>>Que presents HP Discover 2022. Brought to You by HP >>Good morning, everyone. It's the Cube live in Las Vegas. Day two of our coverage of HP Discover 2022 from the Venetian Expo Centre. Lisa Martin and David want a what a day we had yesterday and today. Unbelievable >>for today. Big Big day today, >>Big day Today we've got a lot. We got some big heavy hitters on talking with HP customers. Partners, leadership. We've a couple of guests up with us next. Going to be talking more about the ecosystem. He's welcome. Corey Dire, the chief revenue officer, Digital Realty and Cliff Evans, senior director. H P E Green like partner ecosystem Guys. Great to have you on the >>programme. Thank you. Great to be here. >>Thank you for having us excited to be here >>with. So that's so that's harness that excitement. Cory, talk to us about the partnership. The announcement? What's going on there with Digital Realty and Green like? >>Yeah, we're crazy excited about it. You know, we've got customers dealing with data, gravity and the opportunity around that and how they could make use of it. And then they're thinking through digital transformation. How how you doing? Multi cloud and they need a partnership. To do that in this partnership with Green Leg and digital is perfect solution for them. So I'm crazy excited to be here with Cliff absolute with all of you to talk about it and hopefully build out a great partnership in relationship with HP. >>Talk to us. Sure, you're crazy Excitement >>club? Absolutely no. I think it is absolutely fantastic Partnership. I think the term is coming together as organisations. Bringing the two platforms together isn't it is an amazing thing that we have for customers, customers we know they want. They want a cloud experience. But really, they want to do that without really the DC footprint that had previously. So how did they do that in a way that really works for them in a secure client secure, sustainable way. But with the cloud experience. Really, the combination of the two pieces coming together really makes that happen, and that is what that's exciting. So we >>dig in to the two things that you mentioned Cory digital transformation and multiply. When I go back to the early days of cloud, it was that girl, you know, nobody's going to do anything you know ever again in the data centre. You know Charles Phillips, the the CEO of in four, famously said, Friends don't let friends, Bill Data centres, right? Everything's going in the cloud. So a lot of people predicted, You know, guys like you were going to be in trouble. The exact opposite happened. The market took off. So you mentioned digital transformation of multi cloud. Can we peel the onion on that? What? What is it about those two items? Are there other trends? They're driving your business, >>you know, You tied right on to to where it started. All enterprises started going to the club and then they got to the cloud and there was more that they needed to make that rial. I talk about multi cloud. You're going to use different cloud providers for different opportunities and different applications. And so you have to start thinking about how does this work in a world where you're gonna go to multiple clouds, multiple locations and what it really drove? It is the need for Cole location to make this because you've got a distributed architecture in order to enable all of this and then having to have us help you out with it. And partners like HP. That's part of where it comes from. But if you think through going to the cloud, can you stay there? Is that the full solution? You need to secure sustainable solution for that. One of the opportunities for us around that is that if you're building data centres for yourself on Prem, you don't have all the cloud access we do. We've got more cloud access points than anybody. So that helps in this digital transformation. >>How How much home? I'm sorry, Didn't mean to you how much homogeneity is there are our clients or customers saying, Hey, I kind of want the same experience in the same infrastructure. Same same. Or they saying, Hey, I want to do stuff in Digital Realty that I can't get from, you know, a cloud provider, Oracle Rack. You know, something like that, >>I would tell you that they come to us from all the partners. So we are partner community. We are not going up the stack anywhere on that. We do are we do our part. We're really good at doing the data centres really good at building data. They descended sustainable. Our position in the market is sustainability around it. We were the first to sign up on the science based initiatives for zero kind of carbon neutrality and in the future in 2030. And so yeah, so I think there's the partner aspect that they need help with on it to drive that Yeah. >>And I think from that from the HP Green Lake perspective, I think customers they very much want that that cloud experience. But I want to do on their own terms. The partnership allows that to happen on Gapen simply the cloud experiencing with the green light cloud platform to really go and deliver that genuine cloud experience and then building cloud services. On top of that, they get all the benefits that they would have from a public cloud experience, but done in the way that they would prefer to do it. So it's bringing those pieces together on >>I think the other side of you asked if it was it was the same across the board and ubiquitous. It's very bespoke. Solutions weaken D'oh! Every customer we have has a different footprint. Most from the multinationals. So we think through where their data is, where it needs to be accessed where their customers are, where their employees are, what makes the most sense. And then the partnership we have with HP into a whole lot for making very bespoke solution for that customer and help them be successful. Journey >>s O on. That s o. So what we've done with destroy lt is we have a specific offer around how we go to market with this really going how customers So we call it Green Light with co location. It's all about really positioning on offer to customers that says, Look, we can go and do this with you and do it simply and really make it happen very quickly and efficiently. So the customer ends up with a single contract in a single invoice for Green Lake Cloud Services on the co location piece, all in one single contracts. That just makes it a lot easier in terms of organising on a really big part of that as well is that our involvement is also spans right from the design to the implementation to support. So we do the whole thing to really help organisations golf and do this. So that's the big for me. The big differentiator. So rather than just having Green Lake in Cloud Services, were saying, Look, we can now do the Coehlo piece and they can really take the whole thing to a whole new level in terms of that public cloud experience >>in the sari and that that that invoice comes from HPD or Digital Realty is bundled into that >>correct? Yes, directly through the channel. We can sell that in a number of different ways. Customers get that that single invoice on a big part of that as well, just going a little bit deeper on that. So what we do is we We use a part of the company called Data Centre Technology Services, which are a great kind of consulting organisation with tremendous experience and something like 3000 projects across 40 countries from the very smallest of the very largest of data centre implementation. So all of that really makes the whole thing a lot easier from a customer's perspective in terms of designing, implementing and then supporting. So you pull all of that together. It's fantastic >>and I think it's really changed to add on to that partner in prison. So customers, now we're thinking about it differently and data centres differently, and they see us as a strategic partner along with HP. To go after this used to be space, power and calling. Now it's How much connectivity do you have? What your sustainability profile? What's your security profile? How do you secure this data? Date is the lifeblood of all these companies and you have to have a really secure, sustainable solution for them, >>right? That's absolutely critical for every industry. Talk about the specific value prop at a bespoke co location solution delivers to customers. Maybe you got a favourite customer example that you think really articulates the value of this partnership. >>So I think a combination. So so I think we touched on a lot of it, actually. So there's obviously the data centre aspect itself in terms of with the footprint that realty have across the world, you can pick and choose the data centre in the class of data centre that you want in terms of your Leighton see and connectivity that you want. Then really, it's the green make peace in terms of the flexibility that you get with that really is that value. And as I touched on the Green Lake with Cole Oh, I think for me is from our perspective, I think the biggest piece of value that we provide there to really go make it happen. Yeah, >>there's about 70 applications right now that are part of Green Lake Polo that you can bespoke for what you need to. You can think around your specific solutions that you need, and we've got it all right there with HP Green like and follow for us. And because we have a 290 data centre footprint across 50 markets, it gives us the opportunity really be the data centre provider in the Partner for H P, pretty much anywhere but with connective ity everywhere. >>When you say 70 applications, these the 70 services are you talking about talking >>about? Okay, Category 70 services. There's a lot of stuff. >>Cory, when you talked about sustainability a couple of times, is a really important ingredient of the customer decision. Why is it because they're indirectly paying the power bill or is because that's the right thing to do? And they care. There's increased. People care about it more because you go back a while ago. People way always talked about green it, but it was all lip service. Is that changing or is that there? Is there an economics >>changing in a really big way? Almost every conversation I have with customers is how are you doing Sustainability. So if they're doing an on Prem, that's not their core capabilities. They don't know how to do that. On our end, I mentioned our SP R science based initiatives that we signed up for. But how do we enable that? Enable it for how do we build in designer data centres? How do we actually work them and operate them? And then how do we go after all the green sources of sustainable energy including, I think since 2015, we've issued six billion in green bonds around that same support of it. So yeah, >>and your customer can then I presume, report that on their sustainability report a >>good way to think about it. You no longer have your data centre at its sometimes less efficient way than way are we're really good at building sustainable data centres, and then you can actually get some credits back and forth, >>just from agreement. Perspective. So Green Lake. So there's a specific Forrester Impact report that looks a green lake on how it how it performs from sustainability. Perspective on Greenlee really is giving you their 30% reduction in your energy consumption. So there's a big kind of win there as well, I think. Which is then, >>why? Where does that come from? >>So it Zim part that kind of the avoidance of over provisioning such that you going right size things, Then you have you have you have a certain amount of reserve capacity that you're using them just using the extra consumption piece when you need it. So rather than having everything running at full speed, it really is kind of struggling as to how that work. So you get a combination of effects >>with consulting and the thoughtfulness around this bespoke solution that you have. You end up needing fewer servers, pure technology that drives less power consumption and therefore you get a lot of this same really base it down. You >>talked about the savings you talked about the simplification delivery perspective. Talk about the implementation. What's the time to value that Organisations can glean from this partnership >>superfast So So yeah this This does accelerate the whole process from from initial kind of opportunity if you like and customer inquiry through to actual implementation So previously this would take considerable amount of time in terms of to ing and froing between multiple organisations on Now what we do is coordinate that do it efficiently and effectively So D. C. T s Data Sentinel services team very closely. Just have those connections often do those things incredibly quickly and it does accelerate the whole time >>and they're tied in with our team is well around. Where's the leighton? See where the solutions Because we're really thinking about what is your stack looked like from an HP perspective, but then where you need to deploy it so that you have access to the clouds You have the right proper Leighton see across your environment and you really haven't distributed architecture that works the best for you and your company. >>So this is probably answer those questions Probably both, but I'm asking anyway, I've always been a repatriation sceptic, but I'm happy to be proven wrong. You guys have other data. And maybe this is part of what one of my blind spots question is, is what's driving your business in terms of the EU's case? Is it organisations saying Hey, we want to get out of the data centre business way Don't want to put everything into the cloud but we're going to go on a digital realty and being green leg and we're gonna move into that cola Or is it? People say, You know, while we over rotated into the cloud, you were going to come back. So it's >>both. It's both, >>Yeah, in the empire. The credit. >>I think there are a lot of customers with good intentions on going to the cloud, and then there's some cost with it that maybe they didn't fully factor in it at that time. And now you've got the ability around these bespoke solutions to really right size every bit of this. And when they originally did it, they didn't think through a distributor architecture. They thought my own prim, and then I'm just gonna burst everything that a cloud that's no longer the case, and it's not really the most efficient way to your point about repatriation. They start pulling their storage back in. Well, where do you want your data? Where do you want your storage? You wanted as close as you can to the clouds for that capability and in a solution that's wrapped around it makes it very simple for you. >>I think the repatriation is very real and is increasing, eh? So we're seeing a lot of it in terms of activity and customers really trying to understand the cost that they're incurring now from a public cloud perspective. And how can they do that differently? In fact, with combined offer that we have it, it makes it a lot easier to compare. So, yeah, that really is accelerating because you don't >>see it in the macro numbers. I mean, just to be honest, you see the cloud guys combined growing 35%. And is that because your business is in transition from traditional on prime model, too, and as a service model, and so you've got that imbalance and it gets hidden in >>all that, and I think it's I think it's a new wave of things that are happening. Yeah. I mean, there's a there's a lot of things, obviously, that makes complete sense to me in Public Cloud, but I do think there's been an over rotation towards it, so I think now that realisation and it's going to take time to kind of pick that. But it's absolutely happening. There are a lot of opportunities that we've gotten some very big ones I'd love to talk about. Can't quite talk about them just get but really, where there's big, big savings in terms of what they're paying from a public cloud perspective, Really, what they want is that full management cloud service to go make it happen. So the combination of the data centre piece to Green Lake piece and then some management services, whether they're from ourselves or from party community, from manage service providers that we also work with, that gives them the complete package. >>So I have another premise. A lot of it, of course, is traditionally been focused on internal, and I feel like there's a new era coming. It's talks of the ecosystem. Are you seeing customers not only running there it in digital realty and connecting to the cloud in a hybrid fashion, but also actually building new value and building businesses that are customer facing on that that air monetize herbal. Are you seeing that? Is that happening and having examples, even generic? >>Well, basic from our perspective, our partner community, that's what they do. We have a tonne of enterprise customers, but I'll need to connect and integrate the data that you have doesn't do anything for you, Fitz on its own. And it's not interacting with other data points. And it's not around interacting with other customers, other solutions in one night. So it does help build out a partner community, a solution community for our customers in our data centres and across the >>are their industry patterns emerging. In other words, is that data ecosystems emerging by industry or is a sort of or horizontal? >>There's a mix. So I think there's a lot of lot of financial sector stuff. Yes, certainly. And then certainly manufacturing s O. I think it's interesting that you're getting a bit of a combination, but not a lot of financial sector. >>Of course, the big bags early on that they could build their own cloud. Yeah, now they're probably rethinking that. Yeah, well, maybe >>they're also service providers. When you're that large a za bank on their end. They're doing a lot of work. E. I would also say the other part that a lot of people see as an opportunity is around all the HPC and AI applications as well, in addition to manufacturing distribution. So there's a lot of use cases, a lot of reasons, like us from sort of doing this >>wrap us up with value, perhaps that you're talking Torto Financial Services Organisation or a manufacturing company. What is that 32nd elevator pitch value problem? Why they should go HP Making Digital Realty together. >>So I would say green, like Rico location gives you a single contract. Singling voice, easy to go and design, implement support and go make happen. Sorry, that's very simple way say, very just make it easy >>on. And I would just say thank you on that. It's been great to speak with you guys. And yeah, when you think through that part of it also is a bespoke opportunity to put your data where it needs to be closer to your customers. Closer to the action you were thinking through the rape reiteration of it. A lot of it's being built out there on phones and whatnot. So you've got to think through where your data is and how you managed to >>write and enable every every company in every industry to be a data company. Because that's what, of course, the demanding consumers demanding that demand isn't it is not going to turn down right now. Absolutely. Just thanks so much for David. Very much. Thank you. Together in the ecosystem, there are guests. And Dave l want a I'm Lisa Martin. You're watching the key of live from the Venetian Expo Centre in Vegas, Baby. David, I will be back there next guest in a minute.

