>>from the cube studios in Palo alto in boston connecting with thought leaders all around the world. >>This is a cute conversation. Welcome to the cubes coverage of HP discover 2021 I'm lisa martin. I've got three guests with me here. They're going to be talking about the partnership between HP and AMG. Please welcome George hope worldwide Head of partner sales at HP terry, Richardson north american channel chief for AMG and Peter chan, the director of media channel sales at AMG Gentlemen, it's great to have you on the cube. >>Well, thanks for having us lisa. >>All right, >>we're excited to talk to you. We want to start by talking about this partnership terry. Let's go ahead and start with you. H P E and M D have been partners for a very long time, very long history of collaboration. Talk to us about the partnership >>HB named, He do have a rich history of collaboration spinning back to the days of chapter on and then when A M. D brought the first generation AMG equity process department back in 2017, HP was a foundational partner providing valuable engineering and customer insights from day one AmY has a long history of innovation that created a high performance CP roadmap for value partners like HP to leverage in their workload optimized product portfolios, maximizing the synergies between the two companies. We've kicked off initiatives to grow the chain of business together with workload focused solutions and together we define the future. >>Thanks terry George, let's get your perspective as worldwide had a partner sales at HP. Talked to me about H P S perspective of that AMG partnership. >>Yeah, they say it's uh the introduction of the third generation AMG Epic processors, we've we've doubled our A. M. D. Based Pro Lion portfolio. We've even extended it to our follow systems. And with this we have achieved a number of world records across a variety of workloads and are seeing real world results. The third generation am the epic processor delivers strong performance, expand ability and the security our customers need as they continue their digital transformation, We can deliver better outcomes and lay a strong foundation for profitable apartment growth. And we're incorporating unmatched workload optimization and intelligent automation with 360° security. And of course, uh with that as a service experience. >>But as a service experience becoming even more critical as is the security as we've seen some of the groundbreaking numbers and data breaches in 2020 alone. Peter I want to jump over to you now. One of the things that we see H P E and M. D. Talking about our solutions and workloads that are key areas of focus for both companies. Can you explain some of those key solutions and the value that they deliver for your customers? >>Absolutely. It's from computing to HPC to the cloud and everything in between and the young HB have been focused on delivering not just servers but meaningful solutions that can solve customer challenges. For example, we've seen here in India, the DL- 325 has been really powerful for customers that want to deploy video. Hp nmD have worked together with icy partners in the industry to tune the performance and ensure that the user experience is exceptional. Um This just one example of many of course, for instance, the 3 45 with database 3 65 for dense deployments, it's key the 35 That has led the way in big data analytics. Um the Apollo 60 500 breaking new path in terms of AI and Machine learning, quite a trending topic and m D H p are always in the news when it comes to groundbreaking HPC solutions and oh by the way, we're able to do this due to an unyielding commitment to the data center and long term laser focused execution on the M the road map. >>Excellent. Thanks. Peter. Let's talk about the channel expansion a little bit more terry with you. You know, you and the team here. Channel Chief focused on the channel. What is A. M. D. Doing specifically to expand your channel capabilities and support all of the Channel partners that work with Andy >>great question lisa Campbell is investing in so many areas around the channel. Let's start with digital transformation. Our Channel partners consistently provided feedback that customers need to do more with less between A and B and H P. E. We have solutions that increase capabilities and deliver faster time to value for the customer looking to do more with less. We have a tool on our website called the and metrics server virtualization, Tco estimation tool and those who have visually see the savings. We also have lots of other resources such as technical documentation, A and E arena for training and general CPU's departments can take advantage of aside from solution examples, AMG is investing in headcount internally and at our channel part race. I'm actually an example of the investment MD is making to build out the channel. One more thing that I'll mention is the investment that are, you know, lisa su and Andy are making to build out the ecosystem from head Count to code development and is investing to have a more powerful user experience with our software partners in the ecosystem. From my discussions with our channel partners, they're glad to see A and d expanding our our channel through the many initiatives and really bringing that ecosystem. >>Here's another question for you as channel chief. I'm just curious in the last year, speaking and you talked about digital transformation. We've seen so much acceleration of the adoption of that since the last 15 months has presented such challenges. Talk to me a little bit about some of the feedback from your channel partners about what you am, D N H B are doing together to help those customers needed to deliver that fast time to value, >>you know, so really it's all about close collaboration. Um we we work very closely with our counterparts at H P. E just to make sure we understand partner and customer requirements and then we work to craft solutions together from engaging, technically to collaborating on on, you know, when products will be shipped and delivered and also just what are we doing to uh to identify the next key workloads and projects that are going to be engaged in together? So it's it's really brought the companies I think even closer together, >>that's excellent as a covid catalyst. As I say, there's a lot of silver linings that we've seen and it sounds like the collaboration terry that you mentioned has become even stronger George. I want to go to you. Let's HP has been around for a long time. My first job in tech was Hewlett Packard by the way, many years ago. I won't mention how long but talk to me about the partnership with AMG from H P s perspective, is this part of H P S D N A? >>Absolutely. Partnering is our D N A. We've had 80 years of collaboration with an ever expanding ecosystem of partners that that all play a key role in our go to market strategy. We actually design and test our strategic initiatives in close collaboration with our partners so that we can meet their most pressing needs. We do that through like farmer advisory boards and things of that nature. Um but we have we have one of the most profitable partner programs in the industry, 2-3 times higher rebates than most of our competitors. And we continue to invest in the partner experience in creating that expertise so partners can stand out in a highly competitive market. Uh And Andy is in direct alignment with that strategy. We have strong synergies and a common focus between the two companies. >>And I also imagine George one question and one question to that there's tremendous value in it for your end user customers, especially those that have had to everyone pivot so many times in the last year and have talked to me a little bit about George What you're saying from the customer's perspective. >>Well as Antonio Neri said a couple of years back, the world is going to be hybrid and uh, he was right. We continue uh we continue to see that evolution and we continue to deliver solutions around a hybrid digital world with, with Green Lake and the new wave of digital transformation that we refer to now as the age of insight customers want a cloud experience everywhere. And 70% of today's workloads can easily be re factored for the public cloud or they need to stay physically close to the data and other apps at the emerging edge or in polos are in the data centers. So as a result, most organizations are forced to deal with the complexity of having two divergent operating models and they're paying higher cost to maintain them both with Green Lake, we provide one consistent operating model with visibility and control across public clouds and on prem environments. And that applies to all workloads, you know, whether it's cloud native or non cloud native applications. Um we also have other benefits like no cloud block in or no data. Egress charges, so you have to pay a steep price just to move workloads out of the public cloud. And then we're expanding collaboration opportunities within for our partner ecosystem so that we can bring that cloud experience to a faster growing number of customers worldwide. So we've launched new initiatives uh in support of the core strategy as we accelerate our as a service vision and then work with partners to unlock better customer outcomes with Green Lake and of course, hb compute of which I am d is part of is, is the underlying value added technology. >>Can you expand on some of those customer outcomes as we look at, as I mentioned before, this very dynamic market in which we live. It's all about customer outcomes. What are some of those that from a hybrid cloud environment perspective with Green like that you're helping customers achieve? >>Well, at least Greenland has come out with with about 30 different different offerings that package up some solutions. So you're not just buying infrastructure as a service. We have offerings like HPC as a service. We have offerings like uh, V D I as a service, ml, ops as a service. So we're packaging in technology, some are are some are not ours, but into completing some solutions. So that creates the outcome that the customers are looking for. >>Excellent. Thanks, George and Peter, last question to you again with the hybrid cloud environment being something that we're seeing more and more of the benefits that Green Lake is delivering through the channel. What's your perspective from a. M decide? >>Absolutely lisa. So, so I mean I think it's clear with a MD based systems, customers get the benefit of performance, security and fast time to value whether deployed on prem and cloud on a hybrid model. So please come try out our HP system based on name the processors and see how we can accelerate and protect your applications. Thank you lisa. >>Excellent, Peter George terry, thank you for joining me today. I'm sure there's a lot more that folks are going to be able to learn about what AM D and H. P. Are doing together on the virtual show floor. We appreciate your time. Thank you. Yeah, for my guests, I'm lisa martin. You're watching the cubes coverage of HP discover 2021 Yeah.

