>>From the Cube Studios in Palo Alto in Boston, bringing you data-driven insights from the cube and E T R. This is breaking analysis with Dave Valante. >>Making technology predictions in 2022 was tricky business, especially if you were projecting the performance of markets or identifying I P O prospects and making binary forecast on data AI and the macro spending climate and other related topics in enterprise tech 2022, of course was characterized by a seesaw economy where central banks were restructuring their balance sheets. The war on Ukraine fueled inflation supply chains were a mess. And the unintended consequences of of forced march to digital and the acceleration still being sorted out. Hello and welcome to this week's weekly on Cube Insights powered by E T R. In this breaking analysis, we continue our annual tradition of transparently grading last year's enterprise tech predictions. And you may or may not agree with our self grading system, but look, we're gonna give you the data and you can draw your own conclusions and tell you what, tell us what you think. >>All right, let's get right to it. So our first prediction was tech spending increases by 8% in 2022. And as we exited 2021 CIOs, they were optimistic about their digital transformation plans. You know, they rushed to make changes to their business and were eager to sharpen their focus and continue to iterate on their digital business models and plug the holes that they, the, in the learnings that they had. And so we predicted that 8% rise in enterprise tech spending, which looked pretty good until Ukraine and the Fed decided that, you know, had to rush and make up for lost time. We kind of nailed the momentum in the energy sector, but we can't give ourselves too much credit for that layup. And as of October, Gartner had it spending growing at just over 5%. I think it was 5.1%. So we're gonna take a C plus on this one and, and move on. >>Our next prediction was basically kind of a slow ground ball. The second base, if I have to be honest, but we felt it was important to highlight that security would remain front and center as the number one priority for organizations in 2022. As is our tradition, you know, we try to up the degree of difficulty by specifically identifying companies that are gonna benefit from these trends. So we highlighted some possible I P O candidates, which of course didn't pan out. S NQ was on our radar. The company had just had to do another raise and they recently took a valuation hit and it was a down round. They raised 196 million. So good chunk of cash, but, but not the i p O that we had predicted Aqua Securities focus on containers and cloud native. That was a trendy call and we thought maybe an M SS P or multiple managed security service providers like Arctic Wolf would I p o, but no way that was happening in the crummy market. >>Nonetheless, we think these types of companies, they're still faring well as the talent shortage in security remains really acute, particularly in the sort of mid-size and small businesses that often don't have a sock Lacework laid off 20% of its workforce in 2022. And CO C e o Dave Hatfield left the company. So that I p o didn't, didn't happen. It was probably too early for Lacework. Anyway, meanwhile you got Netscope, which we've cited as strong in the E T R data as particularly in the emerging technology survey. And then, you know, I lumia holding its own, you know, we never liked that 7 billion price tag that Okta paid for auth zero, but we loved the TAM expansion strategy to target developers beyond sort of Okta's enterprise strength. But we gotta take some points off of the failure thus far of, of Okta to really nail the integration and the go to market model with azero and build, you know, bring that into the, the, the core Okta. >>So the focus on endpoint security that was a winner in 2022 is CrowdStrike led that charge with others holding their own, not the least of which was Palo Alto Networks as it continued to expand beyond its core network security and firewall business, you know, through acquisition. So overall we're gonna give ourselves an A minus for this relatively easy call, but again, we had some specifics associated with it to make it a little tougher. And of course we're watching ve very closely this this coming year in 2023. The vendor consolidation trend. You know, according to a recent Palo Alto network survey with 1300 SecOps pros on average organizations have more than 30 tools to manage security tools. So this is a logical way to optimize cost consolidating vendors and consolidating redundant vendors. The E T R data shows that's clearly a trend that's on the upswing. >>Now moving on, a big theme of 2020 and 2021 of course was remote work and hybrid work and new ways to work and return to work. So we predicted in 2022 that hybrid work models would become the dominant protocol, which clearly is the case. We predicted that about 33% of the workforce would come back to the office in 2022 in September. The E T R data showed that figure was at 29%, but organizations expected that 32% would be in the office, you know, pretty much full-time by year end. That hasn't quite happened, but we were pretty close with the projection, so we're gonna take an A minus on this one. Now, supply chain disruption was another big theme that we felt would carry through 2022. And sure that sounds like another easy one, but as is our tradition, again we try to put some binary metrics around our predictions to put some meat in the bone, so to speak, and and allow us than you to say, okay, did it come true or not? >>So we had some data that we presented last year and supply chain issues impacting hardware spend. We said at the time, you can see this on the left hand side of this chart, the PC laptop demand would remain above pre covid levels, which would reverse a decade of year on year declines, which I think started in around 2011, 2012. Now, while demand is down this year pretty substantially relative to 2021, I D C has worldwide unit shipments for PCs at just over 300 million for 22. If you go back to 2019 and you're looking at around let's say 260 million units shipped globally, you know, roughly, so, you know, pretty good call there. Definitely much higher than pre covid levels. But so what you might be asking why the B, well, we projected that 30% of customers would replace security appliances with cloud-based services and that more than a third would replace their internal data center server and storage hardware with cloud services like 30 and 40% respectively. >>And we don't have explicit survey data on exactly these metrics, but anecdotally we see this happening in earnest. And we do have some data that we're showing here on cloud adoption from ET R'S October survey where the midpoint of workloads running in the cloud is around 34% and forecast, as you can see, to grow steadily over the next three years. So this, well look, this is not, we understand it's not a one-to-one correlation with our prediction, but it's a pretty good bet that we were right, but we gotta take some points off, we think for the lack of unequivocal proof. Cause again, we always strive to make our predictions in ways that can be measured as accurate or not. Is it binary? Did it happen, did it not? Kind of like an O K R and you know, we strive to provide data as proof and in this case it's a bit fuzzy. >>We have to admit that although we're pretty comfortable that the prediction was accurate. And look, when you make an hard forecast, sometimes you gotta pay the price. All right, next, we said in 2022 that the big four cloud players would generate 167 billion in IS and PaaS revenue combining for 38% market growth. And our current forecasts are shown here with a comparison to our January, 2022 figures. So coming into this year now where we are today, so currently we expect 162 billion in total revenue and a 33% growth rate. Still very healthy, but not on our mark. So we think a w s is gonna miss our predictions by about a billion dollars, not, you know, not bad for an 80 billion company. So they're not gonna hit that expectation though of getting really close to a hundred billion run rate. We thought they'd exit the year, you know, closer to, you know, 25 billion a quarter and we don't think they're gonna get there. >>Look, we pretty much nailed Azure even though our prediction W was was correct about g Google Cloud platform surpassing Alibaba, Alibaba, we way overestimated the performance of both of those companies. So we're gonna give ourselves a C plus here and we think, yeah, you might think it's a little bit harsh, we could argue for a B minus to the professor, but the misses on GCP and Alibaba we think warrant a a self penalty on this one. All right, let's move on to our prediction about Supercloud. We said it becomes a thing in 2022 and we think by many accounts it has, despite the naysayers, we're seeing clear evidence that the concept of a layer of value add that sits above and across clouds is taking shape. And on this slide we showed just some of the pickup in the industry. I mean one of the most interesting is CloudFlare, the biggest supercloud antagonist. >>Charles Fitzgerald even predicted that no vendor would ever use the term in their marketing. And that would be proof if that happened that Supercloud was a thing and he said it would never happen. Well CloudFlare has, and they launched their version of Supercloud at their developer week. Chris Miller of the register put out a Supercloud block diagram, something else that Charles Fitzgerald was, it was was pushing us for, which is rightly so, it was a good call on his part. And Chris Miller actually came up with one that's pretty good at David Linthicum also has produced a a a A block diagram, kind of similar, David uses the term metacloud and he uses the term supercloud kind of interchangeably to describe that trend. And so we we're aligned on that front. Brian Gracely has covered the concept on the popular cloud podcast. Berkeley launched the Sky computing initiative. >>You read through that white paper and many of the concepts highlighted in the Supercloud 3.0 community developed definition align with that. Walmart launched a platform with many of the supercloud salient attributes. So did Goldman Sachs, so did Capital One, so did nasdaq. So you know, sorry you can hate the term, but very clearly the evidence is gathering for the super cloud storm. We're gonna take an a plus on this one. Sorry, haters. Alright, let's talk about data mesh in our 21 predictions posts. We said that in the 2020s, 75% of large organizations are gonna re-architect their big data platforms. So kind of a decade long prediction. We don't like to do that always, but sometimes it's warranted. And because it was a longer term prediction, we, at the time in, in coming into 22 when we were evaluating our 21 predictions, we took a grade of incomplete because the sort of decade long or majority of the decade better part of the decade prediction. >>So last year, earlier this year, we said our number seven prediction was data mesh gains momentum in 22. But it's largely confined and narrow data problems with limited scope as you can see here with some of the key bullets. So there's a lot of discussion in the data community about data mesh and while there are an increasing number of examples, JP Morgan Chase, Intuit, H S P C, HelloFresh, and others that are completely rearchitecting parts of their data platform completely rearchitecting entire data platforms is non-trivial. There are organizational challenges, there're data, data ownership, debates, technical considerations, and in particular two of the four fundamental data mesh principles that the, the need for a self-service infrastructure and federated computational governance are challenging. Look, democratizing data and facilitating data sharing creates conflicts with regulatory requirements around data privacy. As such many organizations are being really selective with their data mesh implementations and hence our prediction of narrowing the scope of data mesh initiatives. >>I think that was right on J P M C is a good example of this, where you got a single group within a, within a division narrowly implementing the data mesh architecture. They're using a w s, they're using data lakes, they're using Amazon Glue, creating a catalog and a variety of other techniques to meet their objectives. They kind of automating data quality and it was pretty well thought out and interesting approach and I think it's gonna be made easier by some of the announcements that Amazon made at the recent, you know, reinvent, particularly trying to eliminate ET t l, better connections between Aurora and Redshift and, and, and better data sharing the data clean room. So a lot of that is gonna help. Of course, snowflake has been on this for a while now. Many other companies are facing, you know, limitations as we said here and this slide with their Hadoop data platforms. They need to do new, some new thinking around that to scale. HelloFresh is a really good example of this. Look, the bottom line is that organizations want to get more value from data and having a centralized, highly specialized teams that own the data problem, it's been a barrier and a blocker to success. The data mesh starts with organizational considerations as described in great detail by Ash Nair of Warner Brothers. So take a listen to this clip. >>Yeah, so when people think of Warner Brothers, you always think of like the movie studio, but we're more than that, right? I mean, you think of H B O, you think of t n t, you think of C N N. We have 30 plus brands in our portfolio and each have their own needs. So the, the idea of a data mesh really helps us because what we can do is we can federate access across the company so that, you know, CNN can work at their own pace. You know, when there's election season, they can ingest their own data and they don't have to, you know, bump up against, as an example, HBO if Game of Thrones is going on. >>So it's often the case that data mesh is in the eyes of the implementer. And while a company's implementation may not strictly adhere to Jamma Dani's vision of data mesh, and that's okay, the goal is to use data more effectively. And despite Gartner's attempts to deposition data mesh in favor of the somewhat confusing or frankly far more confusing data fabric concept that they stole from NetApp data mesh is taking hold in organizations globally today. So we're gonna take a B on this one. The prediction is shaping up the way we envision, but as we previously reported, it's gonna take some time. The better part of a decade in our view, new standards have to emerge to make this vision become reality and they'll come in the form of both open and de facto approaches. Okay, our eighth prediction last year focused on the face off between Snowflake and Databricks. >>And we realized this popular topic, and maybe one that's getting a little overplayed, but these are two companies that initially, you know, looked like they were shaping up as partners and they, by the way, they are still partnering in the field. But you go back a couple years ago, the idea of using an AW w s infrastructure, Databricks machine intelligence and applying that on top of Snowflake as a facile data warehouse, still very viable. But both of these companies, they have much larger ambitions. They got big total available markets to chase and large valuations that they have to justify. So what's happening is, as we've previously reported, each of these companies is moving toward the other firm's core domain and they're building out an ecosystem that'll be critical for their future. So as part of that effort, we said each is gonna become aggressive investors and maybe start doing some m and a and they have in various companies. >>And on this chart that we produced last year, we studied some of the companies that were targets and we've added some recent investments of both Snowflake and Databricks. As you can see, they've both, for example, invested in elation snowflake's, put money into Lacework, the Secur security firm, ThoughtSpot, which is trying to democratize data with ai. Collibra is a governance platform and you can see Databricks investments in data transformation with D B T labs, Matillion doing simplified business intelligence hunters. So that's, you know, they're security investment and so forth. So other than our thought that we'd see Databricks I p o last year, this prediction been pretty spot on. So we'll give ourselves an A on that one. Now observability has been a hot topic and we've been covering it for a while with our friends at E T R, particularly Eric Bradley. Our number nine prediction last year was basically that if you're not cloud native and observability, you are gonna be in big trouble. >>So everything guys gotta go cloud native. And that's clearly been the case. Splunk, the big player in the space has been transitioning to the cloud, hasn't always been pretty, as we reported, Datadog real momentum, the elk stack, that's open source model. You got new entrants that we've cited before, like observe, honeycomb, chaos search and others that we've, we've reported on, they're all born in the cloud. So we're gonna take another a on this one, admittedly, yeah, it's a re reasonably easy call, but you gotta have a few of those in the mix. Okay, our last prediction, our number 10 was around events. Something the cube knows a little bit about. We said that a new category of events would emerge as hybrid and that for the most part is happened. So that's gonna be the mainstay is what we said. That pure play virtual events are gonna give way to hi hybrid. >>And the narrative is that virtual only events are, you know, they're good for quick hits, but lousy replacements for in-person events. And you know that said, organizations of all shapes and sizes, they learn how to create better virtual content and support remote audiences during the pandemic. So when we set at pure play is gonna give way to hybrid, we said we, we i we implied or specific or specified that the physical event that v i p experience is going defined. That overall experience and those v i p events would create a little fomo, fear of, of missing out in a virtual component would overlay that serves an audience 10 x the size of the physical. We saw that really two really good examples. Red Hat Summit in Boston, small event, couple thousand people served tens of thousands, you know, online. Second was Google Cloud next v i p event in, in New York City. >>Everything else was, was, was, was virtual. You know, even examples of our prediction of metaverse like immersion have popped up and, and and, and you know, other companies are doing roadshow as we predicted like a lot of companies are doing it. You're seeing that as a major trend where organizations are going with their sales teams out into the regions and doing a little belly to belly action as opposed to the big giant event. That's a definitely a, a trend that we're seeing. So in reviewing this prediction, the grade we gave ourselves is, you know, maybe a bit unfair, it should be, you could argue for a higher grade, but the, but the organization still haven't figured it out. They have hybrid experiences but they generally do a really poor job of leveraging the afterglow and of event of an event. It still tends to be one and done, let's move on to the next event or the next city. >>Let the sales team pick up the pieces if they were paying attention. So because of that, we're only taking a B plus on this one. Okay, so that's the review of last year's predictions. You know, overall if you average out our grade on the 10 predictions that come out to a b plus, I dunno why we can't seem to get that elusive a, but we're gonna keep trying our friends at E T R and we are starting to look at the data for 2023 from the surveys and all the work that we've done on the cube and our, our analysis and we're gonna put together our predictions. We've had literally hundreds of inbounds from PR pros pitching us. We've got this huge thick folder that we've started to review with our yellow highlighter. And our plan is to review it this month, take a look at all the data, get some ideas from the inbounds and then the e t R of January surveys in the field. >>It's probably got a little over a thousand responses right now. You know, they'll get up to, you know, 1400 or so. And once we've digested all that, we're gonna go back and publish our predictions for 2023 sometime in January. So stay tuned for that. All right, we're gonna leave it there for today. You wanna thank Alex Myerson who's on production and he manages the podcast, Ken Schiffman as well out of our, our Boston studio. I gotta really heartfelt thank you to Kristen Martin and Cheryl Knight and their team. They helped get the word out on social and in our newsletters. Rob Ho is our editor in chief over at Silicon Angle who does some great editing for us. Thank you all. Remember all these podcasts are available or all these episodes are available is podcasts. Wherever you listen, just all you do Search Breaking analysis podcast, really getting some great traction there. Appreciate you guys subscribing. I published each week on wikibon.com, silicon angle.com or you can email me directly at david dot valante silicon angle.com or dm me Dante, or you can comment on my LinkedIn post. And please check out ETR AI for the very best survey data in the enterprise tech business. Some awesome stuff in there. This is Dante for the Cube Insights powered by etr. Thanks for watching and we'll see you next time on breaking analysis.

>>Hey everyone, welcome to this event, HPE Compute Security. I'm your host, Lisa Martin. Kevin Dee joins me next Senior director, future Surfer Architecture at hpe. Kevin, it's great to have you back on the program. >>Thanks, Lisa. I'm glad to be here. >>One of the topics that we're gonna unpack in this segment is, is all about cybersecurity. And if we think of how dramatically the landscape has changed in the last couple of years, I was looking at some numbers that H P V E had provided. Cybercrime will reach 10.5 trillion by 2025. It's a couple years away. The average total cost of a data breach is now over 4 million, 15% year over year crime growth predicted over the next five years. It's no longer if we get hit, it's when it's how often. What's the severity? Talk to me about the current situation with the cybersecurity landscape that you're seeing. >>Yeah, I mean the, the numbers you're talking about are just staggering and then that's exactly what we're seeing and that's exactly what we're hearing from our customers is just absolutely key. Customers have too much to lose. The, the dollar cost is just, like I said, staggering. And, and here at HP we know we have a huge part to play, but we also know that we need partnerships across the industry to solve these problems. So we have partnered with, with our, our various partners to deliver these Gen 11 products. Whether we're talking about partners like a M D or partners like our Nick vendors, storage card vendors. We know we can't solve the problem alone. And we know this, the issue is huge. And like you said, the numbers are staggering. So we're really, we're really partnering with, with all the right players to ensure we have a secure solution so we can stay ahead of the bad guys to try to limit the, the attacks on our customers. >>Right. Limit the damage. What are some of the things that you've seen particularly change in the last 18 months or so? Anything that you can share with us that's eye-opening, more eye-opening than some of the stats we already shared? >>Well, there, there's been a massive number of attacks just in the last 12 months, but I wouldn't really say it's so much changed because the amount of attacks has been increasing dramatically over the years for many, many, many years. It's just a very lucrative area for the bad guys, whether it's ransomware or stealing personal data, whatever it is, it's there. There's unfortunately a lot of money to be made into it, made from it, and a lot of money to be lost by the good guys, the good guys being our customers. So it's not so much that it's changed, it's just that it's even accelerating faster. So the real change is, it's accelerating even faster because it's becoming even more lucrative. So we have to stay ahead of these bad guys. One of the statistics of Microsoft operating environments, the number of tax in the last year, up 50% year over year, that's a huge acceleration and we've gotta stay ahead of that. We have to make sure our customers don't get impacted to the level that these, these staggering number of attacks are. The, the bad guys are out there. We've gotta protect, protect our customers from the bad guys. >>Absolutely. The acceleration that you talked about is, it's, it's kind of frightening. It's very eye-opening. We do know that security, you know, we've talked about it for so long as a, as a a C-suite priority, a board level priority. We know that as some of the data that HPE e also sent over organizations are risking are, are listing cyber risks as a top five concern in their organization. IT budgets spend is going up where security is concerned. And so security security's on everyone's mind. In fact, the cube did, I guess in the middle part of last, I did a series on this really focusing on cybersecurity as a board issue and they went into how companies are structuring security teams changing their assumptions about the right security model, offense versus defense. But security's gone beyond the board, it's top of mind and it's on, it's in an integral part of every conversation. So my question for you is, when you're talking to customers, what are some of the key challenges that they're saying, Kevin, these are some of the things the landscape is accelerating, we know it's a matter of time. What are some of those challenges and that they're key pain points that they're coming to you to help solve? >>Yeah, at the highest level it's simply that security is incredibly important to them. We talked about the numbers. There's so much money to be lost that what they come to us and say, is security's important for us? What can you do to protect us? What can you do to prevent us from being one of those statistics? So at a high level, that's kind of what we're seeing at a, with a little more detail. We know that there's customers doing digital transformations. We know that there's customers going hybrid cloud, they've got a lot of initiatives on their own. They've gotta spend a lot of time and a lot of bandwidth tackling things that are important to their business. They just don't have the bandwidth to worry about yet. Another thing which is security. So we are doing everything we can and partnering with everyone we can to help solve those problems for customers. >>Cuz we're hearing, hey, this is huge, this is too big of a risk. How do you protect us? And by the way, we only have limited bandwidth, so what can we do? What we can do is make them assured that that platform is secure, that we're, we are creating a foundation for a very secure platform and that we've worked with our partners to secure all the pieces. So yes, they still have to worry about security, but there's pieces that we've taken care of that they don't have to worry about and there's capabilities that we've provided that they can use and we've made that easy so they can build su secure solutions on top of it. >>What are some of the things when you're in customer conversations, Kevin, that you talk about with customers in terms of what makes HPE E'S approach to security really unique? >>Well, I think a big thing is security is part of our, our dna. It's part of everything we do. Whether we're designing our own asics for our bmc, the ilo ASIC ILO six used on Gen 11, or whether it's our firmware stack, the ILO firmware, our our system, UFI firmware, all those pieces in everything we do. We're thinking about security. When we're building products in our factory, we're thinking about security. When we're think designing our supply chain, we're thinking about security. When we make requirements on our suppliers, we're driving security to be a key part of those components. So security is in our D N a security's top of mind. Security is something we think about in everything we do. We have to think like the bad guys, what could the bad guy take advantage of? What could the bad guy exploit? So we try to think like them so that we can protect our customers. >>And so security is something that that really is pervasive across all of our development organizations, our supply chain organizations, our factories, and our partners. So that's what we think is unique about HPE is because security is so important and there's a whole lot of pieces of our reliance servers that we do ourselves that many others don't do themselves. And since we do it ourselves, we can make sure that security's in the design from the start, that those pieces work together in a secure manner. So we think that gives us a, an advantage from a security standpoint. >>Security is very much intention based at HPE e I was reading in some notes, and you just did a great job of talking about this, that fundamental security approach, security is fundamental to defend against threats that are increasingly complex through what you also call an uncompromising focus to state-of-the-art security and in in innovations built into your D N A. And then organizations can protect their infrastructure, their workloads, their data from the bad guys. Talk to us briefly in our final few minutes here, Kevin, about fundamental uncompromising protected the value in it for me as an HPE customer. >>Yeah, when we talk about fundamental, we're talking about the those fundamental technologies that are part of our platform. Things like we've integrated TPMS and sorted them down in our platforms. We now have platform certificates as a standard part of the platform. We have I dev id and probably most importantly, our platforms continue to support what we really believe was a groundbreaking technology, Silicon Root of trust and what that's able to do. We have millions of lines of firmware code in our platforms and with Silicon Root of trust, we can authenticate all of those lines of firmware. Whether we're talking about the the ILO six firmware, our U E I firmware, our C P L D in the system, there's other pieces of firmware. We authenticate all those to make sure that not a single line of code, not a single bit has been changed by a bad guy, even if the bad guy has physical access to the platform. >>So that silicon route of trust technology is making sure that when that system boots off and that hands off to the operating system and then eventually the customer's application stack that it's starting with a solid foundation, that it's starting with a system that hasn't been compromised. And then we build other things into that silicon root of trust, such as the ability to do the scans and the authentications at runtime, the ability to automatically recover if we detect something has been compromised, we can automatically update that compromised piece of firmware to a good piece before we've run it because we never want to run firmware that's been compromised. So that's all part of that Silicon Root of Trust solution and that's a fundamental piece of the platform. And then when we talk about uncompromising, what we're really talking about there is how we don't compromise security. >>And one of the ways we do that is through an extension of our Silicon Root of trust with a capability called S Spdm. And this is a technology that we saw the need for, we saw the need to authenticate our option cards and the firmware in those option cards. Silicon Root Prota, Silicon Root Trust protects against many attacks, but one piece it didn't do is verify the actual option card firmware and the option cards. So we knew to solve that problem we would have to partner with others in the industry, our nick vendors, our storage controller vendors, our G vendors. So we worked with industry standards bodies and those other partners to design a capability that allows us to authenticate all of those devices. And we worked with those vendors to get the support both in their side and in our platform side so that now Silicon Rivers and trust has been extended to where we protect and we trust those option cards as well. >>So that's when, when what we're talking about with Uncompromising and with with Protect, what we're talking about there is our capabilities around protecting against, for example, supply chain attacks. We have our, our trusted supply chain solution, which allows us to guarantee that our server, when it leaves our factory, what the server is, when it leaves our factory, will be what it is when it arrives at the customer. And if a bad guy does anything in that transition, the transit from our factory to the customer, they'll be able to detect that. So we enable certain capabilities by default capability called server configuration lock, which can ensure that nothing in the server exchange, whether it's firmware, hardware, configurations, swapping out processors, whatever it is, we'll detect if a bad guy did any of that and the customer will know it before they deploy the system. That gets enabled by default. >>We have an intrusion detection technology option when you use by the, the trusted supply chain that is included by default. That lets you know, did anybody open that system up, even if the system's not plugged in, did somebody take the hood off and potentially do something malicious to it? We also enable a capability called U EFI secure Boot, which can go authenticate some of the drivers that are located on the option card itself. Those kind of capabilities. Also ilo high security mode gets enabled by default. So all these things are enabled in the platform to ensure that if it's attacked going from our factory to the customer, it will be detected and the customer won't deploy a system that's been maliciously attacked. So that's got >>It, >>How we protect the customer through those capabilities. >>Outstanding. You mentioned partners, my last question for you, we've got about a minute left, Kevin is bring AMD into the conversation, where do they fit in this >>AMD's an absolutely crucial partner. No one company even HP can do it all themselves. There's a lot of partnerships, there's a lot of synergies working with amd. We've been working with AMD for almost 20 years since we delivered our first AM MD base ProLiant back in 2004 H HP ProLiant, DL 5 85. So we've been working with them a long time. We work with them years ahead of when a processor is announced, we benefit each other. We look at their designs and help them make their designs better. They let us know about their technology so we can take advantage of it in our designs. So they have a lot of security capabilities, like their memory encryption technologies, their a MD secure processor, their secure encrypted virtualization, which is an absolutely unique and breakthrough technology to protect virtual machines and hypervisor environments and protect them from malicious hypervisors. So they have some really great capabilities that they've built into their processor, and we also take advantage of the capabilities they have and ensure those are used in our solutions and in securing the platform. So a really such >>A great, great partnership. Great synergies there. Kevin, thank you so much for joining me on the program, talking about compute security, what HPE is doing to ensure that security is fundamental, that it is unpromised and that your customers are protected end to end. We appreciate your insights, we appreciate your time. >>Thank you very much, Lisa. >>We've just had a great conversation with Kevin Depu. Now I get to talk with David Chang, data center solutions marketing lead at a md. David, welcome to the program. >>Thank, thank you. And thank you for having me. >>So one of the hot topics of conversation that we can't avoid is security. Talk to me about some of the things that AMD is seeing from the customer's perspective, why security is so important for businesses across industries. >>Yeah, sure. Yeah. Security is, is top of mind for, for almost every, every customer I'm talking to right now. You know, there's several key market drivers and, and trends, you know, in, out there today that's really needing a better and innovative solution for, for security, right? So, you know, the high cost of data breaches, for example, will cost enterprises in downtime of, of the data center. And that time is time that you're not making money, right? And potentially even leading to your, to the loss of customer confidence in your, in your cust in your company's offerings. So there's real costs that you, you know, our customers are facing every day not being prepared and not having proper security measures set up in the data center. In fact, according to to one report, over 400 high-tech threats are being introduced every minute. So every day, numerous new threats are popping up and they're just, you know, the, you know, the bad guys are just getting more and more sophisticated. So you have to take, you know, measures today and you have to protect yourself, you know, end to end with solutions like what a AM MD and HPE has to offer. >>Yeah, you talked about some of the costs there. They're exorbitant. I've seen recent figures about the average, you know, cost of data breacher ransomware is, is close to, is over $4 million, the cost of, of brand reputation you brought up. That's a great point because nobody wants to be the next headline and security, I'm sure in your experiences. It's a board level conversation. It's, it's absolutely table stakes for every organization. Let's talk a little bit about some of the specific things now that A M D and HPE E are doing. I know that you have a really solid focus on building security features into the EPIC processors. Talk to me a little bit about that focus and some of the great things that you're doing there. >>Yeah, so, you know, we partner with H P E for a long time now. I think it's almost 20 years that we've been in business together. And, and you know, we, we help, you know, we, we work together design in security features even before the silicons even, you know, even born. So, you know, we have a great relationship with, with, with all our partners, including hpe and you know, HPE has, you know, an end really great end to end security story and AMD fits really well into that. You know, if you kind of think about how security all started, you know, in, in the data center, you, you've had strategies around encryption of the, you know, the data in, in flight, the network security, you know, you know, VPNs and, and, and security on the NS. And, and even on the, on the hard drives, you know, data that's at rest. >>You know, encryption has, you know, security has been sort of part of that strategy for a a long time and really for, you know, for ages, nobody really thought about the, the actual data in use, which is, you know, the, the information that's being passed from the C P U to the, the, the memory and, and even in virtualized environments to the, the, the virtual machines that, that everybody uses now. So, you know, for a long time nobody really thought about that app, you know, that third leg of, of encryption. And so a d comes in and says, Hey, you know, this is things that as, as the bad guys are getting more sophisticated, you, you have to start worrying about that, right? And, you know, for example, you know, you know, think, think people think about memory, you know, being sort of, you know, non-persistent and you know, when after, you know, after a certain time, the, the, you know, the, the data in the memory kind of goes away, right? >>But that's not true anymore because even in in memory data now, you know, there's a lot of memory modules that still can retain data up to 90 minutes even after p power loss. And with something as simple as compressed, compressed air or, or liquid nitrogen, you can actually freeze memory dams now long enough to extract the data from that memory module for up, you know, up, up to two or three hours, right? So lo more than enough time to read valuable data and, and, and even encryption keys off of that memory module. So our, our world's getting more complex and you know, more, the more data out there, the more insatiable need for compute and storage. You know, data management is becoming all, all the more important, you know, to keep all of that going and secure, you know, and, and creating security for those threats. It becomes more and more important. And, and again, especially in virtualized environments where, you know, like hyperconverged infrastructure or vir virtual desktop memories, it's really hard to keep up with all those different attacks, all those different attack surfaces. >>It sounds like what you were just talking about is what AMD has been able to do is identify yet another vulnerability Yes. Another attack surface in memory to be able to, to plug that hole for organizations that didn't, weren't able to do that before. >>Yeah. And, you know, and, and we kind of started out with that belief that security needed to be scalable and, and able to adapt to, to changing environments. So, you know, we, we came up with, you know, the, you know, the, the philosophy or the design philosophy that we're gonna continue to build on those security features generational generations and stay ahead of those evolving attacks. You know, great example is in, in the third gen, you know, epic C P U, that family that we had, we actually created this feature called S E V S N P, which stands for SECURENESS Paging. And it's really all around this, this new attack where, you know, your, the, the, you know, it's basically hypervisor based attacks where people are, you know, the bad actors are writing in to the memory and writing in basically bad data to corrupt the mem, you know, to corrupt the data in the memory. So s e V S and P is, was put in place to help, you know, secure that, you know, before that became a problem. And, you know, you heard in the news just recently that that becoming a more and more, more of a bigger issue. And the great news is that we had that feature built in, you know, before that became a big problem. >>And now you're on the fourth gen, those epic crosses talk of those epic processes. Talk to me a little bit about some of the innovations that are now in fourth gen. >>Yeah, so in fourth gen we actually added, you know, on top of that. So we've, we've got, you know, the sec the, the base of our, our, what we call infinity guard is, is all around the secure boot. The, you know, the, the, the, the secure root of trust that, you know, that we, we work with HPE on the, the strong memory encryption and the S E V, which is the secure encrypted virtualization. And so remember those s s and p, you know, incap capabilities that I talked about earlier. We've actually, in the fourth gen added two x the number of sev v s and P guests for even higher number of confidential VMs to support even more customers than before. Right? We've also added more guest protection from simultaneous multi threading or S M T side channel attacks. And, you know, while it's not officially part of Infinity Guard, we've actually added more APEC acceleration, which greatly benefits the security of those confidential VMs with the larger number of VCPUs, which basically means that you can build larger VMs and still be secured. And then lastly, we actually added even stronger a e s encryption. So we went from 128 bit to 256 bit, which is now military grade encryption on top of that. And, you know, and, and that's really, you know, the de facto crypto cryptography that is used for most of the applications for, you know, customers like the US federal government and, and all, you know, the, is really an essential element for memory security and the H B C applications. And I always say if it's good enough for the US government, it's good enough for you. >>Exactly. Well, it's got to be, talk a little bit about how AMD is doing this together with HPE a little bit about the partnership as we round out our conversation. >>Sure, absolutely. So security is only as strong as the layer below it, right? So, you know, that's why modern security must be built in rather than, than, you know, bolted on or, or, or, you know, added after the fact, right? So HPE and a MD actually developed this layered approach for protecting critical data together, right? Through our leadership and, and security features and innovations, we really deliver a set of hardware based features that, that help decrease potential attack surfaces. With, with that holistic approach that, you know, that safeguards the critical information across system, you know, the, the entire system lifecycle. And we provide the confidence of built-in silicon authentication on the world's most secure industry standard servers. And with a 360 degree approach that brings high availability to critical workloads while helping to defend, you know, against internal and external threats. So things like h hp, root of silicon root of trust with the trusted supply chain, which, you know, obviously AMD's part of that supply chain combined with AMD's Infinity guard technology really helps provide that end-to-end data protection in today's business. >>And that is so critical for businesses in every industry. As you mentioned, the attackers are getting more and more sophisticated, the vulnerabilities are increasing. The ability to have a pa, a partnership like H P E and a MD to deliver that end-to-end data protection is table stakes for businesses. David, thank you so much for joining me on the program, really walking us through what am MD is doing, the the fourth gen epic processors and how you're working together with HPE to really enable security to be successfully accomplished by businesses across industries. We appreciate your insights. >>Well, thank you again for having me, and we appreciate the partnership with hpe. >>Well, you wanna thank you for watching our special program HPE Compute Security. I do have a call to action for you. Go ahead and visit hpe com slash security slash compute. Thanks for watching.