>> 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)

(upbeat music) >> We're back. This is Dave Vellante of theCUBE, and we're here with Ray Wang, who just wrote a book reminiscent of the famous Tears for Fears song, Everybody Wants to Rule the World: Surviving and Thriving in a World of Digital Giants. Ray, great to see again, man. >> What's going on, man, how are you? >> Oh great, thanks for coming on. You know, it was crazy, been crazy, but it's good to see you face-to-face. >> Ray: This is, we're in the flesh, it's live, we're having conversations, and the information that we're getting is cut right. >> Dave: Yeah, so why did you write this book and how did you find the time? >> Hey, we're in the middle of pandemic. No, I wrote the book because what was happening was digital transformation efforts, they're starting to pop up, but companies weren't always succeeding. And something was happening with digital giants that was very different. They were winning in the marketplace. And never in the form of, if you think about extreme capitalism, if we think about capitalism in general, never in the history of capitalism have we seen growth of large companies. They get large, they fall apart, they don't have anything to build, they can't scale. Their organizations are in shambles. But what happened? If you look at 2017, the combined market cap of the FAANGs and Microsoft was 2 trillion. Today, it is almost 10.2 trillion. It's quintupled. That's never happened. And there's something behind that business model that they put into place that others have copied, from the Airbnbs to the Robloxes to what's going to happen with like a Starlink, and of course, the Robinhoods and you know, Robinhoods and Coinbases of the world. >> And the fundamental premise is all around data, right? Putting data at the core, if you don't do that, you're going to fly blind. >> It is and the secret behind that is the long-term platforms called data-driven digital networks. These platforms take the ability, large memberships, our large devices, they look at that effect. Then they look at figuring out how to actually win on data supremacy. And then of course, they monetize off that data. And that's really the secret behind that is you've got to build that capability and what they do really well is they dis-intermediate customer account control. They take the relationships, aggregate them together. So food delivery app companies are great example of that. You know, small businesses are out there that hundreds and thousands of customers. Today, what happens? Well, they've been aggregated. Millions of customers together into food delivery app. >> Well, I think, you know, this is really interesting what you're saying, because if you think about how we deal with Netflix, we don't call the Netflix sales department or the marketing department of the service, just one interface, the Netflix. So they've been able to put data at their core. Can incumbents do that? How can they do that? >> Incumbents can definitely do that. And it's really about figuring out how to automate that capture. What you really want to do is you start in the cloud, you bring the data together, and you start putting the three A's, analytics, automation, and AI are what you have to be able to put into place. And when you do do that, you now have the ability to go out and figure out how to create that flywheel effect inside those data-driven digital networks. These DDDNS are important. So in Netflix, what are they capturing? They're looking at sentiment, they're looking at context. Like why did you interact with, you know, one title versus another? Did you watch Ted Lasso? Did you switch out of Apple TV to Netflix? Well, I want to know why, right? Did you actually jump into another category? You switched into genres. After 10:00 p.m., what are you watching? Maybe something very different than what you're watching at 2:00 p.m.. How many members are in the home, right? All these questions are being answered and that's the business graph behind all this. >> How much of this is kind of related to the way organizations or companies are organized? In other words, you think about, historically, they would maybe put the process at the core or the, in a bottling plant, the manufacturing facility at the core and the data's all dispersed. Everybody talks about silos. So will AI be the answer to that? Will some new database, Snowflake? Is that the answer? What's the answer to sort of bringing that data together and how do you deal with the organizational inertia? >> Well, the trick to it is really to have a single plane to be able to access that data. I don't care where the data sits, whether it's on premise, whether it's in the cloud, whether it's in the edge, it makes no difference. That's really what you want to be able to do is bring that information together. But the glue is the context. What time was it? What's the weather outside? What location are you in? What's your heart rate? Are you smiling, right? All of those factors come into play. And what we're trying to do is take a user, right? So it could be a customer, a supplier, a partner, or an employee. And how do they interact with an order doc, an invoice, an incident, and then apply the context. And what we're doing is mining that context and information. Now, the more, back to your other point on self service and automation, the more you can actually collect those data points, the more you can capture that context, the more you're able to get to refine that information. >> Context, that's interesting, because if you think about our operational systems, we've contextualized most of them, whether it's sales, marketing, logistics, but we haven't really contextualized our data systems, our data architecture. It's generally run by a technical group. They don't necessarily have the line of business context. You see what HPE is doing today is trying to be inclusive of data on prem. I mentioned Snowflake, they're saying no way. Frank Slootman says we're not going on prem. So that's kind of interesting. So how do you see sort of context evolving with the actually the business line? Not only who has the context actually can, I hate to use the word, but I'm going to, own the data. >> You have to have a data to decisions pathway. That data decisions pathway is you start with all types of data, structured, unstructured, semi-structured, you align it to a business process as an issue, issue to resolution, order to cash, procure to pay, hire to retire. You bring that together, and then you start mining and figuring out what patterns exist. Once you have the patterns, you can then figure out the next best action. And when you get the next best action, you can compete on decisions. And that becomes a very important part. That decision piece, that's going to be automated. And when we think about that, you and I make a decision one per second, how long does it get out of management committee? Could be a week, two weeks, a quarter, a year. It takes forever to get anything out of management committee. But these new systems, if you think about machines, can make decisions a hundred times per second, a thousand times per second. And that's what we're competing against. That asymmetry is the decision velocity. How quickly you can make decisions will be a competitive weapon. >> Is there a dissonance between the fact that you just mentioned, speed, compressing, that sort of time to decision, and the flip side of that coin, quality, security, governance. How do you see squaring that circle? >> Well, that's really why we're going to have to make that, that's the automated, that's the AI piece. Just like we have all types of data, we got to spew up automated ontologies, we got to spit them up, we got to be using, we've got to put them back into play, and then we got to be able to take back into action. And so you want enterprise class capabilities. That's your data quality. That's your security. That's the data governance. That's the ability to actually take that data and understand time series, and actually make sure that the integrity of that data is there. >> What do you think about this sort of notion that increasingly, people are going to be building data products and services that can be monetized? And that's kind of goes back to context, the business lines kind of being responsible for their own data, not having to get permission to add another data source. Do you see that trend? Do you see that decentralization trend? Two-part question. And where do you see HPE fitting into that? >> I see, one, that that trend is definitely going to exist. I'll give you an example. I can actually destroy the top two television manufacturers in the world in less than five years. I could take them out of the business and I'll show you how to do it. So I'm going to make you an offer. $15 per month for the next five years. I'm going to give you a 72 inch, is it 74? 75 inch, 75 inch smart TV, 4k, big TV, right? And it comes with a warranty. And if anything breaks, I'm going to return it to you in 48 hours or less with a brand new one. I don't want your personal information. I'm only going to monitor performance data. I want to know the operations. I want to know which supplier lied to me, which components are working, what features you use. I don't need to know your personal viewing habits, okay? Would you take that deal? >> TV is a service, sure, of course I would. >> 15 bucks and I'm going to make you a better deal. For $25 a month, you get to make an upgrade anytime during that five-year period. What would happen to the two largest TV manufacturers if I did that? >> Yeah, they'd be disrupted. Now, you obviously have a pile of VC money that you're going to do that. Will you ever make money at that model? >> Well, here's why I'll get there and I'll explain. What's going to happen is I lock them out of the market for four to five years. I'm going to take 50 to 60% of the market. Yes, I got to raise $10 billion to figure out how to do that. But that's not really what happens at the end. I become a data company because I have warranty data. I'm going to buy a company that does, you know, insurance like in Asurion. I'm going to get break/fix data from like a Best Buy or a company like that. I'm going to get at safety data from an underwriter's lab. It's a competition for data. And suddenly, I know those habits better than anyone else. I'm going to go do other things more than the TV. I'm not done with the TV. I'm going to do your entire kitchen. For $100 a month, I'll do a mid range. For like $500 a month, I'm going to take your dish washer, your washer, your dryer, your refrigerator, your range. And I'll do like Miele, Gaggenau, right? If you want to go down Viking, Wolf, I'll do it for $450 a month for the next 10 years. By year five, I have better insurance information than the insurance companies from warranty. And I can even make that deal portable. You see where we're going? >> Yeah so each of those are, I see them as data products. So you've got your TV service products, you've got your kitchen products, you've got your maintenance, you know, data products. All those can be monetized. >> And I went from TV manufacturer to underwriter overnight. I'm competing on data, on insurance, and underwriting. And more importantly, here's the green initiative. Here's why someone would give me $10 billion to do it. I now control 50% of all power consumption in North America because I'm also going to do HVAC units, right? And I can actually engineer the green capabilities in there to actually do better power purchase consumption, better monitoring, and of course, smart capabilities in those, in those appliances. And that's how you actually build a model like that. And that's how you can win on a data model. Now, where does HPE fit into that? Their job is to bring that data together at the edge. They bring that together in the middle. Then they have the ability to manage that on a remote basis and actually deliver those services in the cloud so that someone else can consume it. >> All right, so if you, you're hitting on something that some people have have talked about, but it's, I don't think it's widely sort of discussed. And that is, historically, if you're in an industry, you're in that industry's vertical stack, the sales, the marketing, the manufacturing, the R&D. You become an expert in insurance or financial services or whatever, you know, automobile manufacturing or radio and television, et cetera. Obviously, you're seeing the big internet giants, those 10 trillion, you know, some of the market caps, they're using data to traverse industries. We've never seen this before. Amazon in content, you're seeing Apple in finance, others going into the healthcare. So they're technology companies that are able to traverse industries. Never seen this before, and it's because of data. >> And it's the collapsing value chains. Their data value chains are collapsing. Comms, media, entertainment, tech, same business. Whether you sell me a live stream TV, a book, a video game, or some enterprise software, it's the same data value stream on multi-sided networks. And once you understand that, you can see retail, right? Distribution, manufacturing collapsed in the same kind of way. >> So Silicon Valley broadly defined, if I can include, you know, Microsoft and Amazon in there, they seem to have a dual disruption agenda, right? One is on the technology front, disrupting, you know, the traditional enterprise business. The other is they're disrupting industries. How do you see that playing out? >> Well the problem is, they're never going to be able to get into new industries going forward because of the monopoly power that people believe they have, and that's what's going on, but they're going to invest in creating joint venture startups in other industries, as they power the tools to enable other industries to jump and leap frog from where they are. So healthcare, for example, we're going to have AI in monitoring in ways that we never seen before. You can see devices enter healthcare, but you see joint venture partnerships between a big hyperscaler and some of the healthcare providers. >> So HPE transforming into a cloud company as a service, do you see them getting into insurance as you just described in your little digital example? >> No, but I see them powering the folks that are in insurance, right? >> They're not going to compete with their customers maybe the way that Amazon did. >> No, that's actually why you would go to them as opposed to a hyperscale that might compete with you, right? So is Google going to get into the insurance business? Probably not. Would Amazon? Maybe. Is Tesla in the business? Yeah, they're definitely in insurance. >> Yeah, big time, right. So, okay. So tell me more about your book. How's it being received? What's the reaction? What's your next book? >> So the book is doing well. We're really excited. We did a 20 city book tour. We had chances to meet everybody across the board. Clients we couldn't see in a while, partners we didn't see in a while. And that was fun. The reaction is, if you read the book carefully, there are $3 trillion market cap opportunities, $1000 billion unicorns that can be built right there. >> Is, do you have a copy for me that's signed? (audience laughing) >> Ray: Sorry (coughs) I'm choking on my makeup. I can get one actually, do you want one? >> Dave: I do, I want, I want one. >> Can someone bring my book bag? I actually have one, I can sign it right here. >> Dave: Yeah, you know what? If we have a book, I'd love to hold it. >> Ray: Do you have any here as well? >> So it's obviously you know, Everybody Wants to Rule the World: Surviving and Thriving in a world of Digital Giants, available, you know, wherever you buy books. >> Yeah, so, oh, are we still going? >> Dave: Yeah, yeah, we're going. >> Okay. >> Dave: What's the next book? >> Next book? Well, it's about disrupting those digital giants and it's going to happen in the metaverse economy. If we think about where the metaverse is, not just the hardware platforms, not just the engines, not just what's going on with the platforms around defy decentralization and the content producers, we see those as four different parts today. What we're going to actually see is a whole comp, it's a confluence of events that's going to happen where we actually bring in the metaverse economy and the stuff that Neal Stephenson was writing about ages ago in Snow Crash is going to come out real. >> So, okay. So you're laying out a scenario that the big guys, the disruptors, could get disrupted. It sounds like crypto is possibly a force in that disruption. >> Ray: Decentralized currencies, crypto plays a role, but it's the value exchange mechanisms in an Algorand, in an Ether, right, in a Cardano, that actually enables that to happen because the value exchange in the smart contracts power that capability, and what we're actually seeing is the reinvention of the internet. So you think, see things like SIOM pop-up, which actually is creating the new set of the internet standards, and when those things come together, what we're actually going to move from is the seller is completely transparent, the buyer's completely anonymous and it's in a trust framework that actually allows you to do that. >> Well, you think about those protocols, the internet protocols that were invented whenever, 30 years ago, maybe more, TCP/IP, wow. I mean, okay. And they've been co-opted by the internet giants. It's the crypto guys, some of the guys you've mentioned that are actually innovating and putting, putting down new innovation really and have been well-funded to do so. >> I mean, I'll give you another example of how this could happen. About four years ago, five years ago, I wanted to buy Air Canada's mileage program, $400 million, 10 million users, 40 bucks a user. What do I want them in a mileage program? Well think about it. It's funded, a penny per mile. It's redeemed at 1.6 cents a mile. It's 2 cents if you buy magazines, 2 1/2 cents if you want, you know, electronics, jewelry, or sporting equipment. You don't lose money on these. CFOs hate them, they're just like (groans) liability on the books, but they mortgage the crap out of them in the middle of an ish problem and banks pay millions of dollars a year pour those mileage points. But I don't want it for the 10 million flyers in Canada. What I really want is the access to 762 million people in Star Alliance. What would happen if I turned that airline mileage program into cryptocurrency? One, I would be the world's largest cryptocurrency on day one. What would happen on day two? I'd be the world's largest ad network. Cookie apocalypse, go away. We don't need that anymore. And more importantly, on day three, what would I do? My ESG here? 2.2 billion people are unbanked in the world. All you need is a mobile device and a connection, now you have a currency without any government regulation around, you know, crayon banking, intermediaries, a whole bunch of people like taking cuts, loansharking, that all goes away. You suddenly have people that are now banked and you've unbanked, you've banked the unbanked. And that creates a whole very different environment. >> Not a lot of people thinking about how the big giants get disintermediated. Get the book, look into it, big ideas. Ray Wang, great to see you, man. >> Ray: Hey man, thanks a lot. >> Hey, thank you. All right and thank you for watching. Keep it right there for more great content from HPE's big GreenLake announcements. Be right back. (bright 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)

