>>Hello, everyone. Welcome to this cube conversation. I'm here in Palo Alto, California. I'm John furrier, host of the cube, and we have a great guest here. Barack Shuster. Who's in Tel-Aviv senior director of chief architect at bridge crew, a part of Palo Alto networks. He was formerly the co-founder of the company, then sold to Palo Alto networks Brock. Thanks for coming on this cube conversation. >>Thanks John. Great to be here. >>So one of the things I love about open source, and you're seeing a lot more of the trend now that talking about, you know, people doing incubators all over the world, having open source and having a builder, people who are starting companies, it's coming more and more, you you're one of them. And you've been part of this security open source cloud infrastructure infrastructure as code going back a while, and you guys had a lot of success. Now, open source infrastructure as code has moved up to the stack, certainly lot going down at the network layer, but developers just want to build security from day one, right? They don't want to have to get into the, the, the waiting game of slowing down their pipelining of code in the CIC D they want to move faster. And this has been one of the core conversations this year is how to make developers more productive and not just a cliche, but actually more productive and not have to wait to implement cloud native. Right. So you're in the middle of it. And you've got you're in, tell us, tell us what you guys are dealing with that, >>Right? Yeah. So I hear these needles working fast, having a large velocity of releases from many of my friends, the SRAs, the DevOps, and the security practitioners in different companies. And the thing that we asked ourselves three years ago was how can we simplify the process and make the security teams an enabler instead of a gatekeeper that blocks the releases? And the thing that we've done, then we understood that we should do is not only doing runtime scanning of the cloud infrastructure and the cloud native clusters, but also shift left the findings and fixings the remediation of security issues to the level of the code. So we started doing infrastructure is good. We Terraform Kubernetes manifests cloud formation, server less, and the list goes on and we created an open source product around it, named checkup, which has an amazing community of hundreds of contributors. Not all of them are Palo Alto employees. Most of them are community users from various companies. And we tried to and succeeded to the democratic side is the creation of policy as code the ability to inspect your infrastructure as code and tell you, Hey, this is the best practice that you should use consider using it before applying a misconfigured S3 bucket into production, or before applying a misconfigured Kubernetes cluster into your production or dev environment. And the goal, >>The goal, >>The goal is to do that from the ID from the moment that you write code and also to inspect your configuration in CGI and CD and in runtime. And also understand that if there is any drift out there and the ability to fix that in the source code, in the blueprint itself. >>So what I hear you saying is really two problems you're solving. One is the organizational policies around how things were done in a environment before all the old way. You know, the security teams do a review, you send a ticket, things are waiting, stop, wait, hurry up and wait kind of thing. And then there's the technical piece of it, right? Is that there's two pieces to that. >>Yeah, I think that one thing is the change of the methodologies. We understood that we should just work differently than what we used to do. Tickets are slow. They have priorities. You have a bottleneck, which is a small team of security practitioners. And honestly, a lot of the work is repetitive and can be democratized into the engineering teams. They should be able to understand, Hey, I wrote the code piece that provision this instance, I am the most suitable person as a developer to fix that piece of code and reapply it to the runtime environment. >>And then it also sets the table for our automation. It sets the table for policies, things that make things more efficient scaling. Cause you mentioned SRS are a big part of this to dev ops and SRE. Those, those folks are, are trying to move as fast as possible at scale, huge scale challenge. How does that impact the scale piece become into here? >>So both themes Esri's and security teams are about a link to deploying application, but new application releases into the production environment. And the thing that you can do is you can inspect all kinds of best practices, not only security, best practices, but also make sure that you have provision concurrencies on your serverless functions or the amount of auto-scaling groups is what you expect it to be. And you can scan all of those things in the level of your code before applying it to production. >>That's awesome. So good, good benefits scales a security team. It sounds like too as well. You could get that policy out there. So great stuff. I want to really quickly ask you about the event. You're hosting code two cloud summit. What are we going to see there? I'm going to host a panel. Of course, I'm looking forward to that as well. You get a lot of experts coming in there. Why are you having this event and what topics will be covered? >>So we wanted to talk on all of the shifts, left movement and all of the changes that have happened in the cloud security market since inception till today. And we brought in great people and great practitioners from both the dev ops side, the chaos engineering and the security practitioners, and everybody are having their opinion on what's the current status state, how things should be implemented in a mature environment and what the future might hold for the code and cloud security markets. The thing that we're going to focus on is all of the supply chain from securing the CCD itself, making sure your actions are not vulnerable to a shut injection or making sure your version control system are configured correctly with single sign-on MFA and having branch protection rules, but also open source security like SCA software composition analysis infrastructure as code security. Obviously Ron thinks security drifts and Kubernetes security. So we're going to talk on all of those different aspects and how each and every team is mitigating. The different risks that come with. >>You know, one of the things that you bring up when you hear you talking is that's the range of, of infrastructure as code. How has infrastructure as code changed? Cause you're, you know, there's dev ops and SRS now application developers, you still have to have programmable infrastructure. I mean, if infrastructure code is real realize up and down the stack, all aspects need to be programmable, which means you got to have the data, you got to have the ability to automate. How would you summarize kind of the state of infrastructure as code? >>So a few years ago, we started with physical servers where you carried the infrastructure on our back. I, I mounted them on the rack myself a few years ago and connected all of the different cables then came the revolution of BMS. We didn't do that anymore. We had one beefy appliance and we had 60 virtual servers running on one appliance. So we didn't have to carry new servers every time into the data center then came the cloud and made everything API first. And they bill and enabled us to write the best scripts to provision those resources. But it was not enough because he wanted to have a reproducible environment. The is written either in declarative language like Terraform or CloudFormation or imperative like CDK or polluted, but having a consistent way to deploy your application to multiple environments. And the stage after that is having some kind of a service catalog that will allow application developer to get the new releases up and running. >>And the way that it has evolved mass adoption of infrastructure as code is already happening. But that introduces the ability for velocity in deployment, but also new kinds of risks that we haven't thought about before as security practitioners, for example, you should vet all of the open source Terraform modules that you're using because you might have a leakage. Our form has a lot of access to secrets in your environment. And the state really contains sensitive objects like passwords. The other thing that has changed is we today we rely a lot on cloud infrastructure and on the past year we've seen the law for shell attack, for example, and also cloud providers have disclosed that they were vulnerable to log for shell attack. So we understand today that when we talk about cloud security, it's not only about the infrastructure itself, but it's also about is the infrastructure that we're using is using an open source package that is vulnerable. Are we using an open source package that is vulnerable, is our development pipeline is configured and the list goes on. So it's really a new approach of analyzing the entire software bill of material also called Asbell and understanding the different risks there. >>You know, I think this is a really great point and great insight because new opera, new solutions for new problems are new opportunities, right? So open source growth has been phenomenal. And you mentioned some of those Terraform and one of the projects and you started one checkoff, they're all good, but there's some holes in there and it's open source, it's free, everyone's building on it. So, you know, you have, and that's what it's for. And I think now is open source goes to the next level again, another generational inflection point it's it's, there's more contributors there's companies are involved. People are using it more. It becomes a really strong integration opportunity. So, so it's all free and it's how you use it. So this is a new kind of extension of how open source is used. And if you can factor in some of the things like, like threat vectors, you have to know the code. >>So there's no way to know it all. So you guys are scanning it doing things, but it's also huge system. It's not just one piece of code. You talking about cloud is becoming an operating system. It's a distributed computing environment, so whole new area of problem space to solve. So I love that. Love that piece. Where are you guys at on this now? How do you feel in terms of where you are in the progress bar of the solution? Because the supply chain is usually a hardware concept. People can relate to, but when you bring in software, how you source software is like sourcing a chip or, or a piece of hardware, you got to watch where it came from and you gotta track track that. So, or scan it and validate it, right? So these are new, new things. Where are we with? >>So you're, you're you're right. We have a lot of moving parts. And really the supply chain terms of came from the automobile industry. You have a car, you have an engine engine might be created by a different vendor. You have the wheels, they might be created by a different vendor. So when you buy your next Chevy or Ford, you might have a wheels from continental or other than the first. And actually software is very similar. When we build software, we host it on a cloud provider like AWS, GCP, Azure, not on our own infrastructure anymore. And when we're building software, we're using open-source packages that are maintained in the other half of the war. And we don't always know in person, the people who've created that piece. And we do not have a vetting process, even a human vetting process on these, everything that we've created was really made by us or by a trusted source. >>And this is where we come in. We help you empower you, the engineer, we tools to analyze all of the dependency tree of your software, bill of materials. We will scan your infrastructure code, your application packages that you're using from package managers like NPM or PI. And we scan those open source dependencies. We would verify that your CIC is secure. Your version control system is secure. And the thing that we will always focus on is making a fixed accessible to you. So let's say that you're using a misconfigured backup. We have a bot that will fix the code for you. And let's say that you have a, a vulnerable open-source package and it was fixed in a later version. We will bump the version for you to make your code secure. And we will also have the same process on your run time environment. So we will understand that your environment is secure from code to cloud, or if there are any three out there that your engineering team should look at, >>That's a great service. And I think this is cutting edge from a technology perspective. What's what are some of the new cloud native technologies that you see in emerging fast, that's getting traction and ultimately having a product market fit in, in this area because I've seen Cooper. And you mentioned Kubernetes, that's one of the areas that have a lot more work to do or being worked on now that customers are paying attention to. >>Yeah, so definitely Kubernetes is, has started in growth companies and now it's existing every fortune 100 companies. So you can find anything, every large growler scale organization and also serverless functions are, are getting into a higher adoption rate. I think that the thing that we seeing the most massive adoption off is actually infrastructure as code during COVID. A lot of organization went through a digital transformation and in that process, they have started to work remotely and have agreed on migrating to a new infrastructure, not the data center, but the cloud provider. So at other teams that were not experienced with those clouds are now getting familiar with it and getting exposed to new capabilities. And with that also new risks. >>Well, great stuff. Great to chat with you. I want to ask you while you're here, you mentioned depth infrastructure as code for the folks that get it right. There's some significant benefits. We don't get it. Right. We know what that looks like. What are some of the benefits that can you share personally, or for the folks watching out there, if you get it for sure. Cause code, right? What does the future look like? What does success look like? What's that path look like when you get it right versus not doing it or getting it wrong? >>I think that every engineer dream is wanting to be impactful, to work fast and learn new things and not to get a PagerDuty on a Friday night. So if you get infrastructure ride, you have a process where everything is declarative and is peer reviewed both by you and automated frameworks like bridge and checkoff. And also you have the ability to understand that, Hey, once I re I read it once, and from that point forward, it's reproducible and it also have a status. So only changes will be applied and it will enable myself and my team to work faster and collaborate in a better way on the cloud infrastructure. Let's say that you'd done doing infrastructure as code. You have one resource change by one team member and another resource change by another team member. And the different dependencies between those resources are getting fragmented and broken. You cannot change your database without your application being aware of that. You cannot change your load Bonser without the obligation being aware of that. So infrastructure skullduggery enables you to do those changes in a, in a mature fashion that will foes Le less outages. >>Yeah. A lot of people getting PagerDuty's on Friday, Saturday, and Sunday, and on the old way, new way, new, you don't want to break up your Friday night after a nice dinner, either rock, do you know? Well, thanks for coming in all the way from Tel-Aviv really appreciate it. I wish you guys, everything the best over there in Delhi, we will see you at the event that's coming up. We're looking forward to the code to cloud summit and all the great insight you guys will have. Thanks for coming on and sharing the story. Looking forward to talking more with you Brock thanks for all the insight on security infrastructures code and all the cool things you're doing at bridge crew. >>Thank you, John. >>Okay. This is the cube conversation here at Palo Alto, California. I'm John furrier hosted the cube. Thanks for watching.

>> From the cube studios in Palo Alto in Boston bringing you data-driven insights from the cube in ETR. This is breaking analysis with Dave Vellante. >> There are four A players, in the IS slash pass hyperscale cloud services space, AWS, Azure, Alibaba, and alphabet, pretty clever, huh? In our view, these four have the resources, the momentum, and stamina to outperform all others virtually indefinitely. Now combined, we believe these companies will generate more than $115 billion in 2021 IaaS and PaaS revenue. That is a substantial chunk of market opportunity that is growing as a whole in the mid 30% range in 2021. Welcome to this week's Wiki bond cube insights, powered by ETR. In this breaking analysis, we are initiating coverage of Alibaba for our IaaS and PaaS market segments. And we'll update you on the latest hyperscale cloud market data, and survey data from ETR. Big week in hyperscale cloud land, Amazon and alphabet reported earnings and AWS CEO Andy Jassy was promoted to lead Amazon overall. I interviewed John Furrier on the cube this week. John has a close relationship with Jassy and a unique perspective on these developments. And we simulcast the interview on clubhouse, and then hosted a two hour clubhouse room that brought together all kinds of great perspectives on the topic. And then, we took the conversation to Twitter. Now in that discussion, we were just riffing on our updated cloud estimates and our numbers. And here's this tweet that inspired the addition of Alibaba. Now this gentleman is a tech journalist out of New Delhi and he pointed out that we were kind of overlooking Alibaba and I responded that no, we do not just discounting them but we just need to do more homework in the company's cloud business. He also said we're ignoring IBM, but really they're not in this conversation as a hyperscale IaaS competitor to the big four in our view. And we'll just leave it at that for now on IBM, but, back to Alibaba and the big four, we actually did some homework. So thank you for that suggestion. And this chart shows our updated IaaS figures and includes the full year 2020 which was pretty close to our Q4 projections. You know, the big change is we've added Alibaba in the mix. Now these four companies last year, accounted for $86 billion in revenue, and they grew it 41% rate combined relative to 2019. Now, notably as your revenue for the first time is more than half of that of AWS's revenue which of course hit over $45 billion. AWS's revenue, over top 45 billion last year, which is just astounding. Alibaba you'll note, is larger than Google cloud. The Google cloud platform, I should say GCP, at just over eight billion for Alibaba. Now, the reason Baba is such a formidable competitor, is because the vast majority of its revenue comes from China inside that country. And the company do have plans to continue their international expansion, so we see Alibaba as a real force here. Their cloud business showed positive EBITDA for the first time in the history of the company last quarter. So that has people excited. Now, Google, as we've often reported, is far behind AWS and Azure, despite its higher growth rates Google's overall cloud business lost 5.6 billion in 2020 which has some people concerned. We on the other hand are thrilled, because as we've reported in our view, Google needs to get its head out of its ads cloud is it's future. And we're very excited about the company pouring investments into its cloud business. Look with $120 billion essentially in the balance sheet, we can think of a better use of its cash. Now, I want to stress that these figures are our best efforts to create an apples to apples comparison across all four clouds. Many people have asked about, how much of these figures represent, for example, Microsoft office 365 or Google G suite, which by the way now is called workspaces. And the answer is our intention is $0. These are our estimates of worldwide IaaS in PaaS revenue. You know, some of said, we're too low. Some of said, we're too high. Hey, if you have better numbers, Please share them, happy to have a look. Now you maybe asking, what are the drivers of these figures and the growth that we're showing here? Well, all four of these companies, of course, they're benefiting from an accelerated shift to digital as a result to COVID, but each one has other tailwinds. You know, for example, AWS, it's Capitalizing on its a large headstart. It's created tremendous brand value. And as well, despite the fact that, while we estimate that more than 75% of AWS revenue comes from compute and storage, AWS is feature and functional differentiation combined with this large ecosystem is a very much a driving force of it's growth. In the case of Azure, in addition to its captive software application estate, the company on its earnings calls cited strong growth in its consumption based business across all of its industries and customer segments. As we've said, many times, Microsoft makes it really easy for customers to tap into Azure and a true consumption pricing model, with no minimums and cancel any time. Those kinds of terms make it extremely attractive to experiment and get hooked. We certainly saw this with AWS over the years. Now for Google it's growth is being powered by its outstanding technology, and in particular its prowess in AI and analytics. As well we suspect that much of the losses in Google cloud are coming from large go to market investments for Google cloud platform, and they're paying growth dividends. Now, as Tim Crawford said on Twitter, 6 billion, you know that's not too shabby. Also Google cited wins at Wayfair in Etsy, that Google is putting forth in our view to signal that many retailers they might be are you reluctant to do business with Amazon, was of course a big retailer competitor. These are two high profile names, we'd like to see more in future quarters and likely will. Now let's give you another view of this data and paint a picture of, how the pie is being carved out in the market. Actually we'll use bars because my, millennials sounding boards they hate pie charts. And I like to pay attention, to these emerging voices. At any rate amongst these four, AWS has more than half of the market. AWS and Azure are well ahead of the rest. And we think we'll continue to hold serve for quite some time. Now while we're impressed with Alibaba, they're currently constrained to doing business mostly in China. And we think it'll take many years for Baba and GCP to close that gap on the two leaders if they'll ever even get there. Now let's take a look at, what the customers are saying within the ETR survey data. The chart that we're showing here, this is X, Y chart that we show all the time. It's got net score or spending moments on the vertical axis, and market share or the pervasiveness in the datasets in the survey on the horizontal axis. Now on the upper right, you can see the net scores and the number of mentions for each company and the detailed behind this data. And what we've done here is cut the January survey data of 1,262 respondents, you can see that in filtered in there on the left, and we've filtered the data by cloud meaning the respondents are answering about the companies, cloud computing offerings only. So we're filtering out anything of the non-cloud spend. That's a nice little capability of the ETR platform. Azure is really quite amazing to us. It's got a net score of 72.6%, and that's across 572 responses out of the 1262. AWS is the next most pervasive in the data set with 492 shared accounts and a net score of 57.1%. Now, you may be wondering, well, why is Azure bigger in the dataset than AWS? And when we just told you that the opposite is the case in the market in the previous slide. And the answer is, like this is a survey and it's a lot of Microsoft out there, they're everywhere. And I have no doubt that the respondants notion of cloud doesn't directly map into IaaS and PaaS views of the world, but the trends are clear and consistent. Amazon and Azure, they dominate in this market space. Now for context, we've included functions in the form of AWS Lambda as your functions and Google cloud functions. Because, as you can see, there's a lot of spending momentum in these capabilities in these services. You'll also note, that we've added Alibaba to this chart, and it's got a respectable 63.6% net Score, but there are only 11 shared responses in the data. So they'll go into the bank on these numbers, but look, 11 data points, we'll take it. It's better than zero data points. We've also added VMware cloud on AWS in this chart, and you can see that, that capability that service, that has the momentum and you can see those ones that we've highlighted above the 40% red dotted line, that's where the real action in the market is. So all of those offerings have very strong or strong spending velocity in the ETR data set. Now, for context, we've put Oracle and IBM in the chart. And you can see, they both have, you know they've got a decent presence in the data set. They have 132 mentions and 81 responses respectively. So Oracle, they've got a positive net score of 16.7%, and IBM is in a negative 6.2%. Now, remember this is for their cloud offerings, as the respondents in the data set see them. So what does this mean? It says that among the 132 survey respondents answering that they use Oracle cloud, 16.7% more customers are spending more on Oracle's cloud than are spending less. In the case of IBM, it says more customers are spending less than spending more. Both companies are in the red zone, and show far less momentum than the leaders. Look, I've said many times that the good news is, that Oracle and IBM at least have clouds. But they're not direct competitors of the big four in our view, there just not. They have a large software business, and they can migrate their customers, to their respective clouds and market hybrid cloud services. Their definition of cloud is most certainly different than that of AWS, which is fine, but both companies use what I call a kitchen sink method of reporting their cloud business. Oracle includes, cloud and license support, often with revenue recognition at the time of contract, With a term that's renewable and, it also includes on-prem fees, for things like database and middleware, and if, you want to call that cloud, fine. IBM is just as bad, maybe they're worse and includes so much legacy stuff and its cloud number to hide the ball. It's just not even worth trying to unpack for this episode, I have previously and frankly, it's just not a good use of time. Now, as I've said before, both companies they're in the game that can make good money provisioning infrastructure to support their respective software businesses. I just don't consider them hyperscale class clouds which are defined by the big four, and really only those four. And I'm sure I'll get hate mail about that statement, and I'm happy to defend that position, so please reach out. Okay, but one other important thing that we want to discuss is something that came up this week in our Twitter conversation. Here's a tweet from Matt Baker who had strategic planning for Dell. He was responding to someone who commented on our cloud data, basically saying that, with all that cloud revenue who took the hit, which pockets did it come out of, and Matt was saying, look, it's coming out of customer pockets, but can we please end this zero sum game narrative. In other words, it's not a dollar for cloud that doesn't translate into a lost dollar from on-prem for the legacy companies. So let's take a look at that. For first I would agree, with Matt Baker, it's not a one for one swap of spend but there's definitely been an impact. And here's some data from ETR that can, maybe give us some insight here. What this chart shows is a cut of 915 hyperscale cloud accounts. So within those big four, and within those accounts we show the spending velocity or net score cut within further sectors representative of these on-prem players. So servers, storage and networking, so we cut the data on those three segments. And we're looking here at, VMware, Cisco, Dell, HPE, and IBM, for 2020 and into 2021. It's kind of an interesting picture, it shows the net scores for the January of 20 April, July and October 20 surveys and the January 21 surveys. Now all the on-prem players, they were of course impacted by COVID, IBM seems to be that counter trend line. Not that they weren't impacted, but they have this notable mainframe cycle thing going on. And you know, they're in a down cycle now. So it's kind of opposite of the other guys in terms of the survey momentum. And you can see pretty much, all the others are showing upticks headed into 2021, Cisco, you know kind of flattish, but stable and held up a bit. So to Matt Baker's point, despite the 35% or so growth expected for the big four and 2021 the on-prem leaders are showing some signs of positive spending momentum. So let's dig into this a little bit further, 'cause we're not saying cloud hasn't hurt on prem spending. You know, of course it has. Here's that same picture, over a 10 year view. So you're seeing this long, slow, decline occur, and it's no surprise. If you think about the prevailing model for servers, storage, and networking, on prem in particular. Servers have been perpetually under utilized, even with virtualization. You know, with the exception of like backup jobs, there aren't many workloads that can max out server utilization. So we kept buying more servers to give us performance headroom and ran at 20, 30% utilization, you know in a good day. Yes I know some folks can get up over 50%, but generally speaking servers are well under utilized in storage my gosh, it's kind of the same story, maybe even worse. Because for years it was powered by a mechanical system. So more spindles are required to gain performance, lots of copying going on, lots of, you know, pre-flash waste. And in networking it was a story of got to buy more ports. You've got to buy more ports. In the case of these segments, customers will just defense essentially, forced in this endless cycle of planning, procuring, you know, first planning. They got to get the secure the CapEx, and then they procure, and then they over-provision, and then they manage, you know, ongoing. So then along comes AWS, and says, try this on for size and you can see from that chart, the impact of cloud on those bellwether on-prem infrastructure players. Now, just to give you a little bit more insight on this topic, here's a picture of the wheel charts from the ETR data set. For AWS Microsoft, Google, and we brought in VMware to compare them. A wheel chart shows the percent of customers saying they'll either add a platform new that's the lime green. Increased spending by more than 5%, that's the forest green spend flat relative to last year. That's the gray spend less by more than 5% down, that's the pinkish or leave the platform, that's the Bright red. You subtract the red from the green and you get a percentage that represents net score, AWS with a net score of 60% is off the charts good. Microsoft remember, this includes the entire Microsoft business portfolio, not just Azure, so it's still really strong. Google, frankly, we'd like to see higher net scores and VMware's, you know, so there's a gold standard for on-prem. So we include them, so you can see for reference the strong, but notice they got a much, much bigger flat spending, which is what you would expect from some of these more mature players. Now let's compare these scores to the other, on-prem Kings. So this is not surprising to see, but the greens, they go down, the flats that gray area goes up compared to the cloud guys and the red which is virtually non-existent within AWS, goes into the high teens with the exception of Cisco which despite its exposure to virtually all industries including those hard hit by COVID shows pretty low read scores. So that's, that's good. And I got to share one other, look at this wheel chart for pure storage. We're not really not sure what's happening here, but this is impressive. We're seeing a huge rebound, and you can see we've superimposed as candlestick over comparing previous quarters surveys and, look at the huge up check in the January survey for pure that blue line. That's highlighted in that red dot at ellipse, jumps to a 63% net score from below 20% last quarter. You know, we'll see, I've never seen that kind of uptick before for an established company. And, you know, maybe it's pent up demand or some other anomaly in the data. We'll find out when pure reports in 2021, because remember these are forward looking surveys. But the point is, you still see action going on in hybrid and on-prem, and despite the freight train that is cloud, coming at the legacy players. You know, not that pure is legacy, but it's, you know, it's no longer a lanky teenager. And I think the bottom line, coming back to Matt Baker's point, is there are opportunities that the on-prem players can pursue in hybrid and multi-cloud, and we've talked about this a lot where you're building abstraction layer, on top of the hyperscale clouds and letting them build out their data center presence worldwide, spend on capex, they're going to outspend everybody. And these guys, these on-prem, and hybrid and multi-cloud folks they're going to have to add value on top of that. Now if they move fast, you no doubt there'll be acquiring startups to make that happen. They're going to have to put forth the value proposition and execute on that, in a way that adds clear value above and beyond what the hyperscalers are going to do. Now, the challenge, is picking those right spots, moving fast enough and balancing wall street promises with innovation. There's that same old dilemma. Let's face It. Amazon for years could lose tons of money and not get killed in the street. Google, they got so much cash, they can't spend it fast enough and Microsoft after years of going sideways is finally figured out and the some. Alibaba they're new to our analysis, but it's looking like you know, it's the Amazon of China, Plus ANT despite its regulatory challenges with the Chinese government. So all four of these players, are in the driver's seat in our view. And they're leading in not only cloud, but AI. And of course the data keeps flowing into their cloud. So they're really are in a strong position. Bottom line is we're still early into the cloud platform era and it's morphing. It's from a collection of remote cloud services, into this ubiquitous, sensing, thinking, anticipatory system, that's increasingly automated and working towards full automation. It's intelligent and it's hyper decentralizing toward the edge. One thing's for sure, the next 10 years, they're not going to be the same as the past 10. Okay, that's it for now. Remember I publish each week on Wikibond.com and siliconANGLE.com, these episodes they're all available as podcasts just search for breaking analysis podcast. You can always connect on Twitter. I'm @dvellante or email me at david.Vellante@siliconANGLE.com. I love the comments on LinkedIn and of course in clubhouse the new social app. So please follow me, so that you can get notified when we start a room and riff on these topics. And don't forget to check out etr.plus for all the survey action. This is Dave Vellante for the cube insights powered by ETR be well, and we'll see you next time. (upbeat music)

