>>Live from Denver, Colorado. It's the cube covering com vault go 2019 brought to you by Combolt. Hey, >>welcome to the cube at Lisa Martin in Colorado at convo go 19 I'm assuming a man and stew and I are pleased to welcome back to the cube and Alon my who hasn't visited us in awhile, but he's kind of a big deal is the CEO of Commonwealth's on Jay Mirchandani. Sanjay, welcome back. >>Thank you Lisa. Good to be a good too. >>So exciting. This is the fourth go. I love the name go and lots of stuff. So you have come onboard to combo in about about nine months ago and man, are you making some changes? You know the analysts said combo, you gotta, you gotta upgrade your sales force, you gotta expand your marketing, you've gotta shift gears and really expand your market share. And we've seen what Combolt is doing in all three of those areas along with some pretty big announcements in the last couple of days. Talk to us about this, this first nine months here. And really maybe even, I would start with the cultural change that you have brought to a company that's been run by the Bob hammer for 20 years >>right now. Firstly, I'm very fortunate to be here because the company is, it has incredible foundation. The bones of the company, if you would, are solid a great balance sheet, um, over 800 patents, no debt, cash on the books, profitable. It's just, you know, and great, great technology wrapped around some amazing people. So when I look at the, when I look at it and you go, this is this, this is an incredible asset. My role really when I came in when I transitioned with Bob and Al for a period of time was really about making sure we didn't break anything, making sure that we kept the momentum, understood the culture, took time to talk to customers, talk to partners, talk to our employees, shareholders and understand, um, what are the focus areas that we needed to go after. And the last nine months has been about, you know, a lot of learning on my part. >>But also a very receptive group of employees and partners saying, you know, we'll give you a chance. Let's get this done, let's see where it goes. So that's where the nine months had been around and it's been a, it's been fabulous. >> So that's actually one of the things I've heard from your team is you've come in loud and clear with the voice of the CIO. Having been a CIO yourself, that's something you want them to focus on. Everybody, we always talk about listening to the customers, but you know, the role of the CIO has changed an awful lot. You know, since you first became a CIO, clouds change everything in a Nicholas CARF said for a while, does it even matter? Right. Um, so you know, Ferguson side a little bit as to how you want to make sure you're delivering for what the CIO is need. >>Not necessarily what, you know, they were saying that they want. No, it's fair. And, and as much as the role of the CIO has evolved, I don't think it's changed fundamentally. They still, you know, the guardians of the data, the, you know, the compliance and everything else and of course more than anything else, the productivity and the competitive edge that businesses need, technology and business, regardless of which business you're in, are interested intrinsically tied. Your delivery of anything you do today is tied to technology. If you, if you want to be future proof. So if anything, the role of the CIO has only been elevated. I'm, I say this playfully, but I do say it. I said, if I wasn't running this great company that I am now, I'd love to be the CIO of a dysfunctional it organization at a large company because there's so much you can do. >>Many of the decisions that we would spend an inordinate amount of time on the infrastructure, the application, how do you bind it, what are the protocols? Which data center, how much, who runs it, which partner? I kind of dissipated if you're not going to the cloud in some form of fashion, come on, right? If you're not building cloud native applications, come on. If you're not using dev ops, come on. So you've got all this time back now where you're not hopefully having conversations that don't matter and you're really go and building new things. So I think it matters. That's great stuff. And absolutely we agree. We've talked many times on the cube. It definitely actually matters more than today. If anything. Not only did they need to be responsive to the business, but oftentimes it can be one of those drivers for innovation in change in the business. >>Um, I love something you said in your keynote, you said data is at the center of everything you do because right. Most CEO's, hopefully infrastructure is something they might have under their purview, but it's not what drives the business. It's the data, it's the application, it's their customers that matters. So to speak a little bit to the role of data has changed a lot. You know, you and I worked for that big storage company where we even didn't talk as much about storage back about data back in the day. Today it's the life blood of the company. It's everything like that. >> And you know that that is one of the reasons I'm at Convolt because for the past 30 years I've been in technology, I've done app side, I've done infrastructure side, I've done a mix of all of those. And the more I think of an dev ops, I've done that. >>The more I think about it. If I were, if I was sitting with a CEO today and having a conversation about what matters in technology, who's maybe a CEO is not a technologist, I would say data matters. I would say the asset of your company is the data. It's gone from something that you used to manage down, compress