(lighthearted music) >> Okay. We're here with Keith White, Senior Vice President and General Manager for GreenLake at HPE, and George Hope, who's the Worldwide Head of Partner Sales at Hewlett Packard Enterprise. Welcome gentlemen. Good to see you. >> Awesome to be here. >> Yeah. Thanks so much. >> You're welcome. Keith, last we spoke, we talked about how you guys were enabling high performance computing workloads to get GreenLake right, for enterprise markets. And you got some news today which we're going to get to, but you guys, you put out a pretty bold position with GreenLake, basically staking a claim, if you will. The Edge, Cloud, as a service, all in. How are you thinking about its impacts for your customers so far? >> You know, the impact has been amazing. And, you know, in essence, I think the pandemic has really brought forward this real need to accelerate our customers' digital transformation, their modernization efforts, and, you know, frankly help them solve what was amounting to a bunch of new business problems. And so, you know, this manifests itself in a set of workloads, a set of solutions, and across all industries, across all customer types. And as you mentioned, you know, GreenLake is really bringing that value to them. It brings the Cloud to the customer in their data center, in their Colo or at the Edge. And so frankly, being able to do that with that full Cloud experience all as a pay per use, you know, fully consumption-based scenario, all managed for them, so they get that, as I mentioned, true Cloud experience, it's really sort of landing really well with customers. And we continue to see accelerated growth. We're adding new customers, we're adding new technology and we're adding a whole new set of partner ecosystem folks as well that we'll talk about. >> You know, it's interesting, you mentioned that, just as a quick aside. The definition of cloud is evolving, and it's because customers ... It's the way customers look at it. It's not just vendor marketing. It's what customers want, that experience across Cloud, Edge, you know, multi clouds on prem. So George, what's your take? Anything you'd add to Keith's response? >> I would, you've heard Antonio Neri say it several times and you probably see it again for yourself. The cloud is an experience. It's not a destination and digital transformation is pushing new business models and that demands more flexible IT. The first round of digital transformation focused on a Cloud first strategy, where our customers were looking to get more agility. As Keith mentioned, the next phase of transformation will be characterized by bringing the Cloud speed, the agility to all apps and data, regardless of where they live. According to IDC, by the end of 2021 80% of the businesses will have some mechanism in place to shift the cloud centric, infrastructure and apps, and twice as fast as before the pandemic. So the pandemic has actually accelerated the impact of the digital divide. Specifically in the small and medium companies, which are adapting to technology change even faster and emerging stronger as a result. You know, they, the analyst degree cloud computing and digitalization will be key differentiators for small and medium business in years to come and speed and automation will be pivotal as well. And by 2022, at least 30% of the lagging SMBs will accelerate digitalization. But the focus will be on internal processes and operations the digital leaders, however, will differentiate by delivering their customers dynamic experience. And with our partner ecosystem we're helping our customers embrace our as a service vision and stand out wherever they are on their transformation journey. >> Well thanks for those stats. I always liked the data. I mean, look, if you're not a digital business today I feel like you're out of business and-- I'm sure there's some exceptions but you got to get on the, on the digital bandwagon. I think pre pandemic, a lot of times people really didn't know what it meant. We know now what it means. Okay, Keith. Let's get into the news when we do these things. I love that you guys always have som-- something new to share. What do you have? >> No, you got it. And you know, as we said, you know the world is hybrid and the world is multi-cloud and so customers are expecting these solutions. And so we're continuing to really drive up the innovation and we're adding additional cloud services to GreenLake. We just recently went to a general availability of our ML ops, mach-- machine learning operations and our containers for cloud services along with our virtual desktop which has become very big in a pandemic world where a lot more people are working from home. And then we have shipped our SAP HEC customer edition which allows SAP customers to run on their premise whether it's the data center or the Colo. And then today we're introducing our new bare metal capabilities as well as containers on bare metal as a service, for those folks that are running cloud native applications that don't require any sort of hypervisor. So we're really excited about that. And then second, I'd say similar to that HPC as a service experience, we talked about before where we were bringing HPC down to a broader set of customers. We're expanding the entry point for our private cloud which is virtual machines, containers, storage compute type capabilities in workload optimized systems. So again, this is one of the key benefits that HPE brings is it combines all of the best of our hardware, software, third-party software and our services and financial services into a package. And we've workload optimized this for small, medium, large and extra large. So we have a real sort of broader base for our customers to take advantage of and to really get that cloud experience through HPE GreenLake. And, you know, from a partner standpoint we also want to make sure that we continue to make this super easy. So we're adding self service capabilities or integrating into our distributors through a core set of APIs to to make sure that it plugs in for a very smooth customer experience. And this expands our reach to over a hundred thousand additional value add resellers. And, you know, we saw just fantastic growth in the channel in Q1 over 118% year over year growth for GreenLake cloud services through the channel. And we're continuing to expand our ex-- extend and expand our partner ecosystem with additional key partnerships. Like our Colos, that co-location centers are really key. So Equinix, Cirrus 1 and others that we're working with. And I'll let George talk more about that. >> Yeah. I wonder if you could pick up on that George I mean, look, if I'm a partner and and I mean, I see that I see opportunity here. Maybe, you know, I made a lot of money in the in the old days moving iron, but I got to move. I got to pivot my business. You know, COVID is actually, you know accelerating a lot of those changes, but, but there's a lot of complexity out there and partners can be critical in in helping customers make that journey. What do you see this meaning to partners, Georgia? >> So I completely agree with Keith the-- through and through in with our partners, we we give our customers choice, right? They don't have to worry about security or cost as they would with public cloud or the hyperscalers we're driving special initiatives via Cloud 28, which we run which is the World's largest Cloud aggregator. And also in collaboration with our distributors and their marketplaces. As, as Keith mentioned, in addition customers can leverage our expertise and support of our service provider ecosystem, our SIs, our ISBs to find the right mix of hybrid IT and decide where each application or workload should be hosted. Because customers are now demanding robust ecosystems, cloud adjacency, and efficient, low latency networks and the modern workload demands, secure compliant highly available, and cost optimized environments. And Keith touched on co-location, we're partnering with co-location facilities to provide our customers the ability to expand bandwidth, reduced latency and get access to a robust ecosystem of adjacent providers. We touched on Equinix a bit as one of them but we're partnering with them to enable customers to connect to multiple clouds with private on demand interconnections from hundreds of data center locations around the globe. We continue to invest in the partner and customer experience, you know making ourselves easier to do business with we've now fully integrated partners in GreenLake central. And can provide their customers end to end support in managing the entire hybrid IT estate. And lastly, we're providing partners with dedicated and exclusive enablement opportunities. So customers can rely on both HPE and partner experts and we have a competent team of specialists that can help them transform and differentiate themselves. >> Yeah. So I'm hearing a theme of simplicity. You know, I talked earlier about this being customer driven to me what the customer wants is they want to come in. They want simple, like you mentioned, self-serve. I don't care if it's on prem in the cloud, across clouds at the edge, abstract, all that complexity away from me make it simple to do not only the technology to work you know, you figure out where the workload should run and let the metadata decide. And that's a, that's a bold vision and then make it easy to do business. Let me buy as a service if that's the way I want to consume. And, and partners are all about, you know, making, you know reducing friction and driving that. So anyway guys, final thoughts. Maybe Keith, you can close it out here and maybe George-- >> Yeah. You summed it up really nice. You know, we're excited to continue to provide what we view as the largest and most flexible hybrid cloud for our customers apps, data, workloads, and solutions and really being that leading on-prem solution to meet our customer's needs. At the same time, we're going to continue to innovate. You know, our ears are wide open and we're listening to our customers on what their needs are, what their requirements are. So we're going to expand the use cases, expand the solution sets that we provide in these workload optimized offerings to a very very broad set of customers as they drive forward with that digital transformation and modernization efforts. >> Great. George, any final thoughts? >> Yeah, I would say, you know, with our partners we work as one team and continue to hone our skills in and embrace our confidence. We're looking to help them evolve their businesses and thrive, and we're here to help now more than ever. So, you know, please reach out to our team and our partners so we can show you where we've already been successful together. >> So that's great. We're seeing the expanding GreenLake portfolio partners are key part of it. We're seeing new tools for them and then this ecosystem evolution and build out an expansion. Guys, thanks so much. >> You bet, thank you. >> Thank you. Appreciate it. >> You're welcome.

