>> Live from Orlando, Florida. It's theCUBE. Covering Microsoft Ignite. Brought to you by Cohesity and theCUBE's ecosystem partners. >> Welcome back everyone to theCUBE's live coverage of Microsoft Ignite here in Orlando. I am your host Rebecca Night, hosting, co-hosting along side Stu Miniman. We are joined today by Steven Rosenthal. He is the senior product specialist at QTS Data Centers. Thank you so much for coming on theCUBE. >> You're welcome, thank you. >> So let's start by finding out a little bit more about QTS, based in Kansas City. What do you do? What are you all about? >> Yeah, so QTS is based in Overland Park, Kansas. We have our operations based in, actually right outside of Atlanta in Suwanee, Georgia where actually I'm from. And we have 16 data centers across the United States, about six million square feet of data center floor. We cater to everybody from hyperscalers, the hyperscalers of the world that everybody, I think, knows about, to enterprises, to federal customers. We have product lines that cover, again, hyperscale, co-location, private cloud; which I think we'll talk about today and mannered services around that private cloud offering. >> I know Stu is dying to talk private cloud with you but-- (Stu Laughs) Can you just tell us a little bit about how you fit in precisely with the Microsoft Ecosystem? >> Yeah, so, we fit in because we will offer Azure Management, so for customers that will have work loads up on Azure, we can help manage that and we also have dedicated connections through our connectivity products that will get you to Azure from our data centers. So, that's how we kind of fit into this ecosystem. >> Alright, so, just to geek out on that one little bit, when I talk to a lot of service providers, things like AWS direct connect, and Azure Express Route are one of the things we're seeing just massive adoption on being able to take my own stuff and plug it in or use services from the public clouds. Do you offer all of those? >> So we have AWS Direct Connect in our Chicago data center that we can cross connect to you, to that via our other data centers. We're also utilizing the software to find networks as back-up fabric and megaport to get you to those direct routes into Azure and AWS. >> Okay, great. So you do have the way to, 'cause the discussion has been, for a few years it went from hosting to service providers and, oh wait, public cloud is the enemy. And now I think we've matured a lot. It's like, yes, of course there's competition there, but as SoftDel and Microsoft said, look we're going to compete against people, we're going to partner with a lot of people. And, of course, your customer's are using everything. >> Yeah, I don't think it's just a line. We definitely partner with the public cloud offerings. It's not if you can't beat them join them, there is a workload for public cloud, there's workloads for private clouds and we can get into that into detail, but there is absolutely a partnership that we can have there and not a competitive partnership. >> Yeah and I actually, let's bridge that discussion over to the private cloud discussion. You know, I will give you the one there is no answer for it, but how are customer's sorting this thing out? How are you dealing with it? What do they put where? How do you help them with that discussion? >> You know, what we're finding is customers are anywhere from all into public cloud, to I'm kind of just dabbling in it and maybe putting my toe into it. And we can go in and help them along their cloud journey. So, because of the integrative products that we have within QTS, we can help you from just being a co-location customer to kind of dipping your toe in a little bit with some public clouds. Getting you that direct access via AWS Direct Connect or via software to find networking, helping you manage that, but there is workloads out there that customers just want to know where their data is. Where is my data? When you go to a public cloud, I'm not saying it's not safe, it's not secure, but we all know there's issues that sometimes they go down and there's customers, for compliancy reasons, for whatever reason they have, they want to know my data is in Suwanee, Georgia and due to the private cloud, and we know it's always there, we can provide that to the customer. >> Do you think that customer anxiety of where is my data will always exist for certain clients or do you think we will actually get to a point in the cloud computing evolution where people feel really secure? >> You know, I think if you look over the last few years, people are a lot more secure today than they were three years ago, two years ago or even one year ago. So, if I had a crystal ball, I think people will get a little bit more comfortable, but I think customer's in finance-- >> Healthcare. >> Healthcare. They're all going to really be nervous about where that data is, so there's always going to be that need for that. Certain workloads, I want here. The rest of it, yeah, we can put up in public cloud, but I want to know that this data resides in this data center. >> Yeah. I mean, governance and compliance is obviously going to play into that. So, let's talk about the private cloud. In our research, we started a few years ago, we said, what customer's need is true private cloud. And we said that because cloud should really be an operating model and the public cloud really set the bar as