>> Welcome back to The Cube's coverage of HPE's GreenLake announcements. My name is Dave Vellante and you're watching the Cube. I'm here with Holger Mueller, who is an analyst at Constellation Research. And Matt Maccaux is the global field CTO of Ezmeral software at HPE. We're going to talk data. Gents, great to see you. >> Holger: Great to be here. >> So, Holger, what do you see happening in the data market? Obviously data's hot, you know, digital, I call it the force marks to digital. Everybody realizes wow, digital business, that's a data business. We've got to get our data act together. What do you see in the market is the big trends, the big waves? >> We are all young enough or old enough to remember when people were saying data is the new oil, right? Nothing has changed, right? Data is the key ingredient, which matters to enterprise, which they have to store, which they have to enrich, which they have to use for their decision-making. It's the foundation of everything. If you want to go into machine learning or (indistinct) It's growing very fast, right? We have the capability now to look at all the data in enterprise, which weren't able 10 years ago to do that. So data is main center to everything. >> Yeah, it's even more valuable than oil, I think, right? 'Cause with oil, you can only use once. Data, you can, it's kind of polyglot. I can go in different directions and it's amazing, right? >> It's the beauty of digital products, right? They don't get consumed, right? They don't get fired up, right? And no carbon footprint, right? "Oh wait, wait, we have to think about carbon footprint." Different story, right? So to get to the data, you have to spend some energy. >> So it's that simple, right? I mean, it really is. Data is fundamental. It's got to be at the core. And so Matt, what are you guys announcing today, and how does that play into what Holger just said? >> What we're announcing today is that organizations no longer need to make a difficult choice. Prior to today, organizations were thinking if I'm going to do advanced machine learning and really exploit my data, I have to go to the cloud. But all my data's still on premises because of privacy rules, industry rules. And so what we're announcing today, through GreenLake Services, is a cloud services way to deliver that same cloud-based analytical capability. Machine learning, data engineering, through hybrid analytics. It's a unified platform to tie together everything from data engineering to advance data science. And we're also announcing the world's first Kubernetes native object store, that is hybrid cloud enabled. Which means you can keep your data connected across clouds in a data fabric, or Dave, as you say, mesh. >> Okay, can we dig into that a little bit? So, you're essentially saying that, so you're going to have data in both places, right? Public cloud, edge, on-prem, and you're saying, HPE is announcing a capability to connect them, I think you used the term fabric. I'm cool, by the way, with the term fabric, we can, we'll parse that out another time. >> I love for you to discuss textiles. Fabrics vs. mesh. For me, every fabric breaks down to mesh if you put it on a microscope. It's the same thing. >> Oh wow, now that's really, that's too detailed for my brain, right this moment. But, you're saying you can connect all those different estates because data by its very nature is everywhere. You're going to unify that, and what, that can manage that through sort of a single view? >> That's right. So, the management is centralized. We need to be able to know where our data is being provisioned. But again, we don't want organizations to feel like they have to make the trade off. If they want to use cloud surface A in Azure, and cloud surface B in GCP, why not connect them together? Why not allow the data to remain in sync or not, through a distributed fabric? Because we use that term fabric over and over again. But the idea is let the data be where it most naturally makes sense, and exploit it. Monetization is an old tool, but exploit it in a way that works best for your users and applications. >> In sync or not, that's interesting. So it's my choice? >> That's right. Because the back of an automobile could be a teeny tiny, small edge location. It's not always going to be in sync until it connects back up with a training facility. But we still need to be able to manage that. And maybe that data gets persisted to a core data center. Maybe it gets pushed to the cloud, but we still need to know where that data is, where it came from, its lineage, what quality it has, what security we're going to wrap around that, that all should be part of this fabric. >> Okay. So, you've got essentially a governance model, at least maybe you're working toward that, and maybe it's not all baked today, but that's the north star. Is this fabric connect, single management view, governed in a federated fashion? >> Right. And it's available through the most common API's that these applications are already written in. So, everybody today's talking S3. I've got to get all of my data, I need to put it into an object store, it needs to be S3 compatible. So, we are extending this capability to be S3 native. But it's optimized for performance. Today, when you put data in an object store, it's kind of one size fits all. Well, we know for those streaming analytical capabilities, those high performance workloads, it needs to be tuned for that. So, how about I give you a very small object on the very fastest disk in your data center and maybe that cheaper location somewhere else. And so we're giving you that balance as part of the overall management estate. >> Holger, what's your take on this? I mean, Frank Slootman says we'll never, we're not going halfway house. We're never going to do on-prem, we're only in the cloud. So that basically says, okay, he's ignoring a pretty large market by choice. You're not, Matt, you must love those words. But what do you see as the public cloud players, kind of the moves on-prem, particularly in this realm? >> Well, we've seen lots of cloud players who were only cloud coming back towards on-premise, right? We call it the next generation compute platform where I can move data and workloads between on-premise and ideally, multiple clouds, right? Because I don't want to be logged into public cloud vendors. And we see two trends, right? One trend is the traditional hardware supplier of on-premise has not scaled to cloud technology in terms of big data analytics. They just missed the boat for that in the past, this is changing. You guys are a traditional player and changing this, so congratulations. The other thing, is there's been no innovation for the on-premise tech stack, right? The only technology stack to run modern application has been invested for a long time in the cloud. So what we see since two, three years, right? With the first one being Google with Kubernetes, that are good at GKE on-premise, then onto us, right? Bringing their tech stack with compromises to on-premises, right? Acknowledging exactly what we're talking about, the data is everywhere, data is important. Data gravity is there, right? It's just the network's fault, where the networks are too slow, right? If you could just move everything anywhere we want like juggling two balls, then we'd be in different place. But that's the not enough investment for the traditional IT players for that stack, and the modern stack being there. And now every public cloud player has an on-premise offering with different flavors, different capabilities. >> I want to give you guys Dave's story of kind of history and you can kind of course correct, and tell me how this, Matt, maybe fits into what's happened with customers. So, you know, before Hadoop, obviously you had to buy a big Oracle database and you know, you running Unix, and you buy some big storage subsystem if you had any money left over, you know, you maybe, you know, do some actual analytics. But then Hadoop comes in, lowers the cost, and then S3 kneecaps the entire Hadoop market, right? >> I wouldn't say that, I wouldn't agree. Sorry to jump on your history. Because the fascinating thing, what Hadoop brought to the enterprise for the first time, you're absolutely right, affordable, right, to do that. But it's not only about affordability because S3 as the affordability. The big thing is you can store information without knowing how to analyze it, right? So, you mentioned Snowflake, right? Before, it was like an Oracle database. It was Starschema for data warehouse, and so on. You had to make decisions how to store that data because compute capabilities, storage capabilities, were too limited, right? That's what Hadoop blew away. >> I agree, no schema on, right. But then that created data lakes, which create a data swamps, and that whole mess, and then Spark comes in and help clean it out, okay, fine. So, we're cool with that. But the early days of Hadoop, you had, companies would have a Hadoop monolith, they probably had their data catalog in Excel or Google sheets, right? And so now, my question to you, Matt, is there's a lot of customers that are still in that world. What do they do? They got an option to go to the cloud. I'm hearing that you're giving them another option? >> That's right. So we know that data is going to move to the cloud, as I mentioned. So let's keep that data in sync, and governed, and secured, like you expect. But for the data that can't move, let's bring those cloud native services to your data center. And so that's a big part of this announcement is this unified analytics. So that you can continue to run the tools that you want to today while bringing those next generation tools based on Apache Spark, using libraries like Delta Lake so you can go anything from Tableaux through Presto sequel, to advance machine learning in your Jupiter notebooks on-premises where you know your data is secured. And if it happens to sit in existing Hadoop data lake, that's fine too. We don't want our customers to have to make that trade off as they go from one to the other. Let's give you the best of both worlds, or as they say, you can eat your cake and have it too. >> Okay, so. Now let's talk about sort of developers on-prem, right? They've been kind of... If they really wanted to go cloud native, they had to go to the cloud. Do you feel like this changes the game? Do on-prem developers, do they want that capability? Will they lean into that capability? Or will they say no, no, the cloud is cool. What's your take? >> I love developers, right? But it's about who makes the decision, who pays the developers, right? So the CXOs in the enterprises, they need exactly, this is why we call the next-gen computing platform, that you can move your code assets. It's very hard to build software, so it's very valuable to an enterprise. I don't want to have limited to one single location or certain computing infrastructure, right? Luckily, we have Kubernetes to be able to move that, but I want to be able to deploy it on-premise if I have to. I want to deploy it, would be able to deploy in the multiple clouds which are available. And that's the key part. And that makes developers happy too, because the code you write has got to run multiple places. So you can build more code, better code, instead of building the same thing multiple places, because a little compiler change here, a little compiler change there. Nobody wants to do portability testing and rewriting, recertified for certain platforms. >> The head of application development or application architecture and the business are ultimately going to dictate that, number one. Number two, you're saying that developers shouldn't care because it can write once, run anywhere. >> That is the promise, and that's the interesting thing which is available now, 'cause people know, thanks to Kubernetes as a container platform and the abstraction which containers provide, and that makes everybody's life easier. But it goes much more higher than the Head of Apps, right? This is the digital transformation strategy, the next generation application the company has to build as a response to a pandemic, as a pivot, as digital transformation, as digital disruption capability. >> I mean, I see a lot of organizations