deduplicate and hope it went away and you wanted to minimize its footprint to something where you want to maximize its value. And those aren't just words. I mean that is what makes great companies, great companies today, the way they use data to their competitive advantage. So this is, this is exactly the mindset where the mindset, the Guppy do to convo because all we do, all we do is help our customers be data ready. As I was saying this morning, that's, I love that term because that kind of encapsulates it for me. So that's, that's where my head's at. >> Yeah. I mean, we've always said that the thing that defines a company that's gone through debt, that digital transformation is that data drives the business. >>It, it absolutely should, but we're, when you talk with customers that have, whether it's a big university, a research university, healthcare organization or whatever type of organization that has multiple departments, so much data that potentially has a tremendous amount of value that they actually aren't managing well or can't get visibility out of. When you say we want to help you be data ready, w what does that mean to them? >>It means a few things. You summed it up perfectly. That's the world, the customer, the chaos that customers could live in because fundamentally, Lisa, if I had over-simplified applications, we're intrinsically to date data that you use for tied intrinsically to the application to build. So if you had an SAP system, your data was very tightly tied to that. If an Oracle ERP system, it was very tight detail yet it'll supply chain system. You were tied to that. And once data side of getting released from the abstracted, from the system that was built on, you've got a little bit of chaos, then you had to figure out who had access, where, how, how are you replicating and how are you backing it up over the policies, your plan compliance. And then it became chaos. And what I say to customers being data ready, saying do you have a strategy and a capability, more importantly to protect, manage, control and use that information in the way you wish to for competitive advantage. >>Just protecting it is like a life insurance policy, controlling, managing and using it as where you get the value out of it. Right? And so as companies become more data driven, this is where we help them. So the whole concept of the show, what we're sort of bringing to market is the fact that we can help our customers be data ready. And some of the technologies we've talked about today lend themselves to exactly that. Alright. So Sanjay, one of the questions many of us had coming into the show is how exactly Hedvig your, your first acquisition was going to play out. You made a comment in your, your opening keynote this morning that we need to rethink primary and secondary storage. So some of us read the tea leaves and be like, well, you know, you're selling an SDS storage, your, you're in the primary storage market as we would've called it before. >>Yes, the lines are blurring. I don't think those there. So I want to give you the chance to let us know where we're going. Years primary and secondary storage as we classified them, we're looking grayer and grayer mean they'll always be primary storage because there's always a certain user use cases for, for high-performance scale up capabilities. But a lot of the stuff was getting murky. You know, is it really primary? Is is it lower end primary, is it secondary and it doesn't, it shouldn't really matter. And with that, would that segmentation game a set of other capabilities like Oh, you know, file block, object cloud, more, more segmentation, more silo and more fragmentation. And I'm a big believer that this is all about software. The magic is in the software. And if you, if you forget for a minute that it's software defined storage as we call it today, but a set of capability's, a universal plane that allows you to truly define how customers get that ubiquity between any infrastructure that they run. >>Okay. Which in turn gives them the abstraction from the data that they bill. Okay. We've just taken a lot of workload and pressure off the customer to figure all that stuff out, keep whole manage. So I wouldn't get, I wouldn't get wrapped up on the whole storage thing as much as I would on the SA on the universal data plane or the data brain as I called it, nicknamed it in the show, you know, earlier as the left and right side one size, the data management, the other sizes, you know, traditional storage management. Yeah. Maybe I was reading too much in this. There's two brains. I think you've, you turn them sideways. They look like clouds too. But uh, yeah. Yeah. Um, partners wonder if you could speak, you know, we're talking about obviously the channel hugely important, we're going to talk to a lot of your team, but from a technology standpoint, you've got a lot of those hardware providers as well as different software companies that are here in the expo hall. >>Does metallic and Hedvig in those, you know, how will that change the relationships? I mean there's one, I've never built a business in my life that wasn't partner centric and partnerships to me is where both sides feel like they won. They went together. And so I've been very clear with our team, our channel, our board, our ecosystem that we're not doing this alone. That's not my intent. And our goal is to work together. Now we have partners in across the spectrum, cloud partners, technology partners like NetApp, HPE, Cisco. We've got ecosystem partners, the up the, the startups that are building new capabilities that we want to be, they