>>from around the globe. >>It's the cube >>With digital coverage of IBM. Think 2021 brought to you by IBM. Welcome to the cubes coverage of IBM Think 2021. I'm lisa martin, exciting conversation coming up about vaccine cloud management. I've got two guests with me, tim Elka is here, the sales and delivery director of IBM Services for Salesforce and fred Thompson joins us as well. The C. I. O. Of the health service executive in Ireland. Gentlemen, welcome to the program. >>Either I have to be here >>so we're very socially distant northern California UK. Glad to have you guys here. We're gonna talk about what the health service executive or HST and Ireland has done with IBM and Salesforce to facilitate vaccine management. But Fran let's go ahead and start with you talk to us a little bit about HSC >>So that the HSC provides public health and social services to everyone living in Ireland. Okay. We that acute hospitals community services nationally. We directly employ about 80,000 people and we fund a further about about 40,000 people. Um and our annual budget is slightly north of 21.6 billion a year. We are the largest employer in the state of the largest organizations the state. Uh you know, we provide a huge range of services right across the whole spectrum and we also fund other organizations who provide those services as well. So we would we would fund some voluntary and charity organizations and we would also uh by services from the latest A GP and other organizations as well. >>So talk to me about a year or so ago when the pandemic hit, what were some of the challenges that HSC faced and then when it came time to we have a vaccine, we have multiple vaccines that roll out um capability. What were some of the challenges that you faced initially? >>So from a an organizational perspective, um, there are, there were huge challenges in that. We were like every other health service worldwide facing uh, an enormous pandemic that was impacting on people. And this is all about people, it's all about people's lives. At the end of the day, people can talk about numbers and they can talk about costs and they can talk about other elements at the end of the day. This is about individual people's lives, their families and their communities. And for the HFC, our challenge was really about how do we manage to protect the totality of the population in Ireland as much as we can from, from the ravages of the virus. Um, and you know, the initial challenge we had was around contact tracing and managing that before a vaccine became available and once the vaccine became available it was then how do we stand up and national vaccine solution that we would be able to deliver and record vaccine to the totality of the population who were getting back? >>Yeah. So there was no pre existing vaccination program. Of course, probably in most places, you needed to get health care workers vaccinated ASAP. And it's also needed to be a national program. So what did you do next? After determining? All right, we need to work with some partners to be able to build technology to facilitate uh equitable, efficient rollout of the vaccine. >>So we did have regional vaccine systems and we do have a number of vaccine programs out there that were that were managing flu vaccine, heP C vaccine. But we needed we did we didn't have a national program and we needed to vaccinate people immediately. Um, and we also wanted to make sure that vaccine program was not dependent on the HSC infrastructure because, you know, we want to be able to vaccinate people in non HSC sites and we wanted non HSC staff to be able to vaccination. Uh, and we didn't want a huge pre dependent on our existing infrastructure. Um, so the first thing we did, we we looked at a number of vendors. Um, and we chose IBM as our partner with Salesforce. And that partnership is really a strategic partnership and it's a partnership that we worked through all the bumps and all the lumps of the program together. Um, and you know, and and there there have been challenges, but like it's too working with him and his team and through our team that we've overcome some of those challenges. Um, and like when we started off, remember the very first conversation I had with him as legislators, we need to vaccinate healthcare workers now, okay, you've got two weeks to start, um and we need to configure a system, get it up and running and to be able to um roll it out to the hospital And two. I'm very quickly then to all of our nursing care homes. Now, that was the challenge. >>And let's bring tIM in is this is a radically quick project from MPB to roll out in two weeks to talk to us about first about the IBM partnership with Salesforce and what you're building together. >>Absolutely. And it's great and Fran. It's interesting to hear you speaking about the run into this because from my perspective, a week before we all started this, we had a simple conversation called into Health Service Executive has some talking about some vaccination program, how can we help? And then within a week we've gone from zero to having how many calls with Fran and team just to understand and with the salesforce team to really understand how the 33 parties can bring the best of IBM, the best of Salesforce and the best of HSC in terms of the adaptability and what we need to get done to get those vaccinations up and running for the health care workers. Now, you know when franz said to me, we need something in two weeks, there was absolutely clarity. If you can't do it in two weeks there's a door, right? So we knew exactly the challenge and that's the kind of thing right before christmas that we were so fortunate to really bring in the team like everyone you think about this, everyone has probably the 14th of december, I was thinking of winding down thinking of having their christmas holidays and vacation time and everybody from the irish team and from the english team said no or cancel, christmas will cancel everything. So it's really christmas came early and christmas was canceled all at once, so and the key bit here, the strategic partnership is, I'm in the sales force have been working together for years and years and years growing out a partnership, we know their products really well, we've got huge capability in that space, but actually with the new health cloud part of it, the vaccine management parts are quite new to salesforce as well, only launched back in august september time, so it's quite new, so we had to go in together as a sort of partnership there to say to just get this done. So we had the best people from salesforce, I know the product, the best people from IBM all turning up on the 14th of december and saying right, we've got to get this done By the 29th with christmas and christmas holidays in the way the vacation time in the way, I think we have 36 hours of time off to eat turkey and fill ourselves before getting back to the wheel and really getting this done and to get I think was four acute hospitals we went into as of the 29th to start the vaccination program, so trying to do that, understanding everything is a compromise at that point, but it has to be secure, you know, this, this is, this is personal data going into these systems, so you can't forget about all the aspects, it's got this minimum but minimum with those kind of constraints as a health system. So it needs to be secure, it needs to also be that national platform going forward as well. So basing on a great platform like Salesforce, you know, you can scale out, you know, you've got those options to grow in the future, but yeah, not without a lot of challenge and then working out what's now getting to know each other, but if we only talked about twice before, we have to know each other pretty well now, um, but just trying to work out how we then structure, what's going to happen every two weeks afterwards, How is that going to move forward? We're going live every two weeks and we haven't done that now for the last three months, So good fun. >>So yeah, good fun. And but so much work to get done and according huge, coordinated effort in a very short time period, during a very challenging time. Talk to me a little bit about France, but you launched this um cloud management vaccine, Cloud management in january 2021 today to thank you. Told me one million people have been vaccinated so far. Talk to me about what the IBM Salesforce solution enables you to deliver to the HSC and to the irish citizens. >>So we have delivered a million vaccines. Okay to uh to stage is uh there's a dose one of those two for most people in Ireland. Um and there's about 720,000 people have got their dose one and the balance I've got, I've got the dose too, that's about sort of just about one in five of the population. That has to be that there