>>from Santa Clara, California. In the heart of Silicon Valley, it's the queue covering altitude 2020. Brought to you by aviatrix. >>Okay, welcome back. Altitude 2020 for the digital event for the live feed. Welcome >>back. I'm John Furrier with the Cube with Steve Mullaney, CEO aviatrix for the next panel from global system integrators of folks who are building and working with folks on their journey to multi cloud and cloud native networking Got a great panel. George Buckman with D XY and Derek Monaghan with W W t. Welcome to the stage. >>Okay, right. Yeah. Yeah. >>Okay. You guys are the ones out there advising, building and getting down and dirty with multi cloud and cloud native networking. We just heard from the customer panel You can see the diversity of where people come into the journey of cloud. It kind of depends upon where you are, but the trends are all clear. Cloud native networking, Dev. Ops up and down the stack. This has been the main engine. What's your guys take of the journey to multi cloud what you're seeing? No. >>Yeah, it's critical. I mean, we're seeing all of our enterprise customers enter into this. They've been >>through >>the migrations of the easy stuff, you know? Now they're trying to optimize and get more improvement. So now the tough stuff is coming on, right? And you know, they need their data processing near where their data is, so that's driving them to a multi cloud environment. >>We heard some of the edge stuff you guys are. You're seeing this movie before, but now it's >>a whole new >>ballgame. What's your take? >>Yeah, so I'll give you a hint. Our practices not called the cloud practice. It's the multi cloud practice. And so if that gives you a hint of how we approach things very consultative. And so when we look at what the trends are a little over a year ago, about a year ago we're having conversations with customers. Let's build a data center in the cloud. Let's put some VP sees that sort of firewalls. Put some DNS and other infrastructure out there, and let's hope it works. This isn't a science project, so we're trying to, We're starting to see is customers are starting to have more of a vision. We're helping with that consultative nature, but it's totally based on the business, and you got to start understanding how the lines of business are using the APS. And then we evolve into that next journey, which is a foundational >>approach to what are some of the problem statement that your customers are solving when they come to you? One of the top things that are on there, my house to the ease of use, agility, all that stuff. But what specifically they did, digging into >>some complexity? I think when you look at a multi cloud approach, in my view is network requirements are complex. You know, I think they are. But I think the approach can be Let's simplify that. So one thing that we try to do and this is how we talk to customers. Let's just like you. Simplifying aviatrix simplifies the automation orchestration of cloud networking. We're trying to simplify the design, the planning, implementation of infrastructure across multiple workloads across multiple platforms. And so the way we do it is we sit down. We look at not just use cases and not just the questions in common. We anticipate we actually build out based on the business and function requirements. We build out a strategy and then create a set of documents. And guess what? We actually build in the lab. And that lab that we platform built proves out this reference architecture actually >>work? Absolutely. We we implement similar concepts. I mean, they're proven practices. They work great. So, >>George, you mentioned that the hard part is now upon us. Are you referring to networking? What specifically are you getting? And Terrence is the easy part. Done that before the >>enterprises themselves, migrating their more critical APS or more difficult taps into the environments. You know, they just we just scratched the surface. I believe on what enterprises they're doing to move into the cloud, to optimize their environments, to take advantage of the scale and speed, to deployment and to be able to better enable their businesses. So they're just now really starting the >>you get. You guys see what I talked about in terms of the Cambrian explosion? I mean, you're both monster system integrators with, you know, top fortune Enterprise customers, you know, really rely on you for guidance and consulting and so forth and deploy their >>networks. Is that something that you have seen? Does that resonate? Did you notice a year and 1/2 ago. All of a sudden, the importance of cloud for enterprise shoot up. >>Yeah. I mean, we're seeing it in our internal environment. You know, we're a huge company or those customer zero r and D. So we're experiencing that internal, Okay? Every one of our other >>customers. So I have another question, but I don't know the answer to this. And the lawyer never asked the question that you don't know the answer to, but I'm gonna ask it anyway. DXC and WWD massive system integrators. >>Why aviatrix >>So great question, Steve. So I think the way we approach things, I think we have a similar vision of similar strategy. How you approach things, how we approach things, that world wide technology number one. We want to simplify the complexity. And so that's your number. One priority is let's take the networking, but simplify it. And I think part of the other point I'm making is we have ah, we see this automation piece as not just an afterthought anymore. If you look at what customers care about, visibility and automation is probably the top three. Maybe the third on the list and I think that's where we see the value. Now I think the partnership that we're building and what I would I get excited about is not just putting years in our lab and showing customers how it works is co developing a solution with figuring out Hey, how can we >>make this better? Visibility's a huge thing In security alone network. Everything's around visibility. What automation you see happening in terms of progression, Order of operations, if you will. What's the low hanging fruit? What are people working on now? What are you What are some of the aspirational goals around when you start thinking about multi cloud and automation? Yep. So I wanted to get back to answer that question. >>I want to answer your question. You know what led us there and why aviatrix, you know, in working some large internal I t projects and looking at how we're gonna integrate the solutions, you know, we like to build everything with recipes where network is probably playing catch up in the Dev ops world, but with a Dev ops mindset looking to speed to deploy support all those things. So when you start building your recipes to take a little of this, a little of that, and you mix it all together. Well, when you look around, you say, Wow, look, there's this big bag of 88. Let me plot that in. That solves a big part of my problems that I have to speed to integrate, speed to deploy and the operational views that I need to run. This. So that was the 11 years about reference architectures. Yeah, absolutely. So, you know, they came with a a full slate of reference architectures already out there and ready to go. That fit our needs. So it's very, very easy for us to integrate those into our recipes. What >>do