>>from around the globe. It's the Cube with digital coverage of Dell Technologies. World Digital Experience Brought to You by Dell Technologies. >>Welcome to the Cubes Coverage of Dell Technologies World 2020. The digital coverage Find Lisa Martin And then we started to be talking with one of Dell Technologies customers. Earth Camp. Joining Me is built sharp, the senior VP of product development and strategy from Earth Camp Phil, Welcome to the Cube. >>Thank you so much. >>So talk to me a little bit. About what Earth Cam does this very interesting Web can technology? You guys have tens of thousands of cameras and sensors all over the globe give her audience and understanding of what you guys are all about. >>Sure thing. The world's leading provider of Webcam technologies and mentioned content services were leaders and live streaming time lapse imaging primary focus in the vertical construction. So a lot of these, the most ambitious, largest construction projects around the world, you see, these amazing time lapse movies were capturing all of that imagery. You know, basically, around the clock of these cameras are are sending all of that image content to us when we're generating these time lapse movies from it. >>You guys, you're headquartered in New Jersey and I was commenting before we went live about your great background. So you're actually getting to be on site today? >>Yes, Yes, that's where lives from our headquarters in Upper Saddle River, New Jersey. >>Excellent. So in terms of the types of information that you're capturing. So I was looking at the website and see from a construction perspective or some of the big projects you guys have done the Hudson Yards, the Panama Canal expansion, the 9 11 Museum. But you talked about one of the biggest focus is that you have is in the construction industry in terms of what type of data you're capturing from all of these thousands of edge devices give us a little bit of insight into how much data you're capturing high per day, how it gets from the edge, presumably back to your court data center for editing. >>Sure, and it's not just construction were also in travel, hospitality, tourism, security, architectural engineering, basically, any any industry that that need high resolution visualization of their their projects or their their performance or of their, you know, product flow. So it's it's high resolution documentation is basically our business. There are billions of files in the isil on system right now. We are ingesting millions of images a month. We are also creating very high resolution panoramic imagery where we're taking hundreds and sometimes multiple hundreds of images, very high resolution images and stitching these together to make panoramas that air up to 30 giga pixel, sometimes typically around 1 to 2 giga pixel. But that composite imagery Eyes represents millions of images per per month coming into the storage system and then being, uh, stitched together to those those composites >>the millions of images coming in every month. You mentioned Isil on talk to me a little bit about before you were working with Delhi, EMC and Power Scale. How are you managing this massive volume of data? >>Sure we had. We've used a number of other enterprise storage systems. It was really nothing was as easy to manage Azazel on really is there was there was a lot of a lot of problems with overhead, the amount of time necessary from a systems administrator resource standpoint, you to manage that, uh, and and it's interesting with the amount of data that we handle. This is being billions of relatively small files there there, you know, half a megabyte to a couple of megabytes each. It's an interesting data profile, which, which isil on really is well suited for. >>So if we think about some of the massive changes that we've all been through the last in 2020 what are some of the changes that that Earth Kemp has seen with respect to the needs for organizations? Or you mentioned other industries, like travel hospitality? Since none of us could get to these great travel destinations, Have you seen a big drive up in the demand and the need to process data more data faster? >>Yeah, that's an injury interesting point with with the Pandemic. Obviously we had to pivot and move a lot of people toe working from home, which we were able to do pretty quickly. But there's also an interesting opportunity that arose from this, where so many of our customers and other people also have to do the same. And there is an increased demand for our our technology so people can remotely collaborate. They can. They can work at a distance. They can stay at home and see what's going on in these projects sites. So we really so kind of an uptick in the in the need for our products and services. And we've also created Cem basically virtual travel applications. We have an application on the Amazon Fire TV, which is the number one app in the travel platform of people can kind of virtually travel when they can't really get out there. So it's, uh, we've been doing kind of giving back Thio to people that are having having some issues with being able to travel around. We've done the fireworks of the Washington Mall around the Statue of Liberty for the July 4th, and this year will be Webcasting and New Year's in Times Square for our 25th year, actually. So again, helping people travel virtually and be, uh, maintain can be collectivity with with each other and with their projects, >>which is so essential during these times, where for the last 67 months everyone is trying to get a sense of community, and most of us just have the Internet. So I also heard you guys were available on Apple TV, someone to fire that up later and maybe virtually travel. Um, but tell me a little bit about how working in conjunction with Delta Technologies and Power Cell How is that enabled you to manage this massive volume change you've experienced this year? Because, as you said, it's also about facilitating collaboration, which is largely online these days. >>Yeah, I mean, the the great things they're working with Dell has been just our confidence in this infrastructure. Like I said, the other systems we worked with in the past we've always found ourselves kind of second guessing. Obviously, resolutions are increasing. The camera performance is increasing. Streaming video is everything is is constantly getting bigger and better, faster. Maurits And we're always innovating. We found ourselves on previous storage platforms having to really kind of go back and look at the second guess we're at with it With with this, this did L infrastructure. That's been it's been fantastic. We don't really have to think about that as much. We just continue innovating everything scales as we needed to dio. It's it's much easier to work with, >>so you've got power scale at your core data center in New Jersey. Tell me a little bit about how data gets from thes tens of thousands of devices at the edge, back to your editors for editing and how power scale facilitates faster editing, for example. >>Basically, you imagine every one of these cameras on It's not just camera. We have mobile applications. We have fixed position of robotic cameras. There's all these different data acquisition systems were integrating with weather sensors and different types of telemetry. All of that data is coming back to us over the Internet, so these are all endpoints in our network. Eso that's that's constantly being ingested into our network and say WTO. I salon the big the big thing that's really been a timesaver Working with the video editors is, instead of having to take that content, move it into an editing environment where we have we have a whole team of award winning video editors. Creating these time lapse is we don't need to keep moving that around. We're working natively on Iselin clusters. They're doing their editing, their subsequent edits. Anytime we have to update or change these movies as a project evolves, that's all it happened right there on that live environment on the retention. Is there if we have to go back later on all of our customers, data is really kept within that 11 area. It's consolidated, its secure. >>I was looking at the Del Tech website. There's a case study that you guys did earth campaign with Deltek saying that the video processing time has been reduced 20%. So that's a pretty significant increase. I could imagine what the volumes changing so much now but on Li not only is huge for your business, but to the demands that your customers have as well, depending on where there's demands are coming from >>absolutely and and just being able to do that a lot faster and be more nimble allows us to scale. We've added actually against speaking on this pandemic, we've actually added person who we've been hiring people. A lot of those people are working remotely, as as we've stated before on it's just with the increase in business. We have to continue to keep building on that on this storage environments been been great. >>Tell me about what you guys really kind of think about with respect to power scale in terms of data management, not storage management and what that difference means to your business. >>Well, again, I mean number number one was was really eliminating the amount of resource is amount of time we have to spend managing it. We've almost eliminated any downtime of any of any kind. We have greater storage density, were able to have better visualization on how our data is being used, how it's being access so as thes as thes things, a revolving. We really have good visibility on how the how the storage system is being used in both our production and our and also in our backup environments. It's really, really easy for us Thio to make our business decisions as we innovate and change processes, having that continual visibility and really knowing where we stand. >>And you mentioned hiring folks during the pandemic, which is fantastic but also being able to do things much in a much more streamlined way with respect to managing all of this data. But I am curious in terms of of innovation and new product development. What have you been able to achieve because you've got more resource is presumably to focus on being more innovative rather than managing storage >>well again? It's were always really pushing the envelope of what the technology can do. As I mentioned before, we're getting things into, you know, 20 and 30 Giga pixel. You know, people are talking about megapixel images were stitching hundreds of these together. We've we're just really changing the way imagery is used, uh, both in the time lapse and also just in archival process. Ah, lot of these things we've done with the interior. You know, we have this virtual reality product where you can you can walk through and see in the 3 60 bubble. We're taking that imagery, and we're combining it with with these been models who are actually taking the three D models of the construction site and combining it with the imagery. And we can start doing things to visualize progress and different things that are happening on the site. Look for clashes or things that aren't built like they're supposed to be built, things that maybe aren't done on the proper schedule or things that are maybe ahead of schedule, doing a lot of things to save people, time and money on these construction sites. We've also introduced a I machine learning applications into directly into the workflow in this in the storage environment. So we're detecting equipment and people and activities in the site where a lot of that would have been difficult with our previous infrastructure, it really is seamless and working with YSL on now. >>Imagine, by being able to infuse AI and machine learning, you're able to get insight faster to be ableto either respond faster to those construction customers, for example, or alert them. If perhaps something isn't going according to plan. >>A lot of it's about schedule. It's about saving money about saving time and again, with not as many people traveling to the sites, they really just have have constant visualization of what's going on. Day to day, we're detecting things like different types of construction equipment and things that are happening on the side. We're partnering with people that are doing safety analytics and things of that nature. So these these are all things that are very important to construction sites. >>What are some of the things as we are rounding out the calendar year 2020? What are some of the things that you're excited about going forward in 2021? That Earth cam is going to be able to get into and to deliver >>it, just MAWR and more people really, finally seeing the value. I mean, I've been doing this for 20 years, and it's just it's it's It's amazing how we're constantly seeing new applications and more people understanding how valuable these visual tools are. That's just a fantastic thing for us because we're really trying to create better lives through visual information. We're really helping people with things they can do with this imagery. That's what we're all about that's really exciting to us in a very challenging environment right now is that people are are recognizing the need for this technology and really starting to put it on a lot more projects. >>Well, it's You can kind of consider an essential service, whether or not it's a construction company that needs to manage and oversee their projects, making sure they're on budget on schedule, as you said, Or maybe even just the essential nous of helping folks from any country in the world connect with a favorite favorite travel location or sending the right to help. From an emotional perspective, I think the essential nous of what you guys are delivering is probably even more impactful now, don't you think? >>Absolutely and again about connecting people and when they're at home. And recently we we webcast the president's speech from the Flight 93 9 11 observation from the memorial. There was something where the only the immediate families were allowed to travel there. We webcast that so people could see that around the world we have documented again some of the biggest construction projects out there. The new rate years greater stadium was one of the recent ones, uh, is delivering this kind of flagship content. Wall Street Journal is to use some of our content recently to really show the things that have happened during the pandemic in Times Square's. We have these cameras around the world. So again, it's really bringing awareness of letting people virtually travel and share and really remain connected during this this challenging time on and again, we're seeing a really increase demand in the traffic in those areas as well. >>I can imagine some of these things that you're doing that you're achieving now are going to become permanent, not necessarily artifacts of Cove in 19 as you now have the opportunity to reach so many more people and probably the opportunity to help industries that might not have seen the value off this type of video to be able to reach consumers that they probably could never reach before. >>Yeah, I think the whole nature of business and communication and travel on everything is really going to be changed from this point forward. It's really people are looking at things very, very differently and again, seeing the technology really can help with so many different areas that, uh, that it's just it's gonna be a different kind of landscape out there we feel on that's really, you know, continuing to be seen on the uptick in our business and how many people are adopting this technology. We're developing a lot more. Partnerships with other companies were expanding into new industries on again. You know, we're confident that the current platform is going to keep up with us and help us, you know, really scale and evolved as thes needs air growing. >>It sounds to me like you have the foundation with Dell Technologies with power scale to be able to facilitate the massive growth that you're saying and the skill in the future like you've got that foundation. You're ready to go? >>Yeah, we've been We've been We've been using the system for five years already. We've already added capacity. We can add capacity on the fly, Really haven't hit any limits. And what we can do, It's It's almost infinitely scalable, highly redundant. Gives everyone a real sense of security on our side. And, you know, we could just keep innovating, which is what we do without hitting any any technological limits with with our partnership. >>Excellent. Well, Bill, I'm gonna let you get back to innovating for Earth camp. It's been a pleasure talking to you. Thank you so much for your time today. >>Thank you so much. It's been a pleasure >>for Bill Sharp and Lisa Martin. You're watching the cubes. Digital coverage of Dell Technologies World 2020. Thanks for watching. Yeah,

>> Announcer: From around the globe, it's theCUBE. With digital coverage of AWS Public Sector Partner Awards. Brought to you by Amazon Web Services. >> Hi, I'm Stu Miniman, and welcome back to theCUBE's coverage of the AWS Public Sector Partner Awards. We're going to be digging in. This award is for the most customer obsessed migration and happy to welcome to the program two first time guests coming to us from India. First of all, from the partner with Tech Mahindra, we have Gautam Chatterjee. He is the vice president with Tech Mahindra, who's the winner of the award, and they've brought along their customer for this, that is Satyendra Gupta, who is the director of the CPWD, which is the Central Public Works Department, part of the government of India. Gentlemen, thank you so much for joining us. >> Thank you. >> All right, if we could, let's start with just a quick summary of what your organizations do. Gautam, we'll start with you. Tech Mahindra, I think most of our audience, you know, should be aware, you know, large, very well known organization. Congratulations to you and the team on the win. Tell us what your part of Tech Mahindra does. >> Okay. So, Tech Mahindra is a five billion dollar organization, and it's a part of Mahindra and Mahindra. Which is approximately at $22 billion evaluation worldwide. So, Tech Mahindra is primarily into IT services and consulting services for the information technology and information technology related works across the globe. We have got multiple offices, almost around 90 locations across the country, and we have gotten to operations worldwide in different verticals and different geographies. So, as a part of Tech Mahindra, I manage the central government that is the public sector business for Tech Mahindra, based out of New Delhi, in India. And we handle the complete large public sector organizations and different ministries which are coming into the government of India. >> Wonderful! Satyendra, obviously public works, relatively self explanatory, but, tell us a little bit about your organization, your roll, and, if you could, introduce the project that your group worked with Tech Mahindra on. >> Okay, so, Central Public Works Department is a 165 year old organization that was aided by large technology. In 1854 was when this organization started working. The primary responsibility of this organization is to build the consistent works of the government of India. Primarily in the buildings sector. We see predominantly, Tech Mahindra will see predominantly you aiding the department, is that technical add-on to the government of India regarding these concepts and matters. Right, so, this department is spread across the country, from north, and in the south, Kerala. And from Gujarat in the west to another place in the east. This department has departments across the country. We had to use, with all tech with all the top companies we had thought (indistinct) is that only the building but we created and perfected from the government of India, like, the stadiums. That is not so many, wanted something that would have been very useful regarding the tsunami. Tsunami came so the government, the projects we picked up would be constantly small houses that we'd have to give it to. And CPWD, using the info technology since long, but we have it all along (indistinct) in value. Now, last year, it had been decided that we would implement the IT system in the CPWD very hard softwares and will be implementing a single use form, and everything will be connected to each other, too. So, this is what the internet for part of the implementation is. As far as myself is concerned, I am in charge of the implementation of this year for the system in the department. From it's inception to the end, and detailing the whole of the process until all the onboarding of the Tech Mahindra, and the implementation of. And then, from there after waiting a minute to, in the department to make it adaptable, we tell everybody. These are the roles that I have. >> All right, Gautam, if you could, migration's obviously a big part of what I expect Tech Mahindra is helping customers with. Help frame up, you know, the services that you're doing, talk a little bit, if you could, the underlying AWS component of it, and, you know, specifically, give us a little bit about Tech Mahindra's role in the public works project that we were just talking about. >> Okay. So, coming to the relationship and the journey which you have started for the CPWD project, it's around a year, year and a half work when you have started interacting with CPWD. By understanding their business challenges and the business department, which is primarily automating the whole processes. And there are multiple applications, multiple processes which they wanted to automate. Now, definitely once their automation comes into the picture, you have to take place the complete automation of the applications, the complete automations of the infrastructure, and the complete automations of the UI part of it. That is the user perceptions, user interface, right? So, all three has been covered by this company to automation process. As a part of the system integrations business, our main objective is to plan and bring the respective OEMs, who are the best of the great, our technology providers, to bring them to utilize those platforms, and to utilize those course applications, so that, by utilizing those technologies and applications, we can automate the complete process and provide the complete drill down management view to CPWD for their inter-operations and application. In the process of doing that, what we have done, we have brought in SAP as an ace for HANA implementation, which is the primary business applications which will be implemented in CPWD. The inter-user log-in and user interface will be done through a portal, and that portal will be utilizing the Liferay user portal, which will be the front end user interface. There will be an eTendering application, which will be also through one of my large general partners, who will be working together for us for the eTendering applications, which is also a part of ours, and 40 of the whole automation process. And inter-application, eTendering, the portal, and all the applications, as a matter of fact, will be hosted to the cloud on AWS platform. Now, once you're talking about the AWS platform, that means it will implement the complete infrastructure of the service, and the complete platform as a service. So, all the computed storage, everything will be deploying from the AWS cloud, and necessarily all the platform in terms of your database applications, all third-party tools to do the performance testing, management, monitoring. Everything will be provided as a platform of the service by AWS. So, we, engaged AWS from the beginning itself, the AWS team, and SMP team, both major OEMs worked with us very hand and gloves from day one. And we had multiple interactions with the customer. We understood the challenges. We understood the number of users, number of iterations, number of redundancy, number of high, I mean, the kind of high availability they will require in times of the business difficulty of the applications, and based on which, together, along with AWS, Tech Mahindra, and SAP, all three of us together, and I have the complete solutions, architecture, and the optimizations of the whole solutions, so that overall impact comes to CPWD as the customer, the ultimate results, and the business output they deserve. You know? So, that is where we actually interacted. We have got the interactions with AWS solutions team, AWS architect team, along with our interface architect and the solutions team, who worked very closely along with the customers, them desizing so that it exactly matches the requirement not only for today, down the line for the next four years, because the complete implementation cycle is 18 months, and after that, Tech Mahindra is a prime service provider. We'll provide the four years after implementation support to CPWD, because we all understand that any government department, they need government understanding. These kind of business applications implementation is a transformation. Now, this transformation definitely cannot happen overnight. It has to happen through a process, through a cycle, and through a phase, because there will be the users who will be the proactive users who will start using the inter-applications from the beginning, and, gradually, the more and more success, the more and more user friendliness will come into the whole picture. Then, participation for multiple users, multiple stakeholders will come on board. The moment that comes in, the users load, the user's participation and user's load, both into the platforms, both into the infrastructure will keep on changing, keep on increasing, and that is why our role will be how to manage the complete infrastructure, how to manage the complete platform throughout the journey of this transformation of five and a half years. And that is what the exact role as a prime and large MSP Tech Mahindra will perform for the next five and a half years along with AWS, along with CPWD, and along with SAP. (coughs) >> All right, well, Satyendra, Gautam just laid out, I think, a lot of the reasons why they won the customer obsessed award from AWS on this. You know, I think back to earlier in my career and you talk about NSAP rollout, and it's not only the length of time that it takes for the rollout, and the finance involved, but what Gautam was talking about is the organizational impact and adoptions. So, I would love to hear from your side. You know, what were the goals that you had coming into this? It sounds like getting greater adoption inside the organization for using these services. Give us your insight as to, you know, how that roll-out has been going, the goals you had, how you're meeting them, any success metrics that you use internally to talk about how the project has gone so far. >> We implement the Atlas System in the CPWD, the activities going on since a long time. It was more than one and a half years had been passed, we have angers, one of them concerning our ideas and the way we transform our business processes. They have some certain ideas and that the app implementation is the last one. Most of them have been implemented and we have started, started to get ideas to implement some, but we had bad interactions with all the leading IT service providers in the country, along with all the leading cloud service providers in the country, and this, of course, all the leading EIP services, OEMs, EIP, OEMs, so and so. But, it's a long journey, we have a trial approximately half of the deadline from there. To inform returning process, Tech Mahindra has been appointed as the system integrator and they have come with all the sorts of the services that they are offering, for example, they plan to use SAP, and EIP will be in there, as well. This "one life" system for the portal, eTendering, is a primary credit, has been done. And overall everything has been hosted on the AWS cloud platform. So, it's just that, when could we have. And, everybody knows that Amazon is the leading cloud service provider with the largest of the facilities available with us, so, during this journey, we have got lots of support from the AWS via lots of the credit regarding us to get it set up with the AWS team, and continuously boosted our office and explained each of our queries on this, and now, from the march onwards, Tech Mahindra has started the implementation process we are in. More than four months have been passed since then. And we have covered a lot. The whole objective of this implementation is all our activities will be done on this EIP system, only that if somebody is working in the CPWD, you will activate that. Work in the CPWD on the EIP, or you will not be able to work at all. This is a light goal and whole system. But, all of our system is going to