has to be vaccinated. And one of these were very conscious of is that, you know, an organization is that we need to take a risk-based approach to this. So we need to look at the most vulnerable groups. There were lots of people who were dying from, you know, from this and they were all the a lot of people are elderly groups and people who were who were vulnerable with uh with pre medical condition. So our challenge was how do we, how do we vaccinate those people quickly and effectively uh and also vaccinate health care workers who are going to care for these people? Uh and and that's what we're, we prioritize the work. So we have to go into 50 acute sites, about 600 or so care homes. We set up a lot of what we call pop up clinics literally attended the in a location or we took over a sports hall or whatever we did. We rolled it out to the GPS to about 2.5 1000 G. P. Site. Um and all of that was being done while we were building the system. So we were, you know, building the system and designing the system on two weeks prints. We have to be agile way too quick. We can make huge compromises and we know that okay. I mean everyone wants a perfect system which is to make the compromise and look and see what you need to do now to keep the program running and how you manage that were, you know, Uh about 3000 users all to be set up fairly quickly or a little over between 1000 users so you can manage all that as you're going through everything. >>I think agile is the name of the game here. Tim talked to us about how you're delivering the agility in such a 10uous time. >>Well, we're all virtual which is added to the mix. But the funny thing with that agility, we've got a span of people across all the countries and everywhere that we can bring to that that party and we're running a normal but I was kind of a normal agile project except normally it would take 23 months to really get that team working effectively, getting to know each other and we just not had time to that to do that. So there's been a core team here and we're bringing in the experts around it. But really just everything is working with Fran work very hand in glove, trying just to work out what we need to do here to look at the next sprint, to look at the next go Live, to look at the compromise. How do we compromise for two weeks? What can we live with for two weeks? What's in the backlog for now? And Fran and I have many conversations, what do we need to do this week and then what's next week? And that's the level of fluidity And that's in part because of the way the pandemics and the response to pandemic is mapping out as we saw the vaccines are changing availability, is changing the rollout plan is changing. None of us have worked through a pandemic before. So agility is the name of the game at the highest level. I think we're all now very used to being sorry, there's a problem. Something's changed. Can we adapt the system to you know where normally in a sprint, I'd be thinking I've got some fixed requirements for two weeks. I'll build that and then do the next two weeks, everything is up for grabs and we're just having to maintain quality at the pace, the responsiveness and balancing it all as an IBM team and you think, and whilst we're also doing that on a platform that it takes time to configure and build these things as well. So it's some of it is you're gonna have to wait a few days. So sorry, you know, in a few days is really probably sometimes the maximum amount of time that can be, you can differ. But as Fran and everyone in the HRC and the, the national immunization office, everyone's pragmatic about realizing we're all in this together and it's really just being one single team, one unit working out and very open and transparent about the, after the possible >>we're doing something, go ahead. >>And we had a phrase, there was like, those are the pieces, we just just do it now and, and we did a lot of that. Okay. Um, you know, where there were things that were prioritized, we're in the middle of a sprint. Um, there were there were changes in the program or there were changes in how, how the vaccination was going to be delivered. Um, and we couldn't wait the week. Just it wasn't available. So we have this thing is just gonna do it now and him and the team, you know, drop what they were doing, you know, made the changes, we test them fast and we put them in and and that gave us then, you know, an extra time to actually then deliver the rest of the sprint and we have to do that. Several Okay. Several very, very late night to deliver >>and I imagine that's still going on. But to wrap here guys, amazing work that you've done together so far with the Salesforce vaccine Club Management rolling out across the HSC, you said one million vaccinations delivered many hundreds of thousands in the queue. I'm sure more iterative work and sleepless nights. But what you're doing for the country of Ireland is literally as friends in the beginning. Life saving Gentlemen, thank you so much for joining me today on the program. >>You're welcome. Thank you. You're very welcome. Thank you. >>Tim and Fran. I'm lisa martin. You're watching two cubes coverage of IBM think 2021. >>Mhm >>mm.

>>from the Cube Studios in Palo Alto and Boston connecting with thought leaders all around the world. This is a cube conversation. Hi, I'm John Furrier with the Cube. We're here for a special cube conversation about seeing with remote where Studio most of the time. But on the weekends we get an opportunity to talk to friends and experts, and he I wanted to really dig in with an awesome case study around AWS Cloud in a use case that I think is game changing for local community, especially this time of Cove. It you have local community work, local journalism suffering, but also connectedness and connected experiences was going to make. The difference is we come out of this pandemic a societal impact. But there's a real tech story here I want to dig into. We're here with Dan. True is the vice president of engineering for chemical Didja. They make an app called local Be TV, which basically takes over the air television and stream it to an app in your local area, enabling access to linear TV and on demand as well. For local communities. It's a phenomenal project, and it's unique, somewhat misunderstood right now, but I think it's going to be something that's going to really put Dan, thank you for coming on and chatting with >>Thanks for having me appreciate it. >>Okay, so I'm a big fan. I've been using the APP in San Francisco. I know New York's on the docket might be deployed. You guys have a unique infrastructure capability that's powering this new application, and this is the focus of the conversations. Q. Talk Amazon is a big part of this talk about your local BTV that you architect with this platform for broadcast television as a unique hybrid cloud architecture. Can you tell us about that? >>Certainly. I mean, one of our challenges, as you know, is that we are local television eso. Unlike a lot of products on the markets, you know, like your Hulu's or other VM PV products, which primarily service sort of national feeds and things like that, we have to be able to receive, um, over the air signals in each market. Um, many channels that serve local content are still over the air, and that is why you don't see a lot of them on those types of services. They tend to get ignored and available to many users. So that's part of our value. Proposition is to not only allow more people to get access to these stations, but, uh, allow the stations themselves to reach more people. So that means that we have to have a local presence in each market in order to receive those signals. Uh, so that's sort of forces us to have this hybrid model where we have local data centers. But then we also want to be able to effectively manage those in a central way. Uh, and we do that in our cloud platform, which is hosted on Amazon and using Amazon services. >>Let me take take a breath. Here. You have a hybrid architecture on Amazon so that you're using a lot of the plumbing, take us through what the architecture is. RAM is on using a variety of their services. Can you unpack that? >>Yeah. So, um, obviously it starts with some of the core services, like easy to s three RDS, which everybody on planet uses. Um, we're also very focused on using e CS. We're completely containerized, which allows us to more effectively deploy our services and scale them. Um, and one of the benefits on that front that Amazon provides is that because they're container services wired into all the other services, like cloud watch metrics, auto scaling policies, I am policies, things like that. It means it allows us to manage those things in a much more effective way. Um, and use those services too much