want to be part of our ecosystem and vice versa. Traditional channel. Okay. so we've got the whole run of those, of those partnerships and we've been very focused. But we've also being very clear that we're in this for the long haul with them. Hedvig is today sold through channel and will continue to and metallic is built to be only sold through the channel. >>And you guys also, I was looking at some of the strategic changes that you've implemented since you've been here. Leadership changes to the sales organization, but even on the marketing side go to market. You mentioned that the channel opportunities for Hedvig as well as metallic, but also you guys have a new partner programmed, really aimed at going after and cultivating those large global enterprises with your SIS. So in terms of of you know, partner first, it really seems like the strategic directions that you're moving in are really underscoring that. >>Absolutely. Everything we do, every single thing we do is, you know, the question, the reviews we do, the internal inspection we do with the business. The, the way I look at the, the, the go to market conversations as to uh, the, you know, the pipeline is always about which partners involved, who's the partner involved, you know, and on an exception where we don't have a partner involved. My um, my F it's a flag to me going why? Um, no, we're, I don't know if you're speaking with Ricardo today or at some point he'll, he'll, he'll let you know exactly what we're doing there and how we think about it. And then we've just hired Marissa Rowe, I don't know, you know, Mercer and so Mercer's just come on board as our sort of partner lead worldwide. Yup. >>We're going to be talking with him as well. >>It's a cultural shift folks and we're completely committed to it. 100% committed. >>So one of the things that, that Stu and I were chatting about earlier today that you guys talked about in the keynote is in terms of how quickly metallic was conceived, design built really fast. Does that come from kind of a nod to your days at puppet where you are used to much shorter cycles? And how did, how did internally, the Combolt folks kind of react and we're able to get that done so quick. >>They embraced it. And I'll tell you, I'm, people will tell you that I'm used to saying this, this, this thing. I say that competition and time are not our friends. So we have to, we have to get out there before somebody else does. And if you're coming out with something, it's gotta be better than anybody else has. And so we all agreed there was a need for world-class solution, but we also understood that we had to do a differently doing it the way we've always built something probably probably wasn't the best answer. We needed to go shake things up because it's a different audience, a different delivery capability. But the beauty of the whole thing was that we had core technology at vault that was truly multi-tenanted, truly secure, truly scalable, which we had. This was years of, of great IP, which we took and we built on top of. >>And so we ended up focusing on the user experience and the capabilities of a SAS solution, the modern SAS solution as opposed to putting a wrapper of SAS around substandard technology. So in full credit to the team, we do 90 day releases on our core technology today. Right. So yeah, I think, I think that refresh cycle is what customers expect of us. That you know the and, and then that's what we do today. Right. So something, I don't think it's, I'm not giving myself any credit for it. Yeah. And Sanjay actually we had a customer on earlier talking about that cadence release cycle and he said to Combolt's credit, they're hitting it and it makes my life more predictable when the channels yeah. You know, and so they know when to expect something. So we have a 90 day and Tom will talk to you about this when he, when he comes on, how we get our channel ready for it, how are we enabled them, our own support so we give, so we are completely buttoned up and taking advantage of that release cycle. >>All right. Great. Sunday, nine months, you've already made quite a few moves in the test board, making a lot of pieces there from what we hear, you know, this is just the beginning. Give us a little bit going forward though those people watching what does Sanjay's next nine to 12 months, you know, foretold and as much as you think it's a lot of moving parts that we've, we've changed, um, there we're all part of a, of a roadmap that and so that, and I've been very open and public about it. When I came in there was a lot we had to do and I wanted to be really focused about getting this company back to growth and really helping you realize the potential that it had with, with its heritage of great technology, great customer base, great ecosystem. So I laid out a very simple three point plan, simplify, innovate, execute and tell. >>People are tired of me talking about it and giving me proof points that I'm done. I'm going to keep talking about it. And so simplify is everything about how we use the product, the user experience with us and how you engage with us. OK. innovators innovate in everything we do, products, experiences, everything we have to, we have to challenge the status quo and say it's a smarter way of doing it. Metallic is a complete encapsulation of that, of that energy. Okay. And the last is execute. It's all about getting out there and getting it done. Doing what we say and saying what we do. Just get it out there, get it done. And um, and I think the team has been amazing. They've just rallied around it. And if I embraced it, this is what