>> Live from Orlando, Florida, it's theCUBE, covering Enterprise Connect 2019. Brought to you by Five9. >> Hi, welcome back to theCUBE's coverage of Enterprise Connect 2019. I'm Lisa Martin with my co-host for the week Stu Miniman, we are in Five9's booth here at this event, excited to welcome to theCUBE for the first time Jace Moreno, Microsoft Teams Developer Platform Lead from Microsoft, Jace, welcome to theCUBE. >> Thank you for having me, it's a pleasure. >> So we're excited that you're here because you are on the main stage tomorrow morning with Lori Wright. But talk to us about Microsoft Teams. You've been with Microsoft for awhile now, about 10 months with Teams. Talk to us about this tool for collaboration that companies can use from 10 people in a meeting to 10,000? >> Yeah, you'll hear us tomorrow. The phrase we're coining is an intelligent workplace for everyone, right? And I think for a long time, we've been perceived as an organization who builds tools, a lot of times with the Enterprise Knowledge Worker, the whole goal is to dispel that. There's multiple people out there, millions of people who are frontline workers, whatever you want to call 'em but the folks that are interfacing with your actual customers. And so we need to make sure that we are developing tools that are for them. But overall as I look at the product and what we've delivered, it's about bringing you one single place to go to for collaboration, right? So and that is bringing together your tools, whether or not Microsoft built them into one experience and then process these in workflows around them. >> So do you find that in terms of traction that the, like the enterprises and maybe the more senior generations that have been working with Microsoft tools for a long time get it or I mean, 'cause I can imagine there's kind of a cultural gap there with, whether it's a large enterprise like a Microsoft or maybe a smaller organization, There are people in this modern workforce that have very different perspectives, different cultures. How can Teams help to maybe break down some of those barriers and really be a platform for innovation? >> That's a great question. I think we've been battling that cultural, digital clash for a long time to be fair. I think it really comes out with Teams, though. Because it is an entirely different way of working. It's not just chat anymore, right? It's collaboration. It's bringing together all of these experiences and so I think there's a maturity curve for some of our average users to be fair. We're already seeing that curve take off as we speak. But what I often give advice to customers and to partners, I call 'em superpowers but you got to find that one reason that really gets people over the line because we get asked all the time, "Hey, everybody loves it "but we want to get 'em to use this as the one tool, "the one place that I go so I know that everything "I send in our organization goes to that single place. "How do I deliver that?" And I go, "Just give 'em a reason." That's what it comes down to honestly and I genuinely see that with organizations. We're seeing incredible examples of organizations leveraging partner integrations where it's bringing out their culture rather than them trying to evolve it, if that makes sense. >> So Jace, I'm glad you brought up the partners there and when I hear developer platform, all right, bring us inside a little bit. Everything API compatible, when people think about developers, there have been developers in the Microsoft space. .NET's got its great ecosystem there but what is it like to be in the Microsoft ecosystem here in 2019? >> It's a fun place to be. I will say, I've even stopped using the term developer when I say platform though to be fair because, and the reason I bring this up, what we've actually built allows a lot of IT professionals to build as well on Teams. PowerShell Scripts as an example is a huge opportunity for customers. Frankly, I've never written a line of code in my life and I built a bot for Teams. So it's pretty amazing what we're enabling but when we look at a lot of what partners are building, it's where are they seeing opportunities in the marketplace? So Five9 as an example with customer care, great opportunity there where we can extend the capabilities that a contact center as an example might need inside of Teams if they want to explore that. >> I love, I actually got to interview Jeffrey Snover at Microsoft Ignite last year who of course created PowerShell and he was like more excited now than he was when it was created quite a long time ago. So when I look around this platform, tell us some of the partners that you're working with. I saw some of the early notes that things like Zoom, and gosh you know, talk about some of the partners you're working with. >> So one thing I'll touch on too that I don't know if I fully answered your last question is what I'm hearing from our partners who have built on Teams and I'll touch on which ones in a second, we call it the extensibility of our platform but quite literally what it means is they are, we are allowing partners to allow their solutions to render in different ways inside of Teams and what we're hearing from partners, I had a conversation with Disco the other day as an example, so they built a, I'm not doing them a service by explaining it like this but it's a kudos bot essentially that they've delivered and it's actually bringing out that culture. But they told us the beauty of the Teams platform is that they don't only show up as a bot to the end users, they actually, we've offered them other ways to interact with the end user, so whatever's more comfortable for me inside of team, and my interaction with that solution, it's easy for them to have that correspondence. But in terms of top partnerships that we're looking at, we've had some incredible integrations built recently. ADP just launched theirs pretty recently to check payroll and build sort of a time off process flow if you will, with the bot. Polly's been a great one from day one. We have integrations with partners like Atlassian for a DevOps tool, so Jira and Confluence Cloud, Trello for project management, I could go on forever but we have over 250 in the store right now and that is growing very rapidly. This is what we spend most of our time on. So the initial focus was what are the tools out there that most people need to get their job done every day? That's where we'll start and now we're really evolving that and we're seeing some incredible things being built as we speak. >> So Jace, being at Enterprise Connect, this is an event where it's been around for a long time and has evolved quite considerably as Enterprise Communication and Collaborations has but one of things that when I was doing research to prep for the show that I'm reading is that the customer experience is table stakes. It's make or break. But some of the recommendations that when a company is, whether it's within a business unit buying software and services or at the corporate level, the customer has to have a seat there so that the decision is being made. Are we implementing tools and technologies and services that are actually going to delight our customers, not just retain them but drive customer lifetime value? In your role, where are some of Microsoft's customers in terms of helping to evolve the evolution of the platform? >> That's a great question, I'm really glad you asked it. It's been fun in my role because what we're seeing is a lot of customers who have taken the platform and built integrations to their tools. So think outside of productivity for a second, think IT support, think employee resources, they're building those integrations and they're leveraging those as a way to drive that organic broad adoption inside of their companies. Because they don't want to do the IT force anymore, they want people to love it like you said and naturally take to it and so I keep coming back to that, I call it superpowers, again it might be a ridiculous term but it's those superpowers you deliver to your people that allow them to get their work done better, get them to love that product and to your point, not want to ever leave it 'cause you can get a majority of your work done every day in that place. So we've seen some really cool ones. A couple