>> Commentator: From theCUBE studios in Palo Alto, in Boston, connecting with thought leaders all around the world, this is a CUBE conversation. >> Welcome to theCUBE's conversation with Dell Technologies. I'm Lisa Martin and today I'm talking with Mark Sanders, the VP of Global Presales from the Data Protection Division at Dell Technologies. Mark, welcome to theCUBE. >> Thank you for having me, Lisa. >> Great to meet you virtually in this new world that we're all operating in. So I want to understand a couple of things, when you were in the field talking with customers, as I'm sure you are on a daily basis, now virtually. But, in terms of value, I think nowadays for businesses to understand the value that technology decisions and longterm benefits can make to their environments is critical as budgets are changing, they're shrinking, et cetera. Validate the Value or VTV is a methodology that Dell EMC has pioneered. Tell me about that and what does it actually mean? >> Yeah, I mean, when was the last time a customer said, "Hey, I need to do more with less", right? It just doesn't happen. So, the reality is customers are under extreme pressure when they make us an investment, to validate that what they planned it to solve, like, what's the outcome they're looking for actually came true. And, you know, we pioneered this process where we go back in after a solution has been implemented, and it's, you know, been installed for a little bit of time and go in and pull a bunch of stats from the system so we can objectively provide data to the customer that says, this is the actual performance, this is the actual outcome that you receive for the solution that you invested in. And then, you know, what's really transpired once we created that process is customer really loved seeing this information, so they wanted to see it on a frequent basis and it kind of evolved into a process where we can quickly identify key KPIs with a dashboard view, DU proficiency, time to back up, time to restore, success, failure rates and as systems evolve continually provide an update to the customer on the value of the system that they have from us is providing to them and keep in front of mind and then, you know, nowadays we not only show them the stats of the system, but also then validate the actual Cost to Serve, meaning the amount of data they're holding versus the investment they've made, you do the math, you can come up with a cost per Gigabyte to that store on the system, which are key metrics that customers like to see. >> Well, that quantification is critical, right? Because there's a lot of competitors in the market that do similar things, but being able to not just show metrics from a survey or an analyst report, but actual customer metrics. These are the numbers that we're generating for you on a weekly or a monthly basis. That sounds pretty differentiating. >> It sure is. The reality is, if you can show a customer not only the performance of their system and validate it to that level, that really puts a lot of the noise in the system from different competitors who are claiming other things, you know, puts it to rest when the real data, it's really performing, the cost of service is exceptional. When they compare that to another solution that they're looking at, it's a no brainer that why they continue to invest in and stay with Dell EMC. The other point of this is you can show an Automatized B2B to potential customer to show, hey, this is a customer, the same vertical you are, who's doing the same things that you're talking about doing with us. Here are the stats that they're seeing, it's a real proof points and what I've found in the market is those who can truly show the value that their system can do and validate it do, and those who just rely on Marchitecture and PowerPoint slides and handshakes, they don't talk about these things and, you know, if you scan the market, I don't hear any other vendor talking about validate the value or showing objective stats after implementation and actually doing the cost and serve math for them. And you should be asking yourself as a customer who's considering us, why aren't the other guys talking about this? It's because their numbers aren't as good as ours. If you had better stats than us, I guarantee you'd be talking about it all day long, twice on Sunday. >> So validate the value, how does that synergize with TCO and ROI some of the other metrics that we're often used to hearing? Is this a kind of like a trifecta where you can really show customers a number of significant statistics to show what they're in real time achieving with your technologies? >> Yeah, so there's a number of stats that are covered in a value to value, the amount of data that's protected and mandated your storing, how long it takes to back data up, how many systems are being protected and then, you know, we factor that into the original investment that you made, come up with your cost to serve. So those key metrics then validate the ROI or the return on investment that you're looking for, you know, are you able to meet the current demand need that you sized the system for? Therefore you don't have to invest more and so the actual projection on that TCO is true. You can continually validate that along the way and a normal customer will look at a B2B and their stats on a quarterly or six month basis, a rolling basis just to make sure that ROI, TCO, that they were, you know, that you modeled in the beginning is actually coming through. See what happens is a lot of times people think they have ROI, but then the reality is whoever sold them something didn't sell them enough, and then they have to invest more in, and so that ROI gets thrown out of whack and they don't go back and validate that they actually did meet the ROI. So one of the things we really pride ourselves on is sizing, being able to deliver a solution that performs as designed, you stand behind it and then we continually validate that we're being able to meet those milestones to hit that ROI. >> Can you give me a customer example in any industry that you think really, highlights and underscores the hallmark of what VTV actually means and delivers? >> Yeah, so we've done so many of these last year, just to give you an example, we did something like 33,000 Value to Values across all the different customers that we have. And so you see some very common statistics when you look at these as many of them as I do. So a common statistic will be, you know, 99% success rate, that means that 99% of the time, all the backups complete and finish a hundred percent, there's no issues. And then another common statistic is that, you know, about 80 to 90% of the backups finish in less than an hour. That means that out of all the thousands of clients that you have, almost, you know, almost all of your backups are actually happening in less than an hour, showing the performance of our system. And then the typical stats we see on a deduplication are anywhere from 20 to 100 to 1, it just depends on how many backups you're doing a day and what your intention is, but we see significant value on the deduplication of timeline. And then the last bit I'll tell you that's pretty typical is the actual, you know, replication window, how much data you have to replicate, right? There's three stats that show up here, the daily DD Break, the weekly DD Break and the overall. We typically show the overall, and that gives you your cost to serve, which is typically pennies a gig but what's very interesting is that daily DD Break is the amount of data you have to replicate. And that is consistently super low due to a high DD Break which drives that TCO that you were talking about before, who said drives ROI, right? If you have to invest in more bandwidth because the solution you have does not perform and you constantly are sending way more data than was advertised to you, you know, pipes are expensive, dedicated connections become costly, and it is opening up a new link becomes a real burden to an enterprise. >> So as organizations are evolving every day and especially in the COVID situation, when there's so much acceleration going on at the same time as there's budgets that are shrinking or being depleted or being eliminated, customers are also in this multi-cloud hybrid world in which they live, where they're trying to manage pretty much every organization that a suite of traditional technologies and they're taking on emerging technologies, whether it's Cloud Native, SaaS, 5G or Kubernetes. So how does Dell EMC help customers manage and protect this critical data across traditional technologies and those emerging and really be able to manage all of that, from a single pane of glass, ensuring that everything is protected from any type of accidental or malicious incident? >> Well, that's a lot, but let's go kind of unpack that real fast, right? So there's a couple of things that Dell does, which makes us unique in this current market that we live in where Multicloud you have both proven workloads that have been around for a while that still need protecting, plus you're looking at modern workloads, whether it's containers, Kubernetes or you can have stuff in Azure, Amazon, Google, you know, multiple clouds or you have your own private cloud. The reality is most customers have multiple applications in a life cycle management situation where they may have some older applications they're going to be around for several years while they're still doing modern apps at the same time. And so Dell's really got, you know, what we categorize is, you know, proven in modern and then coexistence. And the reality is, is that we have both proven technology that delivers a fantastic performance, fantastic ROI, fantastic cost to serve, and really protects that application tool set that's been out there in the market for a long time that customers still have. At the same time we now have modern capabilities that address things like Kubernetes and Multicloud and the ability to manage that all from a single pane of glass, click and launch, single sign on, everything's HTML5, simple and easy to do, the same time delivering full API transparency. A lot of customers have both the need for UI and full automation through an API and so it's this value that we unlock by allowing the customer to have a single vendor that protects both proven in modern capabilities and proven in modern workloads across all the different cloud environments that they need. So they don't need another vendor and I know we were talking earlier about the study that we've done at Dell, the Global Data Protection Index, done it multiple years in a row and it consistently shows that companies who have multiple data protection vendors to protect their workloads, tend to lose more data when they have a data loss, those data loss events take longer to recover and they cost more than a customer who's running a single vendor to protect all their workloads. Now, what happens when you partner with somebody who doesn't have that proven and modern coexistence capability for you to tap into? You're forced to then have another vendor in your mix to help you protect that modern workload or another vendor to stay with you, to help protect it, a proven workload that's not going anywhere for anytime soon. Plus entering more risks, more costs into your environment. Dell's really in a unique position with our proven and modern coexistence strategy, allowing our customers to remove that risk and have all the value unlocked so that they don't really have to worry about, hey, I got another use case. I'm going to Azure, I'm going to Amazon, I'm going to Google, I want it to back up on Chrome and want to replicate to the cloud. All that's covered with our solutions. There's no other vendors required. >> In that 2020 Global Data Protection Index research survey that you mentioned, an interesting stat that popped out to me is that about 80% of the respondents and I think there was about a thousand IT decision makers who have responded, over 80% said, we are using multiple data protection solutions. So presumably a big market opportunity for you guys. How do you go in, walk me through the strategy of helping a customer, either extract existing data protection solutions or maybe even coexist? >> Yeah. >> I'll use that word in a different route, What is that typical scenario like? If I can ask you to take something, I'm sure that's very broad, but maybe standardize it a bit? >> Yeah, so there are, you know, Dell's, in addition to this coexistence proven and modern strategy that we offer our customers, we have multiple ways for them to consume that strategy. One is software defined, another is integrated with our integrated data protection appliance and then we also have purpose-built technology. And so our ability to walk into a customer's environment and immediately add value by replacing one of the things that they use for data protection and our ability to support third-party allows them to easily transition off of something that they've been using for a while and onto our single vendor strategy. So we have, you know, the ability to deliver that capability right out of the gate, give them some value and then transition them over to a single vendor across all their work use cases. The other thing that you pointed out, is the opportunity is huge, you know, we have a number one share, according to IDC's recent poll for last year, but you know, the percentage of market share is, you know, we still have a lot of room to grow. So there's a lot of customers for us to continue to go help. And because of that, you know, it's all about getting to the customer with the message that, hey, I can help you now, I can help you remove risk and I can help you transition off of these multiple solutions to a single vendor. Some customers want to go really quickly, some want to go over time, and we are in a position to give them multiple options to make that journey happen. >> In this very interesting 2020 year that's unfolding, are you seeing more customers with the need to accelerate? As they have now, an expanding multi-cloud organization with, you know, traditional and emerging technologies. Are they coming to you saying help me actually get off of these multiple solutions? I understand the stats about the risks and the POS, is that acceleration point to me that you're seeing it as a trend? >> For sure, there's several things that happen in when you have a stress factor like we're dealing with now where, you know, the need to do more with less and to save money is more paramount now than it's ever been and so kind of some of the old things that stopped IT professionals from really transforming to get true cost savings if they go down this journey, you know, all those blockers are now kind of off the table and people are seriously looking at how do I reduce risks? How do I get myself in a situation where I'm partnered with a quality vendor? And then, how do I save money at the same time? And so we've done several things to help our customers with that process. One is we released a new a cloud subscription model that allows our customers to consume all of our functionality for much less than if they paid for all those individual piece parts, allowing them to take advantage of prepaying it upfront or paying on an annual basis so they can get some more cash to spend on other investments. And then our efficiencies have increased this year as well so systems that used to take up multiple racks can now be fit into a single rack and actually can store more data. So we're finding more value in the data center, while continuing to evolve that Cost to Serve strategy, then try to drive costs out of the environment and what we tend to find is when you consolidate multiple platforms, there's a lot of inefficiency in that. So there is a lot of savings initially if you go to one vendor, but then you know, when we go to our existing customers already done that, how do we then continue to save them more money, right? And, that's really the value that we're doing here. Now, the other thing I will tell you is in this pandemic, we're also seeing a real fight to security. And some of the value that we've unlocked for our customers with our cyber recovery solutions is also another key technology wave they've really gripped onto, with less physical people on site to help solve, you know, cyber recovery issue where they've maybe got impacted. They're really looking for vendor solutions that have that full coverage that can easily be implemented to allow them to quickly recover from an event. So, you know, when you combine those things together, we're really delivering some value and helping our customers both save money, transition and remove risk from their environments, which are key in this current market that we're in. >> Absolutely and I think the theme of this interview, Mark would be quantification. It really sounds like what Dell is able to do is show customers the hard numbers about significant benefits to their environment. So we thank you so much for walking us through that. There's a lot to unpack there, but this has been a great conversation. We appreciate your time, Mark. >> Thank you for having me. >> From Mark Sanders, I'm Lisa Martin. You're watching theCUBE with Dell technologies. Thanks for watching. (upbeat acoustic music)