you guys think about all the multi vendor interoperability conversations that have been going on? Choice has been a big part of multi cloud in terms of, you know, customers want choice didn't put a workload in the cloud that works. But this notion of choice and interoperability has become a big conversation. >>It is, and I think, the approach, and that's why we talk to customers. It's let's let's speed and the risk of that decision making process, and how do we do that cause interoperability is key. You're not just putting. It's not just a single vendor. We're talking, you know, many, many vendors. I mean, think about the average number of cloud applications. The customer uses a business and enterprise business today. You know, it's it's above 30. It's skyrocketing. So what we do and we look at it from the interoperability approach is how to things Inter operate. We test it out, we validate it. We build a reference. Architectures says. These are the critical design elements. Now let's build one with aviatrix and show how this works with aviatrix. And I think the important part there, though, is the automation piece that we had to it in visibility. So I think the visibility is what I see. Lacking cross >>industry today, Cloud native, that's been a big topic. Okay, in terms of aviatrix that you guys see them coming in, they're one of the ones that are emerging and the new brands emerging with multi cloud. You still got the old guard incomes with huge footprints. How are customers dealing with that kind of component and dealing with >>both of them? Yeah. I mean, where we have customers that are ingrained with a particular vendor. And, you know, we have partnerships with many vendors. So our objective is to provide a solution that meets that client. >>And you they all want multi vendor. They all want interoperability. Correct. Alright. So I got to ask you guys a question. What? We're defining day two operations. What does that mean? I mean, you guys are looking at the big business and technical components of architecture. What is day to operations? I mean, what's the definition of that? >>Yeah. So I think from our perspective, my experience, we, you know, day to operations, whether it's not just the, you know, the orchestration piece and setting up and let it lot automate and have some, you know, change control. You're looking at this from a data perspective. How do we support this ongoing and make it easy to make changes as we evolved. The cloud is very dynamic. The the nature of how the fastest expanding the number of features is astonishing trying to keep up to date with number of just networking capabilities and services that are added. So I think Day two operations starts with a fundamental understanding of, you know, building out supporting customers environments and making it the automation piece Easy >>from from, you know, distance. Yeah, and you know, taking that to the next level of being able to enable customers to have catalog items that they can pick and choose. Hey, I need this network connectivity from this cloud location back to this on Prem and being able to have that automated and provisioned just simply by ordering >>for the folks watching out there. Guys take a minute to explain, As you guys are in the trenches doing a lot of good work. What are some of the engagement that you guys get into? How does that progress? What is the what's what happens there? They call you up and say, Hey, I need a multi cloud or you already in there and >>take us through. Why? How >>someone can engage to use a global less side to come in and make this thing happen? What's the typical engagement look like? >>Yeah, So from our perspective, we typically have a series of workshops and a methodology that we kind of go along the journey Number one. We have a foundational approach and I don't mean foundation, meaning the network Foundation That's a very critical element. We got a factor in security. We got a factor in automation. So we think about foundation. We do a workshop that starts with education. A lot of times we'll go in and we'll just educate the customer. What is VPC share? You know what is a private Lincoln Azure? How does that impact your business? We have customers. I want to share services out in an ecosystem with other customers and partners. Well, there's many ways to accomplish that. So our goal is to understand those requirements and then build >>that strategy with them. Yeah, I mean, I'm one of the guys. It's down in the weeds making things happen. So I'm not the guy on the front line interfacing with the customers every day. But we have a similar approach. You know, we have a consulting practice that will go out and apply their practices to see what >>and when do you parachute in? >>Yeah, And when I say is I'm on the back end working with our offering. Development leads for the networking. So we understand are seeing what customers are asking for and we're in the back end developing the solutions that integrate with our own offerings as well as enable other customers that just deploy quickly to meet their connectivity needs. So the patterns air similar. >>All right, final question for you guys. I want to ask you to paint a picture of what success looks like. And you know, the name customers, you know, to get and reveal kind of who they are. But what does success look like in multi cloud? You paint a picture for the folks here and watching the livestream. If someone says, Hey, I want to be multi cloud. I have my operations agile. I want Full Dev ops. I want program ability. Security built in from day zero. What does success look like? Yeah, >>I think success looks like this. So when you're building out a network, the network is a harder thing to change than some other aspects of cloud. So what we think is even if you're thinking about that second cloud which we have, most of our customers are on to public clouds. Today they might be dabbling is you build that network foundation an architecture that takes in consideration where you're going. And so once we start building that reference architecture out that shows this is how to approach it from a multi cloud perspective, not a single cloud. And let's not forget their branches. Let's not forget our data centers. Let's not forget how all this connects together cause that's how we define multi cloud. It's not just in the cloud, it's on Prem and it's off Prem. And so, collectively, I think the key is also is that we provide them in HLD. You got to start with a high level design that can be tweaked. You go through the journey, but you got to give a salad structural foundation and that networking, which we think most customers think as not not the network engineers put as an afterthought. We want to make that the most critical >>element. Before you start the journey, George, from your seat had a success look for you. >>So you know, it starts out on these journeys often start out people not even thinking about what is gonna happen with what their network needs are when they start their migration journey to the cloud. So I want the success to me. Looks like them being able to end up not worrying about what's happening in the network when they move to the cloud. >>Guys, great insight. Thanks for coming on. Sharing a round of applause for the global >>system integrators, right? >>Yeah, yeah, yeah, yeah.