basically modernizing by building some kind of abstraction to their backend systems, modernizing it through cloud native, and then saying, hey, as you were saying Holger, run it anywhere you want, or connect to those cloud apps, or connect across clouds, connect to other on-prem apps, and eventually out to the edge. Is that what you see? >> It's so much easier said than done though. Organizations have struggled so much with this, especially as we start talking about those data intensive app and workloads. Kubernetes and Hadoop? Up until now, organizations haven't been able to deploy those services. So, what we're offering as part of these GreenLake unified analytics services, a Kubernetes runtime. It's not ours. It's top of branch open source. And open source operators like Apache Spark, bringing in Delta Lake libraries, so that if your developer does want to use cloud native tools to build those next generation advanced analytics applications, but prod is still on-premises, they should just be able to pick that code up, and because we are deploying 100% open-source frameworks, the code should run as is. >> So, it seems like the strategy is to basically build, now that's what GreenLake is, right? It's a cloud. It's like, hey, here's your options, use whatever you want. >> Well, and it's your cloud. That's, what's so important about GreenLake, is it's your cloud, in your data center or co-lo, with your data, your tools, and your code. And again, we know that organizations are going to go to a multi or hybrid cloud location and through our management capabilities, we can reach out if you don't want us to control those, not necessarily, that's okay, but we should at least be able to monitor and audit the data that sits in those other locations, the applications that are running, maybe I register your GKE cluster. I don't manage it, but at least through a central pane of glass, I can tell the Head of Applications, what that person's utilization is across these environments. >> You know, and you said something, Matt, that struck, resonated with me, which is this is not trivial. I mean, not as simple to do. I mean what you see, you see a lot of customers or companies, what they're doing, vendors, they'll wrap their stack in Kubernetes, shove it in the cloud, it's essentially hosted stack, right? And, you're kind of taking a different approach. You're saying, hey, we're essentially building a cloud that's going to connect all these estates. And the key is you're going to have to keep, and you are, I think that's probably part of the reason why we're here, announcing stuff very quickly. A lot of innovation has to come out to satisfy that demand that you're essentially talking about. >> Because we've oversimplified things with containers, right? Because containers don't have what matters for data, and what matters for enterprise, which is persistence, right? I have to be able to turn my systems down, or I don't know when I'm going to use that data, but it has to stay there. And that's not solved in the container world by itself. And that's what's coming now, the heavy lifting is done by people like HPE, to provide that persistence of the data across the different deployment platforms. And then, there's just a need to modernize my on-premise platforms. Right? I can't run on a server which is two, three years old, right? It's no longer safe, it doesn't have trusted identity, all the good stuff that you need these days, right? It cannot be operated remotely, or whatever happens there, where there's two, three years, is long enough for a server to have run their course, right? >> Well you're a software guy, you hate hardware anyway, so just abstract that hardware complexity away from you. >> Hardware is the necessary evil, right? It's like TSA. I want to go somewhere, but I have to go through TSA. >> But that's a key point, let me buy a service, if I need compute, give it to me. And if I don't, I don't want to hear about it, right? And that's kind of the direction that you're headed. >> That's right. >> Holger: That's what you're offering. >> That's right, and specifically the services. So GreenLake's been offering infrastructure, virtual machines, IaaS, as a service. And we want to stop talking about that underlying capability because it's a dial tone now. What organizations and these developers want is the service. Give me a service or a function, like I get in the cloud, but I need to get going today. I need it within my security parameters, access to my data, my tools, so I can get going as quickly as possible. And then beyond that, we're going to give you that cloud billing practices. Because, just because you're deploying a cloud native service, if you're still still being deployed via CapEx, you're not solving a lot of problems. So we also need to have that cloud billing model. >> Great. Well Holger, we'll give you the last word, bring us home. >> It's very interesting to have the cloud qualities of subscription-based pricing maintained by HPE as the cloud vendor from somewhere else. And that gives you that flexibility. And that's very important because data is essential to enterprise processes. And there's three reasons why data doesn't go to the cloud, right? We know that. It's privacy residency requirement, there is no cloud infrastructure in the country. It's performance, because network latency plays a role, right? Especially for critical appraisal. And then there's not invented here, right? Remember Charles Phillips saying how old the CIO is? I know if they're going to go to the cloud or not, right? So, it was not invented here. These are the things which keep data on-premise. You know that load, and HP is coming on with a very interesting offering. >> It's physics, it's laws, it's politics, and sometimes it's cost, right? Sometimes it's too expensive to move and migrate. Guys, thanks so much. Great to see you both. >> Matt: Dave, it's always a pleasure. All right, and thank you for watching the Cubes continuous coverage of HPE's big GreenLake announcements. Keep it right there for more great content. (calm music begins)

(electronica music) >> Hello everybody. This is Dave Volante and we are covering HPE's big GreenLake announcements. We've got wall-to-wall coverage, a ton of content. We've been watching GreenLake since the beginning. And of one of the things we said early on was let's watch and see how frequently, what the cadence of innovations that HPE brings to the market. Because that's what a cloud company does. So, we're here to welcome you. Keith White is here as the Senior Vice President General Manager of GreenLake cloud services. He runs the commercial business. Keith, thanks for coming on. Help me kick off. >> Thanks for having me. It's awesome to be here. >> So you guys got some momentum orders, 40% growth a year to year on year. You got a lot of momentum, customer growth. >> Yeah, it's fantastic. It's 46%. >> Kyle, thank you for that clarification. And in 46. Big different from 40 to 46. >> No, I think what we're seeing is we're seeing the momentum happen in the marketplace, right? We have a scenario where we're bringing the cloud experience to the customer on their premises. They get to have it automated. Self-serve, easy to consume. They pay for what they use. They can have it in their data center. They can have it at the edge. They can have it at the colo, and, we can manage it all for them. And so they're really getting that true cloud experience and we're seeing it manifest itself in a variety of different customer scenarios. You know, we talked about at Discover, a lot of work that we're doing on the hybrid cloud side of the house, and a lot of work that we're doing on the edge side of things with our partners. But you know, it's exciting to see the explosion of data and how now we're providing this data capability for our customers. >> What are the big trends you're hearing from customers? And how is that informing what you're doing with Green? I mean, I feel like in a lot of ways, Keith, what happened last year, you guys were, were in a better position maybe than most. But what are you hearing and how is that informing your go forward? >> Yeah, I think it's really three things with customers, right? First off, Hey, we're trying to accelerate our digital transformation and it's all becoming about the data. So help us monetize the data, help us protect that data. Help us analyze it to make decisions. And so, you know, number one, it's all about data. Number two is wow, this pandemic, you know, we need to look for cost savings. So, we still need to move our business forward. We've got to accelerate our business, but help me find some cost savings with respect to what I can do. And third, what we're hearing is, hey, we're in a situation, where there's a lot of different capabilities happening with our workforce. They're working from home. They're working hybrid. Help us make sure that we can stay connected to those folks, but also in a secure way, making sure that they have all the tools and resources they need. So those are sort of three of the big themes that we're seeing that GreenLake really helps manifest itself, with the data we're doing now. With all the hybrid cloud capabilities. With the cost savings that we get with respect to our platform, as well as with solutions such as VDI or workforce enablements that we've, we create from a solution standpoint. . >> So, what's the customer reaction, I mean, I mean, everybody now, who's has a big on-premise state, has an as a service capability. A customer saying, oh yeah, oh yeah, how do you make it not me too? In the customer conversations? >> Yeah. I think it turns into, you know, you have to bring the holistic solution to the customer. So yes, there's technology there and we're hearing from, you know, some of the competitors out there. Yeah, we're doing as a service as well, but maybe it's a little bit of storage here. Maybe it's a little bit of networking there. Customers need that end to end solution. And so as you've seen us announce over time, we've got the building blocks, of course, compute storage and networking, but everything runs in a virtual machine. Everything runs in a container or everything runs on the bare metal itself. And that package that we've created for customers means that they can do whatever solution, or whatever workload they want So, if you're a hospital and you're running Epic for your electronic medical records, you can go that route. If you're upgrading SAP and you're using virtual machines at a very large scale, you can use this, use a GreenLake for that as well. So, as you go down the list, there's just so many opportunities with respect to bring those solutions to our customers. And then you bring in our point-next capabilities to support that. You bring in our advisory and professional services, along with our ecosystem to help enable that. You bring in our HPE financial services to help fund that digital transformation. And you've got the complete package. And that's why customers are saying, hey, you guys are now partners of us. You're not just a hardware provider, you're a partner you're helping us solve our business problems and helping us accelerate our business. >> So what should people expect today? You guys got some announcements. What should people look for? >> Well, I think this is, as we've talked about, you know, now we're sort of providing much more capabilities around the data side of the house. Because data is so such, it's the gold, if you will, of a customer's environment. So first off we want to do analytics. So we want an open platform that provides really a unified set of analytics capabilities. And this is where we have a real strong, sweet spot with respect to some of the, the software that we've built around Esperal. But also with the hardware capabilities. As you know, we have all the way up to the Cray supercomputers that, that are doing all of the analytics for whether this or, or financial data that. So, I think that's one of the key things. The second is you got to protect that data. And, and so if it's going to be on prem, I want to know that it's protected and secured. So how do I back it up? How do I have a disaster recovery plan? How do I watch out for ransomware attacks, as