examples that we just shared recently, Dentsu's a great one, so they have a three person Change Management Team for a 50,000 person global organization, okay? Three people, got to scale that right? Can't do that one on one training and so they initially took Teams and integrated it into their current website, internet, internal portals to essentially create a chatbot that helped people learn how to use the technology they delivered. Now they're taken that one step further because they saw such great success and they're going to different centers of excellence inside the organization saying, "Hey, do you want to get on board? "Because we'd like to make this the bot "that you interact with as an employee of Dentsu." So it's just incredible but it's driving again that adoption they're seeing, leveraging some of the simple stuff that we have on the platform. Does that answer your question? >> Yes very well, thank you. >> So when I look at some of the macro trends about communication, where I've heard some great success stories is internally just being able to collaborate with some of my internal people, Teams has done really well. Collaborating between various organizations still seems to have more challenges. Can you just bring us a little bit of insight as to why I hear great success stories there and not negatives on Teams but just it's still challenging if I have multiple organizations? We all understand even just doing a conference call or heck, a video call between lots of different companies still in 2019's a challenge. >> Yeah look, I mean I'll give you a couple answers here. We are young, I mean it's two years old as a product. So the momentum's been incredible but I'm not going to sit here and tell you we don't have things to work on, we absolutely do. What I will say though, take Enterprise Connect for example, we actually have a Teams team for Enterprise Connect. There's, I actually checked this morning, there's 181 people in that team and a majority of them are guests, so external users, So vendors that we work with to help us plan this conference and bring it all together and a lot of that has been seamless. Yes, there are little things here or there that we're working on but in that respect it's been pretty incredible. I constantly am using it with external parties and I find though, I don't necessarily know if the challenge is in the interface itself, I think it ends up becoming this opportunity to really educate people on this new way of working. And so going back to our partners again, we're sitting here with Five9, but that becomes critical. How do we work better with these organizations who we have mutual customers with to create that experience together, right? And bring again, superpowers to the users. >> What about a security as a superpower? Where is that in these conversations? >> I mean everything we build has a layer of security. I actually just got out of a meeting, you'll see, we've got an announcement around this tomorrow. So I can't blow it unfortunately but the bottom, the foundation and core of everything that we do will be security focused, absolutely. >> All right, so I went to the Microsoft show last year, AI is also one of those things besides security. AI's infused anywhere, so where does AI fit into the whole Teams story? >> The way we see it, I look at this in a couple angles. So most people get onto Teams and it's kind of chat and collab at first, right? Not always the case but a lot of organizations do that. Then it goes to meetings then I think, and you'll see a lot of this cool stuff tomorrow, we're doing it on AI but it's how then do you proactively start delivering better experiences to your end users? So I think of things that we're looking at right now is taking data, and sending those as an example to your IT admins about giving them insight into how users are leveraging Teams. How do you improve that experience for them? So again, you drive that natural broad adoption but kind of assist them a little bit along the way. So tons of great examples around the board. I'm not sure if that fully answers your question but just the sky's the limit. I think of some other things we're looking at though, you'll see a lot coming in the form of transcription, translation, those services that really create inclusiveness which is a big focus for us. Again back to that point earlier, it's the intelligent workplace for everyone. We want to be able to provide services with our partnerships that can really reach anybody in the business world, right? And even in the consumer world in some sense. >> Well Jace, thanks so much for joining Stu and me on the program this afternoon. We're looking forward to hearing your keynote in the morning and sharing with us some of the excitement and things that are happening and announcements we're going to hear from Microsoft Teams tomorrow. >> My pleasure. Thank you so much for having me, appreciate it. >> Our pleasure, fFor Stu Miniman, I'm Lisa Martin. You're watching theCUBE's coverage of day one, Enterprise Connect 2019 from Orlando. Stick around, Stu and I will be right back with our next guest. 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>> Live from Orlando, Florida, it's theCUBE covering Microsoft Ignite. Brought to you by Cohesity and theCUBE's ecosystem partners. >> Welcome back everyone, we are wrapping up day three of Microsoft Ignite here in Orlando, Florida. CUBE's live coverage, I'm your host Rebecca Knight, along with Stu Miniman, my esteemed cohost for these past three days, it's been fun working with you, Stu. >> Rebecca, it's been a great show, real excited. Our first time at a Microsoft show and it's a big one. I mean, the crowds are phenomenal. Great energy at the show and yeah, it's been great breaking down this ecosystem with you. >> So, three days, what do we know, what did you learn, what is your big takeaway, what are you going to to go back to Boston with? >> You know, it's interesting, we've been all talking and people that I know that have been here a couple of years, I've talked to people that have been at this show for decades, this is a different show. There's actually a friend of mine said, he's like, "Well look, Windows pays the bills for a lot of companies." There's a lot of people that all the Windows components, that's their job. I mean, I think back through my career when I was on the vendor side, how many rollouts of Exchange and SharePoint and all these things we've done over the years. Office 365 been a massive wave that we watched. So Microsoft has a broad portfolio and they've got three anchor shows. I was talking with one of the partners here and he's like, "You know, there's not a lot of channel people "at this event, at VMworld there's a lot of channel people." I'm like, "Well yeah because there's a separate show "that Microsoft has for them." You and I were talking at an earlier analytics session with Patrick Moorhead and he said, "You know when I look at the buy versus build, "a lot of these people are buying and I don't "feel I have as many builders." Oh wait, what's that other show that they have in the Spring, it's called Microsoft Build. A lot of the developers have moved there so it's a big ecosystem, Microsoft has a lot of products. Everything from, my son's excited about a lot of the Xbox stuff that they have here. Heck, a bunch of our crew was pickin' up Xbox sweatshirts while they're here. But a lot has changed, as Tim Crawford said, this is a very, it feels like a different Microsoft, than it even was 12 or 24 months ago. They're innovating, so look at how fast Microsoft moves and some of these things. There's good energy, people are happy and it's still trying to, you know. It's interesting, I definitely learned a lot at this show even though it wasn't the most sparkly or shiny but that's not necessarily a bad thing. >> Right, I mean, I think as you made a great point about just how integral Microsoft is to all of our lives as consumers, as enterprise, the Xbox, the Windows, the data storage, there's just so much that Microsoft does that if we were to take away Microsoft, I can't even imagine what life would be like. What have been your favorite guests? I mean, we've had so many really, really interesting people. Customers, we've had partners, we're going to have a VC. What are