(bright music) >> You know, there's a lot of negative press around the technology industry these days. The tech lash is somewhat understandable, people are struggling and yet the tech industry is booming, creating incredible wealth for a relatively select group of people. I get it. But the reality is, that the technology industry has guided us through the pandemic, allowing us to work remotely, securing our employees, keeping goods and services flowing, and using data and analytics to track COVID and accelerate the development of vaccines. And many in the tech industry are passionate about giving back and applying their talents to solve real world problems. I'll give you an example. After accidents, cancer is the number one cause of death among young people. In the middle of the 20th century, the survival rate for kids with cancer was 0.0%. Today, it's above 85%. Cancer in kids is much different than in adults. The types of cancer, the diagnoses, the treatments, they vary. Different types of research are required to attack the problem. And that takes money. And one of the people here in Boston and beyond that's using his talents, his creativity, his network, and yeah, his wealth, to attack this problem, is my friend, Chris Lynch, entrepreneur, investor, and philanthropist. Chris, awesome to see ya. Welcome back to theCUBE my friend. >> Thanks, Dave. It's great to be here. >> So, listen, this personal story of yours, how'd you get into, where's the passion come from for kids with cancer? >> Dave, it's actually related to one of my startup endeavors. When you're starting, bootstrapping your company, you're typically staying at people's homes to save money. >> Sleeping on couches. Yeah. >> Yeah, yeah. Pretty much. And for the years of these startups, I've developed relationships with families all over the world, 'cause I've literally lived with them for periods of time until the companies got to points where we didn't have to do that. And there was a family in Seattle that I used to stay with, and they had a son that was a similar age to one of mine and he ultimately passed of cancer. And I stayed with the family, and I stayed with them a few times while they were going through this, and I was touched, I was inspired by their courage, how positive they were. I was thinking in my own circumstance, how could I, I would just hate the world. And in these families, I stay there, they call me Uncle Chris. And I was having dinner at the family home and I was looking at the boy, and I excused myself, went to the bathroom and I started sobbing, and he knocks on the door, comes in and says, "Uncle Chris, it's okay. My dad tells me you can do anything. Just do whatever you can so that other kids don't have what I have." You know and... >> Wow. Wow. And I can see the emotion that you're feeling right now, bringing us back to that moment. >> Well. Yeah. >> It's unbelievable. All right, so you got Tech Tackles Cancer. Is this your latest venture? I think the last one was 2018. It's coming back, took a break 'cause of COVID, and this is going to go down on the 21st at The Sinclair in Harvard Square. Bring a bunch of people in. We got a number of people who have signed up to, actually you're one of them, of course, but to sing karaoke, raise a bunch of dough, and then there's like a little contest, right? So... (he chuckles) Alex, bring up that slide. I got to show the audience who we got here. And this is, Chris, this is your competition. So, here you go. We got, Steve Duplessie, right? That's a great picture, Steve. Thanks for doing this, right. Nathan Hall, who's at Pure Storage. Steiny, Ken Steinhardt, from INFINIDAT. And you got George Hope at HPE. And Joe Lemay, who's an inventor, he's the CEO of Rocketbook. Any of these guys worry you? >> I'm going to sleep easy tonight. (Dave laughs) >> So, how did you get into rock and roll? You wrote a blog one time. You quoted Nietzsche saying that life without music would be a mistake. Rock and roll. Rock on. How'd you get into rock and what's your passion there? >> Well, I always loved rock and roll but I had someone that was staying with us who was a student at BU, and he went to his semester abroad, he went to the UK. And he came back with all this punk rock music, the Sex Pistols and all this stuff. And I heard it and it just triggered something in me. And then I didn't want to do anything but play music and try to be a musician, and my grades and everything else suffered as a result. But music's always inspired me, the creativity, the boldness. A lot of things that I think I apply to my startup life. >> How could people help? Let's say they want to get involved. I mean, obviously, they can attend the event, they donate. What should people do? They could sing? >> Yeah. So they can certainly sponsor the event. There are a number of sponsorship opportunities. They can participate. They can volunteer for the event. It is an all-volunteer organization. Every dollar that we raise goes to the charities that we've listed. And we handle everything else through a lot of arm twisting and whatnot. >> Great. So it's June 24th, sorry, June 21st, at The Sinclair, which is right in Harvard Square. So it's live band karaoke, right? >> Correct. >> I've seen some of the, we're going to share a little clip there. And so, it's a call to action to all you rock and roll technology gods out there. You know, we showed you the five folks plus Chris who were doing it, and so we're dying to see you up there again, you must be really excited about it. >> I am, I am. I'm going to be much better than last time. >> Okay. Well, so just on that note we'll close with a little taste of what's in store for June 21st. We'll see you there. ♪ Now my loneliness ♪ ♪ Is killing me now ♪ ♪ You know I still believe ♪ ♪ Midnight, midnight to six ♪ ♪ Midnight, midnight to six ♪ ♪ Midnight, midnight to six ♪ ♪ Believe in things that you don't understand ♪ ♪ then you're su... ♪ (bright music)

(upbeat music) >> On June 21st in Cambridge mass at the Sinclair in Harvard Square, Tech Tackles Cancer is back after a COVID hiatus with live band karaoke and some local tech celebrities raising money for a great cause. The Cube is a media sponsor of the event and Josh Epstein, local marketing exec and one of the events organizers is here to tell us more. Josh, good to see you, welcome. >> Good to be here, Dave. >> So tell us about this event. What's going on? What are the logistics? How's that all work? >> Yeah, we're super excited. So as you said, June 21st at the Sinclair in Harvard Square, Sinclair, if you haven't been there is just the great old school rock club. So we'll be there from 6:00 to 10:00. We will have live band karaoke. So the main event and kind of the primary fundraising approach here is that we have some celebrity technology rock gods these featured performers like Chris Lynch who was the founder of Tech Tackles Cancer, who are are raising money from basically now, up until June 21st. Then at the event, their fundraising will culminate with them singing a live song backed by a live band. And the awards will be given out to the most money raised, the best performance and the best stage presence. So it will be a lot of fun. >> So the fundraising format is I sign up to sing do the karaoke with a live band which is a little bit different. And then I raise as much dough as possible. So obviously that's competitive. >> It's competitive, I think that we ask for a minimum of $10,000 targeted for each of the fundraisers but knowing these guys, knowing guys like Chris Lynch, they don't like to lose. So the bet here is that people are going to go out, they're going to hit their network and they are going to look to kind of raise the most money. So we anticipate this to be a great event with a lot of money raised and a lot of fun. >> So we have a graphic from Alex. If you could bring that up of the people who have signed up for this already. We got Steve Duplessie, founder of of ESG, senior analyst. They sold their company to Tech Target, which is awesome. Congratulations to those guys and thank you for stepping up. George Hope, who heads partner sales for HPE, Joe Lemay of Rocketbook Nathan Hall from Pure Storage, system engineering guy and of course, Steiny, Ken Steinhardt from Infinidat. He was at EMC, he's the field CTO now. He's going to be up there singing. So of course, Chris. >> Absolutely, these are just the early entrance here. So we just started really working our networks. And obviously, I'm a Boston tech guy kind of working the storage networks, the networking networks and kind of the other folks that are around. So as we come out of stealth here in April and start really recruiting, we anticipate having probably 10 to 15 of these featured performers, really fundraising performers that we'll sing. And then we're also obviously soliciting broader donations from anyone who wants to come to the event or just give to the cause and the corporate sponsorships as well. >> All right, so you got corporate sponsorships. You can sing, you can donate you can be there just to support it. That's fantastic and the awards, how's that work? >> Yeah, so we're excited. So first off, most money raised wins an award. So we'll have a leaderboard on the website, we'll be able to kind of track who's raised what, at the event, we're going to have some celebrity judges that will be actually voting for their favorites and then have a crowdsource component as well. So we'll introduce what that mechanism is. But as people, either at the events or a watching in streamed live on LinkedIn live, we'll actually vote for their favorite performance as well as their their pick for best stage presence which we know in rock and roll is half the battle. >> Now this cause has raised a bunch of, I think last time, you guys did this, it was probably a quarter million or close to it and you support multiple causes. What causes are you supporting? >> Sure, yeah, actually I think since they founded the event several years ago they raised over $2 million. This year for this format where we're looking, we can really up our game here but this year we're supporting two really great causes that are both focused on pediatric cancer. The first is St. Batrick's that is really committed to raising funds for research to really help stamp out pediatric cancer really. The approach to researching cures and treatments to pediatric cancer is very different from regular adult cancer. So St. Batrick's does a great job of picking those research projects that really target in on those pediatric cancer causes. And then the second is one mission. And one mission really outlooks to help make pediatric cancer patients that are spending time in the hospital, making their time less stressful, less painful, less sad, less boring. And so they do a lot of fundraising and contributions targeting children's hospitals, really around the country for those pediatric cancer floors. >> Josh, amazing cause. Thanks so much for coming onto the Cube and explaining all that. >> Great, thanks David. >> All right, June 21st, go to ttcfund.org, Tech Tackles Cancer fund, ttcffund.org for more information and you can donate. We'll see you there. (soft music)

