(innovative music) >> Hi everyone, this is Dave Vallente and welcome to part one of our four part series Conquering Enterprise Cloud co-sponsored by Oracle. You know, Cloud is on everyone's minds these days and for good reason. I'm here with Chuck Hollis of Oracle, good to see you again Chuck. >> Thanks, Dave, you know it's great to be here. You know, I think we both think this is an increasingly important topic for any IT leader these days. I'm looking forward to a deep discussion. >> You know, that's right, Chuck. Our goal here is really to deconstruct Cloud computing and specifically try and address the challenges faced by most IT groups today. We really want to understand how to best utilize Cloud to create business capabilities and really have a frank conversation about Oracle's role in Cloud. So let's dig in. In our initial segment, we're going to start with the big Why. Why is there so much interest in Cloud models and why now? Let me start by sharing some data from a survey of 1,200 respondents that we just finished last month. 33% of the respondents are thinking tactically as Cloud first. 49% are thinking about deploying Cloud selectively and only 8% say Cloud only. Less than 10% say no Cloud. So this data clearly underscores that Cloud is on virtually everyone's mind. We know public Cloud is still small, but it's rapid growth has everybody trying to figure out their own Cloud strategies. >> You know what this tells me is that over 90 percent of your 1,200 respondents are thinking seriously about Cloud in some form these days. If that's not mandate, I don't know what is. >> Well Chuck, how do you think we got here? I mean in the last few years, it looks like we've gone from 90% being skeptical of Cloud, to 90% really taking it quite seriously. Large companies like Microsoft and Oracle have completely reshaped their strategies around Cloud. >> You know, you're right. Maybe we take a step back and figure out why we're having this discussion in the first place. >> I think a good starting point might be how business itself has changed over the last few years and of course when the business changes, IT really has to adapt. Chuck, you talk to a lot of customers and really a lot of IT people. What is driving the shift from your perspective? >> If you really want to talk big picture, I think we've gone from an economy of things to an economy of information. Everything an organization does, or might ever want to do, is entirely grounded in information these days. So it's no surprise to me that IT is starting to matter a lot more than it ever has. Another way of saying the same thing I think IT has become one of the big three ingredients you need for business success. Great people, great financials, now great IT. >> You know, I remember years ago when we felt like the job of IT was to support the business, you know by automating financials or HR or whatever. Now the opposite is true. In many cases, IT has really become the business. >> Right, let me offer a different view. One way to look at any organization is as a collection of business processes. Building stuff, finding customers, making them happy, learning from the experience and doing it better the next time. To do any of these things, at any scale these days, you're going to need serious IT capabilities. >> You know, it's funny, we've both been in this business for a while and it seems like it takes less and less time for the latest buzz word to become main stream reality. I mean look at Cloud, obviously, Mobile, Big Data, IOT, what used to take a decade, or even longer, it's really now happening in a few short years. Now a lot of people feel like it's the consumer of the consumerization of IT that's driven by the likes of Facebook and Google that are really responsible for this shift and of course they're the epitome of Cloud companies my question to you is are traditional enterprises finally tuning in? >> You know, sure, consumerization of IT it's a factor. But what I really think we're seeing is an entire generation of business leaders that want to use information in new ways to thrive and compete. And they're depending on IT to help them do that. You know I find today's business leaders a whole lot more IT savvy than just five or ten years ago. >> Sure, in our survey of 1,200, we asked what the key drivers were to move to Cloud and here's what people said. Number one, scalability. Number two, agility and number three was cost. So I wanted to explore this a little bit with you. People don't typically associate traditional IT and the vendors that serve that space with these attributes, particularly agility and scalability, but even cost as well. Now cost I know can be complicated and somewhat misleading, it's not just the acquisition cost or the published price of the Cloud service, but my question is, why should anyone take seriously the perspectives of someone like yourself, a long time enterprise IT guy working at a company that was founded in the 1970's. >> Ouch. Well I think that's fair enough. Look, I think longevity in this industry isn't necessarily a disadvantage, but failure to adapt sure is. For example, Intel was founded in 1968, Microsoft was founded in 1975, Cisco in 1984 and I don't think you're saying that these guys are somehow irrelevant just because they've been so successful for a long time. As far as me, I spent close to forty years in this industry and I'm still not bored. For some strange reason, I've always been fascinated with Enterprise IT. I've also had the privilege of meeting with thousands of IT leaders over these decades and learning from each and every one of them. And I've also done pretty well at calling the big shifts over the years. So, you can take it or leave it. More to the point. I can't argue with your findings. I would suggest though that there might be a deeper interpretation to some of these. >> What do you mean by that? >> Well, let's take scalability. I think it's more than just getting really big. You know, for some shops, it's also about getting global. Look, if you're going to deliver IT services close to your users, using a public Cloud provider to get global footprint can look pretty attractive. Look how popular contract workers have become in most work places. That makes it really easy for management to dial labor costs up, or down, without too much drama. I think they'd like to be able to do the same thing with their IT costs. Or maybe we consider agility. Most people would think that the ability for IT to move faster is a good thing and yeah, that's true, but there's more to it. We're now getting to the point where there's all sorts of attractive public Cloud services that just aren't practical to attempt to recreate with a traditional IT model. If you think about it, the very best IT stuff these days runs in the Cloud. That's where all the R&D is going. And you know, I agree with you on your point on costs. I think way too often, people focus on the cost of the ingredients instead of the cost of the meal. You'll hear people say it's often cheaper to buy servers instead of rent capacity. But I always wonder, are you forgetting to include things like data center cost, people cost and that sort of thing. >> Sure. >> Public Cloud providers are very good at assembling the ingredients and offering an attractive service. In house IT groups, maybe not so much. And we can't forget opportunity cost either. When those resources are freed up, what higher value activities could they be working on other than just patching infrastructure. You know I don't think this debate will be definitively answered anytime soon. >> For the customers you talk to, let me ask you a question, is Cloud becoming less of an IT thing and more of a business thing and isn't that being driven by the ascendancy of public Cloud? >> I think you're right. Step back bit and think about how virtualization came into the market. I categorize virtualization as more of an IT win than a business win. IT saw most of the benefit, but the business users got pretty much the exact same capabilities they had before and just got them a little faster and a little cheaper. It didn't really change the game for the business users. Now when we think about public Cloud, the business realizes that they can now do things that just aren't practical to attempt to do in house. >> Right. >> So if we think about this, it's quickly becoming a business thing because no business person wants to give up on a competitive advantage. So they've started to get very vocal about IT moving to a Cloud model as quickly as possible. Remember, decades ago, we were all talking about globalization, everybody had to get global. >> Sure. >> I think business leaders realized that they had to either invest in getting global to get in the game or suffer the consequences. And I think the exact same thing is happening with Cloud. >> Well staying on that trend, it's reflected in our forecast when you look at aggregate IT spending. >> Roughly about a trillion dollars are spent on IT infrastructure and related activities. And long term, our forecast show that about a third of that spend is going to go into the public Cloud, a third is going to be On-prem, Cloud like in that organizations will be attempting to operate their own Clouds on premises, and about a third will be Legacy stuff that people are just going to manage in a slowly declining fashion. >> You know that sounds about right to me. I think another way of saying the same thing is that over the long-term, two-thirds of IT spend will shift to some sort of Cloud model. Whether that's a public Cloud, or something cloud-like that lives in the data center. I also think you're seeing that shift reflected in R&D spend for the major IT players. I can't speak for the other vendors, but at Oracle, the vast majority of our R&D spend is now tied to the Cloud in some meaningful way. If you look at our recent acquisitions, they're all in that category. StackEngine, Ravello, NetSuite, Dime, on and on. Here's the point for Enterprise ITlers. It's going to be increasingly difficult to stay current without embracing some sort of Cloud model. It's where most of the industry investment is going these days. >> Okay, let's talk about the looming talent shift you know again, the data shows, in our forecast, that over the next 10 years we'll see about 200 billion dollars coming out of IT staff expense. Shifting to vendor R&D in the form of Cloud, whether that's public Cloud, or On-prem. What does that mean to you? >> You know I think that's a great factoid. And it's not that surprising to me. When you buy a Cloud service, you're not just buying infrastructure, you're also buying the expertise and the automation to run it effectively. If you think about it, that would represent a huge shift in the Enterprise IT labor market. >> Well let's follow that thread, which is the people side of the equation. The joke is you only need two things in IT, you need money and you need people. We've talked about the cost. Talk about how Cloud impacts skill and expertise requirements. How do you see CIO's thinking about this challenge? >> You know, I think you bring up a great point. IT organizations have to compete for talent just like everyone else does. And anytime I'm with a group of CIO's, the talent and staffing discussion always comes up. Because not having the right people on your team is almost worse than not having the budget you need. >> But the real point there is that the best people want to work in a modern environment. >> That's true. >> One where you can keep developing their talents and their skill sets and these days, that means Cloud. My question is, can traditional IT organizations keep up with this change? >> You know, I don't think there's a yes, no answer to that, but I'd say they've got to try really hard. Look, you can already see signs of progress. The application developer community has embraced Cloud models and Tooling in a huge way. I think their far more productive as a result and I don't think they're going back. I'd like to think the infrastructure and operations folks are starting to see the same light. Now, just to be clear, I don't think the IT infrastructure guys are being stubborn about Cloud. It's just that getting there is a lot harder than it looks. So we, as vendors, have to work to come up with strategies and approaches that works the way they do. That being said, I've got IT leaders telling me that it's a lot easier to find key talent when you can offer them a modern environment to work in. And these days, that means Cloud. Look, it's not unusual to go through an IT org chart these days and find a beginning Cloud team working alongside the traditional IT function. I see clear evidence that IT leaders know that they need to start investing in a new way of doing things. >> Okay so Chuck, I think it's time to wrap up this segment with a quick summary. Why don't you start us off? >> I guess the first key point I'd offer is that Cloud has moved from theoretical to inevitable. >> Yeah and so let's remember the findings that I shared earlier. A third of the respondents are thinking tactically as Cloud first. 49% are thinking about Cloud selectively. Only 8% say Cloud only and less than 10% say no Cloud at all. >> Yeah, congratulations, that means 90% of you are out there thinking hard about Cloud going forward. If we look at why that is, I think we can point to the macro trends, for example, every business is trying to compete in the digital economy, and no one wants to be left behind. >> And you know, the data supports that as well based on our survey. The top three motivators were scalability, agility and of course cost is always a factor. >> And the only thing I'd add to that list is that I see Cloud becoming a business strategy issue and not just an IT only discussion. I think the next big point is that Cloud has already started to transform the vendor side of the equation. What were those forecasts? >> Well long-term, we see about a third of IT spend moving to a public Cloud model, a third moving to a Cloud model that's On-prem and about a third being spent to maintain Legacy environments. >> And I think the implication is pretty clear. IT vendors are going to invest where the money is going. And that's Cloud. And I think we need to reiterate the point about how Cloud is transforming the people's side of the equation. >> Dave: Well, that's big, our forecast is that about 200 billion dollars of labor cost is going to come out of the data center and go directly into the Cloud model. >> And if you're going to want to attract the best people, which we all do, you're going to have to give them a modern environment to work in. And that's quickly becoming Cloud. So why don't we take a moment and give people a preview of what we'll be talking about next. >> Well, sure, in this segment we wanted to look at the forces behind Cloud and more importantly, why Enterprise IT can't escape its gravitational pull. In our next segment, we're going to look at why familiar approaches to the Cloud might not always work for all Enterprise organizations and what can be done about it. >> Thanks everyone. See ya next time. (innovative music)

>>Welcome back here on the Cube. I'm John Walls. We are in Las Vegas at the Venetian, and this is Reinvent 22 in the Executive Summit sponsored by Accenture. Glad to have you with us here as we continue our conversations. I'm joined by Paul Puckett, who's the former director of the Enterprise Cloud Management Services at the US Army. Paul, good to see you sir. Hey, you as well, John. Thank you. And Justin, she who is managing director and cloud go to market lead at Accenture Federal Services. Justin, good morning to you. Good morning, John. Yeah, glad to have you both here on the cube. First time too, I believe, right? Yes sir. Well, welcome. I wish we had some kind of baptism or indoctrination, but I'll see what I can come up with in the next 10 minutes for you. Let's talk about the Army, Paul. So enterprise cloud management, US Army. You know, I can't imagine the scale we're talking about here. I can't imagine the solutions we're talking about. I can't imagine the users we're talking about. Just for our folks at home, paint the picture a little bit of what kind of landscape it is that you have to cover with that kind of title. >>Sure. The United States Army, about 1.4 million people. Obviously a global organization responsible for protecting and defending the United States as part of our sister services in the Department of Defense. And scale often comes up a lot, right? And we talk about any capability to your solution for the United States Army scale is the, the number one thing, but oftentimes people overlook quality first. And actually when you think of the partnership between the Army and Accenture Federal, we thought a lot when it came to establishing the enterprise Cloud management agency that we wanted to deliver quality first when it came to adopting cloud computing and then scale that quality and not so much be afraid of the, the scale of the army and the size that forces us to make bad decisions. Cuz we wanted to make sure that we proved that there was opportunity and value in the cloud first, and then we wanted to truly scale that. And so no doubt, an immense challenge. The organization's been around for now three years, but I think that we've established irreversible momentum when it comes to modernization, leveraging cloud computing >>For the army. So let's back up. You kind of threw it in there, the ecma. So this agency was, was your a collaboration, right? To create from the ground up and it's in three years in existence. So let's just talk about that. What went into that thinking? What went into the planning and then how did you actually get it up and run into the extent that it is today? >>Sure. Well, it was once the enterprise cloud management office. It was a directorate within the, the CIO G six of the United States Army. So at the headquarters, the army, the chief information Officer, and the G six, which is essentially the military arm for all IT capability were once a joint's organization and the ECMO was created to catalyze the adoption of cloud computing. The army had actually been on a, a cloud adoption journey for many years, but there wasn't a lot of value that was actually derived. And so they created the ecma, well, the ECMO at the time brought me in as the director. And so we were responsible for establishing the new strategy for the adoption of cloud. One of the components of that strategy was essentially we needed an opportunity to be able to buy cloud services at scale. And this was part of our buy secure and build model that we had in place. And so part of the buy piece, we put an acquisition strategy together around how we wanted to buy cloud at scale. We called it the cloud account management optimization. OTA >>Just rolls right off the >>Tongue, it just rolls right off the tongue. And for those that love acronyms, camo, >>Which I liked it when I was say cama, I loved that. That was, that was, >>You always have to have like a tundra, a little >>Piece of that. Very good. It was good. >>But at the time it was novetta, no, Nevada's been bought up by afs, but Novea won that agreement. And so we've had this partnership in place now for just about a year and a half for buying cloud computing net scale. >>So let's talk about, about what you deal with on, on the federal services side here, Justin, in terms of the army. So obviously governance, a major issue, compliance, a major issue, security, you know, paramount importance and all that STEM leads up to quality that Paul was talking about. So when you were looking at this and keeping all those factors in, in your mind, right? I mean, how many, like, oh my God, what kind of days did you have? Oh, well, because this was a handful. >>Well, it was, but you could see when we were responding to the acquisition that it was really, you know, forward thinking and forward leaning in terms of how they thought about cloud acquisition and cloud governance and cloud management. And it's really kind of a sleepy area like cloud account acquisition. Everyone's like, oh, it's easy to get in the cloud, you know, run your credit card on Amazon and you're in, in 30 seconds or less. That's really not the case inside the federal government, whether it's the army, the Air Force or whoever, right? Those, those are, they're real challenges in procuring and acquiring cloud. And so it was clear from, you know, Paul's office that they understood those challenges and we were excited to really meet them with them. >>And, and how, I guess from an institutional perspective, before this was right, I I assume very protective, very tight cloistered, right? You, you, in terms of being open to or, or a more open environment, there might have been some pushback was they're not. Right? So dealing with that, what did you find that to be the case? Well, so >>There's kind of a few pieces to unpacking that. There's a lot of fear in trepidation around something you don't understand, right? And so part of it is the teaching and training and the, and the capability and the opportunity in the cloud and the ability to be exceptionally secure when it comes to no doubt, the sensitivity of the information of the Department of Defense, but also from an action acquisition strategy perspective, more from a financial perspective, the DOD is accustomed to buying hardware. We make these big bets of these big things to, to live in today's centers. And so when we talk about consuming cloud as a utility, there's a lot of fear there as well, because they don't really understand how to kind of pay for something by the drink, if you will, because it incentivizes them to be more efficient with their utilization of resources. >>But when you look at the budgeting process of the d od, there really is not that much of incentive for efficiency. The p PPE process, the planning program, budgeting, execution, they care about execution, which is spending money and you can spend a lot of money in the cloud, right? But how are you actually utilizing that? And so what we wanted to do is create that feedback loop and so the utilization is actually fed into our financial systems that help us then estimate into the future. And that's the capability that we partnered with AFS on is establishing the closing of that feedback loop. So now we can actually optimize our utilization of the cloud. And that's actually driving better incentives in the PPE >>Process. You know, when you think about these keywords here, modernized, digitized, data driven, so on, so forth, I, I don't think a lot of people might connect that to the US government in general just because of, you know, it's a large intentionally slow moving bureaucratic machine, right? Is that fair to characterize it that way? It >>Is, but not in this case. Right? So what we done, >>You you totally juxtapose that. Yeah. >>Yeah. So what we've done is we've really enabled data driven decision making as it relates to cloud accounts and cloud governance. And so we have a, a tool called Cloud Tracker. We deployed for the army at a number of different classifications, and you get a full 360 view of all of your cloud utilization and cloud spend, you know, really up to date within 24 hours of it occurring, right? And there a lot of folks, you know, they didn't never went into the console, they never looked at what they were spending in cloud previously. And so now you just go to a simple web portal and see the entire entirety of the army cloud spend right there at your fingertips. So that really enables like better decision making in terms of like purchasing savings plans and reserved instances and other sorts of AWS specific tools to help you save money. >>So Paul, tell me about Cloud Tracker then. Yeah, I mean from the client side then, can you just say this dashboard lays it out for you right? In great detail about what kind of usage, what kind of efficiencies I assume Yeah. What's working, what's not? >>Absolutely. Well, and, and I think a few things to unpack that's really important here is listen, any cloud service provider has a concept. You can see what you're actually spending. But when it comes to money in the United States government, there are different colors of money. There's regulations when it comes to how money is identified for different capabilities or incentives. And you've gotta be very explicit in how you track and how you spend that money from an auditability perspective. Beyond that, there is a move when it comes to the technology business management, which is the actual labeling of what we actually spend money on for different services or labor or software. And what Cloud Tracker allows us to do is speak the language of the different colors of money. It allows us to also get very fine grain in the actual analysis of, from a TBM perspective, what we're spending on. >>But then also it has real time hooks into our financial systems for execution. And so what that really does for us is it allows us to complete the picture, not just be able to see our spend in the cloud, but also be able to able to see that spending context of all things in the P P P E process as well as the execution process that then really empowers the government to make better investments. And all we're seeing is either cost avoidance or cost savings simply because we're able to close that loop, like I said. Yep. And then we're able to redirect those funds, retag them, remove them through our actual financial office within the headquarters of the army, and be able to repurpose that to other modernization efforts that Congress is essentially asking us to invest >>In. Right. So you know how much money you have, basically. Exactly. Right. You know how much you've already spent, you know how you're spending it, and now you how much you have left, >>You can provide a reliable forecast for your spend. >>Right. You know, hey, we're, we're halfway through this quarter, we're halfway through the, the fiscal year, whatever the case might be. >>Exactly. And the focus on expenditures, you know, the government rates you on, you know, how much have you spent, right? So you have a clear total transparency into what you're going to spend through the rest of the fiscal. Sure. >>All right. Let's just talk about the relationship quickly then about going forward then in terms of federal services and then what on, on the, the US Army side. I mean, what now you've laid this great groundwork, right? You have a really solid foundation where now what next? >>We wanna be all things cloud to the army. I mean, we think there's tremendous opportunity to really aid the modernization efforts and governance across the holistic part of the army. So, you know, we just, we want to, we wanna do it all with the Army as much as we can. It's, it's, it's a fantastic >>Opportunity. Yeah. AFS is, is in a very kind of a strategic role. So as part of the ecma, we own the greater strategy and execution for adoption of cloud on behalf of the entire army. Now, when it comes to delivery of individual capabilities for mission here and there, that's all specific to system owners and different organizations. AFS plays a different role in this instance where they're able to more facilitate the greater strategy on the financial side of the house. And what we've done is we've proven the ability to adopt cloud as a utility rather than this fixed thing, kind of predict the future, spend a whole bunch of money and never use the resource. We're seeing the efficiency for the actual utilization of cloud as a utility. This actually came out as one of the previous NDAs. And so how we actually address nda, I believe it was 2018 in the adoption of cloud as a utility, really is now cornerstone of modernization across all of the do d and really feeds into the Jo Warfighting cloud capability, major acquisition on behalf of all of the D O D to establish buying cloud as just a common service for everyone. >>And so we've been fortunate to inform that team of some of our lessons learned, but when it comes to the partnership, we just see camo moving into production. We've been live for now a year and a half. And so there's another two and a half years of runway there. And then AFS also plays a strategic role at part of our cloud enablement division, which is essentially back to that teaching part, helping the Army understand the opportunity of cloud computing, align the architectures to actually leverage those resources and then deliver capabilities that save soldier's >>Lives. Well, you know, we've, we've always known that the Army does its best work on the ground, and you've done all this groundwork for the military, so I'm not surprised, right? It's, it's a winning formula. Thanks to both of you for being with us here in the executive summit. Great conversation. Awesome. Thanks for having us. A good deal. All right. Thank you. All right. You are watching the executive summit sponsored by Accenture here at Reinvent 22, and you're catching it all on the cube, the leader in high tech coverage.