well? So we're providing some capabilities there. And then I'd say, lastly, because of all the experience we have with our customers now implementing these hybrid solutions, they're saying, hey, help me with this edge to cloud framework and how do I go and implement that on my own? And so we've taken all the experience and we've bucketed that into our edge to cloud adoption framework to provide that capability for our customers. So we, you know, we're really excited about, again, talking about solutions, talking about accelerating your business, not just talking about technology. >> I said up the top, Keith, that one of the ways I was evaluating you as the pace and the cadence of the innovations. And, and is that, is that fair? How do you guys think about that internally? Are you, you know, you're pushing yourself to go faster, I'm sure you are, but what's that conversation like? >> I think it's a great question because in essence, we're now pivoting the company holistically to being a cloud services and a software company. And that's really exciting and we're seeing that happen internally. But this pace of innovation is really built on what customers are asking us for us. So now that we've grown over 1200 customers worldwide. You know, over $5 billion of total contract value. You know, signing some, some large deals in a variety of solutions and workloads and verticals, et cetera. What we're now seeing is, hey, this is what we need. Help me with my internal IT out to my business groups. Help me with my edge strategy as I build the factory of the future, or, you know, help me with my data and analytics that I'm trying to accomplish for my, you know, diagnosis of, of x-rays and, and capabilities such as Carestream, if you will. So it's, it's exciting to see them come to us and say, this is the capabilities that we're requiring, and we've got our foot on the gas to provide that innovation. And we're miles ahead of the competition. >> All right, we've got an exciting day ahead. We got all kinds of technology discussions, solution discussions. We got, we got, we're going to hear from the analyst community. Really bringing you the, the full package of announcements here. Keith, thanks for helping me set this up. >> Always. Yeah. Thanks so much for having me. >> I look forward today. And thank you for watching. Keep it right there. Tons of content coming your way. You're watching The Cubes coverage of HP's big GreenLake announcement. Right back. (electronica music)

(upbeat music) >> Welcome back to theCUBE's coverage of HPE GreenLake announcements. We're seeing the transition of Hewlett Packard Enterprise as a company, yes they're going all in for as a service, but we're also seeing a transition from a hardware company to what I look at increasingly as a data management company. We're going to talk today to Vishal Lall who's GreenLake cloud services solutions at HPE and Matt Maccaux who's a global field CTO, Ezmeral Software at HPE. Gents welcome back to theCube. Good to see you again. >> Thank you for having us here. >> Thanks Dave. >> So Vishal let's start with you. What are the big mega trends that you're seeing in data? When you talk to customers, when you talk to partners, what are they telling you? What's your optic say? >> Yeah, I mean, I would say the first thing is data is getting even more important. It's not that data hasn't been important for enterprises, but as you look at the last, I would say 24 to 36 months has become really important, right? And it's become important because customers look at data and they're trying to stitch data together across different sources, whether it's marketing data, it's supply chain data, it's financial data. And they're looking at that as a source of competitive advantage. So, customers were able to make sense out of the data, enterprises that are able to make sense out of that data, really do have a competitive advantage, right? And they actually get better business outcomes. So that's really important, right? If you start looking at, where we are from an analytics perspective, I would argue we are in maybe the third generation of data analytics. Kind of the first one was in the 80's and 90's with data warehousing kind of EDW. A lot of companies still have that, but think of Teradata, right? The second generation more in the 2000's was around data lakes, right? And that was all about Hadoop and others, and really the difference between the first and the second generation was the first generation was more around structured data, right? Second became more about unstructured data, but you really couldn't run transactions on that data. And I would say, now we are entering this third generation, which is about data lake houses, right? Customers what they want really is, or enterprises, what they want really is they want structured data. They want unstructured data altogether. They want to run transactions on them, right? They want to use the data to mine it for machine learning purposes, right? Use it for SQL as well as non-SQL, right? And that's kind of where we are today. So, that's really what we are hearing from our customers in terms of at least the top trends. And that's how we are thinking about our strategy in context of those trends. >> So lake house use that term. It's an increasing popular term. It connotes, "Okay, I've got the best of data warehouse "and I've got the best of data lake. "I'm going to try to simplify the data warehouse. "And I'm going to try to clean up the data swamp "if you will." Matt, so, talk a little bit more about what you guys are doing specifically and what that means for your customers. >> Well, what we think is important is that there has to be a hybrid solution, that organizations are going to build their analytics. They're going to deploy algorithms, where the data either is being produced or where it's going to be stored. And that could be anywhere. That could be in the trunk of a vehicle. It could be in a public cloud or in many cases, it's on-premises in the data center. And where organizations struggle is they feel like they have to make a choice and a trade-off going from one to the other. And so what HPE is offering is a way to unify the experiences of these different applications, workloads, and algorithms, while connecting them together through a fabric so that the experience is tied together with consistent, security policies, not having to refactor your applications and deploying tools like Delta lake to ensure that the organization that needs to build a data product in one cloud or deploy another data product in the trunk of an automobile can do so. >> So, Vishal I wonder if we could talk about some of the patterns that you're seeing with customers as you go to deploy solutions. Are there other industry patterns? Are there any sort of things you can share that you're discerning? >> Yeah, no, absolutely. As we kind of hear back from our customers across industries, I think the problem sets are very similar, right? Whether you look at healthcare customers. You look at telco customers, you look at consumer goods, financial services, they're all quite similar. I mean, what are they looking for? They're looking for making sense, making business value from the data, breaking down the silos that I think Matt spoke about just now, right? How do I stitch intelligence across my data silos to get more business intelligence out of it. They're looking for openness. I think the problem that's happened is over time, people have realized that they are locked in with certain vendors or certain technologies. So, they're looking for openness and choice. So that's an important one that we've at least heard back from our customers. The other one is just being able to run machine learning on algorithms on the data. I think that's another important one for them as well. And I think the last one I would say is, TCO is important as customers over the last few years have realized going to public cloud is starting to become quite expensive, to run really large workloads on public cloud, especially as they want to egress data. So, cost performance, trade offs are starting to become really important and starting to enter into the conversation now. So, I would say those are some of the key things and themes that we are hearing from customers cutting across industries. >> And you talked to Matt about basically being able to essentially leave the data where it belongs, bring the compute to data. We talk about that all the time. And so that has to include on-prem, it's got to include the cloud. And I'm kind of curious on the edge, where you see that 'cause that's... Is that an eventual piece? Is that something that's actually moving in parallel? There's lot of fuzziness as an observer in the edge. >> I think the edge is driving the most interesting use cases. The challenge up until recently has been, well, I think it's always been connectivity, right? Whether we have poor connection, little connection or no connection, being able to asynchronously deploy machine learning jobs into some sort of remote location. Whether it's a very tiny edge or it's a very large edge, like a factory floor, the challenge as Vishal mentioned is that if we're going to deploy machine learning, we need some sort of consistency of runtime to be able to execute those machine learning models. Yes, we need consistent access to data, but consistent access in terms of runtime is so important. And I think Hadoop got us started down this path, the ability to very efficiently and cost-effectively run large data jobs against large data sets. And it attempted to work into the source ecosystem, but because of the monolithic deployment, the tightly coupling of the compute and the data, it never achieved that cloud native vision. And so what as role in HPE through GreenLake services is delivering with open source-based Kubernetes, open source Apache Spark, open source Delta lake libraries, those same cloud native services that you can develop on your workstation, deploy in your data center in the same way you deploy through automation out at the edge. And I think that is what's so critical about what we're going to see over the next couple of years. The edge is driving these use cases, but it's consistency to build and deploy those machine learning models and connect it consistently with data that's what's going to drive organizations to success. >> So you're saying you're able to decouple, to compute from the storage. >> Absolutely. You wouldn't have a cloud if you didn't decouple compute from storage. And I think this is sort of the demise of Hadoop was forcing that coupling. We have high-speed networks now. Whether I'm in a cloud or in my data center, even at the edge, I have high-performance networks, I can now do distributed computing and separate compute from storage. And so if I want to, I can have high-performance compute for my really data intensive applications and I can have cost-effective storage where I need to. And by separating that off, I can now innovate at the pace of those individual tools in that opensource ecosystem. >> So, can I stay on this for a second 'cause you certainly saw Snowflake popularize that, they were kind of early on. I don't know if they're the first, but they certainly one of the most successful. And you saw Amazon Redshift copied it. And Redshift was kind of a bolt on. What essentially they did is they teared off. You could never turn off the compute. You still had to pay for a little bit compute, that's kind of interesting. Snowflakes at the t-shirt sizes, so there's trade offs there. There's a lot of ways to skin the cat. How did you guys skin the cat? >> What we believe we're doing is we're taking the best of those worlds. Through GreenLake cloud services, the ability to pay for and provision on demand the computational services you need. So, if someone needs to spin up a Delta lake job to execute a machine learning model, you spin up that. We're of course spinning that up behind the scenes. The job executes, it spins down, and you only pay for what you need. And we've got reserve capacity there. So you, of course, just like you would in the public cloud. But more importantly, being able to then extend that through a fabric across clouds and edge locations, so