[Music] you know there's a lot of negative press around the technology industry these days the tech lash that's somewhat understandable people are struggling and yet the tech industry is booming creating incredible wealth for a relatively select group of people i get it but the reality is that the technology industry has guided us through the pandemic allowing us to work remotely securing our employees keeping goods and services flowing and using data and analytics to track covet and accelerate the development of vaccines and many in the tech industry are passionate about giving back and applying their talents to solve real world problems i'll give an example after accidents cancer is the number one cause of death among young people in the middle of the 20th century the survival rate for kids with cancer was 0.0 percent today it's above 85 percent cancer in kids is a much different than in adults the types of cancer the diagnoses the treatments they vary different types of research are required to attack the problem and that takes money and one of the people here in boston and beyond that's using his talents his creativity his network and yeah his wealth to attack this problem is my friend chris lynch entrepreneur investor and philanthropist chris awesome to see you welcome back to thecube my friend thanks dave it's great to be here so listen this personal story of yours how did you get into where's the passion come from for kids with cancer dave it's actually related to one of my startup endeavors when you're starting bootstrapping company you're typically staying at people's homes and you know to save money sleeping on couches yeah yeah pretty much and um you know through the years of these startups i've developed relationships with families all over the world you know because i've literally lived with them you know for periods of time until the companies get to points where we didn't have to do that and um there was a family in seattle that i used to stay with and they had a son that was a similar age to one of mine and he ultimately passed of cancer and i stayed with the family and i stayed with them a few times while they were going through this and i was touched i was inspired by their courage how positive they were i was thinking in my own circumstance how could i i would just hate the world and you know in the you know in these families i stay there you know they call me uncle chris and um i was having dinner at the you know at the family home and i was looking at the boy and uh i excused myself went to the to the bathroom and i started sobbing and um he knocks on the door comes comes in and says uncle chris it's okay my dad tells me you can do anything just do whatever you can so that other kids don't have what i have you know in it wow wow and i can see the emotion that you're feeling right now bringing bringing us back to that moment it's it's unbelievable and and the thing is when you started st baldrick's it wasn't it was obviously about the kids but it was also about the family as well right because they're going through right i mean you know we all know as parents how hard it is to be a parent can you imagine having a parent that's you know got a disease like that so it's not just about you know the the cancer and the research it's about the supporting the families as well right that's right and that's why one mission is you know one one of our um you know big beneficiaries you know of of the work we do um because it's obviously we want to find cures um but people you know families are affected every day and we need to provide them the kind of support um you know that that they any child should have and any family should have in this circumstance all right so you got tech tackles cancer this is your latest venture i think the last one was uh 2018. it's coming back took a break because of covid obviously uh but so it's live band karaoke it's the tech industry your network and beyond really kind of giving back how does that all work well basically you know we we once i learned that pediatric cancer was different and that there was it was underfunded we wanted to raise awareness for that we wanted to raise funds to take a different approach applying sort of venture principles how i invest in companies and find the best research in the world which is not in any four walls of any sort of research center so we get the best research from around the world and that we decided to put the money invest the money as well as the support services around those that you know are affected today yeah okay so we've got actually so what's going to happen and this is going to go down on the the 21st at the sinclair and harvard square bring a bunch of people in we've got a number of people who have signed up to actually you're one of them of course but to to sing karaoke raise a bunch of dough and then there's a little contest right no alex bring up that slide i gotta i gotta show the audience who we got here this is chris this is your competition uh so here you go you got we got steve duplessi right he has great picture steve thanks for doing this right nathan hall who's at pure storage steiny ken steinhardt from infinidat and you got george hope at hpe and joe lemay who's uh he's inventor he's a ceo a rocket book any of these guys where are you i'm going to sleep easy tonight [Laughter] how did you get into rock and roll you wrote a blog one time you you quoted nietzsche is saying that life without music would be a mistake you know rock and roll rock on how did you get into rock and roll well i always loved rock and roll but i had that was staying with us he was a student at bu and he he went to his semester abroad he went to the uk and he came back with all this punk rock music the sex pistols and all the stuff and um i heard it and it just triggered something in me and that i didn't want to do anything but play music and you know try to be a musician and um you know my grades and everything else suffered as a result but music's always inspired me the creativity the boldness a lot of things that i think i apply to my startup life how can people help let's say they want to get involved i mean obviously they can attend the event they donate what what should people do they could sing yeah so they could they could certainly sponsor the event there are a number of sponsorship opportunities um they can participate they can volunteer for the event it is an all volunteer organization every dollar that we raise goes to the charities that we've listed um and we handle everything else through a lot of arm twisting and you know and whatnot great so it's june 24th uh sorry june 21st at the sinclair which is right in harvard square so it's live band karaoke right i've seen some of the we're gonna share a little a little a little clip there and so it's a call to action to all you you rock and roll technology gods out there you know we showed you the the five folks plus chris who were doing it um and so we're dying to to see you up there again you must be really excited about it i am i am i'm going to be much better than last time okay well so just on that note we'll close with a little taste of what's in store for june 21st we'll see you there [Music] midnight midnight midnight midnight six midnight midnight six things that you don't understand in yourself [Music] you

>> Welcome to theCUBE's coverage of HPE Discover 2021. I'm Lisa Martin. I've got three guests with me here today. They're going to be talking about the partnership between HPE and AMD. Please welcome George Hope, Worldwide Head of Partner Sales at HPE, Terry Richardson, North American Channel Chief for AMD, and Peter Chan, the Director of EMEA Channel Sales at AMD. Gentlemen, it's great to have you on theCUBE. >> George: Well, thanks for having us, Lisa. >> We're excited to talk to you. We want to start by talking about this partnership, Terry let's go ahead and start with you. HPE and AMD have been partners for a very long time very long history of collaboration, talk to us about the partnership. >> HPE and AMD do have a rich history and collaboration spinning back to the days of Opteron and then when AMD bought the first-generation AMD EPYC processors to market back in 2017, HPE was a foundational partner providing valuable engineering and customer insights from day one. AMD has a long history of innovation in creating a high performance CPU roadmap for value partners like HPE to leverage in their workload optimized product portfolios. Maximizing the synergies between the two companies, we've kicked off initiatives to grow the chain of business together with workload focused solutions and together we define the future. >> Thanks Terry, George let's get your perspective as worldwide head of partner sales at HPE. Talk to me about HP's perspective at that AMD partnership. >> Yeah Lisa, the introduction of the third generation AMD EPYC processors, we've doubled our AMD based ProLiant portfolio. We've even extended it to our Apollo systems. And with this, we've achieved a number of world records across a variety of workloads, and I've seen real-world results. The third generation AMD EPYC processor delivers a strong performance, expandability, in the security our customers need as they continue their digital transformation. We can deliver better outcomes and lay a strong foundation for profitable apartment growth. And we're incorporating unmatched workload optimization and intelligent automation with 360 degree security. And of course, with an ASA service experience. >> But ASA service experience, becoming even more critical as is the security, as we've seen some of the groundbreaking numbers in data breaches in 2020 alone, Peter, I want to jump over to you now. One of the things that we see HPE and AMD talking about are solutions and workloads that are key areas of a focus for both companies. Can you explain some of those key solutions and the value that they deliver for your customers? >> Absolutely Lisa, (indistinct) to HPC, to the cloud and everything in between AMD and HPE have been focused on delivering not just servers but meaningful solutions that can solve customer challenges. For example, we see here in EMEA, the DL325 has been really powerful for customers who want to deploy VDI. HPE and AMD have worked together with IC partners in the industry to tune the performance and ensure that the user experience is exceptional. This is just one example of many, of course, for instance, the 345 with database, 365 for density deployment is key (indistinct) that has led the way in big data analytics. The Apollo 6500 breaking new path in terms of AI and machine learning, quite a trending topic and AMD and HPE are always in the news when it comes to groundbreaking HPC solutions. I know by the way, we're able to do these, during commitment to the data center on longterm laser focused execution on the AMD roadmap. >> Excellent. Thanks Peter. Let's talk about the channel expansion a little bit more, Terry with you again, you and the team here channel chief focused on the channel. What is AMD doing specifically to expand your channel capabilities and support all of the channel partners that work with AMD? >> Great question, Lisa. AMD's investing in some areas around the channel. Let's start with digital transformation, Our channel partners consistently provide us feedback that customers need to do more with less. Between AMD and HPE, we have solutions that increase capabilities and deliver faster time to value for the customer looking to do more with less. We have a tool on our website called the AMD EPYC server virtualization TCO estimation tool that allows you to visually see the savings. We also have lots of other resources such as technical documentation, AMD arena for training and demo CPU's that partners can take advantage of. Aside from solution examples, AMD is investing in headcount internally at our channel partners. I'm actually an example of the investment AMD is making to build out the channel. One more thing that I'll mention is the investment that our CEO, Lisa Su and AMD are making to build our ecosystem from headcount to code development, AMD is investing to have a more powerful user experience with our software partners in the ecosystem. From my discussions with our channel partners, I'm glad to see AMD expanding our channel through