>> live from Las Vegas. It's the queue covering Dell Technologies. World twenty nineteen. Brought to you by Dell Technologies and its ecosystem partners. >> The one Welcome to the Special Cube Live coverage here in Las Vegas with Dell Technologies World 2019. I'm John Furrier with Dave Vellante breaking down day one of three days of wall the wall Coverage - 2 Cube sets. Uh, big news today and dropping here. Dell Technology World's series of announcements Cloud ability, unified work spaces and then multi cloud with, uh, watershed announced with Microsoft support for VMware with Azure are guests here theCUBE alumni that Seo, senior leader of'Em Where Sanjay *** and such a great to see you, >> John and Dave always a pleasure to be on your show. >> So before we get into the hard core news around Microsoft because you and Satya have a relationship, you also know Andy Jassy very well. You've been following the Clouds game in a big way, but also as a senior leader in the industry and leading BM where, um, the evolution of the end user computing kind of genre,  that whole area is just completely transformed with mobility and cloud kind of coming together with data and all this new kinds of applications. The modern applications are different. It's changing the game on how end users, employees, normal people use computing because some announcement here on their What's your take on the ever changing role of cloud and user software? >> Yeah, John, I think that our vision , as  you know, it was the first job I came to do at VMware almost six years ago, to run and use a computing. And the vision we had at that time was that you should be able to work at the speed of life, right? You and I happen to be on a plane at the same time  yesterday coming here, we should be able to pick our amps up on our devices. You often have Internet now even up at thirty thousand feet. In the consumer world, you don't lug around your CDs, your music, your movies come to you. So the vision of any app on any device was what we articulated with the digital workspace We. had Apple and Google very well figured out. IOS later on Mac,  Android,  later on chrome . The Microsoft relationship in end use the computing was contentious because we overlapped. They had a product, PMS and in tune. But we always dreamed of a day. I tweeted out this morning that for five and a half years I competed with these guys. It was always my dream to partner with the With Microsoft. Um, you know, a wonderful person, whom I respect there, Brad Anderson. He's a friend, but we were like LeBron and Steph Curry. We were competing against each other. Today everything changed. We are now partners. Uh, Brad and I we're friends, we'll still be friends were actually partners  now why? Because we want to bring the best of the digital workspace solution VMware brings workspace one to the best of what Microsoft brings in Microsoft 365 , active directory, E3 capabilities around E. M. S and into it and combined those together to help customers get the best for any device. Apple, Google and Microsoft that's a game changer. >> Tell about the impact of the real issue of Microsoft on this one point, because is there overlap is their gaps, as Joe Tucci used to say, You can't have any. There's no there's no overlap if you have overlapped. That's not a >> better to have overlapped and seems right. A gaps. >> So where's the gaps? Where this words the overlapping cloud. Next, in the end user world, >> there is a little bit of overlap. But the much bigger picture is the complementarity. We are, for example, not trying to be a directory in the Cloud That's azure active directory, which is the sequel to Active Directory. So if we have an identity access solution that connect to active directory, we're gonna compliment that we've done that already. With Octo. Why not do that? Also inactive Directory Boom that's clear. Ignored. You overlap. Look at the much bigger picture. There's a little bit of overlap between in tune and air Watch capabilities, but that's not the big picture. The big picture is combining workspace one with E. M s. to allow Office 365 customers to get conditional access. That's a game, so I think in any partnership you have to look past, I call it sort of these Berlin Wall moments. If the U. S and Soviet Union will fighting over like East Germany, vs West Germany, you wouldn't have had that Berlin wall moment. You have to look past the overlaps. Look at the much bigger picture and I find the way by which the customer wins. When the customer wins, both sides are happy. >> Tearing down the access wall, letting you get seamless. Access the data. All right, Cloud computing housely Multi cloud announcement was azure something to tell on stage, which was a surprise no one knew was coming. No one was briefed on this. It was kind of the hush hush, the big news Michael Delll, Pat Girl singer and it's nothing to tell up there. Um, Safia did a great job and really shows the commitment of Microsoft with the M wear and Dell Technologies. What is this announcement? First, give us your take an analysis of what they announced. And what does it mean? Impact the customers? >> Yeah, listen, you know, for us, it's a further That's what, like the chess pieces lining up of'Em wars vision that we laid up many years for a hybrid cloud world where it's not all public cloud, it isn't all on premise. It's a mixture. We coined that Tom hybrid loud, and we're beginning to see that realize So we had four thousand cloud providers starting to build a stack on VM, where we announced IBM Cloud and eight of us. And they're very special relationships. But customers, some customers of azure, some of the retailers, for example, like Wal Mart was quoted in the press, released