>>Welcome back to the cubes, continuous coverage of HP es latest Green Lake announcement firehose of innovation. We're seeing a >>cadence >>that HP is delivering in cloud services. Daniel Newman is here, he's the principal analyst at the tour, um, extraordinary research company. Daniel great to see you how you doing man. >>Dave Great to, great to be in person again six ft and safe. But it's good to be back. >>Yeah, it really is uh, been a blur. Right? So we're gonna talk about the pivot to cloud based services. We're seeing that everybody is sort of leaning in HP es all in. I want to talk about value and what this all means to investors. We talk about data, but let me start with the whole as a service move. As I said, everybody's doing it. You see it virtually every companies. Hp was certainly the first to say we're all in, It communicated very well to Wall Street. Everybody's in a debate. No, we were first. No, we were first, but you gotta evaluate based upon the actions that they're taking. How do you look at the trends in this space and how do you look at H. P. S performance? >>Yeah, I admired and Antonio's early pivot, you know, when he got on stage and he said, We're gonna move everything to as a service. I believe that was about two years ago now and the ambition was to have it by 2022. It immediately stood out to me because the momentum, the momentum was behind public cloud, you would have believed three years ago that every workload was going to be in the public cloud and unfortunately guys like us knew that wasn't true. But what we did know was the customers, the enterprise, we're all becoming very comfortable and preference was starting to be shown with that consumption of it meaning subscription based, moving from Capex to apex. That to me was a signal that the timing was right now. Once they got the timing right, it was really about how does this all happened right? It's not necessarily just, we're gonna flip a switch and we're going to start to offer everything as a subscription as a service. There's a lot of standing up those services, putting all that compute all that network, all that storage into a data center, making sure that you have a way to accurately price it and make it quickly consumable, which is something by the way I've admired over the past couple of years, watching the evolution of the software that HP has been rolling. Whether that's Green Lake Central as moral, is that, you know, whether that's kubernetes in the orchestration of hybrid cloud using containers or that's just the ability to spin up a single compute workload in a timely fashion. That's the attraction to public cloud. So, you know, take H P E and its strategy aside and what we have now is you have all of the traditional big iron I T O E M all moving in this direction concurrently. They all understand from both evaluation standpoint meeting Wall Street and also meeting the customer where they are, they have to step up. They had to, uh, whether that was what I was doing with apex Cisco with plus iBMS acquisition of red hat. All these companies were going from, you know, public to private, private to public and then of course you gotta go horizontal from edge to cloud as well. It's a lot to undertake Dave but it's an exciting time and knowing that hybrid is the answer the data is proving that it puts a lot of these companies in a good position to compete. >>Now you mentioned that is the customer preference for good reason. Right? That gives them more flexibility but there's also Wall Street's preference, right? You see that, you know, huge valuations companies like snowflake data, dog elastic. It's that annual recurring revenue that is appealing. They want that they want growth. We saw Q3 hp that did a beaten raise I think 1100 customers for green lake, they announced the orders were up well over 40%. I think revenue was up 30 30 plus percent. So those are the kind of metrics that Wall Street wants to see interestingly though Daniel of course the shift to an A. R. R. Model hurts the income statement but it makes it more predictable and that's what investors today want, what your thoughts. >>Absolutely. I had a chance to speak multiple times over the past few years with the leadership at HP. And it was the exact thing. David that I that I raised, I said you realize that it might be a sidestep or even a half a step backwards before you start to gain momentum. And the real problem with Wall Street is there's no patients. So you mentioned a couple of names like data dog and snowflake. These companies have exponential valuations to earnings because they don't earn anything yet. But most of the market is forward looking and the market tries to anticipate where growth is going to come and saAS companies tend to drive fast growth and fast multiples. This is also left for somewhat slow growth evaluation for companies like HP. Despite the fact that it's doing a lot of the right things you mentioned of course mid double digit growth in green lake, large customer growth numbers. You know, I believe you're serving a billion dollars in revenue or in subscription dollars. Um, fact check that on their >>way to a billion on their way to be honest. I think >>it's booked maybe over >>700 million in revenue that way. >>And so as all those, the confluence of all those events, the market has to be able to basically cherry pick though a part of the business. And I think that's been a little bit of a problem. Not just for HP, but just for all these companies that are, that are struggling with smaller multiples of their P. E ratios. This is true for Cisco? This is true for IBM this is true for for HP and I'll kind of close my thought here. But as the company continues to talk about green Lake and it continues to lean into this, this is the part that has to rise to the front front of the Wall Street investor of the business media to say that existing part of the business is stable, It's solid. They have great customers. However, concurrently the part of the business that is the future, the subscription part that attaches to the public cloud that is enabling companies to grow. That is where they're at. And that is why we see more value. There's a lot of value to unlock and it's because, you know, these small multiples and the business is heading in what I believe is the right >>direction. And HPV last quarter cited, they hit almost 35% gross margin, which is, which is a high mark, high water mark for them if you extract VM ware out of Dell there in the mid twenties. So these are two different businesses and I think that's a big reason why Dell's moving into the space. I almost think like the board conversation at HP was, hey, let's, let's not keep thinking about building boxes. Let's build services and let's add value to those services that are software based and then we can kind of control our own destiny as opposed to kind of intel getting all the margins and or M. D. Or whatever it is. So so that so how do you see as a service driving value for H. P. E. It's customers and ultimately what do they have to do to convince Wall street >>recurring revenue companies drive higher multiples? It's not even a debate and companies that have a large percentage of their business as recurring tend to drive much higher evaluation and tend to also be more beloved by shareholders. The performance of HP has been good, it's been solid, it's been in the right place especially given the circumstances of the pandemic and the impact of on prem it we all saw the explosion of SAS the explosion of cloud, you know, SAS and chips are hot, they're always hot. But everything that was sort of sandwiched in the middle became a little bit more murky throughout the pandemic times. And the ability for HP. And these companies that are in this space are operating to be able to bridge this gap. The companies have 25 or so percent of workload during the public cloud. That means the rest need services from companies like HP. So the tam is growing because the overall size of the workload, the volumes of data are all growing exponentially and that's an opportunity but the market wants to see fast growth. Dave I mean they're not going to accept the single digit overall growth if you want to get the kind of multiples of a, you know, even a Microsoft at a 40 or a sales force at 100. But HPV with its software is starting to play in those spaces where investors in the market maybe can start to recognize that it is undervalued. >>So we live in a data centric world, Antonio talks about this all the time and we're seeing HP makes some moves in terms of data data management, you see what they're doing with his moral and that's a big part of the software place. So to the extent that you can lean into that wave have a higher contribution from software, higher margin business obviously and a more predictable revenue stream. That seems to be the right direction in my view. Um it's gonna take some time to play out. They're not gonna overnight, you know, they don't have a green sheet of paper, they clean sheet of paper, they have a business that they have to manage and they have to service their customers. But to the extent that the majority of their business over time can become as a service, shouldn't that confer higher margins and and greater value to investors? Yeah, it's sticky >>for enterprise users when you move to that subscription model, it's not as easy as just lifting and shifting you build your entire business process around these investments in these technologies. Software. It's sticky, it's organizationally complex because where HP sits in the stack, where their analytic solutions and software help you more successfully deploy S. A. P type workloads. The entire company runs on that. So the involvement and the importance of the role that HP is playing is huge. The challenge for customers isn't as big customers get this, the enterprise users, the C I O. S. They get the importance Wall Street though it's a little harder for them sometimes to digest. Whereas they might be looking at something like a snowflake that you mentioned. That's fairly straightforward. Almost all of its revenue is pure subscription and it's looked at as 20 years in a perpetuity where people are still trying to wonder is HP gonna be sticky? Are these customers not only going to keep with HP but are they going to increase? Right. Is that net revenue expansion going to take place across the portfolio? And HP rolls out more services right. Started with storage and then it moves to compute and then it adds edge layer services. Are people going to buy the whole stack? Because that of course, also as we've seen with some of the bigger players can be an extremely attractive value proposition. >>Well, I also think as they move into cloud, HP has always been about optionality. So I feel as though with their day to play, for example, they can get deeper into data management but they can also partner with others, you're leaning into open source so that means you can expand your portfolio that's kind of what the cloud game is is you know, here's the cloud, we got all these different options, choose what you want, we'll manage it for you, charge you for that but we'll take away that headache. That's a good business, >>choose your own cloud adventure last week oracle reported. Um and I'm only pointing this out because you know, you look at the company and everybody was what's with their i as number? Why is it not big or smaller? Why don't we know right. But over the last couple of years we've realized that it's no longer little seeing big see little C which I would call infrastructure as a service no longer exists. Cloud is one big number. So H P E being in the cloud through its hybrid services, its software, its platform support is just as much about being in the cloud is a company that offers I. S. Or company that offers SAs however convincing the market that this is the case is the trick. We're starting to see companies because you you hear when IBM reports how their numbers are, you know, they're they're tying in all kinds of global business services and they're tying in you know, red hat numbers and they're