>>Good afternoon from the Venetian Expo, center, hall, whatever you wanna call it, in Las Vegas. Lisa Martin here. It's day four. I'm not sure what this place is called. Wait, >>What? >>Lisa Martin here with Dave Ante. This is the cube. This is day four of a ton of coverage that we've been delivering to you, which, you know, cause you've been watching since Monday night, Dave, we are almost at the end, we're almost at the show wrap. Excited to bring back, we've been talking about security, a lot about security. Excited to bring back a, an alumni to talk about that. But what's your final thoughts? >>Well, so just in, in, in the context of security, we've had just three in a row talking about cyber, which is like the most important topic. And I, and I love that we're having Palo Alto Networks on Palo Alto Networks is the gold standard in security. Talk to CISOs, they wanna work with them. And, and it was, it's interesting because I've been following them for a little bit now, watch them move to the cloud and a couple of little stumbling points. But I said at the time, they're gonna figure it out and, and come rocking back. And they have, and the company's just performing unbelievably well despite, you know, all the macro headwinds that we love to >>Talk about. So. Right. And we're gonna be unpacking all of that with one of our alumni. As I mentioned, Anker Shaw is with us, the SVP and GM of Palo Alto Networks. Anker, welcome back to the Cub. It's great to see you. It's been a while. >>It's good to be here after a couple years. Yeah, >>Yeah. I think three. >>Yeah, yeah, for sure. Yeah. Yeah. It's a bit of a blur after Covid. >>Everyone's saying that. Yeah. Are you surprised that there are still this many people on the show floor? Cuz I am. >>I am. Yeah. Look, I am not, this is my fourth, last year was probably one third or one fourth of this size. Yeah. But pre covid, this is what dream went looked like. And it's energizing, it's exciting. It's just good to be doing the good old things. So many people and yeah. Amazing technology and innovation. It's been incredible. >>Let's talk about innovation. I know you guys, Palo Alto Networks recently acquired cyber security. Talk to us a little bit about that. How is it gonna compliment Prisma? Give us all the scoop on that. >>Yeah, for sure. Look, some of the recent, the cybersecurity attacks that we have seen are related to supply chain, the colonial pipeline, many, many supply chain. And the reason for that is the modern software supply chain, not the physical supply chain, the one that AWS announced, but this is the software supply chain is really incredibly complicated, complicated developers that are building and shipping code faster than ever before. And the, the site acquisition at the center, the heart of that was securing the entire supply chain. White House came with a new initiative on supply chain security and SBO software bill of material. And we needed a technology, a company, and a set of people who can really deliver to that. And that's why we acquired that for supply chain security, otherwise known as cicd, security, c >>IDC security. Yeah. So how will that complement PRIs McCloud? >>Yeah, so look, if you look at our history lease over the last four years, we have been wanting to, our mission mission has been to build a single code to cloud platform. As you may know, there are over 3000 security vendors in the industry. And we said enough is enough. We need a platform player who can really deliver a unified cohesive platform solution for our customers because they're sick and tired of buying PI point product. So our mission has been to deliver that code to cloud platform supply chain security was a missing piece and we acquired them, it fits right really nicely into our portfolio of products and solution that customers have. And they'll have a single pin of glass with this. >>Yeah. So there's a lot going on. You've got, you've got an adversary that is incredibly capable. Yeah. These days and highly motivated and extremely sophisticated mentioned supply chain. It's caused a shift in, in CSO strategies, talking about the pandemic, of course we know work from home that changed things. You've mentioned public policy. Yeah. And, and so, and as well you have the cloud, cloud, you know, relatively new. I mean, it's not that new, but still. Yeah. But you've got the shared responsibility model and not, not only do you have the shared responsibility model, you have the shared responsibility across clouds and OnPrem. So yes, the cloud helps with security, but that the CISO has to worry about all these other things. The, the app dev team is being asked to shift left, you know, secure and they're not security pros. Yeah. And you know, kind audit is like the last line of defense. So I love this event, I love the cloud, but customers need help in making their lives simpler. Yeah. And the cloud in and of itself, because, you know, shared responsibility doesn't do that. Yeah. That's what Palo Alto and firms like yours come in. >>Absolutely. So look, Jim, this is a unable situation for a lot of the Cisco, simply because there are over 26 million developers, less than 3 million security professional. If you just look at all the announcement the AWS made, I bet you there were like probably over 2000 features. Yeah. I mean, they're shipping faster than ever before. Developers are moving really, really fast and just not enough security people to keep up with the velocity and the innovation. So you are right, while AWS will guarantee securing the infrastructure layer, but everything that is built on top of it, the new machine learning stuff, the new application, the new supply chain applications that are developed, that's the responsibility of the ciso. They stay up at night, they don't know what's going on because developers are bringing new services and new technology. And that's why, you know, we've always taken a platform approach where customers and the systems don't have to worry about it. >>What AWS new service they have, it's covered, it's secured. And that's why the adopters, McCloud and Palo Alto Networks, because regardless what developers bring, security is always there by their side. And so security teams need just a simple one click solution. They don't have to worry about it. They can sleep at night, keep the bad actors away. And, and that's, that's where Palo Alto Networks has been innovating in this area. AWS is one of our biggest partners and you know, we've integrated with, with a lot of their services. We launch about three integrations with their services. And we've been doing this historically for more and >>More. Are you still having conversations with the security folks? Or because security is a board level conversation, are your conversations going up a stack because this is a C-suite problem, this is a board level initiative? >>Absolutely. Look, you know, there was a time about four years ago, like the best we could do is director of security. Now it's just so CEO level conversation, board level conversation to your point, simply because I mean, if, if all your financial stuff is going to public cloud, all your healthcare data, all your supply chain data is going to public cloud, the board is asking very simple question, what are you doing to secure that? And to be honest, the question is simple. The answer's not because all the stuff that we talked about, too many applications, lots and lots of different services, different threat vectors and the bad actors, the bad guys are always a step ahead of the curve. And that's why this has become a board level conversation. They wanna make sure that things are secure from the get go before, you know, the enterprises go too deep into public cloud adoption. >>I mean there, there was shift topics a little bit. There was hope or kinda early this year that that cyber was somewhat insulated from the sort of macro press pressures. Nobody's safe. Even the cloud is sort of, you know, facing those, those headwinds people optimizing costs. But one thing when you talk to customers is, I always like to talk about that, that optiv graph. We've all seen it, right? And it's just this eye test of tools and it's a beautiful taxonomy, but there's just too many tools. So we're seeing a shift from point tools to platforms because obviously a platform play, and that's a way. So what are you seeing in the, in the field with customers trying to optimize their infrastructure costs with regard to consolidating to >>Platforms? Yeah. Look, you rightly pointed out one thing, the cybersecurity industry in general and Palo Alto networks, knock on wood, the stocks doing well. The macro headwinds hasn't impacted the security spend so far, right? Like time will tell, we'll, we'll see how things go. And one of the primary reason is that when you know the economy starts to slow down, the customers again want to invest in platforms. It's simple to deploy, simple to operationalize. They want a security partner of choice that knows that they, it's gonna be by them through the entire journey from code to cloud. And so that's why platform, especially times like these are more important than they've ever been before. You know, customers are investing in the, the, the product I lead at Palo Alto network called Prisma Cloud. It's in the cloud network application protection platform seen app space where once again, customers that investing in platform from quote to cloud and avoiding all the point products for sure. >>Yeah. Yeah. And you've seen it in, in Palo Alto's performance. I mean, not every cyber firm has is, is, >>You know, I know. Ouch. CrowdStrike Yeah. >>Was not. Well you saw that. I mean, and it was, and and you know, the large customers were continuing to spend, it was the small and mid-size businesses Yeah. That were, were were a little bit soft. Yeah. You know, it's a really, it's really, I mean, you see Okta now, you know, after they had some troubles announcing that, you know, their, their, their visibility's a little bit better. So it's, it's very hard to predict right now. And of course if TOMA Brava is buying you, then your stock price has been up and steady. That's, >>Yeah. Look, I think the key is to have a diversified portfolio of products. Four years ago before our CEO cash took over the reins of the company, we were a single product X firewall company. Right. And over time we have added XDR with the first one to introduce that recently launched x Im, you know, to, to make sure we build an NextGen team, cloud security is a completely net new investment, zero trust with access as workers started working remotely and they needed to make sure enterprises needed to make sure that they're accessing the applications securely. So we've added a lot of portfolio products over time. So you have to remain incredibly diversified, stay strong, because there will be stuff like remote work that slowed down. But if you've got other portfolio product like cloud security, while those secular tailwinds continue to grow, I mean, look how fast AWS is growing. 35, 40%, like $80 billion run rate. Crazy at that, that scale. So luckily we've got the portfolio of products to ensure that regardless of what the customer's journey is, macro headwinds are, we've got portfolio of solutions to help our customers. >>Talk a little bit about the AWS partnership. You talked about the run rate and I was reading a few days ago. You're right. It's an 82 billion arr, massive run rate. It's crazy. Well, what are, what is a Palo Alto Networks doing with aws and what's the value in it to help your customers on a secure digital transformation journey? >>Well, absolutely. We have been doing business with aws. We've been one of their security partners of choice for many years now. We have a presence in the marketplace where customers can through one click deploy the, the several Palo Alto Networks security solutions. So that's available. Like I said, we had launch partner to many, many new products and innovation that AWS comes up with. But always the day one partner, Adam was talking about some of those announcements and his keynote security data lake was one of those. And they were like a bunch of others related to compute and others. So we have been a partner for a long time, and look, AWS is an incredibly customer obsessed company. They've got their own security products. But if the customer says like, Hey, like I'd like to pick this from yours, but there's three other things from Palo Alto Networks or S MacCloud or whatever else that may be, they're open to it. And that's the great thing about AWS where it doesn't have to be wall garden open ecosystem, let the customer pick the best. >>And, and that's, I mean, there's, there's examples where AWS is directly competitive. I mean, my favorite example is Redshift and Snowflake. I mean those are directly competitive products, but, but Snowflake is an unbelievably great relationship with aws. They do cyber's, I think different, I mean, yeah, you got guard duty and you got some other stuff there. But generally speaking, the, correct me if I'm wrong, the e the ecosystem has more room to play on AWS than it may on some other clouds. >>A hundred percent. Yeah. Once again, you know, guard duty for examples, we've got a lot of customers who use guard duty and Prisma Cloud and other Palo Alto Networks products. And we also ingest the data from guard duty. So if customers want a single pane of glass, they can use the best of AWS in terms of guard duty threat detection, but leverage other technology suite from, you know, a platform provider like Palo Alto Networks. So you know, that that, you know, look, world is a complicated place. Some like blue, some like red, whatever that may be. But we believe in giving customers that choice, just like AWS customers want that. Not a >>Problem. And at least today they're not like directly, you know, in your space. Yeah. You know, and even if they were, you've got such a much mature stack. Absolutely. And my, my frankly Microsoft's different, right? I mean, you see, I mean even the analysts were saying that some of the CrowdStrike's troubles for, cuz Microsoft's got the good enough, right? So >>Yeah. Endpoint security. Yeah. And >>Yeah, for sure. So >>Do you have a favorite example of a customer where Palo Alto Networks has really helped them come in and, and enable that secure business transformation? Anything come to mind that you think really shines a light on Palo Alto Networks and what it's able to do? >>Yeah, look, we have customers across, and I'm gonna speak to public cloud in general, right? Like Palo Alto has over 60,000 customers. So we've been helping with that business transformation for years now. But because it's reinvented aws, the Prisma cloud product has been helping customers across different industry verticals. Some of the largest credit card processing companies, they can process transactions because we are running security on top of the workloads, the biggest financial services, biggest healthcare customers. They're able to put the patient health records in public cloud because Palo Alto Networks is helping them get there. So we are helping accelerated that digital journey. We've been an enabler. Security is often perceived as a blocker, but we have always treated our role as enabler. How can we get developers and enterprises to move as fast as possible? And like, my favorite thing is that, you know, moving fast and going digital is not a monopoly of just a tech company. Every company is gonna be a tech company Oh absolutely. To public cloud. Yes. And we want to help them get there. Yeah. >>So the other thing too, I mean, I'll just give you some data. I love data. I have a, ETR is our survey partner and I'm looking at Data 395. They do a survey every quarter, 1,250 respondents on this survey. 395 were Palo Alto customers, fortune 500 s and P 500, you know, big global 2000 companies as well. Some small companies. Single digit churn. Yeah. Okay. Yeah. Very, very low replacement >>Rates. Absolutely. >>And still high single digit new adoption. Yeah. Right. So you've got that tailwind going for you. Yeah, >>Right. It's, it's sticky because especially our, our main business firewall, once you deploy the firewall, we are inspecting all the network traffic. It's just so hard to rip and replace. Customers are getting value every second, every minute because we are thwarting attacks from public cloud. And look, we, we, we provide solutions not just product, we just don't leave the product and ask the customers to deploy it. We help them with deployment consumption of the product. And we've been really fortunate with that kind of gross dollar and netten rate for our customers. >>Now, before we wrap, I gotta tease, the cube is gonna be at Palo Alto Ignite. Yeah. In two weeks back here. I think we're at D mgm, right? We >>Were at D MGM December 13th and >>14th. So give us a little, show us a little leg if you would. What could we expect? >>Hey, look, I mean, a lot of exciting new things coming. Obviously I can't talk about it right now. The PR Inc is still not dry yet. But lots of, lots of new innovation across our three main businesses. Network security, public cloud, security, as well as XDR X. Im so stay tuned. You know, you'll, you'll see a lot of new exciting things coming up. >>Looking forward to it. >>We are looking forward to it. Last question on curf. You, if you had a billboard to place in New York Times Square. Yeah. You're gonna take over the the the Times Square Nasdaq. What does the billboard say about why organizations should be working with Palo Alto Networks? Yeah. To really embed security into their dna. Yeah. >>You know when Jim said Palo Alto Networks is the gold standard for security, I thought it was gonna steal it. I think it's pretty good gold standard for security. But I'm gonna go with our mission cyber security partner's choice. We want to be known as that and that's who we are. >>Beautifully said. Walker, thank you so much for joining David in the program. We really appreciate your insights, your time. We look forward to seeing you in a couple weeks back here in Vegas. >>Absolutely. Can't have enough of Vegas. Thank you. Lisa. >>Can't have in Vegas, >>I dunno about that. By this time of the year, I think we can have had enough of Vegas, but we're gonna be able to see you on the cubes coverage, which you could catch up. Palo Alto Networks show Ignite December, I believe 13th and 14th on the cube.net. We want to thank Anker Shaw for joining us. For Dave Ante, this is Lisa Martin. You're watching the Cube, the leader in live enterprise and emerging tech coverage.