Kroger's and some others so they would ask us, Listen, we're gonna have a way by which we can host BMO Workloads in there. So, through a partnership now with Virtue Stream that's owned by Dell on DH er, we will be able to allow we, um, where were close to run in Virtue Stream. Microsoft will sell that solution as what's called Azure V M, where solutions and customers now get the benefit of GMO workloads being able to migrate there if they want to. Or my great back on the on premise. We want to be the best cloud infrastructure for that multi cloud world. >> So you've got IBM eight of us Google last month, you know, knock down now Azure Ali Baba and trying you. Last November, you announced Ali Baba, but not a solution. Right >> now, it's a very similar solutions of easy solution. There's similar what's announced with IBM and Nash >> So is it like your kids where you loved them all equally or what? You just mentioned it that Microsoft will sell the VM wear on Azure. You actually sell the eight of us, >> so there is a distinction. So let me make that clear because everything on the surface might look similar. We have built a solution that is first and preferred for us. Called were MacLeod on a W s. It's a V m er manage solution where the Cloud Foundation stack compute storage networking runs on a ws bare metal, and V. Ember manages that our reps sell that often lead with that. And that's a solution that's, you know, we announced you were three years ago. It's a very special relationship. We have now customer attraction. We announce some big deals in queue, for that's going great, and we want it even grow faster and listen. Eight of us is number one in the market, but there are the customers who have azure and for customers, one azure very similar. You should think of this A similar to the IBM ah cloud relationship where the V C P. V Partners host VM where, and they sell a solution and we get a subscription revenue result out of that, that's exactly what Microsoft is doing. Our reps will get compensated when they sell at a particular customer, but it's not a solution that's managed by BM. Where >> am I correct? You've announced that I think a twenty million dollars deal last quarter via MacLeod and A W. And that's that's an entire deal. Or is that the video >> was Oh, that was an entirely with a customer who was making a big shift to the cloud. When I talked to that customer about the types of workloads, they said that they're going to move hundreds off their APs okay on premise onto via MacLeod. And it appears, so that's, you know, that's the type of cloud transformation were doing. And now with this announcement, there will be other customers. We gave an example of few that Well, then you're seeing certain verticals that are picking as yours. We want those two also be happy. Our goal is to be the undisputed cloud infrastructure for any cloud, any cloud, any AP any device. >> I want to get your thoughts. I was just in the analysts presentation with Dell technology CFO and looking at the numbers, the performance numbers on the revenue side Don Gabin gap our earnings as well as market share. Dell. That scales because Michael Delll, when we interviewed many years ago when it was all going down, hinted that look at this benefits that scale and not everyone's seeing the obvious that we now know what the Amazon scale winds so scale is a huge advantage. Um, bm Where has scale Amazon's got scale as your Microsoft have scales scales Now the new table stakes just as an industry executive and leader as you look at the mark landscape, it's a having have not world you'd have scale. You don't If you don't have scale, you're either ecosystem partner. You're in a white space. How do companies compete in this market? Sanjay, what's your thoughts on I thinkit's >> Jonah's? You said there is a benefit to scale Dell, now at about ninety billion in revenue, has gone public on their stock prices. Done where Dellvin, since the ideal thing, the leader >> and sir, is that point >> leader in storage leader inclined computing peces with Vienna and many other assets like pivotal leaders and others. So that scale VM, Where about a ten billion dollar company, fifth largest software company doing verywell leader in the softer to find infrastructure leader, then use a computing leader and softer, defined networking. I think you need the combination of scale and speed, uh, just scale on its own. You could become a dinosaur, right? And what's the fear that every big company should have that you become ossified? And I think what we've been able to show the world is that V M wear and L can move with scale and speed. It's like having the combination of an elephant and a cheetah and won and that to me special. And for companies like us that do have scaled, we've to constantly ask ourselves, How do we disrupt ourselves? How do we move faster? How do we partner together? How do we look past these blind spots? How do we pardon with big companies, small companies and the winner is the customer. That's the way we think. And we could keep doing that, you'll say so. For example, five, six years ago, nobody thought of VMware--this is going before Dell or EMC--in the world of networking, quietly with ten thousand customers, a two million dollar run rate, NSX has become the undisputed leader and software-defined networking. So now we've got a combination of server, storage and a networking story and Dell VMware, where that's very strong And that's because we moved with speed and with scale. >> So of course, that came to an acquisition with Nice Sarah. Give us updates on the recent acquisitions. Hep C e o of Vela Cloud. What's happening there? >> Yeah, we've done three. That, I think very exciting to kind of walk through them