(upbeat music) >> Hey everyone. Welcome back to "The Cube"'s live coverage of "Women in Data Science 2023". As every year we are here live at Stanford University, profiling some amazing women and men in the fields of data science. I have my co-host for this segment is Hannah Freitag. Hannah is from Stanford's Data Journalism program, really interesting, check it out. We're very pleased to welcome our first guest of the day fresh from the keynote stage, Gayatree Ganu, the VP of Data Science at Meta. Gayatree, It's great to have you on the program. >> Likewise, Thank you for having me. >> So you have a PhD in Computer Science. You shared some really cool stuff. Everyone knows Facebook, everyone uses it. I think my mom might be one of the biggest users (Gayatree laughs) and she's probably watching right now. People don't realize there's so much data behind that and data that drives decisions that we engage with. But talk to me a little bit about you first, PhD in Computer Science, were you always, were you like a STEM kid? Little Gayatree, little STEM, >> Yeah, I was a STEM kid. I grew up in Mumbai, India. My parents are actually pharmacists, so they were not like math or stats or anything like that, but I was always a STEM kid. I don't know, I think it, I think I was in sixth grade when we got our first personal computer and I obviously used it as a Pacman playing machine. >> Oh, that's okay. (all laugh) >> But I was so good at, and I, I honestly believe I think being good at games kind of got me more familiar and comfortable with computers. Yeah. I think I always liked computers, I, yeah. >> And so now you lead, I'm looking at my notes here, the Engagement Ecosystem and Monetization Data Science teams at Facebook, Meta. Talk about those, what are the missions of those teams and how does it impact the everyday user? >> Yeah, so the engagement is basically users coming back to our platform more, there's, no better way for users to tell us that they are finding value on the things that we are doing on Facebook, Instagram, WhatsApp, all the other products than coming back to our platform more. So the Engagement Ecosystem team is looking at trends, looking at where there are needs, looking at how users are changing their behaviors, and you know, helping build strategy for the long term, using that data knowledge. Monetization is very different. You know, obviously the top, top apex goal is have a sustainable business so that we can continue building products for our users. And so, but you know, I said this in my keynote today, it's not about making money, our mission statement is not, you know, maximize as much money as you can make. It's about building a meaningful connection between businesses, customers, users, and, you know especially in these last two or three funky, post-pandemic years, it's been such a big, an important thing to do for small businesses all over all, all around the world for users to find like goods and services and products that they care about and that they can connect to. So, you know, there is truly an connection between my engagement world and the monetization world. And you know, it's not very clear always till you go in to, like, you peel the layers. Everything we do in the ads world is also always first with users as our, you know, guiding principle. >> Yeah, you mentioned how you supported especially small businesses also during the pandemic. You touched a bit upon it in the keynote speech. Can you tell our audience what were like special or certain specific programs you implemented to support especially small businesses during these times? >> Yeah, so there are 200 million businesses on our platform. A lot of them small businesses, 10 million of them run ads. So there is a large number of like businesses on our platform who, you know use the power of social media to connect to the customers that matter to them, to like you, you know use the free products that we built. In the post-pandemic years, we built a lot of stuff very quickly when Covid first hit for business to get the word out, right? Like, they had to announce when special shopping hours existed for at-risk populations, or when certain goods and services were available versus not. We had grants, there's $100 million grant that we gave out to small businesses. Users could show sort of, you know show their support with a bunch of campaigns that we ran, and of course we continue running ads. Our ads are very effective, I guess, and, you know getting a very reliable connection with from the customer to the business. And so, you know, we've run all these studies. We support, I talked about two examples today. One of them is the largest black-owned, woman black-owned wine company, and how they needed to move to an online program and, you know, we gave them a grant, and supported them through their ads campaign and, you know, they saw 60% lift in purchases, or something like that. So, a lot of good stories, small stories, you know, on a scale of 200 million, that really sort of made me feel proud about the work we do. And you know, now more than ever before, I think people can connect so directly with businesses. You can WhatsApp them, I come from India, every business is on WhatsApp. And you can, you know, WhatsApp them, you can send them Facebook messages, and you can build this like direct connection with things that matter to you. >> We have this expectation that we can be connected anywhere. I was just at Mobile World Congress for MWC last week, where, obviously talking about connectivity. We want to be able to do any transaction, whether it's post on Facebook or call an Uber, or watch on Netflix if you're on the road, we expect that we're going to be connected. >> Yeah. >> And what we, I think a lot of us don't realize I mean, those of us in tech do, but how much data science is a facilitator of all of those interactions. >> Yeah! >> As we, Gayatree, as we talk about, like, any business, whether it is the black women-owned wine business, >> Yeah. >> great business, or a a grocer or a car dealer, everybody has to become data-driven. >> Yes. >> Because the consumer has the expectation. >> Yes. >> Talk about data science as a facilitator of just pretty much everything we are doing and conducting in our daily lives. >> Yeah, I think that's a great question. I think data science as a field wasn't really defined like maybe 15 years ago, right? So this is all in our lifetimes that we are seeing this. Even in data science today, People come from so many different backgrounds and bring their own expertise here. And I think we, you know, this conference, all of us get to define what that means and how we can bring data to do good in the world. Everything you do, as you said, there is a lot of data. Facebook has a lot of data, Meta has a lot of data, and how do we responsibly use this data? How do we use this data to make sure that we're, you know representing all diversity? You know, minorities? Like machine learning algorithms don't do well with small data, they do well with big data, but the small data matters. And how do you like, you know, bring that into algorithms? Yeah, so everything we do at Meta is very, very data-driven. I feel proud about that, to be honest, because while data gets a bad rap sometimes, having no data and making decisions in the blind is just the absolute worst thing you can do. And so, you know, we, the job as a data scientist at Facebook is to make sure that we use this data, use this responsibly, make sure that we are representing every aspect of the, you know, 3 billion users who come to our platform. Yeah, data serves all the products that we build here. >> The responsibility factor is, is huge. You know, we can't talk about AI without talking about ethics. One of the things that I was talking with Hannah and our other co-host, Tracy, about during our opening is something I just learned over the weekend. And that is that the CTO of ChatGPT is a woman. (Gayatree laughs) I didn't know that. And I thought, why isn't she getting more awareness? There's a lot of conversations with their CEO. >> Yeah. >> Everyone's using it, playing around with it. I actually asked it yesterday, "What's hot in Data Science?" (all laugh) I was like, should I have asked that to let itself in, what's hot? (Gayatree laughs) But it, I thought that was phenomenal, and we need to be talking about this more. >> Yeah. >> This is something that they're likening to the launch of the iPhone, which has transformed our lives. >> I know, it is. >> ChatGPT, and its chief technologist is a female, how great is that? >> And I don't know whether you, I don't know the stats around this, but I think CTO is even less, it's even more rare to have a woman there, like you have women CEOs because I mean, we are building upon years and years of women not choosing technical fields and not choosing STEM, and it's going to take some time, but yeah, yeah, she's a woman. Isn't it amazing? It's wonderful. >> Yes, there was a great, there's a great "Fast Company" article on her that I was looking at yesterday and I just thought, we need to do what we can to help spread, Mira Murati is her name, because what she's doing is, one of the biggest technological breakthroughs we may ever see in our lifetime. It gives me goosebumps just thinking about it. (Gayatree laughs) I also wanted to share some stats, oh, sorry, go ahead, Hannah. >> Yeah, I was going to follow up on the thing that you mentioned that we had many years with like not enough women choosing a career path in STEM and that we have to overcome this trend. What are some, like what is some advice you have like as the Vice-President Data Science? Like what can we do to make this feel more, you know, approachable and >> Yeah. >> accessible for women? >> Yeah, I, there's so much that we have done already and you know, want to continue, keep doing. Of course conferences like these were, you know and I think there are high school students here there are students from my Alma Mater's undergrad year. It's amazing to like get all these women together to get them to see what success could look like. >> Yeah. >> What being a woman leader in this space could look like. So that's, you know, that's one, at Meta I lead recruiting at Meta and we've done a bunch to sort of open up the thinking around data science and technical jobs for women. Simple things like what you write in your job description. I don't know whether you know this, or this is a story you've heard before, when you see, when you have a job description and there are like 10 things that you need to, you know be good at to apply to this job, a woman sees those 10 and says, okay, I don't meet the qualifications of one of them and she doesn't apply. And a man sees one that he meets the qualifications to and he applies. And so, you know, there's small things you can do, and just how you write your job description, what goals you set for diversity and inclusion for your own organization. We have goals, Facebook's always been pretty up there in like, you know, speaking out for diversity and Sheryl Sandberg has been our Chief Business Officer for a very long time and she's been, like, amazing at like pushing from more women. So yeah, every step of the way, I think, we made a lot of progress, to be honest. I do think women choose STEM fields a lot more than they did. When I did my Computer Science I was often one of one or two women in the Computer Science class. It takes some time to, for it to percolate all the way to like having more CTOs and CEOs, >> Yeah. >> but it's going to happen in our lifetime, and you know, three of us know this, women are going to rule the world, and it (laughs) >> Drop the mic, girl! >> And it's going to happen in our lifetime, so I'm excited about it. >> And we have responsibility in helping make that happen. You know, I'm curious, you were in STEM, you talked about Computer Science, being one of the only females. One of the things that the nadb.org data from 2022 showed, some good numbers, the number of women in technical roles is now 27.6%, I believe, so up from 25, it's up in '22, which is good, more hiring of women. >> Yeah. >> One of the biggest challenges is attrition. What keeps you motivated? >> Yeah. >> To stay what, where you are doing what you're doing, managing a family and helping to drive these experiences at Facebook that we all expect are just going to happen? >> Yeah, two things come to mind. It does take a village. You do need people around you. You know, I'm grateful for my husband. You talked about managing a family, I did the very Indian thing and my parents live with us, and they help take care of the kids. >> Right! (laughs) >> (laughs) My kids are young, six and four, and I definitely needed help over the last few years. It takes mentors, it takes other people that you look up to, who've gone through all of those same challenges and can, you know, advise you to sort of continue working in the field. I remember when my kid was born when he was six months old, I was considering quitting. And my husband's like, to be a good role model for your children, you need to continue working. Like, just being a mother is not enough. And so, you know, so that's one. You know, the village that you build around you your supporters, your mentors who keep encouraging you. Sheryl Sandberg said this to me in my second month at Facebook. She said that women drop out of technical fields, they become managers, they become sort of administrative more, in their nature of their work, and her advice was, "Don't do that, Don't stop the technical". And I think that's the other thing I'd say to a lot of women. Technical stuff is hard, but you know, keeping up with that and keeping sort of on top of it actually does help you in the long run. And it's definitely helped me in my career at Facebook. >> I think one of the things, and Hannah and I and Tracy talked about this in the open, and I think you'll agree with us, is the whole saying of you can't be what you can't see, and I like to way, "Well, you can be what you can see". That visibility, the great thing that WiDS did, of having you on the stage as a speaker this morning so people can understand, everyone, like I said, everyone knows Meta, >> Yeah. >> everyone uses Facebook. And so it's important to bring that connection, >> Yeah. >> of how data is driving the experiences, the fact that it's User First, but we need to be able to see women in positions, >> Yes. >> like you, especially with Sheryl stepping down moving on to something else, or people that are like YouTube influencers, that have no idea that the head of YouTube for a very long time, Susan Wojcicki is a woman. >> (laughs) Yes. Who pioneered streaming, and I mean how often do you are you on YouTube every day? >> Yep, every day. >> But we have to be able to see and and raise the profile of these women and learn from them and be inspired, >> Absolutely. >> to keep going and going. I like what I do, I'm making a difference here. >> Yeah, yeah, absolutely. >> And I can be the, the sponsor or the mentor for somebody down the road. >> Absolutely. >> Yeah, and then referring back to what we talked in the beginning, show that data science is so diverse and it doesn't mean if you're like in IT, you're like sitting in your dark room, >> Right. (laughs) >> coding all day, but you know, >> (laughs) Right! >> to show the different facets of this job and >> Right! >> make this appealing to women, >> Yeah. for sure. >> And I said this in my keynote too, you know, one of the things that helped me most is complimenting the data and the techniques and the algorithms with how you work with people, and you know, empathy and alignment building and leadership, strategic thinking. And I think honestly, I think women do a lot of this stuff really well. We know how to work with people and so, you know, I've seen this at Meta for sure, like, you know, all of these skills soft skills, as we call them, go a long way, and like, you know, doing the right things and having a lasting impact. And like I said, women are going to rule the world, you know, in our lifetimes. (laughs) >> Oh, I can't, I can't wait to see that happen. There's some interesting female candidates that are already throwing their hats in the ring for the next presidential election. >> Yes. >> So we'll have to see where that goes. But some of the things that are so interesting to me, here we are in California and Palo Alto, technically Stanford is its own zip code, I believe. And we're in California, we're freaking out because we've gotten so much rain, it's absolutely unprecedented. We need it, we had a massive drought, an extreme drought, technically, for many years. I've got friends that live up in Tahoe, I've been getting pictures this morning of windows that are >> (laughs) that are covered? >> Yes, actually, yes. (Gayatree laughs) That, where windows like second-story windows are covered in snow. >> Yeah. >> Climate change. >> Climate change. >> There's so much that data science is doing to power and power our understanding of climate change whether it's that, or police violence. >> Yeah. (all talk together) >> We had talk today on that it was amazing. >> Yes. So I want more people to know what data science is really facilitating, that impacts all of us, whether you're in a technical role or not. >> And data wins arguments. >> Yes, I love that! >> I said this is my slide today, like, you know, there's always going to be doubters and naysayers and I mean, but there's hard evidence, there's hard data like, yeah. In all of these fields, I mean the data that climate change, the data science that we have done in the environmental and climate change areas and medical, and you know, medicine professions just so much, so much more opportunity, and like, how much we can learn more about the world. >> Yeah. >> Yeah, it's a pretty exciting time to be a data scientist. >> I feel like, we're just scratching the surface. >> Yeah. >> With the potential and the global impact that we can make with data science. Gayatree, it's been so great having you on theCUBE, thank you. >> Right, >> Thank you so much, Gayatree. >> So much, I love, >> Thank you. >> I'm going to take Data WiD's arguments into my personal life. (Gayatree laughs) I was actually just, just a quick anecdote, funny story. I was listening to the radio this morning and there was a commercial from an insurance company and I guess the joke is, it's an argument between two spouses, and the the voiceover comes in and says, "Let's watch a replay". I'm like, if only they, then they got the data that helped the woman win the argument. (laughs) >> (laughs) I will warn you it doesn't always help with arguments I have with my husband. (laughs) >> Okay, I'm going to keep it in the middle of my mind. >> Yes! >> Gayatree, thank you so much. >> Thank you so much, >> for sharing, >> Thank you both for the opportunity. >> And being a great female that we can look up to, we really appreciate your insights >> Oh, likewise. >> and your time. >> Thank you. >> All right, for our guest, for Hannah Freitag, I'm Lisa Martin, live at Stanford University covering "Women in Data Science '23". Stick around, our next guest joins us in just a minute. (upbeat music) I have been in the software and technology industry for over 12 years now, so I've had the opportunity as a marketer to really understand and interact with customers across the entire buyer's journey. Hi, I'm Lisa Martin and I'm a host of theCUBE. (upbeat music) Being a host on theCUBE has been a dream of mine for the last few years. I had the opportunity to meet Jeff and Dave and John at EMC World a few years ago and got the courage up to say, "Hey, I'm really interested in this. I love talking with customers, gimme a shot, let me come into the studio and do an interview and see if we can work together". I think where I really impact theCUBE is being a female in technology. We interview a lot of females in tech, we do a lot of women in technology events and one of the things I.

(upbeat music) >> Welcome back to Boston, everybody. This is the birthplace of theCUBE. In 2010, May of 2010 at EMC World, right in this very venue, John Furrier called it the chowder and lobster post. I'm Dave Vellante. We're here at RE:INFORCE 2022, Ed Walsh, CEO of ChaosSearch. Doing a drive by Ed. Thanks so much for stopping in. You're going to help me wrap up in our final editorial segment. >> Looking forward to it. >> I really appreciate it. >> Thank you for including me. >> How about that? 2010. >> That's amazing. It was really in this-- >> Really in this building. Yeah, we had to sort of bury our way in, tunnel our way into the Blogger Lounge. We did four days. >> Weekends, yeah. >> It was epic. It was really epic. But I'm glad they're back in Boston. AWS was going to do June in Houston. >> Okay. >> Which would've been awful. >> Yeah, yeah. No, this is perfect. >> Yeah. Thank God they came back. You saw Boston in summer is great. I know it's been hot, And of course you and I are from this area. >> Yeah. >> So how you been? What's going on? I mean, it's a little crazy out there. The stock market's going crazy. >> Sure. >> Having the tech lash, what are you seeing? >> So it's an interesting time. So I ran a company in 2008. So we've been through this before. By the way, the world's not ending, we'll get through this. But it is an interesting conversation as an investor, but also even the customers. There's some hesitation but you have to basically have the right value prop, otherwise things are going to get sold. So we are seeing longer sales cycles. But it's nothing that you can't overcome. But it has to be something not nice to have, has to be a need to have. But I think we all get through it. And then there is some, on the VC side, it's now buckle down, let's figure out what to do which is always a challenge for startup plans. >> In pre 2000 you, maybe you weren't a CEO but you were definitely an executive. And so now it's different and a lot of younger people haven't seen this. You've got interest rates now rising. Okay, we've seen that before but it looks like you've got inflation, you got interest rates rising. >> Yep. >> The consumer spending patterns are changing. You had 6$, $7 gas at one point. So you have these weird crosscurrents, >> Yup. >> And people are thinking, "Okay post-September now, maybe because of the recession, the Fed won't have to keep raising interest rates and tightening. But I don't know what to root for. It's like half full, half empty. (Ed laughing) >> But we haven't been in an environment with high inflation. At least not in my career. >> Right. Right. >> I mean, I got into 92, like that was long gone, right?. >> Yeah. >> So it is a interesting regime change that we're going to have to deal with, but there's a lot of analogies between 2008 and now that you still have to work through too, right?. So, anyway, I don't think the world's ending. I do think you have to run a tight shop. So I think the grow all costs is gone. I do think discipline's back in which, for most of us, discipline never left, right?. So, to me that's the name of the game. >> What do you tell just generally, I mean you've been the CEO of a lot of private companies. And of course one of the things that you do to retain people and attract people is you give 'em stock and it's great and everybody's excited. >> Yeah. >> I'm sure they're excited cause you guys are a rocket ship. But so what's the message now that, Okay the market's down, valuations are down, the trees don't grow to the moon, we all know that. But what are you telling your people? What's their reaction? How do you keep 'em motivated? >> So like anything, you want over communicate during these times. So I actually over communicate, you get all these you know, the Sequoia decks, 2008 and the recent... >> (chuckles) Rest in peace good times, that one right? >> I literally share it. Why? It's like, Hey, this is what's going on in the real world. It's going to affect us. It has almost nothing to do with us specifically, but it will affect us. Now we can't not pay attention to it. It does change how you're going to raise money, so you got to make sure you have the right runway to be there. So it does change what you do, but I think you over communicate. So that's what I've been doing and I think it's more like a student of the game, so I try to share it, and I say some appreciate it others, I'm just saying, this is normal, we'll get through this and this is what happened in 2008 and trust me, once the market hits bottom, give it another month afterwards. Then everyone says, oh, the bottom's in and we're back to business. Valuations don't go immediately back up, but right now, no one knows where the bottom is and that's where kind of the world's ending type of things. >> Well, it's interesting because you talked about, I said rest in peace good times >> Yeah >> that was the Sequoia deck, and the message was tighten up. Okay, and I'm not saying you shouldn't tighten up now, but the difference is, there was this period of two years of easy money and even before that, it was pretty easy money. >> Yeah. >> And so companies are well capitalized, they have runway so it's like, okay, I was talking to Frank Slootman about this now of course there are public companies, like we're not taking the foot off the gas. We're inherently profitable, >> Yeah. >> we're growing like crazy, we're going for it. You know? So that's a little bit of a different dynamic. There's a lot of good runway out there, isn't there? >> But also you look at the different companies that were either born or were able to power through those environments are actually better off. You come out stronger in a more dominant position. So Frank, listen, if you see what Frank's done, it's been unbelievable to watch his career, right?. In fact, he was at Data Domain, I was Avamar so, but look at what he's done since, he's crushed it. Right? >> Yeah. >> So for him to say, Hey, I'm going to literally hit the gas and keep going. I think that's the right thing for Snowflake and a right thing for a lot of people. But for people in different roles, I literally say that you have to take it seriously. What you can't be is, well, Frank's in a different situation. What is it...? How many billion does he have in the bank? So it's... >> He's over a billion, you know, over a billion. Well, you're on your way Ed. >> No, no, no, it's good. (Dave chuckles) Okay, I want to ask you about this concept that we've sort of we coined this term called Supercloud. >> Sure. >> You could think of it as the next generation of multi-cloud. The basic premises that multi-cloud was largely a symptom of multi-vendor. Okay. I've done some M&A, I've got some Shadow IT, spinning up, you know, Shadow clouds, projects. But it really wasn't a strategy to have a continuum across clouds. And now we're starting to see ecosystems really build, you know, you've used the term before, standing on the shoulders of giants, you've used that a lot. >> Yep. >> And so we're seeing that. Jerry Chen wrote a seminal piece on Castles in The Cloud, so we coined this term SuperCloud to connote this abstraction layer that hides the underlying complexities and primitives of the individual clouds and then adds value on top of it and can adjudicate and manage, irrespective of physical location, Supercloud. >> Yeah. >> Okay. What do you think about that concept?. How does it maybe relate to some of the things that you're seeing in the industry? >> So, standing on shoulders of giants, right? So I always like to do hard tech either at big company, small companies. So we're probably your definition of a Supercloud. We had a big vision, how to literally solve the core challenge of analytics at scale. How are you going to do that? You're not going to build on your own. So literally we're leveraging the primitives, everything you can get out of the Amazon cloud, everything get out of Google cloud. In fact, we're even looking at what it can get out of this Snowflake cloud, and how do we abstract that out, add value to it? That's where all our patents are. But it becomes a simplified approach. The customers don't care. Well, they care where their data is. But they don't care how you got there, they just want to know the end result. So you simplify, but you gain the advantages. One thing's interesting is, in this particular company, ChaosSearch, people try to always say, at some point the sales cycle they say, no way, hold on, no way that can be fast no way, or whatever the different issue. And initially we used to try to explain our technology, and I would say 60% was explaining the public, cloud capabilities and then how we, harvest those I guess, make them better add value on top and what you're able to get is something you couldn't get from the public clouds themselves and then how we did that across public clouds and then extracted it. So if you think about that like, it's the Shoulders of giants. But what we now do, literally to avoid that conversation because it became a lengthy conversation. So, how do you have a platform for analytics that you can't possibly overwhelm for ingest. All your messy data, no pipelines. Well, you leverage things like S3 and EC2, and you do the different security things. You can go to environments say, you can't possibly overrun me, I could not say that. If I didn't literally build on the shoulders giants of all these public clouds. But the value. So if you're going to do hard tech as a startup, you're going to build, you're going to be the principles of Supercloud. Maybe they're not the same size of Supercloud just looking at Snowflake, but basically, you're going to leverage all that, you abstract it out and that's where you're able to have a lot of values at that. >> So let me ask you, so I don't know if there's a strict definition of Supercloud, We sort of put it out to the community and said, help us define it. So you got to span multiple clouds. It's not just running in each cloud. There's a metadata layer that kind of understands where you're pulling data from. Like you said you can pull data from Snowflake, it sounds like we're not running on Snowflake, correct? >> No, complimentary to them in their different customers. >> Yeah. Okay. >> They want to build on top of a data platform, data apps. >> Right. And of course they're going cross cloud. >> Right. >> Is there a PaaS layer in there? We've said there's probably a Super PaaS layer. You're probably not doing that, but you're allowing people to bring their own, bring your own PaaS sort of thing maybe. >> So we're a little bit different but basically we publish open APIs. We don't have a user interface. We say, keep the user interface. Again, we're solving the challenge of analytics at scale, we're not trying to retrain your analytics, either analysts or your DevOps or your SOV or your Secop team. They use the tools they already use. Elastic search APIs, SQL APIs. So really they program, they build applications on top of us, Equifax is a good example. Case said it coming out later on this week, after 18 months in production but, basically they're building, we provide the abstraction layer, the quote, I'm going to kill it, Jeff Tincher, who owns all of SREs worldwide, said to the effect of, Hey I'm able to rethink what I do for my data pipelines. But then he also talked about how, that he really doesn't have to worry about the data he puts in it. We deal with that. And he just has to, just query on the other side. That simplicity. We couldn't have done that without that. So anyway, what I like about the definition is, if you were going to do something harder in the world, why would you try to rebuild what Amazon, Google and Azure or Snowflake did? You're going to add things on top. We can still do intellectual property. We're still doing patents. So five grand patents all in this. But literally the abstraction layer is the simplification. The end users do not want to know that complexity, even though they ask the questions. >> And I think too, the other attribute is it's ecosystem enablement. Whereas I think, >> Absolutely >> in general, in the Multicloud 1.0 era, the ecosystem wasn't thinking about, okay, how do I build on top and abstract that. So maybe it is Multicloud 2.0, We chose to use Supercloud. So I'm wondering, we're at the security conference, >> RE: INFORCE is there a security Supercloud? Maybe Snyk has the developer Supercloud or maybe Okta has the identity Supercloud. I think CrowdStrike maybe not. Cause CrowdStrike competes with Microsoft. So maybe, because Microsoft, what's interesting, Merritt Bear was just saying, look, we don't show up in the spending data for security because we're not charging for most of our security. We're not trying to make a big business. So that's kind of interesting, but is there a potential for the security Supercloud? >> So, I think so. But also, I'll give you one thing I talked to, just today, at least three different conversations where everyone wants to log data. It's a little bit specific to us, but basically they want to do the security data lake. The idea of, and Snowflake talks about this too. But the idea of putting all the data in one repository and then how do you abstract out and get value from it? Maybe not the perfect, but it becomes simple to do but hard to get value out. So the different players are going to do that. That's what we do. We're able to, once you land it in your S3 or it doesn't matter, cloud of choice, simple storage, we allow you to get after that data, but we take the primitives and hide them from you. And all you do is query the data and we're spinning up stateless computer to go after it. So then if I look around the floor. There's going to be a bunch of these players. I don't think, why would someone in this floor try to recreate what Amazon or Google or Azure had. They're going to build on top of it. And now the key thing is, do you leave it in standard? And now we're open APIs. People are building on top of my open APIs or do you try to put 'em in a walled garden? And they're in, now your Supercloud. Our belief is, part of it is, it needs to be open access and let you go after it. >> Well. And build your applications on top of it openly. >> They come back to snowflake. That's what Snowflake's doing. And they're basically saying, Hey come into our proprietary environment. And the benefit is, and I think both can win. There's a big market. >> I agree. But I think the benefit of Snowflake's is, okay, we're going to have federated governance, we're going to have data sharing, you're going to have access to all the ecosystem players. >> Yep. >> And as everything's going to be controlled and you know what you're getting. The flip side of that is, Databricks is the other end >> Yeah. >> of that spectrum, which is no, no, you got to be open. >> Yeah. >> So what's going to happen, well what's happening clearly, is Snowflake's saying, okay we've got Snowpark. we're going to allow Python, we're going to have an Apache Iceberg. We're going to have open source tooling that you can access. By the way, it's not going to be as good as our waled garden where the flip side of that is you get Databricks coming at it from a data science and data engineering perspective. And there's a lot of gaps in between, aren't there? >> And I think they both win. Like for instance, so we didn't do Snowpark integration. But we work with people building data apps on top of Snowflake or data bricks. And what we do is, we can add value to that, or what we've done, again, using all the Supercloud stuff we're done. But we deal with the unstructured data, the four V's coming at you. You can't pipeline that to save. So we actually could be additive. As they're trying to do like a security data cloud inside of Snowflake or do the same thing in Databricks. That's where we can play. Now, we play with them at the application level that they get some data from them and some data for us. But I believe there's a partnership there that will do it inside their environment. To us they're just another large scaler environment that my customers want to get after data. And they want me to abstract it out and give value. >> So it's another repository to you. >> Yeah. >> Okay. So I think Snowflake recently added support for unstructured data. You chose not to do Snowpark because why? >> Well, so the way they're doing the unstructured data is not bad. It's JSON data. Basically, This is the dilemma. Everyone wants their application developers to be flexible, move fast, securely but just productivity. So you get, give 'em flexibility. The problem with that is analytics on the end want to be structured to be performant. And this is where Snowflake, they have to somehow get that raw data. And it's changing every day because you just let the developers do what they want now, in some structured base, but do what you need to do your business fast and securely. So it completely destroys. So they have large customers trying to do big integrations for this messy data. And it doesn't quite work, cause you literally just can't make the pipelines work. So that's where we're complimentary do it. So now, the particular integration wasn't, we need a little bit deeper integration to do that. So we're integrating, actually, at the data app layer. But we could, see us and I don't, listen. I think Snowflake's a good actor. They're trying to figure out what's best for the customers. And I think we just participate in that. >> Yeah. And I think they're trying to figure out >> Yeah. >> how to grow their ecosystem. Because they know they can't do it all, in fact, >> And we solve the key thing, they just can't do certain things. And we do that well. Yeah, I have SQL but that's where it ends. >> Yeah. >> I do the messy data and how to play with them. >> And when you talk to one of their founders, anyway, Benoit, he comes on the cube and he's like, we start with simple. >> Yeah. >> It reminds me of the guy's some Pure Storage, that guy Coz, he's always like, no, if it starts to get too complicated. So that's why they said all right, we're not going to start out trying to figure out how to do complex joins and workload management. And they turn that into a feature. So like you say, I think both can win. It's a big market. >> I think it's a good model. And I love to see Frank, you know, move. >> Yeah. I forgot So you AVMAR... >> In the day. >> You guys used to hate each other, right? >> No, no, no >> No. I mean, it's all good. >> But the thing is, look what he's done. Like I wouldn't bet against Frank. I think it's a good message. You can see clients trying to do it. Same thing with Databricks, same thing with BigQuery. We get a lot of same dynamic in BigQuery. It's good for a lot of things, but it's not everything you need to do. And there's ways for the ecosystem to play together. >> Well, what's interesting about BigQuery is, it is truly cloud native, as is Snowflake. You know, whereas Amazon Redshift was sort of Parexel, it's cobbled together now. It's great engineering, but BigQuery gets a lot of high marks. But again, there's limitations to everything. That's why companies like yours can exist. >> And that's why.. so back to the Supercloud. It allows me as a company to participate in that because I'm leveraging all the underlying pieces. Which we couldn't be doing what we're doing now, without leveraging the Supercloud concepts right, so... >> Ed, I really appreciate you coming by, help me wrap up today in RE:INFORCE. Always a pleasure seeing you, my friend. >> Thank you. >> All right. Okay, this is a wrap on day one. We'll be back tomorrow. I'll be solo. John Furrier had to fly out but we'll be following what he's doing. This is RE:INFORCE 2022. You're watching theCUBE. I'll see you tomorrow.