the many initiatives and really broadening that ecosystem. >> Terry, another question for you, as channel chief I'm just curious in the last year speaking to me, talked about digital transformation we've seen so much acceleration of the adoption of that since the last 15 months has presented such challenges. Talk to me a little bit about some of the feedback from your channel partners about what you, AMD and HP are doing together to help those customers that needed to deliver that fast time to value. >> You know, so really, it's all about close collaboration. We work very closely with our counterparts at HPE just to make sure we understand partner and customer requirements, and then we work to craft a solutions together from engaging technically, to collaborating on my products will be shipped and delivered to also just what are we doing to identify the next key workloads and projects that are going to be engaged in together. So it really brought the companies, I think even closer together. >> That's excellent. There's a COVID catalyst, as I say, there's a lot of silver linings that we've seen and it sounds like the collaboration, Terry that you mentioned has become even stronger. George, I want to go to you, HPE has been around for a long time. My first job in tech was Hewlett Packard by the way, many years ago, I won't mention how long but talk to me about the partnership with AMD from HPE's perspective is this part of HPE's DNA? >> Absolutely, partnering is our DNA. We've had 80 years of collaboration with an ever expanding ecosystem of partners that all play a key role in our go to market strategy. We actually design and test our strategic initiatives in close collaboration with our partners so that we can meet their most pressing needs. We do that through like partner advisory boards and things of that nature, but we have of the most profitable partner programs in the industry, two to three times higher rebates than most of our competitors. And we continue to invest in the partner experience and creating that expertise. So partners can stand out in a highly competitive market. And AMD is in direct alignment with that strategy. We have strong synergies and a common focus between the two companies. >> May I also imagine George one follow on question to that, there's tremendous value in it for your end user customers, especially those that have had to everyone pin it so many times in the last year and talk to me a little bit about George what you're seeing from the customers perspective. >> Well, as Antonio Neri said, a couple of years back the world is going to be hybrid and I think he was right, we continue to see that evolution and we continue to deliver solutions around a hybrid digital world with GreenLake. And the new wave of digital transformation that we refer to now as the age of insight. Customers want a cloud experience everywhere and 70% of today's workloads can't easily be refactored to the public cloud, or they need to stay physically close to the data and other apps at the emerging edge or in colos or in the data centers. So as a result, most organizations are forced to deal with the complexity of having two divergent operating models and they're paying higher costs to maintain them both. With GreenLake, we provide one consistent operating model with visibility and control across public clouds and on-prem environments. And that applies to all workloads. You know, whether it's cloud native or non-cloud native applications. We also have other benefits, like no cloud lock-in or no data egress charges. So you don't have to pay a steep price just to move workloads out of the public cloud. And then we're expanding collaboration opportunities within for our partner ecosystem so that we can bring that cloud experience to a faster growing number of customers worldwide. So we've launched new initiatives in support of the core strategy as we accelerate our as a service vision and then work with partners to unlock better customer outcomes with GreenLake. And of course, HPE compute of which AMD is part of is the underlying value added technology. >> Can you expand on some of those customer outcomes as we look at, as I mentioned before this very dynamic market in which we live, it's all about customer outcomes, what are some of those that from a hybrid cloud environment perspective with GreenLake that you're helping customers achieve? >> Well Lisa, GreenLake has come out with about 30 different offerings that package up some solutions. So you're not just buying infrastructure as a service. We have offerings like HPC as a service, so we have offerings like a VDI as a service, ML ops as a service. So we're packaging in technology, some are ours, some are not ours, but in to completing some solutions. So it create the outcome that they, the customers are looking for. >> Excellent. Thanks, George. And Peter, last question to you. Again, with the hybrid cloud environment being something that we're seeing more and more of, the benefits that GreenLake is delivering through the channel, what's your perspective from AMD side? >> Absolutely, Lisa. So, I mean I think it's clear with AMD based systems 'cause we're getting the benefit of performance, security and fast time to value when they're deployed on-prem and the cloud, on a hybrid model. So please come try out our HPC system based on AMD processors and see how we can accelerate and protect your obligations. Thank you, Lisa. >> Excellent. Peter, George, Terry thank you for joining me today. I'm sure there's a lot more that folks are going to be able to learn about what AMD and HPE are doing together on the virtual show floor. We appreciate your time. For my guests, I'm Lisa Martin. You're watching theCUBE's coverage of HPE discover 2021. (uplifting music)

(bright upbeat music) >> Announcer: We are entering an age of insight where data moves freely between environments to work together powerfully, from wherever it lives. A new era driven by next generation cloud services. It's freedom that accelerates innovation and digital transformation, but it's only for those who dare to propel their business toward a new future that pushes beyond the usual barriers. To a place that unites all information under a fluid yet consistent operating model, across all your applications and data. To a place called HPE GreenLake. HPE GreenLake pushes beyond the obstacles and limitations found in today's infrastructure because application entanglements, data gravity, security, compliance, and cost issues simply aren't solved by current cloud options. Instead, HPE GreenLake is the cloud that comes to you, bringing with it, increased agility, broad visibility, and open governance across your entire enterprise. This is digital transformation unlocked, incompatibility solved, data decentralized, and insights amplified. For those thinkers, makers and doers who want to create on the fly scale up or down with a single click, stand up new ideas without risk, and view it all as a single agile system of systems. HPE GreenLake is here and all are invited. >> The definition of cloud is evolving and now clearly comprises hybrid and on-prem cloud. These trends are top of mind for every CIO and the space is heating up as every major vendor has been talking about as-a-Service models and making moves to better accommodate customer needs. HPE was the first to market with its GreenLake brand, and continues to make new announcements designed to bring the cloud experience to far more customers. Come here from HPE and its partners about the momentum that they're seeing with this trend and what actions you can take to stay ahead of the competition in this fast moving market. (bright soft music) Okay, we're with Keith White, Senior Vice President and General Manager for GreenLake at HPE, and George Hope, who's the Worldwide Head of Partner Sales at Hewlett Packard Enterprise. Welcome gentlemen, good to see you. >> Awesome to be here. >> Yeah. Thanks so much. >> You're welcome, Keith, last we spoke, we talked about how you guys were enabling high performance computing workloads to get green-late right for enterprise markets. And you got some news today, which we're going to get to but you guys, you put out a pretty bold position with GreenLake, basically staking a claim if you will, the edge, cloud as-a-Service all in. How are you thinking about its impacts for your customers so far? >> You know, the impact's been amazing and, you know, in essence, I think the pandemic has really brought forward this real need to accelerate our customer's digital transformation, their modernization efforts, and you know, frankly help them solve what was amounting to a bunch of new business problems. And so, you know, this manifests itself in a set of workloads, set of solutions, and across all industries, across all customer types. And as you mentioned, you know GreenLake is really bringing that value to them. It brings the cloud to the customer in their data center, in their colo, or at the edge. And so frankly, being able to do that with that full cloud experience. All is a pay per use, you know, fully consumption-based scenario, all managed for them so they get that as I mentioned, true cloud experience. It's really sort of landing really well with customers and we continue to see accelerated growth. We're adding new customers, we're adding new technology. And we're adding a whole new set of partner ecosystem folks as well that we'll talk about. >> Well, you know, it's interesting you mentioned that just cause as a quick aside it's, the definition of cloud is evolving and it's because customers, it's the way customers look at it. It's not just vendor marketing. It's what customers want, that experience across cloud, edge, you know, multiclouds, on-prem. So George, what's your take? Anything you'd add to Keith's response? >> I would, you've heard Antonio Neri say it several times and you probably saying it for yourself. The cloud is an experience, it's not a destination. The digital transformation is pushing new business models and that demands more flexible IT. And the first round of digital transformation focused on a cloud first strategy. For our customers we're looking to get more agility. As Keith mentioned, the next phase of transformation will be characterized by bringing the cloud speed and agility to all apps and data, regardless of where they live, According to IDC, by the end of 2021, 80% of the businesses will have some mechanism in place to shift the cloud centric, infrastructure and apps and twice as fast as before the pandemic. So the pandemic has actually accelerated the impact of the digital divide, specifically, in the small and medium companies which are adapting to technology change even faster and emerging stronger as a result. You know, the analysts agree cloud computing and digitalization will be key differentiators for small and medium business in years to come. And speed and automation will be pivotal as well. And by 2022, at least 30% of the lagging SMBs will accelerate digitalization. But the fair focus will be on internal processes and operations. The digital leaders, however, will differentiate by delivering their customers, a dynamic experience. And with our partner ecosystem, we're helping our customers embrace our as-a-Service vision and stand out wherever they are. on their transformation journey. >> Well, thanks for those stats, I always liked the data. I mean, look, if you're not a digital business today I feel like you're out of business only 'cause.... I'm sure there's some exceptions, but you got to get on the digital bandwagon. I think pre-pandemic, a lot of times people really didn't know what it meant. We know now what it means. Okay, Keith, let's get into the news when we do these things. I love that