>>Hey everyone, welcome to this event, HPE Compute Security. I'm your host, Lisa Martin. Kevin Dee joins me next Senior director, future Surfer Architecture at hpe. Kevin, it's great to have you back on the program. >>Thanks, Lisa. I'm glad to be here. >>One of the topics that we're gonna unpack in this segment is, is all about cybersecurity. And if we think of how dramatically the landscape has changed in the last couple of years, I was looking at some numbers that H P V E had provided. Cybercrime will reach 10.5 trillion by 2025. It's a couple years away. The average total cost of a data breach is now over 4 million, 15% year over year crime growth predicted over the next five years. It's no longer if we get hit, it's when it's how often. What's the severity? Talk to me about the current situation with the cybersecurity landscape that you're seeing. >>Yeah, I mean the, the numbers you're talking about are just staggering and then that's exactly what we're seeing and that's exactly what we're hearing from our customers is just absolutely key. Customers have too much to lose. The, the dollar cost is just, like I said, staggering. And, and here at HP we know we have a huge part to play, but we also know that we need partnerships across the industry to solve these problems. So we have partnered with, with our, our various partners to deliver these Gen 11 products. Whether we're talking about partners like a M D or partners like our Nick vendors, storage card vendors. We know we can't solve the problem alone. And we know this, the issue is huge. And like you said, the numbers are staggering. So we're really, we're really partnering with, with all the right players to ensure we have a secure solution so we can stay ahead of the bad guys to try to limit the, the attacks on our customers. >>Right. Limit the damage. What are some of the things that you've seen particularly change in the last 18 months or so? Anything that you can share with us that's eye-opening, more eye-opening than some of the stats we already shared? >>Well, there, there's been a massive number of attacks just in the last 12 months, but I wouldn't really say it's so much changed because the amount of attacks has been increasing dramatically over the years for many, many, many years. It's just a very lucrative area for the bad guys, whether it's ransomware or stealing personal data, whatever it is, it's there. There's unfortunately a lot of money to be made into it, made from it, and a lot of money to be lost by the good guys, the good guys being our customers. So it's not so much that it's changed, it's just that it's even accelerating faster. So the real change is, it's accelerating even faster because it's becoming even more lucrative. So we have to stay ahead of these bad guys. One of the statistics of Microsoft operating environments, the number of tax in the last year, up 50% year over year, that's a huge acceleration and we've gotta stay ahead of that. We have to make sure our customers don't get impacted to the level that these, these staggering number of attacks are. The, the bad guys are out there. We've gotta protect, protect our customers from the bad guys. >>Absolutely. The acceleration that you talked about is, it's, it's kind of frightening. It's very eye-opening. We do know that security, you know, we've talked about it for so long as a, as a a C-suite priority, a board level priority. We know that as some of the data that HPE e also sent over organizations are risking are, are listing cyber risks as a top five concern in their organization. IT budgets spend is going up where security is concerned. And so security security's on everyone's mind. In fact, the cube did, I guess in the middle part of last, I did a series on this really focusing on cybersecurity as a board issue and they went into how companies are structuring security teams changing their assumptions about the right security model, offense versus defense. But security's gone beyond the board, it's top of mind and it's on, it's in an integral part of every conversation. So my question for you is, when you're talking to customers, what are some of the key challenges that they're saying, Kevin, these are some of the things the landscape is accelerating, we know it's a matter of time. What are some of those challenges and that they're key pain points that they're coming to you to help solve? >>Yeah, at the highest level it's simply that security is incredibly important to them. We talked about the numbers. There's so much money to be lost that what they come to us and say, is security's important for us? What can you do to protect us? What can you do to prevent us from being one of those statistics? So at a high level, that's kind of what we're seeing at a, with a little more detail. We know that there's customers doing digital transformations. We know that there's customers going hybrid cloud, they've got a lot of initiatives on their own. They've gotta spend a lot of time and a lot of bandwidth tackling things that are important to their business. They just don't have the bandwidth to worry about yet. Another thing which is security. So we are doing everything we can and partnering with everyone we can to help solve those problems for customers. >>Cuz we're hearing, hey, this is huge, this is too big of a risk. How do you protect us? And by the way, we only have limited bandwidth, so what can we do? What we can do is make them assured that that platform is secure, that we're, we are creating a foundation for a very secure platform and that we've worked with our partners to secure all the pieces. So yes, they still have to worry about security, but there's pieces that we've taken care of that they don't have to worry about and there's capabilities that we've provided that they can use and we've made that easy so they can build su secure solutions on top of it. >>What are some of the things when you're in customer conversations, Kevin, that you talk about with customers in terms of what makes HPE E'S approach to security really unique? >>Well, I think a big thing is security is part of our, our dna. It's part of everything we do. Whether we're designing our own asics for our bmc, the ilo ASIC ILO six used on Gen 11, or whether it's our firmware stack, the ILO firmware, our our system, UFI firmware, all those pieces in everything we do. We're thinking about security. When we're building products in our factory, we're thinking about security. When we're think designing our supply chain, we're thinking about security. When we make requirements on our suppliers, we're driving security to be a key part of those components. So security is in our D N a security's top of mind. Security is something we think about in everything we do. We have to think like the bad guys, what could the bad guy take advantage of? What could the bad guy exploit? So we try to think like them so that we can protect our customers. >>And so security is something that that really is pervasive across all of our development organizations, our supply chain organizations, our factories, and our partners. So that's what we think is unique about HPE is because security is so important and there's a whole lot of pieces of our reliance servers that we do ourselves that many others don't do themselves. And since we do it ourselves, we can make sure that security's in the design from the start, that those pieces work together in a secure manner. So we think that gives us a, an advantage from a security standpoint. >>Security is very much intention based at HPE e I was reading in some notes, and you just did a great job of talking about this, that fundamental security approach, security is fundamental to defend against threats that are increasingly complex through what you also call an uncompromising focus to state-of-the-art security and in in innovations built into your D N A. And then organizations can protect their infrastructure, their workloads, their data from the bad guys. Talk to us briefly in our final few minutes here, Kevin, about fundamental uncompromising protected the value in it for me as an HPE customer. >>Yeah, when we talk about fundamental, we're talking about the those fundamental technologies that are part of our platform. Things like we've integrated TPMS and sorted them down in our platforms. We now have platform certificates as a standard part of the platform. We have I dev id and probably most importantly, our platforms continue to support what we really believe was a groundbreaking technology, Silicon Root of trust and what that's able to do. We have millions of lines of firmware code in our platforms and with Silicon Root of trust, we can authenticate all of those lines of firmware. Whether we're talking about the the ILO six firmware, our U E I firmware, our C P L D in the system, there's other pieces of firmware. We authenticate all those to make sure that not a single line of code, not a single bit has been changed by a bad guy, even if the bad guy has physical access to the platform. >>So that silicon route of trust technology is making sure that when that system boots off and that hands off to the operating system and then eventually the customer's application stack that it's starting with a solid foundation, that it's starting with a system that hasn't been compromised. And then we build other things into that silicon root of trust, such as the ability to do the scans and the authentications at runtime, the ability to automatically recover if we detect something has been compromised, we can automatically update that compromised piece of firmware to a good piece before we've run it because we never want to run firmware that's been compromised. So that's all part of that Silicon Root of Trust solution and that's a fundamental piece of the platform. And then when we talk about uncompromising, what we're really talking about there is how we don't compromise security. >>And one of the ways we do that is through an extension of our Silicon Root of trust with a capability called S Spdm. And this is a technology that we saw the need for, we saw the need to authenticate our option cards and the firmware in those option cards. Silicon Root Prota, Silicon Root Trust protects against many attacks, but one piece it didn't do is verify the actual option card firmware and the option cards. So we knew to solve that problem we would have to partner with others in the industry, our nick vendors, our storage controller vendors, our G vendors. So we worked with industry standards bodies and those other partners to design a capability that allows us to authenticate all of those devices. And we worked with those vendors to get the support both in their side and in our platform side so that now Silicon Rivers and trust has been extended to where we protect and we trust those option cards as well. >>So that's when, when what we're talking about with Uncompromising and with with Protect, what we're talking about there is our capabilities around protecting against, for example, supply chain attacks. We have our, our trusted supply chain solution, which allows us to guarantee that our server, when it leaves our factory, what the server is, when it leaves our factory, will be what it is when it arrives at the customer. And if a bad guy does anything in that transition, the transit from our factory to the customer, they'll be able to detect that. So we enable certain capabilities by default capability called server configuration lock, which can ensure that nothing in the server exchange, whether it's firmware, hardware, configurations, swapping out processors, whatever it is, we'll detect if a bad guy did any of that and the customer will know it before they deploy the system. That gets enabled by default. >>We have an intrusion detection technology option when you use by the, the trusted supply chain that is included by default. That lets you know, did anybody open that system up, even if the system's not plugged in, did somebody take the hood off and potentially do something malicious to it? We also enable a capability called U EFI secure Boot, which can go authenticate some of the drivers that are located on the option card itself. Those kind of capabilities. Also ilo high security mode gets enabled by default. So all these things are enabled in the platform to ensure that if it's attacked going from our factory to the customer, it will be detected and the customer won't deploy a system that's been maliciously attacked. So that's got >>It, >>How we protect the customer through those capabilities. >>Outstanding. You mentioned partners, my last question for you, we've got about a minute left, Kevin is bring AMD into the conversation, where do they fit in this >>AMD's an absolutely crucial partner. No one company even HP can do it all themselves. There's a lot of partnerships, there's a lot of synergies working with amd. We've been working with AMD for almost 20 years since we delivered our first AM MD base ProLiant back in 2004 H HP ProLiant, DL 5 85. So we've been working with them a long time. We work with them years ahead of when a processor is announced, we benefit each other. We look at their designs and help them make their designs better. They let us know about their technology so we can take advantage of it in our designs. So they have a lot of security capabilities, like their memory encryption technologies, their a MD secure processor, their secure encrypted virtualization, which is an absolutely unique and breakthrough technology to protect virtual machines and hypervisor environments and protect them from malicious hypervisors. So they have some really great capabilities that they've built into their processor, and we also take advantage of the capabilities they have and ensure those are used in our solutions and in securing the platform. So a really such >>A great, great partnership. Great synergies there. Kevin, thank you so much for joining me on the program, talking about compute security, what HPE is doing to ensure that security is fundamental, that it is unpromised and that your customers are protected end to end. We appreciate your insights, we appreciate your time. >>Thank you very much, Lisa. >>We've just had a great conversation with Kevin Depu. Now I get to talk with David Chang, data center solutions marketing lead at a md. David, welcome to the program. >>Thank, thank you. And thank you for having me. >>So one of the hot topics of conversation that we can't avoid is security. Talk to me about some of the things that AMD is seeing from the customer's perspective, why security is so important for businesses across industries. >>Yeah, sure. Yeah. Security is, is top of mind for, for almost every, every customer I'm talking to right now. You know, there's several key market drivers and, and trends, you know, in, out there today that's really needing a better and innovative solution for, for security, right? So, you know, the high cost of data breaches, for example, will cost enterprises in downtime of, of the data center. And that time is time that you're not making money, right? And potentially even leading to your, to the loss of customer confidence in your, in your cust in your company's offerings. So there's real costs that you, you know, our customers are facing every day not being prepared and not having proper security measures set up in the data center. In fact, according to to one report, over 400 high-tech threats are being introduced every minute. So every day, numerous new threats are popping up and they're just, you know, the, you know, the bad guys are just getting more and more sophisticated. So you have to take, you know, measures today and you have to protect yourself, you know, end to end with solutions like what a AM MD and HPE has to offer. >>Yeah, you talked about some of the costs there. They're exorbitant. I've seen recent figures about the average, you know, cost of data breacher ransomware is, is close to, is over $4 million, the cost of, of brand reputation you brought up. That's a great point because nobody wants to be the next headline and security, I'm sure in your experiences. It's a board level conversation. It's, it's absolutely table stakes for every organization. Let's talk a little bit about some of the specific things now that A M D and HPE E are doing. I know that you have a really solid focus on building security features into the EPIC processors. Talk to me a little bit about that focus and some of the great things that you're doing there. >>Yeah, so, you know, we partner with H P E for a long time now. I think it's almost 20 years that we've been in business together. And, and you know, we, we help, you know, we, we work together design in security features even before the silicons even, you know, even born. So, you know, we have a great relationship with, with, with all our partners, including hpe and you know, HPE has, you know, an end really great end to end security story and AMD fits really well into that. You know, if you kind of think about how security all started, you know, in, in the data center, you, you've had strategies around encryption of the, you know, the data in, in flight, the network security, you know, you know, VPNs and, and, and security on the NS. And, and even on the, on the hard drives, you know, data that's at rest. >>You know, encryption has, you know, security has been sort of part of that strategy for a a long time and really for, you know, for ages, nobody really thought about the, the actual data in use, which is, you know, the, the information that's being passed from the C P U to the, the, the memory and, and even in virtualized environments to the, the, the virtual machines that, that everybody uses now. So, you know, for a long time nobody really thought about that app, you know, that third leg of, of encryption. And so a d comes in and says, Hey, you know, this is things that as, as the bad guys are getting more sophisticated, you, you have to start worrying about that, right? And, you know, for example, you know, you know, think, think people think about memory, you know, being sort of, you know, non-persistent and you know, when after, you know, after a certain time, the, the, you know, the, the data in the memory kind of goes away, right? >>But that's not true anymore because even in in memory data now, you know, there's a lot of memory modules that still can retain data up to 90 minutes even after p power loss. And with something as simple as compressed, compressed air or, or liquid nitrogen, you can actually freeze memory dams now long enough to extract the data from that memory module for up, you know, up, up to two or three hours, right? So lo more than enough time to read valuable data and, and, and even encryption keys off of that memory module. So our, our world's getting more complex and you know, more, the more data out there, the more insatiable need for compute and storage. You know, data management is becoming all, all the more important, you know, to keep all of that going and secure, you know, and, and creating security for those threats. It becomes more and more important. And, and again, especially in virtualized environments where, you know, like hyperconverged infrastructure or vir virtual desktop memories, it's really hard to keep up with all those different attacks, all those different attack surfaces. >>It sounds like what you were just talking about is what AMD has been able to do is identify yet another vulnerability Yes. Another attack surface in memory to be able to, to plug that hole for organizations that didn't, weren't able to do that before. >>Yeah. And, you know, and, and we kind of started out with that belief that security needed to be scalable and, and able to adapt to, to changing environments. So, you know, we, we came up with, you know, the, you know, the, the philosophy or the design philosophy that we're gonna continue to build on those security features generational generations and stay ahead of those evolving attacks. You know, great example is in, in the third gen, you know, epic C P U, that family that we had, we actually created this feature called S E V S N P, which stands for SECURENESS Paging. And it's really all around this, this new attack where, you know, your, the, the, you know, it's basically hypervisor based attacks where people are, you know, the bad actors are writing in to the memory and writing in basically bad data to corrupt the mem, you know, to corrupt the data in the memory. So s e V S and P is, was put in place to help, you know, secure that, you know, before that became a problem. And, you know, you heard in the news just recently that that becoming a more and more, more of a bigger issue. And the great news is that we had that feature built in, you know, before that became a big problem. >>And now you're on the fourth gen, those epic crosses talk of those epic processes. Talk to me a little bit about some of the innovations that are now in fourth gen. >>Yeah, so in fourth gen we actually added, you know, on top of that. So we've, we've got, you know, the sec the, the base of our, our, what we call infinity guard is, is all around the secure boot. The, you know, the, the, the, the secure root of trust that, you know, that we, we work with HPE on the, the strong memory encryption and the S E V, which is the secure encrypted virtualization. And so remember those s s and p, you know, incap capabilities that I talked about earlier. We've actually, in the fourth gen added two x the number of sev v s and P guests for even higher number of confidential VMs to support even more customers than before. Right? We've also added more guest protection from simultaneous multi threading or S M T side channel attacks. And, you know, while it's not officially part of Infinity Guard, we've actually added more APEC acceleration, which greatly benefits the security of those confidential VMs with the larger number of VCPUs, which basically means that you can build larger VMs and still be secured. And then lastly, we actually added even stronger a e s encryption. So we went from 128 bit to 256 bit, which is now military grade encryption on top of that. And, you know, and, and that's really, you know, the de facto crypto cryptography that is used for most of the applications for, you know, customers like the US federal government and, and all, you know, the, is really an essential element for memory security and the H B C applications. And I always say if it's good enough for the US government, it's good enough for you. >>Exactly. Well, it's got to be, talk a little bit about how AMD is doing this together with HPE a little bit about the partnership as we round out our conversation. >>Sure, absolutely. So security is only as strong as the layer below it, right? So, you know, that's why modern security must be built in rather than, than, you know, bolted on or, or, or, you know, added after the fact, right? So HPE and a MD actually developed this layered approach for protecting critical data together, right? Through our leadership and, and security features and innovations, we really deliver a set of hardware based features that, that help decrease potential attack surfaces. With, with that holistic approach that, you know, that safeguards the critical information across system, you know, the, the entire system lifecycle. And we provide the confidence of built-in silicon authentication on the world's most secure industry standard servers. And with a 360 degree approach that brings high availability to critical workloads while helping to defend, you know, against internal and external threats. So things like h hp, root of silicon root of trust with the trusted supply chain, which, you know, obviously AMD's part of that supply chain combined with AMD's Infinity guard technology really helps provide that end-to-end data protection in today's business. >>And that is so critical for businesses in every industry. As you mentioned, the attackers are getting more and more sophisticated, the vulnerabilities are increasing. The ability to have a pa, a partnership like H P E and a MD to deliver that end-to-end data protection is table stakes for businesses. David, thank you so much for joining me on the program, really walking us through what am MD is doing, the the fourth gen epic processors and how you're working together with HPE to really enable security to be successfully accomplished by businesses across industries. We appreciate your insights. >>Well, thank you again for having me, and we appreciate the partnership with hpe. >>Well, you wanna thank you for watching our special program HPE Compute Security. I do have a call to action for you. Go ahead and visit hpe com slash security slash compute. Thanks for watching.