(intense orchestral music) >> Hi everybody this is Dave Vellante, welcome to this special CUBE presentation, where we're covering the Dell EMC Integrated Data Appliance announcement. You can see we also are running a crowd chat, it's an ask me anything crowd chat you can login with Twitter, LinkedIn, or Facebook, and ask any question. We've got Dell EMC executives, we're gonna hear from VMware executives, we've got the analyst perspective, we're gonna hear from customers and then of course we're gonna jump into the crowd chat. With me is Beth Phalen, who is the President of Dell's EMC, Dell EMCs Data Protection Division, Beth, great to see you again. >> Good to be here, Dave. >> Okay so, we know that 80% of the workloads are virtualized, we also know that when virtualization came on the scene it caused customers to really rethink their data protection strategies. Cloud is another force that's causing them to change the way in which they approach data protection, but let's start with virtualization. What are you guys doing for those virtualized customers? >> Data protection is crucial for our customers today, and more and more the vAdmins are being expected to protect their own environments. So we've been working very closely with VMware to make sure we're delivering the simplest data protection for VMware, taking into account all of the cloud capabilities that VMware is bringing to market and making sure we're protecting those as well. We have to do that without compromise, and so we have some really exciting innovations to talk about today. The first of those is the DP4400, we announced this a few weeks ago, it is a purpose-built appliance for mid-sized customers that brings forward all of our learnings from enterprise data protection, and makes it simple and easy to use, and at the right price point for our mid-sized customers. We're the extension into VMware environments and extensions into the cloud. >> Okay, so I mentioned up front that cloud is this disruptive force. You know people expect the outcome of cloud to be simplicity, ease of management, but the cloud adds IT complexity. How are you making data protection simpler for the cloud? >> And the cloud has many different ways the customers can leverage it. The two that we're gonna highlight today are for those customers that are using VMware Cloud on AWS, we're now enabling a seamless disaster recovery option, so customers can fail over to VMware Cloud on AWS for their DR configurations. And on top of that, we're very excited to talk about data protection as a service. We all know how wildly popular that is and how rapidly it's growing, and we've now integrated with VMware vCloud Director to allow customers to not have to have a separate backup as a service portal, but provide management for both their VMware environments and their data protection, all integrated within VCD. >> Okay great, so, we know that VMware of course is the leader in virtualization, we're gonna cut away for a moment and hear from VMware executives, we're gonna back here we're gonna do a deep dive, as I say we got great agenda, we're gonna explore some of these things; and then of course there's the crowd chat, the ask me anything crowd chat. So let's cut over to Palo Alto, California, in our studios over there, and let's hear from the VMware perspective and Peter Burris, take it away, Peter. (intense orchestral music) >> Thanks, Dave! And this is Peter Burris, and I can report that in fact we have another beautiful day here in California. And also, we've got a great VMware executive to talk a bit about this important announcement. Yanbing Li is the Senior Vice President and GM for the Storage and Availability Business Unit at Vmware, welcome back to theCUBE Yanbing. >> It's great to be here, thank you for having me Peter. >> Oh absolutely we've got a lot of great stuff to talk about but let's start with the obvious question. Why is it so important to VMware and Dell EMC to work on this question, data availability, data protection? >> You know I have a very simple answer for you. You know Dell EMC has been the marketing leader for the past decade, and they are also a leading solution for all of our VMware environment, it's very natural that we do a lot of collaboration with them. And what's most important, is our collaboration is not only go-to-market collaboration, in labeling our joint customers, but also deep engineering level collaboration, and that is very very exciting. Lots of our solutions are really co-engineered together. >> So, that is in service to something. And now putting all this knowledge, all this product together to create a solution, is in service of data protection but especially as it relates to spanning the cloud. So talk to us a little bit about how this is gonna make it easier for customers to be where they need to be in their infrastructure. >> Certainly VMware has been also on a journey to help with our customers, their transition from data center to the cloud, and data protection is a very crucial aspect of that; and we're looking for simpler, scalable, more robust data protection solutions. You know VMware launched our VMware Cloud on AWS service last year, and Dell EMC has been with us since day one; they're the first solution to be certified as a data protection service for VMware Cloud on AWS. We also work with 4500 VCCP partners, this is the VMware Cloud partner program partners that, you know they are building cloud services based on VMware software defined data center stack. And we are also working with Dell EMC on integrating their data protection source with vCloud, their vCloud Director software, so that you know our customer has integrated data protection for our VCCP partners. So you know across all the cloud initiatives, we are working very closely with Dell EMC. >> So bringing the best of the technology, the best of this massive ecosystem together, to help customers protect their data and give them options about where they operate their infrastructure. >> Definitely. I'm personally very excited about their recent announcement that has been to the Data Domain Virtual Edition, where they're offering a subscription-based data protection bundle that can allow a VMware Cloud on AWS instance to back up their data, you know, using a subscription model, and you can backup 96 terabytes for any single SDC cluster in VMware Cloud on AWS. So they're definitely driving a lot of innovation not only in technology, but also in consumption, how to make it easier for customers to consume. And we're excited to be a partner with Dell EMC together on this. >> Fantastic! Yanbing Li, VMware, back to you, Dave! >> Thanks, Peter. We're back for the deep dive, Beth Phalen and joining us again, and Ruya Barrett, who's the Vice President of Marketing for Dell EMC's Data Protection Division, thanks guys for coming on. Ruya, let me start with you. Why are customers, and what are they telling you, in terms of why they're acquiring your data protection solutions? >> Well, Beth talked a little bit about the engineering effort, and collaboration we've been putting in place, and so did Yanbing with VMware, so whether that's integration into vCenter, or vSphere, or vRealize Operations Manager, vRealize Automation or vCloud Director, all of this work, all of this engineering effort, and engineering hours is really to do two things: deliver simply powerful data protection for VMware customers >> But what do you mean by simple? >> Simple. Well, simple comes in two types of approaches, right? Simple is through automation. One of the things that we've done is really automate across the data protection stack for VMware. Where as 99% of the market solutions really leave it off at policy management, so they automate the policy layer. We automate not only the policy layer, but the vProxy deployment, as well as the data movement. We have five types of data movement capabilities that have been automated. Whether you're going directly from storage to protection storage, whether you're doing client to protection storage, whether you're doing application to protection storage, or whether you're doing Hypervisor Direct to application storage. So it really is to automate, and to maximize the performance of to meet the customer's service levels, so automation is critical when you're doing that. The other part of automation could be in how easy cloud is for the admins and users, it really has to do with being able to orchestrate all of the activities, you know very simply and easily. Simplicity is also management. We are hearing more and more that the admins are taking on the role of doing their backups and restores, so, our efforts with VMware have been to really simplify the management so that they can use their native tools. We've integrated with VMware for the vAdmins to be able to take backup and restore just a part of their daily operational tasks. >> So, when you talk about power, is that performance, you reference performance, but is it just performance, or is it more than that? >> That's also a great question, Dave, thank you. Power really, in terms of data protection, is three fold, it's power in making sure that you have a single, powerful solution, that really covers a comprehensive set of applications and requirements, not only for today, but also tomorrow's needs. So that comprehensive coverage, whether you're on-premise, or in the cloud is really critical. Power means performance, of course it means performance. Being able to deliver the highest performing protection, and more importantly restores, is really critical to our customers. Power also means not sacrificing efficiency to get that performance. So efficiency, we have the best source ID duplication technology in the market, that coupled with the performance is really critical to our customers. So all of these, the simplicity, the comprehensive coverage, the performance, the efficiency, also drives the lowest cost to protect for our customers. >> Alright, I wanna bring Beth Phalen into the conversation, Beth, let's talk about cloud a little bit. A lot of people feel as though I can take data, I can dump it into an object store in the cloud, and I'm protected. Your thoughts? >> Yeah, we hear that same misconception, and in fact the exact opposite is true; it's even more important that people have world class data protection when they're bringing cloud into that IT environment, they have to know where their data is, and how is protected and how to restore it. So we have a few innovations that are going on here for a long time, we've had our hyper cloud extensions, you can do cloud tiering directly from Data Domain. And now we've also extended what you can do if you're a VMware Cloud on AWS customer, so that you can use that for you cloud DR configuartion, fail over to AWS with VMware Cloud, and then fail back with vMotion if you choose to; and that's great for customers who don't wanna have a second site, but they do wanna have confidence that they can recover if there's a disaster. On top of that we've also been doing some really great with VMware, with vCloud Director integration. Data protection as a service is growing like crazy, it's highly popular around the globe as a way to consume data protection. And so now you can integrate both your VMware tasks, and your data protection tasks, from one UI in the Cloud Director. These are just a few of the things that we're doing, comprehensively bringing data protection to the cloud, is essential. >> Great, okay. Dell EMC just recently made an announcement, the IDPA DP4400, Ruya what's it all about? Explain. >> Absolutely, so, what we announced is really an integrated data protection appliance, turnkey, purpose-built, to meet the specific requirements of mid-sized customers, it's really, to bring that enterprise sensibility and protection to our mid-sized customers. It's all inclusive in terms of capabilities, so if you're talking about backup, restore, replication, disaster recovery, cloud disaster recovery, and cloud long-term retention, all at your fingertips, all included; as well as all of the capabilities we talked about in terms of enabling VM admins to be able to do all of their daily tasks and operations through their own native tools and UI's. So it's really all about bringing simply powerful protection to mid-sized customers at the lowest cost to protect. And we now also have a guarantee under our future proof loyalty program, we are introducing a 55 to one deduplication guarantee for those exact customers. >> Okay. Beth, could you talk about the motivation for this product? Why did you build it, and why is relevant to mid-sized customers? >> So we're known as number one in enterprise data protection we're known for our world-class dedupe, best in class, best in the world dedupe capabilities. And what we've done is we've taken the learnings and the IP that we have that's served enterprise customers for all of these years, and then we're making that accessible to mid-sized customers And there were so many companies out there that can take advantage of our technology that maybe couldn't before these announcements. So by building this, we've created a product that a mid-sized company, may have a small IT staff, like I said at the beginning, may have VM admins who are also responsible for data protection, that they can have what we bring to the market with best-in-class data protection. >> I wanna follow up with you on simple and powerful. What is your perspective on simple, what does it mean for customers? >> Yeah, I mean if you break it down, simple means simple to deploy, two times faster than traditional data protection, simple means easier to manage with modern HTML5 interfaces that include the data protection day-to-day tasks, also include reporting. Simple means easy to grow, growing in place from 24 terabytes up to 96 terabytes with just a simple software license to add in 12 terabyte increments. So all of those things come together to reduce the amount of time that an IT admin has to spend on