in chronological order about eighteen months ago was Velo Cloud. We're really excited about that. It's sort of like the name, velocity and cloud fast. Simple Cloud based. It is the best solution. Ston. How do we come to deciding that we went to talk to our partners like t other service providers? They were telling us this is the best solution in town. It connects to the data center story to the cloud story and allows our virtual cloud network to be the best softer. To find out what you can, you have your existing Mpls you might have your land infrastructure but there's nobody who does softer to find when, like Philip, they're excited about that cloud health. We're very excited about that because that brings a multi cloud management like, sort of think of it like an e r P system on top of a w eso azure to allow you to manage your costs and resource What ASAP do it allows you to manage? Resource is for materials world manufacturing world. In this world, you've got resources that are sitting on a ws or azure. Uh, cloud held does it better than anybody else. Hefty. Oh, now takes a Cuban eighty story that we'd already begun with pivotal and with Google is you remember at at PM world two years ago. And that's that because the founders of Cuban eighties left Google and started FTO. So we're bringing that DNA we've become now one of the top two three contributors to communities, and we want to continue to become the de facto platform for containers. If you go to some of the airports in San Francisco, New York, I think Keilani and Heathrow to you'LL see these ads that are called container where okay, where do you think the Ware comes from Vienna, where, OK, and our goal is to make containers as container where you know, come to you from the company that made vmc possible of'Em where So if we popularized PM's, why not also popularised the best enterprise contain a platform? That's what helped you will help us do >> talk about Coburn at ease for a minute because you have an interesting bridge between end user computing and their cloud. The service is micro. Services that are coming on are going to be powering all these APS with either data and or these dynamic services. Cooper, Nettie sees me the heart of that. We've been covering it like a blanket. Um, I'm gonna get your take on how important that is. Because back Nelson, you're setting the keynote at the Emerald last year. Who burn it eases the dial tone. Is Cooper Netease at odds with having a virtual machine or they complimentary? How does that evolving? Is it a hedge? What's the thoughts there? >> Yeah, First off, Listen, I think the world has begun to realize it is a world of containers and V ems. If you looked at the company that's done the most with containers. Google. They run their containers in V EMS in their cloud platform, so it's not one or the other. It's vote. There may be a world where some parts of containers run a bare metal, but the bulk of containers today run and Beyonce And then I would say, Secondly, you know, five. Six years ago, people all thought that Doctor was going to obliterate VM where, But what happened was doctors become a very good container format, but the orchestration layer from that has not become daugher. In fact, Cuban Eddie's is kind of taking a little of the head and steam off Dr Swarm and Dr Enterprise, and it is Cooper Navy took the steam completely away. So Senses Way waited for the right time to embrace containers because the obvious choice initially would have been some part of the doctor stack. We waited as Borg became communities. You know, the story of how that came on Google. We've embraced that big time, and we've stated a very important ball hefty on All these moves are all part of our goal to become the undisputed enterprise container platform, and we think in a multi cloud world that's ours to lose. Who else can do multi cloud better than VM? Where may be the only company that could have done that was Red Hat. Not so much now, inside IBM, I think we have the best chance of doing that relative. Anybody else >> Sanjay was talking about on our intro this morning? Keynote analysis. Talking about the stock price of Dell Technologies, comparing the stock price of'Em where clearly the analysis shows that the end was a big part of the Dell technologies value. How would you summarize what v m where is today? Because on the Kino there was a Bank of America customers. She said she was the CTO ran, she says, Never mind. How we got here is how we go floors the end wars in a similar situation where you've got so much success, you always fighting for that edge. But as you go forward as a company, there's all these new opportunities you outlined some of them. What should people know about the VM? We're going forward. What is the vision in your words? What if what is VM where >> I think packed myself and all of the key people among the twenty five thousand employees of'Em are trying to create the best infrastructure company of all time for twenty one years. Young. OK, and I think we have an opportunity to create an incredible brand. We just have to his use point on the begins show create platforms. The V's fear was a platform. Innocent is a platform workspace. One is a platform V san, and the hyper convert stack of weeks right becomes a platform that we keep doing. That Carbonetti stuff will become a platform. Then you get platforms upon platforms. One platforms you create that foundation. Stone now is released. ADelle. I think it's a better together message. You take VX rail. We should be together. The best option relative to smaller companies like Nutanix If you take, you know Veum Where together with workspace one and laptops now put Microsoft in the next. There's nobody else. They're small