>>it's mhm Okay, we're here in the cube unpacking the HPD Green Lake announcements, Daniel neumann series Principal analyst and founder of your um research Damn. You're good to see you again, >>Dave always going to jump jump on with you. It's good to have a minute sit down. So >>what's your favorite announcement from from Green Lake? What do you, what do you make of what they announced today? >>Well, I love the opportunity for the company to position itself up against a growth monster like snowflake. I mean looking at the ability to handle the breath of the data at scale and offer a data service that can compete in that space. That's exactly the kind of narrative that I think the markets, the outside world is going to want to hear from HP is how you're not just competing with your traditional, the doubles, the Ciscos, the IBM, you're going after the, the mega growth cloud players and data services. And for me that's really attractive because I've been really on top of hb saying, hey, you're doing a lot of the right things, but people have to feel and see the growth. >>To me this is a major move toward the tam expansion strategy. It's kind of the job of every Ceo right, is to expand the tam. And I'm interested to see how HP e plays this and communicates this because, you know, traditionally it's a hardware company, uh moving into data management Data services. That's an enormous market. We'll talk about how important data is but the data management is just huge. And to do it in a cloud like fashion, how do you see that as potentially expanding the total available market for HP? >>Well, first, let's just almost walking back a second, Dave HP is a cloud player. Okay. And that's the story that it is trying to get out there. It is not a hardware player that's tinkering in software. Hp has done software, this isn't its first go. But if you want to be a cloud player, you look at the big hyper scale as you look at the AWS, as you look at the google, you look at as the google built, not just on hardware, it's built that big C and I've had this conversation before, all the things that make up the cloud, it's the hardware, it's the software, it's the services, the platform, you got to put all these things together. And if HP wants to be a public cloud experience, taking advantage of where we're moving with hybrid and offering it private, it has to have that same subset of services. Look at the investment, whether it's been a W S or google or Azure in data services, HP has to be in this space. So, seeing this come to fruition, in my opinion, is directionally the right path, getting it to be well received, winning the right customers and showing the growth from these investments is going to be the next important phase. >>Do you see that as a service model as being more margin friendly for HP and and if so why? Well, I think >>universally we found there's two major improvements that moving to the as a service. One is, it does over time create expanded operational margin. It's just economies of scale. You can utilize every resource more efficiently. Of course there are Capex expenses, You've seen the amount that hyper skeletons have had to spend to expand their their footprints globally. So there is some Capex upfront but that also on the back end creates the depreciation and different bottom line profit creators. At the same time though, as a service is huge for the multiples and evaluation, which by the way is one of the things that has been a real in focus point for H. P. E. Is how does it up that that number, You know, you look at the snowflakes, not even profitable but getting huge. You know, um, you know, huge multiples on revenue. And then you see even the other hyper scale is all getting bigger plays on revenue and on E. P. S. Most of it has to do with the fact that recurring revenue is beloved by investors, but it's also really sticky and creates a ton of stability within the company for the culture of the business to say, hey, we have customers, they're going to stay with us. They're not going anywhere. They're subscribed to our services. They're buying into what we're doing and by the way, net revenue expansion as you get them sticky, you layer in new services. We've seen how this has worked across the board with public cloud, with software with SAS, can HP do it as well? And of course it's been something they're doing, but it's something we need to watch really closely and I think it's an opportunity that the company needs to lean into it. And I think they will, >>you mentioned snowflake a couple times, there's a there's a, there's a discussion in the industry, it was sort of prompted by martin casado and sarah wang about repatriation and particularly as it relates to software, saas companies uh that the the the cloud bill is so high at some point, they're giving away margin, so they're going to have to come back on prem, I'm not sure that to date that has applied to the general audience of customer, although there's a lot of debate as well between the expensive cloud, obviously, you know, egress charges. So it's hard sometimes to squint through that when you think about HP E bringing Green Lake to market at scale bringing repeatable processes, driving automation, etcetera. How do you think that that cloud repatriation argument, which frankly, I haven't seen a huge cloud repatriation in in the macro, but how do you think that will play out over time, Do you feel like the on prem play can be as cost effective or more cost effective or maybe you feel like it is already today? >>Well, I also listen to the injuries and Horowitz uh, repatriation narrative as well. I think there are economies of scale with cloud that companies have to look at closely. But I also think that has a lot to do with why hybrid has been sort of the story of the day. That's why hyper sailors are going on prem or, and that's why I'm primes are moving to the cloud is because it's always going to be some, you know, some group of different placements of workloads to ultimately get to that optimized result. And so, you know, when you look at, you know, sort of what you asked in my opinion, you know, ultimately it's all about the efficiency of your organization trying to accomplish what your business is. And will there be some repatriation of workloads possibly. But there will be a very important hybrid mix. And I think we're gonna continue to see that trend and I think that's exactly where everyone's going in. Hp is going as well. >>All right, then we've got to leave it there. Thanks so much for your insights, appreciate it. We're gonna definitely have you back you and I are going to do some cool stuff together. So we'll talk next time. Thanks all right, and thank you for watching, this is Dave Volonte for the keeps coverage of H P E Green Lakes announcement, keep it right there. Mm

