>> Narrator: From around the globe, it's theCUBE with digital coverage of Dell Technologies World Digital Experience brought to you by Dell Technologies. >> Hi welcome back everybody, Jeff Frick here with theCUBE coming to you from our Palo Alto studios, with our ongoing coverage of the Dell Technology World 2020, the digital experience, we can't be together this year, but we can still get together this way. And we're excited for our very next segment, really talking about one of the big leverage points that the Dell VMware relationship can result in, so we're excited. Joining us our next guest is Guy Bartram, he is the Director of Product Marketing for Cloud Director, for VMware. Guy great to see you, where are you coming in from? >> Thanks for having me on Jeff. >> Where are you coming in from today? (Guy chuckles) >> So this yeah, this London for me, this is from London. >> Excellent, great to see you. >> In the UK. >> And also joining us, Doug Lieberman, he is the Global Solutions Director for Dell Technology, Doug, great to see you, where are you coming in from today? >> Well, thanks for having me, I'm calling in from just outside of Philadelphia, Pennsylvania in the United States. >> Excellent, love Philly's lived there for a couple of years and man, there's some terrific food in that part of the world, I tell yah. So let's get into--- >> You say--- >> Are you Pat's or Geno's. >> Actually I'll eat either one but I think I prefer Pat. >> Okay buddy, I used to get one of each and eat half and half and piss people off that were the purest, but that's a difference--- >> That's the right way to do it. (Jeff and Guy laughs) >> Right, so let's get into it, you know, before we turned on the cameras, you guys were talking about this exciting announcement that you've been working on for a really long time. So before we get kind of into the depths and the importance, why don't we just go ahead and tell us, what is the big announcement that we're sharing today? Go to you Guy. >> And so VMware and Dell really have worked together and we both have partner programs that are focused on service providers, Cloud Service providers, and systems integrators and strategic outsourcers. And what we've done is work together to build a solution that is really targeted towards them in the cloud arena, so taking our cloud capabilities and solutions and optimizing it for cloud providers and doing that through what we call, leveraging our Dell Technologies Cloud Platform and putting VMware Cloud Director on top of that. >> So that's pretty amazing, and really, to you Guy, what does that enable Cloud Service providers to do that they couldn't do so well before? >> It brings a whole lot of benefits to a Cloud Service provider, I mean, for cloud providers, historically they've had to have infrastructure services that've been, you know, quite heavy for them to build, taken a long time to get the market, and really had a high burn and operational costs and this solution VMware Cloud Director on Dell Technologies Cloud Platform is going to bring them the multitenancy aspects of cloud director and all of the speed and efficiencies in application and infrastructure delivery to enable them to address the common need now around hybrid cloud management and hybrid cloud operations. >> And you talked about before, I'm sorry, go ahead, Doug. >> No, I was saying, you know, I think that the big key piece is that, there're special requirements that cloud providers really need from their infrastructure, from their cloud, that makes it special to their business model, and what this aims to do, is to provide those capabilities in a easily consumable and rapid implementation format so that they can get to revenue faster and they can get to higher level services faster. >> It's funny, you talked about getting to revenue faster, back in the day I worked at Intel and Craig Barrett was famous for TTM. TTM, everyone used to think it was time to market bringing a new product to market, and he said, no, no, no, it's time to money, right, how fast can you get operational, so that you can basically get this thing to start generating revenue, I always think of that when you look at seven 37 sitting at a gate, you know, how do you get it operational? So Doug, what were some of those special challenges that they have in their market and how are you helping them solve them? >> So it's a great question, Jeff, as we work with service providers all over the world, they've given us a consistent message, that the days of the value in their service being, how they build the underlying cloud and how they do that orchestration automation are really behind us, right, they're expecting today, an end to end capability delivered as sort of an appliance for that underlying infrastructure for the cloud components, so that they can focus on the higher level services and the things that provide more value and more margin for them, and so, you know, the as a service offerings that run on top of the underlying cloud. And so what this joint solution does is really provide a validated design so that they can redirect their engineering resources from figuring out how to make that base cloud work in a service provider format, with multitenancy, chargeback, showback, portals, et cetera, and get that up and running faster and not have to worry about how to automate all that themselves, so they can focus their engineering efforts on those higher level services that provide greater value to their bottom line, to be honest, >> Great, that's great, and Guy, I want to go back to you, you know, the Cloud Service providers probably don't get as much of publicity as you know, we hear all the time about the big public Cloud Providers, you know, the big three or four or however you want to count them and we hear a lot about data centers and staff migrating between those two, we don't hear a lot of conversation