I think this is what they want. So the changes, sorry, just sorry, I didn't mean to cut you off but it, I'll sum it up by saying that, you know, the nine months have been very focused in the direction making. Now it's about really making sure we help the company and how customers realize its true potential because the technology is great. The people are great. We're a good company. People love our technology. They stay with us forever. Because it does what it's supposed to. We just think we have a lot more to offer. Now. >>I know we're only day one at the show. Things did kick off a little bit yesterday with partners. What's some of the feedback that you've heard from those customers? Either those that have been using vault for 10 years or those that are maybe newer to the bandwagon? >>Well, somebody asked me if I had 10 cups of coffee before I went on stage in the sporting, but I think it's a good proxy for what I feel on the show. I feel incredible energy. I think that the customers, the partners, our own people, it's just, there's a buzz and you've been to shows before and some of them are just, you know, some of them have that energy and some of them are flat. Well this one's just full of energy and uh, and it's, it feels like a lot of adrenaline here and this people are excited and um, you know, I'm excited to go walk the floor. >>Well, your competitors are taking notice. There was some interesting digital signage yesterday at the airport. I noticed that that wasn't okay. I didn't, I missed it. Invitation. Highest form of flattery. Sanjay, >>I got the notice that there's, there's a lot of investment that goes into this. Uh, this, this segment of the market. It's been really hot. Um, what, what's your take on all the startups in as well as the, the, the big companies that have been putting a lot of it that it's an important space, right? Um, it's, it's, it's in the top three to five depending on which study you look at data protections back because it's one thing to have data and nothing to know that it is the way you want it. It's also a testimony to the a, it's not an easy space to get into when you're telling your customer that you're protecting them. That's a big word. Okay. I believe that you earn your way there day on day release, on release. And we've done that. I mean the animals the same good things about as in half a years we had customers on stage, you know, and it, customers don't just come up on stage and they, they really believe it. We have a, we had a pretty decent turnout at the partner event yesterday. You know, I think we're, we're in a great space at a great time and we've got 20 years of, of great pedigree that I don't take for granted as much as people sort of go, Oh, you're an old company. I go, Oh, don't mistake pedigree for anything else. You know, we've got some incredible IP over 800 active. >>Yes. >>You were sharing some of those thoughts this morning. I was looking to see where I put them. How are you guys leveraging the data that you have under management to make combos technology even better and to help make some of those strategic, >>it's this deep learning. It gives as much, you know, we applying AI implicitly. I don't want it to be an AI washing my technology for my customers. It's in there. It just works for them and it's my job to make my product better so they get more value out of it as opposed to for them to bolt on something to make my product better. So I don't, I really don't care what other shit about it. What I care about is I'm building that right into, into the intelligence. We have all the data, we know we, our customers use it, how they back it up, what their expectations are, what the SLS are, what their protocols are. We know this stuff and you, you have to, you know, we've been around enough to know this stuff. So now we're taking all of that with technologies like deep learning and machine learning and making the product better. >>So Sunday, one of the toughest things to do out there is have people learn, learn about somebody again for the, for the second time, you know, you only get one chance to make a first impression. So maybe I'd love your insight. You've been on board for nine months, you know, everybody knows Combolt it has a strong pedigree as you said, has a lot of patents. There's the culture there, but anything you've learned in the last nine months that you didn't know from the outside, he was still a pretty good secret. And there's a lot of people that don't know us as long as even though we've been around in the enterprise and and have have achieved a ton, there's still a ton of customers that don't know us and you know in our chops to get it out there. And if you've looked at our digital presence, if you've looked at how we're engaging online, it's a different Convolt. In fact, one of my favorite hashtags that's a, that that's trending at the show is a hashtag new comm vault. Is that right? I like that one. >>As I say, I might have started it, I don't know. But it is, it's an opportunity, right as to said, you know, we all wish sometimes in certain situations we could make a first impression. Again, I think you have that opportunity is you're saying there's, you have I she was saying close to 80% of, I think I read the other day, 75 80% of Commonweal's revenue comes from the fortune 500 you have the big presence with Bleagh global enterprises. This sustainability initiative that you were doing with the U N that Chris talked about. So there's, there's a lot of momentum behind that as well to take and really kind of maybe even leverage the voice of those enterprises to share