data protection. >> So, when I hear powerful and here mid-sized customers, I'm thinking okay I wanna bring enterprise-class data protection down to the mid-sized organization. Is that what you means? Can you actually succeed in doing that? >> Yeah. If I'm an IT admin I wanna make sure that I can protect all of my data as quickly and efficiently as possible. And so, we have the broadest support matrix in the industry, I don't have to bring in multiple products to support protection on my different applications, that's key, that's one thing. The other thing is I wanna be able to scale, and I don't wanna have to be forced to bring in new products with this you have a logical five terabytes on-prem, you can grow to protecting additional 10 terabytes in the cloud, so that's another key piece of it, scalability. >> Petabytes, sorry. >> And then-- >> Sorry. Petabytes-- >> Petabytes. >> You said terabytes. (laughs) >> You live in a petabyte world! >> Of course, yes, what am I thinking. (all laugh) and then last but not least, it's just performance, right? This runs on a 14GB PowerEdge server; you're gonna get the efficiency, you can protect five times as many VMs as you could without this kind of product. So, all of those things come together with power, scalability, support matrix, and performance. >> Great, thank you. Okay, Ruya, let's talk about the business impact. Start with this IT operations person, what does it mean for that individual? >> Yeah, absolutely. So first, you're gonna get your weekends back, right? So, the product is just faster, we talked about it's simpler, you're not gonna have to get a PhD on how to do data protection, to be able to do your business. You're gonna enable your vAdmins to be able to take on some of the tasks. So it's really about freeing up your weekends, having that you know sound mind that data protection's just happening, it works! We've already tried and tested this with some of the most crucial businesses, with the most stringent service-level requirements; it's just gonna work. And, by the way, you're gonna look like a hero, because with this 2U appliance, you're gonna be able to support 15 petabytes across the most comprehensive coverage in the data center, so your boss is gonna think your just a superhero. >> Petabytes. >> Yeah exactly, petabytes, exactly. (all laugh) So it's tremendous for the IT user, and also the business user. >> By the way, what about the boss? What about the line of business, what does it mean to that individual? >> So if I'm the CEO or the CIO, I really wanna think about where am I putting my most skilled personnel? And my most skilled personnel, especially as IT is becoming so core to the business, is probably not best served doing data protection. So just being able to free up those resources to really drive applications or initiatives that are driving revenue for the business is critical. Number two, if I'm the boss, I don't wanna overpay for data protection. Data protection is insurance for the business, you need it, but you don't wanna overpay for it. So I think that lowest cost is a really critical requirement The third one is really minimizing risk and compliance issues for the business. If I have the sound mind, and the trust that this is just gonna work, then I'm gonna be able to recover my business no matter what the scenario; and that it's been tried and true in the biggest accounts across the world. I'm gonna rest assured that I have less exposure to my business. >> Great. Ruya, Beth, thank you very much, don't forget, we have an ask me anything crowd chat at the end of this session, so you can go in, login with Twitter, LinkedIn, or Facebook, and ask any question. Alright, let's take a look at the product, and then we're gonna come back and get the analysts perspective, keep it right there. (intense music) >> Organizations today, especially mid-sized organizations, are faced with increased complexity; driving the need for data protection solutions that enable them to do more with less. The Dell EMC IDPA DP4400 packages the proven enterprise class technologies that have made us the number one provider in data protection into a converged appliance specifically designed for mid-sized organizations. While other solutions sacrifice power in the name of simplicity, the IDPA DP4400 delivers simply powerful data protection. The IDPA DP4400 combines protection software and storage, search and analytics, and cloud readiness, in one appliance. To save you time and money, we made it simple for you to deploy and upgrade, and, easily grow in place without disruption, adding capacity with simple license upgrades without buying more hardware. Data protection management is also a snap with the IDPA System Manager. IDPA is optimized for VMware data protection. It is also integrated with vSphere, SQL, and Oracle, to enable a wider IT audience to manage data protection. The IDPA DP4400 provides protection across the largest application ecosystem, deliver breakneck backup speeds, more efficient network usage, and unmatched 55 to one average deduplication. The IDPA DP400 is natively extensible to the cloud for long-term retention. And, also enables simple, and cost effective cloud disaster recovery. Deduplicated data is stored in AWS with minimal footprint, with failover to AWS and failback to on-premises quickly, easily, and cost effectively. The IDPA DP4400 delivers all this at the lowest cost-to-protect. It includes a three year satisfaction guarantee, as well as an up to 55 to one data protection deduplication guarantee. The Dell EMC IDPA DP4400 provides backup, replication, deduplication, search, analytics, instant access for application testing and development, as well as DR and long-term retention to the cloud. Everything you need to deliver enterprise-class data protection, in a small integrated system, optimized for mid-sized environments. It's simply powerful. (upbeat music and rhythmic claps) >> Cool video! Alright, we're back, with Vinny Choinski, who is the Senior Analyst for the Validation Practice at ESG, Enterprise Strategy Group. ESG is a company that does a lot of research, and one of the areas is they have these lab reports, and they basically validate vendor claims, it's an awesome service, they've had it for a number of years and Vinny is an expert in this area. Vinny Choinski, welcome to theCUBE great to see you. >> How you doin' Dave? Great to see you. >> So, when you talk to customers they tell you they hate complexity, first of all, and specifically in the context of data protection, they want high performance, they don't wanna have to mess with this stuff, and they want low cost. What are you seeing in the marketplace? >> So our research is lining up with those challenges; and that's why I've recently done three reports. We talked to how EMC is addressing those challenges and how they are making it easier, faster, and less expensive to do data protection. >> So people don't wanna do a lot of heavy lifting. They worry about the time it takes to do deployment. So, what did you find, hands on, what'd you find with regards to deployment? >> Yeah, so for the deployment, we really yeah, we focused on the DP4400 and you know how that's making it easier for the IT generalist to do data protection deployment, and management. And what we did, I actually walked through the whole process from the delivery truck to first backup. We had it off the truck and racked up and powered up in about 30 minutes, so, it's a service sized appliance, pretty easy, easy to install. Spent 10 minutes in the server room kinda configuring it to the network, and then we went up to an office, and finished the configuration. After that I basically hit go on the configuration button, completely automated. And I simply monitored the process until the appliance was fully configured. Took me about 20 minutes, you know, to add that configuration to the appliance, hit go, and at the end, I had an appliance that was ready for on-site, and backups extended to the cloud. >> So, that met your expectations? It meshed with the vendors claims? >> It was real easy. We actually had to move it around a couple times, and you know, this stuff used to be huge you know, big box, metal gear. >> Refrigerators. (laughs) >> Refrigerators. It was a small appliance, once we installed it, got a note from the IT guy, had to move it. No tools, easy rack, the configuration was automated. We had to set network parameters, that's about it. >> How about your performance testing, what did that show? >> So we did some pretty extensive performance testing. We actually compared the IDPA Dell appliances to the industry recognized server grid scaled architecture. And basically we started by matching the hardware parameters of the box, CPU, memory, disk, network, flash, so once we had the boxes configured apples to apples shall we say, we ran a rigorous set of tests. We scaled the environment from a hundred to a thousand VMs, adding a hundred VMs in between each backup run. And what we found as we were doing the test was that the IDPA reduced the backup window significantly over the competitive solution. A 54 to 68% reduction in the backup window. >> Okay. So again, you're kind of expectations tied into the vendor claims? >> Yep. You know the reduction in backup time was pretty significant that's a pretty good environment, pretty good test environment, right, you got the hundred to a thousand VMs. We also looked at the efficiency of data transfer, and we found that IDPA outperformed the competitor there as well, significantly. And we found that this is do to the the mature data domain deduplication technology. It not only leverages, like most companies will, the VMware Changed Block Tracking API, but it has it's own client-side software that really reduces, significantly reduces the amount of data that needs to be transferred over the network for each backup. And we found that reduced the amount of data that needs to be transferred against the competitor by 74%. >> What about the economics, it's the one of the key paying points obviously for IT professionals. What did you see there? >> Yep, so, there's a lot that goes into the economics of a data protection environment. We summed it up into what we call the cost to protect. We actually collected call home data from 15,000 Dell EMC data protection appliances deployed worldwide. >> Oh cool, real data. >> Real data. So, we had the real data, we got it from 15,000 different environments, we took that data and we we used some of the stuff that we analyzed, the price that they paid for it, how long has it been in service, what the deduplication rates they're getting, and then the amount of data. So we had all the components that told us what was happening with that box. So that allowed us to to distill that into this InstaGraphic that we see up here, which takes 12, shows 12 of the customers that we analyzed. Different industries, different architectures, on the far left of this InstaGraphic you're gonna see that we had a data domain box connected to a third-party backup application, still performing economically, quite well. On the far right we have the fully integrated IDPA solution, you'll see that as you put things better together, the economics get even better, right? So, what we found was that both data domain and the IDPA can easily serve data protection environments storage for a fraction of a penny per month. >> Okay. Important to point out this is metadata, no customer data involved here, right, it's just. >> It's metadata that's correct. >> Right, okay. Summarize your impressions based on your research, and your hands on lab work. >> Yeah, so I've been doing this for almost 25 plus years, I've been in the data protection space, I was an end user, I actually ran backup environments, I worked in the reseller space, sold the gear, and now I'm an analyst with ESG, taking a look at all the different solutions that are out there, and, you know data protection has never been easy, and there's always a lot of moving parts, and it gets harder when you really need a solution that backs up everything, right? From your physical, virtual, to the cloud, the legacy stuff, right? Dell EMC has packaged this up, in my opinion, quite well. They've looked at the economics, they've looked at the ease of use, they've looked at the performance, and they've put the right components in there they have the data protection software, they have the target storage, they have the analytics, you can do it with an agent, you can do it without an agent. So I think they've put all the pieces in here, so it's not an easy thing in my opinion, and I think they've nailed this one. >> Excellent. Well Vinny, thanks so much for for comin' on and sharing the results of your research, really appreciate it. Alright, let's hear from the customer, and then we're gonna come back with Beth Phalen and wrap, keep it right there. (upbeat techno music) >> I was a fortune 500 company, a global provider of product solutions and services, and enterprise computing solutions. The DP4400 is attractive because customers have different consumption models. There are those that like to build their own, and there are those that want an integrated solution, they want to focus on their core business as opposed to engineering a solution. So for those customers that are looking for that type of experience, the DP4400 will address a full data protection solution that has a single pane of glass, simplified management, simplified deployment, and also, ease-of-management over time. >> Vollrath is a food service industry manufacturer, it's been in business for 144 years, in some way we probably touch your life everyday. From a semantic perspective, things that weren't meeting our needs really come around to the management of all of your backup sets. We had backup windows for four to eight hours, and we were to the point where when those backups failed, which was fairly regular, we didn't have enough time to run them again. With Dell EMC data protection, we're getting phenomenal returns, shorter times. What took us eight hours is taking under an hour, maybe it's upwards of two at times for even larger sets. It's single interface, really does help. So when you take into account how much time you spend trying to manage with old solutions that's another unparalleled piece. >> I'm the IT Director for Melanson Heath, we are a full service accounting firm. The top three benefits of the DP4400 simplicity of not having to do a lot of research, the ease of deployment, not having to go back or have external resources, it's really designed so that I can rack it, stack it, and get going. Having a data protection solution that works with all of my software and systems is vital. We are completely reliant on our technology infrastructure, and we need to know that if something happens, we have a plan B, that can be deployed quickly and easily. (upbeat techno music) >> We're back, it's always great to hear the customer perspective. We're back with Beth Phalen. Beth let's summarize, bring it home for us, this announcement. >> We are making sure that no matter what the size of your organization, you can protect your data in your VMware environment simply and powerfully without compromise, and have confidence, whether you're on-prem or in the cloud, you can restore your data whenever you need to. >> Awesome, well thanks so much Beth for sharing the innovations, and we're not done yet, so jump into the crowd chat, as I said, you can log in with Twitter, LinkedIn, or Facebook, ask any questions, we're gonna be teeing up some questions and doing some surveys. So thanks for watching everybody, and we'll see you in the crowd chat.

