomplish in a very dynamic environment, we appreciate your time and your insights. >> Thank you for having me, Lisa. >> For Jessica Alexander, I'm Lisa Martin, and you're watching theCUBE's coverage of AWS re:Invent 2021. (gentle music)

(bright upbeat music) >> Hello, and welcome back to theCUBE's continuous coverage of AWS re:Invent 2021. I'm John Furrier your host of theCUBE wall-to-wall coverage, Sumit Dhawan president of VMware is joining me today. Sumit, welcome to theCUBE. >> Great to be here, John, good to see you. >> You know, I remember Raghu when we were talking to him when the original AWS deal, we covered it many, many years ago. It seems like yesterday, but since then, again, it was a lot of people who were kind of like looking at that deal, not understanding. We were very clear that we thought that that was going to create clarity. If you look at the success of VMware's cloud strategy, since that moment in time, it really has been an amazing run for VMware. And so congratulations and looking at that trajectory, we're going into what even a bigger wave now we're seeing, coming out of the pandemic with Edge, 5g, Cloud Native going mainstream. This is like another tipping point, another inflection. Well, how are we want to look at it? This is really big. Can you share your thoughts on how you see your customers and AWS customers coming together with the VMware. >> Yeah, we are excited about sort of this phase, era or whatever you want to call it, where customers are looking at just the power of cloud for all of their applications. And in fact, what we call multicloud, where they are looking at private cloud, public cloud, sometimes even multiple public clouds and Edge and how they are going to leverage all of this power of cloud across all their applications. And we're excited about the partnership, like you said, John, we did with AWS, customers have last two years, have had a hard time modernizing their infrastructure. And now they're looking at their tier one applications, which are oftentimes the lifeline of their businesses and they have not been, the infrastructure has not been modernized. And our partnership with AWS brings to the customers a fully modernized infrastructure as a service, which is optimized for their tier one application. So they can embrace the power of cloud, not just for new modern applications that they have built for running their new digital services, but also all of their tier one enterprise applications instantly modernize their infrastructure, secure it run their tier one applications through the power and the scale of public cloud. And then gradually start modernizing, like you mentioned, modernization of application is a key element and we have provided a rich stack for customers to be able to build their new SRE and DevOps practices and enable developers to have a fast journey to build these modern applications, leveraging the power of public cloud and in fact multiple public clouds seamlessly, and we're extending the same thing to the Edge. So it's actually exciting times in the industry. We call it the multicloud era and VMware is enabling our customers what we call smartest path to cloud. >> Well, congratulations, first of all, on the new independent company, VMware, that's great news. You guys now are on your own very valuable company in and of itself, under Dell Technologies now out on the open and we've been covering VMware, theCube's been to VMware every year. And looking at this year's VMware and looking at VMware for the old folks, the veterans VMware has been synonymous with operations, IT operations, running workloads in data centers to power business, enterprise classic innovation for business value. Now with the cloud, you see operations DevOps being discussed in security. You're talking about, and you mentioned SRE the workloads. The game is still the same, but it is shifting landscape wise. You got cloud scale, you mentioned on premises and multi-cloud. So with operations going to full scale, your customers are building and running their businesses on VMware and AWS and other clouds. This is the same game, but different world. Can you just share what's the current similarities and differences from where operations used to be from a workload standpoint. >> John, you're a hundred percent, right. The need for operational scale and discipline is always, there has always been there and now it's extended to potentially lot more complex world of what we call multicloud. In this new world, the whole aspect of operations is no longer the world of system admins, where you would have people pushing buttons to control the infrastructure and it's lot more where infrastructure is now designed to be managed as a code. There is a lot more of what is considered shift left, where more and more of power of orchestrating the infrastructure as given to the developers because they're oftentimes the sort of ones who understand the business logic and understand how the infrastructure is required to scale up and down the applications. And so along those two key trends, there is still a critical element of how a platform is needed for customers to operate that environment okay. You can't sort of have operational discipline be lost just because you have the paradigm changed and that's what VMware is enabling now with VMware stack, you can manage your entire infrastructure, not just public cloud, but even private cloud as a code, you can create a platform where developers get this freedom and a great experience to leverage any public cloud, to build their services and work closely with DevOps and SRE functions, to make sure that the orchestration of all of their cloud environment in a multicloud environment is available and enabled seamlessly through Kubernetes. This doesn't have to be done through virtual machines anymore it could be virtual machines or Kubernetes orchestrated containers across all clouds. And so bottom line operations has always been critical, but it has been done in a certain way in the world of multicloud it's changed to where it's more and more of infrastructure as a service shift left to developers and cybersecurity is extremely important where it needs to be built into the platform. And that's what VMware solutions are now enabling for our customers. >> Yeah, and for all the young guns coming into the business that have developers, the DevOps is still the same game. You've got developers and you've got operations now at large scale. And I think this whole multi-cloud is really kind of the multi-vendor equation so I think clear synergies and congratulations on the trajectory. I think it's really relevant. Can you take us through on how this means for the businesses, because at VMWorld this year, you guys talked about cross-cloud services. Can you talk about what that is and what does it mean for the customers, and what's the focus at reInvent this year? >> Yeah, so VMware this year at VMworld announced our sort of portfolio for enabling customers to embrace the power of multicloud easily. We call it cross-cloud services and they fit into five major categories. First is our cloud infrastructure that is available through partnership with all major cloud providers. We started with AWS and we expanded with all major cloud providers, including Azure, Google, Ali in China, Oracle, IBM. Secondly, our cloud native platform, Cloud native platform is where it doesn't have to be traditional VM based applications, applications built using modern cloud native technologies container-based, or that can be orchestrated using Kubernetes that are operationalized using our platform where customers can get any Kubernetes on any public cloud and operate them in a consistent and scalable fashion and enable a great developer experience at the same time. Third is networking and security services, which are underlay across both the cloud infrastructure, as well as cloud native services for this cloud management, how infrastructure as a code and shift-left developer function can be enabled through our management technologies designed for both private and public cloud, both VM based or VMware based infrastructure, as well as native public cloud infrastructure. And then lastly, at workspace and Edge services, enabling customers to build today's requirements of people working from anywhere and anywhere workspace experience for a hybrid workforce. So these are our five cloud services, John, that we call collectively as cross-cloud services, which enable customers to embrace the power of multicloud easily. These are modular, easy to acquire services designed to run across all clouds. And obviously for customers looking at leveraging the power of AWS, these services enable you to embrace it AWS at the fastest speed. >> Yeah and I think anything cross-cloud, multi-cloud, the ease of use and choice is key, you have to have choice that's cool. Open source is driving a lot of that, which I want to get to with the Tanzu, but you guys have had a great partnership with AWS, both on a development level, as well as a business partnership. Take us through the evolution of the partnership between VMware and AWS, because I know Raghu was really into this with Pat Gelsinger and then Andy Jassy, we covered that. But if you look at what Amazon web services is doing under Adam's leadership now they're going to set the table for the next 15 years. And you've got Outpost is going to be a big part of that. You've got all of the cloud native high level services inside the cloud, inside AWS as well. So take us through your view of the evolution of the VMware AWS partnership. >> Yeah I mean, AWS and VMware started a partnership for those of you who don't know, we started our partnership about five years ago, where we announced the availability of VMware cloud on AWS, which is all of our fully sort of modernized software defined data centers infrastructure available for running tear one enterprise applications on top of AWS all of their data centers globally. So our software with AWS hardware together as a managed service means customers could get fully modern infrastructure without refactoring any of their applications. They can run on AWS. And that relationship has grown significantly. We have continued to enable more and more of sort of different sized sort of platform infrastructure that we have continually made available. And the business has led to great success. We have at this point in time thousands of customers, joint customers running all of their tier one business applications, whether it's banking to healthcare, to insurance on top of our infrastructure, and it's been great. We then gradually expanded that partnership to other industries. Now we have customers in telcos running major telco cloud on top of our platform, we've expanded our partnership to other solutions. We brought our Tanzu, which is our cloud native platform for managing native cloud services on AWS, in an enterprise fashion, connected to all of their enterprise requirements as well in the marketplace we have brought other offerings, including security services on AWS marketplace for customers to get so over time. >> Hold on Sumit if you don't mind me asking, so you saying that Tanzu Carbon Black and VMware cloud are all in AWS marketplace. >> They're all available in AWS marketplace and they're all available to be transacted through even just the AWS's EDP. So the commercial relationship with AWS has strengthened significantly over time. >> EDP is their sales channel that's their direct. >> EDP is their enterprise agreement that's right. >> So you go to market together with AWS under the marketplace. >> Joint support integration so their customers can get joint support with us. So over time, the technology integration that started has led to strong commercial integrations, helping making sure customers can get one commercial agreement and one support agreement with VMware and AWS together. And that's been great for customers, customers have loved it and we are continuing to build upon it. Your second question was, well, what happens when AWS has new modern native services? And what we have done is for example, at Tanzu Solution, it is integrated with AWS's EKS. So their Kubernetes distribution can be fully operationalized as well as a great developer experience can be created for AWS native services using VMware Tanzu solution. So we are embracing the power of more and more of AWS services for our enterprise solutions. >> You know I love following VMware, especially and AWS. I spoke to companies, both very technical, pragmatic, very smart companies So congratulations on success. I got to ask you from a customer perspective, as you look at the landscape of the commercial side, what are the customers saying? What's the big summary of where they're at? What's the vibe, where's their head, what are they thinking? Take us through some anecdotal customer sentiment or data. >> Yeah, our customers tell us three things consistently. Number one, they say that they have, at this point of time, just decided that they're going to have some kind of a black solution, which will span multiple clouds, which could have public cloud, private cloud and Edge or multiple public clouds. In fact, we just did a recent survey, John and we found that 74% of our customers are already using multiple clouds. And 90 plus percent said that they want that freedom and choice to be able to use cloud of their choice and not be encumbered by any particular sort of just choice that they make. So that's the first trend we see, secondly, customers want to modernize their infrastructure and modernize their applications. They haven't been able to do so over the course of last two years, and modernization is a key requirement and VMware and AWS gives them that ability to do so now at this point in time, very, very quickly. And then third thing we hear is that customers are looking for some solution where cybersecurity is built in it's something where they are standardizing their enterprise requirements via a platform, which has a great experience for the developers, great operational scale and cybersecurity. And these are the three trends John, that VMware is solely focused on as part of our services and solutions and our partnership with AWS. >> Sumit, always great to talk to you. One final point. I want to get your reaction to a VMware has made a couple of big bets in the past decade. One, the deal with Amazon, which opened the door for multicloud, that path is clear. Cloud-scale check the box well done. And the other one was cloud native technologies and Kubernetes specifically, two big bets that don't, that kind of no one kind of saw coming, turns out they turned out pretty well. What's your reaction to that? Would you agree? And how would you talk about those two events? >> Yeah, we at VMware always considered sort of how we are going to keep innovating and the way we see the world is follow where the applications are going. It's pretty simple. Okay we saw that a few years ago where cloud and container technologies are where the applications are going. And we innovated through both our organic investments, as well as inorganic investments to bring our VMware cloud Solutions and Tanzu Solutions. And similarly, John, we're looking at now the next generation of applications where we fast forward three years down the road, we envision a great degree of innovation is going to happen in the Edge. And that's the third sort of area of innovation for us. So that public cloud or multi-cloud cloud native applications, as well as Edge applications can all be orchestrated using VMware's cross-cloud services. >> Sumit Dhawan, president of VMware thanks for coming on theCUBE we appreciate it. Enjoy the rest of the event. I'm John Furrier host of theCUBE. Thanks for watching. (bright upbeat music)

(bright upbeat music) >> Hello, and welcome back to theCUBE's continuous coverage of AWS re:Invent 2021. I'm John Furrier your host of theCUBE wall-to-wall coverage, Sumit Dhawan president of VMware is joining me today. Sumit, welcome to theCUBE. >> Great to be here, John, good to see you. >> You know, I remember Raghu when we were talking to him when the original AWS deal, we covered it many, many years ago. It seems like yesterday, but since then, again, it was a lot of people who were kind of like looking at that deal, not understanding. We were very clear that we thought that that was going to create clarity. If you look at the success of VMware's cloud strategy, since that moment in time, it really has been an amazing run for VMware. And so congratulations and looking at that trajectory, we're going into what even a bigger wave now we're seeing, coming out of the pandemic with Edge, 5g, Cloud Native going mainstream. This is like another tipping point, another inflection. Well, how are we want to look at it? This is really big. Can you share your thoughts on how you see your customers and AWS customers coming together with the VMware. >> Yeah, we are excited about sort of this phase, era or whatever you want to call it, where customers are looking at just the power of cloud for all of their applications. And in fact, what we call multicloud, where they are looking at private cloud, public cloud, sometimes even multiple public clouds and Edge and how they are going to leverage all of this power of cloud across all their applications. And we're excited about the partnership, like you said, John, we did with AWS, customers have last two years, have had a hard time modernizing their infrastructure. And now they're looking at their tier one applications, which are oftentimes the lifeline of their businesses and they have not been, the infrastructure has not been modernized. And our partnership with AWS brings to the customers a fully modernized infrastructure as a service, which is optimized for their tier one application. So they can embrace the power of cloud, not just for new modern applications that they have built for running their new digital services, but also all of their tier one enterprise applications instantly modernize their infrastructure, secure it run their tier one applications through the power and the scale of public cloud. And then gradually start modernizing, like you mentioned, modernization of application is a key element and we have provided a rich stack for customers to be able to build their new SRE and DevOps practices and enable developers to have a fast journey to build these modern applications, leveraging the power of public cloud and in fact multiple public clouds seamlessly, and we're extending the same thing to the Edge. So it's actually exciting times in the industry. We call it the multicloud era and VMware is enabling our customers what we call smartest path to cloud. >> Well, congratulations, first of all, on the new independent company, VMware, that's great news. You guys now are on your own very valuable company in and of itself, under Dell Technologies now out on the open and we've been covering VMware, theCube's been to VMware every year. And looking at this year's VMware and looking at VMware for the old folks, the veterans VMware has been synonymous with operations, IT operations, running workloads in data centers to power business, enterprise classic innovation for business value. Now with the cloud, you see operations DevOps being discussed in security. You're talking about, and you mentioned SRE the workloads. The game is still the same, but it is shifting landscape wise. You got cloud scale, you mentioned on premises and multi-cloud. So with operations going to full scale, your customers are building and running their businesses on VMware and AWS and other clouds. This is the same game, but different world. Can you just share what's the current similarities and differences from where operations used to be from a workload standpoint. >> John, you're a hundred percent, right. The need for operational scale and discipline is always, there has always been there and now it's extended to potentially lot more complex world of what we call multicloud. In this new world, the whole aspect of operations is no longer the world of system admins, where you would have people pushing buttons to control the infrastructure and it's lot more where infrastructure is now designed to be managed as a code. There is a lot more of what is considered shift left, where more and more of power of orchestrating the infrastructure as given to the developers because they're oftentimes the sort of ones who understand the business logic and understand how the infrastructure is required to scale up and down the applications. And so along those two key trends, there is still a critical element of how a platform is needed for customers to operate that in Miami okay. You can sort of have operational discipline be lost just because you have the paradigm changed and that's what VMware is enabling now with VMware stack, you can manage your entire infrastructure, not just public cloud, but even private cloud as a code, you can create a platform where developers get this freedom and a great experience to leverage any public cloud, to build their services and work closely with DevOps and SRE functions, to make sure that the orchestration of all of their cloud environment in a multicloud environment is available and enabled seamlessly through Kubernetes. This doesn't have to be done through virtual machines anymore it could be virtual machines or Kubernetes orchestrated containers across all clouds. And so bottom line operations has always been critical, but it has been done in a certain way in the world of multicloud it's changed to where it's more and more of infrastructure as a service shift left to developers and cybersecurity is extremely important where it needs to be built into the platform. And that's what VMware solutions are now enabling for our customers. >> Yeah, and for all the young guns coming into the business that have developers, the DevOps is still the same game. You've got developers and you've got operations now at large scale. And I think this whole multi-cloud is really kind of the multi-vendor equation so I think clear synergies and congratulations on the trajectory. I think it's really relevant. Can you take us through on how this means for the businesses, because at VMWorld this year, you guys talked about cross-cloud services. Can you talk about what that is and what does it mean for the customers, and what's the focus at reInvent this year? >> Yeah, so VMware this year at VMworld announced our sort of portfolio for enabling customers to embrace the power of multicloud easily. We call it cross-cloud services and they fit into five major categories. First is our cloud infrastructure that is available through partnership with all major cloud providers. We started with AWS and we expanded with all major cloud providers, including Azure, Google, Ali in China, Oracle, IBM. Secondly, our cloud native platform, Cloud native platform is where it doesn't have to be traditional VM based applications, applications built using modern cloud native technologies container-based, or that can be orchestrated using Kubernetes that are operationalized using our platform where customers can get any Kubernetes on any public cloud and operate them in a consistent and scalable fashion and enable a great developer experience at the same time. Third is networking and security services, which are underlay across both the cloud infrastructure, as well as cloud native services for this cloud management, how infrastructure as a code and shift-left developer function can be enabled through our management technologies designed for both private and public cloud, both VM based or VMware based infrastructure, as well as native public cloud infrastructure. And then lastly, at workspace and Edge services, enabling customers to build today's requirements of people working from anywhere and anywhere workspace experience for a hybrid workforce. So these are our five cloud services, John, that we call collectively as cross-cloud services, which enable customers to embrace the power of multicloud easily. These are modular, easy to acquire services designed to run across all clouds. And obviously for customers looking at leveraging the power of AWS, these services enable you to embrace it AWS at the fastest speed. >> Yeah and I think anything cross-cloud, multi-cloud, the ease of use and choice is key, you have to have choice that's cool. Open source is driving a lot of that, which I want to get to with the Tanzu, but you guys have had a great partnership with AWS, both on a development level, as well as a business partnership. Take us through the evolution of the partnership between VMware and AWS, because I know Raghu was really into this with Pat Gelsinger and then Andy Jassy, we covered that. But if you look at what Amazon web services is doing under Adam's leadership now they're going to set the table for the next 15 years. And you've got Outpost is going to be a big part of that. You've got all of the cloud native high level services inside the cloud, inside AWS as well. So take us through your view of the evolution of the VMware AWS partnership. >> Yeah I mean, AWS and VMware started a partnership for those of you who don't know, we started our partnership about five years ago, where we announced the availability of VMware cloud on AWS, which is all of our fully sort of modernized software defined data centers infrastructure available for running tear one enterprise applications on top of AWS all of their data centers globally. So our software with AWS hardware together as a managed service means customers could get fully modern infrastructure without refactoring any of their applications. They can run on AWS. And that relationship has grown significantly. We have continued to enable more and more of sort of different sized sort of platform infrastructure that we have continually made available. And the business has led to great success. We have at this point in time thousands of customers, joint customers running all of their tier one business applications, whether it's banking to healthcare, to insurance on top of our infrastructure, and it's been great. We then gradually expanded that partnership to other industries. Now we have customers in telcos running major telco cloud on top of our platform, we've expanded our partnership to other solutions. We brought our Tanzu, which is our cloud native platform for managing native cloud services on AWS, in an enterprise fashion, connected to all of their enterprise requirements as well in the marketplace we have brought other offerings, including security services on AWS marketplace for customers to get so over time. >> Hold on Sumit if you don't mind me asking, so you saying that Tanzu Carbon Black and VMware cloud are all in AWS marketplace. >> They're all available in AWS marketplace and they're all available to be transacted through even just the AWS's EDP. So the commercial relationship with AWS has strengthened significantly over time. >> EDP is their sales channel that's their direct. >> EDP is their enterprise agreement that's right. >> So you go to market together with AWS under the marketplace. >> Joint support integration so their customers can get joint support with us. So over time, the technology integration that started has led to strong commercial integrations, helping making sure customers can get one commercial agreement and one support agreement with VMware and AWS together. And that's been great for customers, customers have loved it and we are continuing to build upon it. Your second question was, well, what happens when AWS has new modern native services? And what we have done is for example, at Tanzu Solution, it is integrated with AWS's EKS. So their Kubernetes distribution can be fully operationalized as well as a great developer experience can be created for AWS native services using VMware Tanzu solution. So we are embracing the power of more and more of AWS services for our enterprise solutions. >> You know I love following VMware, especially and AWS. I spoke to companies, both very technical, pragmatic, very smart companies So congratulations on success. I got to ask you from a customer perspective, as you look at the landscape of the commercial side, what are the customers saying? What's the big summary of where they're at? What's the vibe, where's their head, what are they thinking? Take us through some anecdotal customer sentiment or data. >> Yeah, our customers tell us three things consistently. Number one, they say that they have, at this point of time, just decided that they're going to have some kind of a black solution, which will span multiple clouds, which could have public cloud, private cloud and Edge or multiple public clouds. In fact, we just did a recent survey, John and we found that 74% of our customers are already using multiple clouds. And 90 plus percent said that they want that freedom and choice to be able to use cloud of their choice and not be encumbered by any particular sort of just choice that they make. So that's the first trend we see, secondly, customers want to modernize their infrastructure and modernize their applications. They haven't been able to do so over the course of last two years, and modernization is a key requirement and VMware and AWS gives them that ability to do so now at this point in time, very, very quickly. And then third thing we hear is that customers are looking for some solution where cybersecurity is built in it's something where they are standardizing their enterprise requirements via a platform, which has a great experience for the developers, great operational scale and cybersecurity. And these are the three trends John, that VMware is solely focused on as part of our services and solutions and our partnership with AWS. >> Sumit, always great to talk to you. One final point. I want to get your reaction to a VMware has made a couple of big bets in the past decade. One, the deal with Amazon, which opened the door for multicloud, that path is clear. Cloud-scale check the box well done. And the other one was cloud native technologies and Kubernetes specifically, two big bets that don't, that kind of no one kind of saw coming, turns out they turned out pretty well. What's your reaction to that? Would you agree? And how would you talk about those two events? >> Yeah, we at VMware always considered sort of how we are going to keep innovating and the way we see the world is follow where the applications are going. It's pretty simple. Okay we saw that a few years ago where cloud and container technologies are where the applications are going. And we innovated through both our organic investments, as well as inorganic investments to bring our VMware cloud Solutions and Tanzu Solutions. And similarly, John, we're looking at now the next generation of applications where we fast forward three years down the road, we envision a great degree of innovation is going to happen in the Edge. And that's the third sort of area of innovation for us. So that public cloud or multi-cloud cloud native applications, as well as Edge applications can all be orchestrated using VMware's cross-cloud services. >> Sumit Dhawan, president of VMware thanks for coming on theCUBE we appreciate it. Enjoy the rest of the event. I'm John Furrier host of theCUBE. Thanks for watching. (bright upbeat music)