be automatic. Earlier, we were having a different idea because when we were working in the silos, everything we wanted to be integrated with each other, and the time that will be invested to make the entry of the different activity at a different time and with the applications, applicants are not talking to each other, they are working in the silos, but that will go away. So, what we are expecting everything will be on the EIP system, as well, and we are expecting the efficiency of the CPWD unit is going to be increased tremendously. Apart from this, they will handle a more number of the works compared to what they were handling and the time in it since. And everything will revolved around the click of the buttons and we need not to go and ask from anybody to give the reports, et cetera. So, problem management must peak, too. By the click of the button, we will also be able to get all the inputs, all the reports with what is going on across the country. And that idea. So, it is going to be really a transformation to the working of the department, and, in whole, the entire public work center of this country is going to be benefited out of this. This has been like a lighthouse today. This EIP implemented in the CPWD is the lighthouse up ahead, so there are more than 30 public work departments, said public work departments are working, so this is going to create and open a window for everybody there. Once it is a success of this implementation, we'll have it far reaching implication on the implementation of that EIP system or a similar idea for implications in the public works or in the whole country. So, so, there's lots of these stakes our there. To any and, hopefully, with the help of Tech Mahindra, with the help of SAP, AWS, and Amazon, one day they will be able to implement successfully and we will, we are going to get the benefit out of. Everybody is going benefit, not only the Central Public Works Department, but all of our stakeholders. All the stakeholders in terms of businesses, in terms of their reach to the Public Works, and there is a new door to open because the IT had not been leveraged the way in the Public Works Department in the central department or the state government. The other IT system hadn't used EIP. It is going, it's a lighthouse headed to success. We'll have a far reaching implication for everybody. >> Well, I tell you, Satyendra, that's been the promise of cloud, that we should be able to do something, and the scalability and repeatability is something that we should be able to go. Gautam, I want to give you the final word on this. You know, speak to how does cloud, how do we enable this to be able to scale throughout many groups within the organization without having to be, you know, as much work, you know. I think about traditional IT, it's, well, okay, I spend a project, I spend so much time on it, and then every time I need to repeat it, I kind of, you know, have that same amount of work. The, you know, labor should go down as we scale out in a cloud environment. Is that, what you feel, the case? You know, help us understand how this lighthouse account will expand. >> Okay. So, any cloud, you know, have initiative nowadays into any organization. It depends. It primarily benefits in both the ways. Number one, the organization doesn't require to invest up front on the capital expenditure part of it. That's very important. Number two, the organization has got the flexibility to scale up and scale down based on the customer requirements. Within a click of the mouse. It doesn't take any time. Because the inter-positioning of the infrastructure is available with the cloud infrastructure service provider. And, similarly, the scaling of the platforms, that's also available with the cloud infrastructure provider. So, once you do the complete mapping requirement and the sizing for the entire tenure of the project, then the provisioning and deprovisioning is not a matter of time, it can happen with a click of mouse. That's number one. Number two, it's become a challenging activity for any government organization to have their own IT set-up. To manage such a huge, mammoth task of the entire infrastructure, applications, services, troubleshooting, 24 by 7, everything. So, that's not expected from the large government organizations, as such, because that's not their business. Their business is to run the country, their business to run the organization, their business to grow the country's different ideas. And, the IT services organizations, like Tech Mahindra, is there to support those kind of automation processes. And, the platforms which are available on the cloud nowadays, that's the ease of inter-applications, inter-management, monitoring, availability of the entire infrastructure, that makes use of the whole, complete system. So, it all works together. It's not a thing that the system integration organizations already will do the all new reform. It has to happen in synergies. So, application has to work together, infrastructure has to be available together, the management, monitoring has to happen, scaling up, scaling down has to happen, all kinds of updates, upgrades, and badges down the line for the company, continuing of the whole contract has to happen so that the system, once up and running and benefited, it's performing at least for a period of the next five years, as the tenure of the contract, in multiple department happens. Now, what Mr. Gupta was saying, it's very very true that CPWD is the kind of motherly organizations for all public works departments in the country. And, all the public works departments in the country are eagerly looking at this project. Now, it is very important for all of us, not only for Tech Mahindra, Tech Mahindra, SAP, Liferay, and AWS, together, to work and make this project as a success, because it is not a reason that, as a simple customer, this project has to be successful. It's a flexible project for the government of India, and it's been monitored by Didac Lee, the government of India officials, and top ranking bodies on a day in and day out basis, number one. Number two, if we become successful together in this project, there will be an avenue for what Satyendra Gupta has said. That all state PWDs will be open to everybody. They will try and adopt, and they will try and implement a similar kind of system to all the respective states in the country. So it's a huge opportunity in terms of technology enhancement, automations, infrastructure, applications, and moreover, as a service provider, to provide the services to all these bodies, together, which, I feel, it's a huge huge opportunity for all of us together, and we are confident that we will work together, hand in gloves, the way we have done from the day one of this initiative, and we'll take it forward. >> All right, well Satyendra, thank you so much for sharing the details of your project, wish you the best of luck with that going forward. And, Gautam, congratulations again to Tech Mahindra for winning the most customer obsessed migration solution. Thank you both for joining. >> Both: Thank you. >> Thank you very much. >> Thank you very much. >> All right, and thank you for joining. I'm Stu Miniman, this is theCUBE's coverage of AWS Public Sector Partner Awards. Thanks for watching. >> Gautam: Thank you very much. (bright upbeat music)

from the cube Studios in Palo Alto in Boston connecting with thought leaders all around the world this is a cute conversation hi I'm Stu minimun and welcome to this special presentation we have a launch from Dell technologies updates to the BX rail family we're gonna do things a little bit different here we actually have a launch video from Janet champion of Dell technologies and the way we do things a lot of times is analysts get a little preview or when you're watching things you might have questions on it though rather than me just walking it are you watching herself I actually brought in a couple of Dell technologies expert two of our cube alumni happy to welcome back to the program Jonathan Segal he is the vice president of product marketing and Chad Dunn who's the vice president at price today of product management both of them with Dell technologies gentlemen thanks so much for joining us it was too great to be here all right and so what we're gonna do is we're gonna be rolling the video here I've got a button I'm gonna press Andrew will stop it here and then we'll kind of dig in a little bit go into some questions when we're all done we're actually holding a crowd chat where you will be able to ask your questions talk to the expert and everything and so a little bit different way to do a product announcement hope you enjoy it and with that it's VX rail taking API to the extremes is is the theme we'll see you know how what that means and everything but without any further ado it but let's look fanon take the video away hello and welcome my name is Shannon champion and I'm looking forward to taking you through what's new with the ex rail let's get started we have a lot to talk about our launch covers new announcements addressing use cases across the core edge and cloud and spans both new hardware platforms and options as well as the latest in software innovations so let's jump right in before we talk about our announcements let's talk about where customers are adopting the ex rail today first of all on behalf of the entire Dell technologies and BX Rail teams I want to thank each of our over 8,000 customers big and small in virtually every industry who have chosen the x rail to address a broad range of workloads deploying nearly a hundred thousand nodes to date thank you our promise to you is that we will add new functionality improve serviceability and support new use cases so that we deliver the most value to you whether in the core at the edge or for the cloud in the core the X rail from day one has been a catalyst to accelerate IT transformation many of our customers started here and many will continue to leverage VX rail to simply extend and enhance your VMware environment now we can support even more demanding applications such as in-memory databases like s AP HANA and more AI and ML applications with support for more and more powerful GPUs at the edge video surveillance which also uses GPUs by the way is an example of a popular use case leveraging the X rail alongside external storage and right now we all know the enhanced role that IT is playing and as it relates to VDI the X Rail has always been a great option for that in the cloud it's all about kubernetes and how dell technologies cloud platform which is VCF on the x rail can deliver consistent infrastructure for both traditional and cloud native applications and we're doing that together with VMware the X ray o is the only jointly engineered HCI system built with VMware for VMware environments designed to enhance the native VMware experience this joint engineering with VMware and investments in software innovation together deliver an optimized operational experience at reduced risk for our customers all right so Shannon talked a bit about you know the important role of IP of course right now with the global pandemic going on it's really you know calling in you know essential things you know putting you know platforms to the test so I'd really love to hear what both of you are hearing from customers also you know VDI of course you know in the early days it was HDI only does VDI now we know there are many solutions but remote work is you know putting that back front and center so John why don't we start with you is you know what you're absolutely so first of all us - thank you I want to do a shout out to our BX real customers around the world it's really been humbling inspiring and just amazing to see the impact of our bx real customers around the world and what they're having on on human progress here you know just for a few examples there are genomics companies that we have running the X rail that have a row about testing at scale we also have research universities out in the Netherlands on doing the antibody detection the US Navy has stood up a hosta floating Hospital >> of course care for those in need so look we are here to help that's been our message to our customers but it's amazing to see how much they're helping society during this so just just a pleasure there but as you mentioned just to hit on the the VDI comments so it's your points do you know HCI and vxr8 EDI that was initially use case years ago and it's been great to see how many of our existing VX real customers have been able to inhibit very quickly leveraging via trail to add and to help bring their remote workforce you know online and support them with your existing VX rail because V it really is flexible it is agile to be able to support those multiple workloads and in addition to that we've also rolled out some new VDI bundles to make it simpler for customers more cost-effective catered to everything from knowledge workers to multimedia workers you name it you know from 250 desktops up to a thousand but again back to your point BX rail ci is well beyond video it had crossed the chasm a couple years ago actually and you know where VDI now is less than a third of the typical workloads any of our customers out there it supports now a range of workloads as you heard from Shannon whether it's video surveillance whether it's general purpose only to mission-critical applications now with SAV ha so you know this is this has changed the game for sure but the range of workloads and the flexibility of yet rail is what's really helping our existing customers from this pandemic we've seen customers really embrace HCI for a number of workloads in their environments from the ones that we serve all knew and loved back in the the initial days of of HCI now the mission-critical things now to cloud native workloads as well and you know sort of the efficiencies that customers are able to get from HCI and specifically VX rail gives them that ability to pivot when these you know shall we say unexpected circumstances arise and I think if that's informing their their decisions and their opinions on what their IT strategies look like as they move forward they want that same level of agility and the ability to react quickly with our overall infrastructure excellent want to get into the announcements what I want my team actually your team gave me access to the CIO from the city of Amarillo so maybe they can dig up that footage talk about how fast they pivoted you know using VX rail to really spin up things fast so let's hear from the announcements first and then definitely want to share that that customer story a little bit later so let's get to the actual news that and it's gonna share okay now what's new I am pleased to announce a number of exciting updates and new platforms to further enable IT modernization across core edge and cloud I will cover each of these announcements in more detail demonstrating how only the X rail can offer the breadth of platform configurations automation orchestration and lifecycle management across a fully integrated hardware and software full stack with consistent simple side operations to address the broadest range of traditional and modern applications I'll start with hybrid cloud and recap what you may have seen in the Dell technologies cloud announcements just a few weeks ago related to VMware cloud foundation on the X rail then I'll cover two brand new VX rail hardware platforms and additional options and finally circle back to talk about the latest enhancements to our VX rail HCI system software capabilities for lifecycle management let's get started with our new cloud offerings based on the ex rail you xrail is the HCI foundation for dell technologies cloud platform bringing automation and financial models similar to public cloud to on-premises environments VMware recently introduced cloud foundation for dotto which is based on vSphere 7 as you likely know by now vSphere 7 was definitely an exciting and highly anticipated release in keeping with our synchronous release commitment we introduced the XR l 7 based on vSphere 7 in late April which was within 30 days of VMware's release two key areas that VMware focused on were embedding containers and kubernetes into vSphere unifying them with virtual machines and the second is improving the work experience for vSphere administrators with vSphere lifecycle manager or VL CM I'll address the second point a bit in terms of how the X rail fits in in a moment for V cf4 with tansu based on vSphere 7 customers now have access to a hybrid cloud platform that supports native kubernetes workloads and management as well as your traditional vm based workloads and this is now available with VCF 4 on the ex rel 7 the X rails tight integration with VMware cloud foundation delivers a simple and direct path not only to the hybrid cloud but also to deliver kubernetes a cloud scale with one complete automated platform the second cloud announcement is also exciting recent VCF for networking advancements have made it easier than ever to get started with hybrid cloud because we're now able to offer a more accessible consolidated architecture and with that Dell technologies cloud platform can now be deployed with a four node configuration lowering the cost of an entry-level hybrid cloud this enables customers to start smaller and grow their cloud deployment over time VCF on the x rail can now be deployed in two different ways for small environments customers can utilize a consolidated architecture which starts with just four nodes since the management and workload domains share resources in this architecture it's ideal for getting started with an entry-level cloud to run general-purpose virtualized workloads with a smaller entry point both in terms of required infrastructure footprint as well as cost but still with a consistent cloud operating model for larger environments we're dedicated resources and role based access control to separate different sets of workloads is usually preferred you can choose to deploy a standard architecture which starts at 8 nodes for independent management and workload domains a standard implementation is ideal for customers running applications that require dedicated workload domains that includes horizon VDI and vSphere with kubernetes all right John there's definitely been a lot of interest in our community around everything that VMware's doing with vSphere 7 understand if you wanted to use the kubernetes piece you know it's it's VCF as that so we you know we've seen the announcements delt partnering there helped us connect that story between you know really the the VMware strategy and how they've talked about cloud and how you know where does the X rail fit in that overall Delta cloud story absolutely so so first of all is through the x-ray of course is integral to the Delta cloud strategy you know it's been VCF on bx r l equals the delta cloud platform and this is our flagship on-prem cloud offering that we've been able to enable operational consistency across any cloud right whether it's on prem in the edge or in a public cloud and we've seen the delta cloud platform embraced by customers for a couple key reasons one is it offers the fastest hybrid cloud deployment in the market and this is really you know thanks to a new subscription on offer that we're now offering out there we're at less than 14 days it can be set up and running and really the deltek cloud does bring a lot of flexibility in terms of consumption models overall comes to the extra secondly I would say is fast and easy upgrades I mean this is this is really this is what VX real brings to the table for all our clothes if you will and it's especially critical in the cloud so the full automation of lifecycle management across the hardware and software stack boss the VMware software stack and in the Dell software however we're supporting that together this enables essentially the third thing which is customers can just relax right they can be rest assured that their infrastructure will be continuously validated and always be in a continuously validated state and this this is the kind of thing that you know those three value propositions together really fit well with with any on print cloud now you take what Shannon just mentioned and the fact that now you can build and run modern applications on the same the x-ray link structure alongside traditional applications this is a game changer yeah it I love you know I remember in the early days that about CI how does that fit in with cloud discussion and align I've used the last couple years this you know modernize the platform then you can modernize the application though as companies are doing their full modernization this plays into what you're talking about all right let's get you know can't let ran and continue get some more before we dig into some more analysis that's good let's talk about new hardware platforms and updates that result in literally thousands of potential new configuration options covering a wide breadth of modern and traditional application needs across a range of the actual use cases first up I am incredibly excited to announce a brand new delhi MCB x rail series the DS series this is a ruggedized durable platform that delivers the full power of the x rail for workloads at the edge in challenging environments or for space constrained areas the X ray LD series offers the same compelling benefits as the rest of the BX rail portfolio with simplicity agility and lifecycle management but in a lightweight short depth at only 20 inches it's a durable form factor that's extremely temperature resilient shock resistant and easily portable it even meets mil spec standards that means you have the full power of lifecycle automation with VX rail HCI system software and 24 by 7 single point of support enabling you to rapidly react to business needs no matter the location or how harsh the conditions so whether you're deploying a data center at a mobile command base running real-time GPS mapping on-the-go or implementing video surveillance in remote areas you can ensure availability integrity and confidence for every workload with the new VX Rail ruggedized D series had would love for you to bring us in a little bit you know that what customer requirement bringing bringing this to market I I remember seeing you know Dell servers ruggedized of course edge you know really important growth to build on what John was talking about clouds so yeah Chad bring us inside what was driving this piece of the offering sure Stu yeah you know having the the hardware platforms that can go out into some of these remote locations is really important and that's being driven by the fact that customers are looking for compute performance and storage out at some of these edges or some of the more exotic locations you know whether that's manufacturing plants oil rigs submarine ships military applications in places that we've never heard of but it's also been extending that operational simplicity of the the sort of way that you're managing your data center that has VX rails you're managing your edges the same way using the same set of tools so you don't need to learn anything else so operational simplicity is is absolutely key here but in those locations you can take a product that's designed for a data center where you're definitely controlling power cooling space and take it to some of these places where you get sand blowing or sub-zero temperatures so we built this D series that was able to go to those extreme locations with extreme heat extreme cold extreme altitude but still offer that operational simplicity if you look at the the resistance that it has to heat it can go from around operates at a 45 degrees Celsius or 113 degrees Fahrenheit range but it can do an excursion up to 55 °c or 131 degrees Fahrenheit for up to eight hours it's also resisted the heats and dust vibration it's very lightweight short depth in fact it's only 20 inches deep this is a smallest form factor obviously that we have in the BX rail family and it's also built to to be able to withstand sudden shocks it's certified it was stand 40 G's of shock and operation of the 15,000 feet of elevation it's pretty high and you know this is this is sort of like where were skydivers go to when they weren't the real real thrill of skydiving where you actually the oxygen to to be a put that out to their milspec certified so mil-std 810g which i keep right beside my bed and read every night and it comes with a VX rail stick hardening package is packaging scripts so that you can auto lock down the rail environment and we've got a few other certifications that are on the roadmap now for for naval chakra quirements EMI and radiation immunity of all that yeah you know it's funny I remember when weights the I first launched it was like oh well everything's going to white boxes and it's going to be you know massive you know no differentiation between everything out there if you look at what you're offering if you look at how public clouds build their things what I call it a few years poor is there's a pure optimization so you need scale you need similarities but you know you need to fit some you know very specific requirements lots of places so interesting stuff yeah certifications you know always keep your teams busy alright let's get back to Shannon we are also introducing three other hardware based editions first a new VX rail eseries model based on were the first time AMD epic processors these single socket 1u nodes offered dual socket performance with CPU options that scale from 8 to 64 cores up to a terabyte of memory and multiple storage options making it an ideal platform for desktop VDI analytics and computer-aided design next the addition of the latest NVIDIA Quadro RT X GPUs brings the most significant advancement in computer graphics in over a decade to professional workflows designers and artists across industries can now expand the boundary of what's possible working with the largest and most complex graphics rendering deep learning and visual computing workloads and Intel obtain DC persistent memory is here and it offers high performance and significantly increase memory capacity with data persistence at an affordable price persistence is a critical feature that maintains data integrity even when power is lost enabling quicker recovery and less downtime with support for Intel obtain DC persistent memory customers can expand in memory intensive workloads and use cases like sa P Hana alright let's finally dig into our HCI system software which is the core differentiation for the xrail regardless of your workload or platform choice our joint engineering with VMware and investments in the x-ray HCI system software innovation together deliver an optimized operational experience at reduced risk for our customers under the covers the xrail offers best-in-class Hardware married with VMware HCI software either vcn or VCF but what makes us different stems from our investments to integrate the two Dell technologies has a dedicated VX rail team of about 400 people to build market sell and support a fully integrated hyper-converged system that team has also developed our unique the X rail HDI system software which is a suite of integrated software elements that extend VMware native capabilities to deliver a seamless automated operational experience that customers cannot find elsewhere the key components of the x rail HDI system software are shown around the arc here that include the X rail manager full stack lifecycle management ecosystem connectors and support I don't have time to get into all the details of these elements today but if you're interested in learning more I encourage you to meet our experts and I will tell you how to do that in a moment I touched on VLC M being a key feature to vSphere seven earlier and I'd like to take the opportunity to expand on that a bit in the context of the xrail lifecycle management the LCM adds valuable automation to the execution of updates for customers but it doesn't eliminate the manual work still needed to define and package the updates and validate all of the components prior to applying them with the X ray all customers have all of these areas addressed automatically on their behalf freeing them to put their time into other important functions for their business customers tell us that lifecycle management continues to be a major source of the maintenance effort they put into their infrastructure and then it tends to lead to overburden IT staff that it can cause disruptions to the business if not managed effectively and that it isn't the most efficient economically Automation of lifecycle management in VX Rail results in the utmost simplicity from a customer experience perspective and offers operational freedom from maintaining infrastructure but as shown here our customers not only realize greater IT team efficiencies they have also reduced downtime with fewer unplanned outages and reduced overall cost of operations with the xrail HCI system software intelligent lifecycle management upgrades of the fully integrated hardware and software stack are automated keeping clusters in continuously validated States while minimizing risks and operational costs how do we ensure continuously validated States Furby xrail the x-ray labs execute an extensive automated repeatable process on every firmware and software upgrade and patch to ensure clusters are in continuously validated states of the customer's choosing across their VX rail environment the VX rail labs are constantly testing analyzing optimising and sequencing all of the components in the upgrade to execute in a single package for the full stack all the while the x rail is backed by Delhi MCS world-class services and support with a single point of contact for both hardware and software IT productivity skyrockets with single-click non-disruptive upgrades of the fully integrated hardware and software stack without the need to do extensive research and testing taking you to the next VX rail version of your choice while always in a continuously validated state you can also confidently execute automated VX rail upgrades no matter what hardware generation or node types are in the cluster they don't have to all be the same and upgrades with VX rail are faster and more efficient with leap frogging simply choose any VX rail version you desire and be assured you will get there in a validated state while seamlessly bypassing any other release in between only the ex rail can do that all right so Chad you know the the lifecycle management piece that Jana was just talking about is you know not the sexiest it's often underappreciated you know there's not only the years of experience but the continuous work you're doing you know reminds me back you know the early V sand deployments versus VX rail jointly develop you know jointly tested between Dell and VMware so you know bring us inside why you know 2020 lifecycle management still you know a very important piece especially in the VL family yeah let's do I think it's sexy but I'm pretty big nerd yes even more the larger the deployments come when you start to look at data centers full of VX rails and all the different hardware software firmware combinations that could exist out there it's really the value that you get out of that VX r l HTI system software that Shannon was talking about and how its optimized around the VMware use case very tightly integrated with each VMware component of course and the intelligence of being able to do all the firmware all of the drivers all of the software altogether tremendous value to our customers but to deliver that we really need to make a fairly large investment so she Anna mentioned we've run about twenty five thousand hours of testing across each major release four patches Express patches that's about seven thousand hours for each of those so obviously there's a lot of parallelism and and we're always developing new test scenarios for each release that we need to build in as we as we introduce new functionality one of the key things that were able to do as Shannon mentioned is to be able to leapfrog releases and get you to that next validated state we've got about 100 engineers just working on creating and executing those test