>> Narrator: Live, from Las Vegas. It's theCUBE, covering Dell Technologies World 2018. Brought to you by Dell EMC and its ecosystem partners. >> Welcome back, here on theCUBE, our live coverage continues here at Dell Technologies World 2018. We're at the Sands Exposition Center. Along with Keith Townsend, I'm John Walsh. Glad to have you here with us on day one of our three days of coverage here. We're now joined by David Shacochis, who is the Vice President of Product IT Solutions and New Market Development at CenturyLink, and Jim Aluotto. Did I get it right, Jim? >> Jim Aluotto. >> Aluotto. We practiced this many times. Who is the Director of Cloud Provider Business, Americas, at VMware. Gentlemen, in all seriousness, thank you both for being with us. >> Jim: Thank you. >> We certainly appreciate your time. So talking software-defined data centers. First off, let's step really high level here, and just talk about main attributes, qualities. How would you, if your elevator speech would be about what the SDDC would be, how would you describe it, and what are the features? >> Sure, well I'll jump in front of the company that sort of coined the term, and get my answer first, and then let Jim expound from there. Really, I think we can sort of sum up the software-defined data center in a lot of what we've learned in creating a Managed Private Cloud, based on what you would call a software-defined data center platform, in that it minimizes the number of moving parts. We've been doing Managed Private Cloud for as long as Managed Private Cloud has been a thing. And what that used to mean, five, six, years ago, was provision to the network, provision to security devices, maybe it's a converge device, maybe it isn't, maybe it's two different vendors. Sure, you've got vSphere in the middle of it all, but now you're talkin' of different storage tiers. If you want different flavors of storage, you're talkin' to multiple vendors back there. Piecing together a private cloud solution used to mean talkin' to a number of different technology stacks, a number of different API frameworks. And so software-defined data center, where the rubber hits the road, and sort of, from the cold face, means just a simplified view of being able to automate all that together, have it all orchestrated, and have it be one common stack. >> Jim: Nicely done. >> Okay, well, you go do the bookish version. >> Well really, in its most simplistic form, spinning up end-to-end complete automation across compute, network, and storage assets. And lately we've gone to market with VMware Cloud Foundation, that CenturyLink is now spinning up as the root of their service that they're going to market with. And so we've gone through an evolutionary process over the years, where we've proven to the world the advantages of virtualization, virtualize and compute. VMware, in its Act II, is now virtualizing the network. We're virtualizing storage now with VSAN taking off like wildfire. But now we're stitching it all together, in the form of a complete, end to end, automated and provisioned, encapsulated, virtualized data center. >> And that's the big efficiency here, right? It's one-stop shop, basically. You don't have to go out and as you said, look for a number of different avenues, or different pieces of this puzzle. >> So it does, it drives efficiencies in the data center, but it also drives efficiencies and opportunities around the way you operate it. And one of the things that we've been seeing, and it's sort of foundational to our managed services practice, is that the software-defined data center actually drives software-defined managed services. You have to change the way you do managed services to take advantage of all that capability. We have a service we call Cloud Application Manager, which is really our tool that we use to model applications, deploy managed tooling to that application for 24/7 monitoring and management, and uptime and stability support, and then do analytics on that application, to be able to show cost-savings opportunities, best-practice opportunities, in more of an aggregated, reported way. So Cloud Application Manager is a much more automated version of managed services. It's not ITIL from 10 years ago, right? It's not up/down, just base-level ticketing. You need to be able to change the way you do managed services, and you can only do that if you have a reliable underpinning platform. So less moving parts, a software-defined data center lets you change that, let's you change the way you deliver managed services. >> So the CenturyLink has incredible technical chops. There's always a point where you have to decide, build versus buy. CenturyLink, you can choose to build all of this. You can take parts from the open source community, build extremely custom solutions. Why VMware? When you guys have the technical ability to build it, make a differentiating offering, why start with VMware as the base? >> Yeah, I think you go back to what VMware's been in the market doing, and I even sort of talked past it a second ago. The vSphere's foundation is really solid, right? The device, the flexibility you have with the hardware layer, the flexibility you have at the real core or nucleus of your compute and memory virtualization stack is super important. And then really the idea of building out into the software-defined very common ownership stack, and why VMware was great to partner with, with regards to building out our next-gen Managed Private Cloud offering, is because they've wired everything to work together. And you said there are things you could go and try to build on your own? I think it's interesting. What we're starting to see is that, just to use somethin' like OpenStack, as an example, building a private cloud out of OpenStack is certainly possible, but there's no one company owning it all end to end. And if you're a service provider, it's up to you to go figure it all out. Or you can go and work with maybe one integrator partner, but they're making their own set of choices, and now you're basically locked in to that particular deployment model. So I think working with VMware, what we found is, first off, they've accelerated our time to market, and our time to value around a Managed Private Cloud offering. There's a lot of interoperability in there. There's a lot we're able to do around hybrid applications, because something you deploy to VMware inside VCF is very similar to something you deploy in your own home-grown environment, to one of the Managed Private Clouds that we've been running for five or six years, where there's just a very clean migration and upgrade path with that interoperability. >> And really it's all about the market opportunity that VMware brings to the table. Our cloud strategy is incredibly simplistic, but yet it has such a compelling business and value proposition, not only to our mutual customers that we're going to market in joint pursuit with, but also to our cloud providers, 500,000 plus enterprise customers using VMware. As we take them along the journey, building out their private clouds, that represents over 60 million workloads, with the inevitability of them moving out to the cloud. So what we've teed up is a cloud provider community with our most strategic partner, like CenturyLink, to increase the odds of that, capturing those workloads onto a VMware platform. The market opportunity that we bring to the table for somebody like CenturyLink is quite extensive, let alone all the benefits that the mutual customer gets. They get to protect their data center, their data and application assets, all the reliability, compatibility, security, that they would expect from their own VMware infrastructure, they would expect from a VMware cloud provider, like CenturyLink. >> Well David, let's talk about the interface into CenturyLink. One of the things that customers are startin' to realize is that they have to differentiate, based on just internal IP. So there's the API to everything, now. What's, if you could describe, well, maybe there is. What's the API to CenturyLink, as I'm consuming this software-defined data center that you guys provide? >> Okay, so sure, so that's actually a really exciting opportunity for us, and it's one that we've been sort of pivoting. If you sort of look at the history of CenturyLink, there was a, and this sort of goes back 10 years, but there was a huge spike of CenturyLink's entry into the business to business market. Acquiring quests, getting the business that basically announced their entrance into the B2B marketplace. Then there was a number of more technology oriented and virtualization management oriented acquisitions, because it recognized two things: one, we needed to be in IT solutions, in cloud, in data center, but also that the network was heading towards a highly virtualized, highly orchestrated, highly software-defined model. The network of the 21st century was not going to be about buying a ton of big iron and putting it into pops anymore, it was going to be increasingly around managing x86 virtualization. So that set off a period of time within CenturyLink where we were acquiring managed services companies, IT solution companies, virtualization companies, that were helping really to increase two things: our ability to virtualize and manage virtualization, and then, secondly, develop software in new ways, and become much more familiar at the application layer. We spent about five or six years with companies like SAVAS, and Tier3, and Cognilytics, really adding to the company in terms of brain power, and know how, and workload fluency. And then now we've just recently closed on the merger and acquisition with Level 3. So now we're very much on a network scale ascendency. The interface into CenturyLink is really taking a lot of those assets that we've built up, and moving them together into more of a platform topology, which is re-architecting the way that we work. We've bought cloud companies, and we invested in virtualization to help us reorganize exactly what you're talking about, which is the way of interfacing with CenturyLink, driving customer experience, being able to have a common user experience, whether you're interacting with it at a CLI, or via an API call, or with a tutorial that you're following via an online interface, and having a common look and feel across those services. So it's a journey. We're still on our way there, but we have the very beginnings of a lot of commonality that's starting to occur, whereby if you log in to our public cloud management service, Cloud Application Manager, or if you log in to our network interconnect service, Network Exchange and Cloud Connect Solutions, or if you log in to our public and private cloud offerings, very common look and feel across the piece, where it's one identity, one billing collection, but then we allow each of those individual services to go and innovate on their own. And that's the key thing. You can go drive common user experience. That's super, but if you're waiting on a portal team to go design your UI for you, you're slowing down. And so we're really bein' able to design a framework whereby there's one common UI, but it's more design patterns that every internal team picks up and works with, and then integrates into their release. >> And it's very important for VMware as well, as we develop our IP that's relevant for cloud provider use cases, is to open up those APIs to do just that, give you the opportunity to own that customer experience and differentiate yourself within the marketplace. >> I think we talked about this last time, too, where VMware's entree into the service provider world really taught them some lessons, and they started adding things to their product that make it easier to be a service provider. And some of the things, like with vCloud Director, and some of the ways that you can now work with that at an HTML5 layer, and sort of create your own version around it, almost interact with vCloud Director at an API level, allows us to factor it in to that mentality of design pattern, thinking in a common UI across all of our services. Right now we're working with a lot of those features on vCloud Director to enable our Managed Private Cloud service. >> So what if the conversation is being then able to show it's all about making it real? What have the real conversations been? >> Yeah, so the real conversations with our customers that we're starting to have are really, and just to tie it a little bit back to this idea of a software-defined data center, I think they're excited by the possibilities. They're certainly looking to really drive instrumentation at more places than they ever were able to drive instrumentation before. And there's the obvious industry examples of IoT, and sensors, and things like that, but even things like business process, and being able to theoretically just rework the way a particular system works, turn it into a micro service, or an application that they can factor in to their overall IT strategy, but then have that start to feed in to a broader data lake that they can then start making business analytical decisions from. That's one of the big patterns that we see, whether it's occurring with a lot of our customers that we work with in the built environment, but in working with the customers that work with CenturyLink, in some of the most deep and influential ways, are the ones that are out there sort of "in space". And I don't mean in space, I mean out there in a geographic spread, like retail solutions, and physical facilities, and things like that, where you have people coming to your location, and you're tryin' to gather all that data back into more of a centralizing motion. That's where we're having some of our most interesting conversations, with those retail brands, with bigger facilities that we want to be able to bring on net, and basically have them turn into data sources for their data lake, that they can then start moving forward and analyzing with some either professional services or tooling, to go and start looking for where those insights lie. >> So for me this is music. What I'm seeing, customers want to wane off of IT functions altogether. They want to invest their resources around their core business. >> John: Their business, right. >> Yeah, exactly. So what they're doin' is, they're relying on the subject matter experts now. The whole notion of being concerned about security, and reliability out in the cloud, that's long gone. They recognize that folks like CenturyLink can deliver at greater economies of scale, more secure, highly available. >> Yeah, and one of the things, one of the best ways we can facilitate those conversations is to share a little bit of our own journey. And it's not because we want to stare at our own product catalog, and walk through it page by page, but to share some of our own journey with the perspective of realizing a long time ago that in our managed security business, it was a big data problem. It's not an implementation and controls problem. And so we've been driving a whole lot more of our story, and some of our service strategy is, not only is it, we feel a lot of these are very valuable services in their own right, but they show off a pattern of: instrument it, drive it back to a data lake, and then take more of an analytical approach to it to add value, as opposed to just being very transactional. >> We talked about the journey. It's been a good one, right? And continued success with that. >> Indeed. >> Thanks for joining us here on theCUBE, and we appreciate the time. >> Okay. >> Good, thank you very much Dave and Jim. Back with more. You're watching theCUBE. We are live, here at Dell Technologies World 2018 in Las Vegas. (percussive music)