(gentle music) >> Hello, welcome to theCUBE's presentation of the AWS Showcase season one, episode two with the ISV Startups partners. I'm John Furrier, your host of theCUBE. We're joined by Morgan McLean, director of product management at Splunk, and Danielle Greshock, who is the director of ISVs solution architects at AWS. Welcome to the show. Thanks for coming on. >> Thanks for having us. >> And great. Thanks for having us. >> Great to see both of you, both theCUBE alumni, but the Splunk-AWS relationship has been going very, very well. You guys are doing great business enabling this app revolution. And cloud scale has been going extremely well. So let's get into it. You guys are involved in a lot of action around application revolution, around OpenTelemetry and open source. So let's get into it. What's the latest? >> Danielle, you go ahead. >> Well, I'll just jump in first. Obviously last year, not last year, but in 2020, we launched the AWS Distro for OpenTelemetry. The idea being essentially, we're able to bring in data from partners, from infrastructure running on AWS, from apps running on AWS, to really be able to increase observability across all cloud assets at your entire cloud platform. So, Morgan, if you want to chime in on how Splunk >> Morgan: Certainly. >> has worked out OpenTelemetry. >> Yeah. I mean, OpenTelemetry is super exciting. Obviously, there's a lot of partnership points between Amazon and Splunk, but OpenTelemetry is probably one of them that's the most visible to people who aren't already maybe using these two products together. And so, as Danielle mentioned, Amazon has their own distribution of OpenTelemetry, Splunk has their own, as well, and of course there's the main open source distribution that everybody knows and loves. Just for our viewers, just for clarity's sake, the separate distributions are fundamentally very similar to, almost identical to what's offered in the open source space, but they come preconfigured and they come with support guarantees from each company, meaning that you can actually get paid full support for an open source project, which is really fantastic for customers. And as Danielle mentioned, it's a great demonstration of the alliance between Splunk and Amazon Web Services. For example, the AWS Distro, when you use it, can export data to Amazon CloudWatch, various Amazon backed open source initiatives like Prometheus and others, and to Splunk Observability Cloud and to Splunk Enterprise. So it's a place that we've worked very closely together, and it's something that we're very excited about. >> So, Morgan, I want to get your take on the on the product management side and also how product are built these days. >> One of the big things we're seeing in cloud is that open source has been the big enabler for a lot of refactoring. And you got multiple distributions, but the innovations on top of that, can you talk about how you see the productization of new innovations with open source as you guys go into this market, because this is the new dynamic with cloud. We're seeing examples all over the place. Obviously, Amazon's going next level with what they're doing, and that open source, it's not a one game for all of it. You can have mix and match. Take us through the product angle. >> And in many ways, this is just another wave of the same thing, right? Like, if you think back in time, we all used and still use in many cases, virtual machines, most of those are based on Linux, right? Another large open source project. And so, open source software has been accelerating innovation in the cloud space and in the computing space generally for a very long time, which is fantastic. Our excitement with something like OpenTelemetry comes from both the project's capabilities but also what we can do with it. So for those who aren't already familiar with OpenTelemetry, OpenTelemetry allows you to extract really critical system telemetry, application signals and everything else you need from your own applications, from new services, from your infrastructure, from everything that you're running in a cloud environment. You can then send that data to another location for processing. And so John, you ask like, how does this accelerate innovation? What does it unlock? Well, the insight you can gain from this data means you can become so much more efficient as a development organization. You can make your applications so much more effective because when you send that data to something like Splunk Observability Cloud, to something like Amazon CloudWatch, to various other solutions on the market, they can give you deep, deep insight into your application's performance, to its structure, they can help you reduce outages. And so, it's very, very powerful because it allows organizations to use tools like Splunk, like Amazon, like other things to innovate so much more effectively. >> Danielle, can you comment >> If I could... >> on the AWS side because this is again on the big point. You guys are going next level, and you're starting to see patterns in the ISV world, certainly on the architecture side of partners doing things differently now on top of what they've already done. Could you share how AWS is helping customers accelerate? >> Well, just as Morgan was talking about what OpenTelemetry provides, you can see how from a partnership perspective, this is so valuable, right? What the partner team here at AWS is in the business of doing, is really enabling customer choice, right? And having that ability to plug in and pull data from different sources, post it to different sources, make it available for visibility across all of your resources is very powerful and it's something from the partner community that we really value because we want customers to be able to select best of breed solutions, what works for their business, which businesses are different and they may have different needs, and that also fosters that true innovation. A small company is going to develop and release software a lot differently than a large enterprise. And so, being able to support something like OpenTelemetry just enables that for all different kinds of customers. >> Morgan, add to that because the velocity of releases, certainly operational, stability, is key every predominant security, uptime, these are top concerns. And, you mention data too, >> And you mention challenges. >> You got the data in here. So you got a lot of data moving around, a lot of value. What's your take? >> Yeah. So, I'll speak with some specifics. So a challenge that developers have had for years when you're developing large services, which you can now do with platforms like AWS. So, it's very easy to go develop huge deployments. But a challenge they have is you go and build a mess, right? And like, I've worked earlier in my career in Web Services. And I remember in one of the first orgs I was in, I was one of the five people who really understood our ecommerce stack. Right? And so like, I would get dragged into all these meetings and I'd have to go draw like the 50 services we had, and how they interacted, and the changes that were made in the last week. And without observability tools like Splunk Observability Cloud, like the ones offered by Amazon, like the ones that are backed by the data that comes with OpenTelemetry, organizations basically rely on people like this, to go draw out their deployments so they understand what it is they've built. Well, as you can imagine, this crimps your development velocity, because most of your engineers, most of your tech leads, most of everyone else don't actually understand what it is they've built what it is they're running, because they need that global context. You get something like OpenTelemetry and the solutions that consume the data from it, and suddenly now, all your developers have that context, all of them when they're adding functionality to a service or they're updating their infrastructure, can actually understand how it interacts with the rest of the broader application. This lets you speed up your time to development, this lets you ship more safely, more securely. And finally, when things do go wrong, which will be less frequent, but when they do go wrong, you can fix them super rapidly. >> If I'm a customer, let me ask a question. I'm a customer and I say, "Okay, I love AWS, I love Splunk, I love OpenTelemetry. I got to have open sources, technology innovation is happening." What's the integration? What are some of the standards? Can you take us through how that's working together with you guys as a shared platform? >> Yeah. So let's take the Amazon distribution for OpenTelemetry or even the Splunk one. One of the first things they do is they include all of the receivers, all of the sort of data capture components that you need, out of box for platforms like AWS, right? And so, right away, you get that power and flexibility where you're getting access to all of these data sources, right? And so, that's part of that partnership. And additionally, once the data comes into OpenTelemetry, you can now send that to various different data sources, including, as Danielle mentioned, to multiple at the same time. So you can use whatever tools you want. And so when you talk about like what the partnership is actually providing to you as a customer and still, this is just within the context of OpenTelemetry, obviously there's a much broader partnership between these two companies than just that. But within the context of OpenTelemetry means you can download one of these distributions. It's fully supported. It works with both solutions and everything is just great, right? You don't need to go fiddle with that out of the box. To be clear, OpenTelemetry is a batteries included project, right? This means that even the standard distributions of OpenTelemetry include the components you need. You have to go directly, reference them and ensure that they're packaged in there, but they exist, right. But the nice thing about these distributions is that it's done, it's out of the box, you don't even have to worry about is something missing or do I need to include new exporters or new receivers? It's all there. It's preconfigured. It just works. And if something goes wrong and you have a support contact, you pick up the phone, you talk to someone to get it fixed. >> Danielle, what's the Amazon side 'cause agility and scale is one of the highlights you guys are seeing. How does this tie into that and how are you guys working backwards from the customers to support the partners? >> Well, I think just to add on essentially to what Morgan said, I think that AWS is a cloud platform, has always really had a focus on developers. And, we talk a lot about how AWS and Amazon as a whole really embraces this continuous integration and continuous deployment methods inside of our organization. And we talk about services, and observability is a huge part of that. The only way that you're actually able to release hundreds, thousands of times a day like Amazon does, is by having an observability platform, to be able to measure metrics, see changes in the environment, to be able to roll back if you need to, and to be able to quickly mitigate any challenges or anything that goes wrong at any part of the process. And so, when we preach that to our customers, I think it's something that we do that because we live it and breathe it. And so, things such as OpenTelemetry and such as the products that Splunk builds, those are also ways in which we believe our customers can achieve that. >> Yeah. And we can... I mean, as I mentioned before, this partnership goes well beyond OpenTelemetry, right? And so, if you go use like Splunk Enterprise, Enterprise Cloud, Splunk Observability Cloud, and you're running on AWS, you have excellent support and excellent visibility into your Amazon infrastructure, into the services and applications you've deployed on top of that infrastructure. We try and give you, and I think we do succeed in this. We give you the best possible experience, the deepest possible visibility, into what it is you've deployed on AWS, so that you can be even more successful as a business, and so that you can be even more successful on AWS as a platform. >> Yeah. This is a great conversation, Morgan. You mentioned the early days of Web Services. AWS stands for Amazon Web Services built on web services. So interesting throwback there, but made me think about the days of the early days of web services. And if you look at data, what's going on now, the top partners in AWS, you're seeing a lot of people thinking about data differently, they're refactoring, a lot of machine learning, a lot of AI going on at scale. So then, you got cloud native, things like Kubernetes and these new services being stood up and teared down with automation. A whole new operating model's coming. And so when you think about observability, the importance of it, I mean, can you share your perspective on this whole 'nother level? I mean, I always say that whole another level sounds cliche, but it is next level. I mean, this is completely different. What's your reaction? >> Yeah. There there's a ton of factors here, right? So as you point out, companies are totally shifting how they use their cloud infrastructure. And part of this you see during their cloud migrations, a part of it you see after, and they're shifting from their sort of stateful VMs that they may have had in the past to infrastructure that they tear down and put up regularly. And there's a lot more automation. With this, comes as I mentioned before, complexity, right? And also, with this comes more and more businesses becoming even more reliant on their digital infrastructure. And so, not having observability into your applications, into your services, into your infrastructure, to me, is akin to running a business, say running a large warehousing or distribution company, but not having any idea where you're shipping products or where things are, or not having any accounting or CFO, right? Like, business has become so digital. Business is so reliant on technology, and that's unlocked a ton of new things. It's great. But not having visibility into how that technology works or what it is that's deployed or how to fix it is akin to having no visibility to anything else in your business. It's nuts. And so, observability is super, super critical, particularly for customers who are adopting this new wave of cloud technologies on platforms like AWS. >> Danielle, on your side too, you're enabling this new capability so that businesses can do it, the partners do it, we're calling it super cloud. We've been calling it super cloud kind of dynamic where new things are happening with the data. And you guys are evolving with that. Can you share what you're seeing on your side as your partners start to go to the next level? What are you guys doing? How does it all come together? >> Well, we always talk about what has happened with data in the last couple of years, which the cloud has really enabled around, you know, variety and velocity and there's one other "V" that's escaping me right now, but essentially, all of this data is coming in and providing the ability for us to make better decisions, to build better products, to provide better experiences for customers. And so, I just think, the OpenTelemetry project, as well as what Splunk is doing is just another example of how we're taking this massive amount of data and being able to provide better experiences and outcomes for customers. >> And you guys have been working along together for long time, Splunk, and, it's been a great partners, if we're going back with that been covering it on theCUBE and SiliconANGLE. So, we know that, the change is key observability. Can you imagine a company without a CFO, Morgan? That's just boggles your mind, but that's what it's like right now. So... >> It is, yeah. >> And the people who take advantage of that are winning, right? So it's like, that's the key. >> Yeah, I know. I mean, even in my own career, right, I've moved between different companies. And I remember, when I joined Google in particular, which is where I worked at previously, I was very impressed with their internal observability tools. And I'm certain, I haven't worked at Amazon. I'm certainly, I just assume inside of Amazon they're excellent as well, so a lot of the large cloud firms these days. But it was so refreshing going from an organization where if we had some outage or something went wrong, there were like a very small set of people who could actually understand what was going on. And then you would just have to manually dive through logs and correlate requests manually between services. It's very challenging. And so, when things went wrong, they went wrong for a long, long time. And so, the companies that understood this even in the past are already very successful as a result. I think now, the rest of the industry is really in the midst of adopting these observability practices and the tools that are required to implement them, because you're right. Otherwise your development velocity slows down. Now you're getting out competed by your competition. And then, when you have a problem, it blows up for ages. And once again, your competition can take advantage of it. >> And, can you just summarize the observability piece relative to the OpenTelemetry? Where is that going to go? Where do you see that evolving? >> Sure. >> I see open source is growing like crazy, we all know that. >> Of course. >> But OpenTelemetry in particular and open source, 'cause this is a big hot area. >> Yes. So to set the stage for people, OpenTelemetry, unlocks observability in many ways. As I mentioned earlier, OpenTelemetry is how you capture data out of your application. It doesn't process it. It's not a replacement for something like Amazon CloudWatch or any Splunk's products, but it's how we get the data out of your system, which is a remarkably difficult problem. I won't dive into it today, but, those who work in this space are very aware. That's why this project exists and it's so big, that actually extracting information, metrics, logs, distributed traces, profiles, everything else, from your applications and from your infrastructure is very, very difficult. So for OpenTelemetry, where it's going is just continually getting better at extracting more types of data from more sources, and doing that more effectively for people in a more standardized way. That will unlock firms like Splunk, firms, like Amazon and others to better process this data. In terms of where that's going, the sky's the limit, right? Like, everyone's familiar with APM, people are familiar with infrastructure monitoring, but there's a lot more capabilities coming there for security analytics, for network performance monitoring, for getting down all the way to single lines of coding your application, how they impact everything. There's just so much power that's coming to the industry right now. I'm really excited to see where things go in the next few years. >> And Danielle, you're in the middle of all the action as a solution architect, really set the stage for their companies and the ISVs, and this is a big, hot area. What are the patterns you're seeing and what are some of the best practices that you're doing will help companies? >> Right. So I think, summarizing our entire conversation, the big things that we're seeing in the market is essentially more and more companies are looking to move to a continuous deployment and a continuous integration environment. And they're looking to innovate faster and spend less time hot patching or hot fixing their environments and they want to spend more time innovating. And so, that you know, the patterns that we're seeing is... What I see and what I actually experience firsthand at re:Invent when I talk to probably over 40 or 50 ISVs, is customers want to know in their environment, where are their changes? Where are their security vulnerabilities? Where are their data changes, and what are customers really experiencing, whether it's latency, poor experience throughout their products, those types of things? So security, data, and observability are just key to all of that experience and that's what we're definitely seeing as patterns, what we're seeing with our customers and also what value our ISVs are providing in that space. >> That's awesome. And the other thing I would observe is that there's more of an integration story going on around joint projects, whether it's open source. >> Absolutely. >> Because this is where we want to get that services connected. And it's mutual beneficial. I mean, this is really >> Exactly. >> whole 'nother, new kind of interoperable cloud scale. >> Yeah, if I could say one thing else there, I think that, a lot of the customers who are trying to move into the cloud now are, maybe not technology forward companies and they really need that solution. And that's very important. I think COVID has pushed a lot of companies into the cloud maybe very quickly. And, that has been something else we've observed in the market. So, solutions and full solutions between ISVs and ISVs, or ISVs and AWS is just becoming more and more common thing that we see. >> And, you mentioned John, in the open source space as well. Like, we're certainly from Amazon to Splunk. So we're talking a lot about those, but there's a lot of other firms involved in projects like OpenTelemetry. And I think it's very endearing, very heartening to see how well they cooperate in this community and how, when their interests are aligned, how effective they can be. And it's been very exciting to work in the space and very pleasant, honestly, to see everything come together with this huge set of customers and partners. >> Yeah. The pleasant surprise of the pandemic has been that people come into the cloud and they like it and they, "Hey, this works," and they double down on it. Then they realize, there's more there and they refactor. So, you're seeing real examples of that. So, this is a great discussion, great success story. Congratulations Morgan, Danielle. >> Thank you. >> Great partnership between Splunk and AWS. We've been following for a long time. And again, this highlights this whole another level of integrating super cloud kind of experience where people are getting more capabilities and doing more together, so great stuff. >> And this is just one facet of that, right? Like, there's all the other connections of Splunk Enterprise, Splunk security analytics products, and others. It's a deep, deep partnership between these firms. >> Yeah. And the companies that innovate and get that new capability are going to have an advantage. And you're seeing... >> Yes. >> Right? >> Agreed. >> And this is awesome, and great stuff, thank you for coming on and sharing that insight. >> Thank you. >> Congratulations Morgan over there at Splunk, great stuff. And Danielle, thanks for coming on and sharing the AWS perspective. >> Thanks for having me. >> And you guys are going to the next level. You moving up to stack as they say, all good stuff for customers. Thanks. >> Thank you. >> Okay. >> Thank you. >> This is season one, episode two of the AWS Partner Showcase. I'm John Furrier with theCUBE. Thanks for watching. (gentle music)