(upbeat music) >> Hey, welcome to theCUBE's coverage of AWS re:Invent 2021. I'm Lisa Martin, and I'm pleased to be joined by Jessica Alexander, who is the VP of Cloud Solutions Sales and Alliances at CrowdStrike. Jessica, welcome to the program. >> Thank you, Lisa. It's great to be here. >> So we're going to unpack a lot today, some news, what's going on with the threat landscape, what you're seeing across industries, but I want to get started talking a little bit about your team. As I mentioned, VP of Cloud Solutions Sales and Alliances. Talk to me about your team because you have a unique GTM here that I'd like to get into. >> Sure. Thank you, Lisa. Well, we recently launched our new cloud security products, Cloud Workload Protection and Horizon earlier this year. So we wanted to make sure that we accelerated our entry into this new product market, this new addressable market, and so we established not only a cloud sales specialist team that helps our core sellers as well as our partners sell our new cloud security products but we also wanted to make sure it was tightly integrated and aligned with our Cloud Alliances so specifically our co-sell relationship and partnership that we have with AWS. >> Got it. Let's talk about some of the things you mentioned, Aksino acceleration entering into the market. We saw a lot of acceleration in the last 20 months and counting, especially with respect to cloud adoption, digital transformation, but also the threat landscape things have accelerated. Wanted to get some information from you on what you've seen. We've seen and talked to a lot of folks on ransomware stats, you know, it's up nearly 11x in the first half of '21, but you guys have some unique stats and insights on that. Talk to me about what CrowdStrike is seeing with respect to that threat landscape and who it's impacting. >> Sure. You know, we have a unique perspective. CrowdStrike has millions of sensors out in our customer environments, they're feeding trillions of events into the cloud and we're able to correlate this data in real time, so this gives us a very unique perspective into what's happening in adversary activity out in the world. We also get feeds from our incident response teams that are actively responding to issues, as well as our Intel operatives out in the world. So, you know, we correlate these three sources of data into our threat graph in the cloud powered by AWS, which gives us very good insights into activity that we're seeing from an adversary perspective. So we also have a group called the OverWatch team, they are 24 by seven, you know, humans monitoring our cloud and monitoring our customer's networks to detect or, you know, get pre-breach activity information. And what they're seeing is that, you know, over this last year, an adversary is able to enter a network and move laterally into that network within one hour and 32 minutes. Now, you know, this is really fast, especially when you consider that in 2020, that average was four hours and 37 minutes for a threat actor to move laterally, you know, infiltrate a network and then move laterally. So, you know, the themes that we're seeing are adversaries are getting a lot faster and a lot more efficient, and, you know, as more companies are moving to remote work environments, you know, setting up virtual infrastructure for employees to use for work and productivity, you know, that threat landscape becomes more critical. >> Right? It becomes more critical. It becomes bigger. And of course we are in this work from anywhere environment that's going to last or some amount of it will persist permanently. So what you're saying is you're seeing a 4x increase in the speed with which adversaries can get in and laterally move within a network, so dramatically faster in a year over year period, where, so there's been so much flux in every market and of course in our lives, what are some of the things that you're helping customers do to combat this growing challenge? >> Well, it really goes back to being predictive and having that real time snapshot of what's going on and being able to proactively reach out to customers before anything bad happens and, you know, we're also seeing that ransomware continues to be an issue for customers, so, you know, having the ability to prevent these attacks and ransomware from happening in the first place and really taking the advantage that an adversary may have from a speed or intelligence perspective, taking that advantage away by having the Falcon Platform actively monitoring our customer environments is a big advantage. >> So let's talk about, speaking of advantages, what are you guys announcing at re:Invent this year? >> Sure. Well, we have two new service integrations with Amazon EKS, AWS Outpost and AWS Firelands to talk about this year. The cool thing is that, you know, customers are going to get our wonderful breach protection that we have, you know, the gold standard of breach protection, they'll have that available on various cloud services. And what it does is it provides consistent security and simplified operational management across AWS services, as customers extend those from public cloud to the data center, to the edge. And you know, the other great benefit is that it accelerates threat hunting, so we were talking about, you know, being able to predict and see what adversaries are doing. You know, one of the great customer benefits is that they can do that with their own teams and be able to do that on a cloud infrastructure as well. >> And how much of the events of the last 20 months was a catalyst or were catalysts for these integrations that you just mentioned? I imagine the threat landscape growing ransomware becoming a 'when we get hit not if' would have been some of those catalysts. >> Well, you know, we're seeing that the adoption of cloud services, especially for end user computing is growing much faster than traditional on-prem desktops, laptops, as people continue to work remotely and customers need to be, or corporations need to be efficient at how they manage end user computing environments. So, you know, we are seeing that adversary activity is picking up, they're getting smarter about, you know, leveraging cloud services and potential misconfigurations, there're really four key areas that we see customers struggle with, whether it be, you know, the complexity of cloud services, whether it be shadow IT, and a lot of the security folks don't necessarily know where all the cloud services are being deployed, then you've got, you know, kind of the advanced techniques that adversaries are using to get into networks. And then, you know, last but certainly not least is skills shortage. We're finding that a lot of customers want a turnkey solution, where they don't have to have a team of cloud security specialists to respond or handle any misconfigurations or issues that come up. They want to have a turnkey solution, a team that's already watching and reaching out to them to say, "Hey, you may want to look into XYZ and update a policy, or, you know, activate this new, you know, this feature in the platform." >> Yeah. That real time, the ability to have something that's turnkey is critical in this day and age where things are moving so quickly, there's so much being accelerated, good stuff and bad stuff. But also you mentioned that cybersecurity skills gap, which is in its, I think it's in its fifth year now, which is a big challenge for organizations as this scattered, work from anywhere persists as does the growth of the threat landscape. Let's get into now, for, you mentioned the adoption of cloud services has gone up considerably in this interesting time period, how is CrowdStrike helping customers do that securely, migrate from on-prem to the cloud with that security and that confidence that their landscape is protected? >> Yeah, well, we find obviously in the shared responsibility model, the great thing is that, you know, CrowdStrike and AWS team up to help, you know, customers have a better together experience as they migrate to the cloud. AWS is obviously responsible for the security of the cloud and customers are responsible for the security in the cloud. And in speaking with our customers who are moving or have moved to cloud services, and they really want a trusted and simple platform to use when securing their data and applications. So what, you know, they also have hybrid environments that can get complex to support, and, you know, we want to be able to provide them with a unified platform, a unified experience, regardless of where the workload is running or what services that it's using. You know, they have that unified visibility and protection across all of the cloud workloads. We're also, you know, seeing that, especially the reason we're doing this great integration with Outpost and EKS Anywhere is that customers are, you know, taking their cloud services out to their data centers as well as to the edge locations and branch offices, so they want to be able to run EKS on their own infrastructure. So it's important that customers have that portability that regardless of whether it's a laptop or an EC2 instance or an EKS container, you know, they have that portability throughout the continuum of their cloud journey. >> That continuum is absolutely critical as we, you know, talk about cloud and application or continuum from the customer's perspective, the cloud continuum is something that is front and center for customers, I imagine in every industry. >> Oh, for sure, 'cause every industry is adopting cloud maybe at a different speed, maybe for different applications, but, you know, everybody's moving to the cloud. >> So talk to me about what you're announcing with AWS, let's get into a little bit about the partnership that CloudStrike and AWS have, let's unpack that a bit. >> Sure. You know, we've been an AWS advanced technology partner for over five years. We've had our products, we now have six of our CrowdStrike products listed on AWS Marketplace. We're an active co-sell partner and, you know, have our security competency and our well-architected certification. And really it's about building trust with our customers. You know, AWS has a lot of wonderful partner products for customers to use and it's really about building trust that, you know, we're validated, we're vetted, we have a lot of customers who are using our products with AWS, and, you know, I think it's that tight collaboration, for example, if you look at what we're doing with Humio, we've implemented a quick start program, which AWS has to get customers quickly deployed with an integration or a new capability with a partner product. And what this does is it spins up a quick cloud formation template, customer can integrate it very quickly with the AWS Firelands and then, you know, all that log information coming from the AWS containers is easily ingested into the Humio platform. And so, you know, it really reduces the time to get the integration up and running as well as pulling all that data into the Humio platform so that customers can, like we said earlier, go back and threat hunt across, you know, different cloud service components in a quick and easy way. >> Quick and easy is good as is faster time to value. You mentioned the word trust, and, you know, we talk about trust, we've been talking about it for years as it relates to technology, but I'm curious, Jessica, in the last year and a half, if your customer conversations have changed, is trust now even more important than ever as there are so many things in flux, have you noticed any sort of change there in your customer conversations? >> Well, you know, I think trust is extensible. And over the last 10 years, CrowdStrike's done a really great job of building customer trust. And, you know, we started out as, you know, kind of primarily EDR and we've moved into prevention and now we're moving into identity protection and XDR so, you know, I see a pattern that, you know, we've built this amazing core of trust across our existing customers, and as we offer more capabilities, whether it be, you know, cloud security or XDR, identity protection, you know, customers trust us and so they're very willing to say, "ah well, I want to try out these new capabilities that CrowdStrike has because we trust you guys, you know, you've done a lot to protect our brand and, you know, really make our internal teams a lot more efficient and a lot smarter." So, you know, I think while trust is important, it's also something that we get to carry forward as we enter new markets and continue to innovate and provide new capabilities for our customers. >> And really extending that trusted, valued partner relationship that you've already established with customers in every industry. So where can customers go? So the joint GTM customers, and you said products available in the AWS marketplace, but where do you recommend customers go to learn more about how they can work with these joint solutions that CrowdStrike and AWS have together? >> Absolutely. We have a landing page on AWS, if you Google AWS and CrowdStrike, whether it be marketplace or EKS Anywhere, Amazon outposts, we're on all the joint product pages with Amazon, as well as always going to crowdstrike.com and looking up our cloud security products. >> Got it. And last question for you, Jessica, summarize the announcement in terms of business outcomes that it's going to enable your joint customers to achieve. >> Absolutely. You know, I think it goes back to probably the primary reason is complexity. And, you know, with complexity comes risk and blind spots so being able to have a unified platform that no matter where the workload is, or the employee may be, they are protected and have, you know, a unified platform and experience to manage their security risk. >> Excellent. Jessica, thank you so much for coming on the program today, sharing with me, what's new with CrowdStrike, some of the things that you're seeing, and what you're helping customers to accomplish in a very dynamic environment, we appreciate your time and your insights. >> Thank you for having me, Lisa. >> For Jessica Alexander, I'm Lisa Martin, and you're watching theCUBE's coverage of AWS re:Invent 2021. (gentle music)

>>Hi everyone. Welcome to the cubes coverage of eight of his public sector summit live in Washington D. C, where it's a face to face real event. I'm johN for a year host but virtual events. Hybrid events were hybrid event as well. We've got a great remote interview. Got a guest here in person, Jon Stankovic, president of cloud solutions. Smartronix and Britain was the VP of eight of his managed services, also known as A M. S with amazon web services, jOHN and jOHN and three johns here. Welcome to the cube remote >>in person. >>Hybrid. >>Thanks. Thank you. Great to be on the cube longtime viewer and I really appreciate what you >>do for fun to be here remotely but I feel like it right there. >>Yeah, I love the hybrid if it's only gonna get better next time will be in the metaverse soon. But uh, jOHn on the line there, I want to ask you with AWS managed services, take us through what you guys are doing with Smart Trust because this is an interesting service you guys are working together. How's that relates at the table for us. >>Yeah, well, you know, we're really excited about this announcement, We've been working with Smartronix since we launched A. M S 4.5 years ago. So we've been able to build up working with them, you know, a huge library of automation capabilities and this really just formalised as that in an offer for our joint customers where we can bring the expertise from AWS and Smartronix and offer a full solution that's highly integrated to help help our customers jointly accelerate their cloud adoption as well as their operating model transformation as they start to move to a more devops motion and they need help. We're there together to provide our expertise and make that simple for them. >>Well I appreciate the call. You john b john s over here. Js john Stankevich. Um tell me about Smart trust because you heard what's going on with devoPS to point a whole revolutions going on in devops, you're starting to see a highly accelerated modern application development environment which means that the software developers are setting the pace there, the pace car of the innovation, right? And so other teams like security or I. T. Become blockers. Blockers a drag and anchor. So the shift left on security for instance is causing a lot of problems on the security team. So all this is going on like right now so still the speed is the game. What's your take? >>Sure so absolutely. I think that's where this partnership really really excels. You know, we want customers to focus on their mission, you know, national security, health care outcomes. Um we want them to kind of take the rest off their plate. So when you say some of the quote unquote blockers around security uh Smartronix has invested heavily in a federally authorized platform that sits on top of what a WS has done from a Fed ramp and so right off the bat speed agility. We don't want our customers spending time replicating things that we've done at scale and leveraging what AWS has and so by kind of utilizing this, this joint offer all of a sudden a big part of that compliance is taken care of. Uh, and then things like devoPS, things like SRE models that you hear a lot about, we fold all that into this uh, combined service offering. >>I know a little about what you guys are doing. You mentioned SRE is very cool, but let's take a minute to explain what you guys are doing because you guys are on the cutting edge of solving a lot of problems from infrastructure fools around the deVOPS stack. What are you guys doing in the cloud services? >>Sure. So I think jOHN hit a little bit on it. But you know, we look at AMS as best in breed at scale managing core parts of the U. S. Infrastructure. What Smartronix does is many times customers have some unique requirements and we take that core kind of powered by aims and we try and fill in those kind of complementary skill sets and complementary requirements. And so something like the devops, which is basically making sure that those people developing that software, they have also the ability to manage it and on an ongoing basis. Kind of run it. We develop all the frameworks and that's part of this offering to enable that. >>What's the solution jOHN B because I think you guys don't, this is people have challenges. I want to understand those challenges. And then when they go to the external managed service, what's involved, you walk us through that? Because I think that's important. >>Yeah, sure. You know, it turns out jOHN nailed this one. That moving to the cloud can be, can be a big transformation for many, many enterprises and government teams. Right. They worked for many years and have an ecosystem in their traditional data center. But when they move to the cloud, there's a lot of moving pieces and so what we like to focus on is helping them with the undifferentiated aspects of safely and automating cloud operations. So working with, with Smartronix allows us to take what we're doing across the infrastructure services, around security, around automation, around patching instance management, container management, all of those uh, undifferentiated, heavy lifting passed by now with Smartronix and expertise across the application layer across customers, unique environments across federal and moderate the various government standards and compliance is, and we think we're able to get, take a customer um, from kind of really early stage cloud experience and rapidly deploy configure and get them into a very stable scalable posture operationally on the cloud so that they can start to invest in their people, their skills and their differentiated application on the cloud that really drive the differentiation in their business and not have to worry about best practice configurations and operational run books and, and and automation is and and and the latest dep sec ops capabilities that will pick up for them while they're training and getting, they're getting their emotions in place, >>jOHn is on the Smartronix side. Talk about the difference between scale okay. Which is a big issue with cloud these customers want to have with AMS but then you also have some scale, maybe some scale to but highly compliant environments, regulated industries, for instance, this is the hot areas because scale is unwieldy, but if you don't want get rain it in, it can be chaotic. Right? So also regulations and compliance is a huge issue. >>Yeah. What what we found is um, at times customers look at it and they just get frustrated because it can be kind of intimidating and we as a combined team really have spent a lot of time we have accelerators to walk customers through that process and a really flexible model. If they feel that they have a lot of domain expertise in it, then we'll just kind of be almost a supporter other customers look at it and say, you know, we'd like you to take the entire patch of that compliance and so highly regulated environments. Both commercial D. O. D. National Security, um federal civilian agencies, state and local, they're all looking to this and saying we really want someone that's been through things like the U. S. Audited managed service provider, things like they're managed security service provider, things like fed ramp or D. O. D. Ill four and five. And I think to be honest Smartronix has just invested heavily in that with the goal of reducing all that complexity and it's it's really been taken off and we really appreciate the partnership specifically with jOHn and uh the A. W. S. A. M. S. Team. >>All right so you guys were going together, what's the ultimate benefit to the customer? >>I can I'll give my thing right off the bat all this innovation coming out of A. W. S. Um It's fantastic but only if you have the ability to take advantage of it. And so thousands of new services being rolled out. We really want customers to be able to take advantage of that and let at times us do what we do best and let them focus on their mission. And I think that's what really AWS is all about and we just feel very fortunate to be an enabler of that >>john be talking about talking about the staffing issues too because one of the problems that we have been reporting and this has come up at every reinvest on the max. Peterson about this as well. He's promised last year was gonna train 29 million people. See how that comes out of reinvent when the report card comes back. I was kinda busting his chops a little bit there but he had a smile on his face I think is gonna hit the numbers a lot of times, Maybe people don't have an SRE they don't have a devout person or they have some staff that they're in transition or transforming this is a huge factor. What's your take on this, >>you know, that that is so important, you know, as john mentioned, it's all about helping the customers focused and and their their cloud talent is scarce and it's a scarce resource and you you want to make sure that your cloud talent is working on the cool stuff or they're going to leave and and as you train and skill, these folks, they want to focus on what really impacts the business, what's really differentiating doing, you know, doing the cloud and the necessities on operations and operational tasks and sec ops and things like that, sometimes, that's not the sexiest part of the work that the customer really wants to focus their team on. So again, I think together we're able to help drive high levels of automation and really do that day in and day out work that is not necessarily the differentiator of their business and that's going to attract and keep the best and brightest minds in these in these customers um which allows us to help them with the