>>Hello, welcome to the Cube here in Palo Alto, California for a special presentation on Cloud native at scale, enabling super cloud modern applications with Platform nine. I'm John Furr, your host of The Cube. We had a great lineup of three interviews we're streaming today. Meor Ma Makowski, who's the co-founder and VP of Product of Platform nine. She's gonna go into detail around Arlon, the open source products, and also the value of what this means for infrastructure as code and for cloud native at scale. Bickley the chief architect of Platform nine Cube alumni. Going back to the OpenStack days. He's gonna go into why Arlon, why this infrastructure as code implication, what it means for customers and the implications in the open source community and where that value is. Really great wide ranging conversation there. And of course, Vascar, Gort, the CEO of Platform nine, is gonna talk with me about his views on Super Cloud and why Platform nine has a scalable solutions to bring cloudnative at scale. So enjoy the program. See you soon. Hello everyone. Welcome to the cube here in Palo Alto, California for special program on cloud native at scale, enabling next generation cloud or super cloud for modern application cloud native developers. I'm John Furry, host of the Cube. A pleasure to have here, me Makoski, co-founder and VP of product at Platform nine. Thanks for coming in today for this Cloudnative at scale conversation. Thank >>You for having me. >>So Cloudnative at scale, something that we're talking about because we're seeing the, the next level of mainstream success of containers Kubernetes and cloud native develop, basically DevOps in the C I C D pipeline. It's changing the landscape of infrastructure as code, it's accelerating the value proposition and the super cloud as we call it, has been getting a lot of traction because this next generation cloud is looking a lot different, but kind of the same as the first generation. What's your view on super cloud as it fits to cloud native as scales up? >>Yeah, you know, I think what's interesting, and I think the reason why Super Cloud is a really good, in a really fit term for this, and I think, I know my CEO was chatting with you as well, and he was mentioning this as well, but I think there needs to be a different term than just multi-cloud or cloud. And the reason is because as cloud native and cloud deployments have scaled, I think we've reached a point now where instead of having the traditional data center style model where you have a few large distributions of infrastructure and workload at a few locations, I think the model is kind of flipped around, right? Where you have a large number of microsites, these microsites could be your public cloud deployment, your private on-prem infrastructure deployments, or it could be your edge environment, right? And every single enterprise, every single industry is moving in that direction. And so you gotta rougher that with a terminology that, that, that indicates the scale and complexity of it. And so I think supercloud is a, is an appropriate term for that. >>So you brought a couple of things I want to dig into. You mentioned edge nodes. We're seeing not only edge nodes being the next kind of area of innovation, mainly because it's just popping up everywhere. And that's just the beginning. Wouldn't even know what's around the corner. You got buildings, you got iot, ot, and IT kind of coming together, but you also got this idea of regions, global infras infrastructures, big part of it. I just saw some news around CloudFlare shutting down a site here. There's policies being made at scale, These new challenges there. Can you share because you can have edge. So hybrid cloud is a winning formula. Everybody knows that it's a steady state. Yeah. But across multiple clouds brings in this new un engineered area, yet it hasn't been done yet. Spanning clouds. People say they're doing it, but you start to see the toe in the water, it's happening, it's gonna happen. It's only gonna get accelerated with the edge and beyond globally. So I have to ask you, what is the technical challenges in doing this? Because there's something business consequences as well, but there are technical challenges. Can you share your view on what the technical challenges are for the super cloud or across multiple edges and regions? >>Yeah, absolutely. So I think, you know, in in the context of this, the, this, this term of super cloud, I think it's sometimes easier to visualize things in terms of two access, right? I think on one end you can think of the scale in terms of just pure number of nodes that you have deploy a number of clusters in the Kubernetes space. And then on the other axis you would have your distribution factor, right? Which is, do you have these tens of thousands of nodes in one site or do you have them distributed across tens of thousands of sites with one node at each site? Right? And if you have just one flavor of this, there is enough complexity, but potentially manageable. But when you are expanding on both these access, you really get to a point where that scale really needs some well thought out, well structured solutions to address it, right? A combination of homegrown tooling along with your, you know, favorite distribution of Kubernetes is not a strategy that can help you in this environment. It may help you when you have one of this or when you, when you scale, is not at the level. >>Can you scope the complexity? Because I mean, I hear a lot of moving parts going on there, the technology's also getting better. We we're seeing cloud native become successful. There's a lot to configure, there's a lot to install. Can you scope the scale of the problem? Because we're talking about at scale Yep. Challenges here. Yeah, >>Absolutely. And I think, you know, I I like to call it, you know, the, the, the problem that the scale creates, you know, there's various problems, but I think one, one problem, one way to think about it is, is, you know, it works on my cluster problem, right? So I, you know, I come from engineering background and there's a, you know, there's a famous saying between engineers and QA and the support folks, right? Which is, it works on my laptop, which is I tested this chain, everything was fantastic, it worked flawlessly on my machine, on production, It's not working. The exact same problem now happens and these distributed environments, but at massive scale, right? Which is that, you know, developers test their applications, et cetera within the sanctity of their sandbox environments. But once you expose that change in the wild world of your production deployment, right? >>And the production deployment could be going at the radio cell tower at the edge location where a cluster is running there, or it could be sending, you know, these applications and having them run at my customer site where they might not have configured that cluster exactly the same way as I configured it, or they configured the cluster, right? But maybe they didn't deploy the security policies, or they didn't deploy the other infrastructure plugins that my app relies on. All of these various factors are their own layer of complexity. And there really isn't a simple way to solve that today. And that is just, you know, one example of an issue that happens. I think another, you know, whole new ball game of issues come in the context of security, right? Because when you are deploying applications at scale in a distributed manner, you gotta make sure someone's job is on the line to ensure that the right security policies are enforced regardless of that scale factor. So I think that's another example of problems that occur. >>Okay. So I have to ask about scale, because there are a lot of multiple steps involved when you see the success of cloud native. You know, you see some, you know, some experimentation. They set up a cluster, say it's containers and Kubernetes, and then you say, Okay, we got this, we can figure it. And then they do it again and again, they call it day two. Some people call it day one, day two operation, whatever you call it. Once you get past the first initial thing, then you gotta scale it. Then you're seeing security breaches, you're seeing configuration errors. This seems to be where the hotspot is in when companies transition from, I got this to, Oh no, it's harder than I thought at scale. Can you share your reaction to that and how you see this playing out? >>Yeah, so, you know, I think it's interesting. There's multiple problems that occur when, you know, the two factors of scale, as we talked about, start expanding. I think one of them is what I like to call the, you know, it, it works fine on my cluster problem, which is back in, when I was a developer, we used to call this, it works on my laptop problem, which is, you know, you have your perfectly written code that is operating just fine on your machine, your sandbox environment. But the moment it runs production, it comes back with p zeros and pos from support teams, et cetera. And those issues can be really difficult to triage us, right? And so in the Kubernetes environment, this problem kind of multi folds, it goes, you know, escalates to a higher degree because you have your sandbox developer environments, they have their clusters and things work perfectly fine in those clusters because these clusters are typically handcrafted or a combination of some scripting and handcrafting. >>And so as you give that change to then run at your production edge location, like say your radio cell tower site, or you hand it over to a customer to run it on their cluster, they might not have not have configured that cluster exactly how you did, or they might not have configured some of the infrastructure plugins. And so the things don't work. And when things don't work, triaging them becomes nightmarishly hard, right? It's just one of the examples of the problem, another whole bucket of issues is security, which is, is you have these distributed clusters at scale, you gotta ensure someone's job is on the line to make sure that these security policies are configured properly. >>So this is a huge problem. I love that comment. That's not not happening on my system. It's the classic, you know, debugging mentality. Yeah. But at scale it's hard to do that with error prone. I can see that being a problem. And you guys have a solution you're launching. Can you share what Arlon is this new product? What is it all about? Talk about this new introduction. >>Yeah, absolutely. Very, very excited. You know, it's one of the projects that we've been working on for some time now because we are very passionate about this problem and just solving problems at scale in on-prem or at in the cloud or at edge environments. And what arlon is, it's an open source project, and it is a tool, it's a Kubernetes native tool for complete end to end management of not just your clusters, but your clusters. All of the infrastructure that goes within and along the site of those clusters, security policies, your middleware, plug-ins, and finally your applications. So what our LA you do in a nutshell is in a declarative way, it lets you handle the configuration and management of all of these components in at scale. >>So what's the elevator pitch simply put for what dissolves in, in terms of the chaos you guys are reigning in, what's the, what's the bumper sticker? Yeah, what >>Would it do? There's a perfect analogy that I love to reference in this context, which is think of your assembly line, you know, in a traditional, let's say, you know, an auto manufacturing factory or et cetera, and the level of efficiency at scale that that assembly line brings, right? Our line, and if you look at the logo we've designed, it's this funny little robot. And it's because when we think of online, we think of these enterprise large scale environments, you know, sprawling at scale, creating chaos because there isn't necessarily a well thought through, well structured solution that's similar to an assembly line, which is taking each component, you know, addressing them, manufacturing, processing them in a standardized way, then handing to the next stage. But again, it gets, you know, processed in a standardized way. And that's what arlon really does. That's like the deliver pitch. If you have problems of scale of managing your infrastructure, you know, that is distributed. Arlon brings the assembly line level of efficiency and consistency for >>Those. So keeping it smooth, the assembly on things are flowing. See c i CD pipe pipelining. Exactly. So that's what you're trying to simplify that ops piece for the developer. I mean, it's not really ops, it's their ops, it's coding. >>Yeah. Not just developer, the ops, the operations folks as well, right? Because developers, you know, there is, developers are responsible for one picture of that layer, which is my apps, and then maybe that middleware of applications that they interface with, but then they hand it over to someone else who's then responsible to ensure that these apps are secure properly, that they are logging, logs are being collected properly, monitoring and observability integrated. And so it solves problems for both >>Those teams. Yeah. It's DevOps. So the DevOps is the cloud needed developer's. That's right. The option teams have to kind of set policies. Is that where the declarative piece comes in? Is that why that's important? >>Absolutely. Yeah. And, and, and, and you know, ES really in introduced or elevated this declarative management, right? Because, you know, s clusters are Yeah. Or your, yeah, you know, specifications of components that go in Kubernetes are defined a declarative way, and Kubernetes always keeps that state consistent with your defined state. But when you go outside of that world of a single cluster, and when you actually talk about defining the clusters or defining everything that's around it, there really isn't a solution that does that today. And so Arlon addresses that problem at the heart of it, and it does that using existing open source well known solutions. >>And do I want to get into the benefits? What's in it for me as the customer developer? But I want to finish this out real quick and get your thoughts. You mentioned open source. Why open source? What's the, what's the current state of the product? You run the product group over at Platform nine, is it open source? And you guys have a product that's commercial? Can you explain the open source dynamic? And first of all, why open source? Yeah. And what is the consumption? I mean, open source is great, People want open source, they can download it, look up the code, but maybe wanna buy the commercial. So I'm assuming you have that thought through, can you share open source and commercial relationship? >>Yeah, I think, you know, starting with why open source? I think it's, you know, we as a company, we have, you know, one of the things that's absolutely critical to us is that we take mainstream open source technologies components and then we, you know, make them available to our customers at scale through either a SaaS model or on-prem model, right? But, so as we are a company or startup or a company that benefits, you know, in a massive way by this open source economy, it's only right, I think in my mind that we do our part of the duty, right? And contribute back to the community that feeds us. And so, you know, we have always held that strongly as one of our principles. And we have, you know, created and built independent products starting all the way with fision, which was a serverless product, you know, that we had built to various other, you know, examples that I can give. But that's one of the main reasons why opensource and also open source, because we want the community to really firsthand engage with us on this problem, which is very difficult to achieve if your product is behind a wall, you know, behind, behind a block box. >>Well, and that's, that's what the developers want too. And what we're seeing in reporting with Super Cloud is the new model of consumption is I wanna look at the code and see what's in there. That's right. And then also, if I want to use it, I'll do it. Great. That's open source, that's the value. But then at the end of the day, if I wanna move fast, that's when people buy in. So it's a new kind of freemium, I guess, business model. I guess that's the way that long. But that's, that's the benefit. Open source. This is why standards and open source is growing so fast. You have that confluence of, you know, a way for developers to try before they buy, but also actually kind of date the application, if you will. We, you know, Adrian Karo uses the dating met metaphor, you know, Hey, you know, I wanna check it out first before I get married. Right? And that's what open source, So this is the new, this is how people are selling. This is not just open source, this is how companies are selling. >>Absolutely. Yeah. Yeah. You know, I think, and you know, two things. I think one is just, you know, this, this, this cloud native space is so vast that if you, if you're building a close flow solution, sometimes there's also a risk that it may not apply to every single enterprises use cases. And so having it open source gives them an opportunity to extend it, expand it, to make it proper to their use case if they choose to do so, right? But at the same time, what's also critical to us is we are able to provide a supported version of it with an SLA that we, you know, that's backed by us, a SAS hosted version of it as well, for those customers who choose to go that route, you know, once they have used the open source version and loved it and want to take it at scale and in production and need, need, need a partner to collaborate with, who can, you know, support them for that production >>Environment. I have to ask you now, let's get into what's in it for the customer. I'm a customer. Yep. Why should I be enthused about Arla? What's in it for me? You know? Cause if I'm not enthused about it, I'm not gonna be confident and it's gonna be hard for me to get behind this. Can you share your enthusiastic view of, you know, why I should be enthused about Arlo? I'm a >>Customer. Yeah, absolutely. And so, and there's multiple, you know, enterprises that we talk to, many of them, you know, our customers, where this is a very kind of typical story that you hear, which is we have, you know, a Kubernetes distribution. It could be on premise, it could be public clouds, native Kubernetes, and then we have our C I C D pipelines that are automating the deployment of applications, et cetera. And then there's this gray zone. And the gray zone is well before you can you, your CS c D pipelines can deploy the apps. Somebody needs to do all of that groundwork of, you know, defining those clusters and yeah. You know, properly configuring them. And as these things, these things start by being done hand grown. And then as the, as you scale, what typically enterprises would do today is they will have their home homegrown DIY solutions for this. >>I mean, the number of folks that I talk to that have built Terra from automation, and then, you know, some of those key developers leave. So it's a typical open source or typical, you know, DIY challenge. And the reason that they're writing it themselves is not because they want to. I mean, of course technology is always interesting to everybody, but it's because they can't find a solution that's out there that perfectly fits the problem. And so that's that pitch. I think Ops FICO would be delighted. The folks that we've talk, you know, spoken with, have been absolutely excited and have, you know, shared that this is a major challenge we have today because we have, you know, few hundreds of clusters on ecos Amazon, and we wanna scale them to few thousands, but we don't think we are ready to do that. And this will give us the >>Ability to, Yeah, I think people are scared. Not sc I won't say scare, that's a bad word. Maybe I should say that they feel nervous because, you know, at scale small mistakes can become large mistakes. This is something that is concerning to enterprises. And, and I think this is gonna come up at co con this year where enterprises are gonna say, Okay, I need to see SLAs. I wanna see track record, I wanna see other companies that have used it. Yeah. How would you answer that question to, or, or challenge, you know, Hey, I love this, but is there any guarantees? Is there any, what's the SLAs? I'm an enterprise, I got tight, you know, I love the open source trying to free fast and loose, but I need hardened code. >>Yeah, absolutely. So, so two parts to that, right? One is Arlan leverages existing open source components, products that are extremely popular. Two specifically. One is Arlan uses Argo cd, which is probably one of the highest and used CD open source tools that's out there. Right's created by folks that are as part of into team now, you know, really brilliant team. And it's used at scale across enterprises. That's one. Second is Alon also makes use of Cluster api cappi, which is a Kubernetes sub-component, right? For lifecycle management of clusters. So there is enough of, you know, community users, et cetera, around these two products, right? Or, or, or open source projects that will find Arlan to be right up in their alley because they're already comfortable, familiar with Argo cd. Now Arlan just extends the scope of what City can do. And so that's one. And then the second part is going back to a point of the comfort. And that's where, you know, platform line has a role to play, which is when you are ready to deploy online at scale, because you've been, you know, playing with it in your DEF test environments, you're happy with what you get with it, then Platform nine will stand behind it and provide that >>Sla. And what's been the reaction from customers you've talked to Platform nine customers with, with that are familiar with, with Argo and then rlo? What's been some of the feedback? >>Yeah, I, I think the feedback's been fantastic. I mean, I can give you examples of customers where, you know, initially, you know, when you are, when you're telling them about your entire portfolio of solutions, it might not strike a card right away. But then we start talking about Arlan and, and we talk about the fact that it uses Argo adn, they start opening up, they say, We have standardized on Argo and we have built these components, homegrown, we would be very interested. Can we co-develop? Does it support these use cases? So we've had that kind of validation. We've had validation all the way at the beginning of our land before we even wrote a single line of code saying this is something we plan on doing. And the customer said, If you had it today, I would've purchased it. So it's been really great validation. >>All right. So next question is, what is the solution to the customer? If I asked you, Look it, I have, I'm so busy, my team's overworked. I got a skills gap. I don't need another project that's, I'm so tied up right now and I'm just chasing my tail. How does Platform nine help me? >>Yeah, absolutely. So I think, you know, one of the core tenets of Platform nine has always been been that we try to bring that public cloud like simplicity by hosting, you know, this in a lot of such similar tools in a SaaS hosted manner for our customers, right? So our goal behind doing that is taking away or trying to take away all of that complexity from customers' hands and offloading it to our hands, right? And giving them that full white glove treatment, as we call it. And so from a customer's perspective, one, something like arlon will integrate with what they have so they don't have to rip and replace anything. In fact, it will, even in the next versions, it may even discover your clusters that you have today and you know, give you an inventory. And that will, >>So if customers have clusters that are growing, that's a sign correct call you guys. >>Absolutely. Either they're, they have massive large clusters, right? That they wanna split into smaller clusters, but they're not comfortable doing that today, or they've done that already on say, public cloud or otherwise. And now they have management challenges. So >>Especially operationalizing the clusters, whether they want to kind of reset everything and remove things around and reconfigure Yep. And or scale out. >>That's right. Exactly. And >>You provide that layer of policy. >>Absolutely. >>Yes. That's the key value here. >>That's right. >>So policy based configuration for cluster scale up, >>Well profile and policy based declarative configuration and lifecycle management for clusters. >>If I asked you how this enables supercloud, what would you say to that? >>I think this is one of the key ingredients to super cloud, right? If you think about a super cloud environment, there's at least few key ingredients that that come to my mind that are really critical. Like they are, you know, life saving ingredients at that scale. One is having a really good strategy for managing that scale, you know, in a, going back to assembly line in a very consistent, predictable way so that our lot solves then you, you need to compliment that with the right kind of observability and monitoring tools at scale, right? Because ultimately issues are gonna happen and you're gonna have to figure out, you know, how to solve them fast. And arlon by the way, also helps in that direction, but you also need observability tools. And then especially if you're running it on the public cloud, you need some cost management tools. In my mind, these three things are like the most necessary ingredients to make Super Cloud successful. And you know, our alarm fills in >>One. Okay. So now the next level is, Okay, that makes sense. Is under the covers kind of speak under the hood. Yeah. How does that impact the app developers and the cloud native modern application workflows? Because the impact to me, seems the apps are gonna be impacted. Are they gonna be faster, stronger? I mean, what's the impact if you do all those things, as you mentioned, what's the impact of the apps? >>Yeah, the impact is that your apps are more likely to operate in production the way you expect them to, because the right checks and balances have gone through, and any discrepancies have been identified prior to those apps, prior to your customer running into them, right? Because developers run into this challenge to their, where there's a split responsibility, right? I'm responsible for my code, I'm responsible for some of these other plugins, but I don't own the stack end to end. I have to rely on my ops counterpart to do their part, right? And so this really gives them, you know, the right tooling for that. >>So this is actually a great kind of relevant point, you know, as cloud becomes more scalable, you're starting to see this fragmentation gone of the days of the full stack developer to the more specialized role. But this is a key point, and I have to ask you because if this RLO solution takes place, as you say, and the apps are gonna be stupid, they're designed to do, the question is, what did does the current pain look like of the apps breaking? What does the signals to the customer Yeah. That they should be calling you guys up into implementing Arlo, Argo and, and all the other goodness to automate? What are some of the signals? Is it downtime? Is it, is it failed apps, Is it latency? What are some of the things that Yeah, absolutely would be indications of things are effed up a little bit. Yeah. >>More frequent down times, down times that are, that take longer to triage. And so you are, you know, the, you know, your mean times on resolution, et cetera, are escalating or growing larger, right? Like we have environments of customers where they're, they have a number of folks on in the field that have to take these apps and run them at customer sites. And that's one of our partners. And they're extremely interested in this because they're the, the rate of failures they're encountering for this, you know, the field when they're running these apps on site, because the field is automating their clusters that are running on sites using their own script. So these are the kinds of challenges, and those are the pain points, which is, you know, if you're looking to reduce your meantime to resolution, if you're looking to reduce the number of failures that occur on your production site, that's one. And second, if you are looking to manage these at scale environments with a relatively small, focused, nimble ops team, which has an immediate impact on your budget. So those are, those are the signals. >>This is the cloud native at scale situation, the innovation going on. Final thought is your reaction to the idea that if the world goes digital, which it is, and the confluence of physical and digital coming together, and cloud continues to do its thing, the company becomes the application, not where it used to be supporting the business, you know, the back office and the maybe terminals and some PCs and handhelds. Now if technology's running, the business is the business. Yeah. Company's the application. Yeah. So it can't be down. So there's a lot of pressure on, on CSOs and CIOs now and boards is saying, How is technology driving the top line revenue? That's the number one conversation. Yep. Do you see that same thing? >>Yeah. It's interesting. I think there's multiple pressures at the CXO CIO level, right? One is that there needs to be that visibility and clarity and guarantee almost that, you know, that the, the technology that's, you know, that's gonna drive your top line is gonna drive that in a consistent, reliable, predictable manner. And then second, there is the constant pressure to do that while always lowering your costs of doing it, right? Especially when you're talking about, let's say retailers or those kinds of large scale vendors, they many times make money by lowering the amount that they spend on, you know, providing those goods to their end customers. So I think those, both those factors kind of come into play and the solution to all of them is usually in a very structured strategy around automation. >>Final question. What does cloudnative at scale look like to you? If all the things happen the way we want 'em to happen, The magic wand, the magic dust, what does it look like? >>What that looks like to me is a CIO sipping at his desk on coffee production is running absolutely smooth. And his, he's running that at a nimble, nimble team size of at the most, a handful of folks that are just looking after things, but things are >>Just taking care of the CIO doesn't exist. There's no ciso, they're at the beach. >>Yep. >>Thank you for coming on, sharing the cloud native at scale here on the cube. Thank you for your time. >>Fantastic. Thanks for >>Having me. Okay. I'm John Fur here for special program presentation, special programming cloud native at scale, enabling super cloud modern applications with Platform nine. Thanks for watching. Welcome back everyone to the special presentation of cloud native at scale, the cube and platform nine special presentation going in and digging into the next generation super cloud infrastructure as code and the future of application development. We're here with Bickley, who's the chief architect and co-founder of Platform nine Pick. Great to see you Cube alumni. We, we met at an OpenStack event in about eight years ago, or later, earlier when OpenStack was going. Great to see you and great to see congratulations on the success of platform nine. >>Thank you very much. >>Yeah. You guys have been at this for a while and this is really the, the, the year we're seeing the, the crossover of Kubernetes because of what happens with containers. Everyone now has realized, and you've seen what Docker's doing with the new docker, the open source Docker now just the success Exactly. Of containerization, right? And now the Kubernetes layer that we've been working on for years is coming, bearing fruit. This is huge. >>Exactly. Yes. >>And so as infrastructures code comes in, we talked to Bacar talking about Super Cloud, I met her about, you know, the new Arlon, our, our lawn, and you guys just launched the infrastructures code is going to another level, and then it's always been DevOps infrastructures code. That's been the ethos that's been like from day one, developers just code. Then you saw the rise of serverless and you see now multi-cloud or on the horizon, connect the dots for us. What is the state of infrastructure as code today? >>So I think, I think I'm, I'm glad you mentioned it, everybody or most people know about infrastructures code. But with Kubernetes, I think that project has evolved at the concept even further. And these dates, it's infrastructure is configuration, right? So, which is an evolution of infrastructure as code. So instead of telling the system, here's how I want my infrastructure by telling it, you know, do step A, B, C, and D instead with Kubernetes, you can describe your desired state declaratively using things called manifest resources. And then the system kind of magically figures it out and tries to converge the state towards the one that you specified. So I think it's, it's a even better version of infrastructures code. >>Yeah. And that really means it's developer just accessing resources. Okay. That declare, Okay, give me some compute, stand me up some, turn the lights on, turn 'em off, turn 'em on. That's kind of where we see this going. And I like the configuration piece. Some people say composability, I mean now with open source so popular, you don't have to have to write a lot of code, this code being developed. And so it's into integration, it's configuration. These are areas that we're starting to see computer science principles around automation, machine learning, assisting open source. Cuz you got a lot of code that's right in hearing software, supply chain issues. So infrastructure as code has to factor in these new dynamics. Can you share your opinion on these new dynamics of, as open source grows, the glue layers, the configurations, the integration, what are the core issues? >>I think one of the major core issues is with all that power comes complexity, right? So, you know, despite its expressive power systems like Kubernetes and declarative APIs let you express a lot of complicated and complex stacks, right? But you're dealing with hundreds if not thousands of these yamo files or resources. And so I think, you know, the emergence of systems and layers to help you manage that complexity is becoming a key challenge and opportunity in, in this space. >>That's, I wrote a LinkedIn post today was comments about, you know, hey, enterprise is a new breed. The trend of SaaS companies moving our consumer comp consumer-like thinking into the enterprise has been happening for a long time, but now more than ever, you're seeing it the old way used to be solve complexity with more complexity and then lock the customer in. Now with open source, it's speed, simplification and integration, right? These are the new dynamic power dynamics for developers. Yeah. So as companies are starting to now deploy and look at Kubernetes, what are the things that need to be in place? Because you have some, I won't say technical debt, but maybe some shortcuts, some scripts here that make it look like infrastructure is code. People have done some things to simulate or or make infrastructure as code happen. Yes. But to do it at scale Yes. Is harder. What's your take on this? What's your view? >>It's hard because there's a per proliferation of methods, tools, technologies. So for example, today it's very common for DevOps and platform engineering tools, I mean, sorry, teams to have to deploy a large number of Kubernetes clusters, but then apply the applications and configurations on top of those clusters. And they're using a wide range of tools to do this, right? For example, maybe Ansible or Terraform or bash scripts to bring up the infrastructure and then the clusters. And then they may use a different set of tools such as Argo CD or other tools to apply configurations and applications on top of the clusters. So you have this sprawl of tools. You, you also have this sprawl of configurations and files because the more objects you're dealing with, the more resources you have to manage. And there's a risk of drift that people call that where, you know, you think you have things under control, but some people from various teams will make changes here and there and then before the end of the day systems