>>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

(intro tune) >> Welcome back to HPE Discover 2021, the virtual version. My name is Dave Vellante and you're watching theCUBE's continuous coverage of the event. John Gromala is here. He's the Senior Director of Product Management for HPE GreenLake Lighthouse, new offering from HPE. We're going to talk about that. We're going to talk about Cloud Native. Hey, John, welcome to theCUBE. Good to see you again. >> Awesome. Great to be with you again. >> All right. What is GreenLake Lighthouse? >> Yes, very excited. Another new offering and innovation from HPE to support our broader GreenLake strategy and plans. It's really a brand new purpose built Cloud Native platform that we've developed and created that pulls together all of our infrastructure leadership with our platform software leadership into a single integrated system, built to run GreenLake Cloud Services. So think of it as, you know, fully integrated, deploy at any place you want on your premises, at a co-location provider or at the edge, wherever you need, they'll all inter-operate and work together, sharing data, you know, running apps together, great capability for people to bring the Cloud where they want. As we talk about with GreenLake, it's the Cloud that comes to you. >> So, should we think of this as a management platform? Is it also sort of a quasi development platform? Kind of where does it fit in that spectrum? >> Well, it's really more of a integrated system with all of the integrated control planes needed to run it, you know, in a distributed fashion. So it's a true distributed Cloud intended to run at any client location it's needed, connects back to GreenLake central and our GreenLake Cloud operations teams to go ahead and run any Cloud services that they want. So you get the benefit of running those workloads wherever you need, but that, you know, centralized control that people want in terms of how they run their Clouds. >> OK so, we think of these, these things like, for instance, how is it different from AWS outposts or things like, you know, as your stack or as your hub? >> Yeah. Very simply, you know, this is because it's a distributed Cloud intended to make it so you could run it wherever you need. You don't need to be tethered to any of the public Clouds or the various public Clouds out there. So people can now run their systems wherever they want, however they need without that required tethering that much of those other vendors require. So you can really sort of own your own Cloud or have that Cloud come to wherever you need it within your overall IT. >> Can I tether to a public Cloud if I want to? >> Yeah. The Cloud services, like many other Cloud services can interconnect together. So no issue if you want to run or even do fail over between public Cloud or on premises, it's all how you want to set it up. But that connection to public Cloud again, through GreenLake is done at that Cloud services level. You know, where you would connect one of these Greenlake Lighthouse systems to the public Cloud through services. >> OK so, maybe you could talk a little bit about the use cases in a minute, but how flexible is this? How do I configure Lighthouse? You know, what comes standard? What are my options? >> Yeah, so we've designed it in a very modular fashion so that people can really configure it to whatever their needs are at any given location. So there's a basic set of modules that aligned to a lot of the compute and storage instances that people are familiar with from all of the Cloud providers. You simply tell us which workloads you want to be running on it, and how much capacity you want. And that'll get configured in deploy to that given sight. In terms of the different types, we have what we're calling two series, or a set of series that are available for this to meet different sets of needs. One being more mainstream for, you know, broad use cases that people need, you know, virtualized container, any other type of enterprise workloads, and another more technically focused with higher performance networking for higher performance deployments. You can choose which of those fits your needs for those given areas. >> So maybe you could talk a little bit more about the workloads and what specifically is supported and how they get deployed. >> Yeah. Again, all of it is managed and run through GreenLake Central. That's our one location where people can go to watch these things, manage them. You can run, you know, container as a service, VM as a service, as needed on these different platforms. You can actually mix and match those as well. So one of these platforms can run multiple of those and you can vary the mix of those as your business needs change over time. So think of it as a very flexible way to manage this, which is really what Cloud Native is all about. Having that flexibility to run those workloads wherever and however you need. In addition, we can build a more advanced type of solutions on top of those sort of foundational capabilities with things like HPC as a service and Ops as a service to better enable clients to deploy any other given enterprise workloads. >> John, what about the security model for Lighthouse? That's obviously a big deal. Everybody's talking about these days. You can't open the news without seeing some kind of hack. How does lighthouse operate in a secure environment? >> Well, you know, first of all, that there's sort of a new standard that was established, you know, within these Cloud operating models. And HPE was leading in terms of infrastructure innovation with our Silicon Root of Trust, where we came out with the world's most secure infrastructure a few years ago. And what we're doing now, since this is a full platform and integrated system, we'll be extending that capability beyond just, you know, how we, you know, create a root of trust in our manufacturing facilities to ensure that it's secure, running it within the infrastructure itself. We'll be extending that vertically up into the software stacks of containers and VMs sort of using that route of trust up to make sure everything's secure in that sense and then eventually up to the workloads themselves. So by being able to go back to that root of trust it really makes a big difference in how people can run things in an enterprise secure way. Great innovations continued. And one of our big focus areas throughout this year. >> So where does it fit in the portfolio, John? I mean, how is it compliment or how is it different from, you know, the typical HPE systems, the hardware and software that we're used to? >> You might think of this as sort of a best of, bringing together all the great innovations of HPE. You know, we've got awesome infrastructure that we've led for many, many years. We've got, you know, great more Cloud Native software that's being developed. We've got great partnerships that we've got with a lot of the leading vendors out there. This allows us to bring all of those things together into a integrated platform that is really intended to run these Cloud Native services. So it builds on top of that leadership, fits in that sense with the portfolio, but it's ultimately about how it allows us to run and extend our GreenLake capabilities as we know them to make them more, more consumable, if you want to call it for a lot of our enterprise clients at whatever location that they. >> So when would I use Lighthouse and when would I use sort of a traditional HPE system? >> Yeah, again, it's a matter of which level of integration people want. You know, Cloud is really also in terms of experience about simplifying what people are purchasing and making it easier for them to consume, easier for them to roll out a lot of these things. That's when you'd want to purchase a Lighthouse versus our other infrastructure products. We'll always have those leading infrastructure products where people can put together everything in exactly the way that they want and go through the qualification and certification of a lot of those workloads. Or they can go ahead and select this GreenLake Lighthouse, where they have a lot of these things available in a catalog. We do validation of the workloads, and platform systems, so that it's all sort of ready for people to roll out at a much more secure, tested and agile fashion. >> So if I have a Cloud first strategy, but I don't want to put it in the public Cloud, but I want that Cloud experience. And I want to go fast. It sounds like Lighthouse, I'm the perfect customer for Lighthouse. >> Precisely, you know, this is taking that Cloud experience that people are wanting, the simplicity of those deployments and making it where it can come to them in whichever location that they want, you know, running it on a consumption basis. So that it's a lot easier way for them to go ahead and manage and deploy those things. Without a lot of the internal qualification and certifications that they've had to do over years. >> Versus OK, but and, or if I want to customize it maybe I want to, maybe I'm a channel partner. I want to bring some of my own value. I got a specific use case, that's not covered by something like Lighthouse. That's where I would go with a more traditional infrastructure. >> Correct. Yeah, if anyone wants to do customization, we've got a great set of products for that. We really want to use a Lighthouse as a mechanism for us to standardize and focus on more enabling these broader Cloud capabilities for clients. >> And lighthouse, talk a little bit more about the automation that I get that, you know, things like patching and software updates, that's sort of included in this integrated system, is that correct? >> Yeah. >> Absolutely. You know, when people think about you know, managing workloads in the Cloud, they don't worry about taking care of firmware updating and a lot of those things. That's all taken care of by the provider. So in that same experience, Lighthouse comes with all of the firmware updating, all of the software updating all included, all managed through our GreenLake managed services teams. So that's just part of how the system takes care of itself. You know, that's a new level of capability and experience that's consistent with all of the Cloud providers out there. >> And that's, OK so, that's something that is a managed service. So let's say I have a Lighthouse on prem, you're going to, that manage services doing all the patching and the releases, and the updates and that, that lives in the Cloud, that lives in HPE, that lives in my prem. >> Well, yeah, ultimately it all goes through GreenLake central and gets managed. You know, all of those deployments are automated in nature so that, you know, people don't have to worry about them. There's multiple ways that that can get delivered to them. We have some, you know, automation and control plane technology that brings that all together for them. You know, it can vary based on the client, on, you know, their degree of how they want to manage some of that, but it's all taken care of for them. >> And, you know, you've got GreenLake in the name, am I to infer from that that it sort of dovetails in, is one of the puzzles in the GreenLake mosaic. >> Yeah, exactly. So think of, think of GreenLake as our broader initiative for everything Cloud. And how do we start enabling not only these Cloud services, but make it easier for people to deploy those and consume them wherever they need. And this is the enablement piece. This is that portion of Greenlake that helps them enable that connected degree like central, where they can manage everything centrally. And then we've got that broad catalog of services available. >> And when can I get it, when's it go GA? >> Yeah. So it'll, July is when our first set of shipments and availability are there. So just a very, you know, few days after, you know, discover here and we'll expand the portfolio over time with more of a mainstream version, early, more technical or performance oriented ones available soon thereafter. And we've got plans even for edge type offerings, more in the future as well. So a case where we'll continue to build and expand more targeting these platforms to folks needs. Whether they're enterprise or maybe there are vertical offerings that they want, in terms of how they, you know, move all these things together. Think of Telco is a great case where people want this. Healthcare is another area where we can have the value of these integrated systems in a very purpose-built way. >> Can I ask you like, what's inside? You know, what can I get in terms of you know, basic infrastructure, compute, storage, networking? What are my options? >> All of the above, you know, what we'll do is we'll go through the basic selection of all of that greatest hits within our complete portfolio, pull them together, give you a few simple choices. You know, you think about it as, you want general purpose compute modules. You might want compute optimized or memory optimized modules. Each of those are simple choices that you'll make that come together. Underlying all that are the great infrastructure pieces that you've known for years. But we take care of simplifying that for you. So you don't have to worry about those details. >> Great. Well, John, congratulations on the new product, and thank you for sharing the update with theCUBE. >> Thank you very much. Great to talk to you. >> All right, thank you for watching theCUBE's coverage of HPE Discover 2021. My name is Dave Vellante. Keep it right there. We're right back with more coverage right after this short break. (outro tune)

(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)

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

>>Hello, I'm CR howdy shell president at advisors, uh, excited to be participating in GreenLake day Han joined by valued long-term 15 year customer Srini Vanga he's vice president information technology at wr grace and company Srini. Thanks for joining me today, especially in light of the $570 million acquisition completed yesterday. Congratulations on that. And can you tell us a little bit about yourself, your organization, and a bit about the relationship you've had with advising? >>Sure. Uh, thank you, Sierra, let me start with grace. Grace is a $2 billion global specialty chemical manufacturing company. It's got two main business segments, catalyst technologies and materials technologies. Our FCC catalyst technologies help our petrochemical refining customers in producing, uh, mainly transportation fuel and petrochemical feedstock. So, and our materials technology business delivers silica based materials to our customers to improve their products and processes in, uh, segments like coatings, uh, consumer industrial and, uh, pharma businesses. Um, as a CRE, as you just mentioned, uh, we recently closed it in acquisition and acquired the fine chemicals business of, uh, Alvamar, which will increase our business share of a pharma business. So coming back to me, um, uh, regarding myself, I've been with the grays for 22 years. It's been a long time guys. So I I've been mainly in the SAP technology area and took over the role of the, uh, Weiss president and head of it for years back. Um, and I've been working with the advisors for almost 15 years now, and it's been an excellent strategic partnerships. >>Well, thank you. And we definitely appreciate the business and, uh, the relationship. So, uh, we'll, we'll move on to the next question. So what are, what are the most important factors for you to be successful in the business? Obviously, growth is going to be key with what you just, just accomplished with the acquisition, but, uh, one of the most important factors for you to be successful >>Since, uh, since grace is a specialty chemical manufacturing company, uh, it's very important for us to understand and, uh, sometimes even anticipate, uh, uh, exact customer requirements and then, uh, quickly create that a special material which helps improve our customer's products and processes. That's the most important thing for us. Um, the company depends on me and my team, uh, to provide value to our business and, uh, helping them make decisions quicker and in real time and, uh, adaptable, uh, to the ever changing market, the business niche this year. So that's the most important factor. >>Great. It is obviously playing a, a bigger role as, as you mean. Good. So what are some of the most, I don't like to use the word pain points, but I'll call them business challenges, you know, in your industry. >>Um, so building on my previous point, right? So chemical manufacturing is not new and it has a wall or the years and, and with numerous mergers and acquisitions along the way, uh, the systems and processes are not always, uh, harmonized are standardized. So keeping it moving together and in the same direction has, uh, has always been a challenge, right? And, and added to that COVID has affected most of the sector. And, uh, and our under our industry is no exception, especially in the refining sector. Uh, we need to be able to provide, uh, rapid customization to our customers, uh, which means our business, uh, which needs a flexible computing power, uh, to process and analyze huge amounts of these, the material properties data, and, and allow them to come up with products, uh, back to, we can go to market faster than our competitors. Yeah. >>Right. Got it. And obviously that's key, you touched on this briefly, but I'd really like to hear more about how your business has changed in the last year. You mentioned COVID so love to hear how things have changed and what you can share >>So specifically about COVID right. So about 50% of our employees have been working remotely since March of last year. Um, unless unlike other industries, uh, we cannot go a hundred percent remote, uh, because we have chemical plants to run and chemical labs to operate. So we'll always be at this 50%. So technology has enabled us to do that. We have done a lot of things remotely, which we never thought possible. Um, um, we did work two on factory visits for our pharma customers, our remote plant startup for our poly properly in, uh, uh, customers. Um, and also did virtual, um, annual customer conferences. Uh, in the end, some of this will go back to pre COVID days, but most of this is going to stay and stay here for good. >>Well, congratulations on that, because I think the whole working remote, I think we're all seeing the challenges, but obviously it looks like you've seized the challenge and it's going to be more of a business as usual going forward. Yeah. Well, congratulations. That's key obviously to the business also going forward and with that, with a hybrid model, I mean, many customers, the hybrid clouds with journey, will you share with us at wr grace and company journey for the hybrid cloud? >>Sure. So, yeah. Um, when I took over this role, uh, four years back, uh, I made a decision that I no longer want to be in this data center business. Uh, we need to focus on our core strength and core competencies as a chemical company. And, uh, I wanted it to be spending more time helping our, our business, uh, manufactured and sell our products safely and efficiently. So working with our strategic partner, uh, advisors and HPE, we moved ahead with, uh, with GreenLake, which just solved mainly my problem of this, uh, getting out of the data center business. Uh, we now have a private on-prem cloud solution that is elastic fully scalable and is, uh, based on the consumption model based model, right? So that's very similar to what these hyperscale cloud providers have. And I love it. This, the consumption based model is what, what is great about the GreenLake that I have signed up, um, with, with GreenLake, I can, uh, scale up quickly and I will, I can grow as my business needs grow. And, um, it makes, it makes this a perfect cloud solution for grace. >>That's great to hear it, especially since we are a big part of, and I'd have to agree, you know, with, with the words, getting out of the data center business, we're hearing it more and more as we, as we hear meet with more customers. So, and with that in a hybrid model, there are a lot of decisions to be made on what goes into public cloud. What should, what should remain on prem. And obviously this is a decision you had to make. This can be crucial when it comes down to business critical applications. How did you and your team approached this when you were looking at, at your SAP environment? >>Great question to CR, but for me, the answer is simple. Uh, as I told you previously, like I did not want to be in the business of data center. I also did not want to be in the business of developing custom applications. We retired most of our custom built applications in, uh, procurement sales, HR, and replaced them with the SAS providers like Ariba conquer Salesforce and success factors, which are all hosted in the cloud. Uh, these companies, uh, spend billions of dollars in R and D and come up with solutions that are state of the art in this, uh, in these processes that I talked to you about. Right? So, so unless I have a special need, which I don't in the finance procurement and HR, I don't need this custom built applications, which is the reason I went to these SAS based applications. All of which are hosted in the cloud. >>That leaves me with, uh, my mission critical application, which is SAP and there's peripherals, right. For business reasons. I wanted this on-prem. Um, so I chose the HPE GreenLake, uh, to host this on-prem in my own data center at, at our headquarters in Columbia, Maryland, but with the Dr. Capability in the cloud. Um, so that I don't have to have a colo facility, which I have right now from IDR. So I use both on-prem and cloud hybrid cloud for myself, uh, for, for grace. So I have very few custom built applications on prem. Um, and as these become more standardized, I certainly look at taking them to the cloud or even keeping them on prem. Um, so we wanted that inherent flexibility. So yeah, that's the reason we went to this model. >>That's great. Cause that leads in right into the next question I had for you many customers in this past year, they're all looking for the flexibility, right. And how important it is. Can you share with us the value you see from HPE GreenLake and, and how that provided flexibility for wr grace and company specifically to workloads that can easily scale up or down? >>The main thing that helped me make the decision for GreenLake is the GreenLake is sized with this 20% buffer that we can scale to in minutes, um, that would usually take a weeks or even months to deploy. We know how that power and the flexibility in mere minutes, uh, when not when our business comes to us with a new requirement, either for a new applications or new data analytics capability that needs computing power, I don't have to wait for two or three months to give them that capability. So I, it can be done right away with this 20% of flexibility. >>That's great. And agreed. So this is a newer question with, with the event of your, um, acquisition, how do you see that added flexibility when you're looking to integrate a new company, >>This, this is an exact, you, you hit it on the head, uh, CR that's true. If I were to, if I had to bring this on with this additional computing power, I would have had to place an order, wait for the codes, come back and do all that with this 30%, I can easily fit in a new acquisition. >>Well, that's great. And that, that, that really helps for the short and long run. I'm sure that helps the business. Yes. So last two questions really is. Can you talk about what really stood out for advisors with advice, et cetera, about advisors, you know, basically why advise X and what will you saw the benefit of working with us >>Advisor? you have a great team CR so, so I've been, I've been, I mean, I've been working with, I told you write for 15 years and, um, I've been working with the same account manager for most of these years and the team as well. Right? So, so the account manager and the team knows how I, and what I expect of the team, right. So I can call them 24, seven anytime day or night. And they, they always pick up my phone and assist me in that time of the need. That's the most important thing. That's the reason that I I've been working with adviser, extended advice, Excel always proposed good solutions to me, either with HP or with other vendors, I can always trust them. Um, we have developed a strong strategic relationship. And, um, more importantly, like I told you that there is this trust that is difficult to find, and, um, it has continued to endure. Um, and, um, I deal with a lot of it vendors and I can confidently say that advisors X is at the top of the list from the customer service perspectives here. >>Well, thank you. And listen, that means a lot. I know we've had some bumps, we, and I've been on the phone for some, some of the tougher times, but, you know, you get through those to the, to the good times like now, and, uh, really, really excited about what we're doing with GreenLake. So, and, and most importantly, appreciate that relationship. And I'm sure our on Akuna is going to love the fact that you mentioned the relationship. So thank you for that. You know, finally, you know, any, any parting words of wisdom, brother, customers, as they consider HPE GreenLake, >>Um, like a standard earlier, uh, you must ask yourself, do you really want to be in this data center business, uh, ask yourself what your core businesses and what your core competencies are and focus your business acumen to deliver those that value to your business. Um, I'm sure he will come to the same conclusion as we did, um, and take a good look at GreenLake fund itself, flexibility. Um, you be very pleased and happy with the value the solution provides to your business. >>I would have to agree and what we're seeing with the best of breed solutions you can bring forward with GreenLake. Uh, we're excited about it too. And look forward to doing more work with you and customers like wr grace and company. I just want to say thank you for the time as importantly, thank you for the business. Really do appreciate it and appreciate the, uh, the kind words. Thanks, and, uh, have a great day. >>Thank you. See ya.