undifferentiated aspects of of the heavy lifting. >>Not only is availability of people, it's keeping the people, I love that great call out there, Okay, where does this go? Where's the relationship. So you guys are partnering, you have the M. S. Is going on? Strong managed services not gonna go away mormon people were using managed services. It's part of the ecosystem within the ecosystem. What's next in the relationship? >>Well, I think, you know, I'll speak first, john, I'm sure you've got some thoughts to, but you know, we've got so many things on our plate around predictive operations and the predictive capabilities that we're excited about tackling together. Obviously there's all sorts of unique applications that require even deeper capabilities and working with Smartronix to help us, you know, provide even greater insight into the application layer. So I kind of see us expanding um both horizontally as well as well as vertically and horizontally. We've got customers looking at the edge with the outpost solutions and we can snap into those capabilities as well. So there's a tremendous amount of kind of, I'd say vertical and horizontal opportunity that we can continue to expand it together, >>john your reaction, That's >>pretty right on Absolutely. I think john Berger really hit it and I think really machine learning, you know, that's a big area of focus, if you look at all this data is being collected, predictive modeling and so we have this kind of transition from a model where people were basically watching screens reacting and what the AWS MSP offer and what you know, AmS offers is really predicting, so you you're not doing that, you're not reacting, you're proactively ahead of things. And that's the honest truth is AWS is such a well run service. It just doesn't break, you know, it doesn't break like what you see in the traditional kind of legacy infrastructure. And so at times we're just continuing to climb that stack. As, as john mentioned, >>it's really interesting as you guys are, as you're talking, I'm thinking myself just go back a couple of years ago, eight years ago or so. DevoPS is a bad word. Dev's dominate up. So I was through them now, operational leverage is a huge part of this ai operations, um, the entire I. T service management being disrupted heavily by cloud operations that also facilitate rapid development models. Right? So, again, this is like under reported, but it's a really nuanced point hardened operations for security and not holding back the developers is the cloud scale. What's your guys reaction to that? >>Yeah, I completely agree. I think, you know, the automation piece of things and I think customers are still going through transitions. You know, traditionally managed services means a big staff and it's like I said, sitting there watching screens and you flip that model where you have developers actually deploying code and infrastructure to support it. It's, you know, it's very transitional and very transformative and I think that's where an offering, like what we've really partnered on really, really helps because at times it can be overwhelming for customers and we just want to simplify that. And as I've said, let them focus on their mission. >>Amen one last question before we break, because I was talking to another partner, a big part of AWS. Um, and we're talking about SAS versus solutions and sometimes if you're too Sassy, you're not really building a custom solution, but you can have the best of both worlds. A little professional services, maybe some headroom on the stack, if you will your building solutions. So the next question is, as you guys put this cutting edge innovative innovative solution together, how are your customers consuming it? Like what's the consumption? I'm assuming there must be happy because a lot of heavy lifting being taken away, they don't have to deal with house the contract process. >>Well, you know, I think, you know, we have the opportunity, we support customers and kind of all modes of their application stack. So, you know, a full stacks solution. You know, even a legacy architecture moving to the cloud requires a high degree of automation to support it. And then as those applications become modernized over time, they become much more cloud native at some point, they might even become a full stack Starzz offer. So many of our customers actually run their SAAS platform leveraging our capability as well. So, you know, I think it gives the customer a lot of optionality uh, and future kind of growth as they modernize their application stack. >>Yeah, john your reaction. Absolutely. >>I think one of the greatest benefits is it's freeing up funds to do mission work. And so instead of spending time procuring hardware and managing it and leasing data center space, they literally have more funding. And so we've seen customers literally transform their business because this piece of it's done more efficiently and they have really excess and really additional funding to do their mission. >>We love the business model innovation, faster um, higher quality, easy and inexpensive. That's the flywheel gentlemen, Thank you for coming on and get the three. John john thank you. Vice President Cloud Solutions. That Smartronix, thank you for coming on. John Barrington BP of amazon websites managed. There is a also known as AWS and A M. S. A W. S got upside down. W. M. Looks the same. Thank you guys for coming. I appreciate it. Thank you. We appreciate great great Cube covers here. eight of us summit we're live on the ground and were remote. It's a hybrid event. I'm John for your host. Thanks for watching. Mhm

(cheery music) >> Thanks, Adam. Thanks for everyone in the studio. Dave, we've got some great main stage CUBE interviews. Normally we'll sit at the desk, and do a remote, but since it's a virtual event, and a physical event, it's a hybrid event. We've got two amazing Google leaders to talk with us. I had a chance to sit down with Amol who was gone yesterday during our breaking news segment. They had the big news. We had two great guests, Amol Phadke. He's our first interview. He's the head of Google's telecom industry. Again, he came in, broke into our segment yesterday with breaking news. Obviously released with Ericsson, and the O-RAN Alliance. I had a great chance to chat with him. A wide ranging conversation for 13 minutes. Enjoy my interview with Amol, right now. (cheery music) Well welcome to the CUBE's coverage for Mobile World Congress, 2021. I'm John Furrier, your host of the CUBE. We're here in person as well as remote. It's a hybrid event. We're on the ground at Mobile World Congress, bringing all the action here. We're remote with Amol Phadke, who's the Managing Director of the Telecom Industry Solutions team at Google Cloud, a big leader, and driving a lot of the change. Amol, thank you for coming on theCUBE here in the hybrid event from Mobile World Congress. >> Thank you, John. Thank you, John. Thank you for having me, So, hybrid event, which means it's in person, we're on the floor, as well as doing remote interviews and people are virtual. This is the new normal. Kind of highlights where we are in this telecom world, because the last time, Mobile World Congress actually had a physical event was winter of 2019. A ton has changed in the industry. Look at the momentum at the Edge. Hybrid cloud is now standard. Multi-cloud is being set up as we speak. This is all now the new normal, what is your take? And so it's pretty active in your industry. Tell us your opinion. >> Yes, John I mean the last two years have been seismic to say the least, right? I mean, in terms of the change that the CSP industries had had to do. You know, John, in the last two years, the importance of a CSP infrastructure has never become so important, right? The infrastructure is paramount. I'm talking to you remotely over the CSP infrastructure right now, and everything that we are doing in the last two years, whether it's working, or studying, or entertaining ourselves, all on that CSP infrastructure. So from that perspective, they are really becoming a critical national global information fabric on which the society is actually depending on. And that we see at Google as well, in the sense that we have seen up to 60% increase in demand, John, in the last two years, for that infrastructure. And then when we look at the industry itself, unfortunately all of that huge demand is not translating into revenue, because as an industry, the revenue is still flat-lining. In fact, the forecasted revenue for globally, for all the industry over the next 12 months is three to five per cent negative on revenue, right? So one starts to think, how come there is so much demand over the last two years, post-pandemic, and that's not translating to revenue? Having said that, the other thing that's happening is this demand is driving significant CapEx and OPEX investments in the infrastructure, as much as eight to $900 billion over the next decade is going to get spent in this infrastructure, from our perspective, Which means it's really a perfect storm. John, We have massive demand, massive need to invest to meet that demand, yet not translating to revenue, and the crux of all this is customer experience, because ultimately all of that translates into not having that kind of radically disruptive or transformational customer experience, right? So that's a backdrop that we find ourselves in the industry, and that really sets the stage for us to look at these challenges in terms of how does the CSP industry as a whole, grow top line, radically transform CSPCO, at the same time, reinventing the customer experience and finding those capital efficiencies. It's almost an impossible problem to find solution. >> It's a perfect storm. The waves are kind of coming together to form one big wave. You mentioned CapEx and OPEX. That's obviously changing the investments of their post-pandemic growth, and change in user behavior and expectations. The modern applications are being built on top of the infrastructure, that's changing. All of this is being driven by Cloud Native, and that's clear. You're seeing a lot more open kind of approaches, IT and OT coming together, whatever you want to do, this is just, it's a collision, right? It's a collision of many things. And this positive innovation coming out of it. So I have to ask you, what are you seeing as a solution that are showing the most promise for these telco industry leaders, because they're digitally transforming, so they got to re-factor their platforms while enabling innovation, which is a key growth for the revenue. >> Yes. So John, from a solution standpoint, what we actually did first and foremost as Google Cloud, was look at ourselves. So just like the transformation we just talked about in the CSP industry, we are seeing Google being transformed over the last two decades or so, right. And it's important to understand that there's a lot Google data over the last two decades that we can actually not externalize all of that innovation, all of that open source, all of that multicloud, was originally built for all the Google applications that all of us use daily, whether it's YouTube, or email or maps, you know. Same infrastructure, same open source, same multicloud. And we decided to sort of use the same paradigm to build the telecom solutions that I'm going to talk about next, right. So that's important to bear in mind, that those assets were there, and we wanted to externalize those assets, right. There are really four big solutions that are resonating really well with our CSP partners, John. You know, number one to your point, is how can they monetize the Edge? All of this happens at the Edge. All of this gets converged at the Edge. We believe with 5G acting as the brilliant catalyst to really drive this Edge deployment. CSPs would be in a very strong position, partnering with Cloud players like ourselves to drive growth, not just for their top line, but also to add value to the actual end enterprises that are seeking to use that Edge. Let me give you a couple of examples. We've been working with industries like retail and manufacturing, to create end solutions in a post-pandemic world. Solutions like contact-less shopping, or visual inspection of an assembly line in a manufacturing plant, without the need for having a human there, because of the digitalization of workforce. Which meant these kinds of solutions, can actually work well at the Edge driven by 5G. But of course they can't be done in isolation. So what we do is we partner with CSPs. We bring our set of solutions, and we actually launch in December 30 partners that are already on our Google Cloud Solutions. And then we partner with the CSPs based on our infrastructure, and their infrastructure to ultimately bring this all to life at the end customer, which often tends to be an enterprise, whether it's a manufacturing, plant, or a retail chain. >> Yeah, you guys got some great examples there. I love that Edge story. I think it's huge. I think it's only going to get bigger. I got to ask you while I got you here, because again, you're in the industry, you're the managing director, so you have to oversee this whole telecom industry. But it's bigger, it's beyond Telecom, where it's now Telecom's just one other Edge network, piece of the pie of the surety computing, as we say. So I got to ask you, one of the big things that Google brings to the table is the developer mojo, and opensource, and scale obviously. Scale's unprecedented, everyone knows that. But ecosystems are super important, and Telco's kind of really aren't good at that, right? So, you know, the Telco ecosystem was, I mean, okay, I'd say, okay, but mostly driven by carriers and moving bits from point A to point B. But now you've got a developer mindset, public cloud, developer ecosystem. How is this changing the landscape of the CSPs and how is it changing this cloud service provider's ability to execute, because that's the key in this new world? What's your opinion? >> Absolutely, John. So, there are two things, there are two dimensions to look at. One is when we came to market a couple of years ago with AnToks, we recognized exactly what you said, John, which is the world is moving to multi-cloud, hybrid cloud. We needed to provide a common platform that the developer community can utilize through microservices and API. And that platform had to by definition, work not just from Google Cloud, but any cloud. It could work on any public cloud, can work on CSP's private cloud. And of course, supports on some Google Cloud, right? The reason was, once you deploy and cause, once as a seamless application development platform, you could put all kinds of developer apps on top. So I just talked about 5G Edge John, a minute ago, those apps can sit on Antoks, but at the same time, IT to your point, John, IT apps could also sit on the same AnToks paradigm, and network apps. So as networks start becoming Cloud Native, whether it's SRAN, whether it's O-Ran, whether it's 5G core, same principle. And that's why we believe when we partner with CSPs, we are saying, "Hey, you give this AnToks to an ecosystem of community, whether that community is network, whether that community is IT, whether the communities Edge apps, all of those can reside seamlessly on this sort of AnToks fabric, John. >> Yeah, and that's going to set the table for multicloud, which is basically cloud words for multi-vendor, multi app. Amol, I've got to ask you while I have you here, first of all, thank you for coming on and sharing your insights. It's really great industry perspective. And obviously Google Cloud's got huge scale, and great leadership. And again, you know, the big, cloud players are moving in and helping out, and enabling a lot of value. I got to ask you, if you don't mind sharing, if someone asked you, "Amol, tell me about the impact that public cloud is having on the Telco industry." What would you say? What's the answer to that? Because a lot of people are like, okay, public cloud, I get it. I know what it looks like, but now everyone's knows it's going hybrid. So everyone will ask you the question, "What is public cloud doing for the telecom sector?" >> Yeah, I think it's doing three things, John, and great question by the way. Number one, we are actually providing unprecedented amount of insights on data that the CSPs traditionally already had, but have never looked at it from the angle we have looked at it. Whether that insights are at the network layer, whether those insights are to personalize customer experiences on the front-end systems. Or whether those insights are to drive care solutions in contact centers, and so on, and so forth. So it's a massive uplift of customer experience that we can help with, right. So that's a very important point, because we do have a significant amount of leadership, John at Google Cloud on analytics and data and insights, right? So, and we offer those roads to these people. Number two, is really what I talked about, which is helping them build an ecosystem, because let's take retail as an example. As a minimum, there are five constituents in that ecosystem, John. There is a CSP, there is Google Cloud, there's an actual retail store. There is a hardware supplier, there's a software developer. All of them as a minimum, have to work together to build that ecosystem, which is where we give those solutions, right? So that's the second part. And then the third part is, as they move towards Cloud Native, we are really helping them change their business model to become a DevOps, a Cloud Native mindset, not just a Cloud Native network or IP. But a Cloud Native mindset that creates unparalleled agility and flexibility in how they work as a business. So those are the three things I would say, as a response to that question. >> And also the retail's a great vertical for Google to go in there, given the Amazon fear out there. People want this for certainly low hanging fruit. I think the DevOps piece is going to be a big, winning opportunity to see how the developers get driven into the landscape. I think that's a huge point. Amol, that's really great insight. A final question for you, while I got you here. If someone says, "Hey, what's happened in the industry since 2019?" Last time we had Mobile World Congress, they were talking speeds and feeds. Now the world has changed. We're coming out of the pandemic. California is opening up. There's going to be a physical event. The world's going hybrid, certainly on the event, and certainly cloud. What's different in the telecom industry, from, you know, many, many months ago, over a year and a half ago, from 2019? >> I would say primarily, it's the adoption of digital everywhere, which previously, you know, there were all these inhibitions and oh, would this work? Would my customer systems become fully digital? Would I be able to offer AR VR experiences? Ah, that's a futuristic thing, you know. And suddenly the pandemic has created this acceleration that says, "Oh, even post-pandemic, half my customers are always going to talk to me, via our digital channel only." Which means the way they experience us, has to be through these new experiences whether it's AR VR, whether it's some other thing or applications. So that has been accelerated John, and the CSPs have therefore really started to go to the application, and to the services. Which is why you are seeing less on, you know, speeds and feeds because 5G is here, 5G's been deployed. Now, how do we monetize 5G? How can we leverage that biggest number? So that's the biggest- >> There's down stack, and then there's a top of the stack for applications. And certainly there's a lot of assets in the telecom landscape, a lot of value, a lot of refactoring going on, and new opportunities that are out there. Great, great conversation. Well, thank you, Amol Phadka, Managing Director, Telecom Industry Solutions. Thanks for comin' on the CUBE, appreciate it. >> Thank you, John. Thank you having me. >> Okay, Mobile World Congress here, in person, and hybrid, and remote. I'm John Furrier, host of theCUBE. Thank you for watching. We are here in person at the Cloud City Expo Community Area. Thanks for watching. Okay, that was us. That was me, online. Now, I'm here in person, as you can see Dave. That's a lot of fun. I love doing those interviews. So we had a chance to grab Google's top people when we could. They're not here, obviously. Amazon Web Services, Microsoft, and Google, the three hyperscalers, Dave, didn't make it out here. They didn't have a booth, but we had a chance to grab them. And that was head of the industry marketing, and I mean the industry group. So he's like the managing door. He runs the business side. >> It's an important sector for Google. You know, Amazon was really first, with that push into telco. Thomas Curran last March, laid out Google strategy for Telco. It's a huge sector. They know it. They understand how the cloud can disrupt it, and play a massive role there. >> Yeah. >> And Google, of course. >> They're not going to object to the public cloud narrative that Danielle Royston- >> No. >> I think they like it open source, Android coming to telco. Who knows what it's going to look like? >> That's what we call digital- >> So the next interview I did was with Shailesh Shukla. He is the Senior Vice-president. He's the Senior Leader at Google Cloud for Networking. And if you know, Google, Dave, Google's networking is really well known in the industry for being really awesome, because they power obviously Google Search, and a variety of other things. They pioneered the concept of SRE, Site Reliability Engineer, which is now a de facto position for DevOps, which is a cloud now persona inside almost every company, and certainly a very important position. And so- >> Probably the biggest global network, right? Undersea cables, and- >> I mean, Microsoft's got a big hyper-scale, because they've had MSN, and bunch of other stuff, infrastructure globally. But Amazon, Google and Microsoft all have massive scale, and Google again, very well engineered. They're total, and they're as we know, I live in Palo Alto, so I can attest that they're very strong. So this next interview is really from a networking perspective, because as infrastructure, as code gets more prolific and more penetrated, it's going to be programmable. And that's really going to be a key new enabler. So let's hear from Shailesh, Head of Networking at Google Cloud, and my interview with him. (cheery music) Welcome to theCUBE's coverage of Mobile World Congress, 2021. We are here in person in Barcelona, as well as remote. It's a hybrid event. You're going to have the physical space, in Barcelona for the first time, since 2019, and virtual worlds connecting. I've got a great guest here from Google, Shailesh Shukla, Vice-president and General Manager of the Networking Team, Google Cloud. Shailesh, it's great to see you. Thank you for coming on theCUBE for the special presentation from Mobile World Congress. Obviously, the Edge networking core, Edge human devices, all coming together. Thanks for coming on. >> Thank you so much, John. It's great to see you again. And it's always a pleasure talking to theCUBE. And I want to say hello to everybody, from, you know, in Mobile World Congress. >> Yeah, and people don't know your background. You have a great history in networking. You've been there, many ways of innovation. You've been part of directly, big companies that were now known. Big names are all there. But now we haven't had a Mobile World Congress, since 2019. Think about that. That's, you know, many months, 20 something months gone by, since the world has changed in telco. I got to ask you, what is the disruption happening? Because think about that. Since 2019, a lot's changed in telco. Cloud-scale has happened. You've got the Edge developing. It's IT like now. What's your take? Shailesh, tell us. >> Yeah, John, as you correctly pointed out the last 18 months have been very difficult. And you know, I'll acknowledge that right up front, for a number of people around the world. I empathize with that. Now in the telecom, and kind of the broader Edge world, I would say that the last 18, 24 months have actually been transformative. O-RAN, it turns out was a very interesting sort of, you know, driver of completely new ways of both living, as well as working, right, as we all have experienced. I don't think that I've had a chance to see you live in 24 months. So, what we are seeing is the following. Number one, a number of telecom carriers around the world have started the investment process for 5G, right, and deployment process. And that actually changes the game, as you know, due to latency, due to all of the capabilities around kind of incalculable bandwidth, right. Much lower latency, as well as, much higher kind of enterprise oriented capabilities, right? So network's licensing, as an example, quality of service, you know, by a traffic type, and for a given enterprise. So that's number one. Number two, I would say that the cloud is becoming a lot more kind of mainstream in the world, broader world of telecom. What we are seeing is an incredible amount of partnerships between telecom carriers and cloud providers, right? So instead of thinking of those two as separate universes, those are starting to come together. So I believe that over a period of time, you will see the notion of kind of Cloud Native capability for both the IT side of the house, as well as the network side of the house is becoming, you know, kind of mainstream, right. And then the third thing is that increasingly it's a lot more about enabling new markets, new applications, in the enterprise world, right. So certainly it opens up a new kind of revenue stream for service providers and carriers around the world. But it also does something unique, which is brings together the cloud capabilities right, around elasticity, flexibility, intelligence, and so on, with the enterprise customer base that most of the cloud providers already have. And with the combination of 5G, brings it to the telecom world. And those, you know, I started to call it, as a kind of the triad, right? The triad of an enterprise, the telecom service provider, and the cloud provider, all working together to solve real business problems. >> Yeah, and it's totally a great call out there on the pandemic. I think the pandemic has shown us, coming out of it now, that cloud-scale matters. And you look at all the successes between work, play, and how we've all kind of adjusted, the cloud technologies were a big part of that, those solutions that got us through it. Now you've got the Edge developing with 5G. And I got to ask you this question, because when we have CUBE interviews with all the leaders of engineering teams, whether it's in the industry, or customers in the enterprise, and even in the telcos, the modern application teams have end-to-end visibility into the workload. You're starting to see more and more of that. You starting to see more open source in everything, right. So okay, I buy that. You got an SRE on the team, you got some modern developers, you're shifting left, you've got Devs set up. All good, all cloud. However, you're a networking guy. You know this. Routing packets across multiple networks is difficult. So if you're going to have end-to-end visibility, you got to have end-to-end intelligence on the networking. How is that being solved? Because this is a critical discussion here at Mobile World Congress. Okay, I buy Cloud Native, I buy observability, I buy open source, but I got to have end-to-end