break and you have no idea of tracking them. So I think there's real need to kind of unify, simplify, and try to solve these problems using a smaller, more unified set of tools and methodologies. And that's something that we try to do with this new project. Arlon. >>Yeah. So, so we're gonna get into Arlan in a second. I wanna get into the why Arlon. You guys announced that at AR GoCon, which was put on here in Silicon Valley at the, at the community meeting by in two, they had their own little day over there at their headquarters. But before we get there, vascar, your CEO came on and he talked about Super Cloud at our in AAL event. What's your definition of super cloud? If you had to kind of explain that to someone at a cocktail party or someone in the industry technical, how would you look at the super cloud trend that's emerging? It's become a thing. What's your, what would be your contribution to that definition or the narrative? >>Well, it's, it's, it's funny because I've actually heard of the term for the first time today, speaking to you earlier today. But I think based on what you said, I I already get kind of some of the, the gist and the, the main concepts. It seems like super cloud, the way I interpret that is, you know, clouds and infrastructure, programmable infrastructure, all of those things are becoming commodity in a way. And everyone's got their own flavor, but there's a real opportunity for people to solve real business problems by perhaps trying to abstract away, you know, all of those various implementations and then building better abstractions that are perhaps business or applications specific to help companies and businesses solve real business problems. >>Yeah, I remember that's a great, great definition. I remember, not to date myself, but back in the old days, you know, IBM had a proprietary network operating system, so of deck for the mini computer vendors, deck net and SNA respectively. But T C P I P came out of the osi, the open systems interconnect and remember, ethernet beat token ring out. So not to get all nerdy for all the young kids out there, look, just look up token ring, you'll see, you've probably never heard of it. It's IBM's, you know, connection for the internet at the, the layer two is Amazon, the ethernet, right? So if T C P I P could be the Kubernetes and the container abstraction that made the industry completely change at that point in history. So at every major inflection point where there's been serious industry change and wealth creation and business value, there's been an abstraction Yes. Somewhere. Yes. What's your reaction to that? >>I think this is, I think a saying that's been heard many times in this industry and, and I forgot who originated it, but I think that the saying goes like, there's no problem that can't be solved with another layer of indirection, right? And we've seen this over and over and over again where Amazon and its peers have inserted this layer that has simplified, you know, computing and, and infrastructure management. And I believe this trend is going to continue, right? The next set of problems are going to be solved with these insertions of additional abstraction layers. I think that that's really a, yeah, it's gonna >>Continue. It's interesting. I just, when I wrote another post today on LinkedIn called the Silicon Wars AMD stock is down arm has been on a rise. We remember pointing for many years now that arm's gonna be hugely, it has become true. If you look at the success of the infrastructure as a service layer across the clouds, Azure, aws, Amazon's clearly way ahead of everybody. The stuff that they're doing with the silicon and the physics and the, the atoms, the pro, you know, this is where the innovation, they're going so deep and so strong at ISAs, the more that they get that gets come on, they have more performance. So if you're an app developer, wouldn't you want the best performance and you'd wanna have the best abstraction layer that gives you the most ability to do infrastructures, code or infrastructure for configuration, for provisioning, for managing services. And you're seeing that today with service MeSHs, a lot of action going on in the service mesh area in in this community of, of co con, which will be a covering. So that brings up the whole what's next? You guys just announced our lawn at Argo Con, which came out of Intuit. We've had Mariana Tessel at our super cloud event. She's the cto, you know, they're all in the cloud. So they contributed that project. Where did Arlon come from? What was the origination? What's the purpose? Why our lawn, why this announcement? >>Yeah, so the, the inception of the project, this was the result of us realizing that problem that we spoke about earlier, which is complexity, right? With all of this, these clouds, these infrastructure, all the variations around and, you know, compute storage networks and the proliferation of tools we talked about the Ansibles and Terraforms and Kubernetes itself. You can, you can think of that as another tool, right? We saw a need to solve that complexity problem, and especially for people and users who use Kubernetes at scale. So when you have, you know, hundreds of clusters, thousands of applications, thousands of users spread out over many, many locations, there, there needs to be a system that helps simplify that management, right? So that means fewer tools, more expressive ways of describing the state that you want and more consistency. And, and that's why, you know, we built our lawn and we built it recognizing that many of these problems or sub problems have already been solved. So Arlon doesn't try to reinvent the wheel, it instead rests on the shoulders of several giants, right? So for example, Kubernetes is one building block, GI ops, and Argo CD is another one, which provides a very structured way of applying configuration. And then we have projects like cluster API and cross plane, which provide APIs for describing infrastructure. So arlon takes all of those building blocks and builds a thin layer, which gives users a very expressive way of defining configuration and desired state. So that's, that's kind of the inception of, And >>What's the benefit of that? What does that give the, what does that give the developer, the user, in this case, >>The developers, the, the platform engineer, team members, the DevOps engineers, they get a a ways to provision not just infrastructure and clusters, but also applications and configurations. They get a way, a system for provisioning, configuring, deploying, and doing life cycle management in a, in a much simpler way. Okay. Especially as I said, if you're dealing with a large number of applications. >>So it's like an operating fabric, if you will. Yes. For them. Okay, so let's get into what that means for up above and below the the, this abstraction or thin layer below as the infrastructure. We talked a lot about what's going on below that. Yeah. Above our workloads. At the end of the day, you know, I talk to CXOs and IT folks that are now DevOps engineers. They care about the workloads and they want the infrastructures code to work. They wanna spend their time getting in the weeds, figuring out what happened when someone made a push that that happened or something happened. They need observability and they need to, to know that it's working. That's right. And is my workloads running effectively? So how do you guys look at the workload side of it? Cuz now you have multiple workloads on these fabric, >>Right? So workloads, so Kubernetes has defined kind of a standard way to describe workloads and you can, you know, tell Kubernetes, I want to run this container this particular way, or you can use other projects that are in the Kubernetes cloud native ecosystem like K native, where you can express your application in more at a higher level, right? But what's also happening is in addition to the workloads, DevOps and platform engineering teams, they need to very often deploy the applications with the clusters themselves. Clusters are becoming this commodity. It's, it's becoming this host for the application and it kind of comes bundled with it. In many cases it is like an appliance, right? So DevOps teams have to provision clusters at a really incredible rate and they need to tear them down. Clusters are becoming more, >>It's kinda like an EC two instance, spin up a cluster. We very, people used words like that. That's >>Right. And before arlon you kind of had to do all of that using a different set of tools as, as I explained. So with Armon you can kind of express everything together. You can say I want a cluster with a health monitoring stack and a logging stack and this ingress controller and I want these applications and these security policies. You can describe all of that using something we call a profile. And then you can stamp out your app, your applications and your clusters and manage them in a very, so >>Essentially standard creates a mechanism. Exactly. Standardized, declarative kind of configurations. And it's like a playbook. You deploy it. Now what's there is between say a script like I'm, I have scripts, I could just automate scripts >>Or yes, this is where that declarative API and infrastructures configuration comes in, right? Because scripts, yes you can automate scripts, but the order in which they run matters, right? They can break, things can break in the middle and, and sometimes you need to debug them. Whereas the declarative way is much more expressive and powerful. You just tell the system what you want and then the system kind of figures it out. And there are these things about controllers which will in the background reconcile all the state to converge towards your desire. It's a much more powerful, expressive and reliable way of getting things done. >>So infrastructure has configuration is built kind of on, it's as super set of infrastructures code because it's >>An evolution. >>You need edge's code, but then you can configure the code by just saying do it. You basically declaring and saying Go, go do that. That's right. Okay, so, alright, so cloud native at scale, take me through your vision of what that means. Someone says, Hey, what does cloud native at scale mean? What's success look like? How does it roll out in the future as you, not future next couple years? I mean people are now starting to figure out, okay, it's not as easy as it sounds. Could be nice, it has value. We're gonna hear this year coan a lot of this. What does cloud native at scale >>Mean? Yeah, there are different interpretations, but if you ask me, when people think of scale, they think of a large number of deployments, right? Geographies, many, you know, supporting thousands or tens or millions of, of users there, there's that aspect to scale. There's also an equally important a aspect of scale, which is also something that we try to address with Arran. And that is just complexity for the people operating this or configuring this, right? So in order to describe that desired state and in order to perform things like maybe upgrades or updates on a very large scale, you want the humans behind that to be able to express and direct the system to do that in, in relatively simple terms, right? And so we want the tools and the abstractions and the mechanisms available to the user to be as powerful but as simple as possible. So there's, I think there's gonna be a number and there have been a number of CNCF and cloud native projects that are trying to attack that complexity problem as well. And Arlon kind of falls in in that >>Category. Okay, so I'll put you on the spot road that CubeCon coming up and obviously this will be shipping this segment series out before. What do you expect to see at Coan this year? What's the big story this year? What's the, what's the most important thing happening? Is it in the open source community and also within a lot of the, the people jogging for leadership. I know there's a lot of projects and still there's some white space in the overall systems map about the different areas get run time and there's ability in all these different areas. What's the, where's the action? Where, where's the smoke? Where's the fire? Where's the piece? Where's the tension? >>Yeah, so I think one thing that has been happening over the past couple of cons and I expect to continue and, and that is the, the word on the street is Kubernetes is getting boring, right? Which is good, right? >>Boring means simple. >>Well, well >>Maybe, >>Yeah, >>Invisible, >>No drama, right? So, so the, the rate of change of the Kubernetes features and, and all that has slowed but in, in a, in a positive way. But there's still a general sentiment and feeling that there's just too much stuff. If you look at a stack necessary for hosting applications based on Kubernetes, there are just still too many moving parts, too many components, right? Too much complexity. I go, I keep going back to the complexity problem. So I expect Cube Con and all the vendors and the players and the startups and the people there to continue to focus on that complexity problem and introduce further simplifications to, to the stack. >>Yeah. Vic, you've had an storied career, VMware over decades with them obviously in 12 years with 14 years or something like that. Big number co-founder here at Platform. Now you guys have been around for a while at this game. We, man, we talked about OpenStack, that project you, we interviewed at one of their events. So OpenStack was the beginning of that, this new revolution. And I remember the early days it was, it wasn't supposed to be an alternative to Amazon, but it was a way to do more cloud cloud native. I think we had a cloud ERO team at that time. We would to joke we, you know, about, about the dream. It's happening now, now at Platform nine. You guys have been doing this for a while. What's the, what are you most excited about as the chief architect? What did you guys double down on? What did you guys tr pivot from or two, did you do any pivots? Did you extend out certain areas? Cuz you guys are in a good position right now, a lot of DNA in Cloud native. What are you most excited about and what does Platform nine bring to the table for customers and for people in the industry watching this? >>Yeah, so I think our mission really hasn't changed over the years, right? It's been always about taking complex open source software because open source software, it's powerful. It solves new problems, you know, every year and you have new things coming out all the time, right? OpenStack was an example when the Kubernetes took the world by storm. But there's always that complexity of, you know, just configuring it, deploying it, running it, operating it. And our mission has always been that we will take all that complexity and just make it, you know, easy for users to consume regardless of the technology, right? So the successor to Kubernetes, you know, I don't have a crystal ball, but you know, you have some indications that people are coming up of new and simpler ways of running applications. There are many projects around there who knows what's coming next year or the year after that. But platform will a, platform nine will be there and we will, you know, take the innovations from the the community. We will contribute our own innovations and make all of those things very consumable to customers. >>Simpler, faster, cheaper. Exactly. Always a good business model technically to make that happen. Yes. Yeah, I think the, the reigning in the chaos is key, you know, Now we have now visibility into the scale. Final question before we depart this segment. What is at scale, how many clusters do you see that would be a watermark for an at scale conversation around an enterprise? Is it workloads we're looking at or, or clusters? How would you, Yeah, how would you describe that? When people try to squint through and evaluate what's a scale, what's the at scale kind of threshold? >>Yeah. And, and the number of clusters doesn't tell the whole story because clusters can be small in terms of the number of nodes or they can be large. But roughly speaking when we say, you know, large scale cluster deployments, we're talking about maybe hundreds, two thousands. >>Yeah. And final final question, what's the role of the hyperscalers? You got AWS continuing to do well, but they got their core ias, they got a PAs, they're not too too much putting a SaaS out there. They have some SaaS apps, but mostly it's the ecosystem. They have marketplaces doing over $2 billion billions of transactions a year and, and it's just like, just sitting there. It hasn't really, they're now innovating on it, but that's gonna change ecosystems. What's the role the cloud play in the cloud native of its scale? >>The, the hyperscalers, >>Yeahs Azure, Google. >>You mean from a business perspective? Yeah, they're, they have their own interests that, you know, that they're, they will keep catering to, they, they will continue to find ways to lock their users into their ecosystem of services and, and APIs. So I don't think that's gonna change, right? They're just gonna keep, >>Well they got great I performance, I mean from a, from a hardware standpoint, yes, that's gonna be key, right? >>Yes. I think the, the move from X 86 being the dominant way and platform to run workloads is changing, right? That, that, that, that, and I think the, the hyperscalers really want to be in the game in terms of, you know, the the new risk and arm ecosystems and the platforms. >>Yeah, not joking aside, Paul Morritz, when he was the CEO of VMware, when he took over once said, I remember our first year doing the cube. Oh the cloud is one big distributed computer, it's, it's hardware and he got software and you got middleware and he kind over, well he's kind of tongue in cheek, but really you're talking about large compute and sets of services that is essentially a distributed computer. >>Yes, >>Exactly. It's, we're back on the same game. Vic, thank you for coming on the segment. Appreciate your time. This is cloud native at scale special presentation with Platform nine. Really unpacking super cloud Arlon open source and how to run large scale applications on the cloud Cloud Native Phil for developers and John Furrier with the cube. Thanks for Washington. We'll stay tuned for another great segment coming right up. Hey, welcome back everyone to Super Cloud 22. I'm John Fur, host of the Cuba here all day talking about the future of cloud. Where's it all going? Making it super multi-cloud clouds around the corner and public cloud is winning. Got the private cloud on premise and edge. Got a great guest here, Vascar Gorde, CEO of Platform nine, just on the panel on Kubernetes. An enabler blocker. Welcome back. Great to have you on. >>Good to see you >>Again. So Kubernetes is a blocker enabler by, with a question mark. I put on on that panel was really to discuss the role of Kubernetes. Now great conversation operations is impacted. What's interest thing about what you guys are doing at Platform nine? Is your role there as CEO and the company's position, kind of like the world spun into the direction of Platform nine while you're at the helm? Yeah, right. >>Absolutely. In fact, things are moving very well and since they came to us, it was an insight to call ourselves the platform company eight years ago, right? So absolutely whether you are doing it in public clouds or private clouds, you know, the application world is moving very fast in trying to become digital and cloud native. There are many options for you do on the infrastructure. The biggest blocking factor now is having a unified platform. And that's what we, we come into, >>Patrick, we were talking before we came on stage here about your background and we were gonna talk about the glory days in 2000, 2001, when the first as piece application service providers came out, kind of a SaaS vibe, but that was kind of all kind of cloudlike. >>It wasn't, >>And and web services started then too. So you saw that whole growth. Now, fast forward 20 years later, 22 years later, where we are now, when you look back then to here and all the different cycles, >>I, in fact you, you know, as we were talking offline, I was in one of those ASPs in the year 2000 where it was a novel concept of saying we are providing a software and a capability as a service, right? You sign up and start using it. I think a lot has changed since then. The tooling, the tools, the technology has really skyrocketed. The app development environment has really taken off exceptionally well. There are many, many choices of infrastructure now, right? So I think things are in a way the same but also extremely different. But more importantly now for any company, regardless of size, to be a digital native, to become a digital company is extremely mission critical. It's no longer a nice to have everybody's in the journey somewhere. >>Everyone is going digital transformation here. Even on a so-called downturn recession that's upcoming inflation's here. It's interesting. This is the first downturn in the history of the world where the hyperscale clouds have been pumping on all cylinders as an economic input. And if you look at the tech trends, GDPs down, but not tech. >>Nope. >>Cuz the pandemic showed everyone digital transformation is here and more spend and more growth is coming even in, in tech. So this is a unique factor which proves that that digital transformation's happening and company, every company will need a super cloud. >>Everyone, every company, regardless of size, regardless of location, has to become modernize their infrastructure. And modernizing Infras infrastructure is not just some new servers and new application tools, It's your approach, how you're serving your customers, how you're bringing agility in your organization. I think that is becoming a necessity for every enterprise to survive. >>I wanna get your thoughts on Super Cloud because one of the things Dave Ante and I want to do with Super Cloud and calling it that was we, I, I personally, and I know Dave as well, he can, I'll speak from, he can speak for himself. We didn't like multi-cloud. I mean not because Amazon said don't call things multi-cloud, it just didn't feel right. I mean everyone has multiple clouds by default. If you're running productivity software, you have Azure and Office 365. But it wasn't truly distributed. It wasn't truly decentralized, it wasn't truly cloud enabled. It didn't, it felt like they're not ready for a market yet. Yet public clouds booming on premise. Private cloud and Edge is much more on, you know, more, more dynamic, more real. >>Yeah. I think the reason why we think super cloud is a better term than multi-cloud. Multi-cloud are more than one cloud, but they're disconnected. Okay, you have a productivity cloud, you have a Salesforce cloud, you may have, everyone has an internal cloud, right? So, but they're not connected. So you can say okay, it's more than one cloud. So it's you know, multi-cloud. But super cloud is where you are actually trying to look at this holistically. Whether it is on-prem, whether it is public, whether it's at the edge, it's a store at the branch. You are looking at this as one unit. And that's where we see the term super cloud is more applicable because what are the qualities that you require if you're in a super cloud, right? You need choice of infrastructure, you need, but at the same time you need a single pain, a single platform for you to build your innovations on regardless of which cloud you're doing it on, right? So I think Super Cloud is actually a more tightly integrated orchestrated management philosophy we think. >>So let's get into some of the super cloud type trends that we've been reporting on. Again, the purpose of this event is to, as a pilots, to get the conversations flowing with with the influencers like yourselves who are running companies and building products and the builders, Amazon and Azure are doing extremely well. Google's coming up in third cloudworks in public cloud. We see the use cases on premises use cases. Kubernetes has been an interesting phenomenon because it's become from the developer side a little bit, but a lot of ops people love Kubernetes. It's really more of an ops thing. You mentioned OpenStack earlier. Kubernetes kind of came out of that open stack. We need an orchestration and then containers had a good shot with, with Docker. They re pivoted the company. Now they're all in an open source. So you got containers booming and Kubernetes as a new layer there. What's the, what's the take on that? What does that really mean? Is that a new defacto enabler? It >>Is here. It's for here for sure. Every enterprise somewhere else in the journey is going on. And you know, most companies are, 70 plus percent of them have won two, three container based, Kubernetes based applications now being rolled out. So it's very much here, it is in production at scale by many customers. And the beauty of it is, yes, open source, but the biggest gating factor is the skill set. And that's where we have a phenomenal engineering team, right? So it's, it's one thing to buy a tool >>And just be clear, you're a managed service for Kubernetes. >>We provide, provide a software platform for cloud acceleration as a service and it can run anywhere. It can run in public private. We have customers who do it in truly multi-cloud environments. It runs on the edge, it runs at this in stores are thousands of stores in a retailer. So we provide that and also for specific segments where data sovereignty and data residency are key regulatory reasons. We also un OnPrem as an air gap version. >>Can you give an example on how you guys are deploying your platform to enable a super cloud experience for your >>Customer? Right. So I'll give you two different examples. One is a very large networking company, public networking company. They have, I dunno, hundreds of products, hundreds of r and d teams that are building different, different products. And if you look at few years back, each one was doing it on a different platforms but they really needed to bring the agility and they worked with us now over three years where we are their build test dev pro platform where all their products are built on, right? And it has dramatically increased their agility to release new products. Number two, it actually is a light out operation. In fact the customer says like, like the Maytag service person cuz we provide it as a service and it barely takes one or two people to maintain it for them. >>So it's kinda like an SRE vibe. One person managing a >>Large 4,000 engineers building infrastructure >>On their tools, >>Whatever they want on their tools. They're using whatever app development tools they use, but they use our platform. >>What benefits are they seeing? Are they seeing speed? >>Speed, definitely. Okay. Definitely they're speeding. Speed uniformity because now they're building able to build, so their customers who are using product A and product B are seeing a similar set of tools that are being used. >>So a big problem that's coming outta this super cloud event that we're, we're seeing and we've heard it all here, ops and security teams cuz they're kind of too part of one theme, but ops and security specifically need to catch up speed wise. Are you delivering that value to ops and security? Right. >>So we, we work with ops and security teams and infrastructure teams and we layer on top of that. We have like a platform team. If you think about it, depending on where you have data centers, where you have infrastructure, you have multiple teams, okay, but you need a unified platform. Who's your buyer? Our buyer is usually, you know, the product divisions of companies that are looking at or the CTO would be a buyer for us functionally cio definitely. So it it's, it's somewhere in the DevOps to infrastructure. But the ideal one we are beginning to see now many large corporations are really looking at it as a platform and saying we have a platform group on which any app can be developed and it is run on any infrastructure. So the platform engineering teams, >>You working two sides of that coin. You've got the dev side and then >>And then infrastructure >>Side side, okay. >>Another customer like give you an example, which I would say is kind of the edge of the store. So they have thousands of stores. Retail, retail, you know food retailer, right? They have thousands of stores that are on the globe, 50,000, 60,000. And they really want to enhance the customer experience that happens when you either order the product or go into the store and pick up your product or buy or browse or sit there. They have applications that were written in the nineties and then they have very modern AIML applications today. They want something that will not have to send an IT person to install a rack in the store or they can't move everything to the cloud because the store operations has to be local. The menu changes based on, It's a classic edge. It's classic edge. Yeah. Right. They can't send it people to go install rack access servers then they can't sell software people to go install the software and any change you wanna put through that, you know, truck roll. So they've been working with us where all they do is they ship, depending on the size of the store, one or two or three little servers with instructions that >>You, you say little servers like how big one like a net box box, like a small little >>Box and all the person in the store has to do like what you and I do at home and we get a, you know, a router is connect the power, connect the internet and turn the switch on. And from there we pick it up. >>Yep. >>We provide the operating system, everything and then the applications are put on it. And so that dramatically brings the velocity for them. They manage >>Thousands of them. True plug and play >>Two, plug and play thousands of stores. They manage it centrally. We do it for them, right? So, so that's another example where on the edge then we have some customers who have both a large private presence and one of the public clouds. Okay. But they want to have the same platform layer of orchestration and management that they can use regardless of the location. So >>You guys got some success. Congratulations. Got some traction there. It's awesome. The question I want to ask you is that's come up is what is truly cloud native? Cuz there's lift and shift of the cloud >>That's not cloud native. >>Then there's cloud native. Cloud native seems to be the driver for the super cloud. How do you talk to customers? How do you explain when someone says what's cloud native, what isn't cloud native? >>Right. Look, I think first of all, the best place to look at what is the definition and what are the attributes and characteristics of what is truly a cloud native, is CNC foundation. And I think it's very well documented where you, well >>Con of course Detroit's >>Coming here, so, so it's already there, right? So, so we follow that very closely, right? I think just lifting and shifting your 20 year old application onto a data center somewhere is not cloud native. Okay? You can't put to cloud native, you have to rewrite and redevelop your application and business logic using modern tools. Hopefully more open source and, and I think that's what Cloudnative is and we are seeing a lot of our customers in that journey. Now everybody wants to be cloudnative, but it's not that easy, okay? Because it's, I think it's first of all, skill set is very important. Uniformity of tools that there's so many tools there. Thousands and thousands of tools you could spend your time figuring out which tool to use. Okay? So I think the complexities there, but the business benefits of agility and uniformity and customer experience are truly them. >>And I'll give you an example. I don't know how clear native they are, right? And they're not a customer of ours, but you order pizzas, you do, right? If you just watch the pizza industry, how dominoes actually increase their share and mind share and wallet share was not because they were making better pizzas or not, I don't know anything about that, but the whole experience of how you order, how you watch what's happening, how it's delivered. There were a pioneer in it. To me, those are the kinds of customer experiences that cloud native can provide. >>Being agility and having that flow to the application changes what the expectations of the, for the customer. >>Customer, the customer's expectations change, right? Once you get used to a better customer experience, you learn >>Best car. To wrap it up, I wanna just get your perspective again. One of the benefits of chatting with you here and having you part of the Super Cloud 22 is you've seen many cycles, you have a lot of insights. I want to ask you, given your career where you've been and what you've done and now the CEO platform nine, how would you compare what's happening now with other inflection points in the industry? And you've been, again, you've been an entrepreneur, you sold your company to Oracle, you've been seeing the big companies, you've seen the different waves. What's going on right now put into context this moment in time around Super >>Cloud. Sure. I think as you said, a lot of battles. Cars being been, been in an asp, been in a realtime software company, being in large enterprise software houses and a transformation. I've been on the app side, I did the infrastructure right and then tried to build our own platforms. I've gone through all of this myself with a lot of lessons learned in there. I think this is an event which is happening now for companies to go through to become cloud native and digitalize. If I were to look back and look at some parallels of the tsunami that's going on is a couple of paddles come to me. One is, think of it, which was forced to honors like y2k. Everybody around the world had to have a plan, a strategy, and an execution for y2k. I would say the next big thing was e-commerce. I think e-commerce has been pervasive right across all industries. >>And disruptive. >>And disruptive, extremely disruptive. If you did not adapt and adapt and accelerate your e-commerce initiative, you were, it was an existence question. Yeah. I think we are at that pivotal moment now in companies trying to become digital and cloudnative that know that is what I see >>Happening there. I think that that e-commerce was interesting and I think just to riff with you on that is that it's disrupting and refactoring the business models. I think that is something that's coming out of this is that it's not just completely changing the game, it's just changing how you operate, >>How you think, and how you operate. See, if you think about the early days of eCommerce, just putting up a shopping cart didn't made you an eCommerce or an E retailer or an e e customer, right? Or so. I think it's the same thing now is I think this is a fundamental shift on how you're thinking about your business. How are you gonna operate? How are you gonna service your customers? I think it requires that just lift and shift is not gonna work. >>Mascar, thank you for coming on, spending the time to come in and share with our community and being part of Super Cloud 22. We really appreciate, we're gonna keep this open. We're gonna keep this conversation going even after the event, to open up and look at the structural changes happening now and continue to look at it in the open in the community. And we're gonna keep this going for, for a long, long time as we get answers to the problems that customers are looking for with cloud cloud computing. I'm Sean Feer with Super Cloud 22 in the Cube. Thanks for watching. >>Thank you. Thank you, John. >>Hello. Welcome back. This is the end of our program, our special presentation with Platform nine on cloud native at scale, enabling the super cloud. We're continuing the theme here. You heard the interviews Super Cloud and its challenges, new opportunities around the solutions around like Platform nine and others with Arlon. This is really about the edge situations on the internet and managing the edge multiple regions, avoiding vendor lock in. This is what this new super cloud is all about. The business consequences we heard and and the wide ranging conversations around what it means for open source and the complexity problem all being solved. I hope you enjoyed this program. There's a lot of moving pieces and things to configure with cloud native install, all making it easier for you here with Super Cloud and of course Platform nine contributing to that. Thank you for watching.