cases on a continuous basis and obviously a huge amount of automation and then when we talk about that investment to execute those tests that's well north of sixty million dollars of investment in our lab in fact we've got just over two thousand VH rail units in our testbed across the u.s. Shanghai China and corn island so a massive amount of testing of each of those those components to make sure that they operate together in a validated state yeah well you know absolutely it's super important not only for the day one but the day two deployments but I think this actually be a great place for us to bring in that customer that Dell gave me access to so we've got the CIO of Amarillo Texas he was an existing VX rail customer and he's going to explain what happened as to how he needed to react really fast to support the work from home initiative as well as you know we get to hear in his words the value of what lifecycle management means though Andrew if we could queue up that that customer segment please it was it's been massive and it's been interesting to see the IT team absorb it you know as we mature and they I think they embrace the ability to be innovative and to work with our departments but this instance really justified why I was driving progress so so fervently why it was so urgent today three years ago we the answer would have been no there would have been we wouldn't have been in a place where we could adapt with it with the x-ray all in place you know in a week we spun up hundreds of instant phones we spawned us a seventy five person call center in a day and a half for our public health we will allow multiple applications for Public Health so they could do remote clinics it's given us the flexibility to be able to to roll out new solutions very quickly and be very adaptive and it's not only been apparent to my team but it's really made an impact on the business and now what I'm seeing is those those are my customers that were a little lagging or a little conservative or understanding the impact of modernizing the way they do business because it makes them adaptable as well all right so rich you talked to a bunch about the the efficiencies that they tie put place how about that that overall just managed you know you talked about how fast you spun up these new VDI instances you need to be able to do things much simpler so you know how does the overall lifecycle management fit into this discussion it makes it so much easier and you know in the in the old environment one it took a lot of man-hours to make change it was it was very disruptive when we did make change this it overburdened I guess that's the word I'm looking for it really over overburdened our staff it cost disruption to business it was it cost-efficient and then you simple things like you know I've worked for multi billion-dollar companies where we had massive QA environments that replicated production simply can't afford that at local government you know having the sort of environment lets me do a scaled-down QA environment and still get the benefit of rolling out non disruptive change as I said earlier it's allow us to take all of those cycles that we were spending on lifecycle management because it's greatly simplified and move those resources and rescale them in in other areas where we can actually have more impact on the business it's hard to be innovated when a hundred percent of your cycles are just keeping the ship afloat all right well you know nothing better than hearing straight from the end-user you know public sector reacting very fast to the Cova 19 and you know you heard him he said if this had hit his before he had run this project he would not have been able to respond so I think everybody out there understands if I didn't actually have access to the latest technology you know it would be much harder all right I'm looking forward to doing the crowd chat and everybody else digging with questions and get follow-up but a little bit more I believe one more announcement he came and got for us though let's roll the final video clip in our latest software release the x-ray of 4.7 dot 510 we continue to add new automation and self-service features new functionality enables you to schedule and run upgrade health checks in advance of upgrades to ensure clusters are in a ready state for the next upgrade or patch this is extremely valuable for customers that have stringent upgrade windows as they can be assured the clusters will seamlessly upgrade within that window of course running health checks on a regular basis also helps ensure that your clusters are always ready for unscheduled patches and security updates we are also offering more flexibility and getting all nodes or clusters to a common release level with the ability to reimage nodes or clusters to a specific the xrail version or down Rev one or more more nodes that may be shipped at a higher Rev than the existing cluster this enables you to easily choose your validated state when adding new nodes or repurposing nodes in cluster to sum up all of our announcements whether you are accelerating data center modernization extending HCI to harsh edge environments deploying an on-premises Dell technologies cloud platform to create a developer ready kubernetes infrastructure BX Rail is there delivering a turnkey experience that enables you to continuously innovate realize operational freedom and predictably evolve the x rail provides an extensive breadth of platform configurations automation and lifecycle management across the integrated hardware and software full stack and consistent hybrid cloud operations to address the broadest range of traditional and modern applications across core edge and cloud I now invite you to engage with us first the virtual passport program is an opportunity to have some fun while learning about the ex rails new features and functionality and score some sweet digital swag while you're at it it delivered via an automated via an augmented reality app all you need is your device so go to the x-ray is slash passport to get started and secondly if you have any questions about anything I talked about or want a deeper conversation we encourage you to join one of our exclusive VX rail meet the experts sessions available for a limited time first-come first-served just go to the x-ray dot is slash expert session to learn more you all right well obviously with everyone being remote there's different ways we're looking to engage so we've got the crowd chat right after this but John gives a little bit more is that how Del's making sure to stay in close contact with customers and what you've got firfer options for them yeah absolutely so as Shannon said so in lieu of not having Dell tech world this year in person where we could have those great in-person interactions and answer questions whether it's in the booth or you know in in meeting rooms you know we are going to have these meet the experts sessions over the next couple of weeks and look we're gonna put our best and brightest from our technical community and make them accessible to to everyone out there so again definitely encourage you we're trying new things here in this virtual environment to ensure that we could still stay in touch answer questions be responsive and really looking forward to you know having these conversations over the next couple weeks all right well John and Chad thank you so much we definitely look forward to the conversation here in int in you'd if you're here live definitely go down below do it if you're watching this on demand you can see the full transcript of it at crowd chat /vx rocks sorry V xrail rocks for myself Shannon on the video John and Chad Andrew man in the booth there thank you so much for watching and go ahead and join the crowd chat

from the cube studios in Palo Alto in Boston connecting with thought leaders all around the world this is a cube conversation hi I'm Stu min a man and welcome to this special cube conversation over helping cover the second generation of the VMware cloud on Dell EMC happy to welcome to the program brick Villiers who's the vice president of data center and cloud with IDC not too far from me physically even the worse in today's day and age we're all practicing social distance Oh Rick great to see you thanks so much for joining no thanks - pleasure to be here looking forward to a great conversation all right so Rick you know usually this time of year you and I see other more than we their families because we're traveling a both circuit going to the analyst events like and one of the topics we spent a lot of time talking about over the years is of course cloud you know VMware's partnership with Amazon is of course one that the entire industry but notice of and the relationship of Amazon VMware and Dell is an interesting one what we're talking about today though is the VMware cloud or in the shorthand VM see on L EMC and it's the second generation of this product help us understand kind of where this fits in the categorization and the research that you in an IDC like that yes - it's an interesting question it's one that we've actually been thinking about for several years now and it had to do with some early conversations we were having back then with companies about their private cloud environment they've been deploying those for the last four or five years we were seeing them up on a sort of refresh cycle and when he started asking about how satisfied they'd been with those and where they wanted to use them and we got back some very consistent feedback saying that they had had some problems with their first generation of their private cloud environment and that they needed to address those and one of them was a consistency problem is that you know every private cloud they built whether they build it themselves or whether they looked at a host of private cloud provider even in their own company we're different different technologies different and figure different sets of tools and that was a big problem for them the second big problem they'd run into was basically every time there's a new technology or an upgrade or a fix we basically can't adopt it quickly we can't use it till the next refresh cycle so we're always behind we're playing catch-up and and neither one of those things really aligned with what they felt cloud should be and what they've been seeing in their public cloud environment and so when we looked at that and we started looking at the feedback a boat was coming on or we realized that we were about to see a new generation of private cloud environment but we said but this will be different not just because of new technology but it'll be actually different use cases and a different approach and the first thing is we said its first of all these are it's not so much a private cloud is that they dedicated cloud it's it's I have resources that are dedicated to a business or a service an application I want to get done and and I want to basically operate that just like all those other cloud and then the second thing is is they said and by the way this is less and less about a general-purpose new data center and we just run my data center same way it's I want this to be a platform for creating new services that I want to deliver in a location a factory a hospital you know a city block whatever that is and and so we brought those together and we started looking at those and we said well this is really going to lead to the emergence of a whole new product class which we started calling local cloud as a SERP because it reflected both of those things it says like it is no longer assembling piece parts but it was consuming these resources and as a service method with all the benefits of agility and responsiveness and continual enhancement that come with that but it was also about I need to be able to put these in new location not just in my corporate data center but out where I'm trying to do new businesses and services in and that's what led us to start talking about this in this new product category of local cloud as a service and then we started seeing solutions that came out on the market that fit very much with this idea okay yeah Rick really interesting because you're right you know private cloud is a conversation we've been having in the industry for about a dozen years and one of the biggest challenges is you talk to 100 customers and you get a hundred and fifty definitions of what a private cloud is so if I hear you right local cloud is in some ways it's an extension of what we see in the public cloud so you know I think back it used to be hey can I get this same stack in both place we saw companies like you know IBM and Oracle and even VMware thing you know how can I match what you have in your data center there as opposed to you know as your stack AWS outposts we're saying hey we're actually going to give you the you know the same you know same hardware you know same software and as a service as you said yeah you talked about also some of those new locations so you know without getting into too much depth so it sounds like and I've looked a little bit of research there there is the data center piece and then really emerging there's the potential for edge use cases do I see that right is just just like you know we've got kind of the hyper scalars we've the data center edge is pulling on everything so yeah your city you're saying edge doesn't kill the cloud and everything before it it's gonna just be another op in oh absolutely I mean for us this is it's more of an extension of the cloud environment and by that we also said one of the other critical things in this is it's it changes if you think about new applications that you're trying to create whether it's in the public cloud or whether one of these local cloud environments they're being built on a cloud native architecture and that's one of the other key elements of this solution is these become the platforms that allow enterprises to bring things like containers and service designs and this sort of you know DevOps driven application development model into both the corporate data centers which absolutely this these solutions like but also again to extend it out to places where in the past you didn't have a lot of IT you didn't have a lot of compute and storage but now if you're trying to do things like real-time monitoring for you know in the world we're living in today oh and air you know can I use machine vision to track the health of the people going through the airport I need to deliver a cloud service essentially at that Airport I have latency issues I have availability issues I can't do it from a data center you know sitting out halfway across the country it has to be at the airport but I need to be able to basically have a reliable consistent cloud environment but now I can put in 10 airports or 100 or so it's that combination of location but consistency everywhere I put it that's part of what this this new stories about and and I think that's the other big part of the message here excellent Rick so one of the things I we get into the numbers and talk specifically about the VMware solution how do customers get from where they are who these type of solutions you know one of the discussions around private cloud is could I upgrade what I have moved to these environment and I think about many of the solutions that are extending public clouds it it it doesn't necessarily mesh into what I have today so it did how do we get from you know the environments that I have today you know and how do these local cloud as a services fit in yeah so this is this is actually one of the interesting use cases for this is one way you can use this is to deploy this in your corporate data set where you but yet it's creating that public cloud environment you can do a lift and shift and leverage this as a way to MA I guess you would say now it's shift and lift because now you can bring it into this local cloud as a service platform and still run it locally get those kind of things tested and I wait and as you decide which functions you may want to move offload to a public cloud or add dr you can use this platform to do that but i think there's there's more to it than that the the other part of of what we talk about here is is and I think it's something that that needs to be addressed as something that helps people do this faster is these new systems while very modern very consistent there is a great value they like many of the more modern merged systems that are coming on the market have very different power profiles very different network requirements then what's in a lot of corporate data centers and that's one thing we've seen again and again when we've talked to people about deploying these is the technology's great the solutions great but you know I have to make sure I've got the right power and I've opened up the firewalls and all those things there one thing that I found interesting is we're starting to see companies say one way to remove that friction is you know there if there's a colocation facility near the customer site that has great power has great network connectivity you know I can use that place to now deliver this service in days instead of weeks because it's concentrated there you know it's a pure environment and I think that's one thing that's also helping with this shift is people can leverage those facilities in that activity to basically make this migration a lot easier for companies when they want to when they want to transform their environment yeah really important points there Rick absolutely we you know we've been telling companies for years you need to understand what you're good at and what you're not and you know we're in concrete and managing power and bullying there's a handful of companies that are excellent at that most of the rest of you companies you suck at it so therefore if you can leverage other people that you can do that so when you say local it does not need to mean a piece of real estate that I own it could be you know that that spectrum of boosting or to the environment yeah all right let's get to the numbers Rick so we're gonna pull up a light here with some of your research you know for years we've been talking about you know the private cloud category is huge compared to public cloud because while public cloud is growing huge numbers compared to traditional IT it is small so let's take a look at the slides and talk us through what we're looking at here yeah so this is the thing part of it when we were talking about this forecast and we again we're looking at product like you know the VMware cloud on Dell you see and the alternative solutions out there is is for part of the you space which we've talked about whereas this is a the next-generation of the corporation private cloud with better connectivity and better consistency in some ways that's the easy activity but what you're doing is as we've said is I'm translate I'm transferring from a upfront capital expenditure to a 3-4 year subscription and so when we look at this and we started thinking about the forecast and what we're saying is what I've done is I've moved from you know an upfront spend in one year to spreading it out over three years and from a forecast standpoint that means in the early years while you may be deploying and lot of companies are gonna be leveraging these and they're in their private cloud and their data centers the revenue stream to the provider in this case VMware and WMC or the group were talking about today streams over three years so the forecasts can look really big or grows very fast but that's because that subscription revenue keeps growing and growing so today when we've looked at you know comments some of the solutions that have been out there you brought up earlier you know the Rackspace and others as early versions of this but you know it's still relatively new these types of solutions have only really the market now for six months seven months so 2020 even without Co vid wasn't going to be some huge year one thing we see actually is that these types of solutions are even more attractive in the world we're living in because they give you that promise of rapid deployment and scale but absolutely by 2022 you know that accumulated revenue stream that subscription scream both for enterprise and for a growing number of edge use cases we're talking you know revenues up and around the five seven billion dollar range and that only accelerates one thing that's not really showing in here yet but it's also part of this local conversation is is the 5g build-out in the extension and use of these local clouds in connection with the 5g environment and that's part of this edge use case too so so absolutely if you want to see you know total revenue streams here over you know in 2022 as we talked about here just under five billion dollars going from you know a half a billion dollars this year but even the biggest growth in the business expansion is after that and why we think this is is the value why why people are willing to pay for this is because of that value of consistency continuous enhancements and a platform for innovation that's what makes this all come together and why we think this is gonna be such a big and important market in the coming years yeah absolutely and you know has an impact on your job rake instead of counting all that is in the growth there you're you're now talking to Wall Street about you know oh well Dell might have shipped X number of boxes but they can't recognize it over this period of time so let's talk about the customers though how does a solution like this you know what do you see it affecting their adoption of what they're doing with their overall you know I mean this is the case specifically for VMware cloud on Delhi see is you know without a doubt as we all know that VMware and and is is a critical part of most corporations IT environments today many of their applications are there they've invested great amounts of resources and expertise and understanding how to operate and drive those environments and and one thing this does is again it gives them that ability to leverage those investments and the things they've done there for application design and that's to recovery and and and sort of the AB neo management of their IT environment but now again use it in this as a service way so it's definitely one of the big benefits we see is it helps people make that transition removing the friction of that modernization for a lot of companies if they want to move to a cloud environment that's step one I think that's value one I would say and point out you know VMware also now is being very you know focused on making sure that it's also a strong platform for these next-generation cloud native development environment and that's been added to these platforms and will absolutely expect to see this and all the VMware cloud solution so that's another great part of this is there again preserving that ability for their customers who both do better with their existing environment and also have a platform for going forward with these new systems you know for us the big thing is is a continual focus by VMware and Dell as partners to make sure that it can scale its ability to operate these environments one of the things they're making a commitment to to their customers we are going to make these ingenuously available available on very good short notice and that they continually improve and that's gonna take a lot of back-end investment because really VMware has to now centrally manage not a hundred or a thousand potentially tens of thousands of system for many customers around the world that's the real next big step here we see is when you can add that fleet management ability so the company has the ability to say I can now deploy some great new service in one place a hundred places a thousand places while still being secure while still offering my end users you know the availability and the latency that they want that's a very powerful thing that companies are gonna be able to offer in the coming years alright well Rick fillers really important items they're really glad you brought up you know about a modern application about their data of course you know the inverse partner Dell has a strong legacy in data you know some pcs track you know the explosive growth of that or you know more than a decade now so thanks a lot and I think you captured that perfectly the data control part of this is is critical all right lots more from the VMware cloud on Dell EMC I'm sue minimun and thank you for watch the cube [Music]

from the cube studios in Palo Alto in Boston connecting with thought leaders all around the world this is a cube conversation hi I'm Stu man a man and welcome to this special cube conversation over helping cover the second generation of the VMware cloud on Dell EMC happy to welcome to the program Rick fillers who's the vice president of data center and cloud with IDC not too far from me physically even though of course in today's day and age we're all practicing social distance so Rick great to see you thanks so much we've done it well thanks Stu pleasure to be here looking forward to a great conversation all right so Rick you know usually this time of year you and I see other more than we their families because we are traveling a circuit going to the analyst invent like and one of the topics we spent a lot of time talking about over the years is of course cloud you know VMware's partnership with Amazon is of course one that the entire industry but notice of and the relationship of Amazon VMware and Dell is an interesting one what we're talking about today though is the VMware cloud or in the shorthand VM see on LEM see and it's the second generation of this product help us understand kind of where this fits in the categorization and the research that you and an IDC look at yes - it's an interesting question it's one that we've actually been thinking about for several years now and it had to do with some early conversations we were having back then with companies about their private cloud environment they'd been deploying those for the last four or five years we were seeing them up on a sort of refresh cycle and when he started asking about how satisfied they'd been with those and where they wanted to use them and we got back some very consistent feedback saying that they'd had some problems with their first generation of their private cloud environment and nothing needed to address those and one of them was a consistency problem is that you know every private cloud they built whether they build it themselves or they looked at a hosted private cloud provider even in their own company we're different different technologies different and figure different sets of tools and that was a big problem for them the second big problem they'd run into was basically every time there's a new technology or an upgrade or fix we basically can't adopt it quickly we can't use it till the next refresh cycle so we're always behind we're playing catch-up and and neither one of those things really aligned with what they felt cloud should be and what they've been seeing in their public cloud environment and so when we looked at that and we started looking at the feedback about was combiner we realized that we were about to see a new generation of private cloud environment but we said but this will be different not just because of new technology but it'll be actually different use cases and a different approach and the first thing is we said it's first of all these are it's not so much a private cloud is that they dedicated cloud it's it's I have resources that are dedicated to a business or a service an application I want to get done and and I want to basically operate that just like all those other cloud and then the second thing is is they said and by the way this is less and less about a general-purpose new data center and we just run my data center same way it's I want this to be a platform for creating new services that I want to deliver in a location a factory a hospital you know a city block whatever that is and and so we brought those together and we started looking at those and saying well this is really going to lead to the emergence of a whole new product class which we've started calling local cloud as a service because it reflected both of those things is like it is no longer assembling piece parts but it was consuming these resources and as a service method with all the benefits of agility and responsiveness and and continued enhancement that come with that but it was also about I need to be able to put these in new location not just in my corporate data center but out where I'm trying to do new businesses and services in and that's what led us to start talking about this in this new product category called local cloud as a service and then we started seeing solutions that came out on the market that fit very much with this idea okay yeah Rick really interesting because you're right you know private cloud is a conversation we've been having in the industry for about a dozen years and one of the biggest challenges is you talk to 100 customers and you get a hundred and fifty definitions of what a private cloud is so if I hear you right local cloud is in some ways it's an extension of what we see in the public cloud so you know I think back it used to be hey can I get this same stack in both place we saw companies like you know IBM and Oracle and even VMware dang you know how can I match what you have in your data center there as opposed to you know as your stack AWS outposts we're saying hey we're actually gonna give you the you know the same you know same hardware you know same software and as a service as you said yeah you talked about also some of those new locations so you know without getting into too much depth so it sounds like and I looked a little bit of research there there is the data center piece and then really emerging there's the potential for edge use cases do I see that right is just just like you know we've got kind of the hyper scalars we've the data center edge is pulling on everything so you're saying edge doesn't kill the cloud and everything before it it's gonna just be another op in oh absolutely I mean trust this is it's more of an extension of the cloud environment and by that we also said one of the other critical things in this is it's it changes you if you think about new applications that you're trying to create whether it's in the public cloud or whether one of these local cloud environments they're being built on a cloud native architecture and that's one of the other key elements of this solution is these become the platforms that allow enterprises to bring things like containers and service designs and this sort of you know DevOps driven application development model into both the corporate data centers which absolutely this these solutions like but also again to extend it out to places where in the past you didn't have a lot of IT didn't have a lot of compute and storage but now if you're trying to do things like real-time monitoring for you know in the world we're living in today Oh an airport you know can I use machine vision to track the health of the going through the airport I need to deliver a cloud service essentially at that Airport I have latency issues I have availability issues I can't do it from a data center you know sitting out halfway across the country it has to be at the airport but I need to be able to basically have a reliable consistent cloud environment but now I can put in ten airports or a hundred so it's that combination of location but consistency everywhere I put it that's part of what this this new stories about and and I think that's the other big part of the messenger excellent Rick so one of the things I for we get into the numbers and talk specifically about the VMware solution how do customers get from where they are who these type of solutions you know one of the discussions around private cloud is could I upgrade what I have moved to these environment I think about many of the solutions that are extending public clouds it it doesn't necessarily mesh into what I have today so it did how do we get from you know the environments that I have today you know and how do these local cloud as a services