visibility for security, and workload management and managing all the data. What's the answer on the network side? >> Yeah, so that's a great question. And the simple way to think about this, is first and foremost, you need kind of global infrastructure, right? So that's a given, and of course, you know, Google with its kind of global infrastructure, and some of the largest networks in the world, we have that present, right. So that's important. Second is, to be able to abstract a way that underlying infrastructure, and make it available to applications, to a set of APIs. Right, so I'll give an analogy here. Just as you know, say 10 years ago, around 10 years ago, Android came into the market from Google, in the following way. What it did, was that it abstracted away the underlying devices with a simple kind of layer on top of operating system, which exposed APIs northbound. So then application developers can write new applications. And that actually unleashed, you know, a ton of kind of creativity right, around the world. And that's precisely what we believe is kind of the next step, as you said, on an end-to-end observability basis, right? If you can do an abstraction away from all of the underlying kind of core infrastructure, provide the right APIs, the right kind of information around observability, around telemetric, instead of making, you know, cloud and the infrastructure, the black box. Make it open, make it kind of visible to the applications. Bring that to the applications, and let the thousand flowers bloom, right? The creativity in each vertical area is so significant, because there are independent software vendors. There are systems integrators. There are individual developers. So one of the things that we are doing right now, is utilizing open source technologies, such as Kubernetes, right? Which is something that Google actually brought into the market. And it has become kind of the de facto standard for all of the container and modernization of applications. So by leveraging those open technologies, creating this common control plane, exposing APIs, right, for everything from application development, to observability, you certainly have the ability to solve business problems through a large number of entities in the systems integrator and the ISC and the developer community. So that's the approach that we are taking, John. >> I love the Android analogy of the abstraction layer, because at that time, the iPhone was closed. It still is. And they got their own little strategy there. Android went the other way. They went open, went open abstraction. Now abstraction layers are good. And now I want to get your thoughts on this, because anyone in operating systems knows abstractions are great for innovation. How does that apply to the real world on telco? Because I get how it could add some programmability in there. I get the control plane piece. Putting it into the operator's hands, how do you guys see, and how do you guys talk about the Edge service offering? What does it mean for the telco? Because if they get this right, this is going to be in telco cloud developer play. It's going to be a telco cloud ecosystem play. It's an opportunity for a new kind of telco system. How do you see that rolling out in real world? >> Great question, John. So the way I look at it, actually even we should take a step back, right? So the confluence of 5G, the kind of cloud capabilities and the Edge is, you know, very clear to me that it's going to unleash a significant amount of innovation. We are in early stages, no question, but it's going to drive innovation. So one almost has to start by saying what exactly is Edge, right? So the way I look at it, is that the Edge can be a continuum all the way from kind of an IOT device in automobiles, right? Or an enterprise Edge, like a factory location, or a retail store, or kind of a bank branch. To the telecom Edge, which is where the service providers have, not only their points of presence, and central offices, but increasingly a very large amount of intelligent RAN sites as well, right. And then the, kind of public cloud Edge, right. Where, for example, Google has, you know, 25 plus kind of regions around the world. 144, you know, PoPS, lots of CDN locations. We have, you know, few thousand nodes deployed deep inside service provider networks for caching of content, and so on. So if you think about these as different places in the network that you can deploy, compute, storage and intelligence act, right. And do that in a smart way, right? For example, if you were to run the learning algorithms in the cloud with its flexibility and elasticity, and run the inferencing at the Edge, very Edge, at the point of sort of a sale, or a point, a very consumer standing. Now you suddenly have the ability to create a variety of Edge applications. So going back to the new question, what have we seen, right? So what we are seeing, is depending on the vertical, there are different types of Edge applications, okay. So let's take a few examples. And I'll give you some, a favorite example of mine, which is in the sports arena, right? So in baseball, when you are in a stadium, and soon there are people sort of starting to be in stadiums, right? And a pitcher is throwing the pitch, right, the trajectory of the ball, the speed of the pitch, where the batter is, you know, what the strike zone is, and all of these things, if they can be in a stadium in real time, analyzed, and presented to the consumer as additional intelligence, and additional insight, suddenly it actually creates kind of a immersive experience. Even though you may be in the stadium, looking at the real thing, you are also seeing an immersive experience. And of course at home, you get a completely different experience, right? So the idea is that in sports, in media and entertainment, the power of Edge compute, and the power of AI ML, right, can be utilized to create completely new immersive experiences. Similarly, in a factory or an automotive environment, you have the ability to use AI ML, and the power of the Edge and 5G coming together, to find where the defects are, in a manufacturing environment, right? So every vertical, what we're finding is, there are very specific applications, which you can call as kind of killer apps, right in the Edge world, that over time will become prevalent and mainstream. And they will drive the innovation. They will drive deployment, and they also will drive ultimately, kind of the economics of all of this. >> You're laying out, essentially the role of the public cloud in the telco market. I'd love to get your thoughts, because a lot of people are saying, "Oh, the cloud, it's all Edge now. It's going back to on-premises." This is not the case. I mean, I've been really vocal on this. The public cloud and cloud operations is now the new normal. So developers are there. So I want you to explain real quick, the role of the public cloud in the telecom market and the Telecom Edge, because now they're working together. You've got abstraction, you mentioned that Android-like environment coming, there's going to be an Android-like effect, that abstraction. You got O-RAN out there, creating these connection points, for interoperability, for radio signals, and the End Transceivers or the Edge of the radios. All of this is happening. How is Google powering this? What is the role of public cloud in this? >> Yeah, so let me first talk about genetically the role of public cloud. Then I'll talk about Google, okay, in particular. So, if at the end of the day, the goal here is to create applications in a very simple and efficient manner, right? So what do you like, if you look for that as the goal, then the public cloud brings, you know, three fundamental things. Number one, is what I would call as elasticity and flexibility, right? So why is this important? Because as we discussed earlier, Edge is not one place, it's a variety of kind of different locations. If there is a mechanism to create this common control plane, and have the ability to kind of have elastic compute, elastic networking, elastic storage, and have this deployed in a flexible manner. Literally if you think, think about it like an effortless Edge is what we are starting to call it. You can move workload and capability, and run it precisely where it makes sense, right? Like I said, earlier, training and learning algorithms in the deep cloud. Inferencing, at the very edge, right? So if you can make that decision, then it becomes very powerful. So that's the first point, you know, elasticity and flexibility that cloud can bring. Second is, intelligence. The whole notion of leveraging the power of data, and the power of AI and ML is extremely crucial for creation of new services. So that's something that the public cloud brings. And the third is this notion of, write once, deploy anywhere, right? This notion of kind of a full stack capability that when open, kind of developer ecosystem can be brought in, right? Like we talked about Kubernetes earlier. So if there's a way in which you can bring in those developer and ISV ecosystem, which is already present in the world of public cloud, that's something that is the third thing that public cloud brings. And Google strategy very simply, is to play on all of these, right? Because we, you know, Google has incredibly rich deployment experience around the world for some of the largest services on the planet, right? With some of the biggest infrastructure in the networking world. Second, is we have a very open and flexible approach, right? So open as you know, we not only leverage kind of the Kubernetes environment, but also there are many other areas, Key Native, and so on where Google has brought a lot of open kind of capabilities to the broader market. And the third, is the enablement of the ecosystem. So last year we actually announced 200 applications, you know, from 30 ISVs in multiple verticals that we're now going to be deployed on Google Cloud, in order to solve specific business pain points, right. And building out that ecosystem, working with telecom service providers, with systems integrators, with equipment players, is the way that we believe Google Cloud can make a difference in this world of developing Edge applications. We are seeing great traction, John, you know, whether it is in the carrier world. Carrier such as Orange, Telecom Italia, TELUS, SK Telecom, Vodafone. These have all publicly announced their work with Google Cloud, leveraging the power of data, analytics, AI ML, and our very flexible infrastructure. And then a variety of kind of partners and OEM players, in the industry. As an example, Nokia, right, Amdocs, and Netcracker, and many others. So we are really excited in the traction that we are getting. And we believe that public cloud is going to be a key part of the evolution of the telecom industry. >> Shailesh, it's great to have you on. Shailesh Shukla, VP and GM of Networking at Google Cloud. And I would just add to that final point there, that open and this Android-like open environment is going to create a thousand flowers to bloom. Those are new applications, new modern applications, new companies, a new ecosystem in the Telco Cloud. So congratulations. Thanks for coming on and sharing your insights. Google Cloud, you guys are about the data, and being open. Thanks for comin' on. >> Thank you, John. Good to talk to you. >> Okay, so keeps coverage of Mobile World Congress. Google Cloud, featured interview here on theCUBE. Really a big part of the public cloud is going to be a big driver. Call it public cloud, hybrid cloud, whatever you want to call it. It's the cloud, cloud and Edge with 5G, making a big difference and changing the landscape, and trying innovation for the telco space. I'm John Furrier, your CUBE host. Thanks for watching. Okay, Dave, that's the Google support. They are obviously singing the same song as Danielle Royston, every vertical. >> Two great interviews, John. Really nice job. We can see the tech. The strategy is becoming more clear. You know, one of the big four. >> Yeah, I just love, these guys are so smart. Every vertical is going to be impacted by elastic infrastructure, AI, machine learning, and this new code deployment, write once, deploy anywhere. That's theCUBE. We love being here it's a cloud show now. Mobile World Congress, back to the studio for more awesome Cloud City content.

(upbeat music) >> Announcer: From theCUBE studios in Palo Alto in Boston connecting with thought leaders all around the world, this is theCUBE Conversation. >> Well, welcome to theCUBE Conversation here in theCUBE studios in Palo Alto, California. I'm John Furrier, your host. Got a great conversation with two great guests, going to explore the edge, what it means in terms of commercial, but also national security. And as the world goes digital, we're going to have that deep dive conversation around how it's all transforming. We've got Ki Lee, Vice President of Booz Allen's Digital Business. Ki, great to have you. John Pisano, Principal at Booz Allen's Digital Cloud Solutions. Gentlemen, thanks for coming on. >> And thanks for having us, John. >> So one of the most hottest topics, obviously besides cloud computing having the most refactoring impact on business and government and public sector has been the next phase of cloud growth and cloud scale, and that's really modern applications and consumer, and then here for national security and for governments here in the U.S. is military impact. And as digital transformation starts to go to the next level, you're starting to see the architectures emerge where the edge, the IoT edge, the industrial IoT edge, or any kind of edge concept, 5G is exploding, making that much more of a dense, more throughput for connectivity with wireless. You got Amazon with Snowball, Snowmobile, all kinds of ways to deploy technology, that's IT like and operational technologies. It's causing quite a cloud operational opportunity and disruption, so I want to get into it. Ki, let's start with you. I mean, we're looking at an architecture that's changing both commercial and public sector with the edge. What are the key considerations that you guys see as people have to really move fast in this new architecture of digital? >> Yeah, John, I think it's a great question. And if I could just share our observation on why we even started investing in edge. You mentioned the cloud, but as we've reflected upon kind of the history of IT, then you take a look from mainframes to desktops to servers to cloud to mobile and now IoT, what we observed was that industry investing in infrastructure led to kind of an evolution of IT, right? So as you mentioned, with industry spending billions on IoT and edge, we just feel that that's going to be the next evolution. If you take a look at, you mentioned 5G, I think 5G will be certainly an accelerator to edge because of the resilience, the lower latency and so forth. But taking a look at what's happening in space, you mentioned space earlier as well, right, and what Starlink is doing by putting satellites to actually provide transport into the space, we're thinking that that actually is going to be the next ubiquitous thing. Once transport becomes ubiquitous, just like cloud allows storage to be ubiquitous. We think that the next generation internet will be space-based. So when you think about it, connected, it won't be connected servers per se, it will be connected devices. >> John: Yeah, yeah. >> That's kind of some of the observations and why we've been really focusing on investing in edge. >> I want to come back to that piece around space and edge and bring it from a commercial and then also tactical architecture in a minute 'cause there's a lot to unpack there, role of open source, modern application development, software and hardware supply chains, all are core issues that are going to emerge. But I want to get with John real quick on cloud impact, because you think about 5G and the future of work or future of play, you've got people, right? So whether you're at a large concert like Coachella or a 49ers or Patriots game or Redskins game if you're in the D.C. area, you got people there, of congestion, and now you got devices now serving those people. And that's their play, people at work, whether it's a military operation, and you've got work, play, tactical edge things. How is cloud connecting? 'Cause this is like the edge has never been kind of an IT thing. It's been more of a bandwidth or either telco or something else operationally. What's the cloud at scale, cloud operations impact? >> Yeah, so if you think about how these systems are architected and you think about those considerations that Ki kind of touched on, a lot of what you have to think about now is what aspects of the application reside in the cloud, where you tend to be less constrained. And then how do you architect that application to move out towards the edge, right? So how do I tier my application? Ultimately, how do I move data and applications around the ecosystem? How do I need to evolve where my application stages things and how that data and those apps are moved to each of those different tiers? So when we build a lot of applications, especially if they're in the cloud, they're built with some of those common considerations of elasticity, scalability, all those things; whereas when you talk about congestion and disconnected operations, you lose a lot of those characteristics, and you have to kind of rethink that. >> Ki, let's get into the aspect you brought up, which is space. And then I was mentioning the tactical edge from a military standpoint. These are use cases of deployments, and in fact, this is how people have to work now. So you've got the future of work or play, and now you've got the situational deployments, whether it's a new tower of next to a stadium. We've all been at a game or somewhere or a concert where we only got five bars and no connectivity. So we know what that means. So now you have people congregating in work or play, and now you have a tactical deployment. What's the key things that you're seeing that it's going to help make that better? Are there any breakthroughs that you see that are possible? What's going on in your view? >> Yeah, I mean, I think what's enabling all of this, again, one is transport, right? So whether it's 5G to increase the speed and decrease the latency, whether it's things like Starlink with making transport and comms ubiquitous, that tied with the fact that ships continue to get smaller and faster, right? And when you're thinking about tactical edge, those devices have limited size, weight, power conditions and constraints. And so the software that goes on them has to be just as lightweight. And that's why we've actually partnered with SUSE and what they've done with K3s to do that. So I think those are some of the enabling technologies out there. John, as you've kind of alluded to it, there are additional challenges as we think about it. We're not, it's not a simple transition and monetization here, but again, we think that this will be the next major disruption. >> What do you guys think, John, if you don't mind weighing in too on this as modern application development happens, we just were covering CloudNativeCon and KubeCon, DockerCon, containers are very popular. Kubernetes is becoming super great. As you look at the telco landscape where we're kind of converging this edge, it has to be commercially enterprise grade. It has to have that transit and transport that's intelligent and all these new things. How does open source fit into all this? Because we're seeing open source becoming very reliable, more people are contributing to open source. How does that impact the edge in your opinion? >> So from my perspective, I think it's helping accelerate things that traditionally maybe may have been stuck in the traditional proprietary software confines. So within our mindset at Booz Allen, we were very focused on open architecture, open based systems, which open source obviously is an aspect of that. So how do you create systems that can easily interface with each other to exchange data, and how do you leverage tools that are available in the open source community to do that? So containerization is a big drive that is really going throughout the open source community. And there's just a number of other tools, whether it's tools that are used to provide basic services like how do I move code through a pipeline all the way through? How do I do just basic hardening and security checking of my capabilities? Historically, those have tend to be closed source type apps, whereas today you've got a very broad community that's able to very quickly provide and develop capabilities and push it out to a community that then continues to adapt and add to it or grow that library of stuff. >> Yeah, and then we've got trends like Open RAN. I saw some Ground Station for the AWS. You're starting to see Starlink, you mentioned. You're bringing connectivity to the masses. What is that going to do for operators? Because remember, security is a huge issue. We talk about security all the time. Where does that kind of come in? Because now you're really OT, which has been very purpose-built kind devices in the old IoT world. As the new IoT and the edge develop, you're going to need to have intelligence. You're going to be data-driven. There is an open source impact key. So, how, if I'm a senior executive, how do I get my arms around this? I really need to think this through because the security risks alone could be more penetration areas, more surface area. >> Right. That's a great question. And let me just address kind of the value to the clients and the end users in the digital battlefield as our warriors to increase survivability and lethality. At the end of the day from a mission perspective, we know we believe that time's a weapon. So reducing any latency in that kind of observe, orient, decide, act OODA loop is value to the war fighter. In terms of your question on how to think about this, John, you're spot on. I mean, as I've mentioned before, there are various different challenges, one, being the cyber aspect of it. We are absolutely going to be increasing our attack surface when you think about putting processing on edge devices. There are other factors too, non-technical that we've been thinking about s we've tried to kind of engender and kind of move to this kind of edge open ecosystem where we can kind of plug and play, reuse, all kind of taking the same concepts of the open-source community and open architectures. But other things that we've considered, one, workforce. As you mentioned before, when you think about these embedded systems and so forth, there aren't that many embedded engineers out there. But there is a workforce that are digital and software engineers that are trained. So how do we actually create an abstraction layer that we can leverage that workforce and not be limited by some of the constraints of the embedded engineers out there? The other thing is what we've, in talking with several colleagues, clients, partners, what people aren't thinking about is actually when you start putting software on these edge devices in the billions, the total cost of ownership. How do you maintain an enterprise that potentially consists of billions of devices? So extending the standard kind of DevSecOps that we move to automate CI/CD to a cloud, how do we move it from cloud to jet? That's kind of what we say. How do we move DevSecOps to automate secure containers all the way to the edge devices to mitigate some of those total cost of ownership challenges. >> It's interesting, as you have software defined, this embedded system discussion is hugely relevant and important because when you have software defined, you've got to be faster in the deployment of these devices. You need security, 'cause remember, supply chain on the hardware side and software in that too. >> Absolutely. >> So if you're going to have a serviceability model where you have to shift left, as they say, you got to be at the point of CI/CD flows, you need to be having security at the time of coding. So all these paradigms are new in Day-2 operations. I call it Day-0 operations 'cause it should be in everyday too. >> Yep. Absolutely. >> But you've got to service these things. So software supply chain becomes a very interesting conversation. It's a new one that we're having on theCUBE and in the industry Software supply chain is a superly relevant important topic because now you've got to interface it, not just with other software, but hardware. How do you service devices in space? You can't send a break/fix person in space. (chuckles) Maybe you will soon, but again, this brings up a whole set of issues. >> No, so I think it's certainly, I don't think anyone has the answers. We sure don't have all the answers but we're very optimistic. If you take a look at what's going on within the U.S. Air Force and what the Chief Software Officer Nic Chaillan and his team, and we're a supporter of this and a plankowner of Platform One. They were ahead of the curve in kind of commoditizing some of these DevSecOps principles in partnership with the DoD CIO and that shift left concept. They've got a certified and accredited platform that provides that DevSecOps. They have an entire repository in the Iron Bank that allows for hardened containers and reciprocity. All those things are value to the mission and around the edge because those are all accelerators. I think there's an opportunity to leverage industry kind of best practices as well and patterns there. You kind of touched upon this, John, but these devices honestly just become firmware. The software is just, if the devices themselves just become firmware , you can just put over the wire updates onto them. So I'm optimistic. I think all the piece parts are taking place across industry and in the government. And I think we're primed to kind of move into this next evolution. >> Yeah. And it's also some collaboration. What I like about, why I'm bringing up the open source angle and I think this is where I think the major focus will shift to, and I want to get your reaction to it is because open source is seeing a lot more collaboration. You mentioned some of the embedded devices. Some people are saying, this is the weakest link in the supply chain, and it can be shored up pretty quickly. But there's other data, other collective intelligence that you can get from sharing data, for instance, which hasn't really been a best practice in the cybersecurity industry. So now open source, it's all been about sharing, right? So you got the confluence of these worlds colliding, all aspects of culture and Dev and Sec and Ops and engineering all coming together. John, what's your reaction to that? Because this is a big topic. >> Yeah, so it's providing a level of transparency that historically we've not seen, right? So in that community, having those pipelines, the results of what's coming out of it, it's allowing anyone in that life cycle or that supply chain to look at it, see the state of it, and make a decision on, is this a risk I'm willing to take or not? Or am I willing to invest and personally contribute back to the community to address that because it's important to me and it's likely going to be important to some of the others that are using it? So I think it's critical, and it's enabling that acceleration and shift that I talked about, that now that everybody can see it, look inside of it, understand the state of it, contribute to it, it's allowing us to break down some of the