>>Welcome back to HPD discovered 2021. My name is Dave Volonte and you're watching the cubes virtual coverage of discovering we're super excited to have Jason Newton back in the cube. He's part of the HPV mastermind alliance behind its messaging and marketing and he's been instrumental and up leveling the conversation over the last several years from ports and lungs and gigahertz, two topics that resonate with business technology executives, which is basically every executive on the planet. Jason. Great to see you welcome back to the program. >>Hey, I'm thrilled to be here. >>Okay, We're gonna talk about the future of enterprise tech and the evolution of cloud hybrid cloud, its expansion to the edge where we are today, where we're headed and how we're going to get there. And I'm excited to start this off. We're living in an era where value and competition. We talk about this all the time is defined by data and the insights that organizations can extract from that data, the products and services that >>they can build, >>that our data centric, What do you think this means to HP and what does it mean for your customers? >>Well, I think we're at the right moment at the right time and I think for the customer it just what's happening now, what's possible to create value from data, it's just a tremendous opportunity to accelerate the transformation they were already driving for their business. Um, we're seeing our customers do amazing things with data, not just monetizing data, but like world changing types of things around uh healthcare and finance, transforming experiences for their customers and all of this is being driven by data. >>Well, I'm, I'm excited to see how you guys approach that. I mean you're talking about this, you know, the cloud to edge strategy and I've been having discussions with various execs at discover obviously remotely about how far hp egos and certainly you're gonna have compute everywhere. And Aruba seems to me to be a really interesting part of that platform. You're gonna go to the deep edge, so you got a lot of assets in the arsenal. How are you thinking about that? >>Well, it really needs to come together into one experience and you mentioned Aruba, I mean that's where it all starts with secure connectivity. The more that we connect things up in a secure way, the more data that we're going to be able to create, analyze and act upon. So it really plays a critical world. But if you look at h p e, we really have an embarrassment of riches of assets and expertise and partnerships at global scale and there's not a part of our business that isn't focused on some part of the data challenges that customers have, from edge computing to supercomputing to storage. What we're doing with the Admiral software, it's all focused on helping customers take in that data and then create insights from it, create new innovations from it. >>Talk a little bit more about the customer challenges that you're specifically solving at H. P. E. What what do you see there? How are you thinking about that? >>And I think one of the biggest ones where the conversation always starts with is you know I have a lot of data but it's all in silos. Um even within my organization or in some cases I know there's data out there but it's in another silo. How do I get access to it? How do I hear that word a lot When we talk to customers, you need to get access for my teams to that data. So first step is just how do I bring it all together? How do I Federated all of that data in one place? That's one area that we're helping customers solve. Um The second is in order to bring those those pieces together, the different data owners have to have a trust right to share the data because often there's not an incentive for them to do that. Like I own the data, I don't want to share it. So we have to establish different parameters or capabilities in order to enable that type of of trust and sharing. And there has to be some mutual benefit right as part of that. And we see that with inside of companies and we see it with multiple different organizations. Once you can overcome those, those are really hard challenges. Once you overcome those things, everything becomes astronomically more easy to deal with and everything starts to go faster. And that's kind of where we're trying to get people on that modern day to maturity curve up to that point where they do have federation. They do have curation, they are able to share. They know what they're going to benefit from it. And then we can get on to the task of enabling the teams to do analytics. It's at speed and scale. >>You talk you talk about federation. So there's an interesting challenge that you're describing and you and I have had some good conversations about this because you want to kind of you to obtain that data if you will and put it in a place that you can actually get to it, share it, make it discoverable. And of course at the same time it's all over the place. So you've kind of got these these pods that are that can talk to each other uh and facilitate that, that kind of data sharing and then what I call, you know, building data products, building data services and technology is at the point now, it's evolving to enable us to do that. It's a look back at the last 10 years, it's just far too complex. >>Yeah, we heard Antonio earlier today talk about, you know, building not private clouds, but private data spaces. And it's really that idea of how do I, how do I bring an experience to the data? Right. That is agile and fast and cloud, like or cloud. And in the case of what we're actually doing now building a cloud platform um if that's exactly where customers are trying to get to um and we look at these data spaces as the advantage by going bringing that to the data. Obviously there's the, you know, the physics of it, the performance and that kind of thing. But you know, we can pay more attention to like data sovereignty laws, um, you know, we can dress things like data ownership within these spaces so that teams can come together and freely collaborate and and act on that data together. >>You know, I've been watching you guys for now several years and you've you've taken this messaging and marketing thing pretty seriously. Even a lot of times, you know, we see it all a lot of times is this gimmicks and I don't mean that necessarily a bad way. There's actually some really good gimmicky marketing that gets a lot of attention, but your approach is different. Um it's very thoughtful. Uh it's cultural, I'll say you're trying to cultural sort of what you say with what you do. And so I want to ask you how you're going about, you know, changing the way in which you provide solutions. I sort of alluded that uh, to that at the top versus how you've done it in the past and how you're helping customers redefine their business for success. >>Well, the way that we're thinking about that is um and I think you heard it very clearly and consistently from Antonio earlier today, we're transforming into an edge to cloud company. Okay, We are building an edge to cloud platform. That is Green Lake. That platform is the way that will deliver cloud services to our customers for their workloads to their datasets wherever that needs to be. We're committed to a truly hybrid model, right edge on prem cloud together. So those elements, it starts to crystallize. I think a lot more about who this company is. The type of challenges that we need to solve. Talking about the things is not, is not interesting to customers. They want to know what problems can you help me solve? How fast can you do it right? What outcome can you help me achieve? And that's the way that you know, we, we talked about this a lot dave that we continue to transform and have those, those more meaningful conversations and like I said, every time we get to the data challenges, they know the opportunities there. They have a dream and a vision of what they want to go do. They just need a partner like HP to help them get there. >>So we talk a lot about Green Lake and as a service, you guys were threw the gauntlet down first. I gotta give you props because you're kind of all in on it. You're not a halfway house. I'll give you that much. But now we've seen at least I can count at least four other large competitors follow suit. How should we think about your strategy and specifically your advantage relative to the competitors? Let's let's talk first in terms of as a service in Green Lake and then maybe >>overall. Yeah, I mean, I think you see a lot of people following Green Lakes lead, we've been out in front for a while. We were the first to say the world will be hybrid and it is, we were the first to make the big bet at the edge. We were the first to see that not all the data is going to go into one unified location, it's going to continue to be distributed and therefore a cloud experience has to travel to that data. We created the Green Lake brand years before anybody else did. And now, while they're just now trying to figure out how do I do hardware is a service or a better way to sell my products. We're moving on, we're focused on the workloads and the workflows and the data sets. Um, Green Lake is much, much more mature and now that we have everybody on board across the company, we're moving much faster as well. Right? And that's more of a statement for the traditional competitors. Right? The traditional spaces, you know, they're still just stuck on like hardware, service infrastructure as a service were at the workload level and much higher. And I think what you're seeing from the public cloud players is, wow, data center an on prem and edges hard. Um, a lot harder than, than I think they really anticipated. And uh, you know, they're, they're reassessing. So I feel like we're in the place where the world is moving to, right? And we're really writing, you know, the first chapter of the new hp? Um Not the last >>has it, has it changed the way this as a service mentality, has it changed the way or how has it changed the way in which your product groups >>are behaving? Um quite a bit um you know, it is a mindset shift and you know it's and uh I think we have the culture that will successfully enabled because we've always