in kind of the hybrid or the multicloud discussion about the role of the smaller Cloud Service providers. So I wonder if you can share a little bit about how they play in the market, you know why this is a really important segment for everyone's, you know, kind of architecture and ability to deliver applications. >> That's great common, I mean, one of the things we tend to call on our partners internally is the fall of mega cloud, that you know you really haven't heard of, there's 4,000 partners in our partner program and all of them are providing very valuable cloud services. They provide cloud services they've in all areas of cloud, so this could be into Azure, Google, AWS or in their own data centers, and many of them have come from infrastructure rich environments or what we call asset heavy environments and delivering services in these environments. The recent kind of drive to cloud adoption and digital transformation has meant that there's been a growing demand for Cloud Service providers to deliver valuable managed services and professional services to help customer do that digital transformation and really help the customer identify, where their customer's workloads, would be best apt and running. And, you know, cloud providers specialize in delivering these services like Doug was saying, they're looking at that higher value and they brought a lot of skills and capability in those areas. >> That's great, 'cause it's really good to keep in mind they pay a really important role in this whole thing. And Doug I want to go back to you in terms of working together with VMware in the solution space, right, so it's one thing to talk about a relationship between two companies, it's one thing to see Michael Dell and Pat Gelsinger on stage together, it's a whole nother deal to get together and put in the investment in these joint solutions. So I wonder if you could share a little bit more color on not only today's announcement, but what this really means for you guys going forward and more importantly, your customers, and ultimately your customer's customers. >> Absolutely, so Dell and VMware are both committed to really driving the success of our Cloud Provider partners all over the world, and to do that, we recognize that there's an additional level of capabilities that we need to bring together and jointly do that. And so we agreed to work together to go build a series of capabilities that are really targeted at going beyond just the basic HCI market and the basic cloud market and extending that for capabilities that are targeted specifically and built specifically for our service providers. And so this solution that we're announcing today is the first step on a journey, but we both committed to and made investments in, continuing that and adding more and more capabilities as we move forward and really addressing that very specific market. And working with our Cloud Service provider partners to figure out what is the next step, what do they need from us, at the end of the day, we're looking to jointly help them be more successful and accelerate their time to market and their go to market capabilities. >> Right, that's great, and Guy back to you, you actually had some numbers, some IDC numbers that you can share in terms of some of the real measurable benefits of this. >> That's right Jeff, yeah, we have, IDC did a recent analysis for us with about 12 partners interviewed across the globe, and some of the results that came back were pretty astounding actually, this pay-for is available on our VCE product page on vmware.com. But just as kind of summarize, you know, we talk about getting to revenue faster, they found that on average service providers were able to onboard customers, i.e migrate them, into their cloud environment around 72% faster, 57% faster delivery of new services and we all know that, you know, portfolio and construction of services takes a long time, but you get business units to buy in to give it support services, so 57% faster delivery of services is incredible. And then, you know, obviously getting to revenue 32% more revenue from VCD services than without VCD and 51% overall more growth with VCD from things like more efficient operations, which are also marked at like 31%. So, you know, significant advantages to having Cloud Director bringing those economies of scale, bringing that capability to migrate from a customer premise into service providers cloud, and then obviously be able to utilize multiple larger clouds across multiple regions. >> That's great, and Doug, I wonder if you could share, are there some specific applications that are driving this more than others, is there any particular kind of subset of the solutions that you can highlight where you're getting the most demand and where you see kind of the both short term opportunity as well as mid and longterm opportunity? >> A great question, I think it really evolves around a couple of different aspects. So one is from a pure security standpoint and things like data sovereignty, we're seeing an increased demand for the service providers that are our partners, as in the ecosystem of cloud, there will always be a role for the hyperscaler clouds as well as the role of these independent Cloud Service providers that are at the next tier down, both for the data sovereignty issues, things like GDPR, but as well as kind of that personal feel, that personal touch and specialty in applications, some of the specific areas we're seeing are things like business process management capabilities, database as a service, VDI as a service, but even more critically things like cyber recovery and backup as a service we're seeing, especially in the current situation that we're in, really an uptick in the cyber attacks and the ransomware, et cetera, and so solutions such as our cyber recovery are critical in those capabilities and those higher level