that if a customer wants to deploy in some public cloud service, like we know we're going to, again, we're giving that consistency across that, and exposing it through an S3 API. >> So, Vishal at the end of the day, I mean, I love to talk about the plumbing and the tech, but the customer doesn't care, right? They want the lowest cost. They want the fastest outcome. They want the greatest value. My question is, how are you seeing data organizations evolve to sort of accommodate this third era of this next generation? >> Yeah. I mean, the way at least, kind of look at, from a customer perspective, what they're trying to do is first of all, I think Matt addressed it somewhat. They're looking at a consistent experience across the different groups of people within the company that do something to data, right? It could be a SQL users. People who's just writing a SQL code. It could be people who are writing machine learning models and running them. It could be people who are writing code in Spark. Right now they are, you know the experience is completely disjointed across them, across the three types of users or more. And so that's one thing that they trying to do, is just try to get that consistency. We spoke about performance. I mean the disjointedness between compute and storage does provide the agility, because there customers are looking for elasticity. How can I have an elastic environment? So, that's kind of the other thing they're looking at. And performance and DCU, I think a big deal now. So, I think that that's definitely on a customer's mind. So, as enterprises are looking at their data journey, those are the at least the attributes that they are trying to hit as they organize themselves to make the most out of the data. >> Matt, you and I have talked about this sort of trend to the decentralized future. We're sort of hitting on that. And whether it's in a first gen data warehouse, second gen data lake, data hub, bucket, whatever, that essentially should ideally stay where it is, wherever it should be from a performance standpoint, from a governance standpoint and a cost perspective, and just be a node on this, I like the term data mesh, but be a node on that, and essentially allow the business owners, those with domain context to you've mentioned data products before to actually build data products, maybe air quotes, but a data product is something that can be monetized. Maybe it cuts costs. Maybe it adds value in other ways. How do you see HPE fitting into that long-term vision which we know is going to take some time to play out? >> I think what's important for organizations to realize is that they don't have to go to the public cloud to get that experience they're looking for. Many organizations are still reluctant to push all of their data, their critical data, that is going to be the next way to monetize business into the public cloud. And so what HPE is doing is bringing the cloud to them. Bringing that cloud from the infrastructure, the virtualization, the containerization, and most importantly, those cloud native services. So, they can do that development rapidly, test it, using those open source tools and frameworks we spoke about. And if that model ends up being deployed on a factory floor, on some common X86 infrastructure, that's okay, because the lingua franca is Kubernetes. And as Vishal mentioned, Apache Spark, these are the common tools and frameworks. And so I want organizations to think about this unified analytics experience, where they don't have to trade off security for cost, efficiency for reliability. HPE through GreenLake cloud services is delivering all of that where they need to do it. >> And what about the speed to quality trade-off? Have you seen that pop up in customer conversations, and how are organizations dealing with that? >> Like I said, it depends on what you mean by speed. Do you mean a computational speed? >> No, accelerating the time to insights, if you will. We've got to go faster, faster, agile to the data. And it's like, "Whoa, move fast break things. "Whoa, whoa. "What about data quality and governance and, right?" They seem to be at odds. >> Yeah, well, because the processes are fundamentally broken. You've got a developer who maybe is able to spin up an instance in the public cloud to do their development, but then to actually do model training, they bring it back on-premises, but they're waiting for a data engineer to get them the data available. And then the tools to be provisioned, which is some esoteric stack. And then runtime is somewhere else. The entire process is broken. So again, by using consistent frameworks and tools, and bringing that computation to where the data is, and sort of blowing this construct of pipelines out of the water, I think is what is going to drive that success in the future. A lot of organizations are not there yet, but that's I think aspirationally where they want to be. >> Yeah, I think you're right. I think that is potentially an answer as to how you, not incrementally, but revolutionized sort of the data business. Last question, is talking about GreenLake, how this all fits in. Why GreenLake? Why do you guys feel as though it's differentiable in the market place? >> So, I mean, something that you asked earlier as well, time to value, right? I think that's a very important attribute and kind of a design factor as we look at GreenLake. If you look at GreenLake overall, kind of what does it stand for? It stands for experience. How do we make sure that we have the right experience for the users, right? We spoke about it in context of data. How do we have a similar experience for different users of data, but just broadly across an enterprise? So, it's all about experience. How do you automate it, right? How do you automate the workloads? How do you provision fast? How do you give folks a cloud... An experience that they have been used to in the public cloud, on using an Apple iPhone? So it's all about experience, I think that's number one. Number two is about choice and openness. I mean, as we look at GreenLake is not a proprietary platform. We are very, very clear that the design, one of the important design principles is about choice and openness. And that's the reason we are, you hear us talk about Kubernetes, about Apaches Spark, about Delta lake et cetera, et cetera, right? We're using kind of those open source models where customers have a choice. If they don't want to be on GreenLake, they can go to public cloud tomorrow. Or they can run in our Holos if they want to do it that way or in their Holos, if they want to do it. So they should have the choice. Third is about performance. I mean, what we've done is it's not just about the software, but we as a company know how to configure infrastructure for that workload. And that's an important part of it. I mean if you think about the machine learning workloads, we have the right Nvidia chips that accelerate those transactions. So, that's kind of the last, the third one, and the last one, I think, as I spoke about earlier is cost. We are very focused on TCO, but from a customer perspective, we want to make sure that we are giving a value proposition, which is just not about experience and performance and openness, but also about costs. So if you think about GreenLake, that's kind of the value proposition that we bring to our customers across those four dimensions. >> Guys, great conversation. Thanks so much, really appreciate your time and insights. >> Matt: Thanks for having us here, David. >> All right, you're welcome. And thank you for watching everybody. Keep it right there for more great content from HPE GreenLake announcements. You're watching theCUBE. (upbeat music)

>>mhm >>mm >>Hello and welcome back to HPD discovered 2021. My name is Dave Volonte and we're going to dig into H P E. Green Lake, we've heard a lot about this, we want to find out how real it is and test a little bit of how how can help solve your business problems. We also want to understand Green Lake relative to the competition. HPV was the first, as you probably know to declare it all in with an as a service model and virtually every major infrastructure player has now followed suit. So we want to hear from HP directly how it's different from the competition, where it's innovating and that means we're gonna poke a little bit of customer examples and how the partner ecosystem is adopting and responding to Green Lake and with me is the right person to do this is keith White, who is the senior Vice President General Manager of the Green Lake cloud services business unit at HP, keith, great to see you, thanks for coming back to the cube. >>Okay, fantastic to see you as always. So thanks so much for having me. >>Yeah, it's our pleasure. So look, we're hearing a lot leading up to discover and at this event about Green Lake you got momentum now, everybody's excited about it. What's driving demand? Where's the excitement coming from? >>No, it's a great question. And you know, the reality is customers are expecting this cloud experience, right? So they they've been using the public cloud, they've been engaging on that front and this cloud experience is really driven, a pretty high amount of customer expectations, make itself served, make it automated, make it easy to consume, only want to pay for what I'm using and then manage it all for me on the back end. But 60 to 70% of apps and data will stay on prem per Gardner and I D. C. And so give me that experience on prem. And so that's why I think Green Lake has gotten so much interest, so much positive growth and momentum is because we're bringing that cloud experience to our customers in their data center, in their Coehlo or at the edge and that's where they want to see it just as much. And so since the world is now hybrid, we have a fantastic solution for folks. >>So you, you were first in this game and so you took some arrows and I'm interested in how Green Lake has evolved, Take us through the journey maybe what were some of the bumps in the road that you had to overcome? Maybe how it compares with the competition. Maybe some of the things that they're going to have to go through as well to get to the point where you are. >>No, it's true. And you know, the great thing is HP as a company is really moving to be much more of a cloud services and software company. And you know, we're seeing this from our competition, as you mentioned, have followed suit. But in essence, you know, you have to move from just sort of providing lease type financing type scenarios for our customers into truly delivering that cloud experience. And that's what's been so exciting over this last year is we've gone from just the basic cloud services, compute storage, networking and VMS to really providing containers as a service, bare metal as a service. Uh, machine learning ops, S. A P V. D I. You know, we've now created a set of workloads and as you heard it discover we're now delivering industry solutions, so electronic medical records for hospitals or high delivery payment transaction processing for, for financial, so that the challenge of moving from just sort of leasing basic capabilities to a true cloud experience that again pay as I go, fully automated self serve, all managed for me has really been a challenge and it's exciting, it's exciting to see customers jump on and really sort of lean in and see the business value that comes from having that level of solution >>keith, am I correct in that pretty much every large tech company has a services arm and they could, they could sort of brute force, some kind of cloud like experience and that's kind of what people have done historically the layer in a financial like leasing financial as you said and and but every situation was unique, it was kind of a snowflake if you will and you guys are probably there a few years ago as well and so I'm interested in sort of how you evolved beyond that. Was it a mindset was a technology, was it sort of cultural? You know, it came from the top as well, but maybe you could describe that a little bit. >>Yeah, the ship comes from our customers because what's happening is customers no longer trying to buy component parts. They're saying it's really about Tesla's like, hey, I want you to deliver this for me. In