(corporate electronic xylophone jingle intro) >> Good afternoon everyone. Welcome back to theCUBE's live coverage of AWS re:Invent 22 from Vegas. We're at the Venetian Expo Hall with we're hearing, north of 50,000 people. I know we've been giving you different numbers but, that's kind of what we've settled on here. Hundreds of thousands are watching online. This is a huge event. People, John Furrier, Lisa Martin are ready to be back. >> Yes, it's really great show. A lot of change going on at Amazon. They're continuing the innovation, continuing to grow. The theme this year's data security and their partner ecosystem, which is continuing to grow. Their partners are filling the gaps on solutions and, it's just a whole another, I think, partner friendly cloud. This next gen wave that's coming, it's really next segment I think speaks to, I'm looking forward to this. >> It does. We're going to be digging into that partner network. We've got two guests. One of them's an alumni, Reza Honarmand SVP Global Cloud at TD SYNNEX. Great to have you back. >> Hello. >> Sergio Farache joins us as well, the Chief Strategy Officer at TD SYNNEX. Welcome to the program. >> Thank you. Thank you for having us. >> Great to be back in person, isn't it? >> Yeah, absolutely. It's a great experience. >> Amazing. The energy here has been hot at the highest levels since we came here Monday, Monday night, which is great. Sergio, I want to start with you. Last year when you guys were on the show, Tech Data. Tech Data has been around a long time. Now your TD SYNNEX. Talk a little bit about that. What's new, that transformation? >> Yeah, that is correct. It's great to be able now to present TD Synnex as a new merger between Tech Data and Synnex Corporation. Now, we are the largest distributor basically, across the world, with more than 62 billion dollar in a business. And, Amazon is obviously a strategic partner with a hyper growth and, we has been very focused to working with them to expand that partner ecosystem across solution ISVs and service providers. There has been very nice experience combine these two company and now have the reach and a scale that enable more than 140,000 partners across the world. >> Wow. >> And, the partner's message here is changing too. The new leader, Aruba is up on stage talking about this new partner paths. A lot of changes in a good way. They're bringing people together. What's your guys take and reaction to AWS's new posture towards partners? Obviously, the ecosystem we see going to be doubling and tripling we see in size and, also the value proposition is going to be stronger too and, more money making of course. But, the new Amazon's posture with partners. What's your reaction? >> We were at Aruba just an hour ago. Fantastic. If I look at the change from when we first got here a few years ago to now, it is beyond comparison. The realization is that technology and, especially what we work with Amazon is deflationary force and, we need scale to actually drive that across all of our partners to the customers. And, I can only see that accelerating now in terms of what Amazon is doing and actually with the channel and what Aruba is doing. I think this is exactly the right direction. >> John: What's your message? >> My message is, this is now channel. This is channel and this is serious. So, partners with Amazon equals growth. >> As we've seen so much transformation in the last couple of years, Sergio, with every business having to become digital to survive, right. And then, to eventually thrive and succeed and grow and the challenging economic times that we've had. What are some of the pivots that TD Synnex has made through your partner program to meet customer needs to accelerate their transformation? >> Yeah, as you said, has been a significant transformation. I think that in the past was clear what was a technology company and what an industrial company etcetera and, those frontiers are blending right now. Then, as a consequence we has been investing in several elements. One is to really increase the capability of the partner network in a way that they can on one side provide more solution-oriented activities to those customers to drive either growth or cost optimization. The other element has been verticalization meaning, know the industry where you are playing. We have been investing in the healthcare market, of course, as a consequence of all the demand that has been generating. But, at the same time and, we recently announced the competency in the government sector where we expand drastically our capabilities around specifically the federal and non federal business. But, not only in US but, across the world with those elements. Then, I would say that it's a combination of enhancing the skill, enhancing the knowledge on the industry, and finally provide the tools through our platform to enable the partner to operate in a digital way and enable the access of ISVs to the Iotly and serving the customers end to end. >> Is that the ISV experience project that I heard about, ISV experience with SaaS companies? Is that what you're referring to? >> Yeah, ISVs is one, ISV experience is one of the components that we use but, basically what we are trying to achieve with the ISV is helping in the journey of certification. Is how you transform either a partner that is born in the cloud or a partner that is still in the on-premise side. How you transition to the cloud and enabling how you reach to the end user in a more effective way and, how we expose 140,000 partner across the multiple geographies to help those ISVs to reach more customers. >> It's great distribute, it's great distribution. It's a business model innovation. >> Sorry? >> It's a business model innovation for these ISVs. >> Absolutely. Some of the ISVs, as you can imagine, they're incumbent with us. We work with them. So, actually it's finding new ways of consuming technology but, there's thousands of them that actually do not understand how to operate with a channel. And, this is a part where we help them with the channel, build a program, coach them through the process, help them access their partners and the customers that Sergio was referring to. >> Let me ask you guys a question. Where's the growth going to come from? You mentioned ecosystem, more growth, Aruba mentioned that's where the growth is. They are serious. So, you going to deliver that keynote now. Where do you guys see your growth coming from? >> Well, to be honest, the growth is unlimited in our opinion, right? It's so many areas. >> John: The wave is still coming. Yeah, the wave is still there. When you see still the amount of platform that need to be migrated to the cloud then, we have been investing in a significant way in enable capabilities of migration programs from the on-premise to the off-premise. At the same time, we have been expanding geographically because, it's still several segments and markets we operate globally. As an example, we recently launched our public sector capability in Latin America and Europe, expanding those segments. And, in addition to that, again, how we bring more ISVs more solution oriented driven. There's many spots of growth. And, I think that Amazon message recently recognized more and more the value of, nobody have all the solutions. You need this ecosystem playing together to bring those solutions to market. >> So if I build on that. If we look at the growth in the public cloud last year, was around 40 billion dollars. We expect a similar growth level this year as well. I mentioned about deflationary force, the technology being a deflationary force. Now, everybody knows a lot of businesses out there are going under a lot of challenges. So, they have to compete, they have to have the insights, they have to be efficient, and actually, they're going to get a lot of that through the technologies that we're talking about here. The key to that is partners with the right skill sets. What we are seeing is the partners with the skill sets who can participate in that 40 billion dollar growth, take a big, big share of it. >> And you guys are providing a great service. I think, when I wrote the story on Friday that I published. One of my premise was is that, this next-gen cloud is going to lift up more ISVs which is kind of a legacy classic, independent software vendor, create new kinds of partners that have platforms or unique solutions for verticals. So, the ISV classic definition will still exist and, new customers are emerging. It's got a new dynamic developing. We're seeing people build clouds on top of the cloud, tap the ecosystem, partner distribution services. It's a whole new way to build and take something to market. What do you guys think about that? >> Yeah, I think that the beauty of our position in the market is that we are in the center of that ecosystem. Again, we have access to thousands of ISVs, thousands of hardware vendors, the hyperscalers. Then somebody need to put all those pieces together. That is our role in the market. >> John: It's a good position to be in. >> It's a good place to be. And, enabling those partners now to collaborate with all those entities to bring the solution because, the customer is not acquiring technology anymore. They're acquiring a solution to a problem now. And, that solution require multiple components. >> Last year, no, this year, I'm sorry, you guys were announced as EMEA Distributor of the Year. Congratulations on that. >> Yeah, thank you. >> Talk about that in terms of just the evolution of the partnership. >> The partnership in EMEA is now across our entire geo. The growth that we've driven across the EMEA market space is I think, the reason why we have won it, as well as the competencies that we have built. Now, you were just talking about ISVs to give you an example. There are many ISVs that sit in EMEA that want to access the US market and vice versa. So, where we sit in the middle and enable that access, the frameworks that they need to move. So, those are the kind of things that contribute to the strength in the relationship what those awards are coming from. >> Yeah, the other critical factor here is again, how we bring more capability in terms of the serve to the market to Amazon. And, that has been another component of data where that we are very thankful. Again, we has been enabling and bringing numerous new partners and numerous new end customers that now have access, support, and services including, again, the competencies that we already described but, including service oriented businesses like migration, like cost optimization of the use, et cetera, that now we through partner serve to the market. >> Reza, Sergio. I want to ask you guys a question around trust. Trust. You're a trust broker because you have a lot of services and people and companies to put together. We were just talking about the good position you're in. Trust is a big part of your relationship with your customers. You've got two sides of your business. You got one side is the supply side and you got the distribution side, and then both sides are working together. Requires a lot of trust. What's that look like inside your company? Could you just take a minute to explain, take a bit to explain what's that like, the culture of the company and that trust. >> Yeah, absolutely. And, that is why the term of Trust Advisor came to the table, right? And, and again, for more than 40 years we has been building this ecosystem. We has been driving that motion and, we have been proving to the market a consistent approach with a strong support to the two tier model. We never get in opposition to our customers and, we enable those customers in a consistent way. Then, I think that trust is something that you earn not something that you ask for. And, that is what we are doing day basis. >> Well, congratulations. It's been great chatting with you. Challenge time for the challenge >> Lisa: Challenge Time, all right guys. >> A new challenge on theCUBE, new format. We usually say... >> Yes at the end of the interview. What's the take on the show? What's the bumper sticker? So, think of it like an Instagram Reel. Thought leadership, hot take. Each of you, spend a minute, 30 seconds to share a hot take, thought leadership, what you think was going on at Amazon, why you're here, what's important. What would you say if you were going to do an Instagram Reel right now? >> Yeah, the Amazon enable a new way to do business and a new transformation of the Iotly economy. We are here in TD Synnex to expand that capability across the segments enhancing partners to reach to their goals and, in users to get those transformations. In general, we will provide what is needed and, we continue investing to continue growing the capacity across all geographies and all the type of solutions that we deliver. >> All right, Sergio, you nailed it. Reza, you're up, your hot take, your sizzle reel. >> Well, frankly, I think, Sergio nailed it. It's about covering the geos and taking the competencies and, make sure we execute consistently across all of our geos. >> All right, nailed it. Thanks so much. >> Consistent execution. Reza, Sergio, thank you so much... >> Thank you so much. for joining John and me on the program, talking about what TD SYNNEX has done since we've last seen you. What you're doing with AWS and the partner ecosystem. We really appreciate you stopping by the set >> Thank you. >> Thank you for the time. >> All right, our pleasure. For our guests and for John Furrier, I'm Lisa Martin. You're watching theCUBE, the leader at live tech coverage. (corporate electronic xylophone jingle outro)

(upbeat music) >> Good afternoon everyone. Welcome back to The Cube's live coverage of AWS Reinvent 22 from Vegas. We're at the Venetian Expo Hall, we're hearing north of 50 000 people. I know we've been giving you different numbers but that's kind of what we've settled on here. Hundreds of thousands are watching online. This is a huge event people. John Ferrior and Lisa Martin are ready to be back. >> Yes, it's really great show. A lot of change going on at Amazon. They're continuing the innovation, continuing to grow. The theme this year's Data Security. And their partner ecosystem, which is continuing to grow. Their partners are filling the gaps on solutions. And it's just a whole nother, I think partner friendly cloud. This NextGen wave that's coming is really, the next thing segment I think speaks to that, I'm looking forward to this. >> It does. We're going to be digging into that partner network. We've got two guests, one of them is an alumni, Reza Honarmand SVP Global Cloud at TD Synnex. Great to have you back. >> Yeah. >> Sergio Farache joins us as well the Chief Strategy Officer at TD Synnex. Welcome to the program. >> Thank you. >> Thank you for having us. >> Great to be back in person, isn't it? >> Yeah absolutely. That's great experience. >> Amazing, the energy here at the highest level since we came here Monday night, which is great. Sergio, I want to start with you. Last year when you guys were on the show Tech Data. Tech Data has been around a long time now you're TD Synnex. Talk a little bit about that, what's new, that transformation? >> Yeah, that is correct. It's great to be able now to present it in Synnex as a new merger between Tech Data and Synnex Corporation. And now we are the largest distributor basically across the world with more than $62 billion in a business. And Amazon is obviously an strategic partner with a hyper growth and we have been very focused to working with them to expand that partner ecosystem across solution ISVs and service providers. That has been very nice experience combine these two company and now have the reach and skill that enable more than 140,000 partners across the world. >> Wow. >> And the partner's message here is changing too. The new leader, Ruba is up on stage talking about this new partner paths, a lot of changes in a good way. They're bringing people together. What's your guys take and reaction to AWS's new posture towards partners? Obviously the ecosystem we see going to be doubling and tripling we see in size. And also the value proposition being stronger too and more money making of course. But the new Amazon's posture with partners. What's your reaction? >> Well, (indistinct) just an hour ago. Fantastic. I mean, if I look at the change from when we first got here a few years ago to now, it is beyond comparison. The realization is that technology and especially what we work with Amazon is deflationary force and we need scale to actually drive that across all of our partners to the customers. And yeah, I can only see that accelerating now in terms of what Amazon is doing and actually with the channel and what Ruba is doing. I think this is exactly in the right direction. >> What's your message? >> My message is, this is now channel. This is channel and this is serious. So partners with Amazon equals growth. >> As we've seen so much transformation in the last couple of years, Sergio, with every business having to become digital to survive. Right and then to eventually thrive and succeed and grow in the challenging economic times that we've had. What are some of the, the pivots that TD Synnex has made through your partner program to meet customer needs to accelerate their transformation? >> Yeah, as you said, has been a significant transformation. I think that in the past was clear what was a technology company and what industrial company, et cetera and those frontiers are blending right now. Then as a consequence we have been investing in several elements. Once is to really increase the capability of the partner network in a way that they can on one side provide more solution-oriented activities to those customers to drive either growth or cost optimization. The other element has been verticalization meaning know the industry where you are playing. We have been investing in the healthcare market, of course as a consequence of all the demand that has been generating. But at the same time and we recently announced the competence in the government sector where we expand drastically our capabilities around specifically the federal, and non feral business, but not only in US but across the world with those elements. Then I would say it's a combination of enhancing the skill, enhancing the knowledge on the industry, and finally provide the tools through our platform to enable the partner to operate in a digital way and enable the access of ISVs to digitally and serving the customers end to end. >> Is that the ISV experience project that I heard about? ISV experience with SaaS companies, Is that what you're referring to? >> Yeah, ISVs is one. ISP experience is one of the components that we use, but basically what we are trying to achieve with the ISV is helping in the journey of specification. It's how you transform either a partner that is born in the cloud or a partner that is still in the, in the OnPrem side how you transition to the cloud and enabling how you reach to the end user in a more effective way. And how we expose 140,000 partner across the multiple geographies to help those ISVs to reach more customers. >> It's great distribution. I mean this is, a business model innovation. >> Sorry? >> It's a business model innovation for these ISVs. >> Absolutely. Some of the ISVs, as you can imagine they're incumbent with us. We work with them. So actually it's finding new ways of consuming technology. But there's thousands of them that actually do not understand how to operate with a channel. And this is a part where we help them with the channel, build a program. Coach them through the process, help them access the partners and the customers that Sergio was referring to. >> Let me ask you guys a question. Where's the growth going to come from? I mean you mentioned ecosystem, more growth, Ruba was mentioned that's where the growth is. They are serious. She's going to deliver that keynote now. Where do you guys see your growth coming from? >> Well, to be honest the growth is unlimited in our opinion, right. It's so many areas. >> The wave is still coming. Yeah >> The wave is still there, you know. When you see still the amount of platform that need to be immigrated to the cloud then we have been investing in a significant way in enable capabilities of migration programs from the on-premise to off premise. At the same time, we have been expanding geographically because it's still several segments and markets we operate globally. As an example we recently launched our public sector capability in Latin America and Europe, expanding those segments. And in addition to that again, how we bring more ISVs more solution oriented driven than many spots of growth. And I think that Amazon message recently recognized more and more the value of nobody have all the solutions. You need this ecosystem plan together to bring those solutions to market. >> So if I build on that. If we look at the growth in public cloud last year, was around $40 billion. We expect a similar growth level this year as well. I mentioned about deflationary force, the technology being a deflationary force. Now everybody knows a lot of businesses out there are going under a lot of challenges. So they have to compete, they have to have the insights they have to be efficient and actually they're going to get a lot of that through the technologies that we're talking about here. The key to that is partners with the right skillsets. What we are seeing is the partners with the skillsets who can participate in that $40 billion growth, take a big, big share of it. >> And you guys are providing a great service. I think when I wrote the story on Friday that I published one of my premise was, is that this Next-Gen cloud is going to lift up more ISVs which is kind of a legacy classic, independent software vendor. Create new kinds of partners that have platforms or unique solutions for verticals. So, the ISV classic definition will still exist and new customers are emerging. It's got a new dynamic developing. We're seeing people build clouds on top of the cloud tap the ecosystem, partner distribution, services. It's a whole new way to build and take something to market. What do you guys think about that? >> Yeah, I think that the beauty of our position in the market is that we are in the center of that ecosystem. Again, we have access to thousands of ISVs thousands of hardware vendors, the hyper-scalers then somebody need to put all those pieces together. That is our role in the market. >> It's a good position to be in. >> It's a good place to be. And enabling those partners now to collaborate with all those entities to bring the solution because the customer is not acquiring technology anymore. They're acquiring a solution to a problem now. And that solution require multiple components. >> Last year. No, this year, I'm sorry. You guys were announced as EMEA distributor of the, of the year. Congratulations on that. >> Yeah, thank you. Talk about that in terms of just the evolution of the partnership. >> The partnership in EMEA is now across our entire geo. The growth that we have driven across the EMEA market space, is I think the reason why we have won it. As well as the competencies that we have built. Now you were just talking about ISVs to give you an example, there are many ISVs that sit in EMEA that want to access the US market and vice versa. So where we sit in the middle and enable that access. The frameworks that they need to move. So those are the kind of things that contribute to the strengthened in the relationship and what those awards are coming from. >> Yeah. The other critical factor here is, again how we bring more capillarity in terms of the serve to the market to Amazon. And that has been another component of data that we are very thankful. Again, we has been enabling and bringing numerous new partners and numerous new end customers that now have access, support and services. Including again, the competencies that we already described but including service oriented businesses like migration, like cost optimization of the use, et cetera. That now we through partners serve to the market. >> Reza and Sergio, I want ask you guys a question around trust. Trust. You're a trust broker because you have a lot of services and people and companies to put together. We were just talking about the good position you're in. >> Trust is a big part of your relationship with your customers. You've got two sides of your business, you got one side's the supply side and you got the distribution side and then both sides are working together, requires a lot of trust. What's that look like inside your company? Can you just chip in and explain, take a bit to explain what's that like? The culture of the company and that trust. >> Yeah, absolutely. And that is why the term of trust advisor came to the table right? And again, for more than 40 years we have been building this ecosystem. We have been driving that motion and we have been proving to the market a consistent approach with a strong support to the two tier model. We never, you know get in opposition to our customers and we enable those customers in a consistent way. And I think that trust is something that you earn, not something that you ask for. And that is what we are doing day to day basis. >> Congratulations, it's been great. Great chatting with you. Challenge time? For the challenge time? >> Challenge time. >> Alright guys. >> New challenge on the Cuba new format. We usually say yes at the end of the interview. What's take on the show, what's the bumper sticker? So think of it like an Instagram reel, thought leadership, hot take. Each of you, spend a minute 30 seconds to share a hot take, thought leadership, what you think was going on at Amazon? Why you're here? What's important? What would you say if you were going to do an Instagram reel right now? >> Yeah, the Amazon enable a new way to do business and a new transformation of the digital economy. We are here TD Synnex to expand that capability across the segments. Enhancing partners to reach to their goals and in users to get those transformations. In general we will provide what is needed and we continue investing to continue growing the capacity across all geographies and all the type of solutions that we deliver. >> All right, Sergio you nailed it. Reza you're up. Your hot take your sizzle reel. >> Well, frankly I think Sergio nailed it. It's about covering the geos and taking the competencies and make sure we execute consistently across all of our geos. >> All right, nailed it. Thanks so much. >> Consistent execution. Reza, Sergio. Thank you so much for joining John and me on the program, talking about what TD Synnex has done since we've last seen you. What you're doing with AWS and the partner ecosystem. We really appreciate you stopping by this side. >> Thank you very much. Thank you for the time. >> Alright, our pleasure. For our guests and for John Furrier, I'm Lisa Martin. You're watching theCUBE, the leader at Live Tech coverage.