some of the most exciting things you've heard? >> Yeah, it's interesting, we've had Jeffrey Snover on the program a couple of years ago and obviously a very smart person here. But at this show, in his ecosystem, I mean, he created PowerShell. And so many people is like, I built my career off of what he did and this product that he launched back in 2001. But we talked a little bit about PowerShell with him but then we were talking about Edge and the Edge Boxes and AI and all those things, it's like this is really awesome stuff. And help connecting the dots to where we hid. So obviously, big name guest star, always, and I always love talking to the customers. The thing I've been looking at the last couple of years is how all of these players fit into a multicloud world. And Microsoft, if you talk about digital transformation, and you talk about who will customers turn to to help them in this multicloud world. Well, I don't think there's any company that is closer to companies applications across the spectrum of options. Office 365 and other options in SaaS, all the private cloud things, you start with Windows Server, you've got Windows on the desktop, Windows on the server. Virtualization, they're starting to do hyperconversion everything, even deeper. As well as all the public cloud with Azure and developers. I talked to the Azure functions team while I was here. Such breadth and depth of offering that Microsoft is uniquely positioned to play in a lot of those areas even if, as I said, certain areas if the latest in data there might be some other company, Google, Amazon, well positioned there. We had a good discussion Bernard Golden, who's with Capital One, gave us some good commentary on where Alibaba fits in the global scheme. So, nice broad ecosystem, and I learned a lot and I know resonated with both of us, the "you want to be a learn it all, not a know it all." And I think people that are in that mindset, this was a great show for them. >> Well, you bring up the mindset, and that is something that Satya Nadella is really such a proponent of. He says that we need to have a growth mindset. This is off of the Carol Dweck and Angela Duckworth research that talks about how important that is, how important continual learning is for success. And that is success in life and success on the job and organization success and I think that that is something that we are also really picked up on. This is the vibe of Microsoft, this is a company, Satya Nadella's leadership, talking to so many of the employees, and these are employees who've been there for decades, these are people who are really making their career, and they said, "Yeah, I been here 20 years, if I had my way, "I'll be here another 30." But the point is that people have really recommitted to Microsoft, I feel. And that's really something interesting to see, especially in the tech industry where people, millennials especially, stay a couple years and then move on to the next shiny, new thing. >> Yeah, there was one of our first guests on for Microsoft said that, "Been there 20 years and what is different about "the Satya Nadella Microsoft to the others is "we're closer and listening even more to our customers." We talk about co-creation, talk about how do we engage. Microsoft is focusing even deeper on industries. So that's really interesting. An area that I wanted to learn a little bit more about is we've been talking about Azure Stack for a number of years, we've been talking about how people are modernizing their data center. I actually had something click with me this week because when I look at Azure Stack, it reminds me of solutions I helped build with converged infrastructure and I was a big proponent of the hyper-converged infrastructure wave. And what you heard over and over again, especially from Microsoft people, is I shouldn't think of Azure Stack in that continuum. Really, Azure Stack is not from the modernization out but really from the cloud in. This is the operating model of Azure. And of course it's in the name, it's Azure, but when I looked at it and said, "Oh, well I've got partners like "Lenovo and Dell and HPE and Sysco." Building this isn't this just the next generation of platform there? But really, it's the Azure model, it's the Azure operating stack, and that is what it has. And it's more, WSSD is their solution for the converged and then what they're doing with Windows Server 2019 is the hyper-converged. Those the models that we just simplify what was happening in the data center and it's similar but a little bit different when we go to things like Azure and Azure Stack and leads to something that I wanted to get your feedback on. You talk business productivity because when we talk to companies like Nutanix, we talk to companies like Cohesity who we really appreciate their support bringing us here, giving us this great thing right in the center of it, they talk about giving people back their nights and weekends, giving them back time, because they're an easy button for a lot of things, they help make the infrastructure invisible and allow that. Microsoft says we're going to try to give you five to ten percent back of your business productivity, going to allow you to focus on things like AI and your data rather than all the kind of underlying spaghetti underneath. What's your take on the business productivity piece of things? >> I mean, I'm in favor of it; it is a laudable goal. If I can have five to ten percent of my day back of just sort of not doing the boring admin stuff, I would love that. Is it going to work, I don't know. I mean, the fact of the matter is I really applaud what Cohesity said and the customers and the fact that people are getting, yes, time back in their day to focus on the more creative projects, the more stimulating challenges that they face, but also just time back in their lives to spend with their children and their spouse and doing whatever they want to do. So those are really critical things, and those are critical things to employee satisfaction. We know, a vast body of research shows, how much work life balance is important to employees coming to their office or working remotely and doing their best work. They need time to recharge and rest and so if Microsoft can pull that off, wow, more power to them. >> And the other thing I'll add to that is if you, say, if you want that work life balance and you want to be fulfilled in your job, a lot of times what we're getting rid of is some of those underlying, those menial tasks the stuff that you didn't love doing in the first place. And what you're going to have more time to do, and every end user that we talked to says, "By the way, I'm not getting put out of a job, "I've got plenty of other tasks I could do." And those new tasks are really tying back to what the business needs. Because business and IT, they need to tie together, they need to work together, it is a partnership there. Because if IT can't deliver what the business needs, there's other alternatives, that's what Stealth IT was and the public cloud could be. And Microsoft really positions things as we're going to help you work through that transition and get there to work on these environments. >> I want to bring up another priority of Microsoft's and that is diversity. So that is another track here, there's a lot of participants who are learning about diversity in tech. It's not a good place right now, we know that. The tech industry is way too male, way too white. And Satya Nadella, along with a lot of other tech industry leaders, has said we need more underrepresented minorities, we need more women, not only as employees but also in leadership positions. Bev Crair, who was on here yesterday, she's from Lenovo. She said that things are starting to change because women are buying a lot of the tech and so that is going to force changes. What do you think, do you buy it? >> And I do, and here's where I'd say companies like Lenovo and Microsoft, when you talk about who makes decisions and how are decisions made, these are global companies. Big difference between a multi-national company or a company that's headquartered in Silicon Valley or Seattle or anything versus a global company. You look at both of those companies, they have, they are working not just to localize but have development around