you guys always have something new to share. What do you have? >> No, you got it. And you know, as we said, the world is hybrid and the world is multicloud. And so, customers are expecting these solutions. And so, we're continuing to really drive up the innovation and we're adding additional cloud services to GreenLake. We just recently went to General AVailability of our MLOps, Machine Learning Operations, and our containers for cloud services along with our virtual desktop which has become very big in a pandemic world where a lot more people are working from home. And then we have shipped our SAP HEC, customer edition, which allows SAP customers to run on their premise whether it's the data center or the colo. And then today we're introducing our new Bare Metal capabilities as well as containers on Bare Metal as a Service, for those folks that are running cloud native applications that don't require any sort of hypervisor. So we're really excited about that. And then second, I'd say similar to that HPC as a Service experience we talked about before, where we were bringing HPC down to a broader set of customers. We're expanding the entry point for our private cloud, which is virtual machines, containers, storage, compute type capabilities in workload optimized systems. So again, this is one of the key benefits that HPE brings is it combines all of the best of our hardware, software, third-party software, and our services, and financial services into a package. And we've workload optimized this for small, medium, large and extra-large. So we have a real sort of broader base for our customers to take advantage of and to really get that cloud experience through HPE GreenLake. And, you know, from a partner standpoint we also want to make sure that we continue to make this super easy. So we're adding self-service capabilities we're integrating into our distributors marketplaces through a core set of APIs to make sure that it plugs in for a very smooth customer experience. And this expands our reach to over 100,000 additional value-added resellers. And, you know, we saw just fantastic growth in the channel in Q1, over 118% year over year growth for GreenLake Cloud Services through the channel. And we're continuing to expand, extend and expand our partner ecosystem with additional key partnerships like our colos. The colocation centers are really key. So Equinix, CyrusOne and others that we're working with and I'll let George talk more about. >> Yeah, I wonder if you could pick up on that George. I mean, look, if I'm a partner and and I mean, I see an opportunity here.. Maybe, you know, I made a lot of money in the old days moving iron. But I got to move, I got to pivot my business. You know, COVID's actually, you know, accelerating a lot of those changes, but there's a lot of complexity out there and partners can be critical in helping customers make that journey. What do you see this meaning to partners, George? >> So I completely agree with Keith and through and with our partners we give our customers choice. Right, they don't have to worry about security or cost as they would with public cloud or the hyperscalers. We're driving special initiatives via Cloud28 which we run, which is the world's largest cloud aggregator. And also, in collaboration with our distributors in their marketplaces as Keith mentioned. In addition, customers can leverage our expertise and support of our service provider ecosystem, our SI's, our ISV's, to find the right mix of hybrid IT and decide where each application or workload should be hosted. 'Cause customers are now demanding robust ecosystems, cloud adjacency, and efficient low latency networks. And the modern workload demands, secure, compliant, highly available, and cost optimized environments. And Keith touched on colocation. We're partnering with colocation facilities to provide our customers with the ability to expand bandwidth, reduce latency, and get access to a robust ecosystem of adjacent providers. We touched on Equinix a bit as one of them, but we're partnering with them to enable customers to connect to multiple clouds with private on-demand interconnections from hundreds of data center locations around the globe. We continue to invest in the partner and customer experience, you know, making ourselves easier to do business with. We've now fully integrated partners in GreenLake Central, and could provide their customers end to end support and managing the entire hybrid IT estate. And lastly, we're providing partners with dedicated and exclusive enablement opportunities so customers can rely on both HPE and partner experts. And we have a competent team of specialists that can help them transform and differentiate themselves. >> Yeah, so, I'm hearing a theme of simplicity. You know, I talked earlier about this being customer-driven. To me what the customer wants is they want to come in, they want simple, like you mentioned, self-serve. I don't care if it's on-prem, in the cloud, across clouds, at the edge, abstract, all that complexity away from me. Make it simple to do, not only the technology to work, you figure out where the workload should run and let the metadata decide and that's a bold vision. And then, make it easy to do business. Let me buy as-a-Service if that's the way I want to consume. And partners are all about, you know, reducing friction and driving that. So, anyway guys, final thoughts, maybe Keith, you can close it out here and maybe George can call it timeout. >> Yeah, you summed it up really nice. You know, we're excited to continue to provide what we view as the largest and most flexible hybrid cloud for our customers' apps, data, workloads, and solutions. And really being that leading on-prem solution to meet our customer's needs. At the same time, we're going to continue to innovate and our ears are wide open, and we're listening to our customers on what their needs are, what their requirements are. So we're going to expand the use cases, expand the solution sets that we provide in these workload optimized offerings to a very very broad set of customers as they drive forward with that digital transformation and modernization efforts. >> Right, George, any final thoughts? >> Yeah, I would say, you know, with our partners we work as one team and continue to hone our skills and embrace our competence. We're looking to help them evolve their businesses and thrive, and we're here to help now more than ever. So, you know, please reach out to our team and our partners and we can show you where we've already been successful together. >> That's great, we're seeing the expanding GreenLake portfolio, partners key part of it. We're seeing new tools for them and then this ecosystem evolution and build out and expansion. Guys, thanks so much. >> Yeah, you bet, thank you. >> Thank you, appreciate it. >> You're welcome. (bright soft music) >> Okay, we're here with Jo Peterson the VP of Cloud & Security at Clarify360. Hello, Jo, welcome to theCUBE. >> Hello. >> Great to see you. >> Thanks for having me. >> You're welcome, all right, let's get right into it. How do you think about cloud where we are today in 2021? The definitions evolve, but where do you see it today and where do you see it going? >> Well, that's such an interesting question and is so relevant because the labels are disappearing. So over the last 10 years, we've sort of found ourselves defining whether an environment was public or whether it was private or whether it was hybrid. Here's the deal, cloud is infrastructure and infrastructure is cloud. So at the end of the day cloud in whatever form it's taking is a platform, and ultimately, this enablement tool for the business. Customers are consuming cloud in the best way that works for their businesses. So let's also point out that cloud is not a destination, it's this journey. And clients are finding themselves at different places on that road. And sometimes they need help getting to the next milestone. >> Right, and they're really looking for that consistent experience. Well, what are the big waves and trends that you're seeing around cloud out there in the marketplace? >> So I think that this hybrid reality is happening in most organizations. Their actual IT portfolios include a mix of on-premise and cloud infrastructure, and we're seeing this blurred line happening between the public cloud and the traditional data center. Customers want a bridge that easily connects one environment to the other environment, and they want end-to-end visibility. Customers are becoming more intentional and strategic about their cloud roadmaps. So some of them are intentionally and strategically selecting hybrid environments because they feel that it affords them more control, cost, balance, comfort level around their security. In a way, cloud itself is becoming borderless. The major tech providers are extending their platforms in an infrastructure agnostic manner and that's to work across hybrid environments, whether they be hosted in the data center, whether it includes multiple cloud providers. As cloud matures, workload environments fit is becoming more of a priority. So forward thinking where the organizations are matching workloads to the best environment. And it's sort of application rationalization on this case by case basis and it really makes sense. >> Yeah, it does makes sense. Okay, well, let's talk about HPE GreenLake. They just announced some new solutions. What do you think it means for customers? >> I think that HPE has stepped up. They've listened to not only their customers but their partners. Customers want consumable infrastructure, they've made that really clear. And HPE has expanded the cloud service portfolio for clients. They're offering more choices to not only enterprise customers but they're expanding that offering to attract this mid-market client base. And they provided additional tools for partners to make selling GreenLake easier. This is all helping to drive channel sales. >> Yeah, so better granularity, just so it increases the candidates, better optionality for customers. And this thing is evolving pretty quickly. We're seeing a number of customers that we talked to interested in this model, trying to understand it better and ultimately, I think they're going to really lean in hard. Jo, I wonder if you could maybe think about or share with us which companies are, I got to say, getting it right? And I'm really interested in the partner piece, because if you think about the partner business, it's really, it's changing a lot, right? It's gone from this notion of moving boxes and there was a lot of money to be made over the decades in doing that, but they have to now become value-add suppliers and really around cloud services. And in the early days of cloud, I think the channel was a little bit freaked out, saying, uh-oh, they're going to cut out the middleman. But what's actually happened is those smart agile partners are adding substantial value, they've got deep relationships with customers and they're serving as really trusted advisors and executors of cloud strategies. What do you see happening in the partner community? >> Well, I think it's been a learning curve and everything that you said was spot on. It's a two way street, right? In order for VARs to sell residual services, monthly recurring services, there has to have been some incentive to do that and HPE really got it right. Because they, again listened to that partner community, and they said, you know what? We've got to incentivize these guys to start selling this way. This is a partnership and we expect it to be a partnership. And the tech companies that are getting right are doing that same sort of thing, they're figuring out ways to make it palatable to that VAR, to help them along that