>> Narrator: Live from Las Vegas. It's theCUBE. Covering VMworld 2017. Brought to you by VMware and its ecosystem partners. >> Hi I'm Stu Miniman joined by John Troyer and we're at VMworld 2017. This is SiliconANGLE Media's production of theCUBE, the worldwide leader in live tech coverage. The show's hashtag is #VMworld. There's also a lot of sub-hashtags, so if I was going to make this one the VMworld three word, it's developers, developers, developers. Happy to bring onto the program first time guest Byron Schaller, who is the DevOp's practice lead at RoundTower and Rebecca Fitzhugh, who's Technical Marketing Engineer at Rubrik. Thank you both so much for joining us. >> Thank you for having us. >> Alright, Byron, I want to start with you. Both of you I've known through the community for a bunch of years but tell ya, how long have you called yourself a developer and, you know, tell us a little bit about what you do these days. >> These days I'm more of a friend to developers, I think, than an actual real developer myself but I started writing code professionally 20 years ago. I've been, kind of in an Ops role, and went back into Dev, and now try to help really bridge that gap and get Ops folks to write better code, and get Dev folks to have some more sympathy and empathy I guess for the Ops side as well. Try to get them to play nice together. >> Yep, but Byron, those of us who haven't been in tech in a while, last time I was coding we called it programming. (Byron laughing) So, I thought that shift happened like 15 years ago. But, Rebecca, tell us a little bit about your background, how you fit into the DevOps community. >> So I would say I am more of Dev adjacent. So I work in Technical Marketing as an Engineer at Rubrik, so while I do write some code and help with some of the integrations, I'm primarily public facing and helping evangelize our software, and work hand-in-hand with the developers as well. >> Absolutely, and maybe talk a little bit about that, you know, we know the Virtualization community, what's different about the developer community, and DevOps versus kind of the traditional administrators? >> One of the things that I've noticed that, in my opinion, is the difference between the events, like comparing VMworld to a DevOpsDay. VMworld is very technically focused, a lot of time. And when I go to DevOpsDays, I always notice they make an effort to show sessions on culture, and to talk a lot about culture of development, and what we can do better as a community. >> What's the connection here, between VMworld and the developer community, right? We're the VMworld has been, I dunno, how many VMworld's have there been Stu? We've been, there's been 15 of them or something? At least. So, very operationally focused, IT people who call themselves IT, operators maybe, even broader than that, Enterprise Architects, and now, we've been talking about DevOps for a few years. So, maybe, Byron, what's the relationship of DevOps to the VMware community? >> It really comes down to the API integration. And at what point do you stops being an Ops person if you're writing a bunch of API code, and you become a developer. That's become a lot fuzzier lately. >> Are you saying Ops people have to become developers? >> They don't have to, but a lot of them are going that way. There's API explorers now that make it really easy to write rest calls and things like that to kick off jobs, and it just makes their lives easier to adopt that trend. It's not that they have to, but if they want to, it's definitely there and moreso than it ever has been. >> Yeah, I definitely think that we're seeing more and more large enterprises, Microsoft, VMware and so on, moving away from kind of this proprietary model, and more into an open model where they want their APIs to be consumed, they want you to help improve their product, and they want you to write code that integrates with their software. >> I have another question about DevOps, right? So, developer plus operations, and breaking down that wall. Can you do DevOps if you don't Dev, right? There are IT shops that just consume packaged software, and they run them, and they do things in the cloud, and they do everything else, but that particular company doesn't make bespoke software, at least they don't think they do. So, can you do DevOps without Dev? >> No. >> Okay. >> So, it really comes down to the fact of most everyone writes code whether they think they do or not. They may not write core business apps, but they could write a lot of other integrations, or they have off-the-shelf software that they write customized reports for, whatever, but there is something going on, something is being created. And as long as you have that thing being created, you can have a DevOps model. But I think it's a lot broader than just in-house applications at this point. >> I mean even if you were writing a script, you're writing code, right? If you're creating Power Serialized scripts or PowerShell scripts to automate something in your environment, that's code. And that would absolutely fall into that DevOps mindset. >> Speaking of the show itself, I know a couple of years ago they had a little breakout with keynotes, and they've done some sessions, my understanding there isn't a dedicated developer track or mini Dev show inside of it. So what do the developers or people do in DevOps, what's attractive to them here at the show? >> There's always the hallway track, right? And then there's the side events like the vBrownBag, things like that where you see a lot people talking about Ansible and other things like that, that you won't see on the show floor itself. And I think with the hackathon tonight, and lots of stuff like that, there's a lot of adjacent activities that are very much worthwhile. >> You mentioned the hackathon, you participated last year, if I remember right, you won, your team won the hackathon. So, tell us a little bit about that experience, this is the third year they're doing it, so-- >> It was great, I mean it was just nice to see a lot of folks in the community come together to build interesting things out of nothing, in like three hours, and that's, doing that itself is just really kind of amazing to me, but then those projects, a lot of them have carried on and gotten adoption, and now there's going to be some things created long term, because of this one interaction. I think that's just really special. >> When I've loved to see the difference between last year and this years, I felt, while last year was amazing, and seeing the people write these scripts and these codes, it felt like it was a lot of shooting from the hip, and what I've noticed this year is that there's been a lot of pre-work done by these teams, these groups, that they've been talking and communicating for weeks, planning what they're going to code tonight. That's very exciting. >> The code program Code by VMware, I think they call it, it actually is expanding, they're doing a lot to touch both developers and kind of the API side of the IT, more traditional IT side. Rebecca, one way to characterize DevOps, or one element is I say part of DevOps would be time to value, right? Rapid time to value, we don't plan for a year, sit in a war room, and like hope we don't lose our jobs when we push the button to launch, you know, the next generation of whatever we're about to launch, right? We've recognized that's a hard way to go about launching something, so instead, we're more iterative, smaller bites, faster time to value. As you go out and talk with IT pros, like again, your commercial side, right? You have a product that has fast time to value, I mean, how much of a mindshift is having to happen inside IT where you can go, "Oh no, I could set this up in an afternoon, "and maybe I could write some code around it "over the next couple weeks," rather than, "I got to plan this out for a year "before I do anything." >> Yes, I mean I think we're definitely moving from kind of a bureaucratic type of development to more of an agile, where we have to iterate, and so, like in my experience, prior to joining Rubrik, I was very involved with VMware and did lots of virtualization stuff, and you would have like one major release a year. Right, and then a couple of updates, and there's a lot of planning that would go into it, and involved, and that gave a lot of lead time. And now, like working with Rubrik, we're on like a quarterly release cycle, and so we're just constantly, so I think a lot of its mindset. So, I don't want to say it's shooting from the hip because it's not, but it's just adapting and moving forward, and then getting ready for the next thing. There's not time to question and plan, it's we're doing this, and let's do it now. >> The thing I'd noticed is just in conversations and in the keynote, APIs were brought up more this year than I remember in previous years, you know you brought up the VMware Code Team, they've been doing the flings now for a couple years, so even if it might not be developer centric, it seems like they're adopting some of the things that you know, are attractive to what the developer community would do. >> Yeah, and there's a lot of really good marketing going on there too, especially around flings. Flings are great, and there are so many useful tools there, that people just don't know about until they get the press, and now that they're talking about it, there's a really great community built up around it, especially with VMware Code, I think is a great initiative, there's an awesome Slack channel that they have, and just getting the word out, more than word of mouth, and getting that stuff in the keynotes is so key to helping reach everybody else who's not already there. Word of mouth only goes so far when you have like the CEOs getting up there and talking about this as a core initiative, that's really important, we need to see more of that. >> Anything specific around the flings you could highlight, like you know, this one was really cool and it turned into something, or? >> The HTML5 client was a fling forever, and it was so much better than the actual web client. >> And now it's becoming the actual official supported client, and the older client is going away, finally. >> Yeah. >> Everyone's happy about that. >> It's very, there's stats feeder, is a super cool one that not many people know about but you can get all this information out of your vCenter, pump it into some kind of like noSQL database, and make these really creative reports, that just, there wasn't a way to do that before that existed, and something like that's really cool. >> Byron, as you go out and talk to IT pros and IT departments, you're trying to be a trusted adviser, you're bringing along a team from your company, are there elements of cultural change or kind of adaptability that when you go into a conference room and start giving your first presentations, and the questions that get asked, do you sometimes you go, what are the signs that you're going to go, "Oh this is going to go well," versus "Hoo boy, these folks are not ready yet." >> So we try to ask some probing questions to kind of pick a fight to be totally, not really pick a fight, but see who's going to take the bait, right? And then how communication resolves itself. And seeing that pattern happen, you know, okay, there's something missing or something as far as how the team constructed that leads to this animosity, right? Find that out as fast as possible, and then find a way to remediate that, is how you get that cultural change. But until you actually see it organically, it's hard to say well you know, just be more empathetic and hug it out, that all sounds nice, but you've got to really find what the dynamic is that's causing the tension or breakdown. >> John: Are there any particular signs that you could point to-- >> Yelling is a good one. (laughing) >> On a positive sign or a negative sign? >> Both sometimes. >> That group's not invited to this meeting, right? >> It's just a lot of finger pointing, it's a lot of you can tell they don't talk. And a lot of it starts with just having a conversation on a daily basis of what do you do, what's your job, how can I understand that, have that empathy, cause until you have that empathy, no one's going to care. And once you build up that, and get this understanding that, "Oh, what you do is valuable to the business as well," then people start to actually, you know, work, or I dunno, be friends or something at work, I don't know, it's really important to build that up. >> Byron, your title has DevOps in