>> Announcer: TheCUBE presents Dell Technologies World brought to you by Dell. >> Welcome back to theCUBE's coverage, day one, Dell Technologies World live from Las Vegas at the Venetian. Lisa Martin here with Dave Vellante and John Furrier. Guys let's talk, first of all, first time back in person since Dell Tech World 2019. Lots going on, lots of news today. I'm going to start with you, Dave, since you're closest to me. What are some of the things that have impressed you at this first in-person event in three years? >> Well, the first thing I want to say is, so John and I, we started theCUBE in 2010, John, right? In Boston, EMC World. Now of course, Dell owns EMC, so wow. It's good to be back here. Dell's built this beautiful set. I'd say the number one thing that's surprised me was how many people were here. Airport was packed, cab lines, the line at the Palazzo, the hotel, to get in was, you know, probably an hour long. And there's, I thought there'd be maybe 5,000 people here. I would say it's closer to eight. So the hall was packed today and everybody was pumped. Michael Dell was so happy to be up on stage. He talked, I dunno if you guys saw his keynote. He basically talked, obviously how great it is to be back, but he talked about their mission, building technologies that enable that better human condition. There was a big, you know, chewy words, right? And then they got into, you know, all the cool stuff they're doing so we can get into it. But they had CVS up on stage, they had USAA on stage. A big theme was trust. Which of course, if you're Dell, you know, you want people to trust you. I guess the other thing is this is the first live event they've had since the VMware spin. >> Right. >> So in 2019 they owned VMware. VMware's no longer a part of the income statement. Dell had a ton of debt back then. Now Dell's balance sheet looks actually better than VMware's because they restructured everything. And so it's a world without VMware where now with VMware their gross margins were in the 30-plus percent range. Now they're down to 20%. So we're now asking what's next for Dell? And they stood up on stage, we can talk about it some more, but a lot of multi-cloud, a lot of cyber resilience, obviously big themes around APEX, you know, hybrid work, John. So, well let's get into that. >> What are some of the key things that you heard today? >> Well, first of all, the customers on stage are always great. Dell's Technologies, 10 years for theCUBE and their history. I saw something back here, 25 years with celebrating precision, the history of Michael Dell's journey and the current Dell Technologies with EMC folded in and a little bit of VMware DNA still in there even though they're separated out. Just has a loyal set of customers. And you roam the hallways here, you see a lot of people know Dell, love Dell. Michael Dell himself was proud to talk before the event about he's number one, Dave, in PC market share. That's been his goal to beat HP for years. (laughing) And so he's got that done. But they're transforming their business cause they have to, the data center is now cloud. Cloud is now the distributed computing. Dell has all the piece parts today. We've covered this three years ago. Now it's turned into multi-cloud, which is multi-vendor, as a service is how the consumers consume, innovate with data, that's kind of the raw material. Future of work, and obviously the partners that they have. So I think Dell is going to continue to maintain the news of being the great in the front lines as a data-center-slash-enterprise, now cloud, Edge player. So, you know, I'm impressed with their constant reinvention of the company and the news hits all the cards: Snowflake partnership, cutting edge company in the cloud, partnership with Snowflake, APEX, their product that's innovating at the Edge, this new kind of product that's going to bring it together. Unifying, all those themes, Dave, are all hitting the marks. >> Chuck Whitten up on stage, obviously he was the multicloud, you know, conversation. And I think the vision that they they're laying out and Jeff Clarke talked about it as well, is a term that John and I coined. We can't remember who coined it, John or me, "supercloud." >> Yeah. (laughing) >> And they're talking about building an abstraction layer, building on top of the clouds, connecting on-prem to the clouds, across clouds, out to the Edge, hiding the underlying complexity, Dell managing all that. That's their vision. It's aspirational today but that really is supercloud. And it's more than multi-cloud. >> You coined the term supercloud. >> Did I? >> We riffed together. I called it sub-cloud. >> Oh, that's right. And then I said, no, it's got to float over. Super! Superman flies. (John laughs) Right, that's right. >> Sub-cloud, not really a good name. Nobody wants to be sub of anything. >> I think my kid gave it to me, John, actually. (laughing) >> Well if we do know that Michael Dell watches theCUBE, he's been on theCUBE many times. He watches theCUBE, clearly he's paying attention! >> Yeah, well I hope so. I mean, we write a lot about this and we talk to a lot of customers and talk to a lot of people. But let's talk about the announcements if we can. So... The APEX cyber recovery service, you know, ransomware recovery. They're now also running that on AWS and Azure. So that's big. We heard Presidio, they was super thrilled about that. So they're... The thing I'd say about that is, you know, Dell used to be really defensive about cloud. Now I think they're leaning in. They're saying, "Hey we're not going to spend, you know, Charles Fitzgerald, the snarky guy, does some good work on CAPEX. I mean, you look at how much the cloud guys are spending on CAPEX a year, $30, $40 billion. >> They can't compete. >> On cloud CAPEX. Dell doesn't want compete. >> John: You can't compete. >> Build on top of that, so that's a gift. So that's cool. You mentioned the Snowflake announcement. I thought that was big. What that is... It's very interesting, so Frank Slootman has always said, "We're not doing a half-way house, we're in the cloud." Okay, so square that circle for me. Now Snowflake's coming on-prem. Well, yeah, what they're doing is allowing customers to keep data in a Dell object store, ECS or other object stores. But use Snowflake. So non-native Snowflake data on-prem. So that expands Snowflake cloud. What it also does is give Dell a little sizzle, a little better partner and there's a path to cloud migration if that's where the customers want to go. >> Well, I mean, I would say that that's a dangerous game because we've seen that movie before, VMware and AWS. >> Yeah but that we've talked about this. Don't you think that was the right move for VMware? >> At the time, but if you don't nurture the relationship AWS will take all those customers, ultimately, from VMware. >> But that product's still doing very well. We'll see with NetApp is another one. NetApp on AWS. I forget what they call it, but yeah, file and AWS. So that was, go ahead. >> I was just going to say, what's the impact of Snowflake? Why do you think Snowflake chose Dell? >> Because Dell's a $101 billion company and they have a huge distribution channel and a lot of common customers. >> They own storage on the premise. >> Yep. And so Snowflake's looking for, you know, storage options on which they can, you know, bring data into their cloud. Snowflake wants the data to go from on-prem into the cloud. There's no question about that. >> And I would add another thing, is that Snowflake can't do what Dell Technologies does on-premises with storage and Dell can't do what Snowflake's doing. So I think it's a mutual short-term and medium-term benefit to say, "Hey you want to run on Snowflake? You need some services there? Great, but come back and use Dell." So that to me, I think that's a win-win for Snowflake. Just the dangerous game is, whoever can develop the higher-level services in the cloud will ultimately be the winner. >> But I think the thing I would say there is, as I said, Snowflake would love for the migration to occur, but they realize it's not always going to happen. And so why not partner with a company like Dell, you know, start that pipeline. And for Dell, hey, you know, why fight fashion, as Jeremy Burton would say. The other thing was Project Alpine, which is file, block and object across cloud. That's again setting up this supercloud. And then APEX. I mean, APEX is the discussion. We had a one-on-one session, a bunch of analysts with Jeff Woodrow who runs ISG. We were supposed to be talking about ISG, all we talked about is APEX. Then we had another session with APEX and all we talked about, of course, is APEX. So, they're still figuring that out, I would say, at this point. They don't quite have product market fit and I think they'd admit that, but they're working hard on scaling engineering, trying to figure out the channel model, the compensation. You know, taking their time even, but moving fast if you know what I mean. >> I mean, Dave, I think the big trend that's jumping out of me here is that, something that we've been covering, the headless cloud, meaning if you can do as a service, which is one of Dell's major points today, that to me, everyone is a PaaS layer. I think everyone that's building digital transformation apps has to be their own SaaS. So they either do that with somebody, a man in service, which fits beautifully into that trend, or do it own. Now e-commerce has this nailed down. Shopify or build your own on top of the cloud. So headless retail's a hot trend. You're going to start to see that come into the enterprise where the enterprise can have their cake and eat it too and take advantage of managed services where they don't have expertise. So those two things right there I think is going to drive a lot of growth for Dell. >> So essentially Lisa, what Dell is doing is saying, "Okay, the timing's good with the VMware spin." They say, "Now we're going to build our own cloud as a service, APEX." And they're starting with infrastructure as a service, you know, storage as a service. Obviously cyber recovery is a service. So you're going to get compute and storage and data protection. Eventually they'll move into other areas. And it's really important for them to do that to have their own cloud, but they've got to build up the ecosystem. Snowflake is a small example. My view, they need hundreds and hundreds of Snowflakes to fill the gaps, you know, move up the stack in middleware and database and DevOps. I mean, they should be partnering with HashiCorp. They should be partnering with all these companies that do DevOps stuff. They should be... I'd like to see them, frankly, partner with competitors to their data protection group. Why, you know, sounds crazy, but if you're going to build a cloud, look at AWS. They partner with everybody, right? And so that's what a true cloud experience looks like. You've got this huge menu. And so I think Dell's going to have to try to differentiate from HP. HPE was first, right, and they're all in. Dell's saying we're going to let the customers tell us where to go. And so they, I think one differentiation is their ecosystem, their ability to build that ecosystem. Yeah, but HP's got a good distribution channel too. Just not as big as Dell's. >> They all got the assets in it, but they're transforming. So I think at the end of the day, as Dell and even HPE transforms, they got to solve the customer problems and reduce the complexity. So again, the managed services piece with APEX is huge. I think having the building blocks for multi hybrid cloud at the Edge, just, you can't go wrong with that. If the customers can deploy it and consume it. >> What were some of the messages that you heard from, you mentioned CVS on stage, USAA on stage. Dell's always been very, very customer-focused. They've got some great brands. What did you hear from that customer's voice that shows you they're going in the right direction? >> Well first of all, the customers are longstanding customers of Dell Technologies, so that's one recognition of the ongoing partnerships. But they're also messaged up with Dell's messaging, right? They're telling the Dell story. And what I heard from the Dell story was moving fast and reducing complexity is their number one goal. They see the cloud option has to be there. Cloud native, Edge came up a little bit and the role of data. So I think all the new application development today that's relevant has a data as code kind of concept. Data engineering is the hottest skillset on the planet right now. And data engineering is not data science. So you start to see top-level CSOs and CIOs saying the new modern applications have to have data embedded in. It's just too hard. It's too hard to find that engineering team. So I heard the customer saying, we love the direction, we love the managed services. And by the way, we want to have that supply chain and cyber risk reduced. So yeah, big endorsement for Dell. >> You know, the biggest transformation in Dell, the two biggest transformations. One was the financials. You know, the income statement is totaled at a $101 billion company, growing at 17% a year. That's actually quite remarkable. But the flip side of that, the other big transformation was the customer. And with the acquisition of EMC but specifically VMware, it changed the whole conversation for Dell with customers. I think pre-2015, you wouldn't have had that type of narrative up on stage with customers. Cause it was, you know, compellant and it was equal logic and it was small businesses. Now you're talking about really deep strategic relationships that were enabled by that transformation. So my point is, to answer your question, it's going to be really interesting to see what happens post-VMware because when VMware came together with Dell, the industry didn't like it. The VMware ecosystem was like (growls) Dell. Okay, but customers loved it, right? And that's one of the things I heard on stage today. They didn't say, oh, well we love the VMware. But he mentioned VMware, the CTO from USAA. So Dell configured this commercial agreement with VMware, Michael Dell's the chairman of both companies. So that was part of the incentive. The other incentive is Dell is the number one distribution channel for VMware. So I think they now have that muscle memory in place where they've earned that trust. And I think that will continue on past the spin. It was actually quite brilliant the way they've orchestrated that. >> Yeah, Lisa, one more thing I want to add to that is that what I heard also was, you got the classic "here's how you be a leader in the modern era." It's a big leadership message. But then when you heard some of the notes, software-defined, multi-cloud with an emphasis on operations, Dave. So, okay, if you're a good leader, stay with Dell in operations. So you see strategy and operations kind of coming together around cloud. But big software defined multi-cloud data operational story. And I think those customers are kind of on that. You know, you got to maintain your operations. DevOps is operations, DevSecOps is operations. So big, like, don't get too greedy on the modern, shiny new toy, you know, in the cloud. >> Yeah, it's a safe bet, right? For infrastructure. I mean, HPE is a good bet too, but I mean Dell's got a way broader portfolio, bigger supply chain. It's got the end-to-end with the desktop, laptop, you know, the client side business, you know, a bigger services organization. And now the big challenge in my mind for Dell is okay, what's next? And I think they got to get into data management, obviously build up as a service, build up their cloud. They need software in their portfolio. I mean, you know, 20% gross margin company, it just, Wall Street's not as interested. You know, if they want to build more value, which they do, they've got to get more into software and I think you're going to see that. Again, I think you're going to see more M&A. I'd love to see more organic R&D instead of stock buybacks but I get why they have to do that. >> Well one of the things I'm looking at, Dave, in terms of what I think the future impact's going to be is the generational shift with the gen-Z and millennials running IT in the modern era. Not your old school rack-and-stack data center mentality. And then ultimately the scoreboard will determine, in my mind, the winner in their race is, where are the workloads running? Right? The workloads, and then also what's the application development scene look like? What do the apps look like? What are they building on? What's scaling them, what's running them? And the Edge is going to be a big part of that. So to me, operations, Edge, workloads and the development and then the workforce shift. >> And I do think Edge, I'm glad you brought up Edge. Edge is, you know, so fragmented but I think there's going to be a massive opportunity in Edge. There's going to be so much compute at the Edge. Dell talked about it, so much data. It's unclear to me right now how they go after that other than in pockets, like we heard from Gill. I believe they're going to do really well in retail. No question there. >> Yeah. >> But there's so much other industrial aisle IT- >> The telco space of towers, Edge. >> And Dell's, you know, Dell's server business, eh okay, it's got Intel and AMD inside, okay great. Their high margins come from storage, not from compute. Not the case with AWS. AWS had 35% operating margins last quarter. Oracle and Microsoft, that's the level that they're at. And I'd love to see Dell figure out a way to get paid more for their compute expertise. And that's going to take some R&D. >> John: Yeah, yeah. >> Last question guys, as we wrap up our wrap of day one. Given everything that we've all been through the last couple of years, what is your overall summary of what Dell announced today? The vibe of the show? How well have they fared the last two years? >> Well, I mean, they had a remarkable last two years. In a large part thanks to the client business. I think today you're seeing, you know, them lift the veil on what's next. And I think their story is coherent. There's, again, financially, they're a much more sound company, much better balance sheet. Not the most attractive income statement from a margin standpoint and they got work to do there. But wow, as far as driving revenue, they know how to sell. >> Yeah, I mean to me, I think looking back to before the pandemic, when we were here on the stage last, we were talking end-to-end, Dell leadership. And I say the biggest thing is Dell's catching up fast, faster than I thought. And I think they got, they're skating to where the puck is going, Dave, and I'll tell you why. The end-to-end I thought wouldn't be a total flyer if the Edge got too dynamic, but the fact that the Edge is growing so fast, it's more complex, that's actually given Dell more time. So to me, what I see happening is Dell having that extra time to nail the Edge piece, cause if they get there, if they get there, then they'll have their core competency. And why do I say that? Cause hardware is back. Server god boxes are going to be back. You're going to see servers at the Edge. And look at the failure of Amazon's Outpost, okay? Amazon's Outpost was essentially hardware. That's Dell's business. So you talk about like compute as a cloud but they really didn't do well with deploying compute like Dell does with servers. EKS is kicking ass at the Edge. So serverless with hardware, I think, is going to be the killer solution at the Edge. A combination of cloud and Edge hardware. And the Edge looks more like a data center than the cloud looks like the data center, so- >> So you're saying hardware matters? >> HardwareMatters.com. >> I think that's what I heard. >> HardwareMatters.com, check out that site, coming soon. (all laughing) >> I think it matters more than ever, you know- >> Blockchain, silicon advances. >> I think reason hardware matters is cause it's barbelling. It's going from the box to the silicon and it's going, you know, upstream into software defined. >> Horizontally, scalability means good silicon at the Edge, under the cover, scaling all the stuff and machine learning and AI in the application. So we've said this on theCUBE now, what, five years now? >> Dave: Yeah, yep. >> Guys, we've got an action packed night tonight. Two days tomorrow and Wednesday. Michael Dell is on tomorrow. Chuck Whitten is on, Jeff Clarke, et cetera, et cetera. Caitlin Gordon is on Wednesday. >> All the heavy hitters are coming on. >> They're coming on, they're going to be... >> Dave: Allison Dew's coming on. >> Allison Dew's coming on. >> We're going to talk about the Matthew McConaughey interview, which was, I thought, fantastic. J.J. Davis is coming on. So we're going to have a great channel discussion, as well, with Cheryl Cook. >> That's right. >> A lot of the product people are coming on. We're going to be talking APEX, it's going to be good. With cyber recovery, the Storage Alchemist is coming on, John! (all laughing) >> Boy, I can't wait to see that one. >> Well stick around guys for our coverage all day tomorrow, Tuesday and Wednesday. Lisa Martin with Dave Vellante and John Furrier coming to you live from the Venetian in Las Vegas. This is Dell Technologies World 2022. We look forward to seeing you tomorrow and the next day. (bouncy, upbeat music)