barriers that Ki talked about. And it reinforces that excitement that we're seeing now. That community is enabling us to move faster and do things that maybe historically we've not been able to do. >> Ki, I'd love to get your thoughts. You mentioned battlefield, and I've been covering a lot of the tactical edge around the DOD's work. You mentioned about the military on the Air Force side, Platform One, I believe, was from the Air Force work that they've done, all cloud native kind of directions. But when you talk about a war field, you talk about connectivity. I mean, who controls the DNS in Taiwan, or who controls the DNS in Korea? I mean, we have to deploy, you've got to stand up infrastructure. How about agility? I mean, tactical command and control operations, this has got to be really well done. So this is not a trivial thing. >> No. >> How are you seeing this translate into the edge innovation area? (laughs) >> It's certainly not a trivial thing, but I think, again, I'm encouraged by how government and industry are partnering up. There's a vision set around this joint all domain command control, JADC2. And then all the services are getting behind that, are looking into that, and this vision of this military, internet of military things. And I think the key thing there, John, as you mentioned, it's not just the connected of the sensors, which requires the transport again, but also they have to be interoperable. So you can have a bunch of sensors and platforms out there, they may be connected, but if they can't speak to one another in a common language, that kind of defeats the purpose and the mission value of that sensor or shooter kind of paradigm that we've been striving for for ages. So you're right on. I mean, this is not a trivial thing, but I think over history we've learned quite a bit. Technology and innovation is happening at just an amazing rate where things are coming out in months as opposed to decades as before. I agree, not trivial, but again, I think there are all the piece parts in place and being put into place. >> I think you mentioned earlier that the personnel, the people, the engineers that are out there, not enough, more of them coming in. I think now the appetite and the provocative nature of this shift in tech is going to attract a lot of people because the old adage is these are hard problems attracts great people. You got in new engineering, SRE like scale engineering. You have software development, that's changing, becoming much more robust and more science-driven. You don't have to be just a coder as a software engineer. You could be coming at it from any angle. So there's a lot more opportunities from a personnel standpoint now to attract great people, and there's real hard problems to solve, not just security. >> Absolutely. Definitely. I agree with that 100%. I would also contest that it's an opportunity for innovators. We've been thinking about this for some time, and we think there's absolute value from various different use cases that we've identified, digital battlefield, force protection, disaster recovery, and so forth. But there are use cases that we probably haven't even thought about, even from a commercial perspective. So I think there's going to be an opportunity just like the internet back in the mid '90s for us to kind of innovate based on this new kind of edge environment. >> It's a revolution. New leadership, new brands are going to emerge, new paradigms, new workflows, new operations, clearly great stuff. I want to thank you guys for coming on. I also want to thank Rancher Labs for sponsoring this conversation. Without their support, we wouldn't be here. And now they were acquired by SUSE. We've covered their event with theCUBE virtual last year. What's the connection with those guys? Can you guys take a minute to explain the relationship with SUSE and Rancher? >> Yeah. So it's actually it's fortuitous. And I think we just, we got lucky. There's two overall aspects of it. First of all, we are both, we partner on the Platform One basic ordering agreement. So just there we had a common mentality of DevSecOps. And so there was a good partnership there, but then when we thought about we're engaging it from an edge perspective, the K3s, right? I mean, they're a leader from a container perspective obviously, but the fact that they are innovators around K3s to reduce that software footprint, which is required on these edge devices, we kind of got a twofer there in that partnership. >> John, any comment on your end? >> Yeah, I would just amplify, the K3s aspects in leveraging the containers, a lot of what we've seen success in when you look at what's going on, especially on that tactical edge around enabling capabilities, containers, and the portability it provides makes it very easy for us to interface and integrate a lot of different sensors to close the OODA loop to whoever is wearing or operating that a piece of equipment that the software is running on. >> Awesome, I'd love to continue the conversation on space and the edge and super great conversation to have you guys on. Really appreciate it. I do want to ask you guys about the innovation and the opportunities of this new shift that's happening as the next big thing is coming quickly. And it's here on us and that's cloud, I call it cloud 2.0, the cloud scale, modern software development environment, edge with 5G changing the game. Ki, I completely agree with you. And I think this is where people are focusing their attention from startups to companies that are transforming and re-pivoting or refactoring their existing assets to be positioned. And you're starting to see clear winners and losers. There's a pattern emerging. You got to be in the cloud, you got to be leveraging data, you got to be horizontally scalable, but you got to have AI machine learning in there with modern software practices that are secure. That's the playbook. Some people are making it. Some people are not getting there. So I'd ask you guys, as telcos become super important and the ability to be a telco now, we just mentioned standing up a tactical edge, for instance. Launching a satellite, a couple of hundred K, you can launch a CubeSat. That could be good and bad. So the telco business is changing radically. Cloud, telco cloud is emerging as an edge phenomenon with 5G, certainly business commercial benefits more than consumer. How do you guys see the innovation and disruption happening with telco? >> As we think through cloud to edge, one thing that we realize, because our definition of edge, John, was actually at the point of data collection on the sensor themselves. Others' definition of edge is we're a little bit further back, what we call it the edge of the IT enterprise. But as we look at this, we realize that you needed this kind of multi echelon environment from your cloud to your tactical clouds where you can do some processing and then at the edge of themselves. Really at the end of the day, it's all about, I think, data, right? I mean, everything we're talking about, it's still all about the data, right? The AI needs the data, the telco is transporting the data. And so I think if you think about it from a data perspective in relationship to the telcos, one, edge will actually enable a very different paradigm and a distributed paradigm for data processing. So, hey, instead of bringing the data to some central cloud which takes bandwidth off your telcos, push the products to the data. So mitigate what's actually being sent over those telco lines to increase the efficiencies of them. So I think at the end of the day, the telcos are going to have a pretty big component to this, even from space down to ground station, how that works. So the network of these telcos, I think, are just going to expand. >> John, what's your perspective? I mean, startups are coming out. The scalability, speed of innovation is a big factor. The old telco days had, I mean, months and years, new towers go up and now you got a backbone. It's kind of a slow glacier pace. Now it's under siege with rapid innovation. >> Yeah, so I definitely echo the sentiments that Ki would have, but I would also, if we go back and think about the digital battle space and what we've talked about, faster speeds being available in places it's not been before is great. However, when you think about facing an adversary that's a near-peer threat, the first thing they're going to do is make it contested, congested, and you have to be able to survive. While yes, the pace of innovation is absolutely pushing comms to places we've not had it before, we have to be mindful to not get complacent and over-rely on it, assuming it'll always be there. 'Cause I know in my experience wearing the uniform, and even if I'm up against an adversary, that's the first thing I'm going to do is I'm going to do whatever I can to disrupt your ability to communicate. So how do you take it down to that lowest level and still make that squad, the platoon, whatever that structure is, continue survivable and lethal. So that's something I think, as we look at the innovations, we need to be mindful of that. So when I talk about how do you architect it? What services do you use? Those are all those things that you have to think about. What if I lose it at this echelon? How do I continue the mission? >> Yeah, it's interesting. And if you look at how companies have been procuring and consuming technology, Ki, it's been like siloed. "Okay, we've got a workplace workforce project, and we have the tactical edge, and we have the siloed IT solution," when really work and play, whether it's work here in John's example, is the war fighter. And so his concern is safety, his life and protection. >> Yeah. >> The other department has to manage the comms, (laughs) and so they have to have countermeasures and contingencies ready to go. So all this is, they all integrate it now. It's not like one department. It's like it's together. >> Yeah. John, I love what you just said. I mean, we have to get away from this siloed thinking not only within a single organization, but across the enterprise. From a digital battlefield perspective, it's a joint fight, so even across these enterprise of enterprises, So I think you're spot on. We have to look horizontally. We have to integrate, we have to inter-operate, and by doing that, that's where the innovation is also going to be accelerated too, not reinventing the wheel. >> Yeah, and I think the infrastructure edge is so key. It's going to be very interesting to see how the existing incumbents can handle themselves. Obviously the towers are important. 5G obviously, that's more deployments, not as centralized in terms of the spectrum. It's more dense. It's going to create more connectivity options. How do you guys see that impacting? Because certainly more gear, like obviously not the centralized tower, from a backhaul standpoint but now the edge, the radios themselves, the wireless transit is key. That's the real edge here. How do you guys see that evolving? >> We're seeing a lot of innovations actually through small companies who are really focused on very specific niche problems. I think it's a great starting point because what they're doing is showing the art of the possible. Because again, we're in a different environment now. There's different rules. There's different capabilities. But then we're also seeing, you mentioned earlier on, some of the larger companies, the Amazons, the Microsofts, also investing as well. So I think the merge of the, you know, or the unconstrained or the possible by these small companies that are just kind of driving innovations supported by the maturity and the heft of these large companies who are building out these hardened kind of capabilities, they're going to converge at some point. And that's where I think we're going to get further innovation. >> Well, I really appreciate you guys taking the time. Final question for you guys, as people are watching this, a lot of smart executives and teams are coming together to kind of put the battle plans together for their companies as they transition from old to this new way, which is clearly cloud-scale, role of data. We hit out all the key points I think here. As they start to think about architecture and how they deploy their resources, this becomes now the new boardroom conversation that trickles down and includes everyone, including the developers. The developers are now going to be on the front lines. Mid-level managers are going to be integrated in as well. It's a group conversation. What are some of the advice that you would give to folks who are in this mode of planning architecture, trying to be positioned to come out of this pandemic with a massive growth opportunity and to be on the right side of history? What's your advice? >> It's such a great question. So I think you touched upon it. One is take the holistic approach. You mentioned architectures a couple of times, and I think that's critical. Understanding how your edge architectures will let you connect with your cloud architecture so that they're not disjointed, they're not siloed. They're interoperable, they integrate. So you're taking that enterprise approach. I think the second thing is be patient. It took us some time to really kind of, and we've been looking at this for about three years now. And we were very intentional in assessing the landscape, how people were discussing around edge and kind of pulling that all together. But it took us some time to even figure it out, hey, what are the use cases? How can we actually apply this and get some ROI and value out for our clients? So being a little bit patient in thinking through kind of how we can leverage this and potentially be a disruptor. >> John, your thoughts on advice to people watching as they try to put the right plans together to be positioned and not foreclose any future value. >> Yeah, absolutely. So in addition to the points that Ki raised, I would, number one, amplify the fact of recognize that you're going to have a hybrid environment of legacy and modern capabilities. And in addition to thinking open architectures and whatnot, think about your culture, the people, your processes, your techniques and whatnot, and your governance. How do you make decisions when it needs to be closed versus open? Where do you invest in the workforce? What decisions are you going to make in your architecture that drive that hybrid world that you're going to live in? All those recipes, patience, open, all that, that I think we often overlook the cultural people aspect of upskilling. This is a very different way of thinking on modern software delivery. How do you go through this lifecycle? How's security embedded? So making sure that's part of that boardroom conversation I think is key. >> John Pisano, Principal at Booz Allen Digital Cloud Solutions, thanks for sharing that great insight. Ki Lee, Vice President at Booz Allen Digital Business. Gentlemen, great conversation. Thanks for that insight. And I think people watching are going to probably learn a lot on how to evaluate startups to how they put their architecture together. So I really appreciate the insight and commentary. >> Thank you. >> Thank you, John. >> Okay. I'm John Furrier. This is theCUBE Conversation. Thanks for watching. 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>>10 years ago, a group of industry storage veterans formed a company called Infinidat. The DNA of the company was steeped in the heritage of its founder, Moshe Yanai, who had a reputation for relentlessly innovating on three main areas, the highest performance, rock solid availability, and the lowest possible cost. Now these elements have historically represented the superpower triumvirate of a successful storage platform. Now, as Infinidat evolved, landed on a fourth vector, that has been a key differentiator and its value proposition, and that is petabyte scale. Hello everyone. And welcome to this Qube conversation. My name is Dave Vellante and I'm pleased to welcome in two longtime friends of theCube. Phil Bullinger is newly minted CEO of Infinidat and of course, Lee Caswell, VMware's VP of Marketing for the cloud platform business unit. Gents, welcome. >>Great to be here. Always good to see you guys. Phil, so you're joining at the 10 year anniversary mark. Congratulations on the appointment. What attracted you to the company? >>You know I spent a long time in my career at enterprise storage and, and enjoying many of the opportunities, you know, through a number of companies. Last fall when I became aware of the Infinidat opportunity and it immediately captured my attention because of frankly my respect for the product through several opportunities I've had with enterprise customers in selling cycles of different products, if they happened to be customers of Infinidat, , they were not bashful about talking about their satisfaction with the product, their level of delight with it. And so I think from, from the sidelines, I've always had a lot of respect for the Infinidat platform, the implementation of the product quality and reliability that it's kind of legendary for. And so when the opportunity came along, it really captured my interest in of course behind a great product is almost always a great team. >>And as I got to know the company and the board, and, you know, some of the leaders, and learned about the momentum and the business, it was just a very, very compelling opportunity for me. And I'll have to say just, you know, 60 days into the job. Everything I hoped for is here, not only a warm welcome to the company, but an exciting opportunity with respect to where Infinidat is at today with the growth of the business. The company has achieved a level of consistent growth through 2020, cashflow positive, EBITDA positive. And now it's a matter of scaling, scaling the business and it's something that I have had success with several times in my career and really, really enjoying the opportunity here at Infinidat to do that. >>That's great. Thanks for that. Now, of course, Lee, VMware was founded nearly a quarter century ago and carved out a major piece of the enterprise pie and predominantly that's been on prem, but the data center's evolving the cloud is evolving, and this universe is expanding. How do you see the future of that on-prem data center? >>No, I think Satya recently said, right, that, that we've reached max consolidation almost right. You pointed that out earlier. I thought that was really interesting, right. You know, we believe in the distributed hybrid cloud and you know, the reasons for that actually turn out to be storage led in there and in, in the real thinking about it, because we're going to have distributed environments and, you know, one of the things that we're doing with Infinidat here today, right, is we're showing how customers can invest intelligently and responsibly on prem and have bridges in across the hybrid cloud. We do that through something called the VMware Cloud Foundation. That's a full stack offering that, uh, an interesting here, right? It started off with a HCI element, but it's expanded into storage and storage at scale, you know, because storage is going to exist... We have very powerful storage value propositions, and you're seeing customers go and deploy both. We're really excited about seeing Infinidat lean into the VMware Cloud Foundation and vVols actually as a way to match the pace of change in today's application world. >>These trends, I mean, building bridges is what we called it. And so that takes a lot of hard work, especially when you're doing from on-prem into hybrid, across clouds, eventually the edge, you know, that's a, that's a non-trivial task. How do you see this playing out in market trends? >>Yeah. You know, we're, we're in the middle of this every day as, as you know, Dave, uh, and certainly Lee, uh, data center architectures ebb and flow from centralized to decentralized, but clearly data locality, I think, is driving a lot of the growth of the distributed data center architecture, the edge data centers, but core is still very significant for, for most enterprise. Uh, and it's, it's, it has, it has a lot to do with the fact that most enterprises want to own their own cloud. You know, when a Fortune 15 or a Fortune 50 or Fortune 100 customer, when they talk about their cloud, they don't want to talk about, you know, the AWS cloud or the GCP cloud or the Azure cloud. They want to talk about their cloud. And almost always, these are hybrid architectures with a large on-prem or colo footprint. >>Uh, the reason for that number of reasons, right? Data sovereignty is a big deal, uh, among the highest priorities for enterprise today. The control of the security, the, the ability to recover quickly from ransomware attacks, et cetera. These, these are the things that are just fundamentally important, uh, to the business continuity and enterprise risk management plan for these companies. But I think one thing that has changed the on prem data center is the fact that it's the core operating characteristics have to take on kind of that public cloud characteristic. It has to be a transparent, seamless scalability. I think the days of, of CIO's  you know, even tolerating people showing up in their data centers with, with disk trays under their arms to add capacity is, is over. Um, they want to seamlessly add capacity. They want nonstop operation, a hundred percent uptime is the bar. >>Now it has to be a consolidation. Massive consolidation is clearly the play for TCO and efficiency. They don't want to have any compromises between scale and availability and performance. You know, the, the very characteristics that you talked about upfront, Dave, that make Infinidat unique, I think are fundamentally the characteristics that enterprises are looking for when they build their cloud on prem. Uh, I, I think our architecture also really does provide a, a set it and forget it, uh, kind of experience. Um, when we install a new Infinidat frame in an enterprise data center, our intentions are we're, we're not going to come back. We don't intend to come back, uh, to, to help fiddle with the bits or, uh, you know, tweak the configuration as applications and, and multitenant users are added. And then of course, flexible economic models. I mean, everybody takes this for granted, but you really, really do have to be completely flexible between the two rails, the CapEx rail and the OpEx rail and every, uh, every step in between. And importantly, when a customer, when an enterprise customer needs to add capacity, they don't have a sales conversation. They just want to have it right. They're already running in their data center. And that's the experience that we provide. >>Yeah. You guys are aligned in that vision, that layer, that abstracts the complexity from the underlying wherever cloud on prem, et cetera. Right. Let's talk about the VMware and Infinidat relationship. I mean, every, every year at VMworld, up until last year, thank you COVID, Infinidat would host this awesome dinner. You'd have the top customers there. Very nice Vegas steak restaurant. I, of course, I always made a point to stop by not just for the food. I mean, I was able to meet some customers and I've talked to many dozens over the years, Phil, and I can echo that sentiment, but, you know, why is the VMware ecosystem so important to Infinidat? And I guess the question there is, is, is petabyte scale that really that prominent in the VMware customer base? >>It's a, it's a very, very important point. VMware is the longest standing Alliance partner of Infinidat. It goes back to really, almost the foundation of the company, certainly starting with the release one, the very first commercial release of Infinidat VMware and a very tight integration with the VMware was a core part of that. Uh, we, we have a capability. We call the Host PowerTools, which drives a consistent best practices implementation around our, our VMware, uh, integration and, and how it's actually used in the data center. And we built on that through the years through just a deep level of integration. And, um, our customers typically are, are at scale petabyte scale or average deployment as a petabyte and up, um, and over 90% of our customers use VMware. So you would say, I, I think I can safely say we're we serve the VMware environment for some of VMware's largest enterprise footprints, uh, in the market. >>I know it's like children, you got, you love all your partners, but is there anything about Infinidat that, that stands out to you a particular area where, where they shine that from your perspective? >>Yeah, I think so. You know, the, the best partnerships, one are ones that are customer driven. It turns out right. And the idea that we have joint customers at large scale and listen storage is a tough business to get, right, right. It takes time to go and mature to harden a code base. Right. And particularly when you're talking about petabyte scale, right now, you've basically got customers buying in for the largest systems. And what we're seeing overall is customers are trying to do more things with fewer component elements, makes sense, right? And so the scale here is important because it's not just scale in terms of like capacity, right. It's scale in terms of performance as well. And so, as you see customers trying to expand the number of different types of applications, this is one of the things we're seeing, right. Is new applications, which could be container-based Kubernetes orchestrated our Tanzu portfolio helps with that. >>Right. If you see what we're doing with Nvidia, for example, we announced some AI work, right. Uh, this week with vSphere. And so what you're starting to see is like the changing nature of applications and the fast pace of applications is really helping customers save us. And I want to go and find solutions that can meet the majority of my needs. And that's one of the things that we're seeing. And particularly with the vVols integration at scale, that we just haven't seen before, uh, and Infinidat has set the bar and is really setting a new, a new record for that. >>Yeah. Let me, let me comment on that a little bit, Dave, we've been a core part of the VMware Cloud Solutions Lab, which is a very, very exciting engaging, investment that VMware has made. A lot of people have contributed to in the industry, but in the, in the VMware Cloud Solutions Lab, we recently demonstrated on a single Infinidat frame over 200,000 vVols on a single system. And I think that not only edges up the bar, I think it completely redefines what, what scale means when you're talking about a vVols implementation. >>So not to geek out here, but vVols, they're kind of a game changer because instead of admins, having to manually allocate storage to performance tiers. An array, that is VASA certified, VASA is VMware, or actually vStorage API for, for storage awareness, VASA, anyway, with vVols, you can dynamically provision storage that matches the way I say it as a match as device attributes to the data and the application requirements of the VM. So Phil,  it seems like so much in VMware land hearkens back to the way mainframes used to solve problems in a modern way. Right. And vVols is a real breakthrough in that regard in terms of storage. So, so how do you guys see it? I, I presume you're, you're sort of vVols certified based on what you just said in the lab. >>Yeah. We recently announced our vVols release and we're not the first to market with the vVols, but from, from the start of the engineering project, we wanted to do it. We wanted to do it the way we think. We