fit in yeah so this is this is actually one of the interesting use cases for this is one way you can use this is to deploy this in your corporate data set where you but yet it's creating that public cloud environment you can do a lift and shift and leverage this as a way to MA I guess you would say now it's shift and lift because now you can bring it into this local fly as a service platform and still run it locally get those kind of things tested and by weight and as you decide which functions you may want to move offload to a public cloud or add dr you can use this platform to do that but I think there's there's more to it than that the the other part of of what we talk about here is is and I think it's something that that needs to be addressed as something that helps people do this faster is these new systems while very modern very consistent there is a great value they like many of the more modern merged systems that are coming on the market have very different power profiles very different network requirements then what's in a lot of corporate data centers and that's one thing we've seen again and again when we've talked to people about deploying these is the technology's great the solutions great but you know I have to make sure I've got the right power and I've opened up the firewalls and all those things one thing that I found interesting is we're starting to see companies say one way to remove that friction is you know there if there's a colocation facility near the customer site that has great power has great network connectivity you know I can use that place to now deliver this service in days instead of weeks because it's concentrated there you know it's a pure environment yeah and I think that's one thing that's also helping with this shift is people can leverage those facilities in that activity to basically make this migration a lot easier for companies when they want to when they want to transform their environment yeah really important points there Rick absolutely we you know we've been telling companies for years you need to understand what you're good at and what you're not and you know pouring concrete and managing power and bullying there's a handful of companies that are excellent at that most of the rest of you companies you suck at it so therefore if you can leverage other people that you can do that so when you say local it does not need to mean a piece of real estate that I own it could be you know that that spectrum of boosting or the environment yeah all right let's get to the numbers Rick so we're gonna pull up a light here with some of your research you know for years we've been talking about you know the private cloud category is huge compared to a public cloud because well public cloud is growing huge numbers compared to traditional IT it is small so let's take a look at the slides and talk us through what we're looking at here yeah so this is the thing part of it when we were talking about this forecast and we again we're looking at product like you know the VMware cloud on Dell you see and the alternative solutions out there is is for part of the use case which we've talked about whereas this is a the next-generation of the corporation private cloud with better connectivity and better consistency in some ways that's the easy activity but what you're doing is as we've said is I'm translate I'm transferring from a upfront capital expenditure to a 3-4 year subscription and so when we look at this and we started thinking about the forecast and what we're saying is what I've done is I've moved from you know an upfront spend in one year to spreading it out over three years and from a forecast standpoint that means in the early years while you may be deploying and lot of companies are gonna be leveraging these in their in their private cloud and their data centers the revenue stream to the provider in this case VMware and WMC or the group we're talking about today streams over three years so the forecasts can look really big or grows very fast but that's because that subscription revenue keeps growing and growing so today when we looked at you know comment some of the solutions that have been out there you brought up earlier you know the Rackspace and others as early versions of this but you know it's still relatively new these types of solutions of only on the market after six months seven month so 2020 even without Cove it wasn't going to be some huge year one thing we see actually is that these types of solutions are even more attractive in the world we're living in because they give you that promise of rapid deployment in scale but absolutely by 2022 you know that accumulated revenue stream that subscription scream both for enterprise and for a growing number of edge use cases we're talking you know revenues up and around the five seven billion dollar range and that only accelerates one thing that's not really showing in here yet but it's also part of this local conversation is is the 5g build-out and the extension and use of these local clouds in connection with the 5g environment and that's part of this edge use case too so so absolutely if you want to see you know total revenue streams here over you know in 2022 as we talked about here just under five billion dollars going from you know a half a billion dollars this year but even the biggest growth and the biggest expansion is after that and why we think this is is the value why why people are willing to pay for this is because of that value of consistency continuous enhancements and a platform for innovation that's what makes this all come together and why we think this is gonna be such a big and important market in the coming years yeah absolutely and you know has an impact on your job rake instead of counting on is in the growth there you're now talking to Wall Street about you know oh well Dell might have shipped X number of boxes but they can't recognize it over this period of time so let's talk about the customers though how it is a solution like this you know what do you see it affecting their adoption of what they're doing with their overall you know I mean this is the case specifically for VMware cloud on Delhi see is you know without a doubt as we all know that VMware and and is is a critical part of most corporations IT environments today many of their applications are there they've invested great amounts of resources and expertise and understanding how to operate and drive those environments and and one thing this does is again it gives them that ability to leverage those investments and the things they've done there for application design and that's the recovery and and and sort of the app mule management of their IT environment but now again use it in this as a service way so it's definitely one of the big benefits we see is it helps people make that transition removing the friction of that modernization for a lot of companies if they want to move to a cloud environment that's step one I think that's value one I would say and point out you know VMware also now is being very you know focused on making sure that it's also a strong platform for these next-generation cloud native development environment and that's been added to these platforms and we'll absolutely expect to see this and all the VMware cloud solution so that's another great part of this is there again preserving that ability for their customers who both do better with their existing environment and also have a platform for going forward with these new systems you know for us the big thing is is a continual focus by VMware and Dell as partners to make sure that it can scale its ability to operate these environment one of the things they're making a commitment to to their customers we are going to make these continuously available available on very good short notice and that they continually improve and that's gonna take a lot of back-end investment because really VMware has to now centrally manage not one hundred or a thousand potentially tens of thousands of system for many customers around the world that's the real next big step here we see is when you can add that fleet management ability so the company has the ability to say I can now deploy some great new service in one place a hundred places a thousand places while still being secure while still offering my end users you know the availability and the latency that they want that's a very powerful thing that companies are gonna be able to offer in the coming years all right well Rick fillers really important items they're really glad you brought up you know about the modern application about their data of course you know the immersed partner Dell has a strong legacy in data you know something shiny sees track you know the explosive growth of that or you know more than a decade now so thanks a lot and I think you capture that perfectly the data control part of this is is critical all right lots more from the VMware cloud on Dell EMC I'm Stu minimun and thank you for watch the queue [Music]

from the silicon angle media office in Boston Massachusetts it's the cube now here's your host David on tape the imperative to protect data has never been more pressing as companies transform themselves from businesses into digital businesses the intrinsic value of their data Rises exponentially the problem for infrastructure pros is that everything in IT is additive it seems like nothing ever dies which means more things to manage now think about that when you're protecting data you have bare metal VMs now containers you've got cloud you got to worry about the edge all this data needs to be protected not only does this increase complexity it expands the attack surface for adversaries wanting to steal or ransom your data at the heart of all this is a build out of a massively global distributed cloud we saw wave 1 of the cloud which was public wave 2 was really hybrid and that's evolving now in parallel you're seeing the emergence of multi cloud and as I said these earlier trends are additive they're not replacements and with me to discuss these important issues and how Dell EMC specifically is pivoting toward cloud data protection is Beth Phelan who is the president of Dell emcs Data Protection Division that's great to see you well good to be here again so we know the world is hybrid it's a fundamental the on-prem stuff is part of the fundamental digital digital transformations of these these companies and now you've got data protection for the cloud so what do you see happening in that world yeah let's start with what we're seeing in the market we recently remade on our global data protection index we've been doing it for many years and we've been really using that to help us understand the landscape and what our customers need and first not surprisingly it shows that continued trend of movement and reliance towards cloud environments for business applications continuing to increase on top of that the customers despite that are continuing to struggle with ensuring they have the right data protection for their cloud environments right so they're they're struggling you see that we see that as well what what's going on there well what is the data tell you yeah first of all more than half of the customers don't have a comprehensive data protection solution for their Salas cloud native and multi cloud environments more than two-thirds of the customers who may be relying on their cloud service providers for data protection say that they do not have a solution that covers all of their workloads so whether they're working with a cloud service provider or some other vendor they're being really clear that they do not have a comprehensive approach to cloud data protection yeah so I mean you see the cloud adoption is going like crazy but it seems like the data protection component is lagging how is that affecting the traction in your business yeah you know it's a double-edged sword right on one level customers see the advantages of moving to a cloud on the other hand you know they are really looking for vendors that they can partner with to still have the same confidence that the data is protected that they have on Prem and what we're seeing now is that customers are turning to us to help solve that problem we have over a thousand customers using Dell EMC for their Cloud Data Protection and we're narrowing in on three exabyte the data that we're currently protecting in the cloud so it's happening yeah that's pretty good traction so I want to talk about VMware obviously VMware is the linchpin of many customers hybrid strategy and it's a clearly an important component of Dell technologies talk a little bit about the relationship between Dell EMC data protection specifically and VMware I'm interested in you know they've announced project tenzou and there's kubernetes how are you guys working together to really deliver a value for customers so we are super excited about the opportunity to work so closely with VMware because as they're cut in their domain we're working directly with them and that's an advantage that comes with being part of the dell technologies family and so we were the first company to bring data protection for were kubernetes environments out to market it's available now so you'll see us bring that into the tenzou mission-critical has been moved forward partnering closely with with vmware and of course we're already fully certified for vmware cloud it's really an ongoing regular conversation about how we can work together to bring the best to our customers so Beth I gotta ask you so you're part of your role as the leader of the the division is obviously you gotta get a lot of mouths to feed big division you got to make your plan you got to deliver for customers but strategy is another key component of this how do all these cloud trends shape your strategy so core to our strategy is to be the essential provider of data protection for multi cloud environments so no matter where customers are choosing to deploy their applications they can have the same confidence that they always did that that data is protected and the way they can get it back so that's core and if you want three words to remember for our strategy think VMware cloud and cyber cloud is central to it and you're going to be hearing a lot more about it in the weeks and months ahead okay so I gotta ask you break out your binoculars maybe even the telescope what are the future what are the future's look like when you think about the division and the market so we've been talking about cloud for a long time but we are still in the middle of this journey customers are going to rely on the cloud even more for additional use cases and especially in the data protection space right now we're seeing backup to the cloud dr to the cloud but the future will include cyber resiliency that's leveraging cloud deployments you're also going to see more and more of an emphasis on people leveraging SAS for their software consumption and for us that means not only protecting SAS applications but it also means giving customers the option to consume data protection in a SAS model we already do that today with things like cloud snapshot manager with things like the power protect management and orchestration but you're going to see us do even more of that because they're just incredible benefits of people leveraging sass to consume their software data constantly evolving lamps landscape data protection has to evolve with it Beth thanks so much for thank you and thank you keep it right there we'll be right back right after this short break from world famous cloud Studios Dell Technologies presents the world's number one show on data protection solutions for today's organizations it's proven in modern magazine with Jake and Emmy hello everyone and welcome to the premiere of PM magazine where we cover the proven Dell technology solutions that you've come to rely on and the latest modern innovation driving powerful data protection for the future I recently spent some quality time with one of our customers and I learned a thing or two about Dell proven data protection solutions let's watch the clip we've always relied on tell performance efficiency and scale to help us keep pace with our data protection needs but there's so much more for example we've been crushing it with Dell cloud data protection for backup to the cloud in cloud backup cloud tearing cloud dr uh-huh look at the picture it's a huge business advantage how so our costs are down we spend less time on management we're meeting our service levels and we have peace of mind that all of our data is protected right awesome did you talk about how Dells agile development approach is accelerating the speed at which we deliver customer value yes and how cloud capabilities will continue to grow yes and about VMware protection yes and cyber recovery yes I mean we covered all of that as well as the mega trends that require data protection with a modern approach well modern is exactly what our guests today are here to discuss Jake he is Ken fatale a noted data protection expert and joining us from the field on her vacation in the Bahamas is Barbara Penner of the data management Institute thank you both for being here so Ken what should our viewers think about when they hear the phrase modern data protection they should think new requirements for modern applications cloud native workloads Cubana is multi-cloud and data services to name a few Barbara would you add anything to that list I would add business service recovery on premises or in the cloud autonomous protection to auto detect and protect workloads across edge core and cloud infrastructure and lastly all of this must operate at global scale thank you both this is exactly where we're heading with Dell power protect solutions well it's time for a break but when we come back we've got something special in store for you don't we Jake I was hoping you forgot oh no someone learned how to make cream puffs and it did not turn out well for him yeah my apologies in advance to my mother who tried to show me around the kitchen but as you can see we'll be right back [Music] we're back with Rob and Rob Emslie who's the director of product marketing for Delhi MCS data protection division Rob good to see you hi Dave good to be back so we just heard from Beth about some of the momentum that you guys have from your perspective from a product angle what is really driving this yeah well one of the things that we've you know definitely seen is that as we talk to our customers both existing and new customers cloud journeys is is top of mind for all of the CIOs it's being driven by either the desire to drive efficiency take out costs and data protection is one of the the most common use cases and one of the things that we find is that there's four use cases for data protection that we see long term retention of data cloud disaster recovery backup to the cloud and the emerging desire to stand up new applications in the cloud that need to be protected so backup in the cloud really completes the four major use cases well one of the things I think is really important this market is that you deliver optionality to your customers so how are our customers enabling these use cases yeah so the the first two UK's first two use cases of long term retention and cleitus recovery is is really driven by our software on our appliances both of those are really predicated based upon the assumption that customers are going to deploy data protection on premises to protect their on-premises workloads and then it's here to the cloud or which is becoming more common used to cloud as a disaster recovery target you know it's delivered by our data protection software and that's either in a software form factor or that software delivered in an integrated appliance form factor so let's talk about purpose-built backup appliances I think you know our friends at IDC I think you know coined that they tracked that market for a while you guys have been a leader there the acquisition of data domain obviously put you in a really strong position give us the update there is it's still a vibrant market is it growing what's the size it's it look like yeah so as we look at 2020 you know IDC forecasts the market size to be a little under five billion dollars so it's still a very large market the overall market is growing at a little over four percent but the interesting thing is that if you think about how the market is is made up it's made up of two different types of appliances one is a target appliance such as data domain and the new power protect dd and the other is integrated appliances where you integrate the target appliance architecture with data protection software and it's the integrated appliance part of the market that is really growing faster than the other part of the of the people being market it's actually growing at 8% in fact IBC's projection is that by 2022 half of the purpose-built back to appliance market will be made up of integrated appliance solutions so it's growing at twice the overall market rate but you guys have two integrated appliances what why - how should people think about those yeah so a little under three years ago we introduced a new integrated appliance the called the integrated data protection appliance it was really the combination of our backup software with our data domain appliance architecture and the integrated air protection appliance has been our workhorse for the last three years really allowing us to to support that that fastest-growing segment of the market in fact last year the integrated air protection appliance grew by over a hundred percent so triple digit growth was great you know it's something that you know allows us to address all market segments all the way down to SMB all the way to the enterprise but last year one of the things you may remember at Delta Nadi's world is we introduced our power to protect portfolio you know and that constituted power protect data manager our new software to find platform as well as the delivery of packet there in an integrated appliance form-factor with perfectly x400 so that's really our our new scale out data protection appliance we've never had a scale out appliance in the architecture before in the portfolio before and that gives us the ability to offer customers choice scale up or scale out integrated and target and with the X 400 it's available is a hybrid configuration or it's also our first or flash architecture so really we're providing customers with the existing software solutions that we've had in the market for a long time an integrated form factor with the integrator protection appliance as well as the brand-new software platform that will really be our innovation engine that will be where we'll be looking at supporting new workloads and certainly leaning into how we support cloud air protection and the hybrid cloud reality of the next decade okay so one of the other things I want to explore is we've heard a lot about your new agile development organization Beth has talked about that a lot and the benefit obviously is you're more you're able to get products out more quickly respond to market changes but ultimately the proof is in translating that development into product what can you tell us about how that's progressing yep so certainly with Papa Tech Data Manager and the X 400 that really is the the epicenter of our agile product development activities you know we've moved to a three-month cadence for software releases so working to deliver a small batch releases into the market much more rapidly than we've ever done before in fact since we introduced palpitate Denham manager where we we shipped the first release in July we're now at the third iteration of palpitate Data Manager and therefore the third iteration of the x100 appliance so there's three things that you know I'd like to highlight within the x100 appliance specifically first is really the the exciting news that we've introduced support for kubernetes so we're really the first you know large enterprise data protection vendor to to lean into providing kubernetes data protection so that becomes the vitally important especially with the developments over our partner in VMware with vSphere 7 with the introduction of tan zoo and the reality is that customers will have both these fear virtual machines and kubernetes containers working side-by-side and both of those environments need to be protected soap a patek denim algae and the x400 appliance has that support available now for customers to take advantage of second we talked about long-term retention of of data in the cloud the x100 appliance has just received the capabilities to also take part in long term retention to AWS so those are two very important cloud capabilities that are brand-new with the excellent appliance and then finally we introduced yet 400 appliance with a maximum configuration of four capacity cubes rough-and-tough that was 400 terabytes of usable capacity we've just introduced support of 12 capacity cubes so that gives the customers the ability to scale out the x100 appliance from 64 terabytes all the way to over a petabyte storage so now if you look at our two integrated appliances we now cover the landscape from small numbers of terabytes all the way through to a petabyte of capacity whether or not you pick a scale up architecture or a scale length architecture yeah so that really comes back to the point I was making about optionality and kubernetes is key it's gonna be a linchpin obviously a portability for multi cloud sets that up as we've said it's it's not the be-all end-all but it's a really necessary condition to enable multi cloud which is fundamental to your strategy absolutely alright Rob thanks very much for coming on the cube it's great to have you thanks Dave and thank you for watching everybody this is Dave Volante for the cube we'll see you next time [Music]

from the silicon angle media office in Boston Massachusetts it's the queue now here's your host Stu minimun hi and welcome to a special cube conversation here in our Boston area studio I am Stu minimun and we're digging in with Dell EMC on data protection in the multi cloud where era happy to join welcome to the program first time guest Nelson Nelson Hsu who is the director of solutions marketing with Dell EMC Nelson great to see you great to be here thank you sir all right so you and I were both at Q con plus cloud native con with about 12,000 of our friends in the open-source community down in San Diego California you know when you bring us in first it's probably not the first place that people think of when they think of Delhi MC so explain a little bit what the team was doing the announcements there and what you're seeing at the show sure no I appreciate that it was a first time for for Dell technologies it was kind of our coming-out party if you all went into the cloud native realm we've got a tremendous amount of momentum especially OCR on kubernetes between what we've done in the data protection space with our power protect software for kubernetes we've done in our storage room in the work that we've done around container storage interfaces so a lot of that was coming out in introducing that to the Keuka and cognitive count attendees I think it was a really good timing though yeah Elson we've been watching you know the role the developers the discussion of DevOps of course is central what's happening not only at cube con but many of the cloud shows there I know at VMworld you know you see what's happening on with the VMware code team so explain how a kind of the the Dell technologies cloud partnership with vm or how about all that all pulls together for activities that the your organization's doing with that within the DevOps well you know you you know they were right they're right it's all about DevOps it's about the developers it's about the the new world of bringing cloud native applications and driving them into the production environment I think that you know we heard that at vmworld with pack L singer and we're his his pillars of you know build run protect connect are key aspects so you know if you look at that man component protect falls right into that area right because with the growth of data as we're seeing it today the need to manage that in the cloud native realm becomes even more prevalent and important you know we've seen DevOps mature over the last couple years where you see you know we had 8,000 people in Seattle right now we had 12,500 of your best friends and just gonna go out right I'm sure you saw that yeah absolutely huge growth there and I'm glad you brought up to protect thing because when I think about developers we want to reduce the friction for developers to be able to build their apps you think about DevOps is you know keeping agility going but you know where is the data and how do I make sure that you know we know when we go to a cloud world we still need to things about security we still need to think about data management and data protection there so explain for audience how that protect piece fits into the DevOps world well you know for first we should clarify a little bit right because like over the last two years everything's been about security within containers right and that's great because you're protecting the applications and people are worried about about penetration there and and it's been fantastic and I think that today specifically around the aspect of securing the application and now securing the infrastructure is key you know storage has become a very very relevant topic whether it's like persistent volumes taking center stage right when it comes to claim a vApps movie into production because it's about protecting those mission critical workloads and as you just stated you have your applications but at the end of the day your data right is really at the capital right and that's what you really need to focus on it becomes greater and greater importance when you have that holistic discussion about DevOps right and so now we have the aspect of the kubernetes administrator meets the IT administrator all right and having to be able to protect through this application transformation that's being driven by cloud native complexity and that you know tradition was disaggregated from the infrastructure but now as you mature and you look at those production and mission-critical environments you really have to pay attention to how am I going to protect my data the edge to core to cloud and in that cloud native world yeah definitely is one of those areas we found at the conference for many it's a steep learning curve to try to understand you know kubernetes all these cloud native architectures if you come in there with the traditional infrastructure role I was actually something we were discussed more a couple of years ago was they've some of the basic blocking and tackling of networking and storage inside of a container environment but now a lot of discussion is around that application development and therefore we need to make sure that we're having not only the app dev but the infrastructure team all understanding how everything goes together and you know protection of course a critical piece there oh absolutely and and you know if we look at all the different projects that are underway under C and C F I mean it's fantastic right I mean there's so much momentum everyone's now also looking at that infrastructure right I mean last year was all about the surface mesh right so I think that we're at that inflection point and now it's going to be a lot about the storage and protecting that storage if you look at Project Valero right so project Valero wasn't as an open source project under C and C F right being driven by the work that was done by the the you know the the the active form enormous hefty oh right so I got Joe Bereta right you got Greg Milwaukee and the work that they done in the starter house arc well now WMC in specificity of the data protection team is working and contributing hand in hand with the vmware team on velaro and i think you'll see that resonate through the future of tansu and pacific as we go forward great let's connect the dots now between what we're doing is the CMC F cube con show and now we've got AWS reinvented coming up so Amazon might now let us use the word multi-cloud that that context there but absolutely that was the conversation at many of the other shows this year is you know hybrid cloud multi-cloud how customers get their arms around all these environments so you know help us understand how this story that we were just talking about for cloud native environment fits into the broader kind of public cloud discussion oh absolutely so you I think one of the key aspects to that is around consistency right so being able from a data protection perspective be able to protect all that valuable data that you have whether it's in premises where it's in cloud with its multi cloud or hybrid and you want to be able to protect that holistically using the same capability you have from your premises base into or out of or within cloud all right so I want to be able to within AWS be able to protect my data from region to region right so we've got a great offering for VMware cloud on AWS it allows you to protect into and within the cloud itself so you can protect in and extend out to the cloud yeah definitely probably one of the most interesting partnerships I think the industry's been watching the last two years is you know VMware and AWS now you know the dominant virtualization you know in your data center environment and you know the leader in public clouds so looking forward to hearing some proof points at the conference and he gives a little bit of hint as to what we'll be seeing in hearing about at the show well I think you'll hear a lot about that consistency with regards to you know observability orchestration automation automation becomes so key that you take your workflows for data protection from premises to the cloud and having that consistency I think you'll also see some pretty pretty significant numbers coming forth with regards to how much data is being protected in in AWS ok definitely looking forward to that always love looking forward to the customers all right Nelson I want to give you the last word what else should we be looking for your team kind of end of 2019 it going into 2020 well you know I think it all starts with cloud and multi clock all right that's our core focus that's what we're driven to I think you'll see innovation especially in the cloud native space that we have I think you will see further innovation in in the in the cybersecurity in the cyber recovery space around data protection so I think those are really key elements that that you'll see more from yeah absolutely super important discussions around data around security and everything there Nelson thank you so much for joining us here in the cube sue thank you all right be sure to check out silicon angle for exclusive content leading up to and after AWS reinvent of course and check out the cube net if you're not at the table if you are at the show come to the center of the show floor at the Venetian inside the Sands Convention Center you can find myself Dave Volante John Ferrier and our whole team there for three days water wall coverage for our last big show of the year and I'm Stu minimun thank you for watching the Q