with the world the benefits that Convolt provides. Like you said, data protection is hot. Again, if you have the data and it's, and you don't have the insight and it's not protected and you can't recover it quickly, then what value >>or used, if you can't use that know, why does it have to be compartmentalized where you say, Oh, that is my archive. Why can't I, why can't I say that? Yes, it is my archive, but I can, I can leverage that data for other things in my business. Okay. And so our product orchestrate allows customers to discovery to do, sorry, activate, not orchestrate to do eDiscovery, to curate information to use it for R and D to have a policy on sensitive governance needs. There's so much we can do with that, with with the data that's just sitting there, that and from different sources that I believe that at some level, protecting and protecting, managing and controlling our almost table stakes. So I'm raising the stakes uses where the magic is. >>All right, raising the stakes. Well, Sanjay, thank you so much for joining Stu and me on the cube today. Can't wait to see where those stakes are going to be. Combo go 2020 hashtag new comm volt hashtag new comm vault. Thanks Lisa. Thanks. Thank you so much. Hashtag new cobalt for Stewman eman and Sanjay Mirchandani and Lisa Martin, you're watching the cube from Cannonball. Go.

>> live from San Francisco, celebrating 10 years of high tech coverage. It's the Cube covering Veum World 2019. Brought to you by VM Wear and its ecosystem partners. >> Welcome back, everyone. Live Cube coverage here in San Francisco, California Mosconi North were in the lobby for VM World 2019. I'm John for a day. Volante are 10 years covering VM World's been exciting, Dave, and we've watched all the changes and our next guest is going to illuminate all the benefits at the top of the stack, as I call the end user experience. Shaker Ire, Who's the V S v. P. And general manager End User Computing within VM, where what that means is, he takes care of all the stuff that we're virtualization creates those efficiencies. I think what Palmer's just called end user computing still, but they still have that name back then, if I remember correctly, >> yeah, you >> know the name is stuck because it's ah, it's sort of income, passes all the technologies and uses use right as digital interface is. So that's why it's and use the computing. It's any digital interface that anybody at work uses. Now, the interesting thing is people don't work in an office anymore, and the interface is no longer just a laptop. >> Well, I want to get into some stupid questions around the work environment cause whether you working at a cafe or at home is all kinds of security issues. Also, user experiences. Collaboration software. But let's first get the news out of the way. Digital work, Space news What's the What's going on? The show? What you guys announcing? Yeah, so >> before we get to >> the news that we met me, frame it up a little bit right? Because when you think about organizations today, especially with the changing demographics, where they're going in terms of new devices, the mobility phenomenon, right, the transformation they're going through in terms of just their own cloud and APS and so on, right it. Every every one of those things effects employees, right. And at the end of the day, you know what organizations want is for the employees to have a great experience all the way, as we call it from higher to retire. Not to do that, you know you need a platform because I can just give you a pretty apt running in the laptop and say, Great, that's That's the end of the employees experience, right? It's fundamentally transforming the own whole environment. That's why it's still retains its term and use the computing. And to do that, you have to hit at least three facets, right? One is, of course, How do you deliver a great experience for the employees where they can get any app, any device, anywhere, any form? Anyway, that's one aspect of it. The second aspect of it is from a nightie standpoint. I've gotta manage all this complexity, right, and it's only growing. It's not shrinking with all the head virginity, so there's a management angle of it, and then the tone angle of it is, you know, security. As you pointed out, right security so important. In fact, what you users want is they don't want any security driven compromises. What is an example of security, even compromise, that I have to go through three passwords because he simply don't trust me? Heck, figure it out. Is what the user's Saito I t especially the millennials. Right. So s So you gotta address that. So the platform that we have workspace one actually addresses all three So we have innovations today and news in all three areas, right? So it's an example. Employ experiences, something we've been driving with enterprises and corporations for at least two years. Now we've upped the ante. We have now introducing a virtual assistant that employees can use either through voice or text to essentially ask questions. Hey, what's how do I get into WiFi? What's my employee directory? Um, you know who I go to first? You know this and that, right? As employed onboard the organization. Those examples of virtual assistant can do it. So we released the virtual assistant. That's a big piece of news in the employ experience. Sadie. Another big piece of news is we are introducing a tech preview of what we call digital employees experience management, which means I t now has a user expedient score that they can look at and say, Hey, is David getting a great expedience? No, it's poor, and I can die right