been so customer centric, I think as you move two and as a service it becomes much more about how do I ensure customer success? Right? How do I, how do I put an environment in place and then use that as an opportunity to solve more problems across our customers environments? So I think that aspect is what you know really is driving our thinking now is what new services can I can I land on the green Lake edge to cloud platform to solve different data centric challenges? >>Yeah. You talked about, you know, lead and where you are in the majority model. What do you what do you what was the hardest part about making that change? Was it the, was it the leadership was that the sales compensation, was it to get the product guys out of the widgets? What was the hardest thing? >>Yeah, I think, I think go to market is as big a challenge as anything. Um You know, I I think in marketing it's our job to show the art of the possible in the future um even if it's uncomfortable for the organization. Um and I think that helps articulate Antonio's vision and give him a true north and he's a fabulous leader in a culture that you know, they believe and trust in him and so they're following. Um, but, you know, the challenges are, um, not so much, you know, the technology, uh, in many cases it is the people and the skills and uh, you know, building those new relationships within accounts and uh, those aspects, those intangible things. Um, so, you know, we're doing a lot around um enablement, sales, enablement. And of course with our uh, and most importantly with our our partners who are out there selling for us. It is a it is a new approach, but it's a good approach because it's so customer centric, it's not product centric. >>So what are the, so how are the customers and partners reacting? Of course you're gonna say great, but how do you know, like, what what kind of metrics do you look at, what kind of things that are important to you to track, that gives you confidence that you're you're on the right track. >>They're buying more stuff. >>Okay, rhetoric. >>Yeah. No, I mean um like I think there was some skepticism, you know, at first because we have been doing some of that infrastructure as a service type of thing for a while before we ever had a Green Lake brand. And they're like, well, is this just the same thing? Like No, we're truly cloud defying this platform. We're building a cloud native platform. You saw it in the announcements today, right? With cloud native security, just like you get in the public cloud that you can deploy and run these these workloads um in your choice of location and the more that we can show evidence of our messaging in the experience that we actually deliver. That's when customers start to lean. And so we look at a ton of metrics. I mean, you know, it's not one data point. We listen to Gardner. Um you know, we have our own internal research that we do, we're constantly getting feedback from our field. In fact, last week was two weeks ago, we had a board of advisors meeting brought in, you know, some of our top top customers just to hear from them, you know, um you know, what are we doing? Good, What we're not doing good. So it's it's a lot of different pieces that go into, how are we doing with the customer and how are they into this? But this is we're only doing what they told us they wanted. Bring me bring the cloud to me and my data. I can't move at all. But I don't want different operating models. I want a consistent experience. I want to be able to focus and innovate. I don't want to deal with, you know, the underlying pieces of the infrastructure. >>Right? And >>so yeah, we're doing what they ask. >>So they okay, but that sounds good. But then it's hard to do that. I mean, you got to put real is, that's a lot of elbow grease, a lot of investment, a lot of innovation. Uh, like you say, you got to line the organizations. That's, that's not a trivial task. I mean, I tell you, Jason, I've been, I've been hearing this, you know, early days, even 10 years ago, I think we're finally at the point now where the industry is responding to what those customers really want. And of course, you know, it's like Steve jobs with the iPhone, ask them what they want, they're not going to tell you an iPhone, right? They maybe they didn't know 10 years ago, but I think it really came into focus in the last several years and investment is a key there. >>Yeah. I mean I think the last decade was the digital transformation was all about, you know, how do I bring speed to code and take advantage of public cloud and and I think that took us further. It took us, but now, okay, the next chapter is a very data century. How do I bring speed agility to data and data analytics and especially at the edge and where things are, you know, need to live. How do I make a consistent experience that's gonna be our focus for the next 10 years. And like I said, I feel like we're at the right moment in history as a company with the right assets, expertise partnerships to go and help customers take advantage of that. >>Well it's interesting the last decade we talked about big data. We don't use that term much anymore, but like many things like the internet for example, it's over something or maybe it's overhyped at the beginning, but it's always under hyped when you actually see the force that can be. I I feel like we actually are now entering the true data era. So, so you're excited about a lot of things obviously as a service, but I gotta, I got a sense there's more that you're not sharing with us. So what are you most excited about for HP in the future? >>Well, like I said, becoming that edge to cloud company watching Green Lake blossom as it is. I mean tremendous innovations that we announced today and yes, there's things I can't share that I know are coming later this year. I have seen the roadmaps. It's it's it's really compelling, very compelling and impressive the things that we're doing with asthma role combined that together with with Green Lake and that experience the types of data analytic platform environments that we can build to unify those data silos to accelerate the machine learning and analytics teams. Um it's really all coming together and those are the things that I'm excited about. Um you know, changing that perception of H. P. E. Is infrastructure as a service and hardware is a service and that kind of thing. It's not about as a service is the experience, right? The value is in the data and watching us be able to help customers solve those data challenges and seize those those data opportunities is what I'm most excited about. >>Well the other thing too is the world has some big challenges, population and energy. You know, we could just make the huge list and and I feel like tech companies not only are in a position to help but I think they have a they have a responsibility and I gotta say I think most tech companies big large tech companies are stepping up and have great leadership around that. And what are your thoughts on that? >>Well yeah we talked about value from data. It's all about the insights is where the value comes from but values not always about profit and monetization data truly does have the opportunity to solve some of the world's biggest challenges. Um I was just reading this morning about C. G. A. I. R. And the things that they're doing in agriculture with these, they've got a big data set platform that um I think could be literally the thing that ends up helping solve world hunger. The thing that everyone sort of jokes about. I'm like no seriously now with the data that could be possible. >>Yeah, I think you're right, I think we are going to solve world hunger, world nutrition maybe a different story, but we'll tackle that next. Um last question, you know, what else should we be focused on at discover how can folks learn more >>well? You know, this is a three day event, so today was really about the news and excitement and clarifying our position as an edge to cloud company and the Green Lake is our edge to cloud platform. The way that we deliver the cloud to you. Um Tomorrow is really about how all of that vision strategy manifests itself into the experience and the products and solutions that you can consume. Um There'll also be a lot of sharing of uh the keynote is when I'm looking forward to with Dr England Go, he's ahead of ai and he's gonna be sharing all the lessons and learnings from hundreds of engagements that he's been driving with customers, showing exactly how to overcome the data silo problem, the trust problem, how to bring agility to analytics and then thursday is kind of the geek out day, right? We get to talk to Hewlett Packard labs, we get to go and touch the technology, meet the technologists, interact with them. Um and and understand what are those technologies that are gonna be crucial You know, for the next 10 years of data driven transformation. >>Some really exciting stuff there. Jason, thank you so much for spending some time on the cube again. Really great to see you. >>I appreciate the invite every time is a pleasure. Thank you. >>Thanks for being with us for our ongoing coverage of HPD discovered 21 this is Dave Volonte, you're watching the cube. The leader in digital check coverage will be right back. >>Mhm. Mhm.