>>Hello, uh, welcome to everyone. Uh, my name is Carlos lights. I'm a HP managing director, Portugal. Um, I have the privilege today where we make Hable, which is the business to business director for Altis Portugal. Uh, Paul, thank you very much. I want to start by faith you for your presence and availability to be with us today and to be able to share a few words about our partnership in particular use of our it consumption model, uh, as a service. So HP ring like, Oh, uh, maybe it's a good, uh, is a good way to start explaining a little bit about Altis right out. This is a multinational organization. Uh, you have presence in four countries, France, Portugal, Israel, and Dominica in a week, but today we will focus on, uh, on Portugal. Right. So could you please polo, uh, tell us about the Altis Portugal and, uh, your company's vision follow. >>Okay. Hello, Carlos, thank you very much for the invitation and regarding your question. Well, all this protocol was born as a telephone operator and after a few decades of transformation, namely on the B2B markets is now the leading Portuguese player in ICT. We have positioned ourselves as the preferred partner for digital transformation of organizations, both private and public. We have a large portfolio of an ICT portfolio of products and customized solutions from IOT, BPO, security payments, and many other areas. And we are committed to achieve a more competitive, collaborative, digital, and low carbon economy through our in-house products and our partner solutions like HBA, uh, regarding cloud. We have a decade of cloud presence in the market, uh, based on five data centers network that we have here in Portugal that are operating since 1999. Uh, so we have made this cloud journey with a strong focus on managing value added services, serving both in years and also top organizations. Uh, we started to believe that as a country, we cannot achieve the level of modernization and automation of operational models, or even the relation of company's cost structure without the throng and widespread adoption of a model as a set of display, as you go a lot of liken services, >>Paul, um, you know, um, as well, companies are currently, uh, facing many challenge, uh, and looking for solutions that address to their needs, but also, uh, should be future proof. Right? So how do you see everybody's cloud role on the elping, uh, achieve business goals and requirements? >>Well, uh, cloud approach is, are becoming a priority on organizations and customers are increasingly aware of the, of their solutions to their needs. So what coffee has shown us is how important is the agility flexibility, and thank to markets we all needed to bring, as far as you could, new solutions to the market, increase digital means and accomplished the use new workplace information because we are all working now, I'm in the office, I mean at house. And so what we see here in Portugal is that cloud enabled organizations were better prepared to this challenge and prior management visitations within companies, I think that will probably be now overcome by new decision-makers and some, so some verticals like healthcare banking got public administration, they have tight retirements, tight requirements on compliance that the security control. And I think that these are some of the verticals where only in a nightmarish cloud approach we'll compare unite with all these called VC cities. >>And so I think that under the present situation, budgets constraints, efficiency, and predictability are even more present at decision-making process. And I don't think that traditional it models will no longer cope with this challenge. And so therefore, uh, every thought strategy are presently delivering customers the best of both worlds. They want simplified it provisioning and operational LSD city, but never, but then nevertheless are compelled to keep that close to home when that the protection is critical and compliance, and that the governments are to shop every cloud service services supported by the right partners tools like GreenLake central. I think that will be the key to achieve a single as a service experience from edge to plow. They allow the security and of control of a non-brand model, along with the corporate agility and the OPEX flexibility so much demanded by our clients. >>So BOLO, uh, regarding the experience, uh, fortunately we have a ready common contracts and common customers, right? And the, well, from your experience, uh, what do you think are the benefits customers are getting from each beaming? Like, can you share some examples use cases? >>Okay. Of course. Well, uh, as I said before, HBA brings to the table a key differentiator, which is the GreenLake central. We have one portal to manage all cloud on prem having at the same time, the control, the easy to use and better capacity to plan future needs. So it serves both it finance and legal teams giving the proper visibility to all of these stakeholders. In terms of examples, we have customers that are using GreenLake to suppose, suppose private and public sector. We have implementations both at Altis and customers' premises that the centers on a very diverse type of business apps from mission critical help, sometimes legacy to SAP or some cloud native apps. For instance, we have solutions of stars as a service for the energy sector on the transport sector and a data center as a service on public administration on customers that need to keep the it on prem because of compliance, but look for the cloud flexibility and the model as a service. >>Good. I see, uh, I see in fact, uh, a positive, a very positive future, uh, in our partnership, but, uh, w what is your opinion about that, uh, uh, how you see the partnership with HP and, uh, and the position to, to give you the ability to even have more success? >>Well, I'm putting this question, talking a little bit about the near future. I think that the short to medium term, the future, uh, will be concentrating on solving possible endemic crisis and sell both customers and ourselves service providers. Uh, we faced this challenge and I think that we were able to cope with these challenges on 2021. And we are very supported on technology and digital solutions. And I think that with the help of HPA, we are being able to, to pass this reality check, uh, and under such critical circumstances. But now we need to step forward. We need to leverage the increase e-comm levels. Remote work breath is a way of in there. So we need to go towards the digital transformation of organizations. We need to extend the infrastructure to where business happens. Uh, we have to infuse cloud closer to the network. We are telco allowing for a new class of cloud native and innovative applications for customers. >>Some verticals where LTC is aiming for a new position, also urge for closer collaboration with called partners like HPA, for instance, e-health will bring us new opportunities in the near future. And the proper ICT foundations are crucial for the new health care services, patient focused approaches and that the driven decisions and being cloud markets made sure. Now, I think that some companies still count on their partners to facilitate the cloud journey, helping them underline the business cases on cloud users apart consulting skills to facilitate change, bring peers use cases that can easily apply NHPA is the most value for out. It says much to bring the new cloud technology, but also the existing experience, the use casing, the use cases and helping us go through the learning curve in other markets. So, uh, for the future, we hope for the best, and we will count on a leading partner like HPA to drivers too, >>On these uncertain, but promising future. Good. I want to reinforce the, thank you very much for your shares. Share this content, this information with us. Uh, it was a real, it is a real pleasure to work with you. Uh, it's a pleasure for all your work without these as a company, but as well, personally, we, your follow and the, because I think it's important to wherever address relationship, and we have now the trust relationship with the organization and with personally as well. So thank you very much, Paulo, and have a nice day. Thank you. Thank you. Thank you very much..

>>Okay. We're here with Joe Peterson, the VP of cloud and security at clarify three 60. Hello, Joe. Welcome to the cube. Great to see you. >>Thanks for having me. You're welcome >>On. Let's get right into it. How do you think about cloud, where we are today in 2021, the definitions evolve, but where do you see it today and where do you see it going? >>Well, that's such an interesting question is so relevant because the labels are disappearing. So over the last 10 years, we've sort of found ourselves defining whether an environment was public or whether it was private or whether it was hybrid. Here's the deal cloud is infrastructure and infrastructure is cloud. So at the end of the day cloud in whatever form it's taking is a platform. And ultimately this enabling tool for the business customers are consuming cloud in the best way that works for their businesses. So let's also point out the cloud is not a destination. It's this journey and clients are finding themselves at different places on that road. And sometimes they need help getting to the next milestone, >>Right? And they're really looking for that consistent experience. W what are the, what are the big waves and trends that you're seeing around cloud out there in the marketplace? >>So I think that this, this hybrid reality is happening in most organizations, their actual it portfolios include a mix of on-premise and cloud infrastructure. And we're seeing this blurred line happening between the public cloud and the traditional data center. Customers want a bridge that easily connects one environment to the other environment, and they want end to end visibility. Customers are becoming more intentional and strategic about their cloud roadmaps. So some of them are intentionally and strategically selecting hybrid environments because they feel that it affords them more control, uh, cost, balance, comfort level around their security in a way cloud itself is becoming borderless. The major tech providers are extending their platforms in an infrastructure agnostic manner and that's to work across hybrid environments. Um, whether they be hosted in the data center, whether it includes multiple cloud providers as cloud matures, workload environment fit is becoming more of a priority. So forward thinking where the organizations are matching workloads to the best environment. And it's sort of application rationalization on this case by case basis. And it really makes sense. >>No, it doesn't make sense. Okay. Well, let's talk about HPE GreenLake. They just announced some new solutions, you know, what do you think it means for customers? >>I think that HPE has stepped up. They've listened to not only their customers, but their partners, customers want consumable infrastructure. They've made that really clear, and HPE has expanded the cloud service portfolio for clients. They're offering more choices to not only enterprise customers, but they're expanding their, that offering to a truck. This mid-market client base, and they provided additional tools for partners to make selling GreenLake easier. Um, this is all helping to drive channel sales. >>Yeah. So better granularity, just, it increases the candidates better optionality for customers. And this thing is evolving pretty quickly. We're, we're seeing a number of customers that we talked to, uh, interested in this model, trying to understand it better. And ultimately, I think they're going to really lean in hard, Joe. I wonder if he could maybe think about or share with us, which companies are I going to say, getting it right. And I'm really interested in the partner piece, because if you think about, you know, the partner business, it's really, it's changing a lot, right? It's, it's gone from this notion of, of moving boxes. And there was a lot of money to be made over the decades and doing that, but, but they have to now become value, add, uh, uh, suppliers and really around cloud services. And in the early days of cloud, I think the channel was a little bit freaked out saying, Oh, they're going to cut out the middleman. Uh, but what's actually happened is, is those smart, agile partners are adding substantial value. They got deep relationships, uh, with customers, uh, and they're serving as really trusted advisors and executor's of cloud strategies. What do you see happening in the partner community? >>Well, I think it's, it's been a learning curve and everything that you said was spot on, it's a two way street, right? In order for VARs to sell residual services, monthly recurring services, there has to have been some incentive to do that in HPV. Really got it, right? Because they, again, listened to that partner community. And they said, you know what? We've got to incentivize these guys to start selling this way. This is a partnership and expect it to be a partnership. And the tech companies that are getting right are doing that same sort of thing. They're, they're figuring out ways to make it palatable to that barn, to help them along that journey. They're giving them tools, they're giving them self-serve tools. They're incentivizing them financially to make that shift. That's what's going to matter. >>Well, that's a key point you're making, I mean, the financial incentives, that's new and different, um, paying, you know, incentivizing for as a service models versus again, moving, you know, moving some hardware and paying for installing iron. That's a shift in mindset. Isn't it >>Definitely is. And HP, I think, is getting it right because I noticed, but I learned this 70% of their annual sales are actually transacted through their channel. And they've seen this 116 increase in HPE GreenLake orders in Q1, from partners. So what they're doing is working. >>Yeah. I think, I think you're right. And you know, the partner channel, it becomes super critical. It's funny, Joe. I mean, again, in the early days of cloud, the channel was feeling like they were going to get disrupted. I don't know about you, but I mean, we've both been analysts for awhile and the more things get simple, the more they get complicated, right? I mean the consumerization of it, the cloud swipe your credit card, but actually applying that to your business is not easy. And so I see that as great opportunities for, for the channel. Give you the last word. >>Absolutely. And what's going to matter is the tech companies that step up and realize we've got this, we've got this chance, this opportunity to build that bridge and provide visibility end to end visibility for clients. That's, what's going to matter. >>Yeah. I like how you're, you're, you're talking about that, that bridge, because that's what everybody wants. They want that bridge from on-prem to the public cloud, across clouds, going to be moving out to the edge. And that is to your, to your point, a journey, it's going to evolve over the better part of this coming decade, Joe. Great to see you. Thanks so much for, for coming on the cube today. >>Thanks for having me.