more effectively make those things reliable and scalable. Um, we also use a lot of their technologies, for example, for collecting metrics. So we use kinesis and red shift to collect real time metrics from all of our markets across the US that allows us to do that reliably and at scale without having to manage complex detail systems like Kafka and other things. Um, as well, it's stored in a large data lake like red shift in Korea for analytics. And you know, things like that. Um, we also use, um, technologies like media Taylor s. So, for example, one of the big features that most stations do not have access to Israel. Time targeted advertising in the broadcast space. Many ads are sold and placed weeks in advance. Um, and not personalized, obviously. You know, for that reason, where is one of the big features we can bring to the table using our system and technologies like Media Taylor is we can provide real time targeted advertising, which is a huge win for these stations. >>What are some of the unique capabilities that you guys offer? Broadcast station partners? Because you're basically going in and partnering with broadcast ages as well. But also you're enabling new broadcasters to jump in, and it's well, what are some of the unique capabilities that you're delivering? What is Amazon brings to the table there. What are you doing that >>well again, it allows us because we can do things centrally. You know as well as the local reception. It allows us to do some interesting things. Like if we have channels that, um, are allowed to broadcast even outside their market, Um, then we could easily put them in other markets and get them even more of years. That way we have the ability to even do, like hyper local or community channels, you know that are not necessarily broadcasting over the standard antennas, um, but can get us a feed from, you know, whatever zip code and whatever market and we can give them a way to reach viewers in the entire market and other markets, or even just in their local area. So, you know, consider the case where maybe a high school or college you know, wants to show games or local content. Um, we provide a platform where they can now do that and reach more people, Um, using our app in our platform very, very easily. So that's another area that we want help Expand is not just your typical view of local of what's available in Phoenix, Um, but what's available in a particular city in that area or a local community where they want to reach their community more effectively or even have content that might be interesting to other communities in Phoenix or one of the other markets. >>You know, I think just is not going to side tangent here. I talked with your partner, Jim Long, who's the CEO? You guys have an amazing business opportunity again. I think it's kind of misunderstood, but it's very clear to me that follows in. It has huge passion of local journalism. You see awesome efforts out there by Charlie Senate from the Ground Truth Project report for America. They take a journalism kind of friend view. But if you add like that digital business model onto this local journalism, you can enable more video locally. I mean, that's really the killer app of video. And now it Koven. More than ever. I really want to know things like this. A mural downtown Palo Alto. Black lives, matters. I want to know what's going on. Local summer restaurants, putting people out of sidewalks. Right now I'm limited to, like, next door or very Laghi media, whether it's the website. So again, I think this is an opportunity to that plus education. I mean, Amazon education, for instance. You can get a degree cloud computing by sitting on the couch. So you know, this is again. This is a paradigm shift from an application standpoint, but you're providing essentially linear TV to app because in the local economy, So I just want to give you a shout out for that because I think it's super important. I think you know, people should get behind this, so congratulations, Okay, I'm often my little rant there. Let's get back down to some of that cloud stuff. So I think it's super interesting to me is you guys can stand up infrastructure very quickly. And what you've done here, you can leverage the benefits of Amazon. Goodness of cloud. You essentially can stand up a metro region pretty quickly. Try it. And it pretty impressive. So I gotta ask you what? Amazon services are most important for your business. >>Um, well, like I said, I think for us it's matching the central services. So we sort of talked about, uh, managing the software, the ap eyes, Um, and those are kind of the glue. So, you know, for us standing up a new metro is obviously, you know, getting the data center contracts and all the other you know, >>and >>ask yourself, you have to deal with just have a footprint. But essentially, once we have that in place, we can spin up the software in the data center and have it hooked into our central service within hours. Right? And we could be starting channels literally, literally within half a day. Um, so that's the really win for us is, um, having all that central blue and that central management system and the scalability where, you know, we can just add another 10 20 5100 markets. And the system is set up to scale centrally, um, where we can start collecting metrics the cloudwatch from those data centers. We're collecting logs and diagnostic information s so we can detect health and everything else centrally and monitor and operate all of these things centrally in a way that is saying and not crazy. We don't need a 24 7 knock of 1000 people to do this. Um, you know, and do that in a way that, you know, we as a relatively small company can still scale and do that in a sensible way in a cost effective way, which is obviously very important for us at our size. But at any size, um, you want to make sure if you're gonna go into 200 plus markets, that you have a really good cost model. Um and that's one of the things that where Amazon has really really helped us is allow us to do some really complex things in an efficient, scalable, reliable and cost effective way. You know, the cost for us to go into the new metro now is so small, you know, relatively speaking, but that's really allows. What allows us to do is the business of now. We just opened up New York, you know, and we're going to keep expanding on that model. So that's been a huge win for us. Is evaluating what Amazon can bring to the table versus other third parties, and we're building our own, you know, obviously which >>So Amazon gives you the knock, basically leverage and scale the data center you're referring to. That's pretty much just to get an origination point in the Derek. Exactly. That's right. So it's not like it's a super complex data center. You can just go in making sure they got all the normal backup recovery in the normal stuff. It's not like a heavy duty build up. Can you explain that? >>Yeah. So one thing we do do in our data centers is because we are local. Um, we have sort of primary data centers where we do do trans coding and origination of the video. So we receive the video locally, and then we want to transport and deliver it locally. And that way we're not sending video across the country and back try to things so that That is sort of the hybrid part of our model. Right? So we stand that up, but then that is all managed by the central service. Right? So we essentially have another container cluster using kubernetes in this case. But that kubernetes cluster is essentially told what to do by everything that's running in Amazon. So we essentially stand up the kubernetes cluster, we wire it up to the Central Service, and then from then on, it just we just go into the Central Service and say, Stand up these channels. Um and it all pops up >>with my final question on the Amazon piece is really about future capabilities Besides having a Cube channel, which I would love to have gone there. And I told my guys, We'll get there, but it's just too busy working around the clock is You guys are with Kobe tonight? Yeah, sand. I can almost see a slew of new services coming out just on the Amazon site. If I'm on the Amazon site, I'm thinking, okay, Outpost is the opportunity for me. I got stage maker machine learning coming in and value for user experience and also, you know, enabling their own stuff. They've got a ton of stuff with prime moving people around and delivering the head room for Amazon. This thing is off the charts. But that being said, that's Amazon could see them winning with this and certainly, you know, using elemental as well. But for you guys on the consumer side, what features and what new things do you see on the road map or what? You might envision the future looking like, >>Well, I think part of it. I