>> Good afternoon, fellow cloud nerds and welcome back to AWS Reinvent 2022. We are live here from fabulous Las Vegas, Nevada. My name is Savannah Peterson, joined by Lisa Martin. So excited to be here Lisa, it's my first reinvent. >> Is it really? >> Yeah. >> I think it's only like my fourth or fifth. >> Only your fourth or fifth. >> Only. >> You're such a pro here. >> There's some serious veterans here in attendance that have been to all 11. >> I love that. >> Yeah. Wow, go them. I know, maybe we'll be at that level sooner. >> One day we will. >> Are you enjoying the show so far? >> Absolutely, it is. I cannot believe how many people are here. We've had 70,000 and we're only seeing what's at the foundation Expo Hall, not at the other hotel. So, I can only imagine. >> I mean, there's a world outside of this. >> Yes, and there's sunlight. There's actual sunlight outside of this room. >> Nobel idea. Well, Lisa, I'm very excited to be sitting here next to you and to welcome our fabulous guests, from TEKsystems, we have Brandon and Srini. Thank you so much for being here. How is the show going for you gentlemen so far? >> It's great. Lot of new insights and the customers are going to love what AWS is releasing in this reinvent. >> There is such a community here, and I love that vibe. It's similar to what we had at Cloud Native con in Detroit. So much collaboration going on. I assume most folks know a lot about TEKsystems who are watching, but just in case they don't, Brandon, give us the pitch. >> You bet. So full stack IT solutions firm, been in business for over 40 years, 80,000 global employees, really specializing in digital transformation, enterprise modernization services. We have partners in One Strategy, which is an an acquisition we made, but a well known premier partner in the Amazon partner ecosystem, as well as One North Interactive, who is our boutique brand, creative and digital strategy firm. So together, we really feel like we can bring full end-to-end solutions for digital and modernization initiatives. >> So, I saw some notes where TEKsystems are saying organizations need experienced AWS partners that are not afraid doing the dirty work of digital transformation, who really can advise and execute. Brandon, talk to us about how TEKsystems and AWS are working together to help customers on that journey which is nebulous of digital transformation. >> So, our real hallmark is the ability to scale. We partner with AWS in a lot of different ways. In fact, we just signed our strategic collaboration agreement. So, we're in the one percenter group in the whole partner network. >> Savanna: That's a pretty casual flex there. >> Not bad. >> I love that, top 1%, that no wonder you're wearing that partner pin so proud today. (speaking indistinctly) >> But we're working all the way on the advisory and working with their pro serve organization and then transforming that into large scale mass migration services, a lot of data modernization that Srini is an absolute expert in. I'm sure he can add some context too, but it's been a great partnership for many years now. >> In the keynote, Adam spent almost 52 minutes on data, right? So, it emphasizes how organizations are ready to take data to cloud and actually make meaningful insights and help their own customers come out of it by making meaningful decisions. So, we are glad to be part of this entire ecosystem. >> I love that you quantified how many minutes. >> I know. >> Talked about it, that was impressive. There's a little bit of data driven thinking going on here. >> I think so. >> Yeah. >> Well, we can't be at an event like this without talking about data for copious amounts of time, 52 minutes, has just used this morning. >> Right, absolutely. >> But every company these days has to be a data company. There's no choice to be successful, to thrive, to survive. I mean, even to thrive and grow, if it's a grocery store or your local gas station or what? You name it, that company has to be a data company. But the challenge of the data volume, the explosion in data is huge for organizations to really try to figure out and sift through what they have, where is all of it? How do we make sense of it? How do we act on it and get insights? That's a big challenge. How is TEKsystems helping customers tackle that challenge? >> Yeah, that's a great question because that's the whole fun of handling data. You need to ensure its meaning is first understood. So, we are not just dumping data into a storage place, but rather assign a meaningful context. In today's announcement, again, the data zone was unveiled to give meaning to data. And I think those are key concrete steps that we take to our customers as well with some good blueprints, methodical ways of approaching data and ultimately gaining business insights. >> And maybe I'll add just something real quick to that. The theme we're seeing and hearing a lot about is data monetization. So, technology companies have figured it out and used techniques to personalize things and get you ads, probably that you don't want half the time. But now all industries are really looking to do that. Looking at ways to open new revenue channels, looking at ways to drive a better customer experience, a better employee experience. We've got a ton of examples of that, Big Oil and Gas leveraging like well and machine data, coming in to be more efficient when they're pumping and moving commodities around. We work a lot in the medium entertainment space and so obviously, getting targeted ads to consumers during the right periods of TV or movies or et cetera. Especially with the advert on Netflix and all your streaming videos. So, it's been really interesting but we really see the future in leveraging data as one of your biggest corporate assets. >> Brilliant. >> So, I'm just curious on the ad thing, just real quick and I'll let you go, Lisa. So, do you still fall victim to falling for the advertising even though you know it's been strategically put there for you to consume in that moment? >> Most of the time. >> I mean, I think we all do. We're all, (indistinct), you're behind the curtain so to speak. >> The Amazon Truck shows up every day at my house, which is great, right? >> Hello again >> Same. >> But I think the power of it is you are giving the customer what they're looking for. >> That's it. >> And you know... >> Exactly. We have that expectation, we want it. >> 100%. >> We know that. >> Agree. >> We don't need to buy it. But technology has made it so easy to transact. That's like when developers started going to the cloud years ago, it was just, it was a swipe. It was so simple. Brandon, talk about the changes in cloud and cloud migration that TEKsystems has seen, particularly in the last couple of years as every company was rushing to go digital because they had to. >> So several years ago, we kind of pushed away that cloud first mentality to the side and we use more of a cloud smart kind of fashion, right? Does everything need to go to the cloud? No. Do applications, data, need to go to the cloud in a way that's modern and takes advantages of what the cloud can provide and all the new services that are being released this week and ongoing. So, the other thing we're seeing is initiatives that have traditionally been in the CTO, CIO organization aren't necessarily all that successful because we're seeing a complete misalignment between business goals and IT achievements, outcomes, et cetera. You can automate things, you can move it to the cloud, but if you didn't solve a core business problem or challenge, what'd you really do? >> Yeah, just to add on that, it's all about putting data and people together. And then how we can actually ensure the workforce is equally brought up to speed on these new technologies. That has been something that we have seen tremendous improvement in the last 24 months where customers are ready to take up new challenges and the end users are ready to learn something new and not just stick onto that status quo mindset. >> Where do you guys factor in to bringing in AWS in the customer's cloud journeys? What is that partnership like? >> We always first look for where the customer is in their cloud journey path and make sure we advise them with the right next steps. And AWS having its services across the spectrum makes it even easier for us to look at what business problem they're solving and then align it according to the process and technology so that at the end of the day, we want end user adoption. We don't want to build a fancy new gadget that no one uses. >> Just because you built it doesn't mean they'll come. And I think that's the classic engineering marketing dilemma as well as balance to healthy tension. I would say between both. You mentioned Srini, you mentioned workforce just a second ago. What sort of trends are you seeing in workforce development? >> Generally speaking, there are a lot of services now that can quantify your code for errors and then make sure that the code that you're pushing into production is well tested. So what we are trying to make sure is a healthy mix of trying to solve a business problem and asking the right questions. Like today, even in the keynote, it was all about how QuickSight, for example, has additional features now that tells why something happened. And that's the kind of mindset we want our end users to adopt. Not just restricting themselves to a reactive analytics, but rather ask the question why, why did it happen? Why did my sales go down? And I think those technologies and mindset shift is happening across the workforce. >> From a workforce development standpoint, we're seeing there's not enough workforce and the core skills of data, DevOps, standard cloud type work. So, we're actually an ATP advanced training partner, one of the few within the AWS network. So, we've developed programs like our Rising Talent Program that are allowing us to bring the workforce up to the skills that are necessary in this new world. So, it's a more build versus buy strategy because we're on talents real, though it may start to wane a little bit as we change the macroeconomic outlook in 2023, but it's still there. And we still believe that building those workforce and investing in your people is the right thing to do. >> It is, and I think there's a strong alignment there with AWS and their focus on that as well. I wanted to ask you, Brandon. >> Brandon: Absolutely. >> One of the things, so our boss, John Furrier, the co CEO of theCUBE, talked with Adam Selipsky just a week or maybe 10 days ago. He always gets an exclusive interview with the CEO of AWS before reinvent, and one of the things that Adam shared with him is that customers, CEOs and CIOs are not coming to Adam, to this head of AWS to talk about technology, they want to talk about transformation. He's talking about... >> The topic this year. >> Moving away from amorphous topic of digital transformation to business transformation. Are you seeing the same thing in your customer? >> 100%, and if you're not starting at the business level, these initiatives are going to fail. We see it all the time. Again, it's about that misalignment and there's no good answer to that. But digital, I think is amorphous to some degree. We play a lot with the One North partnership that I mentioned earlier, really focusing on that strategy element because consumer dollars are shrinking via inflation, via what we're heading into, and we have to create the best experience possible. We have to create an omnichannel experience to get our products or services to market. And if we're not looking at those as our core goals and we're looking at them as IT or technology challenges, we're not looking in the right place. >> Well, and businesses aren't going to be successful if they're looking at it in those siloed organizations. Data has to be democratizing and we've spent same data democratization for so long, but really, we're seeing that it has to be moving out into the lines of business because another thing Adam shared with John Furrier is that he sees and I'm curious what your thoughts are on this, the title of data analysts going away because everybody in different functions and different lines of business within an organization are going to have to be data analysts to some degree, to use data whether it's marketing, ops, sales, finance, are you seeing the same? >> That is true. I mean, at this point, we are all in the connected world, right? Every data point is connected in some form or shape to another data point. >> Savanna: There are many data points, just sitting here, yeah. >> Absolutely, so I think if you are strategizing, data needs to be right in the center of it. And then your business problems need to be addressed with reliable data. >> No, I mean, advertising, supply chain, marketing, they're all interconnected now, and we're looking at ways to bring a lot of that siloed data into one place so we can make use to it. It goes back to that monetization element of our data. >> That's a lot about context and situational awareness. We want what we want, when we want it, even before we knew we needed it then. I think I said that right. But you know, it's always more faster, quicker and then scaling things up. You see a lot of different customers across verticals, you have an absolutely massive team. Give us a sneak peek into 2023. What does the future hold? >> 2023 is again, to today's keynote, I'm bringing it back because it was a keynote filled with vision and limitless possibilities. And that's what we see. Right now, our customers, they are no longer scared to go and take the plunge into the cloud. And as Brandon said, it's all about being smart about those decisions. So, we are very excited that together with the partnership that we recently acquired and the services and the depth, along with the horizontal domain expertise, we can actually help customers make meaningful message out of their data points. And that keeps us really excited for next year. >> Love that, Brandon, what about you? >> I think the obvious one is DevOps and a focus on optimization, financially, security, et cetera, just for the changing times. The other one is, I still think that digital is going to continue to be a big push in 2023, namely making sure that experience is at its best, whether that's employee and combating the war on talent, keeping your people or opening new revenue streams, enhancing existing revenue streams. You got to keep working on that. >> We got to keep the people happy with the machines and the systems that we are building as we all know. But it's very nice, it's been a lot of human-centric focus and a lot of customer obsession here at the show. We know it's a big thing for you all, for Amazon, for pretty much everyone who sat here. Hopefully it is in general. Hopefully there's nobody who doesn't care about their community, we're not talking to them, if that's the case, we have a new challenge on theCUBE for the show, this year as we kind of prepped you for and can call it a bumper sticker, you can call it a 30 second sizzle reel. But this is sort of your Instagram moment, your TikTok, your thought of leadership highlight. What's the most important story coming out of the show? Srini, you've been quoting the keynotes very well, so, I'm going to you first on this one. >> I think overall, it's all about owning the change. In our TEKsystems culture, it's all about striving for excellence through serving others and owning the change. And so it makes me very excited that when we get that kind of keynote resonating the same message that we invite culturally, that's a big win-win for all the companies. >> It's all about the shared vision. A lot of people with similar vision in this room right now, in this room, like it's a room, it's a massive expo center, just to be clear, I'm sure everyone can see in the background. Brandon >> I would say partnership, continuing to enhance our strategic partnership with AWS, continuing to be our customers' partners in transformation. And bringing those two things together here has been a predominance of my time this week. And we'll continue throughout the week, but we're in it together with our customers and with AWS and looking forward to the future. >> Yeah, that's a beautiful note to end on there. Brandon, Srini, thank you both so much for being here with us. Fantastic to learn from your insights and to continue to emphasize on this theme of collaboration. We look forward to the next conversation with you. Thank all of you for tuning in wherever you happen to be hanging out and watching this fabulous live stream or the replay. We are here at AWS Reinvent 2022 in wonderful sunny Las Vegas, Nevada with Lisa Martin. My name is Savannah Peterson, we are theCUBE, the leading source for high tech coverage.