(upbeat music) >> Welcome back to HPEDiscover 2021. My name is Dave Vellante and you're watching the Cube's virtual coverage of Discover, and we're super excited to have Jason Newton back in the cube. He's part of the HPE mastermind alliance behind its messaging and marketing. And he's been instrumental in up leveling the conversation over the last several years from ports and LUNs and gigahertz to topics that resonate with business technology executives, which is basically every executive on the planet. Jason, great to see you, welcome back to the program. >> Hey, I'm thrilled to be here. >> Okay, we're going to talk about the future of enterprise tech and the evolution of cloud, hybrid cloud, it's expansion to the edge, where we are today, where we're headed and how we're going to get there. And I'm excited to start this off. We're living in an era where value and competition, we talk about this all the time, it's defined by data and the insights that organizations can extract from that data, the products and services that they can build, that are data centric, what do you think this means to HPE and what does it mean for your customers? >> Well, I think we're at the right moment of the right time and I think for the customer, it just what's happening now, what's possible to create value from data is just a tremendous opportunity to accelerate the transformation they were already driving for their business. We're seeing our customers do amazing things with data, not just monetizing data, but like world-changing types of things around in healthcare, in finance, transforming experiences for their customers and all of this is being driven by data. >> Well, I'm excited to see how you guys approach that. I mean, you're talking about this the cloud-to-edge strategy and I've been having discussions with various execs at Discover, obviously, remotely about how far HPE goes and certainly you're going to have compute everywhere. And Aruba seems to me to be a really interesting part of that platform. You're going to go to the deep edge. So, you got a lot of assets in the arsenal, how are you thinking about that? >> Well, it really all needs to come together into one experience. And you mentioned Aruba, I mean, that's where it all starts, with secure connectivity. The more that we connect things up in a secure way, the more data that we're going to be able to create, analyze and act upon. So, it really plays a critical role. But if you look at HPE, we really have an embarrassment of riches of assets and expertise and partnerships at global scale and there's not a part of our business that isn't focused on some part of the data challenges that customers have. From edge computing to super computing, to storage, what we're doing with the SRL software, it's all focused on helping customers take in that data and then create insights from it, Create new innovations from it. >> Talk a little bit more about the customer challenges that you're specifically solving at HPE. What do you see there? How are you thinking about that? >> I think one of the biggest ones the conversation always starts with is "I have a lot of data, but it's all in silos. Even within my organization or in some cases, I know there's data out there, but it's in another silo. How do I get access to it?" I hear that word a lot when we talk to customers "I need to get access for my teams to that data." So, first step is just, how do I bring it all together? How do I federate all of that data in one place? That's one area that we're helping customers solve. The second is in order to bring those pieces together, the different data owners have to have a trust to share the data 'cause often there's not an incentive for them to do that. Like I own the data, I don't want to share it. So, we have to establish different parameters or capabilities in order to enable that type of trust and sharing and there has to be some mutual benefit as part of that and we see that with inside of companies and we see it with multiple different organizations. Once you can overcome those, those are really hard challenges. Once you overcome those things, everything becomes astronomically more easy to deal with and everything starts to go faster. And that's where we're trying to get people on that modern data maturity curve up to that point where they do have Federation, they do have curation, they are able to share, they know what they're going to benefit from it and then we can get onto the task of enabling the teams to do analytics at speed and scale. >> Yeah, you talk about Federation. And so there's an interesting challenge that you're describing and you and I have had some good conversations about this because you want to tame that data, if you will, put it in a place that you can actually get to it, share it, make it discoverable. And of course at the same time, it's all over the place. So, you've got these pods that could talk to each other and facilitate that data sharing and then what I call building data products, building data services, and technology is at the point now it's evolving to enable us to do that. Look back at the last 10 years, it was just far too complex. >> Yeah, we heard Antonio earlier today talk about building, not private clouds, but private data spaces. And it's really that idea of how do I bring an experience to the data that is agile and fast and cloud-like? Or cloud, in the case of what we're actually doing now, building a cloud platform. That's exactly where customers are trying to get to. And we look at these data spaces as the advantage by going, bringing that to the data. Obviously there's the the physics of it, the performance and that kind of thing. But we can pay more attention to like-data sovereignty laws, we can address things like data ownership within these spaces so that teams can come together and freely collaborate and act on that data together. >> You know, I've been watching you guys for now several years and you've taken this messaging and marketing thing pretty seriously. Even a lot of times we see it all. A lot of times it's gimmicks and I don't mean that necessarily in a bad way. There are actually some really good gimmicky marketing that gets a lot of attention, but your approach is different. It's very thoughtful, it's cultural, I'll say. You're trying to get and acculturate what you say with what you do. And so I want to ask you, how are you going about changing the way in which you provide solutions? I alluded that to that at the top, versus how you've done it in the past and how you're helping customers redefine their business for success? >> Well, the way that we're thinking about that is, and I think you heard it very clearly and succinctly from Antonio earlier today, we're transforming into an edge-to-cloud company. We are building an edge-to-cloud platform that is GreenLake. That platform is the way that we'll deliver cloud services to our customers, for their workloads, to their data sets, wherever that needs to be. We're committed to a truly hybrid model. Edge, Onprem, Cloud together. And so those elements, it starts to crystallize, I think a lot more about who this company is and the type of challenges that we need to solve. Talking about the things is not interesting to customers. They want to know what problems can you help me solve, how fast can you do it, what outcome can you help me achieve? And that's the way that we've, we've talked about this a lot, Dave, that we continue to transform and have those more meaningful conversations. And like I said, every time we get to the data challenges, they know the opportunities there, they have a dream and a vision of what they want to go do. They just need a partner like HPE to help them get there. >> So, we talk a lot about GreenLake and as a service, you guys threw the gauntlet down first, I got to give you props because you're all in on it. You're not a halfway house, I'll give you that much. But now we've seen, at least, I could count, at least four other large competitors follow suit. How should we think about your strategy and specifically your advantage relative to the competitors? Let's talk first in terms of as a service in GreenLake and then maybe overall. >> Yeah, I mean, I think you see a lot of people following GreenLake's lead. I mean, we've been out in front for a while. We were the first to say the world will be hybrid and it is, we were the first to make the big bet at the edge, we were the first to see that not all the data's going to go into one unified location, it's going to continue to be distributed and therefore cloud experience has to travel to that data. We created the GreenLake brand years before anybody else did. And now, they're just now trying to figure out, "Well, how do I do hardware as a service or a better way to sell my products?" We're moving on. We're focused on the workloads and the workflows and the data sets. GreenLake is much, much more mature and now that we have everybody onboard across the company, we're moving much faster as well. And that's more of a statement for the traditional competitors, the traditional spaces, they're still just stuck on like hardware as a service, infrastructure as a service. We're at the workload level and much higher. And I think what you're seeing from the public cloud players is, wow, Data Center and On-prem and Edge is hard. A lot harder than I think they really anticipated. And they're reassessing. So, I feel like we're in the place where the world is moving to. And we're really writing the first chapter of the new HPE, not the last. >> Has it changed, the way this as a service mentality, has it changed the way or how has it changed the way in which your product groups are behaving? >> Quite a bit. It is a mindset shift and I think we have the culture that will successfully enable that 'cause we've always been so customer centric. I think as you move to an as a service, it becomes much more about, "How do I ensure customer success?" How do I put an environment in place and then use that as an opportunity to solve more problems across our customer's environments?" I think that aspect is what, really is driving our thinking now is what new services can I land on the GreenLake Edge-to-Cloud platform to solve different data-centric challenges? >> You talked about lead and where you are in the maturity model, what was the hardest part about making that change? Was it the leadership? Was it the sales compensation? Was it to get the product guys out of the widgets? What was the hardest thing? >> Yeah, I think, I think go to market is as big a challenge as anything, I think in marketing, it's our job to show the art of the possible in the future, even if it's uncomfortable for the organization. And I think that helps articulate Antonio's vision and give him a true north. And he's a fabulous leader in a culture that they believe in trust in him. And so they're following, but the challenges are not so much the technology. In many cases, it is the people and the skills and building those new relationships within accounts and those aspects, those intangible things. So we're doing a lot around enablement, sales