companies like Citrix Mobile. I'm trying to do it. We should be better than them in a multi cloud world. They maybe got the companies like Red Hat. We should have bet on them. That said, the end. Where needs toe also have a focus when customers don't have Dale infrastructure. Some people may have HP servers and emcee storage or Dell Silvers and netapp storage or neither. Dellery emcee in that case, usually via where, And that's the way we roll. We want to be relevant to a multi cloud, multi server, multi storage, any hardware, any cloud. Any AP any device >> I got. I gotta go back to the red hat. Calm in a couple of go. I could see you like this side of IBM, right? So So it looks like a two horse race here. I mean, you guys going hard after multi cloud coming at it from infrastructure, IBM coming at it with red hat from a pass layer. I mean, if I were IBM, I had learned from VM where leave it alone, Let it blossom. I mean, we have >> a very good partisan baby. Let me first say that IBM Global Services GTS is one about top sai partners. We do a ton of really good work with them. Uh, I'm software re partner number different areas. Yeah, we do compete with red hat with the part of their portfolios. Relate to contain us. Not with Lennox. Eighty percent plus of their businesses. Lennox, They've got parts of J Boss and Open Stack that I kind of, you know, not doing so well. But we do compete with open ship. That's okay, but we don't know when we can walk and chew gum so we can compete with Red Hat. And yet partner with IBM. That's okay. Way just need to be the best at doing containing platform is better than open shifter. Anybody, anything that red hat has were still partner with IBM. We have to be able to look at a world that's not black and white. And this partnership with Microsoft is a good example. >> It's not a zero sum game, and it's a huge market in its early days. Talk >> about what's up for you now. What's next? What's your main focus? What's your priorities? >> Listen, we're getting ready for VM World now. You know in August we want to continue to build momentum on make many of these solutions platforms. So I tell our sales reps, take the number of customers you have and add a zero behind that. OK, so if you've got ten thousand customers of NSX, how do we get one hundred thousand customers of insects. You have nineteen thousand customers of Visa, which, by the way, significantly head of Nutanix. How do we have make one hundred ninety thousand customers? And we have that base? Because we have V sphere and we have the Delll base. We have other partners. We have, I think, eighty thousand customers off and use of computing tens of millions of devices. How do we make sure that we are workspace? One is on billion. Device is very much possible. That's the vision. >> I think that I think what's resonating for me when I hear you guys, when you hear you talk when we have conversations also in Pat on stage talks about it, the simplification message is a good one and the consistency of operating across multiple environments because it sounds great that if you can achieve that, that's a good thing. How you guys get into how you making it simple to run I T. And consistent operating environment. It's all about keeping the customer in the middle of this. And when we listen to customs, all of these announcements the partnership's when there was eight of us, Microsoft, anything that we've done, it's about keeping the customer first, and the customer is basically guiding up out there. And often when I sit down with customers, I had the privilege of talking hundreds of thousands of them. Many of these CEOs the S and P five hundred I've known for years from S athe of'Em were they'LL Call me or text me. They want us to be a trusted advisor to help them understand where and how they should move in their digital transformation and compared their journey to somebody else's. So when we can bring the best off, for example, of developer and operations infrastructure together, what's called DEV Ops customers are wrestling threw that in there cloud journey when we can bring a multi device world with additional workspace. Customers are wrestling that without journey there, trying to figure out how much they keep on premise how much they move in the cloud. They're thinking about vertical specific applications. All of these places where if there's one lesson I've learned in my last ten twenty years of it has become a trusted advisor to your customers. Lean on them and they will lean on you on when you do that. I mean the beautiful world of technology is there's always stuff to innovate. >> Well, they have to lean on you because they can't mess around with all this infrastructure. They'LL never get their digital transformation game and act together, right? Actually, >>= it's great to see you. We'Ll see you at PM, >> Rollo. Well, well, come on, we gotta talk hoops. All right, All right, All right, big. You're a big warriors fan, right? We're Celtics fan. Would be our dream, for both of you are also Manny's themselves have a privileged to go up against the great Warriors. But what's your prediction this year? I mean, I don't know, and I >> really listen. I love the warriors. It's ah, so in some senses, a little bit of a tougher one. Now the DeMarcus cousins is out for, I don't know, maybe all the playoffs, but I love stuff. I love Katie. I love Clay, you know, and many of those guys is gonna be a couple of guys going free agents, so I want to do >> it again. Joy. Well, last because I don't see anybody stopping a Celtics may be a good final. That would be fun if they don't make it through the rafters, though. That's right. Well, I Leonard, it's tough to make it all right. That sounds great. >> Come on. Sanjay Putin, CEO of BM Wear Inside the Cube, Breaking down his commentary of you on the landscape of the industry and the big news with Microsoft there. Other partner's bringing you all the action here Day one of three days of coverage here in the Cubicle two sets a canon of cube coverage out there. We're back with more after this short break.