telling in their public cloud numbers but what I'm saying is up to this point, a lot of these hybrid services are kind of not necessarily being bucket ID like this big sea of cloud but it really is the entire stack of of infrastructure platform software and then of course all those attached services for companies to deploy this that equal a cloud number. And so the subscription number grows. Green Lakes customer account grows. And I think convincing the street and everybody in between that this is a cloud number and not a on prem or a attached to the cloud number is going to really help boomer boom, the overall value that people see and what HP is doing. >>And I think not only H P E but I think others are I think finally they're starting to realize that wow, you know, we all know everything is not going to public cloud. We understand it's a hybrid world Public cloud spend a company's the hyper scale is collectively spent $100 billion dollars last year on Capex. That's like a gift to a company like HP that can connect the dots and create that abstraction layer that hides the underlying complexity. We'll take care of that for you will make everything cloud native. We can bring cloud native on prem and go out to the edge, which is like the Wild West that is a that's a trillion dollar opportunity that there's no limit to market potential for companies out there and HP specifically. >>Well the edges a massive opportunity and that's what I said, you know, a lot of us are and we do this ourselves as both analysts and sometimes media personalities is we like to debate how big the opportunity of cloud is. And of course there are some firms that try to market size this, but I actually think it's extraordinarily difficult to market sizes, especially because of the edge. You talk about data and analytics. I recently attended the a event. It's a car event in Munich and you just look at the amount of data that vehicles are going to be creating in the in the coming years. They're basically massive rolling data centers full of chips, compute networking storage. This is all going to take significant infrastructure investments at scale and it's creating this humongous opportunity at the edge and you look at five Gs impact and as we roll out five G it's scale. Every one of these things brings more data connects, more devices and all that intelligence needs infrastructure, It needs software, it needs services. So the overall tam Dave is going to continue to grow and I think if anything it tends to be underestimated because it's really hard to define just how big the data equation is actually going to be in the market. >>Digital changes the equation. It's not, it's no longer servers, storage, networking database, its cloud services that are enabling digital transformations. I'll give you one more >>thing that just crossed my mind. But I think is important is if you even look at the the S. G. And sustainability efforts that most companies are going to be taking the amount of investment in trying to capture, comprehend manage just the data and analytics to understand your footprint and understand how you are going to achieve carbon neutrality and how you're going to do this up and down. And I mean that's just one thing and of course that's a, I wouldn't call it table stakes at this point, the market expects every company to be making this kind of investment well, when you run a multi national global enterprise that has edge, that has data centers that has manufacturing facilities, there is just unbelievable requirements on technology. And again, we've got to connect that public cloud somehow. So we can't ignore the fact that those public cloud players are all addressing this, they're all bringing solutions out. But companies like HP, this is where their sweet spot is, and this is where I believe they're going to have to compete very aggressively and efficiently to show we are a great partner to the public cloud, but our legacy and our capabilities mean we understand this part of the business, we believe we're the right fit and trust me, the Azure and AWS are, they're not going to make this easy, they're going to be competitive but they're also going to going to be very cooperative >>well, and they're coming into the home court of the on prem vendors. So that's gonna be interesting to see how that plays out as an observer, as an analyst, what do you want to see from HP, Green Lake cloud services? What are the, what are the areas that you're gonna be watching that could serve as indicators of success and momentum? >>Well, we didn't even talk because we did talk about some of that, but we didn't even talk about aI and amount for instance, all this data itself has to be managed and processed. So the fact that you're getting to that data management at scale, the fact that you're building out orchestration for containers. Well this is because of that data delusion conundrum, whatever word we want to use for it. But the best companies in the world are going to find a way to extract more value from that data and that's going to be through the application of aI of ml of neural networks, deep learning and other important capabilities. Having a foot into that Dave is something I want to see HP and it already does, but I want to see the participation there. This is an area that I think public cloud is doing really well there. They really made big investments both with homegrown chips with partnering with the likes of videos and intel to, to offer a lot of enhancement acceleration, um Ml and AI services. I think this is gonna be an area that on prem and through hybrid offerings. We're gonna want to see the company compete. Uh and then of course, I think back to the one thing Dave, I'll just kind of wrap on this, is that that customer growth, I mean you talked about how to get evaluation, how to get the street up, people get excited about overall growth. They need to get that narrative carved out about green, like about the subscription growth, the service growth point next and all that stuff, but all that has to start to equate to overall growth. Um you know, I think it needs to be made at least single high digits, single overall percentage growth, especially because the whole portfolio supposed to be there. You know, companies get those big multiples are growing >>fast growth on, on that large of a base would get people's attention. You mentioned custom chips, H P >>E, you >>know, H P S H P S heritage and HP. They have chops in custom silicon. So be interesting to see if, if you know the future, you talk about ai inference at the edge, huge disruptive potential opportunities and I'm really curious as to see how that plays out because that is another trillion dollar market opportunity. Daniel, thanks so much for coming to the cubes. Great to have you looking forward to working with you in the future. >>Yeah, it's great to be here. And sorry, we didn't get to those chips earlier. We could have gone down a whole, another whole, another >>half hour. Great, great to talk to you. All right, thank you for watching everybody. This is the cubes, continuous coverage of HBs, Big Green Lake announcement. Keep it right there for more, great content. Mhm.

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

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

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

>>Hello and welcome to this session on experiencing secure agile hybrid cloud for your absent data. My name is Andrew labor. I'm a worldwide business unit product manager, Hc I Solutions with HP and I'm joined by my teammate Jeff Corcoran, who was go to market program Solutions or HP as well. And with that let's just dive right into it. Well, everybody has absent data. They're all over the place. They're both live on your phones, your computers and the cloud and servers are everywhere, absent data are all over the place. Well, what can we really do about that from moving forward modernization of that? Well, we have expectations for personalized, instant and engaging experiences that are the benchmark of your experience, more speed and agility or more paramount than ever. You see a world where apps and data like I mentioned our live and all over the place and that data explosion is happening at the edge where 75 of data is now created in moving us from a data center too many locations and many centers of that data. We have a digital transformation that has reached only a fraction of that. And we have modern cloud experiences for speed and agility and we want to really push that into an on premise reality where data has gravity security formats and compliance that you require. You really want that data transformation that somehow remains elusive for most outside of the public cloud. We want that true private premised on premise cloud infrastructure that translates to your hybrid cloud where you already have your apps and data live in the public cloud. And so as I mentioned, 70 of the public of the apps are outside in the public cloud and we really want that to be able to be brought into the local as well. And the on premise give you more flexibility, more agility and only H P E brings the cloud experience absent data everywhere. We define that right mix for you to move your data to the local and with that we have an approach that's any cloud anywhere and we have the expertise to help you define that right mix of cloud for your enterprise. We also create modern casual platforms for innovation where we bring your non native traditional apps that are slowing you down. We bring that into a modern enabled cloud experience together with cloud data of apps to achieve that speed and agility that I mentioned, being able to create a consistent strategy for you and your infrastructure. We also consume everything as a service everywhere. We bring the modern cloud experience to you and your apps and data self service ease being able to scale up or down depending on usage and flexibility. And we also have to pay for use and all managed for you with HP. Green Lake services the market leading infrastructure as a service platform for well over a decade. We also unify that hybrid cloud estate being able to move operations to a cloud native Cloud ops process manage for you with one unified management platform. Hp Green Lake Central. This helps you manage and unify your applications across cloud native and non cloud native workloads, drive insights and control for operational excellence and we do that by defining the right mix of cloud for you with HPD Point Next services, we're able to assess applications to determine the right mix for your business objectives. Hp Point Next services, we have cloud in technology experts on hand and ready to task for you to assess your existing IT infrastructure strategy, identify trapped capital that you might not even notice is there as well as help you assess your people and teams to identify critical gaps in your cloud journey. Finally, HP Point next services capital experts can determine the right mix of cloud strategy for you. Help you move and migrate your data into that optimized for every workload. And we do that by creating modern agile platform for innovation and we achieve the speed and agility you want report folio of software defined rack optimized HP keep Reliant and H. P. S. Energy infrastructure. Using that compose Herbal cloud compose double infrastructure platform that we support through our intellectual property and through leading partner Cloud solutions and who is that? That's BM wear with cloud foundation. I am a cloud foundation is the perfect blend for HP synergy and HP. Reliant to create that universal hybrid cloud platform, both modern and traditional applications. The Cloud foundation is characterized by many tenants such as develop Already Infrastructure, which creates that automated full stack experience. To help you get ready to do your development through a PS and infrastructure. Universal platforms, a single platform virtual machines and containers as well as application focused management. To simplify your management, being able to have multiple application resources and foundation for