(gentle music) >> Hello, welcome to theCUBE's presentation of the AWS Showcase season one, episode two with the ISV Startups partners. I'm John Furrier, your host of theCUBE. We're joined by Morgan McLean, director of product management at Splunk, and Danielle Greshock, who is the director of ISVs solution architects at AWS. Welcome to the show. Thanks for coming on. >> Thanks for having us. >> And great. Thanks for having us. >> Great to see both of you, both theCUBE alumni, but the Splunk-AWS relationship has been going very, very well. You guys are doing great business enabling this app revolution. And cloud scale has been going extremely well. So let's get into it. You guys are involved in a lot of action around application revolution, around OpenTelemetry and open source. So let's get into it. What's the latest? >> Danielle, you go ahead. >> Well, I'll just jump in first. Obviously last year, not last year, but in 2020, we launched the AWS Distro for OpenTelemetry. The idea being essentially, we're able to bring in data from partners, from infrastructure running on AWS, from apps running on AWS, to really be able to increase observability across all cloud assets at your entire cloud platform. So, Morgan, if you want to chime in on how Splunk >> Morgan: Certainly. >> has worked out OpenTelemetry. >> Yeah. I mean, OpenTelemetry is super exciting. Obviously, there's a lot of partnership points between Amazon and Splunk, but OpenTelemetry is probably one of them that's the most visible to people who aren't already maybe using these two products together. And so, as Danielle mentioned, Amazon has their own distribution of OpenTelemetry, Splunk has their own, as well, and of course there's the main open source distribution that everybody knows and loves. Just for our viewers, just for clarity's sake, the separate distributions are fundamentally very similar to, almost identical to what's offered in the open source space, but they come preconfigured and they come with support guarantees from each company, meaning that you can actually get paid full support for an open source project, which is really fantastic for customers. And as Danielle mentioned, it's a great demonstration of the alliance between Splunk and Amazon Web Services. For example, the AWS Distro, when you use it, can export data to Amazon CloudWatch, various Amazon backed open source initiatives like Prometheus and others, and to Splunk Observability Cloud and to Splunk Enterprise. So it's a place that we've worked very closely together, and it's something that we're very excited about. >> So, Morgan, I want to get your take on the on the product management side and also how product are built these days. >> One of the big things we're seeing in cloud is that open source has been the big enabler for a lot of refactoring. And you got multiple distributions, but the innovations on top of that, can you talk about how you see the productization of new innovations with open source as you guys go into this market, because this is the new dynamic with cloud. We're seeing examples all over the place. Obviously, Amazon's going next level with what they're doing, and that open source, it's not a one game for all of it. You can have mix and match. Take us through the product angle. >> And in many ways, this is just another wave of the same thing, right? Like, if you think back in time, we all used and still use in many cases, virtual machines, most of those are based on Linux, right? Another large open source project. And so, open source software has been accelerating innovation in the cloud space and in the computing space generally for a very long time, which is fantastic. Our excitement with something like OpenTelemetry comes from both the project's capabilities but also what we can do with it. So for those who aren't already familiar with OpenTelemetry, OpenTelemetry allows you to extract really critical system telemetry, application signals and everything else you need from your own applications, from new services, from your infrastructure, from everything that you're running in a cloud environment. You can then send that data to another location for processing. And so John, you ask like, how does this accelerate innovation? What does it unlock? Well, the insight you can gain from this data means you can become so much more efficient as a development organization. You can make your applications so much more effective because when you send that data to something like Splunk Observability Cloud, to something like Amazon CloudWatch, to various other solutions on the market, they can give you deep, deep insight into your application's performance, to its structure, they can help you reduce outages. And so, it's very, very powerful because it allows organizations to use tools like Splunk, like Amazon, like other things to innovate so much more effectively. >> Danielle, can you comment >> If I could... >> on the AWS side because this is again on the big point. You guys are going next level, and you're starting to see patterns in the ISV world, certainly on the architecture side of partners doing things differently now on top of what they've already done. Could you share how AWS is helping customers accelerate? >> Well, just as Morgan was talking about what OpenTelemetry provides, you can see how from a partnership perspective, this is so valuable, right? What the partner team here at AWS is in the business of doing, is really enabling customer choice, right? And having that ability to plug in and pull data from different sources, post it to different sources, make it available for visibility across all of your resources is very powerful and it's something from the partner community that we really value because we want customers to be able to select best of breed solutions, what works for their business, which businesses are different and they may have different needs, and that also fosters that true innovation. A small company is going to develop and release software a lot differently than a large enterprise. And so, being able to support something like OpenTelemetry just enables that for all different kinds of customers. >> Morgan, add to that because the velocity of releases, certainly operational, stability, is key every predominant security, uptime, these are top concerns. And, you mention data too, >> And you mention challenges. >> You got the data in here. So you got a lot of data moving around, a lot of value. What's your take? >> Yeah. So, I'll speak with some specifics. So a challenge that developers have had for years when you're developing large services, which you can now do with platforms like AWS. So, it's very easy to go develop huge deployments. But a challenge they have is you go and build a mess, right? And like, I've worked earlier in my career in Web Services. And I remember in one of the first orgs I was in, I was one of the five people who really understood our ecommerce stack. Right? And so like, I would get dragged into all these meetings and I'd have to go draw like the 50 services we had, and how they interacted, and the changes that were made in the last week. And without observability tools like Splunk Observability Cloud, like the ones offered by Amazon, like the ones that are backed by the data that comes with OpenTelemetry, organizations basically rely on people like this, to go draw out their deployments so they understand what it is they've built. Well, as you can imagine, this crimps your development velocity, because most of your engineers, most of your tech leads, most of everyone else don't actually understand what it is they've built what it is they're running, because they need that global context. You get something like OpenTelemetry and the solutions that consume the data from it, and suddenly now, all your developers have that context, all of them when they're adding functionality to a service or they're updating their infrastructure, can actually understand how it interacts with the rest of the broader application. This lets you speed up your time to development, this lets you ship more safely, more securely. And finally, when things do go wrong, which will be less frequent, but when they do go wrong, you can fix them super rapidly. >> If I'm a customer, let me ask a question. I'm a customer and I say, "Okay, I love AWS, I love Splunk, I love OpenTelemetry. I got to have open sources, technology innovation is happening." What's the integration? What are some of the standards? Can you take us through how that's working together with you guys as a shared platform? >> Yeah. So let's take the Amazon distribution for OpenTelemetry or even the Splunk one. One of the first things they do is they include all of the receivers, all of the sort of data capture components that you need, out of box for platforms like AWS, right? And so, right away, you get that power and flexibility where you're getting access to all of these data sources, right? And so, that's part of that partnership. And additionally, once the data comes into OpenTelemetry, you can now send that to various different data sources, including, as Danielle mentioned, to multiple at the same time. So you can use whatever tools you want. And so when you talk about like what the partnership is actually providing to you as a customer and still, this is just within the context of OpenTelemetry, obviously there's a much broader partnership between these two companies than just that. But within the context of OpenTelemetry means you can download one of these distributions. It's fully supported. It works with both solutions and everything is just great, right? You don't need to go fiddle with that out of the box. To be clear, OpenTelemetry is a batteries included project, right? This means that even the standard distributions of OpenTelemetry include the components you need. You have to go directly, reference them and ensure that they're packaged in there, but they exist, right. But the nice thing about these distributions is that it's done, it's out of the box, you don't even have to worry about is something missing or do I need to include new exporters or new receivers? It's all there. It's preconfigured. It just works. And if something goes wrong and you have a support contact, you pick up the phone, you talk to someone to get it fixed. >> Danielle, what's the Amazon side 'cause agility and scale is one of the highlights you guys are seeing. How does this tie into that and how are you guys working backwards from the customers to support the partners? >> Well, I think just to add on essentially to what Morgan said, I think that AWS is a cloud platform, has always really had a focus on developers. And, we talk a lot about how AWS and Amazon as a whole really embraces this continuous integration and continuous deployment methods inside of our organization. And we talk about services, and observability is a huge part of that. The only way that you're actually able to release hundreds, thousands of times a day like Amazon does, is by having an observability platform, to be able to measure metrics, see changes in the environment, to be able to roll back if you need to, and to be able to quickly mitigate any challenges or anything that goes wrong at any part of the process. And so, when we preach that to our customers, I think it's something that we do that because we live it and breathe it. And so, things such as OpenTelemetry and such as the products that Splunk builds, those are also ways in which we believe our customers can achieve that. >> Yeah. And we can... I mean, as I mentioned before, this partnership goes well beyond OpenTelemetry, right? And so, if you go use like Splunk Enterprise, Enterprise Cloud, Splunk Observability Cloud, and you're running on AWS, you have excellent support and excellent visibility into your Amazon infrastructure, into the services and applications you've deployed on top of that infrastructure. We try and give you, and I think we do succeed in this. We give you the best possible experience, the deepest possible visibility, into what it is you've deployed on AWS, so that you can be even more successful as a business, and so that you can be even more successful on AWS as a platform. >> Yeah. This is a great conversation, Morgan. You mentioned the early days of Web Services. AWS stands for Amazon Web Services built on web services. So interesting throwback there, but made me think about the days of the early days of web services. And if you look at data, what's going on now, the top partners in AWS, you're seeing a lot of people thinking about data differently, they're refactoring, a lot of machine learning, a lot of AI going on at scale. So then, you got cloud native, things like Kubernetes and these new services being stood up and teared down with automation. A whole new operating model's coming. And so when you think about observability, the importance of it, I mean, can you share your perspective on this whole 'nother level? I mean, I always say that whole another level sounds cliche, but it is next level. I mean, this is completely different. What's your reaction? >> Yeah. There there's a ton of factors here, right? So as you point out, companies are totally shifting how they use their cloud infrastructure. And part of this you see during their cloud migrations, a part of it you see after, and they're shifting from their sort of stateful VMs that they may have had in the past to infrastructure that they tear down and put up regularly. And there's a lot more automation. With this, comes as I mentioned before, complexity, right? And also, with this comes more and more businesses becoming even more reliant on their digital infrastructure. And so, not having observability into your applications, into your services, into your infrastructure, to me, is akin to running a business, say running a large warehousing or distribution company, but not having any idea where you're shipping products or where things are, or not having any accounting or CFO, right? Like, business has become so digital. Business is so reliant on technology, and that's unlocked a ton of new things. It's great. But not having visibility into how that technology works or what it is that's deployed or how to fix it is akin to having no visibility to anything else in your business. It's nuts. And so, observability is super, super critical, particularly for customers who are adopting this new wave of cloud technologies on platforms like AWS. >> Danielle, on your side too, you're enabling this new capability so that businesses can do it, the partners do it, we're calling it super cloud. We've been calling it super cloud kind of dynamic where new things are happening with the data. And you guys are evolving with that. Can you share what you're seeing on your side as your partners start to go to the next level? What are you guys doing? How does it all come together? >> Well, we always talk about what has happened with data in the last couple of years, which the cloud has really enabled around, you know, variety and velocity and there's one other "V" that's escaping me right now, but essentially, all of this data is coming in and providing the ability for us to make better decisions, to build better products, to provide better experiences for customers. And so, I just think, the OpenTelemetry project, as well as what Splunk is doing is just another example of how we're taking this massive amount of data and being able to provide better experiences and outcomes for customers. >> And you guys have been working along together for long time, Splunk, and, it's been a great partners, if we're going back with that been covering it on theCUBE and SiliconANGLE. So, we know that, the change is key observability. Can you imagine a company without a CFO, Morgan? That's just boggles your mind, but that's what it's like right now. So... >> It is, yeah. >> And the people who take advantage of that are winning, right? So it's like, that's the key. >> Yeah, I know. I mean, even in my own career, right, I've moved between different companies. And I remember, when I joined Google in particular, which is where I worked at previously, I was very impressed with their internal observability tools. And I'm certain, I haven't worked at Amazon. I'm certainly, I just assume inside of Amazon they're excellent as well, so a lot of the large cloud firms these days. But it was so refreshing going from an organization where if we had some outage or something went wrong, there were like a very small set of people who could actually understand what was going on. And then you would just have to manually dive through logs and correlate requests manually between services. It's very challenging. And so, when things went wrong, they went wrong for a long, long time. And so, the companies that understood this even in the past are already very successful as a result. I think now, the rest of the industry is really in the midst of adopting these observability practices and the tools that are required to implement them, because you're right. Otherwise your development velocity slows down. Now you're getting out competed by your competition. And then, when you have a problem, it blows up for ages. And once again, your competition can take advantage of it. >> And, can you just summarize the observability piece relative to the OpenTelemetry? Where is that going to go? Where do you see that evolving? >> Sure. >> I see open source is growing like crazy, we all know that. >> Of course. >> But OpenTelemetry in particular and open source, 'cause this is a big hot area. >> Yes. So to set the stage for people, OpenTelemetry, unlocks observability in many ways. As I mentioned earlier, OpenTelemetry is how you capture data out of your application. It doesn't process it. It's not a replacement for something like Amazon CloudWatch or any Splunk's products, but it's how we get the data out of your system, which is a remarkably difficult problem. I won't dive into it today, but, those who work in this space are very aware. That's why this project exists and it's so big, that actually extracting information, metrics, logs, distributed traces, profiles, everything else, from your applications and from your infrastructure is very, very difficult. So for OpenTelemetry, where it's going is just continually getting better at extracting more types of data from more sources, and doing that more effectively for people in a more standardized way. That will unlock firms like Splunk, firms, like Amazon and others to better process this data. In terms of where that's going, the sky's the limit, right? Like, everyone's familiar with APM, people are familiar with infrastructure monitoring, but there's a lot more capabilities coming there for security analytics, for network performance monitoring, for getting down all the way to single lines of coding your application, how they impact everything. There's just so much power that's coming to the industry right now. I'm really excited to see where things go in the next few years. >> And Danielle, you're in the middle of all the action as a solution architect, really set the stage for their companies and the ISVs, and this is a big, hot area. What are the patterns you're seeing and what are some of the best practices that you're doing will help companies? >> Right. So I think, summarizing our entire conversation, the big things that we're seeing in the market is essentially more and more companies are looking to move to a continuous deployment and a continuous integration environment. And they're looking to innovate faster and spend less time hot patching or hot fixing their environments and they want to spend more time innovating. And so, that you know, the patterns that we're seeing is... What I see and what I actually experience firsthand at re:Invent when I talk to probably over 40 or 50 ISVs, is customers want to know in their environment, where are their changes? Where are their security vulnerabilities? Where are their data changes, and what are customers really experiencing, whether it's latency, poor experience throughout their products, those types of things? So security, data, and observability are just key to all of that experience and that's what we're definitely seeing as patterns, what we're seeing with our customers and also what value our ISVs are providing in that space. >> That's awesome. And the other thing I would observe is that there's more of an integration story going on around joint projects, whether it's open source. >> Absolutely. >> Because this is where we want to get that services connected. And it's mutual beneficial. I mean, this is really >> Exactly. >> whole 'nother, new kind of interoperable cloud scale. >> Yeah, if I could say one thing else there, I think that, a lot of the customers who are trying to move into the cloud now are, maybe not technology forward companies and they really need that solution. And that's very important. I think COVID has pushed a lot of companies into the cloud maybe very quickly. And, that has been something else we've observed in the market. So, solutions and full solutions between ISVs and ISVs, or ISVs and AWS is just becoming more and more common thing that we see. >> And, you mentioned John, in the open source space as well. Like, we're certainly from Amazon to Splunk. So we're talking a lot about those, but there's a lot of other firms involved in projects like OpenTelemetry. And I think it's very endearing, very heartening to see how well they cooperate in this community and how, when their interests are aligned, how effective they can be. And it's been very exciting to work in the space and very pleasant, honestly, to see everything come together with this huge set of customers and partners. >> Yeah. The pleasant surprise of the pandemic has been that people come into the cloud and they like it and they, "Hey, this works," and they double down on it. Then they realize, there's more there and they refactor. So, you're seeing real examples of that. So, this is a great discussion, great success story. Congratulations Morgan, Danielle. >> Thank you. >> Great partnership between Splunk and AWS. We've been following for a long time. And again, this highlights this whole another level of integrating super cloud kind of experience where people are getting more capabilities and doing more together, so great stuff. >> And this is just one facet of that, right? Like, there's all the other connections of Splunk Enterprise, Splunk security analytics products, and others. It's a deep, deep partnership between these firms. >> Yeah. And the companies that innovate and get that new capability are going to have an advantage. And you're seeing... >> Yes. >> Right? >> Agreed. >> And this is awesome, and great stuff, thank you for coming on and sharing that insight. >> Thank you. >> Congratulations Morgan over there at Splunk, great stuff. And Danielle, thanks for coming on and sharing the AWS perspective. >> Thanks for having me. >> And you guys are going to the next level. You moving up to stack as they say, all good stuff for customers. Thanks. >> Thank you. >> Okay. >> Thank you. >> This is season one, episode two of the AWS Partner Showcase. I'm John Furrier with theCUBE. Thanks for watching. (gentle music)

>>Hi and thanks for joining us today. I'm Arwa Qadoura, vice president of Goto Market for HP Green Lake. In this session, we're going to explore a few of the ways we're bringing the cloud to your data center and co locations, especially for your most demanding workloads. We'll show a few examples of how we do this and how we can help you with HP. Green Lake with HP Green Lake were leading the market for on premises and hybrid cloud. With a decade of experience and over 1000 customers, we've been able to continue enriching our portfolio of services, leveraging the vast input from our customers. And what we're hearing now is they want us to take on the apse and data that are most critical to run their business on our customers. Love the cloud experience and wanted available everywhere, including their data center and Coehlo H. P E. Green Lake is the cloud that comes to you. We deliver a cloud experience for your >>infrastructure and workloads in your data center or co location and at the edge. HP Greenlee Cloud Services offer consumption based economics and scalability for a wide range of platforms. All managed for you by HP or by a rich ecosystem of partners. In June, we brought the Self service point and click experience of the cloud to our new services for containers, virtual machines and ml apps, and dramatically sped up the delivery of our infrastructure services with standardized building blocks T shirt sized that you can get in ASL. It'll us 14 days and a few weeks ago we added V. D. I as a service to meet the strong demand to help your employees around the globe work securely wherever they may be. Today we will look at four examples of how we provide the cloud experience for the workloads that are most critical to run your business, and we'll give a few industry examples. First, we'll talk about helping financial institutions manage risk and compliance. We'll talk about improving health care with a secure, flexible electronic health records platform, optimizing production and delivery for manufacturing with S A P Hana and answering your biggest questions with high performance computing. When we talk about thes demanding workloads, whether we're talking about inventory management, payment processing, medical imaging or any additional ones you see here, two things typically hold true. First, they're very difficult to move to the public cloud due to the challenges around Leighton See and Performance data Gravity I P. And Privacy Protection and the data entanglement with many other APS. And secondly, they require app specific expertise to implement and integrate continual performance optimization, strong resiliency, security and compliance management. And container is a shin to achieve mobility. These air tough to meet but essential toe have. If you're betting your business on these workloads, we've helped our customers meet these challenges and requirements in the data center. Let's start our discussion about these workloads with managing risk and compliance. Risk and compliance management require analyzing huge amounts of data streaming in real time through the organization, and Splunk is widely used for this as the scales. We have found that often infrastructure is the bottleneck and organizations develop blind spots. Due to this, this means they could only see some of the data. Scaling and making changes is also a slow process with such a complex set of infrastructure, and I T resources often don't have the skills to manage new platforms such as container based implementations. We've looked at the situation and built a differentiated architecture er to solve this challenge. The solution is container based, using the HP as moral container platform. It's an infrastructure that is tuned for Splunk and resulted in a big reduction in the total servers needed. It's delivered as a service through HP Green Lake on premises fully managed to make adoption fast and to cover the skill gaps, I t may have the outcomes. We tested our approach and found the dramatic improvements you see here. Infrastructure efficiency improved dramatically, with 17 times increase in throughput and 12 Splunk indexers per host, up from one. Compliance and insights into risks improved from removing the blind spots with a 10 times reduction and infrastructure needed to ingest up to 8.7 terabytes per host per day. And customers have a greatly simplified I T operating model by moving to HP Green Lake fully managed so that HP takes care of the container and infrastructure management. Next, let's talk about improving health >>care with a secure, flexible e HR platform. The global pandemic is putting an extraordinary burden on an industry whose budgets and resources are already stretched to the limits and H P can help health systems in medical research institutions around the globe recognize the value of HP Green Lake for our infrastructure as a service needs scalable storage for high resolution medical imaging, high performance compute for medical research and v. D. I. For the digital workplace. Today we are pleased to introduce the platform for epics E H R System. This is a full platform. As a service offering for Elektronik Health Records, the service supports the epic software stack with validated HP infrastructure and epic certified expertise to run the full environment for you. This enables health care institutions toe offload the complexities of moving to and operating a modern epic platform, reducing cost risk and time with a fully managed paper use cloud service in their own data center or cola facility. Now our customers could focus on delivering life affecting healthcare outcomes and not on the nuances of daily technical operations and upgrades. So how is HP qualified? Think back to the requirements we talked about for expertise. We have a 25 year partnership with EPIC, and over 65% of epic customers use RHP infrastructure, including storage servers, software and networking. We know epic and are trusted by epic customers. We have a dedicated program management office with focused epic resources to help health care systems make the most of their epic platform improving their quality of care, financial performance, work, low efficiency and, most importantly, their patient outcomes. The next workload I'd like to cover is S a P Hana s A P Hannah runs many if not most manufacturing organizations, including our very own. Here in h P s A P finds that 70% of customers are looking to remain on premises with S A P Hana as they migrate toe s four For the reasons we discussed earlier performance, resiliency, security, I protection and control. And we're proud to be one of Aesop's most critical technology partners, running approximately 40% of the on Prem s a p customer base. Thes customers trust HP infrastructure to run their critical s a p environment and we're excited to extend the value into a fully managed on Prem Cloud service. Today we bring the cloud benefits of HP Green Lake toe s a P Hannah customers on premises in two ways. Standard hp Green Lake uses S a P certified technology from HP with the scalable paper use model with H P's outstanding support and management services ready to meet the demanding requirements of S A P. Hana. And now we are working with S a P for the S A P Hana Enterprise Cloud Customer Edition which is powered by HP Green Lake and fully managed by S A P for you, which is the sap cloud in your data center. HPD point next services are essential to our customers. One of the reasons that customers choose HP for workloads such as SAP is our expertise from strategy all the way to operation with advisory and professional services specific to your application. We help you succeed. HP understands migration toe s A. P s four hana and as the leading technology vendor of S a P Hannah Infrastructure and a large s a p Hannah customer ourself, we have the expertise within our advisory and professional services. To ensure your success as you move to s four, HP has delivered over 1500 s, a p Hana consulting projects and HP point Next services has the expertise globally to accelerate time to value and mitigate your risk. And lastly, HP offers a center of excellence Experience for S a P. Hannah providing specialized support from our experts Toe optimize operations for S a p environments The last and maybe the most demanding workload that will cover today is HPC high performance computing. Today we are announcing H p e Green Lake for HPC. This is an exciting time as we bring our cloud services to HPC wherever you need it. As the leader in HPC, we have significant i p To give HPC customers. We offer the speed and scalability that you need with components such as high speed interconnect, high density compute platforms and software to manage HPC operations and performance. And unlike other technology companies, thes are all from HP, fully integrated, fully supported and can be fully managed by HP. And we've built an ecosystem of I S V applications that we closely collaborate with to make HPC run seamlessly high. Performance computing can get complex with HP. Green Lake for HPC will simplify the approach without taking away any of the power. Pick the starting point that fits your use case small, medium or large, and get started. These building blocks are HPC optimized, meaning you could bring the technology that we use to predict weather or decode the human genome to your everyday APS. No capital up front, pay for what you use and the implementation is managed for you. With our building block approach, we can eliminate the long design and implementation phase, which could take months or even a year over time as your clusters grow, modernize and change H p e Green Lake Capacity management helps you always have capacity ready ahead of your needs. What is the experience with H. P Green Lake for HPC, you order, we deliver in as little as 14 days. We install your systems and you can quickly deploy your HPC APS. With the new point and click service experience, researchers and analysts can get access to their HPC cluster resources from the self service portal without putting. I t in the middle of every request we manage the clusters for you. Take care of upgrades, performance and growth, and you pay based on what you use. Simplifying HPC economics and operations. This is how we bring a cloud to your most demanding workloads. So we've covered a lot, and the big question is, so what? How do you benefit analysts have found that with HP Green Lake, you save 30 to 40% on total cost of ownership by eliminating over provisioning, which on its own is huge. But the additional benefits are equally important to our customers. You can speed deployments of projects by 75% cut your risk with 85% less unplanned downtime and improve ICTY productivity by 40% due to the services, including that greatly simplify I t operations. What's next? If you want to learn more about how we bring cloud services for your most demanding workloads, whether they're for risk management, E H. R s, a, p or HPC, or for other workloads you depend on us for Please engage your HP account team or your HP partner. If you're already are a customer for HP Green Lake, thank you. And we're ready to globally help you with your next project. And, of course, please visit us at p e dot com. Backslash Green Lake Thanks for joining me today.

>>from the Cube Studios in Palo Alto and Boston. It's the Cube covering empowering the autonomous enterprise brought to you by >>Oracle Consulting. Everybody, this is Dave Vellante. We've been covering the transformation of Oracle consulting and really, it's rebirth. And I'm here with Chris Fox, who's the group vice president for Enterprise Cloud Architects and chief technologist for the North America Tech Cloud at Oracle. Chris, thanks so much for coming on the Cube. >>Thanks too great to be here, >>So I love this title. You know, years ago, this thing is a cloud architect. Certainly there were chief technologist, but so you really that's those are your peeps, Is that right? >>That's right. That's right. That's really in my team. And I That's all we dio. So our focus is really helping our customers take this journey from when they were on premise. You really transforming with cloud? And when we think about Cloud, really, for us, it's a combination. It's it's our hybrid cloud, which happens to be on premise. And then, of course, the true public cloud, like most people, are familiar with so very exciting journey and frankly, of seeing just a lot of success for our customers. You know what I think we're seeing at Oracle, though? Because we're so connected with SAS. And then we're also connected with the traditional applications that have run the business for years. The legacy applications that have been, you know, servicing us for 20 years and then the cloud native developers. So with my team and I are constantly focused on now is things like digital transformation and really wiring up all three of these across. So if we think of, like a customer outcome like I want to have a package delivered to me from a retailer that actual process flow could touch a brand new cognitive site of e commerce it could touch essentially maybe a traditional application that used to be on Prem that's now in the cloud. And then it might even use new SAS application, maybe for maybe Herman process or delivery vehicle and scheduling. So when my team does, we actually connect all three. So what? I was mentioned, too. In my team and all of our customers, we have field service, all three of those constituents. And if you think about process flows, so I take a cloud. Native developer we help them become efficient. We take the person use to run in a traditional application, and we help them become more efficient. And then we have the SAS applications, which are now rolling out new features on a quarterly basis and the whole new delivery model. But the real key is connecting all three of these into your business process flow. That makes the customers life much more vision. >>So I want to get into this cloud conversations that you guys are using this term last mover advantage. I asked you last I was being last, You know, an advantage. But let me start there. >>People always say, You know, of course, we want to get out of the data center. We're going zero data center and how we say, Well, how are you going to handle that back office stuff, right? The stuff that's really big Frankie, um, doesn't handle just, you know, instances dying or things going away too easily. It needs predictable performance in the scale. It absolutely needs security. And ultimately, you know, a lot of these applications truly have relied on Oracle database. The Oracle database has its own specific characteristics that it means to run really well. So we actually looked at the cloud and we said, Let's take the first generation clouds but you're doing great But let's add the features that specifically a lot of times the Oracle workload needed in order to run very well and in a cost effective manner. So that's what we mean when we say last mover advantage, We said, Let's take the best of the clouds that are out there today. Let's look at the workloads that, frankly, Oracle runs and has been running for years. What are customers needed? And then let's build those features right into this, uh, this next version of the cloud we service the Enterprise. So our goal, honestly, which is interesting is even that first discussion we had about cloud, native and legacy applications and also the new SAS applications. We built a cloud that handles all three use cases at scale resiliently in very secure manner, and I don't know of any other cloud that's handling those three use cases all in. We'll call it the same pendency process. Oracle >>Mike witnesses. Why was it important for Oracle? And is it important for Oracle on its customers that have to participate in IAS and Pass and SAS. Why not just the last two layers of that? Um What does that mean from a strategic advantage standpoint? What does that do for >>you? Yeah, great question. So the number one reason why we needed to have all three was that we have so many customers to today are in a data center. They're running a lot of our workloads on premise, and they absolutely are trying to find a better way to deliver lower cost services to their customers. And so we couldn't just say, Let's just everyone needs to just become net new. Everyone just needs to ditch the old and go just a brand new alone. Too hard, too expensive at times. So we said, You know, let's kill us customers the ultimate amount of choice. So let's even go back against that developer conversation and SAS Um, if you didn't have eyes, we couldn't help customers achieve a zero data center strategy with their traditional applications will call it PeopleSoft or JD Edwards, Revisit Suite or even. There's some massive applications that are running on the Oracle cloud right now that are custom applications built on the Oracle database. What they want is, they said, Give me the lowest. Possibly a predictable performance. I as I'll run my app steer on this number two. Give me a platform service for database because, frankly, I don't really want to run your database. Like with all the manual effort. I want someone automate, patching scale up and down and all these types of features like should have given us. And then number three. You know, I do want SAS over time. So we spend a lot of time with our customers really saying, How do I take this traditional application, Run it on eyes and has and the number two Let's modernize it at scale. Maybe I want to start peeling off functionality and running in the cloud Native services right alongside, right? That's something again that we're doing at scale. And other people are having a hard time running these traditional workloads on Prem in the cloud. The second part is they say, you know, I've got this legacy traditional your api been servicing we well, or maybe a supply chain system ultimately want to get out of this. How do I get to SAS? You say Okay, here's the way to do this. First bring into the cloud running on IAS and pass and then selectively, I call it cloud slicing. Take a piece of functionality and put it into SAS. We're helping customers move to the cloud at scale. We're helping them do it at their rate, with whatever level of change they want. And when they're ready for SAS, we're ready for them. >>How does autonomous fit into this whole architecture Wait for that? That that description? I mean, it's a it's nuanced, but it's important. I'm sure you haven't discussed this conversation with a lot of cloud architects and chief technologist. They want to know this stuff. They want to know how it works. Um, you know, we will talk about what the business impact is, but but yeah, it's not about autonomous and where that fits. >>So the autonomous database, what we've done is really big. And look at all the runtime operations of an Oracle database. So tuning, patching, sparing all these different features and what we've done is taken the best of the Oracle database the best of something called Exit Data right, which we run in the cloud which really helps a lot of our customers. And then we wrapped it with a set of automation and security tools to help it. Really, uh, managing self tune itself. Patch itself scale up and down, independent between compute and storage. So why that's important, though, is that it? Really? Our goal is to help people run the Oracle databases they have for years, but with far less effort and then even not letting far less effort. Hopefully, you know a machine. Last man out of the equation we always talk about is your man plus machine is greater than man alone, so being assisted by, um, artificial intelligence and machine learning to perform those database operations, we should provide a better service to our customers. Far less paths are hoping goal is that people have been running Oracle databases, you know, How can we help them do it with far less effort and maybe spend more time on what the data can do for the organization? Right? Improve customer experience at Centra versus maybe like Hana Way. How do I spin up the table? It >>so talk about the business impact. So you go into customers, you talk to the the cloud Architects, the chief technologist. You pass that test now, you got to deliver the business impact. We're is Oracle Consulting fit with regard to that? And maybe you could talk about that where you were You guys want to take this thing? >>Yeah, absolutely. I mean, so you know, the cloud is a great set of technologies, but where Oracle Consulting is really helping us deliver is in, um, you know, one of the things I think that's been fantastic working with the Oracle consulting team is that, you know, Cloud is new for a lot of customers who've been running these environments for a number of years. There's always some fear and a little bit of trepidation saying, How do I learn this new cloud of the workloads? We're talking about David, like tier zero, tier one, tier two and all the way up to Dev and Test and, er, um, Oracle consulting. This really couple things in particular, Number one, they start with the end in mind, and number two that they start to do is they really help implement these systems. And, you know, there's a lot of different assurances that we have that we're going to get it done on time and better be under budget because ultimately, you know, again, that's a something is really paramount for us and then the third part of it. But sometimes a run book, right? We actually don't want to just live in our customer's environments. We want to help them understand how to run this new system. So training and change management. A lot of times, Oracle Consulting is helping with run books. We usually well, after doing it the first time. We'll sit back and say, Let the customer do in the next few times and essentially help them through the process. And our goal at that point is to leave only if the customer wants us to. But ultimately our goal is to implemented, get it to go live on time and then help the customer learn this journey to the cloud and without them. Frankly, uh, you know, I think these systems were sometimes too complex and difficult to do on your own. Maybe the first time, especially cause I could say they're closing the books. They might be running your entire supply chain. They run your entire HR system, whatever they might be, uh, too important, leading a chance. So they really help us with helping a customer become live and become very confident. Skilled. They could do themselves >>of the conversation. We have to leave it right there. But thanks so much for coming on the Cube and sharing your insights. Great stuff. >>Absolutely. Thanks for having me on. >>All right. You're welcome. And thank you for watching everybody. This is Dave Volante for the Cube. We are covering the oracle of North American Consulting. Transformation. And it's rebirth in this digital event. Keep it right there. We'll be right back.