in. I can find out the root cause I can fix the issue, and I could do that automatically. >> KP eyes can come out of that right? Absolutely serviceability. >> Absolutely. And I think you know, I've talked to many Cee Io's and we you know, we drive works based one and they for awhile sort of told me, Hey, this is all good. But >> I don't know how I'm doing all my >> doing with respect to, you know, your best best customer. Um, I ahead and behind and far behind. So this really helps them. >> Here. Let me ask the questions. That's a good point I want because this gets down to the heart of the issue. What is the top requests that you're getting from your customers or top two or three features? That pattern that continued comes back from your customer base when it comes to end user computing. These the experience, >> it spends all three things, right? So the first thing is, they're saying, Listen, I want to be able to deliver a great employee experience some, you know, help me do that. Helping measure and make sure I know what journey, Eman That's one right. Second is I've got to set virginity. I've got this complexity of God. You know, I always phones. I've got android tablets. I've got a you know, Dell laptop. I've got a Mac book. I've got you know a rugged device. I've got some work space I ot devices like printers and ex sector X factor. I've got this head virginity. Just help me manage this complexity in a sort of a unified, seamless, uniform way. Right? And third is help me secure my enterprise. So there's a whole model emerging called zero Trust. Where in the old world, what you do is you just build a huge wall around the enterprise, right? A pedometer, and say I'm inside the wall. I need to be domain joined on that inside the fire world. Therefore, I'm good. I mean, you got to throw that out of the window anymore. >> Doesn't exist in your model, because if a millennial or workaround working at home, that means every single i p device on my network potentially a compromise point. >> Correct. So you have You have to start with that device never ought to be trusted. And every network is hostile, right? If you start out for that reminds, then you build trust over time, right? And how do you build trust? You first say you leverage user identity, You say Okay, Davis who he is, right? And so that becomes an identity. You say this device is trusted or partially trusted. So one of the things we're announcing its part of innovations today is what we call workspace to risk analytic, which means we're able to provide a risk or write for the device. And we can say, Hey, this device is a risk on a score of 1 to 10 of eight, which means I can mostly trust it. Maybe you don't trust the sensitive apse. So therefore, a block access to the most sensitive apse, right? So use a combination of different things. They use things like NSX micro segmentation to your point about how we build on the Via Mary Stack. The carbon black acquisition is phenomenal because it gives us that intelligence. So collectively, we're able to sort of implement the zero trust model. Right. So >> those are the >> three main topics, right? Is employed expedience, unified management and zero trust security are really, really >> important. I want to ask you about your tenure, gm, where coincided with the air watch expedition. And prior to that event theme, we're struggled in this space. Ana Citrix dominated your pre Gerald. You know, your former company kind of fumbling around in air watch now. Air watch, if I recall correctly from wrong was not like the number one player. Just like people are saying carbon blacks, not the number one player. Absolutely. And then you get into the VM where flywheel effect or Sanjay Putin came in and it was great leader. But I wonder if you could sort of describe the ascendancy of the end user computing business at at VM wear. And I'm curious you mentioned carbon black and you kind of replicate that with our end point cloud security, peace. There's obviously a security use case. You clearly just described it, but take us back to >> great, great, great question. So actually, I joined right when literally, maybe a month before the air watch acquisition. Right then. So a Sandy and I and the rest of the team sort of worked this. We said, Hey, listen, a watch is a phenomenal sort of mobile management and security player. We had a very good product and horizon VD I, but it was a little bit isolated, and there were others, like, say, tricks that are sort of motor head in that space. So what? The first thing we did is we have three assets. Actually, the third I said what we had a Fed rated identity asset that we had purchase, but not leverage. So we said he know what the identity really has to get coupled with. You know, the death star pulled the mobile world, so we actually took these three piece parts and started integrating it as he started integrating it. We said, You know, this actually forms a very interesting work space, and we said It's a digital work space to be sort of coined that term and started to really tight together. The experience is a user would have, whether they were in a mobile device, a physical desktop or a virtual desktop right and made that seamless. So that's when the work's based one app was born and this was probably around the 2015 time frame. So we started releasing it, and then we started to stitching together basically all the back and integrations, right, So out >> of >> this out of that was born a workspace. And so, in 2016 with the momentum of the workspace, desktop business came back because now it had it been on. We've done a lot of