the world, have their teams that are listening to requirements, understand what is needed in those environments. Going back to what we talked about before, different industries, different geographies, and different cultures, we need to be able to fit and work and have products that work in those environments, everything. I think it was Bev that talked about, even when we think about what color lights. Well, you know, oh well default will use green and red. Well, in different cultures, those have different meanings. So yeah, it is, it's something that definitely I've heard the last five to ten years of my career that people understand that, it's not just, in the United States, it can't just be the US or Silicon Valley creating great technology and delivering that device all the way around the world. It needs to be something that is globally developed, that co-creation, and more, and hopefully we're making progress on the diversity front. We definitely try to do all we can to bring in diverse voices. I was glad we had a gentleman from Italy shouting back to his daughters that were watching it. We had a number of diverse guests from a geography, from a gender, from ethnicity, on the program and always trying to give those various viewpoints on theCUBE. >> I want to ask you about the show itself: the 30,000 people from 5,000 different organizations around the globe have convened here at the Orange County Convention Center, what do you think? >> Yeah, so it was impressive. We go to a lot of shows, I've been to bigger shows. Amazon Reinvent was almost 50,000 last year. I've been to Oracle OpenWorld, it's like takes over San Francisco, 60 or 70,000. This convention center is so sprawling, it's not my favorite convention center, but at least the humidity is to make sure I don't get dried out like Las Vegas. But logistics have run really well, the food has not been a complaint, it's been good, the show floor has been bustling and sessions are going well. I was talking to a guy at breakfast this morning that was like, "Oh yeah, I'm a speaker, "I'm doing a session 12 times." I'm like, "You're not speaking on the same thing 12 times?" He's like, "No, no it's a demo and hands on lab." I'm like, "Oh, of course." So they make sure that you have lots of different times to be able to do what you want. There is so much that people want to see. The good news is that they can go watch the replays of almost all of them online. Even the demos are usually something that they're cloud enabled and they get on live. And of course we help to bring a lot of this back to them to give them a taste of what's there. All of our stuff's always available on the website of thecube.net. This one, actually, this interview goes up on a podcast we call theCUBE Insights. So please, our audience, we ask you, whether it's iTunes or your favorite podcast reader, go to Spotify, theCUBE Insights. You can get a key analysis from every show that we do, we put that up there and that's kind of a tease to let you go to thecube.net and see the hundreds and thousands of interviews that we do across all of our shows. >> Great, and I want to give a final, second shout out to Cohesity, it's been so fun having them, being in the Cohesity booth, and having a lot of great Cohesity people around. >> Yeah, absolutely, I mean, so much I wish we could spend a little more time even. AI, if we go back to the keynote analysis then, but you can watch that, I can talk about the research we've done, and said how the end user information that Microsoft can get access to to help people when you talk about what they have, the TouchPoint to Microsoft Office. And even things like Xbox, down to the consumer side, to understand, have a position in the marketplace that really is unparalleled if you look at kind of the breadth and depth that Microsoft has. So yeah, big thanks to Cohesity, our other sponsors of the program that help allow us to bring this great content out to our community, and big shout out I have to give out to the community too. First time we've done this show, I reached out to all my connections and the community reached back, helped bring us a lot of great guests. I learned a lot: Cosmos DB, all the SQL stuff, all the Office and Microsoft 365, so much. My brain's full leaving this show and it's been a real pleasure. >> Great, I agree, Stu, and thank you so much to Microsoft, thank you to the crew, this has been a really fun time. We will have more coming up from the Orange County Civic Center, Microsoft Ignite. I'm Rebecca Knight for Stu Miniman, we will see you in just a little bit. (digital music)

>> Live from Orlando, Florida. It's theCUBE. Covering Microsoft Ignite. Brought to you by Cohesity, and theCUBE's Ecosystem partners. >> Welcome back, everyone, to theCUBE's live coverage of Microsoft Ignite here in the Orange County Civic Center in Orlando, Florida. I'm your host, Rebecca Knight, along with my cohost, Stu Miniman. We are joined by Raphael Meyerowitz, he is the VP Office of the CTO at Presidio, And Jake Smith, who is the Director Data Center Solutions and Technologies at Intel. Thank you both so much for coming back on theCUBE. You're both CUBE alums. >> Thank you for having us. >> It's great to be back. >> So, I want to start by laying out for our viewers, why you're here, and if you're part of the Microsoft ecosystem: Intel, Cisco, Dell and others. Can you explain a little bit, to our viewers, the roll you play in this ecosystem. >> Well, for us, Microsoft is a long time partner. I mean, it's pretty well documented, we don't want to go there today, but at this particular event we're announcing a bunch of new product solutions. We're announcing new technology capabilities. And at four PM we're going to announce some world record results, for performance with an operating system in an application environment. So it's a very exciting time for Intel to be a part of this event. >> Well, this is quite a tease. (giggles) Can you give us a little-- >> You're going to have to wait 'til four PM. I will say, it has to do with Windows Server. It has to do with Xeon scale of a processor family. And, our future Optane products. >> Well, so, these are all great lead ins. And, before the cameras were rolling we were talking about all of these things. You want to go through, a little bit, where we are with each of those businesses? >> Yeah, at Presidio, we've mostly been partnering with Intel for a long time. And one of the things that we've seen also, is how Intel has developed their ecosystem of partners. The software, like today, if you look at today what was in our today with desktop as a service with citrix. That's something that we have been involved in, probably, for about 10 years. And now we actually seen that come to market. We're not just, the control plane is in the cloud. But, the actual, virtual desktops are in the cloud. And, we think that that's going to be a really good viable options for our customers with Office 365. >> Raph, maybe expand on that a little bit for our audience. You know, one of the things I always say is you talk in this multi-cloud heterogeneous world. You want to follow the apps. You want to follow the data. Well, you know, the desktop is part of where those applications and data live. So, how does that, you know, tie into all the cloud stuff we've been talkin' about, the last few years? >> So, for a lot of customers, one of the reasons they move to cloud is really for simplicities sake, alright. When you look at the desktop, the desktop is really not necessarily being the most simple thing in the world. Whether it's virtual, or whether it's physical desktop. By having the control plane in the virtual desktop in the cloud, where you can consume it with Office 365. And also through Microsoft. And you can buy it through a single entity. Customers are already going to see a lot of value in that. And we think it's really going to play in the market really, really well. Upper Enterprise customers and some Healthcare customers may take a little bit more time to adapt to. >> Jake, one of the things we talk, for years, we talked about people did their upgrades based on the tick-tock of the Intel fees there. >> Correct. >> Now we're talkin' about things like, you know, Windows as a service, going Evergreen. Maybe, how does that