>> Announcer: Live from San Diego, California, it's theCUBE, covering Kubecon and CloudNativeCon brought to you by Redhat, a CloudNative computing foundation and its ecosystem partners. >> Welcome back to theCUBE, we are here in San Diego where we are keeping CloudNative classy. I'm Stu Miniman, and my cohost is John Troyer, and we are happy to welcome back to the program, our host, Dan Kohn, who is the executive director of the CloudNative computing foundation, or the CNCF. Dan, thank you so much for having us. >> Thrilled to be back again. >> All right, and, yeah, so our fourth year doing this show, the big shows-- >> Dan: Nothing's really changed. You just tear right along the same level. One year to the next, you can just confuse them pretty easily.. >> So, you know, Dan, we actually did a prediction show yesterday, and I said, maybe it's my math background, but I look back two years ago, it was four thousand, then eight thousand, now twelve thousand, so I predict Boston must be sixteen thousand because I was used to those standardized tests, but with the growth, you never know, and it is very difficult, you know, we talk about planning, we've talked, this facility was booked before-- >> Dan: Two years ago. >> --the curve really started taking off. So, help us set the stage a little bit, we're getting towards the end of the event, but you know, tons of day zero things, so many sessions, so many people, there were pre-show events I heard that started like the end of last week, so, it's a small city in this community in so many pieces, and the CNCF helps enable all of it. >> It does, and what's fun for us is just that, the community is out there adopting these technologies and contributing to it and growing, and being able to come together, this is always our biggest event in North America but also in Europe and China. It's just a really nice snapshot of the point of time, in saying, okay, where are things, how many companies are interested in having sponsor booths, how many developers are there, how many track, but, I think maybe my favorite anecdote from Kubecon CloudNativeCon San Diego is that there was a, so we offer, a CFP track, a call for proposals that's extremely competitive, only 12% of the talks get accepted. And then we have a maintainer track, where the different providers can have either an intro, a deep-dive, or both. So the deep dive for the project Helm, which is not even a graduated project yet, I mean, it's very widely used, package manager for Kubernetes, but the deep dive for Helm had more than 1600 people inside their session, which is more than we had at all of attending Kubecon 2015 and 2016 combined. >> So, Dan, one of the words that gets mentioned a lot in this space, and it has lots of different meanings, is "scale". You know, we talk about Kubernetes built for big scale, we're talking about Edge computing which goes to small scale. This event, you look at the ecosystem. There's a thirty foot banner with all of the logos there, you look at the landscape-- >> Dan: They're not that big, either. >> --there are so many logos on there. Actually, I really thought you had an enjoyable yet useful analogy in your opening keynote. You talk about Minecraft. I've got a boy, he plays Xbox, I've seen Minecraft, so when he pulls up the little chart and there's like, you know, all of these little things on the side, my son can tell you how they're used and what you can build with them, I would be completely daunted looking at that, much like many of the people coming to this show, and they look around and they're like, I don't even know where to start. >> And that was fun keynote for me to put together, because I did need to make sure, both on the Minecraft part, that all the formulas were correct, I didn't want anyone... But then I drew the analogy to Kubernetes and how it is based on a set of building blocks, hundreds of them, that have evolved over time, and for that, I actually did some software archeology of reaching out to the people who created the original IPFW, Linux firewall 20 years ago based on PSD and then the evolution since then, made sure that they were comfortable with my description of it. But now, bringing it out to Kubecon, CNCF, we have a lot of projects now, so we're up to 43. When we met in Seattle four years ago, it was 2. And so it's definitely incumbent on CNCF to do a good job, and we can probably do an even better one on trying to draw this trail map, this recommended path through understanding the technologies, deciding on which ones people might want to adopt. >> Yeah, I think that would be really interesting. In fact, the words trail map kind of came up on Twitter, today, I saw. And one of the things that struck me was how the first rule of Kubecon is, well, Kubernetes is not maybe in the center of everything, it's underneath everything, but, like you said, 42 projects in the CNCF, many more projects, open-source projects, of course, from different vendors, from different coalitions, that you can see here on the show floor as well, if not in a session, so, without giving a maybe a CNCF 101, what does the path forward look like in terms of that, the growth of projects within the CNCF umbrella, the prominence of Kubecon, are we headed towards CloudNativeCon? >> Well, we've always been calling it Kubecon CloudNativeCon, and we could reverse the names, but I don't see any particular drive to do that. But I would really emphasize, and give credit to Craig McLuckie and some of the other people who originally set up CNCF, where Google had this technology, if they'd come to the Linux Foundation and said, we want to call it the Kubernetes Foundation, we probably would've said yes to that. But the impact, then, would be that all of these other technologies and approaches would have come in and said, we need to become part of the Kubernetes project, and instead, there was a vision of an ecosystem, and the reality is that Kubernetes is still by far the largest project. I mean, if you look at the total number of contributors, I believe it's approximately the same between Kubernetes and our other 42 projects combined. So, and of course, there's overlap. But in that sense, in some ways, Kubernetes sort of represents the sun, and the other projects are orbiting around it, but from the beginning, the whole idea was to say that we wanted to allow a diversity of different approaches, and CNCF has had this very clear philosophy that we're not king makers, that if you look at our landscape document, where we look at different functions like key management or container run times or databases or others, there can be multiple CNCF hosted projects in each box. And so far at least, that approach seems to be working quite well. >> Yeah, Dan, having been to a number of these, the maturity and progress is obvious. Something we've said is Kubernetes is really table sticks at this point, no matter where I go, there is going to be Kubernetes, and therefore, I've seen it some over the last year or so, but very prominent on this show, we're talking about work loads, we're talking about applications, you know, it's defining and explaining that CloudNative piece of it, and the tough thing is, you know, modern applications and building applications and that AppDev community. So, you know, speak a little bit-- You've got a very diverse audience here, talk about the personas you have to communicate with, and who you're attracting to this. I know they put out lots of metrics as to the surveys and who's coming and who's participating. >> Well, we do, and we'll be publishing those, and I love the fact. I think some people misunderstand in the thinking that Kubecon CloudNativeCon is all infrastructure engineers, and something like a third or more of the attendees are application developers, and so I do think there's this natural move, particularly towards AppDev. The difference is that on the infrastructure side, there's just a really strong consensus about Kubernetes, as you're saying, where on the application development side, it's still very early days. And I mean, if anything, I think really the only area that there is consensus on is that the abstractions that Kubernetes provides are not the ones that we want to have regular application developers at most enterprises working with, that they shouldn't actually need to build their own container and then write the YAML in order to configure it. Brian Liles hit that point nicely with his keynote today around Rails. But so we can agree that what we have isn't the right outcome, we can agree that whatever are the winning solutions are very likely underneath going to be building those containers and writing the YAML. But there are so many different approaches right now, at a high layer on what that right interface is. >> Yeah, I mean, just, one example I have, I had the opportunity to interview Bloomberg for the second time. And a year ago, we had talked very much about the infrastructure, and this year we talked about really, they've built internally that PaaS layer, so that their AppDevs, they might know that there's Kubernetes, but they don't have to interface with that at all. I've had a number of the CNCF end user members participate, maybe, speak to that, the community of end users participating, and end user usage overall. >> Yeah, so when we first met in Seattle four years ago, we had three members of our end user community. We appreciated them joining early, but that was a tough call. But to be up to 124 now, representing almost every industry, all around the world, just a huge number of brand names, has been fantastic. What is interesting is, if you go talk to them, almost all of them are using Kubernetes as the underlying layer for their own internal PaaS, and so the regular developers in their organizations can often just want to type get push, and then have the continuous integration run and the things built and then deployed out and everything. But it's somewhat surprising there hasn't yet been a level of consensus on what that sort of common PaaS, the common set of abstractions on top should be. There's a ton of our members and developers and others are all working to sort of build that winning solution, but I don't have a prediction for you yet. >> And of course, skill interoperability and skill transferability is going to be key in growing this ecosystem, but I thought the stats on you know, the searches you can do on the number of job openings for Kubernetes is incredible. >> Yeah, so on the interoperability, we were very pleased to announce Tuesday that we've now passed 100 certified vendors, and of all the things that CNCF does, probably even including Kubecon, I might say that that certified Kubernetes program is the one that's had the biggest impact. To have implementations from over 100 different organizations that you can take the same workloads and move them across and have the confidence, those APIs will be supported, it's just a huge accomplishment, and in some ways, up there with WiFi or Bluetooth or some of the best interoperability standards. And then you mentioned the job support, which is another-- >> Yeah, I want to transfer engineers too, as well as workloads. >> --area that we're thrilled, and we just launched that, but we now have a couple hundred jobs listed on it and a bunch of people applying, and it's just a perfect example of the kind of ecosystem development that we're thrilled to do, and in particular the fact that we're not charging either the employers or the applicants, so it's jobs.CNCF.io to get access to that. >> Great. Dan, you also mentioned in your keynote, Kubernetes has crossed the chasm. That changes the challenges that you have when you start talking about you know, the early or mid majority environment, so I know you've been flying around the globe, there's not only the three big events, but many small events, talk about how CNCF6 mission helps you know, educate and push, I guess not push, but educate and further innovation. >> Yeah, and just enable. So, one of the other programs we have is the Kubernetes Certified service provider, these are organizations, essentially consulting firms, that have a deep expertise that have had at least three of their engineers pass our certified Kubernetes administrator exam, and it is amazing now that we've passed 100 of those, but they're in over 30 different countries. So we're just thrilled to see businesses all around the world be able to take advantage of that. And I do get to go to a lot of events around the world; we're actually, CNCF is hosting our first ever events in Seoul and in Sydney in two weeks, that I'm quite excited for, and then in February, we're going to be back in India, and we're going to be in Bengaluru, where we had a very successful event in March. We'll be there in February 2020 and then our first one in New Delhi, those are both in the third week of February. And I think it does just speak to the number of people who are really eager for these to soak this up, but one of the cool things about it is we're combining both local experts, half of our speakers are local, half are international, and then we do a beginner track and an advanced track. >> Yeah, Dan, you know, I'd just love a little bit of insight from you as to, there's a little bit of uncontrolled chaos when you talk about open source. Many of the things that we're talking about this year, a year ago, we would've been, oh my gosh, I would've never thought of that. So give us what it's like to be kind of at the eye of the hurricane, if you would. >> A lot of criticism, to be honest. An amazing number of people like to point out the things that we're not quite doing correctly. But you know, the huge challenge for an organization like CNCF, where, we're a non-profit, these events are actually spinning off money that we're then able to reinvest directly into the projects, so doing things like a quarter million dollars for a security audit for Kubernetes that we were able to publish. Or a Jepson testing for NCD, or improving documentation and such. So a big part of it is trying to create those positive feedback loops, and have that, and then another huge part is just, given all the different competing interests and the fact that we literally have every big technology company in the world on our board and then all of the, I mean, hundreds of start ups that tend to be very competitive, it's just really important that we treat organizations similarly. So that all of our platinum members are treated the same, all our gold, all our silver, and then within the projects, that all the graduated projects are treated similarly, incubating, sandbox, and people really notice. I have kids, and it's a little bit there, where they're sort of always believing that the other kid is getting extra attention. >> Yeah, right, you can't be the king maker, if it will, you're letting it out. Look out a little bit, Dan, and you know, we still have more growth to go in the community, obviously the event has room for growth. What do you see looking forward to 2020 and beyond? >> Yeah, I would love to predict some sort of amazing discontinuity where everyone adopts these technologies and then CNCF is not necessary anymore, something like that. But the reality is, I mean, I love that crossing the chasm metaphor, and I do think it's very powerful, and we really do say 2018 was the year that Kubernetes crossed the chasm from the early adopters to the early majority, but I would emphasize the fact that it's only the early majority. We haven't reached in to the entire second half of the curve, the late majority and the laggards. And so there are a ton of organizations here at the event who are just getting up to speed on this and realizing, oh, we really need to invest and start understanding it. And so, I mean, I don't, we also talk about there will be some point of peak Kubecon, just like peak Loyal, and I don't yet see any signs of it being 2019 or 2020, but it's something that we're very cognizant of and working hard to try and ensure that the event remains useful for people and that they're seeing value from it. I mean, there was a real question when we went from one thousand Seattle four years ago to four thousand in Austin three years ago, oh, is this event even still useful, can developers still interact, do you still have conversations, is the hallway track still valuable? And thankfully, I'm able to chat with a lot of the core developers, where this is their fifth North American Kubecon and they're saying, no, I'm still getting value out of it. Now, what we tend to hear from them is, "but I didn't get to go to any sessions," or "I have so many hallway tracks and private meetings and interactions and such," but the great thing there is that we actually get all of these sessions up on YouTube within 48 or 72 hours, and so, people ask me, "oh, there's 18 different tracks, how do I decide which one to go to?" And I always say, "go to the one where you want to interact with the speaker afterwards, or ask a question," because the other ones, you can watch later. But there isn't really a substitute for being here on the ground. >> Well, there's so much content there, Dan, I think if they start watching now, by the time you get to Amsterdam, they'll have dented a little bit. >> I'll give a quick pitch for my favorite Chrome extension, it's called Video Speed Player. And you can speed people up to 120, 125%, get a little bit of that time back. >> Yeah, absolutely, we have at the backend of ours, there is YouTube, so you can adjust the speed and it does help most of the time, and you can back up a few seconds if needed. Dan, look, congratulations, we know you have a tough role, you and the CNCF, we really appreciate the partnership. We love our community, it has had a phenomenal time this week at the show, and look forward to 2020 and beyond. >> I do as well, I really want to thank you for being with us through this whole way, and I think it is just an important part of the ecosystem. >> And I know John Furrier also says thank you and looks forward to seeing you next year. >> Oh, absolutely. >> Dan, thank you so much. John Troyer, I'm Stu Miniman, getting towards the end of our three days, wall-to-wall coverage here in sunny San Diego, California, thanks for watching theCUBE.

from the silicon angle media office in Boston Massachusetts it's the queue now here's your host David on tape hello everyone and welcome to this week's episode of the cube insights powered by ETR you know this past week we attended the Dell technologies Industry Analysts event and in this breaking analysis I want to summarize the key takeaways and discuss some of the macro trends in the industry that are affecting Dell I'll also discuss some of the fundamental assumptions that Dell is making in its operating model and I'll talk about some of the challenges that I see for the company going forward and hopefully what is a frank manner now let me start with the event itself it was held in Austin Texas and it's clear that Austin Texas is becoming the epicenter of Dell post-acquisition of EMC it's shifting strongly back to Texas while the legacy of EMC remains what is the most critical part of Dells portfolio thanks to vmware the energy of Dell emanates from its founder Michael Dell the event was attended by about 250 press and analysts over a two-day period it was very well run with strong levels of executive access which is always very important to the analysts and lots of transparency and I thought clarity of message now the number one takeaway on this is Dell in four years the company has gone from irrelevance to a dominant and highly relevant player in the enterprise tech especially the CIOs and it's one of the most amazing transformations of a company that personally I've ever seen and I've seen several there were four other key takeaways for me that I'll show on this first slide of Alex if you bring it up first Michael Dell has put forth a set of moonshot goals for 2030 let me give you some examples by 2030 Dell says that for every product that they sell they're going to recycle an equivalent product by 2030 50 percent of the global workforce of Dell will be women and 40 percent of the managers of people will be women 25 percent of the u.s. workforce will be either Hispanic or African now most tech stories today are negative and this is a great positive message I'm not gonna spend a lot of time on this because in there's much more that Dell laid out but kudos for Dell to make for making these initiatives a priority you know particularly the women in tech and the diversity in the minorities I think it's excellent the second takeaway is Dell for Dell is the Dell is being driven by Jeff Clark and this guy is on a mission to simplify the portfolio Dell claims its reduced its product portfolio from 88 platforms down to 20 of that power platforms that powers a new brand now the reality is Dell really hasn't deprecated 68 products many if not most are still around but the RMD energy is all going into the new stuff now the third takeaway was a big announcement around power one power one is Dells new platform for the next generation of converged infrastructure now a lot of people might look at this and say well this is converged infrastructure without Cisco well it is actually and while that's true power one according to Dell is a much more of a developer friendly API and micro services based platform with a lot of automation software built in it's essentially going to be Dells go forward platform for customers that don't want to roll their own infrastructure the expectation or inference that that we took away was that power one will integrate most if not all future storage networking and server products Adela's positioning this as a complement to HCI or hyper-converged infrastructure which comprises VX rail VX flex which is the scale i/o and of course the OEM Nutanix so you can see Dell still got some work to do in terms of streamlining its portfolio and here's my lock of the day is that they'll be phasing out the Nutanix OEM relationship you could take that one to the bank now the fourth takeaway was the Dells cloud strategy is really coming into focus is it a winning strategy I honestly can't say at this point but in my view it's the only option that Dell has and and because of VMware they have a fighting chance Dell is in a much better position than other suppliers that that rely on you know Prem install bases because of VMware VMware is not only Dells piggy bank it is but it also gives Dell strategic levers with with CIOs and partners like for instance AWS now later on I'm going to share some ETR data that will give you some context but the bottom line is that the cloud is having an impact on everyone's business including Dells and I mean let me add the Dells cloud strategy in addition to relying on VMware is completely dependent on the assumptions that the world is going to be hybrid which is a good assumption and that multi cloud is going to evolve from what today I've said as a symptom of multi-vendor to a fundamental priority for CIOs again not a bad assumption but because of VMware adele has more than a fighting chance to compete for share now finally that that adele is going to be able to capitalize on the edge personally I think this is the biggest wildcard what I do think is that developers are going to be a crucial part of the edge and at this point in time Dell and VMware are not really top of mine in the developer community now the event involved keynotes from Michael Dell and other execs including including the CFO it was Tom sweet and and many other breakout sessions you know the normal one-on-ones as well now I don't have time to go into all this but there are some things that I want to share about Jeff Clark's presentation specifically he's the person that took over from David David Gordon a couple years ago he's been at Dell for more than 30 years and he was there when I think it was called pcs limited so a long time he's a trusted operational executive of Michael Dell's I'm very impressed with this guy he doesn't use a cheap prompter when he talks and in fact he has some notes but he's got these facts and figures at the in his head that he rattles off like a staccato pace he's an OBS exec and so let me summarize the his discussion now to bring up this slide the the big picture is the data sphere is gonna grow to 175 zettabytes and half of that is going to be created at the edge of that 30% is gonna require real-time processing now he talked about the mandate for simplification and he called this staying the easy button now in QA I asked him like why did it take you guys so long to figure out something so obvious which is kind of a snarky analyst question not his credit he didn't throw his predecessors under the bus rather what he did is he focused on the future and sit he said you know they shared the figures that I stated earlier about you know taking 88 platforms down to 20 and he focused on the priorities of the future so he didn't say it but I'm gonna say it for him he inherited a very messy portfolio and he had to clean up the crime scene me tell let me tell you what a buyer said about EMC back in 2018 this is from the ETR Venn survey when they go out and they probe you know specific customers and they talk to them this guy says NetApp has done a really good job of advertising and positioning itself within the cloud and within data centers themselves they've got a broad portfolio and I don't want to make comments about NetApp but so just I'm not sure I agree with all this but okay come back to his statements and and they've they've integrated fairly well here's what's relevant what he said was EMC on the other hand is not as well integrated they've got a broad portfolio but it's not necessarily - easy easy to pick and choose from the different categories okay so I agree with that you know look the mega launch product dujour worked for EMC it allowed them to carry on for another five or six years after the downturn but the lack of integration eventually caught up to that minute and it will always you know caught up catch up to large companies who rely on either lots of M&A or spinning out new products with lots of overlap anyway I digress the third thing that Clarke talked about was the big market size and the share gains pcs are a 200 billion dollar market servers are an 80 billion dollar market an external storage is a 26 billion dollar market Della's gains 600 basis points according to Clarke in pcs over the last six years 400 came in the last three years 375 basis points in storage in the past two years now of course what he didn't mention that was after a dismal performance a few years earlier so they had a pretty easy compare but my point is this when you talk to Michael Dell you talked to Tom sweet you talked to Jeff Clark and all the people folks in the company share gains are critical to Dells strategy especially because the cloud is taking so much share of wallet in the enterprise I'll make some other comments on that now finally there are two fundamental beliefs that dell has that i want to share with you one is that they can be a consolidator of these core markets in a downturn deltax they can hold their breath you know so to speak longer than the competitors and of course in an up market they think they can accelerate their leverage points which leads to the second belief that jeff clark talked about which is how dell will deliver differentiation and value so he decided four items there one is they got 40,000 direct sellers so they got a big go-to market presence they got 35,000 service professionals a 66 billion-dollar supply chain and then Dell financial services arm which you know forces Dell to carry a lot of debt but that debt throws off cash and it's not really part of Dells core debt from EMC acquisition now others have that too but but Dells got you know big presents there all right so I want to pivot to the ETR data and let's see how Dell looks in the spending survey and since market share is so important to Dell why don't we take a look at how they're doing so Alex this slide that I'm showing here what each er refers to as market share market share is defined by you TR as vendor citations in the survey excluding replacements so customers that are adding spending the same or spending more as spending less divided by the total number of respondents in the survey so it's a measure of how pervasive the vendor is in the data set what I'm showing in this slide is Dells market share and its three most important business lines namely VMware Delhi MC and Adele's laptop business and I'm showing this from the January 17 survey to October 19 now notice the survey sample overall is 960 for respondents and the three brands they show 800 and said six hundred and twenty two and three hundred and two shared ends within that 964 so there's two points one else doing pretty well I mean I'd say it's better than holding serve and as you can see it's steadily gaining now the second point is that look at the net scores here you know they're okay especially for vmware intel's laptop but Dell EMC for instance specifically their server and storage and networking business