enablement, and of course, and most importantly with our partners who are out there selling for us. It is a new approach, but it's a good approach 'cause it's so customer centric, it's not product centric. >> So, how are the customers and partners reacting? Of course, you're going to say great, but how do you know? Like what metrics do you look at? What things that are important to you to track that give you confidence that you're on the right track? >> They're buying more stuff. >> Yeah, okay, that's a good metric. >> Yeah, yeah, no, I mean, like, I think there was some skepticism at first, because we had been doing some of that infrastructure as a service type of thing for a while before we ever had a GreenLake brand. And they're like, "This is just the same thing." Like, no, we're truly, cloudifying this platform. We are building a cloud-native platform, you saw it in the announcements today. With cloud native security, just like you get in the public cloud, but you can deploy and run these workloads in your choice of location. And the more that we can show evidence of our messaging in the experience that we actually deliver, that's when customers start to lean in. So, we look at a ton of metrics. I mean, it's not one data point. We listen to Gartner, we have our own internal research that we do. We're constantly getting feedback from our field. In fact, last week, was it two weeks ago, we had a board of advisors meeting, brought in some of our top, top customers just to hear from them. "What are we doing good, what are we not doing good?" So, it's a lot of different pieces that go into, how are we doing with the customer and how are they into this? We're only doing what they told us they wanted. "Bring the cloud to me and my data. I can't move at all, but I don't want different operating models. I want a consistent experience. I want to be able to focus and innovate. I don't want to deal with the underlying pieces of the infrastructure." Yeah, we're doing what they ask. >> Okay, that sounds good, but then it's hard to do that. I mean, you got to put real, that's a lot of elbow grease, a lot of investment, a lot of innovation, like you say, you got to align the organizations. That's not a trivial task. I mean, I tell you, Jason, I've been hearing this early days, even 10 years ago, I think we're finally at the point now where the industry is responding to what those customers really want. And of course, it's like Steve jobs with the iPhone, ask them what they want, they're not going to tell you an iPhone. Maybe they didn't know 10 years ago, but I think it really came into focus in the last several years and investment is the key there. >> Yeah, I think the last decade was, the digital transformation was all about how do I bring speed to code and take advantage of public cloud and I think that took us further, it took us, but now, okay, the next chapter is a very data centric, how do I bring speed and agility to data and data analytics and especially at the edge and where things are need to live, how do I make a consistent experience? That's going to be our focus for the next 10 years. And like I said, I feel like we're at the right moment in history as a company with the right assets, expertise, partnerships to go in and help customers take advantage of that. >> Well, it's interesting. The last decade we talked about big data, we don't use that term much anymore, but like many things like the internet, for example, it was all of a sudden, maybe it's over-hyped at the beginning, but it's always under hyped when you actually see the force it can be. I feel like we actually are now entering the true data era. So, you're excited about a lot of things, obviously as a service, but I got a sense there's more that you're not sharing with us. So, what are you most excited about for HPE in the future? >> Well, like I said becoming that edge-to-cloud company, watching GreenLake blossom as it is, I mean, tremendous innovations that we announced today and yes, there's things I can't share that I know are coming later this year. I've seen the roadmaps, it's really compelling, very compelling and impressive. The things that we're doing with Azmeril, combine that together with GreenLake and that experience, the types of data and analytic platform environments that we can build to unify those data silos, to accelerate the machine learning and analytics teams, it's really all coming together. And those are the things that I'm excited about. You know, changing that perception of HPE as infrastructure, as a service and hardware as a service and that kind of thing. As a service it's the experience, right? The value is in the data and watching us be able to help customers solve those data challenges and seize those data opportunities is what I'm most excited about. >> Well, the other thing too, is the world has some big challenges, population and energy, we can just make the huge list and I feel like tech companies not only are in a position to help, but I think they have a responsibility. And I got to say, I think most tech companies, large tech companies are stepping up and have great leadership around that and what are your thoughts on that? >> Well, yeah, we talked about value from data. It's all about the insights is where the value comes from, but value is not always about profit and monetization. I mean, data truly does have the opportunity to solve some of the world's biggest challenges. I was just reading this morning about, was it CGAIR? And the things that they're doing in agriculture with these, they've got a big data-set platform that I think could be literally the thing that ends up helping solve world hunger, the thing that everyone jokes about, I'm like, "No, seriously now with the data, that could be possible." >> Yeah, I think you're right. I think we are going to solve world hunger and world nutrition, maybe a different story, but we'll tackle that next. Last question, what else should we be focused on at Discover, how can folks learn more? >> Well this is a three-day event. So, today was really about the news and the excitement and clarifying our position as an edge-to-cloud company and that GreenLake is our edge-to-cloud platform, the way that we deliver the cloud to you. Tomorrow is really about how all of that vision strategy manifests itself into the experience and the products and the solutions that you can consume. They'll also be a lot of sharing of the keynote, is what I'm looking forward to with Dr. Ingram Gore, he's our head of AI, and he's going to be sharing all the lessons and learnings from hundreds of engagements that he's been driving with customers showing exactly how to overcome the data silo problem, the trust problem, how to bring agility to analytics and then Thursday is the geek-out day, we get to talk to Hewlett Packard labs, we get to go and touch the technology, meet the technologists, interact with them and understand what are those technologies that are going to be crucial for the next 10 years of data-driven transformation. >> Some really exciting stuff there, Jason. Thank you so much for spending some time on the Cube again. Really great to see you. >> I appreciate the invite every time is a pleasure. Thank you. >> All right and thanks for being with us for our ongoing coverage of HPEDiscover '21. This is Dave Vellante, you're watching the Cube, the leader in digital tech coverage. We'll be right back. (upbeat music)

(tech music) >> Announcer: Live from Madrid, Spain, it's the CUBE, covering HPE Discover Madrid 2017 brought to you by Hewlett Packard Enterprise. >> Welcome back to Madrid everybody this is the CUBE. The leader in live tech coverage. This is day one of our coverage of HPE Discover 2017. I'm Dave Vollante with my co-host Peter Burris. Jim Jackson is here, he's the senior vice president of the Enterprise Group at Hewlett Packard Enterprise. >> Happy to be here. Good to see you again and Jason Newton, vice president of global marketing at Hewlett Packard Enterprise. Guys, it wouldn't be a Discover without some big news, transitioning to Antonio. We're about to hear the key note but Jim, set up the week for us. The big news that we can expect. Show us a little leg. >> Yeah well first of all, thanks for having us here guys. We're really excited for this week. It's gonna be probably one of our biggest weeks of innovation. We've got a pretty amazing Discover lined up. So you're gonna see us talk about AI in the data center, so bringing predictive analytics from our Nimble acquisition it's called info site. We're extending that to three par so that really helps our customers predict and anticipate problems and solve them in advance. So that's really software-based leading with that. Another area is we're bringing consumption-based capabilities. A whole new suite of consumption offerings. We're branding it HPE Green Lake and it's really, think of purpose-built solutions for things like backup, SAP, data like environments but it's really outcomes as a service. So we're not able to give our customers the ability to have infrastructure as a service, and now outcomes as a service. And the other part of making hybrid IT simple that you're gonna hear about is how we're really helping our customers unify and manage that multi cloud environment. So applications are sitting in public clouds, private clouds, what we're hearing from our customers is, hey we need to be able to manage this a lot easier and have holistic ability to see all of that. So you're gonna see us talk about that on main stage as well. So new brands, a lot of innovation. We've also got some partnerships that we'll be rolling out later today. So a lot happening. >> Jason, you've spent a lot of time, sweat, toil, blood on branding. Obviously you're a big part of the branding exercise. Up leveling the messaging, we had you on two or three years ago, and you said, look, we're gonna change things. We're gonna shift the focus from product and widgets and really talk about what customers care about. How has that gone? Where are you at with that? It resonates extremely well with customers. In fact we just got out of a panel where we had four of our top customers, ABV, Dreamworks, IKEA and Nokia. And