think there's two parts. One is what are we gonna deliver ourselves, you know. So we talked about adding community content and continuing to evolve the local beauty product. Um, but we also see ourselves primarily as a local TV platform. Um, and you know, for example, you mentioned prime. And a lot of people are now realizing, especially with Cove, it and what's going on the importance of local television. Uh, and so we're in discussions on a lot of fronts with people to see how how we can be the provider of that local TV content. You know, um and that's really a lot of stationed. Are super excited about that, too, because, you know, again looking to expand their own footprint and their own reach. You know, we're basically the way that we can join those two things together between the stations, the other video platforms and distribution mechanisms and the viewers. Obviously, at the end of the day, um, you know, we want to make sure local viewers can get more local content and stuff that's interesting to them. You know, Like you said with the news, it is not uncommon that you may have your Bay Area stations, but the news is still may be very focused on L. A or San Francisco or whatever, Um and so being able to enable, uh, you know, the smaller regional outlets to reach people in that area in a more local fashion. It is definitely a big way that we can facilitate that from the platform. And you were perspective. So we're hoping to do that in any way we can. You know, our main focus is make local great, you know, get the broadcast world out there, and that's not going anywhere, especially with things like HSC tree. Uh, you know, on that front, um, and you know, we just want to make sure that those people are successful, um, and can reach people and revenue and, you know, >>you got a lot of uncertainty, But I think one of the things that's just think about your project that I find is a classic case of people who focus in on that just the current market value, investing versus kind of game changing shifts is that you guys are horizontally enabling in the sense that there's so many different use cases. I was pointing out from my perspective, journalism. I'm like, I look at that and I'm like, Okay, that's a huge opportunity. Just they're changing the game on Societal impact on journalism, Huge education, opportunity for cord cutters. You're talking about a whole nother thing around TV. So I gotta ask you, you know, pretend I'm an idiot for a minute. Why are pretending that this person from this making I am entity after I don't understand it? Isn't this just TV? What are you doing Different? Because it's only local. I can't watch San Francisco. I'm in Chicago and I can't watch Chicago. I'm in San Francisco. I get that. You know why? Why is this important? Isn't this just TV can I just get on YouTube? I mean, tech talk. Well, talk about the yes >>or no. I mean, there's a TV, and then there's TV, You know, as you know, um and, you know, if you look at the TV landscape just pretty fracture. But typically, when you're talking about YouTube or who you're talking about, sort of cable TV channels, you know you're going to get your Andy, you're gonna get some of your local to ABC and what not? Um, but you're not really getting local contact. And So, for example, in our Los Angeles market, um, we there are There are about 100 something over the air channels. If you look at the cross section of which of those channels you can get on your other big name products like you lose your YouTube TV, you're talking about maybe half a dozen or a dozen, right? So there's like 90 plus channels that are local to L. A. That you can only get through an antenna, right? And those were hitting the type of demographics. You know, quite frankly, some of these other players or just, you know, don't see is important >>under other minorities exact with immigrants. You know, the entrepreneurs of our country? Yes, >>exactly. You know, So, you know, we see a lot of Korean channels or Spanish channels or other. You know, um, minority channels that you just won't get over your cable channels or your typical online video providers. So that's again Why, You know, we feel like we've got something that is really unique. Um, and that is really underserved, you know, as far as on a television sampling, Um, the other side that we bring to the table is that a lot of these broadcast channels, our underserved themselves in terms of technology, Right, if you look at, you know, ad insertion, um and you know a lot of the technical discussions about how to do live TV and how to get live TV out there. It's very focused on the OT market. So again, going back to who lose, and >>then you take a little over the top with the >>over the top. Yeah. Um and so this broadcast market basically had no real evolution on that front in a while. You know, I sort of mentioned like the way ad buying works, you know, it's still sort of the traditional and buying that happens a couple weeks in front, Not a lot of targeted or anything ability. Um, And even when we get to the HSC three, we're now relying on having an h A street TV and you're still tied to an antenna, etcetera, etcetera, which is again, a good move forward, but still not covering the spectrum of what these guys really want to reach and do. So that's where we kind of fill in the gaps, you know, using technology and filling in the gap of receiving a signal and bringing these technologies. So not only the ad insertion and stuff we can do for the live stream, Um, but providing analytics and other tools to the stations, uh, that they really don't have right now, unless you're willing to shell out a lot of money for Neilson, which a lot of local small stations don't do. Uh, so we can provide a lot of analytics on viewership and targeting and things like that that really looking forward to and really excited >>about. I gotta ask you put you on the spot here because I don't see Andy Jassy at reinvent might Hopefully I'll see in this year. They do a person event. He's really dynamic. And you just said, I mean, I think he tends to read his emails a lot. And if you're a customer and you are. But if you bumped into Andy Jassy on the elevators like okay, why should I pay attention to digital? What's why is it important for Amazon? And why is it important for the world? How do you raise the bar on society? >>Well, I think part of what Amazon's goal. And you know, especially if you get into, you know, their work in public sector on education. Um, you know, that's really where we see we're focusing with the community on local television and enabling new types of local television. So I think there's a lot of advantage, and, um, I hate the word synergy, but I'm gonna use the word synergies, you know, um, this for us, You know, our goals in those areas around really helping, you know, uh, you know, one of the terms flying around now is the double bottom line where it's not just about revenue. It's about how do we help people in communities be better as well. Um, so there's a bottom line in terms of uh huh. People benefit and revenue in that way, not just financial revenue. Right. And you know, that's very important to us as a business as well is, you know, that's why we're focused on local TV. And we're not just doing another food. Go where it's really easy to get a nightie national feed. You know, it's really important to us to enable the local community and the local broadcasters and local channels and the local viewers to get the content, um that they're missing out on right now. Um, so I think there's a your energy on that front. Um, as >>far synergy and the new normal to have energy in the new normal. You know, I think I think >>of it. And, you know, um, and some of the other things that have been happening in the news of the black lives matter And, um, you know, a lot of things going around where you know, local and community has been in the spotlight, right? And getting the word out and having really local things versus hundreds. Seeing this thing from you know, three counties away which I don't really care about. It's not telling me what's happening down the street, like you said, Um, and that's really what we want to help improve and support. >>Yeah, no, it's a great mission is one. We care a lot about the Cube. We've seen the data content drives, community engagement and communities where the truth is so in an era where we need more transparency and more truth, you get more cameras on the street, you're going to start to see things, and that's what we're seeing. A lot of things. And as more data is exposed as you turn the lights on, so this week that kind of data will only help communities grow, heal and thrive. So to me, a big believer in what you guys are doing local BTV is a great mission. I wish you guys well, and thanks for explaining the infrastructure on Amazon. I think you guys have a really killer use case. Technically, I mean to me, I think the technical superiority, what you've done, the ability to stand up these kinds of networks with massive number potential reach out of the gate. It's just pretty impressive. Congratulations, >>right? Thank you very much. And thanks for taking the time. >>Okay. Dan Drew, vice president of Jennifer. Did you start up That a lot of potential will. See. Let's go check out the comments on YouTube while we're here. Since we got you, let's see what's going on in the YouTube front year. Yeah, The one question was from someone asked me Was from TV serious that Dan, Great to see you. Thanks for taking the time on Sunday and testing out this new zoom home recording my home studio. But you got to get cleaned up. Thanks for taking the time Problem. Okay, Take care. Yeah. Yeah, yeah, yeah.