relationship, the old traditional Wintel versus the cloud era. Upgrades. You're talkin' about the new latest generation. How do we think about that? >> You know what, I'm not going to use that, the merged term, because that's, you know. The work that Windows does on Xeon scalable processor family has been amazing. But, typically, we've done a two to three year cycle on a server release. With our new road map, which we announced in August, which you were there for, so thank you. We're actually going to release a new CPU every year. We're releasing a new CPU every year because we have to deal with the fact that cloud customers, in Azure, want to have the availability to the latest and greatest technology, right now. And partners, like Presidio and Raph's team, have developed technologies, like Concierge, which he'll talk about, that give customers the ability to manage their hybrid cloud environments, both in the cloud and on premises. When you start giving customers that flexibility they want the choice to say, I want to deploy your latest Xeon scalable processor family, Skylake processors this year, and next year, I'm going to maybe skip a year before I deploy your next version. >> Yeah, thanks Jake. One of the things that we've done at Presidio, we've tried to innovate ourselves, and we listen to our customers, and we know where our customers pain points are. So, Presidio Concierge is something that we developed from the ground up, that provides both shared space applications, provides customers with the usage on their shared space applications, how they're consuming their licenses, and also provides them with an allessor sign, so the infrastructure's a service. A lot of customers, when you talk about multi cloud, it doesn't always necessarily always mean the Harper scalers, right. It could mean shared space products, as well. So, we developed this product from the ground up in combination with Intel, and it's something that our customers are starting to use a lot, and we think that there's going to be a great grow in their first product. Some of the features that we actually give to our customers are actually for free, because we know that our customers are really battling with figuring out their usage patterns, internally. >> Well, I want to hear about those pain points. What were the problems that you were trying to solve with Concierge? >> So, some of the pain points, you know, we have customers today that get invoices from some of the public cloud companies or their service providers or with their infrastructures service. And the invoices are 50 pages long. They can never actually figure out what their true costs are. So we, through a shared space platform, that we developed from the ground up, we can provide customers with all of those metrics around their licenses. Plus, also, their usage around infrastructure as a service, as well. >> And, what has demand been like? >> The demand's been really good. Actually, when we launched product about two, three months ago, we were already at 20 customers. And we've seen a lot of interest. Presidio has about 7700 customers nationally, that we call on today. And we've grown tremendously, we have about a three billion dollar infrastructure partner today that provides both on premises and public cloud services. >> Yeah, I like, you brought up the fact that customers are looking for simplicity. Unfortunately, today, cloud is no longer simple. You know, I would say if you said, okay, If I went to my server vendor of choice and wanted to configure something, versus I went to my cloud vendor of choice and try to configure something, cloud might even be more challenging for somebody to do. But, one of the areas that we're trying to help customers get some simplicity back, is if you look at solutions like Azure Stack. So, Rebecca and I interviewed Jeffrey Snover earlier today, and that was the goal they had, was to give, kind of, that operational model and even some of the services from Azure and put them in my data center. Was wondering if Intel and Presidio are both partnering with Microsoft on this. What are you seeing, what are you hearing from customers? Any proof points as to how the roll outs are going, on there? >> We at Presidio, we are one of the first Azure Stack partners. Probably, about a year and a half ago, when it was actually announced and when it went, yeah, I think it was June of last year, and we partnered with Cisco, Dell, and also HP in the space, and we seen demand from our customers creep up. Single node solutions. We've seen demand with Single node PLC solutions are being deployed today. And then, in the public sector, we're also starting to see customers that are interested in it because it will provide them with a gateway to the public cloud in the future. >> Yeah, we're seeing the exact same thing. Obviously, we've been partnering together for some time. The beauty of Azure Stack is it's optimized for Xeon scalable processor family, as well as Intel Optane technologies, both the SSDs and in the future, our persistent memory capabilities. What we like in our work that we've done on Azure Stack and Azure Stack development, is that customers have had a lot of releases to begin to determine where Azure Stack's going to fit in their overall portfolio. And that's how you really have to look at Azure Stack, is how do you manage your portfolio between the cloud and on premises. Azure Stack is a great tool for that. >> You know, leading up to the release of Azure Stack, I talked to a number of service providers that had pent up demand. Leading up to this show, I was hearing a lot of non-North American interest. Can you give us any characterization as to how the roll out's going? >> Yeah, I think when you look at non-North American interest, there's a lot of localization, that has to take place in a lot of those countries. Maybe there's not actually an Azure, a public cloud Azure in those countries today, which is something that Microsoft is building towards. So, customers want to get used to their API's, they want to keep their data local. And when they're the same API's, on premises versus in the public cloud for all of their applications. And that's why I think you see, especially in Europe, as an example, a lot of countries in Europe where actually, data sovereignty's a big issue, alright. The data's not allowed to leave the country that they're actually in. And the demand, I think will, I always say, Microsoft, version two or version three. They always get it right. I mean, we've seen this time and time again. They've proven to us, they get this right all the time. >> I want to follow up on something you were just talking about, though with, sort of, risk management being a really big, hot opportunity. The next generation of risk management and mitigation. Can you talk a little bit about what you're doing there, and what you're hearing from customers? >> Yeah, so, Presidio developed the next generation risk management framework, called NGRM. So, we found we do a lot of security with Cisco, Palo Alto. We have a lot of security vendors out there that we deal with, but what our CIO's were really looking for is they were looking for a single dashboard that could actually provide them with a scorecard: Green, Yellow, or Red. Basically saying this is where we're at in our security strategy and this is what we need to remediate right away. They can take that to their board, they can also use that internally for all of their CSO's and also all their internal IT infrastructure personnel that they have. So, it's something that we've seen customers adopt, because it provides that analysis and the remediation and it's not necessarily tied to a specific product. Again, this is a shared space platform that we developed from the ground up, because our customers are always saying, "Well, there's always security vulnerabilities. "How can we constantly check on this?" Right? And it doesn't matter whether you're running Azure, whether you have on-premises solutions, or whether you have some other cloud provider, we can provide that holistic view for customers today. >> One of the announcements that I think surprised everyone. I mean, things like Server 2019, we all expect. The open data initiative, the commentary that we had is if you talk about digital transformation. I