we just spent an hour just talking about their digital transformation journey and what they're all about. The room was packed. I think we had over 400 people who were in there. That's showing that we can be an innovation partner to those customers enabling them to share their stories at a venue like this is really powerful. >> We're becoming much more software and services led and it's really all about experiences. Providing that experience that our customers are looking for. >> Just follow up to that, so a lot of people think oh well HP, spun merge it's software business but you're leading with services and software. So help us clear that. >> We're doing a ton in software today. So if you just think of our software portfolio. We have HP 1V to manage our customers complete infrastructure estate, service storage and networking. We extended that last year with composability so HP and Synergy, we have over a thousand new customers since we announced that last year actually at this event. So we're seeing a lot of progress. Synergy enables our customers to really have one environment that can flex to the needs of multiple different applications so reduces over provisioning. AI, I talked about AI in the data center. So what we're doing with info site, that's software based, we're extending that to 3PAR and you'll see us extend that to other parts of the portfolio going forward. Nyara, and on the Aruba side of the house, software based. Aruba is very software centric and then of course, we'll be announcing this afternoon our code name project new stack, really about helping to manage that multi cloud environment. A lot happening in the software space and an area that we're very focused on. >> One of the things... By the way, we think that those three things that you mentioned, automation in the data center, on-premise capabilities and a cross multi cloud approach to management and managing your assets, absolutely spot-on. And we think ultimately and here's a question, we think that what's going to drive the determination is what does the data need? So talk to us a little bit about how you are articulating the idea of data as the new value source, the new value and hardware infrastructure and software and these capabilities, making it possible for the work to exist where the data requires. >> Yeah and I'll start maybe you can pile on a little bit. Our conversation starts with apps and data so we're starting the dialogue there and you know what we're seeing is you know really moving from large data centers, or only large data centers to centers of data that are really everywhere, right? So we're starting to see that edge really starting to proliferate and drive a lot more change, and what our customers are saying is wherever might, regardless of where my data sits, I need to manage it, I need to secure it, I need to process it, I need to be able to translate it into insight and that's really what our strategy is all about. We've been talking for the last couple of years about making hybrid IT simple. and we're really doing a lot in that space. So for example, we announced the acquisition of cloud technology partners and really what we're trying to do there it's the foremost authority really in helping customers understand how to migrate applications to to AWS or even to Google or Azure, and when you combine that with our on-prem capabilities, it really now starts to talk about data, we want to say your data is what matters and we want to help you manage that holistically. The software investments that we're doing enable you to have that complete view. And then from a consumption perspective, some of the things I talked about earlier, rolling that out right, making it easier to consume this as a service and only pay for what I use. So, we are in alignment. It all starts with data and wherever that data sits, it's how do I manage it? >> And that's why Aruba is such a great asset for us, because a lot of people think about Aruba as you know, you just replace copper wire and WiFi ... And hey, don't get me wrong, it's a money-making great business, but if you'd asked Kierty, he'd probably say we're a data business, right? >> Peter: We did ask him, and that is what he said. >> Is that what he said? Well, good, we're on message then. We're on message today, alright, yeah. I mean, because that's where the action is happening, that's where the data is being created, and so everything that they're doing around the the security 360 platform, the mobile first platform, everything is centered around, how do I draw a value in context from that data? >> Well I want to ask you about Aruba, because when you acquired Aruba, we said wow, this is a great business, it's gonna be a growth business, but is it a strategic weapon for HPE? Is it a strategic infrastructure component? From a messaging standpoint, It's all about the intelligent edge, that you've up-leveled that. Where'd that come from? Maybe take us through sort of the anatomy of-- >> Well I mean, the message is just exactly what we were saying. That if if value is gonna be created at the edge, if the data's gonna be coming from the edge, we have to drive a whole lot more intelligence into that edge in order to collect, process, analyze, secure the data that's coming in and make use of it, right? So I mean, that's where the genesis of the intelligent edge came from. >> Yeah, I mean I would say the other thing about Aruba that we're really seeing is all about experiences. So when we talk to our customers about Aruba, they're looking to deliver a different experience. Whether it's in retail, whether it's in stadiums, whether it's in the campus space. It's all about delivering a better experience. And that's really the value prop behind Aruba. Very software centric, open software, mobile solution. The other thing is, it's enabling us to engage more and more with parts of the company, customers that we might not have had as much engagement before. You know, the c-suite, you know, talking more with the line of business. because what they're focused on is how do I deliver that better experience? And Aruba's really playing a key role in doing that. We also have the view that ultimately, and you started the conversation about data, and we totally agree. But it has to be thought of from the edge, to the core, to the cloud. So whether we engage with Aruba, whether we engage with our core data center, capabilities, and our strengths there, or with services ... That's enabling us to holistically have a much more strategic conversation with our customers. So we're excited about that. >> I'd like to dig a little bit on this notion of AI for the data center, or AI for managing IT (mumbles). We'd like to talk about the difference between a breadth-first, which is I'm gonna do this, like in this big broad way, and we'll figure out how we're gonna get the components to participate, versus a depth-first. Which is, let's lean on suppliers, who know that hardware, know the software best, and ask them to create simulacrums, you know, digital representations that then will allow me to apply AI machine learning, et cetera. We like the depth-first approach, but customers ultimately want to see this bloom into a breadth approach. Talk to us a little bit about how individual elements are being represented, but in a coherent consistent way, so that you can get to a broader, overall set of automation across entire infrastructure. >> Well, I mean, I think that you're seeing the paradigm shift now. I mean for decades we've been chasing this idea that we can make the one tool to rule them all, this sort of magic management environment, one single pane of glass, everyone says that right? >> I've written a lot of research papers that suggested that, right? >> Right? And look, I think that's, we're done, alright? And the only thing we can do now is, how do we embed intelligence to make the infrastructure so smart it can take care of itself? And that's ultimately the experience that our customers are telling us that they want, right? Is, I don't want to be an expert on IT anymore. I don't wanna touch this stuff, I don't want to deal with it. >> Peter: Not just want, need. >> Right? I can't handle it, right? I mean, the scale and speed of everything is beyond the capacity ... I can't hire enough people to take care of it. So you know, I think starting there and saying, okay we're gonna start embedding that type of intelligence. Right now it's mostly predictive analytics type of stuff, but increasingly you're gonna see more true AI come in not just in the data center, with what we're doing with Nimble, right? But also with Nyara. Now we call it introspect, right at the edge. How do we start weaving that across to do a variety of things? Whether it's maintenance or performance optimization, or security. I think thinking of it like a continuous platform across the infrastructure is gonna give you that depth and kind of breadth of control that you're looking for. >> So that leads to kind of an ecosystem question, and I liked your comments on that. Because the question of breadth or depth, the answer is yes, you got to have both. The ecosystem posture has totally changed in the last year or so, subsequent. Because we had PWC on today. We've had Veam on earlier. These are-- >> Jason: They love us. Partners that you're putting forth, yeah. >> Jason: We're making them money. >> For sure, right. But they are partners that previously, you know, you wouldn't have profiled. Whether on stage, on the Cube, wherever. >> Jason: Yeah. >> How has the ecosystem evolved? >> I mean it's opening up a whole new set of opportunities for us. You know, if you think of when we had ES, a lot of people just felt like, hey we were gonna compete with them, right? Now that ES has spun out, we actually created another great partner in ES, but we've got a whole host of other SIs that want to engage with us. They want to take our capabilities in IT systems. Our consumption capabilities, and then align it with a value prop that they'll bring. So you talked about Veam for example, right? Data availability is really, really important for customers. So taking HPE and Veam together, we're able to deliver a great solution from