(upbeat soft intro music) >> Hey everyone. Welcome back to theCube's live coverage from Los Angeles of KubeCon and CloudNativeCon 2021. Lisa Martin with Dave Nicholson, Dave and I are pleased to welcome our next guest remotely. Steven Huels joins us, the senior director of Cloud Services at Red Hat. Steven, welcome to the program. >> Steven: Thanks, Lisa. Good to be here with you and Dave. >> Talk to me about where you're seeing traction from an AI/ML perspective? Like where are you seeing that traction? What are you seeing? Like it. >> It's a great starter question here, right? Like AI/ML is really being employed everywhere, right? Regardless of industry. So financial services, telco, governments, manufacturing, retail. Everyone at this point is finding a use for AI/ML. They're looking for ways to better take advantage of the data that they've been collecting for these years. It really, it wasn't all that long ago when we were talking to customers about Kubernetes and containers, you know, AI/ML really wasn't a core topic where they were looking to use a Kubernetes platform to address those types of workloads. But in the last couple of years, that's really skyrocketed. We're seeing a lot of interest from existing customers that are using Red Hat open shift, which is a Kubernetes based platform to take those AI/ML workloads and take them from what they've been doing for additionally, for experimentation, and really get them into production and start getting value out of them at the end of it. >> Is there a common theme, you mentioned a number of different verticals, telco, healthcare, financial services. Is there a common theme, that you're seeing among these organizations across verticals? >> ^There is. I mean, everyone has their own approach, like the type of technique that they're going to get the most value out of. But the common theme is really that everyone seems to have a really good handle on experimentation. They have a lot of very brig data scientists, model developers that are able to take their data and out of it, but where they're all looking to get, get our help or looking for help, is to put those models into production. So ML ops, right. So how do I take what's been built on, on somebody's machine and put that into production in a repeatable way. And then once it's in production, how do I monitor it? What am I looking for as triggers to indicate that I need to retrain and how do I iterate on this sequentially and rapidly applying what would really be traditional dev ops software development, life cycle methodologies to ML and AI models. >> So Steve, we're joining you from KubeCon live at the moment. What's, what's the connection with Kubernetes and how does Kubernetes enable machine learning artificial intelligence? How does it enable it and what are some of the special considerations to in mind? >> So the immediate connection for Red Hat, is Red Hat's open shift is basically an enterprise grade Kubernetics. And so the connection there is, is really how we're working with customers and how customers in general are looking to take advantage of all the benefits that you can get from the Kubernetes platform that they've been applying to their traditional software development over the years, right? The, the agility, the ability to scale up on demand, the ability to have shared resources, to make specialized hardware available to the individual communities. And they want to start applying those foundational elements to their AI/Ml practices. A lot of data science work traditionally was done with high powered monolithic machines and systems. They weren't necessarily shared across development communities. So connecting something that was built by a data scientist, to something that then a software developer was going to put into production was challenging. There wasn't a lot of repeatability in there. There wasn't a lot of scalability, there wasn't a lot of auditability and these are all things that we know we need when talking about analytics and AI/ML. There's a lot of scrutiny put on the auditability of what you put into production, something that's making decisions that impact on whether or not somebody gets a loan or whether or not somebody is granted access to systems or decisions that are made. And so that the connection there is really around taking advantage of what has proven itself in kubernetes to be a very effective development model and applying that to AI/ML and getting the benefits in being able to put these things into production. >> Dave: So, so Red Hat has been involved in enterprises for a long time. Are you seeing most of this from a Kubernetes perspective, being net new application environments or are these extensions of what we would call legacy or traditional environments. >> They tend to be net new, I guess, you know, it's, it's sort of, it's transitioned a little bit over time. When we first started talking to customers, there was desire to try to do all of this in a single Kubernetes cluster, right? How can I take the same environment that had been doing our, our software development, beef it up a little bit and have it applied to our data science environment. And over time, like Kubernetes advanced rights. So now you can actually add labels to different nodes and target workloads based on specialized machinery and hardware accelerators. And so that has shifted now toward coming up with specialized data science environments, but still connecting the clusters in that's something that's being built on that data science environment is essentially being deployed then through, through a model pipeline, into a software artifact that then makes its way into an application that that goes live. And, and really, I think that that's sensible, right? Because we're constantly seeing a lot of evolution in, in the types of accelerators, the types of frameworks, the types of libraries that are being made available to data scientists. And so you want the ability to extend your data science cluster to take advantage of those things and to give data scientists access to that those specialized environments. So they can try things out, determine if there's a better way to, to do what they're doing. And then when they find out there is, be able to rapidly roll that into your production environment. >> You mentioned the word acceleration, and that's one of the words that we talk about when we talk about 2020, and even 2021, the acceleration in digital transformation that was necessary really a year and a half ago, for companies to survive. And now to be able to pivot and thrive. What are you seeing in terms of customers appetites for, for adopting AI/ML based solutions? Has it accelerated as the pandemic has accelerated digital transformation. >> It's definitely accelerated. And I think, you know, the pandemic probably put more of a focus for businesses on where can they start to drive more value? How can they start to do more with less? And when you look at systems that are used for customer interactions, whether they're deflecting customer cases or providing next best action type recommendations, AI/ML fits the bill there perfectly. So when they were looking to optimize, Hey, where do we put our spend? What can help us accelerate and grow? Even in this virtual world we're living in, AI/ML really floated to the top there, that's definitely a theme that we've seen. >> Lisa: Is there a customer example that you think that you could mention that really articulates the value over that? >> You know, I think a lot of it, you know, we've published one specifically around HCA health care, and this had started actually before the pandemic, but I think especially, it's applicable because of the nature of what a pandemic is, where HCA was using AI/ML to essentially accelerate diagnosis of sepsis, right. They were using it for, for disease diagnoses. That same type of, of diagnosis was being applied to looking at COVID cases as well. And so there was one that we did in Canada with, it's called 'how's your flattening', which was basically being able to track and do some predictions around COVID cases in the Canadian provinces. And so that one's particularly, I guess, kind of close to home, given the nature of the pandemic, but even within Red Hat, we started applying a lot more attention to how we could help with customer support cases, right. Knowing that if folks were going to be out with any type of illness. We needed to be able to be able to handle that case, you know, workload without negatively impacting work-life balance for, for other associates. So we looked at how can we apply AI/ML to help, you know, maintain and increase the quality of customer service we were providing. >> it's a great use case. Did you have a keynote or a session, here at KubeCon CloudNative? >> I did. I did. And it really focused specifically on that whole ML ops and model ops pipeline. It was called involving Kubernetes and bracing model ops. It was for a Kubernetes AI day. I believe it aired on Wednesday of this week. Tuesday, maybe. It all kind of condenses in the virtual world. >> Doesn't it? It does. >> So one of the questions that Lisa and I have for folks where we sit here, I don't know, was it year seven or so of the Dawn of Kubernetes, if I have that, right. Where do you think we are, in this, in this wave of adoption, coming from a Red Hat perspective, you have insight into, what's been going on in enterprises for the last 20 plus years. Where are we in this wave? >> That's a great question. Every time, like you, it's sort of that cresting wave sort of, of analogy, right? That when you get to top one wave, you notice the next wave it's even bigger. I think we've certainly gotten to the point where, where organizations have accepted that Kubernetes can, is applicable across all the workloads that they're looking to put in production. Now, the focus has shifted on optimizing those workloads, right? So what are the things that we need to run in our in-house data centers? What are things that we need, or can benefit from using commodity hardware from one of the hyperscalers, how do we connect those environments and more effectively target workloads? So if I look at where things are going to the future, right now, we see a lot of things being targeted based on cluster, right? We say, Hey, we have a data science cluster. It has characteristics because of X, Y, and Z. And we put all of our data science workloads into that cluster. In the future, I think we want to see more workload specific, type of categorization of workloads so that we're able to match available hardware with workloads rather than targeting a workload at a specific cluster. So a developer or data scientist can say, Hey, my particular algorithm here needs access to GPU acceleration and the following frameworks. And then it, the Kubernetes scheduler is able to determine of the available environments. What's the capacity, what are the available resources and match it up accordingly. So we get into a more dynamic environment where the developers and those that are actually building on top of these platforms actually have to know less and less about the clusters they're running on. It just have to know what types of resources they need access to. >> Lisa: So sort of democratizing that. Steve, thank you for joining Dave and me on the program tonight, talking about the traction that you're seeing with AI/ML, Kubernetes as an enabler, we appreciate your time. >> Thank you. >> Thanks Steve. >> For Dave Nicholson. I'm Lisa Martin. You're watching theCube live from Los Angeles KubeCon and CloudNativeCon 21. We'll be right back with our next guest. (subtle music playing) >> Lisa: I have been in the software and technology industry for over 12 years now. So I've had the opportunity as a marketer to really understand and interact with customers across the entire buyer's journey. Hi, I'm Lisa Martin and I'm a host of theCube. Being a host on the cube has been a dream of mine for the last few years. I had the opportunity to meet Jeff and Dave and John at EMC World a few years ago and got the courage up to say, Hey, I'm really interested in this. I love talking with customers...

>> Narrator: From around the globe it's theCUBE with digital coverage of Dell Technologies World. Digital experience brought to you by Dell Technologies. >> Welcome back everybody. Jeff Frick here with theCUBE. Welcome back to our ongoing coverage of Dell Technology World. We've been covering Dell Tech World since it started really. It used to just be Dell World and there was EMC World after the merger and this is the all virtual version but we're excited to be here and we've got a great panel coming up. I think you're going to enjoy it. Our first guest is Rajesh Janey. He is the Senior Vice President of Global Alliances for APJ for Dell Technologies. Rajesh, where are you coming in from today? >> I'm speaking to you from Gurgaon, India. >> Awesome. It's the power of the virtual, right? It's not all bad that we don't have to get on planes all the time. >> Absolutely. >> And joining him is Utpal Bakshi. He is the Vice President and Global Vertical Head High Tech for Wipro. Utpal, good to see you. >> Nice to see you. >> And where are you calling us in from? >> I'm from Dallas, Texas. Actually suburb outside of Dallas called South Lake. >> Oh, excellent. Great to see you and again didn't have to get on a plane to do this so not all bad. And also joining us is Satish Yadavalli. He is the Vice President and Global Practice Head, Cloud and Infrastructure Services for Wipro. Satish, where are you joining us from? >> Hi, I'm joining from Bangalore, India. >> Excellent. Welcome. So gentlemen let's just jump into it. Wipro's a huge services firm, does a lot of work with Dell so I wonder Rajesh if you can talk really about the importance of partnerships and the importance of having somebody like Wipro within the Dell ecosystem. >> Absolutely. Thank you for having us on with Wipro. Wipro and we have had a partnership which is over two decades old and we have a multifaceted 360 degree kind of relationship with Wipro. Wipro is a platinum partner and what's more while we bring a lot of technology and products and the depth of product which are relevant to customer's transformation scenarios today, coupled with Wipro's consulting and services and design abilities this becomes an unbeatable power house so to say whereby we can work closely with a customer to help them transform and live in what we are calling the next normal. >> Yeah that's great. Utpal to you there's a lot of interesting trends going on. We've had cloud and big data been going on for a lot but really the talk in social media is what's driving your digital transformation, the CEO, the CIO or COVID and we all know what the answer is. So we've got a lot of new stuff in terms of digital transformation, working from anywhere, workforce transformation. Wonder if you can speak a little bit about how COVID has accelerated some of the priorities that your customers are trying to get done. >> Yeah. I think that's a great point. Wipro has been transforming over the last several years. We were a strong, large scale system integration partner, large IT organization but over the last several years we pivoted hard into the digital transformation world moving into the design side, leading the design, moving to cloud and helping our clients help make that journey and all of that got accelerated with the whole COVID situation. The work from home became all pervasive and the whole virtualization of the workforce really pivoted with some of our key transformational ideas around live workspace and the virtual desk which we've been working very closely with Dell have taken shape. So that has been a big part of our ongoing strategy. Doing the modernization off the network has also accelerated the customer networks and infrastructure was not necessarily set up for enabling these hybrid work environment. A lot of our clients are coming back and saying they want to modernize and actually accelerate. So that has all changed with COVID. Some of it is very positive actually for the business. >> Right. >> From an SI perspective. >> Satish, you've got cloud and infrastructure in your title. Public cloud really changed the game when Amazon kind of came on the scene and now we're seeing this evolution and change over time between a public cloud and hybrid cloud and multi cloud and cloud on cloud. I wonder if you could speak to and then even have an AWS inside of other people's clouds. They're trying to get it out there. The evolution of cloud both as a technology but really more as a way of thinking in terms of rapid deployment of new functionality to support the business and what you're seeing with your customers today. >> So let me share a perspective, right? Enterprises today are looking at options to extract greater value from hybrid cloud investment. It's a brownfield environment today where customers have their existing data centers but the hyperscalers have really come into play now and right cloud is the strategy which most of our customers embrace to address the market demands which are primarily focused on business outcomes today. As Wipro we have invested in developing a holistic extensible platform led approach called Wipro BoundaryLess Enterprise to drive business outcomes to customers. So the BLE construct is all about providing a ready to use plug-and-play platforms making IT easily consumable from multiple stakeholder personas be it admins, be it line of businesses, developers and partners. So basically we have built a holistic solution and our BLE solutions has majorly five building blocks. The first building block would be the BoundaryLess Data Center. The second is the BoundaryLess Container Platform. The third is the BoundaryLess Data Protection Platform. The fourth is the BoundaryLess Cloud Exchange where we get together all the internet connections and define the software defined network part to give access to the workloads across hybrid environments and the BoundaryLess Integration Platform which we call it as BLIP. Basically this is what we have put together to deliver an outcome to the customers powered by BLE. >> So BLE again, you call it the BoundaryLess Enterprise. What's the most important components of BLE? What are the things that most people are missing to actually implement the strategy? >> So if I actually build on you, right? The five building blocks let me elaborate in detail. The first is on the BoundaryLess Data Center. This enables our clients to deliver an infrastructure as a service across data centers and public clouds and enables customers to seamlessly move workloads from Edge to Cloud and manage them in a consistent and efficient model. That's the first building block of our BLE. The second important building block is container, right? We all know today container orchestration is key across hybrid cloud and with micro services and architectures becoming more prominent we see huge search for managing various Kubernetes enrollments with our clients. So our BLCP platform leverages solutions like VMware Tanzu, which is again a Dell company to enable clients manage the multicloud Kubernetes enrollments through a single pane of glass and provide seamless migration and movement of workloads across cloud environments. That's going to be the key in the future with microservices being dominant and every enterprise embracing microservices architectures this becomes very important building block in our overall solution. The third important stuff is BoundaryLess Data Protection. Now that data is all cross in hybrid cloud environment and application actually consume this data it is important to protect the data which is intellectual property and very critical to every business. So with the BLDP platform we ensure that we deliver availability, solidarity, security and reliability of cloud adoption increasingly and rapidly across multicloud platforms. So our solution leverages the DTC of Dell and other existing Dell storages and data production solutions to offer seamless and right cost models which will be very critical for any cloud transformation and schedules as we move forward. The fourth point which I was talking about is BLCE. This is basically a cloud exchange where in a hybrid cloud environment you need to establish connectivities across PaaS and SaaS platforms as well as on-premise networks to provide seamless access to data and the workloads which are in multicloud scenarios. So that's about BLCE. With respect to BLIP it is an integration platform. Today we are in a software defined world and when I talk about providing a single pane of glass solution it is important for us to have an integration platform where I can bring all EPIs together and do northbound and southbound integrations with the architectures of clients and the cloud providers to spin off workloads, to commission, decommission and provide a seamless consumption experience to clients across multiple hyperscalers and on-premise infrastructure. >> Thank you for that summary. I think you hit on all the big trends. I want to go back to you Rajesh 'cause you said that this is a really unique time. You've been in the business for a very long time. You've seen a lot of other transformations and you've seen a lot of big trends. Why is this one different? What makes where we are today such a unique point in time in this IT industry journey? >> Excellent. I think I would say we are in a period of what is called an enforced innovation. While most of the time transformation in IT has been very, very sequential or continuous I think we are seeing an order of shift in the transformation and this whole situation is forcing everyone to accelerate the pace of innovation and transformation. There are two key priorities for every organization in this time. One, build resilient operations and second employee safety. These two parameters have forced the organization to look at their businesses differently, look at their IT infrastructure differently and created a sort of opportunity you can say which is ripe for Wipro's BoundaryLess Enterprise because there are no boundaries. People are working from home. They're no longer in an office confined or boundary. So that's smart. Coming back we are seeing an accelerated innovation. That means our partnership to deliver customer transformation at scale becomes all the more important. Bringing all the good technologies of Dell on one side and combining it Wipro's size, scale and services help us lead in the marketplace for customer transformation. And what's more, we are adding our Dell financial services solutions as Dell Tech on demand to enable all this to be consumed as a service and with flexible payment options which Wipro helps us translate it to customer offerings. >> That's great. Utpal, I want to go to you and get your perspective on how customers, in terms of this boundaryless, how things have changed since March 15th which at least here in the US, I don't know if in India it was on the same date when everything basically got shut down. So it was this light switch moment. Everybody worked from home, no planning, no thought like ready, set, go to now we're six, seven, eight months into this thing and clearly we're it's a marathon not a sprint and even if we go back to some semblance of what was the old normal the new normal is going to be different and everyone is not going to go back to work full time like they did before. So how, from a customer perspective, from a technology implementation perspective and from an initiative and getting this stuff done how has that changed pre-COVID then oh my goodness, it's the light switch moment and now it's, hey, we're in this for the long term. >> Yeah. I think Rajesh did hit upon that a little bit. This is truly that moment where it was a forced innovation. Some of it was happening anyways and it was bound to happen but I think the COVID kind of accelerated all of it. What has impacted is it all started with, okay, how do we enable work from home? And that is when the whole BoundaryLess infrastructure, the virtual desk solutions and all of that started getting impact. I think after that most companies have realized that this is not a short term fix. It is a longterm it's going to be here for staying so they wanted to have a longterm fix so they wanted to come in with innovation but at the same time from a business perspective they've had impact in business so they wanted very creative business models for them to get set with the technology innovation quicker but they didn't want to do it in a traditional way of paying it all upfront and moving it to that. So that is where the creativity in terms of joint innovation which we did with Dell, in flexible payment options, bringing in some kind of an asset lease model and things like that have gained traction. A lot more conversations are around we want to transform help us find a way to make the transformation sooner with maybe less investment upfront and find a way to fund this from the future savings we'll get so that we can be ready for the future without necessarily impacting the bottom line today. All of that has changed, I would say in summary, has accelerated the adoption and the rate of change but it has also led to all of us thinking some creative business models and new approaches to doing business. >> Right, right. Satish back to you. What are the big conflicts that always exist? There's innovation versus security, right? And enabling innovation and giving people more power, more tools, more data to do things at the same time now your tax surface has increased you don't necessarily have everybody locked down on their home infrastructure and they were forced into this. When people are talking about digital transformation, how do they continue to drive forward and how are you helping them on innovation and enabling innovation at the same time as you talked about keeping the data protected and really thinking about business resiliency and continuity in this to increase the tax surface not only because of mobile, but now with the working from home thing? It's increased exponentially. >> Yeah. So I would just take an example of how Wipro handled this pandemic when it hit us and what solutions we get. So let me just give you a perspective. As we all know the current pandemic has disrupted many industries and we were no exception. Basically COVID has brought to the forefront many crucial factors in terms of business continuity process, the quality of employee experience and the automation connected with the employees. So while we enable our employees to connect, collaborate, and communicate with ease from anywhere from any device in a secure way with a consistent user experience powered by Wipro LiVE Workspace platform which actually takes care of delivering a seamless onboarding of user via the Wipro LiVE Workspace platform and consume all the services the way they used to traditionally consume when they were working from office? So this is something which is the power of Wipro LiVe Workspace platform we have implemented to deliver a seamless employee experience access to the workspaces. That's one but also there are some learnings. When we implemented the solutions on the flip side as businesses we must also acknowledge and be cognizant of the fact that employees are trying hard to juggle between frequent interruptions at home and notifications from various applications we receive both on corporate and personal devices. Basically in a nut shell it is difficult to have the culture of corporate to be working from home. Basically that's another big learning. While all of us are adjusting to this new normal we are in constant touch with our employees and trying to improve the overall employee connect and experience. From a solution perspective let me just give you what we actually did. We have close to 175,000 employees across the globe. Suddenly started working from home post lockdown. What does this mean? The traffic pattern suddenly changed the directions which were traditionally moving on a East to West direction started moving North to South. Basically this means a 100% of the workforce in a corporate started coming from the internet to access the corporate infrastructure and then gain access to the customer network. So basically we had to quickly swing in with our solutions and got our engineering teams to re engineer and tweet the infrastructure and security architecture to this new normal. By leveraging our Wipro BLE and video architectures which is powered by Dell VxRail, NSX we were able to spin off and build capacity on on-prem as well as on cloud in less than 24 hours post one got approvals from the client. Lastly we also deployed a back to work IoT solution which helped our employees to get back to work safely. Basically the solution offers various security parameters. Apart from traditional COVID updates it also helps in scanning the employees' temperatures, employee movement within the office premises, bundled with video analytics and enables secure touch less access to the ODCs for employees who are coming back to work. So we are putting all these solutions together and we pretty much seamlessly were able to navigate from the pandemic situation and get our business back to operations in a matter of days. >> 175,000 People. It's really interesting to think about how that network traffic completely changed from inside the firewalls to everything coming from the outside. It's a lot of people to get working from home right away so congratulations on that. As we come to a close Rajesh, I want to come back to you and talk about again, partnership in the age of this rapid acceleration of technology adoption, new technology move. We talked about the work from home. We've talked about cloud. We haven't talked very much about there's this other big thing that's coming down the pike which is 5G and IoT and kind of this entirely new scale of communication that's machine to machine, not person to person and now these connected devices. The amount of traffic continues to go up into the right at an accelerating rate. Tell us a little bit about the meaningfulness of having a partnership like Wipro that you guys can build solutions around new cutting edge technologies and have that real close connection with the customer or with all the supporting services. >> We'd love to. And maybe first I'll give you a perspective on how our employee base started working from home. Some other statistics that they wanted to show maybe add on towards what Satish said. We transitioned 120,000 employees. Twice the normal to work from home within two weeks and every day we are running something like 20,000 meetings and 16 million zoom minutes per day. That's the kind of traffic IT has seen. >> 16 million zoom minutes per day? >> Zoom minutes per day. >> Wow. >> That's the kind of traffic and our VPN traffic user load just tripled. At software or IT we call Dell digital. It was just a smooth and seamless experience. Now coming back, you said rightly. While we have partnered so far to deliver to the solution which are here today and the customers needs which are here today, what are we going to do for the future needs especially ie 5G IoT? We believe as a corporation that Edge is going to be the next wave of innovation. And next way our customers will benefit. Therefore connectivity to Edge via 5G becomes critical. IoT devices and managing the traffic and contain it there itself rather than flowing it back to data center becomes critical. As an example Wipro and Dell technologies are using our hyper converge solutions along with VMware telco and software for a European telco to provide automation and AI to deliver rapid results for the customer. So these are just early parts of it. We are partnering with Wipro to build solutions around 5G as well as telecom related innovation that'll come into the picture. IoT Satish spoke about a simple example of employee attendance. Imagine this is a need which will only accelerate from every organization, multiply it with the automation and AI that needs to be built into machines and feeding all the data back to drive some intelligence and refine the processes, refine the business outcomes. So I think we are working together on many such things and what's important is in all this, when the universe just explodes to devices and millions of devices, security becomes a paramount feature and we are working with Wipro to build what is called an embedded security into each of the solutions that we are designing. Security cannot be an afterthought or a bolt on it's becoming an integral part of the overall solution as we move towards the Edge. >> Yeah, right. And I think as Satish talked about all the distractions and notifications there're a lot of great opportunities for applied AI too to help people know what to do next. It's hard to be context switching all the time, not only on your work, but also the spouses working from home, the kids are doing homeschooling. It's not an optimal environment at all. Gentlemen thank you for your time. Congratulations on your partnership and hope you have a fantastic Dell Tech World. Sorry we can't be in person but this is not too bad. >> Thank you. >> Jeff >> Thank you >> Thank you Utpal, thank you Satish for your partnership. >> All right. Thank you gentlemen. >> Thank you. >> Alright. Stay with us for continuing coverage of Dell Technologies World 2020. I'm Jeff Frick. Thanks for watching. (upbeat music)