(upbeat music) >> Narrator: From around the globe it's theCUBE, with coverage of SUSECON Digital. Brought to you by SUSE. >> Stu: Welcome back, I'm Stu Miniman and this is theCUBE's coverage of SUSECON Digital '20. Apeda Welcome to the program Vincente Moranta, who is the Vice President of Offer Management of Enterprise Linux Workloads on Power. Vincente, pleasure to see you, thanks for joining us. >> Vincente: Hey Stu and thank you for having me. >> All right, so we know that SUSE lives on a lot of platforms. We're going to talk a bit about applications specifically, primarily SAP. Give us a little bit, Vincente, about what you're working on, and the relevance to the partnership with SUSE. >> Sure, absolutely. So, the last five years I've been responsible for offering management at IBM. Focused on solutions that live on IBM powered systems. In particular, we started with SAP HANA, and obviously SAP and SUSE, with their fantastic relationship, was a big part of that and continues to be as we have grown the platform for the last five years. >> Excellent. So, SAP of course, critical workload, we've been seeing SAP go through those transformation. So, help us understand what work needs to be done to integrate these things? Make sure that companies can run their business. >> Yeah, I think primarily as clients are making their transition from a traditional type of an ERP, CRM, and even BW type workloads, they're looking for a way to make those transitions. Really get in to the whole digital transformation and all of the spaces of being able to leverage technology in a way that creates value to the client, in almost real time. But they want to do it with technology partners that are going to enable the client to do it with minimal risk, with high flexibility and with partners who are there for them to, in some cases, do things that are not necessarily all too forwarded or ready to go yet. But really giving the customer the ability to adapt to things. And when we started with SAP HANA, as I mentioned, the customers in the market who were doing HANA on X86 platforms were limited to certain set of capabilities, certain set of support statements, and things like that. And a big part of that was bare metal implementations which still to this day remain the most popular way to deploy HANA in an X86 environment. But when we got together with SUSE and with SAP and we started the partnership around HANA, the thing that became very clear was that customers needed flexibility. They needed to be able to adapt to changing environments, very interesting challenges that they were trying to tackle with these HANA projects. But the capabilities of the servers that they were using, were not allowing them to have that flexibility. And then, even if SUSE was trying to do certain things and give some flexibility to those clients, if the infrastructure cannot handle it, or vice verse, it really just is a one-party trick and it doesn't work. So the focus with SUSE, almost from the beginning, has been on tool innovation. And we've been able to accomplish really amazing things together with them and SAP. Things that could not have been possible without that very strong collaboration. And one of them that is very recent, is shared processor pool. Right? In a world where HANA is deployed bare-metal systems, IBM Power is always doing virtualization, and together with SUSE, we were able to come up with a solution. And with SAP, obviously. That allowed customers to share source in a virtual way across many HANA instances. So completely revolutionizing the DCO and the ROI for clients working with HANA. Without trading out any of the resiliency, any of the performance, and everything else. So, that's the balance that a lot of these customers are looking for is flexibility, and better returns, especially now more than ever. Without trading out all of the things that they need for an S/4 HANA project or an ERP or a BW project. >> You talked about the flexibility and the returns that customers get on this. I wonder if you step back for a second, where is this hitting on a CIO's priority list? What has changed in today's Cloud era? Couple weeks ago, IBM Think was going on, heard a lot about customers, how they're going through their journey in the cloud. We know there's a lot of options there so. SAP solutions specifically, there's a lot of ways that we can do this. So how does a CIO figure out what the best solution for their skill-set and the technology partner that they work with. >> Yeah, I think at a high-level where the CIO's are basing nowadays, is kind of, it's a good time to be a CIO, I think, because you get a chance to have a broad range of deployment options. Without having to trade out from the features. I'm sure some CIO's will disagree and will say there's plenty of other challenges that are making their lives complicated. But if we just focus on the fact that you can deploy HANA - you can deploy it in the cloud, you can deploy it in hybrid, you can deploy it on premises. And the largest then, and especially with our capabilities, and together with SUSE, the CIO doesn't have to make a choice on trade out of things that they have to lose if they make one of the other. I think that is what helps them to feel comfortable to go in to SAP and being able to adapt. If a project becomes too large or the data transfer requirements become too complicated or too expensive, it's easy enough to bring it back and to maybe leave dev test in a cloud and move the rest of the production environment to on premise. Through a number of partnerships that we have done over the last few years, there's a number of very large MSP's and CSP's including SAP HANA Enterprise Crowd - HEC - and very soon IBM cloud as well. Who can provide all of these capabilities that SUSE and Empower allow for a HANA deployment to be done in a Cloud. So from our perspective, even though I'm a hardware guy, and some people may think I only care about on premises business, the reality is when a customer says, or a CIO as you were asking. When a CIO is trying to make a decision we don't want that CIO to be thinking they have to make a decision between IBM supporting them only if it's on premises or only if it's on Cloud. We can do both. And they don't have to do, it's not a hard trade off to decide. You can start with one, you can go to the other one. We can have capacity for them like we're doing with SAP HEC today, SAP HANA Enterprise Cloud. They're using Power9 technology. The customers benefit in regardless of which deployment option they choose. Both with SUSE underneath it. I think we're trying to make it simpler for them to make those choices without infrastructure becoming the sticky point. >> Yeah, and you talked about the support that users can get, of course, from IBM. At SUSECON, a lot of the discussion about the community there. >> Absolutely. >> So, what can you tell us about, you've got thousands of customers that are running SAP HANA on Power, how do you help them rally together and be part of (muted). >> Yeah, so, you and I have known each other for a while and I think when we started working together at a prior company it was around communities practice. And the organizational network and social network. A big part of what we have done is just going to that same approach. Of just connecting people with people. Right? Connecting people from SUSE with people from IBM, with clients and trying to foster valuable interaction between those clients. Whether it's TechU, IBM TechU Conferences, SAP TechEd, SUSECON, you name it. We're always kind of looking for ways to bring people together. And I'll put in a plug for a client entity, a client council called the SAP Power Customer Council, which is a group of clients that decided on their own to get together and bring other customers who are doing SAP deployments on AIX, on Linux, obviously with SUSE and HANA, and come together once a year. We also have almost monthly interlock and workshops with them. But that is one way where the SUSE folks, IBM Power, SAP Development, all come together with a whole bunch of clients and they're giving us feedback. But also identifying things for us to work on next. From a support perspective, as you said, we have thousands of clients nowadays, and the really fantastic thing has been very few issues and the issues that we have had, SUSE, SAP and IBM, all three of us together, have been able to resolve them to the customers satisfaction. So it just kind of demonstrates that regardless of where something is invented SUSE with SLES, SAP with HANA, us with our hardware and our hypervisors, when it comes to the clients we all work very closely together for their success. >> Great. Those feedback loops are so critically important to everyone involved. I guess last thing, maybe if you've got a customer example that might highlight the partnership between IBM and SUSE? >> Yeah, there's a number of them and we have, I think it's over 60 public references together with SUSE of clients who are doing an SAP HANA with SUSE Empower. But a couple that come to mind, obviously Robert Bosch is a fantastic client for all of us. A fantastic partner. And they've been with us almost from the very beginning, together with SUSE and together with us. And they helped us to identify early on some things that they would like to be able to see supported. Some capabilities that they expected to be able to have, especially given that Bosch had a strong knowledge of IBM technology, IBM product. And they wanted to be able to apply some of the same capabilities around Live Partition Mobility and large size L-bars for HANA and things like that. And they worked very closely with SUSE and with us, and with SAP, to not just give us the requirement, but really help us to identify okay, how should this work? Right, it's not just creating the technology and adding more and more features but how do we integrate it, how do we integrate it in to Bosch, who had created a fantastic self-provisioning type of a portal for all of their clients, all of their internal entities around the world. That was really cool and it really kind of helped us to highlight how we could integrate into tools, monetary, and reporting, etc that our clients have. Another example if I can, is Richemont. Richemont International is based in Geneva. Luxury brand. And Helga Delterad who was the Director of Idea at the time, kind of came to me and gave me a challenge. He said, "Look, I love HANA Power. I love that we can do all of these things with it. But I really would like be able to share processors across multiple HANA instances. That would really reduce the bill. It would really reduce the cost. And Richemont would be able to achieve a much quicker return on investment than we had anticipated." So, he gave us a challenge. The challenge went to everybody. It went to SUSE, to us and to SAP, we all got together and again with Helga being the executive sponsor on the client side, he really kind of worked with all of us. Brought us together and it was a power of the possible type of situation that now is generally available to all clients. And it's thanks to Helga, thanks to Richemont, who brought us together and gave us that challenge. >> Excellent. Well Vincenta Morante, great to catch up with you. Thanks so much for sharing the update on IBM Power and the partnership with SUSE. >> Thanks Stu. >> All right, we'll be back with more coverage from SUSECON Digital '20. I'm Stu Miniman and as always, thank you for watching theCUBE. (upbeat music plays)

>> live from San Francisco, celebrating 10 years of high tech coverage. It's the Cube covering Veum, World 2019 brought to you by IBM Wear and its ecosystem partners. >> Welcome back. This is The Cube. Live at VM World, 2019 times. Too many men with my co host Justin Warren, David Dante, John Ferrier. John Wall's John Troyer. Like a certain founding fonder, Alexander Hamilton, the Cube is going non stop coverage for the three days Habito. Welcome back to our program. Two of our Cube alumni's Lynn Lucas, who is the chief marketing officer of Cohee City. And she's brought along John White, who is the chief innovation officer at Expedient. Thank you both for joining us. >> Happy to be here. Happy 10 year anniversary to the cute >> Well, thank you so much. And you know, so many people we've known over the years. Actually, the first time I met John wait was I believe in this whole, you know, at VM World, you know, talk about what's going on. Eso You know, I always love talking to the service riders because it's been going through just a massive transformation, you know, all along on you, John, you've got a different title Since the last time I interviewed you, You been involved in the strategy You and I have gone toe cloud shows together and some of the other things they're so bring us up to speed as to, you know, expedient here at the show. And, uh, what brings you here with cohesive? >> Yes. Oh, yeah, thanks to your right. But I think it's probably five or six years ago. Maybe I asked too. You said, Hey, what do you know about the service provider community? Cause I wanted to kind of educate you because it was something that's been fairly new and expedience been in that industry for a long time. We were mainly in infrastructure of the service provider, man. The service providers are rounding on all that I t. Stuff that people need and ah, this VM world is a huge one for us. Last year we launched Enterprise Cloud, which is a product based on VM. Where's full softer to find stack And that was something we wanted to go to market with to give an alternative people, When you say Hey, I need to go to the cloud and you realize that okay. I really can't just take my APS and lift and shift and go there. There's another place for you that's a little a little more familiar. And as we see 20,000 people know VM were obviously that air here. So that's usually what what's usually happening in the Enterprise. So we're talking with those folks, and so we would launch that platform. We thought about everything differently. We were running virtualization since, 06 of seven, and we wanted to change everything back up platforms as well as needing things like scale out now, as were necessity at that point. So this VM worlds are coming out because we had, ah, release that last year. And now we have a lot of good customers to talk about on that platform. 12 months later. >> Yeah, well, Lynn, first of all, congratulations because, you know, I know John sits on customer counsels for some of these events. I've dug into a bunch of the networking pieces with him and actually was, you know, we spent a bunch of years. We went to a bunch of shows together and he was looking at the some of the various vendors and a bunch of the new startups and cohesive E is the one that you know really stepped up provided the solution that he was looking for. So it's been interesting to hear service fighters. You were usually the first ones that companies were talking to. But bring brings the cohesive story there. >> Yeah, and so were a super pleased and honored to have expedient working with Cohee City. And John has been instrumental in really providing a lot of direction to us on what his needs are and how to make the product even better for for him and the service provider community, it's a huge part of our go to market strategy. We believe that with the massive growth in the interest in hybrid and Justus John was saying, There's so many customers that really aren't equipped to deal with How do I move to ah hybrid cloud strategy, whether that before compliance reasons, whether that be geographical reasons under you've seen them all. And so this is something where we feel really thrilled to have the, um, where's cloud partner of the Year working with us and to help serve customers with the expedient enterprise Cloud platform. >> Congratulations on that team. And right when we first met five years ago Public cloud for VM wear And for most of the service bodies, it was the enemy, all right. It's like, Oh, my gosh. There, you know, you went toe Amazon reinvent and create a little bit of partnership. So give us the update on hybrid. What that means and how solutions like, Oh, he city, you know, help you provide services to your customer. >> Yeah, it's funny you mentioned. I mean, that's you would ask me, What are you doing here? What are you doing here? Because it was going out doing this research, seeing where the market was on containers on adoption of Claude practices. So we wanted to make sure that we were very open with all the different solutions that are out there. And that's been our strategy from the from the start. So building enterprise cloud was one thing we need to do to come to market with a platform like everybody else. But multi cloud is really where we have focused. And it's funny. I mean, when I when I first started coming to the M world, it was very product centric, you know, you had this product, you could do X with it. And here's the return that you would get at it. And when you're coming to the emerald now it's more about platforms. And that's really what I found most interesting with Cohee City when I first met Mohit, probably two and 1/2 3 years ago, was that he was focusing on the platform of data management. And that's really what the problem was. It wasn't now, specifically, it wasn't data protection. Specifically, it was What all can you do with that with that data management? And we're You know, we're spending a ton of time with Cohee City on. We were building multi Tennessee with them to them, be able to support that. And that's what we're delivering on now. So it's it's it's the scale out now's it's ah, data protection. And then we're taking those service is and then putting him in eight of us in azure or wherever it might be because it doesn't matter to us, because long term we want to care about the long term I t care and feeding and focus on that as our value prop instead of just actually which silo >> it lives in. Yeah, and right from the very beginning, I remember speaking to Kohei City very, very early on when it just sort of come out of stealth. And it was baked into into the product the idea of data management that it was going to be much more, much more than just data protection. So, what are you seeing now that we have a lot of years of product development has clearly gone into it since we first looked at it then. But what are you seeing? Customers using the platform for here in 2019? >> Well, we started a little bit more unique than most other customers. I think we talked about this, you know, throughout CO e city. And we actually started on a scale out now's platform s. So we have one of our clients homes dot com who? They're with us this week because they have a really interesting you. No need for this type of enterprise. Cloud there with us and they're talking about all the different benefits they received out. And they started actually with on the file side of things homes dot com, real estate, online real estate. So I think you know about how many images and how many fouls you have out there. We have 2.6 billion images right now running on the cohesive platform. That was 2.6 billion and a 30% annual growth rate. Yes. So the numbers are crazy. You can't put those on any other traditional now, as that's out there. Uh, so we used a he city first to get started there, and then the backups really were the icing on the cake. So last October, we built We started going out the Nats platform to handle those images. And if you actually go to homes dot com right now, it's being served fully out Enterprise cloud from a container and virtual machine layer and then on the back end from Cohee City. And they were using that to protect it as well. >> And I think that if I add on to that is really a testament to the, you know, the foundation that mo it built, which is a true distributed file system, Google like, in that sense. And I think correct me if I'm wrong, John. But you know, you then also saw while that benefit of a platform approach and not another silo for the backup and having co he city help solve the challenges for both files as well as data protection and then maybe one day in the future. Looking at some of the things that we're doing now that we're doing more security on running APS and things like that on the platform as that may be an extension for you, >> Yeah, that's that's definitely a big focus of our effort, the global d duplication that you get with CO he city. When you add all those files in all the different customers, we have all the different virtue machines. Ah, the ratios were hitting or just insane. And it's something we decided as a service provider that we we said, OK, this technology, we actually want to give that benefit back to the customer. And so when somebody buys data stores from us on the data production, they buy what they're actually consuming on the disk. So you could have 100 terabytes in all of your V EMS. If you only need one terabyte, that's all you're buying from us. And that's a lot of the power of that platform that we get with cohesive. >> Yeah. So, John, wanna help? They want you to help us understand the nuance of something. We're platform? Yeah. Has a little bit of new Monsanto. Little bit, a little loaded thing. GM was the platform. Cohesive is a platform. You use both of them. So just help us understand how cohesive Ian Veum wear and all those things that they go together. They're not, you know, competing against each other in as your architectural Or are they? They're >> not competing there two layers, In my opinion, where you have your primary stores really living in and the M R and secondary storage is everything else on Cohee City. Ah, what? The nice thing is, they did a lot of cool things to kind of marry the two together. Um, one of the one of the tools that we're using Aesthetic ahi city is called Instant on or instant Restore a Virtue machines so we can actually spin up a virtual machine almost instantaneously. It lives on the Coast City platform. Once it's rehydrated, then does a storage the emotion automatically into the V, m or environment. So we're able to do migration or if we had, You know, we have a bad ransomware attack and we need to restore 100 V EMS within a few minutes. We can instantly bring those back up in the cohesive platform and then move them to a production virtual environment once it's done. And that's something that we weren't able to do with our existing vendor. And that was something we needed to actually go and focus on because being in the healthcare space being in the compliance space, that's that's a big problem for us. >> Yeah, just add, I think that, um Vienna, where is clearly one of our most important partners. The very first area that mo it developed was data protection, for I am where, I would say, well north of 70 75% of our customers are protecting their Veum, where environments We have a very large customer that's protecting over 18,000 V EMS on Cohee City. So with the certifications that we have with V. C. D. And with the integrations, as you've mentioned with of you realize it's it's really it's a partnership. Andi think we're adding a lot of value to the customers that are building on V. M. where is >> very complimentary for sure. >> Yeah, it's been interesting that to see how customers choosing to go with a platform like like expedient because, as you mentioned earlier, stewed like five years ago, Cloud was the enemy. And but we're being told that on a public card is gonna take everything, and it's just gonna own all of the environment where is now? In 2019 we found that the story is actually much more complicated than that. Some of us probably believe that at the time I put my hand up is one of those that customers actually needed to live in multiple places. It's not a story of or it's a story of end, so you do need to be ableto have something which can work well with others on the same way we've got. We've got co, he's ity and V M. Where is it? Well, they're not really competing with each other. They work better together and particularly as customers scale, we find my any any kind of enterprise customer is header a genius, so you have to have solutions that give them options and that work together well with you have to play nicely with others. >> I think that's exactly right. And part of what we've done is built a software to find solution and to also give John expedient flexibility. How do you want to deploy for your customers? The solution. Is it in the, uh, the hyper scaler? Is it Hello, somewhere? Is that your own cloud? And so that's part of the advantage. I think all in one solution that then you can give your customers some flexibility as well as to how they want to consume the service as well. >> Absolutely meaning the flexibility And you mentioned software only, and are, you know, software or suffer to find that was something that was big for us. When we're looking for partnerships, we have a standardized hardware build that we want to use. And that was all built on Del. And it was something that, you know, we were able to work with obesity to get that standardized so we can continue to roll out. Excuse that we were most comfortable with. And they could just have the software layer on top. >> Yeah. So you've managed to do this successfully. You're going really well. Yeah. What's next? >> Well, um you know we have, you know, So in we ordered in October of last year. Right now we have six petabytes online enrolling. So that's that's great. You know, that's that's good to see. That's going to continue to grow at a pretty rapid rate. Data is something that obviously, we all know is never gonna shrink on. We're gonna continue to grow that with new customer acquisitions, and that's everything where we want to continue to go with this, Uh, this product specifically is on the data management side. The things that they're doing in Helios to start to get understanding and awareness in value out of that data that's sitting there is really, really important and exciting for us in the future. We deal what tonic compliance PC idea says hip. And we want to make sure that the data that we're storing inside of there will be compliant by those. So being able to write an application to see if the credit card numbers in a file or in a database by using the cozy platform that we brought us value. Same thing goes with a lot of the ransomware protection they're doing. So if you see a foul that gets encrypted, then I know. Okay, I have a problem. I better go look at that and give me a time stamped, Actually. Go on, restore from instead of actually trying toe, you know, pick around. And hopefully I find it when it before it was encrypted. So we're really excited about those opportunities is the future and seeing what data management can just bring to it. >> Well, Lynn, always a pleasure to catch up with you. Thank you so much for joining us again. And John, my friend, this is your six time on the program, actually gonna have a celebration in New England in a little over unveil for, ah, six s o right in New England. So for Justin Warren, I'm stupid him in. We love talking about sports here, and, uh, yeah, the Cuban way have the Niners and the Patriots for the team there. But as always, Thank you for watching the cue