>>from the Keep studios in Palo Alto in Boston, connecting with thought leaders all around the world. This is a cube conversation. Hi, I'm John Furry with the Cube. We're here for a special Q conversation, housing with remote, where in studio most of the time. But on the weekends, I get an opportunity to talk to friends and experts, and he I wanted to really dig in with an awesome case study around AWS Cloud in a use case that I think is game changing for local community, especially this time of Cove. It you have local community work, local journalism suffering, but also connected this and connected experiences was gonna make. The difference is we come out of this pandemic a societal impact. But there's a real tech story here I want to dig into. We're here with Dan. True is the vice president of engineering for Chemical. Did you? They make a nap coat local be TV, which basically takes over the air television and streams it to an app in your local area, enabling access to many your TV and on demand as well. For local communities, it's a phenomenal project and its unique, somewhat misunderstood right now, but I think it's gonna be something that's going to really put Dan, thank you for coming along and chatting. Thanks >>for having me appreciate it. >>Okay, so I'm a big fan. I've been using the APP in San Francisco. I know New York's on the docket. I might be deployed. You guys have a unique infrastructure capability that's powering this new application, and this is the focus of the conversations. Q. Talk Amazon is a big part of this. Talk about your local be TV that you are protected. This platform for broadcast television has a unique hybrid cloud. Architecture. Can you tell us about that? >>Certainly. I mean, one of our challenges, as you know, is that we are local television eso unlike a lot of products on the markets, you know, like your Hulu's or other VM PV products, which primarily service sort of national feeds and things like that. Ah, we have to be able to receive, um, over the air signals in each market. Um, many channels that serve local content are still over the air, and that is why you don't see a lot of them on those types of services. They tend to get ignored and unavailable to many users. So that's part of our value. Proposition is to not only allow more people to get access to these stations, but, uh, allow the station's themselves to reach more people. So that means that we have to have a local presence in each market in order to receive those signals. Eso that's sort of forces us to have this hybrid model where we have local data centers. But then we also want to be able to effectively manage those in a central way. On. We do that in our cloud platform, which is hosted on Amazon and using Amazon service. >>Let me take take a breath. Here. You have a hybrid architecture on Amazon. So such a using a lot of the plumbing take us through what the architectures ram is on using a variety of their services. Can you unpack that? >>Yeah. So, um, obviously starts with some of the core services, like easy to s three already us, which everybody on planet uses. Um, we're also very focused on using PCs were completely containerized, which allows us to more effectively deploy our services and scale them. Um, and one of the benefits on that front that Amazon provides is that because they're container services wired into all the other services, like cloud, What metrics? Auto scaling policies. I am policies. Things like that. It means it allows us to manage those things in a much more effective way. Um, and use those services too much more effectively make those things reliable and scalable. Um, we also use a lot of their technologies, for example, for collecting metrics. So we use kinesis and red shift to collect real time metrics from all of our markets across the U. S. Uh, that allows us to do that reliably and at scale without having to manage complex each l systems like Kafka and other things. Um, as well a stored in a, uh, large data lake like red shift in Korea for analytics. And you know, things like that. Um, we also use, um, technologies like media Taylor s O, for example, one of the big features that, uh, most stations do not have access to Israel. Time targeted advertising in the broadcast space. Many ads are sold and placed weeks in advance. Um, and not personalized, obviously. You know, for that reason. Where is one of the big features we can bring to the table? Using our system and technologies like Media Taylor is we can provide real time targeted advertising, which is a huge win for these stations. >>What are some of the unique capabilities that you guys are? Offer broadcast station partners because you're basically going in and partnering with broadcast ages as well, but also your enabling new broadcasters to jump. And it's well, what are some of the unique capability that you're delivering? What is that? It's on the table there. What are you doing? This You >>well again. It allows us because we can do things centrally. You know as well as the local reception allows us to do some interesting things. Like if we have channels that, um, are allowed to broadcast even outside their market, Um, then we can easily put them in other markets and get them even more of years. That way we have the ability to even do, like hyper local or community channels, you know that are not necessarily broadcasting over the standard antennas, um, but could get us a feed from, you know, whatever. Zip code in whatever market and we can give them away toe reach viewers in the entire market and other markets, or even just in their local area. So, you know, consider the case where maybe a high school or a college you know, wants to show games or local content. Um, we provide a platform where they can now do that and reach more people, Um, using our app in our platform very, very easily. So that's another area that we want toe help Expand is not just your typical view of local of what's available in Phoenix, Um, but what's available in a particular city in that area or a local community where they want toe, um, reach their community more effectively, or even have content that might be interesting to other communities in Phoenix or one of the other markets? >>No, I think just is not going to side tension here. I talked with your partner. Jim longs to see you guys have an amazing business opportunity again. I think it's kind of misunderstood, but it's very clear to me that follows in. It has huge passion of local journalism. You see awesome efforts out there by Charlie Senate from the ground Truth project report for America. They take a journalism kind of friend few. But if you add like that, did you business model ought to This local journalism you can enable more video locally. I mean, that's really the killer app of video. And now it Koven. More than ever. I really want to know things like this. A mural with downtown Palo Alto Black lives matters. I want to know what's going on. Local summer restaurants, putting people out of sidewalks. Right now I'm limited to, like, next door or very Laghi media, whether it's the website. So again, I think this is an opportunity to that plus education. I mean Amazon educated Prince, that you can get a degree cloud computing by sitting on the couch. So, you know, this is again. This is a paradigm shift from an application standpoint, but you're providing essentially linear TV toe because in the local economy, So I just want to give you a shout out for that because I think it's super important. I think you know, people should get behind this. Eso congratulates. Okay, I'm often my little rant there. Let's get back down to some of that cloud steps. I think what super interesting to me is you guys can stand up infrastructure very quickly and what you've done here, you delivery of the benefits of Amazon of the goodness of