>>Hey everyone, welcome to the cube. Lisa Martin here with Kevin Depu, senior Director Future Server Architecture at hpe. Kevin, it's great to have you on the program. You're gonna be breaking down everything that's exciting and compelling about Gen 11. How are you today? >>Thanks Lisa, and I'm doing great. >>Good, good, good. So let's talk about ProLiant Gen 11, the next generation of compute. I read some great stats on hpe.com. I saw that Gen 11 added 28 new world records while delivering up to 99% higher performance and 43% more energy efficiency than the previous version. That's amazing. Talk to me about Gen 11. What makes this update so compelling? >>Well, you talked about some of the stats regarding the performance and the power efficiency, and those are excellent. We partnered with amd, we've got excellent performance on these platforms. We have excellent power efficiency, but the advantage of this platform go beyond that. Today we're gonna talk a lot about cybersecurity and we've got a lot of security capabilities in these platforms. We've built on top of the security capabilities that we've had, generation over generation, we've got some new exciting capabilities we'll be talking about. So whether it's the performance, whether it's power efficient, whether it's security, all those capabilities are in this platform. Security is part of our dna. We put it into the design from the very beginning, and we've partnered with AMD to deliver what we think is a very compelling story. >>The security piece is absolutely critical. The to, we could have a, you know, an entire separate conversation on the cybersecurity landscape and the changes there. But one of the things I also noticed in the material on Gen 11 is that HPE says it's fundamental. What do you mean by that and what's new that makes it so fundamental? >>Well, by saying it's fundamental is security is a fundamental part of the platform. You need systems that are reliable. You need systems that have excellent performance. You need systems that are, have very good power efficiency, those things you talked about before, those are all very important to have a good server, but security's a part that's absolutely critical as well. So security is one of the fundamental capabilities of the platform. I had mentioned. We built on top of capabilities, capabilities like our silicon root of trust, which ensures that the firmware stack on these platforms is not compromised. Those are continuing this platform and have been expanded on. We have our trusted supply chain and we've expanded on that as well. We have a lot of security capabilities, our platform certificates, our IEB IDs. There's just a lot of security capabilities that are absolutely fundamental to these being a good solution because as we said, security is fundamental. It's an absolutely critical part of these platforms. >>Absolutely. For companies in every industry. I wanna talk a little bit about about one of the other things that HPE describes Gen 11 as as being uncompromising. And I wanted to understand what that means and what's the value add in it for customers? >>Yeah. Well, by uncompromising means we can't compromise on security. Security to what I said before, it's fundamental. It can't be promised. You have to have security be strong on these platforms. So one of the capabilities, which we're specifically talking about when we talk about Uncompromising is a capability called spdm. We've extended our silicon root of trust, which is one of our key technologies we've had since our Gen 10 platforms. We've extended that through something called spdm. We saw a problem in the industry with the ability to authenticate option cards and other devices in the system. Silicon Root of Trust verified many pieces of firmware in the platform, but one piece that it wasn't verifying was the option cards. And we needed, we knew we needed to solve this problem and we knew we couldn't do it a hundred percent on our own because we needed to work with our partners, whether it's a storage option card, a nick, or even devices in the future, we needed to make sure that we could verify that those were what they were meant to be. >>They weren't compromised, they weren't maliciously compromised and that we could authenticate them. So we worked with industry standards bodies to create the S P M specification. And what that allows us to do is authenticate the option cards in the systems. So that's one of our new capabilities that we've added in these platforms. So we've gone beyond securing all of the things that Silicon Real Trust secured in the past to extending that to the option cards and their firmware as well. So when we boot up one of these platforms, when we hand off to the OS and to the the customers software solution, they can be, they can rest assured that all the things that have run all that, that platform is not compromised. A bad guy has not gone in and changed things and that includes a bad guy with physical access to the platform. So that's why we have unpromised security in these platforms. >>Outstanding. That sounds like great work that's been done there and giving customers that piece of mind where security is concerned is table stakes for everybody across the organization. Kevin, you mentioned partners. I know HPE is extending protection to the partner ecosystem. I wanted to get a little bit more info on that from you. >>Yeah, we've worked with our option co card vendors, numerous partners across the industry to support spdm. We were the ones who kind of went to the, the industry standards bodies and said, we need to solve this problem. And we had agreement from everybody. Everybody agrees this is a problem that had to be solved. So, but to solve it, you've gotta have a partnership. We can't just do it on our own. There's a lot of things that we HPE can solve on our own. This is not one of them to be able to get a method that we could authenticate and trust the option cards in the system. We needed to work with our option card vendors. So that's something that we, we did. And we use also some capabilities that we work with some of our processor vendor partners as well. So working with partners across the industry, we were able to deliver spdm. >>So we know that option card, whether it's a storage card or a Nick Card or, or GPUs in the future, those, those may not be there from day one, but we know that those option cards are what they intended because you could do an attack where you compromise the option card, you compromise the firmware in that option card and option cards have the ability to read and write to memory using something called dma. And if those cards are running firmware that's being created by a bad guy, they can do a lot of, of very costly attacks. I mean we, there's a lot of statistics that showed just how, how costly cybersecurity attacks are. If option cards have been compromised, you can do some really bad things. So this is how we can trust those option cards. And we had to partner with those, those partners in the industry to both define the spec and both sides had to implement to that specification so that we could deliver the solution we're delivering. >>HPE is such a strong partner ecosystem. You did a great job of articulating the value in this for customers. From a security perspective, I know that you're also doing a lot of collaboration and work with amd. Talk to me a little bit about that and the value in it for your joint customers. >>Yeah, absolutely. AMD is a longstanding partner. We actually started working with AMD about 20 years ago when we delivered our first AMD opton based platform, the HP pro, HP Pliant, DL 5 85. So we've got a long engineering relationship with AMD and we've been making products with AMD since they introduced their epic generation processor in 2017. That's when AMD really upped the secure their security game. They created capabilities with their AMD secure processor, their secure encryption virtualization, their memory encryption technologies. And we work with AMD long before platforms actually release. So they come to us with their ideas, their designs, we collaborate with them on things we think are valuable when we see areas where they can do things better, we provide feedback. So we really have a partnership to make these processors better. And it's not something where we just work with them for a short amount of time and deliver a product. >>We're working with them for years before those products come out. So that partnership allows both parties to create better platforms cuz we understand what they're capable of, they understand what our needs are as a, as a server provider. And so we help them make their processors better and they help us make our products better. And that extends in all areas, whether it's performance, power, efficiency, but very importantly in what we're talking about here, security. So they have got an excellent security story with all of their technologies. Again, memory encryption. They, they've got some exceptional technologies there. All their secure encryption, virtualization to secure virtualized environments, those are all things that they excel at. And we take advantage of those in our designs. We make sure that those so work with our servers as part of a solution >>Sounds like a very deeply technically integrated and longstanding relationship that's really symbiotic for both sides. I wanted to get some information from you on HPE server security optimized service. Talk to me about what that is. How does that help HP help its customers get around some of those supply chain challenges that are persistent? >>Yeah, what that is is with our previous generation of products, we announced something called our HPE trusted supply chain and but that was focused on the US market with the solution for gen 11. We've expanded that to other markets. It's, it's available from factories other than the ones in our us it's available for shipping products to other geographies. So what that really was is taking the HPE trusted supply chain and expanding it to additional geographies throughout the world, which provides a big, big benefit for our non-US based customers. And what that is, is we're trying to make sure that the server that we ship out of our factories is indeed exactly what that customer is getting. So try to prevent any possibility of attack in the supply chain going from our factories to the customer. And if there is an attack, we can detect it and the customer knows about it. >>So they won't deploy a system that's been compromised cuz there, there have been high profile cases of supply chain attacks. We don't want to have that with our, our customers buying our Reliant products. So we do things like enable you I Secure Boot, which is an ability to authenticate the, what's called a u i option ROM driver on option cards. That's enabled by default. Normally that's not enabled by default. We enable our high security mode in our ILO product. We include our intrusion tech detection technology option, which is an optional feature, but it's their standard when you buy one of the boxes with this, this capability, this trusted supply chain capability. So there's a lot of capabilities that get enabled at the factory. We also enable server configuration lock, which allows a customer to detect, get a bad guy, modify anything in the platform when it transits from our factory to them. So what it allows a customer to do is get that platform and know that it is indeed what it is intended to be and that it hasn't been attacked and we've now expanded that to many geographies throughout the world. >>Excellent. So much more coverage across the world, which is so incredibly important. As cyber attacks continue to rise year over year, the the ransomware becomes a household word, the ransoms get even more expensive, especially considering the cybersecurity skills gap. I'm just wondering what are some of the, the ways in which everything that you've described with Gen 11 and the HPE partner ecosystem with A and B for example, how does that help customers to get around that security skills gap that is present? >>Well, the key thing there is we care about our customer security. So as I mentioned, security is in our dna. We do, we consider security in everything. We do every update to firm where we make, when we do the hardware design, whatever we're doing, we're always considering what could a bad guy do? What could a bad guy take advantage of and attempt to prevent it. And AMD does the same thing. You can look at all the technologies they have in their AMD processor. They're, they're making sure their processor is secure. We're making sure our platform is secure so the customer doesn't have to worry about it. So that's something the customer can trust us. They can trust the amd so they know that that's not the area where they, they have to expend their bandwidth. They can extend their bandwidth on the security on other parts of the, the solution versus knowing that the platform and the CPU is secure. >>And beyond that, we create features and capabilities that they can take advantage of in the, in the case of amd, a lot of their capabilities are things that the software stack and the OS can take advantage of. We have capabilities on the client side that the software and that they can take advantage of, whether it's server configuration lock or whatever. We try to create features that are easy for them to use to make their environments more secure. So we're making things that can trust the platform, they can trust the processor, they don't have to worry about that. And then we have features and capabilities that lets them solve some of the problems easier. So we're, we're trying to, to help them with that skills gap by making certain things easier and making certain things that they don't even have to worry about. >>Right. It sounds like allowing them to be much more strategic about the security skills that they do have. My last question for you, Kevin, is Gen 11 available now? Where can folks go to get their hands on it? >>So Gen 11 was announced earlier this month. The products will actually be shipping before the end of this year, before the end of 2022. And you can go to our website and find all about our compute security. So it all that information's available on our website. >>Awesome. Kevin, it's been a pleasure talking to you, unpacking Gen 11, the value in it, why security is fundamental to the uncompromising nature with which HPE and partners have really updated the system and the rest of world coverage that you guys are enabling. We appreciate your insights on your time, Kevin. >>Thank you very much, Lisa. Appreciate >>It. And we want to let you and the audience know, check out hpe.com/info/compute for more info on 11. Thanks for watching.

hi everybody welcome back to re invent 2022. this is thecube's exclusive coverage we're here at the satellite set it's up on the fifth floor of the Venetian Conference Center and this is part of the global startup program the AWS startup showcase series that we've been running all through last year and and into this year with AWS and featuring some of its its Global Partners Ed wallson series the CEO of chaos search many times Cube Alum and Kevin Miller there's also a cube Alum vice president GM of S3 at AWS guys good to see you again yeah great to see you Dave hi Kevin this is we call this our Super Bowl so this must be like your I don't know uh World Cup it's a pretty big event yeah it's the World Cup for sure yeah so a lot of S3 talk you know I mean that's what got us all started in 2006 so absolutely what's new in S3 yeah it's been a great show we've had a number of really interesting launches over the last few weeks and a few at the show as well so you know we've been really focused on helping customers that are running Mass scale data Lakes including you know whether it's structured or unstructured data we actually announced just a few just an hour ago I think it was a new capability to give customers cross-account access points for sharing data securely with other parts of the organization and that's something that we'd heard from customers is as they are growing and have more data sets and they're looking to to get more out of their data they are increasingly looking to enable multiple teams across their businesses to access those data sets securely and that's what we provide with cross-count access points we also launched yesterday our multi-region access point failover capabilities and so again this is where customers have data sets and they're using multiple regions for certain critical workloads they're now able to to use that to fail to control the failover between different regions in AWS and then one other launch I would just highlight is some improvements we made to storage lens which is our really a very novel and you need capability to help customers really understand what storage they have where who's accessing it when it's being accessed and we added a bunch of new metrics storage lens has been pretty exciting for a lot of customers in fact we looked at the data and saw that customers who have adopted storage lens typically within six months they saved more than six times what they had invested in turning storage lens on and certainly in this environment right now we have a lot of customers who are it's pretty top of mind they're looking for ways to optimize their their costs in the cloud and take some of those savings and be able to reinvest them in new innovation so pretty exciting with the storage lens launch I think what's interesting about S3 is that you know pre-cloud Object Store was this kind of a niche right and then of course you guys announced you know S3 in 2006 as I said and okay great you know cheap and deep storage simple get put now the conversations about how to enable value from from data absolutely analytics and it's just a whole new world and Ed you've talked many times I love the term yeah we built chaos search on the on the shoulders of giants right and so the under underlying that is S3 but the value that you can build on top of that has been key and I don't think we've talked about his shoulders and Giants but we've talked about how we literally you know we have a big Vision right so hard to kind of solve the challenge to analytics at scale we really focus on the you know the you know Big Data coming environment get analytics so we talk about the on the shoulders Giants obviously Isaac Newton's you know metaphor of I learned from everything before and we layer on top so really when you talk about all the things come from S3 like I just smile because like we picked it up naturally we went all in an S3 and this is where I think you're going Dave but everyone is so let's just cut the chase like so any of the data platforms you're using S3 is what you're building but we did it a little bit differently so at first people using a cold storage like you said and then they ETL it up into a different platforms for analytics of different sorts now people are using it closer they're doing caching layers and cashing out and they're that's where but that's where the attributes of a scale or reliability are what we did is we actually make S3 a database so literally we have no persistence outside that three and that kind of comes in so it's working really well with clients because most of the thing is we pick up all these attributes of scale reliability and it shows up in the clients environments and so when you launch all these new scalable things we just see it like our clients constantly comment like one of our biggest customers fintech in uh Europe they go to Black Friday again black Friday's not one days and they lose scale from what is it 58 terabytes a day and they're going up to 187 terabytes a day and we don't Flinch they say how do you do that well we built our platform on S3 as long as you can stream it to S3 so they're saying I can't overrun S3 and it's a natural play so it's it's really nice that but we take out those attributes but same thing that's why we're able to you know help clients get you know really you know Equifax is a good example maybe they're able to consolidate 12 their divisions on one platform we couldn't have done that without the scale and the performance of what you can get S3 but also they saved 90 I'm able to do that but that's really because the only persistence is S3 and what you guys are delivering but and then we really for focus on shoulders Giants we're doing on top of that innovating on top of your platforms and bringing that out so things like you know we have a unique data representation that makes it easy to ingest this data because it's kind of coming at you four v's of big data we allow you to do that make it performant on s3h so now you're doing hot analytics on S3 as if it's just a native database in memory but there's no memory SSC caching and then multi-model once you get it there don't move it leverage it in place so you know elasticsearch access you know Cabana grafana access or SQL access with your tools so we're seeing that constantly but we always talk about on the shoulders of giants but even this week I get comments from our customers like how did you do that and most of it is because we built on top of what you guys provided so it's really working out pretty well and you know we talk a lot about digital transformation of course we had the pleasure sitting down with Adam solipski prior John Furrier flew to Seattle sits down his annual one-on-one with the AWS CEO which is kind of cool yeah it was it's good it's like study for the test you know and uh and so but but one of the interesting things he said was you know we're one of our challenges going forward is is how do we go Beyond digital transformation into business transformation like okay well that's that's interesting I was talking to a customer today AWS customer and obviously others because they're 100 year old company and they're basically their business was they call them like the Uber for for servicing appliances when your Appliance breaks you got to get a person to serve it a service if it's out of warranty you know these guys do that so they got to basically have a you know a network of technicians yeah and they gotta deal with the customers no phone right so they had a completely you know that was a business transformation right they're becoming you know everybody says they're coming a software company but they're building it of course yeah right on the cloud so wonder if you guys could each talk about what's what you're seeing in terms of changing not only in the sort of I.T and the digital transformation but also the business transformation yeah I know I I 100 agree that I think business transformation is probably that one of the top themes I'm hearing from customers of all sizes right now even in this environment I think customers are looking for what can I do to drive top line or you know improve bottom line or just improve my customer experience and really you know sort of have that effect where I'm helping customers get more done and you know it is it is very tricky because to do that successfully the customers that are doing that successfully I think are really getting into the lines of businesses and figuring out you know it's probably a different skill set possibly a different culture different norms and practices and process and so it's it's a lot more than just a like you said a lot more than just the technology involved but when it you know we sort of liquidate it down into the data that's where absolutely we see that as a critical function for lines of businesses to become more comfortable first off knowing what data sets they have what data they they could access but possibly aren't today and then starting to tap into those data sources and then as as that progresses figuring out how to share and collaborate with data sets across a company to you know to correlate across those data sets and and drive more insights and then as all that's being done of course it's important to measure the results and be able to really see is this what what effect is this having and proving that effect and certainly I've seen plenty of customers be able to show you know this is a percentage increase in top or bottom line and uh so that pattern is playing out a lot and actually a lot of how we think about where we're going with S3 is related to how do we make it easier for customers to to do everything that I just described to have to understand what data they have to make it accessible and you know it's great to have such a great ecosystem of partners that are then building on top of that and innovating to help customers connect really directly with the businesses that they're running and driving those insights well and customers are hours today one of the things I loved that Adam said he said where Amazon is strategically very very patient but tactically we're really impatient and the customers out there like how are you going to help me increase Revenue how are you going to help me cut costs you know we were talking about how off off camera how you know software can actually help do that yeah it's deflationary I love the quote right so software's deflationary as costs come up how do you go drive it also free up the team and you nail it it's like okay everyone wants to save money but they're not putting off these projects in fact the digital transformation or the business it's actually moving forward but they're getting a little bit bigger but everyone's looking for creative ways to look at their architecture and it becomes larger larger we talked about a couple of those examples but like even like uh things like observability they want to give this tool set this data to all the developers all their sres same data to all the security team and then to do that they need to find a way an architect should do that scale and save money simultaneously so we see constantly people who are pairing us up with some of these larger firms like uh or like keep your data dog keep your Splunk use us to reduce the cost that one and one is actually cheaper than what you have but then they use it either to save money we're saving 50 to 80 hard dollars but more importantly to free up your team from the toil and then they they turn around and make that budget neutral and then allowed to get the same tools to more people across the org because they're sometimes constrained of getting the access to everyone explain that a little bit more let's say I got a Splunk or data dog I'm sifting through you know logs how exactly do you help so it's pretty simple I'll use dad dog example so let's say using data dog preservability so it's just your developers your sres managing environments all these platforms are really good at being a monitoring alerting type of tool what they're not necessarily great at is keeping the data for longer periods like the log data the bigger data that's where we're strong what you see is like a data dog let's say you're using it for a minister for to keep 30 days of logs which is not enough like let's say you're running environment you're finding that performance issue you kind of want to look to last quarter in last month in or maybe last Black Friday so 30 days is not enough but will charge you two eighty two dollars and eighty cents a gigabyte don't focus on just 280 and then if you just turn the knob and keep seven days but keep two years of data on us which is on S3 it goes down to 22 cents plus our list price of 80 cents goes to a dollar two compared to 280. so here's the thing what they're able to do is just turn a knob get more data we do an integration so you can go right from data dog or grafana directly into our platform so the user doesn't see it but they save money A lot of times they don't just save the money now they use that to go fund and get data dog to a lot more people make sense so it's a creativity they're looking at it and they're looking at tools we see the same thing with a grafana if you look at the whole grafana play which is hey you can't put it in one place but put Prometheus for metrics or traces we fit well with logs but they're using that to bring down their costs because a lot of this data just really bogs down these applications the alerting monitoring are good at small data they're not good at the big data which is what we're really good at and then the one and one is actually less than you paid for the one so it and it works pretty well so things are really unpredictable right now in the economy you know during the pandemic we've