>> from our studios in the heart of Silicon Valley, Palo Alto, California It is a cute conversation >> lover on Welcome to this cube conversation here in Palo Alto, California. The Cube Studio. I'm John for the co host of the Cube Weird Sylvan shop. Who's the head of solution Architecture and open systems securing Esti win of right of other cloud to point out like capabilities. Very successful. 20 plus years. Operation Civil was the one of the first folks are coming over to the US to expand their operation from Europe into New York. Now here in Silicon Valley. Welcome to the Cube conversation. Thank you. So instituting trivia. You were part of the original team of three to move to the U. S. From Switzerland. You guys had phenomenal success in Europe. You've come to the U. S. Having phenomenal success in the US Now you moving west out here to California on that team, you're opening things up at the market. >> It's been a chance, Mikey. Things can presented themselves step by step, and I jumped on the trains and it's been a good right. >> Awesome. You guys have had great success. We interviewed your CEO a variety of your top people. One of the things that's interesting story is that you guys have been around for a long time. Been there, done that, riding this next next wave of digital transformation. What we call a cloud two point. Oh, but really is about enterprise. Full cloud scale, securing it. You have a lot of organic growth with customers, great word of mouth. So that's not a lot of big marketing budgets, riel. Real success there. You guys now are in the US doing the same thing here. What's been the key to success for open systems wide such good customers? Why the success formula is it you guys are on the right wave. What is it? The product? All the above. What's the What's the secret formula? >> So multiple things I say. And we started as a privately owned company like broad banks to, um, to the Internet email into one back in the nineties. And, um, yeah, we started to grow organically, as he said were by mouth, and Indiana is we put heavy focus on operations, so we wanted to make our customers happy and successful, and, um, yeah, that's how we got there like it was slow organic growth. But we always kind of kept the core and we tried to be unconventional, tried to do things differently than others do. And that's what brought us to where we are today and now capabilities Being here in the Valley, um, opens up a lot of more doors. >> It's got a nice office and we would see I saw the video so props for that. Congratulations. But the real to me, the meat on the bone and story is, is that and I've been really ranting on this whole SD win is changing. SD Win used to be around for a long, long time. It's been known industries known market. It's got a total addressable market, but really, what has really talks to is the the cloud. The cloud is a wide area network. Why do we never used to be locked down? He had the old way permitted based security. Now everything is a wide area. That multi cloud in hybrid club. This is essentially networking. It's a networking paradigms. It's not lately rocket science technically, but the cloud 2.0 shift is about, you know, data. It's about applications, different architectures you have everything kind of coming together, which creates a security problem, an opportunity for new people to come in. That's what you guys? One of them. This is the big wave. What? It explain the new s t win with, you know, the old way and the new way. What is the what? What should people know about the new S D win marketplace? >> Yeah. So let me start. Where do Owen has come from and how digital transformation has impacted that. So typically corporate wider networks were centered around the Clear Data Center where all applications were hosted, storage and everything and all traffic was back holding to the data center. Typically, one single provider that Broady, Mpls links on dhe. It was all good. You had a central location where you could manage it. You had always ability security stack was there. So you had full control. Now new requirements from natural transformation broad as users are on the road, they're on their phones ipads on the in, restaurants in ah, hotels, Starbucks. Wherever we have applications moved to the cloud. So their access directly You wanna have or be as close as possible Unify Communications. I OT It's all things deposed. Different requirements now in the network and the traditional architecture didn't were wasn't able to respond to that. It's just that the links they were filled up. You couldn't invest enough thio blow up your Nampula slings to handle the band with You lost visibility because users were under road. You lost control, and that's where new architectures had to be found. That's where Ston step them and say, Hey, look now we're not centered around the headquarter anymore were sent around where the applications are, your scent around, where the data is, and we need to find means to connected a data as quickly as possible. And so you can use the Internet. Internet has become a commodity. It's become more performance more stable, so we can leverage that we can route traffic according to our policies. We can include the cloud, and that's where Ston actually benefits from the clown. As much as the club benefits from SD went because they go hand in hand and that's also what we really drive to say, Hey, look, now the cloud can be directly brought into your network, no matter where, where data and where applications. >> Yeah, and this is the thing. You know, Although you've been critical of S t when I still see it as the path of the future because it's networking. And the end of the day networking is networking. You moving packets from point A to point B and you're moving somebody story you moving from point A to store the point C. It's hard. And you brought this up about Mpls. It's hard to, like rip and replace You can't just do a wholesale change on the network has the networks are running businesses. So this is where the trick is, in my opinion. So I want to get your thoughts on how companies were dealing with this because, I mean, if you want to move, change something in the network, it takes a huge task. How did you guys discover this new opportunity? How did you implement it? What was the and how should customers think about not disrupting their operations at the same time bringing in the new capabilities of this SD win two point? Oh, >> yeah, that's it's a perfect sweet spot, because in the end is, um, nobody starts at a green field. If you could start with a green field. It's easy. You just take on the new technology and you're happy. But, um, customers that we look up large enterprises, they have a brownfield. They haven't existing that work. They have business critical applications running 24 7 And if you look at what options large enterprises have to implement and manage a nasty when is typically three approaches, they either do it themselves, meaning they need a major investment in on boarding people having the talent validating technology and making the project work already. Look at a conventional managers provider. In the end, that is just the same as doing yourself. It's just done by somebody else, and you have the the challenge that those providers typically, um, have a lot of portfolio that they manage. And they do not have enough expertise in Nasty Wen. And so you just end up with the same problems and a lot of service, Janey. So even then you do not get the expertise that you need. >> I think what's interesting about what you guys have done? I want to get your reaction to this is that the manage service piece of it makes it easier to get in without a lot of tinkering with existing infrastructure. Exact. And that's been one of that tail winds for you guys and success wise. Talk about that dynamic of why they managed service is a good approach because you put your toe in the water, so to speak, and you can kind of get involved, get as much as you need to go and go further. Talk about that dynamic and why that's important. >> Yeah, technology Jane is very quickly. So you need people that are able to manage that and open systems as a pure play provider. We build purposely build our platform for us, he went. So we integrated feature sets. We we know how to monitor it, how to configure it, how to manage it. Lifecycle management, technology, risk technology management. All this is purposely purposely built into it, so we strongly believe that to be successful, you need people that are experts in what they do to help you so that you and your I t people can focus in enabling the business. And that's kind of our sweet spot where we don't say we have experts. Our experts operating the network for you as a customer and therefore our experts are your experts. And that's kind of where we believe that a manage service on the right way ends up in Yeah, the best customer. >> And I think the human capital pieces interesting people can level up faster when you when you're not just deploying here. Here's the software load. It is the collaborations important. They're good. They're all right. While you're on this topic, I want to get your thoughts. Since you're an expert, we've been really evaluating this cloud 2.0, for lack of a better description. Cloud 2.0, implying that the cloud 1.0 was Amazon miss on The success of Amazon Web service is really shows Dev Ops in Action Agility The Lean startup Although all that stuff we read reading about for the past 10 plus years great compute storage at scale, amazing use of data like you, said Greenfield. Why not use the cloud? Great. Now all the talk about hybrid cloud even going back to 2013 We were of'em world at that time start 10th year their hybrid cloud was just introduced. Now it's mainstream now multi cloud is around the corner. This teases out cloud 2.0, Enterprise Cloud Enterprise Scale Enterprise Security Cloud Security monitoring 2.0, is observe ability. Got Cooper All these new things air coming on. This is the new clout to point out what is your definition of cloud two point? Oh, if you had to describe it to a customer or a friend, >> it is really ah, some of hybrid cloud or multi cloud, as you want to name it, because in the end, probably nobody can say I just select one cloud, and that's going to make me successful because in the end, cloud is it's not everywhere, as we kind of used to believe in the beginning, but in the end, it's somebody else's computer in a somebody else's data center. So the cloud is you selectively pick the location where you want to for your cloud instances and asked if Cloud Service providers opened up more locations that are closer to your users in the or data you actually can leverage more possibilities. So what we see emerging now is that while for a long time everything has moved to the cloud, the cloud is again coming back to us at the sietch. So a lot of compute stuff is done close to where data is generated. Um, it's where the users are. I mean, Data's generated with with us. Yeah, phones and touch and feel and vision and everything. So we can leverage these technologies to really compute closer to the data. But everything controlled out of central cloud instances. >> So this brings up a good point. You essentially kind of agreeing with cloud one detto being moved to the cloud. But now you mentioned something that's really interesting around cloud to point out, which is moving having cloud, certainly public clouds. Great. But now moving technology to the edge edge being a data center edge being, you know, industrial I ot other things wind farms, whatever users running around remotely you mentioned. So the edges now becomes a critical component of this cloud. Two point. Oh, okay. So I gotta ask the question, How does the networking and what's the complexity? And I'm just imagining massive complexity from this. What are some of the complexities and challenges and opportunities will arise out of this new dynamic of club two point. Oh, >> So the traditional approaches does just don't work anymore. So we need new ways to not only on the networking side, but obviously also the security side. So we need to make sure that not on Lee the network follows in the footsteps of the business of what it needs. But actually, the network can drive business innovation and that the network is ready to handle those new leaps and technologies. And that's what we see is kind of being able to tightly integrate whatever pops up, being able to quickly connect to a sass provider, quickly integrate a new cloud location into your network and have the strong security posture there. Directly integrated is what you need because if you always have to think about weight, if I add this, it's gonna break something else, and I have to. To change is here. Then you lose all the speed that your business needs. >> I mean, the ripple effect of it's like throwing a stone in the lake and seeing the ripple effect with cloud to point. You mentioned a few of them. Network and Security won't get to that in a second, but doesn't change every aspect of computing categories. Backup monitoring. I mean all the sectors that were traditional siloed on premise that moves with the cloud are now being disrupted again for the third time. Yeah, you agree with that? >> It's true. And I mean your club 0.1 point. Oh, you say a lot of things will be seen his lift and shift and that still works like there is a lot of work loads where it's not worth it to re factor everything. But then, for your core applications, the business where the business makes money, you want a leverage, the latest instead of technologies to really drive, drive your business there. >> I got to get your take on this because you're the head of architecture solutions at Open Systems. Um, is a marketing tagline that I saw that you guys promote, which I live. I want to get your thoughts on. It says, Stop treating your network like a network little marketing. I love it, but it's kind of like stop trying your network like a network implying that the networks changing may be inadequate. Antiquated needs to modernize. I'm kind of feeling the vibe there on that. What do you mean by that? Slow Stop treating your network like a network. What's what's the purpose >> behind that? But yeah, in the end, it to be a little flaw provoking. But I mean, even est even in its pure forms, where you have a softer controller that steers your traffic along different path. Already. For me, as an engineer, I'm gonna lose my mind because I want to know where routing is going. I want deterministic. Lee defined my policy, so I always have things under control. But now it's a softer agent that takes care. Furred takes care of it for me so that already I lose control in favor off. Yeah, more capabilities. And I think that's cloud just kind of accelerate. >> So you guys really put security kind of in between the network and application? Is that the way you're thinking about it? It used to be Network was at the bottom. You built the application, had security. Now you're thinking differently. Explain that the the architectural thinking around this because this is a modern approach you guys were taking, and I want to get this on the record. Applications have serving users and machines network delivers packets, and then you're saying security's wrapping up between them explain. >> So when we go back again to the traditional model Central Data Center, you had a security stack full rack of appliances that the care of your security was easy to manage. Now, if you wanna go ask you when connect every brand side to the Internet, you cannot replicate such an infrastructure to every branch. Location just doesn't skill. So what do you do? Why do you say I cannot benefit of this where I use new methods? And that's where we say we integrate security directly into our networking stack. So to be able to not rely on the service training but have everything compiled into one platform and be able to leverage that data is passing through our network. You've eyes. But then why not apply the same security functions that we used to do in our headquarter directly at the edge and therefore every branch benefits of the same security posture that I typically were traditionally only had in my data center? >> You guys so but also weighing as a strategic infrastructure critical infrastructure opponent. I would agree with that. That's obvious, but as we get into hybrid cloud and multi cloud infrastructures of service support. Seamless integration is critical. This has become a topic, will certainly be talking about for the rest of the year Of'em world and reinvented other conferences like Marcel that night as well. This is the big challenge for customers. Do I invest in Azure A. W as Google in another cloud? Who knows how many clouds coming be another cloud potentially around the corner? I don't want to fork my development team. I want to do one of the great different code bases. This has become kind of like the challenge. How do you see this playing out? Because again, the applications want to run on the best cloud possible. I'm a big believer in that. I think that the cloud should dictate the AP should dictate which cloud runs. That's why I'm a believer in the single cloud for the workload, not a single cloud for all workloads. So your thoughts, >> I think, from an application point of view. As you say, the application guys have to determine more cloud is best for them, I think from a networking point of view, as a network architect, we need to we can't work against this but enable them and be able to find ways that the network can seamlessly connect to whatever cloud the business wants to use. And there's plenty of opportunity to do that today and to integrate or partner with other providers that actually have partnered with dozens of cloud providers. And as we now can architect, we have solutions to directly bring you as a customer within milliseconds, to each cloud, premise is a huge advantage. It takes a few clicks in a portal. You have a new clouds instance up and running, and now you're connected. And the good thing is, we have different ways to do that. Either. We spin up our virtual instance virtual esti one appliance in cloud environments so we can leverage the Internet to go. They're still all secured, all encrypted, ordering me again. Use different cloud connect interconnections to access the clouds. Depending on the business requirements, >> you guys have been very successful. A lot of comfort from financial service is the U. N. With NGOs, variety of industries. So I want to get your thoughts on this. I've been we've been covering the Department of Defense is joining and Chet I joint and the presentation of defense initiative where the debate was soul single purpose Cloud. Now the reality is and we've covered this on silicon angle that D O D is going multi cloud as an organization because they're gonna have Microsoft Cloud for collaboration and other contracts. They're gonna win $8,000,000,000. So that a Friday cloud opportunities, but for the particular workload for the military, they have unique requirements. Their workload has chosen one cloud. That was the controversy. Want to get your thoughts on this? Should the workloads dictate the cloud? And is that okay? And certainly multi cloud is preferred Narada instances. But is it okay to have a single cloud for a workload? >> Yeah, again, from if the business is okay with that, that's fine from our side of you. We see a lot of lot of business that have global presence, so they're spread across the globe. So for them, it's beneficial to done distribute workloads again across different regions, and it could still be the same provider, but across different regions. And then already, question is How do you now we're out traffic between those workloads? Do we? Do you love right? Your esteem and infrastructure or do you actually use, for example, the backbone that the cloud provider provides you in case of Microsoft? They guarantee you the traffic between regions stay in their backbone. So gifts, asshole, new opportunities to leverage large providers. Backbone. >> And this is an interesting nuance point because multi cloud doesn't have to be. That's workload. Spreading the workload across three different clouds. It's this workload works on saving Amazon. This workload works on Azure. This workload works on another cloud that's multi cloud from a reality standpoint today, so that implies that most every country will be multi cloud for sure. But workloads might have a single cloud for either the routing and the transit security with the data stored. And that's okay, too. >> Yeah, yeah, and keep in mind, Cloud is not only infrastructure or platform is the service. It's also software as a service. So as soon as we have sales forests, work day office 3 65 dropbox or box, then we are multiplied. >> So basically the clouds are fighting it out by the applications that they support and the infrastructure behind. Exactly. All right, well, what's next for you? You're on the road. You guys doing a lot of customer activity. What's the coolest thing that you're seeing in the customer base from open system standpoint that you like to share with the audience? >> Um, so again, it's just cool to see that customers realized that there's plenty of opportunities. And just to see how we go through that evolution with our customers, were they initially or little concerned? But then eventually we see that actually, the network change drives new business project and customers air happy that they launched or collaborate with us. That's what that's what makes me happy and makes me and a continuing down that path >> and securing it is a key. Yeah, he wins in this market Having security? >> Absolutely. Yeah, Sylvia saying mind and not wake up at 2 a.m. Full sweat, because here >> we'll manage. Service is a preferred for my people like to consume and procure product in So congratulations and congressional on your Silicon Valley office looking for chatting more. I'm John for here in the keep studios for cute conversation. Thanks for watching

[Announcer] Live, from Las Vegas, it's theCube. Covering VMworld 2018, brought to you by VMware and its ecosystem partners. >> Welcome back, we're in Las Vegas and you're watching theCube. My cohost is John Trayor, I'm Stu Miniman, happy to welcome back to the program, Bob Madaio. >> Thanks Stu, I'm so glad to be here. >> Alright, so Bob, you're the Vice President of Infrastructure Solutions Marketing, and big difference, last year, you were with, was it, HDS? >> I was with Hitachi Data Systems. >> And now it's Hitachi Vantara and you had a little less facial hair when I talked to you last. >> You know it was around about November, I said, I might do theCube again next year, so I need to look different. >> Yeah, I had a, I had one Cube guy this year, he had got like almost a mountain man beard. And the week before he shaved it because he was coming back on theCube. And he was like, yeah I didn't but beards, no beards, diversity is what we like on theCube. >> Got to make the videos look different right? So next year I'll be beardless again, we'll do it again. It'll be fun. >> Alright, so I guess the follicle discussion's interesting but the Hitachi story is an interesting one you know Hitachi of course, huge company, lot of different technologies there, but bring us up to speed with what came together with Hitachi Vantara. >> Sure for a reminder of what we did, so we were Hitachi Data Systems, that's a part of the company I was with and again Hitachi Limited, out of Japan very large, you know, over 80 billion dollar organization of which Hitachi Data Systems used to be the IT arm that took those solutions to market around the world. What we did is, many might remember we had purchased Pentaho the open source analytics, you know, great a ETL blending capability. We brought them into the family with Hitachi Data Systems. We also had a sister company that was called Hitachi Insight Group. Hitachi Insight Group was really there to kick start our efforts around IoT. And if you've heard us talk about our Lumada Platform, if you look at what strings all this together, we've been having a lot, and I'm sure we'll talk about it here, of conversations about data. How do we help our customers with data? You know of course we've had a history in storage, but how do we bring it together, analyze it, bring new things, make that infrastructure more flexible? So that was what Vantara was. It was the bringing together of those three entities, and we continue to add. So, we're doing more and going to bring more companies into the fold. >> I love that Bob. I mean, we know the trend we've been watching for quite a number of years is, IT is going from that cost center over on the side that said, "No" to, to survive, you'd better be responding to the business, tie closely to the business or the business will go elsewhere. >> Yes indeed. >> For those solutions. And in the same way storage can't just be some growing expense that, you know, is I can't manage it I can't do this, to data is the life blood of business today. >> You know it's, I get to see some customers, not always as many as I'd like, but work closely with our field. And I was at this great customer of ours who's a regional bank and I was talking to, it was fundamentally a very storage-y audience. And I was, let's be honest, I was the corporate guy, I was a bit of the appetizer before the technical team, and I was having a data conversation. And we have this thing that, maybe we'll talk about, we call it the stairway of value and how customers should think of their value getting, you know, more important and how they can help, IT can help expose that value. And I was going through this model and I was worried, man, I might be losing this audience. But the lead person was writing, and I kind of stopped and said, is this relevant to you guys? And he said you know, I'm presenting on data to the organization next week, and I'm taking notes. And so what we're seeing is storage people, they also want to be able to have this conversation. How can what we do to make storage more accessible, move that data more quickly, valuable to the organization, to your point. >> Stairway to value, that's the power ballad for IT of the future, right? >> It does have a nearly built-in theme song, although we haven't gone there yet. For us actually, what it is is, we talk about the base layer sort of storing and protecting, and then it's enriching the data. So if you think of, often that's a meta data conversation. How do we bring more value, explain that data, make it easier to use? Then we get up into activate. That's blending maybe. You have the static systems. You want to build a repository for analytics. How do we help you activate that? And that really puts you on the path for monetization and that's the M. So we call it our SEAM model. >> So Bob, I love Hitachi Vantara and the idea of it. I got to say I understood Hitachi Data Systems better, because it's a storage, it was a you know, very, very smart, super smart storage company and you could compare it to other storage companies. But now, I'm just curious, in your, as you go and talk to customers, does that change who you talk with? And because, Hitachi Vantara as part of Hitachi too is about the industrialization of, of data and everything from oil fields and all the way down to, you know, a box in my office that might store my data. So, you know, but you've got the open source crowd and data scientists, you've got all the industrial and medical and health care stuff. As well as still these super smart storage scientists there. So how do you start that conversation and who do you end up talking with? >> You know it's very interesting. I mean, there are some companies that we approach at a Hitachi level and they're going to be major manufacturing projects or government projects, and we can bring the whole set. But oftentimes we are leveraging where a customer knows us and branching into new areas. So the storage base that we have is the most obvious to leverage. But what we're doing now is things like, we have some IT automation and analytics tools that help our customers know what's going on with the systems in their environment and how to take processes out. Well we can bring Pentaho in and tie in non-storage systems, non-IT systems like security, power and cooling, and really give a whole new dashboard. So that's a new entrance. And then the IT team can be an advocate to help you meet new business people. We also go in and speak to the business of course. We can do that through, we have IT governance go to markets, and data analytics go to market motion. And we're beginning to blend those better and better, but to be fair there are still some silos in how we talk to the customer depending on the audience. But what we see is if we can use data as a bridge, that's when the audiences sometimes meet each other, you know, for the first time it seems. >> Alright, so I love some of where this is going. Let's think down a level. You do the infrastructure solutions group, >> I do, yeah. >> So when you talk about, you know, CI and HCI and all those pieces. We're talking multi-cloud, a lot of this stuff, you know, what's the latest? What are the conversations you're having with customers about that? >> Yeah, very good. And really for us it's all been about agility. You know, data agility sure, but you can't make your data agile if you're infrastructure is very, you know, static. And so it doesn't take much to convince a customer we can build them trusted storage. That's like telling them the sky is blue, if they know Hitachi, they know this. What our conversations are now is about, what about the rest of your applications that surround this? On that trusted storage, how do we cloud enable it? What can we do there? On HCI and converge, obviously here at VMware, we partner deeply with VMware, so we are working with, for instance, how do we run some of our applications in the AWS VMware cloud, as well as be that HCI or that rack scale system on-site that manages it? So we're really having this agility conversation. How do we build the systems to be ready for this onslaught of data? Because it's great to have an IoT conversation, which remains of interest, but the reality is the systems folks need to be ready for that wave that's coming at them, and current process of just, I'm going to add controllers, I mean, that's not the way to think about it anymore. There's new types of systems that are making customer lives easier. >> Right, so from the VMware standpoint, I believe on-site is part of the partnership. >> Yeah, yeah, yeah. >> Anything in particular VMware specific. >> Yeah, across the portfolio. So of course on the storage we work with Vwalls and we do all the protection and integration with SRM and the like but, but really what's of course, hot, is hyper converge and we have our unified compute platform, HC line, that is based on Vsan. And that's doing very well. We actually had a session here with some great customers. So both Kanagra brands and MCL told their stories of picking Hitachi and they've seen some great results. So that business is doing very well. We've also introduced what we call unified compute platform RS for the rack-scale infrastructure. And we do a number of things with that. So we'll do bare metal systems for, you know, analytics workloads, but what's really got people excited is we sell a complete package with VMware cloud foundation. And that gets customers, not only ready to get up6 to hybrid cloud quickly on-site, but really have that hybrid ability. And so we're beginning to do things like certify core applications so they can test. We have a tech preview out on our Hitachi content platform, Object Store, it's actually in the app store for VMware's AWS cloud. Now, it's a tech preview from us because we know it works, but there's a scale thing. And you know Hitachi, right? It's going to work perfectly before we let our customers go crazy. So, we're really getting into those hybrid conversations and also enabling it as a service. I don't know if we talked about the as-a-service cloud that we have on offer too. >> But, no, please do, yeah. >> On top of all that technology, one of the hot offerings we have is called Hitachi Enterprise Cloud. And we have a VMware based offering, which has been doing very well and a much newer container-based platform. So on the VMware offering, really it's all of the VMware tools, but a customer never touches any of it. They don't touch our storage, the servers. It is an as-a-service model that we come in with services, help them bring in their applications, help build the service catalog for that customer and really, all they do is consume the service. So while the hardware might be on-site, it's really, they're largely indifferent to it. We do all the underlying capabilities, upgrades and such and they just provide out services to the business. So it's a really great option that people don't even know we offer. >> Yeah, well absolutely. You've had a number of conversations here at the show, it's, the customers have, the companies that have decades of appearance, you start with that base level of trust and therefore, you can help customers. You might not be the bleeding edge, but when you're there, customers know, oh wait, you're going to be around. I know that this thing's baked and ready when we get there. >> You know, the bleeding edge is fun, and there maybe some things we do, but I think it's fair enough that maybe that isn't always us. But I, but I think I have heard us called the adults in the room from time to time. And over at the booth we hear a lot of these. You know, we've been playing with this but it's going to get real. What do you guys do in this space? And while it is maybe some fun marketing being that bleeding edge, it is great to know that when it really matters, customers always trust us. And that's a huge vote of confidence. >> Alright, yep, Bob, really appreciate the update there. Absolutely, technologies like IoT, rapidly go from, this is super early but I need things we can trust. So absolutely, congrats on the progress. >> Thank you. >> We look forward to seeing, you know, how Hitachi and you know, the beard look next time we see you. >> Look forward to it. >> For John Troyer, I'm Stu Miniman. Back with more coverage from VMworld 2018 soon. Thanks for watching theCube.