>> 10, nine, eight, (clears throat) four, three. >> Good afternoon, fellow cloud nerds and welcome back to AWS Reinvent 2022. We are live here from fabulous Las Vegas, Nevada. My name is Savannah Peterson, joined by Lisa Martin. So excited to be here Lisa, it's my first reinvent. >> Is it really? >> Yeah. >> I think it's only like my fourth or fifth. >> Only your fourth or fifth. >> Only. >> You're such a pro here. >> There's some serious veterans here in attendance that have been to all 11. >> I love that. >> Yeah. Wow, go them. I know, maybe we'll be at that level sooner. >> One day we will. >> Are you enjoying the show so far? >> Absolutely, it is. I cannot believe how many people are here. We've had 70,000 and we're only seeing what's at the foundation Expo Hall, not at the other hotel. So, I can only imagine. >> I mean, there's a world outside of this. >> Yes, and there's sunlight. There's actual sunlight outside of this room. >> Nobel idea. Well, Lisa, I'm very excited to be sitting here next to you and to welcome our fabulous guests, from TEKsystems, we have Brandon and Srini. Thank you so much for being here. How is the show going for you gentlemen so far? >> It's great. Lot of new insights and the customers are going to love what AWS is releasing in this reinvent. >> There is such a community here, and I love that vibe. It's similar to what we had at Cloud Native con in Detroit. So much collaboration going on. I assume most folks know a lot about TEKsystems who are watching, but just in case they don't, Brandon, give us the pitch. >> You bet. So full stack IT solutions firm, been in business for over 40 years, 80,000 global employees, really specializing in digital transformation, enterprise modernization services. We have partners in One Strategy, which is an an acquisition we made, but a well known premier partner in the Amazon partner ecosystem, as well as One North Interactive, who is our boutique brand, creative and digital strategy firm. So together, we really feel like we can bring full end-to-end solutions for digital and modernization initiatives. >> So, I saw some notes where TEKsystems are saying organizations need experienced AWS partners that are not afraid doing the dirty work of digital transformation, who really can advise and execute. Brandon, talk to us about how TEKsystems and AWS are working together to help customers on that journey which is nebulous of digital transformation. >> So, our real hallmark is the ability to scale. We partner with AWS in a lot of different ways. In fact, we just signed our strategic collaboration agreement. So, we're in the one percenter group in the whole partner network. >> Savanna: That's a pretty casual flex there. >> Not bad. >> I love that, top 1%, that no wonder you're wearing that partner pin so proud today. (speaking indistinctly) >> But we're working all the way on the advisory and working with their pro serve organization and then transforming that into large scale mass migration services, a lot of data modernization that Srini is an absolute expert in. I'm sure he can add some context too, but it's been a great partnership for many years now. >> In the keynote, Adam spent almost 52 minutes on data, right? So, it emphasizes how organizations are ready to take data to cloud and actually make meaningful insights and help their own customers come out of it by making meaningful decisions. So, we are glad to be part of this entire ecosystem. >> I love that you quantified how many minutes. >> I know. >> Talked about it, that was impressive. There's a little bit of data driven thinking going on here. >> I think so. >> Yeah. >> Well, we can't be at an event like this without talking about data for copious amounts of time, 52 minutes, has just used this morning. >> Right, absolutely. >> But every company these days has to be a data company. There's no choice to be successful, to thrive, to survive. I mean, even to thrive and grow, if it's a grocery store or your local gas station or what? You name it, that company has to be a data company. But the challenge of the data volume, the explosion in data is huge for organizations to really try to figure out and sift through what they have, where is all of it? How do we make sense of it? How do we act on it and get insights? That's a big challenge. How is TEKsystems helping customers tackle that challenge? >> Yeah, that's a great question because that's the whole fun of handling data. You need to ensure its meaning is first understood. So, we are not just dumping data into a storage place, but rather assign a meaningful context. In today's announcement, again, the data zone was unveiled to give meaning to data. And I think those are key concrete steps that we take to our customers as well with some good blueprints, methodical ways of approaching data and ultimately gaining business insights. >> And maybe I'll add just something real quick to that. The theme we're seeing and hearing a lot about is data monetization. So, technology companies have figured it out and used techniques to personalize things and get you ads, probably that you don't want half the time. But now all industries are really looking to do that. Looking at ways to open new revenue channels, looking at ways to drive a better customer experience, a better employee experience. We've got a ton of examples of that, Big Oil and Gas leveraging like well and machine data, coming in to be more efficient when they're pumping and moving commodities around. We work a lot in the medium entertainment space and so obviously, getting targeted ads to consumers during the right periods of TV or movies or et cetera. Especially with the advert on Netflix and all your streaming videos. So, it's been really interesting but we really see the future in leveraging data as one of your biggest corporate assets. >> Brilliant. >> So, I'm just curious on the ad thing, just real quick and I'll let you go, Lisa. So, do you still fall victim to falling for the advertising even though you know it's been strategically put there for you to consume in that moment? >> Most of the time. >> I mean, I think we all do. We're all, (indistinct), you're behind the curtain so to speak. >> The Amazon Truck shows up every day at my house, which is great, right? >> Hello again >> Same. >> But I think the power of it is you are giving the customer what they're looking for. >> That's it. >> And you know... >> Exactly. We have that expectation, we want it. >> 100%. >> We know that. >> Agree. >> We don't need to buy it. But technology has made it so easy to transact. That's like when developers started going to the cloud years ago, it was just, it was a swipe. It was so simple. Brandon, talk about the changes in cloud and cloud migration that TEKsystems has seen, particularly in the last couple of years as every company was rushing to go digital because they had to. >> So several years ago, we kind of pushed away that cloud first mentality to the side and we use more of a cloud smart kind of fashion, right? Does everything need to go to the cloud? No. Do applications, data, need to go to the cloud in a way that's modern and takes advantages of what the cloud can provide and all the new services that are being released this week and ongoing. So, the other thing we're seeing is initiatives that have traditionally been in the CTO, CIO organization aren't necessarily all that successful because we're seeing a complete misalignment between business goals and IT achievements, outcomes, et cetera. You can automate things, you can move it to the cloud, but if you didn't solve a core business problem or challenge, what'd you really do? >> Yeah, just to add on that, it's all about putting data and people together. And then how we can actually ensure the workforce is equally brought up to speed on these new technologies. That has been something that we have seen tremendous improvement in the last 24 months where customers are ready to take up new challenges and the end users are ready to learn something new and not just stick onto that status quo mindset. >> Where do you guys factor in to bringing in AWS in the customer's cloud journeys? What is that partnership like? >> We always first look for where the customer is in their cloud journey path and make sure we advise them with the right next steps. And AWS having its services across the spectrum makes it even easier for us to look at what business problem they're solving and then align it according to the process and technology so that at the end of the day, we want end user adoption. We don't want to build a fancy new gadget that no one uses. >> Just because you built it doesn't mean they'll come. And I think that's the classic engineering marketing dilemma as well as balance to healthy tension. I would say between both. You mentioned Srini, you mentioned workforce just a second ago. What sort of trends are you seeing in workforce development? >> Generally speaking, there are a lot of services now that can quantify your code for errors and then make sure that the code that you're pushing into production is well tested. So what we are trying to make sure is a healthy mix of trying to solve a business problem and asking the right questions. Like today, even in the keynote, it was all about how QuickSight, for example, has additional features now that tells why something happened. And that's the kind of mindset we want our end users to adopt. Not just restricting themselves to a reactive analytics, but rather ask the question why, why did it happen? Why did my sales go down? And I think those technologies and mindset shift is happening across the workforce. >> From a workforce development standpoint, we're seeing there's not enough workforce and the core skills of data, DevOps, standard cloud type work. So, we're actually an ATP advanced training partner, one of the few within the AWS network. So, we've developed programs like our Rising Talent Program that are allowing us to bring the workforce up to the skills that are necessary in this new world. So, it's a more build versus buy strategy because we're on talents real, though it may start to wane a little bit as we change the macroeconomic outlook in 2023, but it's still there. And we still believe that building those workforce and investing in your people is the right thing to do. >> It is, and I think there's a strong alignment there with AWS and their focus on that as well. I wanted to ask you, Brandon. >> Brandon: Absolutely. >> One of the things, so our boss, John Furrier, the co CEO of theCUBE, talked with Adam Selipsky just a week or maybe 10 days ago. He always gets an exclusive interview with the CEO of AWS before reinvent, and one of the things that Adam shared with him is that customers, CEOs and CIOs are not coming to Adam, to this head of AWS to talk about technology, they want to talk about transformation. He's talking about... >> The topic this year. >> Moving away from amorphous topic of digital transformation to business transformation. Are you seeing the same thing in your customer? >> 100%, and if you're not starting at the business level, these initiatives are going to fail. We see it all the time. Again, it's about that misalignment and there's no good answer to that. But digital, I think is amorphous to some degree. We play a lot with the One North partnership that I mentioned earlier, really focusing on that strategy element because consumer dollars are shrinking via inflation, via what we're heading into, and we have to create the best experience possible. We have to create an omnichannel experience to get our products or services to market. And if we're not looking at those as our core goals and we're looking at them as IT or technology challenges, we're not looking in the right place. >> Well, and businesses aren't going to be successful if they're looking at it in those siloed organizations. Data has to be democratizing and we've spent same data democratization for so long, but really, we're seeing that it has to be moving out into the lines of business because another thing Adam shared with John Furrier is that he sees and I'm curious what your thoughts are on this, the title of data analysts going away because everybody in different functions and different lines of business within an organization are going to have to be data analysts to some degree, to use data whether it's marketing, ops, sales, finance, are you seeing the same? >> That is true. I mean, at this point, we are all in the connected world, right? Every data point is connected in some form or shape to another data point. >> Savanna: There are many data points, just sitting here, yeah. >> Absolutely, so I think if you are strategizing, data needs to be right in the center of it. And then your business problems need to be addressed with reliable data. >> No, I mean, advertising, supply chain, marketing, they're all interconnected now, and we're looking at ways to bring a lot of that siloed data into one place so we can make use to it. It goes back to that monetization element of our data. >> That's a lot about context and situational awareness. We want what we want, when we want it, even before we knew we needed it then. I think I said that right. But you know, it's always more faster, quicker and then scaling things up. You see a lot of different customers across verticals, you have an absolutely massive team. Give us a sneak peek into 2023. What does the future hold? >> 2023 is again, to today's keynote, I'm bringing it back because it was a keynote filled with vision and limitless possibilities. And that's what we see. Right now, our customers, they are no longer scared to go and take the plunge into the cloud. And as Brandon said, it's all about being smart about those decisions. So, we are very excited that together with the partnership that we recently acquired and the services and the depth, along with the horizontal domain expertise, we can actually help customers make meaningful message out of their data points. And that keeps us really excited for next year. >> Love that, Brandon, what about you? >> I think the obvious one is DevOps and a focus on optimization, financially, security, et cetera, just for the changing times. The other one is, I still think that digital is going to continue to be a big push in 2023, namely making sure that experience is at its best, whether that's employee and combating the war on talent, keeping your people or opening new revenue streams, enhancing existing revenue streams. You got to keep working on that. >> We got to keep the people happy with the machines and the systems that we are building as we all know. But it's very nice, it's been a lot of human-centric focus and a lot of customer obsession here at the show. We know it's a big thing for you all, for Amazon, for pretty much everyone who sat here. Hopefully it is in general. Hopefully there's nobody who doesn't care about their community, we're not talking to them, if that's the case, we have a new challenge on theCUBE for the show, this year as we kind of prepped you for and can call it a bumper sticker, you can call it a 30 second sizzle reel. But this is sort of your Instagram moment, your TikTok, your thought of leadership highlight. What's the most important story coming out of the show? Srini, you've been quoting the keynotes very well, so, I'm going to you first on this one. >> I think overall, it's all about owning the change. In our TEKsystems culture, it's all about striving for excellence through serving others and owning the change. And so it makes me very excited that when we get that kind of keynote resonating the same message that we invite culturally, that's a big win-win for all the companies. >> It's all about the shared vision. A lot of people with similar vision in this room right now, in this room, like it's a room, it's a massive expo center, just to be clear, I'm sure everyone can see in the background. Brandon >> I would say partnership, continuing to enhance our strategic partnership with AWS, continuing to be our customers' partners in transformation. And bringing those two things together here has been a predominance of my time this week. And we'll continue throughout the week, but we're in it together with our customers and with AWS and looking forward to the future. >> Yeah, that's a beautiful note to end on there. Brandon, Srini, thank you both so much for being here with us. Fantastic to learn from your insights and to continue to emphasize on this theme of collaboration. We look forward to the next conversation with you. Thank all of you for tuning in wherever you happen to be hanging out and watching this fabulous live stream or the replay. We are here at AWS Reinvent 2022 in wonderful sunny Las Vegas, Nevada with Lisa Martin. My name is Savannah Peterson, we are theCUBE, the leading source for high tech coverage.

(upbeat music) >> Welcome back to Vegas. Lisa Martin and Dave Vellante here with theCUBE live on the Venetian Expo Hall Floor, talking all things AWS re:Invent 2022. This is the first full day of coverage. It is jam-packed here. People are back. They are ready to hear all the new innovations from AWS. Dave, how does it feel to be back yet again in Vegas? >> Yeah, Vegas. I think it's my 10th time in Vegas this year. So, whatever. >> This year alone. You must have a favorite steak restaurant then. >> There are several. The restaurants in Vegas are actually really good. >> You know? >> They are good. >> They used to be terrible. But I'll tell you. My favorite? The place that closed. >> Oh! >> Yeah, closed. In between where we are in the Wynn and the Venetian. Anyway. >> Was it CUT? >> No, I forget what the name was. >> Something else, okay. >> It was like a Greek sort of steak place. Anyway. >> Now, I'm hungry. >> We were at Pure Accelerate a couple years ago. >> Yes, we were. >> When they announced Cloud Block Store. >> That's right. >> Pure was the first- >> In Austin. >> To do that. >> Yup. >> And then they made the acquisition of Portworx which was pretty prescient given that containers have been going through the roof. >> Yeah. >> So I'm sort of excited to have these guys on and talk about that. >> We're going to unpack all of this. We've got one of our alumni back with us, Venkat Ramakrishna, VP of Product, Portworx by Pure Storage. And Dan Kogan joins us for the first time, VP of Product Management and Product Marketing, FlashArray at Pure Storage. Guys, welcome to the program. >> Thank you. >> Hey, guys. >> Dan: Thanks for having us. >> Do you have a favorite steak restaurant in Vegas? Dave said there's a lot of good choices. >> There's a lot of good steak restaurants here. >> I like SDK. >> Yeah, that's a good one. >> That's the good one. >> That's a good one. >> Which one? >> SDK. >> SDK. >> Where's that? >> It's, I think, in Cosmopolitan. >> Ooh. >> Yeah. >> Oh, yeah, yeah, yeah. >> It's pretty good, yeah. >> There's one of the Western too that's pretty. >> I'm an Herbs and Rye guy. Have you ever been there? >> No. >> No. >> Herbs and Rye is off strip, but it's fantastic. It's kind of like a locals joint. >> I have to dig through all of this great stuff today and then check that out. Talk to me. This is our first day, obviously. First main day. I want to get both of your perspectives. Dan, we'll start with you since you're closest to me. How are you finding this year's event so far? Obviously, tons of people. >> Busy. >> Busy, yeah. >> Yeah, it is. It is old times. Bigger, right? Last re:Invent I was at was 2019 right before everything shut down and it's probably half the size of this which is a different trend than I feel like most other tech conferences have gone where they've come back, but a little bit smaller. re:Invent seems to be the IT show. >> It really does. Venkat, are you finding the same? In terms of what you're experiencing so far on day one of the events? >> Yeah, I mean... There's tremendous excitement. Overall, I think it's good to be back. Very good crowd, great turnout, lot of excitement around some of the new offerings we've announced. The booth traffic has been pretty good. And just the quality of the conversations, the customer meetings, have been really good. There's very interesting use cases shaping up and customers really looking to solve real large scale problems. Yeah, it's been a phenomenal first day. >> Venkat, talk a little bit about, and then we'll get to you Dan as well, the relationship that Portworx by Pure Storage has with AWS. Maybe some joint customers. >> Yeah, so we... Definitely, we have been a partner of AWS for quite some time, right? Earlier this year, we signed what is called a strategic investment letter with AWS where we kind of put some joint effort together like to better integrate our products. Plus, kind of get in front of our customers more together and educate them on how going to how they can deploy and build vision critical apps on EKS and EKS anywhere and Outpost. So that partnership has grown a lot over the last year. We have a lot of significant mutual customer wins together both on the public cloud on EKS as well as on EKS anywhere, right? And there are some exciting use cases around Edge and Edge deployments and different levels of Edge as well with EKS anywhere. And there are pretty good wins on the Outpost as well. So that partnership I think is kind of like growing across not just... We started off with the one product line. Now our Portworx backup as a service is also available on EKS and along with the Portworx Data Services. So, it is also expanded across the product lanes as well. >> And then Dan, you want to elaborate a bit on AWS Plus Pure? >> Yeah, it's for kind of what we'll call the core Pure business or the traditional Pure business. As Dave mentioned, Cloud Block Store is kind of where things started and we're seeing that move and evolve from predominantly being a DR site and kind of story into now more and more production applications being lifted and shifted and running now natively in AWS honor storage software. And then we have a new product called Pure Fusion which is our storage as code automation product essentially. It takes you from moving and managing of individual arrays, now obfuscates a fleet level allows you to build a very cloud-like backend and consume storage as code. Very, very similar to how you do with AWS, with an EBS. That product is built in AWS. So it's a SaaS product built in AWS, really allowing you to turn your traditional Pure storage into an AWS-like experience. >> Lisa: Got it. >> What changed with Cloud Block Store? 