>> Narrator: Live, from San Francisco, celebrating 10 years of high tech coverage, it's theCUBE, covering VMWorld 2019. Brought to you by VMWare and its ecosystem partners. >> Hey welcome back to theCUBE live here in San Francisco for VMWorld 2019. I'm John Furrier with Dave Vellante For CUBE coverage live. We're here with Michael Dell, founder and CEO of Dell Technologies. Great to see you. >> Great to be back with you guys. Thank you guys for all the great coverage here at VMWorld. >> Thanks for coming on. >> And being here. >> I know you're super busy, got a lot of time. So let's get right to it. You're not on stage, you haven't been involved in the keynotes, it's been pretty much a VMWare show, but Pivotal being bought by VMWare, big news, Carbon Black, those were the acquisitions coming in that got everyone abuzz, but there's a lot of technical integrations going on with VMWare, as Dave called it once, the crown jewel for you. >> I agree. >> What's goin' on? I mean, what's inside your head right now? Share what's goin' on. What's on the chess board? >> Well, you know, if we step back to 2015 when we announced the combination and fast forward to today to 2019 we're really delighted with, you know, the progress, and, you know, how we've been able to bring the Dell Technologies family together, the great progress and innovation going on here at VMWorld. You know, you see it on stage, and you know, more today as well. Integrating Kubernetes right inside of vSphere. You know, that's super important. Obviously bringing together the developer and the infrastructure, you know, with build, run, manage, connect, and protect, all the progress we're making at the network layer with NSX, with security, with Carbon Black, and all things Dell are powered by VMWare, so our Dell Technologies cloud vision, the multi-cloud vision, again, think about it from the perspective of the customer. We always start with the customer. Customer is looking for a developer-centric environment that is location agnostic, right? And they don't want to get locked in, and when you think about computing, increasingly it's highly distributed. Right, you got Edge, you got all sorts of clouds, you got software as a service, and how do you seamlessly move things around. And VMWare Cloud Foundation is the perfect substrate to be able to manage in that >> I want to get into that-- >> Future world. >> I want to get into the whole the spare parts comin' together. You guys are pulling a lot together with Dell Technologies, but first I want to say that this is our tenth year covering VMWorld, it's our 10th year-- >> Congratulations, thank you. >> This is the last show standing, 'cause the first show we did was EMC World, which you bought, so that's technically part of Dell Technologies. We've been covering theCUBE, when we first met you-- >> Still there, it's just now even bigger. >> Don: It's even bigger. >> When we first met you you were a public company, and I remember we had conversations around going private and some of the things that you saw and you wanted to do, you're doing them. So we're now five, six years into that. You've been number one in a lot of categories. You like to talk about, we're number one in service, we're number one in storage. You've been number one in a lot of those things that you used to compete and still do. Now the game has changed, the platform of cloud is certainly there, you're bringing all these piece parts together. Not easy, I mean it's, you look at it, it looks obvious on the surface, but it's not obvious putting it together. This is kind of what's happening right now. This seems to be the top story for Dell Technologies. You're bringing the collection of Dell plus VMWare and new stuff into the fold. Is that the right kind of way to categorize it? >> You know, I think if you, if you look at it as a trajectory it's all very clear and it's not really that different from the vision that we laid out in 2015 and 2016. And certainly we were given a incredible opportunity to be able to bring, you know, EMC and VMWare into the Dell Tech family, along with Pivotal, and it's resonated with customers. We've had incredible revenue synergies, and I couldn't be more excited about the level of innovation that we're driving, and the feedback we're getting from customers continues to be quite positive. And you know, what I see out there, looking out, you know, five years, 10 years, is this boom in Edge computing. And I think there again it plays to our strengths and how do we enable this digital future for our customers, you know, and to be able to unleash all this data to enable humanity, and that's why we built this company. >> So as it relates to the Edge, and one of the areas that you're not number one in, one of the few, is public cloud. So you're kind of redefining the notion of cloud with multi-cloud. So I wonder how you think about that opportunity. You're known for go big or go home, you like big markets, how do you look at the total market for multi-cloud and Edge and as it relates to sort of the existing on prem business, the public cloud growth that you're seeing, what do you see for that multi-cloud/Edge new cloud opportunity? >> Well, since we're here at VMWorld, right, VMWare has about 70 million workloads. I think that's actually bigger than the public cloud, right? You can correct me if I'm wrong, right? >> Yeah, I mean they are, look, on-prem's way bigger than the public cloud, right? No question. >> Exactly, and what's happening, of course is-- >> Are grown faster, sorry, but it's much much bigger. >> The line is blurring between, you know, what's a public cloud, what's a hybrid cloud, multi-cloud, Edge, and so, look, our opportunity is to really make all that go away for customers and allow them to choose and express our unique value add in whatever form the customer wants to use it. So you've seen us align with all the public clouds. You know, you're seeing us take steps in the Edge. We're continuing to improve the on-premise systems. You know, with project dimension now it's the VMWare cloud on Dell EMC that we're managing for you. And it's on-demand, it's consumption, and it's consumed just like a public cloud. >> And I (voice muffled) numbers there. >> It's all coming together and who's got a better capability and position than we have? >> Well that's what I was getting at about the piece parts being put together, bringing the spare parts, because I would agree that the on-premise is bigger than the public cloud, but, you know, it's like it's a declining old technology that's being refreshed so you have the customers looking at, you know, that's why containers are popular. You can put containers around legacy. But those technologies have to transform into new ones. This is the cloud platform, I think, opportunity, and so you guys now have VMWare cloud on Dell EMC, which is what looks like it's a managed service for the on-prem as kind of a starting point to kind of re-platform IT or the enterprise because, yeah, it's a big market that's declining or transforming, the spends there, but it might not be the same as it was before. You know what I'm saying? So that's kind of where we see that. Your thoughts on that dynamic. >> Customers don't want to be locked into a particular way of doing things, and if you think about workloads and containers and where these things will reside, one thing we know is it'll change over time, right? And new requirements, security regulation, performance, cost, et cetera. We see things moving back and forth, and I maintain that when we're here on theCUBE, you know, at the 15-year anniversary or the 20-year anniversary, we'll be talking about the Edge being bigger than all the clouds combined. >> Yeah, I like that Edge story. One of the things I want to get thoughts on, you said on theCUBE last year, data tsunami. You've always been pro data, that the data piece is a critical aspect of this new equation. There seems to be a competitive battle for what I call the control plane of data. That's my words, no one has really written that up yet, but data is a strategic asset when you're dealing with applications, whether it's, you know, cloud native and/or on-premise using microservices, but Edge, certainly in data, is a critical thing, too. Do you move compute to the Edge? Do you have data at the Edge? So data's a critical ingredient in all this. What's update in your mind in terms of how that's changed or is it still the same course? What's the current vision of the data role? >> I think it is the critical ingredient. I mean, that's sort of the plot, right? And when you think about neural networks and machine learning and AI and all of those great tools, they're nothing without the data, and we're just at the beginning, you know, we're in the pre-game show of 5G. And we have an increasingly intelligent and connected world, and so, you know, if you think you have a lot of data now, in five years from now you have a thousand times more, and so we're building out this infrastructure to enable, you know, humanity to really bring value from that data. >> Michael, when you bought EMC, I was having a conversation with one of your, CEOs of one of your competitors, and that individual said that, well, Dell's not going to be able to buy companies anymore 'cause of all this debt. And I said, well, what about VMWare? >> How about 40 companies in the last four or five years? There you go. >> So my question to you is around M and A, you obviously as Dell, you bought a lot of companies, Joe Tucci before you bought a lot of companies. Now you and Pat are buying a lot of companies. You've learned a lot about M and A. What do you look for, and what have you learned, what do you look for? I'm sure you've made some mistakes along the way, but what do you look for in M and A? I mean, what's the secret sauce as to how you're successful in M and A? >> Well what we don't do is wake up in the morning and say, "Let's go find a company to buy." Okay? We actually start with the strategy of the company and what are we trying to accomplish and what is the strategic intent and the problems that we're trying to solve on behalf of our customers? And, there are many ways to do that, right? We have organic innovation, you know, the list of the top, you know, patent holders and producers just came out for 2018. We were ranked number 12 of all companies in the entire world. That's pretty good, you know? Up from number 18 the year before. You know, we were a couple patents behind Apple, and, you know, our organic innovation engine is very very strong. Then we have partnerships, right? We're not going to do everything ourselves, right? Look out there at the expo you see every company in the industry is part of the VMWare ecosystem, love it, fantastic, right? Then we have investments. We have our Dell Technologies capital. And we're continuing to make investments. We're going to announce another one here, it'll probably get your attention, in the compute space, in the AI space. And we continue to sort of shoot ahead, you know, three to five years into the future with these new investments. And then of course, acquisitions are also a tool to accelerate. And if you think about how we built NSX and adding new capabilities into the software-defined network, which I continue to believe is an enormous opportunity that we're incredibly well positioned for. So we have a platform to add new capabilities, but you know, acquisitions are just one of the factors. (voices muffled) >> Well and you also have some dry powder, if I may, and it relates to this, that you haven't really pulled the trigger on yet, which is Dell Boomi, Secureworks, and RSA. I mean these are assets that, you know, it's not exactly clear where they fit in the whole family. You have a lot of options there. I don't know what you can share about those. >> You are correct, we do have a lot of options, and we have some great assets that continue to grow. You know, Boomi continues to boom a long, and adding thousands of colors and continues to be, you know, quite well adopted. But here at VMWorld super excited about the ability to bring together Kubernetes and Pivotal and VMWare all together. You know, I think, you know, if you look at the endpoint business on a revenue basis nobody has a bigger endpoint business than Dell Technologies, all right? And you know, with what we're doing in Workspace ONE, which was already having great momentum, and now with Carbon Black, the ability to secure those endpoints, which are increasingly very diverse, as we were talking about before. You know, our capabilities continue to expand. >> You guys have done a great job. I mean, Dave and I were commenting, the shareholder value, stakeholder value, both shareholder and stakeholder that you've done, went private, then went public, all this financial success, congratulations, but I want to talk about Pat Gelsinger and VMWare because we were commenting during the vCloud Air transition before the Amazon relationship where, you know, Pat saw the wave, he's like, look it, we got to go and make a, clean this mess up. Those weren't his exact words, but something along those lines. They made, the team looked at Amazon, partnered with Amazon. Since then the VMWare stock price shareholder value (voice muffled) so all good moves around, so you know, props to everyone, but the whole tech for good thing is now part of, I want to get your thoughts on this because this backlash against tech these days, right? And I thought Pat's keynote yesterday was clever to point that out that it's the neutral opportunity to shape it. This is now a big part of, it's not window dressing anymore, this isn't about just throw some niches out there, this is part of corporate culture that is directly relevant to some of the political wins happening. Your thoughts on balancing and shaping tech for good and leveraging the financial success, the stakeholder success, not just shareholder, your thoughts. Right, well first of all I think the biggest thing that we can do is to, you know, use all this data to enable humanity in a positive way, right? And that's sort of our core mission as a company and what we do. I think as Pat correctly pointed out, you know, AI doesn't wake up in the morning and say today I'm going to be bad or today I'm going to be good. It's what do we as humans ask these things to do? And you know, storytellers are good at scaring people, and as long as there have been humans telling stories to each other, we've been fearful of new things, right? But the reality is that the vast majority of technology is used for good. I do think there are some companies in today's world that have been looking the other way because they've been minting money. >> We know who they are (chuckling). >> By using customers' data and they're exploiting their privacy in a way that is not good. And, you know, I think they're going to be subject to regulation and, you know, the rules will change. We're not one of those, right? >> If I may, I mean, look, the tech industry, yes, there's some examples, but the tech industry in general has, I think it got a bad wrap. And I'm glad that people like yourselves and leaders like yourself are sort of saying, hey, we actually are doing good. Here's some examples, and really leaning into that because I would say, on balance, the contribution to society of tech has far outweighed the negative. >> And look, the way we've always approached this is to say, you know, what do, you know, what is the best possible thing that we could be doing here? And, you know, if we're waiting for a regulator to show up and tell us that we did it wrong, that's completely the wrong answer, right? So if you look at, for example, in our sustainability and, you know, the environment, we're way, way ahead of any rules or things. You know, we're proactively thinking about how do we dramatically improve our footprint and the materials and the energy consumption, and certainly we have legions of stories about how technology and genomics research and disaster recovery in, you know, imaging to, you know, understand, you know, what's going on across the globe is having an enormous positive difference. >> One of the things you mentioned about the Facebook example, you didn't actually say Facebook, but it pretty much was Facebook, was it was weaponized and there was some digital damage and some collateral damage, but when you talk about Edge computing one of the national defense security concerns is when it's not just malware attacks we're worried about to steal credit cards, there's take over of actually machines. So the industrial IoT piece of it, there's a lot of concerns around the role of leaders like yourself and companies around national defense because with the ransomware of 13 cities hit, was that cyber? Was that intentional? Was that just blackmail? We don't know. I mean, you take over a self-driving car and you can make it do something. That's lives are now in danger, not just credit card data. So the whole discussion around cyber defense becomes now a topic that politicians are not really that qualified to address right now. >> Well, it's-- >> The role of our industry is changing. >> Yeah, it's something we spend a lot of time on, and obviously with RSA and Secureworks and the intrinsic security that we build into our software and hardware infrastructure solutions, we spend a lot of time on this. You're absolutely right as everything becomes intelligent and connected, the attack surface and the vulnerabilities also become much, much larger. So we have a real responsibility not only in securing our supply chain, but in securing all of those, you know, devices and virtual machines, the containers that are out there running the infrastructure of the world. I mean, we have about half of the world's mission critical, you know, organizations are running their most important things on Dell Technologies. >> It's great that you've been proactive, having good judgment as a corporate citizen. I think that's a great leadership, congratulations, and that's something that everyone should emulate. My final question for you is what are you excited about right now? I mean, a lot going on. You got a spring to your step. VMWare stock is still at a high, even a little dip here with some of the political landscape going on, but still, a lot of integration. New techs happening. You got Kubernetes, you got a lot more on top of that with microservices. You got 5G, as you mentioned, is pregaming right now. But a lot of other stuff is going on. What are you most excited about? >> Well, you rattled off several of them. I think, you know, on-- >> Pick your favorite. >> The stage with Ray O'Farrell and Greg Lavender, they had a kind of landscape there of 21 new technologies that are super interesting. I could geek out and get excited about any, any >> your favorite. >> Any one of those. You know, look-- >> Hey, hey guys, it's my turn. >> Hey. >> Hey. >> You ran over here, my turn. >> John: Okay, all right. (voices muffled) >> Did he do okay? >> He did good. >> Good, okay. Thank you, Michael. >> Sure thing. We ready to let you take over? >> All right. >> Come on in. Mic him up. I think he's got to go. Michael's got to go? Okay, well, Pat's on deck here. >> I'm saying 5G, very excited about 5G. >> Pat want to get in the batter's box here. He wants to get into the game. >> It's 5G, data explosion. >> Michael, thanks for, thanks for joining us. Really appreciate it. >> Absolutely. >> We'll be back with Pat Gelsinger who's on set right now, ready to go. We'll be right back. (light techno music)

(funky music) >> Announcer: Live from San Francisco celebrating 10 years of high tech coverage it's "theCUBE" covering Vmworld 2019 brought to you by VMware and its ecosystem partners >> John: Hey welcome back everyone its "theCUBE" live coverage here of VMworld 2019. We're in Moscone North in San Francisco, California. I'm John Furrier, Dave Vellante. Our tenth year covering VMworlds. The last show that's still around since "theCUBE" started. EMC World's now a part of Dell Technology World so VMworld was our first show of "theCUBE" in 2010 and we're here with then the Senior Director now the CMO of VMware Robin Matlock. Great to have you. Thanks for coming. 10 years ago we were across the street at the South. The first ever "CUBE", now 10 years later, what a run. Thanks for coming on. Appreciate it. >> Robin: Well how 'about the fact that this is number 11 VMworld for me so I think we're on, like, number 16 or so for VMworld so, yeah, we've driving been this ship for a while and it's still going strong. >> John: And, you know, when you came in the studio we did a little preview video and one of the things we talked about and you jumped on was this notion of resiliency around VMware. I want to get into that because the keynote this year I thought really used some of his primetime real estate to highlight Tech for Good and really some of the efforts around that so 1. Shareholder value, you guys have been doing great. Stock prices up. But in this era of, you know, corporate responsibility and accountability, this Tech for Good message is real. You guys have been doing it for a while. It's not new, it's not like you're doing it for fashion, it's the real deal and it was a big part of the keynote. >> Robin: It was. In fact, it was really a highlight for part of the keynote for me personally. I mean, I think when it's in our DNA, and that is consistent with our values, and we've been at that for some time. We have values that are all about, you know, customer and community and that's who we are. We also have very high aspirations that of course we have to be performant. We have to perform well as a business and deliver shareholder value but that isn't enough. You know, I do think that Pat leads this narrative that we as a company have to think about giving back more than we take. And it's not just PowerPoint slides, it's real. We empower our employees. I hope you enjoyed the story about Callum Eade swimming the English Channel all for a cause that he chose. He raised the money, he drove that and VMware just opens up those opportunities to allow our employees to do that so I think, we think it's a really important topic, we tried to give it a lot of air time, and give a way for the attendees to connect with it and see what they could take action against. >> John: And also, you guys are also voted one of the best places to work. Your campus in Palo Alto, beautiful and it is a great place to work. But this is the ethos, but it's still competitive and had Carl Eschenbach recently in our studios in Palo Alto and he made a comment he's like, "You know, I've been at VMware "for many, many years", now he's a VC at Sequoia Capital, and Carl said, "You know, everyone's been "trying to kill VMware. This is going to VMware, "that's going to kill virtuals." The resiliency just around the staying power of the product and technology leadership happens. This year it's containers, the attendees are excited by it, the numbers are up, 20,000 people here. Still evolution on the technology side, still great community. >> Robin: Yeah, I mean I think, you know resiliency is in the fabric of VMware but I think innovation is what is the secret sauce and we know in Silicon Valley you better innovate and keep moving forward or you're going to find yourself kind of, left out and, you know, Pat's been an incredible visionary. He's got a team of leaders that are very confident, strong technological disrupters. I mean some of the big acquisitions that we announced just last Thursday at earnings that we are educating folks here about, the intent to acquire Pivotal, the intent to acquire Carbon Black, you know, further that we'll either do it organically or we will acquire interesting combinations of companies to drive unique value to our customers. So I think there was a whole bunch of that today. >> Dave: We were talking in "theCUBE" earlier, Robin, about how now it's a post-virtual machine world and if we go back to 2009, which was my first VMworld as well, Paul Maritz at the time said we're building this software mainframe. Now, of course, you got promoted and I'm sure killed that mainframe from all marketing but (laughs) so well done but you kind of evolved the software-defined data center vision. But one of the takeaways for me from the keynote was this notion of any workload, any app , which was kind of the vision back then and now in a cloud which the cloud wasn't as prominent then. And so from a marketing standpoint you've really, the vision has been consistent but now with all these acquisitions you're making you're really embracing a much broader vision and your marketing message has to evolve as well. >> Robin: To support that, I think the fact that our vision has been incredibly consistent for many years now, I mean, that's Pat's leadership kind of setting that foundation for the company. My job as a marketer is to help find the way to articulate that in a way that's consumable and people understand. But what's happened over the years is we deliver on that vision 'cause, you know, a vision it's not all perfect, we don't have every piece of it or it's not all optimized. All of these moves year after year are just validating and supporting the delivery of that vision to our customers and I think the big moves this year are no different, whether it's Tanzu for Kubernetes, whether it's the Carbon Black acquisition idea, whether it's Pivotal, these are just steps along a journey that's going to deliver on our vision which is delivering any application on any cloud consumed by any device, all with security intrinsically built in the fabric. >> Dave: Well and the gauntlet that you lay down this year in talking to your practitioner audience was that technologists who master multi-cloud will own the next decade. Okay. That kind of says it all, right? And that is a strong message that you're sending to your buyers, to your practitioners so. >> Robin: Yeah, and I think the people that are right here at VMworld, these are the kinds of technologists that have that opportunity in front of them. That's why this whole notion of make your mark it's like, lean into this opportunity. Betting on VMware, building your career on virtualization has opened up many opportunities. It went from compute to storage to networking. It's now into multi-cloud. These are incredible opportunities and these technologists are the ones that can deliver this value for their enterprises. >> Dave: And there's diversity in the messages, you know, all the major cloud players say, "Well no. Just our cloud." You guys are pushing in a new direction. I mean that's what leaders are supposed to do, right? >> Robin: Our strategy has always been about choice, you know, we've really been advocates of letting customers choose the path that's right for them and we know in this cloud war that we're all a part of that customers they are choosing. Some are leaning into AWS, some are leaning into Azure, some are biased towards IBM. Our job is really to enable them to have a rich, powerful experience without friction, efficiently, and operate those workloads in any of those environments. >> John: Have you seen any demographic shift in your primary audience because obviously the operating side, even with Kubernetes, they love it, containers, a messaging channel that's in and of itself but still containers seems to be that next step function with Kubernetes that VM's brought to computing. But when you bring in the dev and the ops that's where it starts to get magical when the operating's got to meet up with the developers. That's been the theme. cloud-Native. All this enablement's coming in. Has there been a shift in demographics to your audience? >> Robin: Well it is an evolving journey, if you will, and yes but it's still, I think we have a long ways to go. We are largely still have an infrastructure audience here, there's a mobility crowd here, there's a cloud architect crowd here. The new audiences are going to be the platform architects that dev/ops community and we do have shifts in that but I would say that's part of the value as we bring Pivotal into the family, we can now merge these audiences and, I think, do a much formidable job at that. >> John: It's interesting, Telco will have them on later. 5G was a big part of the keynote as well >> Robin: Yeah. >> John: A new opportunity, a new affinity group there. >> Robin: Without a doubt, I mean, the whole Edge and Telco clouds are really opening up new entirely new markets. The Telco, the 5G, we do think that's going to be a very significant wave and is going to create new opportunity for new application types, new fundamental architectures that we can now merge between Telco and Enterprise so we think it's really a rich ground for innovation. >> John: You mentioned Pivotal, I think that's more of they were already in the fold, now they're officially in the fold with Dell Technologies but your other acquisitions, there's a lot of them. You got to kind of bring them into the fold so is there the marketing playbook do you have an off-site meeting and you just give them the playbook? How do you handle all the integrations? 'Cause that's always a big challenge. IT integration, messaging integration, again it helps if they're on the fault line of the value proposition but >> Yeah. >> John: What's your strategy to integrate all these companies? >> Robin: Well, you know, any time you're doing a lot of mergers and acquisitions you definitely have to think very strategically about integration and then sometimes you want to integrate fully, right away and sometimes you want to let an acquired company be stand-alone for a little while. Got to get used to the culture a bit-- >> John: Like Velocloud? >> Robin: Velocloud is kind of independent-- >> John: They've got their own building. >> Robin: within the networking team. AirWatch was held very independent for a couple of years. Some other ones are just tuck-ins. You just bring 'em right into the family, you just merge 'em in, it just depends on the size, the scope, the culture and the strategy. I think we take a very purposeful approach to M&A integration and we don't really have a one-size-fits-all strategy. Depends on the circumstances. >> Dave: So follow up on that because clearly there's an engineering culture here at VMware and take the Carbon Black example for instance you talked about how you guys have sort of pretested it with AppDefense but from your standpoint, how do you think about the architecture of the marketing and the messaging? I think you answered it in part. It was sometimes it makes sense to keep it separate sometimes but when you think about the vision do you look at it and say, "Okay this plugs nicely into the vision "and so here's what I'm going to do?" How integrated is it with the rest of the sort of decision-making process? >> Robin: Well, you know, I would take the position that all these acquisitions are plugging into the vision. They are that's why we're buying them because they are very aligned to our strategy and vision. Now I have the challenge as a marketer to deal with a lot of different brands that are coming into the family. I mean, how and when do I consolidate and kind of unite the brands and that is a journey that we're going to be on. We'll take some time to do that. You don't want to rush things in that regard. I think it's very important that the market sees one VMware, one vision and strategy, you know, if it's delivered in a product and it's through an acquisition as a different brand that's okay, we can work on that over time but as long as we're laying out one strategy and vision to the marketplace and just showing these are evidence of proof points of that journey. >> John: Yeah. I mean, you guys, you're pretty clear. Your strategy is to evaluate, understand where they are in the value chain of what you're trying to do. Unlike others like IBM which brings companies in quickly, makes them IBM, you guys are a little bit different, You'll play with whatever the market will give you. That's pretty much what I hear you're saying. >> Robin: Well for example, Carbon Black, experts in security, you know. I think we want to capitalize on that expertise. We want to protect that expertise. They've already been partnering with AppDefense now for some period of time rather than, you know, it's like which one is >> Right. >> Robin: consuming the other (laughing) so our strategy is let's combine AppDefense with Carbon Black and then start working with Patrick and Carbon Black to merge that into the-- >> Yeah. >> Dave: Organizationally, I think that's, at least what I read >> Yeah. >> Dave: was you can set up essentially a cloud security division, right, that Patrick is going to >> That Patrick is going to run. >> Dave: run, so >> That's right. >> John: Okay so VMworld 2019, what's the update here? Give us some factoids, some of the exciting things happening here. We're in the meadow, there's birds chirping here. This is Moscone North, nice build-out, always good build-outs here. Moscone, we're back in from Vegas but what's going on? Labs, activities-- >> Robin: We've got it >> Give the-- >> Robin: all, John >> Give us the highlights. >> Dave: Klingons >> That's right. >> Robin: First of all you've got two great days of keynotes, right, those are really important highlights. Tomorrow we're going to do some really interesting things, demo, technical, deep dive. Great guest celebrity speakers, right, We're going with the sports theme this year and elite athletes and what they're giving back to the world with Lindsey Vonn and Steve Young. But here for the program we have the Hands-On Labs are on fire. They broke records on Sunday so I know they've been really well-attended and consumed. We have over 600 break-outs, so many it's mind-boggling. We have 230 sponsors in the Solutions Exchange and that's probably a place where you can go not just to get the VMware stuff but get that good exposure and lay of the land of the entire ecosystem. And they're all showcasing their innovation. What's new, what's the latest. So I think those give people a really good quick snapshot in one week, you can pretty much get an overview of the entire industry. >> John: Are there any must-sees in your opinion? >> Robin: (breathing in) Oh-- >> John: Or that people are talking about? >> Robin: I think for sure you got to get into this Kubernetes stuff. If you don't come out of this week of VMworld with a good handle on what is Tanzu, what's Tanzu Mission Control, what are we doing with the Heptio acquisition, what is PKS evolution happening, I think you would be missing something if you don't really grok that. Project Pacific work, Kubernetes in vSphere, tightly integrated, so that's a must-do. I think there's a lot happening in the networking space, right. Pat was pretty bold up there about, you know, what is the opportunity relative to network virtualization and the time is now so I think you've really got to get into that from the data center to the Edge to the cloud. Network transformation's hot. And then of course I think the cloud and I think we're really clear on hybrid-cloud and multi-cloud and how to really think about those environments and how, if you're architecting cloud for your company, what you want to be thinking about, what are we doing across multi-cloud, and, you know, I think all that hybrid-cloud stuff, it's all there. >> Dave: As we move to this, you know, this post-VMworld, VMware world how do you-- >> Robin: Is there a post-VMware world? >> Dave: What role, post-virtual-- >> John: Oh look at that, there we go. (laughing) >> Robin: I don't think there's a post-VMware world. >> Dave: Post-VM. I mean virtual machines. >> Robin: Virtualization. >> John: Are you changing the name to container world? >> Robin: No. (laughing) >> Dave: Right, exactly. So what (laughing) yeah what specifically are you guys doing to sort of educate folks, I mean, obviously you've got a lot of Kubernetes sessions, et cetera but just in terms of helping people sort of transform their skill sets into infrastructures of code, being able to take advantage of Kubernetes, you know, we've seen some things in the industry at events like this where you know, guys learn how to program in Python or, you know, whatever it is >> Right. >> Dave: Are there specific plans to do that? Is that actually happening at the event or? >> Robin: Well that's part of what all this content is about, I mean, you know, 600 break-out sessions aren't about, you know, compute virtualization. You can find those but this is about all these different dimensions, right? Whether it's what is Kubernetes, fundamentals, how you think about that in what kind of environment you're running. And I think that's the spirit of what VMworld is about. It's about hands-on, it's about meet the experts, it's about sessions, it's about the ecosystem, it's about having that all at your disposal in one week. >> You forgot something. >> Oh did I? >> The parties. >> The party? >> Everyone >> Well that's not helping your technical-- >> Everyone >> Aptitude >> Everyone knows VMworld has great parties at night and that's where all the action, you guys work hard/play hard one of the ethos of VMware culture. >> Robin: That's right, that's right. Well, we do work hard/play hard because this is intense, right? These guys are trying to jam as much as they can into four days and so we got to let off a little steam and OneRepublic is on stage on Wednesday night. We're going to have a great time. But I do think it's on the back drop of them here they are just like sponges trying to absorb this information. >> John: My final question is, and you guys brought it up in the keynote, around the tech industry good, bad, and Pat says neutral, it's how you shape the technology. Really a call to action and a strategic imperative to be more proactive in accountability and driving change for good. So I got to ask you about the word trust. I've seen a lot of marketing around companies always try to market around trust. Now more than ever the trust, whether it's fake news, company responsibility to security, which is a big part of what you guys do. How do you see that a marketer and what's the conscience of VMware because trust is certainly a big part of what you guys do. Is that a marketing, going to be a marketing ethos? Is it built into everything? Just curious how you personally feel about the word trust. >> Robin: Yeah, well first of all, I think it's foundational to doing good, healthy business. I think you got to be very careful as a marketer to market trust. I think you need to demonstrate your trustworthiness. You need to be consistent. You need to be credible. You need to be there when the times are tough. You need to be, you know, not always asking for something in return and if you earn trust you don't really have to say it. I believe we can position our validity and our credibility proven, you know, having customers say that we're trustworthy, having customers articulate >> Yeah >> Robin: why they depend on us, I believe that's more effective for our customers and, at the end of the day, probably more authentic. >> John: Yeah, and I think people, yeah that tends to be the track record of people who say it maybe haven't earned it, right, earning it's the better marketing strategy-- Yeah, I think these 20,000 (laughing) people are saying it as they show up here with their time and energy and investment. And I think our customers, you heard from a lot of customers on stage today. Gap, Freddie Mac, Verizon, there'll be more tomorrow. You know, I think there's over 100 customers in these sessions here and they're here advocating because they trust VMware. >> John: Well they run their business on you guys. Dave had a survey hey did, just published it yesterday, the spend is not going down. I mean the cloud impacts your business, you're getting into the cloud so that's pretty obvious but just overall the business is healthy >> Oh very >> John: for VMware (laughing) >> Robin: Very healthy. And you know we do that by really trying to have a balanced approach. It is about shareholder value but it's about tech as a force for good, we're passionate about that and ultimately we put customers at the center of our thinking, of our decisions, of our behaviors, and I think that ultimately keeps rewarding us. >> John: Well, Robin, it's been great to work with you over the past 10 years. Continue on. I think you guys have earned the trust, certainly the proof is in the results, and, you know, it is what it is, and the community votes with their wallet on the product and their participation so congratulations. >> Robin: Well if that's an indicator, I think we're getting a pretty good report card. >> John: Thanks, yeah. (laughing) >> Thanks for inviting me. Love being here, guys. Take care. >> John: Alright, Robin Matlock, CMO of VMware here inside "theCUBE" for our 10th year but also as VMware goes to the next level step function with virtualization to containers, Kubernetes, big theme here, I'm John with Dave Vallente, stay with us for more coverage after this short break. (funky music)