(upbeat music) >> Live from Orlando, Florida it's theCube, covering Cisco Live 2018. Brought to you by Cisco, NetApp, and theCube's Ecosystem partners. >> Hello everyone and welcome back. It's theCube's exclusive coverage here in Orlando, Florida for Cisco Live 2018. It's day three of three days of live coverage. Go to thecube.net, siliconANGLE.com, to get all of the stories. And of course, I'm here with Stu Miniman, analyst at Wikibon, my co-host for the week. Our next guest is Gary Harrison, Head of Technology Services, Metsi Technologies, welcome to theCube. Thanks for joining us. >> Thank you guys, it's good to be here. >> So, you're in the Cisco Ecosystem, so Stu and I have been talking about this all week. A couple of big trends: open, Cisco's opening up, you've got DevNet success with developers. Cloud is a new architecture, okay. Intent driven architectures are huge. Sounds like outcomes to me, so I hear a lot of these conversations about "what's the outcome?", and then building a technology. So I wanted to get your thoughts on that, from your perspective, what does that mean to you? When you hear that, intent networking, developer community, it sounds a lot like a different Cisco. >> It's a different model. It's changing, I think, the way business processors are today, and getting organizations to understand the process of capturing what they want the infrastructure intent, and their application intent look like. And then understanding how that drives different models for deploying services, as well as the operations behind it. >> You guys do a lot of stuff with customer, I want you to take a minute to explain what you guys do, your company. What are some of the things you guys get involved in? Where are you in the ecosystem? What kinds of projects are you engaging on? >> We're a company, so we're a professional services partner, we're a service only integration partner with Cisco. So it's just through, we don't resell, so we get to focus on purely customer success, and we help enable the channel and the partners directly. And the focus is the Enterprise Cloud Suite. So it's really around helping customers understand how to get the most out of those technologies, how to choose the right element of the cloud suite for the job. >> Gary, so you're in an interesting position, to watch some of the transformations going on in Cisco. We said the old way of measuring Cisco was boxes and ports, and the new way is, you know, software, to open and those things. Since you're not one of the, you know, not in a derogatory way, box sellers, you know, give us your viewpoint as to how Cisco's going through that transformation and how your customers are reacting to that. >> So it's definitely a good shift towards those softer elements of it. And we're seeing the strength of the software and the products that come out, and the capabilities, it's rapidly changing. And you're seeing the increase in the product suite recently, the number of, the move towards analytics and other software to support operational life cycles as well as just the provisioning cycles. I think a challenge for the customers is a lot of complexities introduced. A lot of the new tools out of the box out there. And the difficult question is always how to best use each particular tool to get value for the business. >> Yeah, it's one of the big questions is it used to be, I really understood my network because I built it. I racked it, stacked it, wired it, you know. Configured it in the CLI, today a lot of the pieces of the network you're managing, you don't own. They're in the cloud, they're extending beyond. How do your services and solutions help customers get their arms around this, kind of, multi-cloud world? >> It's always the focus on, I guess, is reducing that complexity. There's a lot you can do with the different software that's out there. And really, to try and step back from just the solo tools, and looking at the cloud stack as a whole, and starting small, starting simple. Identifying those early use cases that will help drive cloud adoption in an organization, and then understanding how the software and the tools benefit them to do that. You know as you say, you can't see inside the software easily. If you're going to bare the infrastructures code, you need a way to make sure that as you build that code and those processors that you keep that visibility into what that softwares meant to be doing for you. >> Gary, on that point, I want to just double down on that concept holistically. We hear that, all week we've heard from interviews, from Cisco executives as customers, that it's the systems view almost, it's not the box view. What does that mean to the customer today, and how far along are your customers in that mindset? Are they there, are they kicking the tires? 'Cause you got to engage on real frontline projects where there's outcomes involved and the plumbing's in place. Okay, so how do you get there without disrupting? Right, that's the question we hear. But so how do I get the holistic view without disrupting the business? What's your thoughts on customer's position on that? >> I think to get the holistic view, it's about the business needs I think embrace that. And understanding, though, it's about delivering applications and services now. And the infrastructures there to support that. And not focus on these infrastructure-centric models. So that's the first journey, is understanding, you know, what are the services that are important to the business, and how those services are involved. And then I think the challenge we see from the customers is actually, you know, intend to your organizational and process challenges. The technology itself is not necessarily all the complexities, it's how that aligns to the organization. And so I think those early wins and those early outcomes are a organization that's aware of those challenges. >> Like almost getting a little stepping stone, you get a little success, you know, don't take a big project. What's your take on road-mapping in that? Because that's challenging. What have you seen for success use cases that customers can take right out of the gate to get this intent thing going? What are some of the low-hanging-fruit opportunities? >> So one thing we focus on, I guess, is changing our engagement model with the customers. It's something we sort, I guess, of pride ourselves on. Is we're a lot more flexible and agile, ourselves, as a, in terms of delivering infrastructure services. So again, we try to communicate to our customers find used cases that deliver value and return on investment early. And focus on delivering that, sort of, one use case. It doesn't matter what it is in the cloud-sect, whether it's through automation of network infrastructure, orchestration of services on top of there. We pick a very clear use case and develop that first, and then once you understand how the technology's stitched together end to end, you can then start to grow that inside the organization. >> Is there any use cases that pop out that you can just point to, anecdotally, that seem to be popular? >> So there's a couple different extremes, so ACI is a massive enabler at the moment. You know, it's really, since SDN's come along it's a catalyst to drive the rest of the cloud change infrastructure. So we have some very specific use cases around automating that infrastructure. Not just what ACI does itself, but to create that automation layer on top of that. So, you know, people are deploying lots of infrastructure, so that's one of the specific use cases we see. >> Gary, I really like what you said about it's changing the engagement model, because it used to be "I'm gonna' roll out a new application, "okay, I need to figure out the plumbing." Now when I look at intent based offerings there, it's really more about I'm building new applications and the network is a critical piece of it, it actually helps me drive some of these new, you know, modern micro architectures there. You've got to, I'm sure, be talking to a little bit of a broader, you know, jobs inside the customer. How does that change your engagement? Who are the roles that you're talking to today? >> Well actually this is what we find, is tools like Cloud Sender, and for me one of it's strengths is it's fine ability to tangibly capture intent in a application blueprint. And I find that's a good way to bring organizations together, because now we have a focal point for your network and infrastructure, your platforms teams, and your application teams to come together. And it provides a common language to talk about it. And that's one of the real strengths we find to start having those conversations with those different teams within the organizations. >> Gary talk about the old way and new way. We always like to kind of break things down in a very simplistic way. And Chuck Robbins, the CEO, on stage said "that's the old way", it looked like an architecture, hey, firewall, I get that. And he's like, some people actually have this today. And he's kind of looking at the modern cloud, obviously the circle with all the different services. So kind of Cisco plug. But from your standpoint, when you talk to customers, what was the older conversations, that you could point to saying "we used to do it this way", this is what we would talk about, these are the meetings we would have, now the shift is towards this. What's the old way, and what's it transforming into, when you actually have those conversations, what is it like? >> So the big difference for the infrastructure projects, where they were projects, they're very traditional waterfall model. You work out what you want to buy, where you want to be, you put a project plan around that and deliver that. But the engagement we have today to say to people, all the importance is in the software. It's the services you're delivering on the software, and the capability to develop in the software. And that's not something out of the box. It's very difficult to say: where do I want to be in six months, or where do I want to be in a year? So again the way we encourage and the way we engage with our customers is to put a roadmap together, but to identify something in a much shorter term that you can deliver. Start delivering something, and then take a more agile approach around it, to come back, review, and re-plan again, and look at what your priorities are. >> What's the role of the solution architect on this, 'cause a lot of the things we're seeing and then we're trying to, kind of, connect the dots here. Holistic roadmaps are interesting, because you've got have to have a foundational architecture. What is the preferred kind of consistent theme you're seeing around architectural decisions? Are there table stakes, are there certain things that are always going to be in flux? How do you view the big picture on the solution architect piece of it? Is there certain things that are must-haves, weight on this? What's your reaction to that? >> I think a solution, I think it's a challenging piece. I think it's probably where you see organizations are probably weaker, is having a cloud-solution architecture function. We still see infrastructure architecture, enterprise architecture, but that solution architecture for the cloud model, I think that's actually more a challenging piece. I don't think there's any obvious answer in what, you know, for the customers we see, there's no common answer. >> That's a really hot area right now. >> Gary, one of the biggest challenges we see in multi-cloud, is no two customers are alike. >> No. >> But through the customers that you're talking to, what are some of the common stumbling blocks or hurdles for really getting, you know, full value out of their solutions that you see from customers today? >> I think it's understanding the end to end life cycle of a service. So we can do a lot with a multi-cloud capabilities, in deploying when an internal infrastructure to external. But the processes have to be the same, with security, compliance, these other aspects that come into it add a lot of complexity. And also it's not just the way the applications and the infrastructure are built, patching life cycles, you know, post-deployment of, you know, virtual images. The way people then update and maintain them and that life cycle around it. And I think it's different in a virtualized world, in a containerized world we see a lot more advancements around it, and multi-cloud is easier. I think it's for people to take their legacy applications and try and move them into a cloud-native scenario, which is a real challenge. >> Gary, pretend that I'm a friend of yours and I come to you and say "hey Gary, you know, "I'm new to this whole intent-based networking thing, what is it?", how would you describe it? What's your definition of, what is intent based networking really mean? >> There's two parts of it: one is to identify somewhere to capture what the definition of your applications and services are, and what that means, and the infrastructure that lies underneath. Say cloud centers one part of it, other organizations may have other models, but it's rather than working two traditional high level design, low level design, and we see your requirements analysis, now capturing that intent in somewhere that's both software consumable and can be software defined. You can use software to push intent in there, and you can consume it through software. And the next major bit of the puzzle is to provide that freedom to the infrastructure layers underneath so they get to decide how they implement that intent. And that's what gives you this multi-cloud freedom, you know, how we're implemented in our public cloud can be different to how we're implemented in the private cloud. The tools, the processes, the infrastructure, the software, can be different, but the outcome that's delivered is the same. >> Yeah it's interesting to show, you mentioned SDN earlier, we see a lot of activity on software defined data center, architectural things, and again, it's challenging because not everything looks the same, but it's super important. But then we hear things like Google Cloud on stage, and we hear Kubernetes, we hear ISTIO, which is a service mesh, so you start to see up the stack, the applications taking, kind of, almost a network services-like mindset. I mean, micro services are basically, have the same feel as networking, but it's more up higher in the stacks. So you've got some really interesting dynamics. You've got the SDN thing going on, and then you've got in the middle of the stack, towards the application, these cool Micro services with cloud native. This is an opportunity for network engineers. I mean, how would you describe to the audience out there the opportunity for a network engineer, or someone who's in the network game, to take advantage of that, this new trend that's coming very fast? >> It's a different model of networking. And again, the good thing about containers is they do provide this very application-centric focus. Networking is now about providing a service for the application sit on there. And Container Frameworks make that very obvious. So I'd say network engineer, it's a good place to understand that model and that ecosystem. And then see how that can be applied to what we've done in virtualization. And as SDN comes along in a more traditional private cloud infrastructure, on top of the data center infrastructure we have today, take some of those models that we learned from things like Container Frameworks and how do we apply them to virtualization. >> That's a great point about the virtualization, it's almost a roadmap to how to understand the impact and interplay between the networks. It really is. Okay final question for you is, you know, Cisco Live this year seems to be different, what's the vibe of the show, what's your, if you had to, for someone who didn't come here that's watching, say "hey, I missed it this year, "heard there's a lot of action, DevNet's got 500,000 developers", what's different about this year for Cisco Live, what's the most important story? Can you share your opinion on what's happening? >> I guess for us, being the definite village, it is about the definite zone. The buzz we're seeing, the people, the types of questions we get asked on the stand now, there's definitely a lot more interest in this development side of it. >> What's some of the questions you're getting? What are the hot topics if you stack ranked them? >> People just want to understand, you know, new trends in software, coding, you know, how can I apply my coding skills to coding the network, or where do I learn about that, and we get asked lots of questions as people pass the stands. >> Gary, thanks so much for coming on theCube, great to see you, thanks for coming on and sharing your commentary here. Appreciate it. >> Thank you very much. >> Alright, this is the live Cube cover day three here at Cisco live, I'm John Furrier, Stu Miniman, we're here breaking all the action down, we'll be back with more. Stay with us for day three coverage. We'll be right back after this short break. (upbeat music)

(uplifting music) >> Hi, I'm Stu Miniman and this is a CUBEConversation at SiliconANGLE's, Palo Alto studio, happy to welcome to the program, a first time guest and and new to Nutanix, the Chief Marketing Officer, Ben Gibson. Ben, thank you so much for joining us. >> Stu thanks for having me here. I love the studio and love the chance to chat with you. >> Alright, so our audience know Nutanix really well, so let's introduce them to you first of all. Give our audience a little bit about your background and, you know, we know Nutanix IPO'd not that long ago. Exciting. Growing real fast so, you know, I'm sure it makes sense but why for Ben? >> Yeah. For me, firs and foremost, it's such an exciting company. We're going through a lot of fairly strong growth right now. We've really created a category in the Space Realm Hyperconvergence and now we're really expanding from that position and to be in the middle of that, I think is really exciting. >> So your background is mostly in the networking space and it's one of those things, I'm a networking guy by background. >> Yeah. >> Networking is changing a lot, lately, but not nearly as fast as some of the other parts so, you know, tell us a little bit about your background, where you've been, what your skillset is going to bring to Nutanix, in that ecosystem. >> Yeah, you know, I did, like you, I hailed from the networking industry. I spent a good portion of my career at Sisco, I spent part of my career at Aruba Networks, which is in the Wi-Fi, wireless space, but I think you're right. I think the acceleration of innovation in Nutanix's industry a lot of stuff has changed so quickly in that space, so networking hasn't quite kept up with that level of change of things and for me it's kind of getting on a much faster train and moving forward with it. >> Alright, so we've had theCUBE at every single one of the DotNext conferences >> Ben: Thank you. >> They're fun. Your predecessor Howard Ting had a certain flair so let's talk a little bit about the show and, you know are there things that your going to be putting your stamp on at this show, coming up in New Orleans? >> Yeah, I mean first of all it great to succeed Howard, in the role. I used to be an advisor for the company and so Howard and I used to have periodic pancake breakfasts and I told him what I thought and he shared with me a lot about how exciting things were. What was happening at Nutanix and how they really move forward. And I knew about DotNext, I've seen DotNext I know what an exciting show it is. For a company like Nutanix to draw, this year, over 5000, attendees to this show, that's notable. And, what, to me, that signals is the level of intensity and the level of loyalty that we enjoy in our customer base, they're believers and they're coming to the show to learn from us, to connect with each other and really to accelerate some of their plans on how they continue to innovate. >> Yeah, you know, we travel to so many different shows and absolutely, it is at it's core, it's a user conference, it's users there wanting to learn how to use what they have even better. Learn about the cool net technologies. Dave Valente and I have talked about Nutanix is up there with companies like Service Now, that have, just, people that come and are just, you know, kind of fanatically supported. It reminds me of, you know, Vmware's a great company, doing well today. Many years ago everybody had the I love VMware bumper stickers. Vmware is a great show. We'll be there this year >> Ben: Yeah, so will we. >> And your company will too, so ah, what, what do people what brings them to that show from your standpoint and give us a little insight as to, kind of, some of the special things they'll be seeing this year in New Orleans. >> Yeah, you know, I think one of the biggest attractions of coming to this show is if you think about the role of an infrastructure professional, someone who's looking at hybrid Cloud environments and how do you manage those. Thinking about what applications run on what cloud platform. There's a lot of change and fluidity to that and I think the nature or the role of an IT or an Infrastructure professional is changing. Server Store J-Admin is quickly evolving because that's converging, just like the technology has and so, for me this show is about how do you get ahead of those trends. How do you position yourself to be as strategic as possible, within your own organization? And that's the way I like to think of Dotnext, it's a place that a professional can come to learn and to grow their career and their technology expertise. >> Yeah it's a great point, one of the things I've loved on theCUBE is there are speakers that aren't just from the tech industry, so everyone from Deepak Malhotra, who is from Harvard, um, thought leaders in the space to onstage at one of the shows it was David Blaine doing a magic trick while one of your engineers was configuring stuff. So there's some great speakers that'll be at the event this year to, not only learn the tech but as you said, you're thinking about the persons career and how do they embrace change and how do they help become more valuable to their company. >> Yeah, you know, there's two in particular that are going to be joining this year that I'm very excited about. One is Dr. Brene Brown. If you haven't seen her TED talk on YouTube I highly recommend you go and check it out. It's something different. It's about how do you be vulnerable, with yourself, with your career. How do you take chances? How do you take risk, and that's a lot of what's going on in our in our industry right now. The second one I think is going to be really fun and that's Anthony Bourdain. Known for his show, Parts Unknown and he's going to have colorful language, right, noted, some colorful language but also he's just a riot. He's the one I think is going to bring his special kind of flair to the show and get everyone really excited, laughing and maybe a little bit of gasping, in terms of what he's going to be sharing with us. >> Yeah, absolutely I mean, New Orleans is a great culinary destination and so I know everybody that's going there you'll want to check out the music, the culture and a lot going in there. So, excited about the show. We're going to have theCUBE there for two days. Last thing I want to talk to you about, Ben, just, Nutanix as a company, when I registered for the show there was one of the questions I thought was pretty interesting. They said, "What do you think Nutanix is?" You know, how do you, what's your relationship with Nutanix? And I'm trying to remember, I know one of the options was M: Is Nutanix a hypercovergence infrastructure player? Are they a cloud player? I think storage might even be in there, it's been one of those things as to, who is Nutanix? What are you today and what do you want to be in the next phase of growth? >> You know, it's a great question Stu, "Who is Nutanix?" We are focused on helping our customers build their enterprise cloud. Our taglines could be Your Enterprise Cloud. Enterprise Cloud is not only how you modernize your own data center but it's also, how do you embrace? How do you have a strategy? How do you govern? How do you bring together the right workload, for the right cloud platform at the right time? And that's the direction we're taking with our innovation. This is what more and more of our customers are looking to do. Not every application's going to a public cloud provider. Not every application is staying on premise. We're going to be living in the hybrid world, Enterprise Cloud is about how do you take the ingredients of hyperconvergent infrastructure? Take the ingredients for automation and management, over these different workloads, across these different environments and do so in a way that makes the complexity of infrastructure and multiple cloud management and make that all invisible. So for us that's our mission. It's building that Enterprise Cloud and making all that complexity go away. And that's the vision we're going to be talking about and that's what we think our attendees are really looking to get the guidance and, kind of the vision of how they move their careers forward and flourish in that space >> Ben, it's the barometer that I've been using for probably the last two years. If I spend a lot more time in kind of the Dev/Op Cloud native, you know, worlds these days. We were at an Amazon summit yesterday but, absolutely. It's heterogeneous world. IT has never, you know, let's throw out the old and start the new. Sure there's some new companies that might do that but it's a heterogeneous world, it's a multi-cloud world and big struggle for people is how do they get their arms around it? So if I look at a company that has started mostly on premises, it's like, oh how are you evolving? How are you working with the public Cloud? You know, Nutanix has been working very closely with Google over the last year or so. A new acquisition recently that I know plays into this whole story. Tell us a little bit about the acquisition and, you know, how does Nutanix look at itself, which is now, I mean, if you read the Wall Street reports, Nutanix is a software company. And you're getting great multiples on that and it's helping and you know I've been pretty vocal on this from it's early days, is Nutanix was never a hardware company. It, you know, building an appliance was a go to market choice to simplify and make it easy for customers but as the company matured, >> Yep. >> It made a lot more options and today it makes perfect sense that really software is where it goes, so you talked about a bunch of things there but specifically, kind of the multi-cloud and the acquisition first. >> You know Stu, we're really excited about this recent acquisition we made. It's a company called Minjar and the offering is essentially it's going to be integrated into our broader software platform, that allows customers to be able to assess on a realtime basis. What's the right Cloud platform for a particular workload from a costing perspective? From reliability standpoint. Derish talks about the law of the land. The laws of physics and the like, you need to apply these all to determine what you're going to run where. And what we got with this Minjar acquisition, is a really sophisticated way that our customers can embrace and is part of their enterprise cloud. Because part of this is taking back control over all this disaggregation of workloads running everywhere. You're losing control. Losing governance of your data and your applications if you don't really keep on top of it, this acquisition, I believe, is going to be a really key part of helping IT organizations regain that control. Yet still enjoy all the benefits of hybrid-cloud environments. Whether it be with an AWS an Azure a Google Cloud platform, like we're partnering very closely with, as well as what they're building with their Enterprise Cloud on premise. Whether it be, you know, with Nutanix. >> Yeah, it reminds me of, was it Progressive Insurance, I think has the, you know >> Yeah. >> We're going to give you quote on all of the things there. Cloud is complicated these days. Is there bias towards it, pushing towards, you know, Nutanix closer partners in the technology itself. >> Yeah, I mean it certainly has. There's a lot of complexity around that and to me the industry hasn't solved a lot of new complexity that has come out of the emerging trend of a different line of businesses starting to develop a new application now, on a certain Cloud platform and the like. And as you're seeing this demand for more application mobility between clouds, so all of a sudden the partners that are coming to us and the partners we're seeing and are demanded of that we work with in the market our players are looking at application automation. Players that are looking at dev/ops tools and the like and it both guides how we innovate on our Calm platform, which we introduced last year at DotNext as well it helps us expand our reach. So, we talked to our traditional buyers but there's a lot of new buyers now that are building those apps and managing those environments and we're going to start to see some of those come into the DotNext show. >> Alright. Ben I want to give you the final word. DotNext is one of the many events that I know you do lots of regional shows and the like, what should we expect to see from Nutanix through 2018? >> Yeah, you know the first thing is that the dialogue, the narrative for the company, that we're going out with we've moved to be a software only company and I think our customers tell us and I heard this from one of our largest retail industry customers just a few weeks ago, by moving to a software only model, it's given them freedom to take advantage of Nutanix, regardless of their hardware platforms. And like you said we've never been a hardware company, it's all been about software value and what you're going to see from us is a new narrative. An expansion of the branded Nutanix talking about the freedom we give for customers to build the data center they've always wanted to build. Freedom to run their application or the workload that they've wanted to run, where they choose to run it based on that insight I talked about. And in another realm, the freedom to play. Freedom to get their weekends back. A lot of our value proposition is because of all the complexity we've taken out of the equation, is that we give our customers their weekends back. This is a story that our DotNext attendees, I think, know better than other but we want to spread the word and so part of that is harnessing that freedom concept to build, to run, to play to invent and tell the world. And DotNext, whether is be in New Orleans, which I think is going to be a blast. When we take it to Europe, London and we do this all around the world, to me that's kind of ground zero for that story. For the community of what we've built together with our customers and partners and that what we take out to the world. >> Alright, well Ben Gibson, I'm glad we could introduce you to our community today because we're going to be seeing you at lots of other events, you and your team, of course, theCUBE will be at Nutanix, DotNext in New Orleans. Nutanix and you will be at Dell Technologies World in Las Vegas. Google Cloud Next happening this summer in San Fransisco. Lots of other shows so be sure to tune in to theCUBE.net, get the list of all the upcoming shows, Ben, Nutanix and of course lots of the Cloud and infrastructure ecosystem. Check it all out. I'm Stu Miniman and thanks for watching theCUBE. (uplifting music)