'Cause if I recall, am I right that you basically did it on S3 originally? >> S3 is a big... It's a number of components. >> And you had a high performance EC2 instances. >> Dan: Yup, that's right. >> On top of lower cost object store. Is that still the case? >> That's still the architecture. Yeah, at least for AWS. It's a different architecture in Azure where we leverage their disc storage more. But in AWS were just based on essentially that backend. >> And then what's the experience when you go from, say, on-prem to AWS to sort of a cross cloud? >> Yeah, very, very simple. It's our replication technology built in. So our sync rep, our async rep, our active cluster technology is essentially allowing you to move the data really, really seamlessly there and then again back to Fusion, now being that kind of master control plan. You can have availability zones, running Cloud Block Store instances in AWS. You can be running your own availability zones in your data centers wherever those may happen to be, and that's kind of a unification layer across it all. >> It looks the same to the customer. >> To the customer, at the end of the day, it's... What the customer sees is the purity operating system. We have FlashArray proprietary hardware on premises. We have AWS's hardware that we run it on here. But to the customer, it's just the FlashArray. >> That's a data super cloud actually. Yeah, it's a data super cloud. >> I'd agree. >> It spans multiple clouds- >> Multiple clouds on premises. >> It extracts all the complexity of the underlying muck and the primitives and presents a common experience. >> Yeah, and it's the same APIs, same management console. >> Dave: Yeah, awesome. >> Everything's the same. >> See? It's real. It's a thing, On containers, I have a question. So we're in this environment, everybody wants to be more efficient, what's happening with containers? Is there... The intersection of containers and serverless, right? You think about all the things you have to do to run containers in VMs, configure everything, configure the memory, et cetera, and then serverless simplifies all that. I guess Knative in between or I guess Fargate. What are you seeing with customers between stateless apps, stateful apps, and how it all relates to containers? >> That's a great question, right? I think that one of the things that what we are seeing is that as people run more and more workloads in the cloud, right? There's this huge movement towards being the ability to bring these applications to run anywhere, right? Not just in one public cloud, but in the data centers and sometimes the Edge clouds. So there's a lot of portability requirements for the applications, right? I mean, yesterday morning I was having breakfast with a customer who is a big AWS customer but has to go into an on-prem air gap deployment for one of their large customers and is kind of re-platforming some other apps into containers in Kubernetes because it makes it so much easier for them to deploy. So there is no longer the debate of, is it stateless versus it stateful, it's pretty much all applications are moving to containers, right? And in that, you see people are building on Kubernetes and containers is because they wanted multicloud portability for their applications. Now the other big aspect is cost, right? You can significantly run... You know, like lower cost by running with Kubernetes and Portworx and by on the public cloud or on a private cloud, right? Because it lets you get more out of your infrastructure. You're not all provisioning your infrastructure. You are like just deploying the just-enough infrastructure for your application to run with Kubernetes and scale it dynamically as your application load scales. So, customers are better able to manage costs. >> Does serverless play in here though? Right? Because if I'm running serverless, I'm not paying for the compute the whole time. >> Yeah. >> Right? But then stateless and stateful come into play. >> Serverless has a place, but it is more for like quick event-driven decision. >> Dave: The stateless apps. >> You know, stuff that needs to happen. The serverless has a place, but majority of the applications have need compute and more compute to run because there's like a ton of processing you have to do, you're serving a whole bunch of users, you're serving up media, right? Those are not typically good serverless apps, right? The several less apps do definitely have a place. There's a whole bunch of minor code snippets or events you need to process every now and then to make some decisions. In that, yeah, you see serverless. But majority of the apps are still requiring a lot of compute and scaling the compute and scaling storage requirements at a time. >> So what Venkat was talking about is cost. That is probably our biggest tailwind from a cloud adoption standpoint. I think initially for on-premises vendors like Pure Storage or historically on-premises vendors, the move to the cloud was a concern, right? In that we're getting out the data center business, we're going all in on the cloud, what are you going to do? That's kind of why we got ahead of that with Cloud Block Store. But as customers have matured in their adoption of cloud and actually moved more applications, they're becoming much more aware of the costs. And so anywhere you can help them save money seems to drive adoption. So they see that on the Kubernetes side, on our side, just by adding in things that we do really well: Data reduction, thin provisioning, low cost snaps. Those kind of things, massive cost savings. And so it's actually brought a lot of customers who thought they weren't going to be using our storage moving forward back into the fold. >> Dave: Got it. >> So cost saving is great, huge business outcomes potentially for customers. But what are some of the barriers that you're helping customers to overcome on the storage side and also in terms of moving applications to Kubernetes? What are some of those barriers that you could help us? >> Yeah, I mean, I can answer it simply from a core FlashArray side, it's enabling migration of applications without having to refactor them entirely, right? That's Kubernetes side is when they think about changing their applications and building them, we'll call quote unquote more cloud native, but there are a lot of customers that can't or won't or just aren't doing that, but they want to run those applications in the cloud. So the movement is easier back to your data super cloud kind of comment, and then also eliminating this high cost associated with it. >> I'm kind of not a huge fan of the whole repatriation narrative. You know, you look at the numbers and it's like, "Yeah, there's something going on." But the one use case that looks like it's actually valid is, "I'm going to test in the cloud and I'm going to deploy on-prem." Now, I dunno if that's even called repatriation, but I'm looking to help the repatriation narrative because- >> Venkat: I think it's- >> But that's a real thing, right? >> Yeah, it's more than repatriation, right? It's more about the ability to run your app, right? It's not just even test, right? I mean, you're going to have different kinds of governance and compliance and regulatory requirements have to run your apps in different kinds of cloud environments, right? There are certain... Certain regions may not have all of the compliance and regulatory requirements implemented in that cloud provider, right? So when you run with Kubernetes and containers, I mean, you kind of do the transformation. So now you can take that app and run an infrastructure that allows you to deliver under those requirements as well, right? So that portability is the major driver than repatriation. >> And you would do that for latency reasons? >> For latency, yeah. >> Or data sovereign? >> Data sovereignty. >> Data sovereignty. >> Control. >> I mean, yeah. Availability of your application and data just in that region, right? >> Okay, so if the capability is not there in the cloud region, you come in and say, "Hey, we can do that on-prem or in a colo and get you what you need to comply to your EDX." >> Yeah, or potentially moves to a different cloud provider. It's just a lot more control that you're providing on customer at the end of the day. >> What's that move like? I mean, now you're moving data and everybody's going to complain about egress fees. >> Well, you shouldn't be... I think it's more of a one-time move. You're probably not going to be moving data between cloud providers regularly. But if for whatever reasons you decide that I'm going to stop running in X Cloud and I'm going to move to this cloud, what's the most seamless way to do? >> So a customer might say, "Okay, that's certification's not going to be available in this region or gov cloud or whatever for a year, I need this now." >> Yeah, or various commercial. Whatever it might be. >> "And I'm going to make the call now, one-way door, and I'm going to keep it on-prem." And then worry about it down the road. Okay, makes sense. >> Dan, I got to talk to you about the sustainability element there because it's increasingly becoming a priority for organizations in every industry where they need to work with companies that really have established sustainability programs. What are some of the factors that you talk with customers about as they have choice in all FlashArray between Pure and competitors where sustainability- >> Yeah, I mean we've leaned very heavily into that from a marketing standpoint recently because it has become so top of mind for so many customers. But at the end of the day, sustainability was built into the core of the Purity operating system in FlashArray back before it was FlashArray, right? In our early generation of products. The things that drive that sustainability of high density, high data reduction, small footprint, we needed to build that for Pure to exist as a company. And we are maybe kind of the last all-flash vendor standing that came ground up all-flash, not just the disc vendor that's refactored, right? And so that's sort of engineering from the ground up that's deeply, deeply into our software as a huge sustainability payout now. And we see that and that message is really, really resonating with customers. >> I haven't thought about that in a while. You actually are. I don't think there's any other... Nobody else made it through the knothole. And you guys hit escape velocity and then some. >> So we hit escape velocity and it hasn't slowed down, right? Earnings will be tomorrow, but the last many quarters have been pretty good. >> Yeah, we follow you pretty closely. I mean, there was one little thing in the pandemic and then boom! It's just kept cranking since, so. >> So at the end of the day though, right? We needed that level to be economically viable as a flash bender going against disc. And now that's really paying off in a sustainability equation as well because we consume so much less footprint, power cooling, all those factors. >> And there's been some headwinds with none pricing up until recently too that you've kind of blown right through. You know, you dealt with the supply issues and- >> Yeah, 'cause the overall... One, we've been, again, one of the few vendors that's been able to navigate supply really well. We've had no major delays in disruptions, but the TCO argument's real. Like at the end of the day, when you look at the cost of running on Pure, it's very, very compelling. >> Adam Selipsky made the statement, "If you're looking to tighten your belt, the cloud is the place to do it." Yeah, okay. It might be that, but... Maybe. >> Maybe, but you can... So again, we are seeing cloud customers that are traditional Pure data center customers that a few years ago said, "We're moving these applications into the cloud. You know, it's been great working with you. We love Pure. We'll have some on-prem footprint, but most of everything we're going to do is in the cloud." Those customers are coming back to us to keep running in the cloud. Because again, when you start to factor in things like thin provisioning, data reduction, those don't exist in the cloud. >> So, it's not repatriation. >> It's not repatriation. >> It's we want Pure in the cloud. >> Correct. We want your software. So that's why we built CBS, and we're seeing that come all the way through. >> There's another cost savings is on the... You know, with what we are doing with Kubernetes and containers and Portworx Data Services, right? So when we run Portworx Data Services, typically customers spend a lot of money in running the cloud managed services, right? Where there is obviously a sprawl of those, right? And then they end up spending a lot of item costs. So when we move that, like when they run their data, like when they move their databases to Portworx Data Services on Kubernetes, because of all of the other cost savings we deliver plus the licensing costs are a lot lower, we deliver 5X to 10X savings to our customers. >> Lisa: Significant. >> You know, significant savings on cloud as well. >> The operational things he's talking about, too. My Fusion engineering team is one of his largest customers from Portworx Data Services. Because we don't have DBAs on that team, it's just developers. But they need databases. They need to run those databases. We turn to PDS. >> This is why he pays my bills. >> And that's why you guys have to come back 'cause we're out of time, but I do have one final question for each of you. Same question. We'll start with you Dan, the Venkat we'll go to you. Billboard. Billboard or a bumper sticker. We'll say they're going to put a billboard on Castor Street in Mountain View near the headquarters about Pure, what does it say? >> The best container for containers. (Dave and Lisa laugh) >> Venkat, Portworx, what's your bumper sticker? >> Well, I would just have one big billboard that goes and says, "Got PX?" With the question mark, right? And let people start thinking about, "What is PX?" >> I love that. >> Dave: Got Portworx, beautiful. >> You've got a side career in marketing, I can tell. >> I think they moved him out of the engineering. >> Ah, I see. We really appreciate you joining us on the program this afternoon talking about Pure, Portworx, AWS. Really compelling stories about how you're helping customers just really make big decisions and save considerable costs. We appreciate your insights. >> Awesome. Great. Thanks for having us. >> Thanks, guys. >> Thank you. >> For our guests and for Dave Vellante, I'm Lisa Martin. You're watching theCUBE, the leader in live enterprise and emerging tech coverage. (upbeat music)

>>from around the globe. It's the Cube covering HP Discover. Virtual experience Brought to you by HP >>Everybody welcome back to the Cube's continuous coverage of Discover 2020. That virtual experience. The Cube has been been virtualized really excited to have Marissa Freeman here. She's the chief brand officer, Hewlett Packard Enterprise. And, of course, he joined by Jim Jackson. Who's the CMO of HP? Guys, Great to see you Wish we were face to face. But thanks so much for coming on the Cube. >>Great to be here. Hope that you and your family and your friends are safe and well, >>and we're back at you both. Jim, let me start with you. So, uh, this kind of got dumped on you with this pandemic. Different mindset. You have to do a bit flip to goto virtual you talk about some of the things that you focused in on some of the things you want to keep. And some of the things you knew you couldn't. And you had to do things differently. >>Yeah, You know, we pretty much had to rethink everything about this event platforms, how we thought about messaging, how we thought about content. Um audience acquisition demos, really everything. And for us, it really all boiled down to having a vision. And our vision was to bring the Discover experience, all that energy, the excitement that you get the in person event. We wanted to bring that to all of our customers and our partners and our team members around the world. So for us, it wasn't about virtualized discover. It was about bringing the Discover experience to a 12 inch screen. In many cases for our customers and our partners and our team members, I think another thing that was really eye opening for us. Waas thinking of opening up the aperture and thinking, Hey, we can now take this and drive. This is the true global events and we can reach people all over the world, reach customers and partners that can't come to discover because they can't physically come to the event. That was a couple of things that really we had to put a lot of thought into, and it was really exciting for us. I think one other thing is now customers, and how we think about their experience at the event became very, very important for us because you know, at an in person event, it's three days, and we can you know, there's a lot of things people can do, but you have three days of content, and then people move on for us. Now. Our customers might go through three weeks or three months, and we really needed to think about that experience in a very simple, seamless, easy way for them so that they could to consume the content digitally in a way that made the most sense for them. So a lot of new thinking for us. But we're really excited about the opportunities that virtual brings in that digital brings >>now immerse. So I gotta ask you so No, no meter boards at least know for a physical meter boards, you know, How did you think about continuing that branding in a virtual event? >>Well, it's, uh, it's really a beautiful experience when you look at the the intro of the platform that we're on. It's beautifully branded all the way throughout. The branding is really coming through, though, in the content, um, and in the people, So we always say, Jim and I always say every year, Gosh, if we could just have every estimate on every prospect come to discover they would see our brand come to life they would feel are our purpose. They would understand, just with a new and different energized and fully charged a company, we are they would get to meet Antonio and Security. And Liz and Jennifer Income are honored and Jim and feel for themselves, uh, the power of the company. And now everyone can So the brand really is coming to life through the people. I appreciate that you love the the beautiful graphics, and we work really hard. Um, I'm all of that stuff, Sure, but the real branding is in the content itself. So >>now, Jim asses. Well, you were kind of lucky in the sense that, you know, this show wasn't in March or April. You had some time. So to see what others were doing. And you saw early on when this thing first hit, there were some the missteps there, There's there, still are even. But So what do you What do you tell people that is really unique about the Discover virtual experience? >>Yeah, I think a couple things and you're right. We did have a little more runway, and that was to our advantage. But we feel like we've taken full advantage of it. I think the first is coming back to that global experience that I talked about. So we're delivering this on 10 different with translating into 10 different languages, and that makes it easy for people to consume our key content around the world. We're truly delivering our content on time zones that are very appropriate, or our customers and our partners again, all around the world, in different Geos, we're bringing in our geo MVS where they are now having geo lounges, um, specific addresses and other things locally that really enables us to have that local experience. But derive it is making it part of a global event. I think another thing, Dave and you've been Teoh Discover. But you've seen that amazing Discover Expo Hall that we have out there with, you know, literally thousands of people and lots of demos. We had to figure out How do we bring that to a a ah, digital or a virtual experience? And I think the teams have done just an amazing job here. So what we did is we have 61 demos, and this is part of really 150 sessions. But if you just think of demos, we're going to deliver these live over 1717 100 times the first week. That's really, really powerful. This is >>live, meaning >>somebody from HP, a subject matter expert, talking to our customers, answering questions in real time. So that's unique. I think another thing that we're doing is we're not stopping after the first week. The first week is going to be extremely powerful and we can't wait for it. And but, you know, we're gonna extend, if you will, the value we're gonna double click and follow on Wave focused on SMB. Focus on software and containers for more of a developer, audience, Cloud services and other things like that, as well as data and storage. And then finally, I'll say, You know, we're really excited about the great speakers that we have Marissa >>talks >>about. You know, Antonio Qwerty, Irv etcetera. But we've got some great outside speakers as well. Lewis Hamilton from Mercedes Formula 16 time Formula One champion Simone Biles, uh, who's Olympian and world champion, 25 medals. We've got Steve Kerr and they're going to be part of a panel talking about performing under pressure, and we're all doing that. But it's gonna be again a great story we've got, um, John Chambers is going to be joining Antonio and talking about what great companies do during a crisis and how they prepare to come out of this kind of a situation to deliver better solutions to their customers. Soledad O Brien, who is moderating, are women leaders in I t session, and this is one of our most powerful sessions. In fact, Marissa is part of that as well. So we're really excited about this, the amount of things that we were able to bring together. And of course, we also have our CEO Summit and our Global Partner Summit happening at the same time. So we've got a lot of things that we've been able to coordinate all of this and really think about the experience from a digital in a virtual expect perspective to make it great for our customers and our partners and our attendees. A >>lot of rich content layers. Yeah. So what if you could talk about that here here to help Sort of the cultural aspects of that. What it means to your customers, your clients, your employees and your just broader community. >>Well, you know, Dave one when covert first hit the United States, we We had a lot of social media out there, a lot of digital media out there. And even before it came to the United States, when Italy and China were really suffering, we gathered as a team and audited every piece of content that we had pulled all back in. I met daily Jim and I and Jennifer temples. Teams met daily to talk about what is our tone of voice? What are we saying? How are we helping our customers get through? This time we knew how difficult it was for us with business continuity, remote workforce, we needed to help our customers and let them know that we were at the ready right now to help. So we chose to speak through the voices of our leaders. Antonio did several blocks and videos, and we rallied and redid the website completely to be all about over response and how we had many solutions