that hybrid cloud that I described being able to extend that same software stack to the public cloud. You connect to your flavor of choice for public cloud consume. And together with HB solutions and BMR Cloud Foundation, we create that perfect platform for a consistent hybrid cloud experience from the mid market to the large enterprise customers. We are transforming that traditional I. T. To a virtualized data center. Our goal is to help you move quickly and be agile to digitally transform software defined data center supporting that hybrid infrastructure. Hp envy m where have been working together for years and we are providing a simple experience for hybrid cloud that you can create and deliver to show value instantly and continuously achieve faster innovation, consistent operation and reducing costs. And how do we do that together? Well with HB solutions from being more cloud foundation, we've revolutionized that data centre by building a single consistent hybrid cloud experience that you can see that delivers greater agility and simplicity with five times faster automation tools for building out your infrastructure in getting time to market quicker, invalidating that solution stack. Where we have end to end fully tested and validated solutions that reduce your complexity and allow you to consolidate your VMS and your containers into one environment. Seamlessly, we also integrate management. We have unique the upper management integration and automation through firmer lifecycle management. Vis a vis L C M on the VM ware side, simplify I. T and deliver more agility to your infrastructure as well as your software defined data center. And then we also have services with HB Point Next they accelerate that time to deployment using HP Green Lake and providing as a service experience that we bring that cloud to you. And we bring that with an enhanced ballistic 360° view of security that begins in the manufacturing supply chain of our servers and concludes with safeguarded end of life Decommissioning. We power that by the recently announced Gen 10 plus servers uhh peep Reliant NHP synergy and integrate that Silicon Root of Trust technology offering protection detection and recovery from attacks industry leading encryption and firmware protection. And finally all of that is brought together. Hp one view We take HP one view as the management solution which transforms all of the compute storage networking into one software defined infrastructure Through HP one View we offer a template driven approach for deploying provisioning, updating, integrating compute storage networking All together in one infrastructure. and HP one View uses those software templates single line of code. We can deploy and manage and compose all of your physical resources, require for that application or virtual host or container infrastructure. We deliver the flexibility to compose different tiers of storage as well as types of provisioning by HP One View through direct or attach fabric using cloud foundation and HPV Premera. And now I'd like to ask my coworker Jeff to dive into some customer experiences around the hybrid cloud Jeff. Take it away. >>Thanks. Andrew. I think a great way to follow up and talk about our solutions is to really look at how one of our customers is enabling this transformation. So Wedbush Security is one of the leading financial services firms in the US, providing private and institutional clients, securities brokerage wealth management, in investment banking services. The company is headquartered in los Angeles California and has about 100 offices across the United States to meet increasingly rigorous financial regulations for more resilient operations and mitigate the threat of earthquakes in the Los Angeles area and increase operational efficiencies. Wedbush was looking for transformation is looking for a change to what the way they are currently operating. And to do this, Wedbush partnered with lumen and HP to develop a new private, cloud based data center using bloomin Private cloud on VM ware Cloud foundation. This was located in lumens Dallas hosting center using HP Keep Reliant dl 33 60 jen tens to create a hyper converged, high performance infrastructure using integrated software defined networking and security. To date, Wedbush has migrated its entire production facility to this private cloud. The virtual machines support a range of business applications, including Refinitiv, Thompson, Reuters and if I ask financial systems, they're also hosting Web Bush's in house broker management tool and Microsoft, sequel server and Mongo DB. Now, how did this impact them? They were able to impact Their financial reporting by cutting that from five hours down to 58 minutes. At the same time, they are able to reduce the time that it takes to deploy these Infrastructure resources by 50%. So this allows them to deploy a modern IT infrastructure for performance, reliability and efficiency improvement. The net impact on their business Was that it reduces the analytic costs by 27%. It increases their business agility and it developed, allows them to develop new lines of business faster and increases their compliance for the new Finra financial regulations with HP Green Lake, the cloud that comes to you. Hp Green like brings that cloud experience, self serve paper use scale up and down and manage for you by HP and our partners to absent data everywhere, whether they're in the edges co locations or data centers, enabling you to free up capital most operational and financial flexibility and free up talent to accelerate what's next for you and your business with HP Green Lake customers get cloud services that our production ready, elastic for any scale With a simple experience delivered to customer locations and as little as 14 days. Now, let's take a look at how some of our customers are experiencing the benefit of HP Green Lake as the voice of Austrian business. The Austrian economic chamber delivers advocacy and support to over 500,000 companies and trade groups, thereby helping to foster the country's robust economic growth. However, a policy of fiscal prudence Led to a mandated 30 cost reduction and the chambers it service provider needed to cut costs without compromising service levels. So to do this, they turn to HP to pair a future proof compose herbal infrastructure with a consumption based support model and HP Green Lake. Now, both the internal and regional chambers offices are getting better performance and faster access to I. T. Services enabled them to focus more than ever on boosting critical Austrian economic forces in sectors. Hp is here to help you accelerate your transformation. We just talked about Green Lake. So this enables you to deploy any workload as a service and with HP Green Lake services, you can bring that cloud like speed, agility and as a service model to where your data, data and apps live today, it enables you to transform the way you do business with one experience in one operating model across your distributed clouds for apps and data at the edge in co locations and in data centers with HP Point Next services. They have conducted over 11,000. IT. projects in over 1.4 million customer interactions each and every year. HB Point Next services 15,000 plus experts and its vast ecosystem of solution partners and channel partners are uniquely able to help you at every stage of your digital transformation journey because we address some of the biggest areas of concern that can slow you down. We bring together technology and expertise to help you drive your business forward. Lastly, with HP financial services, flexibility and investment capacity are key considerations for business to drive digital transformation initiatives. In order to forge a path forward, you need access to flexible payment options that allow you to match your IT costs to usage, from helping release capital from existing infrastructures to deferring payments and providing pre owned technology to relieve capital strain. Hp financial services unlocks the value of your entire estate from edge to cloud to end user with multi vendor solutions consistently and sustainably around the world. H P E F s helps you create the financial capacity to transform your business, Y H P E. We have the experience to get you there Over 1000 successful cloud migrations. We have the expertise to help you at any stage to accelerate adoption of any cloud or financial model to help you deploy the like cloud experience for your apps and data. We're open to any cloud strategy with deep expertise across Azure AWS and google cloud. We have unbiased expertise and I p to accelerate your right mix of clouds for your enterprise and we can tie that all together with I. T. As a service from our market leading platform of HP Green Lake. After you viewed this session, we have a lot of resources that you can now use to help you continue your digital transformation and educate yourself. You'll find links here on the slide to a lot of different products and solution areas as well as social media interactions that we have to engage with you. Thank you for joining. We hope you find the sexual useful. Have a great day.

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

>>from around the globe. It's the Cube covering HP Discover Virtual experience brought to you by HP. >>Hi. Welcome back. I'm Stew Minimum, and this is the cube covers of HP Discover 2020. The virtual experience gonna be digging into Green Lake and help me with that. Happy to welcome to the program. First time guest Arwa Fedora. She is the vice president of worldwide sales for Green Lake with Hewlett Packard Enterprise are a thanks so much for joining us. >>Thanks for having me. All >>right. So as I teed up, you're relatively new in the role. So if you could just >>give us a little bit >>about your background, what brought you to HP And what your focus is there? >>Yeah, absolutely. Thanks for having me Weeks seven. So definitely new in the role, um, came from sort >>of ah, public cloud. Ah, >>cloud native ah, set of experiences through Microsoft. And previous to that it was Amarin where we focused on a lot of mobile application development. Ultimately, what brought me toe hp? To be honest is the fact that while cloud has brought a ton of innovation to, you know, many companies, many industries, many applications. I think I also see the opportunity that it's not just about public cloud, but it's about bringing cloud experience everywhere. And so, looking at the agility, the innovation, the speed, um, you know, some of the cost savings that the cloud has brought companies. Um, I believe that from a green Lake perspective, we now have an opportunity to modernize I t infrastructure and bring it to our customers in a way that they've never seen before. And so ultimately that that was what brought me >>to HP. >>All right, well, what excited me about having the discussion with you is you talked about some of the application modernization cloud native pieces that you've got history on, you know, my background infrastructure, but has an infrastructure person. We know the role of infrastructure really is to support those application. A term I've used for a number of years now is you want to modernize the platform and then you and modernize the applications on top of you know, what are you hearing from customers? You know, when I talk to developers, often it is, you know, hybrid model of how they're building things that is no longer a monolithic things are changing and moving everywhere. Data, of course, has huge import. Help us understand that role of the application and data when it comes to Green Lake. >>Yeah, and I think one of the great point that you know, whether it's research or our customers. What we ultimately know is 70% of absent data remain on premises today, right? Whether that's the data center, it's in co location or at the edge. Right? And that's where a good business reason that they have to remain in those data centers, right? We have things like, you know, late and see that we have to deal with. We have governance and security. We have data gravity. We have application dependencies, right? And