>> Hi, I'm Peter Buris of Wikibon, and this week, we're going to be running a very special teleconference on true private cloud. The Technology Foundation for Enterprise Cloud Strategies. We're going to conduct the teleconference on Thursday, the 12th of October, at 2 p.m. Eastern Daylight, and 11 a.m. Pacific Daylight. What we're going to do is reveal some new research that we've been doing that supports this whole notion that increasingly, the marketplace is going to adopt what we call true private cloud technologies. These are technologies that are intended to provide the cloud experience wherever the data demands, including on presence, including at the edge, and will be easily integratable with the public cloud. Now, when we talk about new research, we're not just talking about the numbers that we've been put forward over the last couple of years. We're actually talking about new and interesting things. So, for example, one of the key things we're going to look at is what's going on in the world of backup and restore. How are we going to handle this need to manage large amounts of data. Dave Vellante, tell us a little about that. >> Dave: Yeah, so one of the things most I'm excited about, Peter, is working with our community, trying to help them understand how this cloud model is evolving, in SAS, obviously driven by applications, public infrastructure is a service in what we call true private cloud, bringing the cloud model to your data on prem, and one of the areas we're looking at is new data protection models. How do you protect data across multiclouds? Are there ways to get more leverage out of that data beyond just insurance and backup? Are there ways to help with governance and data analytics and other dealings with security threats? We see data protection as one of these key binding technologies that are going to bring together cross cloud disciplines. >> When we think about cross cloud disciplines, you always end up thinking about what are developers going to do, and Stu, we've been pretty hard at work at thinking about the impact of hybrid cloud, and some of the new models of development as we go to a more distributed, more multi-ownership orientation of some of these assets. Any quick observations on what we're going to see next week? >> Stu: Yeah, absolutely, Peter. The whole premise that we've talked about with true private cloud is people love the operating model of the public cloud, and nobody more than developers. The developers have been sitting up, building shipping code in the public cloud, so how can I get that same experience really wherever I'm going to live? So whether that be my data center, the public cloud, or even going to edge configurations now, all the kind of latest and greatest stuff like containers and Kubernetes and serverless is not going to all live in one place, so how does this span this hybrid multicloud world? It's super important to focus always on that application and that developer experience because without that, you're going to fail with really moving to this modern type of architecture. >> Now, as we think about the need for data protection, we think about the need for application development creating value out of this that has significant impacts ultimately on IT operations management. We're also going to be spending some time talking about how new technologies are being bought into the whole IT operations management sphere, machine learning, deep learning, cognitive, et cetera, to dramatically improve the productivity of managing all of these new more complex applications and distributive resources. So, that's going to be a crucial feature of what we'll be talking about at the teleconference, but David Floyer, we're also going to be talking about the impact of this trend on future systems design. We call it unigrid. What are we going to tell people? >> Well, one of the most exciting things is the new technologies that are coming in to the architecture, fundamental architecture of systems. Essentially, storage and networking are combining together to allow an any to any connection between lots and lots of nodes, not just the 16 or 32, up to thousands of nodes, to be able to access that data from any node, and do it at very, very low latencies, indeed. And the exciting thing that this is about is that this is the holy grail of what systems have been trying to do for many, many years. What the want to do is combine systems of record, which are database-heavy type applications, with systems of intelligence, AI systems, other systems of that sort, which can come in and add additional value. What is happening in this architecture is that you can get hundreds or thousands of times more data per unit of work, per transaction or whatever, and this is really, really exciting because we can, for the first time, do real time analytics at the same time, and into the same systems of the current systems, of systems of record. >> As we're writing transactions. >> David: As we're writing transactions. >> So this is unigrid. We think it's going to be a major feature of the industry, and have an enormous impact ultimately on how we think about designing this next wave of applications. All right. So, on Thursday, October 12th, special Wikibon teleconference. The Technology Foundation for Enterprise Hybrid Cloud Strategies. Two o'clock Eastern. 11 o'clock Pacific. The key Wikibon team coming together to talk about from the business objectives through software, data protection, systems management, and all the way out to future systems designs. Please join us. We hope to see you there.

(upbeat electronic music) >> Announcer: Live from Las Vegas. It's theCUBE. Covering VMworld 2017. Brought to you by VMware and it's ecosystem partners. >> Welcome back. We're live here in Las Vegas from VMworld 2017, it's theCUBE's coverage three days wall to wall. On our third day, I'm John Furrier and Dave Vellante. Next guest Pai, who's the Vice President of Alliances and Business Development at Nutanix. Welcome to theCUBE. >> Thank you very much, happy to be here. >> We cover you user conference, but we're here at VMworld, which is VM ware's conference. >> Yes. >> You guys have a relationship, this is multiple years here. Just give a history, you guys are now a public company, congratulations. >> Thank you very much. >> You're doing well. Almost a year now. >> Tell us about the history with VMware and VMworld. >> Absolutely. I think our company was built on the fact that virtualization is going to be the future of the data center. Right? And if you look at the evolution over the last few years, that's been validated. We've been a partner with VMware since almost the inception of the company when we came out in 2010 2011. And in 2011, and we've now been in, this is our the seventh year. And we continue to see great momentum with our customers, and our partners, for that matter. As the seventh year, we are very much aligned with how the world is going. You know, hybrid cloud, in our multi-cloud world, and if you look at what we've done with our platform be it hyper-converge or the evolution of where that's going on with our role as Enterprise Cloud OS, we see a lot of synergy in terms of how VMware's approach to a software designed data center. And where we see the world going, "Hey everything needs "to be software defined. "And the architecture that's underneath that, needs to be invisible to customers. I think that's aligning very well, so it's happy to be here and our customers are very happy to see us here, and see both of us working closer together. >> And it's certainly been interesting to see the evolution of the partnership with VMware. When you guys first came out, I was like, "Wow "hot new company, come on in, infrastructure company." And then people realized, "Wow, this hyper-converged infrastructure thing, is really hot. "We should be doing that too." We remember we had Dheeraj on, right after there was a VxRack announcement, and he was welcoming it in, validation of course. First of all it's true, and that's what any smart CEO would say. But then it got very interesting when you guys announced Acropolis. And when everyone was pivoting to hyper-converge, you were pivoting to cloud. So what's behind that trend? How is that going? What are customers telling you? >> Sure. It's a great analogy of how we see the world. If you look how Nutanix germinated early in 2009, there where a couple of key trends in the market. When a public cloud was trying to become a very, very strong direction of where our customers wanted to go. Right? And if you look at what that direction meant, it was simplicity, so I can transmit through a single API, I can make infrastructure invisible, so I can therefore focus on the business and the business application that drives my business. And that's been the direction that we've taken. How do you make things simple for customers? And hyper-converge is an element of driving that simplicity. At an infrastructure level, we would drive that simplicity. And we've taken that theme and driven that all the way though, where we believe that, if you look at our fundamental team, as a Company (mumbles) cloud OS. Which is customers like cloud, but at the same time the direction they want to go is, "Take my applications, "Take it off premise in to a public cloud, "but the benefits of what public clouds mean. "I want it in my data center. "I can start small, grow at my space, have everything "simple to deploy." And that's been the direction we have continued to focus on. And that directionally has provided the true north of how we build our operating system stack. >> So on the customers side, I want to get your take on somethings. You guys have been very customer focused. First of all, you've been great technology, had a unique thing that no one saw, by the way. When we first interviewed Dheeraj, we're like, "This is going to be big." And just like my conversation with Andy Jassy at Amazon, the big winners are the ones who are misunderstood at the beginning. And then it becomes clear, "Why didn't we think of that?" Well, he did all the work. But you guys have to be customer focused. >> Absolutely. The success of VMware the success of Amazon, the success of you guys is to be customer focused. So I've got to ask you. "What are the VMware customers asking you, Nutanix, "to do for them?" What are some of the use cases? Where are you winning? And what does it mean for their customers? >> That's a great question. I think for us, the fundamental driver, what we try to do for customers, is, "How do we make things simple for them?" By simplicity, if you look at what we do is, for example, I'll give a simple analogy. One of the ways that we help our customers simplify infrastructure deployment, is make it a simple upgrade. So we have this concept of one-click upgrade. So what does that mean? What that means is, if a customers has an ESX running at say five dot five, and wants to move to six dot zero, the ability for them therefore to do that non destructively, so with a one click upgrade at a 3:00 p.m on a Wednesday afternoon, they can now upgrade the infrastructure. It upgrades the hypervisor, upgrades our software stack, upgrades the flash drives inside the system, and that ability to simplify a deployment of a VMware infrastructure becomes very easy for them. When they're running Vserv, they say we can more enable them at stacks. That ability to therefore make that simpler is a direction we want to make. Make go. So how do you make things simpler when they're running VMware environment? How do you make it simple to deploy in the EC application? Which is why, if a customer is running Horizon View and they want to deploy Nutanix, our deploy hyper-converge, we make it extremely simple to do that. So you can start small and still go from 300 to 3,000 to 30,000 with just a plug and play architecture, and the one click upgrade of the software stack that sits on top of the infrastructure. So that is simplicity we want to bring to our customers. >> So Pai, we had an interesting, Stu and I, John, we were at Dot Next, interesting conversation with Sunil Polepalli. >> Yeah. >> He had said at the time ... go back. You guys were doing really well and you could've exited the market, he said. We chose not to. We said, "Let's roll the dice and really go for it." That puts pressure on you and your colleagues, you in particular, as a business development executive For TAM expansion, of course the CEO as well. Very important that you now, if you're really going to go for the next level, you got to expand your TAM. And that took several forms. There was the Acropolis piece that got you into the cloud and multi-cloud business, that's clear. There were also an increased number of partnerships. Obviously the Dell partnership, Lenovo partnership, IBM with Picciano's group, very strategic relationships. And then of course, other go to market activities. >> Absolutely. >> I wonder if you could talk about that TAM expansion strategy as an individual who is at the heart of that. And take us through that and the process. >> Sure. Nobody can do this alone nowadays. It's a league of nations methodology, you have to leave in a cooperative world. You have to find a way to grow your market in a way that you can't do it alone. And we recognized that early on. And Deeraj, with the way he's built the business, it's about you can't do it alone. We were a small company back in 2010,. Yeah, we have the vision, but how do you execute in a way that we can take that vision, deliver it to thousands and thousands of customers. We have a multi-faceted go to market strategy, if you want to call it that. We depend very heavily on our partners to make us successful. Be that channel partners that have built up business on Nutanix. Be that the Sirius's of the four sides of the world, or companies like that. Be that as a segment, a part of our OEM strategy. When you have a software that simplifies customer's lives, you want to get it to them as quickly as possible. And I think Dell was early on in seeing that vision and saying, "Okay, I want to bring "that value to the customers." And Dell and Lenovo jumped on early on. Dell about four years ago almost, I'm thinking about how long it's been. And Lenovo a couple of years ago. And really, it allows us to reach a larger swath of customers globally much earlier. And give them the technology allowing them to differentiate themselves over the other, who receives as them, so that they're competitors. It gives them that differentiating factor. So it's a marriage of equals from a technology perspective and from a distribution perspective. If you look at what we did in terms of our technology partnership ecosystem, customers recognize that we're not the only game in town. They want us to partner with their strategic vendors and technology partners. So we built a very strong technology ecosystem. I think a couple of months you interviewed Laura Padilla on my team, on what the technology of the ecosystem does for our customers. Every customer conversation is less about, "Gee, "I like Nutanix, and here's what I want you to do more of." Which is obviously what they would love to do, but at the same time they respect what we do with VMware. Well what are we doing with >> It's a multi vendor world. No one company will dominate anymore. >> Correct. Correct. Exactly. >> Tell of the channel how you guys distribute, you rely on partners. >> Absolutely. >> On the sales side, is it direct? Indirect? What's the mix of business? >> So we don't sell direct. We only go through our channel partners. We have a strong channel partner ecosystem. >> So no direct sales. No one takes orders direct. >> No. Our sales guys work very closely with the channel partners, and they work very closely both with OEM's, and our channel partners. And both of them, for all of our OEM partners, they need to work with us when they're engage us in to a customer conversation, so that they can provide the best solution possible. So they don't go in rogue and say, "Here's Nutanix." And that creates conflict with the customer. >> This channel conflict is a disaster. >> Absolutely. So we maintain that >> How about professional services? Do you push that out to the partners as well? >> As much as possible. We have our own. So we have a services arm. Because at the same time, customers say, "Look. If I've got "Nutanix who's the best leader in understanding what "a technology is." We also have a services arm that allows us to lead with our conversation, but we train our channel partners with that same enablement technology. Saying, "You know what? "We can do it on our own, but we want you to lead that charge." As you know, channel partners lead a lot on services to drive their revenue. So it's not just about product and market, more it's about services, revenue; they can drive it at annuity level. We try the balancing act where we can lead the charge in technology for our customers, but at the same time lean on our channel partners to take that burden on, and therefore drive value for them as well. >> So while it's a multi vendor world, we certainly recognize that, again I come back to the decision that you guys made to be a leader. We sort of had a similar conversation with Robin Matlock, if you look at VMware, they want to be a leader. You have a particular opinion and point of view in the marketplace. And you're putting that forth. You really want to be the center point of management for multi clouds, from a data management perspective. >> Yes. >> And you're certainly growing from the point of your core customer base. That's a big ambition. >> It is a big ambition. >> Maybe we can talk about that a little bit. >> Absolutely. Our ambition is, if you look at the public cloud, you know five seven years ago, you just brought it up earlier. The ambition is very aggressive. And similarly, if you look at our ambition, we believe that methodology of making things simple for our customers. That does not stop at the hyper-converged world. It starts bleeding in to all the things that make operational complexity a burden for our customers, so they can focus on the business. When you start beating in to what that means, it means addressing some of the layers that make things complex for customers. So if you take your smart phone, all these hundreds of applications you may load on, those are all individual components that make your life easier. But how you bring that simplicity where you one click and you do things. So that's the germination of our methodology of the public cloud is transacted through a single API, but in the world of enterprise, you have hundreds of different vendors that need to work together to deliver the single API. Some of the new technologies we've learned, some of the new products we've launched, Is to bring that simplicity back into light. Be it on an application level. Be at an orchestration level. Or be it an infrastructure level. All those elements need to work together, through a single API for example, to make that simple. So customer's can't say, "I've got Nutanix, but Nutanix "is not the only infrastructure I have. Nutanix "is not just only ... "VMware is not the only hypervisor, I have." So how do I now bring that bridge together, so back to the multi vendor world, I can transact through Dell but I want to buy VMware, but run it on Nutanix, and use this orchestration layer, and go to the public cloud in a hybrid cloud world. And I've offices on oil rigs that need to be treated the same level as someone sitting in a data center. It's a complex world and you need to bring and have an opinionated design at some level, to bring that simplicity in and then diverge outside from that through an API based approach, to say, "You know what? We're not the only game in town." It needs to make sure that other companies can inter-operate, but make thing simple when you are in an opinionated world. >> And let the customer decide. Bringing your simplicity mantra to that world and say, "We think we're the best, here's why, "try it and see for yourself." >> Exactly. Right. So if you look at the new world, the new inner tagline is (mumbles) one OS, one click. That one click drives a lot of our methodology, making things simple. And one OS drives the ability for us to make that simple across the infrastructure stack, which bleeds from the public cloud approach, of what people are starting to like. >> Well Pai, thanks so much for coming on theCUBE, appreciate the insight. >> Thank you very much. >> Great conversation with the time we got. >> It's great to see you again. Of course Nutanix, there's a lot of coverage on SiliconANGLE dot com, and Wikibon dot com, on YouTube a lot of great content from the next conference. >> Big plug for your show in Nice this fall. >> Yes. >> You guys will have the international conference >> Thank you for bringing that up. DotNext Nice. It's our second year in Europe and our third conference. It's in Nice, November 6th through the 9th, we look forward to having all of our customers there, and learn more about Nutanix and where we're going. >> And Stu will be there to cover it. >> Yes. >> And you guys just a plug on for that. You guys do a good job, great content, and nice digs. You always have it in a great place. >> Thank you. Thank you very much. >> Customer or want to be a customer they have a good deal going on there. We're out of time. Thanks, Pai, for coming on. >> Thank you for being part of that journey, as well. >> That's theCUBE coverage of VMworld 2017. Nutanix, a great pioneer in the space, under the great entrepreneurial leader, Dheeraj Pandey. More CUBE coverage, after this short break. >> Thank you very much. (upbeat electronic music)

(click and snap) >> Hi, I'm Stu Miniman with theCUBE, and we're here at the Winslow Technology Group Dell EMC User Group here in Boston in the shadows of Fenway Park. Happy to have with me Mike Franco, who's the principal solutions architect with Virtustream. Mike, thanks so much for joining us. >> Thank you Stu. Thanks for having me, and this is a terrific event. It really is. I mean to be here with one of our first channel partners, and by that I mean Winslow Group has been part of Dell for many, many years. They now sell the whole Dell EMC platform with the acquisition last year. And Virtusteam, we opened up a channel partnership just a few months ago, and they were one of the first to join. And here I am in front of hundreds of clients. This is a great opportunity. >> All right, that's great. So we've talked to Scott Winslow, his organization, some of the partners. So, I understand a lot about the Dell relationship. How WTG has been kind of expanding into cloud. Virtustream. Tell us why there's a channel partner now. What that means, and what you look to for somebody like Winslow Group. >> Well, Winslow Group opens up a lot of clients for us, okay? And we need to sell through those partners. Most of these clients are running operations, maybe in the small midsize business, which are really perfect candidates for what we do. Virtustream provides a managed cloud. So unlike the Amazons, the Googles, and the Azures which are great solutions, we're finding clients and saying, "Hey, that was good." But as we start moving to these mission critical applications. The applications that are running my business. We need a managed service. We need performance. We need IO type of critical workloads to be run in a more secure and performance- laden type of cloud. >> Yeah, Jeremy Burton gave the opening remarks. The CMO of Dell. The Dell family really has a large portfolio. I look at kind of the hybrid and multi-cloud world these days, and from a Dell standpoint, you know, VMware has a number of solutions, including VMware on AWS. Dell was working with Microsoft on the Azure (mumbles) solutions. How does Virtustream fit into the overall portfolio? How do you help position, you know, where that fits, okay? Get the mind share and (stutters) the users? >> Great question. I mean, back in May, we announced a connection, okay? So our Cloud Connect, which is vRealized into our stream based clouds. Extreme is our cloud management platform, and a technology that we use to run our off prem clouds. So clients now have the capability through vRealize automation to recognize our cloud into revision, and to modify and manage their workloads through that. We also announced in May, a partnership with our sister company Pivotal. Okay, on their Cloud Foundry. So we now have in Virtustream Enterprise Cloud, the capability to run Cloud Foundry in a managed fashion. Okay, again, Cloud Foundry is a technology that a lot of developers will be using to build applications, but it also runs those applications. And now that those applications are becoming stateful and a critical part of their business, they're looking to somebody to manage that. And now we have the capability. And then we talk about the rest of the EMC portfolio, where Native Hybrid Cloud is a package solution that's built on vRacks or vRails, right? Dell's converged black forms with the Native Hybrid Cloud or Pivotal Cloud Foundry, lay it right on top of it with the tools to be able to manage it. That's sold directly to a client, and we have the capability as Virtustream to manage those. So now the client can have these on-client premise solutions, as well as being able to tether back to our enterprise cloud. Our Virtustream Enterprise Cloud. >> Yep. Mike, we saw in the storage industry, there's lots of different solutions, because there's lots of different needs. I find there is no typical cloud strategy when it comes to most companies. But when you're talking to users, whether it be at this event or you know, out talking to customers, you know, why are they coming to Virtustream? What are the big questions they're asking you? What are the challenges that they see, and how do you help them? >> So, I see most of the time they come to us is because at these types of events, they are clients that are delighted with Dell EMC technologies, right? Dell EMC is a leader in almost every product that they sell, okay? And not only that, but the customer satisfaction, the client care service that Dell EMC provides is second to none. We're an extension of that, okay? We have the ability to manage either on prem, or of prem, and that gray area in between in helping them enable to get to the cloud. So, it really has opened up a lot of doors for Virtustream, and yes the solutions are endless. But we had the capability to manage that for them on their prem, and we've been very successful doing it. >> Great. Mike, we know SAP was one of those solutions that really Virtustream made its name on. Well, I know you continued to work on that. Can you give us, you mentioned Cloud Foundry. What are some of the applications? What are some of the big use cases that your customers are having success with? >> So in June we announced the Virtustream Healthcare Cloud. Okay, so what is that? That's our enterprise cloud, now tailored specifically for the healthcare compliance. So it's HIPAA compliant. And also, we're managing some of the more critical applications. The healthcare environment is not cloud native, okay? It's still based on the platform too, right? They virtualized the client server, the three-tiered architecture database, web and app server type of environments that the systems have reckoned, okay? We're expanding into electronic medical records, EMRs, critical client patient care, some analytics for medication. So we're moving into those other areas that's complimenting the SAP work that we're doing. >> Okay, well Mike, appreciate you giving us the updates on Virtustream. Thanks so much for joining us here at the Winslow Technology Group Dell EMC User Conference. (click and snap)