it, because you're addressing a function, but should there be people inside IT groups with a DevOps in their title, if you're here at VMware, and you're kind of coding, and you're a little bit interested in that, should you be looking for something, a title of DevOps? >> I think anybody can do DevOps. And I think that's something that we need to change our mindset on. I hear a lot of people say, "Why would I join the VMware Code community, "I don't write code," and it's, anybody can write code. It doesn't have to be the most beautiful elegant code in the world, you just creating a script, you've done it. Now contribute. Put your work on Github, let other people use it. You consume from other people, it's a community of sharing, share. >> That's great. >> It's all about contribution, right? It doesn't have to be code, you can write documentation, you can work on bug reports, there's so many things you can do that are not code related, that people can give back with. That's the important thing there. >> Reminds me a lot of just some of the discussion we've been having about community in general for a while. Rebecca, we're here at a big show, 20,000 plus people, do you spend all your time at meet-ups though, how do you deal with reaching kind of a broad community, or is it kind of smaller, more intimate things? >> I try and balance both, because I have obviously work obligations and I have speaking obligations, and then, but I do try and spend time one-on-one with people as well as at group functions, so I personally like to get out of my comfort zone, so like that was one of the big reasons I attend certain events, like the hackathon last year. My code is rudimentary. I don't want to pretend like I'm some amazing developer, but that was me getting out of my comfort zone and interacting with that community, because I knew that was a community I wanted to be more a part of. >> I guess the question is too, from like, your marketing role-- >> Mm-hmm. >> Do you have to go reach out to those thousands of meet-ups or, you know, how do you balance that kind of small versus large? >> So, yeah, I think like in a large group it becomes sort of an echo chamber in a way, where it's more of you talking at them than talking with them. I personally prefer to be in smaller type sessions, as well as one-on-one type discussions. I think we get more out of it that way. >> You mentioned DevOpsDays, that's a group independently organized, all over the world, kind of a meet-up user group on steroids all day, you've been to some of those as you said and that-- >> Yes, so one of the things I noticed from DevOpsDays that's different than a lot of user groups, is that a lot of user groups will jam pack the schedule, and you might have a 15 minute break there, and you have lunch, and that's it. Maybe a social hour afterwards. DevOpsDays, a lot of them create free spaces, of an hour, two hours, and sometimes, I think the one, I'm attending one in Detroit, in September, and I was looking at the schedule, and I think there's a three hour block of just talk to people, go and find your little community of people, talk to them, spend time with them, and then move onto another community and get to know each other. >> Byron, anything in open source community, and how it is different than, a little bit maybe, than this one here? >> The V community, if you want to call it that, it has been built up, is very unique, from an enterprise software standpoint, no other enterprise software company has what VMware has with that. It is a lot like the open source community, you go to something like OzCon or something, there's the same kind of interactions, the same kind of feel that we have here. >> John: Helping each other. >> Yes, I mean it's all about reaching out saying, "I don't know how to do this, someone help!" And, people saying, "Okay, this worked for me. "This hasn't." And just that feedback loop, and once you pay that forward to five more people, that's just really really great. You see it with the hang space here, the community, the sessions and things here, there are just so many people that want to volunteer and give back, there's not enough time to hear them all speak. And that's awesome. >> That's why we have things like vBrownBag. >> Yeah, right. >> Contribute there. >> There's so many different aspects of what's going on at the show, I'm curious if you have any, if you were talking to VMware and say, "Hey, next year, VMworld, you know, you should do this." Anything you'd like to add? >> Hmm. That's a really good question. >> That is a very good question. >> I mean firstly I'd love to see more developer track type items, especially as VMware is moving towards more consumable APIs in their platform, so I'd like to see more in that realm. >> Yeah, there could always be more work around that. I think I'd like to see more interaction, from the VMware Devs themselves. Talking about stuff going on, inside VMware, as much as they can I guess. That'd be super interesting, you don't see a lot of behind the curtains stuff here. And I think that'd be neat to see more of that. >> Yeah, I always love to look at the kind of similarities and differences between those communities. We do, we've done Red Hat Summit for a number of years, I'm going to be at the Open Source Summit, you know, coming up soon, we're at Amazon re:Invent, where the enterprise folks and the developers always argue about which keynote for them versus the other person, and striking that balance is always tough. Well, Byron, Rebecca, thank you so much for joining us here, really appreciate your insights onto what's happening in the community, and thanks for all you're doing there. For John Troyer, and I'm Stu Miniman, we've got lots more coverage here in three days of theCUBE at VMworld 2017. Thanks for watching theCUBE. (upbeat music)

>> Announcer: Live from Las Vegas, it's theCUBE, covering Dell EMC World 2017, brought to you by Dell EMC. >> Welcome back here to Las Vegas, live at the Venetian, theCUBE continuing our coverage of Dell EMC World 2017, where we're extracting a signal from the noise here on theCUBE. Of course, the flagship broadcast outlet for SiliconANGLE TV. I'm John Walls. Good to have you with us here along with Keith Townsend who's the principal of CTO Advisors, and joining us now is Arindam Paul who's the senior consultant of product marketing at Dell EMC. Arindam, thanks for being with us today. >> Thank you, John. >> It's kind of like the XtremIO X2 hour right now on theCUBE. (Everyone chuckling) We just said it's great talking about the launch today. You're heavily involved with X2. Just had the first break-out session and you said you packed the house. >> Yes. >> Standing room only. So I assume it was a big hit. What were the customers, if you will, most interested in and what was your sense of where they were coming from? >> That's right, thank you. Yes, we just had our first break-out session and there was a lot of customer interest. It was primarily the customers wanted to know, obviously, what was great about X2, how would it differentiated versus X1, in terms of speed... Not only what speeds and feats, but also all the features, the software enhancements, everything that we're going to be announcing this week. >> John: So a hungry market? >> Definitely, definitely. We were, actually, to be quite honest, it was on top of the lunch hour, so we were not expecting a very full audience because obviously, we are keeping people from their lunches, but the interest belied our expectation. We were very happy and surprised. >> John: So literally a hungry market then? >> Definitely. >> Over lunch time. >> You're right (laughing). >> So, I'm going to ask a lazy question. What was the biggest question coming out of the session as people stood around and asked? >> Yeah, people loved all the hardware enhancements that we're bringing to markets. There was a lot of impromptu unsolicited clapping and cheering when we announced that our latest GUI, graphical user interface, is going to be without Java. Apparently, that was anticipated for a very long time. >> Keith: I almost clapped just now. (John laughing) >> That right, HTML5 was and we have a lot of enhancements that use graphical interface in terms of, like intuitive, very context-sensitive hints as you'd expect on your iPhone, as you're configuring and walking though the menus. We also have a lot of nice reporting, very beautiful search capabilities that's going to be there for the first time and people, apparently, just loved it. Especially from an administrative perspective. >> Any new, exciting data services that weren't available in XIO1 that's available in XIO2? >> In terms of data services, yes, obviously. Like, now we're going to be scaled up as well scaled out, so we're going to be multidimensionality scaling and then we obviously have done a lot of work in terms of tuning performance, tuning data compression, so you're going to get a lot more compression out of our platform, data reduction out of our platform. Overall, it's a lot of interest. >> When's the last time you got spontaneous applause at a presentation? (Arindam laughing) >> I'll tell you, for as skeptical and as discerning customer base as ours, it's hard to get. >> I imagine. >> You have to earn it. >> You had to feel like, "Hey, we've hit the jackpot here." >> We did, exactly. >> So to speak in Vegas. >> So, customer base, I've been hearing a lot about cheaper, deeper storage in XIO2. What is the target customer for XIO2? Is this only for larger enterprises or is there a play for the SMB mid-size company as well? >> We wanted to make X2 the platform of choice for our customers who are primarily interested in, say for example, copy data management. We've been an amazing copy data management machine, like if you look at our installer base today, we have about 1.5 million snapshots of XtremIO virtual copies that have been used. The vast majority of them, well 50% of them, are actually writable snapshots, so they're being used very differently than primarily dumb backup copies, or secondary copies. They are active citizens, first-class citizens, they're at par with volumes. So copy data management is obviously a big use case for us. Virtual desktops, VDIs, right? >> Before we get off into VDI, copy data management, that's a term I've heard, but some people might not have heard that term. What's copy data management and what's the impact of copy data management to an IT budget, for example? >> Oh, there's tremendous benefits, right? Copy data management, when done right, like we do on our platform, really lets your IT break the chains and it frees IT, and provides for them a lot of business agility so that they're able to make instant copies of the production database virtually at will, without any cost, even in terms of time because they're instant copies, or in terms of occupying spaces. So you could literally create clones of your data, and these clones are perfectly functional clones so you can write to them, you can read to them as if your production data, and that's an amazing capability of itself. By the way, when you're creating these copies, there's zero to no impact to your production performance. Your production performance keeps on being as it is. Now, when you layer on top of that, because of our metadata architecture, metadata delivery architecture, you can make the copies resemble production or make the production resemble the copies. So you can basically restore-refresh at will. Again, without any impact to production, without any downtime, without literally any cost whatsoever. So when you're able to do this kind of stuff right now, think about the use case in your typical tester and their production environment. Where you have one copy of production and then multiple copies for your test engineers. You'd allot your engineers all the analytics copies and all those copies can be, literally, run very close to production because it doesn't cost you hours to basically create those copies or it doesn't take terabytes of space. So it really, truly lets you add agility to your IT and basically run your business much much efficiently and fast. >> Flash storage in general always helped with VDI, seems like there's a connection between copy data, flash storage, and VDI. Am I making an assumption here? >> Well, VDI, when you think about it, is copies of desktops. It would be perfect copies if you're not trying to basically customize them. So we use a slightly different technology, in namely our inline deduplication and compression and how we integrate our inline dedupe and our in-memory metadata with VDI-specific commands such as VAAI xcopy, how you basically clone virtual desktops. So we don't use snapshots to clone the virtual desktops, instead we use something called VAAI xcopy optimized with inline metadata, but the effect is the same. You can literally create roll-out virtual desktops, thousands and thousands of copies of virtual desktops in a really short order and you can manage them and everything compresses and dedupes very efficiently in a very small optimal footprint. >> You've heard from your customers today, at least in a brief amount of time. What do you think is going to be the biggest benefit an X1 user is going to find with X2? At the end of the day, what do you think is going to be the "Aha!" moment for them that's really going to open their eyes as to how you've impacted their businesses. >> Certainly, certainly. So we have a lot of eager customers and I think of the features that were long-sought after by our customer base, I think they're very happy about the economics of the platform. So we have significantly reduced the dollar-per-gigabyte cost to the customer on an effective basis and it's going to be like 1/3rd of what it was in X1. I think people were literally jumping on the seats when they heard that because not only don't you have better performance, better data reduction, new data services, but hey, we just slashed the price >> Save me money. >> 66% >> Right. >> So, outside of cost savings, new data services, one of the things that I heard is data replication natively. >> Right. >> That's