to, how I consume, how I manage, how I don't have to get into some of the pieces, so, to do that, you really need to kind of modernize the platform. Maybe bring us through your journey as to how you've seen it versus just kind of, I had a bunch of servers in Iraq, versus how do you define what is private cloud for your environment today? >> Yeah, so at QTS, we define the entire stack is dedicated to a customer. That's everything from the Nutanix hardware that we use and we decide to use as our infrastructure base for this. All the way up to the Cisco 9K's that we support. Everything is dedicated to that customer. So, there's no multi-tendency at all within that. So, there's no noisy neighbors, there's nobody next to you that you may not know what they're doing. Our journey started about a year ago, maybe a little bit more. Where we saw that, as everyone probably did, the evolution of the customer going to that true hybrid model. That not everything is going to public. They, again, not to repeat myself, but there are some workloads that stay within the private cloud and they needed somewhere to put that. Customers also were looking for more of an optics model than a capics model. We can host that for them within our data centers, provide all the data center services that we provide to our COLO customer's around duplicate power and the security that we provide and allow them to host that within our data centers. So that's what we're seeing in our customers and that's what is really driving that. >> Alright. When Nutanix positions the enterprise, it really is about that simplicity that they can offer. Service providers often have different metrics as to how you determine. What lead you to the Nutanix solution? How does that fit in your over all operations? >> Yeah. Honestly, we did, for lack of better terms, a bake off. We looked at competitors out there but Nutanix, by far, they have a right to be in that Gartner Magic Quadrant because, one, their support is just excellent, that we have found from them everything that we needed from them. They were right there and helping us. Up until now and we don't think they're going anywhere either, right? Nutanix has been one of our best technology partners that we've brought on board. And we see the benefits of the hyper-converged environment, allowing us, you talked about people want that cloud experience >> Right. >> The loud experience is, I want to be able to swipe my credit card and have a server running in five minutes. That's not what dedicated private clouds are, but they might want it less than 30 days, less than 60 days. Having hyper-converged there, we can provide that to the customer, get them up and running in a matter of weeks, not a matter of months. You know with their traditional architecture. >> One of the things we're hearing a lot at this conference is the importance of having the right kinds of partners and making sure that there is a lot of trust embedded in the relationship. >> Right. >> You just described, choosing Nutanix, having this bake off, how else do you walk through the, can you walk our viewers through the process of how you choose the right people that you want to do business with, from sort of a business mindset stand point, but also, complimentary functionality? >> I think a couple things. One, we obviously look at the technology. Technology for us is, if not number one, it's up there as pretty close to number one. Does the technology meet the needs of our customers? Can we provide the service with the service level agreements that we have in place? Around our hosted private cloud, we have 100% SLA around that, so we want to make sure that we can meet that for the customer. So, the technology has to be there. Then, outside the technology, the support. This is technology, technology's going to have issues. If we can make sure we have the support to back that up, so if a customer or we have an issue with the infrastructure, we can bring that back online as quick as possible. Then we look at, how closely they can do, you know, co-market with us, especially Nutanix. We do a lot of things co-marketing with Nutanix. We put on panels within our data centers. We've been doing this for the past, almost a year now, with Nutanix, ourselves, maybe we'll have AWS sit on it, we'll have Cohesity sit on it, and bring in customers or prospects into our data centers and have different topics around there, so all of that kind of mixed together, provides a really good partnership for us. >> Great. >> Steve, we talked a little bit about how Azure on the public cloud fits in. How does Microsoft fit in on the private cloud discussion? >> So, most of our customers are running Windows. I mean that's really where it fits in. >> Of course. >> Currently, our hosted private cloud runs VMRS as a hypervisor-- >> Right. >> But most of the customers are running Windows as their operating system. >> Absolutely. Still, I mean, from the early days until today, the applications sits on top. Microsoft has all the business apps up there. Been a lot of announcements at the show. Windows Server 2019, talking a lot about the shift to SaaS. How are you seeing, is that still a big driver for your customers, the generational shifts of Windows and what about the changing workloads? I'm curious about how those impact you. >> Yeah, absolutely. The changing workloads definitely drives our business and as you pointed out, a