mean, Microsoft, Adobe and SAP. Two companies at the center of it. What does it mean? When will customers see the benefits of this? And any commentary of digital transformation in general would be great. >> Well, typically, we've been involved in a lot of these open standards, and they typically take three to five years to work their way all the way through the system and build the proper ecosystem and standards. And then work their way into the product lines. I think, in this particular instance, there is a driver. We talked about the driver of cloud and why we, we Intel, are now producing chips every year, and you're not waiting for the three year release cycle. Well, the open data initiative, I think, falls into that camp. I think you're going to see an escalated transition to the open data initiative, because people have to be able to move their workloads. Presidio recognized it very early on in the process. We've been working with them for some time. But that's one of the values that they bring to customers, is their ability to do that. But, more and more customers and more and more data are being stretched and there has to be compatibility between file systems, file format, and data classification. The open data initiative is a start in that direction. >> Yeah, I mean, one of the examples that I could give you also is we always talk about IT transformation. We have a large customer that's actually a fleet truck company that underwent IT transformation, and they came to us and they said that they actually needed telematics on the trucks in the fleet of trucks. And the reason was because a lot of these trucks are breaking down and they would send it to a mechanic and the mechanic would diagnose it. So, we actually created, in partnership with Intel and with Microsoft, this telematic platform that actually can provide the customer, in real time, with what issues they actually have with the truck. And it saves the customer a lot of money. That's the type of information that customers are looking for. This customer has on premises data, plus, also in the public cloud, and I think stretching it and providing analytics around that is really important. >> And is it possible to take away the silos? I mean, you seem to be an optimist here. >> I'm very optimistic that we can take away the silos, but I'm also realistic. The only way to take away the silos is to develop new applications, new capabilities. And as my friends in Windows Server Team will tell you, we spend a lot of time trying to figure out, how do we use virtualization and container technologies to take old legacy data and carry it forward onto new modern IT infrastructure. And when you can do that, then you can extract value from the data. If you can not take it from an old, antiquated infrastructure to a new infrastructure as Presidio has done, you stranded the data. And that's where you have those silo breakdowns. So, I think we're developing the tools, but we're not all the way there. >> Yeah, you look at Windows 2019 coming out, there's Linux support in Windows 2019. Who would ever think that Microsoft would be releasing Linux support. >> Microsoft loves Linux. >> Microsoft loves Linux now, right? >> And they will in get it. >> And they'll get it now as well. Microsoft is really developed their ecosystem. Our partners also around the open API's and what they've been doing over the past few years. And I think customers are really starting to embrace that. And you look at even another feature that's coming with Windows 2019 with Storage Spaces Direct. Right, I think Microsoft, this is really going to be their entry into the Apple convert space. Customers are going to start building, they'll have to converge platform based on Windows 2019 Data Center. >> Wondering if you can give a little more color here, Raph. You and I lived through, kind of converged and hyperconvergence, when we wrote our original research at Wikibon, it was VMware is the one that's going to get everybody talking about it, but the one eventually that will be very important here is Microsoft. 'Cause, Microsoft owns the apps. They've got the operating systems, so absolutely, they can be critical in the HCI space. What are they doing and how does Presidio and partners go to market with this? >> So, I mean, when you look at Windows 2016, Windows 2016 was really the first iteration of Storage Spaces Direct. Windows 2019 has really improved upon that, and we're starting to see customers become more interested in that. The reason is because customers want a single platform that they can easily manage with a single operating system. So, there used to be the war, as you mentioned Stu, between VMware and Harper-V. ESXi and Harper-V. I don't really see that being talked about anymore. It's more around the features and the robust features that customers can actually get on as quickly as possible. I don't know if you have anymore. >> Well Raph, you're absolutely right on. I think people have taken virtualization for granted. We added virtualization technology in Xeon in 2006 and they've sort of taken it for granted. Obviously, VMware is a big partner for both Microsoft and Intel, but the reality is is that in a hyper convergent environment, you need a file system, you need an operating system, and you need apps. And Microsoft has all that capability. As you'll hear at four o'clock, we announce world record numbers and it's spectacular. And the reason for it is in our last version of Windows Server 2016, we delivered 16 million IOP's in a hyper converged environment. That got Raph and his team off the table saying, okay, you guys are legitimate. You have a legitimate platform now. But it's not good enough. We think this new instantiation that we've already started to announce in Windows 2019, and Jeff Wolsey announced it earlier today and started talking about the features in Project Honolulu. We think those kind of transitions are what it's going to take for Enterprise customers to begin to break down those silos that you discussed, and really start to look at their data holistically, build data lakes that can scale, and build frameworks that are, I don't even want to use the term convergent anymore, but hyper scalable. >> Yeah, I mean, to tie into that, right. You look at what Intel has developed around Optane and some of the storage platforms that they've come out with. 10 years ago? Intel wasn't really known as a storage company, right? But, you look at all the storage vendors out there today, they really are putting Intel aside. And when you start looking at what Storage Spaces Direct is going to deliver and some of the robustness around Optane, we really think that it's going to be something our customers are going to embrace with Windows 2019 and future versions and sequels. >> So, Raph, I got to give Presidio a lot of credit, though. We launched a program called Intel Select Solutions, and it really allowed us to take Windows and Storage Spaces Direct and create a solution that included both the CPU, the networking, the SSD's and the memory. And Presidio has led that. And so because we have these Intel Select Solutions for Storage Spaces Direct with Presidio, we have the flexibility now to give customers package solutions that are pre-configured. >> Great. Well, Jake and Raphael, thank you so much for coming on theCUBE. It was great talking to you. >> Thank you very much. >> I'm Rebecca Knight, for Stu Miniman, we will have more of theCUBE's live coverage of Microsoft Ignite coming up just in a little bit. 