data protection to recovery. Really powerful stuff, and we're seeing some great opportunities out there in the marketplace, and a very strong ROI. I mean, we have some data that says, hey over five years, is a 200% ROI. Another area, when you think of just partnering, right? Is what we're doing with our channel partners. So we're giving them more solutions that are channel centric, that we're driving through our channel organization, yeah. And then, we just announced a relationship a couple weeks ago with Rackspace. It's a managed private cloud, open source solution. We're using our consumption capabilities, combined with with Rackspace, their environment. And this is giving our customers the flexibility to now spin up very quickly, a private cloud environment that they're looking for with a lot of the public cloud capabilities. Very strong economics behind it. And then the edge, that's the other area we're seeing lots of new partnering opportunities as the edge continues to expand. So we believe that innovation is a team sport, and we're leaning in really hard, and I know you know the Gartner's and the IDCs don't track who are the best partners, but I think if they did, we would be at the top of the list. >> Well, probably a lot of this activity was going on previously, so it's not like you're starting from ground zero. >> Jim: Correct. >> But you just, from a marketing standpoint, you really didn't talk about it, because you had colleagues, whether it was from EDS or the software division that's saying, hey, don't talk about that, help us out here. So, how has that changed the way in which you market? One of the big values is your go-to-market. I mean, people are drooling to now partner with HPE. >> Yeah, and one of the big reasons is honestly, is point next. Because they see the value in what Accenture or PwC, or Wipro can bring from understanding a business, or whatever, versus the deep technical knowledge of a point next to come in, and what they really love is the consumption model stuff that we've been able to wrap around it. They see that customers want, that in order to move fast with less risk, right? You've gotta have some sort of financial lever that says, okay, I can start small and I can grow over time. I'm not putting all my money out in one place and we've been building that with flex capacity over the last several years. You're gonna see, well, I guess we announced yesterday, a new Green Lake ... Making that even simpler to consume. Every one of our partner says, I wanna take your IT expertise in that consumption based model and wrap it around a total solution. And that's what's like white-hot right now, and there's unlimited opportunity right now from ... As Jim said, edge to core to cloud. >> And we have another one we're gonna announce on stage in a couple of hours, so we're pretty excited about that as well. >> Well, you see that in the numbers too, yeah. >> Jason: I think we might have a clue what that is. >> We're excited about that. >> Yeah, I know, it is. Well, look, and you kind of you kind of gave something of a preview when you talked about the three things that you want to be able to do. Because there's one brand that hasn't been mentioned yet. But ultimately the business is recognizing that the technology questions that we're raising here are crucial to their future success, but they don't want them to be a continuous source of antagonism. >> Group: Right. >> So they recognize that they need the capability, but they want to dramatically simplify the degree to which it's evasive. I once had a CIO tell me that the value of my infrastructure is adversely proportional to the degree to which anybody in my business knows anything about it. So how do you then take steps to ensure that your customers don't know anything about the infrastructure, even though they have the infrastructure where the data demands, which is gonna be at the edge, and on premise? >> I think that's some of the things we're focused on now. So software to make infrastructure much more frictionless. And you're not really worrying about managing that infrastructure, it's just there to power the business, to deliver the business. Consumption-based offerings with Green Lake, this is truly purpose-built stacks for specific things, because our customers are telling us, I don't want to have to set all that up and manage it, but I want that outcome, and I only want to pay for what I use. So those are just a couple of examples of how we're trying to simplify it. Because ultimately it's all about the experience and the outcome and being able to translate all that data into insight. >> Well, when you're simplifying your face to the world, we heard in the last earnings call, new reporting structure going forward. Hybrid IT ... intelligent edge, and financial services, which is exploding, the consumption base modeling 22% growth last quarter. So organizationally, presumably, you've started to take that shape, and that's how you're presenting your face to the world. Is that right? >> Yeah, and that's helping us to really break down some of the silos, that has existed in this company for a while. And you're seeing that really, really becoming much more unified in terms of how we go to market, and how we think about engaging with our partners how we engage with our customers. >> Are your customers breaking down those silos at a consistent rate? Are you a little bit ahead, a little bit behind? How would you evaluate that? I think it's a transition, it depends on which customer, which sector. We still see some of some of them that are maybe a little behind. Some that are a little bit ahead, but really everybody wants to start the conversation much more about, how do I move faster? How do I accelerate my business? It's all focused on outcomes starting at that data level, and then how can you help me? And this is where I think some of the acquisitions that we've made, like CTP are very empowerful, and then all the software capabilities that we're bringing as well. So we're leading the dialogue much more around that. >> And the only way they're gonna get there is to break down those silos. >> Jim: Absolutely, absolutely. And we have to help them do that, right? We have to help them do that and give them the solutions to do this. >> So Jim, I want to go back to a point that you made about those other two research firms, Gartner and IDC I think it was. But you said that if they were measuring the value, or if there was a magic quadrant for who is the best partner, you guys would be up in the upper right hand quadrant? But partners in this world, especially here in Europe, are more than just the big guys. >> Jim: Yes. >> How are you taking steps to ensure that that large mass of crucially important companies out there, that still where a lot of that innovation, a lot of that excitement really is, are coming with you, are able to move with you? Because your ability to certainly provide them with financial support is important, but your ability to show them the future, and have them see their business in the future, is going to be crucial to whether or not they stay with you. >> And I think we're doing a couple of things. We created our Pathfinder program, I'm sure you guys are aware of that, right? So these are some of the newer partners coming up, we're actually investing in them, helping to scale them, because we think it's going to be unique innovation. Another area is this program that we have called Cloud 28 Plus, where we have a whole network of providers, service providers, ISVs, SPs, that's part of a network that we're able to grow and kind of scale that ecosystem, so I don't know if you want to comment anything more on that, but-- >> Jason: Up to 700 now (mumbles). >> Yeah, so Saviea is very passionate about this obviously, but he's done some some really good things-- >> Peter: And he should be passionate about it. >> But that gives us an ecosystem now of partners who are part of that HPE ecosystem, but different use cases, different compliance needs, they sit in different regions, so we're able to give our customers a lot of that flexibility. >> Alright, gotta give us something on the key note. Just a tidbit. What can you share? A little nugget? >> I mean, you know-- >> Dave: Teaser. >> Some themes we've talked about. You'll hear the word friction free a lot, how do we make things invisible? And really demonstrating how with services and software, and consumption-based service models, can we do that for customers? You'll hear a lot of those themes. We'll highlight some of the things we've announced over the last 24 hours, a few weeks. So we'll emphasize what we've done around Nimble and info site, and the importance of AI in the data center. We'll obviously spotlight point next, and Anna and her energy, she's gonna be out there and really firing people up. And a few surprises in the software space that will come today, that it'll probably cause the market to do a bit of a double take and say who is that that's doing this again? Yeah, it's us, it's HPE doing that. >> And you'll see us also talk about a little bit of a vision in terms of how we see the market starting more at the edge, bringing in AI, composing for different kinds of environments, and then how HPE has really been able to invest, so we're gonna start to show that over the last couple years, we have had a very clear agenda where we want it to go, and now that's all coming to fruition, so we'll start to show all that holistically in terms of our technology vision. So that's another thing that we're gonna be highlighting. >> Great. Perfect timing, we can hear the announcement. Keynotes are coming up, we'll be broadcasting those on our twitch channel. Siliconangle.com/twitch You can go to HPE.com and see the keynotes as well. Gents, great energy, awesome to see you. >> It's great to see you guys, thank you. >> We'll be watching the college football ranks. You guys have a fun little rivalry of Ohio State here. >> The Ohio State. >> Dave: ... Yale, but nobody cares. >> Baker for Heisman. >> Dave: Gents, thanks very much for coming. >> Thanks guys, appreciate it. >> Keep right there everybody, we'll be back with our next guest right after this short break. (soft tech music)