essence, we're running the data center for them now. We're running their machine learning operations environment for them. Now, you know, we're migrating their mainframe over now. And so what's happening is these sls are really, what matters to customers like that? It's not so much about, hey, what are the speeds and feeds and this and that? And so yes, you can sort of brute force that piece of it. But what you really are having to do is create this deep partnership and relationship with your customer to truly understand their business challenges and then provide them with that capability. Now I think the things that's exciting is yes, the public cloud gives you some some significant benefits for certain workloads and certain capabilities. But what we're hearing from customers is hey, I want to have much more control over my data center. I want to ensure that it has the security required. I want to make sure that I can make the adjustments necessary and so you're doing all that at a lower cost with open platform that I can use a variety of tools and other applications just makes it that much more powerful. So I think that's what we're seeing is we're getting into what our customers really requiring and then you know the most interesting thing is how do you make it work with my entire environment because I am running Azure and I am running A W. S. And I am running google and I'm running some other things. And so how does this cloud really helped me bring all those together to really govern that hybrid estate? And that's where I think Green Lake has really shine. >>So it kind of part of the secret sauce is automation because you've got to be, you still have, you have to be competitive, you know, at least within reason to cloud cost, sometimes it's going to be less expensive, maybe sometimes it can be more expensive. You've got some advantages in certain cases where, you know, there's government governance things and and you know, we don't have to go through all that, but there's the automation but you've got to be profitable at this too. So there's the automation, there's the tooling, there's the openness. So, so that was really a key part of it. Is it not that sort of automating? >>That's right. Automation is key as is really understanding what that customer environment is and optimizing for that piece of it. And so as you heard, we're really excited to announce our Green Lake Lighthouse, which is really providing workload optimized systems that are fully managed for them that provide that capability to run multiple workloads for that customer. But at the same time, to your point, there's a lot of charges that happened on the public cloud side. So, you know, data is the new, you know, gold if you will right, everyone's trying to monetize their data, trying to use it to make decisions and really understand what's happening across their environment and in the cloud. You know, if you put it up in the cloud, you have to pay to get it out. The egress charges can be significant and it's also a bit slower at times because of the latency that happens across that that that connection. And so we are now in a situation where we're seeing a lot of customers that are really trying to analyze their data, leveraging our HPC systems, leveraging our machine learning operation systems in order to really get that data happening, Getting the dancers out much, much faster and a much lower cost than what it would cost them to do that in the cloud. >>So you have some experience at this now. I wonder if we could dig into the customers how customers are using Green Lake. Maybe you can give some examples of success. >>Yeah. Yeah, no. You know it's exciting because you know first off everyone's looking at their digital transformation and that means something different for every single customer, so really understanding what they're trying to do from a transformation standpoint and then saying, okay, well how can we bring a solution to help accelerate that? To help be uh, you know, more connected to your customers to help improve your product delivery. We went to Lyondellbasell for example, one of the largest manufacturers in the world. And you know, they said, hey look, we don't want to run our data center anymore. Most most customers are trying to get out of the data center management business and they're saying, hey, run this for me, uh let me free up resources to go focus on things that really can drive additional value for our customers instead of keeping the lights on patching, blah blah blah. So we have taken their entire environment and moved it to a Coehlo and we're managing it now for them. And so in essence we freed up not just a ton of resources, but they have also been able to drop their carbon footprint, which is also this whole sustainability push is significant as well. And then you look at a customer like care stream, one of the largest medical diagnostic companies in the world, saying hey we gotta be able to allow our doctors to be able to um analyze and diagnose things much much faster through our X ray systems and through our diagnostic machines. And so they have implemented our machine learning operations scenario to dramatically speed up those types of capabilities. So as you go down the list and you start to see these customers really um leveraging technology to meet that digital transformation, saving costs, moving their business forward, creating new business models. It's just, it's really exciting. >>What about partners keith? How how have they responded? I mean, on the one hand, you know, that's great opportunities for them, you know, they're they're transforming their own business model. On the other hand, you know, maybe they were comfortable with the old model, they got a big house, nice, nice boat, you >>know? >>But how are they changing their their their business and how are they leaning in >>similar to what we're seeing? The opportunity for partners is dramatic, right? Because what happens is you have to have a very different relationship with your customer to truly understand their digital transformation. Their business challenges the problems that they're having to address. And so where we're seeing partners really, really sort of the opportunity is where there's the services and that sort of deeper relationship piece of it. So in essence, it's creating much more opportunity because the white spaces dramatic we're seeing, I want to say it's in the 30 to $40 billion worth of market opportunity as we move into an as a service on prem world. So they're seeing that opportunity. They're seeing the ability to add services on top of that and deepen the relationship with our customers. And you know, it's it's from my SVS. We're working closely with S. A. P. For example, to deliver their new rise private cloud customer edition. We're working closely with loosest, for example, who is doing a lot of payment processing type scenarios Nutanix and their database as a service scenario and Splunk because again, we went back to the data piece and these guys are doing so much big data type implementations for risk analytics and and regulatory type scenarios. It's just significant. And so because there's such a push to keep things on prem to have the security to reduce the latency to get rid of the egress charges and everything else. There's just a significant white space for both our partners and then from our distributors and resellers, they're getting to change their business model again, to get much deeper in that relationship with our customers >>to be Green Lake is, I mean it's H. P. E. As a service, it's your platform. And so I wonder if you can think about how you're thinking about uh, share with us, How you think about platform innovation? Um, you've got the pricing model, you know, flex up, flex down. Is there other technology we should know about and other things that are going to move you forward in this battle for the next great hybrid cloud and edge platform? >>Yeah, it's a great push because if you think about it, we are Green Lake is the edge to cloud platform And in essence because we have such a strong edge capability with the arab acquisition we made a few years back. That's really significant momentum with the Silver Peak acquisition to give us SD when you've got that edge connectivity all the way up to our high performance computing. And so you'll see us deliver high performance computing as a service. We're announcing that here at discover um you'll see us announced, you know, machine learning ops I mentioned ASAP, but also a virtual desktops. I think the pandemic has brought a lot more work from home type scenarios and customers really want to have that secure desktop. And so, working with partners like Citrix and Nutanix and and VM ware and Crew were able to provide that again, unique scenario for our customers. And so, um, yeah, the innovation is going to keep coming. You know, I mentioned bare metal as a service because many people are starting to really leverage the metal that's out there. You're seeing us also engaged with folks like intel on our silicon on demand. So this is a really exciting technology because what it allows us to do is turn on cores when we need them. So hey, I need additional capacity. I need some power. Let's turn on some cores. But then I turn off those cores when I'm not using them. You go to a software core based software pricing model, like an oracle or a sequel server. I'm saving dramatic cost now because I don't have to pay for all the cores that are on the system. I'm only paying the licenses for the ones that I use. And so that should bring dramatic cost savings to our customers as well. So we're looking from the silicon all the way up. Uh you know, you hear us talk about project Aurora, which is our security capability. We're looking at the silicon level, but we're also looking at the the container and bare metal and then obviously the workloads in the industry solution. So we're sprinting forward. We're listening to our customers were taking their feedback. We're seeing what they're prioritizing and because we have that tight relationship with them as we help move them to the direction they want to go, it's giving us a ton of fantastic inside information for what really matters. >>Right, Thank you for that. So, I want to ask you about data. A lot of organizations are kind of rethinking their ideal data architecture, their organization. They're they're they're seeing the amount of data that is potentially going to be created at the edge, thinking about ai inference and influencing at the edge and maybe reimagining their data organization in this age of insight. I wonder how Green Lake fits into that. How are you thinking about the new era of data and specifically Green Lakes role? >>Yeah, you mentioned the age of insights and and it really is right. So we've moved sort of as the next phase of digital transformation is basically saying, hey look, I've got all this data. I've got to first get my arms around my data estate because in essence it's in all these different pockets around. And so Green Lake gives you that ability to really get that data estate established. Then I want to take and get the answers in the analytics out of it. And then I want to monetize that data either out to my customer set or out to my industry or out to other scenarios as well. And so as we start to deliver our develops capability, our ai and analytics capabilities through HPC. And it's an open platform. So it allows data scientists to easy boot up easily boot up a cluster with which to do their models and their training and their algorithms. But we can also then use and Estancia at that into the business decisions that our customers are trying to make again without the significant cost that they're seeing on that on the public cloud side and in a very secure way because they have the data exactly where they need it. You'll see us continue to do sort of disaster recovery and data protection and those types of scenarios both with our partners and from H P E. So it's exciting to just understand that now you're going to have the tools and resources so you can actually focus on those business outcomes versus how do I protect the data? Where do I start, how do I get my model set up, etcetera. All that becomes