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(electronic music) >> Live from Orlando, Florida, it's theCUBE! Covering Microsoft Ignite. Brought to you by Cohesity, and theCUBE's ecosystem partners. >> Welcome back everyone to theCUBE's live coverage of Microsoft Ignite here in Orlando, Florida. I'm your host, Rebecca Knight, along with my cohost, Stu Miniman. We're joined by Jeffrey Snover. He is the technical fellow and chief architect for Azure Storage and Cloud Edge at Microsoft. Thanks so much for coming, for returning to theCUBE, I should say, Jeffrey, you're a CUBE alum. >> Yes, I enjoyed the last time. So can't wait to do it again this time. >> Well we're excited to have you. So before the camera's were rolling, we were talking about PowerShell. You invented PowerShell. >> Yeah, I did. >> It was invented in the early 2000's, it took a few years to ship, as you said. But can you give our viewers an update of where we are? >> Yeah, you know, it's 2018, and it's never been a better time for PowerShell. You know, basically the initial mission is sort of complete. And the mission was provide sort of general purpose scripting for Windows. But now we have a new mission. And that new mission is to manage anything, anywhere. So we've taken PowerShell, we've open sourced it. It's now running, we've ported it to macOS and Linux. There's a very large list of Linux distributions that we support it on, and it runs everywhere. And so, now, you can manage from anywhere. Your Windows box, your Linux box, your Mac box, even in the browser, you can manage, and then anything. You can manage Windows, you can manage Linux, you can manage macOS. So manage anything, anywhere. Any cloud, Azure, or AWS, or Google. Any hypervisor, Hyper-V or VMware, or any physical server. It's amazing. In fact, our launch partners, when we launched this, our launch partners, VMware, Google, AWS. Not Microsoft's traditional partners. >> That's great to hear. It was actually, one of the critiques we had, at the key note this morning, was partnerships are critically important. But felt that Satya gave a little bit of a jab towards, the kind of, the Amazon's out there. When we talk to customers, we know it's a heterogeneous, multi-cloud world. You know, you work all over the place, with your solutions that you had. There's not, like, Azure, Azure Stack, out to The Edge. The Edge, it is early, it's going to be very heterogeneous. So connect the dots for us a little. You know, we love having the technical fellows on, as to, you go from PowerShell, to now this diverse set of solutions that you work on today. >> Yeah, exactly. So basically, from PowerShell, they asked me to be the chief architect for Windows Server. Right, because if you think about it, an operating system is largely management, right? And, so, that's what I did, resource management. And, so, I was the chief architect for that, for many years, and we decided that, as part of that, we were developing cloud-inspired infrastructure. So, basically, you know, Windows Server had grown up. You know, sort of focused in on a machine. Azure had gone and needed to build a new set of infrastructure for the cloud. And we looked at what they were doing. And they say, hey, that's some great ideas. Let's take the ideas there, and put them into the general purpose operating system. And that's what we call our software-defined data center. And the reason why we couldn't use Azure's directly is, Azure's, really, design center is very, very, very large systems. So, for instance, the storage stamp, that starts at about 10 racks. No customer wants to start with 10 racks. So we took the inspiration from them and re-implemented it. And now our systems can start with two servers. Our Azure Stack systems, well, so, then, what we decided was, hey, this is great technology. Let's take the great cloud-inspired infrastructure of Windows Server, and match it with the Azure services themselves. So we take Azure, put it on top of Windows Server, package it as an appliance experience, and we call that Azure Stack. And that's where I have been mostly focused for the last couple of years. >> Right, can you help us unpack a little bit. There's a lot of news today. >> Yes. >> You know, Windows 2019 was announced. I was real interested in the Data Box Edge solution, which I'm sure. >> Isn't that crazy? >> Yeah, really interesting. You're like, let's do some AI applications out at the Edge, and with the same kind of box that we can transport data. Because, I always say, you got to follow customers applications and data, and it's tough to move these things. You know, we've got physics that we still have to, you know, work on until some of these smart guys figure out how to break that. But, yeah, maybe give us a little context, as to news of the show, things your teams have been working on. >> Yeah, so the Data Box Edge, big, exciting stuff. Now, there's a couple scenarios for Data Box Edge. First is, first it's all kind of largely centered on storage and the Edge. So Storage, you've got a bunch of data in your enterprise, and you'd like it to be in Azure. One flavor of Data Box Edge is a disk. You call us up, we send you a disk, you fill up that disk, you send it back to us, it shows up in Azure. Next. >> A pretty big disk, though? >> Well, it can be a small disk. >> Oh, okay. >> Yeah, no, it can be a single SSD, okay. But then you can say, well, no, I need a bunch more. And so we send you a box, the box is over there. It's like 47 pounds, we send you this thing, it's about 100 terabytes of data. You fill that thing up, send it to us, and we upload it. Or a Data Box Heavy. Now this thing has a handle and wheels. I mean, literally, wheels, it's specially designed so that a forklift can pick this thing up, right? It's like, I don't know, like 400 pounds, it's crazy. And that's got about a petabyte worth of storage. Again, we ship it to you, you fill it up, ship it back to us. So that's one flavor, Data Box transport. Then there's Data Box Edge. Data Box Edge, you go to the website, say, I'd like a Data Box Edge, we send you a 1u server. You plug that in, you keep it plugged in, then you use it. How do you use it? You connect it to your Azure storage, and then all your Azure storage is available through here. And it's exposed through SMB. Later, we'll expose it through NFS and a Blob API. But, then, anything you write here is available immediately, it gets back to Azure, and, effectively, it looks like near-infinite storage. Just use it and it gets backed up, so it's amazing. Now, on that box, we're also adding the ability to say, hey, we got a bunch of compute there. You can run IoT Edge platforms. So you run the IoT Edge platform, you can run gateways, you can run Kubernetes clusters on this thing, you can run all sorts of IoT software. Including, we're integrating in brainwave technology. So, brainwave technology is, and, by the way, we'll want to talk about this a little bit, in a second. It is evidence of the largest transformation we'll see in our industry. And that is the re-integration of the industry. So, basically, what does that mean? In the past, the industry used to be, back when the big key players were digital. Remember digital, from DEC? We're all Massachusetts people. (Rebecca laughs) So, DEC was the number one employer in Massachusetts, gone. IBM dominant, much diminished, a whole bunch of people. They were dominant when the industry was vertically integrated. Vertically integrated meant all those companies designed their own silicone, they built their own boards, they built their own systems, they built their OS, they built the applications, the serviced them. Then there was the disintegration of the computer industry. Where, basically, we went vertically integrated. You got your chips from Intel or Motorola. The operating system, you got from Sun or Microsoft. The applications you got from a number of different vendors. Okay, so we got vertically integrated. What you're seeing, and what's so exciting, is a shift back to vertical integration. So Microsoft is designing its own hardware, right? We're designing our own chips. So we've designed a chip specially for AI, we call it a brainwave chip, and that's available in the Data Box Edge. So, now, when you do this AI stuff, guess what? The processing is very different. And it can be very, very fast. So that's just one example of Microsoft's innovation in hardware. >> Wow, so, I mean. >> What do you do with that? >> One of the things that we keep hearing so much, at this conference, is that Microsoft products and services are helping individual employees tap into their own creativity, their ingenuity, and then, also, collaborate with colleagues. I'm curious about where you get your ideas, and how you actually put that into practice, as a technical fellow. >> Yeah. >> How do you think about the future, and envision these next generation technologies? >> Yeah, well, you know, it's one of those things, honestly, where your strength is your weakness, your weakness is your strength. So my weakness is, I can't deal with