so, being able to think >>about well, how do you solve that >>problem for the remaining 70% of applications? So if they can't move into >>the cloud well, how >>do we bring the cloud to them? Right. And that's exactly where Green Lake then, which is let's create that cloud like experience from everything, for you know, the obvious things that pay as you go the, um, sort of the self service be managed for you right, bringing that in to the customers, you know, Data center again. Coehlo The edge, I think, becomes a really powerful value prop and again, from my experience, right. Not every application is going to be a cloud native application that is being built newly for cloud only capabilities on. And there's still a lot of great applications that can still be built on Prem with cloud like experiences that are brought to you by Green Lake. >>Alright, so are you have the, you know, the sales title. And when I think about HP, HBs had a number of offering customers along that journey towards that cloud model that you're talking about. Ah, lot of them. You know, I think back, you know, go back Seven years ago, it was very much, you know, here is our stack and we have hybrid models and we're working with service providers. Green Lake is very much managed service, So help us understand a little bit, you know, from from the go to market standpoint, the sales standpoint, that mind shift of going from, you know, here's gear or here's the stack we're doing to really It is a managed services offering. So I would think it's it's a different It's if you will. It's a mindset. It's different, necessarily who you might be selling it >>absolutely. And I think if I had to think about what we're announcing at Discover right and how we're evolving Green Lake, it really starts to focus on launching new cloud services like containers, virtual machines, storage, compute right, sort of the core cloud offerings. But then also adding things like machine learning ops, you know, data protection for cloud and on Prem in networking services, right? And from a Green Lake perspective, I think if I had to think about the go to market, it's yes, managed services. But what does that mean, Right? That means new self service cloud experiences the Agree Lake Central, which has very detailed on sort of consumption and billing data to allow you to have that transparency. It also gives you self service capable abilities, right so that you can, you know, spin, spin up virtual machines or configure the services that you need or that you've purchased from us. Um and then also having the ability now to have new work load optimized, sort of T shirt size building blocks, right? So, being ableto very quick really find out from our customers, What is it that they need having sort of small, medium large capabilities again, thinking about those workloads that they're trying to support And then in under 14 days, being able to deliver the capability to their doors and have that spun up and ready to go? >>Yeah. One of the advantages, of course, is, you know, rather than thinking about okay, I've got all of these products. It's now more like a service catalog. I have a lot of different ways. Ah, and you've got things that like Oh, wait, you know, can that running there? You talked about the ML and the analytics. Of course, he's done a few acquisitions in this base to help enhance that light like map Are I know we've been talking a bit about, you know, Blue Data and, like, I'm curious from, you know, the touch points that you're having in customer. Is it shifting from you know, it's not necessarily, I think the person that buys the server, you know, cloud often was the line of business driving from the application down. So how does that alignment between the field and the customer shifting. And how do you expect Green Lake to kind of move that along even more? >>Yeah, that's right. It becomes a business sort of driven conversation, right? So what are the outcomes that our customers are driving for from a business transformation perspective? So if you think about what they're trying to do is they don't want to have to worry about delivering their own I t, which often is slow on, maybe contains supply chain risks. And then, of course, there's sort of the over provisioning risks that come with that as well. The way I see our role from a go to market perspective is we do have to engage, and we are engaging new audiences that we probably haven't been intimately sort of familiar with in the past. And that includes the line of business that includes also, you know, the architect internally within companies that are designing sort of best of breed architectures to deliver the technology infrastructures that will power their next generation of internal applications or even their own solutions to the market it includes. You know, if you're talking about ml ops, it includes talking to data scientists right and understanding. You know, what is that specific machine learning scenario that they are trying to, you know, train a model around? And how do we help deliver the best solution for them? Because we also know that putting that in how most of the time is too far away from your data or the edge, Um, from which you are collecting data from which again becomes super expensive. You have latency issues, and it's not a really great way to solve ml ops, right? We feel like we have a much better solution. And in talking to some of those audiences that are trying to solve those business challenges within our customer base, um, we are finding ourselves also talking to a lot of new audiences. And, you know, one audience that I'm intimately familiar with is obviously the developer audience, right. Developers don't want to worry about i t infrastructure. They don't want to have to walk over and tell someone that day. I need you to configure X y Z in order for me to start, you know, testing my code or my you know, sort of MPP. They want to know that it's all managed that it's quick time to value and that when they're ready to go, the infrastructure is there and ready to be deployed against the project that they're trying to execute. So those are really important audiences that I feel like we're starting to nurture, and we will have a lot more content and relevance for going forward with Green Lake. >>Yeah, a really important point there. I want also, you know, how do you kind of there's There's a big ecosystem around Green Lake. So, you know, give me a little bit about the you know, the differentiation of HP compared to some of the other hybrid solutions out there. And because I look, there's obviously hardware soft where solutions that HP has internally. But then you've also got, you know, VM ware, Nutanix, Red hat and others that are our partners, you know, how do you help customers sort through those? >>Yeah, absolutely. And I think it begins with delivering choice to our customers right. At the end of the day, we need to make sure that we're up optimizing for what our customers are looking to do. So there has to be an element of openness with HP Green Lake that we're pretty proud to deliver. So we have multiple I SD partnerships, partnerships. You mentioned some of them, you know, VM Ware and Nutanix. With respect to delivering some of our solutions, I think from a competitive advantage, you know, I go back to the fact that you know the 70% of absent data that are still sitting on Prem or, you know, in a polo and edges our competitive advantage comes from being able to bring a true cloud experience. Um, to those absent data where I would argue no one else can do this in a way that has, you know, speed from a time to value perspective, scalability, right. Being able to sort of go up and down a managed for you, a true pay per use model and billing at that level of granularity, um, and the self service right, allowing you to self provisioned and do some of those things once we've delivered the core capabilities for you. So from a competitive advantage, I feel like we cover off more of the cloud like experience does than anyone else that does in the market. And then we also have the partnerships and the ability to bring in some of those third party I SP solutions that work incredibly well on relate. >>Yeah. One of the challenges we've seen in the field is, you know, customers they do have Ah e I guess we know he always is added So, you know, you mentioned you know, their shifts. But customers Absolutely. They have their data centers. They're using often multiple public clouds out there. And they are. You know, we've talked a lot to be about the edge, so help us understand. You know, where green Lake fits and how the portfolio helps customers as they need to be able >>to >>manage and optimize what they're doing across all those disparate environment. >>Yeah, I think you're absolutely right. Customers. First of all, we're going to have a multi cloud and sort of a multimodal strategy, right? Some things they're going to put in the different public clouds and some things they're going to maintain on Prem or in a in a polo. And and then some things, of course, work better in an edge scenario. The great part about Green Lake is we solve the on Prem State problem in a really effective and cost effective and time to value perspective really, really well. But with Green Lake Central, we also give you the transparency to manage your public cloud footprint just as well. So we allow you to unify across that the different footprints that you want tohave. And we're also, you know, not proprietary when it comes to Green Lake Central, right? You can again, um, other pieces versus, you know, maybe some of the hyper scaler is that are trying to create more of a walled garden or a lock in scenario where, yes, you get transparency, but only as long as you're within their solution. >>Alright, So I understand there's about 1000 customers. We've passed 1000 customers Happy Green Lake, according to another interview that I did. So you've got sales, give us a little bit, you know, which we expect for kind of customer adoption. And what else do you expect us to be looking at from the Green Lake offerings? >>Yeah, absolutely. And I think from, you know, a customer Women term perspective. It has just been fantastic to be part of this journey, at least for me. For the past seven weeks, and to see our customers really embrace this new way of how we deliver I t. Infrastructure to them, I think, in a way that meet them where they are right as they're transforming. We're bringing that on Prem Cloud like experience to their doorstep without them having to feel the pressure of migrating everything, whether it makes sense or not into the cloud again in terms of what's coming new, Um, I would reiterate the fact that it is looking at all of the basic services like containers VM storage, Compute. It's also starting to optimize around specific workloads again, Teoh the point earlier about ML ops, Um, but from what's new and exciting, I get really excited about Hey, I don't want our customer spending time thinking about how to architect and how to design the right i t. Or infrastructure offering. I want to be able to do that for them in order to deliver that experience that they need. And again, what that helps our customers with is cost time to value and the ability to get a pre configured solution that is already optimized right. We don't want our customers spending all of their time having to configure an architect. I t infrastructure. We want them to worry about the business outcomes and then tell us what they need. And then we create those pre configured solutions on their behalf, given their input. So so again, it's a very cloud like way to deliver value to our customers. And I think it also frees up our customers to focus the resources on the real innovation that they need to drive at their business level versus focusing on things that, you know we're experts in. And we can bring to them in a much quicker and more value of >>way. Absolutely. Thank you so much. You actually what We've heard loud. And they need to be able to shift away from things that they don't have, differentiated, and then don't add value to the business and focus on this business. FN our congratulations on the new position and definitely look forward to watching the continued progress. Good buzz around Green Lake >>and test. Thank you. Still thanks for having me. >>Alright. Stay tuned for lots more coverage from HP. Discover the virtual experience. I'm Stew Minimum And thank you for watching the Cube. Yeah, yeah, yeah, yeah