a big deal. Walk us through the data replication capability. >> Yes, yes. Again, if you step back, one of the things that our architecture let's us do because of, again, our metadata, our foundation architecture that's based on metadata, is that we're very, very efficient in doing copies. Whether it's VDI copies or database copies, we are a copy machine. When you think of it and step back, replication is a copy problem because you're creating yet another copy, the only difference is that now the copy is happening outside of your box, from one XtremIO to another XtremIO. So what we did was that we leveraged the same foundational architecture, our same architecture, to basically not only replicate changes but actually dedupe changes. Now if you think about a global enterprise that has maybe a multisite replication going on, like four, five, six, seven, eight, up to 16, 32 sites that are replicating to one place, now you can see the power of our architecture. So there are many advantages. One is that you're only replicating deduplicated changes. What I mean by that is if there is a block of data that's already at the target site, you won't need to replicate that again, all you need to do is copy metadata and point it across, and that gives you like 99% savings. That's one. You also change the data transfer problem into a data reduction problem because now the only data you have to put on the wire to replicate is everything after dedupe and compression, and we get about four to one. So you slash your data transfer by 75%. In a global dedupe system, when you're multiple sites replicating to one target site because of the fact that all sites are deduplicating among themselves, we expect savings to be up to 38% on average. So savings at the target site, savings on the WAN bandwidth, and much faster replication. That's our solution. >> That's why they were standing on their seats clapping for you today (Everyone laughing) >> That's true. >> Arindam, thanks for being with us. We appreciate the time. >> Thank you very much. >> Congratulations on a very successful launch and one I'm sure will be many more spontaneous rounds of applause. >> We're just getting started, thank you. >> You bet. >> Thank you, John. We continue here on theCUBE live from Dell EMC World 2017. We're in Las Vegas. Back with more in just a bit. (gentle music)

and we're here with sicky junta and psyche is with CSC she's uh she's an entrepreneur she's a cloud expert she's a technologist a businessperson her official title is global vice president of cloud computing and cloud services at CSC welcome thank you it's good to see good to see you here and we're very excited to be at sapphire this is day 3 of course we're gonna talk cloud with the woods with sicky so so why don't we start off sick you tell us you know what is what is cloud all about is that is it living up to the hype I personally believe that cloud it is the way of the future we don't have enough trees and data centers for the generation that we are breathing you know the generation that we are breathing produce a tremendous amount of these data by the minute us digital data texting data voice data and all this data has to be Monte so the cloud it is the future to go and it's actually changed in the last three years I've been working loud for quite a while the dynamics of the last 12 months people have gone from being educational I want to know and we have to spell MC sounds like cloud and and then you say to them now their projects they have money they have value added in Rio the termination in that cloud project how was it changing good business Missy SC is a very well-known you know broad-based service provider outsourcing and so far how is the cloud changing your business it is very interesting because it's kind of transforming the business of cici's it transformed the way that we interact with our customers and prospects we use a lot of digital new yahoo the way we approach to our custom is very different we do pilots in our cloud the business model is changing we run we don't take hasit and people like it outsourcing deal we just run it for my fabric or we deliver cloud fabric at the customer data centers and we managers or we can say to them will give you the cloud fabric and you are like an Amazon you can manage it yourselves and we just keep the fabric well we'll provide the provisioning we provide your constructions and you are your own service provider is it very different than what she does to the top reason folks talk to you about you get a lot of clouds going on building clouds and you've been in technology preneur in the past sold your companies but you're at CC big brands are coming to you what is the number one thing you're seeing the pattern of the customer requests and or the new customers I think the customers they're really serious about cloud want agility version Assad Julia um I T delivery time to deliver a off even six weeks three months that is traditional it is not possible today customers wants to build application and modern weeks instead of months the new platforms like force calm and a zoo or do you have spring source vm having google apps they actually have this very beautiful object-oriented way for you to write application we're very very fast and so that requires a delivery mechanisms that can sustain that more I think that they want to build brand new applications so they can stay with them for the next 20 years and and we're waiting to us come on this morning we're talking on prior you said the cloud is a user experience I think that's really profound can you expand on that that was pretty compelling I think people look at the cloud as is odd this tech I and big iron in there but you talk about what you mean by the cloud is a user experience so I there are two type of Christ there is the consumer clouds that's the cloud that we do every your typing on the cloud and we have facebook and twitter and all this i play Angry Birds that's a gaming it's a big cloud that's any user experience of the cloud so if you leave in your cloud and use your spirits and then you go away you just say why do I have to win six weeks when I can play you know I can play final fantasy in real time with people in Hong Kong that's really the experience of the castle and enterprise is not there yet and there has two issues first of all the technology really was not they are still provide that the applications like sa peas and and the evolution of the systems second the processes are going internal IT are really very rigid sometimes you have to go fill up in requesting gotta get all this approval and has to be seen by 25 people on business model and all that so we have the challenge of accelerating a business classes and providing the same end user experience there and that's why it's CSC we have pilots in our plans we say to customer currents bosses and you know use our portal our provisioning environments upload workloads start to understand what does it mean interacting with about you know try it out there like in a mixed thing you know they got us growing you know puppy and then there they're stuck with the animal the cloud that's yeah I do never compare Jonna come up with a lot of those in the next half hour secure your company is technology agnostic of anyways right you know the real you get wed to a particular technology or services company so you have to be a trusted advisor to use clients on we're here at sapphire we're hearing a lot about in-memory computing and hannah we were talking a little bit about that off-camera what's your take on on this notion that sa p is putting forth they call them the ram cloud in-memory computing the Hana cloud what's your angle on that so first of all let's all understand the ROM and memory is the juice of clouds and I'll give you an analogy the cloud is like an apartment building where if the guy at the top takes a hot shower and uses all the shot that hot water the guy the bottom has no it has a cold shower and that's really the real analogy in a cloud vector if I have a very intense memory usage workload some could be SI p JD edwards and some others the other everybody in that community in that multi-tenant that's what it is multi-tenant ones we are all together feels the same problems and so memory it is deduce a cloud but that doesn't mean that because i have a lot of memory I don't have to optimize systems systems should be optimized and agile by themselves that's why a lot of refactoring a lot of building you know legacy java to a spring environment where you have encapsulation to take home see where you have object orientations and that makes you a John workers that really are optimized to use the maximum of the memory we actually going through this period right now he talks about private clouds and public laws in a hybrid clouds we've sort of in this period where we've got one foot in the legacy camp because you can't we don't a rip rip and replace and we've got another foot in this you know agile new world are you seeing a lot of sort of native new application development that's going to take advantage of these new cloud architectures new potential business processes you've seen that today and how long do you think it will take to actually see that bring true innovation to business I think that today the biggest usage of cloud are Gavin test so if the Devon test is the biggest user God that means that all the new projects are being developed to be delivered on the cloud vector and that's really very very very important today gets virtualized uses a platform but there is a big movement to refactor my applications because waiting for everything new there is only twenty percent of innovation in every large shop of IT today so there is a lot of companies that do create a roadmap for their workload and and when I talk to them I say divide you your workload part in three categories the legacy one that will never move that's the one that I in agreed environments and virtualized their heart the databases to bake the construct is not a job and the one that you want to do straight away Devon test email unified communications serum and the other things evaluate do I have to do I is it core that I have to own it and build it on or could I sauce it so to provide I system that it was already out there that it's like for sales culture of this world the NetSuite of this world workday is success factor 0 or any type of HR systems and say why do I have to own it why can't i have a SAS cloud environment where i can buy the serious doing this exercise helps them understand what its core what is not and why should I spend the money to take legacy applications to to the cloud can see it's a major changes in all layers who invited the you've got your your your device here your iPad we've hearing a lot of changes at the application layer and of course the infrastructure as well how is infrastructure changing and there's a lot of talk about convergence and there's logical blocks of infrastructure what are your thoughts there well I think that and the infrastructure layer we are actually seeing two major chain changes that are coming very fast first of all the multi-core environment 20 course is gonna beat ah here soon you're just sooner than we think and so all this memory conversation will already evaluated again because how's that memory gonna work with all this capacity our computer we have and that's that's a real conversations in and the IKE advisor that has the interaction with the fabric will need to be optimized to be able to take advantage of that storage is going through a lot of chambers multi-tier being the ability to say I don't want to maintain this for a long time understanding the retention here is it's even more critical than before because the access to the data now it's very fast and understanding the tiering and how you're going to do or not network storage what they're gonna cash what are you gonna close it creates a lot of questions when you build an application or when we refactor the applications a lot of it I think we have to realize that the systems have speed as a requirement and optimize from the end user to the art to the bear models what's the most efficient path just mentioned some real hot tech areas that we were all over I'll see the multicores and you the course the in-memory got solid state changing her essay p guys here saying summaries the new disc disc is the new tape tape is dead pretty pretty simple message there but multi core memory the hypervisor role of virtualization and the change will storage all those forces are colliding yeah when twins win some argue that that's an opportunity for redefinition of a new operating environment so to your point about optimization how do you see that revolving is that fantasy it gotta like a wish list you see new architectures developing definitely new architecture love being developed tonight's a new architecture for instance it's an optimized act architecture for mobility and to create a very pleasant user experience with all the data that sa p has because as if he has all this come on up data lock deals and so it's a new architecture you just say instead of changing the structure of the data or the app i am actually moving the interaction at the mobility level to a new device so that the experience is better in some cases used we will have to go back all the way and brought in right brand new systems that can suppose support that but I i believe the new architecture I've built all the time I think that um we haven't probably have a scene um what's the preferred what's the preferred visually for the future for this type of texture that that you're seeing and that you're driving towards mostly memory stuff immediate benefits to caching what do you see is the preferred methods that are driving right now I think that sounds looking at mobility so that that you can divide the user from the system's is very protesting because if you don't do that we actually slow down the end user experience and the end user is the productivity that we get every day second it's we have to look at business logics and can isolate the business logic so that I