think at scale in everything we do, and our customers were very prescriptive about the kind of scale and performance and availability that they wanted to experience in vVols. And we're now seeing quite a bit of customer interest with traction in it. Uh, as I said, we, we redefined the bar for vVols scalability. We support on a single array now, um, a thousand storage containers. Uh, and I think most of our competition is like at one or maybe 10 or 13 or something like that. So, uh, our customers are, again at scale, they said, if you're going to do vVols, we want it... We want it at scale. We want it to embody the characteristics of your, of your platform. We really liked vVols because it, it helps, it helps separate kind of the roles and responsibilities between the VI administrator and the storage system administrator. If you're going to put a majority of your most critical bits on Infinidat in your data center, you're going to want to, you're going to want to have control over how that resource is used, but yet the vVols mplementation and the tools that we provide with that deep level of integration, give the VI, the VI administrator, all of the flexibility they need to manage applications. And vVols of course gives the VI administrator the native use of our snapshot technology. And so it makes it incredibly easy for them to administrate the platform without having to worry about the physical infrastructure, but yet the people worried about the physical infrastructure still have control over that resource. So it's, it's a game changer as far as we're concerned. >>Yeah. Storage has come a long way. Hasn't it, Lee? I'm wondering if you could add some color here, it seems in talking to ... Uh, so that's interesting. You've had, you had a hand in the growth of vSAN and it was very successful product, but he chose Infinidat for that higher end application. It seems like vVols are a key innovation in that regard. How's the vVols uptake going from your perspective. >>Yeah, I think we you know, we're in the second phase of vVols adoption, right? First phase was, Hey, technically interesting, intriguing. Um, but adoption was relatively low, I think because, you know, up until five years ago, um, applications, weren't actually changing that fast. I mean, think about it, right? The applications, ERP systems, CRM systems, you weren't changing those at the pace of what we're doing today. Now what's happening is every business is a software business. Every business, when you work, when you interact with your healthcare provider right now, it's about the apps. Like, can you go and get your schedules online? Can you email your doctors? Right? Can you go and get your labs? Right? The pace of new application development, we have some data showing that there will be more apps developed in the next five years, and then the past 40 years of computing combined. >>And so when you think about that, what's changed now is trying to manage that all from the kind of storage hardware side was just actually getting in the way you want to organize around the fastest beat rate in your infrastructure today. That's the application. So what vVols has helped you do is it allows the vSphere administrator, who's managing VMs and looking at the apps and the changing pace, and be able to basically select storage attributes, including QoS, capacity, IOPS, and do that from the vCenter console, and then be able to rectify things and manage them right from the console right next to the apps. And that provides a really integrated way. So when you have a close interaction, like what we're talking about today, or, you know, integration, um, that the Infinidat has provided now, you've got this ability to have a faster moving activity. And, you know, consolidation is one of the themes you've heard from time to time from VMware, we're consolidating the management so that the vSphere administrator can now go and manage more things. What traditional VMs yes. VMs across HCI. Sure. Plus now, plus storage and into the hybrid cloud and into like containers. It's that consolidated management, which is getting us speed and basically a consumer like experience for infrastructure deployments. >>Yeah. Now Phil mentioned the solutions lab. We've got a huge ecosystem. Several years ago, you launched this, this via the VMware. I think it's called the VMware Cloud Solutions Lab is the official name. What, explain what it does for collaboration and joint solutions development. And then Phil, I want you to go into more detail about what your participation is, but Lee, why don't you explain it? >>Yeah. You know, we don't take just any products that, because listen, there's a mixing. What we take is things that really expand that innovation frontier. And that's what we saw with Infinidat was expanding the frontier on like large capacity for many, many different mixed workloads and a commitment, right. To go and bring in, not just vVols support, of course, all the things we do for just a normal interaction with vSphere. But, uh, bringing vVols in was certainly important in showing how we operate at scale. And then importantly, as we expanded the VCF, VMware Cloud Foundation, to include storagee systems for a customer, for example, right, who has storage and HCI, right? And it looks for how to go and use them. And that's an individual choice at a customer level. We think this is strategically important. Now, as we expand a multicloud experience, that's different from the hyperscalers. Hyperscalers are coming in with two kind of issues, maybe, right? So one is it's single cloud. And the other one is there's a potential competitive aspect or from some right around the ongoing, underlying business and a hyperscaler business model. And so what VMware uniquely is doing is extending a common control plane across storage systems and HCI, and doing that in a way that basically gives customers choice. And we love that the cloud lab is really designed to go and make that a reality for customers strip out perceived and real risk. >>Yeah. To Lee's point of, it's not like there's not dozens and dozens and dozens of logos on the slide for the lab. I think there's like, you know, 10 or 12 from what I saw and Infinidat is one of them. Maybe you could talk a little bit more about your participation in the program and what it does for customers. >>Yeah, absolutely. And I would agree it's I, we liked the lab because it's not just supposed to be one of everything eye candy it's a purpose-built lab to do real things. And we like it because we can really explore, you know, some of the most contemporary, workloads in that environment, as well as solutions to what I considered some of the most contemporary industry problems. We're participating in a couple of ways. I believe we're the only petabyte scale storage solution in the Cloud Solutions Lab at VMware. One of the projects we're working on with VMware is their machine learning platform.  That's one of the first cloud solutions lab projects that we worked on at Infinidat. And we're also a core part of, of what VMware is driving from a data for good initiative. This was inspired by the idea that that tech can be used as a force for good in the world. And right now it's focused on the technology needs of nonprofits. And so we're closely working in, in the cloud solutions lab with, the VMware cloud foundation layers, as well as, their Tanzu and Kubernetes environments and learning a lot and proving a lot. And it's also a great way to demonstrate the capabilities of our platform. >>Yeah. So, yeah, it was just the other day I was on the VMware analyst meeting virtually of course in Zane and Sanjay and a number of other execs were giving the update. And, and just to sort of emphasize what we've been talking about here, this expansion of on-prem the cloud experience, the data from, especially from our survey data, we have a partner UTR that did great surveys on a regular quarterly basis, the VMware cloud on AWS, doing great for sure, but the VMware Cloud Foundation, the on-prem cloud, the hybrid cloud is really exploding and resonating with customers. And that's a good example of this sort of equilibrium that we're seeing between the public and private coming together >>Well on the VMware Cloud Foundation right now with, uh, you know, over a thousand customers, but importantly over 400 of the global 2000, it's the largest customers. And that's actually where the Venn diagram between the work that VMware Cloud Foundation is doing and Infinidat right, you know, this large scale, actually the, you know, interesting crossover, right. And, you know, listen for customers to go and take on a new store system. We always know that it's a high bar, right. So they have to see some really unique value, like how is this going to help? Right. And today that value is I want to spend less time looking down at the storage and more time looking up at the apps, that's how we're working together. Right. And how vVols fits into that, you know, with the VMware Cloud Foundation, it's the hype that hybrid cloud offering really gives customers that future-proofing right. And the degrees of freedom they're most likely to exercise. >>Right. Well, let's close with a, kind of a glimpse of the future. What do you see as the future of the data center specifically, and also your, your collaborations Lee? Why don't you start? >>I think what we hope to be true is turning out to be true. So, you know, if you've looked at the, you know, what's happening in the cloud, not everything is migrating in the cloud, but the public cloud, for example, and I'm talking about public cloud there. The public cloud offers some really interesting, unique value and VMware is doing really interesting things about like DR as a service and other things, right? So we're helping customers tap into that at the same time. Right. We're seeing that the on-prem investment is not stalling at all because of data sovereignty because of bandwidth limitations. Right. And because of really the economics of what it means to rent versus buy. And so, you know, partnering with  leaders on, in storage, right, is a core part of our strategy going forward. And we're looking forward to doing more right with Infinidat, as we see VCF evolve, as we see new applications, including container based applications running on our platform, lots of futures, right. As the pace of application change, you know, doesn't slow down. >>So what do you see for the next 10 years for Infinidat? >>Yeah, well, um, we, I appreciated your introduction because of this speak to sort of the core characteristics of Infinidat. And I think a company like us and at our, at our juncture of evolution, it's important to know exactly who you are. And we clearly are focused in that on-prem hybrid data center environment. We want to be the storage tier that companies use to build their clouds. And, uh, the partnership with VMware, uh, we talked about the Venn diagram. I think it just could not be more complimentary. And so we're certainly going to continue to focus on VMware as our largest and most consequential Alliance partner for our business going forward. Um, I'm excited about, about the data center landscape going forward. I think it's going to continue to ebb and flow. We'll see growth in distributed architectures. We'll see growth at the edge in the core data center. >>I think the, the old, the old days where customers would buy a storage system for a application environment, um, those days are over, it's all about consolidating multiple apps and thousands of users on a single platform. And to do that, you have to be really good at, uh, at a lot of things that we are very good at. Our, our strategy going forward is to evolve as media evolves, but never stray far from what has made Infinidat unique and special and highly differentiated in the marketplace. I think the work that VMware is doing and in Kubernetes >>Is very exciting. We're starting to see that really pick up in our business as well. So as we think about, um, uh, you know, not only staying relevant, but keeping very contemporary with application workloads, you know, we have some very small amount of customers that still do some bare metal, but predominantly as I said, 90% or above is VMware infrastructure. Uh, but we also see, uh, Kubernetes, our CSI driver works well with the VMware suite above it. Uh, so that, that complimentary relationship we see extending forward as, as the application environment evolves. Great, thank you. You know, many years ago when I attended my first, uh, VMworld, the practitioners that were there, you talked to them, half the conversations, they were complaining about storage and how it was so complicated and you needed guys in lab coats to solve problems. And, you know, VMware really has done a great job, publishing the APIs and encouraging the ecosystem. And so if you're a practitioner you're interested in how vVols and Infinidat and VMware were kind of raising the bar and on petabyte scale, there's some good blogs out there. Check out the Virtual Blocks blog for more information, guys. Thanks so much great to have you in the program. Really appreciate it. Thanks so much. Thank you for watching this Cube conversation, Dave Vellante. We'll see you next time.

(upbeat music) >> 10 years ago, a group of industry storage veterans formed a company called INFINIDAT. The DNA of the company was steeped in the heritage of its founder, Moshe Yanai who had a reputation for relentlessly innovating on three main areas, the highest performance, rock solid availability and the lowest possible cost. Now these elements have historically represented the superpower triumvirate of a successful storage platform. Now as INFINIDAT evolved it landed on a fourth vector that has been a key differentiator in its value proposition and that is petabyte scale. Hello everyone and welcome to this Cube Conversation. My name is Dave Vellante and I'm pleased to welcome in two long time friends of the cube, Phil Bullinger is newly minted CEO of INFINIDAT and of course, Lee Caswell, VMware's VP of marketing for the cloud platform business unit. Gents welcome. >> Thank you so much. Yeah. Great to be here Dave. >> Yeah. Great to be here Dave. Thanks. >> Always good to see you guys. Phil, so you're joining at the 10 year anniversary, Mark, congratulations on the appointment. What attracted you to the company? >> Yeah that's a great question Dave. I spent a long time in my career at enterprise storage and enjoyed many of the opportunities through a number of companies. Last fall when I became aware of the INFINIDAT opportunity and immediately captured my attention because of frankly my respect for the product. Through several opportunities I've had with enterprise customers in selling cycles of different products, if they happen to be customers of INFINIDAT they were not bashful about talking about their satisfaction with the product, their level of delight with it. And so I think from the sidelines I have always had a lot of respect for the INFINIDAT platform, the implementation of the product quality and reliability that it's kind of legendary for. And so when the opportunity came along it really captured my interest and of course behind a great product is almost always a great team and as I got to know the company and the board and some of the leaders and learned about the momentum and the business it was just a very, very compelling opportunity for me. And I'll have to say just 60 days into the job everything I hoped for is here not only a warm welcome to the company but an exciting opportunity with respect to where INFINIDAT is at today with growth of the business, the company has achieved a level of consistent growth through 2020 cashflow, positive, even thought positive and now it's a matter of scaling the business and it's something that I have had success with at several times in my career and I'm really, really enjoying the opportunity here at INFINIDAT to do that. >> That's great. Thanks for that. Now, of course Lee, VMware was founded nearly a quarter century ago and carved out a major piece of the enterprise pie and predominantly that's been on prem but the data centers evolving, the cloud is evolving and this universe is expanding. How do you see the future of that on-prem data center? >> I think Satya recently said, right? That we've reached max consolidation almost right. You pointed that out earlier. I thought that was really interesting, right? We believe in the distributed hybrid cloud and the reasons for that actually turn out to be storage led in there and in the real thinking about it because we're going to have distributed environments. And one of the things that we're doing with INFINIDAT here today, right? Is we're showing how customers can invest intelligently and responsibly on prem and have bridges in across the hybrid cloud. We do that through something called the VMware Cloud Foundation. That's a full stack offering that... And interesting here, right? It started off with a HCI element but it's expanded into storage and storage at scale. Because storage is going to exist we have very powerful storage value propositions and you're seeing customers go and deploy both. We're really excited about seeing INFINIDAT lean into the VMware Cloud Foundation and VVol has actually a way to match the pace of change in today's application world. >> Yes, so Phil you see these trends, I mean building bridges is what we called it. And so that takes a lot of hard work especially when you're doing from on-prem into hybrid, across clouds, eventually the edge, that's a non-trivial task. How do you see this playing out in market trends? >> We're in the middle of this every day and as you know Dave and certainly Lee, data center architecture is urban flow from centralized to decentralized but clearly data locality I think is driving a lot of the growth of the distributed data center architecture, the edge data centers but core is still very significant for most enterprise. And it has a lot to do with the fact that most enterprises want to own their own cloud when a Fortune 15 or a Fortune 50 or a Fortune 100 customer, when they talk about their cloud they don't want to talk about the AWS cloud or the GCP cloud or the Azure cloud. They want to talk about their cloud and almost always these are hybrid architectures with a large on-prem or colo footprint. The reason for that number of reasons, right? Data sovereignty is a big deal among the highest priorities for enterprise today. The control, the security, the ability to recover quickly from ransomware attacks, et cetera. These are the things that are just fundamentally important to the business continuity and enterprise risk management plan for these companies. But I think one thing that has changed the on-prem data center is the fact that it's the core operating characteristics have to take on kind of that public cloud characteristic, it has to be a transparent seamless scalability. I think the days of CIOs even tolerating people showing up in their data centers with disk trays under their arms to add capacity is over. They want to seamlessly add capacity, they want nonstop operation, a hundred percent uptime is the bar now it has to be a consolidation, massive consolidation, is clearly the play for TCO and efficiency. They don't want to have any compromises between scale and availability and performance. The very characteristics that you talked about upfront Dave, that make INFINIDAT unique I think are fundamentally the characteristics that enterprises are looking for when they build their cloud on prem. I think our architecture also really does provide a set it and forget it kind of experience when we install a new INFINIDAT frame in an enterprise data center, our intentions are we're not going to come back. We don't intend to come back to help fiddle with the bits or tweak the configuration and as applications and multi tenant users are added. And then of course, flexible economic models. I mean, everybody takes this for granted but you really really do have to be completely flexible between the two rails, the cap X rail and the objects rail and every step in between. And importantly when an enterprise customer needs to add capacity they don't have a sales conversation. They just want to have it right there already running in their data center. And that's the experience that we provide. >> Yeah. You guys are aligned in that vision, that layer that abstracts the complexity from the underlying wherever cloud on prem, et cetera. >> Right? >> Let's talk about VMware and INFINIDAT their relationship, I mean, every year at VMworld up until last year, thank you COVID, INFINIDAT would host this awesome dinner, you'd have his top customers there, very nice Vegas steak restaurant. I of course, I always made a point to stop by not just for the food. I mean, I was able to meet some customers and I've talked to many dozens over the years Phil, and I can echo that sentiment, why is the VMware ecosystem so important to INFINIDAT? And I guess the question there is, is petabyte scale really that prominent in the VMware customer base? >> It's a very, very important point. VMware is the longest standing alliance partner of INFINIDAT. It goes back to really almost the foundation of the company certainly starting with the release one, the very first commercial release of INFINIDAT, VMware and a very tight integration where VMware was a core part of that. We have a capability we call the host power tools which drives a consistent best practices implementation around our VMware integration and how it's actually used in the data center. And we built on that through the years through just a deep level of integration and our customers typically are at scale, petabyte scale or average deployment as a petabyte and up and over 90% of our customers use VMware. I think I can safely say we serve the VMware environment for some of VMware's largest enterprise footprints in the market. >> So Lee It's like children, you love all your partners but is there anything about INFINIDAT that stands out to you, a particular area where they shine from your perspective? >> Yeah, I think so. The best partnerships won are ones that are customer driven it turns out, right? And the idea that we have joint customers at large-scale, I must say storage is a tough business to go, right? Right, it takes time to go and mature to harden a code base, right? And particularly when you talk about petabyte scale right now, you've basically got customers buying in for the largest systems. And what we're seeing overall is customers are trying to do more things with fewer component elements. Makes sense, right? And so the scale here is important because it's not just scale in terms of like capacity, right? It's scale in terms of performance as well. And so, as you see customers trying to expand the number of different types of applications and this is one of the things we're seeing, right? Is new applications which could be container-based, Kubernetes orchestrated, our Tansu portfolio helps with that, right? If you see what we're doing with Nvidia, for example we announced some AI work, right? This week with vSphere. And so what you're starting to see is like the changing nature of applications and the fast pace of applications is really helping customers say, listen I want to go and find solutions that can meet the majority of my needs. And that's one of the things that we're seeing and particularly with the VVol'sintegration at scale that we just haven't seen before, INFINIDAT is setting the bar and really setting a new record for that. >> Yeah. Let me comment on that a little bit, Dave. We've been a core part of the VMware Cloud Solutions Lab, which is a very very exciting engaging investment that VMware has made. A lot of people have contributed to in the industry but in the VMware Cloud Solutions Lab we recently demonstrated on a single INFINIDAT frame over 200,000 VVols on a single system. And I think that not only edges up the bar I think it completely redefines what scale means when you're talking about a VVol implementation >> So lets talk about both those things. Not to geek out here but VVols they're kind of a game changer because instead of admins having to manually allocate storage to performance tiers, an array that is VASA certified, VASA is VMware or actually the storage API for storage awareness, VASA, anyway with VVols you can dynamically provision storage that matches, the way I say it as matches device attributes to the data and the application requirements of the VM. So Phil, it seems like so much in VMware land harkens back to the way mainframes used to solve problems in a modern way, right? And VVol is a real breakthrough in that regard in terms of simplifying storage. So how do you guys see it? I presume you're sort of VVol certified based on what you just said in the lab. >> Yeah. We recently announced our VVols release and we're not the first to market with VVols but from the start of the engineering project we wanted to do it. We wanted to do it the way we think. We think at scale in everything we do and our customers were very prescriptive and the kind of scale and performance and availability that they wanted to experience in VVols. And we're now seeing quite a bit of customer interest with traction in it. As I said, we redefined the bar for VVol scalability. We support on a single array now a thousand storage containers. And I think most of our competition is like at one or maybe 10 or 13 or something like that. So our customers are again at scale, they said if you're going to do VVols we want it at scale. We want it to embody the characteristics of your platform. We really liked VVols because it helps separate kind of the roles and responsibilities between the BI administrator and the storage system administrator. If you're going to put the majority of your most critical bits on INFINIDAT in your data center you're going to want to have control over how that resource is used, the at the VVols in rotation and the tools that we provide with that deep level of integration give the BI administrator all of the flexibility they need to manage applications and VVols of course gives the BI administrator the native use of our in minute snapshot technology. And so it makes it incredibly easy for them to administrate the platform without having to worry about the physical infrastructure but yet the people worried about the physical infrastructure still have control over that resource. So it's a game changer as far as we're concerned. >> Yeah. Storage has come a long way hasn't it Lee? If you could add some color here it seems in talking needs so VASA that's interesting you had a hand in the growth of VASA and very successful product but he chose INFINIDAT for that higher end application. It seemed like VVols are a key innovation in that regard. How's the VVol uptake going from your perspective. >> Yeah, I think we're in the second phase of VVol adoption, right? First phase was, hey, it technically interesting, intriguing but adoption was relatively low I think because you know up until five years ago applications weren't actually changing that fast. I mean, think about it, right? The applications, ERP systems, CRM systems, you weren't changing those at the pace of what we're doing today. Now what's happening is every business is a software business. Every business when you work, when you interact with your healthcare provider right now it's about the apps. Like, can you go and get your schedules online? Can you email your doctors, right? Can you go and get your labs, right? The