>>from around the globe. It's the Cube covering HP Discover virtual experience brought to you by HP. >>Hi. And welcome back to the Cube's coverage of HP Discover 2020. The virtual experience. I'm stew minimum, and we're gonna be talking about the Green Lake solution. Of course, this manage services of from Hewlett Packard Enterprise. Happy to welcome to the program. Vice president of Green Lake Scott. Yeah, with HP. Thanks so much for joining us. >>Stew. Thanks for having me super excited to be here and hello to all of you in the audience. And welcome to the Discover virtual experience. >>All right, So, Scott, give us a little bit of you know, your background and, you know, the purview that you have in your role. >>Absolutely. So we've been very busy in the factory over the last couple of years, really bringing together experts from across the company to build out our portfolio of I P for hybrid cloud. I lead the development effort for HP Green Lake, and, uh, we have a number of exciting announcements that we're making during discover and talk a little bit about that later on in the conversation. But, um, you know, think about Green Lake is our answer to a consumption driven hybrid cloud experience. >>Yeah, And Scott, you know, hybrid is a word. You know, I think back to a dozen years ago when, you know, cloud and public and private we had this term for hybrid cloud. But it feels to me like we've really defined it and understood it and matured it over the last couple of years. So HP has partnerships with a lot of companies. So maybe just clarify for our audience when you say hybrid, what that means. And you know, some of those key partnership that you're delivering the solutions for customers >>with? Yeah, absolutely. So I think, Look, as you point out, hybrid cloud is a bit of a loaded term. And there are a number of companies out there that are building out an alternative hybrid cloud strategies. And maybe I'll sort of comment on a few of them and talk a little bit about how what we're doing is different. Um, of course it's It's hard to have a conversation about Cloud without thinking about what AWS is doing. And, of course, about a year ago, a little over a year ago, they announced Outpost, which is really their answer to the hybrid cloud challenge, right? And if you think about an outpost, right, fundamentally, what AWS is doing is taking a rack of equipment that sits in their public cloud facilities today. Replicating that and dropping it inside the four walls right of a customer's data center. And then that has some interesting pros and cons obviously benefit. That is, to have a very congruent eight of us experience inside your own corporate data center. I think the challenge to that is you're still sort of vertically integrated into that AWS architecture, and it it's really a walled garden that sits inside your you know, your on prem environment. It doesn't seamlessly connect to all of your existing I t. >>Now, of >>course, Dell VM, where you know they have their answer to Hyper Cloud, which is almost the exact opposite of what the outpost guys. And let's take a rack of architecture, that technology stack for VM ware and replicate that in a public cloud, right? And you know that has a different set of benefits, right? You know, the benefit there is that now you have a VM ware right on Prem that you can burst into capacity that sits in in this case, AWS right? But that has the opposite challenge in that that VM Ware environment that's sitting inside AWS right? It's a walled garden that doesn't give you full access to all of the benefits that the public cloud brings to the table right aws, serverless technologies and so on and so forth with Green Lake. We think that there is an alternative approach, 1/3 approach to thinking about hybrid, which is, rather than create vertically integrated stacks that span multiple different data centers to create an environment where we can seamlessly connect to all of the native services that sit in azure in Google in AWS. Because hybrid is not just about on Prem and off brands, it's about multi cloud, but also connect all of those richness of public cloud services on Prem as well, and make the on Prem environment available to a multiple set of technologies. Whether it's containers, virtual machines or bare metal. And with Green Lake and Green Lake Central, we provide the ability to control and manage workloads in a very congruent fashion across that entire state. So we think that the approach we bring to the table is a forward looking. You know, acknowledging that hybrid doesn't just mean multiple different on Prem off prem environments, but it means multiple public cloud providers and potentially multiple different on Prem environments as well. >>Right? And it's very much a partner. Focus my understanding of this Scott. If if I understand right you can connect to the public clouds out there and then in your on premises solution, which is a managed offering, you have a few different stack options, depending on you know what management layer. They're so Microsoft VM ware on Nutanix that some of the flavors that you've got to it Do I have that right? >>Exactly. So of course, where we're at with HPE, he's had a rich, deep partnership with Microsoft for a number of years. You know, Azure is an extension of that. So we're partnering with as a partner with AWS Google and then on Prem you probably have heard about and you actually mentioned the work we're doing with Nutanix. We also have work we're doing with Google there and of course, we have a long standing partnership with VM ware. So all of these technologies are are of the Green Lake experience. But increasingly, we're also embedding a lot more of our own I e. Right. So we will have an opinionated technology stack that we will make as an available option for Green Lake that embeds the HP container platform that we announced in general. I think it was January as well as map are for a data fabric and our own kubernetes distribution. So a lot of different options that are going to be made available there, one of which is going to be our own vertically integrated stack that provides the hardware that kubernetes environment and the storage fabric as an option for being like as well, >>excellent. And you mentioned, Ah, you know, here at Discover there's some additional updates. Why don't you share with us? The news >>Absolutely so super excited about some of the announcements were making this week at Discover one. It really revolves around AI and ML, and it's an ML ops as a service machine learning off as a service. And if we think about what is ml ops, side of service means the easiest way to think about it is that its Dev Ops or AI and ML workloads And one of the challenges that we've heard from customers is that data scientists are amazingly skilled at being able to define models, understanding how to train them and that whole part of the life cycle. But they're not necessarily good. Dev Ops engineers, right? So what we bring to the table with Green Lake is a curated environment that takes our kubernetes distribution right. It takes, you know, that came from Blue Data. It takes our high performance hardware, our Apollo hardware, which is some of the highest performance machines available in the industry today. And we offer that entire pipeline of ml ops tool sets, think about public and so flow spark High Torch Cafe exception. We manage that entire Dev Ops pipeline for all those tools, and we make them available for a Dev Ops and excuse me as a data scientist so that they can focus on building the models, training the models, not having to run the underlying pipeline so that entire stack is gonna be made available for Green Lake. We're excited about that, and we're also making available right it out as a service. So essentially, what this solution for really does is it brings the cloud experience inside the data center. Um, we provide all of the infrastructure automation through Green Lake Central to be able to provision workloads, manage them, operate them in the same way as public cloud. We allow the ability to import existing images and were close right, whether they're, you know, am I Z or VM ware and so on and so forth. And we provide a set of tool kits like terraform, for example, that brings the same way to manage those workloads on Prem as they are today in the public cloud. So really thinking about how from a hybrid perspective, bringing that cloud experience to the data center and allowing our customers to operate it, manage it and really enable digital transformation inside the data center. >>So, Scott Digital transformation is something we've been talking about for a number of years. There's been a real spotlight on it, you know, this year in 2020 with the global pandemic. So of course, you know, companies that have really gone through transformation, hopefully they're getting the agility and they're being able to respond faster But, you know, it's one of those things that many people heard anecdotally, uh, you know, are accelerating or needing toe have the results of digital transformation today. So I'm curious what you've been seeing from your customer base with everything that's been happening for the last few months. >>Well, you know, it's it's it's been a really a benefit for us. We have over 1000 customers, you know, Green Lake today. So we have the opportunity to obviously solicit, you know, a fair bit of feedback. And, you know, one of the if you kind of think about the growth in data, right and the desire if we just think about the pandemic in general, you know the ability to run training models to be able to test out new types of drugs to understand what the options are available to move forward to help address both from a prevention perspective, right? As well as a treating perspective, the ability to use the right high performance hardware and put it in a place where the data already exists drastically accelerates, right, The time to result. Um, if you think about, for example, the ml ops workflow that I talked about. You know this. The data likely already exists inside a customer data center, and we can bring the tools to the data right. Bring the cloud to the data, which allows a very quick turn up of being able to use those services as opposed to having to move all of that data into a different facility before you can run these training models and tools on. So there's a lot of different examples that we have. You know, there's There are also examples around things like why it's when we think about hybrid environment and particularly now, with endemic, you know, we may have data that's fragmented across multiple different data centers across the globe. Being able to understand who is accessing what data right from what location and making sure that that hybrid I t environment is provided with things like we're in the financial industry. Gpr or maybe, um, compliance frameworks. Like I s O Green Lake Central is constantly monitoring thousands of parameters and looking at how data is accessed and works flowing, and we provide a dashboard that helps our customers understand if there are areas that they need to look at if they're in compliance or not. So as we think about hybrid, it's not necessarily just the provisioning of all of the workloads and the operation of management. But it's also the governance aspect. >>Yeah, I'm glad you brought up governance. That kind of leads me. Scott, What about security? So, you know, we understand, You know, Cloud in General has gone through some maturation when it comes to security for, you know, early part of the year it was I might not want to do it before a security Now Cloud gives me the opportunity. Think about rethink my security. And these days, it really