for our cost. Most implement immediately from $2 billion financing Teoh setting up remote workforces, too, doing WiFi in parking lots and turning ships into hospitals. It ran the gamut, Um, and so it was really important to us that we conveyed a message of here to help. Ultimately, we ended up doing a television commercial. Antonio's voice. It was a personal letter from Antonio to his fellows, business leaders and engineers and said, Look, we know what you're going through. We're going through it ourselves. We're here to help. Here's how and it's been really motivating and successful and joy and driving people to find out more about what HP could do to help. So >>I would just add >>to what >>Murtha said. She outlined it really well. But we have some great customer examples and great customer stories as well. They're very emotional talking about how customers really needed our help and our combination of technology. People really came together to enable them to get their businesses up and running, or to address a pain point or problem for their audiences. The first point you know, there's the concept of here to help with the recovery and then here to help with the transformation as well as they look to the future. >>So how are you guys thinking about just sort of growth marketing strategies, branding strategies not only for HP but in the spirit of helping customers in this post isolation economy. Merson. Maybe you could start start us off. >>Well, we we've been talking about how this crisis has brought the future forward, nor our doorsteps. So where our customers may have been on a digital transformation path and they were accelerating it. Now there's there's an impetus to do it right now. So whether you're in recovery, um, or whether you're one of the customers for whom this crisis created a surge of demand and you needed to scale way up, these are the moments of transformation that our company is. Is there to help you with Jim? Do you want to build on that? >>Now? I think you hit the highlights there, Marissa, you know, again for us, I think we wanted to just be authentic and true to who we are as a company. And, you know, our purpose is to advance the way people live and work. And I think we live that during this time and will continue to live that as we go forward. It it's really core to who we are. And what we saw is that many of our customers really valued the fact that when they needed us the most, we were there for them and we were there for them all around the world. And, um, you know, and our goal is to continue to do that and continue to delight them and to be the best transformation partner for the future. >>I mean, culturally, we obviously re observe all this stuff, but culturally, you kind of be kind of had a heads down approach to all of this. I mean, there was there was not a hint of ambulance chasing in what you got. How you guys approach this. So I mean, I think I think culturally that here to help message it seemed like a very strong roots in citizenship. Um, you know, And then, of course, with social uprising, respect for individuals that seemed to shine through. I don't know. I know versus deliberate or that's just again cultural. Maybe >>it's it's all of the above. You can't change who you are and we need at Hewlett Packard Enterprise are people who care about other people our purpose. As Jim said, Our purpose is to advance the way people live in or every one of us every day gets up and goes to work or goes to work at home at HP to do just that. That is who we are. And so it would be an authentic for I think, true to this crisis in any other way. >>I think I wanna make an observation and see if you guys to respond. So we always talk about technology disruptions. Mercy you mentioned about, you know, the future was put forward. I'm sure you've seen the wrecking ball. You know, the folks in the building, the executives very complacent. A digital transformation not in my day. And in the 19 wrecking bald covert 19 survey, you probably saw that Who's who's leading your digital transformation CEO CTO or Covert 19. But it's really now. I mean, if you're not digital, you're not doing business. So but my observation is that it seems like despite all this technology that global disruptions are going to probably have a bigger impact in this coming decade, whether it's pandemics of social upheaval, of natural disasters, etcetera. But technology can play a huge role in supporting us through those things. Jim, I wonder if you have any thoughts on that comment. >>I mean, I think it's it's a great question, you know, if you think about it, What what happened with the macro economy Cove? It It's been a catalyst for, I think, everybody to understand that they needed to really accelerate their digital transformation. And, more importantly, they need a partner who can help them on that journey as well. I mean, if you just look at what we're talking about here >>with >>this event, right, most of h p e. And, um, you know, our >>competitors to >>cancel their virtual events >>are canceled their physical >>events rather, and they're moving now to a digital event in any way. This is going to be the new normal for us, right? So I think as we go >>forward, we're gonna >>see this only continue to accelerate. And for us, you know, our edge to cloud platform as a service strategy plays really well to helping customers accelerate that digital transformation. And, you know, it just kind of comes back to what Marissa said. You know, here to help is very very HP in terms of it's authentic and it's here. We want to be here to help our customers in their biggest hour of need. And we're doing everything we can and will continue to do that for the future as well. >>Versus, you know, having done many, many discovers we've noticed over the last several years you guys made a much bigger emphasis on the sort of post discover which a lot of organizations don't have a big physical event, and it's sort of on to the next thing. And how do you see the post from a branding standpoint? Messaging, etcetera. How do you see taking advantage of that from a virtual standpoint? And what have you learned? >>Well, we've been on our own digital transformation journey, and, you know, through Jim's leadership, we have built a pretty serious digital engine, which allows us to have a personal relationship with the customer, meet them where they are on their terms. For example, with this platform, it's even using your now because we we actually will know what content would see what sessions, what demos someone interested in. Maybe they put it, you know, on their schedule, and then didn't get to do it. So we'll go back to them later and say, Hey, we saw that you wanted to do this. It's still here. Why don't you come and have a look and then watch to that We do sort of the Netflix engine, the been newsworthy playlist of If you like that, you like this. And if you like this, you like that and we bring them through the breadcrumbs all the way through. And it's a self directed journey, but we're there to help. And that is really the true power of digital is to have that interaction, that conversation with the customer and where they want to be and with what they want to learn and read about. We'll see. >>Yeah, And everything, of course, is instrumented gym. We'll give you the last word and you were involved, as was Marissa in sort of the new HP. The new branding and the whole purpose of that was really to get Hewlett Packard enterprise focus and really back to sort of the roots of innovation. And I wonder if you could comment on from a strategy standpoint, innovation and from a competitive standpoint, you know where you're at over the last several years, we've obviously transformed as a company and where you see your competitive posture going forward. >>Yeah, you know, for us, um, we're so excited about this event because this is a great opportunity for us to showcase progress against our edge to cloud platform as a service strategy, and we roll this out last year. It's differentiated. It's unique in the marketplace. It demonstrates the transformation happening across as a service and software at Hewlett Packard Enterprise. So we are a company in transition, aligned to what we feel, our companies, our customers, biggest pain points. And when you look at some of the acquisitions that we've made some of the organic investments that we've done, we're just very well positioned to deliver against, you know, some very unique pain points that our customers have. Plus, I think another thing is, at the end of the day, really, what our customers are saying is, help me take all this data and translate that data into insight and that insight into action. You're going to hear us talk about the age of insight and how we're really again unifying across edge the cloud to deliver that for our customers. Stone. We're excited for this event because you're going to hear a significant industry revealed, focused around cloud services around software and really a lot of the things that we've been talking about. And we're going to show a lot of progress as we continue on that journey. And then, you know, Murtha mentioned digital. I'm really excited about digital because that enables us to understand and learn and help our customers and deliver a better experience for them. And then finally, you know, huge opportunity for us. Two. Take this message out globally, you know? Ah, great opportunity for people all around the world who maybe haven't heard from HP for a while to see our message, to feel the new energy to see who we are to see. Uh, you know that we're doing some very interesting things that we can help them. So we're excited. There's a lot of energy right now inside the company, and, uh, we're ready to kick it off and get rolling here. >>Well, it's quite amazing. I mean, we started off 2020 with the gut punch, but the reality is, is that 20 twenties? A lot different than 20 pens. If it weren't for technology and companies like HP here to help center, you know, we would not be in such such good shape and good in quotes. But think about it. The technology is really helping his power through this. So Jim Morrison, Thanks so much for coming on the Cube. Thank you, HB. Everything you're doing for customers in the community. Really? Thank >>you for having us. Thank you for having me. Good to see you. >>Great to see you guys to and keep it right there. Everybody, this is Dave Volante for the Cube. Our continuous coverage of hpe discover virtual experience in 2020. We're right back right after this short break. >>Yeah, yeah, yeah, yeah.

>> Live from Orlando, Florida It's the Cube covering Enterprise Connect twenty nineteen brought to you by five nine. >> Welcome back to Orlando, Florida. Lisa Martin. With the cues to minimum joining me, we are a day three of our coverage of enterprise connect nineteen. Thanks to our gracious hosts in the booth here, five nine, We're pleased to welcome from five nine to the program. Wendell Black, VP of Global Channels and international Business. Wendell, thank you so much for joining us today. >> Well, Lisa, thank you for having me on. >> I know you're a bit of a celebrity because you have now been a crn channel chief honoree three times, most recently last month. Congratulations. >> Well, thank you very much. It's absolutely a tribute to my team and the company's focus on building out our channel business over the last three years. So it's been, you know, a super time for five nights growth in this area on DH. It definitely is a team engage sport >> team that pulled you out of retirement. They're less >> Well, you know, we don't talk about that so much, but it is exciting to be back in the business and, you know, working here toe, you have to build something new for five nine and to help take us into the next Thira Business delivery and especially the expansion we're doing outside of North America. That's, uh, that's the really exciting part. >> So before we talk about the international peace, one of the things that's been really interesting to watch anybody that knows the channel is the cloud has had a dramatic effect on on them. If I walk around the show floor, many of the companies here in the channel that they did, where used to sell in boxes and then all I need to understand software and oh, jeez, this cloud, it's gonna put us out of a business. They'Ll all go direct, but I'm sure you've got a lot of perspectives on this. So maybe help walk us through some of that transformation. >> But it's interesting. I've been an evangelist in the cloud space since the late nineties senses peace. So we didn't call it cloud then it was multi tenant managed service technology. But you know, the really exciting part is, you know, the last four or five years when it really caught on and started to take off, you know, we've had a lot of good trailblazing companies out there that yo have won the minds of people for cloud and the C r m or the Air P and other spaces. Yeah, telecommunications is kind of the lagging, Uh, yeah. Technology area to be adopted, You know, his standards for cloud. But I believe today most buyers are trying to figure out why not cloud, rather than why go to cloud. And that's a game changer. >> Yes. Oh, I'm curious. Just from the channel perspective itself. We understand that customer journey, but the channel people was there. Do they have the skill set that they need to go? Was just some retraining. Was it partnerships like like yours, you know, how did that transition go? >> Yeah, that's a great question. And I really think that the channel has the skills. Yeah, they just have to adapt and re tune a little bit. Things just happen faster when you do the cloud and and we have get a MIDI discussions and experiences with partners where we're sitting around the table planning Ah, roll out. And you're just doing the basic discovery. And, you know, at the end of that, r P s team can say, Well, I've actually built it. Let me show you how it works, you know, rather than you know, the six month or twelve months rollout process that people were accustomed to in the past. So it's pretty exciting to be able to show people actionable results that kind of time frame very, very fun. >> Talk to us about the partnerships and the influence that your partners have had on such a big, successful close to f. Y eighteen. >> You know, the other partners were strong contributors in, you know, our cue for and we certainly value everything they're doing for us and with us out in the market are continuum of partners is get both in the master agent community. So referral oriented relationships where the five nine direct sales team is getting Carrie in the water and working with them to get a deal done, but also in our resale business. Uh, you know, it's great to see those partners doing more and more to build the business and their portfolio on DH delivered joint customers. So it's a very exciting, you know, kind of up lift everything we're doing. All right, >> So So Wendell, uh, one of things when we talked. A lot of companies, it's like, Well, there's North American. There's everything else I was promised by some of your team members. You can actually give us a little bit more granular view of, you know, Europe, Eastern Europe and some of the other global differences that are happening in the market Place would love if you could share some of your wisdom. It's >> your thing. And I believe that I don't want to be disparaging Tio my friends in Europe, but they're a little slower on the adoption rate. Um, it's interesting. In my history and contact center, there were times where Europe led the field with different technologies, and yet other times that they were kind of behind what North America was doing. Uh, this is one of behind times, and I think it is just, you know, an ongoing concern and their minds about you know, how security and management of a cloud based delivery model was going to affect their business and how they were going to be looked at by regulators. But I think we've overcome, uh, those hurdles and the last several years in twenty eighteen, our business in Europe doubled year over year. Uh, and it's inspired us God, ADM. Or sales and other departmental resource is in the region so that we can do that again here and twenty nineteen similar story in Latin America. And now there is, ah lot of growth, a lot of interest. And it's not just in the mid market anymore. We're talking big, big call centers on. They are all jumping on the bandwagon. Uh, for all of the economic reasons that people want to go to the cloud in the first place. You know it's less expensive to get started. You know, it's easier to be nimble and flexible and your staffing and costs, and, you know, they all need those benefits just as much as a mid market or s and be kind of a client. >> Well, dig in a little bit further, Wendell, on how five nine and your partners have helped some of these customers in Europe in Latin America become comfortable with. We need to move to the cloud and also help them understand some of the other implications. Besides costs and things like the opportunity to start taking advantage of a >> okay, Great, yeah, because in particular, one of our partners in the UK has specialized in the travel, vacation Liza kind of industry and yell when they work in those markets. Uh, distributed workforce is very much kind of the norm for them. And so, you know, one of their clients, in particular, has agents in the UK They have agents in Germany. They want to manage him, is a common group and be able Teo manage there, television advertising to be ableto staff and respond based on wherever the load is. You know, whenever things are going on in there, you know, marketing activity, that's that's a key flexibility win for them. And they get the right staff at the right time to be ableto you know, to cover the television advertising, which is pretty costly, but it's a big win for them. Gotta have that flexibility with five nine. >> You know, it's interesting. We actually have only talked a little bit this week about the distributed workforce, and I I'd love to get your perspective. You know, I think back there's, you know, a large apparel company in the Northeast that when they didn't have any of their agents, you know, in their headquarters, and, you know, it was something that got written up. You know when that had happened. So today you know what? What is that? That mix? And, you know, are there some geographic differences that you see in that? >> Yeah, there are some differences just based on the infrastructure that may be available. And, you know, we find that home based workforce is a little bit more challenging in Latin America than it is perhaps in Europe or in the US But then there's also cultural differences. Yeah, there are some countries that have actually regulate that employees have to show up in a physical building or you're violating the law because you might be taking advantage of your employees. So that's different. Different strokes for get up for different locations. We are finding it more and more desirable because of all the reasons that, yeah, I've been around for a long time. You can save on real estate. You can save on the wear and tear of your employees traveling, but probably the biggest one is the benefit of flex staffing that allows you to get the right number of people for a short shift to cover your peaks or your be ready for your valleys that you know if people have to drive to an office they're just not is likely to want to sign up for, But that business modeling is actually becoming more and more compelling. Driving around Orlando. You know, this week it was kind of a challenge. Get on I for and with the rain. And I'm sure there are a lot of people who want to be at home workers here, you know, based on the weather this week. >> Definitely. So this is the end of enterprise Connect Expo Hall anyway, today, three full days this Expo Hall one hundred forty vendors knew new products. New service is sixty five hundred attendees. So much excitement in this hot, hot contact center market. What are some of the things that excite you that you've heard from partners and customers that just think we're on the right track? The momentum, The wind is at our backs >> Well, and you mentioned a I and what do your earlier questions? And that's kind of the buzz. Everybody was to talk about automation and machine learning, and you can bring a I into, you know, interacting in the call center. I'm sure you've heard from other people that have been up here. The focus we see in the near term is on agent augmentation and, you know, enhancing. Yeah. Agent performance through those technologies on, you know, a lot of people would have approached this thinking like Ivy ours in the past. I can replace agents with interactive voice response. Well, we will. We want to make a smarter, better customer serving agent and bring that technology and to play to do it. That's to me. Going be the things I've been seen exciting new technologies that can be applied in real time transcription and Theo providing the ability to read that and data depth and serve things up for for agents to allow them, Tio go to be more on the ball, talking to a client. >> Yeah, that old mental Asian is definitely something that came up quite a bit. We even talked with your CEO, Rohan trollop about that and the importance of empathy and voice that as consumers I would love to know that you went to an augmented agent on the other end. Who knows? Okay, I understand the issue. I see how many times this person has reached out through different channels and they're actually going to use that technology to facilitate a resolution and hopefully drive up. See Elvi. >> I mean, that insight into the customer experience is key for the agent to be able to do Mohr and do it better. You know, we've been talking about that night of insight for years and years. You know, technology has caught up with desire. And so now that we have the technology to do it, you know, we can allow the agent focus more on their conversation with a customer and not have to be working the keyboard in order to retrieve the next thing that they need to take care of. And so better prepared agent, you know, knowing the background of the client, you know, is going to give them a much better experience. And, you know, that's what five nines trying to deliver in the market. >> We've heard that resoundingly throughout the re through your partners customers, and it's been fantastic. Wendell, congrats again on your three time channel, chief. Honoree. A record. And I'm sure there's got to be a fourth one around the corner. I won't jinx that, but I'm just gonna gas. >> Thank you. >> We thank you so much for your time. >> Appreciate it. >> Likewise forced to Mina. Man, I'm Lisa Martin. You're watching the Cube?