>> What? Welcome to a special keep conversation here in Palo Alto. Shot for host of the Cube. The Palo Alto Studios here in Palo Alto. Where here With Adam Casella, CEO and co founder of Snap Route and Glenn Sullivan, Cofounder. Snap. Right, guys, Good to see you. Thanks for coming on. So, you guys are a hot startup launching you guys? Former apple engineers, running infrastructure, I would say large scale an apple, >> just a little bit >> global nature. Tell the story. What? How did you guys start the company? We did it all come from the apple. A lot of motivation to see a lot there. You seeing huge trends? You'd probably building your own stuff. What was that? What was the story? >> So, yeah, basically way. We were running a large external stuff at Apple. So think of you know, anything you would use his user, Siri maps, iTunes, icloud, those air, the networks that Adam and I were responsible for keeping up, keeping stable on DH. You know, there was a lot of growth. So this is pretty twenty fifteen. We started snapping on August twenty fifteen, so it's a big growth period for, you know, icloud. Big growth period for iTunes. Lots of users, lots of demand. Sort of lots of building infrastructure in sort of a firefighting mode on DH. One of the things that occurred is that we needed to move to more of, you know, infrastructure kind of building out as you need it for capacity. If you start talking to the folks up the road, you know, with Facebook and Google and Microsoft and all those folks, you realize that you have to kind of build it, and then they will come. You can't really always be reactionary and building these kind of bespoke artisanal networks, right? So him and I had to come at it from both a architectural apology network kind of network engineering, geeky kind of level, and also from an automation orchestration. Visibility standpoint. So we pretty much had to do a Nen tire reimagining of what we were building as we were going to build these new networks to make sure we could could anticipate capacity and deploy things before you know it was necessary. >> Yeah, and make sure that the network is agile, flexible enough to respond to those needs, and change isn't required. >> You mentioned. The surge came around time for twenty, twelve, twenty, thirteen, different exactly apples been around for a while, so they had. They were buying boxes and start racking and stacking for years. So they have applications probably going back a decade, of course. So as Apple started to really, really grow Icloud and the iPhone seven, you still got legacy. So how did you guys constantly reshaped the network without breaking it with some of the things that you guys saw? That was successful because it's kind of a case study of, you know, you know, the next level without breaking >> anything. Yeah, did when migration was interesting, uh, essentially into doing it. She start attacking it for the legacy environments as Iraq. Iraq process, right? You gotta figure out what applications better most easily be able to move and start with the low hanging fruit first so you could start proving out the concept that you're talking about. You try with the hardest aspect or the Horace Apt to move. You're going to get it with a lot of road block. If my you might actually fail potentially and you won't get what you need where you need to go if you took, took some low hanging fruit applications that can easily migrate between, you know, an old environment and new environment. >> It's not dissimilar to environments where things are acquisition heavy, like we've got some friends at some other Silicon Valley companies that are very active. You know, acquisition heavy, right? It's It's a company that's one name on the outside, but it's twenty thirty different Cos on the inside, and what they typically end up doing is they end up treating each one of those as islands of customers, and they build out a core infrastructure, and they treat themselves more like an ice pick. So if you if you Khun, meld your environment where you're more like a service provider and you're different legacy applications and new applications arm or you know customers, then you're going to end up in a better situation and that we did a little bit of that, you know, at Apple, where they have, you know, really, really core service provider, head the type. You know, if a structure with all of these different customers hanging >> off his isolation options there. But also integration, probably smoother. If you think it was a service provider. >> DeMarcus solid right and clear. >> So talk about the nature you got cloud experts. I'll see infrastructure experts. You're really in the The Deep Dev ops movement as it goes kind of multi and agree because he got storage, networking and compute the holy trinity of infrastructure kind. All changing on being reimagined. Storage isn't going away. More data is being stored. Networks need to be programmable on DH, Secure and Computers unlimited. Now it's naming all kinds of innovation. So you're seeing companies, whether it's the department defense with the Jed I contract trying to. You're the best architecture on enterprise that might have a lot of legacy trying to re imagine the question of what to do around multi cloud and data center relationships. What's your perspective on this phenomenon? OK, we have tohave scale, so we have a little bit on Prem or a lot