sort of lockdown and then the stock market went crazy we're like okay it's going to end it's going to end and then it looked like it was going to end and then it you know but last year it reinvented just just in that sweet spot before Omicron so we we tucked it in which which was awesome right it was a great great event we really really missed one physical reinvent you know which was very rare so that's cool but I've called it the slingshot economy it feels like you know you're driving down the highway and you got to hit the brakes and then all of a sudden you're going okay we're through it Oh no you're gonna hit the brakes again yeah so it's very very hard to predict and I was listening to jassy this morning he was talking about yeah consumers they're still spending but what they're doing is they're they're shopping for more features they might be you know buying a TV that's less expensive you know more value for the money so okay so hopefully the consumer spending will get us out of this but you don't really know you know and I don't yeah you know we don't seem to have the algorithms we've never been through something like this before so what are you guys seeing in terms of customer Behavior given that uncertainty well one thing I would highlight that I think particularly going back to what we were just talking about as far as business and digital transformation I think some customers are still appreciating the fact that where you know yesterday you may have had to to buy some Capital put out some capital and commit to something for a large upfront expenditure is that you know today the value of being able to experiment and scale up and then most importantly scale down and dynamically based on is the experiment working out am I seeing real value from it and doing that on a time scale of a day or a week or a few months that is so important right now because again it gets to I am looking for a ways to innovate and to drive Top Line growth but I I can't commit to a multi-year sort of uh set of costs to to do that so and I think plenty of customers are finding that even a few months of experimentation gives them some really valuable insight as far as is this going to be successful or not and so I think that again just of course with S3 and storage from day one we've been elastic pay for what you use if you're not using the storage you don't get charged for it and I think that particularly right now having the applications and the rest of the ecosystem around the storage and the data be able to scale up and scale down is is just ever more important and when people see that like typically they're looking to do more with it so if they find you usually find these little Department projects but they see a way to actually move faster and save money I think it is a mix of those two they're looking to expand it which can be a nightmare for sales Cycles because they take longer but people are looking well why don't you leverage this and go across division so we do see people trying to leverage it because they're still I don't think digital transformation is slowing down but a lot more to be honest a lot more approvals at this point for everything it is you know Adam and another great quote in his in his keynote he said if you want to save money the Cloud's a place to do it absolutely and I read an article recently and I was looking through and I said this is the first time you know AWS has ever seen a downturn because the cloud was too early back then I'm like you weren't paying attention in 2008 because that was the first major inflection point for cloud adoption where CFO said okay stop the capex we're going to Opex and you saw the cloud take off and then 2010 started this you know amazing cycle that we really haven't seen anything like it where they were doubling down in Investments and they were real hardcore investment it wasn't like 1998 99 was all just going out the door for no clear reason yeah so that Foundation is now in place and I think it makes a lot of sense and it could be here for for a while where people are saying Hey I want to optimize and I'm going to do that on the cloud yeah no I mean I've obviously I certainly agree with Adam's quote I think really that's been in aws's DNA from from day one right is that ability to scale costs with with the actual consumption and paying for what you use and I think that you know certainly moments like now are ones that can really motivate change in an organization in a way that might not have been as palatable when it just it didn't feel like it was as necessary yeah all right we got to go give you a last word uh I think it's been a great event I love all your announcements I think this is wonderful uh it's been a great show I love uh in fact how many people are here at reinvent north of 50 000. yeah I mean I feel like it was it's as big if not bigger than 2019. people have said ah 2019 was a record when you count out all the professors I don't know it feels it feels as big if not bigger so there's great energy yeah it's quite amazing and uh and we're thrilled to be part of it guys thanks for coming on thecube again really appreciate it face to face all right thank you for watching this is Dave vellante for the cube your leader in Enterprise and emerging Tech coverage we'll be right back foreign

>>Well, hello everybody at John Wallace here on the Cube, and glad to have you along here for day two of our coverage here at AWS Reinvent 22. We're up in the global startup program, which is part of AWS's Startup Showcase, and I've got Kevin Farley with me. He is the director of Strategic Alliances with Maria Day db. And Kevin, good to see you this morning. Good to see you, John. Thanks for joining us. Thank >>You. >>Appreciate it. Yeah. First off, tell us about Maria db. Sure. Obviously data's your thing. Yep. But to share that with some folks at home who might not be familiar with your offering. >>Yeah. So Maria DB's been around as a corporate entity for 10 plus years, and we have a massive customer base. You know, there's a billion downloads from Docker Hub, 75% of the Fortune 500. We have an enormous sea of really happy users. But what we realize is that all of these users are really thinking about what do we, what does it mean to transform it? What does cloud modernization mean? And how do we build a strategy on something we really love to drive it into the cloud and take it to the future. So what we launched about two years ago, two and a half years ago, is Skye. It's our database as a service. It leverages all the best elements, what we provide on the enterprise platform. It marries to the AWS cloud, and it really provides the best of both worlds for our >>Customers. So in your thought then, what, what problem is that solving? >>I think what you see in the overall database market is that many people have been using what we would call legacy technology. There's been lots of sort of stratification and mixes of different database solutions. All of them come with some promise, and all of 'em come with a lot of compromise. So I think what the market is really looking for is something that can take what they know and love, can bring it to the cloud and can survive the port drive the performance and scale. That completely changes the landscape, especially as you think about what modern data needs look like, right? What people did 10 years ago with the exponential scale of data no longer works. And what they need is something that not only can really deliver against their core business values and their core business deliverables, but gets 'em to the future. How do we drive something new? How do we innovate? How do we change the game? And I think what we built with AWS really delivers what we call cloud scale. It's taking something that is the best technology, and I as a V can build, marrying it to, you know, Kubernetes layer, marrying it to global availability, thinking about having true global high availability across all of your environments and really delivering that to customers through an integrated partnership. >>Could we see this coming? I mean, because you know data, right? I mean, yeah, we, we, everybody talked about the tsunami of growth, you know, >>Back 10 >>Sure. 11 years ago. But, but maybe the headlights didn't go far enough or, or, but, but you could see that there was going to be crunch time. >>There's no doubt. And I think that this has been a, there's, there's been these sort of pocket solutions, right? So if you think at the entire no sequel world, right? People said, oh, I need scale, I can get it, but what do I have to give up asset compliance? So I have to change the way I think about what data is and how I, I can govern it. So there's been these things that deliver on half the promise, but there's never been something that comes together and really drives what we deliver through CIQ is something called expand. So distributed SQL really tied to the SQL Query language, having that asset data. So having everything you need without the compromise built on the cloud allows you to scale out and allows you to think about, I can actually do exponential layers of, of data, data modeling, data querying, complete read, write, driving that forward. And I think it gives us a whole nother dynamic that we can deliver on in a way that hasn't been before. And I think that's kind of the holy grail of what people are looking for is how am I building modern applications and how do I have a database in the cloud that's really gonna support >>It? You know, you talk about distributed, you know, sequel and, and I mean, there's a little mystery behind it, isn't there? Or at least maybe not mystery. There's a little, I guess, confusion or, or just misunderstanding. I mean, I, how, nail that down a little bit. I >>Would say the best way to say it, honestly, this is the great thing, is it people believe it's too good to be true. And I think what we see over and over >>Again, you know, what they say about that. >>But this is the great part is, you know, you know, we've just had two taste studies recently with aws, with HIT labs and Certified power, both on expand, both proof in the pudding. They did the POCs, they're like, oh my God, this works. If you watch the keynote yesterday, you know, Adam had a slide that was, you know, as big as the entire room and it highlighted Samsung and they said, you know, we're doing 80,000 requests per second. So the, you know, the story there is that AWS is able as, as an entity with their scale and their breadth to handle that kind of workload. But guess what that is? That's MariaDB expand underneath there driving all of that utilization. So it's already there, it's already married, it's already in the cloud, and now we're taking it to a completely different level with a fully managed database solution. Right? >>How impressive is that? Right? I mean, you would think that somebody out there who, I mean that that volume, that kind of capacity is, is mind blowing. >>I mean, to your kind of previous point, it's like one of those things, do I see what's coming and it's here, right? You know, it's, is it actually ever gonna be possible? And now we're showing that it really is on a daily basis for some of the biggest brands in the world. We're also seeing companies moving off not only transitioning from, you know, MariaDB or myse, but all of the big licensed, you know, conversions as well. So you think about Oracle DBS Bank is one of our biggest customers, one of the largest Oracle conversions in the world onto MariaDB. And now thinking about what is the promise of connecting that to the cloud? How do you take things that you're currently doing, OnPrem delivering a hybrid model that also then starts to say, Hey, here's my path to cloud modernization. Skye gives me that bridge. And then you take it one layer farther and you think about multi-cloud, right? That's one of the things that's critical that ISVs can really only deliver in a meaningful way, is how can we have a solution for a customer that we can take to any availability zone. We can have performance, proximity, cost, proximity. We're always able to have that total data dexterity across any environment we need and we can build on that for the future. >>So if, if we're talking about cloud database and there's so many good things going forward here. You're talking about easy use and scalability and all that. But as with ever have you talked about this, there's some push and there's some pull. Yeah. So, so what's the, what's the other side that's still, you know, you that you think has to be >>Addressed? And I think that's a great question. So there's, we see that there's poll, right? We've seen these deals, this pipeline growth, this, there's great adoption. But what I think we're still not at the point of massive hockey stick adoption is that customers still don't fully understand the capabilities distributed SQL and the power they can actually deliver. So the more we drive case studies, the more we drive POCs, the more we prove the model, I think you're gonna see just a massive adoption scale. And I also think customers are tired of doing lots of different things in lots of different pockets. So neither one of the key elements of Sky SQL is we can do both transactional and analytical data out of the same database driven by the same proxy. So what, instead of having DBAs and developers try to figure out, okay, I'm gonna pull from this database here. >>Yeah. That there, it's, it's this big spaghetti wire concept that is super expensive and super time intensive. So the ability to write modern applications and pull data from both pockets and really be able to have that as a seamless entity and deliver that to customers is massive. I mean, another part of the keynote yesterday was a new deliverable, like kind of no etl. Adam talked about Aurora and Redshift and the massive complexity of what used to exist for getting data back and forth. You also have to pay for two different databases. It's super expensive. So I think the idea that you can take the real focus of AWS and US is customer value. How do you deliver that next thing that changes the game? Always utilizes AWS delivers on that promise, but then takes a net new technology that really starts to think about how do we bring things together? How do we make it more simple? How do we make it more powerful? And how do we deliver more customer value as we go forward? >>But you know, if, if I'm, I'm still an on-prim guy, just pretend I'm not saying I am. Just pretend I just for the sake of the discussion here, it's like I just can't let it go. Yeah. Right. I, I still, you know, there's control, there's the known versus the unknown. The uncertain. Yeah. So twist my arm just a little bit more and get me over the hum. >>Well, first of all, you don't have to, right? And there's gonna be some industries and some verticals that will always have elements of their business that will be OnPrem. Guess what? We make the best based in the world. It can be MariaDB, but there's those that then say, these, these elements of our business are gonna be far more effective moving to the cloud. So we give you Skye, there's a natural symbiotic bridge between everything we do and how we deliver it. Where you can be hybrid and it's great. You can adopt the cloud as your business needs grow. And you can have multi-cloud. This is that, that idea that you can, can have your cake and eat it too, right? You can literally have all these elements of your business met without these big pressure to say, you gotta throw that away. You gotta move to this. It's really, how do you kind of gracefully adopt the cloud in a way that makes sense for your business? Where are you trying to drive your business? Is it time to value, right? Is it governance? Is it is there's different elements of what matters the most to individual businesses. You know, we wanna address those and we can address >>Those. So you're saying you don't have to dive >>In, you don't have to dive >>In. You, you can, you can go ankle deep, knee deep, whatever you wanna >>Do. Absolutely. And you know, some of the largest MariaDB users still have massive, massive on-prem implementations. And that's okay. But there's elements that are starting to fall behind. There's cost savings, there's things that they need to do in the cloud that they can't do. OnPrem. And that's where expand Skye really says, okay, here is your platform. Grow as you want to, migrate as you want to. And we're there every step along the way. We, we also provide a whole Sky DBA team. Some guys just say, I wanna get outta the database world at all. This is, this is expensive, it's costly and it's difficult to be an expert. So you can bring in our DBA team and they'll man and run, they'll, they'll run your entire environment. They'll optimize it, you know, they'll troubleshoot it, they'll bug fix, they'll do everything for you. So you can just say, I just wanna focus on building phenomenal applications for my customers. And the database game as we knew it is not something that I know I want to invest in anymore. Right. I wanna make that transition >>That makes that really, yeah. You know, I mean really attractive to a lot of people because you are, you talk about a lot of headache there. Yeah. So let's talk about AWS before Sure. I let you go just about that relationship. Okay. You've talked about the platform that it provides you and, and obviously the benefits, but just talk about how you've worked with AWS over the years Yep. And, and how you see that relationship allowing you to expand your services, no pun intended. >>For sure. So, I mean, I would start with the way we even contemplated architecture. You know, we worked with the satisfactory team. We made sure that the things that we built were optimized in their environment. You know, I think it was a lot of collaboration on how does this combined entity really make the most value for our customers? How does it make the most sense for our developers as we build it out? Then we work in the, in the global startup team. So the strategic element of who we are, not all startups are created equal, right? We have, right, we have 75% of the Fortune 100, we've got over a billion downloads. So, you know, we come in with promise. And the reason this partnership is so valuable and the reason there's so much investment going forward is cuz what really, what do the cloud guys care about? >>The very, very most, they want all of these mission critical, big workloads that are on prem to land in their cloud. What do we have a massive, massive TAM sitting out there, these customers that could go to aws. So we both see, like if we can deliver incredible value to that customer base, these big workloads will end up in aws. They'll use other AWS services. And as we scale and grow, you know, we have that platform that's already built for it. So I think that when you go back to like the tenants, the core principles of aws, the one that always stands out, the one that we always kind of lean back on is, are we delivering customer value? Is this the best thing for the customer? Because we do have some competition just like many other, other partners do, right? So there is Aurora and there is rds and there is times when that's a great service for a customer. But when people are really thinking about where do I need my database to go? Where do I really need to be set for the future growth? Where am I gonna get the kind of ROI I need going forward? That's where you can go, Hey, sky sql, expand distributed sql. This is the best game in town. It's built on aws and collectively, you know, we're gonna present that to a customer. I'm >>Sold. Done. >>I love it. Right? >>Maria db, check 'em out, they're on the show floor. Great traffic. I know at at the, at the booth. They're here at AWS Reinvent. So check 'em out. Maria db. Thanks >>Kevin. Hey, thanks John. Appreciate your >>Time. Appreciate Great. That was great. Right back with more, you're watching the cube, the leader in high tech coverage.

(upbeat music) >> Welcome back friends. It's theCUBE LIVE in Las Vegas at the Venetian Expo, covering the first full day of AWS re:Invent 2022. I'm Lisa Martin, and I have the privilege of working much of this week with Dave Vellante. >> Hey. Yeah, it's good to be with you Lisa. >> It's always good to be with you. Dave, this show is, I can't say enough about the energy. It just keeps multiplying as I've been out on the show floor for a few minutes here and there. We've been having great conversations about cloud migration, digital transformation, business transformation. You name it, we're talking about it. >> Yeah, and I got to say the soccer Christians are really happy. (Lisa laughing) >> Right? Because the USA made it through. So that's a lot of additional excitement. >> That's true. >> People were crowded around the TVs at lunchtime. >> They were, they were. >> So yeah, but back to data. >> Back to data. We have a couple of guests here. We're going to be talking a lot with customer challenges, how they're helping to overcome them. Please welcome Kevin Zawodzinski, VP of Sales Engineering at COMMVAULT. >> Thank you. >> And Paul Meighan, Director of Product Management at AWS. Guys, it's great to have you on the program. Thank you for joining us. >> Thanks for having us. >> Thanks for having us. >> Isn't it great to be back in person? >> Paul: It really is. >> Kevin: Hell, yeah. >> You cannot replicate this on virtual, you just can't. It's nice to see how excited people are to be back. There's been a ton of buzz on our program today about Adam's keynote this morning. Amazing. A lot of synergies with the direction, Paul, that AWS is going in and where we're seeing its ecosystem as well. Paul, first question for you. Talk about, you know, in the customer environment, we know AWS is very customer obsessed. Some of the main challenges customers are facing today is they really continue this business transformation, this digital transformation, and they move to cloud native apps. What are some of those challenges and how do you help them eradicate those? >> Well, I can tell you that the biggest contribution that we make is really by focusing on the fundamentals when it comes to running storage at scale, right? So Amazon S3 is unique, distributed architecture, you know, it really does deliver on those fundamentals of durability, availability, performance, security and it does it at virtually unlimited scale, right? I mean, you guys have talked to a lot of storage folks in the industry and anyone who's run an estate at scale knows that doing that and executing on those fundamentals day after day is just super hard, right? And so we come to work every day, we focus on the fundamentals, and that focus allows customers to spend their time thinking about innovation instead of on how to keep their data durably stored. >> Well, and you guys both came out of the storage world. >> Right. >> Yeah, yeah. >> It was a box world, (Kevin laughs) and it ain't no more. >> Kevin: That's right, absolutely. >> It's a service and a service of scale. >> Kevin: Yeah. So architecture matters, right? >> Yeah. >> Yeah. >> Paul, talk a little bit about, speaking of innovation, talk about the evolution of S3. It's been around for a while now. Everyone knows it, loves it, but how has AWS architected it to really help meet customers where they are? >> Paul: Right. >> Because we know, again, there's that customer first focus. You write the press release down the road, you then follow that. How is it evolving? >> Well, I can tell you that architecture matters a lot and the architecture of Amazon S3 is pretty unique, right? I think, you know, the most important thing to understand about the architecture of S3 is that it is truly a regional service. So we're laid out across a minimum of 3 Availability Zones, or AZs, which are physically separated and isolated and have a distance of miles between them to protect against local events like floods and fires and power interruption, stuff like that. And so when you give us an object, we distribute that data across that minimum of 3 Availability Zones and then within multiple devices within each AZ, right? And so what that means is that when you store data with us, your data is on storage that's able to tolerate the failure of multiple devices with no impact to the integrity of your data, which is super powerful. And then again, super hard to do when you're trying to roll your own. So that's sort of a, like an overview of the architecture. In terms of how we think about our roadmap, you know, 90% of our roadmap comes directly from what customers tell us matters, and that's a tenant of how we think about customer obsession at AWS and it really is how we drive a roadmap. >> Right, so speaking of customers Kevin, what are customers asking you guys- >> Yeah. >> for, how does it relate to what you're doing with S3? >> Yeah, it's a wonderful question and one that is actually really appropriate for us being at re:Invent, right? So we got, last three years we've had customers here with us on stage talking about it. First of all, 3 years ago we did a virtual session, unfortunately, but glad to be back as you mentioned, with Coca-Cola and theirs was about scale and scope and really about how can we protect hundreds of thousands of objects, petabyte to data, in a simple and secure way, right. Then last year we actually met with a ACT, Inc. as well and co-presented with them and really talked about how we could protect modern workloads and their modern workloads around whether it was Aurora or as well as EKS and how they continue to evolve as well. And, last but not least it's going to be, this year we're talking with Illinois State University as well about how they're going to continue to grow, adapt and really leverage AWS and ourselves to further their support of their teachers and their staff. So that is really helping us quite a bit to continue to move forward. And the things we're doing, again, with our customer base it's really around, focused on what's important to them, right? Customer obsession, how are we working with that? How are we making sure that we're listening to them? Again, working with AWS to understand how can we evolve together and really ultimately their journeys. As you heard, even with those 3 examples they're all very different, right? And that's the point, is that everybody's at a different point in the journey. They're at a different place from a modernization perspective. So we're helping them evolve, as they're helping us evolve as well, and transform with AWS. >> So very mature COMMVAULT stack, the S3 bucket and all the other capabilities. Paul, you just talked about coming together- >> Right. >> Dave: for your customers. >> Yeah, yeah, absolutely. And just, you know, we were talking the other day, Paul and I were talking the other day, it's been, you know, we've worked with AWS, with integration since 2009, right? So a long time, right? I mean, for some that may not seem like a long time ago, but it is, right? It's, you know, over a decade of time and we've really advanced that integration considerably as well. >> What are some of the things that, I don't know if you had a chance to see the keynote this morning? >> Yeah, a little bit. >> What are some of the things that there was, and in fact this is funny, funny data point for you on data. One of my previous guests told me that Adam Selipsky spent exactly 52 minutes talking about data this morning. 