journey. They're giving them tools, they're giving them self-serve tools, they're incentivizing them financially to make that shift. That's what's going to matter. >> Well, that's a key point you're making, I mean, the financial incentives, that's new and different. Paying, you know, incentivizing for as-a-Service models versus again, moving hardware and paying for, you know, installing iron. That's a shift in mindset, isn't it? >> It definitely is. And HPE, I think is getting it right because I didn't notice but I learned this, 70% of their annual sales are actually transacted through their channel. And they've seen this 116% increase in HPE GreenLake orders in Q1, from partners. So what they're doing is working. >> Yeah, I think you're right. And you know, the partner channel it becomes super critical. It's funny, Jo, I mean, again, in the early days of cloud, the channel was feeling like they were going to get disrupted. I don't know about you, but I mean, we've both been analysts for awhile and the more things get simple, the more they get complicated, right? I mean the consumerization of IT, the cloud, swipe your credit card, but actually applying that to your business is not easy. And so, I see that as great opportunities for the channel. Give you the last word. >> Absolutely, and what's going to matter is the tech companies that step up and realize we've got this chance, this opportunity to build that bridge and provide visibility, end-to-end visibility for clients. That's what going to matter. >> Yeah, I like how you're talking about that bridge, because that's what everybody wants. They want that bridge from on-prem to the public cloud, across clouds, going to to be moving out to the edge. And that is to your point, a journey that's going to evolve over the better part of this coming decade. Jo, great to see you. Thanks so much for coming on theCUBE today. >> Thanks for having me. (bright soft music) >> Okay, now we're going to into the GreenLake power panel to talk about the cloud landscape, hybrid cloud, and how the partner ecosystem and customers are thinking about cloud, hybrid cloud as a Service and of course, GreenLake. And with me are C.R. Howdyshell, President of Advizex. Ron Nemecek, who's the Business Alliance Manager at CBTS. Harry Zarek is President of Compugen. And Benjamin Klay is VP of Sales and Alliances at Arrow Electronics. Great to see you guys, thanks so much for coming on theCUBE. >> Thanks for having us. >> Good to be here. >> Okay, here's the deal. So I'm going to ask you guys each to introduce yourselves and your companies, add a little color to my brief intro, and then answer the following question. How do you and your customers think about hybrid cloud? And think about it in the context of where we are today and where we're going, not just the snapshot but where we are today and where we're going. C.R., why don't you start please? >> Sure, thanks a lot, Dave, appreciate it. And again, C.R. Howdyshell, President of Advizex. I've been with the company for 18 years, the last four years as president. So had the great opportunity here to lead a 45 year old company with a very strong brand and great culture. As it relates to Advizex and where we're headed to with hybrid cloud is it's a journey. So we're excited to be leading that journey for the company as well as HPE. We're very excited about where HPE is going with GreenLake. We believe it's a very strong solution when it comes to hybrid cloud. Have been an HPE partner since, well since 1980. So for 40 years, it's our longest standing OEM relationship. And we're really excited about where HPE is going with GreenLake. From a hybrid cloud perspective, we feel like we've been doing the hybrid cloud solutions, the past few years with everything that we've focused on from a VMware perspective. But now with where HPE is going, we think, probably changing the game. And it really comes down to giving customers that cloud experience with the on-prem solution with GreenLake. And we've had great response for customers and we think we're going to continue to see that kind of increased activity and reception. >> Great, thank you C.R., and yeah, I totally agree. It is a journey and we've seen it really come a long way in the last decade. Ron, I wonder if you could kickoff your little first intro there please. >> Sure Dave, thanks for having me today and it's a pleasure being here with all of you. My name is Ron Nemecek, I'm a Business Alliance manager at CBTS. In my role, I'm responsible for our HPE GreenLake relationship globally. I've enjoyed a 33 year career in the IT industry. I'm thankful for the opportunity to serve in multiple functional and senior leadership roles that have helped me gather a great deal of education and experience that could be used to aid our customers with their evolving needs, for business outcomes to best position them for sustainable and long-term success. I'm honored to be part of the CBTS and OnX Canada organization. CBTS stands for Consult Build Transform and Support. We have a 35 year relationship with HPE. We're a platinum and inner circle partner. We're headquartered in Cincinnati, Ohio. We service 3000 customers generating over a billion dollars in revenue and we have over 2000 associates across the globe. Our focus is partnering with our customers to deliver innovative solutions and business results through thought leadership. We drive this innovation via our team of the best and brightest technology professionals in the industry that have secured over 2,800 technical certifications, 260 specifically with HPE. And in our hybrid cloud business, we have clearly found that technology, new market demands for instant responses and experiences, evolving economic considerations with detailed financial evaluation, and of course the global pandemic, have challenged each of our customers across all industries to develop an optimal cloud strategy. We now play an enhanced strategic role for our customers as their technology advisor and their guide to the right mix of cloud experiences that will maximize their organizational success with predictable outcomes. Our conversations have really moved from product roadmaps and speeds and feeds to return on investment, return on capital, and financial statements, ratios, and metrics. We collaborate regularly with our customers at all levels and all departments to find an effective comprehensive cloud strategy for their workloads and applications ensuring proper alignment and cost with financial return. >> Great, thank you, Ron. Yeah, today it's all about the business value. Harry, please. >> Hi Dave, thanks for the opportunity and greetings from the Great White North. We're a Canadian-based company headquartered in Toronto with offices across the country. We've been in the tech industry for a very long time. We're what we would call a solution provider. How hard for my mother to understand what that means but what our goal is to help our customers realize the business value of their technology investments. Just to give you an example of what it is we try and do. We just finished a build out of a new networking endpoint and data center technology for a brand new hospital. It's now being mobilized for COVID high-risk patients. So talk about our all being in an essential industry, providing essential services across the whole spectrum of technology. Now, in terms of what's happening in the marketplace, our customers are confused. No question about it. They hear about cloud, I mean, cloud first, and everyone goes to the cloud, but the reality is there's lots of technology, lots of applications that actually still have to run on premises for a whole bunch of reasons. And what customers want is solid senior serious advice as to how they leverage what they already have in terms of their existing infrastructure, but modernize it, update it, so it looks and feels a lot like the cloud. But they have the security, they have the protection that they need to have for reasons that are dependent on their industry and business to allow them to run on-prem. And so, the GreenLake philosophy is perfect. That allows customers to actually have one foot in the cloud, one foot in their traditional data center but modernize it so it actually looks like one enterprise entity. And it's that kind of flexibility that gives us an opportunity collectively, ourselves, our partners, HPE, to really demonstrate that we understand how to optimize the use of technology across all of the business applications they need to run. >> You know Harry, it's interesting about what you said is, the cloud it is kind of chaotic my word, not yours. But there is a lot of confusion out there, I mean, what's cloud, right? Is it public cloud, is it private cloud, the hybrid cloud? Now, it's the edge and of course the answer is all of the above. Ben, what's your perspective on all this? >> From a cloud perspective, you know, I think as an industry, I think we we've all accepted that public cloud is not necessarily going to win the day and we're in fact, in a hybrid world. There's certainly been some commentary and press that was sort of validate that. Not that it necessarily needs any validation but I think is the linkages between on-prem and cloud-based services have increased. It's paved the way for customers more effectively, deploy hybrid solutions in in the model that they want or that they desire. You know, Harry was commenting on that a moment ago. As the trend continues, it becomes much easier for solution providers and service providers to drive their services initiatives, you know, in particular managed services. >> From an Arrow perspective is we think about how we can help scale in particular from a GreenLake perspective. We've got the ability to stand up some cloud capabilities through our ArrowSphere platform that can really help customers adopt GreenLake and to benefit from some alliances opportunities, as well. And I'll talk more about that as we go through. >> And Ben, I didn't mean to squeeze you on Arrow. I mean, Arrow has been around longer than computers. I mean, if you Google the history of Arrow it'll blow your mind, but give us a little quick commercial. >> Yeah, absolutely. So I've been with Arrow for about 20 years. I've got responsibility for Alliance organization in North America, We're a global value added distribution, business consulting and channel enablement company. And we bring scope, scale and and expertise as it relates to the IT industry. I love the fast pace that comes with the market that we're all in. And I love helping customers and suppliers both, be positioned for long-term success. And you know, the subject matter here today is just a great example of that. So I'm happy to be here and look forward to the discussion. >> All right, we got some good brain power in the room. Let's cut right to the chase. Ron, where's the pain? What are the main problems that CBTS I love what it stands for, Consult Build Transform and Support. What's the main pain point that customers are asking you to solve when it comes to their cloud strategies? >> Sure, Dave. Our customers' concerns and associated risks come from the market demands to deliver their products, services, and experiences instantaneously. And then the challenge is how do they meet those demands because they have aging infrastructure, processes, and fiscal constraints. Our customers really need us now more than ever to be excellent listeners so we can collaborate on an effective map with the strategic placement of workloads and applications in that spectrum of cloud experiences while managing their costs, and of course, mitigating risks to their business. This collaboration with our customers, often identify significant costs that have to be evaluated, justified