cloud you, especially in stand up a metro region pretty quickly try it. And it pretty impressive. So I gotta ask you what? Amazon services are most important for your business. >>Um, well, like I said, I think for us it's matching the central services. So we sort of talked about, uh, managing the software, the AP eyes, um, and those kind of the glue. So, you know, for us standing up a new metro is obviously, you know, getting the data center contracts and all the other you know, >>and >>ask yourself, you have to deal with just have a footprint. But essentially, once we have that in place, we can spin up the software in the data center and have it hooked into our central service within hours. Right? And we could be starting channels >>literate >>literally within half a day. Um, so that's the rial win for us is, um, having all that central blue and the central management system and the scalability where You know, we can just add another 10 20 5100 markets. And the system is set up to scale centrally, um, where we can start collecting metrics their cloudwatch from those data centers. We're collecting logs and diagnostic information. Eso weaken the type health and everything else centrally and monitor and operate all of these things centrally in a way that is saying and not crazy. We don't need a 24 7 knock of 1000 people to do this. Um, you know, and do that in a way that, you know, we, as a relatively small company can still scale and do that in a sensible way, a cost effective way, which is obviously very important for us at our size. But at any size, um, you want to make sure if you're gonna go into 200 plus markets, that you have a really good cost model. Um and that's one of the things that where Amazon has really really helped us is allow us to do some really complex things and an efficient, scalable, reliable and cost effective way. You know, the cost for us to go into the New Metro now is so small, you know, relatively speaking. Um, but that's really allows. What allows us to do is a business of now. We just opened up New York, you know, and we're going to keep expanding on that model. So that's been a huge win for us. Is evaluating what Amazon could bring to the table versus other third parties and or building our own? You know, obviously which >>So Amazon gives you the knock, basically leverage and scale the data center you're referring to. That's pretty much just to get an origination point in the derrick. Exactly. That's right. It's not like it's a super complex data center. You can just go in making sure they got all the normal commute back of recovery in the North stuff. It's not like a heavy duty buildup. Can you explain that? >>Yeah. So one thing we do do in our data centres is because we are local. Um, we have sort of primary data centers. Ah, where we do do trance coating and origination of the video eso we receive the video locally, and then we want to transport and deliver it locally. And that way we're not sending video across the country and back trying to think so that that is sort of the hybrid part of our model. Right? So we stand that up, but then that is all managed by the central service. Right? So we essentially have another container cluster using kubernetes in this case. But that kubernetes cluster is essentially told what to do by everything that's running in Amazon. So we essentially stand up the kubernetes cluster, we wire it up to the Central Service, and then from then on, it just we just go into the Central Service and say, Stand up these channels. Um and it all pops up >>with my final question on the Amazon pieces is really about future capabilities Besides having a cube channel, which I would love to head on there. And I told my guys, We'll get there. But what is this too busy working around the clock is You guys are with Kobe tonight? Yeah, sand. I can almost see a slew of new services coming out just on the Amazon site if I'm on the Amazon. So I'm thinking, OK, outposts. The opportunity from a I got stage maker machine learning coming in any value for user experience and also, you know, enabling in their own stuff. They got a ton of stuff with prime the moving people around and delivering the head room for Amazon. This thing is off the charts. But that being said, that's Amazon could see them winning with this. I'm certainly I know using elemental as well. But for you guys on the consumer side, what features and what new things do you see on the road map or what? You might envision the future looking like, >>Well, I think part of it. I think there's two parts. One is what are we gonna deliver ourselves, you know? So we sort of talked about adding community content and continuing to evolve the local beauty product. Um, but we also see ourselves primarily as a local TV platform. Um, and you know, for example, you mentioned prime. And a lot of people are now realizing, especially with Cove, it and what's going on the importance of local television. Ah, and so we're in discussions on a lot of fronts with people to see how how we can be the provider of that local TV content, you know, um and that's really a lot of stationed are super psyched about that to just, you know, again looking to expand their own footprint and their own reach. You know, we're basically the way that we conjoined those two things together between the station's the other video platforms and distribution mechanisms and the viewers. Obviously, at the end of the day, um, you know, we want to make sure local viewers can get more local content and stuff this interesting to them. You know, like you said with the news, it is not uncommon that you may have your Bay area stations, but the news is still may be very focused on L. A or San Francisco or whatever. Um and so being able to enable, uh, you know, the smaller regional outlets to reach people in that area in a more local fashion, uh, is definitely a big way that we can facilitate that from the platform. And, you know, if you were perspective, so we're hoping to do that in any way we can. You know, our main focus is make local great, you know, uh, get the broadcast world out there, and that's not going anywhere, especially with things like HSC tree. Uh, you know on the front. Um, and you know, we just want to make sure that those people are successful, um, and can reach people and make revenue. And, you know, >>you got a lot of it and search number two. But I think one of the things that's just think about your project that I find is a classic case of people who focus in on that Just, you know, current market value investing versus kind of game changing shifts is that you guys air horizontally, enabling in the sense that there's so many different use cases. I was pointing out from my perspective journalism, you know, I'm like, I look at that and I'm like, OK, that's a huge opportunity. Just they're changing the game on, you know, societal impact on journalism, huge education, opportunity for cord cutters. You're talking about a whole nother thing around TV. I gotta ask you, you know, pretend I'm an idiot for a minute by our pretending that this person from this making I amenity after I don't understand is it Isn't this just TV? What are you doing? Different? Because it's only local. I can't watch San Francisco. I'm in Chicago and I can't watch Chicago in San Francisco. I get that. You know why? Why is this important? Isn't this just TV? Can I just get on YouTube? Mean Tic tac? Well, talk about the yes >>or no. I mean, there's TV, and then there's TV, You know, as you know, um and, you know, if you look at the TV landscape just pretty fracture. But typically, when you're talking about YouTube or who you're talking about, sort of cable TV channels, you know, you're gonna get your Annie, you're going to get some of your local to ABC and what not? Um, but you're not really getting local contact. And So, for example, in our Los Angeles market, um, we there are There are about 100 something over the air channels. If you look at the cross section of which of those channels you can get on your other big name products like you lose your YouTube TV, you're talking about maybe 1/2 a dozen or a dozen, right? So there's like 90 plus channels that are local to L. A. That you can only get through an antenna, right? And those air hitting the type of demographics. You know, quite frankly, some of these other players or just, you know, don't see is important >>under other minorities. Back with immigrants, you know, hit the launch printers of our country. Yes, >>exactly. You know, So, you know, we might see a lot of Korean channels or Spanish channels or other. You know, um, minority channels that you just won't get over your cable channels or your typical online video providers. So that's again Why, you know, we feel like we've got something