52 minutes. >> Okay. >> That there's a data point. But talk about some of the things that he talked about, the direction AWS is going in, obviously new era in the last year. Talk about what you heard and how you think that will evolve the COMMVAULT-AWS relationship. >> Yeah, I think part of that is about flexibility, as Paul mentioned too, architecture matters, right? So as we evolve and some of the things that we pride ourselves on is that we developed our systems and our software and everything else to not worry about what do I have to build to today but how do I continue to evolve with my customer base? And that's what AWS does, right? And continues to do. So that's really how we would see the data environment. It's really about that integration. As they grow, as they add more features we're going to add more features as well. And we're right there with them, right? So there's a lot of things that we also talk about, Paul and I talk about, around, you know, how do we, like Graviton3 was brought up today around some of the innovations around that. We're supporting that with Auto Scale right now, right? So we're right there releasing, right when AWS releasing, co-developing things when necessary as well. >> So let's talk about security a little bit. First of all, what is COMMVAULT, right? You're not a security company but you're an adjacency to security. It's sort of, we're rethinking security. >> Kevin: Yep. >> including data protection, not a bolt-on anymore. You guys both have a background in that world and I'm sure that resonates. >> Yeah. >> So what is the security play here? What role does COMMVAULT play? I think we know pretty well what role AWS plays, but love to hear, Paul, your thoughts as well on security. >> Yeah, I'll start I guess. >> Go on Paul. >> Okay. Yeah, so on the security side of things, there's a quite a few things. So again, on the development side of things, we do things like file anomaly detection, so seeing patterns in data. We talked a lot about analytics as well in the keynote this morning. We look at what is happening in the customer environment, if there's something odd or out of place that's happening, we can detect that and we'll notify people. And we've seen that, we have case studies about that. Other things we do are simple, simple but elegant. Is with our security dashboard. So we'll use our security dashboard to show best practices. Are they using Multi-Factor Authentication? Are you viewing password complexity? You know, things like that. And allows people to understand from a security landscape perspective, how do we layer in protection with their other systems around security. We don't profess to be the security company, or a security company, but we help, you know, obviously add in those additional layers. >> And obviously you're securing, you know, the S3 piece of it. >> Mmmhmm. >> You know, from your standpoint because building it in. >> That's right. And we can tell you that for us, security is job zero. And anyone at AWS will tell you that, and not only that but it will always be our top priority. Right from the infrastructure on down. We're very focused on our shared responsibility model where we handle security from the hypervisor, or host operating system level, down to the physical security of the facilities in which our services run and then it's our customer's responsibility to build secure applications, right. >> Yeah. And you talk about Graviton earlier, Nitro comes into play and how you're, sort of, fencing off, you know, the various components of the system from the operating system, the VMs, and then that is designed in and that's a new evolution that it comes as part of the package. >> Yeah, absolutely. >> Absolutely. >> Paul, talk a little bit about, you know, security, talking about that we had so many conversations this year alone about the threat landscape and how it's dramatically changing, it's top of mind for everybody. Huge rise in ransomware attacks. Ransomware is now, when are we going to get hit? How often? What's the damage going to be? Rather than, are we going to get hit? It's, unfortunately it's progressed in that direction. How does ensuring data security impact how you're planning the roadmap at AWS and how are partners involved in shaping that? >> Right, so like I said, you know, 90% of our roadmap comes from what customers tell us matters, right? And clearly this is an issue that matters very much to customers right now, right? And so, you know, we're certainly hearing that from customers, and COMMVAULT, and partners like COMMVAULT have a big role to play in helping customers to secure and protect their applications, right? And that's why it's so critical that we come together here at re:Invent and we have a bunch of time here at the show with the COMMVAULT technical folks to talk through what they're hearing from customers and what we're hearing. And we have a number of regular touch points throughout the year as well, right? And so what COMMVAULT gets from the relationship is, sort of, early access and feedback into our features and roadmap. And what we get out of it really is that feedback from that large number of customers who interface with Amazon S3 through COMMVAULT. Who are using S3 as a backup target behind COMMVAULT, right? And so, you know, that partnership really allows us to get close to those customers and understand what really matters to them. >> Are you doing joint engineering, or is it more just, hey here you go COMMVAULT, here's the tools available, go, go build. Can you address that? >> Yeah, no, absolutely. There's definitely joint engineering like even things around, you know, data migration and movement of data, we integrate really well and we talk a lot about, hey, what are you, like as Paul mentioned, what are you seeing out there? We actually, I just left a conversation about an hour ago where we're talking about, you know, where are we seeing placement of data and how does that matter to, do you put it on, you know, instant access, or do you put it on Glacier, you know, what should be the best practices? And we tell them, again, some of the telemetry data that we have around what do we see customers doing, what's the patterns of data? And then we feed that back in and we use that to create joint solutions as well. >> You know, I wonder if we could talk about cloud, you know, optimization of cloud costs for a minute. That's obviously a big discussion point in the hallways with customers. And on your earnings call you guys talked about specifically some customers and they specifically mentioned, for example, pushing storage to lower cost tiers. So you brought up Glacier just then. What are you seeing in the field in that regard? How are customers taking advantage of that? And where does COMMVAULT play in, sort of, helping make that decision? >> You want to take part one or you want me to take it? >> I can take part one. I can tell you that, you know, we're very focused on helping customers optimize costs, however necessary, right? And, you know, we introduced intelligent hearing here at the show in 2019 and since launch it's helped customers to reduce costs by over $750 million, right? So that's a real commitment to optimizing costs on behalf of customers. We also launched, you know, later in 2020, Glacier Deep Archive, which is the lowest cost storage in the cloud. So it's an important piece of the puzzle, is to provide those storage options that can allow customers to match the workloads that are, that need to be on folder storage to the appropriate store. >> Yeah, and so, you know, S3 is not this, you know, backup and recovery system, not an archiving system and, you know, in terms of, but you have that intelligence in your platform. 'Cause when I heard that from the earnings call I was like, okay, how do customers then go about deciding what they can, you know, when it's all good times, like yeah, who cares? You know, just go, go, go. But when you got to tighten the belt, how do you guys? >> Yeah, and that goes back to understanding the data pattern. So some of that is we have intelligence and artificial intelligence and everything else and machine learning within our, so we can detect those patterns, right? We understand the patterns, we learn from that and we help customers right size, right. So ultimately we do see a blend, right? As Paul mentioned, we see, you know, hey I'm not going to put everything on Glacier necessarily upfront. Maybe they are, it all depends on their workloads and patterns. So we use the data that we collect from the different customers that we have to share those best practices out and create, you know, the right templates, so to speak, in ways for people to apply it. >> Guys, great joint, you talked about the joint engineering, joint go to market, obviously a very strong synergistic partnership between the two. A lot of excitement. This is only day one, I can only imagine what's going to be coming the next couple of days. But I have one final question for you, but I have same question for both of you. You had the chance to create your own bumper sticker, so you get a shiny new car and for some reason you want to put a bumper sticker on it. About COMMVAULT, what would it say? >> Yeah, so for me I would say comprehensive, yet simple, right? So ultimately about giving you all the bells and whistles but if you want to be very simple we can help you in every shape and form. >> Paul, what's your bumper sticker say about AWS? >> I would say that AWS starts with the customer and works backwards from there. >> Great one. >> Excellent. Guys- >> Kevin: Well done. >> it's been a pleasure to have you on the program. Thank you- >> Kevin: Thank you. >> for sharing what's going on, the updates on the AWS-COMMVAULT partnership and what's in it for customers. We appreciate it. >> Dave: Thanks you guys. >> Thanks a lot. >> Thank you. >> All right. For our guests and Dave Vellante, I'm Lisa Martin. You're watching theCUBE, the leader in live enterprise and emerging tech coverage. (upbeat music)

>>Hello, wonderful humans and welcome back to The Cube's Thrilling live coverage of AWS Reinvent here in Las Vegas, Nevada. I'm joined by my fantastic co-host, John Farer. John, things are really ramping up in here. Day one. >>Yep, it's packed already. I heard 70,000 maybe attendees really this year. I just saw that on Twitter. Again, it continues to show that over the past 10 years we've been here, you're seeing some of the players that were here from the beginning growing up and getting bigger and stronger, becoming more platforms, not just point solutions. You're seeing new entrants coming in, new startups, and the innovation you start to see happening, it's really compelling to fun to watch. And our next segment, we have multi 10 time Cube alumni coming on and a first timer, so it should be great. We'll get into some of the innovation, >>Not only as this guest went on the cube 10 times, he also spoke at the first AWS reinvent, just like you were covering it here with Cube. But without further ado, please welcome Ronan and Kevin from NetApp. Thank you gentlemen, both for being here and for matching in your dark blue. How's the show going for you? Ronan, I'm gonna ask you first, you've been here since the beginning. How does it feel in 2022? >>First, it's amazing to see so many people, right? So many humans in one place, flesh and blood. And it's also amazing to see, it's such a celebration for people in the cloud, right? Like this is our, this is our event, the people in the cloud. I'm really, really happy to be here and be in the cube as well. >>Fantastic. It, it is a party, it's a cloud party. Yes. How are you feeling being here, Kevin? I'm >>Feeling great. I mean, going all the way back to the early days of Spot T, which was the start that eventually got acquired as Spot by NetApp. I mean this was, this was our big event. This is what we lived for. We've gone, I've gone from everything, one of the smaller booths out here on the floor all the way up to the, the huge booth that we have today. So we've kind of grown along with the AWS ecosystem and it's just a lot of fun to get here, see all the customers and talk to everybody. >>That's a lot of fun. Fun. That's the theme that we've been talking about. And we wrote a story about on, on Silicon Angle, more that growth from that getting in and getting bigger, not just an ISV or part of the startup showcase or ecosystem. The progression of the investment on how cloud has changed deliverables. You've been part of that wave. What's the biggest walk away, what's, and what's the most important thing going on now cuz it's not stopping. You got new interests coming in and the folks are rising with the tide and getting platforms built around their products. >>Yeah, I would say, you know, years ago is, is cloud in my decision path and now it's cloud is in my decision path. How much is it and how am I going to use it? And I think especially coming up over the next year, macroeconomic events and everything going on is how do I make my next dollar in the cloud go further than my last dollar? Because I know I'm gonna be there, I know I'm gonna be growing in the cloud, so how do I effectively use it to run my business going forward? >>All right, take a minute to explain Spot now part of NetApp. What's the story? What take us through for the folks that aren't familiar with the journey, where it's come from, where it's today? >>Sure. So SPOT is all about cloud optimization. We help all of our customers deploy scale and optimize their applications in the cloud. And what we do is everything from VMs to containers to any type of custom application you want to deploy, we analyze those applications, we find the best price point to run them, we right size them, we do the automation so your DevOps team doesn't have to do it. And we basically make the whole cloud serverless for you at the end of the day. So whatever you're doing in the cloud, we'll manage that for you from the lowest level of the stack all the way up to the highest level financials. >>Is this what you call the evolved cloud state? >>It is in the evolve clouds a little bit more, and Ronan can touch on that a little bit too. The Evolve clouds not only the public cloud but also the cloud that you're building OnPrem, right? A lot of big companies, it's not necessarily a hundred percent one way or the other. The Evolve cloud is which cloud am I on? Am I on an OnPrem cloud and a public cloud or am I on multiple public clouds in an OnPrem cloud? And I think Ronan, you probably have an opinion on that too. >>Yeah, and and I think what we are hearing from our customers is that many of them are in a situation where a lot of their data has been built for years on premises. They're accelerating their move to the cloud, some of them are accelerating, they're moving into multiple cloud and that situation of an on-prem that is becoming cloudy and cloudy all the time. And then accelerated cloud adoption. This is what the customers are calling the Evolve cloud and that's what we're trying to support them in that journey. >>How many customers are you supporting in this Evolve cloud? You made it seem like you can just turnkey this for everyone, which I am here >>For it. Yeah, just to be clear, I mean we have thousands of customers, right? Everything from your small startups, people just getting going with a few VMs all the way to people scaling to tens and thousands of VMs in the cloud or even beyond VM services and you know, tens of millions of spend a month. You know, people are putting a lot of investment into the cloud and we have all walks of life under our, you know, customer portfolio. >>You know, multi-cloud has been a big topic in the industry. We call it super cloud. Cause we think super cloud kind of more represents the destination to multi-cloud. I mean everyone has multiple clouds, but they're best of breed defaults. They're not by design in most cases, but we're starting to see traction towards that potential common level services fix to late. See, I still think we're on the performance game now, so I have to ask, ask you guys. Performance has becoming back in VO speeds and feeds back during the data center days. Well, I wouldn't wanna talk speeds and feeds of solutions and then cloud comes in. Now we're at the era of cloud where people are moving their workloads there. There's a lot more automation going on, A lot more, as you said, part of the decision. It is the path. Yeah. So they say, now I wanna run my workloads on the better, faster infrastructure. No developer wants to run their apps on the slower hardware. >>I think that's a tall up for you. Ronan go. >>I mean, I put out my story, no developer ever said, give me the slower software performance and and pay more fast, >>Fastest find too fastest. >>Speed feeds your back, >>Right? And and performance comes in different, in different parameters, right? They think it is come throughput, it comes through latency. And I think even a stronger word today is price performance, right? How much am I paying for the performance that that I need? NetApp is actually offering a very, very big advantage for customers on both the high end performance as well as in the dollar per performance. That is, that is needed. This is actually one of the key differentiator that Fsx for NetApp on top is an AWS storage based on the NetApp on top storage operating system. This is one of the biggest advantages it is offering. It is SAP certified, for example, where latency is the key, is the key item. It is offering new and fastest throughput available, but also leveraging some advanced features like tiering and so on, is offering unique competitive advantage in the dollar for performance specifically. >>And why, why is performance important now, in your opinion? Obviously besides the obvious of no one wants to run their stuff on the slower infrastructure, but why are some people so into it now? >>I think performance as a single parameter is, is definitely a key influencer of the user experience. None, none of us will, will compromise our our experience. The second part is performance is critical when scale is happening, right? And especially with the scale of data performance to handle massive amounts of data is is becoming more and more critical. The last thing that I'll emphasize is again is the dollar for performance. The more data you have, the more you need to handle, the more critical for you is to handle it in a cost effective way. This is kind of, that's kind of in the, in the, in the secret sauce of the success of every workload. >>There isn't a company or person here who's not thinking about doing more faster for cheaper. So you're certainly got your finger on the pulse With that, I wanna talk about a, a customer case study. A little birdie told me that a major US airline recently just had a mass of when we're where according to my notes response time and customer experience was improved by 17 x. Now that's the type of thing that cuts cost big time. Can one of you tell me a little bit more about that? >>Yeah, so I think we all flew here somehow, right? >>Exactly. It's airlines matter. Probably most folks listening, they're >>Doing very well right now. Yes, the >>Airlines and I think we all also needed to deal with changes in the flights with, with really enormous amount of complexity in managing a business like that. We actually rank and choose what, what airline to use among other things based on the level of service that they give us. And especially at the time of crunch, a lot of users are looking through a lot of data to try to optimize, >>Plus all of them who just work this holiday weekend sidebar >>E Exactly right. Can't even, and Thanksgiving is one of these crunch times that are in the middle of this. So 70 x improvement in performance means a loss seven >>Zero or >>17 1 7 1 7 x Right? >>Well, and especially when we're talking about it looks like 50,000, 50,000 messages per minute that this customer was processing. Yes. That that's a lot. That's almost a thousand messages a second. Wow. I think my math tees up there. Yeah. >>It does allow them to operate in the next level of scale and really increase their support for the customer. It also allows them to be more efficient when it comes to cost. Now they need less infrastructure to give better service across the board. The nice thing is that it didn't require them for a lot of work. Sometimes when the customers are doing their journey to the cloud, one of the things that kind of hold them back is like, is either the fear or, or maybe is the, the concern of how much effort will it take me to achieve the same performance or even a better performance in the cloud? They are a live example that not only can you achieve, you can actually exceed the performance that I have on premises and really give customer a better service >>Customer a better service. And reliability is extremely important there. 99.9%. 99% >>99. Yes. >>Yes. That second nine obviously being very important, especially when we're talking about the order of magnitude of, of data and, and actions being taken place. How much of a priority is, is reliability and security for y'all as a team? >>So reliability is a key item for, for everybody, especially in crunch times. But reliability goes beyond the nines. Specifically reliability goes into how simple it is for you to enable backup n dr, how protected are you against ransomware? This is where netup and, and including the fsx for NETUP on top richness of data management makes a huge difference. If you are able to make your copy undeletable, that is actually a game changer when it comes to, to data protection. And this is, this is something that in the past requires a lot of work, opening vaults and other things. Yeah. Now it becomes a very simple configuration that is attached to every net up on top storage, no matter where it is. >>We heard some news at VMware explorer this past fall. Early fall. You guys were there. We saw the Broadcom acquisition. Looks like it's gonna get finalized maybe sooner than later. Lot of, so a lot of speculation around VMware. Someone called the VMware like where is VMware as in where they now, nice pun it was, it was actually Nutanix people, they go at each other all the time. But Broadcom's gonna keep vse and that's where the bread and butter, that's the, that's the goose that lays the Golden eggs. Customers are there. How do you guys see your piece there with VMware cloud on AWS that integrates solution? You guys have a big part of that ecosystem. We've covered it for years. I mean we've been to every VM world now called explorer. You guys have a huge customer base with VMware customers. What's the, what's the outlook? >>Yeah, and, and I think the important part is that a big part of the enterprise workloads are running on VMware and they will continue to run on VMware in, in, in the future. And most of them will try to run in a hybrid mode if not moving completely to the cloud. The cloud give them unparallel scale, it give them DR and backup opportunities. It does a lot of goodness to that. The partnership that NetApp brings with both VMware as well ass as well as other cloud vendors is actually a game changer. Because the minute that you go to the cloud, things like DR and backup have a different economics connected to them. Suddenly you can do compute less dr definitely on backup you can actually achieve massive savings. NetApp is the only data store that is certified to run with VMware cloud. And that actually opens to the customer's huge opportunity for unparalleled data protection as well as real, real savings, hard savings. And customers that look today and they say, I'm gonna shrink my data center, I'm gonna focus on, on moving certain things to the cloud, DR and backup and especially DR and backup VMware might be one of the easiest, fastest things to take into the cloud. And the partnership betweens VMware and NetApp might actually give you >>And the ONAP is great solution. Fsx there? Yes. I think you guys got a real advantage here and I want to get into something that's kind of a gloom and doom. I don't have to go negative on this one, Savannah, but they me nervous John. But you know, if you look at the economic realities you got a lot of companies like that are in the back of a Druva, Netta, Druva, cohesive rub. Others, you know, they, you know, there's a, their generational cloud who breaks through. What's the unique thing? Because you know there's gonna be challenges in the economy and customers are gonna vote with their wallets and they start to see as they make these architectural decisions, you guys are in the middle of it. There's not, there may not be enough to go around and the musical chairs might stop or, or not, I'm not sure. But I feel like if there's gonna be a consolidation, what does that look like? What are customers thinking? Backup recovery, cloud. That's a unique thing. You mentioned economics, it's not, you can't take the old strategy and put it there from five, 10 years ago. What's different now? >>Yeah, I think when it comes to data protection, there is a real change in, in the technology landscape that opened the door for a lot of new vendors to come and offer. Should we expect consolidation? I think microeconomic outside and other things will probably drive some of that to happen. I think there is one more parameter, John, that I wanna mention in this context, which is simplicity. Many of the storage vendors, including us, including aws, you wanna make as much of the backup NDR at basically a simple checkbox that you choose together with your main workload. This is another key capabilities that is, that is being, bringing and changing the market, >>But it also needs to move up. So it's not only simplicity, it's also about moving to the applications that you use, use, and just having it baked in. It's not about you going out and finding a replication. It's like what Ronan said, we gotta make it simple and then we gotta bake it into what they use. So one of our most recent acquisitions of Insta Cluster allows us to provide our customers with open source databases and data streaming services. When those sit on top of on tap and they sit on top of spots, infrastructure optimization, you get all that for free through the database that you use. So you don't worry about it. Your database is replicated, it's highly available, and it's running at the best cost. That's where it's going. >>Awesome. >>You also recently purchased Cloud Checker as well. Yes. Do you just purchase wonderful things all the time? We >>Do. We do. We, >>I'm not >>The, if he walk and act around and then we find the best thing and then we, we break out the checkbook, no, but more seriously, it, it rounds out what customers need for the cloud. So a lot of our customers come from storage, but they need to operate the entire cloud around the storage that they have. Cloud Checker gives us that financial visibility across every single dollar that you spend in the cloud and also gives us a better go to market motion with our MSPs and our distributors than we had in the past. So we're really excited about what cloud checker can unlock for us in >>The future. Makes a lot of sense and congratulations on all the extremely exciting things going on. Our final and closing question for our guests on this year's show is we would love your, your Instagram hot take your 32nd hot take on the most important stories, messages, themes of AWS reinvent 2022. Ronan, I'm gonna start with you cause you have a smirk >>And you do it one day ahead of the keynotes, one day ahead with you. >>You can give us a little tease a little from you. >>I think that pandemic or no pandemic face to face or no face to face, the innovation in the cloud is, is actually breaking all records. And I think this year specifically, you will see a lot of focus on data and scale. I think that's, these are two amazing things that you'll see, I think doubling down. But I'm also anxious to see tomorrow, so I'll learn more about it. >>All right. We might have to chat with you a little bit after tomorrow. Is keynotes and whatnot coming up? What >>About you? I think you're gonna hear a lot about cost. How much are you spending? How far are your dollars going? How are you using the cloud to the best of your abilities? How, how efficient are you being with your dollars in the cloud? I think that's gonna be a huge topic. It's on everybody's mind. It's the macro economics situation right now. I think it's gonna be in every session of the keynote tomorrow. All >>Right, so every >>Session. Every session, >>A bulk thing. John, we're gonna have >>That. >>I'm with him. You know, all S in general, you >>Guys have, and go look up what I said. >>Yeah, >>We'll go back and look at, >>I'm gonna check on you >>On that. The record now states. There you go, Kevin. Thank both. Put it down so much. We hope that it's a stellar show for Spotify, my NetApp. Thank you. And that we have you 10 more times and more than just this once and yeah, I, I can't wait to see, well, I can't wait to hear when your predictions are accurate tomorrow and we get to learn a lot more. >>No, you gotta go to all the sessions down just to check his >>Math on that. Yeah, no, exactly. Now we have to do our homework just to call him out. Not that we're competitive or those types of people at all. John. No. On that note, thank you both for being here with us. John, thank you so much. Thank you all for tuning in from home. We are live from Las Vegas, Nevada here at AWS Reinvent with John Furrier. My name is Savannah Peterson. You're watching the Cube, the leader in high tech coverage.