of fun. Prem, We'll have cloud and Amazon maybe cloud over Microsoft, so it's really gonna be multiple clouds. But is it simply the answer of multiple clouds just for the sake of being multi cloud? Or is there a reason for Multi Cloud is reason for one cloud. You sure? Your perspective on the >> sure it's it it's the thought might be that it's kind of most important have one overarching strategy that you adapt to everything, and that's sort of true, right? We'd say, Okay, well, we're going to standardize something like you, Bernetti. So we're gonna have one Cuban, these cluster and that Cubans cluster is going to run in desert. It's got running. Google is going to run in, you know, on Prem and all that. It's actually less important that you have one fabric or one cluster, one unified way to manage things. What's more important is that you standardize on a tool set and you standardize on a methodology. And so you say, Okay, I need to have an orchestration later. Find that's communities. You have a run time environment for my container ization. Sure, that's Dr or whatever other solutions you wantto have. And then you have a P structures that used to program these things. It's much more important that all those things they're standardized that then they're unified, right? You say I have Cooper Natives control, and I'm gonna control it the same way, whether it's a desert, whether it's in Google Cloud or whether or not it's on Prem. That's the more important part. Rather than say, I have one big thing and I try to manage so to your point, >> by having that control point that's standard with all the guys allows for. The micro services camp allows for all these new agile and capabilities. Then it becomes the cloud for the job. Things are exactly Office three sixty five. Why not use Azure? >> Yeah, I mean, that's the whole problem with doing like technology. Pick technology sake. Technology doesn't solve problems. Old is maybe a, you know, piece technologies to peace technology. And I think it's why you look at like, cloud native communities and doctor and and you know why Dr initially had a lot more struggle and widely more successful after you, Seymour, that cloud that have come out there because cloud native put a process around how you could go ahead and ensure these things. We deployed in a way that was easily managed, right? You have C I. D for I want my container. But out there, I have a way to manage it with communities in this particular pipeline and have a way to get it deployed. Without that structure, you're going to be just doing technology for technology sake. >> Yeah, and this is modernizing, too. So it's a great point about the control point. I want to just take it the next level, which is, you know, back when I was breaking into the business, the word multi vendor was a word that everyone tossed around every multi vendor. Why we need choice choices good. While choice down streams always, it was always something. There's an option. More optionality, less of a reality, so obvious is good. No one wants the vendor locking unless you It's affordable and spine, right? So intel chips a lock in, but no one ever cares, processes stuff and moves on. Um, so the notion of multi vendor multi cloud How do you guys think about that? As you look at the architectural changes of a modern compute, modern stories modern network facility, >> I think it's really important. Tio, go back to what you said before about office three sixty five, right? Like why would you run that? Other places other than deserve rights, got all the tools. Lt's. It's really, really critical that you don't allow yourself to get boxed into a corner where you're going to the lowest common denominator across all the platforms, right? So so when you're looking at multi cloud or hybrid cloud solution, use what's best for what you're doing. But make sure that you've got your two or three points that you won't waver on right like communities like AP Integration like whatever service abstraction layers that you want right? Focus on those, but then be flexible to allow yourself to put the workloads where they make sense. And having mobile workloads is the whole point to going into the Qatar having a multi cloud strategy anyway. Workload mobility is key >> workloads and the apse of Super Port. You mentioned earlier about ass moving around, and that's the reality, correct. If that becomes the reality and is the norm than the architecture has to wrap around it, how did you advise and how do you view that of unfolding? Because if data becomes now a very key part of a workload data, considerable clouds late and see comes. And now here you go, backto Leighton Sea and laws of physics. So I just start thinking about the network and the realities of moving things around. What do you guys see as a A so directionally correct path for that? >> Sure. So I kind of see if you look if you break down, OK? You have storage, You have network. You have, You know, applications, right? And I heard something that from a while ago actually agree with that. I says, you know, Dad is the new soil, right? And I look at that, OK, That that is new soil. Then guess what network is the water and the applications air seats. And if you have missing one of those, you're not going to end up with a with a, you know, a growing plants. And so if you don't have the construct of having all these things managed in a way that you could actually keep track of all of them and make them work in chorus, you're going to end up where e Yeah, I could move my application to, you know, from point A to point B. But now it's failed. Haven't they? Don't have connectivity. I don't have storage. Or I can go out there and I have storage and, you know, no connectivity or