work on the desktop businesses. Well, we made it very competitive with Citrix. We bought volumes. We integrated that we made it actually the best media solution. The markets, with a tremendous traction by itself in the horizon space and then integrating it works with people, said You know what, I need to get that workspace. And why am I dealing with Citrix this horizon solution within workspace in a more than salts my problem. In fact, it's better in certain areas. So that sort of got momentum going around that we really built that workspace momentum. And that was, I would say, till about 2016 or so. And then we saw these three things coming up. One is Hey, employees, experience matters. We really started pouring effort into the employees experience from, you know, day one day two and beyond. And then recently, including this show, we added divided sort of Day zero and then the off boarding pieces. Well, so employees experience became sort of the lightning rod for why somebody would adopt this workspace one platform which were built by then, right, and then we added on this ability to do modern management, especially on Windows and Mac, which was really starting to take off last year completely. Darden rounded out that portfolio and handsome capability, and then we added Now zero trust model, which is which is now sort of bolstered by the acquisition of carbon black. So you can see this a set off cascading talk, full moves. But we did it in a way where, you know, it was really truly integrated. So when as we come out with carbon black now, one of the most interesting things is right when carbon black comes into the fold, we've already done the integration. We're actually going to show it on my keynote right after this, right? We're actually showing the integration between workspace one intelligence and carbon backs You There you have it. You already have an asset that's completely integrated. >> So the risk or is interesting to me as well, so as endpoint security, because much, much more importantly, no fishing is you know, the big way that people get give up credentials. Does >> any of >> this seep into machines and I ot and edge? >> Yeah, and fabulous question. >> Wonder if you could come. >> Absolutely. I think listen, be if you think about risk oars and if >> you think about >> risks at large and devices they've been largely and Windows devices and not to and blame it on Windows, I think they might accept in a fabulous job of sort of progressing windows. But by far it's the most used operating system in the enterprise, right? But Mobile is getting used there. There, you know, it's starting to make a huge starting take a large part of the real estate of the enterprise. So I think we have a unique opportunity now through the data we collect on mobile devices with workspace one using the underlying air watch technology coupled with some of the, um, you know, data that, you know, data analytics tools we have in the carbon black cloud and the way they do sort of threat analysis and, uh, and determine potential attack vectors. We have an opportunity to leverage that intelligence. And that day, the lake and that technology, coupled with the data, we have to really now build a broader sort of threat surface understanding across multiple devices, and eventually that goes into a I ot. Right. So we're actually going to be working with some of the other technologies we have in Wimmer called Paul's Right. Pulse is very interesting because they have the ability to speak multiple device protocols that nobody does. Okay, so we're gonna take advantage of them potentially to sort of be able to start to poke into devices that are attached to the office, but not quite attached to the office. In the sense they're not mainstream devices you and I would use. But indirectly, you may use it, right? So be able to sort of get a much broader view off a visibility of devices. Second is how to manage them through a combination of workspace, one impulse and third, to get the data so that we can feed it into this federated cloud of workspace one intelligence and carbon black to understand the risk. And that way you have this three prom thing, right? I >> wanna ask you a personal question. Pat gal singer was very prolific this week again. Props of in social Media, Mojo doing a selfie on stage with Craig. Job ate up. Yeah, um, doing a little morning thing, telling people how he prepares for his keynote. Yeah. So how do you prepare for your keynote. Do you like, give it for a M and hit the gym and get a job coming up right after this interview? >> I do. I I I'm not fat. That's incredibly disciplined, I think. I think it's been waking up at 4 a.m. for a long time, so I'm not that much of an early bird. But I prepare because, you know, I've been involved in the construction of the keynote. So for me, it's, um, be started work on this, probably about three months ago, because the story came together. It's very natural to me. Just like you asked me the question. You know, tell me about the evolution. It's just a very natural thing because, like telling you >> on relevant story, not just beady eye. Yeah, it's so much more now. >> It's so much more And, you know, and I've lived through this and I participated in most of the decision making, so, you know, when my head of product marketing company said, Hey, what should we do with the keynote? I said, You know, I have the storyline in mind, right? And sit on the same three or four pillars I'm talking to you about, right? How do we tell the story to the audience about what is the platform? Why should they sort of bet on it? How did