>>The Cube presents UI Path Forward five. Brought to you by UI Path. >>Hi everybody. We're winding down. Day two, a forward five UI Path customer conference. This is the fourth time the Cube has been at a forward. Dave Nicholson, Dave Ante. Maureen Fleming is here. This is a program Vice President idc. She's got the data fresh survey data. We'd love to have the analyst on. And Kevin CRO is back on the cube. He's a partner for intelligent automation and digital. Upscaling is the operative word. Kevin, good to see you again, pwc. Good to see you. Thanks for coming on you guys. Yep. All right. We, we love idc. We love the data. You guys are all about it. So you've just completed a recent study. Tell us all about it. Who'd you survey? What was the objective? What'd you learn? >>Yeah, what we wanted to do was try to learn more about people who are adopting robotic process automation. So mainly large, you know, larger to midsize, enter midsize, large enterprises. And we wanted to figure out how many of them had a citizen developer program. And then we wanted to compare the difference between people who do not have that program and people who do, and what the difference is in terms of how, what kind of reach they have inside the enterprise, and also the different ways that, that they valued it. So the difference, so we asked the same questions of the, of these people without them knowing that we were actually looking for a citizen developer. And then we compared the results of that to see is it more valuable to have citizen developer and enterprise, or is it more valuable to have enterprise only? So what was the impact >>Global survey? >>It was North America. >>North America. Was it, was it we any kind of slice and dice in terms of industry or targets or you, >>We, we kept it across industry, cross industry. We're finding that RPA is adopting cross >>Industry way. Was it, was it UI path specific or more Any tech, Any automation, >>Any rpa. >>Okay. And top two or three findings. >>So one thing was, first off, the rapid growth rate in citizen, citizen developer programs grew 47% over a two year period. And so now for people who've adopted rpa, it's the majority there. They're, you know, it's a pervasive trend to >>See you're taking over, >>You know, right now the conclusion from that, and some other studies that I did that have similar conclusions is that we have to start learning to live with this idea that business users can learn how to develop. They are developing their driving value. And so now we just need to figure out how to build these sorts of programs accurately. And the other, the really key finding of it was that, that there was much more significant reach for people that were doing citizen developer plus enterprise automation, more reach, more processes touched, more employees impacted by it. And then on top of it, the, they rated the value, the people who had the combination rated the programs at a higher value across different measures. So effectively the, the combination is working out better than standalone top down automation. >>So Kevin, from what, what's your takeaway here? What does this mean to you and your customers? >>So I guess a, a couple things and just anecdotally, you know, building on what Marine found in the, in the survey, the concept of citizen development is a real concept and it's something that organizations are applying and trying to figure out how to apply at scale. The reason why they're doing it is twofold. One, early automation efforts struggled to get scale and they struggled to deliver value from a scale perspective. There were two major problems. The ability to identify the right opportunities and the ability to tackle a wide range of, from the little to the very large, often teams focus on the very large, but don't focus on the little, the little is important. The second part is thinking about how you create a better culture of innovation and actually drive identifying opportunities for the, the more, I'll call it technology professionals to focus on. And so, you know, there's been, you know, based on that big drive to say, okay, not how do we replace automation professionals with business users, you know, the random accountant, the random operations analyst. It's more around how do you actually engage them in innovation. And that in, in that engagement may involve actual hands on building of bots and technologies like UiPath or it might just involve generating ideas to get further engaged. >>So 47% growth. What's the catalyst for that kind of growth? Where's that come from? >>I scarcity? So, well there are a couple things. One is, you know, we all know about developer scarcity and it's strive to automate. You know, if you have an automation strategy in place, you wanna do this quickly and aggressively. But if you've got a shortage of, of people, you know, developers don't have enough, they're turning over. Then you go to, you go and figure out, well this is low code. And so why can't we train our business users who are the subject matter experts to do automation for themselves or their teams? So sort of think about this as the long tail, the things that that top down like enterprise, I think UiPath is calling it enterprise automation versus people automation. So, you know, so there's just different things that they work on as well. And there's also, you know, fearlessness on the part of a lot of people on the business side, they're not afraid of technology, they're not afraid of getting trained. >>And the other piece to me that made, like, I've covered this topic for a long time, and what I found originally when people started talking about citizen developers is that they, they were calling me and having inquiry about why these programs were failing. And when we would decompose the failure was because the ma their managers didn't give them any, they didn't put 'em in trading but wouldn't get, give 'em time to develop. And so they just could not, you know, they just were running into problems. And so with things that, things like PWC and what they're doing, they're sort of saying, here's the, here are the features of a program that matter, including being given time to develop and do that as part of your job. So >>Maureen, is there a minimum level size of organization that you find taking advantage of this? I mean, you know, where's the sweet spot for the value delivered from this kind of automation? >>Do you have an idea? Right. So we, we tended in some of the surveys, we tended to do like thousand employees up. So we were screening for that. But I also met with the, our, our analysts who covered smb, small midsize. She said that they've had that for a long time because they don't have these clear distinctions between IT and business. So then the question is, who are adopters of rpa, for example? And you know that that's still a little bit at, at, you know, the enterprise level, but, but citizen developer at it, it, it is SB is just a given concept. So, >>But is it, is there, is there an economy of scale that kicks in at a certain point? Have we been able to figure that out? I'm thinking of, I'm thinking of business process automation being such a competitive advantage that there becomes almost a divide because of smaller organization. Yes, they could go out and they can buy, they have access to the same software packages, but you have to build all of those processes. Yes. You have to develop those processes over time. So is there any sense for a divide possibly happening or what the, >>It's a really good question because they, you know, in a way people have to understand what a business process is, you know, and they need to understand what the technology can do. And so from that perspective, people who have thought leaders inside their organization and maybe have a chance to get out and look at broader topics might be more inclined to try this out and also identify directly as a problem. SMB also tends to try to buy package solutions. And you see larger enterprises say, well, you know, what we do is unique and so we should just sort of use horizontal technology and apply it at will where it's needed. And so for me that's kind of why we organize toward higher, you know, higher si, larger sizes. As it gets simplified, it's gonna go down into the SMB market though. >>So Kevin, when it comes to you guys, your client engagements, upscaling keeps, keep coming back to that word low code. Is it fundamental component of upscaling? Is it, is it, I don't say synonymous, but is it a prerequisite to have low code capabilities to scale? >>You know, from our perspective, I think the two biggest challenges with making this work, one is learning and development. How do you actually teach the skills in a way that allows people to apply them very quickly and give them the time to actually function right to the finding about managers not necessarily being supportive. And so you have to figure out, you know, what, you know, how do you actually create that right environment and give people the right tools? It's an area that we invested really heavily in from the PWC side with the, with the launch of our pro edge platform and really thinking about how to solve that. But then the problem that you're ultimately getting at once you solve the people equation is how do you get scale and how do you move quicker? And so the, you know, the, the, the, the biggest challenge is not should you let a, a business user build a bot. It's, you know, how do we actually build many bots, generate many ideas for the professional developers and actually create an ecosystem to move faster. Every client that we work with, it's all about, you know, how we're not moving fast enough. A COE cannot, you know, by itself automate an entire organization. And so, you know, the, you know, the, the this theme of scale really becomes, you know, the critical aspect of this >>Is the former other words, the the teaching and individual how to build a bot. Is that trivial or, or is that really not the big gate is what you're saying? It's, >>We don't think it's a big gate. I think the, you know, to the original question, I think the, the, the low code space is a ripe spot for this, you know, upskilling construct because you're not, you're not, you're, you're gauging with employees who don't have an undergraduate degree in computer science who are not IT professionals. And so giving someone, you know, a book on job and saying, go build an application's, probably not gonna be very productive. But with, with tools in the, in the low code space, be it RPA or be it other forms of lower code technology, you get people opportunity where they need to learn some technical concepts. You need to understand how the technology works and how basic programming techniques work, but you don't need to understand everything. And again, going back to the, the simple versus the complex, the goal here is not to turn people into professional developers. The goal is to get them engaged and, and create, you know, make them part of that company's digital transformation. >>But from what you just described, that's, to me it's basic logic skills. I mean you don't have to be, like I say, a assembly language programmer. Yeah. But you gotta understand and you gotta know the business process, right? I mean you have to be a domain expert. Yeah. >>But that, but that's the, that's the biggest advantage of this. You're engaging the people closest to the business process, right? You look at how most big IT projects failed was the same reason a lot of early automation efforts failed. You're creating, you know, a function that essentially lives in an ivory tower that's focused on, you know, where can I go out and find opportunities and automate. But you're not, those aren't the people that run the process day to day. Yeah, okay. You, you put it, you make those people that run the process day to day accountable, you're gonna get a different outcome >>And they'll lean in and get excited. Exactly. >>So where, where, where is that transition? I know it's easy to say, oh, you know, it's logic and people can do it, but what about having a bot whisperer in your, in your organization who's who, who literally says, you know, Maureen, I'm gonna come and sit with you on Friday and you're going to explain your frustrations to me and I'm gonna sit right next to you and I'm gonna code this bot for you and we're gonna test it and you're gonna tell me if it does what you want it to do. And Maureen doesn't need to understand how to move the widgets around and do anything. >>It's, you know, it's a great question cuz I think it's changing the nature of how you accelerate these efforts, right? I think you know, the, and if I go into early RPA days, the initial kind of thought process was let's just get a factory in here and build as many bots as possible. A lot of our client engagement today isn't always around our bot development services. It's around can you bring in coaches? Can you hold office hours? Exactly. We have an office hour construct, which I've never really had in my consulting career where we put, you know, I mean this obviously post covid when when people are in their offices, we put someone in a room and people can come by and get help. And I think having that, that coaching and mentoring construct is very helpful. What we've also seen, and I think it's a really critical success factor for clients to make this work, is thinking about how they pick a subset of their population and making them, you know, digital accelerators, digital champions, pick your word, not it professionals, peers who will actually get realtime dedicated. Right. And maybe a full time or a halftime job where that's exactly what they do. >>Maureen, we're out of time, but my last question for you is, when you do a survey like this, you know you have open ended sometimes and you analyze a survey, you take a bath in the data, write it up. There's always something that you wish you'd asked, which is great cuz then you could do it on the next one. What, was there anything in there that you wish you'd asked that you're gonna ask in the next one? Are you gonna explore in the next survey? >>Yeah. One of the things that I asked, one thing that I was glad I asked was, I, I, we, we spent time finding what were considered business side product champions or RPA champions and then we ask 'em what they did, how often they did, how much time they spent. But what I want, what I really, really wanna ask of my next survey, and I will, I've got a planned, is to find out how, how what percentage of population is involved with, with big a citizen developer and what activities are common and what are less common and you know, what their challenges are. So we'll be looking at a different kind of audience with this next >>Survey. Well, we'd love to have you back to talk about that. Just invite, Thank you very much. Come queue. Really appreciate it Kevin. Good to see you again. >>Good to see you. >>All right. And thank you for watching. Keep it right there. Dave Nicholson and Dave Ante. We're here wrapping up day two of UI path forward. Five live from the Venetian, all Las Vegas. Super right back.

>>Welcome back to the aria in Las Vegas, Dave Valante with Dave Nicholson, Falcon 22, the Cube's continuous coverage. Sean Henry is here. He's the president of the services division and he's the chief security officer at CrowdStrike. And he's joined by Kevin mania, CEO of Mandy. Now part of Google Jens. Welcome to the cube. Thank you. Congrats on closing the Google deal. Thank you. That's great. New chapter, >>New >>Chapter coming fresh off the keynote, you and George. I really en enjoyed that. Let's start there. One of the things you talked about was the changes you've been, you've been in this business for a while. I think you were talking about, you know, doing some of these early stuff in the nineties. Wow. Things have changed a lot the queen, right? Right. You used to put the perimeter around the queen. Yeah. Build the Mo the Queen's left or castle new ballgame. But you were talking about the board level knowledge of security in the organization. Talk about that change. That's occurred in the last >>Decade. You know, boards are all about governance, right? Making sure everybody's doing the right things. And they've kind of had a haul pass on cybersecurity for a long time. Like we expect them to be great at financial diligence, they understand the financials of an organization. You're gonna see a maturity, I think in cybersecurity where I think board members all know, Hey, there's risk out there. And we're on our own to kind of defend ourselves from it, but they don't know how to quantify it. And they don't know how to express it. So bottom line boards are interested in cyber and we just have to mature as an industry to give them the tools they need to measure it appropriately. >>Sean, one of the things I wanted to ask you. So Steven Schmidt, I noticed changed his title from CISOs chief inf information security officer, the chief security officer. Your title is chief security officer. Is that a nuance that has meaning to you or is it just less acronym? >>It depends on the organization that you're in, in our organization, the chief security officer owns all risks. So I have a CISO that comes underneath me. Yep. And I've got a security folks that are handling our facilities, our personnel, those sorts of things, all, all of our offices around the globe. So it's all things security. One of the things that we've found and Kevin and I were actually talking about this earlier is this intersection between the physical world and the virtual world. And if you've got adversaries that want gain access to your organization, they might do it remotely by trying to hack into your network. But they also might try to get one of your employees to take an action on their behalf, or they might try to get somebody hired into your company to take some nefarious acts. So from a security perspective, it's about building an envelope around all things valuable and then working it in a collaborative way. So there's a lot of interface, a lot of interaction and a lot of value in putting those things together. And, >>And you're also president of the services division. Is that a P and L role or >>It is, we have a it's P P O P and L. And we have an entire organization that's doing incident response and it's a lot of the work that we're doing with, with Kevin's folks now. So I've got both of those hats today. >>Okay. So self-funded so in a way, okay. Where are companies most at risk today? >>Huh? You wanna go on that one first? Sean, you talk fast than me. So it's bigger bang for the buck. If >>You >>Talk, you know, when I, when I think about, about companies in terms of, of their risk, it's a lot of it has to do with the expansion of the network. Companies are adding new applications, new devices, they're expanding into new areas. There are new technologies that are being developed every day and that are being embraced every day. And all of those technologies, all of those applications, all of that hardware is susceptible to attack. Adversaries are looking for the vulnerabilities they can exploit. And I think just kind of that sprawl is something that is, is disconcerting to me from a security perspective, we need to know where our assets are, where the vulnerabilities lie, how do we plug the holes? And having that visibility is really critical to ensure that you're you're in, involved in mitigating that, that new architecture, >>Anything you >>Did. Yeah. I would like when I, so I can just tell you what I'm hearing from CISOs out there. They're worried about identity, the lateral movement. That's been kind of part of every impactful breach. So in identity's kind of top three of mind, I would say zero trust, whatever that means. And we all have our own definitions of migration to zero trust and supply chain risk. You know, whether they're the supplier, they wanna make sure they can prove to their customers, they have great security practices. Or if they're a consumer of a supply chain, you need to understand who's in their supply chain. What are their dependencies? How secure are they? Those are just three topics that come up all the time. >>As we extend, you know, talking about XDR the X being extend. Do you see physical security as something that's being extended into? Or is it, or is it already kind of readily accepted that physical security goes hand in hand with information security? >>I, I don't think a lot of people think that way there certainly are some and Dave mentions Amazon and Steve Schmidt as a CSO, right? There's a CSO that works for him as well. CJ's clear integration. There's an intelligence component to that. And I think that there are certain organizations that are starting to recognize and understand that when we say there's no real perimeter, it, it expands the network expands into the physical space. And if you're not protecting that, you know, if you don't protect the, the server room and somebody can actually walk in the doors unlocked, you've got a vulnerability that might be exploited. So I think to, to recognize the value of that integration from a security perspective, to be holistic and for organizations to adopt a security first philosophy that all the employees recognize they're, they're the, the first line of defense. Oftentimes not just from a fish, but by somebody catching up with them and handing 'em a thumb drive, Hey, can you take a look at this document? For me, that's a potential vulnerability as well. So those things need to be integrated. >>I thought the most interesting part of the keynote this morning is when George asked you about election security and you immediately went to the election infrastructure. I was like, yeah. Okay. Yeah. But then I was so happy to hear you. You went to the disinformation, I learned something there about your monitoring, the network effects. Sure. And, and actually there's a career stream around that. Right. The reason I had so years ago I interviewed was like, this was 2016, Robert Gates. Okay. Former defense. And I, I said, yeah, but don't we have the best cyber can't we go on the offense. He said, wait a minute, we have the most to lose. Right. But, but you gave an example where you can identify the bots. Like let's say there's disinformation out there. You could actually use bots in a positive way to disseminate the, the truth in theory. Good. Is, is that something that's actually happening >>Out there? Well, I think we're all still learning. You know, you can have deep fakes, both audible files or visual files, right. And images. And there's no question. The next generation, you do have to professionalize the news that you consume. And we're probably gonna have to professionalize the other side critical thinking because we are a marketplace of ideas in an open society. And it's hard to tell where's the line between someone's opinion and intentional deception, you know, and sometimes it could be the source, a foreign threat, trying to influence the hearts and minds of citizens, but there's gonna be an internal threat or domestic threat as well to people that have certain ideas and concepts that they're zealots about. >>Is it enough to, is it enough to simply expose where the information is coming from? Because, you know, look, I, I could make the case that the red Sox, right. Or a horrible baseball team, and you should never go to Fenway >>And your Yankees Jersey. >>Right. Right. So is that disinformation, is that misinformation? He'd say yes. Someone else would say no, but it would be good to know that a thousand bots from some troll farm, right. Are behind us. >>There's, it's helpful to know if something can be tied to identity or is totally anonymous. Start just there. Yeah. Yeah. You can still protect the identity over time. I think all of us, if you're gonna trust the source, you actually know the source. Right. So I do believe, and, and by the way, much longer conversation about anonymity versus privacy and then trust, right. And all three, you could spend this whole interview on, but we have to have a trustworthy internet as well. And that's not just in the tech and the security of it, but over time it could very well be how we're being manipulated as citizens and people. >>When you guys talk to customers and, and peers, when somebody gets breached, what's the number one thing that you hear that they wished they'd done that they didn't. >>I think we talked about this earlier, and I think identity is something that we're talking about here. How are you, how are you protecting your assets? How do you know who's authorized to have access? How do you contain the, the access that they have? And the, the area we see with, with these malware free attacks, where adversaries are using the existing capabilities, the operating system to move laterally through the network. I mean, Kevin's folks, my folks, when we respond to an incident, it's about looking at that lateral movement to try and get a full understanding of where the adversary's been, where they're going, what they're doing, and to try to, to find a root cause analysis. And it really is a, a critical part. >>So part of the reason I was asking you about, was it a P and L cuz you, you wear two hats, right? You've got revenue generation on one side and then you've got you protect, you know, the company and you've got peer relationships. So the reason I bring this up is I felt like when stucks net occurred, there was a lot of lip service around, Hey, we, as an industry are gonna work together. And then what you saw was a lot of attempts to monetize, you know, private data, sell private reports and things of that nature you were referencing today, Kevin, that you think the industry's doing a much better job of, of collaboration. Is it, can you talk about that and maybe give some examples? >>Absolutely. I mean, you know, I lived through it as a victim of a breach couple years ago. If you see something new and novel, I, I just can't imagine you getting away with keeping it a secret. I mean, I would even go, what are you doing? Harboring that if you have it, that doesn't mean you tell the whole world, you don't come on your show and say, Hey, we got something new novel, everybody panic, you start contacting the people that are most germane to fixing the problem before you tell the world. So if I see something that's new in novel, certainly con Sean and the team at CrowdStrike saying, Hey, there's because they protect so many endpoints and they defend nations and you gotta get to Microsoft. You have to talk to pan. You have to get to the companies that have a large capability to do shields up. And I think you do that immediately. You can't sit on new and novel. You get to the vendor where the vulnerability is, all these things have to happen at a great rate to speak. >>So you guys probably won't comment, but I'm betting dollars to donuts. This Uber lapses hack you guys knew about. >>I turned to you. >>No comment. I'm guessing. I'm guessing that the, that wasn't novel. My point being, let me, let me ask it in a more generic fashion that you can maybe comment you you're. I think you're my, my inference is we're com the industry is compressing the time between a zero day and a fix. Absolutely. Absolutely. Like dramatically. >>Yes. Oh, awareness of it and AIX. Yes. Yeah. >>Okay. Yeah. And a lot of the hacks that we see as lay people in the media you've known about for quite some time, is that fair or no, not necessarily. >>It's, you know, it's harder to handle an intrusion quietly and discreetly these days, especially with what you're up against and, and most CEOs, by the way, their intent isn't, let's handle it quietly and discreetly it's what do we do about it? And what's the right way to handle it. And they wanna inform their customers and they wanna inform people that might be impacted. I wouldn't say we know it all that far ahead of time >>And, and depends. And, and I, I think companies don't know it. Yeah. Companies don't know they've been breached for weeks or months or years in some cases. Right. Which talks about a couple things, first of all, some of the sophistication of the adversaries, but it also talks about the inability of companies to often detect this type of activity when we're brought in. It's typically very quickly after the company finds out because they recognize they've gotta take action. They've got liability, they've got brand protection. There, whole sorts of, of things they need to take care of. And we're brought in it may or may not be, become public, but >>CrowdStrike was founded on the premise that the unstoppable breach is a myth. Now that's a, that's a bold sort of vision. We're not there yet, obviously. And a and a, and a, a CSO can't, you know, accept that. Right. You've gotta always be vigilant, but is that something that is, that we're gonna actually see manifest, you know, in any, any time in the near term? I mean, thinking about the Falcon platform, you guys are users of that. I don't know if that is part of the answer, but part of it's technology, but without the cultural aspects, the people side of things, you're never gonna get there. >>I can tell you, I started Maning in 2004 at the premise security breaches are inevitable, far less marketable. Yeah. You know, stop breaches. >>So >>Yeah. I, I think you have to learn how to manage this, right? It's like healthcare, you're not gonna stop every disease, but there's a lot of things that you can do to mitigate the consequences of those things. The same thing with network security, there's a lot of actions that organizations can take to help protect them in a way that allows them to live and, and operate in a, in a, a strong position. If companies are lackadaisical that irresponsible, they don't care. Those are companies that are gonna suffer. But I think you can manage this if you're using the right technology, the right people, you've got the right philosophy security first >>In, in the culture. >>Well, I can tell you very quickly, three reasons why people think, why is there an intrusion? It should just go away. Well, wherever money goes, crime follows. We still have crime. So you're still gonna have intrusions, whether it has to be someone on the inside or faulty software and people being paid the right faulty software, you're gonna have war. That's gonna create war in the cyber domain. So information warriors are gonna try to have intrusions to get to command and control. So wherever you have command and control, you'll have a war fighter. And then wherever you have information, you have ESP Espino. So you're gonna have people trying to break in at all times. >>And, and to tie that up because everything Kevin said is absolutely right. And what he just said at the very end was people, there are human beings that are on the other side of every single attack. And think about this until you physically get physically get to the people that are doing it and stop them. Yes, this will go on forever because you can block them, but they're gonna move and you can block them again. They're gonna move their objectives. Don't change because the information you have, whether it's financial information, intellectual property, strategic military information, that's still there. They will always come at it, which is where that physical component comes in. If you're able to block well enough and they can't get you remotely, they might send somebody in. Well, >>I, in the keynote, I, I'm not kidding. I'm looking around the room and I'm thinking there's at least one person here that is here primarily to gather intelligence, to help them defeat. What's being talked about here. >>Well, you said it's, >>It's kind >>Of creepy. You said the adversary is, is very well equipped and motivated. Why do you Rob banks? Well, that's where the money is, but it's more than that. Now with state sponsored terrorism and, you know, exfiltration of state secrets, I mean, there's, it's high stake's games. You got, this >>Has become a tool of nation states in terms from a political perspective, from a military perspective, if you look at what happened with Ukraine and Russia, all the work that was done in advanced by the Russians to soften up the Ukrainians, not just collection of intelligence, not just denial of services, but then disruptive attacks to change the entire complexity of the battlefield. This, this is a, an area that's never going away. It's becoming ingrained in our lives. And it's gonna be utilized for nefarious acts for many, many decades to come. >>I mean, you're right, Sean, we're seeing the future of war right before us is, is there's. There is going to be, there is a cyber component now in war, >>I think it signals the cyber component signals the silent intention of nations period, the silent projection of power probably before you see kinetics. >>And this is where gates says we have a lot more to lose as a country. So it's hard for us to go on the offense. We have to be very careful about our offensive capabilities because >>Of one of the things that, that we do need to, to do though, is we need to define what the red lines are to adversaries. Because when you talk about human beings, you've gotta put a deterrent in place so that if the adversaries know that if you cross this line, this is what the response is going to be. It's the way things were done during nuclear proliferation, right? Right. During the cold war, here's what the actions are gonna be. It's gonna be, it's gonna be mutual destruction and you can't do it. And we didn't have a nuclear war. We're at a point now where adversaries are pushing the envelope constantly, where they're turning off the lights in certain countries where they're taking actions that are, are quite detrimental to the host governments and those red lines have to be very clear, very clearly defined and acted upon if they're >>Crossed as security experts. Can you always tie that signature back to say a particular country or a particular group? >>Absolutely. 100% every >>Time I know. Yeah. No, it it's. It's a great question. You, you need to get attribution right. To get to deterrence, right. And without attribution, where do you proportionate respond to whatever act you're responding to? So attribution's critical. Both our companies work hard at doing it and it, and that's why I think you're not gonna see too many false flag operations in cyberspace, but when you do and they're well crafted or one nation masquerades is another, it, it, it's one of the last rules of the playground I haven't seen broken yet. And that that'll be an unfortunate day. >>Yeah. Because that mutually assure destruction, a death spot like Putin can say, well, it wasn't wasn't me. Right. So, and ironically, >>It's human intelligence, right. That ultimately is gonna be the only way to uncover >>That human intelligence is a big component. >>For sure. Right. And, and David, like when you go back to, you were referring to Robert Gates, it's the asymmetry of cyberspace, right? One person in one nation. That's not a control by asset could still do an act. And it, it just adds to the complexity of, we have attribution it's from that nation, but was it in order? Was it done on behalf of that nation? Very complicated. >>So this is an industry of superheroes. Thank you guys for all you do and appreciate you coming on the cube. Wow. >>I love your Cape. >>Thank all right. Keep it right there. Dave Nicholson and Dave ante be right back from Falcon 22 from the area you watching the cue.