services tied into and integrated with an overall service provider framework are key. And so in the area that we're really seeing uptake are really the business critical mission functions that enterprises are looking to run in a trusted partner's data center, and that's what we're seeing, where we're a lot of traction for this Dell Technologies Cloud Platform, combining VCD and VCF together to give you all those features and enterprise reliability. >> Right, and I didn't ask you Guy kind of the partnership question about having the opportunity to put your capability, you know, on the Dell Cloud Platform, opens up a whole new set of field resources, a whole new set of technical resources, you know, a whole different resources, not that VMware's short on resources by any stretch of the imagination, but it's certainly an additive, you know, kind of one plus one makes three opportunity. >> Yeah, I mean, it's great to be doing this and we've actually already been doing this on a couple of other initiatives, so from my perspective, I, you know, I manage Cloud Director Portfolio and we've already integrated Dell, Data Domain Dell, Avamar backup solutions, Data Protection Suite, into VCD as self service and we've already put in quite a bit of work, working together with Dell on that, as we go forward we're going to be putting more work into supporting VCD on the Dell Technologies Cloud Platform and integrating more services from Dell and from other vendors into the solution as well. So all we want to really provide is the capability for service provider to have the easy to consume hardware model, easy to consume subscription software model, with our program, and then the extensibility of services over and above just the infrastructure layer. So looking at things like object storage, and as Doug said, data protection, migration services, container cluster services, there's a myriad of services that VCD provides today out the box, and then there's the a whole extensibility framework, which we use when we work with partners, like we've done with Dell to deliver things like data protection. >> Yeah, I want to go back to you Doug, in terms of kind of a higher level, this whole transition to as a service, you've been in the business for a long time, you've been in the solutions a long time, but, you know, switching everything to as a service, as often as we can, and as frequently as we can, and as broadly across portfolio is really a terrific response to what the customers now, are looking for. So I'm wondering if you share some color on, you know, this philosophy of trying to get to, as a service, as much as you can, across the broadest solution set as you can. >> Yeah and if you look over the last decade, and decade and a half, there has been this increasing trend to moving to as a service offerings and the public clouds really drove a large part of that, than in tier two service providers around the globe. The key piece especially in the current business model, then going forward is how do you optimize, your CapEx versus OPEX and how do you really leverage the IT infrastructure to the maximum extent possible, based upon current business conditions, and that means the ability to grow and train and the ability to only consume what you need. In the past, when we had traditional data centers, you basically built for the worst case, and so the worst case was you had, an accounting run that happened at the end of the month that required a lot of processing power, then you built to that and that's what you use, and for the rest of the month, it really mostly idle. The cloud model really gives you the ability to A, improve their, or only use what you need and consume when you want to use it, but also adds in really shifting the responsibility for the management and the operations into someone, people who are experts in that area, so that again, you as a business can focus on your mission critical aspects of what you do whether that's developing a drug, building cars, making pizza, whatever it is, really as a service model enables your business to drive their core competency and not have to worry about the IT infrastructure that other people can do more efficiently and with better value than you could do it internally. And all that drive to that as a service model with the additional financial models that really aligned to the business paradigm that really companies are looking for. >> As you're saying that I'm thinking, wow, remember those days when our worst case scenario, was running a big batch load at the end of the month or the end of the quarter, and that would be re-missed, right, we are 2020, we're spread out all over the country and the world on both sides of the Atlantics. If I didn't say something about, you know, kind of the COVID impacts in terms of this accelerate, 'cause we hear it all the time in social media, right, who's driving your digital transformation, is it the CEO, the CIO, of COVID, and we've moved from this kind of light switch moment and then merged to, hey, this is an ongoing thing, and you know, kind of the new normal, is the new normal. And it's really shifted, a lot of people are talking about, you know, kind of shifts in the cloud infrastructure, the direction of the traffic, right, from going now from East to West and it's North to South, 'cause it's going to everybody's home. I wonder, I'll go back to you Guy, in terms of, the response that you've heard from some of your customers, in a response to, you know, kind of A, let's put a stop gap in early March that was interesting, and critical, and done, but now, kind of looking forward as to, you know, kind of a redistribution of workloads and architecture and users and I think Doug talked about security. How are you seeing any kind of ongoing effects and how is this impacting, you know, kind of you go to market and what you guys are bringing to market. >> Yeah, we're