our Studios in the heart of Silicon Valley Palo Alto California this is a cute conversation hello everyone welcome to the special cube conversation with a remote guest Steve Herod managing director of general kennel s he's a venture capitalist former CTO of VMware cube alumni Steve welcome to this special cube conversation coming in remote from Palo Alto you're right across town but still we're gonna grab you big news happening and also get your thoughts on the Emerald 2019 welcome to our remote conversation yeah hey Jon yeah we're close and yet this makes it even more convenient go we'd love the new format of bring people into no matter where they are no matter what whatever it takes to get the stories we want to do that and and two important ones to having we we know vm world's coming next week but congratulations in order to you and your portfolio companies signal FX another cube alumni firm we've been covering since the beginning of their funding acquisition by Splunk today for over a billion dollars sixty percent in cash and forty percent in stop congratulations you've been on the board you've known these guys from VMware quite a team quite an exit it's a win-win for those guys congratulations yeah great group of guys several of which were at VMware has you as you mentioned and as you've had on your show that's great they were doing a really good job of monitoring and getting metrics about applications and how they're doing it and they're marrying it with spunks ability to ingest logs and really understand operational data and I think the combination will be very powerful it brings kind of what we've been monitoring cloud 2.0 essentially monitoring 2.0 is really observability as the world starts moving into the the kinds of services we're seeing with cloud and on-premises operations more than ever that game has changes much more dynamic and the security impact is significant and certainly as applications connect whether it's IOT or any IP device having that data at scale is really a critical part of that and I know signal FX was one of those companies where you invested early and I remember interview them a couple years ago and saying damn these guys might be too early I mean they're so smart they're so on it but this is an example of skating to where the as Wayne Gretzky would say these guys were just hitting their stride Steve can you can you share any color commentary on on the deal and or you know why this is so important well they've been at this for a long time and they're a great team I've been involved as an investor less time obviously but yeah it was the really original team out of Facebook monitoring really at scale applications and then trying to take that technology that Facebook could use and applied it to our world and you know as you discovered we're in a world of micro services and containers and that is definitely hitting its stride right now and so they were in the right place knowing how to monitor this very fast moving information and and make some sense out of it so yeah really good job on their part and it was a pleasure to be along for part of the ride with them it's great to meet great founders that have a vision and stay the course because you know it's always tricky when you're early to see the future especially around ok we're talking micro services and containers way back before it became the rage and now more relevant operationally for enterprises it's easy to get distracted and it's fashion well just jump on this trend or this wave they stayed the course they stayed the nose to the grindstone and now observability which to me is code word for monitoring 2.0 is probably one of the hottest segments you saw companies going public companies filing the pager Duty dynaTrace now the you guys with your acquisition with signal FX this is an important sector this would normally be viewed in the IT world as kind of lists of white space but it seems to be a much bigger landscape can you comment on your view on this and why it's so important why is observability so hot Steve well it's been this actually been a great market to be in for quite a while they've been a large number of companies continuing to be both built up and it's pretty simple the amount of e-commerce or the amount of customer interactions you're having over applications and over the web has gone up and so anything is not performing well or house downtime literally cost you a lot of money as a company and so as these applications get more complex and they're being relied on more for revenue and for customer interactions you know simply you have to have better tools and that's gonna be something that continues to evolve we have more complex apps and more commerce is going to go through them complexity is obviously something that people a lot of people are talking about I want to ask you something around today's marketplace but I want you to compare and contrast it similarly to what your experience was at VMware when you the CTO you know virtualization evolved very very quickly and ended up becoming a really critical component of the infrastructure and a lot of people were pooh-poohing that initially at first and then all the sudden became we got to kill VMware and you know so the resiliency of VMware was such that they continued to innovate on virtualization and so that's been you know part of the legacy of VMware and VM roads will cover next next week but when you look at what's happening now with cloud computing and now some of the hybrid cloud opportunities with micro services and other other cool things the the role of the application is being is important part of the equation it used to be the stand up infrastructure and that would enable the application to do things virtualization kind of changed that game now you don't need to stand up any infrastructure you can just deploy an application then the infrastructure can be code and be self formed so you can have unique requirements as infrastructure driven by the application the whole world seems to have flipped around do you see it that way is that accurate assessment and what's your thoughts on that I think you're right on a bunch of fronts people have been calling it different things but the beauty of VMware and you know this is a while ago now but the reason it was successful is that you didn't have to change any of your software to use it sort of slid in underneath and added value but at the same time applications evolved and so the path of looking like hardware was something that was great for not changing applications you have to think about a little differently when people are taking advantage of new application patterns or new services that are in the cloud and as you build up these as they're called cloud native applications it really is about the infrastructure you know it's job and life as to run applications and it's it sort of felt like the other way around it needs to be you wrote an application for what your infrastructure was it shouldn't be like that anymore it's about what what you need to do to get the job done and so we see the evolution of the clouds and their services that are there certainly the notion of containers and a lot the stuff that VMware is now doing has been focused on those new applications and making sure VMware adds value to them whatever type of application they are it's interesting one of the exciting things in this wave that we're on this year around multi cloud hybrid cloud and public cloud now that we've kind of crossed over to the reality that public cloud has been there done that succeeded I call that cloud 1.0 you saw the emergence of hybrid cloud even early on around 2012-2013 we were talking about that at VMworld you know certainly Pat Kelson here but now you're seeing hybrid cloud validated you got outpost you got Azure stack among other things the reality is if you are cloud native you might not need to have anything on premise like companies like ours with 50 plus people we don't have an IT department but most enterprises have stuff on premise so the the nuance these days is around you know what's the architecture of IT these days when you add security into it's complicated so there's debates can there be a sole cloud for a workload certainly that's been something that we've been covering with the Amazon Jedi contract where it's not necessarily a sole cloud for the entire department of defense it's a sole cloud for the workload the military application workload or app the military it's 10 billion dollar application and it's okay to have one cloud as we would say but yet they're gonna use Microsoft's cloud for other things so the DoD's having a multiple cloud approach multiple environments multiple vendors if you will but you don't have to split the cloud up or say this is kind of one of those conversations really evolving quickly because there's no real school of thought around this other than the old way which was have a multi-vendor environment split two things what's your thoughts on the the workload relationship to the cloud is it okay to have a workload have a single clap for that workload and coexist with other clouds it's funny I've been thinking about this more lately where if you went back earlier in time forgetting cloud there used to be a lot of different type of servers that you could run on whether it be a mainframe or a mini mainframe or UNIX system or a Linux system and to some extent people are choosing what would run where based on the demands of the application sometimes on price sometimes on certifications or even what's been ported to the right one so this is I'm beating myself but you know that's that's a while ago it's not too different to kind of think about the different kind of cloud services are out there whether you're running your own on your own data center or whether you're leveraging one from the other partners I really do think in the ideal world you get your choice of the best possible platform for the application across a variety of characteristics and it's kind of up to the vendors of management software and monitoring software at security software to give you more flexibility to choose where to run and so forgetting VMware exactly but think of a virtualization layer that that really tries to abstract out and let you more fluidly run things on different clouds I do think that's where a lot of the you know the core software is head of these days to really enable that to work better and so a million other use cases with with you know storage being moved around for disaster recovery or for whatever it else might be but that core of flexibility reminds me a lot of you know choosing what application would one run would run where within your own company and the kubernetes trend in container certainly really makes that so much more flexible because you can still run VMware's on the ends beams under the covers or put stuff on bare metal a lot of great opportunities so it's exciting and you slap an API in front of them and and micro-services sort of works in tandem with that so that you you could really have your application composed across multiple environments and I think the observable observability is so hot because it takes what network management was doing in the old way which is monitoring making sure things are operating effectively and combining with data and so when I heard about the acquisition of signal FX into Splunk I'm like there it is we're back to data so observability is really a data challenge and opportunity for using what would be a white space monitoring but it's more than monitoring because it's about the data and the efficacy of that data and how it's being used whether it's for security or whatever your thoughts so there's more data than ever for sure and so being able to stream that in being able to capture it at cost all that is a big part of our you know the environments we all work and the key thing is turning that into some actionable insight and whether you're using you know interesting calculations for that or different forms of machine learning like that's where this really has to go is with all this data coming in do I avoid false false positives how do i only alert people when needed and then that allows you to do what everyone has talked about for 30 years which is automatic remediation but for now let's talk about it is how do i process all of this rich data and give me the right information to take action see we want to thank you for coming on this promote cube conversation you've been with us at the cube since 2010 I think our first cube event was EMC world 2010 that show doesn't exist any longer because that folded into Dell technologies world so VM world next week is the last show standing that has been around since the cube cubes been around of course you guys had the VM worlds had their 10th anniversary I think was 2013 as a show but this is our 10th year I want to thank you for being part of our community and being a contributor with your commentary and your friendship and referral appreciate all that so I gotta ask you looking back over the 10 years since you've been with the cube VMworld what's the most exciting moments what are moments that you can say hey that was an amazing time that was a grind but we got through it funny moments your thoughts yeah boy that's a tough question I've enjoyed you know working with you John and the cube there have been so many really interesting things for me the some of the big acquisitions that we went through at VMware where I think the nsx acquisition when we get nasarah I think that really pushed us in an interesting spot but we had gone through IPOs and acquisition ourselves by EMC and we've gone through some pretty vicious competition from whether it be Citrix or Zin or Microsoft yeah that's just the joy of being at these companies it's lots of ups and downs along the way but they all kind of fit together to make an exciting life what were some moments for you I know you had left was a twenty fifteen or twenty six point eight vs world you go down there yeah about six years what do you miss about VMware the team is what everyone kind of cliche says but it's totally true the chance to kind of work with all those people at the executive staff all the way down to like these awesome engineers with Co ideas so I definitely missed that miss shipping products you don't get to do that as much as a venture capitalist but but on the flip side this is a great world to be and I get to see enthusiastic you know very optimistic founders all day long pushing the envelope and while that was existing at the EM where it's it's what I see every single day here you've been on the cube ten times at vmworld that's the all time spot you're tied but first congratulations on the leaderboard well it's been a great ten years going forward we've seen more so go looking back I would say that you know Palmer it's taking over from Diane Greene really set the table he actually laid out essentially what I think now as a clearly a cloud SAS architecture I think he got that pretty much right again or maybe early in certain spots of what he proposed at that time though some things that didn't materialize as fast but ultimately from a core perspective you guys got that right and then went in try to do the cloud but then and this year it comes in for a software-defined you know line with Amazon and since that time the stock has been really kind of up to the right so you know some key moments there for VMware from small somalia more stuff it's fun to see pivotal now possibly coming back into after after getting started there but I think you know there's there's a hugely talented team of executives there Pat Yeltsin jurors come in and done a great job I think Raghu and all these folks that are in there are good thinkers and so I think you'll consider to continue to see it evolve quite a bit and probably some cool announcements next week talk about the role Raghu and the team played because he doesn't really get a lot of the spotlight he avoids it I know he'd I've talked to him privately he won't come on the qoi let the other guys go on other guys and gals so he's been instrumental he was really critical in multiple deals could you share some insight into his role at VMware VMware and why it's been so important well I'll push them to get on especially now that you have remote you can probably grab him no he and Rajiv and andraia Ferrell just all the guys are I think he and regime basically split up half and half of the products but I know Raghu is very very similar in the whole cloud strategy that has clearly been working well he's good friend in a very smart guy well I want you to give me a personal word that you're gonna give him in a headlock and tell him to come on the cube this year we want him on he's a great great great guest he's certainly knowledgeable going forward Steve 10 years out we still got 10 more years of great change coming if you look at the wave that's coming you're out investing in companies again you had one big exit today with the billion dollar acquisition that was happening by Splunk and signal affects a lot more action you've been investing in security what's your outlook as you look at the next ten years there's a lot more action to happen we seem to be early days in this new modern era historic time in the computer industry has applications of now dictating infrastructure capabilities is still a lot more to do what are you excited about there's there's a million things I get to see everyday which are clearly where the world is headed but I think at the end of the day there's there's infrastructure which the job and life of infrastructure is to run applications and so then you look at applications how are they changing and and what is the underlying fabric gonna need to do to support them and if you look at the future of applications it's clearly some amazing things around artificial intelligence and machine learning to actually make them smarter it's all different factors form factors that they're running on and being displayed on I think we clearly have a world where with the next generation of networking you can do even more at the edge and communicate in a very different way with the backend so I kind of look at all these application patterns and really try to think about what is the change to the underlying clouds and fabrics and compute that's going to be needed to run them I think we have plenty of headroom of interesting ideas ahead stew Dave and I were talks to Dave Stuben they want this too many man died we're talking about you know as infrastructure and cloud get automated as automation comes in new waves are gonna be formed from it what new waves do you see is it's like RPAs a I I mean because as those things get sucked in and they ships in to new waves what are the some of the key ways people should pay attention to I'm not saying the inverse tress is going away but as it becomes automated and as the shift happens the value still is there where is those new waves well I think today it looks like most applications are going to be composed of a lot of services and I think they're gonna be able they're gonna need to be displaying on everything from big screens to small screens to purely as headless api friends and so again I think at the end of the day this this infrastructure is gonna have to have a lot of computation capability have to crunch through tons of data but also have to stitch together these connections between components and provide really good experiences and ability in the network and all those are very hard problems that we've been working on for a while I think we're gonna keep working on them and new forms for the next ten years at least awesome see thanks for being a friend with us in the cube what's your funny favorite moment of the Q can you share any observations about the cube and your experiences your observations over the 10 years we've come a long way you've come a long way actually I've enjoyed it I mean it's a microcosm of all the other stuff going on but I saw your first little box that you built and used for the cube like that was that was really cool but now the fact that I'm on my laptop you know doing this over the network and it's showing up is pretty awesome so I think you're following the same patterns of the other of the other applications moving to the cloud and having good user experience because cube native here software if the male native Steve thank you so much for staying the time commenting on the acquisition I know it's fresh on the press a lot more analysis and cut to come next week it's certainly I'll be co-hosting ATS plunks Kampf later in the year so I'm looking forward to connecting with the team there and again thanks for all your contribution into the cube community we really appreciate it one thank you for your time thanks John you guys are awesome thanks for chatting okay Steve Herod managing director at General Counsel top tier VC from here in Silicon Valley and they have offices around the world I'm Jean ferré breaking down the news as well as a VM real preview with the former CTO of VMware Steve hare now a big-time venture capitalist I'm John Ferrier thanks for watching [Music] you [Music]

(energetic music) >> Live from Las Vegas. It's theCUBE. Covering Dell Technologies World 2019. Brought to you by Dell Technologies and it's Ecosystem Partners. >> Welcome back to theCUBE, the ESPN of tech. I'm your host, Rebecca Knight along with my co-host Stu Miniman. We are here live in Las Vegas at Dell Technologies World, the 10th anniversary of theCUBE being here at this conference. We have two guests for this segment. We have Jeff Woolsey, the Principal Program Manager Windows Server/Hybrid Cloud, Microsoft. Welcome, Jeff. >> Thank you very much. >> And Bob Ward, the principal architect at Microsoft. Thank you both so much for coming on theCUBE. >> Thanks, glad to be here. >> It's a pleasure. Honor to be here on the 10th anniversary, by the way. >> Oh is that right? >> Well, it's a big milestone. >> Congratulations. >> Thank you very much. >> I've never been to theCUBE. I didn't even know what it was. >> (laughs) >> Like what is this thing? >> So it is now been a couple of days since Tatiana Dellis stood up on that stage and talked about the partnership. Now that we're sort of a few days past that announcement, what are you hearing? What's the feedback you're getting from customers? Give us some flavor there. >> Well, I've been spending some time in the Microsoft booth and, in fact, I was just chatting with a bunch of the guys that have been talking with a lot of customers as well and we all came to the consensus that everyone's telling us the same thing. They're very excited to be able to use Azure, to be able to use VMware, to be able to use these in the Azure Cloud together. They feel like it's the best of both worlds. I already have my VMware, I'm using my Office 365, I'm interested in doing more and now they're both collocated and I can do everything I need together. >> Yeah it was pretty interesting for me 'cause VMware and Microsoft have had an interesting relationship. I mean, the number one application that always lived on a VM was Microsoft stuff. The operating system standpoint an everything, but especially in the end using computer space Microsoft and VM weren't necessarily on the same page to see both CEOs, also both CUBE alums, up there talking about that really had most of us sit up and take notice. Congratulations on the progress. >> For me, being in a SQL server space, it's a huge popular workload on VMware, as you know and virtualization so everybody's coming up to me saying when can I start running SQL server in this environment? So we're excited to kind of see the possibilities there. >> Customers, they live in a heterogeneous environment. Multicloud has only amplified that. It's like, I want to be able to choose my infrastructure, my Cloud, and my application of choice and know that my vendors are going to rally around me and make this easy to use. >> This is about meeting our customers where they are, giving them the ability to do everything they need to do, and make our customers just super productive. >> Yeah, absolutely. >> So, Jeff, there's some of the new specific give us the update as to the pieces of the puzzle and the various options that Microsoft has in this ecosystem. >> Well, a lot of these things are still coming to light and I would tell people definitely take a look at the blog. The blog really goes in in depth. But key part of this is, for customers that want to use their VMware, you get to provision your resources using, for example, the well known, well easy to use Azure Infrastructure and Azure Portal, but when it's time to actually do your VMs or configure your network, you get to use all of the same tools that you're using. So your vCenter, your vSphere, all of the things that a VMware administrator knows how to do, you continue to use those. So, it feels familiar. You don't feel like there's a massive change going on. And then when you want to hook this up to your Azure resources, we're making that super easy, as well, through integration in the portal. And you're going to see a lot more. I think really this is just the beginning of a long road map together. >> I want to ask you about SQL 19. I know that's your value, so-- >> That's what I do, I'm the SQL guy. >> Yeah, so tell us what's new. >> Well, you know, we launched SQL 19 last year at Ignite with our preview of SQL 19. And it'll be, by the way, it'll be generally available in the second half of this calendar year. We did something really radical with SQL 19. We did something called data virtualization polybase. Imagine as a SQL customer you connecting with SQL and then getting access to Oracle, MongoDB, Hadoop data sources, all sorts of different data in your environment, but you don't move the data. You just connect to SQL Server and get access to everything in your corporate environment now. We realize you're not just going to have SQL Server now in your environment. You're going to have everything. But we think SQL can become like your new data hub to put that together. And then we built something called big data clusters where we just deploy all that for you automatically. We even actually built a Hadoop cluster for you with SQL. It's kind of radical stuff for the normal database people, right? >> Bob, it's fascinating times. We know it used to be like you know I have one database and now when I talk to customers no, I have a dozen databases and my sources of data are everywhere and it's an opportunity of leveraging the data, but boy are there some challenges. How are customers getting their arms around this. >> I mean, it's really difficult. We have a lot of people that are SQL Server customers that realize they have those other data sources in their environment, but they have skills called TSQL, it's a programming language. And they don't want to lose it, they want to learn, like, 10 other languages, but they have to access that data source. Let me give you an example. You got Oracle in a Linux environment as your accounting system and you can't move it to SQL Server. No problem. Just use SQL with your TSQL language to query that data, get the results, and join it with your structured data in SQL Server itself. So that's a radical new thing for us to do and it's all coming in SQL 19. >> And what it helps-- what really helps break down is when you have all of these disparate sources and disparate databases, everything gets siloed. And one of the things I have to remind people is when I talk to people about their data center modernization and very often they'll talk about you know, I've had servers and data that's 20, 30, even, you know, decades old and they talk about it almost like it's like baggage it's luggage. I'm like, no, that's your company, that's your history. That data is all those customer interactions. Wouldn't it be great if you could actually take better advantage of it. With this new version of SQL, you can bring all of these together and then start to leverage things like ML and AI to actually better harvest and data mine that and rather than keeping those in disparate silos that you can't access. >> How ready would you say are your customers to take advantage of AI and ML and all the other-- >> It's interesting you say that because we actually launched the ability to run R and Python with SQL Server even two years ago. And so we've got a whole new class of customers, like data scientists now, that are working together with DBAs to start to put those workloads together with SQL Server so it's actually starting to come a really big deal for a lot of our community. >> Alright, so, Jeff, we had theCUBE at Microsoft Ignite last year, first time we'd done a Microsoft show. As you mentioned, our 10th year here, at what used to be EMC World. It was Interesting for me to dig in. There's so many different stack options, like we heard this week with Dell Technologies. Azure, I understood things a lot from the infrastructure side. I talked to a lot of your partners, talked to me about how many nodes and how many cores and all that stuff. But very clearly at the show, Azure Stack is an extension of Azure and therefore the applications that live on it, how I manage that, I should think Azure first, not infrastructure first. There's other solutions that extend the infrastructure side, things like WSSD I heard a lot about. But give us the update on Azure Stack, always interest in the Cloud, watching where that fits and some of the other adjacent pieces of the portfolio. >> So the Azure Stack is really becoming a rich portfolio now. So we launched with Azure Stack, which is, again, to give you that Cloud consistency. So you can literally write applications that you can run on premises, you can move to the Cloud. And you can do this without any code change. At the same time, a bunch of customers came to us and they said this is really awesome, but we have other environments where we just simply need to run traditional workloads. We want to run traditional VMs and containers and stuff like that. But we really want to make it easy to connect to the Cloud. And so what we have actually launched is Azure Stack HCI. It's been out about a month, month and a half. And, in fact, here at Dell EMC Dell Technology World here, we actually have Azure Stack HCI Solutions that are shipping, that are on the marketplace right now here are the show as well and I was just demoing one to someone who was blown away at just how easy it is with our admin center integration to actually manage the hyper converged cluster and very quickly and easily configure it to Azure so that I can replicate a virtual machine to Azure with one click. So I can back up to Azure in just a couple clicks. I can set up easy network connectivity in all of these things. And best yet, Dell just announced their integration for their servers into admin center here at Dell Technologies World. So there's a lot that we're doing together on premises as well. >> Okay, so if I understand right, is Dell is that one of their, what they call Ready Nodes, or something in the VxFlex family. >> Yes. >> That standpoint. The HCI market is something that when we wrote about it when it was first coming out, it made sense that, really, the operating system and hypervisor companies take a lead in that space. We saw VMware do it aggressively and Microsoft had a number of different offerings, but maybe explain why this offering today versus where we were five years ago with HCI. >> Well, one of the things that we've been seeing, so as people move to the Cloud and they start to modernize their applications and their portfolio, we see two things happen. Generally, there are some apps that people say hey, I'm obviously going to move that stuff to Azure. For example, Exchange. Office 365, Microsoft, you manage my mail for me. But then there are a bunch of apps that people say that are going to stay on Prem. So, for example, in the case of SQL, SQL is actually an example of one I see happening going in both places. Some people want to run SQL up in the Cloud, 'cause they want to take advantage of some of the services there. And then there are people who say I have SQL that is never, ever, ever, ever, ever going to the Cloud because of latency or for governance and compliance. So I want to run that on modern hardware that's super fast. So this new Dell Solutions that have Intel, Optane DC Persistent Memory have lots of cores. >> I'm excited about that stuff, man. >> Oh my gosh, yes. Optane Persistent Memory and lots of cores, lots of fast networking. So it's modern, but it's also secure. Because a lot of servers are still very old, five, seven, ten years old, those don't have things like TPM, Secure Boot, UEFI. And so you're running on a very insecure platform. So we want people to modernize on new hardware with a new OS and platform that's secure and take advantage of the latest and greatest and then make it easy to connect up to Azure for hybrid cloud. >> Persistent Memory's pretty exciting stuff. >> Yes. >> Actually, Dell EMC and Intel just published a paper using SQL Server to take advantage of that technology. SQL can be I/O bound application. You got to have data and storage, right? So now Dell EMC partnered together with SQL 19 to access Persistent Memory, bypass the I/O part of the kernel itself. And I think they achieved something like 170% faster performance versus even a fast NVNMe. It's a great example of just using a new technology, but putting the code in SQL to have that intelligence to figure out how fast can Persistent Memory be for your application. >> I want to ask about the cultural implications of the Dell Microsoft relationship partnership because, you know, these two companies are tech giants and really of the same generation. They're sort of the Gen Xers, in their 30s and 40s, they're not the startups, been around the block. So can you talk a little bit about what it's like to work so closely with Dell and sort of the similarities and maybe the differences. >> Sure. >> Well, first of all, we've been doing it for, like you said, we've been doing this for awhile. So it's not like we're strangers to this. And we've always had very close collaboration in a lot of different ways. Whether it was in the client, whether it's tablets, whether it's devices, whether it's servers, whether it's networking. Now, what we're doing is upping our cloud game. Essentially what we're doing is, we're saying there is an are here in Cloud where we can both work a lot closer together and take advantage of the work that we've done traditionally at the hardware level. Let's take that engineering investment and let's do that in the Cloud together to benefit our mutual customers. >> Well, SQL Server is just a primary application that people like to run on Dell servers. And I've been here for 26 years at Microsoft and I've seen a lot of folks run SQL Server on Dell, but lately I've been talking to Dell, it's not just about running SQL on hardware, it's about solutions. I was even having discussions yesterday about Dell about taking our ML and AI services with SQL and how could Dell even package ready solutions with their offerings using our software stack, but even addition, how would you bring machine learning and SQL and AI together with a whole Dell comp-- So it's not just about talking about the servers anymore as much, even though it's great, it's all about solutions and I'm starting to see that conversation happen a lot lately. >> And it's generally not a server conversation. That's one of the reasons why Azure Stack HCI is important. Because its customers-- customers don't come to me and say Jeff, I want to buy a server. No, I want to buy a solution. I want something that's pre configured, pre validated, pre certified. That's why when I talk about Azure Stack HCI, invariably, I'm going to get the question: Can I build my own? Yes, you can build your own. Do I recommend it? No, I would actually recommend you take a look at our Azure Stack HCI catalog. Like I said, we've got Dell EMC solutions here because not only is the hardware certified for Windows server, but then we go above and beyond, we actually run whole bunch of BurnInTests, a bunch of stress tests. We actually configure, tune, and tune these things for the best possible performance and security so it's ready to go. Dell EMC can ship it to you and you're up and running versus hey, I'm trying to configure make all this thing work and then test it for the next few months. No, you're able to consume Cloud very quickly, connect right up, and, boom, you got hybrid in the house. >> Exactly. >> Jeff and Bob, thank you both so much for coming on theCUBE. It was great to have you. >> Our pleasure. Thanks for having us. Enjoyed it, thank you. >> I'm Rebecca Knight for Stu Miniman. We will have more of theCUBEs live coverage of Dell Technologies World coming up in just a little bit.