pace of new application development, we have some data showing that there will be more apps developed in the next five years and then the past 40 years of computing combined. And so when you think about that what's changed now is trying to manage that all from the kind of storage hardware side was just actually getting in the way you want to organize around the fastest beat rate in your infrastructure, today that's the application. So what VVOls helps you do is it allows the vSphere administrator who's managing VMs and looking at the apps and the changing pace and be able to basically select storage attributes including QoS, capacity, IOPS and do that from the V center console and then be able to rectify things and manage them, right? From the console right next to the apps. And that provides a really integrated way. So when you have a close interaction like what we're talking about today or integration that the INFINIDAT has provided now you've got this ability to have a faster moving activity. And consolidation is one of the themes you've heard from time to time from VMware, we're consolidating the management so that the vSphere administrator can now go and manage more things. What traditional VMs, yes, VMs across HI sure put now plus storage and into the hybrid cloud and into like containers, it's that consolidated management which is getting us speed and basically a consumer like experience for infrastructure deployments. >> Yeah. Now Phil mentioned the solutions lab. We've got a huge ecosystem. Several years ago you launched this, the VMware, I think it's called the VMware Cloud Solutions Lab is the official name. Explain what it does for collaboration and joint solutions development. And then Phil, I want you to go in more detail about what your participation has been but Lee why don't you explain it? >> Yeah. We don't take just any products that because listen there's a mixing, what we take is things that really expand that innovation frontier. And that's what we saw with INFINIDAT was expanding the frontier on like large capacity for many many different mixed workloads and a commitment, right? To go and bring in not just VVol support, of course all the things we do for just normal interaction with vSphere but bringing VVOls in was certainly important in showing how we operate at scale. And then importantly as we expanded the vSphere or cloud foundation to include store systems, fair customer for example, right? Who has storage and HCI, right? And it looks for how to go and use them. And that's an individual choice at a customer level. We think this is strategically important now as we expand a multi-cloud experience that's different from the hyperscalers, right? Hyperscalers are coming in with two kind of issues, maybe, right? So one is it's single cloud. And the other one is there's a potential competitive aspect from some right around the ongoing underlying business and a hyperscaler business model. And so what VMware uniquely is doing is extending a common control plane across storage systems and HCI and doing that in a way that basically gives customers choice. And we love that the cloud lab is really designed to go and make that a reality for customers strip out perceived and real risk. >> Yeah. Phil to Lee's point, it's not dozens and dozens and dozens of logos on the slide for the lab. I think there's like 10 or 12 from what I saw and INFINIDAT is one of them. Maybe you could talk a little bit more about your participation in the program and what it does for customers. >> Yeah, absolutely. And I would agree it's, we like the lab because it's not just supposed to be one of everything I can do it, it's a purpose-built lab to do real things. And we like it because we can really explore some of the most contemporary workloads in that environment as well as solutions to what I centered as some of the most contemporary industry problems we're participating in a couple of ways. I believe we're the only petabyte scale storage solution in the cloud solutions lab at VMware. One of the projects we're working on with VMware is their machine learning platform. That's one of the first cloud solutions lab projects that we worked on with INFINIDAT. And we're also a core part of what VMware is driving from at but we call it data for good initiative. This was inspired by the idea that tech can be used as a force for good in the world. And right now it's focused on the technology needs of nonprofits. And so we're closely working in the cloud solutions lab with the VMware Cloud Foundation layers as well as the Tansu and Kubernetes environments and learning a lot and proving a lot. And it's also a great way to demonstrate the capabilities of our platform. >> Yeah. So Lee, I was just the other day I was under VMware analyst meeting virtually of course and Zane and Sanjay and a number of other execs were given the update. And just to sort of emphasize what we've been talking about here this expansion of on-prem, the cloud experience, the data especially from our survey data we have a partner at ETR they do great surveys on quarterly basis. The VMware cloud on AWS do great for sure but the VMware Cloud Foundation, the on-prem cloud, the hybrid cloud is really exploding and resonating with customers. And that's a good example of this sort of equilibrium that we're seeing between the public and private coming together. >> Well, VMware Cloud Foundation right now with over a thousand customers but importantly over 400 of the global 2000, right? It's the largest customers. And that's actually where the Venn diagram between the work that VMware Cloud Foundation is doing and INFINIDAT, right? This large scale actually the interesting crossover, right? And listen for customers to go and take on a new storage system we always know that it's a high bar, right? So they have to see some really unique value, like how is this going to help, right? And today that value is I want to spend less time looking down at the storage and more time looking up at the apps, that's how we're working together, right? And how VVols fits into that with the VMware Cloud Foundation, it's that hybrid cloud offering really gives customers that future-proofing, right? And the degrees of freedom they're most likely to exercise. >> Right. Well, let's close with a kind of a glimpse of the future. What do you two see as the future of the data center specifically and also your collaborations Lee? Why don't you start? >> So I think what we hope to be true is turning out to be true. So, if you've looked at what's happening in the cloud not everything is migrating in the cloud but the public cloud for example and I'm talking about public cloud there, the public cloud offers some really interesting unique value. And VMware is doing really interesting things about like Dr as a service and other things, right? So we're helping customers tap into that at the same time, right? We're seeing that the on-prem investment is not stalling at all because of data sovereignty because of bandwidth limitations, right? And because of really the economics of what it means to rent versus buy. And so partnering with leaders in storage, right? Is a core part of our strategy going forward. And we're looking forward to doing more, right? With INFINIDAT as we see VCF evolve, as we see new applications including container-based applications running on our platform, lots of futures, right? As the pace of application change doesn't slow down. >> So Phil, what do you see for the next 10 years for INFINIDAT? >> Yeah, well, I appreciated your introduction because it does speak to sort of the core characteristics of INFINIDAT. And I think a company like us and at our juncture of evolution it's important to know exactly who you are. And we clearly are focused in that on-prem hybrid data center environment. We want to be the storage tier that companies use to build their clouds. The partnership with VMware we talked about the Venn diagram, I think it just could not be more complimentary. And so we're certainly going to continue to focus on VMware as our largest and most consequential alliance partner for our business going forward. I'm excited about the data center landscape going forward. I think it's going to continue to ebb and flow. We'll see growth and distributed architectures, we'll see growth at the edge. In the core data center I think the old days where customers would buy a storage system for a application environment, those days are over it's all about consolidating multiple apps and thousands of users on a single platform. And to do that you have to be really good at a lot of things that we are very good at. Our strategy going forward is to evolve as media evolves but never stray far from what has made INFINIDAT unique and special and highly differentiated in the marketplace. I think the work that VMware is doing in Kubernetes is very exciting. We're starting to see that really pick up in our business as well. So as we think about not only staying relevant but keeping very contemporary with application workloads, we have some very small amount of customers that still do some bare metal but predominantly as I said 90% or above is a VMware infrastructure. But we also see Kubernetes, our CSI driver works well with the VMware suite above it. So that that complimentary relationship we see extending forward as the application environment evolves. >> It's great. Thank you. Many years ago when I attended my first VMworld the practitioners that were there you talked to them, half the conversations they were complaining about storage and how it was so complicated and you needed guys in lab coats to solve problems. And VMware really has done a great job publishing the APIs and encouraging the ecosystem. And so if you're a practitioner you're interested in in how VVols and INFINIDAT and VMware, we're kind of raising the bar and on petabyte scale there's some good blogs out there. Check out the virtual blocks blog for more information. Guys thanks so much. Great to have you in the program. Really appreciate it. >> Thanks so much, Dave. >> All right. Thank you for watching this cute conversation, Dave Vellante, we'll see you next time. (upbeat music)

>>from >>around the globe. It's the Cube with digital coverage of AWS reinvent 2020 sponsored by Intel, AWS and our community partners. >>Welcome back to the cubes. Virtual coverage of a dips reinvent 2020. I'm John for your host of the Cube great segment here with Presidio. Two great guests Chris Keg, Nazi senior vice president, general manager of the Cloud and Managed Services Group of Presidio, and Sam Fattah Gado, VP of Cloud Solutions Group with Presidio both been here in the Cube talking with us many times before. Great to have you guys on. Thanks for coming on Chris and Sam. >>Great. Thank you, John. Thanks for having us. >>We've had many great cloud conversations with your company and engineers. Architects going back, I think 2016 2017, really as cloud hit, that inflection point. Certainly, scaling Public Cloud and on premise is cloud operations. Certainly that has happened as continue to accelerate. Chris, I would like you to explain your relationship with AWS and you're focused at this. Reinvent what's going on with Presidio? What's new in your world? What's changed for you and the customers, >>right? So thank you, John. So Presidio's focus really is, um you know, around developing the right strategies, helping companies realize the full potential of the AWS cloud. Think of it as ah vory strategic approach that aligns technology with business outcomes really on a global scale. Um, this past year, um, if I look back a year ago, it reinvent when Presidio was there. Um, code a global was also there, which was an acquisition that we did. And we closed out, uh, in August and Sam Farr Gado was the CEO of Code Global. So what's really changed for us is taking our legacy business around infrastructure around security around Matic services on bond, combining that with really combining that with what Coda had around the professional services side of cloud engagement and really building out a company that I believe can deliver a very unique offering to clients because we can cover the full spectrum. So for us Ah, lots happened in a year since we were at reinvent attend day. It's really about, you know, business and technical leaders that we have that are really dedicated thio, you know, focusing on customers, their client experience, and really delivering the best business outcome that weekend >>you know, one of the things that we chat in the past, you just mentioned manage services. This is a huge deal because one of the trends that we've been reporting on here in the Cube and on Silicon angle is, you know, a lot of the transformational goals or accelerated Cove it. We see that projects that are doubling down are mostly cloud related, large scale automation, machine learning. But from an executive standpoint, the mandate is everything is a service. So there's a big executive push. See XO, CSOs, whatever for everything as a service. And when you put that out there and put that ball in play, so to speak, it's not easy, right? So when you go when you say hey, make everything is a service, it's not trivial, and then you get okay, How does that work? That's where the hard part happens. I want to get your take on that. Is that something that you're seeing with your customers? They put that ball in play, let's get the manage services and then you got to put it together. Not that easy. What's your take on that? >>I think you know when you think about clients today and what CEOs are looking for, it's really it is a pay by the drink or a consumption based model, right? But at the end of the day, they don't they want to manage their business. They don't want a Mac manage huge I t groups on DSO software developers within within their own business. They wanna pass that responsibility onto experts like Presidio. So I think it za fact. What's what's simple for them? How does how do they move kind of accountability and how did they get to their business outcomes without owning? And I t business within their existing business? So those are some of the changes that we've certainly seen from a mindset perspective, but but we're fully prepared. Thio offer that city >>that's great for your business is certainly a tail when Sam, I want to get to you. Because when you get to that conversation, okay, put his a service a lot in their unpack. I mean, depending on who you're talking to, you know, certainly accelerating it with Presidio. I see that you're now part of Presidio. Take us through what's going on in your world because when you get to the customer. You gotta work backwards from what they're trying to dio not trying to retrofit of technology into their environment. You've got to kind of work with what they got. But actually get them to the cloud. Can you share what you're doing with customers? >>Yeah. Thanks, John. I appreciate that. And one thing I want to say about joining Presidio is that, uh, you know, we, uh, had worked together for a couple of years and really found that we had a great cultural fit and that we had the same goal. And that's to become a W s number one partner globally, providing these kinds of mission critical solutions for clients. We've been told often times that we are Amazonian in terms of our customer obsession are bias for action. And what you just said there is helping them get the benefits of cloud quickly, no matter where they're coming from. Because, you know, they wanna have the availability security scalability, But they also have to integrate in with their existing systems. So what we're finding with clients is they want to transform the way they do business. They want to transform their industry oftentimes, and that's what they're looking for, you know, when they partner with us and they look for leveraging the AWS platform. >>So let me ask you a question then, because certainly we've seen I've interviewed a ton of Amazon customers and executives, and it's some >>of the >>things that's going on with Cove. It has just been amazing what they've enabled people to move so fast and put riel game changing impact, whether it's societal impact or some other transformative thing. And if you look at Amazon traditionally they started as a transactional thing. You get some easy to you by by the drink. Everything's going on. But every reinvent is more announcement. Andy Jassy said one hour keynote turns into a two hour keynote three, our keynote. And now you're looking at more transform inal transformational solutions. You still got some transactions in there. But when you gotta put the holistic, cohesive plan together, that has to be transformative. How do you guys talk to customers when you say it's not just transactional? Transformative? >>Yeah, well, we look, you know, we're doing it, you know, internally ourselves as well. You know, with Presidio now we've gone from transactions. Transactions are important but we really want to transform the way our customers are able to do business. And with co vid, it's been even more important to be ableto get things done without having to be physically present in one location. And so whether it's telehealth or remote learning, remote sales activities making sure that systems are integrated with commerce engines are again are very secure. The cloud and A W S is really bringing a big difference to the marketplace, and we're very immersed in that we have clients. Uh, I'll give you an example. Wheel pros. One of the leading tire after market tire and wheel manufacturers and designers we've talked with with their CEO, Randy White. He said. What we're doing with Presidio and on AWS platform is building the wheel. Pros of the future. What does that look like? He says he wants his systems to be just like his products for his customers. They've got to be high performing. They gotta be high quality, and they've got to deliver a great customer experience. Uh, well, you know, we want to be able to leverage a lot of the services that AWS has to be able to deliver those kinds of things quickly and with high quality. So it's really exciting to be able to see the impact we're having wheel pros, business and other clients like that. >>So when you talk about your solution to take him in to explain what you guys offer a client because you have a Presidio cloud solution, you get a lot of services can just take a minute to explain what people are buying and what they're getting from Presidio. Because, um, that sounds like a great customer success story. What are they? >>What >>are they getting? >>Okay, so what? They're getting really again following kind of the Amazonian way, working backwards, right? So let's start with an idea. Let's let's let's look at something we really want to do that's going to change dramatically. Change and improve the way they delight their customers. So start with that idea. Will help them design it. Welcome. Build it. Welcome. Deploy it. We could help support it. Fully managed service support eso from from the idea through to production and then ongoing support enhancements. They can count on Presidio to deliver all of those capabilities on Dakota Couldn't do all of that on our own. We were really grated application development, data and analytics. Uh, dev Ops and Automation. But with Presidio, we bring everything to the table Onda geun fully supported. Help them from, you know, even managing. You know, they're they're resell, being able to manage the environment, making sure that they're getting the most value out of these critical investments. >>Chris, I want to get your thoughts on this. Um, Sam mentioned you wanna be the number one solution provider for on AWS? Um, great mission, by the way, I wanna unpack that now. Last year, I reported at reinvent one of the feedback items was Amazon's gonna think more about solutions. Certainly Microsoft does that. We've seen that, um, Amazon doesn't really flout a plant. Those solutions very much. I mean, even though they have them there there you guys are a nice fit there. So if you're gonna be the number one solution provider, what do you guys need to do to do that? What a customers expect from you guys? Can you take a minute? Explain your plan? >>Sure. Yeah, absolutely, John. So I think you know, when you think about clients that air transforming their business right. They need to be competitive in their own market. So when they think about business outcomes in what Presidio does, we look at it in really a full life bull approach. If you think about the applications that Sam spoke about creating things that Air Cloud native, perhaps it's a mobile ordering app that's going to make them more competitive, especially in this covert environment. Um, think about their their just their normal consumption of services on the AWS platform. How do we optimize it for them? How do we ensure that they have the right services in a very agile, secure environment? So managing and owning it the full life cycle is really kind of what we deliver from a solution set. But every client is a little bit different, depending on really what their their needs are and what what their business outcomes are. So we can take it everywhere, anywhere from, uh, full development toe Full deployment Onda managing it in a very secure way, um, to adding in their consumption side of it, adding in their licensing component where perhaps they're buying under marketplace or a or a c p p o offering. So what's really unique about Presidio is that we offer that full solution to clients from end to end, and we can manage the entire process, deliver performance, cost savings and very predictable models >>from I love the, you know, a big fan of the entire and people who watch the Cubano. All I do is talk about and to end is really a critical way to look at things holistically if you're looking at something cohesive as a solution with transactional transformative capabilities. But I want to get your thoughts on some of the market demand challenges. And if you guys could react to it, um, Sam and Chris, there's two spectrums we're seeing with this pandemic clients, customers who were, like, have a tailwind. Oh, my God. This is accelerating my value proposition. I need more help. I gotta get to the cloud I gotta transformed quickly. And then the other end of the spectrum is the worst screwed. So we're gonna reset and retool while we're kind of in this bunker down mode and they want to come out of the pandemic with a growth plan. So kind of to spectrums, right? Did you guys see that as well what's the range of psychology or buyer behavior for your customers? Because there seems to be like the airline. They're not really getting a lot of business, but they're redoing their systems. They're being classified. Or, you know, this is an app for zoom or school educational. It's needed. It's in more demand. So you kind of everything in between those Do you guys see that? And if so, or if not >>way, certainly see a component with our client base around saving costs, right? What are they going to do in this environment? Toe save costs. But at the same time, we are seeing a lot of creativity around. What does their future model look like? And how did and what do they need to build? And that's what they're spending money on. Eso. We've seen it across kind of all verticals within the business, but certainly it it's a it's a dual approach. I think customers that go about doing that properly really prepare themselves for when we all do come out of this. That the business was will be set to capitalize on the change in market. That's what I've seen. I'm sure Sam has some additional comments >>Your thoughts? >>Yeah, absolutely. I would say necessity is the mother of invention. Invention. Right. So you know, we're seeing customers that we're thinking about cloud or, you know, considering maybe a new application cloud native application. But, you know, maybe you felt like they had time to do it where, you know, with covert ITT's bold are gonna be the ones that survive and thrive on DSO. Just like we saw when people came out of the 2000 and eight financial crisis. Those that invested in their systems, invested in their people, people skills is another big area right way at Presidio have I think we're upto like 600 AWS certifications across the board from sales through all different technologies. Because, you know, we wanna retain our people. We want to help them develop their skills and make sure that we're bringing the best talent to our clients. Eso yet z you know, it's a it's a difficult time, but it's a time for opportunity. >>Necessity could be business opportunity to capture opportunity, recognition, capture or survival. I mean, it is the mother of invention, you know it is it is a forcing function, guys. Thanks for the >>one of our clients. If I if I could, just mentioned Dunkin Brands, you know, they they couldn't have traffic in their stores. So, you know, mobile ordering became even more important. Um, you know, driving with Dr Drive up pick up and we helped them move from a multi tenant SAS application that was, you know, wasn't performing wasn't a reliable enough to an AWS Cloud native application, and they tripled the traffic while also improving performance and reliability. That's the kind of power that you can have with AWS and Presidio. >>That's a great eggs. And that's a great example looking relate to that. First of all, Dunkin Donuts makes great coffee and from the East Coast originally. So I love Dunkin Donuts. DND um, but great, great brand that mobile app. Good call, because people want to get in the curbside pickup or delivered. I mean, this is the new the new normal guys. Thanks so much for the insight. Final word. If you both can weigh in, um, share with the audience. The focus for this reinvent if you could share the Presidio message for reinvent virtual 2020. What do you think, >>Sam Why don't you go first? >>Well, from my perspective, it's all about, you know, taking it to another level. That's what we feel like we're doing was part of the video now again becoming the number one AWS partner. But it's also helping customers take their most important applications, uh, to the cloud so that they can improve the way they deliver for their customers. That's really what it's all about for me. >>Yeah, I would. I would have to concur with Sam. I mean, you know, our goal. Really like Sam said a few times to be be the number one aws partner. But with that comes, you know, a huge undertaking in a huge responsibility for us, you know, with our teams and and with our customers. At the end of the day, we want all of our clients to think of us first. Um, you know, when we're delivering these solutions and how impactful Presidio has been to their business for their growth onder for their future success. So for us, the customer obsession side of it all is really we want to continue that, and that's what we're gonna get out of this conference is how do we continue that? >>Well, congratulations. Like Chris and Sam. Thanks for coming on. I always say I enjoyed my conversations with your team. Uh, they get the technical chops, um, and having a service offering that accelerates mawr cloud goodness for customers on my, um, Amazon's got a great ecosystem clouds growing like crazy. So congratulations. Thank you. >>Thank you. Thank >>you. >>Thanks for coming on the Cuban John for your watching the Cube coverage of aws reinvent 2020. It's virtual this year. We're not impersonal, but the cube virtualization It's hit the market. More cube interviews remotely. And I'm John for Thanks for watching.