>> Narrator: Live from Las Vegas it's theCUBE covering HPE Discover 2017 brought to you by Hewlett-Packard Enterprise. >> Hello and welcome back to Las Vegas for theCUBE's exclusive coverage of Hewlett-Packard Enterprise Discover 2017 or HPE Discover 2017. This is theCUBE, our flagship program from SiliconeANGLE media. We go out to the events, and extract the signal from the noise. I'm John Furrier, the co-founder of SiliconeANGLE. with my co-founder, Dave Vellante, my co-host. Our next guest, Jason Newton, Vice President of HP Marketing Pan-HPE Market cross HP, and Jim Jackson, Senior Vice President of Enterprise Group Marketing. The big dogs here at HP laying out the show here for 2017. Guys, great show again, our seventh year, appreciate it. But this year, more than ever, is a seminal moment, obviously everyone knows what's going on in the news, is a huge shift in the market place, what's happening at the show, set the scene for us, what's the backdrop? You guys lined up all the messaging, you have the whole set up to the show, tell us: what is this show about this year? >> First, welcome to Discover, guys! We're really excited to have you guys here. And you know, we got a lot going on at this show, so for example, yesterday, we had our Global Partners Summit so we brought out top 1300 partners, and we had an amazing session with them. This week starts Discover, so it's going to run for the next three days. We've exceeded our tenants targets, so we're feeling really good about it. I think what that shows is there's a lot of interest, a lot of energy, a lot of passion, for what Hewlett-Packard Enterprise can bring. You know, I'm not going to go through all the mechanics of the separation and the spin merger, but I would say that that was all designed to make us a faster, more nimbler company, and one that is really aligned to where we want to take our partners on their digital transformation journey. You know, what we're seeing today, is digital transformation is impacting every single customer and every single industry, and digital business is technology, and really, that's where we play and that's why we're so excited to get our story out. And when you look at over the last year, there's a lot that's happened at this company around really innovation, acquisitions, and ecosystem. Just look at some of the innovation that we've brought to the market, Synergy. Amazing innovation, it created a new category, it really enables our customers to now get a public cloud experience, but on PRIM. And we're hearing from a lot of customers, I want to leave my applications on PRIM, but I need that capability. So we're delivering that with that kind of innovation. Another one is HPC. High growing market, we're leading in that space. What we're doing in the storage flash space, we rebooted, and rebranded our services organization, it's not called Pointnext. We want to help our customers point next to whats' next for their business. When you look at the Edge, just amazing innovation happening there, whether it's Aruba technology, whether it's what we're doing with all of our Edge compute solutions, so just a tons of things happening and then when you layer on top of that all the acquisitions. SGI, we're already the leader in HPC, we have 140 of the top 500 systems, SGI makes our position that much stronger. That's a hot market, it's growing at six to eight percent. SimpliVity, when we brought our capabilities, our UI from our technology, combined it with the data services from SimpliVity, we now have the leading HC solution in the industry. When you look at Niara, that gives up additional capabilities at the Edge to help secure that. When we look at Cloud Cruiser, we can help customers understand and balance what's happening across their workloads. And then Nimble gives us just an amazing portfolio across storage. We're really the leader now in the storage space when you look at the ability to dress almost any use case, from MSA to SimpliVity, for customers looking for more of that hyperconverge play, to Nimble, to 3PAR. Our strategy, super simple. Make hybrid IT simple, power the Intelligent Edge, and it's not just the compute, it's to bring the analytics so that we can translate insight into action, and really to bring the services to help our customers on their journey. And those services are our Pointnext services complimented by our partner services. So, you know what, we're fired up, we're excited, there's a lot happening. >> You guys got so much going on and we've documented the whole spin merge thing 'till the cows come home, we've already done that. You guys got a lot going on, a lot of customers are talking a lot of people are talking about you in the industry, at an industry level, certainly at a partnership level, you guys have always been customer focused. We heard that, you mentioned that, they kind of want to know: what is HP going to do now? You're going to put the stake in the ground, they want to know what's happening, where is the phoenix coming from out from all this decoupling, and more agile messaging, it's a lot of corporate governance, corporate development, I get that, what's next? When are you guys going to put the stake in the ground, you going to be aggressive, when are we expecting to hear from Meg Whitman? >> This week, right, you're going to see it this week. I think that's why we're so excited, this is our opportunity to bring our story together and talk about the innovation and the outcomes that we're delivering for our customers. We are playing offense, and you're going to see that this week. You know, I think one of the themes about this whole week is really about outcomes. I just hosted a panel, with four amazing customers, we had Dreamworks on there, we had CenterPoint Energy, we had CallidusCloud, and I had one more, can't think of it, Merck. And just amazing stories in terms of their digital transformation journey and how HPE is helping to enable that. You're going to hear that on main stage, we're going to have additional customers, Symmetry, others, talking about their digital transformation journey. So, we're really fired up about the main stage, and the story that we're going to get out today. Backstage talking with the executives, they're ready to rock and roll. You know, we know we have a great story and we need to package it, we need to send it out there to the marketplace, and that's what's going to happen later today. In addition to the outcomes, and I think that's what's different about us maybe from some of our other competitors who come to these similar events and just have a bunch of products, we're really talking about how our technology is enabling outcomes but you're going to see a lot of innovation today as well really themed along our strategy. We're going to highlight and roll out the next generation of our compute experience. We're going to talk about how we're delivering the industry's most secure industry standard servers. That's complimented by a whole set of announcements we did last week on our storage portfolio, and the software defined space updates to our synergy solution to HP OneView, and then we're going to be previewing our multi cloud hybrid stack, which will be available later in the year. When you look at the edge, new campus solution, core solution, so what we're really doing is if you think of a data center course which we're bringing that to the campus, so we can essentially now manage from the ceiling, to the side, to the floor. So we're bringing all the capabilities. Asset tracking capabilities coming in as well. Pointnext, we're bringing in new innovations to the marketplace around Consume. Jason, maybe you can talk a little bit about some of the IOT Edge stuff that's coming out as well. >> Yeah, I mean we think, a core part of our strategy is to power the Intelligent Edge. We think that's where all the innovation is going and increasingly, you know, we think about data and getting insights from data, right? Going forward, we're going to start thinking about how do I take data and put it into action, right? The Edge is a place, and there's lot of different places that we can bring technology to bear to put into action and create value and so, tons of examples of what we'll be talking about with customers and really interwoven within that are the need for analytics, you know, big data, high performance computing, having a renaissance because of that, and the need for hybrid computing right because the stuff needs to be secure and it needs to be driven by applications, and so it really is a great way to try to exemplify why our strategy is the right strategy and why it's a winning one, because those are the unique elements that are going to power this world going forward, and we've got 'em. >> 43% of data will be analyzed at the Edge by 2020, so think about that, right. >> Yeah and we actually think that it'll be much higher over time, that moving around all this data is going to be challenging, I know you're working on the speed of light problem in the labs, and that number I think will increase. So, I wanted to ask you about messaging because messaging in very important. It clarifies your vision and it underscores your relevance to customers and previously a lot of the HP and now it's HPE, messaging was very product centric, and one tended to get lost in that. How have you sort of transformed your messaging architecture to address things like outcomes and business impacts. >> Yeah, you know customers today, it's really about outcomes, right, so technology matters but if you just look at making hybrid IT simple, as an example, that's a easy statement to say, hybrid IT is not simple. So when you, think of the messaging though, of how we're talking to our customers about that it's really at multiple different levels and let me give you a couple of examples. It's, first of all, the services from Pointnext, how do we come and engage them, and help them characterize their applications, understand their environment, and ultimately give them a roadmap with the right mix of technology, not only for today, but for the future. So, that's an example of leading much more with services in terms of our