>>Okay. Okay. Now we're gonna go into the Green Lake Power Panel. Talk about the cloud landscape hybrid cloud and how the partner ecosystem and customers are thinking about cloud hybrid cloud as a service and, of course, Green Lake. And with me or CR Houdyshell, president of Advise X. Ron Nemecek, Who's the business Alliance manager at C B. T s. Harry Zaric is president of competition, and Benjamin Clay is VP of sales and alliances at Arrow Electronics. Great to see you guys. Thanks so much for coming on the Cube. >>Thanks for having us >>would be here. >>Okay, here's the deal. So I'm gonna ask you guys each to introduce yourselves and your company's add a little color to my brief intro and then answer the following question. How do you and your customers think about hybrid cloud and think about it in the context of where we are today and where we're going? Not just the snapshot, but where we are today and where we're going. CR, why don't you start, please? >>Sure. Thanks a lot. They appreciate it. And, uh, again cr Howdy Shell President of advising. I've been with the company for 18 years the last four years as president. So had the great great opportunity here to lead a 45 year old company with a very strong brand and great culture. Uh, as it relates to advise X and where we're headed to with hybrid Cloud is it's a journey, so we're excited to be leading that journey for the company as well as HP. We're very excited about where HP is going with Green Lake. We believe it's it's a very strong solution when it comes to hybrid. Cloud have been an HP partner since since 1980. So for 40 years it's our longest standing OM relationship, and we're really excited about where HP is going with Green Lake from a hybrid cloud perspective. Uh, we feel like we've been doing the hybrid cloud solutions in the past few years with everything that we've focused on from a VM Ware perspective. But now, with where HP is going, we think really changing the game and it really comes down to giving customers at cloud experience with the on Prem solution with Green Lake, and we've had great response from our customers and we think we're gonna continue to see how that kind of increased activity and reception. >>Great. Thank you. Cr and yeah, I totally agree. It is. It is a journey. And we've seen it really come a long way in the last decade. Ron, I wonder if you could kick off your little first intro there, please? >>Sure. Dave, thanks for having me today. And it's a pleasure being here with all of you. My name is Ron Nemecek, business Alliance manager at C B. T. S. In my role, I am responsible for RHP Green Lake relationship globally. I've enjoyed a 33 year career in the I T industry. I'm thankful for the opportunity to serve in multiple functional and senior leadership roles that have helped me gather a great deal of education and experience that could be used to aid our customers with their evolving needs for business outcomes. The best position them for sustainable and long term success. I'm honored to be part of the C B. T s and Annex Canada Organization, C B T s stands for consult Bill transform and support. We have a 35 year relationship with HP or a platinum and inner circle partner. We're headquartered in Cincinnati Ohio. We service 3000 customers, generating over a billion dollars in revenue, and we have over 2000 associates across the globe. Our focus is partnering with our customers to deliver innovative solutions and business results through thought leadership. We drive this innovation VR team of the best and brightest technology professionals in the industry that have secured over 2800 technical certifications 260 specifically with HP and in our hybrid cloud business. We have clearly found the technology new market demands for instant responses and experiences evolving economic considerations with detailed financial evaluation and, of course, the global pandemic have challenged each of our customers across all industries to develop an optimal cloud strategy we have. We now play an enhanced strategic role for our customers as there Technology Advisor and their guide to the right mix of cloud experiences that will maximize their organizational success with predictable outcomes. Our conversations have really moved from product roadmaps and speeds and feeds to return on investment, return on capital and financial statements, ratios and metrics. We collaborate regularly with our customers at all levels and all departments to find an effective, comprehensive cloud strategy for their workloads and applications, ensuring proper alignment and costs with financial return. >>Great. Thank you, Ron. Yeah, Today it's all about the business value. Harry, please, >>I Dave. Thanks for the opportunity and greetings from the Great White North, where Canadian based company headquartered in Toronto, with offices across the country. We've been in the tech industry for a very long time. What we would call a solution provider hard for my mother to understand what that means. But our goal is to help our customers realize the business value of their technology investments just to give you an example of what it is we try and do. We just finished a build out of a new networking and point in data center technology for a brand new hospital is now being mobilized for covid high risk patients. So talk about are all being an essential industry, providing essential services across the whole spectrum of technology. Now, in terms of what's happening in the marketplace, our customers are confused. No question about it. They hear about cloud and cloud first, and everyone goes to the cloud. But the reality is there's lots of technology, lots of applications that actually still have to run on premises for a whole bunch of reasons. And what customers want is solid senior serious advice as to how they leverage what they already have in terms of their existing infrastructure but modernized and updated So it looks and feels a lot like a cloud. But they have the security. They have the protection that they need to have for reasons that are dependent on their industry and business to allow them to run on from. And so the Green Lake philosophy is perfect. That allows customers to actually have 1 ft in the cloud, 1 ft in their traditional data center, but modernize it so it actually looks like one enterprise entity. And it's that kind of flexibility that gives us an opportunity collectively, ourselves, our partners, HP to really demonstrate that we understand how to optimize the use of technology across all of the business applications they need to rest >>your hair. It's interesting about what you said is is cloud is it is kind of chaotic. My word not yours, but but there is a lot of confusion out there. I mean, it's what's cloud right? Is it Public Cloud is a private cloud the hybrid cloud. Now, now it's the edge. And of course, the answer is all of the above. Ben, what's your perspective on all this? >>Um, from a cloud perspective. You know, I think as an industry, you know, I think we we've all accepted that public cloud is not necessarily gonna win the day and were, in fact, in a hybrid world, there's certainly been some some commentary impress. Um, you know, that would sort of validate that. Not that necessarily needs any validation. But I think it's the linkages between on Prem, Um, and cloud based services have increased. Its paved the way for customers to more effectively deploy hybrid solutions in the model that they want that they desired. You know, Harry was commenting on that a moment ago. Um, you know, as the trend continues, it becomes much easier for solution providers and service providers to drive there services, initiatives, uh, you know, in particular managed services. So, you know, from from an arrow perspective, as we think about how we can help scale in particular from Greenland perspective, we've got the ability to stand up some some cloud capabilities through our aero secure platform. um that can really help customers adopt Green Lake. Uh, and, uh, benefit to benefit from, um, some alliances, opportunities as well. And I'll talk more about that as we go through >>that. I didn't mean to squeeze you on a narrow. I mean, you got arrows. Been around longer than computers. I mean, if you google the history of arrow, it'll blow your mind. But give us a little, uh, quick commercial. >>Yeah, absolutely. So, um, I've been with arrow for about 20 years. I've got responsibility for alliances, organization, North America for Global value, added distribution, business consulting and channel enablement Company. Uh, you know, we bring scope, scale and and, uh, expertise as it relates to the I t industry. Um, you know, I love the fast paced, the fast paced that comes with the market, that we're all all in, and I love helping customers and suppliers both, you know, be positioned for long term success. And, you know, the subject matter here today is just a great example of that. So I'm happy to be here and or to the discussion. >>All right, We got some good brain power in the room. Let's let's cut right to the chase. Ron, Where's the pain? What are the main problems that C B. T s. I love the what it stands for. Consult Bill Transform and support the What's the main pain point that that customers are asking you to solve when it comes to their cloud strategies. >>Third day of our customers' concerns and associated risk come from the market demands to deliver their products, services and experiences instantaneously. And then the challenges is how do they meet those demands because they have aging infrastructure processes and fiscal constraints. Our customers really need us now more than ever to be excellent listeners so we can collaborate on an effective map for the strategic placement of workloads and applications in that spectrum of cloud experiences, while managing their costs and, of course, mitigating risk to their business. This collaboration with our customer customers often identify significant costs that have to be evaluated, justified or eliminated. We find significant development, migration and egress charges in their current public cloud experience, coupled with significant over provisioning, maintenance, operational and stranded asset costs in their on premise infrastructure environment. When we look at all these costs holistically through our customized workshops and assessments. We can identify the optimal cloud experience for the respective workloads and applications through our partnership with HP and the availability of the HP Green Lake Solutions. Our customers now have a choice to deliver SLA's economics and business outcomes for their workloads and applications that best reside on premise in a private cloud and have that experience. This is a rock solid solution that eliminates, you know, the development costs at the experience and the egress charges that are associated with the public cloud while utilizing HP Green Lake to eliminate over provisioning costs and the maintenance costs on aging infrastructure hardware. Lastly, our customers only have to pay for actual infrastructure usage with no upfront capital expense. And now that achieves true utilization to cost economics. You know, with HP Green Lake solution from C B. T s. >>I love to focus on the business case because it's measurable. That sort of follow the money. That's where it's where the opportunity is. Okay, See, I got a question for you thinking about advise X customers. How are they? Are they leaning into Green Lake? You know, what are they telling you? Is the business impact when they when they experience Green Lake, >>I think it goes back to what Ron was talking about. We have to solve the business challenges first, and so far the reception's been positive. When I say that is, customers are open, everybody wants to. The C suite wants to hear about cloud and hybrid cloud fits, but what we're hearing, what we're seeing from our customers is we're seeing more adoption from customers that it may be their first put in, if you will. But as importantly, we're able to share other customers with our potentially new clients that that say, What's the first thing that happens with regard to Green like Well, number one, it works. It works as advertised and as a as a service. That's a big step. There are a lot of people out there dabbling today, but when you can say we have a proven solution, it's working in in in our environment today. That's key. I think the second thing is is flexibility. You know, when customers are looking for this, this hybrid solution, you've got to be flexible for again. I think Ron said it well, you don't have a big capital outlay but also what customers want to be able to. We're gonna build for growth, but we don't want to pay for it, so we'll pay as we grow. Not as not as we have to use because we used to do It was upfront of the capital expenditure, and I will just pay as we grow and that really facilitates. In another great examples, you'll hear from a customer, uh, this afternoon, but you'll hear where one of the biggest benefits they just acquired a $570 million company, and their integration is going to be very seamless because of their investment in Green Lake. They're looking at the flexibility to add the Green Lake as a big opportunity to integrate for acquisitions and finally is really we see it really brings the cloud experience and as a service to our customers bring. And with HP Green Lake, it brings best to breathe. So it's not just what HP has to offer. When you look at hyper converged, they have Nutanix kohi city, so I really believe it brings best to breathe. So, uh to net it out and close it out with our customers thus far, the customer experience has been exceptional with Green Lake Central has interface. Customers have had a lot of success. We just had our first customer from about a year and a half ago, just re up, and it was a highly competitive situation. But they just said, Look, it's proven it works and it gives us that cloud experience So I had a lot of great success thus far, looking forward to more. >>Thank you. So, Harry, I want to pick up on something, CR said, And get your perspectives. So when you when I talk to the C suite, they do all want to hear about, you know, Cloud, they have a cloud agenda and and what they tell me is it's not just about their I t transformation. They want, they want that. But they also want to transform their business. So I wonder if you could talk Harry about competence, perspective on the potential business impact of Green Lake, and and also, you know, I'm interested in how you guys are thinking about workloads, how to manage work, you know how to cost optimize in i t. But also the business value that comes out of that capability. >>Yes. So, Dave, you know, if you were to talk to CFO and I have the good fortune to talk to lots of CFOs, they want to pay the cost. When they generate the revenue, they don't want to have all the cost up front and then wait for the revenue to come through. A good example of where that's happening right now is related to the pandemic. Employees that used to work at the office have now moved to working from home, and now they have to. They have to connect remotely to run the same application. So use this thing called VD virtual interfacing to allow them to connect to the applications that they need to run in the off. Don't want to get into too much detail. But to be able to support that from an at home environment, they needed to buy a lot more computing capacity to handle this. Now there's an expectation that hopefully six months from now, maybe sooner than that people will start returning to the office. They may not need that capacity so they can turn down on the cost. And so the idea of having the capacity available when you need it, But then turning it off when you don't need it is really a benefit of a variable cost model. Another example that I would use is one in new development if a customer is going to implement and you, let's say, line of business application essay P is very, very popular, you know, it actually, unfortunately takes six months to two years to actually get that application setup installed, validated, test it and then moves through production. You know what used to happen before they would buy all that capacity at front and basically sit there for two years? And then when they finally went to full production, then they were really getting value out of that investment. But they actually lost a couple of years of technology, literally sitting almost idle. And so, from a CFO perspective, his ability to support the development of those applications as he scales it perfect Green Lake is the ideal solution that allows them to do that. >>You know, technology has saved businesses in this pandemic. There's no question about it and what Harry was just talking about with regard to VD. You think about that. There's the dialing up and dialing down piece, which is awesome from an i t perspective and then the business impact. There is the productivity of Of of the end users, and most C suite executives I've talked to said Productivity actually went up during covid with work from home, which is kind of astounding if you think about it. Ben, you know Ben, I We said Arrow has been around for a long, long time, certainly before all of us were born and it's gone through many, many industry transitions during our lifetimes. How does arrow and how do How do your partners think about building cloud experience experiences? And where does Green Lake fit in from your perspective? >>A great question. So from a narrow perspective, when you think about cloud experience and, of course, us taking a view as a distribution partner, we want to be able to provide scale and efficiency to our network of partners. So we do that through our aero screw platform. Um, just just a bit of a you know, a bit of a commercial. I mean, you get single quote single bill auto provision compared multi supplier, if you will Subscription management utilization reporting from the platform itself. So if we pivot that directly to HP, you're going to get a bit of a scoop here, Dave. So we're excited today to have Green Lake live in our platform available for our part of community to consume in particular the swift solutions that HP has announced. So we're very excited to to share that today, Um, maybe a little bit more on Green Lake. I think at this point in time, there it's differentiated, Um, in a sense that if you think about some of the other offerings in the market today and further with, um uh, having the solutions himself available in a row sphere So, you know, I would say, Do we identify the uniqueness, um, and quickly partner with HP to to work with our atmosphere platform? One other sort of unique thing is, you know, when you think about platform itself, you've got to give a consistent experience the different geographies around the world. So, you know, we're available in north of 20 countries. There's thousands of resellers and transacting on the platform on a regular basis, and frankly, hundreds of thousands and customers are leveraging today, so that creates an opportunity for both Arrow HP and our partner community. So we're excited. >>Uh, you know, I just want to open it up and we don't have much time left, but thoughts on on on differentiation. You know, when people ask me Okay, what's really different about H P E and Green Lake? As others you know are doing things that with with as a service to me, it's a I I always say cultural. It starts from the top with Antonio, and it's like the company's all in. But But I wonder from your perspective because you guys are hands on. Are there other differential factors that you would point to let me just open that up to the group? >>Yeah, if I could make a comment. You know, Green Lake is really just the latest invocation of the as a service model. And what does that mean? What that actually means is you have a continuous ongoing relationship with the customer. It's not a cell. And forget not that we ever forget about customers, but there are highlights. Customer buys, it gets installed, and then for two or three years, you may have an occasional engagement with them. But it's not continuous. When you move to a Green Lake model, you're actually helping them manage that you are in the core in the heart of their business. No better place to be if you want to be sticky and you want to be relevant, and you want to be always there for them. >>You know, I wonder if somebody else could add to and and and in your in your remarks from your perspective as a partner because, you know, Hey, a lot of people made a lot of money selling boxes, but those days are pretty much gone. I mean, you have to transform into a services mindset. But other thoughts, >>I think I think Dad did that day. I think Harry's right on right. What he the way he positioned Exactly. You get on the customer. Even another step back for us is we're able to have the business conversation without leading with what you just said. You don't have to leave with a storage solution to leave with a compute. You can really have step back, have a business conversation, and we've done that where you don't even bring up hp Green Lake until you get to the point of the customer says, So you can give me an on prem cloud solution that gives me scalability, flexibility, all the things you're talking about. How does that work then? Then you bring up. It's all through this HP Green link tool. It really gives you the ability to have a business conversation. And you're solving the business problems versus trying to have a technology conversation. And to me, that's clear differentiation for HP. Green length. >>All right, guys. CR Ron. Harry. Ben. Great discussion. Thank you so much for coming on the program. Really appreciate it. >>Thanks for having us, Dave. >>All >>right. Keep it right there for more great content at Green Lake Day. Right back? Yeah.