>>Welcome back everyone to the cubes coverage here in Seattle, Washington, AWS's marketplace seller conference. It's the big news within the Amazon partner network, combining with marketplaces, forming the Amazon partner organization, part of a big reorg as they grow the next level NextGen cloud mid-game on the chessboard. Cube's got cover. I'm John fur, host of Cub, a great guests here from data bricks, both cube alumnis, Jack Anderson, GM of the and VP of the data bricks partnership team. For ADOS, you handle that relationship and Joel Minick vice president of product and partner marketing. You guys are the, have the keys to the kingdom with data, bricks, and AWS. Thanks for joining. Thanks for good to see you again. Thanks for >>Having us back. Yeah, John, great to be here. >>So I feel like we're at reinvent 2013 small event, no stage, but there's a real shift happening with procurement. Obviously it makes it's a no brainer on the micro, you know, people should be buying online self-service cloud scale, but Amazon's got billions being sold to their marketplace. They've reorganized their partner network. You can see kind of what's going on. They've kind of figured it out. Like let's put everything together and simplify and make it less of a website marketplace merge our partner to have more synergy and friction, less experiences so everyone can make more money and customer's gonna be happier. >>Yeah, that's right. >>I mean, you're run relationship. You're in the middle of it. >>Well, Amazon's mental model here is that they want the world's best ISVs to operate on AWS so that we can collaborate and co architect on behalf of customers. And that's exactly what the APO and marketplace allow us to do is to work with Amazon on these really, you know, unique use cases. >>You know, I interviewed Ali many times over the years. I remember many years ago, I think six, maybe six, seven years ago, we were talking. He's like, we're all in ons. Obviously. Now the success of data bricks, you've got multiple clouds. See that customers have choice, but I remember the strategy early on. It was like, we're gonna be deep. So this is speaks volumes to the, the relationship you have years. Jack take us through the relationship that data bricks has with AWS from a, from a partner perspective, Joel, and from a product perspective, because it's not like you got to Johnny come lately new to the new, to the scene, right? We've been there almost president creation of this wave. What's the relationship and has it relate to what's going on today? >>So, so most people may not know that data bricks was born on AWS. We actually did our first 100 million of revenue on Amazon. And today we're obviously available on multiple clouds, but we're very fond of our Amazon relationship. And when you look at what the APN allows us to do, you know, we're able to expand our reach and co-sell with Amazon and marketplace broadens our reach. And so we think of marketplace in three different aspects. We've got the marketplace, private offer business, which we've been doing for a number of years. Matter of fact, we we're driving well over a hundred percent year over year growth in private offers and we have a nine figure business. So it's a very significant business. And when a customer uses a private offer that private offer counts against their private pricing agreement with AWS. So they get pricing power against their, their private pricing. >>So it's really important. It goes on their Amazon bill in may. We launched our pay as you go on demand offering. And in five short months, we have well over a thousand subscribers. And what this does is it really reduces the barriers to entry it's low friction. So anybody in an enterprise or startup or public sector company can start to use data bricks on AWS and pay consumption based model and have it go against their monthly bill. And so we see customers, you know, doing rapid experimentation pilots, POCs, they're, they're really learning the value of that first use case. And then we see rapid use case expansion. And the third aspect is the consulting partner, private offers C P O super important in how we involve our partner ecosystem of our consulting partners and our resellers that are able to work with data bricks on behalf of customers. >>So you got the big contracts with the private offer. You got the product market fit, kind of people iterating with data coming in with, with the buyers you go. And obviously the integration piece all fitting in there. Exactly. Exactly. Okay. So that's that those are the offers that's current and what's in marketplace today. Is that the products, what are, what are people buying? I mean, I guess what's the Joel, what are, what are people buying in the marketplace and what does it mean for >>Them? So fundamentally what they're buying is the ability to take silos out of their organization. And that's, that is the problem that data bricks is out there to solve, which is when you look across your data landscape today, you've got unstructured data, you've got structured data, you've got real time streaming data, and your teams are trying to use all of this data to solve really complicated problems. And as data bricks as the lake house company, what we're helping customers do is how do they get into the new world? How do they move to a place where they can use all of that data across all of their teams? And so we allow them to begin to find through the marketplace, those rapid adoption use cases where they can get rid of these data, warehousing data lake silos they've had in the past, get their unstructured and structured data onto one data platform and open data platform that is no longer adherent to any proprietary formats and standards and something. >>They can very much, very easily integrate into the rest of their data environment, apply one common data governance layer on top of that. So that from the time they ingest that data to the time they use that data to the time they share that data inside and outside of their organization, they know exactly how it's flowing. They know where it came from. They know who's using it. They know who has access to it. They know how it's changing. And then with that common data platform with that common governance solution, they'd being able to bring all of those use cases together across their real time, streaming their data engineering, their BI, their AI, all of their teams working on one set of data. And that lets them move really, really fast. And it also lets them solve challenges. They just couldn't solve before a good example of this, you know, one of the world's now largest data streaming platforms runs on data bricks with AWS. >>And if you think about what does it take to set that up? Well, they've got all this customer data that was historically inside of data warehouses, that they have to understand who their customers are. They have all this unstructured data, they've built their data science model, so they can do the right kinds of recommendation engines and forecasting around. And then they've got all this streaming data going back and forth between click stream data from what the customers are doing with their platform and the recommendations they wanna push back out. And if those teams were all working in individual silos, building these kinds of platforms would be extraordinarily slow and complex, but by building it on data bricks, they were able to release it in record time and have grown at, at record pace >>To not be that's product platform that's impacting product development. Absolutely. I mean, this is like the difference between lagging months of product development to like days. Yes. Pretty much what you're getting at. Yeah. So total agility. I got that. Okay. Now I'm a customer I wanna buy in the marketplace, but I also, you got direct Salesforce up there. So how do you guys look at this? Is there channel conflict? Are there comp programs? Because one of the things I heard today in on the stage from a Davis's leadership, Chris was up there speaking and, and, and moment I was, Hey, he's a CRO conference, chief revenue officer conversation, which means someone's getting compensated. So if I'm the sales rep at data bricks, what's my motion to the customer. Do I get paid? Does Amazon sell it? Take us through that. Is there channel conflict? Is there or an audio lift? >>Well, I I'd add what Joel just talked about with, with, you know, what the solution, the value of the solution our entire offering is available on AWS marketplace. So it's not a subset, the entire data bricks offering and >>The flagship, all the, the top, >>Everything, the flagship, the complete offering. So it's not, it's not segmented. It's not a sub segment. It's it's, you know, you can use all of our different offerings. Now when it comes to seller compensation, we, we, we view this two, two different ways, right? One is that AWS is also incented, right? Versus selling a native service to recommend data bricks for the right situation. Same thing with data bricks. Our Salesforce wants to do the right thing for the customer. If the customer wants to use marketplace as their procurement vehicle. And that really helps customers because if you get data bricks and five other ISVs together, and let's say each ISV is spending, you're spending a million dollars, you have $5 million of spend, you put that spend through the flywheel with AWS marketplace. And then you can use that in your negotiations with AWS to get better pricing overall. So that's how we, >>We do it. So customers are driving. This sounds like, correct. For sure. So they're looking at this as saying, Hey, I'm gonna just get purchasing power with all my relationships because it's a solution architectural market, right? >>Yeah. It makes sense. Because if most customers will have a primary and secondary cloud provider, if they can consolidate, you know, multiple ISV spend through that same primary provider, you get pricing >>Power, okay, Jill, we're gonna date ourselves. At least I will. So back in the old days, it used to be, do a Barney deal with someone, Hey, let's go to market together. You gotta get paper, you do a biz dev deal. And then you gotta say, okay, now let's coordinate our sales teams, a lot of moving parts. So what you're getting at here is that the alternative for data bricks or any company is to go find those partners and do deals versus now Amazon is the center point for the customer so that you can still do those joint deals. But this seems to be flipping the script a little bit. >>Well, it is, but we still have VAs and consulting partners that are doing implementation work very valuable work advisory work that can actually work with marketplace through the C PPO offering. So the marketplace allows multiple ways to procure your >>Solution. So it doesn't change your business structure. It just makes it more efficient. That's >>Correct. >>That's a great way to say it. Yeah, >>That's great. So that's so that's it. So that's just makes it more efficient. So you guys are actually incented to point customers to the marketplace. >>Yes, >>Absolutely. Economically. Yeah. >>E economically it's the right thing to do for the customer. It's the right thing to do for our relationship with Amazon, especially when it comes back to co-selling right? Because Amazon now is leaning in with ISVs and making recommendations for, you know, an ISV solution and our teams are working backwards from those use cases, you know, to collaborate, land them. >>Yeah. I want, I wanna get that out there. Go ahead, Joel. >>So one of the other things I might add to that too, you know, and why this is advantageous for, for companies like data bricks to, to work through the marketplace, is it makes it so much easier for customers to deploy a solution. It's, it's very, literally one click through the marketplace to get data bricks stood up inside of your environment. And so if you're looking at how do I help customers most rapidly adopt these solutions in the AWS cloud, the marketplace is a fantastic accelerator to that. You >>Know, it's interesting. I wanna bring this up and get your reaction to it because to me, I think this is the future of procurement. So from a procurement standpoint, I mean, again, dating myself EDI back in the old days, you know, all that craziness. Now this is all the, all the internet, basically through the console, I get the infrastructure side, you know, spin up and provision. Some servers, all been good. You guys have played well there in the marketplace. But now as we get into more of what I call the business apps, and they brought this up on stage little nuance, most enterprises aren't yet there of integrating tech on the business apps, into the stack. This is where I think you guys are a use case of success where you guys have been successful with data integration. It's an integrator's dilemma, not an innovator's dilemma. So like, I want to integrate, so now I have integration points with data bricks, but I want to put an app in there. I want to provision an application, but it has to be built. It's not, you don't buy it. You build, you gotta build stuff. And this is the nuance. What's your reaction to that? Am I getting this right? Or, or am I off because no, one's gonna be buying software. Like they used to, they buy software to integrate it. >>Yeah, >>No, I, cause everything's integrated. >>I think AWS has done a great job at creating a partner ecosystem, right. To give customers the right tools for the right jobs. And those might be with third parties, data bricks is doing the same thing with our partner connect program. Right. We've got customer, customer partners like five tra and D V T that, you know, augment and enhance our platform. And so you, you're looking at multi ISV architectures and all of that can be procured through the AWS marketplace. >>Yeah. It's almost like, you know, bundling and unbundling. I was talking about this with, with Dave ante about Supercloud, which is why wouldn't a customer want the best solution in their architecture period. And it's class. If someone's got API security or an API gateway. Well, you know, I don't wanna be forced to buy something because it's part of a suite and that's where you see things get suboptimized where someone dominates a category and they have, oh, you gotta buy my version of this. Yeah. >>Joel, Joel. And that's Joel and I were talking, we're actually saying what what's really important about Databricks is that customers control the data. Right? You wanna comment on that? >>Yeah. I was say the, you know what you're pushing on there we think is extraordinarily, you know, the way the market is gonna go is that customers want a lot of control over how they build their data stack. And everyone's unique in what tools are the right ones for them. And so one of the, you know, philosophically I think really strong places, data, bricks, and AWS have lined up is we both take an approach that you should be able to have maximum flexibility on the platform. And as we think about the lake house, one thing we've always been extremely committed to as a company is building the data platform on an open foundation. And we do that primarily through Delta lake and making sure that to Jack's point with data bricks, the data is always in your control. And then it's always stored in a completely open format. And that is one of the things that's allowed data bricks to have the breadth of integrations that it has with all the other data tools out there, because you're not tied into any proprietary format, but instead are able to take advantage of all the innovation that's happening out there in the open source ecosystem. >>When you see other solutions out there that aren't as open as you guys, you guys are very open by the way, we love that too. We think that's a great strategy, but what's the, what am I foreclosing? If I go with something else that's not as open what what's the customer's downside as you think about what's around the corner in the industry. Cuz if you believe it's gonna be open, open source, which I think opens our software is the software industry and integration is a big deal, cuz software's gonna be plentiful. Let's face it. It's a good time to be in software business, but cloud's booming. So what's the downside from your data bricks perspective, you see a buyer clicking on data bricks versus that alternative what's potentially is should they be a nervous about down the road if they go with a more proprietary or locked in approach? Well, >>I think the challenge with proprietary ecosystems is you become beholden to the ability of that provider to both build relationships and convince other vendors that they should invest in that format. But you're also then beholden to the pace at which that provider is able to innovate. And I think we've seen lots of times over history where, you know, a proprietary format may run ahead for a while on a lot of innovation. But as that market control begins to solidify that desire to innovate begins to, to degrade, whereas in the open format. So >>Extract rents versus innovation. Exactly. >>Yeah, exactly. >>But >>I'll say it in the open world, you know, you have to continue to innovate. Yeah. And the open source world is always innovating. If you look at the last 10 to 15 years, I challenge you to find, you know, an example where the innovation in the data and AI world is not coming from open source. And so by investing in open ecosystems, that means you were always going to be at the forefront of what is the >>Latest, you know, again, not to date myself again, but you look back at the eighties and nineties, the protocol stacked for proprietary. Yeah. You know, SNA at IBM deck net was digital, you know, the rest is, and then TCP, I P was part of the open systems, interconnect, revolutionary Oly, a big part of that as well as my school did. And so like, you know, that was, but it didn't standardize the whole stack. It stopped at IP and TCP. Yeah. But that helped interoperate, that created a nice defacto. So this is a big part of this mid game. I call it the chessboard, you know, you got opening game and mid game. Then you got the end game and we're not there. The end game yet cloud the cloud. >>There's, there's always some form of lock in, right. Andy jazzy will, will address it, you know, when making a decision. But if you're gonna make a decision you want to reduce as you don't wanna be limited. Right. So I would advise a customer that there could be limitations with a proprietary architecture. And if you look at what every customer's trying to become right now is an AI driven business. Right? And so it has to do with, can you get that data outta silos? Can you, can you organize it and secure it? And then can you work with data scientists to feed those models? Yeah. In a, in a very consistent manner. And so the tools of tomorrow will to Joel's point will be open and we want interoperability with those >>Tools and, and choice is a matter too. And I would say that, you know, the argument for why I think Amazon is not as locked in as maybe some other clouds is that they have to compete directly too. Redshift competes directly with a lot of other stuff, but they can't play the bundling game because the customers are getting savvy to the fact that if you try to bundle an inferior product with something else, it may not work great at all. And they're gonna be they're onto it. This is >>The Amazon's credit by having these, these solutions that may compete with native services in marketplace, they are providing customers with choice, low >>Price and access to the S and access to the core value. Exactly. Which the >>Hardware, which is their platform. Okay. So I wanna get you guys thought on something else. I, I see emerging, this is again kind of cube rumination moment. So on stage Chris unpacked, a lot of stuff. I mean this marketplace, they're touching a lot of hot buttons here, you know, pricing compensation, workflows services behind the curtain. And one of the things he mentioned was they talk about resellers or channel partners, depending upon what you talk about. We believe Dave and I believe on the cube that the entire indirect sales channel of the industry is gonna be disrupted radically because those players were selling hardware in the old days and software, that game is gonna change. You know, you mentioned you guys have a program, want to get your thoughts on this. We believe that once this gets set up, they can play in this game and bring their services in which means that the old reseller channels are gonna be rewritten. They're gonna be refactored with this new kinds of access. Cuz you've got scale, you've got money and you've got product and you got customers coming into the marketplace. So if you're like a reseller that sold computers to data centers or software, you know, value added reseller or V or business, >>You've gotta evolve. >>You gotta, you gotta be here. Yes. How are you guys working with those partners? Cuz you say you have a part in your marketplace there. How do I make money? If I'm a reseller with data bricks with eight Amazon, take me through that use case. >>Well I'll let Joel comment, but I think it's, it's, it's pretty straightforward, right? Customers need expertise. They need knowhow. When we're seeing customers do mass migrations to the cloud or Hadoop specific migrations or data transformation implementations, they need expertise from consulting and SI partners. If those consulting SI partners happen to resell the solution as well. Well, that's another aspect of their business, but I really think it is the expertise that the partners bring to help customers get outcomes. >>Joel, channel big opportunity for re re Amazon to reimagine this. >>For sure. Yeah. And I think, you know, to your comment about how to resellers take advantage of that, I think what Jack was pushing on is spot on, which is it's becoming more about more and more about the expertise you bring to the table and not just transacting the software, but now actually helping customers make the right choices. And we're seeing, you know, both SI begin to be able to resell solutions and finding a lot of opportunity in that. Yeah. And I think we're seeing traditional resellers begin to move into that SI model as well. And that's gonna be the evolution that >>This gets at the end of the day. It's about services for sure, for sure. You've got a great service. You're gonna have high gross profits. And >>I think that the managed service provider business is alive and well, right? Because there are a number of customers that want that, that type of a service. >>I think that's gonna be a really hot, hot button for you guys. I think being the way you guys are open this channel partner services model coming in to the fold really kind of makes for kind of that super cloudlike experience where you guys now have an ecosystem. And that's my next question. You guys have an ecosystem going on within data bricks for sure. On top of this ecosystem, how does that work? This is kinda like hasn't been written up in business school and case studies yet this is new. What is this? >>I think, you know, what it comes down to is you're seeing ecosystems begin to evolve around the data platforms and that's gonna be one of the big kind of new horizons for us as we think about what drives ecosystems it's going to be around. Well, what is the, what's the data platform that I'm using and then all the tools that have to encircle that to get my business done. And so I think there's, you know, absolutely ecosystems inside of the AWS business on all of AWS's services, across data analytics and AI. And then to your point, you are seeing ecosystems now arise around data bricks in its Lakehouse platform, as well as customers are looking at well, if I'm standing these Lakehouse up and I'm beginning to invest in this, then I need a whole set of tools that help me get that done as well. >>I mean you think about ecosystem theory, we're living a whole nother dream and I'm, and I'm not kidding. It hasn't yet been written up and for business school case studies is that we're now in a whole nother connective tissue ecology thing happening where you have dependencies and value proposition economics connectedness. So you have relationships in these ecosystems. >>And I think one of the great things about relationships with these ecosystems is that there's a high degree of overlap. Yeah. So you're seeing that, you know, the way that the cloud business is evolving, the, the ecosystem partners of data bricks are the same ecosystem partners of AWS. And so as you build these platforms out into the cloud, you're able to really take advantage of best of breed, the broadest set of solutions out there for >>You. Joel, Jack, I love it because you know what it means the best ecosystem will win. If you keep it open. Sure. You can see everything. If you're gonna do it in the dark, you know, you don't know the outcome. I mean, this is really kind we're talking about. >>And John, can I just add that when I was in Amazon, we had a, a theory that there's buyers and builders, right? There's very innovative companies that want to build things themselves. We're seeing now that that builders want to buy a platform. Right? Yeah. And so there's a platform decision being made and that ecosystem gonna evolve around the >>Platform. Yeah. And I totally agree. And, and, and the word innovation get kicks around. That's why, you know, when we had our super cloud panel was called the innovators dilemma with a slash through it called the integrated dilemma, innovation is the digital transformation. So absolutely like that becomes cliche in a way, but it really becomes more of a, are you open? Are you integrating if APIs are the connective tissue, what's automation, what's the service message look like. I mean, a whole nother set of kind of thinking goes on and these new ecosystems and these new products >>And that, and that thinking is, has been born in Delta sharing. Right? So the idea that you can have a multi-cloud implementation of data bricks, and actually share data between those two different clouds, that is the next layer on top of the native cloud >>Solution. Well, data bricks has done a good job of building on top of the goodness of, and the CapEx gift from AWS. But you guys have done a great job taking that building differentiation into the product. You guys have great customer base, great grow ecosystem. And again, I think in a shining example of what every enterprise is going to do, build on top of something operating model, get that operating model, driving revenue. >>Yeah. >>Well we, whether whether you're Goldman Sachs or capital one or XYZ corporation >>S and P global NASDAQ, right. We've got, you know, these, the biggest verticals in the world are solving tough problems with data breaks. I think we'd be remiss cuz if Ali was here, he would really want to thank Amazon for all of the investments across all of the different functions, whether it's the relationship we have with our engineering and service teams. Yeah. Our marketing teams, you know, product development and we're gonna be at reinvent the big presence of reinvent. We're looking forward to seeing you there again. >>Yeah. We'll see you guys there. Yeah. Again, good ecosystem. I love the ecosystem evolutions happening this next gen cloud is here. We're seeing this evolve kind of new economics, new value propositions kind of scaling up, producing more so you guys are doing a great job. Thanks for coming on the Cuban, taking time. Chill. Great to see you at the check. Thanks for having us. Thanks. Going. Okay. Cube coverage here. The world's changing as APN comes to give the marketplace for a new partner organization at Amazon web services, the Cube's got a covered. This should be a very big growing ecosystem as this continues, billions of being sold through the marketplace. Of course the buyers are happy as well. So we've got it all covered. I'm John furry, your host of the cube. Thanks for watching.

>>Here you are new. Welcome back to the cubes. Continuing coverage of AWS reinvent 2021 live from Las Vegas. Lisa Martin, with John farrier, John, we have two live sets. There's a dueling set right across from us two remote studios over 100 guests on the cube at AWS reinvent 2021. Been great. We've had great conversations. We're talking about the next generation of cloud innovation and we're pleased to welcome one of our alumni back to the program. Lisa Bernays here, the CEO and co-founder of D L Z P group. Lisa. Welcome. >>Hi, thank you. I appreciate the opportunity to be here with you and John. It's a great opportunity >>And John's lucky he gets to lease us for the price of London. One second. Talk to me about da DLDP. This is a woman and minority owned company. Congratulations. That's awesome. But talk to us about your organization and then we'll kind of dig into your partnership with AWS. >>Sure. So DLC P group, we found it in 2012. Um, and for us, we were at the time we were just looking for a way to offer a value added service to our customers. We wanted to always make sure that we were giving them the best quality, but what I also wanted to do is I wanted to create an environment for my employees, where they felt valued, and we kind of built these core values back then about respect, flat hierarchy, um, team, team learning, mentorship, and we incorporated, so everybody can do this remotely from around the world. So we've always made sure that our employees and customers are getting the best value. >>Well, what kind of customers, what target market, what kind of customers do you guys work with? >>Well, we've actually made sure that we're diverse. We make sure that we have 50% in public sector and 50% in private sector, but it's been very, very interesting journey for us because once we started one sec, like we started with cities and then a number of cities started contacting us to do more business. So it's always been this hurdle to make sure we're diverse enough to make sure we offer the best solutions. >>And you jumped in with AWS back in 2012 when most folks were still to your point. I saw your interview earlier this summer, thinking about Amazon as a bookstore, why a debit? What did you see as the opportunity back in 2012 with them? >>Well, when we first heard about AWS, my first thought is, well, it's amazon.com. What is AWS? And then once we started talking to them, we saw the capabilities and the potential there. We saw what it could do. So we partnered with them to actually have the first working PeopleSoft customer on AWS. So that's a large ERP application and that helped build the foundation to prove what could actually run on the cloud. And since then, we've been able to prove so much more about the technology and what AWS is accomplishing. >>Was it a hard sell back in the day? >>It was a little bit hard, but it was interesting because we were speaking with one of our customers they're on premise and they're like, well, you know, we're going to have to re do a whole data center. We're talking about millions of dollars. We don't really have the budget to redo this. And that's when we're like, well, we have this great partnership with Amazon. We think this would be the perfect opportunity to let you try the cloud and see how successful it was. >>At least I want to point out you got your, one of the Pathfinders that Adams Leschi pointed out because back in 2012, getting PeopleSoft onto the cloud, which is really big effort, but that's what everyone's doing now. I just saw the news here. SAP is running their application on graviton too, right? So you start to see and public sector during the pandemic, we saw a ton of connect. So you were really on this whole ERP. ERP is our big applications. It's not small, but now it's, everyone's kind of going that way. What's the current, uh, you feel how you feel about that one? And what's the current update relative to the kind of projects you got going on? >>Well, we've, we've evolved quite a bit. I mean, PeopleSoft is always going to be in our DNA. A lot of my employees are ex or Oracle employees. They have developed a lot of the foundations for PeopleSoft, but since then, like we've worked with serverless technology when that was released a number of years ago, we, we asked our team, okay, AWS just talked about Lambda, serverless technology, go figure out what is the best solution. We ended up running ours, our website serverless. We were one of the first. And from that, we brought our website costs down from hundreds of dollars to pennies a month. So it's a huge savings. And then we started, um, about two years ago, we spoke with our utility company. Um, there were saying how with machine learning, they were only going to be able to get a 75% accuracy for their wind turbines. And we said, well, let us take a shot at it. We have some great solutions on AWS that we think might work. We were able to redo their algorithm using AWS cloud native tools, open source data to get a 97 to 99% accuracy on a daily basis. And that saves them millions of dollars each day. >>Don's right. And as Adam was saying with some of the folks, customers, he was highlighting on main stage the other day, you are a Pathfinder. How did you get the confidence? Especially as a female minority owned business. I'd love to just get maybe for some of those younger viewers out there. How did you get the confidence to, you know what? I think we can do this. >>I think for me, I, I, I don't like to take no for an answer. There's always a solution. So we're always looking at technology, seeing how we can use it to get a better answer. >>What do you think about reinvent this year? A lot of goodies here every year, there's always new creative juices flowing because it's a learning conference, but it's also feels like a futuristic kind of conference. What's your take this year? >>I don't know if you happen to attend midnight madness when they were talking about robotics and the future with that. I mean, we've been talking about that for a number of years of what could be created with robotics. Like even my son back in middle school was talking about creating a robot Butler. He just, everybody knows what the future is. And it's so great that we finally have the foundation in technology to be able to create these >>Well, if you're someone that doesn't like to say, no, does your son actually have a robot Butler these >>Days? He's still working on it. >>That's a good answer to say, Hey, sorry, your mom's not going to be there to get the robot. The latency thing. This is the robot. First of all, we'd love the robotics, I think is huge. We just had George on who's the fraught PM for ECE to edge and late, the wavelength stuff looks really promising for the robotics stuff. Super exciting. >>Yes. We can't wait to start playing with it more. I mean, it's something that our team has been dabbling. We spent probably about 30% of our time on R and D. So we're looking at the future and what we can invent next because >>You guys can affect such dramatic changes for customers. You talked about that wind turbine customer going from 75% accuracy to 97, 90 8%. Where are your customer conversations? Cause that's, is, are they at the C level with showing organizations that dramatic reduction in costs and workforce productivity increased that they can get? >>We talk with everyone it's it could be the solution architect. It could be an intern. It could, and we're just sharing our ideas with them. And we also talk with the C level. Um, it's just, it's everybody is interested in and they have different, different ideas that they want to share. So with the solution architect, we can share with them the code and how we're going to architect it. While the C level, we just pointed out black and white, this is your cost. Now this is what your cost is going to be. And everybody is happy. They, they jump on board with it. >>Lisa, you mentioned 30% R and D by the way, it's awesome. By the way, that's well above most averages, what are you working on? Because I totally think companies should have a big R and D play around budget, get a sandbox, going get some tinkering. Cause you never know where the real discoveries we had. David Brown who runs NC to nitro, came out of a card on the network. So you'd never know where the next innovation comes from. What's the, what are you guys doing for R and D? What's the fun projects are what endeavors. >>So there's two of them. One is actually a product, which is a little bit out of our comfort zone, but we're, we're, we're looking to develop something that will be able to help, um, NASA. So that's the goal where, you know, we've been working on it since they released their ma their mission to Mars projection. So it's something that we're very passionate about, but then we're also building a software. Uh, we've been working on it for about three years now and we actually have two customers prototyping it. So we're hoping to be able to launch it to the public within the next year. >>You mentioned NASA and I just about jumped out of my chair. That was my first job out of grad school was really the space program. Can you tell us a little bit more about what you're helping them do? I love how forward-thinking that they are, obviously they always have been, but tell me a little bit more about that. >>So I can't share too much because it's one of those things is a common sense thing. Once you think about a little bit more, it's kind of like why didn't anybody never think about this? So we're using new technology and old technology together to combine the solution. >>Ooh, I can't wait to learn more. Talk to us about these. Think big for small business TB SB program at AWS. How long have you guys been a part of that and what is it enabling? What is it going to enable you to do in 2022? So >>The think big for small business program was the brainchild is Sandy Carter. And I am always, always going to be grateful to her. Um, I met with her in 2019. I shared her journey, our journey with her about how we started out being a premier partner and then over time, because there's so many other partners, we were downgraded. And because just because we're a small business, and even if I had every employee, even my admin staff certified, we would never have enough employees to be to the next level, even though we had the customers, the references. So she listened to us and other small businesses and created the program. And it's been a great opportunity for us because we're, we're gaining access to capital, you know, funding for opportunities. We're getting resources for training. So it, for us, it's been a huge advantage. >>It sounds like a part of that AWS flywheel that we always talk about. John Sandy Carter being one of our famous Cuba alumni. She was just on yesterday with you. Okay. >>And there's so many opportunities for all businesses because you can, you can tackle these problems. You don't have to be a large partner. You can have specialty in AI works really well in these specialized environments. And even technically single-threaded multithreaded applications, which is a technical CS term is actually better to have a single threaded. If you have too many cores, it's actually bad technically. So the world's changing like big time on how technology. So I'm a huge fan of the program. And I think like it's just one of those things where people can get it from cloud and be successful. >>Yes. And that's the goal. I mean, there is so much opportunity in the cloud and we bring interns on all the time, just so they can learn. And what, what resonated with me the most was we brought a high school senior in, he goes, I was with you guys for three months. I learned more in three months, I did four years of high school. And he's like, you set me up for the future. >>Oh my gosh. If there's not validation for you doing in that statement alone. My goodness. Well, you know, some of the things that, that are so many exciting announcements that have come out of this reinvent, so great to be back in person one. Um, but also, you know, being able to help AWS customers become data companies. Because as we were been talking about the last couple of days, every company has to be a data company. You gotta figure it out. If you're, if you haven't by now, there's a competitor right back here, who's ready to take your spot. Talk to us about what excites you about enabling companies to become data companies as we head into 2020. >>Well, for us, everybody has so much data nowadays. You know, I mean even think about cell phones, how much data is stored in that. So each device has so much information, but what do you do with it? So it's great because a lot of these companies are trying to figure out what, how can we use this data to prove that improve the experience for our customers? So that's where we've been coming in and showing them, okay, well, you can take that data. You look at Lisa and John cell phone. You see that they, they love to look up where they're going to go on their next vacation. You can start creating algorithms to make sure that they get the best experience one for the next vacation to make sure it's not a won't Rob the bank. >>Awesome. And going on vacation tomorrow. So I'll be, I'll be expecting some help from you on that. It's been great to have you on the program. Yeah. Congratulations on the success, the partnership, and where can folks go if if young or old years are watching and are interested in working with you, it's the website where they, where can they go to learn more >>Information? So they can go to D L Z P group.com >>DLZ P group.com. Awesome. Lisa, thanks so much for coming back on the program. Great >>To see you. Thank you so much. All >>Right. For John furrier, I'm Lisa Martin and you're watching the cube, the global leader in live tech coverage.