>>from Miami Beach, Florida It's the key. You covering a Cronus Global Cyber Summit 2019. Brought to you by a Cronus. >>Hello, everyone. Welcome to the Cube coverage here in Miami Beach Front and Blue Hotel with Cronus Global Cyber Summit 2019 2 days of coverage. Where here, Getting all the action. What's going on in cyber tools and platforms are developing a new model of cybersecurity. Cronus Leader, Fast growing, rapidly growing back in here in the United States and globally. We're here. William Toll, head of product marketing Cronus. Thanks for coming. I appreciate it. >>Thanks, John. I'm excited. You're >>here so way were briefed on kind of the news. But you guys had more news here. First great key notes on then special guest Shark tank on as well. That's a great, great event. But you had some news slip by me. You guys were holding it back. >>So we've opened our A p I, and that's enabling a whole ecosystem to build on top of our cyber protection solutions. >>You guys have a platform infrastructure platform and sweet asserts from backup all the way through protection. All that good stuff as well. Partners. That's not a channel action platforms are the MoD has been rapidly growing. That's 19 plus years. >>And now, with the opening of our AP, eyes were opening the possibility for even Maur innovation from third parties from Eyes V's from managed service providers from developers that want to build on our platform and deliver their solutions to our ecosystem. >>You guys were very technical company and very impressed with people. Actually, cyber, you gotta have the chops, you can't fake it. Cyber. You guys do a great job, have a track record, get the P I. C B Also sdk variety, different layers. So the FBI is gonna bring out more goodness for developers. You guys, I heard a rumor. Is it true that you guys were launching a developer network? >>That's right. So the Cronus developer network actually launches today here in the show, and we're inviting developed officials. That's official. Okay. And they can go to developers that Cronus dot com and when they go in there, they will find a whole platform where they can gain access to forums, documentation and logs, and all of our software development kids as well as a sandbox, so developers can get access to the platform. Start developing within minutes. >>So what's the attraction for Iess fees and developers? I mean, you guys are here again. Technical. What is your pitch developers? Why would they be attracted to your AP eyes? And developer Resource is >>sure it's simple. Our ecosystem way have over 50,000 I t channel partners and they're active in small businesses. Over 500,000 business customers and five million and customers all benefit from solutions that they bring to our cyber cloud solutions >>portal. What type of solutions are available in the platform today? >>So their solutions that integrate P s a tools professional service is automation are mm tools tools for managing cloud tools for managing SAS applications. For example, one of our partners manages office 3 65 accounts. And if you put yourselves in the shoes of a system administrator who's managing multiple SAS applications now, they can all be managed in the Cronus platform. Leverage our user experience. You I s t k and have a seamless experience for that administrator to manage everything to have the same group policies across all of this >>depression. That success with these channel a channel on Channel General, but I s freeze and managed service ROMs. Peace. What's the dynamic between Iess, freeze and peace? You unpack that? >>Sure. So a lot of m s peace depend on certain solutions. One of our partners is Connectwise Connectwise here they're exhibiting one sponsors at at this show and their leader in providing managed to lose management solutions for M s. He's to manage all of their customers, right? And then all the end points. >>So if I participate in the developer network, is that where I get my the FBI's someone get the access to these AP eyes? >>So you visits developer data cronies dot com. You come in, you gain access to all the AP eyes. Documentation way Have libraries that'll be supporting six languages, including C sharp Python, java. Come in, gain access to those documentation and start building. There's a sandbox where they could test their code. There's SD K's. There's examples that are pre built and documentation and guides on how to use those s >>So customer the end. You're in customers or your channel customers customer. Do they get the benefits of the highest stuff in there? So in other words, that was the developer network have a marketplace where speed push their their solutions in there. >>Also launching. Today we have the Cronus Cyber Cloud Solutions portal and inside there there's already 30 integrations that we worked over the years to build using that same set of AP eyes and SD case. >>Okay, so just get this hard news straight. Opening up the AP eyes. That's right. Cronus Developer Network launched today and Cloud Solutions Portal. >>That's right, Cyber Cloud Solutions Portal Inside there there's documentation on all the different solutions that are available today. >>What's been the feedback so far? Those >>It's been great. You know, if we think about all the solutions that we've already integrated, we have hundreds of manage service providers using just one solution that we've already integrated. >>William, we're talking before we came on camera about the old days in this business for a long time just a cube. We've been documenting the i t transformation with clouds in 10 years. I've been in this in 30 years. Ways have come and gone and we talked to see cells all the time now and number one constant pattern that emerges is they don't want another tour. They want a solid date looking for Jules. Don't get me wrong, the exact work fit. But they're looking for a cohesive platform, one that's horizontally scaled that enables them to either take advantage of a suite of service. Is boy a few? That's right. This is a trend. Do you agree with that? What you're saying? I totally agree >>with that, right? It makes it much easier to deal with provisioning, user management and billing, right? Think about a man of service provider and all of their customers. They need that one tool makes their lives so much easier. >>And, of course, on event would not be the same. We didn't have some sort of machine learning involved. How much his machine learning been focused for you guys and what's been some of the the innovations that come from from the machine. I mean, you guys have done >>artificial intelligence is critical today, right? It's, uh, how we're able to offer some really top rated ransomware protection anti malware protection. We could not do that without artificial intelligence. >>Final question for you. What's the top story shows week If you have to kind of boil it down high order bit for the folks that couldn't make it. Watching the show. What's the top story they should pay attention to? >>Top story is that Cronus is leading the effort in cyber protection. And it's a revolution, right? We're taking data protection with cyber security to create cyber protection. Bring that all together. Really? Democratize is a lot of enterprise. I t. And makes it accessible to a wider market. >>You know, we've always said on the Q. Go back and look at the tapes. It's a date. A problem that's right. Needed protection. Cyber protection. Working him, >>Cronus. Everything we do is about data. We protect data from loss. We protect data from theft and we protect data from manipulation. It's so critical >>how many customers you guys have you? I saw some stats out there. Founded in 2003 in Singapore. Second headquarters Whistle in 2000 a global company, 1400 employees of 32 offices. Nice nice origination story. They're not a Johnny come lately has been around for a while. What's the number? >>So five million? Any customers? 500,000 business customers. 50,000 channel partners. >>Congratulations. Thanks. Thanks for having us here in Miami Beach. Thanks. Not a bad venue. As I said on Twitter just a minute ago place. Thanks for Thanks. All right, John. Just a cube coverage here. Miami Beach at the front in Blue Hotel for the Cyber Global Cyber Security Summit here with Cronus on John Kerry back with more coverage after this short break.

>> 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. Everybody watching the Cube, the leader in live tech coverage. This day. One of our coverage of Sisqo Live 2019 from San Diego. I'm Dave a lot with my co host to minimum. Lisa Martin is also here. Kip Compton is the senior vice president of Cisco's Cloud Platform and Solutions, and he's joined by Fabio Gori was the senior director of Cloud Solutions Marketing. Gentlemen, thanks so much for coming on the Cube. >> Thanks. Great to be here having us. >> You're very welcome, Fabio. So, Kip, Let's start with you. I want to start with a customer perspective. People are transforming. Cloud is part of that innovation cocktail, if you will. Absolutely. How would you summarize your customers? Cloud strategies? >> Well, I mean, in one word, I'd say Multi cloud, and it's what I've been saying for some time. Is Custer's air really expanding into the cloud and it really expanding into multiple clouds? And what's driving that is the need to take advantage of the innovation in the economics that are offered in the various clouds, and we sit like to say that they're expanding into the cloud because for the vast majority, their coast of our coasters, they have data centers. They're going to continue to have data centers. Nothing's going to keep running in those data centers now. What's happening is they thought it would be easy to start with everyone here. CEO Chuck likes to talk about, however, and thought they just moved to the cloud like moving to another neighborhood. Everything would be great. Well, when they're multiple clouds, you leaving some stuff on him. All of a sudden, what was supposed to be simple and easy becomes quite complex. >> Yeah, I've often said Well, multi club was kind of a symptom of multi vendor. But what you're saying is, essentially, it's it's becoming horses for courses, the workload matching the workload with the best cloud to solve that problem. >> I think it's a feature not above. I think it's here to stay. >> So how is that informing your strategy is Cisco? >> Well, you know, we're very customer responsive, and we see this problem and we look at how we can solve it and what customs have told us is that they want access to the different innovation in these different clouds and the different economic offers in each of these clouds. But they want to do it with less complexity, and they want to do it with less friction. And there's a bunch of areas where they're not looking for innovation. They don't need things work differently in networking. They want one way for networking to work across the multiple clouds and, frankly, to integrate with their own primus. Well. Likewise, for Security. A lot of Custer's air a little freaked out by the idea that there be different security regimes in every cloud that they use and maybe even different than what they already have on him. So they want that to be connected and to work management an application lifecycle. They're worried about that. They're like they don't want it to be different in every single cloud. A map Dynamics is a great example of an asset here. We got strong feedback for our customers that they needed to be able to measure the application performance in a common way across the environments. When imagine going to your CEO and talking about the performance of applications and having different metrics. 2,000,000,000 where it's hosted. It doesn't make any sense in terms of getting business insights. So I've dynamics is another example of something that Custer's one across all of that. So we really see Cisco's role is bringing all of those common capabilities and really reducing the complexity and friction of multi Cobb, enabling our customers to really take the most advantage possible. Multiple cloud. >> So Fabio kept talked about how moving to cloud is a little bit more complex than moving house from one neighborhood to the other. What are some of the key challenges that you guys are seeing? And how specifically is Cisco helping to ameliorate some of those challenges? >> Well, there are some challenges that are squarely in the camp where we can help. Others are related, and probably they're the toughest in clouds to fundamentally acquisition of talent. Right way can help with our custom off course with our partner ecosystem in this case, but a lot of that is really the culture of the company needs to change, right? We keep talking about develops way, keep talking about what does he mean operating this infrastructure in the cloud. It's a whole different ballgame, right? It's a continues integration, continues. Development is actually moving toe agile, kind of softer. The album models. And, you know, I very often do the analogy or what we've seen a few years ago in the data center space where we so actually, the end off the super specialization, like people on Lino in storage, all innit, working on ly computing. And then we saw the rise of people fundamentally expert in in the entire stack. We're seeing the same in the cloud with the rise of the Cloud Architect. These guys now are the ones they're behind building Cloud Centre of excellence. The issue. If you want guidance, where's the control remains into the other team's right. But this is very, very important. So it's overcoming, overcoming the talent gap and knowing how to deal with that on the bottom of that on the other side, so you get a free economy is technology challenges. For instance, embracing Q Burnett is becomes an embracing open source is a big, big challenge, right? You've gotta be able to master this kind of science if you want and trusting partners like, for instance, ourselves and others that will give you a curated versions of the softer image in life. Very often do customer meetings, and I ask how many how many tools to use in production for your Cuban Embassy plantation? And the answer ranges from 20 to 25. It's crazy, right? So imagine if 12 or three of these stools go away. What are you going to do? So you know, it's it's a whole different ball game really going to go into this kind of world. So Kip, we understand >> today, customers are multi cloud and future. It's going to be multi cloud. Think So. >> How do we make >> sure that multi cloud doesn't become least Domine, Denominator Cloud? Or, you know, you really say All I have is this combination of a bunch of pieces like the old multi vendor. How does multi cloud become more powerful than just the sum of its components? Is a good question, and we've really, I mean, way support a lot of different ways of accessing a cloud, Francisco, because we have such a broad Custer base and our goal is really to support our customers. However, they want to work. But we have made a bet in terms of avoiding the lowest common denominator on DH. Some people look ATT, accessing multiple clouds as sort of laying down one software platform and writing their software to one set of AP eyes that they didn't somehow implement in every cloud. And I think that does tend to get you to lowest common denominator because, you know, if you want to be on the Alexis Smart speaker, you have to be on the Lambda Service at a job. Yes, that's it. It doesn't exist anywhere else. And so if you're trying to create a common layer across so your clouds and that's your approach, you have to give up unique capabilities like that. And almost every consumer brand wants to be our needs to be on that election. Smart speaker. So we actually see it is more taking the functions that are not points of innovation, reducing the friction and leaving our customers with the time and energy to focus on taking advantage of their unique capabilities. And Fabio, you're partnering at Cisco with a number of their providers out there. Where are we with the maturity of all this? We were at the Cube con show and you know you're right. There's a lot of different tools. Simple is not what we're discussing, mostly out that show. So what do we solve today? And what kind of things does Cisco and its partners look to be solving kind of in the next 6 to 12 months? >> Partner? Partnering with this big players is absolutely a company priority for us, for Cisco, and one thing that's important is you, said multi vendor at the beginning. That was an interesting common, because if you think about it, multiple out is really business need, right? You want a hardness, innovation wherever it comes from. But then when you work with a specific provider in your reach, critical mass you want tohave integrations with this with this different providers, and that is the hybrid world. So hybrid is more of a technology need to streamline things like networking or security, or the way you storage because the poor things of this nature so that's three. Liza is a big need, and we'll continue, of course, adding more and more from the standpoint of partnerships every every one of the environments in our customers want to uses of interest for us, right to extend their policies to extend our reach. >> So just following up on that partnership, You guys air cloud agnostic, You don't own your own clouds, right? Not selling that. So you were at Google Cloud next to Europe on stage David Gettler, you've got a relationship with as your you got relationship with a W s. Obviously so talking about the importance of partnerships and specific strategy there in terms of your go to market, >> Well, you know, first, all the partnerships or critical I mean, it's you said we're not trying to move the workload Stark filed. And by the way, a lot of our customers has said that something that they value they see us is one of the biggest, most capable companies on the planet. That still is someone. I got sick and ableto work with them on. What's the right answer for their business? Not trying to move everything to one place and those partnerships a critical. So you're going to see us continue Teo building this partnerships. In fact, it's only day one here. I wouldn't be surprised if you saw some news this week on that. >> We were wondering if we're going to see somebody parachute in, that would be exciting. So why Cisco? Uh, ask each of you guys Maybe maybe, kid, you could You could give us the answer from your perspective and an Aussie. The same question. >> Well, from my perspective, it's based on what our customers tell us that again. You know, the things that were very good at things like networking and security are some of the biggest problems that our customs face in taking advantage of clouds and are some of things that they most want common across clouds. So we have a very natural role in this. I actually think back to the founding of Cisco, if you know the story. But it was Sandy Lerner and Limbo zakat Stanford. Their networks couldn't talk each other. You didn't remember back to the days like deck net and apple talk and all these things. It's hard to even recall because this new thing called peace pipe he obviously took over. That was the beginning of Sisko is building the multi protocol router that let those different islands talk each other. In many ways, Custer's see us doing sort of the same thing or want us to do the same thing in a multi cloud world. >> Well, just aside before I ask you, Fabian, a lot of people think that, you know, the microprocessor revolution killed many computers. IPads. Cisco kind of killed many computers to your point. But, Fabio, anything you would add to the sort of wisest >> guy would say, If you want my three seconds elevator peaches, we make multiple easier and more secure. Multiple this complex. So we definitely make it easier through our software. And we have three big buckets if you want there really compelling for for our customers, the 1st 1 is all of our software. Arsenal around weapon on his cloud center work looked a musician manager that helps last summer in building a unified application management kind of soft or sweet across home Prem and any of the public clouds that we've been talking about. The 2nd 1 is, as you said, we build on our DNA, which is, if you want and you heard Gettler today are multi domain kind of architecture, right, which is incredibly relevant in this case, you are not working in security. Fabric really is important there, and the thirties are ability because we don't compete with any other big players to partner with them and solve problems for our customers. So these three buckets are really, really important that deliver. Ah hi business value to >> our customers if I want to come back to something we're talking about is the Customs said the customers don't want a different security regime for each cloud, right? So it's complicated because, first of all, they're trying to struggle with their own security regime anyway, Right? Right? And that's transforming. What is the right right? Sorry security regime in this cloud here. How is it evolving? >> Well, me, What we're doing is we're bringing tools like Te Trae Shen, which now runs on prim and in the clouds. Things like stealth watch what's runs on permanent cloud and simply bringing them security frameworks that are very effective where I think a very capable of well known security vendor, but bringing them the capability to run the same capabilities in there on prem environments in their data centers as well as a multiple public clouds, and that just eliminates the scenes that hackers could maybe get into. It makes common policy possibles. They going to find policy around an application once and have it apply across Balto environments, which not only is easier for them but eliminates potential mistakes that they might make that might leave things open. Joe Hacker. So for us, it's that simple bringing very effective common frameworks for security across all these >> years. You certainly see the awareness of the security imperative moving beyond the SEC ops team. There's no question about that. It's now board level lines of business are worried about. For their digital transformation was data, but our organizations at the point where there operationalize ing security practices and the like, you know, to the extent that they should be >> well, I mean, I think when you say they should be, there's always room for improvement. Okay, but we're seeing just about all of our customers. I mean, as you said, securities is a sea level, if not a board level discussion and just about all of our customers. It's routinely top first or second concern on a survey when Custer's saw about what's concerning them with the clouds. And so we're seeing them really view, you know, security's foundational to what they're doing. >> I mean, it used to be. This sort of failure equals fire mentality. You somebody cracks through, you're fired. And so nobody talked about it. Now I think people realize, look, bad guys are going to get through. It's how you respond to them. Don't you think about how you using analytics, but yeah. So >> when we start just the >> way you were moving quickly >> towards, well, more or less quickly to a zero trust kind ofwork thie action assist you in this area every since the acquisition ofthe duo is performing exceptionally well. And if you want at the top of the security ecosystem in a multi polar world, you find identity because if you don't know who the user or the thing is, they're trying to use a certain application, you're in trouble because perimeter, all security off course is important. But you know that you're going to be penetrated, right? So it boils down to understanding who's doing what and re mediating a soon as possible. So it's a whole different paradigm >> of a security huge tail. When Francisco it's a business growing 21% a year, it's three more than three times the growth of the company. Overall, which is actually still pretty good. Five or 6%. So security rocketship? >> Yeah, Fabio, Just I noticed before we did the interview here that everybody is wearing the T shirts. The cloud takeover is happening here at the definite zone. So give those of us that you know aren't among the 28,000 you know here at the show. A little bit of what's happening from you're >> gonna do something unusual going, gonna turn that question to keep because he was actually on stage >> the second single. Why don't you just get that off? You know, I think it links back to it. Bobby. Always talking about what talent I mean, obviously the most important thing we bring our customers is the technology. We are a technology company, but so many of our customers were asking us to help them with this talent cap. And I think the growth of definite I mean, we're actually sitting here in the definite zone. It's got its own area Here. It's Sisk alive. It's gotten bigger every single year. Here it's just go live. The growth of definite is a sign of how important talent issue is as well as the new certifications that we announce we expanded our certification program to include software conjuncture with Dev. Net. So now people be able to get professional certifications Francisco not just on networking but on software capabilities and skills. And this is something both our partners, our customers have told us. They're really looking for now in terms of the takeover, it's something fun that the definite crew does. I think you're doing five of them during this week. I was really excited, Suzy. We asked us to be the first Eso es the opportunity. Kick it off. It does include beer. So that's one of the nice things. It includes T shirts, both things that I think are prevalent in the developer community. I'll say, Andi, just have an hour where the focus is on cloud technology. So we got everyone in cloud T shirts, a bunch of the experts for my product enduring teams on hand. We had some special presentations, were just many an hour focused on cloud >> Well, and I love that you're doing that definite zone. We've always been super impressed with this whole notion of infrastructures code. I think I've said many times of all the traditional enterprise cos you know computer companies, if you will hae t companies Cisco has done a better job of anybody than making its infrastructure programmable. We're talking about security before it's critical. If you're still tossing stuff over to the operations team, you're gonna be have exposures. Whereas you guys are in a position now and you talk talent, you're transitioning. You know the role of the C C I. A. And now is becoming essentially a developer of infrastructure is code, and it's a very powerful absolutely. I think we're >> helping our partners and our customers transform. Justus were transforming. I think it's kind of a symbiotic relationship that's super important to us. >> It's also important you think about the balancing act between agility, cost, called security or even data assurance. There. Tradeoffs involved the nobs. You have to turn, but you can. You can you achieve all three, you know, to optimize your business. >> Look, there may always be trade offs, but it's not sort of a zero sum game. All those we sing customers who've automated that through things like C I. D. Move Teo, you know, a different place in a much better place where They're not necessarily making trade offs on security to get better agility if they fully off if they fully automated their deployment chains. So they know that there are no mistakes there. They know that they have the ability to roll out fixes if they need to. They know that they're containers, for instance. They're being scanned from a security perspective, very every time they deploy them. They're actually able to build automated infrastructures that are more agile and more secure so that it's pretty exciting. >> So it involves the automated change management and date assurance talking about containers. That's interesting. Spinning up containers. You want to spend it down frequently. So the bad guys that makes it harder for them to get through. >> You talk about BM sprawling, right? Yeah, right. The Janus sprawling biggest issues out there. And by the way, you know, as you automate this infrastructure, rightly so you mention infrastructures code that you can do the other magic, which is introducing machine learning artificial intelligence. And today they get learn such Gupta gave school. Harold, thank you. Have a terrific demonstration off. You know, finding Rocco's analysis for very, very complex kind of problems that will take forever in the old fashion world. Now, all of a sudden you have the management system. In this case, the nation tells you actually where the problem is, and if you value there that you click a button and instantaneously you deploy, you know, new policies and configuration. That's a dream come true. Literally, you may say, probably we're the last ones to the party in terms of infrastructure players, the industry means. But we're getting there very quickly, and this is a whole new set of possibilities now, >> way talking the cube a lot, and I think it's really relevant for what I'm hearing about your strategies. This cloud is about bringing the cloud operating model to your data wherever your data lives. And that seems to be kind of underscore your your strategy. Absolutely. It's so edge cloud on Prem hybrid, you guys, Your strategy is really to enable customers to bring that operating model wherever they need to. Absolutely right >> that transparency is a big deal. I mean, application anywhere, eating. Did I anywhere? That's a world where we're going to >> guys thoughts. Final thoughts on Sisqo live this year. No, it's only day one gets a customer meetings tonight, but initial impression San Diego >> Well, it's It's a well, it's always great to be in San Diego on DH. It's a great facility, and we know our customers really enjoy San Diego is Well, I think we'll have a great customer appreciation event on Wednesday night. Um, but, you know, I was struck. Uh, you just have to the keynote. I mean, the world solutions was buzzing, and there seems to be is always a lot of energy. It's just go live. But somehow so far this season, maybe even a little bit more energy. I know we've got a number of announcements coming this week across a bunch different areas, including clouds. So we're excited for next few days. >> Well, you got the double whammy first half. We were in February when Barcelona guys don't waste any time. You come right back. And June, your final thoughts value. >> Oh, it's just so exciting to speak with customers and partners. Over here, you can touch their excitement. People love to come together and get old. The news, you know, in one place it's this tremendous amount of energy here. >> Keep copter Fabio Gori. Thanks so much for coming on The Cube. Appreciate it. Thank you for having your walkabout, keeper. Right, everybody. We'll be back with our next guest. David Out. A student of Aunt Lisa Martin. We're live from Cisco Live 2019 in San Diego, right back.