automated and self service. You mentioned earlier >>When you talk to customers Keith one of the big sort of challenges that you're addressing. What's the typical, there was no typical but the but the real nuts that they're trying to crack is it financial? We want to move from Capex to opec's is that hey we want this cloud model but we can't do it in the public cloud for a variety of reasons, edicts, organization leaders or we want to modernize our our state. What are the real sort of sticking points that you're addressing with Green Lake? >>Yeah, I think it's threefold and you sort of touched on those. So one is, it really does start with modernization. Hey, you know, we've got to take costs out of the equation. We've got to reduce our carbon footprint. We've got to automate these things because we have limited resources and how do we maximize the ones that we have? And so I mentioned earlier, getting out of the data center, modernizing our apps, really monetizing our data. So I think that's number one. Number two is what you said as well, which is, hey look, I don't need to have all these capital assets. I don't want to be in charge of managing all all these assets. I just want the capability and so being able to sell them that service that says, hey, we can, we can do X number of desktops for your V. D. I. We can run your S. A. P. Environment or we can make sure that you have the, the analytics structure set up to be able to run your models that becomes super compelling and it frees up a lot of resources in cash on that front as well. And then I think the third thing is what you said, which is the world is hybrid. And so I need to find out what's going to run best in my on prem environment and what's going to run best up in the cloud. And I want to be able to optimize that so that I'm not wasting costs in one place or the other, and I want to be able to govern and govern that holistically. So I have the ability to see what's happening end to end across that so I can manage my business most effectively. So I think those are the three big things that people are really excited about with Green Lake as they enable those things. Um and you know, the reality is that it also means that they have a new partner to help them really think through how can they move forward? So it's not them by themselves. Uh It's really in a one plus one equals three type scenario and then you bring the ecosystem in and now you've got, you know, things working really well. So, >>so big enterprise tech, it's like, it's like the NFL is a sort of a copycat league. And so what, you know what I'm saying? But you guys all got >>big, yeah, >>you've got great resources, hey, this West Coast office exactly is gonna work. We're gonna get a short passing game going. And so that happened. So I feel like, okay, you've raised the bar now on as a service and that's gonna become table stakes. Um you know, it's got a lot of work to get there. I know, and it's a it's a journey, but but when you think about the future uh for H. P. E. Uh what's exciting you the most? >>I think what's exciting me the most is this the reaction that we're seeing with customers because in essence it gets them out of the bits and bytes and speeds and feeds and you know, um >>you >>know, component goo and really gets into business value, business outcomes sls and, and that's what they're looking for because what they're trying to do is break out of, you know that day to day and be able to really focus on the future and where they're going. So I think that's one, I think the second big thing is as you see all these things come together, um you know, we're able to basically provide customers with, I would say a mindset that's like, hey, I can do this holistically, but I can always pick and choose the best that I want and if I ramp up, I have capacity. If I ramp down, I don't have to pay for first scenarios. And so I'm getting the best of both worlds across that piece of it. And then third is I mentioned it earlier. But this whole relationship thing is so important because you know, this isn't about technology anymore. As much as it it is about what's the value that you're going to get out of that technology. And how does that help us move the company and the world forward? Like I love the fact that H. P. E. Was so involved in this pandemic. >>You know, >>with our systems were able to actually uh to run a set of of algorithms and analysis on how to, you know, find a vaccine on how to how to address the things that are going forward. You've seen us now up in space and as we, we broaden our frontier and so as a company you're seeing technology turned into things that are truly helping the world go forward. I think that's exciting as well. >>Yeah. Space. It's like the ultimate edge. >>I >>like you said to me if I take it, it's not not about ports and Mick, nips and gigabytes anymore. It's about the outcome. You mentioned before the S L. A. Um, you know, the thing about, you know, think about virtual, it's great. We have to get in the plane. Its downside. We all know we can't hang out, you know, afterwards, you know, have a drink or you know, chit chat about what's going on in the world, but we can't reach a lot more people. But the other downside of virtual is, you know, you don't have the hallway track. It's not like, hey, did you check out that, that demo on IOT? It's really cool. Where is that? So give us the hallway track. How can folks learn more about discover where would you direct folks? >>You bet. You know, I'm doing a full spot. Obviously let me start with at the top right Antonio Neri our ceo he's going to lay out the whole strategy and then I'll have a spotlight. It's about a 30 minute deep dive on all of these things that that you and I just talked about and then we've got a bunch of breakout sessions were doing some with our partners like Nutanix and others, um, Microsoft as well as we talk about, we didn't really touch on that, but you know, we have a strong partnership with the hyper scholars with Microsoft and with others because in essence customers are expecting an integrated solution that's hybrid. And so, you know, we're showcasing all of that with the with the discover breakouts as well and they're available on demand. We have a huge opportunity with respect to that, so really excited and you know, frankly we're here to help, like I hope people understand this is our opportunity to help you be successful and so please know that our ears are wide open to hear what the challenges are and we're ready to help customers as they needed. >>I'm glad you mentioned the partnership with Microsoft and other hyper skills. I feel like keith, the the Hyper scale is giving us a gift. They've spent last year they spent over $100 billion on Capex build out. That is like, it's like the internet. Thank you. >>Now we're gonna build on >>top of it, we're gonna build an abstraction layer that hides all that underlying complexity. We're gonna connect things and and that's really your job. That's really kind of what you're bringing to the table I think with Green Lake and some of these innovations. So >>I really >>appreciate it. Go ahead please. >>I appreciate the time as well. It's always a pleasure and it's always exciting to get a chance to share with you and and as always, any time you don't want me back, I'm happy to happy to join. Alright, >>would love to do that. So appreciate that. And thank you for spending some time with us. Stay tuned for more great coverage from HPD discovered 21 everything is available on demand as well as the that is the other good thing about virtually go back and watch all this content. This is Dave Volonte for the cube the leader in enterprise tech coverage. Be right back

(lively music) >> Welcome back to HPE Discover 2021. My name is Dave Vellante and you're watching theCUBE's virtual coverage of Discover '21, and we're excited to welcome back Arwa Kaddoura, she's a vice president and world-wide go-to market leader for HPE's smoking hot GreenLake Cloud Services. Arwa, welcome back to theCUBE, good to see you again. >> Thank you for having me, it's good to be with you. >> So, talk about how your products and services are supporting customer transformations. I'm interested in the experience that everybody's been dreaming about. Describe how you're giving your customer that competitive advantage. And if you've got an examples, that would be awesome. >> Yeah, you got it. I think as we heard Antonio say, that cloud is an experience, not a destination, right? And what we're doing with GreenLake is bringing those cloud capabilities and the cloud experience to our customers. You know, we like to say, colocations, data center and edge of course. So this is the cloud on prem. And so rather than forcing customers to only have to go up to cloud, to get modern cloud capabilities or the benefits of things like, pay as you go for consumption, etc, cloud native capabilities, like containers, leveraging Kubernetes, we now bring all of that to GreenLake and to our customers, edge locations, and Colocation and data centers. We've been able to dramatically transform many of our customers businesses, right, and you'll probably see it discover some of those examples come to life, for example, Carestream, who is in the electronic medical imaging world, right, they have all of the X-Ray equipment that capture X-rays and different sort of diagnostics for patients. And we worked with them to not only craft a ML solution to better read and diagnose these images, but also all of the underlying infrastructure with the HPE GreenLake ML Ops platform that allows them to instantly leverage the capabilities of machine learning and the infrastructure to go with it. >> And so tell me, so how is it resonating with customers? They're talking to customers all the time? What do they tell you? >> Sure, you know I think what our customers appreciate about HP GreenLake is, it's not sort of look, it's either all on prem in my data center, and I have to fully manage it, build it, implement it, take care of it, or it's fully public cloud, I have little control and basically, I get whatever the public cloud gives me, right? HPE GreenLake gives our customers the flexibility and control that they require, right? And so you can think of many use cases where customers have a need to have the compute storage sort of processing need to happen closer to where their data and apps live. And so for that exact reason, our customers love the flexibility, right. Cloud One Dotto was public cloud, Cloud Two Dotto I think is the cloud that comes to our customers at their convenience. And to me, what I tell CIOs and CTOs and sort of other lines of business leaders when I meet with them, is you shouldn't be forced to have to take your data and apps elsewhere to get the transformation that you need. We want to be able to bring that directly to our customers. >> 'Cause a lot of the transformation is around data, we love talking about data on theCUBE. It's funny, I mean, we talked about big data last decade, we don't use that term much anymore. It was kind of overhyped, but as oftentimes is the case may be in the early days it's overhyped, but then it's underhyped. When it actually starts to kick in, and I feel like we're entering a new age of data and insights with the ascendancy of machine learning and AI. What does this mean from HPEs perspective and what are customers telling you that it means for them? >> Yeah, now, data I think, we often hear data is the new currency, right? It's the new gold. we've heard Antonio even say things like, data can even become something that maybe over time companies start to put some kind of value on their balance sheet behind, right, the same way that maybe brands represented this value on a balance sheet. Effectively, what's happened with data is, a lot of people have a lot of data. But there's not been a lot of ability to extract insights from data, right. And I think this is the new revolution that we're all undergoing is we finally have the modern analytics tools to actually turn the data into insights. And what we bring to the table from an HPE perspective is the fact that we have the best infrastructure, we obviously now have the cloud capabilities mixed in with our data fabric or