>> Live from Las Vegas, it's theCUBE! Covering DELL Technologies World 2019. Brought you by DELL Technologies, and it's ecosystem partners. >> Welcome back to Las Vegas. Lisa Martin with John Furrier, day two of theCUBE's coverage of Dell Technologies World 2019. We have been talking with lots of great folks the last couple of days, and we are pleased to welcome to theCUBE Erin Banks, Director of Product Marketing for DELL EMC. Erin it's great to have you on theCUBE. >> It's great to be here, thank you so much. >> So this is the second branded DELL Technologies World. The first one since DELL became a publicly traded company once again. But you have a storied past of all this experience with a lot of these brands. Give us a little bit of your background as you've made your way through all these companies, and left your mark. >> Yeah, I feel like I've hit just about every corporate conference that we have under DELL Technologies, 'cause I came in originally through RSA around 2006, and then that acquisition happened, and then I transitioned over to EMC. So then we started the whole EMC World before, RSA Conference, EMC World. Always continuing to support security. Always continuing to do that. Went to VMware, they're doing the support security. We had a Vspecials program, so we wanted to sell EMC products for VMware products. So we continue to do that. So I think there's VMware and then I came back, I left for a little bit and then I came back. So I always joke that I have four companies I think left, and I would've had like, I think I get an award for having worked at every seven of the companies. (Lisa laughs) >> At least a mug, right? >> Yeah, I should get something I think. >> You should. >> Yeah, I think so. A jacket. >> Alright, so what's your current role now? So you're working in what group? Where are you now? >> Yeah, so right now I'm focused on structure, storage, divisions. So that's going to be Isilon, ECS, ClarityNow and the project Nautilus, and we're focused from a marketing perspective. I'm the Director of Product Marketing for that group. >> Yeah, storage didn't get a lot of keynote coverage. Normally they do get a lot with the EMC, 'cause obviously there's a lot of things going on around Dell Technology World, but Michael Dell said, storage isn't stopping, 'cause you have more data coming in. So unstructured is a big part of it. >> It's huge. >> Whether it's social data, gestured, any kind of Data Exaust, IoT, data is data, right? And the unstructured is the large growing percentage of the overall data population. >> Yeah, I think somebody gave me a statistic that 80% of the data that's generated is unstructured data, right? And people need to keep it and they need to, in some situations like Thomas Driving Systems, they need to keep it for a very very long time. So, there's always that debate of all these years that I've been at these conferences, about how long you keep the data, and obviously archiving them and where are you moving them, giving the customers the options. We're still obviously talking about that, which is great, but now we just have more and more data. Now it's really, from an Isilon perspective, we're focused on the management, and also the real estate, right? Because there isn't just every amount of space that every data center can have. Customers are running out of data center space, and they're running out of people, right? And they're like, listen, I can't hire anymore people, I want to focus on the business, and that's what we support from an Isilon perspective, is focusing on the business. I mean we obviously focus from all of UDS, but our announcements today were a focus on Isilon. >> So large growth, okay, but with the habit of, okay, just store it, we'll get to it later, it's been a nice luxury with unstructured, because some of the technology allows you to store it. Some call it a data lake or data swamp, depending on how you look at it. Now that the focus is getting more out of the data, while still storing it, right? Just throw it into the pile or into the corpus or into the data lake or whatever storage it is. Getting the mechanism to get the data out, and making it relevant and valuable is a focus. What's going on there? What are some key trends that are happening that you guys are riding? >> Yeah, well we're talking a lot, we have a campaign around data capital, right? And obviously as we all know, data has a lot of value within organizations. I'd like to tell customers that data has more value than we do as the employees. Companies will get bought and they'll fire the people, because they just want the data. And we can't ignore that fact, right? What does it say about the businesses customers? What does it say about their likes or dislikes? What does it say about where the company needs to go? The only way you know, to be successful, I think, in the next three to five years is to understand your customers and what they need, right? We had a bank the other day that was like, well all of our customers are 50 years old, so we're not going to do applications, and we don't really care about our data, and you're like, but you have people that are coming up behind that are using applications, right? That want more of a service. It's no longer, I say to banks, you don't need to buy another bank, right? You need to provide a service to me. How do you get that value out of that data to understand who I am as a customer or what I like, where I travel, what do I do in my day to day life, and give me that service, so I continue to be a customer for you. That's essential. >> It is essential. We talk about customer experience a lot. It's absolutely essential, because whether we're consumers of banking services or retail or whatever it is, we have so much choice. >> Correct. >> And especially with social media, I talk about unstructured data, we have a voice and the opportunity to get that out there, and go in turn. So really evaluating that data and understanding, and making decisions on that data to deliver a personalized experience is table stakes. >> Yes, I mean, we talk about this all the time, about the markets that are not doing it. Like retail, right? They always talk about, everyone wants to go to Amazon and buy their clothes or now there's boxes that are coming to your door with all the clothes in it. So how does the real estate business stay essential to me as a buyer, we all need clothes, but what gets me back into the store, right? And we talk about the sensors, right? We talk about the data that is generated of just me walking around the stores. How long do I spend in front of an item, right? Can I have a coupon that's popped up on my phone, right? How do I get more from an experience. And I think these are the struggles that organizations are having. We were talking to a customer that's managing a sports arena and the biggest thing is, how do you get them back into the arena? How do you change their experience, because they're a Canadian company, they don't want to be standing outside in the cold, 'cause it's hockey season, everyone loves it. How do you get them in earlier, because now there's more security, right? We have this, I always call it the physics effect, right? You have one change, it ripples into everything else. So it's cold, the security lines are long, I'd rather be at home watching this. How do I get that experience? And these are the partnerships that are being created with companies like athletic companies, and sports arenas and sports teams and things like that to really change an experience that we have, and the only way you could do that is with data, right? The enormous amount of data that we have. We couldn't do that if we didn't have the data. >> So what do they just come up with a better solution, not standing outside and getting in quickly? >> Yes, so, yeah we talked about this, right? We did a great podcast about this, because they're now doing these programs where they'll bring you in earlier, right? So maybe they'll have dinner and of couple beers, right? And you can come in and kind of enjoy the arena when no game is going on, but you get in earlier out of the cold. They talked about buying retail from your seats, right? And they test it out. That wasn't successful. So it's a really good kind of option along those lines. People like to walk around and look, and they touch and feel the items, and look at all of their options. So these are great things that they were able to test. The digital signage has been a huge impact from an analytics perspective. Really being able to change it. The amount of growth that organizations have achieved from just digital signage has been enormous. So, they're really transforming their businesses in different aspects, and it's all really driven from the data. >> So what's going on with the products that you guys are doing? What's the value proposition for Isilon? Where's the focus for you now? >> Yeah, so, we're always continuing to just answer the questions that our customers are having. Which always comes down to the amount of data that we have, how to continue to manage that, and then how to manage it in this data center. So we had a release today, which were focused both from a software aspect as well as a hardware aspect and now our software of OneFS, so it's still the single file system, is not being able to scale out to 252 nodes. It was 144 before. Now it's 58 petabytes. And what I love most about that is, how you manage 58 petabytes is exactly how you manage a terabyte. I mean that's important to a customer, where they're saying, I could easily add storage within a minute, I don't have to worry about it, and I have the same amount of people managing the system. I just have to focus on the workloads, and I just have to focus on the applications. And then our customers are saying, again, we're running out of the real estate, how can you give us a more dense box, right? We need the performance of a hybrid, but we need the capacity of an archive systems, again, we need to be able to do more with less almost. So we introduced the H5600 this week or today. And really just being able to give our customers what they need to really continue to drive their business forward. I always say, it's always about the workloads, and the applications. I'm inspired by what our customers are doing. They're just doing these innovative tools, and work and everything, because no longer they're being constrained from an IT perspective, right? The technology is now doing the heavy lifting, and now we're able to really utilize the data for what it's worth and getting the most out of it. Which I just love that, right? I think that's important to businesses. >> Put today's announcements in the perspective of the Workforce. We've talked a lot about Workforce the last couple of days, about really enabling businesses to do so much with this distributed Workforces, but in terms of Workforce optimization, the density that you just talked about, what are some of the immediate impacts that customers are going to realize that's going to, besides productivity improvements? >> Yeah, again, I've had direct conversations with customers, it was like an autonomous driving system, and they were saying, listen, again, I don't have a head count, nobody wants to give me more head count. I can't keep doing this. What the business wants to do is, they want to get to market fast. Because if we can get to the market fast, then we can drive that business faster, and that's what we need. How can you help me? And that's what I love about, not only the unstructured data conversation, but the Isilon conversations that we're having is like, how can you help my business? Well okay, we understand that there's struggles. Again, no data center, don't have the head count, they'll give us developers, right? They want to drive in these other markets, right? And then were saying, great, we'll continue to drive this one file system capability, but give you this enormous growth, and really continue to drive that, right? >> If they get revenue, they can get head count. So this I back to >> Correct. >> the cloud model of, let's get some value out there quickly, time to value. >> Yeah, and then the question is, where is the optimal head count that you need? Is it to do with somebody just continuing to rack and stack. Or is it someone that's really going to get the value out of that data, continue to push that, to test the systems. Again, they want to get to the market first. How can we enable that? How can we really help them to do that? That's our goal. >> So talk about customers and their receptiveness for AI. We hear a lot about it all the time, but really looking at, we talked about the volume of data, we could talk about that for days and days, but really enabling customers to harness the power of AI machine learning to extract the insights. Where are those conversations going with customers as it relates to Isilon and some of the things today, but just in general, where's there appetite with respect to being ready to harness the power of AI? >> We ask this question a lot about where are we in the AI landscape, right? And some customers are really focused on that, but they have a completely different model than some of the companies that have been our traditional companies that we've been kind of like focused on. So it's kind of a between the both, right? I think a lot of it, in my opinion, a lot of it has to do with the culture, right? It's a completely different way of thinking about a business, and it's a completely different way of focusing on, not only your data, but like the data management. You know with the joke about a data swamp, cleaning the data, having a business focus that's driven specifically from data is a culture change. And not a lot of people are willing to have that culture change. New companies can do that, 'cause that's how they developed the company, right? But when you see some of the companies that we've all been a part of for all of these years, that's not that easy. So, in the little baby steps, which is why I love telling those customer stories, so I'll be like, listen, this is possible, this is not just fake, we're not just fairies floating around us, right? This is truth capablities-- >> It's real transformation, that's the theme. The developers are a key part of this. This is something that we've seen. Developers using data as part of their application. Making that addressable, making it fast access is one, that's awesome. The other interesting dynamic that I want to get your thoughts on, because you have a security background is securing data and also governance or also driving use cases in applications that might not have been foreseen. We're one year into GDPR, and I don't think really anything's changed, but, I don't want to go on that rant, but now you have other regulatory things that's saying, hey, you know what, we might have to deal with the data differently. So how is Isilon enabling that? Is it just another use case? >> Yeah, I mean it is absolutely just in another use case that we're just going to have to focus on from the aspect of what's the implication. What are their customers looking at? When we talk specifically about GDPR, that's fairly new, right? We're just trying to figure this out, and trying to look at those different kind of aspects. A lot of that was also the right to know, and right to remove, and saying, what do you know about me and how do you kind of manage that? So a lot of that is really focused on a data management aspect and it's not just from Isilon, but it's, how do you manage it, right? So the ClarityNow capabilities that we have, right? This product that we were able to acquire, that really will give you that great insight into your data, so you can make those decisions, it says, alright, well this is all of our information on Erin Banks, this is her likes, dislikes, whatever that information has, right? We're able to really manage that a lot better, and the data management is the really next important step of the data collection, the data processing. It's understanding what you have, because it all comes in, but it doesn't add value until you really know what you have and what you don't have. Because even from an analytics perspective, you might have to supplement that data from some other resource. Maybe you need to change the application, and get additional data. This is all really driven across that same kind of aspect. This is the same conversation, and we'll just continue to fuel that and have that, and enable them to do that. That's why I say, we want to inspire our customers to be like, wow, I didn't realize that I could do that with tech, right? And then start enabling them to be innovative, and that's what we're still continuing to do. >> What's one of your favorite stories of, we had talked about your tenure within the Dell Technologies family when we first started, but looking at today in 2019, every company is a tech company or has to be. If you look back over the last 10, 12 years, what's some of your favorite stories of how this company Dell Technologies has enabled, and it's companies, a surprising customer to become a tech company? >> Yeah, and I think the number one thing that I personally love, right? That keeps me here. That brought me back, right? Not only was it just 2006 and staying, but said, I want to go back to that, is because what I really feel is, our experience that we have across every market, right? The geographies, the struggles that customers are having, and what we're able to learn from them, and really help our customers excel. It's not just us selling products, right? It's not just selling services, it's not just selling software, right? It's us trying to get out there and saying, this is how other customers are using it, this is how they've been successful, this is where they've downfall, lets help you, right? As we're trying to bring companies further along on their business journey, and we're saying, we've worked with customers to do this, we'll continue to work with you to do that, and we can do it across all seven of these companies end-to-end. It's a very impactful capabilities across applications, security, which is incredibly important, right? IT and Workforce and all these individual transformations, and that's what I think is a passion, and the best part of what we do. >> Well Erin, thank you so much for joining John and me on theCUBE this afternoon, and walking us through some of these key things, helping customers of any industry really excel, and unlock the capital in their data. We appreciate your time. >> I appreciate yours, thank you so much. >> Our pleasure. For John Furrier, I'm Lisa Martin, you're watching theCUBE live day two of our coverage of Dell Technologies World 2019 from Vegas. Thanks for watching. (upbeat music)

(light music). >> Live from Las Vegas. It's theCube covering Dell technologies world 2019. Brought to you by Dell Technologies and its ecosystem partners. >> Hello everybody and welcome back to theCube's live coverage of Dell Technologies World here in Las Vegas. I'm your host Rebecca Knight along with my co-host Stu Miniman. We are joined by Travis Vigil. He is the Senior Vice President Product Management at Dell EMC. Thank you so much for coming on theCube, for returning to theCube I should say. >> Thank you so much for having me. >> Here from Austin Texas. >> Yes. Yes I am. >> Mothership. So there is a lot of great storage news so much storage news this week. Break it down for us. What are some of the sort of the headlines that you'd like our viewers to know about? >> Yeah there was a ton this morning in the keynote but for me it was three of the announcements in particular are something that I'm really excited about. The first is that we announced the unity XT which is the next generation platform of our unity product line. We've been shipping unity for a little less than three years. And in that time, we've actually shipped in nearly 80000 units. So it's been very successful for us. It's been known for flexibility, unified block and file, simplicity, value and with this release we're really taking it to the next level. We are increasing the performance entirely new hardware platform. It increases the performance up to 2x versus the previous generation. We're increasing data reduction rates up to five to one data reduction rate. It's NVMe ready and it's also architected for a hybrid cloud world. We call it cloud ready. So that's one thing. The second thing I'm excited about is actually that cloud ready part that I just talked about on unity XT. So we announced Dell EMC Cloud storage services today. And basically what that allows you to do is consume unity, Isilone or power Max as a service with direct connections into multiple public clouds which is really cool. And so if you're a customer like a unity XT customer for example, an awesome use case would be hybrid disaster recovery as a service. You don't have to have a secondary data center and you can actually use a ready native replication from on premises to the cloud. We showed a demonstration on stage where we are actually able to fail over to VMC on AWS automatically across on premises and what is consumed as a service unity XT in the cloud. I'm also excited about this capability because if you look at our Isilon product line, the fact that you can direct connect into multiple different public clouds is really cool because what a lot of people use Isilon for is big data analytics, streaming. A lot of the applications that are driving the unstructured data growth need burst compute. And so if you can sit in a data center right next to these multiple public clouds and be able to pick which compute that you want to use with your Isilon and have a customer be able to consume that as a service that's pretty exciting. So cloud services on the portfolio, a big part of the announcement today that I'm excited about. And the third thing I'm excited about is all the other things we announced around Isilon in general. We announced an entirely new software upgrade, a new OS 1fsa.2. That release increases the scalability of our Isilon clusters from 144 to 252. So big increase. Isilon is already known for having a very big single namespace. And so you might be asking well who really needs 252 nodes in a single cluster? Well believe me when I tell you autonomous driving or connected car, media and entertainment are very interested in this capability from us. So those are the big three for me what we're doing on unity XT, what we're doing in terms of cloud Connectivity and what we're doing with respect to Isilon. >> Travis I wonder if we could zoom out for a second here. I think we're at an interesting transition point when you talk about the storage industry. I think historically, storage is highly fragmented. I had my tier one storage, I had my mid-range storage, we had object storage, we had special HPC storage and there are so many different subcategories that you put in the environment. I wrote an article when Dell bought EMC. I said this is the end of the storage industry as we knew it. And I come to a show like this, cloud, hyper converging infrastructure. All of these pieces, storage is important but you just walk through many of the speeds and feeds and some of the new product lines that come out. But storage at the center and the storage admin, that's what EMC World was that's not what I hear at Dell technologies World. Give us kind of where we are in that transformation and of course I'm not saying that two years from now, we're in a storage-less world and nobody thinks about it 'cause data is more important than ever. >> Absolutely. >> Price capacity points are enabling customers to do more with it. So would love just kind of you to reflect back on where we are and where we're going for the market here. >> Yeah that's an excellent question Stu. I think you're exactly right. The discussions that we're having with customers more and more are centered around what you're trying to do, what business problem are you trying to solve? And you look within the portfolio, there have been places that we've done that before like with Isilon, it was very vertical industry focused. Speaking in the language of the customers around healthcare genomics or media and entertainment or whatever industry vertical we were targeting. More and more for the core I.T. buyer it's I want the infrastructure to work with my ecosystem. I'm investing in VMware so I want VRO plugins or I'm utilizing Ansible as my management and orchestration layer. So I want an Ansible playbook. And so if you look at what we've announced on power Max as part of this show, VRO, CSI and Ansible plugins or adapters for power Macs are a big part of what we're announcing because more and more, the customers that we're talking to want the storage to be good performance, cost effective, autonomous in terms of making a lot of decisions and optimizing itself but they want it to work in the broader ecosystem. So I was just having a conversation with a very large customer over in the EBC area earlier and we were talking about power Max and we were talking about all the cool things and all the new speeds and feeds, start talking about the Ansible playbook and that's when the customer leaned in and was like "Tell me more. "How does that work? "Because we're doing Ansible". So I think you're exactly right. I think whether you talk about management and orchestration or you whether you talk about the Dell Tech cloud platform where you can have storage as a piece of that. The conversation is shifting to a higher level, to the application or business problem level. >> Yeah I love it. Take us a little bit at that application space where to spend a bunch of the conversations talking everything from dev ops to containerization and micro services. When you talk about hybrid cloud. Well if I want similar to what the cloud environment is, that's usually what I'm doing. And sure, the VMware piece plays into that too but usually modernization ties into it and I know I've been hearing that story quite a lot bit more when I talked to storage people today. >> Yeah absolutely. I think the dev ops conversation with storage admins is probably one of the most popular conversation we're having. What are you doing for CSI plugins? We just announced one for our extreme IO product line, a lot of interest, a lot of conversations around that. And I think the conversation is also shifting to help me manage it, help me get me more intelligence about my storage estate versus speeds and feeds so one of the key conversations we have with customers is around a capability we have which is called Cloud IQ which I like to call it a health tracker for your storage estate. It gives you statistics, it gives you capacity trending. It gives you performance trending, it uses A.I. to predict capacity spikes or performance anomalies. And it's really an awesome tool for our customers because customers that use that are able to resolve issues in their environment three times faster than customers that don't. So I think you're absolutely right Stu, the conversation is more about how do I use the storage array in my environment? What ecosystems am I supporting? So it works with all the other stuff that I have to deal with. >> So digital transformation has been the buzzword of the last five years and the theme of this year's real transformation. I want to talk a little bit about implementation of these big technology initiatives. How do you work with customers to define exactly what they need, gather, garner support and make sure everyone is pulling in the same direction and wants the same thing? And then really bring it together. I mean is that, first of all, a challenge? And then second of all, walk us through the steps of what you do. >> Yeah I think to the earlier conversation there is a spectrum of conversations that we're having with customers and as Dell Technologies, we talk to customers big and small and we talk to customers who want to procure a solution or they want to procure an array. And I think the common thread in the conversations we're having is, give me the information that I need so that I can easily integrate it into my environment. And we're not out of the world where people care about IOPS and latency and all the speeds and feeds in the storage array. But increasingly there's customers are like "Yeah, yeah I need that "but I need you to tell me how it works "in my oracle environment "or my SAP environment". And so you can look at a lot of the solutions that Dell Technologies is bringing together via our solutions group. We've brought out an A.I. solution and with computing, networking and storage. We're focusing on SAP as a high value workload where customers again, compute networking and storage how do you bring it all together and kind of t shirt size the different solutions. So you know I think that if I look at it from a product lens that's how we're approaching it. There's also a services lens to look at it which is there's many customers that still want to do it themselves. And there's many customers that say "Hey can I get a managed service? "Can you just do it for me?" So we have a broad spectrum of customers and many customers that are on different places on that journey but it's definitely the conversations no matter where you're starting are all trending to, I want you to do more so I can focus on my business and my applications. >> So Travis really we've merged through the largest acquisition in tech history. You came from the Dell side. >> I did. >> The Dell storage side so would just love to get real quick your perspective on being in the Dell storage team to now being in the Dell Technologies, Dell EMC storage team and what that impact's been when you're meeting with customers that huge booster into the enterprise space too. >> Yeah it's been an amazing journey over these last two plus years. I guess going on three years now and I took a little break from being outside of the product group and I came back about a year ago. And so you're right I ran product management for Dell storage for quite some time and then I had the great opportunity to come back and run product management for all of Dell EMC storage. And you know I think there's a lot of stuff that's the same. We're still driving the roadmap, we're still prioritizing customer needs. We're still striving to provide the best possible solution for customers in what we do as a storage array or what we do in a broader solution. But you know the coming together of Dell and EMC from my perspective, it's been a great success. We had a lot of strength on the compute side, we had a small storage business. EMC had a large storage business. And so the combination of the two it's just been like chocolate and peanut butter. I mean it's been really good and I'm amazed at all the conversations and all the customers that have invested in Dell EMC for their storage infrastructure. When we have some of these customer events and you have name brand universities or large government entities and they're there giving you feedback about how they're using Isilon or ECS or whatever in their environment it's just a really impressive portfolio that we have and it's been an absolute joy. >> Well that's great. Next year I want the Dell EMC candy bar. So there's your next product idea (laughs). >> With chocolate and peanut butter. Yeah I would want it too. >> Travis thank you so much it was a pleasure having you on the cube. >> Alright. Awesome. Thank you very much. >> I'm Rebecca Knight for Stu Miniman, there is so much more of theCube's live coverage from Dell Technologies world coming up just after this. (light music)