you know not so much so there's there's a mixed story here so let me make some comments on the macro and things that I've discussed with with ETR and and my narrative on demand overall some things that I've said you shared with you before as we've discussed in past breaking analyses spending is reverting back to pre eighteen levels but it's not falling off a cliff we're seeing fewer adoptions of new tech and more replacements of old tech so combine this with lower levels of spending and more citations overall we're seeing net score go down relative to previous surveys so here's what we think is happening there's less experimentation going on with the digital initiatives which started you know back in 2016 so you're seeing fewer adoptions of new tech as customers are start placing their bets and they're retiring leggy legacy systems that they were keeping on as a hedge and they're narrowing their spend on the new stuff and unplugging the stuff they don't need anymore and they're going at the serious production mode with the pocs so that means overall spending is softer it's not a disaster but it's lower than expected then coming into this year storage is on the back burner in a lot of accounts because of cloud and the big flash injection that I've talked about giving him more Headroom servers are really soft for Dell especially because they have a tough compared with previous with last year PC is actually pretty good all things being considered so where is the spending action well it's in the cloud now q how many vendors tell me that there's a big rebate repatriation trend happening ie people have cloud remorse and they're all moving back on pram not all but many M say it doesn't happen but at the macro-level its noise compared to the spending that's happening in the cloud just do the math all you got to do is look at AWS and Microsoft and what they report and compare it to any enterprise company that relies on on-prem selling I mean I don't want to argue about it you believe what you want but I would much prefer to look at the data so let's do that so here's a slide that shows ETR data on customer spending on the cloud so you got a AWS Azure and Google spenders and how their spending patterns have changed over time for dell emc servers so you got six hundred and thirty six cloud accounts 175 to 200 shared dell emc server accounts over the past three periods and yet net scores of 24% down to 16% so look at the gray bar versus the yellow bar gray is October 18 yellow is October 19 okay you get the picture the next slide is the same view for Dell EMC storage the gray bar is last year yellow bar is this year's survey so look at it 22% down to 5% that's not good so storage is getting hit by cloud and that's going to continue all right so let me conclude with some comments in general overall I like to tell strategy you know honestly without VMware I'm probably not gonna fly to Austin this week just being honest but with VMware Dell is far more important to our community so I pay more attention to it I haven't shared many thoughts on Dells financials but I think they have some upside here as they continue to pay down their debt by the way every five billion of dollars that they retire in debt it drops twenty five cents right to earnings per share Dell throws off a lot of cash it's a very well-run company they got an excellent management team we talked about their share gain lever they'll have a public cloud so they got to make on Prem as simple as possible and ideally is cloud like as they can you know the on-premise experience frankly is well behind that of the cloud but but cloud you know getting less simple and it's not cheap so on Prem in my view doesn't have to be exactly cloud it's just got to be good enough now Dell this week also refreshed its on demand pricing but it's good and it's obviously relevant to cloud not have time to go into all the detail but suffice to say that near-term there on-demand stuff it's it's going to be a small factor in their business but longer-term I think it's going to play in it's particularly to the cloud model Dell is also betting on hybrid and multi cloud they have to and but they're up against several competitors Microsoft is the is really strong in this space Microsoft's also a partner of course but you got IBM and Red Hat Cisco Google sort of and some others but VMware it gives Dell an advantage and that is the key the big hole that I see in Dell I'm going to come back to innovation you know Dell spends billions of dollars on R&D I think it's the numbers 20 billion over the last four years so that's good but you know innovation this industry is being delivered delivered by developers no those are the drivers and and it's they're taking advantage of data applying machine intelligence and cloud for scale and Dell is clearly well positioned for the data trend you know could partner for cloud it can certainly play an AI but what it lacks in my opinion is appeal to the developer community and just as Dell has become relevant to CIOs it needs this a similar type of relevance with the devs and that's a different ballgame so it's hopes are leaning on VMware and is of course its acquisition of pivotal but if I were Dell I would not sit back and wait for pivotal and VMware to figure it out here's what I would do if I were Dell I would deploy at least a thousand engineers they got twenty thousand engineers take a thousand or fifteen hundred them and point them toward developing open source tools and build applications and tools around all these hot emerging trends that we hear about multi-cloud multi cloud management edge all the innovations going on at edge autonomous vehicles etc AI workloads machine intelligence machine learning I would open-source that work and make a big commitment to the developer community big contributions and that would build hooks in from my hardware into these tools to make my hardware run better faster cheaper on these systems I want to thank my friend Peter burrows for forgiving me that idea but I think it's a great idea I think it's radical but it makes sense in this world that is really being driven by developers okay this is Dave Volante signing out from this episode of cube insights powered by ETR thanks for watching we'll see you next time

from the silicon angle media office in Boston Massachusetts it's the queue now here's your host David on tape hi everybody welcome to this breaking analysis in this cube insights powered by ETR I'm Dave Volante and this episode is about data protection you might be saying Dave why are you gonna bore us with the conversation about backup well it's interesting the market is actually quite hot you know over the last 18 to 24 months there's been well over a billion dollars probably 1.3 1.4 billion dollars raised just from companies like rubric Kohi City Dhruva certo and a number of other startups like clew mio is a name you might not have heard of and I'm gonna mention a couple of others so you have the situation where these upstarts particularly rubric and cohesive er really challenging the install based players and they're spending a lot of money on marketing engineering and sales and they're going to market and they're really shaking things up and I want to talk about that dynamic share with you some ETR data and talk about some of the other players like veem who was you know a rocket ship because of the virtualization trend how are they faring in this kind of new market and why is this market gaining so much attention today and what does this mean for incumbents what does it mean for customers who can achieve escape velocity and what are some of the likely outcomes that we see the market is very confused right now if you look at the Gartner Magic Quadrant the and compare that to for instance the Forrester wave del EMC is not even in the Forrester wave the Gartner Magic Quadrant has rubric you know not as a leader and and it's just all over the place and so what I want to do is use some ETR data and some context from the cube to share with you our audience what we are seeing in the marketplace and kind of what it all means so let's get into it Alex if you bring up the first slide I first want to make a statement about the overall storage market the the ETR data set which is incredible doesn't drill down into backup although it does have pure play backup vendors in the data set so I want to start with storage because it's a it's the superset of the data protection market so what this chart shows is the all the sectors and it shows the net scores remember net score is they they ask every every quarter are you spending more you're spending less so he's spending the same they subtract the less from the more and that gives you net score so this is the net score for the three periods of October 18 survey July 19 survey in the October 19 survey and you can see the red line shows you know storage is kind of on the back burner yeah it's up ticking a little bit from previous surveys but it's got a next score of 18 that's crappy I mean it's not really a hot market and I've talked in previous episodes and breaking analysis as to why I really two main factors that I cited cloud guys eating away at the traditional storage array business and flash injected so much capacity and performance into the equation that data center managers are saying hey I don't really need any more storage right now so storage is kind of on the back burner you can see I blew it up here and you can see sort of how it's playing you see the hot sectors are analytics cloud computing container platforms data warehousing is is making a comeback I've talked about snowflake on previous breaking analyses machine learning and AI and new workloads robotic process automation even virtualization these are the hot sectors that are that are driving spending but I will tell you storage ultimately is going to be there it won't be down forever because people are always going to need storage these new workloads are gonna require new storage and obviously backup if you go to the next slide Alex you can see some of the vendors here so we've sort of established ok storage is is right now it's down it's not one of the hottest sectors but you can see there's some companies in here that are pretty hot rubric leads the list with a net score of 53 percent now the shared end might be a little hard for you to read here but the shared end out of the last survey 1,300 respondents from the ETR survey answered what there's you know spending intentions were and then the individuals mentioning specific companies in this case rubric 55 so it's kind of a small shared in you can see pure storage a company that we've talked about previously you know continues to to show strength you know 48.1% down slightly from you know the previous quarters but still really the only clear share gainer in the overall a primary storage market again rubric you can see Nutanix is up on the list veeam is actually quite impressive I'm going to show you some data in a minute that I think will impress you in terms of Eames continued staying power you see vcn on there sis goes on the list God knows why sis goes on the list their storage is not you know perceived as as leading but they do have offerings and Cisco so big people just kind of yeah we're buying from Cisco you see cookie City their little dip this past survey but still very strong again I'll show you some other data there you know etc so you can see that the point is even though storage is down there are a couple of shining stars like rubric like Nutanix pure storage veem Kohi City etc so let's let's dig into that a little bit before I do that I just want to share with you some trends on this slide with regard to the the backup market you know i underscore backup because it's no longer just the backup market its evolving so there's pressure on the overall storage market but but the data protection is actually really hot right now it's it's it's captured a lot of venture capital startups are moving in I'll mention a few that you might not have heard of why well several reasons one is the data explosion continues it's it's it's growing at an exponential rate and it's kind of nonlinear digital transformations are all about how you leverage data and so if you're making your business a data business in a digital business well you better have a way to protect it so things like ransomware are coming into play and people are really concerned obviously about ransomware so so data protection of evolves and expands sort of transcends back up into business continuity cloud and hybrid cloud are some other trends that I'll talk about in more detail that are driving opportunities for what we're traditionally known as backup and really now evolving into sort of these new areas last decade it was about moving from from tape to disc you know tape sucks that was kind of the data domain mantra and they were the hot company of last decade they got you know they did an IPO they reached escape velocity they sold for 2.5 billion you know but today you know the data domain platform that EMC bought and and now is Dell EMC is kind of old school right it's these new guys that are coming after that so so well well data domain pioneer data deduplication and higher performance back up moving to storage today it's a whole new conversation and people have come to the realization that the primary and active storage is only about 20% of the stored data all the all the less hot data I don't want to say inactive stuff it's not cold storage but it's files and objects and copies and replicas and and backups that's 80% of the marketplace today it's in terms of the volume of data not necessarily the spend you know OLTP stuff primary storage is expensive flash arrays expensive but huge opportunity especially in terms of data growth that's where all the data growth is happening all that unstructured data so today the conversation is evolving to data protection data management data assurance particularly with containers so you think about spinning up containers spinning down containers you know dozens hundreds thousands of containers how do you keep track of that stuff how do you protect that how do you assure that your data is not leaking that you're not exposed and so that's a really hot area that you're seeing a number of startups focus on so real focus on recovery becomes much more important for a digital business how fast can I recover security compliance this notion of data sharing CDM on this slide which is stands for copy data management a practice that was really popularized by actifi Oh DevOps really supporting DevOps through a data management platform being able to give live copies or near live copies of data so that you know tests can be tested on you know much more fresh data in that in compressing that cycle time analytics becomes more important I talked about ransomware before well you can look at the the backup corpus and do analytics on that to see if there are anomalies in anomalous behavior just in terms of bad actors coming in so all this stuff joined with cloud and hybrid cloud and is put a bridging the legacy business and it's bringing out a lot of new challengers to the incumbents so let's take a look at some of that data from ETR Alex if you go to the next slide this is the ETR data set on backup vendors so what I've done here is it is pulled out of storage the pure-play data protection folks so I can you know call in backup vendors they hate when they call them backup know we're much more than backup it's where data management now data management means a lot of things to a lot of people but but nonetheless they are expanding and transcending pure backup so so credit to them this is the net score timeline from January 2017 to the latest October survey from enterprise technology research and you can see here I've pulled our rubric cohesively veem CommVault and Veritas and rubric leads as they say with 53% net score followed by Veen 44% so you can see Veeam really hanging tough though he said he just relat relat of lis new to the survey jumped up jumped down a little bit in in this quarter you'll see that you'll see that in the et our data anyone get too freaked out about it I think he said he still got some some tailwind and cementum momentum as does rubric but look at Veen Dean's ascendancy came from really VMware they were the VMware specialists and they were all virtualized and now you know they do bare metal they're doing cloud and multi cloud and and and they backup you know office 365 and and and so that's the SAS platform but look at how well they've held up quite impressive there with Veen made have made a major push into the enterprise kind of pivoted back to SMB but still does a lot of business in the enterprise and you can see them showing up here what's relevant to me is that the the shared end in other words out of the 1,300 and the total survey how many are responding to these vendors rubric 55 relatively small veeam 155 much larger so a bigger install base cohesive 42 kind of just getting started in the ETA dataset CommVault 105 so carve-outs a 700 million dollar company and revenues on a trailing 12-month basis they get about a 2.2 billion dollar market cap they just bought hedvig they're moving toward a SAS model they launched a product called metallic they get a very very large install base you can see their net scores yeah we're there holding relatively well they're smaller obviously they're lower than those top three and then you can see Veritas Veritas is the big whale in the business they kind of mostly almost a pure play software company they do have an appliance but they really are the the leader a leader here and have had a big market they went private they got bought by semantics semantics didn't know what to do with them they fumbled around with it they did a private equity deal you know that was going okay but they had some management turnover a private equity you know squeeze them a little bit even though they made some investments in the platform and so Veritas has you know some challenges they have to serve the install base but at the same time they got to compete with the new guys and all the new guys cohesively and rubric in particular are attacking you know the veritas install base you know certainly CommVault and as well Dell and EMC you can't have a discussion really around leadership and backup and data protection without talking about Delhi and C they're so large so Alex if you go to the next slide you can see the net score for Dell EMC the N here is 348 much much larger than some of the other guys that I just mentioned I'm actually look at Veritas 97 even though I have a large install base so Dell EMC but here's the caveat this is all of Delhi MC storage so not just the pure play back up the previous slide I was showing you pure play data protection vendors this is all of Dell EMC so it includes all their primary stuff all their flash storage all their storage not the other parts of their business not the compute and analytics and other stuff just storage so I'm using this as a proxy okay so this is not Dells data protection business only and so what let me make some comments there and I'll comment on Dell data protection business you can see it came out of the downturn on the past 2009 big optic and Joe toots used to say we're gonna come out stronger we're gonna invest through the downturn we got the cash we're gonna come out stronger that's exactly what happened they came out very strong but then you know cash flow started to get squeezed they expanded their product portfolio it was like product du jour all these mega launches and it just got too confusing for customers Salesforce got confused they got less productive and any an Adele or EMC at the time was really relying on VMware it's the value in Dell and I'm sorry I keep saying Dell value in EMC at the time was really in VMware and you could see that kind of steady decline in the net score and that's what happened to Elliott management came in they squeezed EMC kind of forced him forced her hand and then Dell ended up taking in private let me make some comments about the Dell acquisition and specifically Dell emcs data protection business Dell MC took its eye off the ball in storage generally but specifically in the data protection business it fell behind it wasn't investing fast enough it had some management changes that put Beth Phelan in charge a couple years ago now and her task was okay sure she was tasked with shoring up this business so but they had to get some new products out they had to focus on you know some of the the lower end of the market and then have to refocus on the higher end of the market so they've really begun to get their act together again in in data protection and really refreshing the data domain piece of the portfolio bringing Alomar and data domain to get and becoming much more competitive having said that they lost some ground okay so they've got that same challenge challenges Veritas they've not only got the new guys coming at them with this modern you know data platform they've got to service the existing install basin it's going to manage that cash flow they're now a public company again so a lot of pressure on those guys I want to go back to the to the previous chart Alex if you will and then is the one that shows you know rubric cohesive veem CommVault and and Veritas the the pure plays there's some other dynamics that I want to talk to talk about here HPE exited the software business it's it's its course offer a business it's sold off the Micro Focus and as part of that it's sold off data protector when it did that it opened up a whole new partnership opportunity for these emerging companies particular cohesive and veeam are actually reselling through HPE HP he's got a massive channel and those two companies are doing very well there I said you can't talk about data protection without talking about Dell EMC same thing for IBM you got to talk about IBM IBM is a huge install base and IBM free but Tivoli years ago Frank Moss's company and then they served mainframes and it was this big complicated platform kind of still is and so IBM had to make a move so it it it was getting killed in the marketplace by Veeam in particular so it created spectrum protect Plus and an IBM is really gone after software-defined it's it's it's it's begun to modernize its platform going after containers as I mentioned is a hot area but it's still got that same problem it's got to service the install base and so they're sort of doing that balancing act but it definitely had to you know refresh the portfolio and it's done a good job there with spectrum protect plus a couple of the companies that I haven't mentioned Dhruva is getting into that whole data management space so cohesively and rubric kind of redefining back up into data management theme goes back to the basics really talks about backup in data protection data management as being the future so it's kind of Dee trying to deep position rubric and cohesive as as you know much more in the future and not here today and so they're sort of playing that marketing game and very effectively as you can see by its net scores again Dhruva hopping on the the data management day bandwagon certo kind of a dr replication expert Klum you know is calling BS and all these guys is saying we're going pure sass model and and Klum you know does a sass for pure sass pure software for just AWS small company but it's raised a bunch of dough it's raised about 50 million dollars I think but here's some other names you might not have heard of caste ni o Valero trillion ease guys are going hard after containers and what I referred to earlier as data assurance so the big question is who's going to be able to achieve escape velocity for the for the upstarts who's going to be able to hold serve for the the incumbents let me make a couple of comments on that I think storage eventually is going to bounce back as I say some of those hot emerging workload areas like AI they they're gonna need storage you know analytics is gonna be driving you know the need for these types of things security data surance data protection service storage will theirs don't bet against the data so storage will I think eventually you know bounce back and unlike compute where Intel makes all the margin storage is more like networking where you get really good margins it's a you know 60 Plus percent gross margin business pure storage has almost 70 percent gross margins cloud is the wild card here I predict you're gonna see the cloud vendors begin to dramatically expand you know their their portfolios and you know use beyond just gonna s3 simple object storage okay yeah we got elastic you know a block store EBS from Amazon you know Microsoft has you know the you know similar store just as Google they are gonna double down on storage they're gonna they're gonna look at storage as a bigger opportunity and that is a wild card it could you know continue to pressure the traditional storage guys but look let's face it it's a hybrid world still ton of stuff going on Prem so I think that that the the overall market will bounce back I think data protection as a subset and data management is going to grow faster it has some tailwind I think it's got an expanding Tam and those tail winds are digital data digital business security data assurance this new management capability that I talked about DevOps and contain a protection container platforms as I showed you earlier and the ETR data is one of the hottest areas going and I think you're gonna see some consolidation you saw CommVault bought Hedvig you're gonna see some exits veeam is now talking about doing an IPO it just took in a half a billion dollars in investment so its investors are gonna want an exit so are cohesive ease and rubrics which together have raised almost a billion dollars so you're gonna see some some M&A I think specialists like zero and and Dhruva are probably gonna be B targets I think you're still gonna see Dell become much much more aggressive kind of getting their act together the big incumbents IBM you know Veritas refreshing their portfolio again their challenge is the innovators dilemma so I do think you're gonna see some at least one maybe two the the favorites there would be cohesive near rubric is achieve escape velocity I don't think there's enough room for three to be like blockbuster IPOs that that that can survive long term but I think this data management thing has legs and we're gonna continue to watch it here thanks to you for watching thanks to our friends at ETR for sharing this data is Dave Volante for cube insights powered by ETR we'll see you next time

>>lie from Copenhagen, Denmark. >>It's the >>Q covering Nutanix dot Next 2019. Brought to you by >>Nutanix. Welcome back, everyone to the cubes. Live coverage of Nutanix. Stop! Next here in Copenhagen, Denmark. I'm your host, Rebecca Knight, coasting along side of stew minimum. Of course. We're joined by Regime Mirani. He is the CTO clad platforms at Nutanix. Thank you so much for coming on the Cubans. You need >>to be here as usual. >>So you were up on the main stage talking about your guiding force. Your mission to make enterprise computing so reliable, so ubiquitous that it's invisible. >>You don't think about >>it. You don't even get a little No, I mean, look, >>if you look at any successful technology, consumer technology doesn't need to be aware of the details around it, right? I mean, take cars, even because the first introduced you probably had to understand Rick operate. There was how it all works. Remember for water in the radiator. But most people don't know how to do that today. I wouldn't know how to do that today, even though my Utah actually had to do some of those things. Um, that isn't the point. of the cars or self driving. Now the same thing should happen to computing. And we spend way too much time today just doing things that keep the light. Don't nights on. Just imagine infrastructure patching things up, grading them. I really should be something that not what idea is doing i d should be focusing on the business, delivering applications that their customers need and not so much on managing infrastructure. >>Rajiv, that one click Simplicity is so important, yet we know things are becoming even more complicated. Bring us inside a little bit that you know, you've got 14,000 customers. Guess and there's been a major, basically rewrite of a less to be able to be ready for all of the new ash cloud Native envy me obtained, you know, you name it all of these things. How do you balance getting all of this new stuff up with making sure that you keep that simplicity and don't make things for all of your customers while all the jet engines, uh, you know, >>it takes constant effort. It takes a conscious effort to make sure that things are in drifting away from our goal of being simple and to be frank. At times it has and you know, we periodically to audits off all our work floors. Make sure that as simple as you think they are and haven't drifted over time. And occasionally we do find some rail clunkers and have to go back and fix those things. What >>makes it >>different is that we start with a fairly opinionated view on how things should be done. The idea is to make it simple for 99% of the people, while still offering the all that washed options of one person power users would need them and making sure that we understand what 90% 99% of people need. And focusing on that is very important to a lot of customer focus study sort of design reviews, but also this constant going back and you're taking work feel like we m creation like provisioning of'em. When he started, it was pretty simple right then, as we started adding more and more options eyes, this thing going to use a PC I passed through isn't going to use this option. That option suddenly realized that now they're 30 things that people are feeling into provisional we have, most of which nobody cares I care about. So you go back, read I tte keep doing that again and again and again. >>So rich Eve It's one thing when you talk about living on different servers, whether it be super micro underneath or Delhi Emcee Lenovo H p e. It's >>gonna be a >>little bit different if you're talking about where you're going with H p E Green Lake with, you know, the X in AWS that you talk about when I talk to people, you know, it's like, Oh, I'm trying to use terror form and you know, But I have to write it. One way to work with Amazon. I have to write it another way. If it's, you know, azure G C P S o. You know, will Nutanix be able to keep that simplicity and bring, you know, homogeneity to thes dispersed invite? >>Absolutely. So the point is, watch a layer of abstraction right the way we are going to public cloud away we go every server winter out the way of doing things and sigh all if it starts with the hyper wiser and the story of stock and networking with three layers of abstraction. And if you have the same three components everywhere, everything we built on top of that remains exactly the same. Prison was the same on a P S. On the same. Everything looks the same. So higher level constructs like calm and so on don't have to be aware of what the actual substrate is creating a calm blueprint, whether it works on ZAY on AWS or whether Trump's on SX or whether runs on Nutanix H way. The blue blueprint remains exactly the same. Now, if you want to consume more, service is if you want to consume. So this is an Amazon, which are not available on premises. You want to use things like auto scaling groups in Ec2. Sure, you could then create blueprints that our customers we're putting in the substrate. >>So, in terms of this, you said, you start with a very opinionated place of where the customer is well, First of all, it's based on customer feedback and customer surveys. And so where were are you right now in terms of where the customer is? Are you meeting the customer now, or is the customer ahead or what? Where would you describe that? I think it >>depends on what you're looking at. If you're looking at the core products, absolutely, the customers are with us. They were ready to consume. They actually drive a lot of the innovation that we're doing. We're feeding, feeding back changes that we