definitely seeing a lot of change in the way that service providers are trying to address this now. At the start of COVID, it was really a struggle, I think, for everyone to get the resources that they required to keep customers up from running, a lot of people started re-examining their disaster recovery contingency planning, and realizing that actually, what has happened in the last couple of years is, you know, workloads have exploded, a lot of patient workloads have completely gone through the roof and container workloads have grown drastically, and what's happened is the contingency plans behind all this stuff haven't changed and they just simply can't keep up the dynamic nature of the way we're doing business. Quite simply put technology is outpacing our weight, our ability to deal with that, so, you know, service providers need to provide a platform solution that enables them to be able to orchestrate at scale and enables them to orchestrate securely at scale, and really that means they've got to move away from this is hardware analog and move into virtual resourcing, cloud resource pooling elasticity, and particularly hypothesy. I know VMware we talk a lot about hybrid solutions and multicloud, but it's a reality when you look at where customers are today in their cloud journey, most of them have a footprint in their premise, have a footprint in a cloud provider premise and have multiple footprints in public cloud environments, so they need to have that consistent security model across that, they need to have data contingency and backup solutions, and someone needs to be in that to manage that, and that's where the service providers come in. They need to move away from the kind of infrastructure day to day operations that they were doing before and scale it out to now application protection and application development environments. >> Right, so Doug, I'm going to give you the last word as we wrap up this segment, you know, it's easy for us and pundits and people to write about multicloud and hybrid cloud and all these concepts, you guys actually have to make it work on the ground with real customers and real workloads. So I wonder if you could just kind of, you know, share your perspective, you've been working on this Dell Cloud Platform, you know, kind of how you see this evolving over time, and again, kind of what gets you up in the morning as you look forward as to what this journey is going to be over the next six months, one year, two year, three years down the road. >> Brought a lot of functionality capabilities to the world, right, the ability to consume things as you need them, the ability to really rely on a combined set of clouds and multicloud, and if you look at any enterprise that by any estimate, any company of any size, it's probably got 12, 15 clouds that contain their multicloud between using hyperscalers, tier two service providers, as well as cloud based services like Salesforce.com or Office 365, and you combine all those together and what that provides is a lot of flexibility, a lot of functionality, but also an extreme amount of complexity. And that complexity is really where Dell Technologies Cloud and Dell Technologies Cloud Platform is looking to help and to reduce that complexity, 'cause ultimately a successful enterprise is going to leverage the best from multiple clouds across multiple different implementations in order to provide the end to end IT experience that they need for both their external facing and internal IT operations. And with Dell Technologies Cloud Platform and working with our service providers, what we aim to do is to simplify the implementation of those multiple clouds and how they work together and make it as seamless as possible to shift workloads where they need to be, see your entire virtual enterprise IT environment, no matter where it's running, and to really optimize on your business to understand how you're using cloud, where you're using cloud, and how those clouds work together. And so the integration of all the different features with VMware and Dell bring together that end to end capability to significantly simplify the multicloud experience, and then ultimately our service provider partners, can help you on that journey to provide that management and orchestration across those different clouds and the data transformation, the digital transformation necessary in order to drive success. >> That's great, well, thank you Doug, for putting a nice big bow on it, and congratulations to you both for getting this release out, I know there's a lot of hard work and effort behind it, so it's always kind of good to finally get to expose it to the real world, so thanks for taking a few minutes with us. >> Great, thank you for having us. >> Absolutely. >> Yeah thanks Jeff, thank you. >> All right, he's Guy, he's Doug, I'm Jeff, you're watching theCUBE's continuous coverage of Dell Technologies World 2020, the digital experience. Thanks for watching, we'll see you next time. (soft upbeat music)