>>Hey, welcome to this continuing coverage of the H P E Aruba. Pensando announcement. I'm lisa martin. Hopefully you've seen by now the announcement from john and Antonio, we're going to get into some technical details. Now I've got two guests joining me. Please welcome Krishna Otopeni, the VP of engineering at Pensando and frank Reich stein, senior Director platform engineering from HP Aruba guys welcome to the program. >>Hi lisa. >>Hi lisa. Thanks for having us. >>Sure. So we're going to, we're going to dig in here. You guys are tasked with bringing these two worlds together, christian. Let's go ahead and start with you talk to me about the announcement why this is so significant and then we'll dig into the technical details. >>Yeah. So as you know, right, Pensando has been in the market for a couple of years right now. Um, and we heard a lot of success with the cloud providers and we're also working with be a million project Montreat. Um, so what we learned in the last couple of years, we're trying to take all the lessons and I was a little bit going to what, what we learned with the crop, your providers. So we took a dsC card, which is a B C, a form factor, the customer takes dsC card inserts into the, into server with various forces and hypervisors. So it's really exciting that the BSE is in production with some of the providers already and some of them were taking to production in this calendar quarter and we also have in connection with that first generation BSC cards a couple of years and some of the biggest banks and storage platform providers. So, so this is kind of a big deal for us because we are starting with what we call a D P U. Uh that Pensando is bailing which is the latest generation of it is called code named Alba which delivers the software in silicon program ability while matching the performance of hardware. So internally the DPU has the tight integration between special purpose processors that consent of what we call mps and a general purpose processor like arm course where we do the management and control software and with tied together with offload engines like encryption and compression. The key takeaway from this platform. Their consent of belt. It's it's programmable at all layers Either by Pensando or our customers whether it's in data plane using P four or control and management plane. All right. So what we learned while developing this platform and taking this production with the public cloud providers, we realize that the platform and architecture is not only very highly scalable with very high performance with respect to, you know, packets per second or stable connections per second or NBA me I ops but it's also adaptable like a very rapid paced. And another key lesson that we learn from our cloud partners is that the new devoPS model operations is as important as functionality. For example, the importance of creating the DPU pipeline the subsequent guarantees or providing Hatch uh first fateful connections so that in some cases the component fails, there is hardware or software customer doesn't have any disruption in his network or storage operations. So we took all the ski lessons that we learned over the last few years. And then we are building a new platform partnering with Aruba team which is very high scale with very high performance at the same time, tied with very good operations um that you know it comes the best of both both platforms from the pew side and from the Aruba side frank they want to add on the Aruba platform side. >>Sure, yeah. So the Aruba networking team has been building network switches for the past 25 years and we've been following all of the trends and evolutions over that time frame. And as we've gone through a few years ago we decided to make an evolution of our operating system to scale it up for the modern needs of the modern world. And this included doing things like designing with a micro services oriented architecture to provide for a high degree of resiliency throughout the product line. And then being able to extend that single network operating system from the core to the edge of the network. As we've been partnering with Pensando, it came very clear that the evolution of the network the next step was this form of a deep, you integrated into that top of rack switch to provide a deeper and richer feature set and what has traditionally been available in your top of rack switch. And so this partnership has enabled us to leapfrog but has been traditional top of rack functionality and add to it. Things that previously were not attainable in that layer of the network >>frank. Continuing on with you. Talk to me about some of the technology requirements and challenges of designing and engineering and delivering the industry's first distributed service switch. What were some of those? >>Sure, sure. So a lot of the challenges around integrating this type of solution come down to how to ensure that you have the highest performance possible and maintaining high speed of performance when you're now introducing an additional pay hop within the network topology inside of the switch, a lot of that came down to integrating the background and skill setting capabilities that come along with osc x that were made it quick for us to enable a new piece of functionality within the architecture and then a lot of credit has to go to the Pensando team for the richness of the feature setting capability set that they have within that DPU product as it stands >>christian, let's go ahead and dig through some of those core features and capabilities that are really going to be benefiting customers. >>Yeah, so basically right, uh taking a little bit of step back, we started with the dsc market from Pensando perspective where we wanted to put gPU in every survey and we obviously have success in enterprise customers and cloud customers that we discussed earlier. But we also learned a few lessons while deploying DSC and enterprise markets in the sense that enterprise markets do not need the performance of every DSC at 200 G full duplex network services for every survey. And also you know what makes historic key is that you know, there are a lot of brownfield service in current enterprise data centers where customers do not want to open up a server to put the DSC in. So we wanted to give a product with the form factor that frank is talking about and technology that's very familiar to every IT department given the Aruba Lois uh in a deployment in data centers. And also as I said earlier, what we lessons that we learned, we came up with this taking this production very deep you software and hardware which is deployed in public clouds. And combined with those features that that have been rapidly evolving uh through multiple Aruba releases into enterprise data centers in a switch form factors. So what we think is by doing this taking the best of both worlds. We're creating a new product category that is not that is for the features and capabilities are not available in the market from any vendor specifically providing state full services at every tour without the complexity of the service redirection because today's data centers if you want to install services. It's a it's a lot of effort operator to bring in those services. This obviously also has a great operational model, great TCO and the functionality that customers that you never see in tar before. For example, in the first release we are providing state full firewall with the visibility at every floor level that goes through the tower which never existed in the market before. >>New product category. That's a big deal christian. Talk to me a little bit about how long you guys have been at this, you were in stealth mode crack that open for us. >>I mean it has been a less than a year but of development that both teams have been doing and we work very closely together and we meet I mean for sure at least more than a week uh you know, more than once the once a week between uh frank's team and you know, and send it to them and there's a coordination between the sales team and the marketing team and the go to market team and then how we sell it and the manufacturing team, there's a lot goes on in building this product. I mean we believe this is the fastest uh tard new generational product that we built because because we could do that because the experience of both the teams trying they want anything more to this one. >>Yeah, I think that that really goes to the point here. The capabilities and maturity of the deep you solution that Pensando was bringing into the solution really allowed for a very fast and seamless integration on top of that Aruba, OsC X and the platform that we built there with automated Api generation and integration with our Aruba fabric composer orchestration layer really created the capability to make things go as fast as possible for this development effort And so to really take a new product and define a new product space within a 12 month time frame has been a really exciting and impressive feat by both teams. >>Very impressive considering the challenges and the dynamics in the market and the global market that we've had frank. How big of a lead do you think you have on incumbents here? >>I think we have a substantial lead on the incumbents here. I think what we're doing is a fundamentally different take on how you do a top of rack switch and the capabilities that we're bringing to bear at the top of rack are fundamentally new and differentiated from what the competition has been thinking about. So I believe we have a substantial lead on the competition. >>Excellent chris to talk to me about what's next? What's the future? I have some secret sources that tell me that john and Antonio are meeting regularly pushing you guys, what does the future hold. >>Yeah. So I mean obviously this is the start of an exciting journey. There's a first platform you're bringing to the market jointly and obviously we like a bunch of form factors without upcoming road map. So additionally I mean the software in silicon performance that with all the services that we deliver a software means that scope and scale of the state will services that we can deliver and evolve over time whether you talk about security or encryption or state flat or load balancing or d does all of the services and then you know hybrid connectivity. So obviously you know there's a lot that we can do with this platform that will be driven by with the partnership with our customers. We also see that you know the market of all where you know all the customers we'll have some customers will have deep us in the service and some customers will use the new platform that we're bringing together. So we won't have all the management start to make sure all of them can be managed uniformly and any time you know you this is a major step for a new category of platform and architecture we're developing jointly with the rubber and I believe this will be a huge opportunity for both the companies and our customers and this is exciting times ahead for us >>and talk to me both of your opinions here where can customers go to find more information, how can they get started frank will go ahead and start with you. >>Yeah you can jump straight to Aruba networks dot com and dig into the feature sets and packages that we have available with the Aruba 10-K product line direct from there. >>Fantastic christian anything to add >>that is correct actually. So we are treating it as one product coming from both the companies. All the documentation is where you know, frank pointed out in Aruba website, we put all the documentation at the same place and we're supporting it as one unified product from both the companies. >>Are you seeing any? We've seen so much change in the last year and a half. Last question. I'm just wondering if if either of the HPV riverside or the pence underside is seeing any industries that might be really prime to take advantage of knowing how many industries all have been affected by the events of the last year and a half christian any thoughts there? >>Yeah, I mean if you look at it right and obviously all of us are working from home and now everything happens, you know, mostly at the edge, right? You know, and we are in that this platform will help us get there where we get security to the edge and we get more visibility and more services to the edge. Right? So I mean that's what you know Pensando is all about and hoping that you know, this is uh this journey that we started with the D. P us, we go with this platform and it will ever all and it will help customers, our customers and our partners leverage all the functionality that, you know, Pensando and the rubber can bring together. >>Well guys, congratulations on an enormous feat accomplished in not just a 12 month time period, but a very challenging 12 month time period. We appreciate you guys breaking down the HP Aruba Pensando announcement and more technical detail. Those can go to learn more information and again, congratulations. >>Thank you. >>Thank you very much lisa >>for my guests. I'm lisa martin. You're watching this HP Aruba Pensando announcement. Thanks for watching. >>Mhm >>mm.

>>mm we are back and we're continuing the coverage on H P E. Aruba's news today around the D S X six S C X 10-K with Pensando. Now we want to get the perspective of a system Integrator because they're in the front lines, they understand how to put the pieces together where you're happy to bring john Galatea of Dasher technologies dashes and in the end I. T solutions provider, they gotta focus a lot of expertise on infrastructure, jOHn welcome. Good to see you. >>Thank you for having me. Good to be here. >>That's our pleasure. So I wonder if you could give us a little bit more color on Dasher where you focus what your core companies competencies are, what industries you focus on etcetera. >>Yeah, absolutely. So a dasher, we assess architect implement and manage I. T. Solutions that digitally transform businesses. Our practice areas include cybersecurity, networking, cloud data center and we also offer pro professional services around those practice areas. We partner with all the major tech companies in the space. Some of the examples are HP, Cisco, Aruba Palo Alto eight Ws and many others that fill out the, you know that practice area. >>Well that's great. So you have a very wide observation space, that's why we like talking to SA as you have an independent mindset and you can kind of tell it like it is. But so what are you seeing with customers? It's exactly, we hear a lot about digital transformation, you mentioned security, you're obviously doing cloud that's it's almost like john these pieces are all coming together to power Digital and digital transformation and we were forced into it over the past 18 months. And now people are stepping back saying hey okay we have all these resources, how do we put them together and really transform our business? What do you see? >>Yeah, seeing similar things. So you know, our customers are telling us that they're looking for more speed, more agility, um you know, limited complexity because they're trying to do more every single day with less staffing and a sophistication of integrating functionality that breaks down I. T. Silos. Um there also evaluating security span versus effectiveness And they're moving towards zero trust. >>Yeah. So I want to, I'm gonna come back and ask you about that. So I've written a lot about this is that you look at how much we spend versus as you say the effectiveness and there's sort of an imbalance there, it's like we can't spend enough, it budgets they're not infinite. And even though security is top of top priority for ceos, they've got other things that they have to fund and then zero trust, you know, before the pandemic john that was a buzzword and now it's become a mandate. Any thoughts on that >>in terms of zero Trust? Absolutely yeah it is a mandate, we've seen more and more of our customers moving toward in this direction and defending themselves against cyber threats and yeah absolutely. It accelerated during the pandemic and is continuing to accelerate today. >>Right? And I think there's some things that were reported now going to be permanent with regard to obviously hybrid and the like, cloud security and so forth. So, okay, let's get into some of the news here. What's the big trend, john can you explain the relevance of the H P E, Aruba and Pensando news? >>Yeah, I mean when I first heard of it, you know, I I looked at it as a whole new category because it's a category that's going to deliver cloud scale distributed services closer to where applications are. It's going to simplify. One of the things we mentioned earlier was limiting complexity. So it simplifies the network um, by putting security provisions and operations in a unified management platform and it helps improve your security posture around moving towards zero trust and limits the appliance and vendor sprawl that you might ordinarily have in a in a existing network today. >>Okay, so that's kind of the business cases, you're consolidating a lot of piece parts and that's, you know, from a system integrator standpoint. You know, it's funny people often say, well, isn't that bad for the s I'm like, no, they don't want to be in the business of plumbing, they want to be in the business of, you know, more strategy if they if they just end up bolting stuff together, they're going to go out of business, They need to extend their value. So as a strategic partner, you got an early preview of this launch? The D S S D S S C X 10,000, what was your initial impression reaction you called it? A new category? What do you mean by that? >>Well, it's a new category of of of a data center switch in the digital infrastructure because it includes or incorporates security. Um And more specifically it includes security around east west traffic, which is it doesn't eliminate your perimeter firewall but it actually incorporates more functionality which leads to better simplicity and easier use of management of a platform. So for us, I'm really excited to go position and talk to our clients about this. >>Yes. So we're seeing the flattening of that network, that's even it's obviously been accelerated by the pandemic, everybody talks about that. But if you think about the traditional headquarter hierarchical network and now all of a sudden everybody's working remotely using more cloud. Using more distributed infrastructure that flattens the network. That creates security challenges because you can't just build a perimeter and say, okay, we're safe. You now have to go to where the adversary is and that's everywhere. So what's your sense as to how customers are going to react to this new category of switch? >>I think really my sense is that I've got a really positive outlook on this product. I mean hardware, firewalls are costly and deploying software agents can be very disruptive and when you're integrating it into the switch layer. So um I think the C X 10,000 provides a great alternative to an embedded accelerated services embedded in accelerate service into the D C fabric. Um, it's great for brownfield migration, um, rack pod and you know, and the standards based leaf, you know, L two, L three um, and it doesn't necessarily replace, as I mentioned earlier the perimeter security, but um, it can cap and grow with DSS and east west firewall traffic. >>Yeah. And I think we've seen when we talked to see so, so like you said, it does, it doesn't replace the traditional perimeter security but you're going to see a shift and spending priorities obviously to a comedy because as I said earlier, there's not infinite budget but john give us the big takeaway, Bring us home. What what, what do you want to leave our audience with? >>Yeah, I think, you know, the number one takeaway is that it's a massive opportunity to reduce complexity, enhanced security and lower costs in the data center by eliminating dedicated devices and embedding services through software capability in the network closer to where workloads are are moving. So that's the big takeaway for me and for, I think for our clients, um, you know, other things are, you know, you're the data center perimeter is no longer confined and open an on prem location but extends out, right. We're seeing customers extend out to the cloud and across uh, you know, disparate locations, co locations. So The traditional architecture isn't going to be well suited for this, and I think the CX- 10,000 and its feature set are going to be really great for addressing the changing market. >>Yeah, that's, that's all. I mean, again, we're seeing the democratization of everything and and networking is, is no exception. The notion of simplify simplification, john really appreciate your time. Thanks for coming on. >>Thank you for having me. >>You're welcome. Okay, keep it right. There were unpacking the changing trends in networking generally, and specifically switch networking with HP, Aruba and Pensando and the cube. Keep it right there.

>>Hello everyone Welcome to the cubes coverage of cubic on cloud native come here in person in L A 2021. I'm john ferrier, host of the Cuban Dave Nicholson host cloud host for the cube and of course former host of the cube steve minutemen. Now at red hat stew, we do our normal keynote reviews. We had to have you come back first while hazard and red hat >>john it's phenomenal. Great to see you nice to have Dave be on the program here too. It's been awesome. So yeah, a year and a day since I joined Red hat and uh, I do miss you guys always enjoyed doing the interviews in the cube. But you know, we're still in the community and still interacting lots, >>but we love you too. And Davis, your new replacement and covering the cloud angles. He's gonna bring little stew mo jokes of the interview but still, we've always done the wrap up has always been our favorite interviews to do an analysis of the keynote because let's face it, that's where all the action is. Of course we bring the commentary, but this year it's important because it's the first time we've had an event in two years too. So a lot of people, you know, aren't saying this on camera a lot, but they're kind of nervous. They're worried they're weirded out. We're back in person again. What do I feel? I haven't seen people, I've been working with people online. This is the top story. >>Yeah, john I thought they did a really good job in the keynote this morning. Normally, I mean this community in general is good with inclusion. Part of that inclusion is hey, what are you comfortable with if your remote? We still love you and it's okay. And if you're here in person, you might see there's wrist bands of green, yellow, red as in like, hey, you okay with a handshake. You want to do there or stay the f away from me because I'm not really that comfortable yet being here and it's whatever you're comfortable with. That's okay. >>I think the inclusion and the whole respect for the individual code of conduct, C N C. F and limits Foundation has been on the front end of all those trends. I love how they're taking it to a whole nother level. David, I want to get your take because now with multi cloud, we heard the same message over and over again that hey, open winds, okay. Open winds and still changing fast. What's your take? >>Open absolutely wins. It's uh, it's the present. It's the future. I know in some of the conversations we've had with folks looking back over the last seven years, a lot of things have changed. Um, whenever I think of open source anything, I go back to the foundations of Lennox and I remember a time when you had to reboot a Linux server to re scan a scuzzy bus to add a new storage device and we all sort of put our penguin hats on and kind of ignored that for a while. And uh, and, and as things are developed, we keep coming into these new situations. Multi cluster management was a big, big point of conversation in the keynote today. It's fascinating when you start thinking about something that was once sort of a back room science experiment. Absolutely. It's the center of the enterprise now from a software >>from an open tour standpoint security has been one of those front and center things. One of the day, zero events that got a lot of buzz coming at the beginning of the week was secure supply chain. So with the Solar Wind act going in there, you know, we remember cloud, wait, can I trust it with the security? Open source right now. Open source and security go together. Open source and the security in the cloud all go together. So you know that that wave of open source, obviously one of the things that brought me to red hat, I'd had a couple of decades, you know, working within the enterprise and open source and that that adoption curve which went through a few bumps in the road over time and it took time. But today, I mean open sources have given this show in this ecosystem are such proof >>points of a couple things. I noticed one, I want to do a shout out for the folks who put a nice tribute for dan Kaminsky who has passed away and we miss him. We saw on the Cube 2019, I believe he's on the Cube that year with Adam on big influence, but the inclusiveness do and the community is changing. I think security has changed a lot and I want to get your guys take on this. Security has forced a lot of things happen faster data, open data. Okay. And kubernetes to get hardened faster stew. I know your team's working on it. We know what Azure and amazon is working on it. What do you guys think about how security's been forcing the advances in kubernetes and making that stable? >>Yeah. So john security, you know, is job one, it is everyone's responsibility. We talk about it from a container and kubernetes standpoint. We think we have a relatively good handle on what's happening in the kubernetes space red hat, we made an acquisition earlier this year of stack rocks, which was one of the leading kubernetes native security pieces. But you know, john we know security isn't just a moat anymore in a wall that you put up every single piece. You need to think about it. Um, I've got a person from the stack rocks acquisition actually on my team now and have told him like hey, you need to cross train all of us. We need to understand this more from a marketing standpoint, we need to talk about it from a developer standpoint. We need to have consideration of it. It's no longer, hey, it works okay on my machine. Come on, It needs to go to production. We all know this shift left is something we've been talking about for many years. So yes, security, security, security, we cannot overemphasize how important is um, you know, when it comes to cooper, I think, you know, were relatively mature, we're crossing the chasm, the adoption numbers are there, so it's not an impediment anymore. >>It's totally next level. I don't agree with this too. David, get your thoughts on this whole adoption um, roadmap that put it together, one of the working groups that we interviewed has got that kind of navigate, kinda like trailheads for salesforce, but that speaks to the adoption by mainstream enterprises, not the hard core, >>you know, >>us devops guys, but like it goes into mainstream main main street enterprise had I. T. Department and security groups there, like we got a program faster. How do you see the cloud guys in this ecosystem competing and making that go faster. >>So it's been interesting over the last decade or more often, technology has been ahead of people's comfort level with that technology for obvious reasons, it's not just something went wrong, it's something went wrong. I lost my job. Really, really bad things happened. So we tend to be conservative. Rightfully so in the sometimes there are these seminal moments where a shift happens go back sort of analogous go back to a time when people's main concern with VM ware was how can I get support from Microsoft and all of a sudden it went from that within weeks to how can I deploy this in my enterprise very, very quickly. And I'm fascinated by this concept of locking down the supply chain of code, uh sort of analogous to https, secure, http. It's the idea of making sure that these blocks of code are validated and secure as they get implemented. You mentioned, you mentioned things like cluster and pad's security and infrastructure security. >>Well, David, you brought up a really good point. So get off is the instance creation of that. How can I have my infrastructure as code? How can I make sure that I don't have drift? It's because I could just, it'll live and get hub and therefore it's version controlled. If I try to do something, it will validate that it's there and keep me on version because we know john we talked about it for years on the cube, we've gone beyond human scale if I don't build automation into it, if I don't have the guard rails in place because humans will mess things up so we need to make sure that we have the processes and the automation in place and kubernetes was built for that automation at its core, putting in, we've seen get up the Argosy, D was only went graduated, you know, the one dato was supported as coupon europe. Earlier this year, we already had a number of our customers deploying it using it. Talking publicly >>about it too. I want to get the kid apps angle and that's a good call out there and, and mainly because when we were on the cute, when you work, you post with with us, we were always cheerleading for Cuban. It we love because we've been here every single coupon. We were one saying this is gonna be big trust us and it is, it happens to so, but now we've been kind of, we don't have to sell it anymore. We don't, I mean not that we're selling it, but like we don't have to be a proponent of something we knew was going to happen, it happened. You're now work for a vendor red hat you talk to customers. What is that next level conversation look like now that they know it's real, they have to do it. How is the tops and then modern applications development, changing. What are your observations? Can you share with us from a redhead perspective as someone who's talking to customers, you know, what does real look like? >>Yeah. So get off is a great example of that. So, you know, certain of our government agencies that we work with, you know, obviously very secured about, you know, we want zero trust who do we put in charge of things. So if they can have, you know that that source of truth and know that that is maintained and lockdown and not await some admin is gonna mess something up on us either maliciously or oops, by accident or anything in between. That's why they were pushing that adoption of that kind of technology. So absolutely they, for the most part john they don't want to have to think about the infrastructure piece anymore. What if developers want the old past days was I want to be able to, you know, write once deploy anywhere, live anywhere, containers helps that a little bit. We even have in the container space. Now you can, you can use a service deployment model with Okay. Natives, the big open source project that, you know, VM ware ourselves are working on google's involved in it. So, you know, having us be able to focus on the business and not, you know, running the plumbing anymore. >>That's exactly, that's exactly, that's what we're so psyched for. Okay guys, let's wrap this up and and review the keynote day will start with you. What do you think of the keynote? What were the highlights? What do you take away from the taste keynote? >>So you touched on a couple of things, uh inclusion from all sorts of different angles. Really impressive. This sort of easing back into the world of being face to face. I think they're doing a fantastic job at that. The thing that struck me was something I mentioned earlier. Um moving into multi cluster management in a way that really speaks to enterprise deployments and the complexity of enterprise deployments moving forward? It's not just, it's not just, I'm a developer, I'm using resources in the cloud. I'm doing things this way, the rest of the enterprises doing it a legacy way. It's really an acknowledgement that these things are coming together increasingly. That's what really struck me >>to do. What's your takeaway from the end? >>So there's been a discussion in the industry, you know, what do the next million cloud customers look like we've crossed the chasm on kubernetes. One of the things they announced the keynote is they have a new associate level certification because I tell you before the keynote, I stopped by the breakfast area, saturday table, talk to a couple people. One guy was like, hey, I'm been on amazon for a bunch of years, but I'm a kubernetes newbie, I'm here to learn about that. It's not the same person that five years ago was like, I'm gonna grab all these projects and pull them down from getting, build my stack and you know, have a platform team to manage it from a red hat standpoint, we're delivering our biggest growth areas in cloud services where hey, I've got an SRE team, they can manage all that because can you do it? Sure you got people maybe you'll hire him, but wouldn't you rather have them work on, you know, that security initiative or that new application or some of these pieces, you know, what can you shift to your vendor? What can you offload from your team because we know the only constant is that things are gonna there's gonna be gonna be new pieces and I don't want to have to look at, oh there's another 20 new projects and how does that fit? Can I have a partner or consultant in sc that can help me integrate that into my environment when it makes sense for me because otherwise, oh my God, cloud, So much innovation. How do I grasp what I want? >>Great stuff guys, I would just say my summary is that okay? I'm excited this community has broken through the pandemic and survived and thrived people were working together during the pandemic. It's like a V. I. P. Event here. So that my keynote epiphany was this is like the who's who some big players are here. I saw Bill Vaz from amazon on the on the ground floor on monday night, He's number two at a W. S. I saw some top Vcs here. Microsoft IBM red hat the whole way tracks back. Whole track is back and it's a hybrid event. So I think we're here for the long haul with hybrid events where you can see a lot more in person, V. I. P. Like vibe people are doing deals. It feels alive too and it's all open. So it's all cool. And again, the team at C. N. C. F. They do an exceptional job of inclusion and making people feel safe and cool. So, great job. Thanks for coming on. I appreciate it. Good stuff. Okay. The keynote review from the cube Stupid Man shot for Dave Nicholson. Thanks for watching >>mm mm mm.