or eliminated. We find significant development, migration, and egress charges in their current public cloud experience, coupled with significant over provisioning, maintenance, operational, and stranded asset costs in their on-premise infrastructure environment. When we look at all these costs holistically, through our customized workshops and assessments, we can identify the optimal cloud experience for the respective workloads and applications. Through our partnership with HPE and the availability of the HPE GreenLake solutions, our customers now have a choice to deliver SLA's, economics, and business outcomes for their workloads and applications that best reside on-premise in a private cloud and have that experience. This is a rock solid solution that eliminates, the development costs that they experience and the egress charges that are associated with the public cloud while utilizing HPE GreenLake to eliminate over provisioning costs and the maintenance costs on aging infrastructure hardware. Lastly, our customers only have to pay for actual infrastructure usage with no upfront capital expense. And now, that achieves true utilization to cost economics, you know, with HPE GreenLake solutions from CBTS. >> I love focus on the business case, 'cause it's measurable and it's sort of follow the money. That's where the opportunity is. Okay, C.R., so question for you. Thinking about Advizex customers, how are they, are they leaning into GreenLake? What are they telling you is the business impact when they experience GreenLake? >> Well, I think it goes back to what Ron was talking about. We had to solve the business challenges first and so far, the reception's been positive. When I say that is customers are open. Everybody wants to, the C-suite wants to hear about cloud and hybrid cloud fits. But what we hear and what we're seeing from our customers is we're seeing more adoption from customers that it may be their first foot in, if you will, but as important, we're able to share other customers with our potentially new clients that say, what's the first thing that happens with regard to GreenLake? Well, number one, it works. It works as advertised and as-a-Service, that's a big step. There are a lot of people out there dabbling today but when you can say we have a proven solution it's working in our environment today, that's key. I think the second thing is,, is flexibility. You know, when customers are looking for this hybrid solution, you got to be flexible for, again, I think Ron said (indistinct). You don't have a big capital outlay but also what customers want to be able to do is we want to build for growth but we don't want to pay for it. So we'll pay as we grow not as we have to use, as we used to do, it was upfront, the capital expenditure. Now we'll just pay as we grow, and that really facilitates in another great example as you'll hear from a customer, this afternoon. But you'll hear where one of the biggest benefits they just acquired a $570 million company and their integration is going to be very seamless because of their investment in GreenLake. They're looking at the flexibility to add to GreenLake as a big opportunity to integrate for acquisitions. And finally is really, we see, it really brings the cloud experience and as-a-Service to our customers. And with HPE GreenLake, it brings the best of breed. So it's not just what HPE has to offer. When you look at Hyperconverged, they have Nutanix, they have Cohesity. So, I really believe it brings best of breeds. So, to net it out and close it out with our customers, thus far, the customer experience has been exceptional. I mean, with GreenLake Central, as interface, customers have had a lot of success. We just had our first customer from about a year and a half ago just reopened, it was a highly competitive situation, but they just said, look, it's proven, it works, and it gives us that cloud experience so. Had a lot of great success thus far and looking forward to more. >> Thank you, so Harry, I want to pick up on something C.R. said and get your perspectives. So when I talk to the C-suite, they do all want to hear about, you know, cloud, they have a cloud agenda. And what they tell me is it's not just about their IT transformation. They want that but they also want to transform their business. So I wonder if you could talk, Harry, about Compugen's perspective on the potential business impact of GreenLake. And also, I'm interested in how you guys are thinking about workloads, how to manage work, you know, how to cost optimize in IT, but also, the business value that comes out of that capability. >> Yeah, so Dave, you know if you were to talk to CFO and I have the good fortune to talk to lots of CFOs, they want to pay the costs when they generate the revenue. They don't want to have all the costs upfront and then wait for the revenue to come through. A good example of where that's happening right now is you know, related to the pandemic, employees that used to work at the office have now moved to working from home. And now, they have to connect remotely to run the same application. So use this thing called VDI, virtual interfacing to allow them to connect to the applications that they need to run in the office. I don't want to get into too much detail but to be able to support that from an an at-home environment, they needed to buy a lot more computing capacity to handle this. Now, there's an expectation that hopefully six months from now, maybe sooner than that, people will start returning to the office. They may not need that capacity so they can turn down on the costs. And so, the idea of having the capacity available when you need it, but then turning it off when you don't need it, is really a benefit of the variable cost model. Another example that I would use is one in new development. If a customer is going to implement a new, let's say, line of business application. SAP is very very popular. You know, it actually, unfortunately, takes six months to two years to actually get that application set up, installed, validated, tested, then moves through production. You know, what used to happen before? They would buy all that capacity upfront, and it would basically sit there for two years, and then when they finally went to full production, then they were really value out of that investment. But they actually lost a couple of years of technology, literally sitting almost sidle. And so, from a CFO perspective, his ability to support the development of those applications as he scales it, perfect. GreenLake is the ideal solution that allows him to do that. >> You know, technology has saved businesses in this pandemic. There's no question about it. When Harry was just talking about with regard to VDI, you think about that, there's the dialing up and dialing down piece which is awesome from an IT perspective. And then the business impact there is the productivity of the end users. And most C-suite executives I've talked to said productivity actually went up during COVID with work from home, which is kind of astounding if you think about it. Ben, we said Arrow's been around for a long, long time. Certainly, before all of us were born and it's gone through many many industry transitions during our lifetimes. How does Arrow and how do your partners think about building cloud experiences and where does GreenLake fit in from your perspective? >> Great question. So from an Arrow perspective, when you think about cloud experience in of course us taking a view as a distribution partner, we want to be able to provide scale and efficiency to our network of partners. So we do that through our ArrowSphere platform. Just a bit of, you know, a bit of a commercial. I mean, you get single quote, single bill, auto provision, multi supplier, if you will, subscription management, utilization reporting from the platform itself. So if we pivot that directly to HPE, you're going to get a bit of a scoop here, Dave. And we're excited today to have GreenLake live in our platform available for our partner community to consume. In particular, the Swift solutions that HPE has announced so we're very excited to share that today. Maybe a little bit more on GreenLake. I think at this point in time, that it's differentiated in a sense that, if you think about some of the other offerings in the market today and further with having the the solutions themselves available in ArrowSphere. So, I would say, that we identify the uniqueness and quickly partner with HPE to work with our ArrowSphere platform. One other sort of unique thing is, when you think about platform itself, you've got to give a consistent experience. The different geographies around the world so, you know, we're available in North of 20 countries, there's thousands of resellers and transacting on the platform on a regular basis. And frankly, hundreds of thousands end customers. that are leveraging today. So that creates an opportunity for both Arrow, HPE and our partner community. So we're excited. >> You know, I just want to open it up. We don't have much time left, but thoughts on differentiation. Some people ask me, okay, what's really different about HPE and GreenLake? These others, you know, are doing things with as-a-Service. To me, I always say cultural, it starts from the top with Antonio, and it's like the company's all in. But I wonder from your perspectives, 'cause you guys are hands on. Are there other differentiable factors that you would point to? Let me just open that up to the group. >> Yeah, if I could make a comment. GreenLake is really just the latest invocation of the as-a-Service model. And what does that mean? What that actually means is you have a continuous ongoing relationship with the customer. It's not a sell and forget. Not that we ever forget about customers but there are highlights. Customer buys, it gets installed, and then for two or three years you may have an occasional engagement with them but it's not continuous. When you move to our GreenLake model, you're actually helping them manage that. You are in the core, in the heart of their business. No better place to be if you want to be sticky and you want to be relevant and you want to be always there for them. >> You know, I wonder if somebody else could add to it in your remarks. From your perspective as a partner, 'cause you know, hey, a lot of people made a lot of money selling boxes, but those days are pretty much gone. I mean, you have to transform into a services mindset, but other thoughts? >> I think to add to that Dave. I think Harry's right on. The way he positioned it it's exactly where he did own the customer. I think even another step back for us is, we're able to have the business conversation without leading with what you just said. You don't have to leave with a storage solution, you don't have to lead with compute. You know, you can really have step back, have a business conversation. And we've done that where you don't even bring up HPE GreenLake until you get to the point where the customer says, so you can give me an on-prem cloud solution that gives me scalability, flexibility, all the things you're talking about. How does that work? Then you bring up, it's all through this HPE GreenLake tool. And it really gives you the ability to have a business conversation. And you're solving the business problems versus trying to have a technology conversation. And to me, that's clear differentiation for HPE GreenLake. >> All right guys, C.R., Ron, Harry, Ben. Great discussion, thank you so much for coming on the program. Really appreciate it. >> Thanks for having us, Dave. >> Appreciate it Dave. >> All right, keep it right there for more great content at GreenLake Day, be right back. (bright soft music) (upbeat music) (upbeat electronic music)