kind. Give me and, you know, missing one. Those competed on there and you don't end up with a fully functioning you know, environment that allows you >> so. The interplay between stories, networking and compute has to be always tightly managed or controlled to be flexible, to manage whatever situation when I was growing >> and you gotta have the metadata, right, like, you've got to be able to get this stuff out of the network. That's why that's why what we're doing it's not proud is so critical for us is because you need to have the data presented in a way, using the telemetry tools of choice that give you the information to be able to move the workloads appropriately. The network can't be a black box, just like in the in the storage side. This storage stuff can't be a black box, either, right? You have to have the data so that you could place the workload is appropriately >> okay. What's your guy's thesis for a snapper out when you guys started the company? What was the the guiding principle or the core thesis? And what core problem did you solve? So answer the question. Core problem. We solve his blank. What is that? >> So I think the core problem we solve is getting applications deployed faster than they ever have been right And having making, doing, making sure it's not a secure way in an efficient way. Operationally mean those air, basically, what the tenants of what we're trying to solve a what we're going for. And, uh the reason for is that today the network is withholding back the business from being able to employ their applications faster, whether it be in a polo sight, whether it be local on data center or whether being, you know, in the cloud from, you know, their perspective connectivity between their local, on prep stuff on whatever might be in, you know, eight of us is ordered >> Google and enabling that happened in seamlessly so that the network is not in the way or >> yeah. So if you could now see what's happened on the network and now you can have control over that aspect of it, you do it in a way. It's familiar to people who are deploying those applications. They now have that ability to place those work clothes intelligently and making sure that they can have the configuration of activity that they need for those applications. >> Okay, so I say I said, You guys, Hey, I'm solvent. Assault, sold. I love this. What do I do next? How doe I engage with you guys, Do I buy software? So I loaded Bokkelen infrastructure. What's the What's the snap route solution? >> So so the first part of the discussions, we talk about hardware. Obviously, we don't make our own hardware. That's the whole point of this allegation. Is that you by the harbor from somebody else? Andi, you buy the software from us, so there's a lot of times of the initial engagements. There's some education that goes on about this is what this aggregation means, and it's very, very similar to what we saw in the computer world, right? You had your classic, you know, environments where people were buying. You know, big iron from HP and Dell and IBM and Sun and everybody else, right? But now they can get it from, you know, ziti and kwon and sort of micro and and whoever else and they wouldn't They would really think of buying software from those same companies. Maybe some management software, but you're not going to buy your licks version from the same people that you're buying your harbor from. So once we explain and kind of educate on that process and some folks that are already learning this, the big cloud providers already figuring this out, then it's a matter of, you know, here's the software solution and here's howto >> be a threat to civilians getting what? My plugging into my connecting to certain systems, how would I just deploy? It will take me through the use case of installing it. What is it? Connect to >> shirt. So you have your white box top Iraq device or, you know, switching my on there. You load our code on there. We used only to initially deploy the stuff on there on. Then you can go. You can go ahead and load all the containers on. They're using things like helm and pulling it from harbor. Whether that be exciting, if you have locally or internally or you Khun bundling altogether and loaded in one particular image and then you can start, you know, interacting with that cabinet is a P I. To go ahead and sort of computing device. Additionally, we'll make sure this is clear to people who are, you know, networking guys going on. Cooper. Netease. God, what is all this? I never heard of this stuff. We supply a full fledged CIA, lied. It looks and feels just like you want a regular network device toe act as a bridge from what you do, those guys are comfortable with today to where the future is going to be a and it sits on top of that same apia. >> So network as we're comfortable with this correct that's going >> and they get to do stuff using cloud native tools without worrying about, you know, understanding micro services or continue ization. They now have the ability to pull contenders off, put new containers on in a way that they would just normally use. Is he alive? >> I want to get you guys thoughts on a trend that we've been reporting on and kind of coming on the Cube. And I certainly have been a lot from past couple years past year. Particular covering this cloud native since the C in C S Koo coupon was starting, were there when that kind of started. Developers, we know that world develops a scene and agile, blah, blah, blah, All that good stuff. Networking guys used to be the keys, have keys thinking they were gods. You're networking engineer. Oh, yeah, I'm the guy saying No, All the time I'm in charge. Come through me. But now the world's flipped around. Applications need the network