>>Good morning. Good afternoon. And good evening. I am Kevin Duke with HPE GreenLake cloud services and welcome to the HPE GreenLake per private cloud session. I enjoined today by Raj mystery and Steve show Walter, who will walk us through today's presentation and demonstration. We'd like to keep this session interactive. So please submit your questions in the chat window. We have subject matter experts on the line to answer your questions. So with that, I'll hand over to Raj Kilz. Thanks Kevin. So cloud is now fast becoming a reality. We says HPE and what our customers say to is that it's not an expectation anymore. It's an absolute necessity. So the research and the stats that you see on the screen, just kind of like prove that over the last five to six years, organizations, enterprises are adopting cloud. Be it in the data center with the hyperscalers are a mixture of both. >>But the interesting thing that we see now is a moving investment to basically increase private cloud capability. Uh, and in that vein, what we've done with Greenlight cloud services is create a rich portfolio that delivers that cloud-like experience either at the edge in your data center, co-location the actually matches and actually embraces the work that you do with the hyperscalers. What we're doing here is we're providing self-service capability elasticity in the means and the way that you would use this and the way that you would flex things open down more importantly, all of this is one and operated for you, which comes true to what we say in terms of delivering that cloud experience within those locations, being at the edge, the data center or the Colwell, um, Greenlight for private cloud was initially launched, uh, in summer 2020, it was the first iteration of what we call the Greenlight platforms. >>What we're trying to do with this element of the Greenlight cloud services portfolio is four things which is eliminate the complexity of building things that live, breathe, behave, and act like in a cloud-like manner in the data center, because this is hard. Yeah, the visibility around the way that you would manage and understand and run and operate certain elements of that cloud, uh, the governance and the compliance pace, which is important, especially when it comes to things like applying policies, et cetera, that you would have. And then the skills gap that we do from our managed services perspective, that takes things off. So from an infrastructure standpoint, beginning of the left, well class HPE compute storage networks, which is embracing the virtualization and the software defined networking layer together with a pretty rich cloud automation and orchestration portal all wrapped up for you. Pre-built pre architected, removing complexity, increasing time to value, uh, and, and, uh, the, the actual delivery timescales, if we move to the actual experience, although this is actually, uh, embracing the way that you would access these, uh, solutions. >>So in, through GreenLake central, uh, that's where your other service experience begins with HPE is your entry point into the world of as a service from here on which you would actually access that service. So from a, from a private cloud standpoint, this is where you would initiate the cloud management portal. And then you would begin either working in that and the roles of either administrator, consumer, et cetera. Lastly, you know, pushing buttons and provisioning stuff is really easy, but a lot of our focuses is in the pulse provisioning processes, understanding is it turned on? Is it off? How much is it costing me? Am I getting the most efficiency out of it? Am I running out of capacity to deliver services to my users? All of this is finally wrapped up with the managed platform capability, which means you now have to understand and treat Hewlett-Packard enterprise as an MSP and a cloud provider within our data center. We take care of the infrastructure, the software, and the experience, your entry point is that the cloud management layer, that's how we get you going. >>Hey, Roger, I know we made some announcements earlier today about a new scalable form factor version of private cloud. I was wondering if maybe you could talk about how that extends the value proposition for customers >>Question Steve. Um, so what the scalable form factor is really is it's also looking at market feedback, understanding of what our customers are bringing this as a entry point into the smaller and the more medium enterprise who are looking to deliver private cloud capabilities, you know, making it easier for them to embrace it and then scale. The other differences is the way that we actually have flexibility in the way that that cloud solution now grows. So different options, uh, available to customers in terms of what they want to do. We typically talk as a team and to our customers about different roles. So we have a notion of the cloud administrator or the cloud operator. This is more of your classic kind of like administrative role. So this is where our customers would come in, right at the cloud management layer and begin configuring their EMR environment, networking services, et cetera, from here, onwards is the cloud consumer. >>So applications, line, application, developers, lines of business, et cetera, they're presented with a self-service catalog for them to come and provision stuff. It could be normal VMs. It could be kind of like applications depending on what the administrators or the operators of Charles and to present to them. Lastly, it's around, how do I understand what's going on in the environment? So the focus, as I mentioned beforehand, visibility to them understand what's happening to then optimize later. So addressing the needs of lines of, or it leaders and business leaders within our customer base, although this then begins from our central point of access, which is GreenLake central from here, services and solutions that customers subscribe to are presented, depending on who you are, your privileges, your role within the actual environment, you get different options. So a cloud administrator may see different things in central because they require administrative functions within the cloud environment. I consume it such as me may have limited views in central access a service, but I can basically only read our provision set, things that are done for me from a lines of business or from an it leadership perspective. It's about providing predictive billing visibility into cost, understanding from a planning standpoint and allowing people to optimize it, ease and speed. So central is where your journey begins. And then from within there, you launch the necessary service like you're subscribed to today's focus is the private cloud. >>So who is this a solution built for Raj? Uh, initially we started off at the large enterprise level, Kevin, but what we've done as we did as HPE has listened to our customers. So we've reintroduced on them. We're launching today, the scalable form factor to address the needs of a multitude of clients, both large and small and enable people to have different kind of like deployment types. So remote office branch office for the larger customers, and for those smaller enterprises wanting to begin their private cloud journey, a great way for them to do that with HPE. >>All right. Thank you. >>Um, how does the customer access the private cloud environment, uh, by agreeing like central Kevin? Great question. That's our entry point for any of the services? Uh, easier to see later on in the demo that Steve's going to walk through, uh, it's where customers come in and depending on role access, privilege, rights, et cetera, you are presented with your services. And from within that you access the service depending on the role that's been assigned to you. So state, why don't you show us a little bit about what a cloud administrator or a cloud operator can do within the environment? Sure. Happy to rush. As we talked to these personas are use cases. You know, our experience, as Raj mentioned, will always start in GreenLake central. So the role or persona I'm taking on here is that of an administrator of this private cloud environment. So again, I start off by logging into GreenLake central. Once this stood up, services stood up and available, uh, within my data center, I see the green Lake for private cloud tile, which gives me an overview of services I'm consuming. And some of the things that might be running in that environment, clicking on the tile, takes me to the cloud management platform dashboard. This is where I, as an administrator can configure and control lots of things in the environment on behalf of my end users. So a couple of examples of things I might want to do first off. Uh, there's an important >>Notion of grouping that we use for access control within the environment. So I may want to organize my users into groups to control what they can see, what they can do, what sort of policies I can apply to them next. I probably want to configure the underlying software defined network that Raj talked about. So again, we deliver a software defined networking capability from within the software defined network. This is where I can create things like underlying networks, underlying distributed V switches at an IP address pools. I can also configure and manage software defined routers, firewall rules, and some of those sorts of things within the environment, uh, in the IP address pools I have that I want to make available to some of those underlying networks I could manage from within here as well. We also feature software to find load balancing capabilities. So again, if I expect to my developers or my end users, to be able to provision resources that require some load balancing, I can create those load balancers define the types of load balancing I want to make available to those end users from within here as well. >>Finally, I can manage keys and certificates. So if I have things like key payers or SSL certificates, again, that I want to make available to my end users, um, I could manage all that from within here. And then one of the final things I might want to do is start to manage a, an automation library. So a library of virtual images, I don't want to make available for, for my end users because the private cloud solution is based on VMware. I might want to just pull in some existing VMware images. I have, I might want to create some new custom images, but really I have a central place to be able to manage that library of images and then, you know, decide who has access to which images and how I want to make those available to end users users to be able to provision and lifecycle manage. >>So that's a quick overview of some of the administrative capabilities, uh, Kevin, any questions at this point about that capability? I got one for you customers bring their own tooling to the private cloud. Oh yeah. So that's a great question. So, you know, almost every customer I talk to nowadays has made a large investment, typically in some sort of automation tooling. And one of the things that we want to provide is the ability to surface that tooling and kind of allow customers to be able to reuse that tooling within our private cloud environment. So within the private cloud platform, as an administrator, I can create all sorts of scripts and, you know, maybe some basic capabilities I wanted to find for scripts, but they also have the ability to integrate automation platforms. So we can see in this particular environment, I've, I've onboarded a, uh, a set of Ansible playbooks that exist in a get repo. Uh, I really just point the cloud management platform to that repo it scrapes all the playbooks that it finds there and those become available as tasks and workflows that I can use, uh, after I provisioned BM. So again, I can reuse that investment that I've made in automating things like application provisioning, application configuration for my end users within my environment. >>I've got another one for you. Uh, how do customers improve control and governance of their private cloud? Yeah. So there are a couple of different ways to do that. So, you know, we'll talk specifically. One of the capabilities I have within, uh, the cloud management platform is the ability to create, uh, policies. Policies are really a way I can provide my users with, you know, self-service access to kind of go do the things that they need to do, but provide some control around what they can do. So there's all sorts of policies I can create. So policies around things like if I've got certain group of users that I want to require to get provision approval, anytime they approve provision something, I wanted an administrator to approve it. I can also limit the things that maybe a group of consumers of consumers can consume within my environment. Maybe I want to define a certain host name rule. So rather than create your own host names, I have a rule I want applied. Um, if tagging and showback is important, I might want to force some tags within my environment, say, Hey, anybody who provisioned something needs to provide me a value for this tag. And then I can define how that applies within the environment. So hopefully that answers some questions and gives you a feel of how these cloud administrators would work within the environment, TB to be able to manage the overall environment itself. >>Perfect. Thanks Steve. So what we've just described in seeing is, is the ability for a cloud administrator to a do day one tasks, set things up, set some services off and more importantly, apply some rules, controls, and governance. So it keeps users safe and it keeps it happy. Really. So let's say I'm Raj, I'm the head of applications and I've got a team of developers. So I'm now going to come in as a consumer. Can you show me what I can do as a consumer pleaser? >>Sure. Raj. So again, just like with the administrative use case, we talked about as a, as a cloud consumer, my experience starts in GreenLake central. So once I'm logged into GreenLake central, if I've been provided access to the environment by my administrators, I see the green Lake for private cloud tile, and I click on it to get to the cloud management platform. Just like the administrator you use. Now, I probably see a lot less because I probably have a lot less capabilities here, but one of the first places I'd probably want to go is take a look at what instances have been provisioned and maybe provision an instance on my own. So, you know, instance provisioning is very simple. Really. It's just a few clicks and answer a few questions. Uh, so in this case, if I have access to multiple groups, so kind of that logical separation that I talked about, I'd first pick, you know, which group is this a part of? >>Uh, again, in my particular case, I can provide a freeform name because that's the policy that's been set up for me. Um, I've got a forced tag, right? So I have to provide a tag or a label that tells me what, uh, what, what area this is a part of. And as I continue to drill down, now I get to a point where I can select my image based on the images that have been made, made available to me. Um, I can choose a size of a VM. So we have sort of some pre-provision sizes that might administrators have made available to me. And in some cases I can customize some things within those sizes, or maybe I can't, again, just depending on how this was created, select the network that I want to connect to, uh, and provide a few other options. One, the things I do want to talk about is this notion of tagging tagging is very important from a showback perspective. >>And we'll talk about when we get to cost analysis, how we can use any tags that get applied here to be able to do some show back reporting later. So if I want to provide a tag for an owner to make sure I can always write a report that says, show me everything that Steve has consumed. I've got the ability to provide those tags here. And again, through a policy, I can make those tags required. A couple of other choices. I have any of that available automation that maybe my administrators have made available. I can run here. I can select some scaling of my application, maybe go ahead and auto select the backup schedule, manage some lifecycle actions if maybe this VM only needs to run during weekdays. And I don't need it on the weekends. I can have it automatically shut down and start up. >>And at the end, just click on complete. Uh, and my VM is often being built. And then, you know, once my VMs are up and running, I've got access to be able to manage those VMs on a running basis. So, you know, if I have a VM that's running and I want to be able to manage it very simple again, from within the cloud management platform to go take a look at maybe how this VM is performing, maybe I want to log into the console. Maybe I want to take a look at the log stash that, you know, the log log error messages that this VM has created, or maybe I just want to stop it, start, it can create an image from it, or maybe, you know, after I've provisioned, it runs some of those workflows on it as a, as a end-user, I've got the capability to kind of fully manage and fully control those VMs once I have them up and running. >>So that's a quick overview of that cloud consumer use case. Uh, Kevin, do you have any questions right now about that use case? Yeah, I do, uh, cloud consumers today want more than a VM, so how can a private cloud deliver more value for cloud consumers? Yeah, so that's a great question. So we talked a little bit about the cloud management platforms, ability to integrate with existing automation, for things like, uh, application installation and configuration. Uh, but one thing I didn't talk about is kind of an alternate way. We can use that and that's through this notion of blueprints. So within the cloud management platform, I, as a developer or as an administrator can set up blueprints, which are really, uh, very complex applications. These could be multi-node multi-tiered applications where each tier may have a different application installed. They may be load balanced, all those sorts of things, and I can stitch all those together and make them available as a catalog item. >>It's just kind of one simple catalog item for an end user to consume. So they don't have to understand all the complexity or all the multiple nodes or all the workflows required on the backend to provide that service. I've already done all that hard work. I advertise it to them and they don't have to know, again, in this particular case, I've got a web tier made up of a couple of VMs, a database tier made up of a couple of VMs. Uh, there's some automation running, maybe through those Ansible playbooks, uh, in, in the backend to make all those things happen really, as an end user, I just say, Hey, I want one of these applications. I may need to answer a few questions, uh, depending on how the application or their blueprint is built. And then I could push that out as an application. And again, I don't have to understand all the complexities that make up that multi-node multi-tiered application on in the background >>Stay. That's really cool. So like phase as good as it can be. So, right. So we've pushed some buttons, we've set some stuff up, we've provisioned some stuff. So right at the beginning, you know, we spoke about the post provisioning stuff. So how do we actually manage the costs and also look at their usage within their environment, which is also important to our customers. >>Yeah. So it's a great question, Raj. So, you know, obviously customers want to understand what their overall green link consumption is, what their bill is, how all those things relate together. And then they probably want to do much more detailed cost analysis as well. So the good news here, we provide all this tooling and all this is available right through GreenLake central. So a couple of the tiles that you'll see in GreenLake central tie into the private cloud solution, just like they would any other GreenLake solution. So if I want to see overall what I've consumed, uh, within my private cloud, as a GreenLake resource, I can drill down to understand, Hey, what was actually metered as what I consumed, how did that relate to my GreenLake rate card? You know, how did that, how did that create the number that appeared on my GreenLake bill for this particular service at the end of the month, I've also got the tools to do capacity planning, again, just like every other green Lake environment. >>Uh, we want to be able to show kind of that capacity planning view so customers can understand kind of what they're consuming, uh, what direction that's trending. And when we need to add some, we may need to add some more additional capacity. So again, when a customer needs more, it's already there and ready to go, they just start to consume it and pay for it as a part of their green Lake bill. So Greenlight customers have a dedicated account team that kind of works with them to keep an eye on that capacity. And again, make sure we're working with customers to make the right decisions about when is the right time to add additional capacity to the environment. And then finally, you know, our customers also get access to consumption analytics for much more detailed cost reporting. So within consumption analytics, I can take advantage of those tags that I talked about previously. >>So here's a report I created where I want to see my private cloud consumption and use really broken down by cost center. And by the VMs that my users within each of those cost centers is consuming. So I wrote a report to do some showback costing based on those tags. So in this particular case, I can tell, for example, the colo engineer cost center that Hey you over the last month, you've consumed 32, uh, elements within the private cloud environment. You know, your total cost for that was $860. And I can give them the ability to, you know, if they want drill down on this. So, you know, now they'll see every individual VM that was provisioned, uh, where it ran when it ran. And in this particular case, I've broken down the cost between compute and storage, because I really wanted to see those separately as separate line items, but, you know, really give customers the ability to do whatever showback or chargeback reporting makes sense within their organization, based on the tags. >>They want to apply it and how they want to be able to show and consume those costs. So, Kevin, any questions about, uh, sort of this cost analysis use case? Yep. Is there a way to proactively monitor consumption of the private cloud environment? Yeah, so we actually provide a couple of different ways to do that. Uh, one right within consumption analytics that we talked about, one of the capabilities I have is, is the ability to set a budget. So in this particular case, I've set a budget again, kind of by that cost center that I can take a look at, Hey, you know, what are all these cost centers consuming within this private cloud environment? Uh, and how does that relate to, you know, what maybe, uh, an amount that I've given them to be able to use? So I can take a look at it and see, Hey, in the current period, you know, I've got one, a cost center that's over budget two that are under budget and take a look at their historical use as well. >>Going back to the cloud management platform. I also have more of a hard way to be able to set those consumption boundaries, uh, by using a policy. So again, if I want to create a policy that says, Hey, you know, Steve can only have 20 VMs. Uh, once he's provisioned those 20 VMs, he can't have any more, um, you know, he's got to come back and ask for more. And again, you know, when I create this policy, I could apply it to a group or an individual user just kind of based on how I want to put those guard rails around that environment and then sort of do that around that environment. So there's kind of a way to do this in more of a soft way based on cost to understand budgets and get notifications. When I get close to my budget limits or more of a hard way to actually, you know, be able to limit resources that customers can consume within the environment itself. So with that, Raj, I'll throw it back to you. >>Thanks, Dave, >>Just to wrap up really, you know, Steve and Kevin, thank you for the great demonstration and the chat, really, um, a few things for the audience and our customers, uh, to understand what we're now doing with Greenlight for private cloud and other platform solutions is helping you to get started really, really quickly, allowing you to begin your journey with us at the right level. And then you can scale depending on how you are actually managing your transformation, be it from an infrastructure standpoint application standpoint, or you are looking to basically just modernize the way that you deliver services back out to your internal users. The other side of it is, is the important fact that we now act and behave very much like a cloud. So because we run those environments for you, we eliminate the complexity of feeding them all, Trang, all the infrastructure, the configuration, and the updates of the software layer. It leaves you free to basically deliver the services like Steve has just shown the other side of it. Final point, is this all usage based? Uh, so again, lowering kind of like the initial investment risk for you guys, allowing you to, uh, benefit from the way that we've actually integrated the solutions and technologies. So you can just embrace them and take advantage of. >>Excellent. Thank you, Raj. So I would like to thank you all for today. Thank >>You, Raj and Steve, for a brilliant demonstration. If you would like more information or like to speak to someone directly, then please fill out the poll by clicking on the poll option at the top of the chat box. So in closing, if you are interested in HPE GreenLake for private cloud, then please start a trial. It's easy. Thank you. Thank you all and goodbye for now..