lot of those are going to either Office 365, going up to Azure. We're getting a lot more customers asking us for Azure these days. I don't want to put AWS against Azure, but we are at the Microsoft show, obviously. We're getting a lot of customers who are driving their business up to Azure and to be able to support that within our community is really important to be able to support that customer, so we are definitely seeing that drive towards those types of workloads. >> You're an industry veteran. You've been in IT for 25 years. I wonder if you could talk about this point in time that we're at now. It feels like an inflection point, but maybe I'm wrong. Can you sort of paint this point in time, in the greater context of the cloud computing revolution. >> I think hybrid is the word. Right? I know it's a marketing word. I know a lot of people use it, but I think it really has hit today. Where you have companies that say, hey, we are all in on public cloud and I think that's a great marketing term, but if you really look at all of their workloads, they don't have everything up there, but even if they have 90%, 10% of their workloads are Legacy applications that they would have to re-write to be able to really work in the public cloud and these applications are running just fine where they are, they don't want to touch them. So, I think that hybrid model is where we are today and it's only going to grow. >> Steven, I'm curious, we watched for a while, public cloud polled on the data center apps, but now we have the Edge out there. You talk about IOT, you talk about what machine to machine type technology is going to push things back out, not going to be in some central location. Is that having an impact yet on your business, how would you play in some of these IOT environments? >> Yeah, we are constantly looking at the new technologies out there, especially the autonomous cars is something that we are looking at very heavily and they require, there's something like six terabytes of data that gets passed back and forth between that car and whatever service is running that car and that's got to be somewhere on the Edge, but I think if you look back at how people were defining private cloud a couple years ago, how are people are defining Edge is very different. And over the next year or two, we will get more common, how people are defining Edge Computing will become a lot more common. So, we're looking at how do we plan that market? Do we have to have data centers closer to the Edge, wherever that edge is, in cities that you typically don't see data centers. You're probably going to have a different type of data center within that city too. >> Oh, yeah. Absolutely. The edge is very different if you are a telecom provider versus an enterprise, what you said. That data center is going to be a pop, is it going to be something in a wireless tower-- >> Is it going to be in a closet somewhere that supports it? >> It's all going to be something that just fits on a wrist at some point in the future, right? (all laughing) >> Yeah. It's going to fit right there. >> Yeah, check on my data. So, getting back to the cities that you don't necessarily think of. I mean, you're a tech, a cutting edge tech company, based in Kansas City, the Heartland. >> Right. >> How do you find, is it difficult to recruit talent because frankly even the companies in Silicone Valley and Washington and Boston, they're having trouble recruiting talent. Where do you come down? >> I think it's not only recruiting the talent, it's keeping the talent; which QTS is very good about keeping the talent. I think if you look at our attrition rate, it's probably some of the lowest in the industry 'cause we have a culture that people want to stay in, but even though our headquarters are in Overland Park, Kansas, again, our, really our operations headquarters are outside of Atlanta, Georgia in Suwanne which is probably just about 30 miles north. So, we have Georgia Tech that we can pull from, you have Emory that you can pull from and, you know, the entire Georgia University system. I don't want to leave anybody out that we can pull from. And we have data centers around the country, even in Silicone Valley, we have Santa Clara, which we can pull from the Silicone Valley individuals. Dallas has a lot of tech companies, so we're not just pulling from one market, we're pulling from 16 different markets across the country, which helps us a lot not just to dry up a single market. >> You said that QTS has a culture that people want to stay and Microsoft is touting its culture as collaborative, inclusive. Describe QTS's culture. >> Our culture, a lot of people ask me that and it's like, you got to live it. It's very, very family-oriented. I know a lot of people say that, but we live it. We care about each other. Nobody walks around going, it's not my job. Everybody is there to support the customer. We are very customer-focused, you can see that in our NPS scores. Our NPS scores are very high in the industry, probably some of the highest out there. So, and that goes back to just how we take care of our customers. And we look, goes back to your question about, what do we look for in partners, Nutanix probably has a very high NPS score and we want to make sure that our partners are treating our customers as we want to treat our customers. >> Great. Well, Steven, thank you so much for coming on theCUBE. >> Thank you. Appreciate it. >> I'm Rebecca Knight for Stu Miniman, we will have more from Microsoft Ignite, coming up in just a little bit.