(upbeat tech music) >> Live from Las Vegas, it's theCUBE, covering Dell Technologies World 2019. Brought to you by Dell Technologies and it's ecosystem partners. >> Welcome back, everyone, to theCUBE's live coverage here in Las Vegas of Dell Technologies World. I am your host, Rebecca Knight, along with my esteemed co-host Stu Miniman. We are joined by Caitlin Gordon. She is the VP of product marketing at Dell EMC and Muneyb Minhazuddin, who is the VP solutions of product marketing at VMware. Thanks so much for returning to theCUBE. You guys are veterans. >> Thank you for having us. >> Thanks for having us. >> So we're going to talk about the VMware, Dell EMC storage portfolio. It is better together, which sounds like it's a theme for a political campaign. Walk our viewers through, give us some examples of how you are jointly coming up with solutions. >> Yeah, I'll start if that's all right. I think that a lot of what we've seen is that the Dell Technologies cloud strategy is such an important thing about what we're talking about today, but what we've also seen is that when we're looking to use the cloud, external storage is an important part of that strategy, so what we've already done is we've collaborated together to validate VCF with both unity and power max. And that's really the beginning of our journey together, to enable that external storage to be part of the workload domain, to have SDDC manager not just manage the other parts of the infrastructure, but to manage external storage and that you can have resiliency and performance for those workloads that need it, those kind of high value workloads that need it, and that's really the beginning. We think it's going to get much broader, much deeper integration as we continue to work together. >> Yeah and I think as a continued theme, and our solutions as, you know, Caitlin was pointing out, again, you know, what's most important and what's customers want out of this and their evolution of, you know, workloads, which are very data center centric and, you know, clients of our architecture with a very specific infrastructure, design, application, shifting towards more cloud native and public cloud hybrid applications. So, that has a different nature of storage requirements that got to evolve from block storage, file storage, object storage. That evolution needs to happen and not only happens better together with VMware and Dell EMC, so. >> So, Caitlin, I think back to this is the 10th year we're having theCUBE here, what used to be EMC World and it used to be you talked about VMware and storage and it was okay, let's go through the integration points that we had and EMC would say "we're as good or better "than everybody out there" and check all the boxes here. There's a shift today when we're talking about not just working with it, but, you know, integrations of products really it looks more like joint solutions. We know in VxRail, there's, you know, joint development that happens on, so give us a little bit about that difference about, you know, 2019 storage with Dell EMC and VMware versus the past. >> Yeah, and there is a shift, right? We're here together. (laughs) >> Absolutely. And our teams, our product management teams, our organizations are coming together, they're spending a lot of time together collaborating on what our strategy is together. How do we best approach that so we can bring solutions to our customers that provide that level that Dell Technologies can really provide that no one else can? And it's truly something unique and differentiated and what we're talking about today is really just the beginning. There's a lot more to come on that front. >> And you know, I think also the integrations in the past where I would call them API, interface driven, now like you point out, it's co-engineered starting with the solutions like VxRail, cloud foundation, and the co-engineering makes a big difference because we're sharing road maps. We're sharing hey, what are we thinking about performance? What are we thinking about, you know, application requirements? And that's very different to just, I'm going to partner with you, I'm going to pass from APIs, you going to call some APIs, and that has an impact on like ready solutions, it is cloud foundation, a full stack with life cycle, SDDC Manager. That kind of integration only happens with co-engineering. >> Talk a little bit about the partnership and this better together. We talked about the products and the solutions, but I want to hear about the cultural, the cultures of the two companies. We know, I mean they're both technology powerhouse, both technology optimists. How would you describe the different cultures and how you can reflect each other and collaborate with each other in different ways? >> You want to start with that one? >> Sure, I think it's very interesting coming from, you know, west coast software, agile, we're like hey, we'll have VMworld in a few months, but you know, we're still from a software agile world. We're coming out with new services for Vmworld, we're not defined yet. And then working with, you know, Dell EMC folks who are, you're already looking at performance, infrastructure, planning, so the road map alignment of, you know, every three months, I'm going to come out with software innovation, whereas you have to put a lot of thought process into how to do this. It's actually had been quite interesting. You know, it's I would call it interesting because it was tough. It was tough initially to kind of figure out how do you kind of, you know, bring a cohesive road map where you're making 12 months, you know, infrastructure, investment in road map to three months of software cycle, but I think it's actually come together really well. >> And at the end of the day, we're talking the same customers and we're solving the same problems and in a lot of ways, that kind of legacy Dell EMC's side has come from the infrastructure, from the bottom up, and then the VMware kind of has come from the top down, and bringing those two together, although our development cycles have a different kind of time span against them, we're trying to solve the same problems for our customers and that's really where a lot of those innovations are going to continue to come. >> One of those interesting points you talk about from the bottom down and the top, bottom down and bottom up and top down. Sorry, >> (laughter) it's been a long day so far. >> We forgive you. We forgive you. >> These new waves of technology, you know, remember back to, you know, when flash rolled out. There were things that needed to do the infrastructure layer and there's stuff that happens on the application side. We are seeing a real renaissance in what's happening in the storage industry. Talk about NVMe, storage class memory. It's not just okay I have some new gear and I have to redo it, but, you know, it dramatically changes, you know, we're getting ready to scuzzy stack when you talk about the applications side, so, you know, I'd love to hear how this comes together and, you know, what's in the product today and how are you developing these together? >> Another interesting example that almost crosses those two is CloudIQ. So CloudIQ is something that we've developed in-house. It's an agile developed software application that is a cloud native app developed with pivotal, runs on a Dell EMC cloud. That's run out of our side of the house and it came out actually with Unity three years ago today. We now have that not just across our core storage portfolio, but we have that now with VM health insights, as well, where we've actually taken that approach where we can give that impact as well, and I think that that just shows you kind of how we do have those pieces of the culture too coming together and trying to bring these solutions together. >> I know, and I think again, you know, thinking customers first, right. We talk about this, you know, multi cloud, hybrid cloud environments where people are taking their workloads, they compute storage, networking requirement, and they're trying to migrate their workloads back and forth, but, you know, there's a more important part of the workload migration is also the data migration, right, so how do you take, you know, data migration and look at different data sources, look at your data bases, look at your, you know, different kind of data migration, and that's where, you know, storage is so critical. It's easy to take a snapshot of a workload and move it across, but then, if you have to pin it on a very seamless data migration pad, you have to have really clear storage strategies, which will support your, you know, hyper converge, your hybrid cloud, your external storage strategies that you got to map to that migration pad. >> Yeah and a service that we're going to announce tomorrow I started to kind of address that too, of like, how do you combine some of the public cloud compute and the agility of that with using these native array-based replication to get the data there, right, and combining not just that simple data movement, but having that application awareness and that application consistency, which is so critical for things like disaster recovery, which is one of the main things we certainly hear from our customers, how do I used the public cloud as my DR site? They don't want to run their own disaster recovery data centers. Customers of all shapes and sizes are really going there and something that we're announcing tomorrow is another example of that so we'll talk more about that one tomorrow, but we've got some more news on that one as well. >> So, in talking about the trends in cloud, we know that it's a multi cloud world, it's a hybrid cloud world. You were just talking about the different ways in which customers want to do their work and the different places they want to do it, public, private. What are some other trends that you're seeing and where do you think we're going to be talking about it in the years to come on this? >> Sure, like, you know, I think the traditional workloads is breaking out into two things. One is do I migrate into the cloud? And the second is I'm rewriting the application to be more cloud native. And it's not the entire application, and it's a classic example, I'm sure all of you do mobile banking, right? And guess what? I've worked with, lot of financial companies are doing this. It's a really cool, cloud native mobile application where I'm doing all my mobile banking, but then, my query goes to a main frame in a banking ledger, which is still, you know, where your banking ledgers maintain. And then pull through a three tier application through a web and database tier, pushed out to the cloud, and accessed by a cloud native environment. Where I'm coming at is even though it looks very modern, a lot of customers are maintaining this computer history museum, which all these apps are scaling through and that's not going away in our lifetime, because, you know, there's a lot of complexity in there, and it's really how we help our customers in the journey to pay off their technical debt and move over to newer technologies, be it cloud, cloud native, and get a clean start. You know, if you're a startup, you don't have all these technical debt, but unfortunately a lot of the large companies have these technical debt and how we help customers, because they're really lost. They're like I don't know what to do, there's so much coming at me, and they need the help, and I think that that's where the power of Dell Technologies comes together in giving them that journey. >> Yeah and the bank is a really good example. We have a customer who's exactly that example where everything from the main frame that runs all their transaction processing that they've always run to their mobile applications all run off of a power max, and part of this journey for them is that they absolutely need that infrastructure, but they also need to simplify their operations as much as possible and I think one platform to consolidate all that on is true in banks, and governments, and hospitals around the world and I think that that's part of where we see a lot of this pull of how do I get that cloud experience, but how do I still use that infrastructure that I have? >> Caitlin, everybody's trying to squint through the new announcement of the Dell Technologies cloud there and what does this mean to the storage people, you know, what storage is underneath that? Is that something that they see it, will they recognize it? I was wondering if you can help eliminate that some. >> Yeah and some of this will be a little clearer too tomorrow as we talk through a little bit more of the details, but if you think through the Dell Technologies cloud strategy essentially as two parts, the Dell Technologies cloud announced today and then Dell Technologies cloud enabled infrastructure that we'll talk through tomorrow. So the Dell Technologies cloud, what we announced today, essentially has two different flavors announced today and then one that we kind of said where we're going in the future. One is the Dell Technologies cloud platform, which is essentially the VxRail infrastructure and that's that first offer, and then there's the data center as service, the VMware cloud on Dell EMC. The third one, which was only mentioned quickly today, is that validated design. So that's leveraging our best of breed three tier architecture, including storage with that. The term that Jeff used today was VCF ready. Right, it validated with VCF, that's with Unity and Power max today. Again, that's the beginning, but you can picture what we're doing with validated design, is really enabling us to offer our three tier architecture, best of breed, across all three tiers, and leveraging VCF for that life cycle management, etc. >> And again, it's giving customers those choices to say hey, do I want to keep and maintain my, modernize my infrastructure, or do I have, you know, and this is the trend shifting where hybrid, you know, people will be talking about that, it's just the trend shifted only in the last couple of years for hybrid in, shut down my data center and go to the cloud. Now it's really kind of gone two way. The streets changed from not just going from data center to the cloud, but also coming from cloud to the data center, so the interesting challenges become about not just taking the requirements of your, you know, client server architecture and migrating it to, you know, elastic cloud architecture, which also taking that elastic EC2, you know, Azure environment and landing them into your data center environments managed a service, so that comes with its own challenges, but that's where customers want it to be, because you know, they're going "I've built so much IP, natively in my cloud, "applications that I've built over the years "and now I have a need for it closer to my data center "or my users or my edge and I really need to bring it back" And that's, you know, having challenges from a storage perspective. Now, they were not designed for client server, they were designed for cloud native elasticity, so I go to build storage architecture that's supposed there. >> And I think the other pieces that, and we'll talk some about this tomorrow, but this Dell Technologies cloud enabled infrastructure is kind of a, the other side of the coin, where we think about Dell Technologies cloud, that's really transforming into a cloud operating model and you're purchasing infrastructure to really transform that, but a lot of our customers want to use the cloud for very specific use cases. They want to replace tape and they want to archive to the cloud, right, so we have the capabilities and we'll continue and the vast capabilities of simply moving data from your infrastructure into public cloud, converting into object and putting in there, so you've met the cost profile, and you can maybe finally get rid of tape. I think I've for 14 years been trying to get rid of tape in the industry. Haven't gotten there yet. But then there's things like offering your data services, storage, data protection, data services in a cloud, so offer to find assets in the cloud or even as a service consumption of our infrastructure. So again, more on that tomorrow. And then there's the how do you manage that infrastructure and the data itself? Having that visibility on that and that's really that kind of cloud data insights piece of that. So that's really the cloud enabled infrastructure piece is really about getting to how do I leverage the cloud for disaster recovery, for archiving, for analytics? That type of thing. So, a lot of the things we'll talk about tomorrow more focus on those types of cases as well. >> Well you've given us a lot of tantalizing tidbits about what we're going to hear tomorrow, so thank you-- >> So now you have to tune in. >> We will be here. You better be here too. >> I know where to find you. >> Caitlin, Muneyb, thank you so much for coming on theCUBE. This was great. >> Thanks. >> Thank you for having us. >> I'm Rebecca Knight for Stu Miniman. We will have a lot more of our, theCUBE's live coverage of Dell Technologies World coming up in just a little bit. (upbeat tech music)

>> Live, from Bahrain it's theCUBE. Covering AWS Summit Bahrain. Brought to you by Amazon Web Services. >> Okay, welcome back everyone. It's the theCUBE's coverage here, in Bahrain, in the Middle East, for our coverage of AWS Summit and the announcement, and now soon to be up-and-running in 2019 in Q1, Amazon Web Services, full region here in the Middle East. Should have a massive impact to the ecosystem, and companies and entrepreneurs from around the borders. We've got great conversations all day. And today we've got to great guests here, Emilio Valdes, VP of EMEA South and Latin America for Informatica. Thank you for theCUBE sponsorships over the years. We've covered Informatica shows all over the world. Mathew Joseph, business head of Data Analytics for Wipro. Good to see you, thanks for joining us. >> It's a pleasure. >> Same >> Great to be here. >> So, Informatica, we know a lot about you. We cover all of your big events in North America, I interviewed your CEO, I've been following the value proposition, growing really well, you've got a good product offering. But we're in the Middle East, okay? And what I've learned here is that there's a thirst for entrepreneurship. There's a thirst for cloud. But everyone's talking about data. And if data's the new oil, no better place to be than in the Middle East. They know the value of oil. What's going on in town here? What's happening in the Middle East? >> Right, so, as I cover a pretty big area within Informatica, I used to travel the world and meet many customers, in many places, many customers and many industries here in the Middle East. And I can tell you that, you know, the story, the messages are very consistent, you know? Every company, every industry, is going through a massive period of change, and companies are reacting to this change very differently. What we've seen is that the disrupters are going to be the ones that will, you know, implement digital transformation consistently, and we believe that data is the key driver for intelligent digital transformation. Here in the Middle East is no different. We've been seeing this across the different countries, in Dubai, in Bahrain, in Kuwait, in Saudi Arabia, exactly the same as everywhere else in the world. >> And cloud's now coming in full throttle at Amazon, You guys are not new to Amazon. I know you guys do a ton of work with Amazon integrating and putting all this together, what do you think is going to happen, here? Now Amazon gets up and running, they're already using a cloud now, so Bahrain's clear, cloud first. Saudi's got the cloud bug too, they're doing great things. So when an actual region comes here, what do you think is going to happen? An explosion of innovation and more business? What's going to be the impact? >> Well I think, I think the market knows what the benefits they can get out of the AWS platform, and I believe the challenges are related to get the most out of this AWS platform. At Informatica, we are going to help customers to move their data to the cloud in a consistent manner that is connected, articulated, properly governed, and not only this, but also we believe that the key value is in the hybrid world. The world hasn't moved to the cloud yet, entirely, so most companies continue to have some on-premise applications, as well as their cloud applications. So I believe that Informatica can help customers here in the Middle East, by connecting the on-premise world with the cloud world. And at the same time, the value they can get from our platform is by making AWS easy to operate, and, you know, move data to the cloud in a consistent, quick, and sustainable manner. >> So Matthew Joseph, you're with Wipro, why are you guys together, what's the relationship? Obviously we know what you guys do, you guys do great work, global, around the world. We see you at all the events. From SAP Sapphire, EMC World, now Dell World, Reinvent, you guys are everywhere. So here, what's going on here? I mean, analytics, you need analytics. You're good at analytics >> First of all, John, thanks a lot. A couple of thoughts. One, Wipro has been a global partner of AWS. Wipro's a global partner of Informatica. And the region is going through massive change of innovation, of using, consuming data. And at this point we really feel that both the expertises should come together to manage the change. And that's the simple reason why Informatica and Wipro are together, along with AWS and this, I would say a historical movement of this part of the world, to actually consume this rate and transfer the data for all of us. >> So if I asked you a question that said, hey, tell me about your relationship with Informatica. What's in it for me? What do you do for me? Are you, are you bringing it together? Are you guys going to market together? How do you, how do I win with you and Informatica? >> So what we have done is, as I told, the global partnership, across the globe, the best practices we're bringing back to this part of the world, to make sure that we have a similar set of stories across the global sphere. This certainly means more repeatability, less risk, and for the entire government to go through a small transition of going to the cloud. >> And data disruption is huge. You guys have Informatica 3.0, and you guys have your practice. When you put that together, what's the go to market? What's the value proposition? What's the pitch to the customer? >> So the key part is the IPaas method, the platform as a service message, right? With the platform as a service, it's a market that Gartner has identified as a $12.5 billion market. And it's growing very rapidly. Just to give you an idea, we process three trillion transactions per month, and this number is being multiplied by three every three to four months, right? So the iPaaS platform is what is going to help customers to move from the on-premise world, to the cloud. And this is where the key value Informatica, and Wipro, can put together to facilitate and to help enable customers in their journey to the cloud. >> So talk about the Amazon impact, obviously you guys do work with Amazon. What, specifically, does Amazon have that you guys like? That you work with the most with customers? Obviously they want to know, obviously you know, I got data, a ton of data. I've got to manage it. I mean, analytics are pretty good. You've got Sagemakers, Hotrock, on fire. Redshift everyone knows is doing well. Kinesis, with streaming. What's some of the Amazon tools you guys are working with around some of these day-to-day opportunities? >> Yeah, so there are multiple of them. In fact today's the day when the big data is pouring in, for example, right? So how do I really bring in all the data into a common platform? And today the customer is also talking about how do they really consume it? So consumption is a major attraction for AWS and how they really consume this data. The extraction, making sure the data is available, furthers decision making in the second part. The way Wipro and Informatica positions this entire journey is not just about putting the data into a common place and building up a transformation, right? What you're looking at is how do I really change the way the business works? And elements of design principal come in on it. And what Wipro has literally done is, we've done a lot of investments around how to I really make this transformation from a design-thinking point of view? How do I make sure the best practices of data science, and governance comes into it? How do I make sure that the press points for the customer are so clear and so vivid that decisions are made based on that? And I feel AWS, out in the region, is doing a great work on that. And that's the simple reason why all of us are together with that. >> That's great. And cloud, you guys are no stranger to Amazon. >> We are partner of Amazon. And we've been a partner of Amazon AWS for awhile. As well as Wipro is a partner of Amazon. And Informatica and Wipro are global partners as well. We're quite excited about bringing this partnership to the region. >> What sort of things that you guys have done together, can you share some examples of some awesome implementation and use cases? >> A few of them. So to me, what is happening, as I was earlier telling is that most of the government entities are talking about how do I really consume this data. How do I really think of it as an experience? So what we have really done is pull up this data, look at various models on how I can do revenue generation for the customer. How can I bring in more customers' recommendation? How do I make impactful decisions based on those data? And the ample amount of programs use cases that you have already implemented in this part of the world, and certainly Informatica has been a great help in this journey of ours. So the teams around which we look out, is data monetization, customizability, researching degree of the customer, operating efficiency, and this is true across industries. Government is doing a fabulous job of going on this journey but certainly we do a lot of work in the oil and gas sector, in the healthcare, and similar things like that. >> Awesome, and what's core value proposition that you guys are offering customers out here? >> I believe it's the messages we discussed earlier. It's having a consistent platform where data gets together and can be used across different applications, business units, et cetera. At the end of the day, end users will need to use data and they don't care where this data is stored. It could be in the cloud, it could on premise, it could be in a big data application, it doesn't really matter, you know? >> It could be addressable. >> Exactly >> In real time too in low latency. It can't be some data warehousing thing that takes, you know, real time application like a car needs data. IoT, a huge growth area. I mean these are new cloud architectural opportunities. You can't be having the old way. >> The data has to be connected, and secure, and clean, and available, and consistent. This is what we do for a business. >> Yeah you guys have got some good story there. Good luck with everything. I want to get your final questions as we kind of round down the day here. The day's kind of cleaning out here behind us. You can see it's getting quieter. What do you think about what's happening here? Amazon Web Services Summit, mix a little public sector, you've got some commercial, but this region pulsing with cloud demand. What do you think, guys? What's your thoughts? >> I think we're going to help the government to move to the cloud. We're very excited about the announcement that we heard this morning. The cloud-first policy. I think that Wipro and Informatica are uniquely positioned to give the government what they need to be successful in their cloud-first policy >> Thoughts? >> Same here, I think the last 24 months we have seen a lot of initiative from the government. Both across the artificial and then about data being the center of all things. And cloud is going to be a very pivotal role in this. And I think we are geared very well to take care of it. >> I think you guys are well positioned enough, you know. My translation is you see their cloud-first policy, they want to be involved in FinTech in the future, you got to have a data strategy to center the value proposition everything's got to be built around how that data's going to move, how it's going to be addressed, how it's going to be consumed, shared, connected. Across the board, IoT, on premises, real-time mobile, everything. >> And John, one more point, to close, would be what we see is the hybrid architecture coming up, alright? So cloud being one of them, the customers still want data inside the premises as well, so how do you really look at the hybrid architecture, and the challenges around it. I don't think there are many companies in this part of the world who are geared up to that. Wipro has done it multiple times, Informatica has been a leader in that. And I think that is going to be a game changer for all of us. >> You know Mathew you made me smile because, thank you for making me smile, because we always joke, and I always talk on theCUBE, and usually Dave Vellante's here and we kind of argue about it, because I say data is the new oil, he says it's not the new oil because oil can only be used in the car I guess, we can always go back and forth. But I've been saying that cloud is the future, I've been saying it for many years. Amazon certainly is more hardcore, Andy Jassy, all data systems moved to the cloud, What does that mean? Just announced RDS on VMware on premises, so it kind of like, takes that window, but I say that the cloud, operationally, is what's going on. People are moving to operations that are cloud-linked. So if everything is running cloud operations, DevOps, infrastructure as code, AI, all the things that you guys are working on, that means that the data center and on-premises, is an edge device. Or is it? It's a big fat edge. Or what's the difference between a windmill and an on-premise campus? I mean, edges? So, this is the debate we've been having. What is an edge? >> The way we see it is customers having a journey, in a journey to the cloud. And the state of the art is very different. We're happy to help customers to go through this journey efficiently, quickly, and in a consistent manner. >> And all serious, putting the fun kind of comment aside about the argument we had about the edge, is that the architecture that we see people are going to is, don't let some pre-defined thing define where the data has to go. So this data out there, it's got to move around. And if you don't want it to move around, then you put Compute to it. So there's all kinds of things going on where you don't have to get dogmatic about it. >> Absolutely >> What the definition is. It's all running cloud operations, then it's cloud, right? I mean it's not on-premises operations, no one says that. Anyway thanks for coming on theCUBE, thanks for sharing. Great to see Informatica here, great to see Wipro. We've got to get more of these use cases, if we had more time we would. This is theCUBE coverage, here, in Bahrain for Amazon Web Services Summit. Stay with us for more coverage after this break. (electronic music)