container platform, or machine learning operations platform, to then be able to process that data, again, integrated with many of the great ISV partners that we have on the data side allow our customers to turn that into real insights for their business. And effectively data is becoming a huge competitive advantage, right? I think many of us are leveraging some pretty interesting tools or gadgets these days, right? Like, I wear one of those sleep rings. You can imagine a company like that in the future that's able to collect so much data from the folks that purchase their products, then being able to give us insights about, where's the best ZIP Code that people get the most amount of sleep and which ZIP Codes are the healthiest in the United States or countries, et cetera? But data really is becoming a competitive advantage. And one of the things that we care most about at HPE is also using it as a force for good and making sure that there is a sort of ethical AI capability. >> That's a great message and very important one. It's interesting what you're saying about data and the value, how we value, it's clearly being valued in terms of companies' market caps, but maybe it's not in the balance sheet yet, but it's on the income statement in terms of data products and data services that that's happening. So, maybe we'll see if Antonia is right in the next several years. But so, let's talk more about the specific data challenges that you're solving for your customers, they talk about silos, they talk about, they haven't gotten as much value out of their data initiatives as they wanted to. What are they telling you are their challenges and how are you approaching it? >> Yeah, I think data is everywhere, right? The ability for customers to store the right amount of data is a huge challenge. Because obviously, there's a huge cost associated with collecting, keeping, cleansing, processing, all the way to sort of analyzing your data. There tends to be a ton of data silos, right. So customers are looking for a common data fabric that they can then process their data sources across, and then be able to sort of tap into that data from an analytics perspective. So much of the technology, again, that we're focused on is be able to store the data, right, our Data Fabric layer with Ezmeral, right, being able to process that data, capture that data, and then allow the analytics tools to then harness the power of that data and turn that into real business insights for our customers. Every customer that I spoken to whether their financial services, you can imagine the big financial services, I mean, they've got just bazillions of pockets of data everywhere. And the real sort of challenge for them is how do I build a common data platform that allows me to tap into that data in effective ways for my business users? >> Can you talk a little bit about how you're changing the way you're providing solutions, maybe you could contrast it with the way HPE has done in the past? Because I think that's important when you think about, you talk a lot about GreenLake and as a service. But if the products are still kind of boxes and lands and gigahertz and ports, then that's a discontinuity. So, what's changed from the past and how are you feeding into the way customers are transforming their business and supporting their outcomes? >> That's exactly right. At some point in time, right, if you think maybe 10 or 20 years back, it used to be very much about the infrastructure for HPE. What's exciting about what we're doing differently for our customers, is, look, we have the best infrastructure in the business, right? HPE has been doing this longer than anyone has probably almost 60 years now. But being able to vertically integrate right, move up in that value chain so that our customers can get more complete solutions, is the more interesting part for our customers. Our customers love our technology yes, the gigahertz and the speeds and feeds, all of that do matter because they make for some very powerful infrastructure. However, what makes it easier is the fact that we are building platform stacks on top of that hardware, that help abstract away the complexity of that infrastructure and the ability to use it far more seamlessly. And then, if you think about it we of course have also one of the most advanced services organizations. So being able to leverage our services capabilities, our platform capabilities, on top of that hardware, again, deliver it back to our customers in a consumption model, which they've come to expect from a cloud model. And then surrounded by a very rich ecosystem of partners, and we're talking about system integrators that now have capabilities on helping our customers run their GreenLake environments. We're talking about ISVs, right, so software stacks and platforms that fully integrate with the GreenLake platform for completely seamless solutions, as well as channel partners and global distributors. So I think that's where we can truly deliver the ultimate end-to-end solution. It's not just the hardware, right? But it's being complemented with the right services, being complemented with the right platform capabilities, the software integrations to deliver that workload that the customer expects. >> So customers and partners, they got to place bets, they've got to put resources, time, money, and align their resources with their partners and their suppliers like HPE. So when they ask you, hey, okay, "HPE, tell me what's your overall strategy? "Why is it compelling? "And why do you give me competitive advantage relative to some of your peers in the industry?" >> Yeah, I think what partners are going to be most excited about is the openness of the platform, right? Being able to allow our partners to leverage GreenLake Central with open API, so that they can integrate some of their own technologies into our platform, the ability to allow them to also layer in their own managed services on top of the platform is key. And, of course, being able to build sort of these win-win solutions with the system integrators, right? The system integrators have some fantastic capabilities all the way from an application development, all the way down to the infrastructure management, and data center delivery centers that they have. And so leveraging HPE GreenLake really helps them have access to the core technologies that they need to deliver these solutions. >> I wonder if I could take a little sort of side road here and ask you because so many changes going on, HPE itself is transforming, your customers are transforming, the pandemic has accelerated all these transformations. Can you talk a little bit about how you've transformed go-to-market specifically in the context of as a service? I mean, that had to be quite a change for you guys. >> Yeah, now go-to-market transformations in support of sort of moving from traditional go-to-markets, right, to cloud go-to-markets are significant. They required us to really think through what does delivering as a service solutions mean for our direct Salesforce? What does it mean for our partners and their transformations and being able to support as a service solutions? For HPE specifically, it also means thinking about our customer outcomes, not just our ability to ship the requisite hardware and say, look, once it's left our dock, our job is done, right. It really takes our obligation all the way to the customer using the technology on a day by day basis, as well as supporting them in making sure that everything from implementation to set up to the ongoing monitoring operations of the technology is working for them in the way that they'd expect in an as a service way, right? We don't expect them to operate it, we don't expect them to do anything more than pick up the phone and call us if something doesn't go as planned. >> Then how about your sellers and your partners? How did they respond? I mean, you wake up one day is Okay guys, here we go. New compensation scheme, new way to sell, new way to market. That took some thought and some time and where are you in that journey? >> That's right. And I always say, if you expect people to wake up one day and be transformed, right, you're kidding yourself. So everything from sort of the way that we think about our customers use cases, right, and empowering our sellers to understand the outcomes that our customers expect and demand from us to things like compensation to the partner rebate program that we leverage through the channel partners in order to give them the right incentives to also allow them to make the right investments to support GreenLake. HPE has a fairly significant field, sales and solution team. And so not thinking about this only as a single person that represents GreenLake, but looking at our capabilities across the board, right, we have fantastic advisory consultants on the ground with PhDs and data science, we have folks that understand high performance computing. So making sure that we're embedding the expertise in all of the right personas that support our customers, not just from a comp perspective, but also from an understanding of the end-to-end solutions that we're bringing to those markets. >> So what gets you stoked in the morning, you get out of bed, you're like, "Okay, I'm going to go attack the world." What are you most excited about for HPE and its future? >> There's so much happening right now in this sort of cloud world, right? To me, the most exciting portion is the fact that given that we've now introduced on prem cloud to the world, our ability to ship new services and new capabilities, but also do that via a very rich partner ecosystem, honestly is what probably has me most excited. This is no longer the age of go-at-it-alone, right. So not only are our engineering and product teams hard at work in the engine room producing capabilities at sort of lightning fast speeds, but it's also our ability to partner, whether it's with platform providers, software providers, or system integrators and services providers. That ecosystem is starting to come together to deliver highly meaningful solutions to our customers and all in a very open way. The number one thing that I personally care about is that our customers never feel like they are being locked in, or that they are sort of being forced, have to give up certain levels of capabilities, we want to give them the best of what's out there and allow them to then have that flexibility in their solution. >> And one of the challenges, of course, with virtual events is you don't have the hallway track, somebody can say, "Hey, have you seen that IoT zone? It's amazing, they got all these robots going around." So what would you say that people should be focused on at discover maybe things that you want to call out specific highlights or segments that you think are relevant? >> Yeah, there's going to be a ton of fantastic stuff. I think, really looking for that edge to cloud strategy, that we're going to be spending a lot of time talking about looking at some of our vertical workload solutions, right? We're going to be talking about quite a few from electronic healthcare records, to payment solutions and many more. I think, depending on what folks are interested in there's going to be something for everyone. Project Aurora, which now starts to announce our new security capabilities, the zero trust capabilities that we're delivering is probably interesting to a lot of our customers. So lots of exciting things coming and I'm excited for our customers to check those out. >> No doubt, that's a hot topic, especially given what's been happening in the news these past several months. Arwa, thanks so much for coming back in theCUBE. It's great to see you hopefully face-to-face next time. >> Thank you, I sure hope so. Thanks so much for having me. >> It was our pleasure. And thank you for watching and thank you for being with us in our ongoing coverage of HPE Discover 2021. This is Dave Vellante. You're watching theCUBE, the leader in digital tech coverage. >> Thank you. (soft music)