(upbeat music) >> We're here on theCube covering AWS Storage Day 2022. Kevin Miller joins us. He's the vice president and general manager of Amazon S3. Hello, Kevin, good to see you again. >> Hey Dave, it's great to see you as always. >> It seems like just yesterday we were celebrating the 15th anniversary of S3, and of course the launch of the modern public cloud, which started there. You know, when you think back Kevin, over the past year, what are some of the trends that you're seeing and hearing from customers? What do they want to see AWS focus more on? What's the direction that you're setting? >> Yeah, well Dave, really I think there's probably three trends that we're seeing really pop this year. I think one just given the kind of macroeconomic situation right now is cost optimization. That's not a surprise. Everyone's just taking a closer look at what they're using, and where they might be able to pair back. And you know, I think that's a place that obviously S3 has a long history of helping customers save money. Whether it's through our new storage classes, things like our Glacier Instant Retrieval, storage class that we launched to reinvent last year. Or things like our S3 storage lens capability to really dig in and help customers identify where their costs are are being spent. But so certainly every, you know, a lot of customers are focused on that right now, and for obvious reasons. I think the second thing that we're seeing is, just a real focus on simplicity. And it kind of goes hand in hand with cost optimization, because what a lot of customers are looking for is, how do I take the staff that I have, and do more this year. Right, continue to innovate, continue to bring new applications or top line generating revenue applications to the market, but not have to add a lot of extra headcount to do that. And so, what they're looking for is management and simplicity. How do I have all of this IT infrastructure, and not have to have people spending a lot of their time going into kind of routine maintenance and operations. And so that's an area that we're spending a lot of time. We think we have a lot of capability today, but looking at ways that we can continue to simplify, make it easier for customers to manage their infrastructure. Things like our S3 intelligent tiering storage class, which just automatically gives cost savings for data that's not routinely accessed. And so that's a big focus for us this year as well. And then I think the last and probably third thing I would highlight is an emerging theme or it's been a theme, but really continuing to increase in volume, is all around sustainability. And you know, our customers are looking for us to give them the data and the assurances for them, for their own reports and their own understanding of how sustainable is my infrastructure. And so within AWS, of course, you know we're on a path towards operating with 100% renewable energy by 2025. As well as helping the overall Amazon goal of achieving net zero carbon by 2040. So those are some big lofty goals. We've been giving customers greater insights with our carbon footprint tool. And we think that, you know the cloud continues to be just a great place to run and reduce customer's carbon footprint for the similar you know, storage capacity or similar compute capacity. But that's just going to continue to be a trend and a theme that we're looking at ways that we can continue to help customers do more to aggressively drive down their carbon footprint. >> I mean, it makes sense. It's like you're partnering up with the cloud, you know, you did same thing on security, you know, there's that shared responsibility model, same thing now with ESG. And on the macro it's interesting Kevin, this is the first time I can remember where, you know it used to be, if there's a downturn it's cost optimization, you go to simplicity. But at the same time with digital, you know, the rush to digital, people still are thinking about, okay how do I invest in the future? So but let's focus on cost for a moment then we'll come back to sort of the data value. Can you tell us how AWS helps customers save on storage, you know, beyond just the price per terabyte actions that you could take. I mean I love that, you guys should keep doing that. >> Absolutely. >> But what other knobs are you turning? >> Yeah, right and we've had obviously something like 15 cost reductions or price reductions over the years, and we're just going to continue to use that lever where we can, but it's things like the launch of our Glacier Instant Retrieval storage class that we did last year at Reinvent, where that's now you know, 4/10ths of a cent per gigabyte month. For data that customers access pretty infrequently maybe a few times a year, but they can now access that data immediately and just pay a small retrieval fee when they access that data. And so that's an example of a new capability that reduces customer's total cost of ownership, but is not just a straight up price reduction. I mentioned S3 Intelligent-Tiering, that's another case where, you know, when we launch Glacier Instant Retrieval, we integrated that with Intelligent-Tiering as well. So we have the archive instant access tier within Intelligent-Tiering. And so now data that's not accessed for 90 days is just automatically put into AIA and and then results in a reduced storage cost to customers. So again, leaning into this idea that customers are telling us, "Just do, you know what should be done "for my data to help me reduce cost, can you just do it, "and sort of give me the right defaults." And that's what we're trying to do with things like Intelligent-Tiering. We've also, you know, outside of the S3 part of our portfolio, we've been adding similar kinds of capabilities within some of our file services. So things like our, you know elastic file service launched a one zone storage class as well as an intelligent tiering capability to just automatically help customers save money. I think in some cases up to 92% on their their EFS storage costs with this automatic intelligent tiering capability. And then the last thing I would say is that we also are just continuing to help customers in other ways, like I said, our storage lens is a great way for customers to really dig in and figure out. 'Cause you know, often customers will find that they may have, you know, certain data sets that someone's forgotten about or, they're capturing more data than they expected perhaps in a logging application or something that ends up generating a lot more data than they expected. And so storage lens helps them really zoom in very quickly on, you know this is the data, here's how frequently it's being accessed and then they can make decisions about use that data I keep, how long do I keep it? Maybe that's good candidates to move down into one of our very cold storage classes like Glacier Deep Archive, where they they still have the data, but they don't expect to need to actively retrieve it on a regular basis. >> SDL bromide, if you can measure it, you can manage it. So if I can see it, visualize it, that I can take actions. When you think about S3- >> That's right. it's always been great for archival workloads but you made some updates to Glacier that changed the way that we maybe think about archive data. Can you talk about those changes specifically, what it means for how customers should leverage AWS services going forward? >> Yeah, and actually, you know, Glacier's coming up on its 10 year anniversary in August, so we're pretty excited about that. And you know, but there's just been a real increase in the pace of innovation, I think over the last three or four years there. So we launched the Glacier Deep Archive capability in 2019, 2018, I guess it was. And then we launched Glacier Instant Retrieval of course last year. So really what we're seeing is we now have three storage classes that cover are part of the Glacier family. So everything from millisecond retrieval for that data, that needs to be accessed quickly when it is accessed, but isn't being accessed, you know, regularly. So maybe a few times a year. And there's a lot of use cases that we're seeing really quickly emerge for that. Everything from, you know, user generated content like photos and videos, to big broadcaster archives and particularly in media and entertainment segment. Seeing a lot of interest in Glaciers Instant Retrieval because that data is pretty cold on a regular basis. But when they want to access it, they want a huge amount of data, petabytes of data potentially back within seconds, and that's the capability we can provide with Glacier Instant Retrieval. And then on the other end of the spectrum, with Glacier Deep Archive, again we have customers that have huge archives of data that they be looking to have that 3-AZ durability that we provide with Glacier, and make sure that data is protected. But really, you know expect to access it once a year if ever. Now it could be a backup copy of data or secondary or tertiary copy of data, could be data that they just don't have an active use for it. And I think that's one of the things we're starting to see grow a lot, is customers that have shared data sets where they may not need that data right now but they do want to keep it because as they think about, again these like new applications that can drive top line growth, they're finding that they may go back to that data six months or nine months from now and start to really actively use it. So if they want that option value to keep that data so they can use it down the road, Glacier Deep Archive, or Glacier Flexible Retrieval, which is kind of our storage class right in the middle of the road. Those are great options for customers to keep the data, keep it safe and secure, but then have it, you know pretty accessible when they're ready to get it back. >> Got it, thank you for that. So, okay, so customers have choices. I want to get into some of the competitive differentiators. And of course we were talking earlier about cost optimization, which is obviously an important topic given the macro environment you know, but there's more. And so help us understand what's different about AWS in terms of helping customers get value from their data, cost reduction as a component of value, part of the TCO, for sure. But just beyond being a cloud bit bucket, you know just a storage container in the cloud, what are some of the differentiators that you can talk to? >> Yeah, well Dave, I mean, I think that when it comes to value, I think there's tremendous benefits in AWS, well beyond just cost reduction. I think, you know, part of it is S3 now has built, I think, an earned reputation for being resilient, for storing, you know, at massive scale giving customers that confidence that they will be able to scale up. You know, we store more than 200 trillion objects. We regularly peak at over 100 million requests per second. So customers can build on S3 and Glacier with the confidence that we're going to be there to help their applications grow and scale over time. And then I think that in all of the applications both first party and third party, the customers can use, and services that they can use to build modern applications is an incredible benefit. So whether it's all of our serverless offerings, things like Lambda or containers and everything we have to manage that. Or whether it's the deep analytics and machine learning capabilities we have to help really extract, you know value and insight from data in near real time. You know, we're just seeing an incredible number of customers build those kinds of applications where they're processing data and feeding their results right back into their business right away. So I'm just going to briefly mention a couple, like, you know one example is ADP that really helps their customers measure, compare and sort of analyze their workforce. They have a couple petabytes of data, something like 25 billion individual data points and they're just processing that data continuously through their analytics and machine learning applications to then again, give those insights back to their customers. Another good example is AstraZeneca. You know, they are processing petabytes and petabytes of genomic sequencing data. And they have a goal to analyze 2 million genomes over the next four years. And so they're just really scaling up on AWS, both from a pure storage point of view, but more importantly, from all of the compute and analytics capability on top that is really critical to achieving that goal. And then, you know, beyond the first party services we have as I mentioned, it's really our third party, right? The AWS partner network provides customers an incredible range of choice in off the shelf applications that they can quickly provision and make use of the data to drive those business insights. And I think today the APN has something like 100,000 partners over in 150 countries. And we specifically have a storage competency partner where customers can go to get those applications that directly work, you know, on top of their data. And really, like I said, drive some of that insight. So, you know, I think it's that overall benefit of being able to really do a lot more with their data than just have it sit idle. You know, that's where I think we see a lot of customers interested in driving additional value. >> I'm glad you mentioned the ecosystem, and I'm glad you mentioned the storage competency as well. So there are other storage partners that you have, even though you're a head of a big storage division. And then I think there's some other under the cover things too. I've recently wrote, actually have written about this a lot. Things like nitro and rethinking virtualization and how to do, you know offloads. The security that comes, you know fundamentally as part of the platform is, I think architecturally is something that leads the way in the industry for sure. So there's a lot we could unpack, but you've fundamentally changed the storage market over the last 16 years. And again, I've written about this extensively. We used to think about storage in blocks or you got, you know, somebody who's really good in files, there were companies that dominated each space with legacy on-prem storage. You know, when you think about object storage Kevin, it was a niche, right? It was something used for archival, it was known for its simple, get put syntax, great for cheap and deep storage, and S3 changed that. Why do you think that's happened and S3 has evolved, the object has evolved the way it has, and what's the future hold for S3? >> Yeah I mean, you know, Dave, I think that probably the biggest overall trend there is that customers are looking to build cloud native applications. Where as much of that application is managed as they can have. They don't want to have to spend time managing the underlying infrastructure, the compute and storage and everything that goes around it. And so a fully managed service like S3, where there's no provisioning storage capacity, there's, you know we provide the resiliency and the durability that just really resonates with customers. And I think that increasingly, customers are seeing that they want to innovate across the entire range of business. So it's not about a central IT team anymore, it's about engineers that are embedded within lines of business, innovating around what is critical to achieve their business results. So, you know, if they're in a manufacturing segment, how can we pull data from sensors and other instrumentation off of our equipment and then make better decisions about when we need to do predictive maintenance, how quickly we can run our manufacturing line, looking for inefficiencies. And so we've developed around our managed offerings like S3, we've just developed, you know, customers who are investing and executing on plans and you know transformations. That really give them, you know put digital technology directly into the line of business that they're looking for. And I think that trend is just going to continue. People sometimes ask me, well "I mean, 16 years, you know, isn't S3 done?" And I would say, "By no stretcher are we done." We have plenty of feedback from customers on ways that we can continue to simplify, reduce the kinds of things they need to do, when they're looking for example and rolling out new security policies and parameters across their entire organization. So raising the bar there, finding, you know, raising the bar on how they can efficiently manage their storage and reduce costs. So I think we have plenty of innovation ahead of us to continue to help customers provide that fully managed capability. >> Yeah I often say Kevin, the next 10 years ain't going to be like the last in cloud. So I really thank you for coming on theCube and sharing your insights, really appreciate it. >> Absolutely Dave, thanks for having me. >> You're welcome. Okay keep it right there for more coverage of AWS Storage Day 2022 in theCube. (calm bright music)

(gentle music) (upbeat music) (crowd chattering) >> Welcome back to The City That Never Sleeps. Lisa Martin and John Furrier in New York City for AWS Summit '22 with about 10 to 12,000 of our friends. And we've got two more friends joining us here today. We're going to be talking with Haseeb Budhani, one of our alumni, co-founder and CEO of Rafay Systems, and Kevin Coleman, senior manager for Go-to Market for EKS at AWS. Guys, thank you so much for joining us today. >> Thank you very much for having us. Excited to be here. >> Isn't it great to be back at an in-person event with 10, 12,000 people? >> Yes. There are a lot of people here. This is packed. >> A lot of energy here. So, Haseeb, we've got to start with you. Your T-shirt says it all. Don't hate k8s. (Kevin giggles) Talk to us about some of the trends, from a Kubernetes perspective, that you're seeing, and then Kevin will give your follow-up. >> Yeah. >> Yeah, absolutely. So, I think the biggest trend I'm seeing on the enterprise side is that enterprises are forming platform organizations to make Kubernetes a practice across the enterprise. So it used to be that a BU would say, "I need Kubernetes. I have some DevOps engineers, let me just do this myself." And the next one would do the same, and then next one would do the same. And that's not practical, long term, for an enterprise. And this is now becoming a consolidated effort, which is, I think it's great. It speaks to the power of Kubernetes, because it's becoming so important to the enterprise. But that also puts a pressure because what the platform team has to solve for now is they have to find this fine line between automation and governance, right? I mean, the developers, you know, they don't really care about governance. Just give me stuff, I need to compute, I'm going to go. But then the platform organization has to think about, how is this going to play for the enterprise across the board? So that combination of automation and governance is where we are finding, frankly, a lot of success in making enterprise platform team successful. I think, that's a really new thing to me. It's something that's changed in the last six months, I would say, in the industry. I don't know if, Kevin, if you agree with that or not, but that's what I'm seeing. >> Yeah, definitely agree with that. We see a ton of customers in EKS who are building these new platforms using Kubernetes. The term that we hear a lot of customers use is standardization. So they've got various ways that they're deploying applications, whether it's on-prem or in the cloud and region. And they're really trying to standardize the way they deploy applications. And Kubernetes is really that compute substrate that they're standardizing on. >> Kevin, talk about the relationship with Rafay Systems that you have and why you're here together. And two, second part of that question, why is EKS kicking ass so much? (Haseeb and Kevin laughing) All right, go ahead. First one, your relationship. Second one, EKS is doing pretty well. >> Yep, yep, yep. (Lisa laughing) So yeah, we work closely with Rafay, Rafay, excuse me. A lot of joint customer wins with Haseeb and Co, so they're doing great work with EKS customers and, yeah, love the partnership there. In terms of why EKS is doing so well, a number of reasons, I think. Number one, EKS is vanilla, upstream, open-source Kubernetes. So customers want to use that open-source technology, that open-source Kubernetes, and they come to AWS to get it in a managed offering, right? Kubernetes isn't the easiest thing to self-manage. And so customers, you know, back before EKS launched, they were banging down the door at AWS for us to have a managed Kubernetes offering. And, you know, we launched EKS and there's been a ton of customer adoption since then. >> You know, Lisa, when we, theCUBE 12 years, now everyone knows we started in 2010, we used to cover a show called OpenStack. >> I remember that. >> OpenStack Summit. >> What's that now? >> And at the time, at that time, Kubernetes wasn't there. So theCUBE was present at creation. We've been to every KubeCon ever, CNCF then took it over. So we've been watching it from the beginning. >> Right. And it reminds me of the same trend we saw with MapReduce and Hadoop. Very big promise, everyone loved it, but it was hard, very difficult. And Hadoop's case, big data, it ended up becoming a data lake. Now you got Spark, or Snowflake, and Databricks, and Redshift. Here, Kubernetes has not yet been taken over. But, instead, it's being abstracted away and or managed services are emerging. 'Cause general enterprises can't hire enough Kubernetes people. >> Yep. >> They're not that many out there yet. So there's the training issue. But there's been the rise of managed services. >> Yep. >> Can you guys comment on what your thoughts are relative to that trend of hard to use, abstracting away the complexity, and, specifically, the managed services? >> Yeah, absolutely. You want to go? >> Yeah, absolutely. I think, look, it's important to not kid ourselves. It is hard. (Johns laughs) But that doesn't mean it's not practical, right. When Kubernetes is done well, it's a thing of beauty. I mean, we have enough customer to scale, like, you know, it's like a, forget a hockey stick, it's a straight line up, because they just are moving so fast when they have the right platform in place. I think that the mistake that many of us make, and I've made this mistake when we started this company, was trivializing the platform aspect of Kubernetes, right. And a lot of my customers, you know, when they start, they kind of feel like, well, this is not that hard. I can bring this up and running. I just need two people. It'll be fine. And it's hard to hire, but then, I need two, then I need two more, then I need two, it's a lot, right. I think, the one thing I keep telling, like, when I talk to analysts, I say, "Look, somebody needs to write a book that says, 'Yes, it's hard, but, yes, it can be done, and here's how.'" Let's just be open about what it takes to get there, right. And, I mean, you mentioned OpenStack. I think the beauty of Kubernetes is that because it's such an open system, right, even with the managed offering, companies like Rafay can build really productive businesses on top of this Kubernetes platform because it's an open system. I think that is something that was not true with OpenStack. I've spent time with OpenStack also, I remember how it is. >> Well, Amazon had a lot to do with stalling the momentum of OpenStack, but your point about difficulty. Hadoop was always difficult to maintain and hiring against. There were no managed services and no one yet saw that value of big data yet. Here at Kubernetes, people are living a problem called, I'm scaling up. >> Yep. And so it sounds like it's a foundational challenge. The ongoing stuff sounds easier or manageable. >> Once you have the right tooling. >> Is that true? >> Yeah, no, I mean, once you have the right tooling, it's great. I think, look, I mean, you and I have talked about this before, I mean, the thesis behind Rafay is that, you know, there's like 8, 12 things that need to be done right for Kubernetes to work well, right. And my whole thesis was, I don't want my customer to buy 10, 12, 15 products. I want them to buy one platform, right. And I truly believe that, in our market, similar to what vCenter, like what VMware's vCenter did for VMs, I want to do that for Kubernetes, right. And that the reason why I say that is because, see, vCenter is not about hypervisors, right? vCenter is about hypervisor, access, networking, storage, all of the things, like multitenancy, all the things that you need to run an enterprise-grade VM environment. What is that equivalent for the Kubernetes world, right? So what we are doing at Rafay is truly building a vCenter, but for Kubernetes, like a kCenter. I've tried getting the domain. I couldn't get it. (Kevin laughs) >> Well, after the Broadcom view, you don't know what's going to happen. >> Ehh. (John laughs) >> I won't go there! >> Yeah. Yeah, let's not go there today. >> Kevin, EKS, I've heard people say to me, "Love EKS. Just add serverless, that's a home run." There's been a relationship with EKS and some of the other Amazon tools. Can you comment on what you're seeing as the most popular interactions among the services at AWS? >> Yeah, and was your comment there, add serverless? >> Add serverless with AKS at the edge- >> Yeah. >> and things are kind of interesting. >> I mean, so, one of the serverless offerings we have today is actually Fargate. So you can use Fargate, which is our serverless compute offering, or one of our serverless compute offerings with EKS. And so customers love that. Effectively, they get the beauty of EKS and the Kubernetes API but they don't have to manage nodes. So that's, you know, a good amount of adoption with Fargate as well. But then, we also have other ways that they can manage their nodes. We have managed node groups as well, in addition to self-managed nodes also. So there's a variety of options that customers can use from a compute perspective with EKS. And you'll continue to see us evolve the portfolio as well. >> Can you share, Haseeb, can you share a customer example, a joint customer example that you think really articulates the value of what Rafay and AWS are doing together? >> Yeah, absolutely. In fact, we announced a customer very recently on this very show, which is MoneyGram, which is a joint AWS and Rafay customer. Look, we have enough, you know, the thing about these massive customers is that, you know, not everybody's going to give us their logo to use. >> Right. >> But MoneyGram has been a Rafay plus EKS customer for a very, very long time. You know, at this point, I think we've earned their trust, and they've allowed us to, kind of say this publicly. But there's enough of these financial services companies who have, you know, standardized on EKS. So it's EKS first, Rafay second, right. They standardized on EKS. And then they looked around and said, "Who can help me platform EKS across my enterprise?" And we've been very lucky. We have some very large financial services, some very large healthcare companies now, who, A, EKS, B, Rafay. I'm not just saying that because my friend Kevin's here, (Lisa laughs) it's actually true. Look, EKS is a brilliant platform. It scales so well, right. I mean, people try it out, relative to other platforms, and it's just a no-brainer, it just scales. You want to build a big enterprise on the backs of a Kubernetes platform. And I'm not saying that's because I'm biased. Like EKS is really, really good. There's a reason why so many companies are choosing it over many other options in the market. >> You're doing a great job of articulating why the theme (Kevin laughs) of the New York City Summit is scale anything. >> Oh, yeah. >> There you go. >> Oh, yeah. >> I did not even know that but I'm speaking the language, right? >> You are. (John laughs) >> Yeah, absolutely. >> One of the things that we're seeing, also, I want to get your thoughts on, guys, is the app modernization trend, right? >> Yep. >> Because unlike other standards that were hard, that didn't have any benefit downstream 'cause they were too hard to get to, here, Kubernetes is feeding into real app for app developer pressure. They got to get cloud-native apps out. It's fairly new in the mainstream enterprise and a lot of hyperscalers have experience. So I'm going to ask you guys, what is the key thing that you're enabling with Kubernetes in the cloud-native apps? What is the key