Pointnext services, in terms of how we're engaging our customers. Getting very disciplined in terms of when you think about okay how do I want to run my hybrid IT environment? We believe it runs best on a software defined infrastructure solution, Synergy gives us that. So, customers are telling us, hey I want to have more on PRIM, or I want to be able to run my applications on PRIM but I need the same experience that I can get from a public cloud, we can now do that with Synergy. Fully programmable, we're seeing amazing interaction with it we have almost 400 customers engaging, and that pipeline is continuing to grow. And then I think the third part of it, when you talk about solutions, again it's not just about technology, it's how do I want to consume this, right? So, we're hearing from our customers, you know, I need, not all of them want to just buy it from us and install it. So, we do amazing things here that we probably haven't gotten out to the market, and you're going to see us get a lot louder this week about that. For example, through our flexible financial services organization, we have amazing capabilities to really engage with other parts of the line of business, the CFO, and talk to them about how do you really want to finance this, what kind of business relationship are you looking for? With Flexible Capacity services, we bring amazing capabilities to help our customers get a public cloud experience on PRIM, so it's sitting on their environment, we're managing it, they only pay for what they use. The other part of it is, it is customers are telling us increasingly, hey you know what I want to actually have a network of service providers that I can get services from. We have done that through our Cloud28+ and our service provider partner ready program, we have a whole set of service providers optimized for infrastructure, for applications, many of them are located close to our customers, so just a few examples, I think of how we're trying to bring this all together, and a solution message is really elevating it and saying: what is the outcome you're trying to drive, starting there, and then looking at engaging them holistically across all of that. So you're seeing more and more of that. Our demos highlight that, that's the stuff we're trying to highlight at the show. >> Dave, can I pile on to the message piece, too, as well? His messaging guy here, for Jim. You know, there's a lot of noise also out on the marketplace, and I think one of the keys is the advantage of being a more focused company now, we can be much more simple, and forthright and direct in our messaging, right, in terms of who we are, what we're about, what's our strategy, what are the elements that we're putting in place to execute that strategy and it's I think it's really important because you don't get but 60 seconds, right, in front of a customer, or to grab their attention off a Twitter feed, or whatever and so, simplicity is really really important, and I think the advantage of an event like this is it brings our strategy and that message to life, I mean it's three dimensional out there right. It's living and breathing, we bring the customers forward first, that's the lead of every message because that's what other customers want to hear about, what are you going to do for me, right? >> Well, lets talk about the messaging and how it translate, from as I always say, if you got the sizzle you better have the steak, to use that old expression. Just as a random example, the user experience is changing significantly in IT, I mean yesterday I was delayed coming in Southwest coming from Silicone Valley and, you know they sold my seat, they didn't have to drag me off the plane, but you know I'm getting some help in the analog face to face but I got on Twitter, had to DM Southwest, instant channel to Southwest. That proves that the interface to technology in a digital business is changing. Now IT is transforming in a similar way, how are you guys taking the messaging of simplicity at the same time as the product evolution is shifting and architectures are changing. The people who have to consume and manage this stuff, their work is changing, so how do you guys talk about that because that's really where the meat on the bone is sitting that's where the rubber is hitting the road, your thoughts? >> I'll start, and maybe Jason you can pile on, you know I think Jason poked at it, we are a much simpler company today, so our strategy is very clean. It's to make hybrid IT simple, it's to power the Intelligent Edge, and it's to bring the services to help our customer go along that journey. So just starting with that simple message means that we can get out whole organization, our partner organization, on message in terms of what we bring and how we can help them to do that. I think the other part this that's really important is we view innovation today as really a team sport, and as we become more focused, we're actually leaning in a lot harder to our partner ecosystem. Whether it's our traditional partners, like Microsoft and SAP, whether it's new partners like Docker, Mesosphere, you know bringing the containerized environments, or actually curating a new set of partners for the future with Partner Next. Because it is about getting it down the simple thing of what's the outcome you're trying to drive, what's the technology, and the ecosystem and how can we be the company to help bring that forward? And I think that's a lot of the simplicity that you're going to see. You know on stage later today, I think why we're so excited about this is, you know you're going to hear Meg talk a little bit about the journey we've been on but more importantly the outcomes that we're delivering for customers and then what we're going to do is we're going to feature three customer scenarios, talking about what they have done, what their journey has been, their outcomes, their experiences and what they can do today, and then of course, how HP technology is enabling that. >> We had in our opening, Dave and I always talk about this, because we love the shiny new toy. Certainly I'm from Silicone Valley, he's from the east coast but the reality is that all this stuff about declining markets here and there is always a shift to another growth market, even on PRIM, you know, people might buy and consume and interface differently with technology but it doesn't mean that the data is slowing down, it doesn't mean that the value creation is changing, it's shifting. So I think that has really been something that I think you guys have had online, maybe lost in some of the tactical things but, you know, from new style of IT, to this, it's been kind of a cadence that you've been on it's not like you guys are groping for messaging. >> What goes down, yeah, and you can't just snap your fingers and be the transformed company that you want, right, but we're moving at break-neck speed on that and it does all go back to the advantage of that strategy, and the world you just described, right, you want to be nimble. You know, there may be something next month we've never heard of that disrupts the entire container market, right, containers become oh that's so yesterday, we want to be the company that's ready to pounce on the next thing, right, and we're geared to do that. You know, competitors - >> John: (mumbles) containers in microseconds is kind of a big deal, and it's coming out of the labs. >> Well you know, the other thing, I want to just add, so you talk about customers, you start with the customer the technology business is always moved faster pretty much than any business, but now, every customer is technology company, and so they're accelerating the pace, so you've got to accelerate that pace with them and be that provider. Digital transformation is all about data, it's all about becoming a technology company. So what's the message to your customers in terms of your role in helping them accelerate their transformation? >> Well, I think you pretty much hit it, right, in the statement that I use is digital business is technology. You are not going to seed with your digital transformation unless you have the right technology foundation and that's what we heard from those customers on the panel. It's about speed, it's about flexibility, it's about having the right technology that enables me to deliver services back to my internal clients at the speed I need to do it. And you know, that's where our innovation is really focused today, and that's why we're seeing a lot of customers coming to us and saying I want to understand how you did it for CenterPoint, or for Dreamworks and how we can take advantage of that. The other part of it is, technology is a big part of it but it's also the learning and the expertise that we can bring to actually make that technology work in that customer environment - we know how to do that. We're proven in doing that, and I think that's something because we're close to the technology, we not only have the right innovation, we have the right expertise to make it work for our customers, and that's important. >> I don't even think it's early innings either, Dave, I think it's not the game hasn't even started and I think you know one of the things that we believe and we're doing some research on is, we think asset evaluations is going to be completely data driven. Data will be an asset and that will impact the evaluation mechanism to >> Dave: Data is the new currency! >> John: To companies' value, so I think the shift is so early. So, riding the wave, guys thanks so much for coming on theCUBE we really appreciate it. Looking forward to the keynote from Meg Whitman to hear the messaging. Congratulations as you guys continue to - >> Dave: We're fired up! >> Jason: He's fired up. >> Dave: There's a lot of energy, Meg's fired up >> Jason: She's going to bring it today - >> Dave: Antonio is fired up, there's a lot of energy at the company, and you know, we're just excited to get our story out and engage customers. Thanks guys for the opportunity. >> Live here from HPE Discover, this is theCUBE's exclusive coverage, we'll be back with more live action. Three days of wall to wall coverage after this short break. (electronic music)