can can I really change it in a dynamic way in the last 10 years of 20 years we built system where we encoded everything he has to talk to this database over this IP address with that all this um hardcore stana configurations yes it's very hard in the cloud environment dynamic environment new media environment so we have to look at the system say how can I use so object orientations platforms separations logic how can i isolate the data if I have to how can I put it you know virtual data Mart's on top of it so that I can I'll cute the data because if I kind of a what Hana is was I'm sorry structure data then I cubix and then the cube gets talked to everybody and normally i know that in dededo there is eighty percent again used 20 bars are all right reverse so it's really an interaction and reactant acting from the end user best experience i want to do that facebook experience i want to give it that um gaming experience so how do i get to the data and adina you know it's probably 20 years old and it's really mainframe in monster well you're not gonna go ahead sir so when we talk to some of the vendors like for instance an emc they talk about the block at ciscos pushing UCS and it and they call it cloud ready or cloud enabled or cloud optimized i guess the term they use is that just good marketing or is it really the right model for the cloud to have that sort of single logical block of infrastructure which you're taking away well CC is a V block user we use Vblock for all our fabric cloth fabric deployment and a full hour in this cloud that is the first we have private cloud delivered on premises on the red card it's a unique value proposition no nobody has meaning you don't have to buy millions we delivered to you it's ready just provision the workload we teach you how to do it and we can do it in 10 weeks now we can only do it with a optimized block well the hard work and they're hard when storage and network and compute off very integrated and then we used EDM where I'd advisors are um has their communication macaluso we believe and I personally believe that that's today the best technology available UCS was built for cloud means project California that server was built thinking virtualization the optimization to the upper visor to the chip so that's why I think it is for CCM for our customer the best solutions it has a future-proof solution all the other architecture in the hardware have to change like HP just did a brand new set of equipment so and so I use that word future proof yeah it's like a punch like it Flashman does that expand know it's a good term it means basically you buy something and yes headroom you could it takes you into the future so just drill down on that more detail cuz that's a really important point that folks they don't want the cloud washing mentality they want to see specific so just expand on that you could so first of all um clouds there's no magic there and there is a project you say I want to take my Devon test to the cloud you have to plan it rough too tested you have to make it happen so there's no magic in cloud no pixie dust is like any other the ability to what I call future proof is what I call cloud plus far something that I can sustain in the next five years and not having to do it an architecture change or a major change I will do refreshes because the hardware is moving faster point releases add some stuff to it yeah but my architectural substantial architectural layers and everything is kind of stable for that but cloud pushes innovation to the US as a provider to our suppliers and to our end users all the time because it as a brand new paradigms so future is the roadmap that you built for yourself their customers i'm gonna say i have my roadmap I know what my clouds are gonna look in five years I know they thinks that I'm you know evaluating html5 for everything that is an end you see this vblock for the fabric I'm looking at how do i integrate cloud providers the api structures we are building a very interesting platform for cloud service programs where we will be the broker on all the cloud providers and look at the Echelon and maintain transparency so I know exactly what my cloud I'm gonna look in five years so that's when I seed with my CIS I say you don't have to do cloud the doctor doesn't say that you have to do cloud but if you do understand the business value and what's the roadmap and what's the current state to end state and the value that you want to be able to the post so CSE obviously cloud service provider and the Chinese proverb may you live in interesting times and we're in the technology business so we always live in interesting times i guess but so you have your cloud business your provisioning your own cloud you have your own data centers we see SI p announced today the Hana cloud and so but you of course a big SI p partner now you're sort of quasi competitor are you gonna build your own Hana cloud of me how does that all work you live in this age of cooperation can you talk about that a little bit but that's the beauty of cloud cloud doesn't bring competition brings integration so I'll give you another example we work very strongly with Microsoft Azure in their environment but our customer comes to CSC because they they want the full service experience and they want security and they want somebody that really looks at the architecture of what they do it expertise not just a class so we have created a federation model where no customer comes in our cloud is called cloud belt and say I want to build myself a force applications the integration to the force platform is similis to the end users we actually integrated us force platform and we'd actually run the code in the first platform but the customer said I want to now put it as my data in the public knowledge I want to get having them physical I wanted on your data center so we take care of all that in the Federation loss so we talked a lot about SCP with SI p in the last a day about hannah and they have their business on demand a platform that it is a way to write applications in situ and we asked him you know we want to run the application they plot from ourselves because I value added and then already so that's okay we will do a fixed platform like force or Google oh I absorb but we have portable platforms like spring or chorus or alarm stock and but remember well the customer fields a lock-in because they know they can only run it down beauty and and when you wrote it a nap in a strict platform you kind of just say okay I take it and I run in there he runs only there it's off two months like if you ride a force up you can write it in a matter of days I runs only there you can't just say I don't like yourself horse I'm gonna walk with my data we're going yeah you walk with you did about the Alpha stays there Thank so there is a lot of lock-in in this new their plan yet but Federation is the value on it the CSC brings we understand the de world is dynamic in nature and we will push hard on all our suppliers to say when can we have the ability for them to have portable bar codes instead of fix work that the CSC leading executive forum did some work a couple years ago that I read and it was they were talking to some CIOs those guys and they said as part of CSC very good work that they do and they said anecdotally that the discussions with CIOs this is probably 2001 9 time frame during the downturn suggested that CIOs are accelerating IT organizations are accelerating their adoption of cloud by as much as 12 to 18 months and then he went out into the Wikibon community and confirm that same thing I was really compressing that cycle and and I think it you would describe it as everybody needed the cloud it was sort of this cloud frenzy and now it's a little bit more selective one of the areas that seems to be having good uptake in flowers the federal government they seem to you know the new federal CIO is really hitting hard on cloud um is a supporter yeah and so um so what are you seeing there why is that is and how much money can you actually save with clouds that's a very good question so in the federal case since 1999 they had 400 data centers and when they lead the last census of all the data center i think was 2008 they had over a thousand data centers and so that's a huge growth everybody I want my own data centers until the garlic laptops iPads yeah that's a data center so I am so I think the government has come to the conclusion to say we all belong to the same family yes we all have our differences and security and privacy but let's trot learn how to share and I think there's a strong mandate for federal to use cloud vectors in fact CeCe's part of the data center consolidation committee where Jim Schaffer our president of public sector is a contributing member they are interesting things that we see is that actually federal for the first time turns to commercial and says good what is he working on the commercial side let's take commercial structures and architectures and apply so that we can move much much faster and reduce the cost so now comes to the cops um i dissect the cost of cloud in various sections first of all you have to virtualize and so virtualization brings in fifteen percent you're going from 700 servers to let's say 200 servers and that's a saving say he said in energy is saving now agility you you save them space and he'd never thing and that's a real hardcore cost rather cost that you have to buy new our hardware they will around and virtualized environment poverty if you take all your refresh cycle everything that's coming to be done you buy new hardware that can support that you can synchronize that as you can see what a nice day Saudi there is in the big girls then if you do infrastructure-as-a-service you got another you know 15 I mean maybe ten percent like I go to Amazon but then you hit a brick wall and that r equal is your applications and don't run on the cloud and you know you don't have any more things to cry so that's why I say to my CL we have to look at the IT Park and your eyes we have to go to the hardcore runner Montaigne IT budget today is sixty percent and evaluate how are we going to write new applications that get modernized or how can we refactor the application so that we can reduce this run and montane down to no more than fifty percent so we can use all the other 50 for your innovation and that's why it's seriously we believe we've somebody takes this portfolio approach we can commit up to forty to forty-five percent cartridge on a traditional on a traditional company which now if you are a brand new company and you really do the analysis core versus non core and you go this route you actually can reduce your cost a lot when I was a CIO I add a data set I see the data center and I said I don't want to run datacenters I just builds after I don't have to have a data center the last person that was holding up was my CFO and he says oh I like my sister now I ever say well six months you are not sweet otherwise you are met and and now is the number one that sweets speaker for public company of using cell system so it is a culture that's a great I mean it's great movement right now cloud there's a SiliconANGLE TV the worldwide leader and online tech coverage this is the cube this is where we talk about all the great stories and content with Suki Kunta great conversation here at SiliconANGLE dot TV question on the service is angle Dave and I have been talking for weeks now about how the services business changing both the services of delivery consulting integration which you mentioned that's where cloud is not about competition bout integration and also the services that can be offered on the cloud so how was the the services business changing the value chain of the architecture to the wind services that are being delivered we call that services angle mean what's your angle on the services business is changing into in two ways one it becomes more strategic so all this road mapping and understanding of the asset portfolio and why do you want to be on three years and what's the type of IT leader you want to be for your organization so it's moving upwards and then actually is becoming very very technical people the really most virtualization optimization infrastructure and can really what i call the youngsters the guys that can really write apps very fast the young Dae young coders know what we are crap that really don't want to spend the times on you know I'll ride this big proposal he's there and I'll show you and that's when i interviewed it for CSC the kid in five minutes his own is the ipod alive stop on top here I know that he lives the cloud everyday leavin this is really the new people that I say we have to look for but there is a big difference the culture change the consultant with the tie and phil italia proceeds one in two and three so the kids say give me two hours and i give it back to you yeah it's a huge there's conflict back in the 90s remember that that's the consultant suit they're making a lot of money project management huge schedules kind of slow now it's like you got these gunslinger coders who can whip up apps deploy it on the cloud in a couple days in a day and set change very used to start with a word document to powerpoint and now they're starting with you know code well know if they're the most used tool is a mind map for a project instead of a bullet and and I think that's when you start come in a conversation with a customer you follow the threads of where he wants to be and then the end you end up with a map or what it needs to be done but it is a different culture and the beauty of having the traditional thing though is is that you can have you can actually provide structure to discredit creativity so the end result is a quality because you know cowboy is intact it's cowboying intact and I you don't want to have that especially with our customers where we get them and can't we have small and large I mean I have olympic system a small bite active coupons so that that's my spectrum but quality is the most important thing nothing so we have to put quality within relationships we're here with the