>> Live, from Orlando, Florida, it's theCUBE, covering Microsoft Ignite. Brought to you by Cohesity and theCUBE's ecosystem partners. >> Welcome back, everyone, to theCUBE's live coverage of Microsoft Ignite. I'm your host, Rebecca Knight. Joined, of course, by my esteemed co-host, Stu Miniman. We have one guest for this segment, Bernard Golden. He is the vice president of Cloud Strategy at Capital One. Thank you so much for coming on the show Bernard. >> Well, thank you so much for inviting me to be on. >> You are famous in the world of cloud. You're named by wired.com as one of the most ten influential people in cloud computing. I'd love to just ask you a very broad question to start, and that is where are we right now with the cloud? Where do you see, what are sort of the biggest issue, the biggest challenges that you see with companies adopting and embracing the cloud right now? >> Well, unlike a lot of people, I think we're still a lot earlier in cloud adoption than other people do, maybe. If it were a baseball game, I'd say, maybe, the pitcher's coming out for the top of the second inning. And I think the barriers tend to be two-fold. One is, for traditional enterprises, there's still a lot of, we have a lot of embedded, a lot of legacy, a lot of investment, sunk costs, how can we step away from that, should we step away from that? So you hear a lot of discussion around what's the right role, hybrid clouds, so forth, and so on. For companies like Capital One that have said, "we're going all in on cloud," and Capital One has announced it's going all in on public cloud. Then the challenge becomes how do I adopt the practices of the organizations around the frontier of cloud? Because you have to really adapt a whole range of things. It's not just ... a lot of people treat cloud computing as kind of like it's a data center at the end of a wire. I have my traditional practices, my traditional models, my traditional tools, my traditional cost models. All of those things have to change. And so, I think for companies like Capital One, and we certainly have faced those things I would say, but for those companies that make the break to say "yeah, we're going to go all out on cloud," then it's how do I restructure the entire way I do information technology? >> Yeah, and Bernard, I agree with a lot of what you were saying. You and I have had conversations about cloud over the years. I've read lots of what you've written. Amazon would agree it's still day one, right? >> It's their phrase. >> Microsoft, I want to get you, not as Capital One, but just as a watcher of the industry, I remember a few years back, Microsoft put out TV ads like "to the cloud." At least made me cringe when I saw some of it. When I look at Microsoft today, they play strongly in SAS, they've got public cloud, they've got all the virtualization in various business products for private cloud. So they play a lot of places, they have a lot of strengths, they understand application, they understand data, they're well positioned. They might not be number one in many of these areas, but a strong customer base. And they're doing good, but I'd like to see them do even more. I'm curious of your viewpoint. >> Well I guess what I'd say is, if you look at the universe or the aggregate of cloud providers, Gartner says there's three that really matter, up in the upper right-hand quadrant of the Magic Quadrant. And that's what I call AMG, Amazon, Microsoft, Google. If you look at Gartner, they've said these are the three that really have both a vision and the ability to execute. >> We believe Alibaba might be making its way in there at this point. >> You know, Alibaba's quite interesting. I've had some interactions with Alibaba, before I joined Capital One, and they're tremendously capable technically, they have huge ambition, so I wouldn't dismiss them or write them off. They don't have much presence in the U.S., at least Capital One is primarily a U.S.-based company. But also, because of the fact that Alibaba doesn't have much presence in U.S., and not that much in Europe, they tend to not be so present, but I would definitely follow them going forward, for sure. >> Sorry, I took you off track, talking about Microsoft's positioning in the marketplace. >> Well, so they're clearly one of the three players. I would say they've had a pretty dramatic turnaround from where they were, say, four or five years ago. You can track that, maybe, to their CEO. I think they're making a strong play in this space, and obviously are committed to it. >> I think Capital One is an adopter and pushing on many of the disruptive technologies. I remember the first Echo Dot that I got, it was actually a Capital One giveaway at a conference, I bumped into you at the Serverless conference. A lot of this show is talking about the business productivity, the applications. There's lots of Azure, but I haven't heard as much about Azure, there's some announcements around Kubernetes. I had a great conversation at the Serverless booth, but if you look at the cloud piece, I want to get your viewpoint as to how Microsoft's doing, where customers are. I know we're in, especially, Serverless' very early days. But get your viewpoints on how those fit into the overall position, and anything you could