that is really unique. Um, and that is really underserved, you know, as far as on a television sampling, Um, the other side that we bring to the table is that a lot of these broadcast channels are underserved themselves in terms of technology. Right? If you look at, you know, at insertion, um and you know, a lot of the technical discussions about how to do live TV and how to get live tv out there. It's very focused on the o t T market. So again, going back to who lose and >>the utility well, over the top of >>over the top. Yeah. Um and so this broadcast market basically had no real evolution on that front in a while, you know? And I sort of mentioned, like the way ad buying works. You know, it's still sort of the traditional and buying that happens a couple weeks in front. Not a lot of targeted or anything ability. Um, And even when we get to the HSC three, you're now relying on having an H s street TV and you're still tied to an antenna, etcetera, etcetera, which is again, a good move forward, but still not covering the spectrum of what these guys really want to reach and do. So that's where we kind of fill in the gaps, you know, using technology and filling in the gap of receiving a signal and bringing these technologies. So not only the ad insertion and stuff we can do for the life stream, Um, but providing analytics and other tools to the stations, uh, that they really don't have right now, unless you're willing to shell out a lot of money for Nielsen, which a lot of local small stations don't do s so we can provide a lot of analytics on viewership and targeting and things like that that they're really looking forward to and really excited >>about. I gotta ask you, put you on the spot. He'll because I don't see Andy Jassy. It reinvented might. Hopefully I'll see him this year. They do a person event. He's really dynamic. And you just said it made me think he tends to read his emails a lot. And if your customer and you are. But if you bumped into Andy Jassy on the elevators like, Hey, why should I pay attention to? Did you? What's why is it important for Amazon? And why is it important for the world? How does it raise the bar on society? >>Well, I think part of what Amazon's goal And you know, especially if you get into, you know, their work in the public sector on education. Um, you know, that's really where you know, we see we're focusing with the community on local television and enabling new types of local television eso. I think there's a lot of, uh, advantage, and, um, I hate the word synergy, but I'm going to use the word synergies, you know, um, this for us, You know, our goals in those areas around, you know, really helping, you know, Uh, you know, one of the terms flying around now is the dot double bottom line, where it's not just about revenue. It's about how do we help people and communities be better as well? Um, so there's a bottom line in terms of, uh, people benefit and revenue in that way, not just financial revenue, Right? And you know, that's very important to us as a business as well is, you know, that's why we're focused on local TV. And we're not just doing another food. Go where it's really easy to get a night. The national feed. You know, it's really important to us to enable the local, um, community and the local broadcasters and local channels and the local viewers to get that content, Um, that they're missing out on right now. Um, so I think there's a energy on that front A so >>far, synergy and the new normal to have energy in the near normal. You know, I think I think Kobe did. >>And you know, um, and some of the other, uh, things that have been happening in the news of the black lives matter and, um, you know, a lot of things going around where you know, local and community has been in the spotlight right and getting the word out and having really local things versus 100. Seeing this thing from, you know, three counties away, which I don't really care about, it's not telling me what's happening down the street, like you said, Um, and that's really what we want to help improve and support. >>Yeah, I know it's a great mission is one we care a lot of cute. We've seen the data content drives, community engagement and communities where the truth is so in an era where we need more transparency and more truth, you get more cameras on the street, you're gonna start to see things. That's what we're seeing, a lot of things. And as more data is exposed as you turn the lights on, so this week that kind of data will only help communities grow, heal and thrive. So, to me, big believer in what you guys are doing local be TV is a great mission. Wish you guys well and thanks for explaining the infrastructure on Amazon. I think you guys have a really killer use case. Technically, I mean to me. I think the technical superiority of what you've done. Abilities stand up. These kinds of networks with massive number potential reach out of the gate. It's just pretty impressive. Congratulations, >>Right. Thank you very much. And thanks for taking the time. >>Okay. Dan Drew, vice president of James. Did you start up? That's a lot of potential. Will. See. Let's go check out the comments on YouTube while we're here. Since we got you, let's see what's going on the YouTube front year. Yeah. The one question was from someone asked me, Was stiff from TV Cres that William Dan, Great to see you. Thanks for taking the time on Sunday and testing out this new zoom home recording my home studio, which I got to get cleaned up a little. Thank you for your time problem. Okay, take care.

>> Announcer: Live from San Jose, in the heart of Silicon Valley, it's theCUBE, covering DataWorks Summit 2017. Brought to by Hortonworks. >> Welcome back to theCUBE, we are live, on day two of the DataWorks Summit. I'm Lisa Martin. #DWS17, join the conversation. We've had a great day and a half. We have learned from a ton of great influencers and leaders about really what's going on with big data, data science, how things are changing. My cohost is George Gilbert. We're joined by my old buddy, the COO of Hortonworks, Rajnish Verma. Raj, it's great to have you on theCUBE. >> It's great to be here, Lisa. Great to see you as well, it's been a while. >> It has, so yesterday on the customer panel, the Raj I know had great conversation with customers from, Duke Energy was one. You also had Black Knight on the financial services side. >> Rajnish: And HSC. >> Yes, on the insurance side, and one of the things that, a couple things that really caught my attention, one was when Duke said, kind of, where they were using data and moving to Hadoop, but they are now a digital company. They're now a technology company that sells electricity and products, which I thought was fantastic. Another thing that I found really interesting about that was they all talked about the need to leverage big data, and glean insights and monetize that, really requires this cultural shift. So I know you love customer interactions. Talk to us about what you're seeing. Those are three great industry examples. What are you seeing? Where are customers on this sort of maturity model where big data and Hadoop are concerned? >> Sure, happy to. So one thing that I enjoy the most about my job is meeting customers and talking to them about the art of the possible. And some of the stuff that they're doing, and, which was only science fiction, really, about two or three years ago. And they're a couple of questions that you've just asked me as to where they are on their journey, what are they trying to accomplish, et cetera. I remember about, five, seven, 10 years ago where Marc Andreessen said "Software is eating the world." And to be honest with you, now, it's now more like every company is a data company. I wouldn't say data is eating the world, but without effective monetization of your data assets, you can't be a force to reckon with as a company. So that is a common theme that we are seeing irrespective of industry, irrespective of customer, irrespective of really the size of the customer. The only thing that sort of varies is the amount and complexity of data, from one company to the other. Now, when, I'm new to Hortonworks as you know. It's really my fifth month here. And one of the things that I've seen and, Lisa, as you know, are coming from TIBCO. So we've been dealing with data. I have been involved with data for over a decade and a half now, right. So the difference was, 15 years ago, we were dealing with really structured data and we actually connected the structured data and gleaned insights into structured data. Now, today, a seminal challenge that every CIO or chief data officer is trying to solve is how do you get actionable insights into semi-structured and unstructured data. Now, so, getting insights into that data first