>>from the bellagio hotel in Las Vegas >>it's the >>cube >>covering Ui >>Path Forward four brought to you >>by Ui Path. >>Welcome back to las Vegas. The cube is live with you. I Path forward four at the bellagio lisa martin with Dave Volonte. We're gonna be talking about you I Path integration suite, we have a couple of guests joining us here. Mark Jeannie is here the GM of Ui Path, formerly the co founder and Ceo of cloud elements and Peter Villeroy also joins us Director of Global I. T. Automation practice at UI Path guys welcome to the program. >>Thanks lisa. Great to hear. >>So Mark, let's go ahead and start with you. The Cloud elements acquisition was done in about the last six months. Talk to us about why you chose to be acquired by Ui Path and where things are today. Some big announcements yesterday. >>Yeah absolutely. So yeah if you go back six months ago um you know we have been in conversations with you I Path for for quite a while and um you know as we were looking at our opportunities as an api integration platform. So cloud elements just to step back a little bit um was a leader in helping companies take a P. I. S integrate applications together and bed that into their into their apps and um you know I Path approached us about the combination of what's happening in the automation world and you know these these have been a society as the marine Fleming from I. D. C. Mentioned this morning integration and DARPA have been separate swim lanes and what we saw and what you I. Path approaches with was ability to combine these together and really be the first company to take and take ui automation and seamlessly connected together with A. P. I. Automation or api integration >>Peter What's been some of the feedback? We know you guys are more than 9000 customers strong now we've had a whole bunch of amount yesterday and today. What's been the feedback so far on the cloud elements acquisition? So >>there's a huge amount of interest. We've had very positive feedback on that lisa the combination of Ui driven automation and A. P. I. Uh Native Integrations is is key especially to the I. T. Leadership that I work with. Um some of whom have traditionally compartmentalized you ipads platform in the Ui space and legitimately think about their own internal processes as being having very little to do with the user interface right. And so combining Ui driven automation together with uh api integration really helps too pick them up where they are and show them the power of that kind of a hyper automation platform that can deliver value in a number of spaces. And you guys ever >>see the movie Blindside? All right. You know what I'm talking about with joe. Theismann gets hit from the blind side and then his career is over and and that's when people realized oh my gosh the left tackle for right handed quarterback is so important and it's subsequent drafts when somebody would pick a left tackle like a good left all the rest went and that's what's happening in in the automation business today. You guys took the lead, you you set the trend. People said wow this is actually going to be a huge market. And then now we're seeing all this gonna occur. And a lot of it from these big software companies who believe every dollar of software should go to them saying hey we can actually profit from this within our own vertical stacks. So what do you make of all the M. And A. That's going on in particular? There was one recently where private equity firm is mashing together a long time R. P. A vendor with a long time integration firm. So it looks like you guys, you know on the right >>side of history in this regard. Your thoughts. Yeah. Absolutely. I mean if you think about automation right you've got to obviously help people do their jobs better. But if you're going to automate a process and a department you needed connect the applications that they use that those people use otherwise you can't accomplish it. And where ap is fit in as is automation and ui automation has become more and more mission critical and it's become bigger and bigger part of enterprise I. T. Wants to get involved. And so enterprise gets involved and what's their stack. It's api based their technology stack is how you connect back is through api so more and more companies are seeing what you I path saw is that if you're gonna automate every process and every department for every person you need to connect to every application that they're using and that's why this is now becoming right. Three companies now just recently have done these types of acquisitions of bringing an integration platform in and combining them together are trying to combine them together. >>All mps are not created equally as we know. Some are sort of half baked lot of them. Many of them don't have decent documentation so there's sort of a spectrum there. How do you, how do you think about prioritizing? How do you think about the landscape? Do you just kind of ignore the stuff that's not well documented and eventually that will take care of itself. How should we think about there have always >>been layers of integration right. Especially working with the ICTy organizations. So you've got our native integrations would make it easy to drag and drop activities and then you've got the A. P. I. Is that we can consume with various activities. That area has really grown through the acquisition of cloud elements and then you've got that third layer where when all else fails, you go on to the user interface and interact with the application like a human does and what you see is that our our interaction with college elements really enables a great enhancement of that lower base level um which is mildly interesting to the lines of business very important. I Yeah, for sure. >>So the reason I asked that question is I was talking to one of your customers this big ASAP customers said I love you ipad. The problem I have is I got so many custom mods and so it's just you know orally documented and I can't I wanna put automation in there but I can't. So to those parts of the tech stack become like the main frame of you know what I mean? And just sort of they live there and they just keep doing their thing but there's so much innovation that pops up around it. How do you how do you see that? >>Well that's part of the agility that comes with the platform like you ipads is that you can interact with the very clean uh swagger documented restful aPI s and you can interact with SCP on their proprietary ages old A. P. I. S. Um Those are things that we've traditionally done decently well, but again through this acquisition we could do that on a grander scale um with bidirectional triggering and all the goodness that you >>solve that problem today that your customer and this is a couple of years ago, you can solve that problem with cloud elements. Is that right? >>Yeah, absolutely. The the ability to integrate too these enterprise platforms like ASAP you need multiple tools to do the job. Right. So ui automation is great but if you've customized ui significantly or other things like that then the A. P. I can be a great structure for it and other cases where um that api provides a resiliency in a in a scale to it that um opens up new processes as well to those corporate systems. Right? So the balance of being able to bring these two worlds together is where you can unlock more because you got >>east west automation >>that's very good overhead and now >>you're going north south with cloud elements is deeper. Right, >>bottom line from the VP of its point of view, the more that can be done from a machine to machine communication the better. So sure. >>What's the opportunity for the existing cloud elements customers to take advantage of here? >>Yeah, absolutely. Um We've continued to support, brought our customers over with us. Uh Part of our customer base has actually been a significant number of software customers. Uh cos S. A. P. S. One of them doc you sign gain site, you know, so household names in the world of software as well as large financial services institutions like US Bank and Capital One and american Express, all of them had that common need where um they wanted to have an api centric approach to being able to connect to customers and partners and leverage our platform to do that. So we will continue to support that extend that. But we see opportunities where again we couldn't automate everything for our customers just threw a PS And uh you know for example one of our major financial services institutions were working with wants to take um and provide a robot for their uh customers and commercial payments to be able to automatically kick off in A. P. I. And so that seamless integration where we can combine that automation with robots leveraging and kicking off a P. I. S automatically takes us further into automating those processes for those >>customers. So you guys six months right. Uh talk about how that integration api integration company better gone smoothly. But what was that like you guys are getting the knack of M and a talk about that, what you learn maybe what you would do differently to even accelerate further, How'd it go? Uh >>That's the best answer from you having been on the >>acquisition side. Um Well we how well it went is six months later, which I think is really unheard of in the technology world, we're introducing our combined offering you I Path integration service that essentially takes what cloud elements built embeds it right into automation. Cloud studio in the Ui Path products. We and uh it's been a global effort. Right? So we had the Ui Path team was based in Hyderabad Denver and Dallas and then we've got um Ui Path engineers working with that cloud elements team that are in Bucharest Bellevue and bangalore and with the miracles of zoom and uh that type of thing, never meeting anyone in person, we were able to integrate the product together and launch it here today >>six months is a fast turnaround time frame was how much of that was accelerated by the, by the fact of the global situation that we're in. >>Yeah, well you know in some respects that that helped right? Because we um um we didn't have to waste time traveling and we could hop on zoom calls instantly. We spent a lot of time even over zoom making sure there was a cultural fit. You I path has a, you know, not only the humble, bold and type of values but it's a very collaborative environment, very open and collaborative environment as Brent can attest to. And that collaboration, I think in that spirit of collaboration really helped us feel welcome and move quickly to pull this together. And also >>the necessity is the mother of innovation right. Uh you ipad traditionally being popular in the CFOs organization were becoming the C I O s best friend and the timing was right to introduce this kind of capability to combine with what we traditionally do well and really move into their picking up like I said the customer where they are and leading them into that fully end to end automation capability and this was integral. So it wasn't time to kick the tires but to get moving >>and my right, there's a governance play here as well because I. T. Is kind of generally responsible for governance if you make it easier for them to whatever governance systems they're using >>governance privacy >>security that now you can just connect. They don't have to rip and replace. Is there an angle there? >>Sure, yeah. So nothing is more important than I. T. Than than control and governments and change management and half of the uh conversations we're having out there on the floor are around that right um uh ensuring that all of the good governance is in place um and we have a lot of the uh integrations and frameworks necessary to help that through your devops pipeline and doing proper ci cd and test automation um and you know introducing that integration layer in addition to what we already have just helps all of that to uh move more smoothly and bring more value to our customers. >>Mark talk to me about some of the feedback from customers that you mentioned, doc Watson. S A P probably I imagine joint customers with you. I path now there you're working together, what's the what's in it for them? >>Yeah, no the feedback has been tremendous. Right, so um api automation is not new to you. I path but customers have been asking for more capability. So one of them is in that governance area that we were just talking about, right, the ability to create connections centrally enable them disable them. Right? You got mission critical corporate applications. You want to be able to make sure that those applications are being controlled and monitored. Right? So that was one aspect. And by bringing this as a cloud based service, we can accomplish that. Um the other area is that this eventing capability, the ability to kick off workflows and processes based on changes to corporate applications, a new employees added in workday. I want to kick off a process to onboard that new employee and that triggered eventing service has been really well received and then um yeah, so that I'd say with the ability to also create new connections more simply was the third big factor. Uh we created a standardized authentication service. So no matter where you are in the UI Path product line, you get a consistent way to create a new connection, whether it's a personal connection by a business user too, you know, google docs or Microsoft office or your C O E R I T. Creating a connection to uh an important corporate system. >>How about the partner? I know you guys had partner day here leading into forward for they must be stoked about this gives you a lever to even add new partners. What was those >>conversations like? Yeah, yeah, no, absolutely. The partners are excited about those same features but um they're also excited about something in our roadmap which we expect to be previewing early next year and that's a connector builder. So the ability for partners to uh more quickly than ever create their own connectors. That'll work just like first party connectors that we ui Path build and add them into catalogs, share them in the market place. So there's new revenue opportunities, new opportunities for partners to create reusable assets that they can leverage and yeah so um lots of things, lots of work to continue to do, right? It's only been six months and uh but that's that's gonna be a big initiative going forward. >>So integration service as you mentioned, announced at this conference, we know that that's the first step obviously accomplished as we also talked about very quickly in a six month time period. But what does the future hold for api automation and integration service? >>So um one of the key areas just continue to expose the integration service um more broadly in the Ui Path product portfolio. Now that we have this service, more Ui Path products will be able to leverage it. Right? We're starting off with studio and orchestrator but that we can all use and share that common common capability. Um The other is to make access to complex business systems easier. So you think about it right. A uh to get a purchase order from net suite might take five or six api calls to do. Well, a citizen developer doesn't know what those five or six things you have to do. So we'll be creating these business activities or just get me open purchase orders that will work seamlessly in the studio product. And behind the scenes. Well, chain together those 56 aPI calls to make that a simple process. Right? So taking the integration service and making it even more powerful tool for that citizen developer than nontechnical user as well. So that's >>development work you're going to do. >>That's what we're gonna do as well as enable partners to do as well. So it's a key part of our road map over time. Because >>yeah I mean the partner pieces key because when net suite changes how it you're creating that abstraction layer. So but that's value add for the partners. >>Absolutely. And they have that domain expertise, right. They can create assets, leveraging the UI path automation capabilities but also bring their knowledge about A. S. A. P. Or workday and those oracle ebs and those core business systems and then combine that together into assets that enhance integration service that they build and I can I can share with their customers and share with our market >>because the work workday developer is going to know about that well ahead of time. No, >>it's coming and they know better than we do. Right. That's their business. That's what they know really well. >>Nice nice value at opportunity, peter >>One of the things that you iPad has been known for is its being very and I've said this on the program the last two days, that's being a good use case for land and expand. You guys have 70% of revenue that comes from existing customers. Talk to me about the cloud elements acquisition as a facilitator of because you kind of mentioned, you know, we're used to be really in bed with the cfos now we're going to see us and we've heard from a number of your customers where they started in finance and it's now Enterprise White, how is this going to help facilitate that? Even more? >>It really helps, you know, touching on what Mark just mentioned about the citizen developer, right, just as one of many examples, the empowerment of end users to automate things for themselves um is critical to that land and expand um successes that we've been seeing and where from an I. T standpoint, the frustration with the citizen developer is, you know, maybe what they're building isn't so top notch right? It works for themselves. What we can't replicate that, but put making it easy to make api integration part of what they do in studio X is so key to enhancing also the reusability of what's coming out of there. So that c uh C O E S can replicate that across teams are globally within their organization and that's part of land and expand because you may find something that's valuable in one line of business replicates easily into another line of business if the tool set is in place >>pretty powerful model lisa >>it is guys. Thanks so much for joining us today, talking about the club elements acquisition, what you're uh, doing with integration service, What's to come the opportunities in it for both sides and your partners? We appreciate your time. >>Great. Thank you. Thank you very much. I >>appreciate it. Thank you for >>David Want I'm lisa martin. You're watching the cube live in las Vegas at the bellagio Ui Path forward for stick around. We'll be right back. Yeah. Mhm. Mhm mm.

>>mm Welcome back to the huge covered cubes coverage of VM world 2021. The virtual edition tom gillis is back on the cube. He's in S. V. P at VM ware and the GM of network and advanced security at the company. Tom. Always a pleasure to see you. Thanks for coming on. >>Hey, thanks for having me. It's always a pleasure to be back here on the cube. I really enjoyed it. We've we've been, we've known each other for I don't want to count how many years but more than a few. Uh it's always an interesting conversation. >>We've had a lot of face to face interactions a couple years in a row were virtual. We'll be back together at some point. I'm >>calling. Yeah. Yeah. I'm actually on the road with customers. So it's starting to happen. >>Yeah, us too. We did uh we did public sector summit in D. C. This week. I'm heading out to Vegas next week for a show. So it is, it is starting to happen. So just a matter of time hey, >>when I start >>with with your your scope of responsibilities? Network and advanced security, you're kind of putting those two areas together. Very important. It makes sense synergistically. But how are you guys thinking about that? Maybe you could add some color. >>Yeah, sure thing. Um So network in advance security means all things security of Myanmar. So it's carbon black with our endpoint product, NsX in the data center. It's our tons of service mesh for cloud native applications to all the security stuff that goes into our anywhere workspace. Um and you know, I think you you probably get the message here dave at the end where there's three big waves that we're trying to ride. You know, multi cloud computing platform, which is our hallmark, is what we're known for running out across every cloud. It's the cloud native applications, building tools for new modern apps. And then really kind of the future of both networking and compute is being defined by this anywhere workspace. Our mission is to put security and connectivity into all of that. That makes it work. That makes it work well at scale. And so it made sense to put all that under one roof. Uh, I'm the guy and that's what we're doing. >>Yeah, you talk about that anywhere workspace, which, You know, it was always kind of a great vision and then it was somewhat aspirational, but then it became not only reality, but a mandate over the past 15, 18 months and that has that ripples through two implications on networking, even getting flatter and the security implications. So, all those things are coming together >>there really are. You know, I think we can't under estimate the profound impact that covid and the kind of work from home has had on our lives on society were still turning through what those implications are, but in networking it's cause for a fundamental rethink and for 20 years I've been doing networking and for 20 years we had this notion of a demarcation point networks defined as something that it was a DMZ, right? And, and on one side of that, TMZ was a dirty, untrusted internet, who would scary the other side is the clean, blissful corporate network where you know, only butterflies and unicorns exist and you know, wherever you were in the world, your traffic would be back hauled through that dems so that it could be scrubbed. And if you ever used tools like we're using now zoom, you know, you realize that that experience of back hauling traffic through traditional VPN is pretty simple. And so, so across the industry, enterprises are saying, you know what, there's got to be a different way instead of moving by traffic to the security services. What if I turn that upside down, That's what we're doing a VM ware, which we're taking those security services that we live in the DFc. We're doing what VM ware does well, which is defined them as software and then running them in hundreds of points of presence around the world. Hundreds. And so we effectively moved the security close to the users wherever the users are instead of the other way around. And that's the way we think we'll be building networks in a post pandemic world. >>Yeah. And that talks to the trend of this hyper decentralized system that's basically everywhere now, you know, even even out to the edge. And so, so you now have this, you know, zero trust used to be a buzzword and, and again, it's become this, this mandate. You guys actually did some, I think it was you who did some really interesting research post the solar winds hack on. Talking about things like island hopping and explaining how malware was getting in self forming and some of the insidious ways in which the, the adversaries and, and that is a function of a lot of things. The adversaries are obviously highly capable. Uh, they're motivated because it's lucrative and, and, and they keep upping the game on the good guys if you will. >>Yeah, it's nuts. But, and so so think about the impact that ransomware has had. Uh, and also to your point about the anywhere workspace. I'm right now in boston, I could, you know, tomorrow I'm going to be in texas and the day after that I'll be in san Francisco. So I'm popping all over the place, you know, we're back meeting customer's going wherever they want us to be. But wherever I am, I'm able to connect and, and my traffic needs to be protected. Now in boston it was a ransomware attack against the ferry. We're not talking about a bank or like a sophisticated, you know, sort of organization, it's a ferry that moves people from Cape Cod to an island across the water and it disrupted that ferry for days. So so at VM ware, we're measuring all the inner workings of what's happening in the data center and we collect more than eight trillion with a T eight trillion events per week and that allows us to be able to identify these anomalies like ransomware. And so just in the last 90 days we've stopped more than a million ransomware attacks. 1.1 million ransomware attacks that we stopped within six seconds, More than a million ransomware attacks in the last 90 days. To give you a sense of the magnitude of this problem it's everywhere. And you you reference Zero Trust. Zero Trust is a concept, it's a philosophy, is not a product by Zero Trust. You implement a Zero Trust model which says in a deep perimeter Rised world in a world where people like tom or hopscotch on all over the place and Dave's in boston and you know, I could be in san Francisco, we have to make the assumption that somehow some way, you know, our machine or a user has been compromised. And so you wrap each little piece of the infrastructure, each little piece of the application, you wrap it a protective armor to assume that everything around it is hostile and that's how we stop somewhere. That's how we can keep your infrastructure safe. And this is something you have and where does very uniquely because of the intrinsic attributes of our platform, our virtualization platform and our multi cloud platform. >>Yeah. You talk about the ferry anybody who's ever taken the ferry to Nantucket knows it's a pretty low tech operation and when that ferry goes down, it's one thing, it's, it's whether you can kind of understand that but people's lives get ruined, their vacations get ruined, they can't get off the island. Commerce comes to a grinding halt. It's extremely, extremely expensive really. >>For days, >>for days it was >>Like it wasn't a 20 minute outage. You know, it was like a fairy is not running for a couple things like that. That is a huge, huge, very high impact thing. And the fact that it was so pedestrian, like they don't have billions of dollars in the bank and you know, sort of super secret defense technologies, it's a ferry, you know, right, come on rental cars everywhere. So everywhere >>talk about your software approach two networking and security a little bit more. How that changes the experience for organizations generally, and developers specifically. >>So in a multi cloud world you can't always count on having physical infrastructure that you can touch. And in fact, do you really want to touch that stuff. And so our idea is that if you think about infrastructure, its job is to support the needs of the application. And so for example, in Kubernetes, we have the ability for developers say, look, here's my cool new application and this peace talks to this peace talks to this piece and nothing else. And so we can implement those types of controls using what we call a service smash, which allows us to, to make those connections smooth and seamless across clouds. Some of it could run on amazon, some of them could be running in a private cloud infrastructure. Some of them could be running in the traditional VM and in fact many complication applications do just that. So we can facilitate that communication back and forth and we have the ability to look for stuff that you just never happened because when you understand how an application is supposed to work, it allows you to spot, hey, wait a minute. That's not right. That's that, that's that, that don't like someone trying to manipulate the ferry system rather than somebody trying to board the ferry and get off. And I think, you know, there's a really interesting observation here, which is when you, when you, if you can see the inner workings of an application, like it looks for example, let's think about a mortgage payment application filed, a mortgage payment application and the Attackers has stolen a credential. They're going to get in. It's really hard to figure out a friend from foe. But once they get into mortgage payment application, I'm not going to pay my mortgage right? They do crazy anomalous things like wildly anomalous things. If you can see them, you can stop them and we have the unique ability to see them because we put the telemetry, the observation into our virtualization platform that runs on every cloud that runs wherever the user is. Right and pulling all that together into a central issue. That's something I think the N word to do uniquely and this is why we're having such success insecurity. >>I wonder if you could talk a little bit more about securing containers. You just sort of reference that but containers are moving target just a few short years ago, containers are ephemeral. You weren't you weren't gonna be running you know, your mission critical or business critical postgres in containers. But now that's changed. You're getting state. But so that's a moving target. How are you thinking about handling? You know, those kind of changes And what about the architecture allows you to be kind of future proof if you will. Sorry to use that >>word? No, no, it's a good question. So you've articulated right. So if you think about a traditional application, we used to always talk about three tiered web app, there's a web server is app server and the database a little more complicated than that. But you can usually go in and you could touch those three tiers. This box is the web tier. This box step here. This big box, is that it. And so security controls were built around this idea that you could you could wrap that relatively easily. We talk about a container based application And all these microservices. It's not three tiers anymore. It's 300 tears or maybe 3000 tears. Bitty little things, these little services that turn up and turn down and they all have a piece and so our view is that the A P is the new endpoint, the ap is where the action happens and not just the ap that faces the internet but all the inner workings, all the internal apps. And so because we put that application together, because we help the developers create those apaches, we have a unique understanding of how those apps are used and we're just introducing the ability to provide visibility around how are these epi is being used and then we can do anomaly detection and we are seeing a whole new set of attacks that are using legitimate apiece. They're not appease that are that are that are broken or malformed but the Attackers are finding ways to extract data from an API that maybe they shouldn't remember some of the facebook stuff where they had these Attackers were profiling users and there's no limit to how they could profile users and they were just expecting huge amounts of data that's an ap breach. These are the kind of problems that we can solve for our customers with these built in Tan Xue uh service mesh and api security controls >>you think about all these trends we're talking about and I want to ask you about how it's affected go to market because kind of the old days you had box sellers, they, you know, they would integrate VM ware or whatever. They you might have a specialist that was really good at ST for instance, S. A. P. And they were good partners. So that kind of value add developers have become a new channel for you and I wonder how you think about that, how they're now influencing their go to market. >>Yeah, that's that's a clear trend in the industry are absolutely right on, we call it moving left, right. So it's getting earlier and earlier in the development process. And so one of the things that renouncing at the show here is that the tons of community edition that makes it super easy for developers without putting down a credit card or making a big expensive commitment. They can start using these tools and get productive right away. And so so on top of that we build security controls that understand the total life cycle. So as the developers writing code, we're checking that code to make sure is this compliant doesn't have any known vulnerabilities. This is gonna break something. If you if you put it out there and then when you go to hit commit and say, all right, I'm ready to go, we've already done the homework to make sure the code is clean, we'll put it in the right place. So placing it into production in a way that is wrapped with the security that it needs the guardrails are in place and now we have this this X ray vision, this ability to look at the inner workings and understand the Ap is what's happening inside the application and identify anomalies. And lastly, once the thing is up and running we actually have the ability to measure we called posture and make sure that it doesn't drift from its intended configuration. All of this is done across every cloud. So this is, this is how we think we have a kind of new and very holistic approach to securing collaborative applications. >>Tom I want to ask you about telco transformation, I mean N F V kind of just barely scratched the surface in my view and now we're seeing with the edge and five G and the cloud there's some oh ransom. Really interesting opportunities going on in in telco say what you want about telcos? Yeah, there, you know the connectivity and Okay, fine. But one thing you say about the telco networks as they work, you know, and it actually did a great job during the pandemic. They had to pivot to landlines and and so when it comes to reliability and rock solid nous, those guys kinda kinda get it but they've got to be more flexible. So you see those two worlds colliding what's going on in in telco and and where does VM ware play? >>Yeah, sure thing. A huge amount of emphasis on telco, we've won some very large telco deals. Five G is not just a faster version of four G. 5G is a new take on what an edge network can do. It has the ability to run extremely high performance network connections and the ability to control the performance. So this idea of what's called network slicing, so you can guarantee a certain amount of latency or a certain amount of bandwidth. So combine that with this explosion of IOT devices. We're going to have an infinite number of devices. Every device you can imagine has a computer in it and it's spitting off giant amounts of data. We keep coming up with new and interesting ways to analyze that data to do things like, you know, control the self driving car to do things like create a customized retail experience to do things like help guide research for an oil company on the oil platform. Okay. These are all examples of edge computing. Now, the infrastructure that you need to protect those workloads is what we're defining and software. And putting it everywhere, Not just in the traditional data center where you might be in 1020 locations, we're talking about hundreds going into thousands of locations. And this is what the industry is calling sassy or secure access services. Edge. So where's your firewall? Your web proxy the controls that you need to protect those apps, where do they live? They're gonna live in the telco infrastructure And that stuff all runs on X 86 servers. So if you put in the data center services into this distributed architecture and you've got tons and tons of data that's being produced produced locally. Why would you want to remove the compute there and we think you can and will and this is this is why VM ware with our telco partners is uniquely suited to build the groundwork for this edge computing infrastructure. And I think edge computing is going to be the next big wave. So we went from private clouds to public clouds and public cloud was built on, you know, the scale out fault tolerant model as we move to edge computing, edge computing is going to be around applications that need huge amounts of data, very low latency and they're highly distributed. So they're going to run not in 10 or 20 locations but in 1000 more. And we can do all of this with our tons of kubernetes with our virtual networking infrastructure and our anywhere workspace and the secure access services, Edge, the pops that we're building and I think VM ware is probably one of the few if any companies that have all of these pieces that we can put together to make the Edge actually work. >>Yeah, exciting times and and all that data ai influencing at the edge of new processor models and you guys are thinking about all that stuff tom we got to leave it there. Thanks so much for coming back in the queue. Great conversation. >>Always a pleasure. Thanks very much. David, Take care >>Alright you to keep it right there, everybody. This is Dave Volonte. For the Cubes coverage of VM World 2021. The virtual edition will be right back.