could be doing to make things even simpler on the private cloud side that's getting there. I think we get a lot off feedback on files on on present pro on com on on Flow because those have started getting a lot of adoption in the market, and we do get a lot of feedback on them on. So our newer products that you started a war being more recently, it's a more collaborative process. There were actually working with customers directly understanding their problems on dhe, moving a roadmap forward based on that. So while it's early in terms off adoption in production, the whole process is very collaborative in those situations. So we really are very close to the customers there. >>What are some of the biggest customer problems right now that they're facing what's what's keeping them up at night and therefore keeping you up at night? >>Security is always a big one. Complexity, people skills. All those things are big problems. In fact, one of the biggest things like that was just training enough people to handle all the complexity in a data set. Is the Morrigan removed from that? The more they don't have to focus on that, the easier you make their lives. The other thing is just a lot of time to spend on routine activities which, which acquired disruption to service is right. This is something we've talked about before. Why does it Why does it require a legacy three tier system to have maintenance windows and downtime to do an upgrade? Google our has downtime. Google is never down for maintenance. Doesn't mean they're not already there waiting all the time. So how do we bring that same kind of capabilities on premises that's gonna focus our long power? >>So, Rajiv, when I'm talking to users out there, when they talk about all of the items that are out there that they need to deal with and the routine task automation is something keeps, you know, coming up. So tell us where automation fits into some of the new things that you were talking about today in this week with your customer? >>Yeah, automation >>for us. Waking automation in three steps anything that's automatic better be safe. First of all, safety is paramount. Started security. It has to be simple, and we talked about how calm provides for that. And then you can start adding in this new wave off technologies around artificial intelligence and machine learning. And it's not so much about automation right now. It's all gone to me. It's it's autonomous operations, not just scripts. That due to a task on dhe, that's >>an area >>we invested in very heavily early on with our prison pro product way, build our own patented or thumbs for machine learning applied them to operational metrics like capacity planning. And what if modeling and dynamic alerts and what we've been doing with that is extending that more into the application layer so that not only can you apply these algorithms to CP when memory, we can actually get insights into Hey, the Leighton see on this particular application looks somewhat unusual, or the amount of cash available on a sequel server is unusually low and act on those, and the other part is acting on on alert. Something happens. There's a human being need to get in wall to solve for that. And if it does, then well, it's not really automatic. Right? So that's the other part that we introduce, which is a cross for a product which lets you define these action chains that automatically, uh, what about to be triggered when Annie went on alert takes place, they can go ahead and fix the problem. But also, you know, simple things like send your slack notification or an email locked. They went, maybe create a snapshot of your wee am so that you could go back and be back problems later. All that sort of thing made really, really simple. >>Yes, it goes back to the simplicity and the invisibility to this. >>Yes, yes. Uh, autonomous data centers, by definition, have to be invisible, right? If if if If you're to get involved in marriage and autonomous Data center, then what's the plane? It's a point. Exactly. So the whole idea is that, uh, human involvement in day to day operations against solo that everybody's focused on applications on line of business use cases. >>Rajiv, when it when it comes to those applications. You know, you talked about some of the new enhancements like envy me on and obtain, You know, Where are your customers today? You know, Are there any interesting applications that you're seeing them deploying today? Ah, Pattern. I've talked about the last couple of years of the Nutanix show, is modernized the platform and then modernized the absolute top of it. Things like container ization. I'm sure to bell curve in a journey where all the customers But you know, what are some of the patterns that air starting emergen where they finding success? >>Yeah, This >>whole wave off new applications around data pipelines with Kafka spark things like that Apache stack effectively which are putting more more off load on storage in particular. So that's that's one area. We see customers looking for more performance. But >>even, >>you know, some of the traditional ah traditional uh, applications like ASAP Hana and epic and meditate expanse. They also have patterns which can benefit greatly with some of that wants wants that we have been making and gets a technical issue. No, The size of the working said with it all fits and car and on sst was spitting on magnetic drives. But something like we've been doing is moving the overheads. If you do have a miss and you go to slow a media, you still get good performance. And that's really how we're getting good to the new. >>Well, yeah, maybe without getting, you know, we don't need to go drill down into the core of the intel chip everything. But you know, Nutanix doesn't just take off the shelf stuff and, you know, put a box together. It's software, and there's work that happens with your partners in the ecosystem. Give us a little flavor as toe. You know where you're making the investments and where some of those partnerships and integrations or a key? >>Yeah, So on the platform side, Ah, a lot of the investments happen in validation of the platforms, making sure that we're ahead of the curve in adopting technologies but also feeding back from our side things we would like to see in the platform. Right? So how do you adapt things like R d m A. To handle not just the traditional work with the happy converge workload? How do you essentially look for things in this new class? of memories that would benefit from data locality for us. So that's one class off partnership that we have the hardware vendors with GHB, with Intel, with the IBM, a whole bunch of people. But >>then >>we also have partnerships up the stock these days with companies like service. Now, with we for backup for for our mind product. I think you saw a little bit of that today. It's a whole bunch of things happening across all areas. >>One of the things that it really comes across at this conference is just how strong Nutanix culture is. The company culture, the humble, honest, hungry and another word that's creeping in now is resilient. I'm wondering if you could talk a little bit about your division of the company and describe how the company's resilience, the employees and the company itself has really displayed itself. >>So, you know, as it any company you know, Any time you go through the kind of growth we have, there's the forward momentum that everybody sees. They also a lot of setbacks that people don't really see, and they've been a whole bunch of us off these in our history. They've been areas where literally. The product has has a floor which is so fundamental we call it internally a near death experience. What's really great until again, from an engineering point of yours, how the teams come together at that point instead of these war rooms, even working weekends, Everybody's there. Everybody's on it and nobody talks about. Hey, look, where's my work? Life? Balance of things like that, especially when they're the customer in world. If there's if there's a problem that's causing customers outages, our engineers will give up everything. They'll give up everything and not just at work with their lives to make sure that gets fixed. And that has helped us get Basti setbacks get back in stride. Happens last Now. It used to happen a lot earlier, but spill this real culture resilience from the big *** in the early engineers. >>All right, Rajiv, what's exciting? You going forward? You know you don't have to touch on this one. But you know, when I saw at the end, the site clusters and hibernate feature was something that was like, Oh, yeah. I don't think I've seen that as to how I could make sure I save my data be ableto, you know, Shut things down. Maybe start there. But give us You know what a little bit. Look forward as to where the team's playing. >>Now, that's kind of, >>you know, thinking that detail thing that you have to do. What, you want to launch a new product, right? Okay, look, the whole point of doing doings, I clusters on Amazon. One of the biggest use cases. This cloud bursting cloud busting is not just about increasing your workload size, scaling it up at some point, you want to scale it down? How do you do that for state for work? Stateless. It's easy. All I'm registering Web servers over that sort of my way, they're gone. But our database that I scaled out over there well, that data can't go away. So we had to find ways to essentially solve for those from. So that's how the hibernate feature came around in general, The bigger question that you asked about, You know what I'm most excited about? I >>think this >>whole convergence of private and public cloud with same stack on both sides is a new new tank. It really hasn't existed before. Um, the father applications can now move back and forth seamlessly between public cloud and private cloud without rewriting without re factoring without a big lift and shift is very, very interesting. But by itself, it's not enough. Um, the flip that's missing is what about data movement? What about if you have your data and Amazon and I want to move it on premises? That there really are no good solutions of the Amazon doesn't give you a P eyes on dhe the tools to do that. So I think data movement's gonna be a big thing. And then Billy, a common service's tack on board because it's not just networking, storage in and compute anymore, right? If you're an Amazon, you're probably using all kinds off. Networking service is security groups. Ah, Route 53. How do you take those kind of service is and also make them available on premises. >>So, Rajiv, is there anything you've learned as a team when you look at AWS outposts or Oracle clouded customer, we've had a few years of talking about, but not a lot of deployments yet, so, you know, not saying you're late to the market, but you know what would have been able to sit back and learn from what has been done so far. >>So the >>reason we >>a little bit late to the market is that we think of solving a problem which the other windows are not, Which is kind of what I alluded to before that is that how do you support both the legacy applications on the cloud Net Cloud applications? How do you provide for migration both ways? Applications of a born in the cloud and now you want to move them on premises or applications of a born on premises and you want to move them to the Cloud Outpost is great. I think it's a good good product of technologies that AWS are thinks that hybrid is the right strategy, but it's also one problem. It's also the problem off cloud applications running on premises it does not solve for the problem of legacy applications running and cloud right, that is just a cz difficult as ever. That's that's not become any easier without force. Similarly, if you look at what we are very swing with AWS, it's also legacy applications going going to AWS. But in doing so, they don't have access to all the different networking services that AWS offers because you're not running and a sex, and you're kind of running a different networking start tonight. So with well, thought long and hard about this problem. And I said, Hey, look, we're not going to take the easy answer over here. You can take Take our stock, which is known to run both legacy and cloud native applications. If probe in that on Internet natively into Amazon so that you can use Amazon service is you can use our service is you can a legacy. Applications can run more than applications without giving up. Anything on that, I think is why signal this longer? But I think it's a more powerful solution for the long term. >>Thank you so much for coming on the Cube. It's always a pleasure having you on my back and see us again. Thanks. I'm Rebecca Knight for stew. Minutemen stay more of the cubes. Live coverage of dot Next Nutanix here in Copenhagen,

>> from Austin, Texas. It's Theo Cube, covering your storage. Accelerate 2019. Brought to you by pure storage. >> Hey, welcome back to the cubes. Coverage day to appear. Storage your accelerate 2019. I'm Lisa Martin Day. Volante is my co host, and we're very pleased to welcome for the first time to the Cube. Kathy Southwark. This C I O at pure Cathy. Welcome. Thank you. Glad to be here. You have a great story. This is not only your fear. Your first your accelerate. You been at the company less than a year. You were not only a pure customer before, but in a completely different industry. So your first your accelerate. Here we are in Delhi Technologies backyard. Give us your perspective on appears business from your previous customer role. >> Yes. So I spent. I've been here just under a year, she said, and I spent the almost 22 years 18 t and coming into a company. It's completely different. Different size company, different size technology issues. Everything we do is looks very different. But there's a lot of similarities that, you know, you're trying to as any company trying to innovate and trying to stay on the cutting edge and you're trying to make sure you have the right teams in place and all that, so it's a lot of fun. It's great to see the energy and the excitement here, so that's been a lot of fun to come in and to see orange everywhere painted or so it's been a lot of fun coming on >> and you're complying with your orders. >> I got the memo. I said, You know, it's hard because orange is not one of my better colors toe where but no happy toe, happy to wear orange and proud to be part of such a company who's really looking at? How do we take care of the customer? >> Right. So you were sold on pure as a customer when you were with age and T. What was it about the technology that when you were in that prayer roll that really differentiated it from its competition? It was really >> interesting. I was sharing folks earlier today that here was very different, smaller company coming into a very large organization. We started working with them back in 18 t in 2013 so they were a very small company, very early on, but they were so bullish they had this completely different attitude about storage. And it wasn't really necessarily about this storage. It's about what we're gonna do to help you change your business. So for us, you know, I really looked at when you're in a very large company, you tend to not look so much at the particular like storage or computer or what you're really looking at, How many enabling my business and with the limited dollars that you have. And resource is etcetera, you're always trying to balance and prioritize. So for us when they came in, they made this proposition and said, Hey, we can show you this in two weeks and it'll, um And you know, when you're also big enterprise, you don't have time. Thio look a technology for weeks and months on end and then have to test it. And so we brought pure end. They they were tested out the products within two weeks, and we saw more than what we're expecting. And I think that was what changed for us is it wasn't just about we could do, you know, compression. We could do the deed if we could do. It was that all of a sudden was all these other capabilities been planned for So it really was. It was pretty pretty dramatic for us because we hadn't seen other providers to come in with a story that sounded different and not just the technology. Like I'm gonna save you a dollar. It's about now I'm going to enable your business to do something different faster. And we saw it firsthand. >> I was the role of C i o at a technology company. Different from you were in a c i o N a t. But you you had kind of an engineering roll. If I think it's a solution Engineering, how is the role different in terms of how you spend your time and what you care about? >> Yeah. So, you know, in 18 t, the CEOs were focused on the application delivery sites of specific applications at pure and so an 82. My role is centered around all the infrastructure for I t. As well as our network engineering. So what we did for the Service Writer network coming into pure, you have, you know, the whole spectrum. But we're a different kind of company. and that really 10 years old. Our technical debt looks very different. We use a lot of sass products, so we use a lot of hosted solutions from our partners and providers, and we do someone premise well. But it's a very different kind of landscape, so the opportunity is you don't have as much technical debt. You also have the ability to to try things because you are smaller and you can try things much quicker and be able to say, Well, this working isn't good enough and not have to have maybe things as gold plated. As you know, a regulated telecom would have versus a product technology product company that it's trying to be very agile to produce things and change for their customers. >> So essentially you were. I'll call you the C i o of of infrastructure at AT and T with infrastructure that had to support, like you said, highly regulated in a very diverse I'm sure application portfolio. Extremely there. Thousands of systems, probably >> thousands of applications and very complex business models. They, you know, they're ah, it's not a one. So the interesting is 80. >> She's >> not a one entity business, you know they've got their media business. They've got there mobility business. We've got their wireline business. So when you have people often think of 18 t as a company, But there's actually it's a very complex business model supporting multiple products. So it's just that those air, you know, multi $1,000,000,000 product portfolios versus coming into pure where you know we're still, you know, 1,000,000,000 have company building and growing our product portfolio. >> So what's your technology strategy of pure and how are you enabling business outcomes for the company? >> That's a great, great question. So, you know, really, a business strategy here has been that I t has to really evolve and scale differently than it had in the past. The organization before was really centered around Some of the end user capabilities wasn't as centered around business outcomes, and we've taken on a different role. So as I've come on to the organization, our opportunity and our challenge is that we now have different responsibilities, were taking on things like, How do we want to think about data across the enterprise, not just within each individual domain, and so as a start up company, you often are very focused on your R and D investments in your sales and marketing investments, and you do a lot of things to get it done. And that means that individual teams will do work. But you tend to not think about what the full life cycle is of, you know, of something that you're working on. So for our opportunity now this is take a step back, be able to look across and say it worked great for that period of time. Now we have the opportunity to rethink how we want to think about the customer experience from the time product is developed all the way through and, you know, a quote to a customer through its life cycle through delivery and then the support for that customer >> so so technology, the support that sort of workflow >> the ecosystem instead of within individual areas. And so that's really there are focuses. How do we help our business to become even faster? How do we get more focused on the customer from ah whole ecosystem? And that we think about the customer from the whole ecosystem instead of each individual area? >> Sounds like that horizontal view that Charlie Giancarlo talks about you know, with storage being so vertical in the past and cures wanting to revolutionize that and make that horizontal, ensuring that any type of business, whether we're talking about yours, business or ah retailer or our airline, every function in an organization has access to share. That data exactly struck business value to lower costs to find new revenue streams, new routes to market, et cetera. >> And we're no different as a business. We need to do those same things to make sure that we can. We can deliver those for business, so that's a big part of a lot of >> times we'll talk to C. I ose that technology companies and their large established technology companies that I think Cisco S A P. They've been around a long time. They have a lot of technical debt. They look a lot like your customers, frankly, many of your customers yours ever. But my question is a lot of these c I ose that I've just mentioned, sort of generically there come wine tasters, right? You know, they used to be dog food or his drink your own champagne, but But they they are like the first line of defense verse beta customer, and they give feedback to the product groups. Do you play that role as well? >> Way do we not probably to the extent, because we're a smaller company. So we tend Thio, as with our product announcements we've made will go out to a wide set of our customers, you know? So I think we had 16 1 of the bait is that was just done. What we do with an I T. Is because we have a smaller footprint just the size we do have flash ray with a flash blade with you do use pure one. We do it Maur of ah, from how would a a smaller customer look at it, Think about it and use it. And so that's tends to be the I'll say, the lens that we look through. I think that the role I've played coming in is the bringing a perspective from a larger enterprise on how does a larger enterprise an I t. Think about it and it's again. It's not just your helping me with storage. You're actually helping me to solve a business problem. So there's s oh, there's some other and some of the leaders that we've brought in. They also come from outside industry. Some have used pure, some have not, and so have that different kind of lens of what you know we would expect to see from our product seems, but they're also extremely open. Thio. What do you think? What is I t thinking about how you were thinking about these product ideas? What what's the input from I T. So there's a lot of what we're very small from a nightie organization. I think that the two way communication is what it's gonna you know, what will help, >> what are some of the innovations? And I know you've only had a short tenure there, but one of the things I read in the Q two earnings but that we're just released last month in August was seven. That new customers added per business safer pierce of 450 or so, plus customers at it in that quarter but also a 50% increase in multimillion dollar deals. So, enterprise, any innovations that you can share since you've been on board that your team has helped cure, understood to be able to go after those large enterprise multimillion dollar deals directly. >> Well, certainly from, um, you know, from a you know, a personal understanding of the product and what here could do it scale is, you know, I certainly have that perspective to share with our customers and bringing that confidence and credibility that, you know, if you are looking at a large enterprise customer in the opportunity, they have a lot of questions about. So how exactly did 18 t do it? It's not like they run a few arrays. They run hundreds and hundreds of rays and hundreds and hundreds of petabytes. So there's It's not like it's a proof of concept or a pilot. And it's been years of doing upgrades, non disruptive Lee over the years, with all the pure upgrades that have come into play. So I can certainly bring that to the table with helping the customers to get it, you know, a little bit of confidence, but also just an understanding about how pure is approaching it with these other large customers. So and as you've talked to other customers, there's there's enough customers out there that are, you know, very, >> very eager to >> share because they're so excited about what it's done for their business. We've >> heard. Sorry, David, I was going to say on the customer front we've, what 6600 plus customers pure now has in its 1st 10 years. And the customers we've spoken to the last two days, Dave and I have noticed that a common theme is they're talking about their overall experience with the technology. They're not talking about boxes and array names, and all these specifics are talking about how they are able to one customer from, ah, legal firm, I think in Florida didn't even do a PC had appear. That was a pure customer. And from that piers advice. I got it right on board and was really talking about the experience and all of the things to your point on the business side that they're able to to influence with the technology, not talking about speeds and feeds and arrange drives and things like that. So it's very, very different conversation. >> It's S O. It's interesting because and the role that I had, I had the teams that did the architecture, planning, design and through implementation. So the operation teams one of the most unique things I've said I share with customers is when you are in a technology and you're in a large enterprise, you tend to have a challenge with introducing new technology because you don't want more technical debt. It doesn't matter what you just don't want more technical debt. So typically your operation teams are >> doing a little >> bit of pushback on you. No, no, we don't need something new. No, we don't need unless they're having significant outages or incidents that they're trying to solve for what I found. And even to this day, there is some of the folks there actually around the floor here. The folks that were in operations, they were literally coming and saying, We want more pure And so when you're in a technology organisation that typically doesn't happen. It's S o it wasn't And it wasn't like we want more of like you said the array, it was we just want we don't wanna have to worry about. And I just took a reduction of my head count. So I want I find you have to take on more data and I am. You take on more support for the business. I don't have to worry about it. And so to have that. That's a very different. And we had the same experience of their application team saying, Hey, I just got lower latents. So they didn't actually know why. They just knew that when I was trying to do my work on the application side, working within a database, all the sudden I had all this improvement and, um and so what? We allowed them to sit. Okay, well, we'll give you more capabilities, more future functionality. And that doesn't happen. Before, those were things were like, really like operations and application teams are gonna work as a team together. Very different. I'm experience. >> So if I were a pure sales rep, I would say, >> Kathy, can you come tell my customers my prospect that >> story to the sales reps have access to your calendar? How much of your time? How much time you spend, you know, sales folks wanting you to tell stories like I got >> so the I have no the company that long. So I have I have spent a fair amount of my time talking to customers. But, you know, we also have a lot of work with an I t. And so are you know it's there just is incentive to have me work with an i. T. Because I can understand what we need to do to help our field as well. And that's one of our objectives is what are we gonna do an I t. To make it that much easier and better for not just our sales teams but the manufacturing teams. The support teams are hardware, teams, all the teams that takes a deliver. And so, you know, in fairness, I have joked with some that have stopped me and said, Hey, we need to I said, Remember, we also want to deliver for you so that to make your jobs easier So there's a balance >> that it's different. A technology company writes kind of encouraged that the C I. O goes out and evangelize is >> Yeah, it's actually a lot of fun. I, uh I I do joke that when I go out to talkto the other CEOs, I mean, they're my people there, too. I know it's It's the challenges that we have to deal with. The you know, you're dealing with the technology, those very specific items, then you're dealing with that. How do we help my business and then you're dealing with. I want to make sure I'm doing the right things for people development and all those so and you have a lens across the entire enterprise. So it's not like you're just looking at sales or you're just looking at ops for your You're kind of looking at everything to say, Well, how do I help all the teams to be that much better? Because the better we are, you know, be cliche. You know, collectively, that just got is gonna enable pure toe to do more fun. >> So what's on the minds of your peers in these days? >> You know, I feel so fortunate to be in the Bay Area, and there are amazing CEOs that get together, talk very openly, share strategies, actually eagerly and openly reach out to say, How can I help you? Um, and that's I think that's a unique as part of the CIA, a community that there's this willingness to say, Look, we're all in this together from a technology perspective. I mean, look, we all want to do well for our companies, but you're also trying to figure out how to make technology team stronger and you know it's a lot of the the same issues. It's how do I change the focus of and the perception of where I t fits into a business that it's not just a back office? It's not these systems, but it's actually becoming a very strategic, you know, Enabler, advisor, participant Helping to help, you know, can provide input. You can be that one of the first you know, Betas for your company if you're in a technology area and that's a change. There's a lot of companies who have always fascinated where it's like if you're a product and you have an I T. You're selling to those people, so pitch to them. If you can't sell to them, you're not gonna be successful. So I think it's just changing, evolving. You know some of those relationships and and that's a big deal and and you know, that's from the how you run your organization. There's that, you know, how do we make sure that the technologies were were all investing in our somewhat future proof and that they can evolve with us, not become inhibitors or, you know, box you into something that you can't kind of navigate through >> well, actually deliver on future proof. It's one of those marketing terms that is used by so many organizations delivering whatever kind of product. Same is with simple and seamless says We talk about this all the time. We did hear from customers wherever Green is concerned. You know, I said, non disruptive is how much of that goes from a marketing to reality and consistently heard about Piers ability to deliver their. But it's interesting and it's a refreshing, I think, to hear that you've experienced the changing role of the CEO to be collaborative versus he knows a lot of competition. And in tech, that's a refreshing The deer And I have an idea for you since you're so you're in such a habit to D'oh, it's good. What? You're gonna like this. I have an idea. Hash tag. Help Cathy Scale. Give them this video. Just so many pure customers all across the globe. >> Thank you. I will do that. I would. That's great advice. >> That's it. Easy to d'oh! D'oh! Well, Cathy's been great having you on the Cube. Thank you for sharing your perspective as there newish. See Io and how you went from here customer to running their i t. And congratulations on being part of the next decade of pure success. Thank you. Thank you for having our pleasure for day. Volante. I'm Lisa Martin. You're watching the Cube.