say about Capital One there would be great, too. Capital One, as I said, is all-in on public cloud computing. It's announced it's going to close all of its data centers. And, as I said, the second challenge that organizations face is really when they go all-in, they go "now I have to really adapt all my practices." So, Capital One is looking at things like containers, serverless, it sponsors the serverless conference, so it's very much engaged with those kinds of things. This conference, I mean, unlike AWS that basically says "all we do is AWS," Microsoft has a very broad range of products, and they have to represent all of them at their conference. So, it's certainly not an only-Azure conference, and that's to be expected. I've said in a number of the sessions, and it's part of my job, I have to track what's going on with all these providers. And so I've tracked what's gone on in the sessions. I've been pretty impressed with some of the stuff that Azure has put forward. But there's other sessions as well. And they have to cover all the rest of their stuff. >> As you said, Capital One is all-in on the public cloud, but it is a multi-cloud world. And a lot of companies are still sort of struggling to figure out "how do I make this work, where do I go?" Can you walk us through your decision process at Capital One, and then also maybe tease out some best practices about how other organizations should make decisions? >> Well, I can't say a ton about Capital One, and about how we've looked at it, other than what we publicly announced, which is "we're all in on public cloud." Our CIO has been up on stage at AWS, very strong adapter of AWS. What I would say, is that, for most organizations, there's sort of two factors you might think about in terms of looking at using multiple clouds. One is from a risk communication strategy. Do you want to have all your eggs in one basket? And that's probably for most enterprises it's not that much of a problem in the sense that they own something of everything, no matter what. You'll never find any enterprise that only uses one thing. In any technology place, and even if they do, then they buy another company that's on a different one. But, from a risk communication strategy you might want that, and then, you might also be looking at opportunistic deployment of workloads if you want to take advantage of superior functionality available from one cloud provider or another. So, do you really like the machine learning that comes out of Azure, well you might decide to put workloads based on that. Or if you like something about certain kinds of database offerings, you might look at that. If you want a certain breadth of services, you might look at AWS, so there's a criteria you have to establish about what you want to accomplish with your applications, or what you want to do around risk management. >> Great, Bernard, what other things have you been seeing at the conferences, what's exciting you? Any takeaways for people that haven't been at the show? Or any things you'd recommend people go poke at? >> As I said, I attended a number of sessions yesterday. I was pretty impressed with the Cosmos DB multi-master. I used to run engineering groups at a database company, and I'll tell you, there's a huge revolution going on in databases, from all the providers, and having some domain experience, there's stuff that gets announced and I go, "how do they that?" I mean, that's amazing. So that was pretty impressive. There were a couple of announcements around Express Route. One, they've announced the 100 Gig Connectivity, which is pretty amazing, I think. And the second thing, this didn't get a lot of coverage and all that, is they announced that basically, let's say you're a corporation with stuff in Argentina and Switzerland. You can basically put Express Route connections into the Microsoft fiber backbone and then just transit your data across their private fiber backbone, which is pretty, pretty interesting. So, I thought that was pretty interesting. I think the rest of it is slipping my mind at the moment. >> I tell you, that is fascinating, because I remember, I've been watching since when AWS came out it had Direct Connect. It was, well, this is really interesting, there's some use cases, but Amazon, Azure, and Google, all of those versions, just hearing massive adoption as people go to a hosting colo service provider, and that can get them, I have the stuff that I'm going to own, and then I'm going to have the stuff, the public cloud in it, physics still exist, but I'm going to get them closer with high band with low-latency connections, so it's a real game-changer as to how I build my applications, and build that ... The hybrid cloud, or multi-cloud, which is something we've been kind of looking at as it's a challenging thing to do, over time. >> Yeah, it's interesting, because there was a time when the huge challenge was the skinny straw. If you had 100 megs, that was a pretty skinny straw. And now, that's really opened up a lot. And these direct connects are pretty good cross-connect performance. That was the pretty interesting era, I thought. >> Great, Bernard, thank you so much for coming on theCUBE. It was a pleasure having you. >> Thank you so much for inviting me. >> I'm Rebecca Knight for Stu Miniman, we will have more from theCUBE's live coverage of Microsoft's Ignite coming up in just a little bit. (techno music)