is a discussion of, you know, it's a shared responsibility model. So with a manage service, what's the interaction between what you're doing with Green Lake and how the customer handles security? What is that interaction? >>And they have security. I think it's a good point that most of our customers, all of our customers, are going to have a group dedicated to looking at what that particular enterprise or business requires from a security perspective, and they're gonna have various different frameworks. So one of the things that we've done within Green Lake is to make it flexible to adopt and embed existing security profiles into Green Lake. So, for example, many times they're versions of an operating system that have special security patches. There may be kernel extensions or different certified golden images, if you will, that are compliant with existing security parameters and profiles that an organization they have, we can embed those natively so we don't necessarily provide any any barrier to utilizing the existing frameworks that already exists. Yeah, so I think that's one piece. The second piece is when we think about the delivery of the Green Lake solution. HP has taken security. HP is taking security very seriously, and for a number of years now, we've been embedding security technology straight into our hardware. So enabling, for example, is looking root of trust, having a very, very vertically integrated security profile and monitoring set of technologies that we can embed to make sure that we prevent against malware, assertion and things of that nature. So all of those are happening, and over the next number of months you're gonna probably see some new announcements about what we're doing to increase the level of security that's embedded right into our systems. And of course, when we deliver those as part of Green Lake, the technology that we're building leverage is all of that embedded security technologies built into the hardware as well. >>Alright, Scott, you mentioned that you've now got 1000 customers on Green Lake. You know what visible like can you share as to the adoption of it? You know how important what you're doing with Green Lake is for our customers. >>So, you know, great. Did you mention I mentioned we have about 1000 customers are like today. And I will tell you our experience with these customers has been overwhelmingly positive. And I can tell you, we have over 99% 99.9 actually, percent really well right on Green Lake. And typically those customers one or two of them that have moved off of Green Lake has been because they had the ability to move back to a Capex model that additional funding and finance is available to move from consumption back to a Capex model. But really, it's been deployed across a number of industries. We have financial, retail, oil and gas research, pharmaceuticals. Take your pick. We have really like probably deployed in that particular vertical. And what we found is that you know the bulk of these deployments many times, customers just being able to take the green light technology and look at what's being deployed, where, what they're spending, having the ability to understand. What would it cost me to deploy this workload in a public cloud versus my green like environment that actually facilitates a significant amount growth? As a matter of fact, we had one a customer that started with about 100 virtual machines. We're running 4500 virtual machines on Green Lake today, so we get it in there. The experiences tends to be overwhelmingly positive. With Greenlee, we bring the best of what HP has to offer right the premium hardware that we build right, the support in deployment services. We have a dedicated, bring like delivery engineer that works with our customers to understand what workloads they have to be able to run on Green Lake, what the growth and scale ability for those workloads look like. And we were proactively to make sure that that Green Lake environment is curated for that customer. So it's been overwhelmingly positive and I think it really showcases the best of what, as a company between hardware, software and services, we can bring into the solution. >>Excellent. Well, Scott, I'll give you the final word. Ah, obviously a lot of sessions happening this week at the Discover Virtual experience. What do you want people to? You know, What do you recommend that they dig into and what you want them to take away from this week when it when it comes to your solution set. >>So there's a lot of great additional sessions as well, by the way, on a white has a good session. I would encourage you to see that if you're interested more to learn about things like Central and some of our technology stack, I have a few sessions on that as as well as Google, my colleague. But E. Guess I would sort of leave it with this thought that when we think about digital transformation, uh, and we think about modernizing the way we build operate manage workloads. The traditional destination has been to use public cloud, and with Green Lake, we aim to bring that cloud experience to the data center. Green Lake not only enables a pay as you go I t service offer. But it brings the digital transformation technologies to your data center and allows you to build, operate and manage in a modern way without having to move your data to a public cloud. So we think that's a very, very powerful message. And we think that it really has the ability to transform the way I tee gets, too. Boyd scaled, operated. Um, now into the future. Alright? >>Well, Scott, really appreciate the updates and congratulations on the progress. >>Appreciate the time to do. >>Alright. Stay tuned for lots more coverage with the cube at HP. Discover the virtual experience. I'm stew minimum. And thank you. For what? The cube. >>Yeah, yeah, >>yeah.

>>from around the globe. It's the Cube covering HP. Discover Virtual experience Brought to you by HP. >>Welcome back to the Cube's coverage of HP Discover. 2020. The virtual experience. The Cube. The Cube has been virtualized. My name is Dave Vellante. I'm here with Stuart Minuteman and our good friend Tim Crawford is here. He's a strategic advisor to see Io's with boa. Tim, Great to see you. Stuart. Thanks for coming on. >>Great to see you as well, Dave. >>Yes. So let's unpack. What's going on in that Discover Antonio's, He notes, Maybe talk a little bit about the prospects for HP of coming forward in this decade. You know, last decade was not a great one for HP, HP. I mean, there was a lot of turmoil. There was a botched acquisitions. There was breaking up the company and spin merges and a lot of distractions. And so now that companies really and you hear this from Antonio kind of positioning for innovation for the next decade. So So I think this is probably a lot of excitement inside the company, but I want to touch on a couple of points and then you get your guys reaction, I guess, you know, to start off. Obviously, Antonio's talking about Cove in the role that they played in that whole, you know, pandemic and the transition toe the the isolation economy. But so let me start with you, Tim. I mean, what is the sort of posture amongst cios that you talk to? How strategic is HB H B two? The folks that you talk to in your community? >>Well, I think if you look at how CIOs are thinking, especially as we head into covert it into Corona virus and kind of mapping through that, that price, um, it really came down to Can they get their hands on technology? Can they get people back to work working from home? Can they do it in a secure fashion? Um, keeping people productive. I mean, there was a lot of block and tackling, and even to this day, there's still a fair amount of that was taking place. Um, we really haven't seen the fallout from the cybersecurity impact of expanding our foot print. Um, quite. But we'll see that, probably in the coming months. There are some initial inklings there when it comes to HP specifically I think it comes back to just making sure that they had the product on hand, that they understood that customers are going through dramatic change. And so all bets are off. You have to kind of step back and say, Okay, those plans that I had 60 9100 and 20 days ago those strategies that I may have already started down the path with those are up for grabs. I need to step back from those and figure out What do I do now? And I think each company, HP included, needs to think about how do they start to meld themselves, to be able to address those changing customer needs? And I think that's that's where this really kind of becomes the rubber hits the road is is HP capable of doing that? And are they making the right changes? And quite frankly, that starts with empathy. And I think we've heard pretty clearly from Antonio that he is sympathetic to the plight of their customers and the world >>on the whole. >>Yeah, and I think culturally 10 minutes do I mean I think you know HP is kind of getting back to some of its roots, and Tony has been there for a long time. I think people I think is very well liked. Andi, I think, ease of use, and I'm sure he's tough. But he's also a very fair individual, and he's got a vision and he's focused. And so, you know, I think again, as they said, looking forward to this decade, I think could be one that is, you know, one of innovation. Although, you know, look, you look at the stock price, you know, it's kind of piqued in November 19. It's obviously down like many stocks, so there's a lot of work to do there, and it's too. We're certainly hearing from HP. This notion of everything is a service that we've talked about green like a lot. What's your sense of their prospects going forward in this, you know, New Era? >>Yeah, I mean, Dave, one of the biggest attacks we've heard about H E in the last couple of years, you know the line Michael Dell would use is you're not going to grow by, say, abstraction. But as a platform company, HP is much more open. From what I've seen in the HP that I remember from, you know, 5 to 10 years ago. So you look at their partner ecosystem. It's robust. So, you know, years ago, it seemed to be if it didn't come out of HP Labs, it wasn't a product, you know. That was the services arm all wanted to sell HP here. Now, in this software defined world working in a cloud environment, they're much more open to finding that innovation and enabling it. So, you know, we talk about Green Lake Day. Three lakes got about 1000 customers right now, and a big piece of that is a partner. Port Police, whether it's VM Ware Amazon Annex, were H B's full stack themselves. They have optionality in there, and that's what we hear from from users is that they want flexibility they don't want. You know, you look at the cloud providers, it's not, you know, here's a solution. You look at Amazon. There's dozens of databases that you can use from Amazon or, if you use on top of Amazon, so H p e. You know, not a public cloud provider, but looking more like that cloud experience. They've done so many acquisitions over the years. Many of them were troubled. They got rid of some of the pieces that they might have over paid for. But you look at something like CTP them in this multi cloud world in the networking space, they've got a really cool, open source company, the company behind spiffy, inspire. And, you know, companies that are looking at containers and kubernetes, you know, really respond to say, Hey, these are projects that were interesting Oh, who's the company that that's driving that it's HP so more open, more of a partner ecosystem definitely feels that there's a lot there that I respect and like that hp >>well, I mean, the intent of splitting the company was so that HP could be more focused but focused on innovation was the intent was to be the growth company. It hasn't fully played out yet. But Tim, when you think about the conversations that CIOs are having with with HPI today versus what they were having with hpe HP, the the conglomerate of that the Comprising e ds and PCs, I guess I don't know, in a way, more more Dell like so Certainly Michael Dell's having strategic conversations, CIOs. But you got to believe that