>> Hi everyone, my name is Michael Swan and I'm the global director of business development for HPE Financial Services, and I'm really excited to have the opportunity to speak with you today. In this session, I will provide you with an overview of how we help our customers create investment capacity to help fuel their cloud in digital transformation initiatives. I will then share with you three customer use cases to talk about the types of solutions that we've implemented to help our customers move their businesses forward. Now, it wasn't that long ago that businesses were prioritizing their 2020 digital transformation projects. And executives were telling us that they thought 2020 was going to be a year where they were going to see a significant ramp in their spending on digital transformation projects. Businesses were already starting to plan to make investments in cloud and security and AI and machine learning to help improve their customer experience, help to advance employee productivity, and help them to get an overall better competitive edge. Then of course, we were all hit by the COVID-19 pandemic. And in response to the pandemic, businesses have had to think really hard about how do they enable workforce productivity when they have nearly all of their employee base working from home. They've also had to think about some of the challenges around ensuring connectivity, security, and maintaining a very high degree of customer support and customer experience. And the economic impact of COVID put a lot of pressure on companies to maintain their cash positions and preserve capital. Now Gartner's forecasted that IT spending will increase to about $3.7 trillion in 2021, which is up about a little more than 4% from last year. And investment in cloud-based IT infrastructure in particular is expected to surge to more than 27% this year. So what all this is telling us is that customers are ready to move beyond the pandemic. They're thinking about how can I take my company to the next level? Where are the investments that I need to be making to advance and grow? Now to advance and grow requires investment capacity. Investment capacity is really the lifeblood of any business, and without that, you can't invest in your digital transformation, and you can't invest in the long-term future of your business. So this is where HPE Financial Services can help. We're working with businesses to help create the investment capacity that they need to move their business ahead. And we're doing this in three ways. Firstly, we're creating financial vitality. In the last two years alone, we've injected more than $640 million back into our customers' budgets to help fuel their investments. And we provide a range of investment solutions that help our customers to increase their ability to invest and do so in a way that actually results in better financial outcomes. Secondly, we're able to manage any tech, anytime, anywhere. We are recognized by both IDC and Gartner as a global leader in asset lifecycle supporting the circular economy. And in the last two years alone, we've taken in more than eight million assets into our technology renewal centers with more than 90% of those assets being designated for reuse before recycle. And thirdly, we are your CIFO. With nearly 30 years of IT Asset economic experience in our DNA, we work with you to understand where you want to go, what you need, and to help you put an investment strategy in place to help you get there. Let's now look at some of the solutions that we are delivering to our customers. Now, many of our customers seek to defer or reduce the expense of investing in IT in order to preserve their capital, or to try to do more with their available budgets. So we offer a range of Payment Deferral programs which enable our customers to delay the upfront costs of modernizing their IT. And in response to COVID, in 2020 we introduced the Payment Relief Program which enables customers to keep those critical IT projects moving forward while deferring more than 90% of the cost into the next calendar year. We're also helping customers to create investment capacity by generating cash from assets. And we're doing this based on the value of equipment that they already own. With our Accelerated Migration offer, we're converting existing, client-owned IT into an incremental source of capital, while enabling them to continue to use that equipment for its remaining useful life. And with our Tech Buyback program, we're managing the disposition of older legacy equipment returning value back to our customers and helping them to contribute to their sustainability initiatives. Now in each of our IT investment solutions, we aim to help our customers match their payments with the use of the technology. Our Extended Deployment solution is a phased deployment program that allows our customers to acquire the critical technology that they need today upfront. But we allow them time to get the equipment stood up in place, configured and tested, up and running before they actually have to begin making any payments for that equipment. And then lastly, we help enterprises relieve capacity strain or delivery delays that might be caused by supply chain disruptions or limitations in their capital budget, ar perhaps they're just simply looking to maintain existing legacy systems that are running critical business applications. And we do this by sourcing HPE certified pre-owned equipment that can be used to help maintain existing legacy systems. Now, all of the pre-owned equipment that we make available is available with a warranty, and is also eligible for HPE support services. Now, with that, as an overview, I'd like to transition to a brief video, which highlights how we help customers create investment capacity. (bright music) HPE and HPE Financial Services are meeting customer demands across the IT life cycle, while also contributing to the circular economy. And we're doing this in three ways. First HPE designs solutions and sources components with the aim to maximize reuse before recycle, and to minimize environmental impacts. Second, HPE's GreenLake Cloud services helps customers to acquire and consume only the capacity that they need for the period of time that they need to use it, and have the flexibility to refresh technology in an environmentally friendly way. We are committed to taking back 100% of all technology that is deployed within the HPE GreenLake Services contract. And last, HPE has industry leading experience and capabilities to renew IT assets, keeping them in the circular economy longer, and thus minimizing waste. We are committed to helping each one of our customers contribute to the circular economy, and this is one of the more important reasons why customers choose to partner with HPE. So let's now look at three customer use cases to help explain how we have helped customers create the investment capacity that they needed to move their business ahead. This first example involves an agricultural company based in Turkey. Their objective was to prevent COVID from disrupting their operations. They needed to ensure that they could preserve cash while at the same time, they wanted to continue to move ahead with a critical IT modernization project. They sought creative approaches to do more with their IT budget and to keep the project moving on track. HPE Financial Services made it possible for MAY Tohum to continue modernizing their IT estate while deferring the cost of the project into the following fiscal year, by utilizing our Payment Relief program. As a result, the infrastructure transformation project went forward, they were able to preserve their cash position and most importantly, MAY was able to continue to bring its innovative seed products to market without any disruption. The next customer example involved a large bank in New Zealand. Now, it might come as a surprise to you to think about a bank seeking additional investment capacity. Well banks understand well the importance of maximizing the return on their capital, and they also need to comply with regulations requiring certain capital funding commitments. Therefore banks as a whole comprise one of our largest set of customers. Now this bank in particular sought to transform the management of IT for their business to an as-a-service model. They sought additional investment capacity, and they wanted a single approach to managing their IT infrastructure. HPE Financial Services helped the bank to generate cash from their existing assets and transition them into the new GreenLake Services contract. This solution helped ensure not only that the ongoing business operations would not be disrupted, but it also provided an additional source of capital to help fund the project, and it helped to accelerate their move to an as-a-service model. And the last example I would like to share with you involves a hospital based in Austria. Now like most healthcare facilities around the world, this hospital's operations were severely impacted by COVID in the increased demand for their services. They experienced IT system constraints that were created by increased patient workloads, and sought immediate access to additional computing power to ensure they could continue to deliver critical care to their patients. HPE Financial Services sourced 14 Gen9 C7000 Blades, pre-owned equipment to match the existing systems that they already had in place. And this enabled the hospital to ensure that they could provide uninterrupted operations and critical care to their patients. HPE Financial Services also works closely with partners, whether they be IT solution providers, system integrators, or channel partners to help them create investment capacity for their customers. So now I'd like to share a brief video with a few stories from some of our partners. >> We had a client who needed to roll out a more robust identity and access management solution to support their efforts of enabling their remote workforce. The project wasn't budgeted, but quickly moved to the top of the priority list. And we were able to structure a deal that allowed them to acquire the technology they needed in the timeframe required, while deferring payments over an extended period. >> I think what's really important for the HPE at Tech Data structure shift, it allows us to offer an enterprise class solution as a true partnership, addressing some of their requirements and needs of the enterprise market plus. >> Obviously the customer was very pleased, we were very happy, and it was a way for us to get much closer to that customer, become their trusted advisor, and set us up for the future where we can continue to add value to that customer with HPE. >> Now we do believe that Hewlett-Packard Enterprise has a very strong and competitive offering to our customers when it comes to especially asset upcycling services, and also offering certified pre-owned products on the Nordic market. >> We leveraged HPEFS to acquire millions of dollars of hardware to stock up our data center to provide instant on-demand for a virtual desktop environment for remote users for several of our manufacturing and financial clients. (light music) >> As a recap, HPE provides the solutions and services to accelerate your business transformation. With HPE GreenLake, you can deploy any workload as-a-service and achieve cloud-like speed, agility, in the as-a-service model, wherever your apps and your data reside today, whether that be in a co-location facility, or within your own data center. With HPE Pointnext Services, you gain access to more than 15,000 experts, and an ecosystem of partners to help you at every stage of your digital transformation journey. And HPE Financial Services helps you create investment capacity to drive your digital transformation initiatives. We help you overcome financial barriers to your transformation, we help you unlock the value of your entire IT estate, and we are your business and technology partner. Maintaining flexibility and creating financial capacity are key to achieving your digital transformation objectives. I encourage you to reach out to HPE Financial Services to discuss your IT investment strategy and explore ways that we can help you achieve your desired business outcomes. Included here are a few QR codes where you can learn more or even view a virtual tour of one of our technology renewal centers. Thank you again for joining me in this session. I wish you a great rest of the day, and I hope you keep well, bye.