(upbeat music) >> Hey everyone, Lisa Martin here with you on theCUBE Live from Mobile World Congress '23 in Barcelona. We're having a great day at the show. We hope you are too. I've got two guests here with me next. We're going to be talking about telco's 5G, all that exciting stuff. Please welcome Jason Inskeep, the AVP 5G, and Private 5G Center of Excellence at AT&T Business. And Doug Lieberman is here as well. Senior Director, Global Solutions Co-Creation Services at Dell Technologies. Guys, it's great to have you on the show, live from the show floor, talk to me about what's going on, how are you? >> Hey, thanks for having us on. It's a great show, I'm happy to be back here this year and really looking forward to the conversations that are going on and really continuing these partnerships that Dell has with companies like AT&T to truly drive the realities and the benefits of 5G. >> Absolutely, Doug, talk to me a little bit. You have an interesting title, Director of Global Solutions Co-Creation Services at Dell. Tell me a little bit about your role, what you're responsible for, and then Jason we'll have you do the same. >> Yeah, thanks for bringing that up. So, I have a very interesting role and a very exciting role at Dell because we have a unique organization that I run globally whose job it is, is to work with telcos to co-create services for enterprise and jointly go to market with those. So that basically take the combined power of AT&T and Dell and bring that to enterprise customers and other telcos so that enterprises can realize the value of, and truly leverage and harness the capabilities of 5G for private mobility and Mac and IOT and connected devices. >> Jason, let's bring you into the conversation now. You have an interesting title as well. You're with the 5G Center of Excellence at AT&T. Talk a little bit about your role and that COE. >> Yeah, thanks for having me again as well. The role with my team at AT&T is we're on the cutting edge. We're sitting in between our customers and our product houses that are working with folks at Dell, really helping putting our products together in the space of 5G. A lot of open opportunities here, a lot of things changing really fast. So my teams are off as well as putting this stuff in customers production sites it's also taking and capturing that information, working with my internal partners, both on the technology side, on the product side, and partners like Dell who are coming in helping us enabling those products and services that we can take and scale out through the different opportunities that we're seeing in this space. >> Let's double click on that partner angle, Jason, will stay with you. The 5G revolution, it's here, we are all excited about it. There's so much potential that will come from that. Let's talk about the AT&T/Dell partnership. How are you guys working together to deliver 5G globally? Jason, we'll start with you and then Doug will go to you. >> Yeah, at the core of it, when we started looking at 5G and seeing the changes that were happening, one of the biggest changes is it became software defined. So, the way we could deploy the hardware with the software becomes a whole new conversation. And what we saw coming out of that is it's not going to be a single winner and loser to really execute the way it's necessary for the experiences of tomorrow. It has to be an ecosystem that comes together. Dell creates a great opportunity for us from the hardware perspective to move those services around, to scale those services ultimately to all kinds of site types up to cities right down to small offices. And those different form factors that they bring with the software and the network pieces that we're adding on top of it help to streamline the flows and processes and really gets to that next generation that we see happening, which is this converged architecture. This meeting of network and application, creating a whole new skillset along with products. So we're at the very top we've got Dell/AT&T, at a partner level, it gets at a granular level too. The users and the developers underneath are starting to change as well, so very interesting dichotomy happening right now. >> Right, Doug, what's through Dell's lens? Tell us a little bit about the partnership and how you're working together to deliver 5G and really unlock its potential globally. >> Yeah, thank you, I'd love to bonus off of what Jason was saying, for Dell, what we look at is through the lens of an enterprise. An enterprise needs to execute their business function, their outcome, their mission that they need to operate. And so therefore they have workloads that they need to run. And 5G is an enabler for that technology, and there's lots of other enablers but the key piece is how can they get their business work done better, faster, cheaper, more efficiently, more securely? And the combination of AT&T and Dell truly is a combination that brings in a partnership that brings together a full breadth of those capabilities, with understanding what those enterprise workloads are and how they work and how an enterprise would leverage these capabilities. And then bonus on top of that and merge together with that the capabilities of AT&T. And when you look at 5G, there's a lot of people that talk about 5G being the enterprise G. And a lot of that is because of things that Jason mentioned. As we move to a disaggregated stack where you have software-defined aspects of it, and the ability in the underlying definition of what 5G in the specifications to allow much more customization. It means that enterprises now cannot just take connectivity as it is and use it however it comes but actually work with a telco and work with Dell to customize that connectivity in a way that better meets their requirements. Whether that be with slicing or private mobility or roaming between private and the public network and things like profiles and being able to have different views of how different users and devices connect to that network are all key in truly harnessing the power of that connectivity to have always on, always connected, always integrated systems from the edge, the core, to the cloud. >> Always on, always connected. That's what we all expect these days. Wherever we are in the world, whatever we're trying to do. But to be able to take advantage of all that 5G offers for all of us, telcos have to create infrastructures that can support it, let's double click guys on the infrastructure that Dell and AT&T have put in place to enable this. Jason, I want to get your perspective first and then Doug will go to you. >> Yeah, I mean, it's foundational, the things that we're trying to do and build out here and there's a lot of complexity in it now that we didn't have before