the the conversations are more focused today. Is that a good thing or a jury's still out? >>No, it absolutely is a good thing. And I think one of the things that you have to look at is we're getting back to brass tax. We're getting back to that focus around business objectives. So no longer is that hey, who has the coolest tech? And how can we implement that tax? Kind of looking from a tech business? Ah, spectrum, you're now focused squarely is a C i. O. You have to be squarely focused on what are the business objectives that you are teamed up for, and if you're not, you're on a very short leash and that doesn't end well. And I think the great thing about the split of HP HP e split and I think you almost have to kind of step back for a second. Let's talk about leadership because leadership plays a very significant role, especially for CIOs that are thinking about long term decisions and strategic partners. I don't think that HP necessarily had the right leadership in place to carry them into that strategic world. I think Antonio really makes a change there. I mean, they made some really poor decisions. Post split. Um, that really didn't bode well for HP. Um, and frankly, I talked a bit about that I know wasn't really popular within HP, but quite frankly, they needed to hear it. And I think that actually has been heard. And I think they are listening to their customers. And one of the big changes is they're getting back into the software business. And when you talk about strategic initiatives, you have to get beyond just the hardware and start moving up the proverbial stack, getting closer to those business initiatives. And that is software. >>Yeah, well, Antonio talked about sort of the insights. I mean, something I've said a lot about borrowed from the very Meeker conversations that that data is plentiful. Something I've always said. Insights aren't. And so you're right. You've seen a couple of acquisitions, you know, Matt bahr They picked up, I think pretty inexpensively. Kind of interesting cause, remember, HP hp had an investment in Horton works, which, of course, is now Cloudera and Blue Data. Ah Kumar Conte's company, you know, kind of focusing on maybe automating data, you know, they talked about Ed centric, cloud enabled, data driven. Nobody's gonna argue with those things. But you're right, Tim. I mean, you're talking more software than kind of jettisons the software business and now sort of have to rebuild it. And then, of course, do this cloud. What do you make of HP ease Cloud play? >>Yeah, well, I >>mean, >>Dave, you the pieces. You were just talking about math bar and blue data, where HP connects it together is, you know, ai ops. So you know, where are we going with infrastructure? There needs to be a lot more automation. We heard a great quote. I love from automation anywhere. Dave was, if you talk about digital transformation without automation, it's hallucination. So, you know, HP baking that into what they're doing. So, you know, I fully agree with Tim software software software, you know, is where the innovation is. So it can't just be the infrastructure. How do you have eyes and books into the applications? How are you helping customers build those new pieces? And what's the other software that you build around that? So, you know, absolutely. It's an interesting piece. And you know, HP has got a lot of interesting pieces. You know, you talk about the edge. Aruba is a great asset for that kind of environment and from a partnership, that is a damn point. Dave. They have. John Chambers was in the keynote. John, of course. Long time partners. He's with Cisco for many years Intel. Cisco started eating with HP on the server business, but now he's also the chairman of pensando. HP is an investor in pensando general availability this month of that solution, and that's going to really help build out that next generation edge. So, you know, a chip set that HP E can offer similar to what we see how Amazon builds outpost s. So that is a solution both for the enterprise and beyond. Is as a B >>yeah course. Do. Of course, it's kind of, but about three com toe. Add more fuel to that tension. Go ahead, Tim. >>Well, I was going to pick apart some of those pieces because you know, at edge is not an edge is not an edge. And I think it's important to highlight some of the advantages that HP is bringing to the table where Pensando comes in, where Aruba comes in and also we're really comes in. I think there are a number of these components that I want to make sure that we don't necessarily gloss over that are really key for HP in terms of the future. And that is when you step back and you look at how customers are gonna have to consume services, how they're going to have to engage with both the edge and the cloud and everything in between. HP has a great portfolio of hardware. What they haven't necessarily had was the glue, that connective tissue to bring all of that together. And I think that's where things like Green Lake and Green Lake Central really gonna play a role. And even their, um, newer cloud services are going to play a role. And unlike outposts and unlike some of the other private cloud services that are on the market today, they're looking to extend a cloud like experience all the way to the edge and that continuity creating that simplicity is going to be key for enterprises. And I think that's something that shouldn't be understated. It's gonna be really important because when I look at in the conversations I'm having when we're looking at edge to cloud and everything in between. Oh my gosh, that's really complicated. And you have to figure out how to simplify that. And the only way you're going to do that is if you take it up a layer and start thinking about management tools. You start thinking about autumn, and as companies start to take data from the edge, they start analyzing it at the edge and intermediate points on the way to cloud. It's going to be even more important to bring continuity across this entire spectrum. And so that's one of the things that I'm really excited about that I'm hearing from Antonio's keynote and others. Ah, here at HP Discover. >>Yeah, >>well, let's let's stay on that stupid. Let's stay on that for a second. >>Yeah, I wanted to see oh interested him because, you know, it's funny. You think back. You know, HP at one point in time was a leader in, you know, management solutions. You know, HP one view, you know, in the early days, it was really well respected. I think what I'm hearing from you, I think about outpost is Amazon hasn't really put management for the edge. All they're doing is extending the cloud piece and putting a piece out of the edge. It feels like we need a management solution that built from the ground up for this kind of solution. And do I hear you right? You believe that to be as some of those pieces today? >>Well, let's compare and contrast briefly on that. I think Amazon and the way Amazon is well, is Google and Microsoft, for that matter. The way that they are encompassing the edge into their portfolio is interesting, but it's an extension of their core business, their core public cloud services business. Most of the enterprise footprint is not in public cloud. It's at the other end of that spectrum, and so being able to take not just what's happening at the edge. But what about in your corporate data center in your corporate data center? You still have to manage that, and that doesn't fall under the purview of Cloud. And so that's why I'm looking at HP is a way to create that connective tissue between what companies are doing within the corporate data center today, what they're doing at the edge as well as what they're doing, maybe in private cloud and an extension public cloud. But let's also remember something else. Most of these enterprises, they're also in a multi cloud environment, so they're touching into different public cloud providers for different services. And so now you talk about how do I manage this across the spectrum of edge to cloud. But then, across different public cloud providers, things get really complicated really fast. And I think the hints of what I'm seeing in software and the new software branding give me a moment of pause to say, Wait a second. Is HP really gonna head down that path? And if so, that's great because it is of high demand in the enterprise. >>Well, let's talk about that some more because I think this really is the big opportunity and we're potentially innovation is. So my question is how much of Green Lake and Green Lake services are really designed for sort of on Prem to make that edge to on Prem? No, I want to ask about Cloud, how much of that is actually delivering Cloud Native Services on AWS on Google on Azure and Ali Cloud etcetera versus kind of creating a cloud like experience for on Prem in it and eventually the edge. I'm not clear on that. You guys have insight on how much effort is going into that cloud. Native components in the public cloud. >>Well, I would say that the first thing is you have to go back to the applications to truly get that cloud native experience. I think HP is putting the components together to a prize. This to be able to capitalize on that cloud like experience with cloud native APS. But the vast majority of enterprise app they're not cloud native. And so I think the way that I'm interpreting Green Lake and I think there are a lot of questions Greenland and how it's consumed by enterprises there. There was some initial questions around the branding when it first came out. Um, and so you know it's not perfect. I think HP definitely have some work to do to clarify what it is and what it isn't in a way that enterprises can understand. But from what I'm seeing, it looks to be creating and a cloud like experience for enterprises from edge to cloud, but also providing the components so that if you do have applications that are shovel ready for cloud or our cloud native, you can embrace Public Cloud as well as private cloud and pull them under the Green Lake >>Rela. Yeah, ostensibly stew kubernetes is part of the answer to that, although you know, as we've talked about, Kubernetes is necessary containers and necessary but not sufficient for that experience. And I guess the point I'm getting to is, you know we do. We've talked about this with Red Hat, certainly with VM Ware and others the opportunity to have that experience across clouds at the Edge on Prim. That's expensive from an R and D standpoint. And so I want to kind of bring that into the discussion. HP last year spent about 1.8 billion in R and D Sounds like a lot of money. It's about 6% of its of it's revenues, but it's it's spread thin now. It does are indeed through investments, for instance, like Pensando or other acquisitions. But in terms of organic R and D, you know, it's it's it's not at the top of the heap. I mean, obviously guys like Amazon and Google have surpassed them. I've written about this with regard to IBM because they, like HP, spend a lot on dividends on share buybacks, which they have to do to prop up the stock price and placate Wall Street. But it But it detracts from their ability to fund R and d student your take on that sort of innovation roadmap for the next decade. >>Yeah, I mean, one of the things we look at it in the last year or so there's been what we were talking about earlier, that management across these environments and kubernetes is a piece of it. So, you know, Google laid down and those you've got Microsoft with Azure, our VM ware with EMS. Ooh! And to Tim's point, you know, it feels like Green Lake fits kind of in that category, but there's there's pieces that fall outside of it. So, you know, when I first thought of Green Lake, it was Oh, well, I've got a private cloud stack like an azure stack is one of the solutions that they have there. How does that tie into that full solution? So extending that out, moving that brand I do here, you know good things from the field, the partners and customers. Green Lake is well respected, and it feels like that is, that is a big growth. So it's HB 50 from being more thought of, as you know, a box seller to more of that solution