complexity, right. And, so, what I'm always doing is I'm taking a look at a very complex situation, and I'm saying, what's the heart of it, like, give me the heart of it. So my background's physics, right? And so, in physics, you're not doing, you're looking for the F equals M A. And if you have that, when you find that, then you can apply it over, and over, and over again. So I'm always looking at what are the essential things here. And so that's this, well, you see a whole bunch of confusing things, like, what's up with this? What's with this? That idea of there is this narrative about the reintegration of the computer industry. How very large vendors, be it Microsoft, or AWS, are, because we operate at such large scales, we are going to be vertically integrated. We're developing our own hardware, we do our own systems, et cetera. So, I'm always looking for the simple story, and then applying it. And, it turns out, I do it pretty accurately. And it turns out, it's pretty valuable. >> Alright, so that's a good set up to talk about Azure Stacks. So, the value proposition we heard, of course, is, you know, start everything in the cloud first, you know, Microsoft does Azure, and then lets, you know, have some of those services in the same operating model in your data center, or in your hosting service provider environment. So, first of all, did I get that right? And, you know, give us the update on Azure Stack. I've been trying to talk to customers that are using it, talking to your partners. There is a lot of excitement around it. But, you know, proof points, early use cases, you know, where is this going to be pointing towards, where the future of the data center is? >> So, it's a great example. So what I figured out, when I thought about this, and kind of drilled in, like what's really, what really matters here? What I realized was that what the gestalt of Azure Stack is different than everything we've done in the past. And it really is an appliance, okay? So, in the past, I just had a session the other day, and people were asking, well, when are you going to, when is Azure Stack going to have the latest version of the operating system? I said, no, no, no, no, no. Internals are internal, it's an appliance. Azure Stack is for people who want to use a cloud, not for people who want to build it. So you shouldn't be concerned about all the internals. You just plug it in, fill out some forms, and then you use it, just start using it. You don't care about the details of how it's all configured, you don't do the provisioning, we do all that for you. And so that's what we've done. And it turns out that that message resonates really well. Because, as you probably know, most private clouds fail. Most private clouds fail miserably. Why? And there's really two reasons. There's two flavors of failure. But one is they just never work. Now that's because, guess what, it's incredibly hard. There are so many moving pieces and, guess what, we learned that ourselves. The numbers of times we stepped on the rakes, and, like, how do you make all this work? There's a gazillion moving parts. So if any of your, you have a team, that's failed at private cloud, they're not idiots. It's super, super, super hard. So that's one level of failure. But even those teams that got it working, they ultimately failed, as well, because of lack of usage. And the reason for that is, having done all that, they then built a snowflake cloud. And then when someone said, well, how do I use this? How do I add another NIC to a VM? The team that put it together were the only ones that could answer that. Nope, there was no ecosystem around it. So, with Azure Stack, the gestalt is, like, this is for people who want to use it, not for people who want to build it. So you just plug it in, you pick a vendor, and you pick a capacity. This vendor, four notes, this vendor 12 or 16 notes. And that's it. You come in, we ask you what IP range is, how do I integrate with your identity? Within a day, it's up and running, and your users are using it, really using it. Like, that's craziness. And then, well what does it mean to use it? Like, oh, hey, how do I ad a NIC to a VM? It's Azure, so how does Azure do it? I have an entire Azure ecosystem. There's documentation, there's training, there's videos, there's conferences. You can go and put on a resume, I'd like to hire someone with Azure skills, and get someone, and then they're productive that day. Or, and here's the best part, you can put on your resume, I have Azure skills, and you knock on 10 doors, and nine of them are going to say, come talk to me. So, that was the heart of it. And, again, it goes back to your question of, like, the value, or what does a technical fellow do. It's to figure out what really matters. And then say, we're all in on that. There was a lot of skepticism, a lot of customers like, I must have my security agent on there. It's like, well, no, then you're not a good candidate. What do you mean? I say, well, look, we're not going to do this. And they say, well you'll never be able to sell to anyone in my industry. I said, no, you're wrong. They say, what do you mean, I'm wrong? I say, well, let me prove it to ya, do you own a SAN? They say, well, of course we own a SAN. I said, I know you own a SAN. Let me ask you this, a SAN is a general purpose server with a general purpose operating system. So do you put your security and managing agents on there? And they said, no, we're not allowed to. I said, right, and that's the way Azure Stack is. It's a sealed appliance. We take care of that responsibility for you. And it's worked out very, very well. >> Alright, you got me thinking. One of the things we want to do is, we want to simplify the environment. That's been the problem we've had in IT, for a long time, is it's this heterogeneous mess. Every group did their own thing. I worry a multi-cloud world has gotten us into more silos. Because, I've got lots of SAS providers, I've got multiple cloud providers, and, boy, maybe when I get to the Edge, every customer is going to have multiple Edge applications, and they're going to be different, so, you know. How do you simplify this, over time, for customers? Or do we? >> Here's the hard story, back to getting at the heart of it. Look, one of the benefits of having done this a while, is I've stepped on a lot of these rakes. You're looking at one of the biggest, earliest adopters of the Boolean cross-platform, Gooey Framework. And, every time, there is this, oh, there's multiple platforms? People say, oh, that's a problem, I want a technology that allows me to bridge all of those things. And it sound so attractive, and generates a lot of early things, and then it turned out, I was rocking with this Boolean cross-breed platform. I wrote it, and it worked on Mac's and Windows. Except, I couldn't cut and paste. I couldn't print, I couldn't do anything. And so what happens is it's so attractive, blah, blah, blah. And then you find out, and when the platforms aren't very sophisticated, the gap between what these cross-platform things do, and the platform is not so much, so it's like, eh, it's better to do this. But, over time, the platform just grows and grows and grows. So the hard message is, people should pick. People should pick. Now, one of the benefits of Azure, as a great choice, is that, with the other guys, you are locked to vendor. Right, there is exactly one provider of those API's. With Azure, you can get an implementation of Azure from Microsoft, the Azure Public Cloud. Or you can get an implementation from one of our hardware vendors, running Azure Stack. They provide that to you. Or you can get it from a service provider. So, you don't have to get, you buy into these API's. You optimize around that, but then you can still use vendor. You know, hey, what's your price for this? What's your price for that, what can you give me? With the other guys, they're going to give you whatcha give ya, and that's your deal. (Rebecca laughs) >> That's a good note to end on. Thank you so much, Jeffrey, for coming on theCUBE again. It was great talking to you. >> Oh, that was fast. (Rebecca laughs) Enjoyed it, this was great. >> Great. I'm Rebecca Knight, for Stu Miniman, stay tuned to theCUBE. We will have more from Microsoft Ignite in just a little bit. (electronic music)