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

>>Aziz. Things have changed and transformed with public cloud. So has our approach to the business is really changing the conversation from what your I t requirements to where your business drivers and we've seen the success off educating the customer of the way H P s educated us and articulating the value proposition with an on Prem consumption model >>within advise x long term, the company does see that things were gonna be moving to selling everything as a service. And so the deal that I did with Mohawk Valley was critical in making the next step. >>We were to hospitals that had recently merged. The challenge we were faced with was to combine for Elektronik medical records software packages down to a single product within a one year timeframe. >>Her Mohawk Valley. As we said, you know, Hey, you want to run this on Prem today with these servers and you're gonna spend more for the cloud? Why don't we look at a holistic solution? And if we give you that cloud experience with H. P Green Lake, then we believe that we can help solve your business challenges and do it more cost effectively than you could do in the public cloud >>way were very skeptical of HP Green Lake initially. But then I saw it was so much more licensing, customization and support all bundled at the end of the day. Our CFO wants a predictable cost model and 100% uptime on the system. Green Lake gave us all that The >>implementation process was very successful and actually behind the customer's expectations. >>Our CEO has not stopped breaking about it ever since. He's just so proud of the performance and uptime that we've achieved. >>It was easier than anticipated and we're executing and they're looking to buy other hospitals. And their intention is we're just gonna hold him right in the Green Lake model because it's easy and we know we can execute predictably and with Green Lake, they can build as they grow, not have Tobias. They grow. >>Cova 19 virus hit our organization very hard, but any of the additional features that we needed to activate we were able to do that without any time delays. We just stood up. Any additional resource is we needed, and we were often running just like that >>with regard to remote workers. Additional requirements to the infrastructure, adding beds, patient requests, HP Greenlee provided both the flexibility and agility, so the customer then had basically zero downtime through the pandemic. There's >>never a time when the clinicians don't have access to the tools they need >>to do their job. Mohawk Valley Health System has helped improve patient care, and that means the world to me. >>We've been a partner now with HPD over 35 years. We've seen them grow. We've seen them transform. They're committed to everything as a service and they're backing up with training. They're backing up with investment, and they're backing up with winds with customers. Their vision is clear and it's impressive and we're all in. We believe it's the right strategy.

>>way we're entering an age of insight where data moves freely between environments, toe work together powerfully from wherever it lives. A new era driven by next generation cloud services. It's freedom that accelerates innovation and digital transformation. But it's only for those who dare to propel their business toward a new future that pushes beyond the usual barriers to a place that unites all information under a fluid yet consistent operating model across all your applications and data to a place >>called H P E Green Lake, H P E >>Green like pushes beyond the obstacles and limitations found in today's infrastructure because application entanglements, data, gravity, security compliance and cost issues simply aren't solved by current cloud options. Instead, HP green like is the cloud that comes to you, bringing with it increased agility, broad >>visibility and open governance across your entire enterprise. This is digital transformation, unlocked incompatibility solved, data decentralized and insights amplified >>for those thinkers, makers and doers who want to create on the fly scale up or down with a single click, stand up new ideas without risk and view it >>all as a single, agile system of systems. HP Green Lake is here, and all are invited

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