because of the flexibility in it. It's one of those things like the good news in software is you can do whatever you want. The bad news in software is you can do whatever you want. Once you have that foundation there though in terms of infrastructure, which for us is really air to glass. Fiber through the spectrum on top. But underneath of that, we have the servers, we have that infrastructure where those fibers come together where that air meets the radios and so forth. And we've got to have that great foundation. So working with Dell and getting those spaces built together preps the area as needed so that there's additional place now for compute and scale at that new converged meet-me point. And that's going to be the opportunity that we're trying to think about really to get that foundation in a way that maximizes capacity and maximizes control for the customers and enterprises in particular. And more importantly, maximizes the time horizon. Because if you're putting in a foundation like this, you're not looking at two to three years. You're trying to skate beyond, skate where the puck is going, look at five, 10 years out, set that foundation. And that's what we're trying to look at with Dell. What can our network do already? Where can we push it? In return, they're going to build their solutions to help maximize that potential. >> From an infrastructure perspective, Doug, I want to understand really where Dell is really shining there but also what are some of the differentiators that Dell brings to this foundational infrastructure that to your point, is built for scale? >> Yeah, so it really all comes down to as we start to see this transition that's been happening for years, but it's accelerating because of always-connected devices and everything connected and the great proliferation of data at the edge. As we move assets from the data center and out to the edge we introduce new challenges that have to be overcome. You have things like security, automation, infrastructure cost, maintenance, day-one operations, day-two operations, all of these things are new complexities which enterprises want to enable their workloads, enable the outcomes that they want to generate. But they need to make sure that they're not taking a step backwards when it comes to things like regulations. In Europe, you've got GDPR, and in the US you've got different security regulations. No one wants to be the next front page headline about their company being attacked and having a ransomware attack. And so as we spread out these assets, what Dell is here to do is to work with AT&T and enable enterprises to effectively build their virtual enterprise around the world where those assets, whether they're at the edge or the core or in the cloud, are all managed with the same profiles and the same security features and the same automation that they have in a core data center. So my ability to deploy an edge cloud so that I can leverage AT&T's network and have end-user devices do things like gaming or connect to video services or get directed retail advertising to you are not basically introducing new vectors for security vulnerabilities into that network. And so Dell has worked really hard and is a leader in the industry in providing automation and lower cost of ownership and security for those solutions. So it's not just about putting a server out there but it's about putting an infrastructure and a cloud that is connected by AT&T's backbone and to a central core of automation management and orchestration capabilities so that I can leverage those assets securely and efficiently. >> That security element that you bring up, Doug, is so incredibly critical. We talk about it at every event, we talk about it every day. We've seen such dramatic changes in the threat landscape in the last couple of years with covid and things like that. So that security element isn't trivial, it's essential for every type of enterprise regardless of where they are. I want to talk a little bit now about best practices. And Doug, go back to you, looking at what AT&T is achieving, the 5G COE, what you're doing with Dell. From your lens and your experiences, what are some of the best practices for telcos deploying secured network and connectivity at the edge? >> Yeah, well, I think the first one is that automation and that orchestration, right? The answer is that you cannot have snowflakes at every single ag point. You need to make sure that those infrastructures are consistent and compliant with the integrations and with the policies that have been set across the network. The second thing is that you want to make sure that the connectivity is monitored and metered and managed so that we know whether, for example that endpoint is there and it's not there, if it goes offline. And ensuring the end-user experience is consistent throughout. And so what we are seeing is that it's really important that we provide an implementation where the enterprise can get a consistent and a predictable outcome for what they're trying to accomplish. What they don't want to do, what enterprises hate and is really bad for them is when they provide an inconsistent or inappropriate results to their users, to their customer base. So if your website goes offline or you're a gaming platform, if people can't get to your game you're going to lose customers, you're going to lose business you're going to have people lose faith in your network. And so our partnership with AT&T and with other telcos is about ensuring that we have all those aspects covered, day zero, day one, and day two, as well as the security aspects. And that back haul is an essential piece of that because as we get more and more devices and more and more edge devices set up, there's more sprawl. And so the complexity goes up substantially, but what really wins is when you can take that complexity and use it to your advantage and be