>> Narrator: Live from San Francisco it's The Cube. Covering Devnet Create 2017. Brought to you by Cisco. >> Welcome back everyone. Live in San Francisco this is The Cube's exclusive coverage of Cisco Systems inaugural DevNet Create event an augmentation, extension and build upon their successful three year old DevNet Developer Program. Our next guest is Amanda Whaley who's the director of development experience at Cisco DevNet. Congratulations Amanda on one DevNet being successful for three years and now your foray into DevNet Create which is some call it the hoodie crowd, the cloud native developers, open source, completely different animal but important. >> Yes. >> From DevNet. >> Absolutely so the hoodie crowd is more my tribe that's my background is from software development and I came to Cisco because I was intrigued when they reached out and said we want to start a developer community, we want to start a developer program. I talked to Suzie Wee for a long time about it and what was interesting to me was there were new problems to solve in developer experience. So we know how to do rest APIs, there's a lot of best practices around how you make those easy for developers to use. How you make very consumable and developer friendly and there's a lot of work to do there but we do know how to do that. When you start adding in hardware so IOT, network devices, infrastructure, collaboration, video, there's a lot of new interesting developer experience problems to solve. So I was really intrigued to join Cisco bringing my software developer background and coming from more the web and startup world, coming into Cisco and trying to tackle what's this new connection of hardware plus software and how do we do the right developer experience around... >> Okay so I have to ask you what was your story, take us through the day in the life as you enter in to Cisco, you have Suzie wooed you in you got into the tractor beam 'cause she's brilliant she's awesome and then you go woah I'm in Cisco. >> Amanda: Yeah! >> You're looking around what was the reaction? >> So what was interesting was so DevNet started three years ago at Cisco live we had our first DevNet developer zone within Cisco Live. That was actually my first day at Cisco so my first day at Cisco. >> Peter: Baptism by fire. >> Yes absolutely and so that was my first day at Cisco and Suzie talked to me and she said hey there's a lot of network engineers that want to learn how to code and they want to learn about rest APIs. Could you do like a coding 101 and start to teach them about that so literally my first day at Cisco I was teaching this class on what's a rest API, how do you make the call, how do you learn about that and then how do you write some Python to do that? And I thought is anyone interested in this that's here? And I had this room packed with network engineers which I at that time I mean I knew some networking but definitely nothing compared to the CCIEs that were in the audience. >> John: Hardcore plumber networking guys. >> Yeah very very yeah. And so I taught the course and it just like caught on like wildfire they were so excited about because they saw this is actually pretty accessible and easy to do and one thing that stood out was we made our first rest call from Python and instead of getting your twitter followers or something like that it retrieved a list of network devices. You got IP addresses back and so it related to their world and so I think it was very fortunate that I had that on my first day 'cause I had an instant connection to what that community... >> They're like who is she's awesome come on! >> Co-Ost: Gimme that code! >> You're like ready to go for a walk around the block now come on kindergartners come on out. No but these network guys they're smart >> Really smart. so they can learn I mean it's not like they're wet behind the ears in terms smarts it's just new language for them. >> And that was the point of the class was like you guys are super smart you know all of this you just need some help getting tarted on this tooling. And so many of them I keep up with them on Twitter and other places and they have taken it so far beyond and they just needed that start and they were off to the races. So that's been really interesting and then the other piece of it has been working in our more app developer technologies as developer experience for DevNet I get to work across collaboration, IOT, Networking, data center like the whole spectrum of Cisco technologies. So on the other side in application we have Cisco Spark they have javascript SDKs and it's very developer friendly and so that is kind of going back to my developer tribe and bringing them in and saying to you want to sell to the enterprise, do you want to work with the enterprise, Cisco's got a lot to offer and there's a lot of interesting things to do there. >> Yeah a lot of them have Cisco networks and gear all around the place so it's important. Now talk about machine learning and AI the hottest trend on the planet right now in your tribe and in developer tribe a lot of machine learning going on and machine learning's been around data center, networking guys it's not new to them either so that's an interesting convergence point. IOT as a network device. >> Amanda: Right right. >> So you got IOT you got AI and machine learning booming, this seems like it's a perfect storm for the melting pot of... >> It really is so today in my keynote I talked a little bit about first of all why have I always liked working with the APIs and doing these integrations and I've always thought that it's what I like about it is the possibility you have a defined set of tools or Legos and then you can build them into whatever interesting thing you want to and I would say right now developers have a really interesting set of Legos, a new set of Legos because with sensors, whether that's an IOT sensor or a phone or a video camera or a piece of a switch in your data center a lot of those you can get information from them. So whatever kind of sensor it is plus easy connectivity and kind of connectivity everywhere plus could computing plus data equals like magic because now you can do now machine learning finally has enough data to do the real thing. My original background was chemical engineering and I actually did predictive model control and we did machine learning on it but we didn't have quite enough data. We couldn't store quite enough of it, we didn't have enough connectivity we couldn't really get there. And now it's like all of my grad school dreams are coming true and you can do all these amazing things that seemed possible then and so I think that's what DevNet Create has been about to me is getting the infrastructure, the engineers, the app developers together with the machine learning community and saying like now's the time there's a lot of interesting things we can build. >> And magic can come out of that. >> Magic yeah right! >> And you think about it that's chemical reaction. The chemistry of bringing multiple things together and there's experimentation sometimes it might blow up. >> Amanda: Hopefully not! >> Innovation you know has is about experimentation and Andy Jassy at Amazon web services I mean I've talked to him multiple times and him and Jeff Bezos consistently talk about do experiments try things and I think that is the ethos. >> It is and that is particularly our ethos in DevNet in fact in DevNet Create an experiment right a new conference let's get people together and start this conversation and see how it comes together. >> What's your reaction to the show here? The vibe your feeling? Feedback your getting? Observations. >> I'm so happy it's been great. I had someone tell mt today that this was the most welcome they had felt at any developer conference that they'd been to and I took that as a huge complement that they felt very comfortable, they liked the conversations they were having they were learning lots of new information so I think that's been good and then I think exactly that mix of infrastructure plus app developer that we were trying to put together is absolutely happening. I see it in the sessions I see it in the birds of a feather and there's a lot of good conversations happening around that. >> Question for you that we get all the time and it comes up on crowd chat I'd like to ask you the question just get your reaction to is what misperception of devops is out there that you would like to correct? If there could be one and you say you know it's not that what's your... >> The one that seems the most prevalent to me and I think it's starting to get some attention but it's still out there is that devops is just about about the tools. Like just pick the right devops tools. Docker docker docker or use puppet and chef and you're good you're devopsing and it's like that is not the case right? It's really a lot more about the culture and the way the teams work together so if there was anything I could, and the people right, so it's flipping the emphasis from what's the devops tool that you're using to how are you building the right culture and structure of people? That's the one I would correct. >> Suzie was on yesterday and Peter and Suzie had a little bit of a bonding moment because they recognize each other from previous lives HP and his old job and it brought up a conversation around what Peter also did at his old job at Metagroup where he talked about this notion of an infrastructure engineer and what's interesting. >> Peter: Infrastructure developer. >> I mean infrastructure developer sorry. That was normally like a network engineer. So the network engineer's now on the engineering side meeting with developers almost like there seems I can't put my finger on it just like I can feel it my knee weather patterns coming over that a new developer is emerging. And we've talked a little bit about it last night about this what is a full stack developer it doesn't stop at the database it can go all the way down to the network so you're starting to see the view a little bit of a new kind of developer. Kind of like when data science emerged from not being an analyst but to being an algorithms specialist meets data person. >> Right I think it's interesting and this shows up in a lot of different places. When I think about devops I think about this spectrum of the teams working and there's the infrastructure teams who are working on the most deepest layer of the infrastructure and you kind of build up through there into the Devops teams into the app dev teams into maybe even something sort of above the app dev team which would be like a low code solution where you're just using something like build.io or something like that. Something that we wouldn't normally think of as developers right. So that spectrum is broadening on both ends and people are moving down the stack and moving up the stack. The network engineers one of the things in DevNet we're working on is what we call the evolution of the network engineer and where is that going and network engineers have had to learn new technology before and now there's just a new set which includes automation and APIs and configuration management, infrastructures, code and so they're moving up the stack. And then developers are also starting to think I really want my application to run well on the network because if no one can use it then my application's not doing anything and so things like the optimized for business that we have with Apple where a developer can go in through an SDK and say I want to set these QOS settings so that my app gets treatment like that's a way that they're converging and I think that's really interesting. >> Peter: So one of the things that we've been working on at Wikibon I want to test this assumption by we've talked a little bit about it is the idea of a data zone. Where just as we use a security zone as a concept where everything that's in that zone and it's both the technologies there's governmental there's other types of, has this seized security characteristics and if it's going to be part of that conglomeration it must have these security characteristics. And we're no thinking you could do the same thing with data. Where you start saying so for example we talked earlier about the idea that the network is what connects places together and that developers think in terms of the places things are like the internet of things. I'm wondering if it's time for us to think in terms of the network in time or the network is time and not think in terms of where something is but think in terms of when it is. And whether or not that's going to become a very powerful way of helping developers think about the role that the network's going to play is the data available now because I have an event that I have to support now and it seems as though that could be one of those things that snaps this group, these two communities together to think it's in time that you're trying to make things happen and the network has to be able to present things in time and you have to be cognisant of in time. It's one of the reasons for example why restful is not the only way to do things. >> Right exactly. >> IOT thinks in time what do you think about that? >> Yeah I think that's really interesting and actually that's something we're diving in with our community on is so you've been a developer you've worked with rest services and now you're doing IOT well you need to learn a lot of new protocols and how to do things more in real time and that's a skill set that some developers maybe don't have they're interested in learning so we're looking at how do we help people along that way. >> John: Well data in motion is a big topic. >> Exactly yeah absolutely. And so I think and then the network, thinking about from a network provider like I need this data here at this time is very interesting concept and that starts to speak to what can be done at the edge which is obviously like an interesting concept for us. >> But also the role the network's going to play in terms of predicatively anticipating where stuff is and when it needs to be there. >> Yeah yeah I think that's a really interesting space. >> But it's programmable if you think about what' Cisco's always been good at and most network and ops guys is they've been good at policy based stuff and they really they know what events are they have network events right things happen all the time. Network management software principles have always been grounded in software so now how do you take that to bridging against hat's why I see a convergence. >> Amanda: We should have a conference around that. >> It's called DevNet Create. Okay so final question for you as you guys have done this how's your team doing with the talks was one going on behind us is a birds of a feather IOT session you've got a hack-a-thon over here. Pretty cool by design that we heard yesterday that it's not 90% Cisco it's 90% community 10% Cisco so this is not a Cisco coming in and saying hey we're in cloud native get used to us we're here you know. >> Absolutely not so it's I'm really proud of how my team came together around that so I have our team of developer evangelists who we connect with the developer community and we really look at our job as this full circle of we get materials out and learning and get people excited about using Cisco APIs and we also bring information back about like here's what customers think about using it, here's what the community's doing all of that. So when we started DevNet Create we set the stake in the ground of we want this to be way more community content than our content we produce ourselves. And so the evangelists did a great job of reaching out into communities, connecting with speakers, finding the content that we wanted to highlight to this audience and bringing it in so that the talks have been fabulous, the workshops have been a huge hit it's like standing room only in there and people getting a seat and not wanting to leave because they want to keep their seat and so they'll stay for four workshops in a row you know it's been amazing. >> I think it's great it's exciting for me to watch 'cause I know the developer goodness is happening. People are donating soft we see Google donating a lot of open source even Amazon on the machine learning you guys have a lot of people that open source but I got to ask you know within Cisco and it's ecosystem of a company we see a lot or Cisco on our Cube events that we go to. We go to 100 events last year we've been to 150 this year. We saw Dehli and Ciro we saw some Cisco folks there. Sapphire there's a deal with Century Link and Honna Cloud, Enterprise Cloud so there's Cisco everywhere. There's relationships that Cisco has, how are you looking at taking DevNet Create or are you going to stay a little bit decoupled, be more startup like and kind of figure that scene out or is that on the radar yet? >> So I think we know with starting DevNet Create for this first year what we really want to do is get foundation out there, stake in the ground, get a community started and get this conversation started. And we're really looking to in the iterative experimental way look at what comes out of this year and where the community really wants to take it. So I think we'll be figuring that out. >> John: So see what grows out of it. It's a thousand flowers kind of thing. >> Yeah and I think that it will be, we will always have the intention of keeping that we want to keep the mix of audience of infrastructure and app and we'll see how that grows so... >> Well Amanda congratulations to you, Rick and Suzie and the teams. I'd like to get some of those experts on the Cube interviews as soon as possible. >> Absolutely! >> And some crowd chats. You guys did an amazing IOT crowd chat. I'll share that out to the hashtag. >> That was really fun. >> Very collaborative you guys are a lot of experts and Cisco's got a lot of experts in hiding behind the curtain there you're bringing them out in public here. >> That's right. >> Congratulations. >> Thank you very much. >> We're here live with special inaugural coverage of DevNet Create, Cisco's new event. Cloud native, open source, all about the community. Like The Cube we care about that and we'll bring you more live coverage after this short break. >> Hi I'm April Mitchell and I'm the Senior director of Strategy and Planning for Cisco.

(lively electronic music) >> Announcer: It's The Cube! Covering Sapphire Now 2017. Brought to you by SAP Cloud Platform and HANA Enterprise Cloud. >> Okay, welcome back, everyone, to our special Sapphire Now 2017 coverage from our studio, I want to thank SAP Cloud Platform and SAP Enterprise Cloud for sponsoring our three day coverage, to allow us to go and do some original content. Also, we have Google IO going on, some coverage there, we'll get some of those segments on also, other events going on all around tech. Wanted to bring in to this studio session for discussion is Bill Norton, a CUBE alumni, the chief scientist at Console Connect, also known as Dr. Peering, a real expert in networking, and how networks are built and how they run and the impact of how packets move around the network, and of course, networks are being abstracted away to software and of course, no better person to talk about software-defined networking, the changes in the network landscape, and more importantly, the security implications. Bill Norton, here inside our CUBE conversation, it's good to see you again. >> Great to see you, John. >> So, you've got a couple whitepapers, I wanted to call you on twofold. One: a lot of CIF going up the network, okay, as much as people are moving up the stack as fast as they can, the network still has got a lot of action going on. Software-defined, scaling issues, now security issues, still an important part, you've still got to move packet from point A to point B. Now things in the cloud have certainly escalated the conversation. >> Absolutely. >> John: Your thoughts. >> We're at a crossroads right now. We have two forces that are colliding. The first is increased dependence on the cloud, as more companies are using cloud for business-critical activities, as in, you can't take orders if you can't access your Salesforce.com service, or maybe you have cooperating colleagues in different parts of the planet, that are using a shared storage system, right, and they can't cooperate, they can't do their thing unless they can get access to that infrastructure, so there's great dependence on these cloud-based applications, which is clashing with the continued vulnerabilities of the public internet. >> So the internet's at stress, it's like changing the airplane engine out at 35,000 feet. A lot of stuff's going on. What's the bottom line? What are the core issues right now that people are facing? Is it just availability, or is it just bad packet movement, bad network design? What's the core issue right now facing the stress on the internet? >> You know, it's funny, I work with customers all the time, in my daily job, and the number one reason that they come to Console Connect is for security reasons. It's so funny that every single time it's security reasons. They want to be directly connected to those business-critical or mission-critical applications, and the reason is clear: if you're directly connected, the shortest path between two points is a straight line, right, so you get better performance and better reliability. >> Unless the backhoe hits the link and then you're dead, anyway, that's physical connection. So before we get further, I want you to take a minute to explain Console Connect, 'cause I just want to get that out of the way so we can set the context >> Sure >> for the conversation. >> What do you guys do? >> I know what you do, but share with the audience what you do. >> Yeah. Console Connect is a cloud interconnection company. We believe that what the internet needs is to have the ability to directly connect to mission-critical destinations, whether that be a storage service, or an infrastructure-as-a-service company, maybe it's a particular SaaS application. If you depend on it, if it's business-critical (and when I say business-critical, what I mean is, if it's down for a couple of hours and you can't access it, then your business is adversely impacted, so that's what I call business-critical.) If it's business-critical, you ought to be directly connected because you can mitigate against the concern of not being able to access that particular service. >> Alright, so now you have also two things that you've brought as props, whitepapers. >> (laughter) Yeah. >> Let me just see those for a second. >> What's the first one? >> This one is called 'Cloud Connections' and this is a paper I did when I started initially doing some research on how cloud systems work. This is a comparison between the interconnection regimes of AWS, Google Cloud and Azure, and what I found in the research is that these interconnection mechanisms are completely different from one another. It's so interesting that they not only chose different names for all of their services, but in the case of interconnection for direct connections, they also chose a different model for interconnecting. So for example, Amazon Web Services has what's called Direct Connect, and I talk about how that's set up, and both a single and a redundant path to access into your AWS resources. But if you look at Google Cloud's interconnection (they call it Google Cloud Interconnect) and that's really a peering with propagation, it's kind of like peering with somebody, while leaking those routes to the other sides. >> John: Yeah. >> So the Google Cloud Interconnect partner is the one who's propagating that, essentially P2P peering across the infrastructure. And Azure's completely different. Azure decided they wanted to have two bundles of three-tuple peering relationships. One for private resources you can't access over the internet, one for public, which you can access over the internet, and one for Microsoft services. So I laid all this out >> And they call that ExpressRoute connectivity provider? >> That's right. >> I think that's the word you used here. Alright, so let's bottom line, we now have four, well okay, three major horses on the track. Is there any other ones in the air? >> Oh yeah. >> Or shall we just look at the three ones you did? >> I chose those three because AWS, according to Gartner is, whatever, 14 times larger than the next 10 competitors combined, so that's an obvious one to put in there. But Google Cloud and Azure are making strong >> And they have good tech and they've just had their event, too. I did watch that network diagram, Amazon does share a lot. James Hamilton shared a lot of information at re:Invent. Look, he's so popular the phones are ringing. Do you want to grab that? >> No, that's okay (laughter) >> You sure? Is your wife calling? >> Probably, yeah (laughter) >> Alright, so bottom line here is with the horses on the track, three horses, Amazon, Google, Azure, who's better? >> You know, they're just different, they're just different. >> Come on, pick one. >> I think it's really >> Pick one, if you had to bet your life on one which would it be? >> It depends what resources do you need to get access to, it really does. >> Maslow's hierarchy of needs, go. Google, Amazon or Azure. >> I would observe this, I'll get in trouble for saying this but I would observe that AWS seems to appeal to the broad IT crowd. If you're an engineer, you're like me, you like to hack code, you might want to play around with the Google Cloud platform 'cause that's pretty neat. It was designed by engineers so you can see what their mindset was when they designed it. >> Yeah, and YouTube is not a small operation. >> Oh no, no, not at all. >> I mean it moves a lot of traffic. >> Yeah. >> So then, Google knows their traffic game. >> Oh yeah, and of course, massive scale for all these guys. But I also like Azure for .NET types of activities, and of course you can do any workload on any one of these. >> So what you're saying is, some run great on the dry days, some 1k and the horses run good on the rainy days, so different horses, different courses, strengths, >> Bill: Yeah. >> John: weaknesses. As Steve Awodney says, horses for courses. >> You know what the really interesting thing is, is when you can connect those together. We just announced over at the ITW conference our CloudNexus product that we couldn't be more excited about. >> Explain that, what does it do? >> Yeah, it's a mechanism for you to take your availability zones or your regions in one cloud and be able to send traffic through the CloudNexus to get access in to another cloud or another region or another availability zone, and do so without having to go all the way back to your corporate datacenter to exchange that traffic. >> Got it. So basically not a lot of latency. >> Not a lot of latency, it's going to be direct, it's not going to be intermixed with other traffic, it's a internet bypass just like our (mumbles) >> Okay, what's that other paper you have here, let's talk about that one. >> Yeah, just real quickly, this one's called 'The Emerging Private Internet'. >> Okay, how to build your own private business ecosystem for business-critical... and by the way you're the author of both of these, so I'm just going to hold it up there. True private cloud marketshare is going to be in the billions of dollars, Wikibon just put out a study on that. >> Yeah. >> So, hybrid and private clouds are still going to be there heavily with duty, so the notion of private is going to be around. >> Yeah. >> What's this paper find? >> This is a little bit different, this is in response to the denial attack of April 21st or 22nd, I forgot which it is. When that attack happened, that took down dozens of very popular websites that depended on that DNS service. >> Yeah. >> And talking with a lot of the folks that were affected, they recognize that in order to not have that problem happen in the future, they're going to have to have direct connections to those mission-critical destinations, so no matter what happens in the public internet, their critical interconnections and their critical data paths are still solid and robust. So this is the private side of the internet, where you tie down, you essentially lock in connectivity to those mission-critical destinations and the public site is still where you deliver your traffic out to all those who can really get access. >> After a while, yeah, access to all the routes that can be manipulated and or policy-based manipulation as well. >> Yeah, so this is a little bit of a trend now that we're seeing, as companies are migrating over to this new platform. >> I mean, it's like a whole new virtual roadway's got to be reconstructed. I'm a lot fascinated with what... you know, you like to geek out on wide area network stuff, in the past we have. But to me, I think that whole WAN, wide area network concepts from origination to final destination on the packets path is really complicated with cloud, and now we have multi-cloud. >> Bill: Yeah. >> How do you see the routes and the maps and all the naming, all the addressing evolving to support the capacity? >> It's an interesting question. I don't think my crystal ball is any better than yours is. >> John: Well you've got two good papers here. >> I do think we're migrating towards two halves of the internet, the public internet which everyone knows and loves, and gives you great connectivity globally, but that traffic that is attacking somebody else is traversing the same routers and links that your traffic depends on, so I think we're going to see >> I want a secure route that's highly patrolled, and without bad guys. >> And it's solid, and it's robust, the traffic is not intermingled with others, so your traffic is not impacted by the traffic of others. >> Console Connect is your company, had a couple name changes but you guys have grown really fast, you do have a great team by the way, but you're just going, doing your business and it's successful, I've got to ask you what's the main reason why people come to you guys besides your awesome technical knowledge and ability to write great whitepapers and be Dr. Peering, well-known in the industry. Seriously, why are people coming to you right now? Is it because of the alternative? What's the main reason? >> The main reason, as I said before, is security, the fact that any traffic that's being used to DDoS against somebody else is traversing the same routers and links that you depend on. So your traffic, fundamentally in the public internet, is intermingled with other people's traffic, and therefore your traffic can be impacted by other people's traffic. For the mission-critical traffic, you want to have that go across no intermingling elements, so you'd like to have that be directly connected. So security is the number one. Number two and number three kind of go back and forth, it's either better performance or better reliability depending on what issues that particular customer is facing. >> Alright, Bill Norton, chief scientist, Console Connect here inside theCUBE for special coverage of SAP Sapphire 2017. Thanks for watching and stay with us for more after the short break. 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