in subscription model. Green Lake is a vehicle for that. And as you pointed out, you know, rightfully so. Software so important. And I feel when that thing I'd say HPI ee feels toe have more embracing of software than, say, they're closest competitors. Which is Dell, which, you know, Dell Statement is always to be the leading infrastructure writer, and the arm of VM Ware is their software. So, you know, just Dell alone without VM ware, HP has to be that full solution of what Dell and VM ware together. >>Yeah, and VM Ware Is that the crown jewel? And of course, HP doesn't have a VM ware, but it does have over 8000 software engineers. Now I want to ask you about open source. I mean, I would hope that they're allocating a large portion of those software engineers. The open source development developing tooling at the edge, developing tooling from multi cloud certainly building hooks in from their hardware. But is HP Tim doing enough in open source? >>Well, I don't want to get on the open source bandwagon, and I don't necessarily want to jump off it. I think the important thing here is that there are places where open source makes sense in places where it doesn't, um, and you have to look at each particular scenario and really kind of ask yourself, does it make sense to address it here? I mean, it's a way to to engage your developers and engage your customers in a different mode. What I see from HP E is more of a focus around trying to determine where can we provide the greatest value for our customers, which, frankly, is where their focus should be, whether that shows up in open source for software, whether that shows up in commercial products. Um, we'll see how that plays out. But I think the one thing that I give HP e props on one of several things I would say is that they are kind of getting back to their roots and saying, Look, we're an infrastructure company, that is what we do really well We're not trying to be everything to everyone. And so let's try and figure out what are customers asking for? How do we step through that? I think this is actually one of the challenges that Antonio's predecessors had was that they tried to do jump into all the different areas, you know, cloud software. And they were really X over, extending themselves in ways that they probably should. But they were doing it in ways that really didn't speak to their four, and they weren't connecting those dots. They weren't connecting that that connective tissue they needed to dio. So I do think that, you know, whether it's open source or commercial software, we'll see how that plays out. Um, but I'm glad to see that they are stepping back and saying Okay, let's be mindful about how we ease into this >>well, so the reason I bring up open source is because I think it's the mainspring of innovation in the industry on that, but of course it's very tough to make money, but we've talked a lot about H B's strength since breath is, we haven't talked much about servers, but they're strong in servers. That's fine We don't need to spend time there. It's culture. It seems to be getting back to some of its roots. We've touched on some of its its weaknesses and maybe gaps. But I want to talk about the opportunities, and there's a huge opportunity to the edge. David Flores quantified. He says that Tam is four. Trillion is enormous, but here's my question is the edge Right now we're seeing from companies like HP and Dell. Is there largely taking Intel based servers, kind of making a new form factor and putting them out on the edge? Is that the right approach? Will there be an emergence of alternative processors? Whether it's our maybe, maybe there's some NVIDIA in there and just a whole new architecture for the edge to authority. Throw it out to you first, get Tim Scott thoughts. >>Yeah, So what? One thing, Dave, You know, HP does have a long history of partnering with a lot of those solutions. So you see NVIDIA up on stage when you think about Moonshot and the machine and some of the other platforms that they felt they've looked at alternative options. So, you know, I know from Wicky Bon standpoint, you know, David Foyer wrote the piece. That arm is a huge opportunity at the edge there. And you would think that HP would be one of the companies that would be fast to embrace that >>Well, that's why I might like like Moonshot. I think that was probably ahead of its time. But the whole notion of you know, a very slim form factor that can pop in and pop out. You know, different alternative processor architecture is very efficient, potentially at the edge. Maybe that's got got potential. But do you have any thoughts on this? I mean, I know it's kind of Yeah, any hardware is, but, >>well, it is a little hardware, but I think you have to come back to the applicability of it. I mean, if you're taking a slim down ruggedized server and trying Teoh essentially take out, take off all the fancy pieces and just get to the core of it and call that your edge. I think you've missed a huge opportunity beyond that. So what happens with the processing that might be in camera or in a robot or in an inch device? These are custom silicon custom processors custom demand that you can't pull back to a server for everything you have to be able to to extend it even further. And, you know, if I compare and contrast for a minute, I think some of the vendors that are looking at Hey, our definition of edge is a laptop or it is this smaller form factor server. I think they're incredibly limiting themselves. I think there is a great opportunity beyond that, and we'll see more of those kind of crop up, because the reality is the applicability of how Edge gets used is we do data collection and data analysis in the device at the device. So whether it's a camera, whether it's ah, robot, there's processing that happens within that device. Now some of that might come back to an intermediate area, and that intermediate area might be one of these smaller form factor devices, like a server for a demo. But it might not be. It might be a custom type of device that's needed in a remote location, and then from there you might get back to that smaller form factor. Do you have all of these stages and data and processing is getting done at each of these stages as more and more resources are made available. Because there are things around AI and ML that you could only do in cloud, you would not be able to do even in a smaller form factor at the edge. But there are some that you can do with the edge and you need to do at the edge, either for latency reasons or just response time. And so that's important to understand the applicability of this. It's not just a simple is saying, Hey, you know, we've got this edge to cloud portfolio and it's great and we've got the smaller servers. You have to kind of change the vernacular a little bit and look at the applicability of it and what people are actually doing >>with. I think those are great points. I think you're 100% right on. You are going to be doing AI influencing at the edge. The data of a lot of data is going to stay at the edge and I personally think and again David Floor is written about this, that it's going to require different architectures. It's not going to be the data center products thrown over to the edge or shrunk down. As you're saying, That's maybe not the right approach, but something that's very efficient, very low cost of when you think about autonomous vehicles. They could have, you know, quote unquote servers in there. They certainly have compute in there. That could be, you know, 2344 $5000 worth of value. And I think that's an opportunity. I'd love to see HP Dell, others really invest in R and D, and this is a new architecture and build that out really infuse ai at the edge. Last last question, guys, we're running out of time. One of the things I'll start with you. Still what things you're gonna watch for HP as indicators of success of innovation in the coming decade. As we said last decade, kind of painful for HP and HP. You know, this decade holds a lot of promise. One of the things you're gonna be watching in terms of success indicators. >>So it's something we talked about earlier is how are they helping customers build new things, So a ws always focuses on builders. Microsoft talks a lot. I've heard somethin double last year's talk about building those new applications. So you know infrastructure is only there for the data, and the applications live on top of it. And if you mention Dave, there's a number of these acquisitions. HP has moved up the stack. Some eso those proof points on new ways of doing business. New ways of building new applications are what I'm looking for from HP, and it's robust ecosystem. >>Tim. Yeah, yeah, and I would just pick you back right on. What's do was saying is that this is a, you know, going back to the Moonshot goals. I mean, it's about as far away as HP ease, and HP is routes used to be and that that hardware space. But it's really changing business outcomes, changing business experiences and experiences for the customers of their customers. And so is far cord that that eight p e can get. I wouldn't expect them to get all the way there, although in conversations I am having with HP and with others that it seems like they are thinking about that. But they have to start moving in that direction. And that's actually something that when you start with the builder conversation like Microsoft has had, an Amazon has had Google's had and even Dell, to some degree has had. I think you missed the bigger picture, so I'm not saying exclude the builder conversation. But you have to put it in the right context because otherwise you get into this siloed mentality of right. We have solved one problem, one unique problem, and built this one unique solution. And we've got bigger issues to be able to address as enterprises, and that's going to involve a lot of different moving parts. And you need to know if you're a builder, you've it or even ah ah, hardware manufacturer. You've got to figure out, How does your piece fit into that bigger picture and you've got to connect those dots very, very quickly. And that's one of the things I'll be looking for. HP as well is how they take this new software initiative and really carry it forward. I'm really encouraged by what I'm seeing. But of course the future could hold something completely different. We thought 2020 would look very different six months ago or a year ago than it does today. >>Well, I wanna I want to pick up on that, I think I would add, and I agree with you. I'm really gonna be looking for innovation. Can h P e e get back to kind of its roots? Remember, H B's router invents it was in the logo. I can't translate its R and D into innovation. To me, it's all about innovation. And I think you know cios like Antonio Neri, Michael Dell, Arvind Krishna. They got a They have a tough, tough position because they're on the one hand, they're throwing off cash, and they can continue Teoh to bump along and, you know, placate Wall Street, give back dividends and share buybacks. And and that's fine. And everybody would be kind of happy. But I'll point out that Amazon in 2007 spent spend less than a $1,000,000,000 in R and D. Google spent about the back, then about the same amount of each B E spends today. So the point is, if the edge is really such a huge opportunity, this $4 trillion tam is David Foyer points out, there's a There's a way in which some of these infrastructure companies could actually pull a kind of mini Microsoft and reinvent themselves in a way that could lead to massive shareholder returns. But it was really will take bold vision and a brave leader to actually make that happen. So that's one of things I'm gonna be watching very closely hp invent turn r and D into dollars. And so you guys really appreciate you coming on the Cube and breaking down the segment for ah, the future of HP be well, and, uh and thanks very much. Alright. And thank you for watching everybody. This is Dave Volante for Tim Crawford and Stupid men. Our coverage of HP ease 2020 Virtual experience. We'll be right back right after this short break. >>Yeah, yeah, yeah, yeah.