requires ability to aggregate data, right. Once you've aggregated data, you also need a platform to make sense of data in real-time, that is being streamed at you. Now once you do those two things, then you put yourself in a position to analyze that data. So in that journey, as you asked, where our customers are. Some are defining their data aggregation strategy. The others, having defined data aggregation, they're talking about streaming analytics as a platform, and then the others are talking about data science and machine learning and deep learning, as a journey. Now, you saw the customer panel yesterday. But the one point I'd like to make is, it's not only the Duke Energies and the Black Knights of the world, or the HSC, who I believe are big, large firms that are using data. Even a company like, an old agricultural company, or I shouldn't say old but steeped in heritage is probably the right word. 96, 97 year old agricultural company that's in the animal feed business. Animal feed. Multi-billion dollar animal feed business. They use data to monetize their business model. What they say is, they've been feeding animals for the last 70 years. Sp now they go to a farmer and they have enough data about how to feed animals, that they can actually tell the farmer, that this hog that you have right now, which is 17 pounds, I can guarantee you that I will have him or her on a nutrition that, by four months, it'll be 35 pounds. How much are you willing to pay? So even in the animal feed business, data is being used to drive not only insights, but monetization models. >> Wow. >> So. >> That's outstanding. >> Thank you. >> So in getting to that level of sophistication, it's not like every firm sort of has the skills and technology in place to do that. What are some of the steps that you find that they typically have to go through to get to that level of maturity? Like, where do they make mistakes? Where do they find the skills to manage on-prem infrastructure, if it is on-premmed? What about, if they're trying to do a hybrid cloud setup. How complex is that? >> I think that's where the power of the community comes through at multiple levels. So we're committed to the open-source movement. We're committed to the community-based development of data. Now, this community-based business model does a few things. Firstly, it keeps the innovation at the leading edge, bleeding edge, number one. But as you heard the panel talk about yesterday, one of the biggest benefits that our customers see of using open source, is, sure economics is good, but that's not the leading reason. Keeping up with innovation, very high up there. Avoiding when to lock in, again very, very high up there. But one of the biggest reasons that CIOs gave me for choosing open source as a business model is more to do with the fact that they can attract good talent, and without open source, you can't actually attract talent. And I can relate to that because I have a sophomore at home. And it just happened to me that she's 15 now but she's been using open source since she was 11. The iPhone and, she downloads an application for free. She uses it, and if she stretches the limit of that, then she orders something more in a paid model. So the community helps people do a few things. Be able to fail fast if they need to. The second is, it lowers the barriers of entry, right. Because it's really free. You can have the same model. The third is, you can rely on the community for support and methodologies and best practices and lessons learned from implementations. The fourth is, it's a great hiring ground in terms of bringing people in and attracting Millennial talent, young talent, and sought-after talent. So that's really probably the answer that I would have for that. >> When you talk about the business model, the open-source business model and the attraction on the customer side, that sounded like there's this analogy with sort of the agro-business customer in the sense that there are offering data along with their traditional product. If your traditional product is open-source data management, what a room started telling us this morning was the machine learning that goes along with operating not only your own sort of internal workloads but customers, and being to offer prescriptive advice on operations, essentially IT operations. Is that the core, will that become the core of sort of value-add through data for an open-source business model like yours? >> I don't want to be speculative but I'll probably answer it another way. I think our vision, which was set by our founder Rob Bearden, and he took you guys through that yesterday, was way back when, we did say that our mission in life is to manage the world's data. So that mission hasn't changed. And the second was, we would do it as a open-source community or as a big contributing part of that community. And that has really not changed. Now, we feel that machine learning and data science and deep learning are areas that we're very, very excited about, our customers are very, very excited about. Now, the one thing that we did cover yesterday and I think earlier today as well, I'm a computer science engineer. And when I was in college, way back when, 25 years ago, I was interested in AI and ML. And it has existed for 50 years. The reason why it hasn't been available to the common man, so as to speak, is because of two reasons. One is, it did not have a source of data that it could sit on top of, that makes machine learning and AI effective. Or at least not a commercially-viable option to do so. Now, there is one. The second is, the compute power required to run some of the large algorithms that really give you insights into machine learning and AI. So we've become the platform on which customers can take advantage of excellent machine learning and AI tools to get insights. Now, that is two independent sort of categories. One is the open source community providing the platform. And then what tools the customer has used to apply data science and machine learning, so. >> So, all right. I'm thinking something that is slightly different and maybe the nuance is making it tough to articulate. But it's how can Hortonworks take the data platform and data science tools that you use to help understand how to operate important works, whether it's on a customer prem, or in the cloud. In other words, how can you use machine learning to make it a sort of a more effective and automated manage service? >> Yeah, and I think that's, the nuance's not lost in me. I think what I'm trying to sort of categorize is, for that to happen, you require two things. One is data aggregator across on-prem and cloud. Because when you have data which is multi-tenancy, you have a lot of issues with data security, data governance, all the rest of it. Now, that is what we plan to manage for the world, so as to speak. Now, on top of that, customers who require to have data science or deep learning to be used, we provide that platform. Now, whether that is used as a service by the customer, which we would be happy to provide, or it is used inhouse, on-prem, on various cloud models, that's more a customer decision. We don't want to force that decision. However, from the art of the possible perspective, yes it's possible. >> I love the mission to manage the world's data. >> Thank you. >> That's a lofty goal, but yesterday's announcements with IBM were pretty, pretty transformative. In your opinion as chief operating officer, how do you see this extension of this technology and strategic partnership helping Hortonworks on the next level of managing the world's data? >> Absolutely, it's game-changing for us. We're very, very excited. Our colleagues are very, very excited about the opportunity to partner. It's also a big validation of the fact that we now have a pretty large open-source community that contributes to this cause. So we're very excited about that. The opportunity is in actually our partnering with a leader in data science, machine learning, and AI, a company that has steeped in heritage, is known for game-changing, next technology moves. And the fact that we're powering it from a data perspective is something that we're very, very excited and pleased about. And the opportunities are limitless. >> I love that, and I know you are a game-changer, in your fifth month. We thank you so much, Raj, for joining us. It was great to see you. Continued success, >> Thank you. >> at managing the world's data and being that game-changer, yourself, and for Hortonworks as well. >> Thank you Lisa, good to see you. >> You've been watching theCUBE. Again, we're live, day two of the DataWorks Summit, #DWS17. For my cohost, George Gilbert, I'm Lisa Martin. Stick around guys, we'll be right back with more great content. (jingle)