>> Live from Las Vegas. It's theCUBE covering AWS re:Invent 2018 brought to you by Amazon web services, Intel and their ecosystem partners. >> Good to have you here on theCUBE, as we continue our coverage at AWS re:Invent. We're at day three here in Las Vegas in the Sands Expo Hall D, and we got about a half hour. Come by and say hi to us if you would. I'm here with Rebecca Knight, John Walls, and two gentleman here to join us. One from GitLab, Brendan Jung, who is the vice president of alliances. Brendan, good to see you sir. >> Thank you for having us. >> And Alex Hale, platform engineering at Beacon Platform. >> Hello, Alex, how are you doing? >> Not bad, I'm surviving the whole experience. >> It's a test! >> Well, let's talk about the whole experience (mumbles) What have you picked up this week? >> I've picked up that AWS is going very much into this sort of enterprise space. We saw that theme last year, and I think this year it's even more so that they're really catering towards how enterprise and then big organizations are getting in. And I think that's been a big. You can see it in how they're doing their storage strategies, how they're doing their network strategies, and how they're just really targeting towards security, and compliance, and governance. And I think that's a big theme that's from last year to this year, and I think it's going to continue on. >> Yeah, they've been waving a big flag for sure telling the enterprise it's safe to come onboard the public cloud's open for ya. >> Yes. >> Oh yeah for sure. >> Brendan, if you would, you were telling a story that you worked at Google for quite some time. >> I was, yes. >> Worked on some fairly high profile projects >> there, and you've been >> Yes. at GitLab for five months now. Instant transition for ya? >> Five months, yes. >> What was behind that? >> So a couple of it is, I mean when we get down to it sometimes you're either a builder or a runner just in the way you're oriented. And I'm a builder, so the biggest thing was love building that from the ground up with Google. Amazing team they did amazing job. We got to do a lot of really fun things. Was looking for something kind of new, and I'd worked with GitLab since I ran the partner organization for a lot of the partners at Google. I had worked with them for a number of years and it's rare when you work regularly with the company that you get surprised. So the kind of the point that I was like, "Oh, I really need to look into this more deeply," is I've done detailed work with GitLab for years. And I was in a meeting with Sid, our CEO. And he kind of, "Hey, you know what we're up to." And I'm like, "Oh, of course I know what we're up to." Right, cuz that's you always answer that. I mean you don't answer the question, "No, I have no idea what you're up to." We met four weeks ago, of course I know what you're up to. And he's really humble. But simply like oh hey, you want to see me insert. Hey, this is what we're working on. Slides across the floors to report, and he's like, oh, in the CI space, under three years we went from no product to the very best of the business. Beat out Microsoft, and CloudBees, and all these. And I was like wait, I didn't know you were in the CI space. I shouldn't say this publicly, >> Alright it's alright. >> but I went like I didn't know that. >> It's okay. You got the job. >> No, I'm safe, but the ability that's just the speed that the company moves. Everyone says it, but when you can go that fast with that kind of quality, I was like I got to dig deeper. And so we just kind of went down that path, and it's been quite an adventure. >> Good. >> Obviously, Microsoft buying GitHub has made for a whole lot of discussions in a whole lot of different ways for us. And competition's good, so it's been a lot of fun. >> Well, we definitely want to talk about the GitLab and Beacon Platform partnership, but I want to first ask you, Alex. Tell our viewers a little bit more about the Beacon Platform. >> So Beacon Platform is a company that came out of the financial services from the large banks; the Goldman Sachs, the J.P. Morgans, the Bank of Americas. And in those places, internally they have to have this quite open source like culture where there is people contributing in the same codebase, there's a lifecycle of how things are done, and it's rapid moving. And people don't associate them with large banks, but there is these products out there. In fact, some of the Goldman Sachs partners refer to those as the golden source, so they secret source. And if large banks can do it, why can't someone else. So we've taken those experiences that people have done for years to build these communities, best practices, and prescriptions, and turn it into a product. So we've taken the same model of here is a set of financial tooling, and infrastructure, and toolboxes to make financial applications. And we've brought it to the smaller bunch; so your insurance companies, even your large banks, Komodo used firms, insurance people. They can take our platform, and then bring their own analytics, and then build financial applications that they want on top of it and whilst doing so be ensured that they're compliant with security. We've done the governance for you. We've done the security for you. All you have to do is put your good ideas to use and make applications. >> So give us some examples of the business problems that this platform solves. >> So typically in the financial space, the people that have the great ideas are pawns, and they're by nature mathematicians. They're not developers. They're not UX people. They're not UI designers. They're certainly not security people. And yet they are are the people that are driving the core business and the value. And so the question is how do we make them be productive? How do we make sure that their lives are easier? Which means that you give them an idea. You give them a lifecycle for software that they can start saying, "Ooh, I've got an idea. I'll hack it up." And when it's hacked, they can publish it. It comes out the other end, and all the reporting is underneath there. Their security is there. The compliance is there. All the authentication is there. And that idea is now being actualized in the matter of days, weeks rather than months and years. And that means that our customers can take these ideas that they've been working on or just conceiving and turn it into reality in a very short amount of time. And then be comfortable that whole platform itself remains secure, compliant, and all the same thing that Amazon is actually counting to us. >> You know it seems like if your focus, your core competence, was or is financial services. I mean you're starting at a very high level of demand client, right? >> Yes. >> And appropriately so, and so there are a lot of lessons that migrate to other businesses that I assume are quite attractive to them, >> Yes. >> because if you mention your client, BOA, if they've got comfort, I have comfort. Right, because how much of that do you see that the experiences that you've developed or that you have put them through translate in a very positive way to other sectors? >> We've found out some of our customers are starting off in the cloud, and they're making their cloud journey. They're financial companies that want to take the journey to the cloud, but don't really know how to. And so we as a company which has already running on the cloud, as a company we don't actually own a physical single server. We're all on the cloud, all in. And they, our customers, come to us to say, "How are you in the cloud? What do you do? "You have the experience. You've worked at these places. "How does that all work?" And so we give them a sort of in the same way that out platform does. Prescriptive advice on how things are going to be done. And our customers come along with us on the journey. And so we take the customers on their cloud journey whereas our customers are taking us on their needs, and bringing their needs, and what they need to us to say, "I want to build an application like this. "What more do I need to do? What do I have to do?" And so it's a very collaborative relationship doing our customers to say, "I can help you in the cloud space. "You can help us in the financial ideas space, "and together we can actually make applications." Whatever we build ourselves, becomes we can resell it to others whilst the customers intellectual property can stay with them. It's a really interesting collaboration of. >> Symbiotic in many respects, right? >> Yes. >> You're leaning on them. And what about the relationship between the two of you again in terms of. >> Sure yeah, so as much as Beacon is very financial services focused, we're a DevOps tool and end DevOps tool for anyone, right. So in many ways what Beacon is doing is taking what GitLab's done about builing that whole tool chain, 'cause there's really a tool chain crisis out there. If you start looking at what needs to be set up for a developer, they want to live in their IDE, do their development, and publish as he said. But you start looking at what that needs to be set up after that, you're talking often times on a company 12, 15 other steps to go through. And that was kind of our aha was there's an opportunity to treat that as one full application as a DevOps tool set across the entire board. Started down that journey really like three years ago, and that's kind of I think we kind of match up. The similar story; they wrap all the important financial data, all the other things that matter to a bank, right. And they're got to whole bunch of extra tooling, extra data, extra services. But at the core of it, they also leveraged GitLab both as a tool to develop their own product and also to offer it as a tool possibly to their own customers, right. So their other customers need to develop. They need a DevOps toolset, so we work back and forth a whole lot on this. They move so fast. It's been amazing, and so every time we sit down we're like wait, what if we did, okay cool let's iterate. And we can turn that around. We ship every month to our customers. You can run it anywhere you want. The majority of our customers, they love the fact that they can run anywhere. Which in fact while Beacon does runs on Amazon, their customer bases have to run on (mumbles), right? And while we're seeing that hybrid become more and more common which is great, that's the truth that's been there forever. That's the world that we've lived, they live everyday and have lived for a long time, and so it's kind of fun to come here and see that be like yes, oh yeah that does exist, and we're kind of like yeah that's existed for a long time. >> Everybody caught up. >> Right yeah, we're there and there's always going to be reasons for that on both directions. And so we work really well together on that side, and they push us hard. Right, so we're actually right on stage. We're sitting there in just this morning, he's like hey, you finally (mumbles). You know I've got all these merge requests that he wants in our product. (mumbles) opens, it's open. Everyone in the world, anyone that watches this, go put a merge request on GitLab. We're going to track it. You're going to know where it lands. You're going to know when it gets delivered. So and if you want to write the code, you can write it and it's in. So it's been actually a ton of fun. >> And have at it, right? >> Yes. >> Well if the relationship's working good to see. >> Yes. >> And you're five months in, and I'm sure the one year anniversary's right around the corner for you. I'll try to be able to wait. >> Be here before you'll know it right? >> Hell yeah. >> (mumbles) thanks for joining us. Good to have you here on theCUBE, and look forward to hearing about this continuous success down the road I'm sure. >> Thank you >> Thank you so much. >> (mumbles) having us. >> Thank you both. Back with more here on theCUBE. You're watching this live at AWS re:Invent Las Vegas. (techno music)

>> Narrator: Vancouver, Canada. It's theCUBE, covering OpenStack Summit North America, 2018. Brought to you by Red Hat, the OpenStack Foundation and its Ecosystem partners. (soft music) >> Hi, and you're watching SiliconANGLE Medias coverage of theCUBE, here at OpenStack Summit 2018 in beautiful Vancouver. I'm Stu Miniman with my co-host John Troyer. We've been here, this is now the third day of coverage, John. We've done a couple dozen interviews already. We've got one more day of coverage. We had some kind of perceptions coming in and I have some interesting differing viewpoints as to where we are for OpenStack the project, where this show itself is going. First of all John, give me your impressions overall. Vancouver, your first time here, city I fell in love with last time I came here, and let's get into the show itself, too. >> Sure, sure, I mean the show's a little bit smaller this year than it had been in past years. Some of that is because they pulled some of the technical stuff out last year, or a couple years ago. By being a little bit smaller, and being in a place like Vancouver, I get good energy off of the crowd. The folks we've talked to, the folks that have been going to sessions, have said they've been very good. The people here are practitioners. They are running OpenStack, or about to run OpenStack, or upgrading their OpenStack, or other adjacent technologies. They're real people doing real work. As we talk to folks and sponsors, the conversations have been productive. So, I'd say in general, this kind of a small venue and a beautiful city allows for a really productive community-oriented event, so that's been great. >> Alright, so John come on, on the analysis segment we're not allow to pull any punches. Attendance, absolutely is down. Three years ago when we were here it was around 5500. Mark Collier, on our opening segment, said there was about 2600. But two-year point, I've not talked to a single vendor or attendee here that was like, "Oh boy, nobody's here, "it's not goin' on." Yes, the Expo Hall is way smaller and people flowing through the Expo Hall isn't great all the time, but why is that? Because the people that are here, they're in sessions. They have 40 sessions about Edge Computing. Hot topic, we've talked a bunch about that. Interesting conversations. There is way more in Containers. Containers for more than three years, been a topic conversation. There's so many other sessions of people digging in. The line you've used a couple a time is the people here are people that have mortgages. In a good way, it means these are jobs, these are not them, "Oh, I heard about "this cool new thing, and I'm going to "go check out beautiful Vancouver." Now, yes, we've brought our spouses or significant others, and checking out the environment because yeah, this place is awesome, but there's good energy at the show. There's good technical conversation. Many of the people we've talked to, even if they're not the biggest OpenStack fans, they're like, "But our customers are using this in a lot of different ways." Let's talk about OpenStack. Where is it, where isn't it? What's your take from what you've heard from the customers and the vendors? >> Sure, I definitely think the conversation is warranted. As we came in, from outside the community there was a lot of conversation, even backchannel, like why are you going to OpenStack Summit? What's going on there, is it still alive? Which is kind of a perception of maybe it's an indication of where the marketing is on this project, or where it is on the hype cycle. In terms of where it is and where it isn't, it's built into everything. At this point OpenStack, the infrastructure management, open infrastructure management solution, seems to be mature. Seems to be inside every Telco, every cable company, every transportation company, every bank. People who need private resources and have the smarts and power to do that have leveraged OpenStack now. That seems stable. What was interesting here is, that that doesn't speak to the health overall, and the history of, or the future of the project itself, the foundation, the Summit, I think those are separate questions. You know, the infrastructure and projects seem good. Also here, like we've talked about, this show is not just about OpenStack now. It's about Containers, it's broadening the scope of these people informally known as infrastructure operators, to the application level as well. >> Yeah, if you want to hear a little bit more, some two great interviews we did yesterday. Sean Michael Kerner, who's a journalist. Been here for almost every single one of the OpenStack shows. He's at eWeek, had some really good discussion. He said private cloud, it doesn't exist. Now, he said what does he mean by that? There are companies that are building large scalable cloud with OpenStack but it's like if some of the big China Telecom, big China cloud companies. Oracle and IBM have lots of OpenStack, in what they do, and yes there are, as you mentioned, the telcos are a big used case. We had some Canonical customers talking about Edge as in a used case for a different type of scalability. Lots of nodes but not one massive infrastructure as a service piece. If I talk, kind of the typical enterprise, or definitely going the SNE piece of the market, this is not something that they go and use. They will use services that have OpenStack. It might be part of the ecosystem that they're playing, but people saying, "Oh, I had my VMware environment "and I want to go from virtualization "to private cloud" OpenStack is not usually the first choice, even though Red Hat has some customers that kind of fit into some of the larger sides of that, and we'll be talking to them more about that today. Randy Bias is the other one, take a look. Randy was one of the early, very central to a lot of stuff happening in the Foundation. He's in the networking space now, and he says even though he's not a cheerleader for OpenStack, he's like, "Why am I here? "That's where my customers are." >> Right, right. I mean, I do think it's interesting that public cloud is certainly mentioned. AWS, Google, et cetera, but it's not top of mind for a lot of these folks, and it's mentioned in very different ways depending on, kind of, the players. I think it's very different from last week at Red Hat Summit. Red Hat, with their story, and OpenShift on top of OpenStack, definitely talked public cloud for folks. Then they cross-cloud, hybrid-cloud. I think that was a much different conversation than I've been hearing this week. I think basically, kind of maybe, depends on the approach of the different players in the market, Stu. I know you've been talkin' to different folks about that. >> Yeah, absolutely. So like, Margaret Dawson at Red Hat helped us talk about how that hybrid-cloud works because here, I hate to say it's, some oh yeah, public cloud, that's too expensive. You're renting, it's always going to be more. It's like, well no, come on, let's understand. There's lot of applications that are there and customers, it's an and message for almost all of them. How does that fit together, I have some critiques as to how this goes together. You brought up another point though John, OpenStack Foundation is more than just OpenStack projects. So, Kata Containers, something that was announced last year, and we're talking about there's Edge, there's a new CI/CD tool, Zuul, which is now fully under the project. Yes, joke of the week, there is no OpenStack, there's only Zuul. There are actually, there's another open-source project named Zuul too, so boy, how many CI/CD tools are out there? We've got two different, unrelated, projects with the same name. John, you look at communities, you look at foundations, if this isn't the core knitting of OpenStack, what is their role vis-a-vis the cloud native and how do they compare to say, the big player in this space is Linux Foundation which includes CNCF. >> That's a good one. I mean, in some sense like all organic things, things are either growing or shrinking. Just growing or dying. On the other hand, in technology, nothing ever truly dies. I think the project seems mature and healthy and it's being used. The Foundation is global in scope and continues to run this. I do wonder about community identity and what it means to be an OpenStack member. It's very community-oriented, but what's at the nut of it here if we're really part of this cloud-native ecosystem. CNCF, you know, it's part of Linux Foundation, all these different foundations, but CNCF, on the other hand, is kind of a grab-bag of technology, so I'm not sure what it means to be a member of CNCF either. I think both of these foundations will continue to go forward with slightly different identities. I think for the community as a whole, the industry as a whole, they are talking and they better be talking, and it's good that they're talking now and working better together. >> Yeah, great discussion we had with Lisa-Marie Namphy who is an OpenStack Ambassador. She holds the meat up in Silicon Valley and when she positions it, it's about cloud-native and its about all these things. So like, Kubernetes is front and center whereas some of the OpenStack people are saying, "Oh no, no, we need to talk more about OpenStack." That's still the dynamic here was, "Oh, we go great together." Well, sometimes thou dost protest too much. Kubranetes doesn't need OpenStack, OpenStack absolutely must be able to play in this Container, cloud-native Kubranetes world. There's lots of other places we can learn about Kubranetes. It is an interesting dynamic that have been sorting out, but it is not a zero-sum game. There's absolutely lots, then we have, I actually was real impressed how many customers we got to speak with on the air this time. Nice with three days of programming, we had a little bit of flexibility, and not just people that were on the keynote stage. Not just people that have been coming for years, but a few of the interviews we had are relatively new. Not somebody that have been on since very early in the alphabet, now we're at queens. >> Right. >> Anything more from the customers or that Container, Kubranetes dynamic that you want to cover? >> Sure, well I mean just that, you know, Containers at least, Containers are everywhere here. So, I think that kind of question has been resolved in some sense. It was a little more contentious last year than this year. I'm actually more bullish on OpenStack as a utility project, after this week, than before. I think I can constantly look people in the eye and say that. The interesting thing for me though, coming from Silicon Valley, is you're so used to thinking about VCs and growth, and new startups, and where's the cutting edge that it's kind of hard to talk about this, maybe this open source business model where the customer basis is finite. It's not growing at 100% a year. Sometimes the press has a hard time covering that. Analysts have a hard time covering that. And if you wanted to give advice to somebody to get into OpenStack, I'm not sure who should if they're not in it already, there's definitely defined use cases, but I think maybe those people have already self-identified. >> Alright, so yeah, the last thing I wanted to mention is yeah. Big thank you to our sponsors to help get us here. The OpenStack Foundation, really supportive of us for years. Six years of us covering it. Our headline sponsor, Red Hat, had some great customers. Talked about this piece, and kind of we talk about it's practically Red Hat month on theCUBE for John with Red Hat Summit and OpenStack. Canonical, Contron, Nuage Networks, all helping us to be able to bring this content to you. Be sure to check out theCUBE.net for all the coverage in the past as well as where we'll be. Hit John Troyer, J. Troyer, on Twitter or myself, Stu, on Twitter if you ever have any questions, people we should be talking to, viewpoints, whether you agree or disagree with what we're talking about. Big thanks to all of our crew here. Thank you to the wonderful people of Vancouver for being so welcoming of this event and of all of us. Check out all the interviews. For John Troyer, I'm Stu Miniman. Thanks for watching theCUBE. (soft upbeat music)