value? >> Yeah. >> I think, there's a bifurcation happening in the market. One is the Kubernetes Engine market, which is like EKS, AKS, GKE, right. And then there's the, you know, what, back in the day, we used to call operations and management, right. So the OAM layer for Kubernetes is where there's need, right. People are learning, right. Because, as you said before, the skill isn't there, you know, there's not enough talent available to the market. And that's the opportunity we're seeing. Because to solve for the standardization, the governance, and automation that we talked about earlier, you know, you have to solve for, okay, how do I manage my network? How do I manage my service mesh? How do I do chargebacks? What's my, you know, policy around actual Kubernetes policies? What's my blueprinting strategy? How do I do add-on management? How do I do pipelines for updates of add-ons? How do I upgrade my clusters? And we're not done yet, there's a longer list, right? This is a lot, right? >> Yeah. >> And this is what happens, right. It's just a lot. And really, the companies who understand that plethora of problems that need to be solved and build easy-to-use solutions that enterprises can consume with the right governance automation, I think they're going to be very, very successful here. >> Yeah. >> Because this is a train, right? I mean, this is happening whether, it's not us, it's happening, right? Enterprises are going to keep doing this. >> And open-source is a big driver in all of this. >> Absolutely. >> Absolutely. >> And I'll tag onto that. I mean, you talked about platform engineering earlier. Part of the point of building these platforms on top of Kubernetes is giving developers an easier way to get applications into the cloud. So building unique developer experiences that really make it easy for you, as a software developer, to take the code from your laptop, get it out of production as quickly as possible. The question is- >> So is that what you mean, does that tie your point earlier about that vertical, straight-up value once you've set up it, right? >> Yep. >> Because it's taking the burden off the developers for stopping their productivity. >> Absolutely. >> To go check in, is it configured properly? Is the supply chain software going to be there? Who's managing the services? Who's orchestrating the nodes? >> Yep. >> Is that automated, is that where you guys see the value? >> That's a lot of what we see, yeah. In terms of how these companies are building these platforms, is taking all the component pieces that Haseeb was talking about and really putting it into a cohesive whole. And then, you, as a software developer, you don't have to worry about configuring all of those things. You don't have to worry about security policy, governance, how your app is going to be exposed to the internet. >> It sounds like infrastructure is code. >> (laughs) Yeah. >> Come on, like. >> (laughs) Infrastructure's code is a big piece of it, for sure, for sure. >> Yeah, look, infrastructure's code actually- >> Infrastructure's sec is code too, the security. >> Yeah. >> Huge. >> Well, it all goes together. Like, we talk about developer self-service, right? The way we enable developer self-service is by teaching developers, here's a snippet of code that you write and you check it in and your infrastructure will just magically be created. >> Yep. >> But not automatically. It's going to go through a check, like a check through the platform team. These are the workflows that if you get them right, developers don't care, right. All developers want is I want to compute. But then all these 20 things need to happen in the back. That's what, if you nail it, right, I mean, I keep trying to kind of pitch the company, I don't want to do that today. But if you nail that, >> I'll give you a plug at the end. >> you have a good story. >> But I got to, I just have a tangent question 'cause you reminded me. There's two types of developers that have emerged, right. You have the software developer that wants infrastructures code. I just want to write my code, I don't want to stop. I want to build in shift-left for security, shift-right for data. All that's in there. >> Right. >> I'm coding away, I love coding. Then you've got the under-the-hood person. >> Yes. >> I've been to the engines. >> Certainly. >> So that's more of an SRE, data engineer, I'm wiring services together. >> Yeah. >> A lot of people are like, they don't know who they are yet. They're in college or they're transforming from an IT job. They're trying to figure out who they are. So question is, how do you tell a person that's watching, like, who am I? Like, should I be just coding? But I love the tech. Would you guys have any advice there? >> You know, I don't know if I have any guidance in terms of telling people who they are. (all laughing) I mean, I think about it in terms of a spectrum and this is what we hear from customers, is some customers want to shift as much responsibility onto the software teams to manage their infrastructure as well. And then some want to shift it all the way over to the very centralized model. And, you know, we see everything in between as well with our EKS customer base. But, yeah, I'm not sure if I have any direct guidance for people. >> Let's see, any wisdom? >> Aside from experiment. >> If you're coding more, you're a coder. If you like to play with the hardware, >> Yeah. >> or the gears. >> Look, I think it's really important for managers to understand that developers, yes, they have a job, you have to write code, right. But they also want to learn new things. It's only fair, right. >> Oh, yeah. >> So what we see is, developers want to learn. And we enable for them to understand Kubernetes in small pieces, like small steps, right. And that is really, really important because if we completely abstract things away, like Kubernetes, from them, it's not good for them, right. It's good for their careers also, right. It's good for them to learn these things. This is going to be with us for the next 15, 20 years. Everybody should learn it. But I want to learn it because I want to learn, not because this is part of my job, and that's the distinction, right. I don't want this to become my job because I want, I want to write my code. >> Do what you love. If you're more attracted to understanding how automation works, and robotics, or making things scale, you might be under-the-hood. >> Yeah. >> Yeah, look under the hood all day long. But then, in terms of, like, who keeps the lights on for the cluster, for example. >> All right, see- >> That's the job. >> He makes a lot of value. Now you know who you are. Ask these guys. (Lisa laughing) Congratulations on your success on EKS 2. >> Yeah, thank you. >> Quick, give a plug for the company. I know you guys are growing. I want to give you a minute to share to the audience a plug that's going to be, what are you guys doing? You're hiring? How many employees? Funding? Customer new wins? Take a minute to give a plug. >> Absolutely. And look, I come see, John, I think, every show you guys are doing a summit or a KubeCon, I'm here. (John laughing) And every time we come, we talk about new customers. Look, platform teams at enterprises seem to love Rafay because it helps them build that, well, Kubernetes platform that we've talked about on the show today. I think, many large enterprises on the financial service side, healthcare side, digital native side seem to have recognized that running Kubernetes at scale, or even starting with Kubernetes in the early days, getting it right with the right standards, that takes time, that takes effort. And that's where Rafay is a great partner. We provide a great SaaS offering, which you can have up and running very, very quickly. Of course, we love EKS. We work with our friends at AWS. But also works with Azure, we have enough customers in Azure. It also runs in Google. We have enough customers at Google. And it runs on-premises with OpenShift or with EKS A, right, whichever option you want to take. But in terms of that standardization and governance and automation for your developers to move fast, there's no better product in the market right now when it comes to Kubernetes platforms than Rafay. >> Kevin, while we're here, why don't you plug EKS too, come on. >> Yeah, absolutely, why not? (group laughing) So yes, of course. EKS is AWS's managed Kubernetes offering. It's the largest managed Kubernetes service in the world. We help customers who want to adopt Kubernetes and adopt it wherever they want to run Kubernetes, whether it's in region or whether it's on the edge with EKS A or running Kubernetes on Outposts and the evolving portfolio of EKS services as well. We see customers running extremely high-scale Kubernetes clusters, excuse me, and we're here to support them as well. So yeah, that's the managed Kubernetes offering. >> And I'll give the plug for theCUBE, we'll be at KubeCon in Detroit this year. (Lisa laughing) Lisa, look, we're giving a plug to everybody. Come on. >> We're plugging everybody. Well, as we get to plugs, I think, Haseeb, you have a book to write, I think, on Kubernetes. And I think you're wearing the title. >> Well, I do have a book to write, but I'm one of those people who does everything at the very end, so I will never get it right. (group laughing) So if you want to work on it with me, I have some great ideas. >> Ghostwriter. >> Sure! >> But I'm lazy. (Kevin chuckles) >> Ooh. >> So we got to figure something out. >> Somehow I doubt you're lazy. (group laughs) >> No entrepreneur's lazy, I know that. >> Right? >> You're being humble. >> He is. So Haseeb, Kevin, thank you so much for joining John and me today, >> Thank you. >> talking about what you guys are doing at Rafay with EKS, the power, why you shouldn't hate k8s. We appreciate your insights and your time. >> Thank you as well. >> Yeah, thank you very much for having us. >> Our pleasure. >> Thank you. >> We appreciate it. With John Furrier, I'm Lisa Martin. You're watching theCUBE live from New York City at the AWS NYC Summit. John and I will be right back with our next guest, so stick around. (upbeat music) (gentle music)

>>Good morning from New York city, Lisa Martin and John furrier with the cube. We are at AWS summit NYC. This is a series of summits this year, about 15 summit globally. And we're excited to be here, John, with about 10,000 folks. >>It's crowded. New York is packed big showing here at 80 of us summit. So it's super exciting, >>Super exciting. Just a little bit before the keynote. And we have our first guest, Kevin Farley joins us the director of strategic alliances at Maria DB. Kevin, welcome to >>The program. Thank you very much. Appreciate you guys having us. >>So all of us out from California to NYC. Yeah, lots of eyes. We got keynote with Warner Vogels coming up. We should be some good news, hopefully. Yep. But talk to us about Maria DB Skys cloud native version released a couple years ago. What's going on? >>Yeah, well, it's, you know, Skys SQL for us is really a be on the future. I think when we think about like the company's real mission is it's just creating a database for everyone. It's it's any cloud, any scale, um, any size of performance and really making sure that we're able to deliver on something that really kind of takes advantage of everything we've done in the market to date. If you think about it, there's not very many startups that have a billion downloads and 75% of the fortune 500 already using our service. So what we're really thinking about is how do we bridge that gap? How do we create a natural path for all of these customers? And if you think about not just Maria DB, but anyone else using the sequel query language, all the, my people, what I think most Andy jazzy TK, anyone says, you know, it's about 10% of the market currently is in the clouds. That's 90% of a total addressable market that hasn't done it yet. So creating cloud modernization for us, I think is just a huge opportunity. Do >>You guys have a great history with AWS? I want to just step back, you mentioned some stats on, on success. Can you scope the size and track record of Maria DB for us real quick and set the table? Because I think there's a bigger picture going on that we've been tracking for the past 13 years we address is the role of the database has always been one of those things where they didn't believe a one database fits all things, right. You guys have been part of that track record scope, the size and scale of Maria DB, the usage, the use cases and some of the successes. >>Yeah. I mean, like I said, some of the stats are already threw out there. So, you know, it is pervasive, I think is the best way to put it. I think what you look at what the database market really became is very siloed. Right? I think there was a lot of unique solutions that were built and delivered that had promise, but they also had compromise. And I think once you look at the landscape of a lot of fortune 500 companies, they have probably 10 to 15 different database solutions, right? And they're all doing unique things. They're difficult to manage. They're very costly. So what Marie DB is always kind of focused on is how do we continue to build more and more functionality into the database itself and allow that to be a single source of truth where application developers can seamlessly integrate applications. >>So then the theme of this event in New York city, which is scale dot, dot, dot, anything must align quite well with Maria and your >>Objectives. I mean, honestly, I think when I think of the problems that most database, um, companies, um, face customers, I should say it, it really comes down to performance and scale. Most of them like Maria DB, like you said, they it's like the car, you know, and love you've been driving it for years. You're an expert at it. It works great, but it doesn't have enough range. It doesn't go fast enough. It's hitting walls. That modern data requirements are just breaking. So scale for me is the favorite thing to talk about because what we launched as MariaDB expand, which is a plugable storage engine that is integrated into Skye, and it really gives you dynamic scale. So you can scale in, you can scale out, it's not costly compute to try to get for seasonality. So you can make your black Friday numbers. It's really about the dexterity to be able to come in and out as you need in a share, nothing architecture with full failover sale healing, high availability, married to the cloud for full cloud scale. And that's really the beauty of the AWS partnership. >>Can you elaborate a bit more on the partnership? How long have you guys been partners? Where is it now anything exciting coming out? >>Yeah, it it's, it's actually been a wonderful ride. They've really invested from the very beginning we went for the satisfactory. So they really brought a lot of resources to bear. And I think if you're looking at why it works, um, it's probably two things. I think the number one thing is that we share one of the core tenants and it's customer obsession in a, in a, in an environment where there is co-opetition right. You have to find paths for how do you get the best thing for the customer? And the second is pretty obvious, but if you look at any major cloud, their number one priority is getting large mission critical workloads into their cloud because the revenue is exponential on the backside. So what do we own? Large mission critical workloads. So if you marry that objective with AWS, the partnership is absolutely perfect for driving true revenue, growth scale, and, and revenue across, across both entities in the partner ecosystem. >>So Kevin talk about the, um, the hybrid strategy, cuz you're seeing cloud operations. Yep. Go hybrid. Amazon announced AWS announced outpost like four years ago. Right now edge is super hot. Yeah. So you're seeing like most of the enterprise is saying mm-hmm <affirmative> okay. Love cloud love the cloud database, but I got the on-prem hybrid cloud operations. Right. So it's not just proprietary operations. It's cloud ops. Yeah. How do you guys fit into that? What's the story. >>We, we actually it's. I mean, there's, there's all these new deliverables outposts, you know, come out with a promise. What we have is a reality right now, um, one of the largest, um, networking companies, which I can't mention yet publicly, um, we want a really big sky SQL deal, but what they had manufacturing plants, they needed to have on-prem deployments. So Maria DB naturally syncs with sky SQL. It's the same technology. It works in perfect harmony. So we really already deliver on the promise of hybrid, but of course there's a lot more we can grow in that area. And certainly thinking about app posts and other solutions, um, is definitely on the, the longer term roadmap of what could make sense for in our customer. What, >>What are some of the latest things that, that you guys are doing now that you weren't doing a few years ago that customers should know about the audience should know about? >>I mean, I think the game changer, we're always innovating. I mean, when you're the company that writes the code owns the code, you know, we can do hot fixes, we can do security patches, we can always do the things that give you real time access to what you need. But I think the game changer is what I mentioned a little bit earlier. And I think it's really the, the holy grail of the cloud. It's like, how can we take the, the SQL query language, which is well over 50% of the open source market. Right. And how do we convert that seamlessly into the cloud? How do we help you modernize on that journey? And expand gives you the ability to say, I can be the small, I can be a small startup. I got my C round. I don't wanna manage databases. I can use the exact same service as the largest fortune 100 company that has massive global scale and needs to be able to drive that across globe. Yeah. So I think that's the beauty is that it's really a democratization of the database, >>At least that, you know, we've been covering the big data space for 10 years. Remember all those different conversations had do those days and oh, they have big data and right. But then it's like too hard to set up. Then you had that kind of period where you saw a spark and data lakes emerge. Yeah. Then you, now it almost seems, seems like now more than ever, there's a data revolutions back. Right. It was almost like a lull in the, in, in the, in the market a little bit. Yeah. I'm gonna democratize data science right now. You got data. So now it just seems to be an explosion at that level. What's your analysis on that? Because you you've been in, in, in the weeds and in the, in the, in this market for 10 years. Yeah. And nothing really changed. It's just now it's more ready. Yeah. I think what's your observation. Why >>Is that? I think that's a really good question. And I love it cuz I mean, what the promise of things like could do and net new technologies sort of, it was always out there, but it required this whole net new lift and how do I do it? How do I manage it? How do I optimize it? The beauty of what we can do with Maria DB is that sky SQLs, which you already know and love. Right? And now we can Del you can deliver a data lake on S3, right? You can pull that data. And we also have the ability to do both analytical data and transactional data from the same database. So you can write applications that can pull column, store data up into, um, your application, but you can also have all of your asset transactions, which are absolutely required for all of your mission critical business. So I think that we're seeing more and more adoption. You've seen other companies start to talk about bringing the different elements in, but we're the only ones that really >>Do it and SQL standardizing that front end. Yeah. Even better than ever before. All the stuff under the covers is all being connected. >>That's the awesome part is right. Is you're literally doing what you already know how to do, but you blow it out on the back end, married to the cloud. And that I think is the real revolution of what makes usability real in the data space. And I think that's what was always the problem before >>When you're in partner conversations, you mentioned co-opetition. Yeah. <laugh> so I think when you're in partner conversations and customer conversations, there is a lot of the, the there's a lot of competition out there. Absolutely. Everyone's got their own key messages. What are the key differentiators that you're saying AWS Marie to be together better? And here's why, >>Yeah. I, I think that certainly you, you start with the global footprint of AWS, right? So what we rely on the most is having the ability to truly deal with global customers in availability zones, they're gonna optimize performance from them. But then when we look at what we do that really changes the game, it comes down to scale and performance. We actually just ran, um, a suspense test against cockroach that also does distributed sequel. Absolutely. You know, the results were off the chart. So we went public and said, we have an open challenge. Anyone that wants to try to beat, um, expand and Skye will we'll if you can, we'll put $25,000 towards charity. So we really are putting our money where our mouth is on that challenge. So we believe the performance cuz we've seen it and we know it's real, but then it's really always about data scale. Modern data requirements are breaking the mold of charting. They're breaking the mold of all these bandaids that people have put in these traditional services. And we give them future. We, we feature proof their investments, so they can say, Hey, I can start here. But if I end up being a startup that becomes Airbnb, I'm already built to blow it out on the back end. I can already use what I have. >>Speaking of startups, being the next Airbnb. If you look at behind us here, you can see, this is a really packed event in New York city events are back, but the ecosystem here is even flourishing. So Dave and I and Lisa were observing that we're still kind of in a growth mode, big time. So yeah, there's some market forces headwinds for the big unicorns, overfunded, you know, public companies, maybe the valuations are a little bit off, but there's still a surge of new innovations, new companies coming out of this. Um, and it's all around data and scale. It's all around new names. We've never heard of. Absolutely. What's your take on >>Reaction? Well, actually another awesome segues cuz in addition to the public clouds, I manage the ecosystem. And one of the things that we've really been focused on with Skys SQL is making it accessible API accessible. So if you're a company that has a huge Marine DB footprint change data capture might be the most important thing for you to say, we wanna do this, but we want you to stay in sync with our environments. Um, things like monitoring, things like BI, all of these are ecosystem plays and current partners that we have, um, that we really think about how do you holistically look at not only the database and what it can do, but how does it deliver value to different segments of your customer base or just your employee base that are using that stuff? So I think that's huge for us. >>Well, you know, one of the things that we talk often about is that every company, these days, regardless of industry, has to be a data company. Yep. You've gotta be able to access the data glean insights from an act on it quickly, whether it's manufacturing, retail, healthcare, are there any verticals in where Maria DB really excels? >>Um, so certainly we Excel in areas like financial services is huge DBS bank. Um, in APAC, one of our biggest customers, also one of the largest Oracle migrations, probably the, that we've ever done. A lot of people trying to get off Oracle, we make it seamless to get into Maria DB. Um, you can think about Samsung cloud and another, their entire consumer cloud is built on Maria DB, why it's integrated with expand right seasonality. So there's customers like that that really bring it home for us as far as ServiceNow tech sector. Right? So these are all different ones, but I think we're really strong in those >>Areas. So this brings up a good point. Dave and I a coined a term called super cloud at reinvent and Lisa and Dave were at multiple events we're together at events. And so a lot of people are getting behind this cuz it's multi-cloud sounds like something's broken. Yes. But so we call it super cloud because customers are building on top of ecosystems like Maria DB and others. Yeah. Not just AWS SOS does all the CapEx absolutely provide the value. So now people are having this new super cloud moment. We' saying we can get all the benefits of cloud scale mm-hmm <affirmative> without actually being a cloud. Right. So this is where the next gen layer comes. What's your reaction to, to super cloud. Do you think it's a thing? >>Well, I think it's a thing in the sense, from our perspective as an ISV, we're, we're laser focused on making sure that we support any cloud and we have a truly multicloud cloud platform. But the beauty of that as well is from a single UI, you're able to deploy databases in different clouds underneath that you're not looking at so you can have performance proximity, but you're still driving it through the same Skys UI. So for us it's, it's unequivocally true. Got it. And I think it's only ISVs like Maria DB that can deliver on that value because >>You're enabling, >>We're enabling it. Right. We partner, we build on top of everything. Right. So we can access everything underneath >>And they can then build on top of you. >>Sure, exactly. And that's exactly where it goes. Right? Yeah. So that, I think in that sense, the super cloud is actually already somewhat real. >>It's interesting. You look at the old, it spend, you take a big company. I won't say a name, but a leader in a, a vertical, they have such a big spend. Now they can leverage that spend in with the super cloud model. They then could become a service provider in the vertical. Absolutely capital one S doing it. Yeah. You're seeing, um, Goldman Sachs doing it. They have the power on the spend that they're leveraging in for their business and servicing their vertical and the smaller players. Do you see that trend? >>Well, I think that's the reality is that everyone is getting this place where if you're talking about sort of this broader super concept, you're talking about global scale, right? That's if in order to deliver a backbone that can service that model, you have to have the right data structure and the right database footprint to be able to scale. And I think that's what they all need to be able to do. And that's what we're really well positioned with Skys >>To enable companies, as we talked about a minute ago to truly become data companies. Yeah. And to be competitive and to scale on their own, where are your customer conversations? Are they at the C-suite level? Has that changed in the last couple of years? >>Uh, that's actually a really great way to state that question because I think you would've traditionally probably talked more to, um, the DBAs, right? They're the people that are having headaches. They're having problems. They're, they're trying to solve. We see a lot of developers now tons, right? They're thinking about, I have this, I have this new thing that I need to do to deliver this new application. And here's the requirements and the current model's broken. It doesn't optimize that it's a lot of work and it's hard to manage. So I think that we're in a great position to be able to take that to that next phase and deliver. And then of course, as you get deeper in with AWS, you're talking about, you know, CIO level, CISO level, they're they need to understand how do you fit into our larger paradigm. And many of these guys have, you know, hundreds of million dollar commits with AWS. So they think of their investment in the sense of the cloud stack. And we're part of that cloud stack, just like AWS services. So those conversations continue to happen certainly with our larger customers, cuz it truly is married. >>It is. And they continue to evolve. Kevin, thank you so much >>For joining. You're welcome. Great, >>John and me talking about what's going on with Maria >>D. Thank you, John. Thank you, Lisa. On behalf of Maria B, it was wonderful. Really >>Appreciate it. Fantastic as well for John furrier. I'm Lisa Martin. You're watching the cube live from New York city at AWS summit NYC, John and I we're back with our next guest in a minute.