>> [Announcer] From San Francisco, it's theCUBE covering OSIsoft PIWORLD 2018, brought to you by OSIsoft. >> Hey, welcome back, everybody, Jeff Frick here with theCUBE, we're in downtown San Francisco at the OSIsoft PIWorld 2018. They've been doing it for like 28 years, it's amazing. We've never been here before, it's our first time and really these guys are all about OT, operational transactions. We talk about IoT and industrial IoT, they're doing it here. They're doing it for real and they've been doing it for decades so we're excited to have our next two guests. Tyler Duncan, he's a Technologist from Dell, Tyler, great to see you. >> Hi, thank you. >> He's joined by Ed Watson, the global account manager for channels for Osisoft. Or OSIsoft, excuse me. >> Glad to be here. Thanks, Jeff. >> I assume Dell's one of your accounts. >> Dell is one of my accounts as well as Nokia so-- >> Oh, very good. >> So there's a big nexus there. >> Yep, and we're looking forward to Dell Technology World next week, I think. >> Next week, yeah. >> I think it's the first Dell Technology not Dell EMC World with-- >> That's right. >> I don't know how many people are going to be there, 50,000 or something? >> There'll be a lot. >> There'll be a lot. (laughs) But that's all right, but we're here today... >> Yeah. >> And we're talking about industrial IoT and really what OSIsoft's been doing for a number of years, but what's interesting to me is from the IT side, we kind of look at industrial IoT as just kind of getting here and it's still kind of a new opportunity and looking at things like 5G and looking at things like IPE, ya know, all these sensors are now going to have IP connections on them. So, there's a whole new opportunity to marry the IT and the OT together. The nasty thing is we want to move it out of those clean pristine data centers and get it out to the edge of the nasty oil fields and the nasty wind turbine fields and crazy turbines and these things, so, Edge, what's special about the Edge? What are you guys doing to take care of the special things on the Edge? >> Well, a couple things, I think being out there in the nasty environments is where the money is. So, trying to collect data from the remote assets that really aren't connected right now. In terms of the Edge, you have a variety of small gateways that you can collect the data but what we see now is a move toward more compute at the Edge and that's where Dell comes in. >> Yeah, so I'm part of Dell's Extreme Scale and Structure Group, ESI, and specifically I'm part of our modular data center team. What that means is that for us we are helping to deploy compute out at the Edge and also at the core, but the challenges at the Edge is, you mentioned the kind of the dirty area, well, we can actually change that environment so that's it's not a dirty environment anymore. It's a different set of challenges. It may be more that it's remote, it's lights out, I don't have people there to maintain it, things like that, so it's not necessarily that it's dirty or ruggedized or that's it's high temperature or extreme environments, it just may be remote. >> Right, there's always this kind of balance in terms of, I assume it's all application specific as to what can you process there, what do you have to send back to process, there's always this nasty thing called latency and the speed of the light that just gets in the way all the time. So, how are you redesigning systems? How are you thinking about how much computing store do you put out on the Edge? How do you break up that you send back to central processing? How much do you have to keep? You know we all want to keep everything, it's probably a little bit more practical if you're keepin' it back in the data center versus you're tryin' to store it at the Edge. So how are you looking at some of these factors in designing these solutions? >> [Ed] Well, Jeff, those are good points. And where OSIsoft PI comes in, for the modular data center is to collect all the power cooling and IT data, aggregate it, send to the Cloud what needs to be sent to the Cloud, but enable Dell and their customers to make decisions right there on the Edge. So, if you're using modular data center or Telecom for cell towers or autonomous vehicles for AR VR, what we provide for Dell is a way to manage those modular data centers and when you're talking geographically dispersed modular data centers, it can be a real challenge. >> Yeah, and I think to add to that, there's, when we start lookin' at the Edge and the data that's there, I look at it as kind of two different purposes. There's one of why is that compute there in the first place. We're not defining that, we're just trying to enable our customers to be able to deploy compute however they need. Now when we start looking at our control system and the software monitoring analytics, absolutely. And what we are doing is we want to make sure that when we are capturing that data, we are capturing the right amount of data, but we're also creating the right tools and hooks in place in order to be able to update those data models as time goes on. >> [Jeff] Right. >> So, that we don't have worry about if we got it right on day one. It's updateable and we know that the right solution for one customer and the right data is not necessarily the right data for the next customer. >> [Jeff] Right. >> So we're not going to make the assumptions that we have it all figured out. We're just trying to design the solution so that it's flexible enough to allow customers to do whatever they need to do. >> I'm just curious in terms of, it's obviously important enough to give you guys your own name, Extreme Scale. What is Extreme Scale? 'Cause you said it isn't necessarily because it's dirty data and hardened and kind of environmentally. What makes an Extreme Scale opportunity for you that maybe some of your cohorts will bring you guys into an opportunity? >> Yeah so I think for the Extreme Scale part of it is, it is just doing the right engineering effort, provide the right solution for a customer. As opposed to something that is more of a product base that is bought off of dell.com. >> [Jeff] Okay. >> Everything we do is solution based and so it's listening to the customer, what their challenges are and trying to, again, provide that right solution. There are probably different levels of what's the right level of customization based off of how much that customer is buying. And sometimes that is adding things, sometimes it's taking things away, sometimes it's the remote location or sometimes it's a traditional data center. So our scrimpt scale infrastructure encompasses a lot of different verticals-- >> And are most of solutions that you develop kind of very customer specific or is there, you kind of come up with a solution that's more of an industry specific versus a customer specific? >> Yeah, we do, I would say everything we do is very customer specific. That's what our branch of Dell does. That said, as we start looking at more of the, what we're calling the Edge. I think ther6e are things that have to have a little more of a blend of that kind of product analysis, or that look from a product side. I'm no longer know that I'm deploying 40 megawatts in a particular location on the map, instead I'm deploying 10,000 locations all over the world and I need a solution that works in all of those. It has to be a little more product based in some of those, but still customized for our customers. >> And Jeff, we talked a little bit about scale. It's one thing to have scale in a data center. It's another thing to have scale across the globe. And, this is where PI excels, in that ability to manage that scale. >> Right, and then how exciting is it for you guys? You've been at it awhile, but it's not that long that we've had things like at Dupe and we've had things like Flink and we've had things like Spark, and kind of these new age applications for streaming data. But, you guys were extracting value from these systems and making course corrections 30 years ago. So how are some of these new technologies impacting your guys' ability to deliver value to your customers? >> Well I think the ecosystem itself is very good, because it allows customers to collect data in a way that they want to. Our ability to enable our customers to take data out of PI and put it into the Dupe, or put it into a data lake or an SAP HANA really adds significant value in today's ecosystem. >> It's pretty interesting, because I look around the room at all your sponsors, a lot of familiar names, a lot of new names as well, but in our world in the IT space that we cover, it's funny we've never been here before, we cover a lot of big shows like at Dell Technology World, so you guys have been doing your thing, has an ecosystem always been important for OSIsoft? It's very, very important for all the tech companies we cover, has it always been important for you? Or is it a relatively new development? >> I think it's always been important. I think it's more so now. No one company can do it all. We provide the data infrastructure and then allow our partners and clients to build solutions on top of it. And I think that's what sustains us through the years. >> Final thoughts on what's going on here today and over the last couple of days. Any surprises, hall chatter that you can share that you weren't expecting or really validates what's going on in this space. A lot of activity going on, I love all the signs over the building. This is the infrastructure that makes the rest of the world go whether it's power, transportation, what do we have behind us? Distribution, I mean it's really pretty phenomenal the industries you guys cover. >> Yeah and you know a lot of the sessions are videotaped so you can see Tyler from last year when he gave a presentation. This year Ebay, PayPal are giving presentations. And it's just a very exciting time in the data center industry. >> And I'll say on our side maybe not as much of a surprise, but also hearing the kind of the customer feedback on things that Dell and OSIsoft have partnered together and we work together on things like a Redfish connector in order to be able to, from an agnostic standpoint, be able to pull data from any server that's out there, regardless of brand, we're full support of that. But, to be able to do that in an automatic way that with their connector so that whenever I go and search for my range of IP addresses, it finds all the devices, brings all that data in, organizes it, and makes it ready for me to be able to use. That's a big thing and that's... They've been doing connectors for a while, but that's a new thing as far as being able to bring that and do that for servers. That, if I have 100,000 servers, I can't manually go get all those and bring them in. >> Right, right. >> So, being able to do that in an automatic way is a great enablement for the Edge. >> Yeah, it's a really refreshing kind of point of view. We usually look at it from the other side, from IT really starting to get together with the OT. Coming at it from the OT side where you have such an established customer base, such an established history and solution set and then again marrying that back to the IT and some of the newer things that are happening and that's exciting times. >> Yeah, absolutely. >> Yeah. >> Well thanks for spending a few minutes with us. And congratulations on the success of the show. >> Thank you. >> Thank you. >> Alright, he's Tyler, he's Ed, I'm Jeff. You're watching theCUBE from downtown San Francisco at OSIsoft PI WORLD 2018, thanks for watching. (light techno music)

>> Announcer: Live from San Francisco, it's theCUBE, covering Red Had SUMMIT 2018, brought to you by Red Hat. >> Hello everyone, welcome back. This is theCUBE's exclusive live coverage here in San Francisco at Red Hat SUMMIT 2018. I'm John Furrier with my co-host John Troyer. Our next guest is Arkady Kanevsky, Ph.D, Director Software Development at Dell EMC, Service Provider Business Unit. Thanks for joining us, thanks for coming on. >> Thank you for having me here. >> So we were just talking before we came on, obviously great, we're in the middle of the open here in the hall, in Moscone West. But you guys have a definition of service providers. It's very broad. It's obviously Dell EMC, you guys, Dell's tons of equipment that they sell, providing a lot of the equipment What does that, just take a quick second to describe who you guys are targeting, and your role here at Red Hat SUMMIT? >> Sure so we are a small portion within the Dell EMC portfolio and the organization I am in specifically creating a target and a solution for service providers. The service provider, you know the probably best known service providers are telecommunication service providers, AT&T, Verizon, Telestrom, you know all over the world. Very highly regulated areas, and have been around forever, and they are going through the major transformation right now from the 4G to 5G, network age, and so on. But we are also covering the much larger set of the providers. If you can think of the hosted service provider, managed service providers, those are the people who either have as a core of their business, providing the services for their customers. If you can think of the eBay, or Amazon, or Google, they have the services which are, they're running public cloud or not a public cloud for general sense, but for specific purpose which they're delivering, SalesForce, >> Yeah everyone's a service provider. If they're using cloud, they're some sort of service provider right? >> If they're delivering they're volume through the service, then they are the service providers. If you are, you know you have the businesses which are still doing the business the way they were doing before. Banks are not really service providers. They are not them, and yes they communicate with their customers through the portals, but that's not the purpose of their business. >> It's great now in 2018, we are gettin' some clarity on cloud right. We thought maybe it was all into public, now we see that actually there's a lot of use cases for smaller public clouds, hybrid clouds, private clouds depending on peoples needs. I'm curious how the service provider world, specifically like the MSBs, and the telcos of the world, are looking at how, what kinds of clouds they're going to provide, and maybe also how they partner with the bigger clouds. >> So there is a different angle there. So people, a lot of the work being done in a public cloud, initially when they try to do the development of their new application because it's the easiest way for them to do it, but once you hit the next level and you need to deliver it as a service in a special and more regulated environment, where we have certain strict security requirement. You want to protect access to the data. A lot of the time they kind of do the hybrid, go on the hybrid model because it's much more, they have better control of what they're doing. I mean some of the announcement and some of the demos, we showed that today in the keynote today and two days ago, we're clearly demonstrating this kind of approach. So we are partnering with Red Hat over developing the optimized platforms for the development and operation of those applications. All the way from RHEL Linux layer all the way up to OpenShift and beyond? >> All the way, we announced on Monday that we have our seventh joint version of Red Hat OpenStack already bundled. This is the first one where we start providing the workload optimized host, such that customer can choose to optimize from the hardware, to the operating system, to the OpenStack for their specific workload. We have a profile, pre-defined profile for NFE and we have a pre-defined profile for web based application, and of course it's open sourced, and extendible, flexible, and provide what customer expecting for their own use cases. >> How 'about the relationship between Dell, now Dell EMC, now Dell Technologies, and a variety of other things, the relationship with Red Hat. How long, how many years, how deep? How would you describe the relationship time-wise, and just duration, and depth? >> Very happy to, so we start our relationship 18 years ago, in 2001 was the first release of the laptops and the servers with a pre-installed program that on the factory, and Dell, at that time Dell was OEMing that solution for the customers. Over the years since that we started developing more and more solutions for different customer domain. We have HPC based solution, again URL based. We have SAP, we have Oracle, and variety of different Hadoop Open, Hadoop variation of the Hadoop, again on the base RHEL platforms. And most recently the OpenStack over the last five years. At the Dell Technology World last week, we announced all of the OpenShift on bare metal as a joint solution between the two companies. We have the OpenShift on OpenStack which we announced two years ago, still supportable and delivered to our customers. So the goal for us is to provide the flexibility and choices for the customers. >> What's the unique value for customers that you guys bring to the table? What's the unique value with the Red Hat relationship that's the most important? >> So the most important is the robustness of the integrated solutions, and the two companies together standing behind them. So they can go either to Red Hat or to Dell EMC and we together delivering of the solution. It is robust, it is still open and flexible, but it is also optimized all the way from hardware to the top layer of the software for their use cases. >> So customers are concerned, obviously we saw Spectre bug, and all this stuff going on with security. Red Hat customers, they're not micro-coders, I mean they have to upgrade. You guys have to take that responsibility at the hardware level, and some great certification, we know that. Going forward as the stacks become robust from, you know down to the chip level, up through applications, well you've got DevOps, you've got all these cool things happening. How are you guys keeping up with the pace to mitigate security risks and continuing the partnership? What's the story of the customer? What should they know about that particular piece? >> So obviously we are taking care of security on multiple layers from the micro-code, as you pointed out, in the solution partnering not only with Red Hat but with Intel and the hardware vendors to ensure that all of the mitigated, mitigation factors are put into place for security. But most importantly we are providing the tooling to make the benching and fixes in automated way without any disruption to the workloads which customer are running. Or minimizing the disruption for the workload so you can do all of your securities updates and for that matter, upgrades of the solution in such a way that you're minimizing the disruption for your customers. >> Okay so security, obviously hugely important. One of the themes of this event has been talking to the IT audience about kind of up-leveling digital, but you can call it digital transformation, but actually bringing more business value, and that's been really well received here as you realize all the demos, faster time to market, more business value, faster time to value. So as you talk with the customers here, and service providers. What are they asking you as a director of the software stack that has to, that you could look at as just the bottom of the stack, but in fact is hugely important to what they're doing. So what are you having to provide from the Dell side to help that acceleration? >> So the most important thing that our customer looking for is partnership. They're looking for us working with Intel, with Red Hat, and with partners specific to their area, to do together integration, and so we can provide the support and lifecyle of the solutions. >> John T: You're part of the rubber hits the road. They buy the unit, and the system, and the software from you. It better be all integrated and work. >> Correct, so again they go on this Oz with Red Hat because they want to have a flexibility so they can add more things, but what they're looking for, especially teleco providers, they would like Oz to partner all the way down to the next level-up with NFE lenders. The people who are providing them virtualized functions, so they can bring that to the solution and have level of confidence and you know peace of mind, that all of those pieces have been integrated together, validated together, and we have a continuous program where we take care of them of the full upgrade and lifecyle of not individual pieces, but the whole thing. >> Once your customers know about your relationship with Red Hat, want to get to the end of the statement, which is really even important. 'Cause I think this is important. We're seeing more and more security go from chip, to the OS, to the application layer. There's going to be more and more of that, and you got to evolve your relationship and technology. >> Yes. >> What should they know about Dell, Dell Technologies, Dell EMC, Dell proper and that's most important for them to understand, what you guys do for customers. >> So one of the most important things to understand, now we are Dell Technology. We have been Dell Technology for about a year and a lot of the integration pieces start being mature and now we can have a joint integrate solution. One of the big piece of the Dell Technology portfolio is RSA. They're probably the oldest and the most established security company in the world. And we are getting more and more integration of their tool sets into various solutions across the board. And that probably is the unique value which we as a Dell Technology can provide because we have individual pieces which are leaders in their specific field and we can put all of those pieces together to have the value to the customers through one place. >> That's exciting, well thanks for coming on and sharing the insight. We love Michael Dell, been a big fan, and Michael's been on theCUBE many times. He listens, he's probably watching right now. Hey Michael, how are you? Sorry I missed Dell EMC World, or Dell World, but John was there with Stu. Great to have you on. We've seen continuous success and a lot of skeptics on that merger, or the mergers, or the whole thing, and Pivotal just went public. Things are happening. >> Definitely, exciting time to live in. >> Yeah, thanks for coming on. More live coverage here in San Francisco at Red Hat SUMMIT 2018. I'm John Furrier, John Troyer, stay with us for more coverage after this short break. (digital music)

(uptempo techno music) >> Announcer: Live from New Orleans, Louisiana. It's theCUBE covering .NEXT Conference 2018. Brought to you by Nutanix. >> One of the only constants in the technology world is that everything is always changing. Talking a lot about digital transformation. If I roll back to 2012, converged infrastructure, changes in data centers and infrastructure were all of the buzz, and it was before we were talking about things like hyper-converged infrastructure. We ran across a company called Nutanix. First interview we did in 2012 with Dheeraj Pandey, the CEO of the now public company. Surprised us a little bit in that not how they put things together but the why and what they had behind it. That almost 40 minute interview with John Furrier and I did really talked about the biggest challenge of our time is distributed architectures. Not about boxes, not about even just reconfiguring some of the silos but really some of the softer challenges that we've been attacking for decades really in our industry. Fast forward here we are in 2018 and want to welcome you to theCUBE's coverage of Nutanix .NEXT Conference here in New Orleans. I'm Stu Miniman, joined by my co-host for these two days of broadcast, Keith Townsend. Keith, thanks for joining me. >> Thanks for having me Stu. >> So we spend time, it's like what are we doing today? I think right down the block from here is the World War II monument, and how many years after World War II before it was called World War II? >> Keith: Yeah, good point. >> When we look back at what was happening converged infrastructure was a wave. At Wikibon, we were tracking cool things like flash really invading what's going on. Hyperscale architecture, for me personally I'd gone from looking at these enterprise architectures really hardware focused, failure domains, make sure that nothing ever breaks to the softer model of applications where you expect everything is going to break. And that's okay, chaos monkey rules supreme. At the end of the day, your application lives on. Much more granular, we weren't talking microsegmentation architectures and the like. Want to bring you in here, we've had the pleasure of being at every single Nutanix show. This is your first one for you so give us your first impressions of Nutanix .NEXT and what you're seeing. >> I go to a awful lot of shows and I've heard that Nutanix .NEXT was special and all to itself. I had breakfast with just customers, regular attendees, and there is slightly a different energy here. I was surprised at how open customers are about talking about their journey. Just talking about how they're using Nutanix. Where they have it deployed. Their origin stories much different atmosphere than many of the conferences that I've attended. >> And actually so when you talk software companies. There's certain shows where there's the passion and love. Keith, you and I cut our teeth on the virtualization community. >> Right. >> And I use to have the I love VMware bumper stickers and things like that. We've got a team at ServiceNow Knowledge. Dave Vellante said is one of the most passionate groups there. And it's interesting, some of the board members of Nutanix actually co-populate with what's going at ServiceNow. Another show we have going on this week is Red Hat. Obviously the open source community. Very passionate communities. The goal that Nutanix has is rather audacious. When they set out it's not like they said, "Hey, we want to be the leading "hyper-converged infrastructure player." They started in 2009. That word didn't even exist in our lexicon. They have a rather audacious goal. They want to be the next VMware in the model of Microsoft platform. What do they own, where does it fit? What does their ecosystem look like? And we've been watching this maturity, and we're going to have a lot of guests, customers, partners and executives but yeah, comments there. >> The goal is three billion dollars in software billings by 2011. I mean sorry by 2021. That is a big, big number. I think VMware revenues are somewhere around eight billion to put this into perspective, big ambitions. I think on stage, Sunil said that Nutanix is the world's best or leading cloud OS. That was a bold, bold statement. While one part of the Nutanix is a lot bravado backed with some pretty decent technology. The customers that we've talked to have said, they have not ran into a more humble company, and wanting to build brick by brick a relationship to help solve. I'm surprised that customers used this word, partner. They believe Nutanix is truly a partner in their journey towards cloud in delivering IT services. So while again, very bold from the financial statement, very bold from a technology statement. The customer passion here about Nutanix being a true partner in their journey. That's quite real. >> Yeah and it's interesting when you look at the pace of change. The half life of how long people love a brand has been shrinking very fast. >> Keith: Right. >> You think of the old days, it was brands like IBM and Microsoft had decades that they were in love. Apple still beloved by many but they get poked and poked and prodded. We talked about VMware, talked about Nutanix. The landscape today is one of the things. Let's talk about cloud for a second. You and I were making some comments in the Twitter stream during the keynote. When I think hybrid cloud, and I think who's got leadership there. Well first of all, you can't talk about cloud without talking about AWS. >> Keith: Right. >> First solution that anyone's going to support. The Nutanix solutions. It's either API compatibility or integration with what Amazon is doing. Secondly, you talk about hybrid. That's Microsoft's strategy from day one. Azure Stack, same OS, same operating model that's there. So for Nutanix to say they have the best. It's like Microsoft been doing this for a few years. They have a few more customers than Nutanix. >> Right. Not saying Nutanix is not doing great. They're adding a thousand customers a quarter, which is great for an infrastructure company. For a software company, it's good. >> Keith: Yes. >> It's not blowing it out of the water. If you're a Salesforce and you said, you're only adding a thousand new companies a quarter. It's like well Wall Street is not thrilled. So different space, how they're positioning themselves. We mentioned revenue. They're well over a billion dollars. Looking back, some of the shows we've done. I think it's like a $1.4 billion run rate. Market cap, a phenomenal nine billion dollars. When we talk about just value creation, the customers that they're doing. A lot of things really in the Nutanix tail wind pushing them along. As you said, coming to these shows it's always when you talk to the customers. When you talk to the customers in the hallway, are there certain things. It's like oh well we're glad the micro-segmentation stuff is something that we really wanted, but not the big gripes. They're not yet complaining about the pricing models. >> There is not a Nutanix text yet. Not a age retext. And it will be interesting, they made a lot of announcements today. Around Kalm, around flow, around database management. A lot of features. Extremely ambitious technically, and those technologies have to be paid for somehow. So long term, I really want to see if that love extends into when Nutanix needs to get to that three billion dollar in revenue. >> Yeah so maybe quick take on the announcement so far and the keynotes. I thought it was a good balance. A little bit of pageantry upfront, Mardi Gras. >> Keith: Marching band. >> The marching band and everything coming through. They had partners, Hackathon winners, customers up on the floats coming in. No beat probably four. Wanted to make sure that they weren't pegging somebody in the head with that stuff. But they had a good mix, I felt. They had a few customers onstage tell their stories. They got through the announcements. Some real meaningful announcements. Their first SaaS product with Beam. One of the four acquisitions that they've had over the last couple of years. That was from Minjar, was the acquisition. Netsol is another acquisition that they had recently and then Kalm was the basis. >> Keith: Right. >> A long with PernixData a couple years ago. Saccharin Vagoni, PernixData is somebody working on the IoT in Edge stuff. Keynote, announcements, what's your take? >> You know what, there's a lot there. They are innovating extremely fast. I think I interviewed Gar-iage, maybe a couple of years ago at Dell EMC World and I asked, is Nutanix a platform yet? And he say, "You know what. "We might be a little bit early to call Nutanix a platform. "I think today we've solved the completion of the foundation "of being called a platform." As we look out onto the show floor, we're starting to see a growing number of partners who are looking to integrate. We'll have Beam on later on in the program but specific announcements. The things that I'm somewhat excited about Netsil. They're taking a very different approach to network segmentation. And their micro segmentation and VM warriors. There are some advantages, disadvantages. Really looking forward to having that conversation. One click database management with Oracle and Microsoft. There's some guard rails around that we're thinking wow, how does Nutanix walk the line of making database administration deployment simple, but not anger Oracle to the point if there is court action. That's going to be an interesting set of conversation. >> I mean Keith, you know better than me. I hear database migrations and I just think of all the customer horror stories. David Foro from our Wikibon team has talked about, it's never easy. You'll get 80% or 90% of the way there and then things break, and you have to put it back together. AWS has been doing a lot of database migrations, and they've got 80, 90,000 of these that they've done. So how do they do this? It's great to say push button simplicity, but the proof is in the pudding. What are customers seeing? >> Yeah, when you're talking about big database mission critical. And that's another thing we heard on the stage this morning. A lot about mission critical. They're trying to shed this persona of being a VDI platform and that the platform is ready for mission critical applications. We've talked to customers that are indeed using it for mission critical stuff. But again, migration. They've had the relationship with IBM and Power for a couple of years now. And they still ran into a lot of customers that are saying they have no plans of moving AIX to Nutanix, however there's a plate. >> Well since you mention it actually, that was one of the announcements today. Nutanix is now supporting the AAX. >> Keith: Right. >> So before it was Power, now you need to get over to Linux, and that's something we've heard, gosh Keith. How long have we've been hearing the migration from Unix to Linux with the work load. 10 years ago, I remembered going events, and we were talking about that. And it's challenging, you need to-- >> Yeah, I remember getting excited about being-- >> The platform, the tool. >> Having IBM support Linux on mainframes, and thinking man I can finally get this stuff off of AIX. And then to Linux, and that was literally almost 20 years ago, so there you go. >> Yes, so many different announcements but started some the basic piece of it. 'Cause if you talk, there are customers that they have that are drawing over new things. We've got one of the customers that was on the keynote stage, Northern Trust. And he's throwing out things like PaaS and CaaS, which I'm hoping is containers as a service that he's talking about. Some of us propeller heads love talking about this. Lamb-dogot mentioned in the keynote talking about server list but the average Nutanix customers. This is the sand replacement. Many of the customers come and they say, going from my three tiered architecture, server, storage whether that be a traditional storage array or even an all flash array. I'm going to save 20%-40% just by collapsing it down to this architecture. Multi-Hypervisor, VMware of course very heavy, interesting dynamic always between VMware and Nutanix. Aged V growth, a little bit less of the aged V, the Acropolis Hypervisor and surrounding Acropolis services. At least to me, it felt a little bit less than before just 'cause the portfolio is broadening. But you've got so many pieces, it's basically almost any server you want. Nutanix is either an OEM or they will support it. There's all the Hypervisors they can connect to the cloud. When I look at that hybrid cloud message. It does start in your data center but it does extend to all of those pieces. If there is a little criticism I have there is that, at least my quick take. 50%-75% of the Nutanix customers are mostly of the, I use SaaS but I don't use a ton of public cloud. And therefore, I want to control my environment as opposed to but there are other customers that are, I'm doing a ton on Amazon, and Nutanix is great there. So went on about a bunch of things there. But just the base platform, what do you hear from people that are using Nutanix specifically HCI in general, and how that fits in the overall cloud picture? >> So overall they're cautious like you said. A lot of what core customers that I have talked to are very lets call it cloud anti pattern. However they're consuming Kalm, they're consuming Prism, they are consuming Nutanix in a cloud-like manner on premises. They're looking to one customer said, "To their internal customer, they are the cloud." They make IT and consuming Nutanix infrastructure simple, so it is a perspective thing. As we start to expand out Kalm and expect design become much more critical to this long term vision. And customers are still in a wait and see pattern. They're saying, "Well let's look." One to two years where the technology gets to be a little bit more mature. A little bit more tested. Tested by who is a good question and that ability to extend their internal infrastructure and operations to the external public cloud becomes more of a reality. >> Okay, Keith want you to just, what are you looking forward to get out of these next two days. Quick take from me. The three pieces that Sunil and Dheeraj been talking for a couple years. Invisible infrastructure, solid basis. They're there, they've got great feature functionality. I think when we talked to customers, other than these two features that VMware has that aren't yet here. I can move 75%-85% AIX one piece to get another 5% of that if we need. Invisible data centers, making good progress. Can see what they're doing today. They have a lot of the pieces. Things like Prism and Kalm are, Prism has been out for years, but Kalms GA and making progress. And then invisible clouds. First pieces are in place. They've got some software pieces there. What are we, look at Nutanix 3-5 years from now, are they a SaaS player? Are they primarily an infrastructure software player? The question I want to point to them. I had an interview with Rowan from Cisco, the number two guy and he said, "Cisco, the networking company. "10 years from now, they're a software company." It's not boxes and ports and things like that. So how far did they go as opposed to you and I were at Dell last week. Dell wants to be the leading infrastructure company, and therefore servers, storage, network are key pieces there. Tie into software, tie into cloud but that's my quick take around as to what I'm looking for. The progress that they're making is we always sniff out what's real. What has some work. Marketing is okay as long as the proof is in the pudding. >> We heard a lot about the delivery. Enterprise, cloud, company is the tag line. That is part of the company's brand. I want to understand how they make the claim. Not just how, how and why they made the claim. They are the leading enterprise cloud company. What does enterprise cloud mean to them when they say that? And you can't have a conversation about enterprise cloud without talking about the developer. So Nutanix by saying that they are enterprise cloud company is they're going in the opposite direction especially of Dell EMC. Dell EMC provides infrastructure to cloud companies. They might point to pivotal in VMware as being the software components of a complete cloud strategy. But Dell EMC itself, infrastructure company. Nutanix is making the claim, they are an enterprise cloud company. How are they pursing the relationship and capability with developers, infrastructure team, operations to make sure that they can live up to that mantle. >> Yeah, Keith, great point to help us wrap up one of the segments we heard talking about Edge computing. Nutanix wants to make invisible Kubernetes Tensorflow functions as a service. Made my head spin a little bit because we know the maturity of those solutions in what you need to do to understand it. So being able to simplify that. Well that would truly be genius. >> That would, if they can Nutanixise that, that will be great. >> Alright, well Keith Townsend, the CTO advisor. Thank you for helping me break down, looking forward to two days of interviews. I'm Stu Miniman. We're going to have wall to wall coverage here from the New Orleans convention center. Nutanix .NEXT 2018. I'm Stu Miniman and thanks for watching theCUBE. (uptempo techno music)