>>live from Las Vegas. It's the Cube covering. Inform Attica World 2018 Not you. Buy. Inform Attica. >>Welcome back and run. Live here in Las Vegas at the Venetian Cubes coverage of In From Attica, World 2018. I'm John for the coast to queue with by host the next two days. Peter Barrister, head of research for Wicked Bonds with an Angle and the Cube. Our next two guests from Deloitte. Leo Cabrera, who's senior manager. And Rajeev Krishna, who's the specialist leader on the engineering side. CDO side guys, Thanks for joining us. Thank you, John. Thank you, Lloyd. The leader in a lot of areas, absolutely doing a lot of cutting edge stuff from c'mon, the Blockchain crypto side tax side also in the I t side. You guys have been in a great top customers here in data in from Atticus, leading the charge, looking good with the trends. But the cloud is here. Cloud scale ecosystems developing. How do you guys see in from Attica? Evolving. Going forward, Mostly great messaging. But they still got customers out there that have sold stuff. They want to bring in cloud native new data. What's what's the prospects were in from Attica. >>Foreign Formica, Saudi lawyer. We have this nuanced article data advantage and basically would consider the inflection point between what we call in just 3.0, industry for point. And it's basically now we want to get value out of the data and our data advantage strategy Focus on three pillars. They have engineering wilderness and enable men for as Informatica Isa great component and a great supporter in each of these areas. Right, So, through these study we offer video service is we offer data governance. Studio chief did offer sheet state all of it. Yeah, on. And we partner with Informatica to profile the data to understand what will be the points in which we can find value over the data on off course with the new enterprise catalog to tool to do better governance for our clients. >>I want to get under the hood. I see the catalog is getting a lot of great reviews. Some people think that this is the next big wave in data management, similar to what we've seen in other ways like well, what? Relational databases and every way that comes on cap this catalogue New kind of catalogs emerging. What's your view on this? Is it away? Visit like recycled catalog, is it? >>So get a cataloguing and data. Curation has bean going on for decades, right? But it's never gained traction on, and it's never given Klein's the value because it was so manual takes tons of effort to get it right, right. So what inform Attica is done, which is absolute breakthrough? This embed a i into their enterprise data can log into which kind of accelerates the whole data. Cataloging on basically gives them gives climbs. The value in terms of cutting down on there are packed in terms of how many people, how many data students you need to put together >>So they modernize that. Basically, they exactly all the manual stuff put automation around and put some software to find around at machine learning. Is that kind of the secret to their success? >>Absolutely. And Down Delight has been partnering with Informatica for quite a while. In fact, we are one of the few companies that have a seat on the product advice report s o what we see from the marketplace we cannot feed into in from Attica to say, Hey, here's what you need to build into your products, right? So we be doing that with their MDM solution. For example, we have what we have. Articles indium, elevate. So we build machine learning into their MP and platform and offer. That's a solution similarly, and for America has built the clear platform into their E. D. C s. Oh, that's absolutely driving Valley for clients. And we have a lot of clients that are already leveraging >>a lot of risk and platforms tools, right? I see a lot of data stuff out there that's like like a feature, not a platform, that these guys got a platform, right? So But now the world's changing the cloud. How do you guys take that data advantage program or go to a CDO and saying, Look, you gotta think differently around the data, protect you explain your view on that. >>For us, data is now the center of everything, right? So any business who want to remain competitive in the future needs to get into entire end twin management of the data, getting the value of off data and also understanding what is the data coming from and what is the day they're going to write off course is studded with all the regulations. And now GDP are coming on Friday. It is a big, you know, pusher for companies to realize that over. If >>you have a big party on Friday, a big party or is this what you Katie was a big part. Nothing happened. So you're never mean GDP. Are you guys have a lot going on there? I mean, this is the center of the conversation. >>Yeah. I mean, we do have a lot of clients who need to be compliant on GDP are on informatica is one of the tools that have already pre established the policies, so you can quickly determine where is the data that GPR is gonna be monitoring and looking for compliance on So rather than doing it from a scratch, right? So it takes a lot of it >>for Let's build on this a little bit. So when we talk about different as John was saying, different generations of data management technology, we're coming out of a generation was focused on extract, transform and load where every single application or every single new analytics application wasn't you identify the source is uniquely you build extractions unique. You'd build transformations, you build load scripts. Uniquely all that stuff was done uniquely. Now what we're saying is catalog allows us to think to move into a re use world. We've been reusing code fragments and gets and all these other things for years. In many respects, what we're talking about is the ability to bring a reuse orientation inside the enterprise to data. Have I got that right? You got it >>right. Two minutes. But the most important parties how to get value out of that, right? Because they did >>manage to get value out of using >>it more exactly And understanding, You know, how can improve your operations or you know, the bottom line, or reduce the risk that you have in your data, which is basically CPR is about, >>and one other Salin point is on very scene for America bringing values their completeness of mission. Right. So when you talk about gdp are you need different aspects, right? You need your data integration. Whether it be through cloud around. Promise you need get a governor on top of what you're cataloging, right? You need security data security. Right? So it all comes together in the hole in dramatic solutions. And I think that's very see value is supposed to like pocket pockets >>of guys. I gotta ask you a question. We've seen many ways. I think it's a big way this whole date away. But you guys, you have a term called industry four point. Oh, is what is industry but the Deloitte term. But what is that? What is industry four point? Oh, me. Can you define that? >>You wanna take that door? >>Yeah, sure. So we've seen, you know, revolutions in terms off technology and data on. We've seen people going from kind of the industrial revolution to the dark. Amira, What? Three terms in the street? Four point off where data is annoying, right? So data is an acid that needs to be completely leverage. Not just you look a reactively and retrospectively like How did we do? Right? And not even just for predictive analytics. We've seen that for a few years now. It's also about using data to drive. This is value, right? So are there new ways to monetize data? Are there new ways to leverage data and grow your business? Right? So that's what Industry four. No, no is about. >>That's awesome. Well, we got a lot of things going on here. Thanks for coming on. The Cube had a couple of questions. Got a lot of dishes going on. That preparing for the big opening of the Solutions Expo Hall. We're in the middle of all the action. You're out in the open, accused. What we do. We go out in the open final question, eyes around the CDO. Who should the chief date officer report to the C I O board? What >>do you >>guys seeing? Because the CDO now picking a strategic role if Davis the new oil. That data is the fourth wave of innovation that we've seen over centuries. What does that mean? For the chief Data Officer? More power? Why'd you report to the C i o? Why is the CEO reported the Chief Data officer? What's your take? >>Traditionally our clients in the past, where the mandate for the studios were more in the data governess, right? As of today, it is going more into enablement the data, right? So more than Analytics case. Still, service is so well seen clients going from the studio moving from under the CEO in tow, the CEO and into the CMO in some cases, more about marketing. However, at the lawyer, our proposition is that companies should do a big shift and funded the new data function as a totally new vertical next to H. R next to finance right, which have his own funding and the CDO being the leader of that function, reporting directly to the CEO or >>enablement side CEO handling much of three things engineering, governance and enablement correct. So the CEO will handle Engineering Dept. Which not just its engineering, full stack developers, possibly our cloud native developers. Governance could come into policy, normal stuff. We've seen enablement more tooling, democratization of things. >>Yeah, yeah, >>yeah. I mean, what we've been seeing right in the real world, Liss, you have, for example, finance transformation that CIA full heads, right? So there's a lot of traction at that point to kind of bring the company together. But then that soon fizzles out. Sometimes you have, ah, the CMO bringing on and marketing campaign and, you know, analytics initiative, right? There's a lot of traction. Then it fizzes out. So you need somebody at the chief data officer of the C suite level to maintain that traction that moment, Um, in order freed value. >>But it seems the key issue is someone who is focused on data as an asset generating competitive returns on data as an asset because and the reason why it could be the CEO, it could be somebody else. Historically, an i t. The asset was the hardware on the argument here is that the asset is no longer the hardware now the data data. So whoever whatever you call it, someone and a group who's focused on generating returns out of data, >>Yes. But it has to have that executive level and that new talent mortal that we're proposing right where everybody knows a little bit of data in a sense. >>And the other thing is that I mean, think about this role that's dedicated to creating value of data, right? So you can understand you know how you create value in one function. Take it to the other function and tell them Hey, here's have helped finance right, get more value and then use the same thing marketing our sales. So it's also the cross pollination of ideas across different functions in an organization. S O n roll like that is helpful in terms of >>just to say, the data could very well become the next shared service's organization. That's because you don't want your salespeople to be great with data and your marketing people to be lousy with data. >>Correct. You're totally right on that. That's what we're proposing, right? So data being another vertical in entire business, >>the Lloyd bring all the action here on the Q. With all the data they're sharing here to you. It's the Cuban John for With Peter Burst, more live cover. Stay with us. We're here in Las Vegas. Live for in from Attica, World 2018 day. One of two days of wall to wall comes here out in the open. Bringing you all the data is Thank you. Stay with us.

>> Announcer: From the SiliconANGLE Media office in Boston, Massachusetts, it's theCUBE. Now, here are your hosts, Dave Vellante and Stu Miniman. >> 2010 was the first year we brought theCUBE to VMworld. At that time, VMware was a $2.5 billion company with former Microsoft exec Paul Maritz at the helm. Two years earlier, in a stunning development, VMware fired co-founder and CEO Diane Greene, which sent the company's stock tumbling almost 25%. Under pressure from investors, Joe Tucci, the chairman of EMC, made the move after a rocky four-year relationship with Ms. Greene. EMC purchased VMware in 2004 for $635 million. The Maritz years were marked by a strategy to move the company beyond the hypervisor into new areas of growth, including desktop virtualization and applications, which were met with mixed market responses. To Maritz's credit, however, the company continued to expand its presence in the data center, and under his leadership remained highly competitive with Microsoft, who was seen at the time as VMware's main rival. In 2012, the company named long-time Intel and then recently EMC exec, Pat Gelsinger as its CEO. Gelsinger inherited a roughly $4.5 billion company, staring into the teeth of the oncoming cloud megatrend. Gelsinger quickly embarked on a strategy to refocus on the core business, buoyed by a restructuring of many of the VMware assets that EMC and VMware folded into a new company called Pivotal. Gelsinger made several attempts to maintain and expand VMware's total available market with a public cloud play called vCloud Air, which ultimately failed. On the plus side of the ledger, however, Gelsinger led VMware's software-defined data center strategy grabbing pieces of its value chain that were historically left for the ecosystem. Of course, the most notable being NSX, the company's software-defined networking product, and vSan, a software storage play. Fast forward to 2017, and add to these developments the momentum of VMware's cloud management and orchestration offerings, its security and other multi-cloud services, and you now have a nearly $8 billion revenue company growing at 10% per anum, with a $40 billion market cap, and a new owner, namely, Michael Dell and company. Hello, everyone. My name is Dave Vellante and I'm here with Stu Miniman, and this is our VMworld 2017 preview. Stu, thanks for joining me. >> Dave, can't believe it's bene eight years we've been doing theCUBE at VMworld. >> Right, and we have been tracking this, Stu, and now, as we were saying, we see new owners, Michael Dell, Dell buying EMC, and of course VMware maintaining the vast majority of the ownership. Stu, what has changed since Michael Dell purchased VMware? What's changed in terms of Dell, its ownership, and also in the past year? >> Yeah, so it's been one of the top questions. Last year, John Furrier and I interviewed Michael Dell, and there were still everybody trying to say after the acquisition happened, "Aren't you going to just sell of VMware because VMware "needs to be independent, "they need to be able to partner with everyone?" And Michael was basically like, just lit a fire underneath him, and he's like, "People that think I'm going to sell it "don't understand the business plan "and they don't understand math." Everybody thought, "Oh, you got to sell them off "to be able to pay down the debt," and he's like, "No. "VMware has been called the jewel of this acquisition "of EMC, the largest acquisition in tech history." And that relationship of VMware is something that's still playing out. One piece of it, you mentioned vSAN, one of the success stories, there was the failure of EVO:RAIL, which was kind of the first generation solution put together sold through a whole lot of partners. They took that whole product and marketing team and put them together with EMC and created the VxRail team, which now reports up to Chad Sakac. On the Dell/EMC side, VxRail doing quite well, vSAN doing phenomenally well. They claim to have the most number of customers for any product in the hyper-converged infrastructure space. Lots of different solutions out there. So, some of that blending of how Dell/EMC and VMware, we see a little bit of that, but still, VMware partners with everyone. VMworld, still, Dave, is probably the largest infrastructure ecosystem out there, and even if we look at cloud, it's one of the more robust ecosystems out there. The only one probably rivals it these days is Amazon. >> Stu, isn't Dell's ownership of VMware somewhat more threatening to server vendors in particular than EMCs? Especially Cisco, IBM, HPE, large volume movers of VMware licenses, how has that affected the dynamic in the ecosystem? >> Yeah, Dave, we've talked in previous years. I was at EMC back at the beginning of the VMware relationship. EMC really didn't know what it was getting when it got VMware. It was less dollars were going to go into servers because we consolidate with virtualization, and less dollars to servers should mean more dollars to storage, good for EMC. Well, Dell, number one thing that Michael Dell wants to do is sell Dell servers. So, of course, if I'm someone else in that ecosystem, if I'm selling other servers, if I'm selling storage that doesn't run on Dell gear and not part of that Dell ecosystem, absolutely it could be a threat. Micheal has maintained the they're going to keep VMware, allow them to have their independence, and I haven't heard too many rumblings from the ecosystem that they've messed up the apple cart from VMware's standpoint. >> Okay, last year the talk was that Pat Gelsinger was on his way out. >> Stu Miniman: Yeah. >> You see Pat Gelsinger doesn't appear to be on his way out. There's earnings momentum, which we'll talk about, but thoughts on management? >> Yeah, so, right, Dave. Number one thing is we thought Pat would be out. Things are doing better from a stock market. You talked about the growth, 10% per anum right now is solid VMware. We've seen a number of moves and changes, people that, there have been a lot of people that have left. There's new people that have come in. There are areas that are doing quite well, and virtualization is still a mainstay of the data center. One of the things we'll talk about, I know, is that Amazon relationship, which we expect to hear a lot about at the show. Amazon's one of the Global Diamond partners, which, a year ago if you had said that Amazon was one of the top partners up there with the likes of Hewlett Packard Enterprise, OVH took over the vCloud Air business, which is, as you said, it failed from VMware's standpoint. They still have a number of partners. Companies like Rackspace, OVH that took over that vCloud Air business, and lots of service providers are doing quite well selling VMware lots of places. And virtualization still is the foundational layer for most infrastructure. >> So VMware pre-announced earnings to the upside and future growth ahead of expectations, so the stock got a nice pop out of that. What's driving that momentum? >> The two areas you talked about first. vSAN is doing quite well. It's driving a lot of adoption and trying to get VMware to be a little bit more sticky and really kind of slowly expand as opposed to big chunks. We talked about when Pat first went in as CEO, it was, VMware had to play a similar game to what Intel did, Dave, which is how do they expand what they're doing without really ostracizing their ecosystem. And, to their credit, they've done a pretty good job of that. They baked in some backup solutions, but lots of backup solutions, you and I were at the vMon conference earlier this year. VM's still doing a very solid business inside of VMware's ecosystem. Lots of other players that play well there. NSX is really starting to hit its stride, that networking piece, but where a few years ago we were talking about it was VMware versus Cisco, well, they seem to be kind of settling into their swim lanes. Cisco still has their core networking business. Cisco's trying to become more of a software company. Cisco actually recently bought Springpath, which was their hyper-converged product, but today that's far behind what vSAN's doing, revenue, users, and everything like that. AirWatch was another acquisition. Sanjay Poonen really helped drive that forward. So the mobility play, VMware's doing well. A lot of the emerging areas, we've been waiting to see where VMware goes with them. Things that I look at like containerization, server lists, open stack VMware had some plays there. They are really kind of nascent at this point and haven't really exploded. I always look at this show, are we seeing many developers there? Lots of the shows we go to have a big developer group. We'll have a little bit of developers, but it's really still a small piece of the overall picture. There's still lots of virtualization admins, people looking at where VMware fits into cloud, and that's kind of where it sits today. >> Let's talk about the competitive dynamic, which is totally different. I mean, back when we first started covering VMworld with theCUBE, 2010, it was really Citrix, Microsoft, Citrix with VDI. You mentioned AirWatch, which kind of flipped the dynamic a little bit. Quite a bit, actually. But Microsoft was the key virtualization competitor. Now it's like competitors, partners, you've got Google Cloud, now, of course, Diane Greene running Google Cloud, which is kind of ironic. We can talk about that. Microsoft with Azure, AWS, which is, we expect to hear a lot from VMware at VMworld 2017 about the AWS relationship. Certainly, IBM with its cloud. Nutanix, which launched at VMworld several years ago, is now more competitive. You mentioned Cisco. They're clearly more competitive with NSX. How do you describe the competitive landscape? What should we be watching at this year's show? >> Yeah, Dave, first of all, you talked about how VMware grew from kind of