they sort of deploy it, show them some real world examples and then basically sprinkling all the innovations? That sounds exciting. So? So because of that story lines always being in my head. So it's not that hard. It's just sometimes you just need to sort of a CZ. You're unstable. >> You're preparing Saul, you're part of Yeah, I was handing it to you. Nobody related it. So >> for me, I think it's just sometimes just rehearsing some of the key parts. And then, of course, the visual cues. And they >> want to slam home the big point. They go. You know, I've been looking at your career. You have to check your technologies, but also, you're pretty much been a product leader. Yeah, and your career definite. So I gotta ask you around from the big movements in the innocent. Like your perspective as a participant. This was a product leaders Well, executive in there and done that. Amazon introduced their first conference around cloud security called reinforces. Here we get Cube coverage there. It was interesting because it wasn't like a typical security conference like black hat. Definitely on our say wasn't so much I t is really about cloud security. And so Dave and I were speculating like, this is the first cloud security show. I mean, dedicated to kind of cloud security didn't say cloud security, but essentially, cloud security. >> What is >> your take on the cloud security? Because a >> little bit >> of a different view, little bit architectural change. If you gotta have the on premises, you're gonna have the cloud if things any working together, some things you're doing and security quite frankly, around isolation to, you know, working in in any environment. You're that year in the middle of it all. >> Yeah. >> What is cloud >> security and why I have a conference isn't relevant with your thoughts. >> That's a >> great question. I think you know, you see many of these trends, I think, you know, listen, many of these conferences, they provoke their thought provoking, so it forces you to think right? So when I think about cloud security now, traditionally when you think about cloud security, you would think about technologies like Cass be light cloud access service broker. You would think about encryption to means much more than I do >> all the usual stuff in the back. If he's there, other people are there. But no. >> Yeah, I mean more than my coffee. I think you know you. It's sort of you think of the the the NL unlocked to cloud securities Data center security where you think of the sort of Amazon cloud living in Amazon Data Center. And, you know, how can we protect the, you know, the data and the egress access into those cloud and in the same technology sort of apply, but to your point that you sort of just touched upon its That cloud is not living in isolation. First of all, that Amazon Cloud is connected to a whole bunch of, you know, applications that are still sitting in the data center. Right. So they were not there. Potentially not moving the Oracle database today isn't there moving some workloads to the cloud, right? That's what most most companies are. Hey, guess what? There's all these end points of the connecting the connecting both the data center in the cloud. You're not gonna proxy to the cloud to get to the data center. So there's gateways. So do me. Cloud security can't be an isolated, you know, sort of technology that companies have to sort of think about now is there Is there opportunity to leverage the cloud to manage security better and get visibility in the security environment to do security? Analytics? Absolutely. So I think to me, that's where it's going. Because security, I think, has been proven, is no longer. You know, the one sing single thing. It's just you have to do multiple things. Every time I go talk to CSO's, they tell me they got this technology. I said, Hey, wait a minute. You you have 20. Did you cut down any yet? We've got down a few, but you know, they're just nervous about cutting down too much. Because of that one piece of software >> insurance policy. They're insecure. >> They cut to the added four, >> another tool. Bullshit. I think I think the architecture will get simpler because it's way too complex, but the same time I think you have to. There's no sustenance, cloud security and network security or endpoint security, and >> maybe there's a whole new group emerging within VM where that you could add to your repertoire en Pointe computing group your end user computing. Why don't have endpoint computing? That's >> what you're holding >> is you know is all about what do we need to do for the user? Both as I t and the end user? Okay. And now he now folks like hr and so on, the securities has to be built into it, right? So much like that. I think when you go build our data centers are the public cloud and build this hybrid clouds, security is to be built into that as >> well. We'll shake our thanks for coming on and sharing your insights. A super important area. We're gonna be covering this. This is cloud to point of this end user computing. This is where the edge of the network is. That's where the people are. They are part of the edge. A thin part of the edge of a big part of the edge. You're gonna be in the middle of it will be following the attraction. Thanks for coming on. You So much for having me having played Cuba, Cuba live here in San Francisco on chopper develop the state tune from or we have two sets. Three days of wall to wall coverage, worldly in day one. Stay with us. We gotta have Michael Dell. Pat Nelson. Come on Tomorrow and a lot more guests coming onto. They stay with us. We'll be right back.