able to manage and deploy those systems as though they were all within your virtual enterprise. >> Using complexity to your advantage. That's an interesting one, Doug, that you're bringing up. Jason, I want to know, what does that mean for you and how is AT&T leveraging complexity to its advantage for its customers all over the globe? >> You know, first thing is if you're thinking about, we're a network company we're not just a 5G company, so we're wireline, we're wireless, we're global in terms of the amount of fiber we have in the ground, the amount of in the US, domestic sailor deployments, our investments in FirstNet, is our first responder network here in the US. So we have a big portfolio inclusive of IOT. That is a global brand as well. That, if you look at it through the outside lens, that's super complex, all over the planet. So when we're talking to our customers now in this new world, which is very much, "Hey, you can do these things on your own." We go back and the bigger, obviously have the products, and the network and the tech but now that customers can take advantage of it and take things that Dell have rolled out, they need that new new age expertise. You also got the Dell expertise of building these platforms from maybe a software level, from an orchestration level, those kind of things. And at the edge that's creating a new type of person and a new type of workflow, a new type of way to respond and work. So that combination of those two is going to be that new skillset. It's in small pockets now, it's growing in how that looks because it's a little combination of both the app developer and the network developer, that's coming together. Our footprint and in terms of what we provide in there is not just 5G, it's 5G, it's fiber, it's all of those pieces together. And that's what's going to super enable that experience that Doug talked about when you're thinking about gaming or transportation, it's not just the network performance, it's the roundtrip, so we're really trying to focus on that and educate our customers in that way with the expertise that we bring over years and years of building these things. >> And if I could just jump in there. I'd like to just emphasize something Jason just said. When we look at workloads at the edge, very rarely are those workloads uniquely just an edge workload, there are components. The example I like to use is video surveillance. If you are a big box store and you have video surveillance inside your store, there is a set of workloads and outcomes you need for immediate response at that edge. You want to know if there's a safety hazard, if there is a theft or those things. Those things need to be processed real time in the store before the thief leaves the store. But then there's a set of connectivity as well where you want to process that data up in the cloud to get long-term analytics and data off of that information. What's my average store density on a Thursday afternoon in November when it's 20 degrees out. Because that would drive how many employees I have, how much inventory I carry, et cetera. And that combination is a factor that drives all the different aspects of AT&T's network. We need the connectivity in the store for the practicability and the spectrum for the cameras that talk to a central server. We need the high-speed backup and throughput in order to provide cyber recovery as well as point-of-sales services so that they can do credit card transactions flawlessly, which is using a lot of wireline services for AT&T. And together with their cloud and their other capabilities, an enterprise needs all those different aspects to work, both the edge, the core and the cloud coming together to form an outcome from one piece of input. So that one piece of input, that video stream is used in multiple different ways and because of that, that network that AT&T brings can support the end-to-end outcome and use cases for that implementation, as an example. >> That end-to-end roundtrip that you guys talked about is essential for every type of enterprise. A lot of great work that Dell and AT&T are doing together to really enable enterprises to really capitalize on all that the new technology that 5G has the potential to deliver. So I got to wrap things up, Jason, with you. From a business-customer perspective, what's next for AT&T? What can those business customers expect? >> Just continued to scaling because you're looking at a space that's evolving rapidly. It's evolving rapidly, there's a lot of opportunity. You look at the private wireless space in particular, it's nascent, but growing rapidly with the customers having their ability to do this on their own. So for us, and really where we're starting to think now is we're seeing the things move from POC, starting to move to production, customers are starting to think about what's next. For us, we're trying to skate ahead of that knowing how we built our own networks, knowing how we engaged in our own partnerships like with Dell and trying to bring that expertise back to the customer, because it isn't cookie cutter anymore. There's a lot of flexibility and each input creates a different output. So it's up to us to at least help them balance that. Define what I like to affectionately call, "Find their Goldilocks." What is that just right for them? >> Great point, Jason, it is no longer a cookie cutter. Cookie cutter isn't going to cut it. Jason, Doug, thank you so much for joining me on theCUBE today from Mobile World Congress in Barcelona. We appreciate thank you all of your insights. Sounds like some great work that AT&T and Dell are doing together. Enterprises have a lot to look forward to. Thank you again for your time. >> Thank you very much, >> Thank you. >> Looking forward to seeing you at the show. >> I'm Lisa Martin from theCUBE at Mobile World Congress '23 in Barcelona. Thanks for watching. (upbeat music)