the $2.5 billion to more like an $8 billion, so of course they're bumping into, kind of going over some of their swim lanes a little bit, and the market has matured. Absolutely, hyper convergence for the last few years has been one of the hot spots, not only for VMware, first when they launched vSAN, it actually was the tide that rose for a lot of their competitors out there. Nutanix, SimpliVity, many of these companies said that they actually stopped a lot of their outbound marketing for about a year because all the people that called up looking at vSAN went to those solutions. Now vSAN's hitting its stride. It's doing really well. I highlighted how VxRail is doing great revenue on the Dell/EMC side, and there's still lots of partners that VMware has. So hyper converge, absolutely something that we'll see there. Cloud, big piece. I mentioned Rackspace, OVH, all the service providers. The vCloud Air network is still kind of there. So how VMware is getting into the service providers, how they're getting into the cloud, I know we'll talk a little bit more about the cloud piece. Last year it was the Cloud Foundation suite, which takes vSAN, and NSX, and vSphere, puts it all together with a management, and that's something that VMware wants to be able to put on prem in a service provider or in AWS. So really, wherever you go, VMware is going to be there and stretch that, but it's like a four-node star configuration. It doesn't natively go into Amazon. That's been a lot of the lift that's been happening over the last year to try to get that VMware on AWS working, and I hear it's not 100% baked yet by the time we get to the show, but working out a lot of those details. But cloud, hyper-converged, some of the new ones. VDI will still come up too, I'm sure. >> How about Docker? Where do they fit in the competitive landscape? >> Yeah, it's interest, remember, I remember the last year we had the show in San Francisco we had Ben Golub, a CEO at Docker, on the program there. Ben's no longer the CEO. They switched CEO's. We had theCUBE at DockerCon this year. Containers, absolutely very important. VMware has something called VMware Integrated Containers. I hear a little bit about it, but most people, if they're saying, "I'm doing virtualization," they're probably doing it on Linux. So Red Hat Summit this year, heard a lot about containers. We're going to have theCUBE at Kubecon, which is the Kubernetes show, later this year. So we know VMware plays a little bit with Docker. I'd love to see VMware saying how they fit into the Kubernetes piece a little bit more. We heard of the Cloud Foundry Summit earlier this year, how Pivotal kind of fits into that environment and they've got a way to be able to spread across multiple environments there. But VMware tends to play in a little bit more traditional applications. And, Dave, when you talk about a competitive standpoint, that's what I look at for VMware. The biggest threat to them is they don't own the application, so Microsoft, Oracle, IBM, and all those cloud-native apps that are getting put in the public cloud, like Google, and Amazon, and Microsoft, does that leave VMware behind? Does VMware, I heard it many times last year, become the new Legacy? >> Well, and, but they're clearly positioned as an infrastructure player, so let's talk about that. I mean, cloud has become the new, infrastructure and service, become the new big competitive threat to on-prem infrastructure. Wikibon has done some research on the true private cloud. Interestingly, I mean, true private cloud essentially is a moniker representation of public cloud-like attributes on prem, bringing cloud, cloud models, to the data, for example, and Wikibon has forecast that as the largest market. I think I've got some data here. It shows that true private cloud over time will be a $230 billion market, whereas infrastructures and service in the public cloud will be about 150 billion. So you expect that true private cloud is going to overtake that. It's growing faster. The CAG here is 33% versus public IAS at 15%, but the big thing is staff. >> Yeah. >> Staffing, getting taken out essentially, getting out of non-differentiated heavy lifting, but what is VMware's cloud strategy generally, but specifically with regard to bringing the cloud model to the data on prem? >> Yeah, so when we created the true private cloud definition, we said,"Vvirtualization alone is not cloud, "and therefore, what do we need? "We really need to have that automation, "that orchestration." And VMware had done a number of acquisitions, they're putting the suite of solutions together, and it's more than just saying, "Oh, I have six different software products; "here's a bundle." How do we fully integrate that? And that's what the Cloud Foundation suite's what VMware put together so that I can have it in a virtual private cloud in Amazon. And it's something basically VMware manages it, but it's Amazon's data center, and that's plugged into the public clouds. I can do the similar sort of thing in the service providers and that's why, with our forecast, Dave, we show in about five years, true private cloud should have more revenue than public cloud. Big reason is because there's a whole lot of Legacy out there and moving from all of my, most companies hundreds if not thousands of applications, getting all of them to the public cloud is tough. Having them in a virtualized environment and being able to slide them over to this kind of environment makes a lot of sense. I can do that. And the shift of my workloads and my applications going to microservices really starting to break apart some of the the pieces is something that a lot of times that's going to take five to 10 years. So, in the meantime, we're going to shift kind of Legacy to private cloud while we're picking off the things that we can with the public cloud. And VMware with their Cloud Foundation suite and their solutions that they're putting together, networking as, really, the inter fabric with NSX, vSAN making it easy to make those applications a little bit more portable between different types of infrastructure, but that's really, VMware is they put their cloud play, and they have a very large set of partners that they're working with in this space. >> So, Stu, how should we look at the VMware AWS deal? Is it AWS's attempt to get a piece of the true private cloud action on prem? Is it VMware's initiative to try to actually get a cloud strategy that has teeth, and works, and has longevity? How should we think about that? >> Yeah, it's, of course, a little bit of both. At its core, I think it's Amazon looks at 500,000 VMware customers that have data center deployments and they're going to stick a straw into that environment and say, "Come try out the first taste of our services," and once you get on the Amazon services which, by the way, they're launching, what, three new features every week, I think. I was at the Amazon Summit in New York City recently and it was like, "Oh, it's a regional summit," there were like three main announcements. No, I got the email. There were like 12 announcements and each one of them were kind of cool and things like that. So it absolutely is how do I get customers comfortable with moving to this new model. I think one of the things that Microsoft did really well is when they pushed everybody to Office 365, they said, "SaaS is the way you should always think "about buying your applications going forward, not, "I'm going to deploy a server for my Outlook, "I'm going to deploy infrastructure for my SharePoint." It's, "I'm going to buy Office 365 and that's just "the way it's done." So they made it the okay. Now VMware, it's really dangerous, in a way, saying, working with Amazon, now we're saying, "Hey, playing on Amazon's safe. "The water's nice." And once they get in that water and you have access to all of those cool things that Amazon keeps putting out, which, by the way, Dave, the week after they announced the partnership of VMware and AWS, what Amazon announced was, "There's a really easy "migration service that, if you have "a VMware Ware environment, "you just kind of click this button." And I'm pretty sure it's for free. "You can now be completely on AWS "and you don't have to pay for VMware licensing anymore. "Wouldn't that be nice?" >> So, okay, so the way you've phrased it or framed it, is it sounds like that VMware, with its half a million customers, has more to lose than AWS in this deal. Is that the right way to think about it or is this not a zero-sum game? >> I don't think it's a zero-sum game when, you brought up the true private cloud. The data center still, there's room for some growth with VMware, even if people are 90% virtualized now, there's some room for growth there. Public cloud, though, has a strong growth engine, so now VMware has a play there. Rather than saying, "It's the book seller, don't go there," they want to have a play. Michael Dell, Dave, I'm sure we're going to ask him, say, "Hey, what do you think the world's going to look like "in five years? "You've got your Azure Stack partnership "that you're lining up with your server division "and with EMC, you've got Amazon that VMware's playing with, "you've got your data center; "how does that go?" And, of course, Michael being the smart businessman that he is, is going to say, "Uh, yeah, you're going to buy Dell "no matter what solution you go with, "and I'm going to have a strong position "in all of them." but it definitely is, we're in a bit of a transitional phase as to how this is going to look. We've, for years, been arguing how big does public cloud get, what applications go where. I do think that this has the potential to accelerate a little bit from VMware's standpoint. VMware customers getting in this environment, trying out some of the new things. I know lots of people that were in the virtualization community that are now playing in the public cloud, getting certified, doing the same things that they did a decade ago to get on public cloud. So, as those armies of certified people kind of move over in the skillset, we have a generational shift going on and lots of people are going to be like, "Hey, I don't want to spend 12 to 18 months "building a temple for my data anymore. "I can just spin this up really fast and move." It's interesting, Dave, Cycle Computing, one of the earliest customers that we interviewed at Amazon, was just acquired by one of the other cloud guys, not Amazon. So companies that know, that was an HPC company that was, rather than spend 18 months and $10 million, we can do the same thing in, like, a few weeks and $10,000. >> They're super computing in the cloud. All right, let's wrap with what to expect at VMworld 2017. Obviously it's going to be a lot of people there. They're your peeps. A lot of partying going on. It's like, it used to be Labor Day kicked off the fall selling season, and for years it's been VMworld. What should we look for this year? >> Yeah, so, I'm excited, Dave. It's always, this community, they spend like the whole summer getting ready for it. I'm actually going to be sitting on a panel at Opening Acts, which is, the VMunderground group does on Sunday. So the event really, it doesn't start Monday, Dave, it actually, a lot of people are already flying in by the time this video goes up. They're doing things Saturday. On Sunday there's three panels. I'm sitting on one on buzz words in IT, so to things like cloud and server lists. Are those meaningful or are those a total waste of our time? So that kind of gets us started. You mentioned lot of good parties at the show always. There's the vExpert community. I was a vExpert for a number of years back when it was, you know, hundred, couple hundred people. I think there's now 1,500 vExperts worldwide. We've got a bunch of hosts coming in to help us, including John Troyer who created the vExpert program, Keith Townsend, Justin Warren, excited to have them. Lisa Martin's going to be co-hosting, along with you, me, John Furrier and Peter Burris. So we've got a big team. We've got two sets. We've got a great lineup at theCUBE. Two sets, three days in the VMvillage, which this year is on the first floor right outside of the Expo Hall. So it's one of those things I don't expect to sleep a lot. I expect to see a lot of people, bump into 'em on the show floor, stop by theCUBE, see the parties, and definitely see 'em in the after parties. >> Great. Well, as Stu says, we have two sets going on, so please stop by and see us. Stu, thanks very much for helping me with this VMworld preview. We'll see you in Vegas next week. Thanks for watching, everybody. See you in Las Vegas. This is theCUBE. (electronic music)

>> Narrator: Live from Austin, Texas, it's The Cube covering DockerCon 2017 brought to you by Docker and support from its ecosystem partners. (upbeat tech music) >> Hi, I'm Stu Miniman and this is SiliconANGLE Media's The Cube. We're the worldwide leader in enterprise tech coverage. Happy to be coming to you from DockerCon 2017 here in the Austin Convention Center of course in Austin, Texas. My host for the next few days will be Jim Kobielus, Jim thank you so much for joining us. >> It's great to join the team. >> Alright, so we'll get to you in a second, Jim, but first of all, it is the fourth year of the DockerCon show Docker The Company, just celebrated its fourth year of existence, CEO Ben Golub started off the keynote Founder, CTO, Chief Product Guy, Solomon Heights, introduced a bunch of opensource initiatives, did a bunch of demos, the first DockerCon event back in 2014, I actually had the pleasure of attending, was my favorite show of that year, I got to hear some of these HyperScale guys talk about how they were using containers, how Google spins up and spins down two billion containers in a week and there were about 400 people there and Docker, the company, was 42 people. Fast forward to where we are today in 2017, Docker, the company, I believe is 320 people, there is over 5,500 people here, you can see 'em all streaming in behind me here as the Keynote just let out, so, we've got two full days here of coverage. This morning, we're going to go through a little bit of the news, talk about who we're going to cover, but first of all, I want to introduce you to Jim Kobielus, so John Furrier sends his regards to the community, he's real sorry he couldn't make it out, just had some things came up at the last minute, so he couldn't come, but stepping in for him with lots of knowledge and experience is Jim, so Jim, please, for our audience that hasn't gotten chance to see, you did some intro videos with our crew out in our 4,500 square foot Palo Alto studio at the beginning of the month, but why don't you tell 'em what brought you to the SiliconANGLE Media team, your background, and what you're going to be doing. >> Great, yeah, thanks Stu. Yeah, I've joined just recently in the last few weeks, I am Wikibon's lead analyst for application development as well as data science and deep learning. I create data science and the development of artificial intelligence as a huge and really one of the predominant developer themes now in the business world and really much of that that's going on in business in terms of development of the AI applications is in the form of microservices in containerized format for deployment out to multiclouds and increasingly serverless computing environments. So, I am totally pumped and excited to be at DockerCon and there were some great announcements this morning, I was very impressed that this community is making great progress, both on the sheer complexity and sophistication of the ecosystem, but on just the amount of support for Docker technology, for Kubernetes and so forth for the full range of technologies that enable containerized application development. Hot stuff. >> Yeah, Jim, and you talked about things like community and ecosystem and that was definitely the theme here day one. Docker did some changing in their packaging since we were at the show last year. They now have Docker CE which is the community edition. Focus on the developers and today was developer day. I'm pretty sure everything that was announced today is opensourced, it's in there, it's in the free version. I expect tomorrow we'll probably hear more about EE, it's the Enterprise Edition >> Enterprise, yes. >> A question I know we all have is how is the monetization of what Docker's doing progressing, the press and analyst dinner last night, I heard from a Docker employee and said look, we all understand, we are the early days of the monetization of Docker, but Solomon, this morning, said really, the success of Docker the company is tied directly to the ecosystem. We've got Microsoft coming on today, we've got Sysco, Oracle, lots of partners coming on this week talk about what Docker's doing, what's happened in opensource is going to help a broad ecosystem and all, not just the developers, but enterprises and the companies, so, what are you looking at this week, what are you hoping to come out of, what grabbed you from the Keynotes this morning? >> Well, grabbing from the Keynotes this morning is the maturation of the containerized Docker ecosystem in the form of greater portability, in terms of the LinuxKit announcement, we'll get to that later, as well as great customization capabilities to the Moby project. This is just milestones in the development and maturation of a truly robust ecosystem of innovation, really, what Docker's all about now that it's a real platforms company, is helping its partners to be raving successes in this rapidly expanding marketplace, so, that's what I see, the chief themes so far of this today. >> Yeah and it's interesting, one of the things we've always looked at Docker is like what does the opensource community do, what does the company do, what's the co-opetition play? Two years ago at the show in San Francisco, there was taking the container run time and really making sure that's opensource. You had the CoreOS guys and the Docker guys hugging. I got a picture of Ben Golub and Alex Polvi standing together and it was like oh, okay, that little cold war was over. LinuxKit is something we're going to look at, they lined up some really good partners. We got Intel, Microsoft, HPE, and IBM, but, we're going to talk to Red Hat and Canonical and see what they think about this because from the Linux guys, I've been hearing for the last couple of years, well, Linux really is containers. It's all just something that sits on top and containers, of course, is the Windows variant now, too, but you just buy your Linux and Containers comes with it and now, we say oh, we've got LinuxKit which is, I'm going to have a distribution that's fast, optimized, four containers that Docker and that ecosystem they're building's going to do. >> Same as everywhere, I mean Ben Golub laid it out maybe with Solomon this morning. Containers are really the predominant packaging of applications large and small across increasingly not just traditional enterprise and consumer applications but also the internet of things, so, but internet of things and the development of AI for the IOT is a huge theme that I'm focusing on in my coverage for Wikibon. I see a fair amount of enablers for that here. >> Great, and Jim, and absolutely, there was a big slide with Docker will be where you need to be, so, whether you're in the public cloud, of course, there's container services from, we've got Amazon ECS right here. You've got what's going on with Google and their containers. Microsoft Badger of course, so, there's so many pieces, so, a lot we're going to go through, we've got a full slate of interviews, of course, everybody can watch here at SiliconANGLE TV. If you want to participate in social conversation, John Furrier's actually been banging away, it's CrowdChat.net/DockerCon is where we're having some of the social conversations, of course, you can always reach out, I'm just @Stu on Twitter, Jim is @JamesKobielus which you'll see on the lower third when we put him up here is where he is on Twitter, if you're at the Expo Hall, you'll see the Expo Hall's behind us, we're just in the corner of the Expo Hall, going to be here for two days. Jim, I want to give you the final word on our intro here, come to the end of the day, what do you hope to have walked away with? >> Well, I hope to walk away with a more rich and nuance understanding of this ecosystem and the differentiators among the dozen upon dozens of companies here. Partners of Docker. Really what I see is a huge growth of the Kubernetes segment in terms of orchestration, scaling, of cluster management for all things to do with, not just Docker, but really Container D, which, of course, Docker recently opensourced, it's core container engine. I think this is totally exciting to see just the vast range of specialty vendors in the area providing tools to help you harden your containerized microservices environment for your CloudNative computing environments, that's what I hope to take away. I'm going to walk these halls when I'm not physically on The Cube and talk to these vendors here, exciting stuff, innovation. >> Yeah, absolutely, and you gave us so many pieces there, Jim. You mentioned Kubernetes, of course. There is that little bit of do I use Dockers Forum or do I use Kubernetes? Docker, of course, would like you to use Forum, that's what they're >> And in fact, that was an excellent discussion this morning about swarms advantages as well. I don't want to make it sound like I'm totally shifting towards Kubernetes in terms of my preferences. I mean, clearly, it's a highly innovative and dynamic space, so, Docker is making some serious investments and beefing up their entire enterprise stack including Swarm. >> Where I wanted to go, actually, with that is the Moby project actually is one of those things I saw as a nice maturation of what we hear from Docker. For the first couple of years, Docker said batteries are included but swapable, which means things like Swarm are going to make it in there, but you could use an alternative, so you want to use Kubernetes, go ahead and that's fine and Moby has allowed them to take all the components that are opensource. People inside Docker can work on them, people outside can collaborate them, much more modular. Reminds me of how when we talk about how development teams work, it's those two pizza teams, Docker has them internal, they're pulling more people in, how is that opensource collaboration going to expand? Scalability, I think, is the word that I heard over and over again in the Keynote. Scaling of the company, scaling of the products, scaling of the ecosystem, so something more interesting, say, we've been scaling our operations and we got two full days here of coverage so make sure to stay with The Cube for everything we've got here and thank you for watching The Cube. (upbeat tech music)