>>Welcome back to our coverage of HBs. Green Lake announcement's gonna talk about transformation acceleration, who doesn't wanna go faster as they're transforming, right? Everybody is transforming and they want to go as fast as possible to get time to value keith White is here, he's the senior vice president and general manager of Green Lakes commercial business at HP. Michelle LaU is Green Lake cloud services solutions at HP gents. Welcome. Good to see you >>awesome to be here. Thanks so much. Great to be here. >>Dave keith, we've we've been talking virtually for >>quite some time now. >>Q three earnings beaten raise uh focusing on, you know, some real momentum uh want to understand where it's coming from. A r I've said it's headed toward a billion, I think you said 700 million was where you were at last quarter, 1100 customers, orders were up 46%,, Last quarter revenue up over 30%. Where's the momentum >>coming from? No, it's fantastic. And I think what you're seeing is, you know, the world is hybrid. So in essence customers are looking for that solution that says, hey, mere my public cloud with my on premise scenario and give me that hybrid solution and we're just seeing just tremendous momentum and interest across a variety of workloads across a variety of vertical solutions and frankly we're seeing customers basically uh lean in on really running their business on HP. Green Lake, so you know, we had a pretty exciting announcement with the s a a couple weeks back, $2 billion deal, um but again, this shows the value of what Green Lake and the on prem requirements are high level of security, high level of capability? They're doing analytics on all the data that's out there. I mean this is the number one intelligence agency in the world. Right? So super excited about that and it just validates our strategy and validates where we're going. Um the other thing that's really exciting is we're seeing a lot of customers with this whole S. A. P migration, right? Um so ongc, one of the largest oil and gas companies in India, I want to say it's one of the top five S. A. P. Implementations in the world has chosen. Green Lake is their opportunity as well, huge retailers like wal wars. Uh so worldwide we're seeing tremendous momentum. >>That's great. Congratulations on the momentum. I know you're not done uh Michelle new role for you. Awesome. Um when we covered uh discover this year in the cube, we talked about sort of new workload solutions that you guys had. Uh S. A. P. As keith was just mentioning Ml Ops V. D. I. A number of of those workloads that you were really focused on the solution side. How's that going? Give us the update there? >>No, it's coming along really well. I mean you highlighted some of the big ones there. I mean the way we are thinking about Green Lake. Right? I mean, you know, we talked about the great momentum that we've had. The question is why are we having that right? Why are missing that momentum in the market? And I think I'll kind of call out a few features of the green platform that's really making it attractive to customers. Right? What is the experience? What we're trying to do is make it a very, very seamless experience for them? Right. Quick provisioning, easy to manage, easy to monitor, kind of an automated solution. Right? So that's kind of a key element of what we're trying to offer performances. Another one. Right? I mean, the end of the day, what we're doing is we are building out our infrastructure stack and the software stack in such a way that is optimized for the performance. Right? I mean, if you take data for example, it's called the right elements to make sure that the analytics can be done in a machine learning algorithms can be run. So those are like, you know, some of the performance, I think it's a great experience is a big factor. Tco right? I mean customers are very, very focused on their cost base. Right? Especially as they are starting to run up the bills in public cloud. They're like, man, this is expensive, I need to start thinking about costs here because costs catch up pretty fast. So that's kind of another element that people are really focused on and I would say the last one being choice. Right? I mean we provide this platform which is open. Alright. So customers can use it if they want to migrate off it, they can migrate off it. We're not locking them in. So those are some of the value propositions that are really resonating in the marketplace and you're seeing that in the numbers that we just talked about. >>So keep speaking of transformation you guys are undergoing obviously a transformation your your cloud company now. Okay, so part of that is the ecosystem. The partners talk about your strategy in that regard, why you're so excited about welcoming the partners into this old Green Lake world, >>you bet and you know I'm a big fan of one plus one equals three. My seven year old daughter tells me that doesn't actually add up correctly but at the same time it's so true with what we're doing and as official just said an open platform that allows partners to really plug in so that we can leverage the power of S. A. P. Or the power of Nutanix. So the power of Citrix at the same time, all of these are solutions that require, you know deep system integration and capabilities to really be customized for that customers environment. So whether that's infosys or accenture or we pro you know that we need we need those partners as well along with our own advisory and professional services to help customers. But at the same time, you know we talked about the fact that this is really about bringing that cloud experience to the on prem world might be a data center but we're seeing a lot of customers get out of the data center management business and move into a Coehlo. And so the fact that we can partner with the ECU annexes and the Cyrus ones of the world really enable a whole new environment so that customers again can run their business and not get caught up with keeping the lights on and managing power and those types of things. And then finally I'll say, look, the channel itself is actually migrating to offer more services to their customers managed service providers, telcos, distance and resellers and now what we're providing them is that platform with which to offer their own manage services to customers in a much more cost effective cloud experience way with all the benefits of being on prem secure latency app integration and that sort of thing. So it's exciting to see the ecosystem really gate Gardner the momentum and really partner with us closely >>follow up on the partner question if I could. So partner services are part of Green Lake. It's a journey, not everything all at once. Uh but so it's essentially as simple as saying, okay, I want that service, that's my choice. Uh you've given them optionality and it's ideally as seamless as it is in HP services, that the direction that you're >>going. That's right, yeah. So the set that api set that Stalin team are building are basically saying, hey, leverage our cost analytics capabilities, leverage our capacity management, leverage the interface so that you can plug into that single control plane. And so they're making it super simple for our partner ecosystem to do that. And what I think is really important is that if you are a partner, you want to basically offer choice to the customer and if the customer decides, hey, I want to use um red hats open shift for the container platform versus rs morale offering, then they can get just as good of a first class offering with respect to that. Someone wants to use Citrix or Nutanix or VM ware for their video solution. They have that choice. And so we want to make sure we're offering customer choice for what's best for their situation, but also making sure that it's fully integrated with what we do. God thank >>You. So we see more software content of the show. I wonder if you could. I mean certainly as morale is a big piece of that. I talked earlier about margins hit record for HPE. Almost 35% gross margins. This course of software is gonna obviously push that further along um, Lighthouses, another one. How should we think about the direction that you're going >>software. Absolutely. So if you think about what we are building out here is a solution, right? This is solution that's very tightly integrated between the infrastructure stack and the soft and this software that enables it. So really there three or four components to the solution day. Right. So think about Lighthouse, which is an infrastructure stack that is optimized for what's going to run on that. Right? If it's a general purpose compute it will the infrastructure will look different. If it's a storage intensive workload, it will look different. If it's a machine learning workloads will look different. Right? So that's kind of the first component and just optimizing it for what's going to run on it. Second is, um, what we call the Green light platform, which is all about managing and orchestrating it. And what we want to do is we want to have a completely automated experience right from from the way you provisioned it to the way you run the workloads to the way you manage it, to the way you monitor it to the way partners link into it. Right to the way in the software vendors kind of sit on top of that. Right. And then we talked about escrow as well as the engine that runs it right from a container platform perspective or we spend some time talking about unified analytics today. Those are the types of data integration that power Green Lake and the last piece of software I would say is as we kind of think about the ecosystem that runs on top of Green Lake, whether it's our software or third party software. Right? They all have a place equal place on top of the green light platform. And we are very focused on building on the ecosystem. Right? So as a customer or an enterprise who wants to use you should have the choice to run you know 40 50 102 105 100 different software packages on top of Green Lake. And it should be all an automated fashion. But we have tested that in advance. There's there's commercials behind that. It becomes a very very self service provision, seamless experience from the customer's perspective. >>Great. Thank you. So keep 2020 was sort of like sometimes called the force marched to digital right? And some some customers they were already there. Uh so there's a majority now that we've been through this awful year and change, customers are kind of rethinking their digital strategies and their transformations that there can be a little bit more planned fel now you know the world didn't end and and you know I. T. Budgets kind of stabilized a bit actually, you know did better than perhaps we thought. So where are we in terms of transformations? What's the business angle? What are you seeing out there? >>Yeah. I mean customers found a lot of holes that they had in their environment because of the pandemic. I think customers are also seeing opportunities to grow pretty aggressively. You know we just announced Patrick terminals, one of the largest shipping companies in south pack and you know that whole shipping craziness that's going on right now they needed a new digital transformation in order to really make sure they could orchestrate their container ships effectively. Even we talked about Woolworth's there now, changing how they deal with their suppliers because of the Green Lake platform that they have. And so what you're seeing is, hey, you know, first phase of digital transformation public cloud was an interesting scenario. Now they're being able to be planned for like you said and say, where's the best place for me to run this for the latency required with that data, for the choice that we have from an I. S. V. Standpoint, you know, for the on prem capabilities of what we're trying to do from a security standpoint etcetera. So the nice thing is we've seen it move from, you know, hey, we're just trying to get the basic things modernized into truly modernizing data centers, monetizing the data that I have and continuing to transform that environment for their customers, partners, employees and products >>kind of a left field question a bit off topic, but certainly related edge. You guys talk about edge a lot. Hybrid is clear. I think in people's minds you've got an on prem you're connecting to a cloud maybe across clouds? Is edge an extension of hybrid or is it today sort of a bespoke opportunity that maybe we'll come back to this new version of cloud, What's happening at the edge >>that you see? Yeah. So let me just uh I mean think of the edge as it's a continuum. Right? The way at least we think about it, it's not data center or the edge. Right. Think of it as, you know, there's a data center, uh there's a hyper scale data center, there's a data center, there's a closet somewhere, right? There's a cola opportunity, Right? And then you're running something in the store. Right? So let's take the example of a retailer. They're running something in the store and what are they running? They're running? Point of service applications or they're running IOT devices. Right. And at some point they have to connect back into the cloud. Right. So we actually have, you know, something to find van capabilities that connect, you know, uh you know, the Edge devices or edge analytics back into the cloud, we actually have a small form factor kubernetes um operating system that runs on the edge. Right. So we think of all of that as kind of a distributed environment in which Edge is one place where the application runs and where the data sites but it needs to be connected back and so we provide the connectivity back, we provide the mechanism by which we run it and then there's a security model, especially around sassy that is emerging on securing that. So that's kind of how we think about it as part of the overall distributed architecture that we are building and that's where the world will be >>another node in the cloud. >>Another note in the distributed world. Exactly >>yeah. I think the other thing to think about with the edges that this is where the majority of your data is actually getting created. Right? You talked about IOT devices, you know, you'll hear from Zen's Act and what they're doing with respect to autonomous driving with vehicles. You know, we talk about folks like ab that are building the factory of the future and robotics as a service in order to be able to really make sure that that precision happens at that at that point. So a ton of data is coming from that. And so again, how do you analyze that? How do you monetize that? How do you make decisions off of it? And it's it's an exciting place for us. So it's great to have all the connectivity we talked >>about last question, maybe both could address it. Uh we've we we used to see this cadence of of products often times in the form of boxes come out from HP and HP. Now we're seeing a cadence of services, we're seeing more capabilities across this, this this this green lake uh state that you guys are building out. What should we expect in the future? What are the kinds of things that we should evaluate you on? >>Well, I'll start and then maybe you can jump in but you know, the reality is we are becoming much deeper partners with our customers right there looking to us to say help me run my data center, help me improve my data and analytics. Help me at the edge so that I can have the most effective scenario. So what you're seeing from us is this flip from hardware provider into deep partnerships with that with the open platform. I'd say the second thing that we're doing is we're helping them fuel that digital transformation because again, they're looking for that hybrid solution. And so now they're saying, hey HP come and showcase all the experience you have from point next from your advisor and professional services and help me understand what other customers are doing so that I can implement that faster, better, cheaper, easier, etcetera. And then from a product standpoint, kind of a ton of great things. >>That's exactly right. I mean uh we are taking a very, very focused customer back view as we are looking at the future of Green Lake. Right. And exactly the way kids said, right, I mean it's all about solving customer problems for us. Some customer problems are still in the data center, some of them are in close, some customer problems are in the edge. So they're all uh fair game for us as we think about, you know, what we are going to be building out and do your point earlier. Dave it's not about, you know, a server or storage is the institutions right. And the solutions have to have integrated hardware, integrated software, staff, integrated services. Right. There are partners who sell that, who service that and all that entire experience from a customer perspective has to be a seamless. Right? And it's just in our cloud platform, we kind of help the customer run it and manage it and we give them kind of the best performance at the lowest cost, which is what they're looking for. So that's kind of what you'll see us. You'll see more of a cadence of these services can come out, but it's all going in that direction in helping customers with new solutions. >>A lot of customer problems out there, which your opportunities and you know, generally the hyper scale as they are good at solutions. They don't, you know, there's not a lot of solution folks like that. That's a that's a wonderful opportunity for you to build on on top of that huge gift, that Capex gift >>at the hyper scholars have given us all. That's right. And we're seeing the momentum happen. So it's exciting. That's cool guys. Hey, thanks a lot for coming to the cube. Yeah, Yeah. All right, >>okay. And thank you for watching keep it right there more action from HP. Es Green Lake announcements, you're watching the cube. Mm. Mm

>>Welcome back to the cubes coverage of H P S. Green Lake announcement. We've been following Green Lake and the cadence of announcements making. Now we're gonna talk about ransomware, ransomware become a household term. But what people really don't understand is that virtually any bad actor can become a ransomware criminal by going on the dark web hiring a ransomware as a service sticking, putting a stick into a server and taking a piece of the action and that is a really insidious threat. Uh, the adversaries are extremely capable, so we're going to dig into that with Omar assad, who's the storage platform, lead cloud data services at H P E and Deepak verma vice president of product Zito, which is now an H P E company Gentlemen, welcome to the cube. Good to see you. Thank you. >>Thank you. Welcome. Pleasure to be here. So >>over you heard my little narrative upfront. How does the Xarelto acquisition fit into that discourse? >>Thank you. Dave first of all, we're extremely excited to welcome Sir toe into the HP family. Uh, the acquisition of Puerto expands the Green Lake offerings from H P E uh, into the data protection as a service and ransomware protection as a service capabilities and it at the same time accelerates the transformation that the HP storage businesses going through as it transforms itself into more of a cloud native business, which sort of follows on from the May 4th announcements that you helped us cover. Uh, this enables the HP sales teams to now expand the data protection perimeter and to start offering data protection as a service and ransomware as a service with the best in class technologies uh, from a protection site as well as from ransomware recovery side of the house. And so we're all the way down already trying to integrate uh, you know, the little offerings as part of the Green lake offerings and extending support through our services organization. And the more of these announcements are gonna roll out later in the month. >>And I think that's what you want to see from it as a service offering. You want to see a fast cadence of new services that are not a box by a box that are applying. No, it's services that you want to access. So let's, let's talk about before we get into the tech, can we talk about how you're helping customers deal with ransomware? Maybe some of the use cases that you're seeing. >>First of all, extremely excited to be part of the HP family now. Um, Quick history and that we've been around for about 11 years. We've had about 9000 plus customers and they all benefit from essentially the same technology that we invented 11 years ago. First and foremost, one of the use cases has been continuous data protection. So were built on the CdP platform, which means extremely low RTO S and R P O S for recovery. I'll give you example there um, United Airlines is an application that cost them $1 million dollars for every hour that they're down. They use traditional approaches. That would be a lot of loss with Zito, we have that down two seconds of loss in case and the application goes down. So that's kind of core and fundamental to our plaque. The second uh critical use case that for us has been simplicity. A lot of customers have said we make the difficult, simple. So DRS is a complex uh process. Um, give you an example there. Hcea Healthcare Consolidated four different disaster recovery platforms into a single platform in Puerto and saved about $10 million dollars a year. So it's making that operations of having disaster recovery process is much simpler. Um the third kind of critical use case for us as uh, the environment has evolved as the landscape has involved has been around hybrid cloud. So being able to take customers to the platforms that they want to go to that's critical for us And for our customers an example, there is Kingston technology's so Kingston tried some competitive products to move to Azure, it would take them about 24 hours to recover 30 VMS or so with zero technology. They will get about all their 1000 VMS up in Azure instantaneously. So these are three use cases that were foundational. Built. Built the company in the tech. >>Nice. Thank you. Thank you for that. So simple works well these days, especially with all this complexity we have to deal with. Can we get into the secret sauce a little bit. I mean CdP has been around forever. What do you guys do that? That's different. Maybe you can talk about that. Sure. >>Um it's cdp based, I think we've perfected the technology. It's less about being able to just copy the data. It's more about what you do when things go bump. We've made it simpler with driven economies of scale lower and being platform agnostic. We've really brought that up across to whatever platforms once upon a time it was moving from physical to virtual or even across different virtualization platforms and then being able to move across to whatever cloud platform customer may want or or back >>to cbP continuous data protection by the way for the audience that may not know that go ahead. And >>one of the additional points that I want to add to the box comment over here is the the basics of platform independence is what really drew uh hp technologists into the technology because you know, one of the things we have many, we have the high end platform with the H B electra nine Kv of the electro six kids the midrange platform. Then we have a bunch of file and object offerings on the side. What zero does it University universally applies to all those technologies and along with, you know, as you pair them up with our computer offerings to offer a full stack but now the stack is disaster recovery capable. Natively with the integration of certo, you know, one of the things that, you know, Deepak talked about about the as your migrations that a lot of the customers are talking about cloud is also coming up as a D our use case for a lot of our customers, customers, you know, you know, as we went through thousands of customers interviews one of the, one of the key things that came back was investing in a D our data center which is just waiting there for a disaster to happen. It's a very expensive insurance policy. So absurd. Oh, through its native capabilities allows customers to do is to just use public cloud as a D our target and and as a service, it just takes care of all the format conversions and recoveries and although that's completely automated inside the platform and and we feel that, you know, when you combine this either at the high end of data center storage offering or the middle age offering with this replication, D. R. And ransomware protection built into the same package, working under the same hood, it just simplifies and streamlines the customers deployment. >>Come here a couple of things. So first of all historically, if you wanted to recover to appoint within let's say, you know, 10 seconds, five seconds you have to pay up. Big time. Number one. Number two is you couldn't test your D. R. It was too risky. So people just had it in, they had a checkbox on compliance but they actually couldn't really test it because they were afraid they were going to lose data. So it sounds like you're solving both of those problems or >>or you know we remember the D. R. Test where it was a weekend. It was an event right? It was the event and at the end of july that the entire I. T. Organizing honey >>it's not gonna be home this weekend. Exactly what >>we've changed. That is a click of a button. You can D. R. Test today if you want to you can have disaster recovery still running. You can D. R. Test in Azure bring up your environment an isolated network bubble, make sure everything's running and bring it and bring it down. The interesting thing is the technology was invented back when our fear in the industry was losing a data center was losing power was catastrophic, natural disasters. But the technology has lent itself very well to the new threats which which are very much around ransomware as you mentioned because it's a type of disaster. Somebody's going after your data. Physical servers are still around but you still need to go back to a point in time and you need to do that very quickly. So the technology has really just found itself uh appealing to new challenges. >>If a customer asks you can I really eliminate cyber attacks, where should I put my my if I had 100 bucks to spend. Should I spend it on you know layers and defense should I spend it on recovery. Both, what would you tell them? >>I think it's a balanced answer. I think prevention is 100% impossible. Uh It's really I'd say spend it in in thirds. You want to spend a third of it and and prevention a third of it maybe in detection and then a third of it in uh recovery. So it's really that balancing act that means you can't leave the front door open but then have a lot of recovery techniques invested in. It has to be it has to be a balance and it's also not a matter of if it's a matter of when so we invest in all three areas. Hopefully two of them will work to your advantage. >>You dave you you should always protect your perimeter. I mean that that goes without saying but then as you invest in other aspects of the business, as Deepak mentioned, recovery needs to be fast and quick recovery whether from your recovering from a backup disaster. Are you covering from a data center disaster a corrupted file or from a ransomware attack. A couple of things that zero really stitches together like journal based recovery has been allowed for a while but making journal based recovery platform independent in a seamless fashion with the click of a button within five seconds go back to where your situation was. That gives you the peace of mind that even if the perimeter was breached, you're still protected, you know, five minutes into the problem And, and that's the peace of mind, which along with data protection as a service, disaster recovery as a service and now integrating this, you know, recovery from ransomware along with it in a very simple, easy to consume package is what drew us into the >>more you can do this you said on the use the cloud as a target. I could use the cloud as an air gap if I wanted to. It sounds like it's cloud Native, correct? Just wrap your stack in kubernetes and shove it in the cloud and have a host and say we're cloud to No, really I'm serious. So >>absolutely, we we looked at that approach and that that's where the challenge comes in, Right? So I give you the example of Kingston technology just doesn't scale, it's not fast enough. What we did was developed a platform for cloud Native. We consume cloud services where necessary in order to provide that scalability. So one example in Azure is being able to use scale set. So think about a scenario where you just declare a disaster, you've got 1000 VMS to move over, we can spin up the workers that need to do the work to get 1000 VMS spin them down. So you're up and running instantaneously and that involves using cloud Native uh tools and technologies, >>can we stay on that for a minute, So take take us through an example of what life was like would be like without zero trying to recover and what it's like with Puerto resources, complexity time maybe you could sort of paint a picture. Sure. >>Let me, I'll actually use an example from a customer 10 Kata. They uh develop defensive fabrics, especially fabric. So think about firefighters, think about our men and women abroad that need protective clothing that developed the fibers behave. They were hit by ransomware by crypto locker. That this was before zero. Unfortunately it took they took about a two week uh data loss. It took them weeks to recover that environment, bring it back up and the confidence was pretty low. They invested in, they looked at our technology, they invested in the technology and then they were hit with a different variant of crypto locker immediately. The the IT administrators and the ITS folks there were relieved right, they had a sense of confidence to say yes we can recover. And the second time around they had data loss of about 10 seconds, they could recover within a few minutes. So that's the before and after picture giving customers that confidence to say yep, a breach happened, we tried our best but now it's up to recovery and I can recover without having to dig tapes out from some vault and hopefully have a good copy of data sitting there and then try that over and over again and there's a tolerance right before a time before which business will not be able to sustain itself. So what we want to do is minimize that for businesses so that they can recover as quickly as possible with as little data loss as possible. >>Thank you for that. So, Omar, there's a bigger sort of cyber recovery agenda that you have as part of, of green lake, I'm sure. What, what should we expect, what's next? Where do you want to take this? >>So uh excellent question point in the future day. So one of the things that you helped us, uh you know, unveil uh in May was the data services. Cloud console. Data services. Cloud console was the first uh sort of delivery as we took the storage business as it is and start to transform into more of a cloud native business. We introduced electra uh which is the cloud native hardware with the customers buy for persistent storage within their data center. But then data services, cloud console truly cemented that cloud operational model. Uh We separated the management from, from the devices itself and sort of lifted it up as a sas service into the public, public cloud. So now what you're gonna see is, you know, more and more data and data management services come up on the data services. Cloud console and and zero is going to be one of the first ones. Cloud physics was another one that we we talked about, but zero is the is the true data management service that is going to come up on data services, cloud console as part of the Green Lake services agenda that that HP has in the customer's environ and then you're gonna see compliance as a service. You're going to see data protection as a service. You're gonna see disaster recovery as a service. But the beautiful thing about it is, is choice with simplicity as these services get loaded up on data services, clown console. All our customers instantly get it. There's nothing to install, there's nothing to troubleshoot uh, there's nothing to size. All those capabilities are available on the console, customers go in and just start consuming Xarelto capabilities from a management control plane, Disaster recovery control plan are going to be available on the data services, cloud console, automatically detecting electro systems, rian Bear systems, container based systems, whichever our customers have deployed and from there is just a flip of a button. Another way to look at it is it sort of gives you that slider that you have data protection or back up on one side, you've got disaster recovery on one side, you've got ransomware protection on on the extreme right side, you can just move a slider across and choose the service level that you want without worrying about best practices, installation, application integration. All of that just takes control from the data services, cloud concepts. >>Great, great summary because historically you would have to build that right now. You can buy it as a service. You can programmatically, you know, deploy it and that's a game changer. Have to throw it over the fence to some folks. That's okay. Now, you know, make it make it work and then they change the code and you come back a lot of finger pointing. It's now it's your responsibility. >>Absolutely. Absolutely. We're excited to provide Zito continue provides the desert of customers but also integrate with the Green Green Lake platform and let the rest of Green Lake customers experience some of the sort of technology and really make that available as a service. >>That's great. This is a huge challenge for customers. I mean they do, I pay their ransom. Do not pay the ransom. If I pay the ransom the FBI is going to come after me. But if I don't pay the ransom, I'm not gonna get the crypto key. So solutions like this are critical. You certainly see the president pushing for that. The United States government said, hey, we got to do a better job. Good job guys, Thanks for for sharing your story in the cube and congratulations. Thank >>you. Thank you David. >>All right. And thank you for watching everybody. Uh this is the, I want to tell you that everything that you're seeing today as part of the Green Lake announcement is going to be available on demand as part of the HP discover more. So you got to check that out. Thank you. You're watching the cube. >>Mhm mm.

>>Mhm Hello and welcome back to the cubes coverage of 80 of his public sector summit live for two days in D. C. In person. CuBA's here is an expo floor that people face to face down here. Adriana guest co founder and Ceo of Girls in tech cube alumni friend of the cube. We've known her for a long time. Watch their success really making an impact. Great to see you. Thanks for coming on. >>Wonderful to see you, john, thanks so much for having me. >>You know, one of the things that Sandy carter talks about matt max Peter talks about all of the Amazonian leadership that's about is skills training. Okay, this is a big deal. Okay, so getting talented to the industry is critical and also diversity and women attacking underrepresented minority groups are key. This has been a look at constant focus, you've been successful and and convincing folks about tech and working hard, what's the update, >>wow. So the reason why we're here, not only as Sandy carter are amazing chairman of the board of six plus years, but I heard we heard so many pain points from several of our partners as well as our good friends over at the White House and the Department of State and many other public sector agencies that there is a deficit. It's been very difficult to find diverse groups of talent and talent period to join their companies and populate those important I. T. Jobs stem jobs, whether it's very very technical or more data driven or more sort of design focus, product development focus across the board it's been very hard for them to find talent for those jobs. So girls in tech has partnered with AWS to create an initiative called the next generation public sector leaders and really focusing on creating awareness on career development opportunities for up and coming talent diverse talent that is curious and interested in job opportunities and educational opportunities within the public sector. So it has multi tiers, right? And it's something that we've devised based on the need and based on a lot of data and a lot of interviews from a lot of our partners and within the A. P. N. Network and we're doing a mentorship program which is a six month long program matching these amazing public sector executives, really accomplished leaders as well as our members from around the world um to connect and expose them and provide that nurturing, fostering mentality so that they can succeed in their careers. So >>eight of us getting behind this mission. Yes. And public sector is really fast growing changing. You start to see a lot of public private partnerships go on. So not just the old school public sector business, I mean the pandemic has shown the impact of society. So what does that do for the melting pot of talent out there? Have you seen anything out there? And how does that relate to this? Is that helped you at all or what's that does that mean for the mission? >>So there is a melting pot of talent. I just think we need to do a better job of creating awareness and really knowing where that talent lives. Like what are the blogs that they read? What are the videos that they watch and listen to? Where are they? Right. And we need to do the hard work and investigating and understanding like taking a more empathetic approach to really finding out what um how we can access them what their needs are. What are the things that interest piqued their interest within these jobs within the public sector um And customize it and market it so that they'll be eager and excited. Um And it would be more appealing to them. >>So I looked at the press release I just want to get your reaction to something you got evening with the experts. It's an in person event. >>Yes. When >>is that? Is that here is that going to be on your own event? What's that about? >>All the events that are going to be in person? Will be in D. C. Um There will be some virtual events as well. Our mentorship program is all virtual six month long program with curriculum and matchmaking on a platform that we use the evening with the experts which is a panel discussion with experts from a A. W. S. And beyond the A. P. N. Network. We'll talk about challenges and technology opportunities within a career development and also jobs. Um Well do recruitment like on the fly type of activities as well. Speed and speed interviewing, speed networking? Um We also have a few other programs, our webinar which is about the next gen public sector opportunities and this is more about the challenges that people face that companies face and the new technologies that will be launched very soon. And we're doing a widget on our jobs board to highlight the new career opportunity, new job opportunities from all of the public sector partners. We work with >>a very comprehensive, >>It's very comprehensive on the six >>month guided mentorship program. How does someone get involved in applications? How what's that going on there? >>It will be an application process and we will promote it to anyone who signs up to our newsletter. So go to Girls in tech dot org. Sign up for our newsletter and we will be posting and sharing more information on how people get involved. But we'll definitely send custom uh E. D. M essentially promoting to the people who are here at the conference and also through our Girls in tech D. C. Chapter as well. >>So I have to ask you, I know you've been really busy, been very successful. You've been out and about what's the trend line looked like? Well >>not for the last few years though, >>you've >>been in lockdown now. >>You've been working hard, you know have not not about now. You >>are not >>about what's the temperature like now in terms of the pulse of the industry relative to progress, what's what's what are you finding, what's the current situation >>progress for women in tech in the industry. So Since I started girls in tech in 2007, we've made A lot of progress, I would say it's a lot slower than I thought it would be, but you do see more and more women and people representing bipac actually apply for those jobs. We it is astronomically different than 2006, when I started in my first startup and there's a lot more mentorship, There are a lot more organizations out there that companies are more accountable with the R. G. Groups and they're changing their policies, are changing their training programs are having more off sites, there's now technologies that focus on tracking uh productivity and happiness of employees so that like all of that did not exist or I should say none of that existed, you know? And so we worked hard, we've worked hard, but it takes a village, it takes a lot of different people to create that change. And now one of girls in text mission is not just providing that education that community, that mentorship, we want to get the corporate involved, we want to teach the corporate about D and I training the importance of diversity, different tactics to recruit uh so on and so forth. And and it's been so amazing, so inspirational, I love, I started working more in partnerships and having our monthly calls with partners because I love it. I love collaborating to >>recruit good peer group around you to accelerate and create more territory of awareness and impact more people can get their hands involved. And I think to me that's what I think you're starting to see that with podcasts and media people are starting to go direct to tell their story, apps are out there now as you mentioned. So, but I feel like we're on a crossover point coming soon, totally thinks it's different. Um, but it's still a >>lot more work to do a lot more. We just got the service. I know, I know you've just scratched the surface, but we're so excited to be here. Aws is a huge supporter thanks to Sandy carter and her team. Um, it's been an amazing experience. >>Sandy's got great vision, she takes risks. So she's actually got the Amazonian concept of experiment, try something double down if it works and that's great to see that you guys have extended that relationship with, with her and the team. I like this idea of the fellowship cohort model of the or that program, you have the mentorship program. I think that's super cool. Um, that's something I think will be very successful. >>Uh, it's been successful so far. We typically over sell our mentorship are mentee spots. Uh, we only have 500 spots and last one we had over 2300 like a crazy amount, so we know that our members are really hungry for it around the world. And we know it will just be as just as popular for the public sector. So >>what's next for you? What's the vision? What's the next step was events are coming back in person? We're here in person. >>Yeah, there's just so much going on. I wish I could clone myself and we're busting at the seams. And I think the things that are really exciting to me are being able to produce our programs internationally, specifically in developing countries. So we're working um we haven't made an official announcement yet or anything, but we are working on expanding in african countries with Aws. They're doing some efforts and making some movements there. So places like Cameroon Ghana Nigeria Egypt. Uh we are looking to create chapters there for Girls in Tech and then expand our programming. Uh we're also, as mentioned earlier, we're working a lot with corporations to provide DNA training. So, training about policies, Inclusive leadership. Making sure they have the tools and policies to succeed and for their employees to feel comfortable, safe and productive in their work environment >>is great to see you. Congratulations Girls in tech dot org. Yes. Is the U. R. L. Check it out a great mission, very successful. Making progress any stats you can throw out there, you can share. >>Yeah, of course, you >>wrap it up. >>Yeah. So right now, girls in tech has 58 active chapters in 38 countries with over 70,000 active members. And by the end of the year we will have close to 100 active members. So hopefully we'll see you next year and that number will double or triple sign >>up. Tell him johN sent, you know, don't say that because you won't get no. Great to see you. >>Thank you. Nice to see you too. Thanks so >>much, john. Great to have you on cube coverage here at AWS public Sector summit in Washington, D. C. Is a live event. Were face to face. We had some remote guests. It's a hybrid event. Everything is being streamed. I'm john Kerry with the cube. Thanks for watching. Mhm. Mhm