to do what it wants yet. Right. So you start to see program ability around networks. Let's go live. We saw the trend. The trend there is definite there. Developer programs growing really, really fast. He started. See networking folks turned into developers. So youjust smart ones do. And the networking concepts around provisioning is that you see service measures on top of you. Burnett. He's hot. So you start to see the network. Parent Policy based this policy based that program ability Automation. It's kind of in the wheelhouse of a network person. Yeah, your guys. Thoughts on the evolution of the developer, The network developer. Is it really? Is it hyped up? Is that and where's ago? So >> we're going back to where we're networking originated from right. Developers started networking. I mean, let's not forget that right. It wasn't done by some guy who says I have a sea lion. I'm going now that work's work. Know someone had to write the code. Someone have deployed out there. But eventually you got to those guys where they went to particular vendors and those systems became or closed. And they weren't able to go ahead and have that open ecosystem that we, you know, has been built on the compute side. So that's kind of, um it does say, or, you know, hindered those particular that industry from growing, right. Never going. She's been hindered by this. We have been able to do an open ecosystem to get that operational innovation in there. So as we've moved on further and now as we get that, you know, those people saying no. Hey, you can't do anything. No, no, no. We have the keys to the castle. We're not gonna let you through here. The devil's guys, we're going when we still need to. The player applications are business still needs to move forward, So we're going to go around. And you could see that with some of the early ESPN solutions going on there says, you know what? I figure like that we just exist. Okay. Tunnel we're going to go over you. That day is coming to an end. But we're not going to go do that long termers air going on here because that efficiency there, the overhead there is really, really high. So as we start going on further, we're good. I have to pull back in tow. When we originally started with networking where you have people will use that open ecosystem and develop things on there and start programming the networks to match what's happened with the applications. So I see it. Something just >> clicked in your thoughts. >> Yes. So the smart network engineers, the guys and girls out there that want to be progressive and, you know, really adapt themselves are going to recognize that their value add isn't in being a SEAL I jockey and cutting and pasting from their playbooks in their method. They're forty eight page method of procedures that they've written for how to upgrade this chassis. Right. Um, your your expertise is an operational, you know, run time. Your your expertise is an operational best practice, right? So you need to just translate that. Lookit communities, looking operators, right, operators, existing communities to bake in operational intelligence and best practices into a bundle deployment, Right? So translate that. Right? So what's the best way to take this device out of service and do an upgrade? It's us step. It's a method of procedures translating that new acumen and his operator to put that in your communities bundle Senate in your image. You're good to go like this is. The translation has happened there. There is an interim step right. You know, our friends over at answerable are friends and puppet, insult and chef and all. They've got different ways to control. You know, traditional see allies using, you know, very, very kind of screen scraping, pushing the commands down and verifying getting output in changing that, it's possible to do it that way. It's just really painful. So what we're saying is, why don't you just do it? Natively use the tool like an operator and then put your intelligence into design operational intelligence layout like do that level instead of, you know, cutting and pasting >> for so developers are it's all developers. Now it's emerged together. Now you have open >> infrastructure is code right? >> Infrastructures code? Yeah, everything >> Israel programmer, I mean, but you can't you can't and I want to make sure it's already clear to include was saying that you can't get away from the guys who run networks and what they've seen experienced that they've had so but they need to now take that to his point and making it something that you actually can develop in code against and actually make into a process that can be done over and over again. Not just words on paper. >> That's what I think they were. Developer angles. So really, it's about translating operational efficiencies into the network into code because to move APS around do kind of dynamic provisioning and containing all the services that are coming online. >> And you can only do that if you've actually taking a look at what how the network operating systems architected and adopt a new approach of doing it because the legacy, ways of doing it don't work here >> and getting an operation from like what you guys were approached. Your strategy and thesis is having OS baked as close to the network as possible for the most flexible on high performance. Nice thing. Secure abstraction, layers, first proxies and >> simple it down >> with that great guys. Thanks. And good luck on eventually keep will be following you. Thanks for the conversation. Thank you for your conversation here in Palo Alto. I'm John for you're talking networking cloud native with snap route. Launching a new operating system for networks for cloud native. I'm John Forget. Thanks for watching.