>>Drew and I are pleased to welcome Kevin Warda. Who's the director of information technology services at the Hotchkis school, a very prestigious and well respected boarding school in the beautiful Northwest corner of Connecticut. Hello, Kevin? >>Hello. It's nice to be here. Thanks for having me. >>Yeah, you, you bet. Hey, tell us a little bit more about the Hotchkis school and your role. >>Sure. The hacha school is an independent boarding school, grades nine through 12, as you said, very prestigious and in an absolutely beautiful location on the deepest freshwater lake in Connecticut, we have 500 K 500 acre main campus and a 200 acre farm down the street. My role is as the director of information technology services, essentially to oversee all of the technology that supports the school operations, academics, sports, everything we do on campus. >>Yeah. And you've had a very strong history in the educational field, you know, from that lens what's, what's the unique, you know, or not unique, but the pressing security challenge that's top of mind for you. >>I think that it's clear that educational institutions are a target these days, especially for ransomware. We have a lot of data that can be used by threat actors and schools are often underfunded in the area of it, security it in general sometimes. So I think threat actors often see us as easy targets or at least worthwhile to try to get into, >>Because specifically you are potentially spread thin underfunded. You gotta, you, you got students, you got teachers. So there really are some, are there any specific data privacy concerns as well around student privacy or regulations that you can speak to? >>Certainly because of the fact that we're an independent boarding school, we operate things like even a health center. So data privacy regulations across the board in terms of just student data rights Ferra, some of our students are under 18. So data privacy laws such as Copa apply HIPAA can apply. We have PCI regulations with many of our financial transactions, whether it be fundraising through alumni development, or even just accepting the revenue for tuition. So it's, it's a unique place to be. Again, we operate very much like a college would, right? We have all the trappings of a, of a private college in terms of all the operations we do. And that's what I love most about working education is that it's, it's all the industries combined in many ways. >>Very cool. So let's talk about some of the defense strategies from a practitioner point of view, then I want to bring in, in drew to the conversation. So what are the, the best practice and the right strategies from your standpoint of defending your, your data? >>Well, we take a defense and depth approach. So we layer multiple technologies on top of each other to make sure that no single failure is a key to getting beyond those defenses. We also keep it simple. You know, I think there's some core things that all organizations need to do these days in including, you know, vulnerability scanning, patching using multifactor authentication and having really excellent backups in case something does happen. >>Drew, are you seeing any similar patterns across other industries or customers? I mean, I know we're talking about some uniqueness in the education market, but what, what, what can we learn from other adjacent industries? >>Yeah, I, you know, Kevin is spot on and I love hearing what, what he's doing going back to our prior conversation about zero trust, right? That defense in depth approach is beautifully aligned, right? With a zero trust approach, especially things like multifactor authentication, always shocked at how few folks are applying that very, very simple technology and, and across the board, right? I mean, Kevin is referring to, you know, financial industry, healthcare industry, even, you know, the security and police, right. They need to make sure that the data that they're keeping evidence right. Is secure and imutable right, because that's evidence, >>Well, Kevin paint a picture for us, if you would. So you were primarily on, Preem looking at potentially, you know, using more cloud, you were a VMware shop, but tell us, paint a picture of your environment, kind of the applications that you support and, and the kind of, I wanna get to the before and the, after wasabi, but start with kind of where you came from. >>Sure. Well, I came to the hatchet school about seven years ago and I had come most recently from public K12 and municipal. So again, not a lot of funding for it in general security or infrastructure in general. So Nutanix was actually a solu, a hyperconverged solution that I implemented at my previous position. So when I came to Hodges and found mostly on-prem workloads, everything from the student information system to the card access system, that students would use financial systems, they were almost all on premise, but there were some new SAS solutions coming in play. We had also taken some time to do some business continuity planning, you know, in the event of some kind of issue. I don't think we were thinking about the pandemic at the time, but certainly it helped prepare us for that. So as different workloads were moved off to hosted or cloud based, we didn't really need as much of the on premise compute and storage as, as we had. And it was time to retire that cluster. And so I brought the experience I had with Nutanix with me, and we consolidated all that into a, a hyper-converged platform, running Nutanix AV, which allowed us to get rid of all the cost of the VMware licensing as well. And it is an easier platform to manage, especially for small it shops like ours. >>Yeah. AHV is the Acropolis hypervisor. And so you migrated off of VMware avoidance V the VTax avoidance. That's a common theme among Nu Nutanix customers. And now did you consider moving into AWS? You know, what was the catalyst to consider wasabi as part of your defense strategy? >>We were looking at cloud storage options and they were just all so expensive, especially in egress fees to get data back out, WASA became across our, our desks. And it was such a low, low barrier to entry to sign up for a trial and get, you know, terabyte for a month. And then it was, you know, $6 a month for terabyte. After that, I said, we can try this out in a very low stakes way to see how this works for us. And there was a couple things we were trying to solve at the time. It wasn't just a place to put backup, but we also needed a place to have some files that might serve to some degree as a content delivery network. Some of our software applications that are deployed through our mobile device management needed a place that was accessible on, on the internet that they could be stored as well. >>So we were testing it for a couple different scenarios and it worked great, you know, performance wise, fast security wise. It has all the features of, of S3 compliance that works with, with Nutanix and anyone who's familiar with S3 permissions can apply them very easily. And then there was no egress fees. We can pull data down, put data up at will, and it's not costing us any extra, which is excellent because especially in education, we need fixed costs. We need to know what we're gonna spend over a year before we spend it and not be hit with, you know, bills for, for egres or, or because our workload or our data storage footprint grew tremendously. We need, we need that. We, we can't have the variability that the cloud providers would give us. >>So Kevin, you, you explained you're hypersensitive about security and privacy for obvious reasons that we discussed. Were you concerned about doing business with a company with a funny name? Was it the trial that got you through that knothole? How did you address those, those concerns as an it practitioner? >>Yeah, anytime we adopt anything, we go through a risk review. So we did our homework and we checked the funny name really means nothing. There's lots of companies with funny names. >>I think we don't go based on the name necessarily, but we did go based on the history understanding, you know, who started the company, where it came from and really looking into the technology, understanding that the value proposition, the ability to, to provide that lower cost is based specifically on the technology, in which it lays down data. So, so having a legitimate, reasonable, you know, excuse as to why it's cheap, we weren't thinking, well, you know, you get what you pay for it. It may be less expensive than alternatives, but it's, it's not cheap. It's not, you know, it's, it's reliable. And that was really our concern. So we, we did our homework for sure before even starting the trial, but then the trial certainly confirmed everything that we had learned. >>Yeah. Thank you for that. Drew explain the whole egres charge. We hear a lot about that. What do people need to know? >>First of all, it's not a funny name, it's a memorable name, date, just like the cube. Let's be very clear about that. Second of all egres charges. So, you know, other storage providers charge you for every API call, right? Every get every, put every list, everything okay. It's, it's part of their, their, you know, their, their process. It's part of how they make money. It's part of how they cover the cost of all their other services. We don't do that. And I think, you know, as, as Kevin has pointed out, right, that's a huge differentiator because you're talking about a significant amount of money above and beyond. What is the list price? In fact, I would tell you that most of the other storage providers, hyperscalers, you know, their list price, first of all, is, is, you know, far exceeding anything else in the industry, especially what we offer and then right. Their, their additional cost, the egres cost, the API requests can be two, three, 400% more on top of what you're paying per terabyte. >>So you used the little coffee analogy earlier in our conversation. So I'm, here's what I'm imagining. Like I have a lot of stuff. Right. And, and I, I, I had to clear up my bar and I put some stuff in storage, you know, right down the street and I pay them monthly. I can't imagine having to pay them to go get my stuff. That's kinda the same thing here. >>Oh, that's a great metaphor, right. That, that storage locker, right? Yeah. You know, can you imagine every time you wanna open the door to that locker and look inside having to pay a fee? >>No, no, that would be annoying. >>Or, or every time you pull into the yard and you want to put something in that storage locker, you have to pay an access fee to get to the yard. You have to pay a door opening fee. Right. And then if you wanna look and get an inventory of everything in there, you have to pay and it's ridiculous. Yeah. It's your data, it's your storage, it's your locker. You've already paid the annual fee probably cuz that they gave you a discount on that. So why shouldn't you have unfettered access to your data? That's what wasabi does. And I think as Kevin pointed out, right, that's what sets us completely apart from everybody >>Else. Okay, good. That's helpful. It helps us understand how Wasabi's different. Kevin. I'm always interested when I talk to practitioners like yourself in, in, in learning what you do, you know, outside of the technology, what are you doing in terms of educating your community and making them more cyber aware? Do you have training for students and faculty to learn about security and, and ransomware protection? For example? >>Yes. Cyber security awareness training is definitely one of the required things everyone should be doing in their organizations. And we do have a program that we use and we try to make it fun and engaging too. Right? This is, this is often the checking, the box kind of activity. Insurance companies require it, but we wanna make it something that people want to do and wanna engage with. So even last year, I think we did one around the holidays and kind of pointed out the kinds of scams they may expect in their personal life about, you know, shipping of orders and time for the holidays and things like that. So it wasn't just about protecting our school data. It's about the fact that, you know, protecting their information is something you do in all aspects of your life. Especially now that the folks are working hybrid off of working from home with equipment from the school, this stakes are much higher and people have a lot of our data at home. And so knowing how to protect that is important. And so we definitely run, run those programs in a way that, that we want to be engaging and fun and memorable so that when they do encounter those things, especially email threats, they know how to handle them. >>So when you say fun, it's like you come up with an example that we can laugh at until of course we click on that bad link, but I'm sure you can, you can come up with a lot of interesting and engaging examples. Is that what you're talking about? About having fun? >>Yeah. I mean, sometimes they are kind of choose your own adventure type stories. You know, they, they, they, they stop as they run. So they're, they're, they're telling a story and they stop and you have to answer questions along the way to keep going. So you're not just watching a video, you're engaged with the story of the topic. Yeah. That's why I think is, is memorable about it, but it's also, that's what makes it fun. It's not, you're not just watching some talking head saying, you know, to avoid shortened URLs or to check, to make sure, you know, the sender of, of the email. Now you you're engaged in a real life scenario story that you're kind of following and making choices along the way and finding out was that the right choice to make or maybe not. So that's where I think the learning comes in. >>Excellent. Okay, gentlemen, thanks so much. Appreciate your time. Kevin drew awesome. Having you in the cube. >>My pleasure. Thank you. >>Yeah. Great to be here. Thanks. Okay. In a moment, I'll give you some closing thoughts on the changing world of data protection and the evolution of cloud object storage. You're watching the cube, the leader in high tech enterprise coverage.

(uplifting music) >> The data lake we see is evolving and ChaosSearch has built some pretty cool tech to enable customers to get more value out of data that's in lakes so that it doesn't become stagnant. Time to dig deeper, dive deeper into the water. We're here with Kevin Miller, who's the vice president and general manager of S3 at Amazon Web Services. We're going to talk about activating S3 for analytics. Kevin, welcome. Good to see you again. >> Yeah, thanks, Dave. It's great to be here again. >> So S3 was the very first service offered by AWS 15 years ago. We covered that out in Seattle. It was a great event you guys had. It has become the most prominent and popular example of object storage in the marketplace. And for years, customers use S3 as simple, cheap data storage, but because there's so much data now stored in S3, customers are looking to do more with the platform. So, Kevin, as we look ahead to reinvent this year, we're super excited about that, what's new? What's got you excited when it comes to the AWS flagship storage offering? >> Yeah, Dave. Well, that's right. And we're definitely looking forward to reinvent. We have some fun things that we're planning to announce there, so stay tuned on those. But, I'd say that one of the things that's most exciting for me as customers do more with their data and look to store more, to capture more of the data that they're generating every day, is our storage class that we had an announce a few years ago. But we actually just announced some improvements to the S3, intelligent-tiering storage class. And this is really our storage class, the only one in the cloud at this point that delivers automatic storage cost savings for customers where the data access patterns change. And that can happen, for example, as customers have some data that they're collecting and then a team spins up and decides to try to do something more with that data, and that data that was very cool and sitting sort of idle is now being actively used. And so with intelligent tiering, we're automatically monitoring data. And then, for customers there's no retrieval costs and no tiering charges. We're automatically moving the data into an access tier that reduces their costs, though, when that that data is not being accessed. So we've announced some improvements to that just a few months ago. And I'll just say, I look forward to some more announcements at reinvent, that will continue to extend what we have in our intelligent-tiering storage class. >> That's cool, Kevin. I mean, you've seen, you know, that technology, that tiering concept had been around, you know. But since back in the mainframe days the problem was it was always inside a box. So you didn't have the scale of the cloud and you didn't have that automation. So, I want to ask you, as the leader of S3, that business, when you meet with customers, Kevin, what do they tell you that they're facing as challenges when they want to do more, get better insights out of all that data that they've moved into S3? >> Well, I think that's just it, Dave. I think that most customers I speak with, of course they have the things that they want to do with their storage costs, you know: reducing storage costs and just making sure they have capacity available. But increasingly I think the real emphasis is around business transformation. What can I do with this data, that's very unique and different that unlike, you know, prior optimizations where it would just reduce the bottom line, they're saying, what can I do that will actually drive my top line more by either, you know, generating new product ideas, allowing for faster closed-loop process for acquiring customers? And so it's really that business transformation and everything around it that I think is really exciting. And for a lot of customers, that's a pretty long journey. And helping them get started on that, including transforming their workforce, and up-skilling, you know, parts of their workforce to be more agile and more oriented around software development, developing new products using software. >> So when I first met the folks at ChaosSearch, Thomas took me through sort of the architecture with Ed as well. They had me at "you don't have to move your data." That was the grabber for me. And there are a number of public customers, Digital River, Blackboard, or Klarna, we're going to get the customer perspective little later on, and others, that use both AWS S3 and ChaosSearch. And they're trying to get more out of their S3 data and execute analytics at scale. So, wonder if you could share with us, Kevin, what types of activities and opportunities do you see for customers like these that are making the move to put their enterprise data in S3, in terms of capabilities and outcomes that they are trying to achieve and are able to achieve beyond using S3 as just a bit bucket? >> Right. Well, Dave, I think you hit the nail on the head when you talk about outcomes. 'Cause that, I think, is key here. Customers want to reduce the time it takes to get to a tangible result that affects their business, that improves their business. And so that's one of the things that excites me about what ChaosSearch is doing here, specifically is that automatic indexing. Being able to take the data, as it is, in their bucket, index it and keep that index fresh and then allow for the customers to innovate on top of that and to try to experiment with a new capability, see why it works and then double down on the things that really do work to drive that business. And so, I just think that that capability reduces the amount of what I might call undifferentiated heavy-lifting the work to just sort of index and organize and catalog data. And instead allow customers to really focus on here's the idea, let's try to get this into production or into a test environment as quickly as possible to see if this can really drive some value for our business. >> Yeah, so you're seeing that sort of value that you've mentioned, the non-differentiated heavy-lifting, moving up the stack, right? It used to just be provisioning and managing the storage. Now it's all the layers above that. And we're going beyond that. So my question to you, Kevin, is, how do you see the evolution of all this data at scale? I'm especially interested as it pertains to data that's, of course, in S3, which is your swim lane. When you talk to customers who want to do more with their data and analytics, and, by the way, even beyond analytics, you know, where it's having conversations now in the community about building data products and creating new value. But how do you respond and how do you see ChaosSearch fitting in to those outcomes? >> Well, I think that's it, Dave. It's about kind of going up the stack and instead of spending time organizing and cataloging data, particularly as the data volumes get much larger. When modern customers and modern data lakes that we're seeing, quickly go from a few petabytes to tens, to hundreds of petabytes or more. And, when you're reaching that kind of scale of data, a single person can't reasonably kind of wrap their head around all that data, you need tools. S3 provides a number of first party tools. And, you know, we're investing in things like our S3 batch operations to really help give the end users of that data, the business owners that leverage to manage their data at scale and apply their new ideas to the data and generate, you know, pilots and production work that really drives their business forward. And so I think that, you know, ChaosSearch, again, I would just say is a good example of, you know, the kind of software that I think helps go upstack, automate some of that data management, and just help customers focus really specifically on the things that they want to accomplish for their business. >> So this is really important. I mean, we've talked for well over a decade, how to get more value out of data, and it's been challenging for a lot of organizations. But we're seeing themes of scale, automation, fine-grain tooling ecosystem participating on top of that data and then extracting that data value. Kevin, I'm really excited to see you face to face at Reinventing, and learn more about some of the announcements that you're going to make. We'll see you there. >> Yeah. Stay tuned. Looking forward to seeing you in person. Absolutely. >> All right. Great to have Kevin on. Keep it right there because in a moment we're going to get the customer perspective on how a leading practitioner is applying ChaosSearch on top of S3 to create business value from data. You're watching The Cube, your leader at digital high-tech coverage. (uplifting music)

>>Welcome back. I really liked the drill down a data lakes with ed Walsh and Thomas Hazel. They building some cool stuff over there. The data lake we see it's evolving and chaos search has built some pretty cool tech to enable customers to get more value out of data that's in lakes so that it doesn't become stagnant. Time to dig, dig deeper, dive deeper into the water. We're here with Kevin Miller. Who's the vice president and general manager of S3 at Amazon web services. We're going to talk about activating S3 for analytics. Kevin, welcome. Good to see you again. >>Yeah, thanks Dan. It's great to be here again. So >>S3 was the very first service offered by AWS 15 years ago. We covered that out in Seattle. It was a great event you guys had, it has become the most prominent and popular example of object storage in the marketplace. And for years, customers use S3 is simple, cheap data storage, but because there's so much data now stored in S3 customers are looking to do more with the platform. So Kevin, as we look ahead to reinvent this year, we're super excited about that. What's new. What's got you excited when it comes to the AWS flagship storage offering. >>Yeah. Dan, well, that's right. And we're definitely looking forward to reinvent. We have some fun things that we're planning to announce there. So stay tuned on those, but I'd say that one of the things that's most exciting for me as customers do more with their data and look to store more, to capture more of the data that they're generating every day is our storage class that we had an announced a few years ago, but we, we actually just announced some improvements to the S3 intelligent tiering storage class. And this is really our storage class. The only one in the cloud at this point that delivers automatic storage cost savings for customers where the data access patterns change. And that can happen. For example, as customers have some data that they're collecting and then a team spins up and decides to try to do something more with that data and that data that was very cool and sitting sort of idle is now being actively used. And so with intelligent tiering, we're automatically monitoring data. And then there's for customers. There's no retrieval costs and no tiering charges. We're automatically moving the data into an access tier that reduces their costs though. And that data is not being accessed. So we've announced some improvements to that just a few months ago. And I'll just say, I look forward to some more announcements at reinvent that will extend, continue to extend what we have in our intelligent tiering storage class. >>That's cool, Kevin. I mean, you've seen, you know, that technology, that tiering concept had been around, you know, but since back in the mainframe days, the problem was, it was always inside a box. So you, you didn't have the scale of the cloud and you didn't have that automation. So I want to ask you as the leader of that business, when you meet with customers, Kevin, what do they tell you that they're there they're facing as challenges when they want to do more, get better insights out of all that data that they've moved into S3? >>Well, I think that's just it, Dave. I think that most customers I speak with they, of course they have the things that they want to do with their storage costs and reducing storage costs and just making sure they have capacity available. But increasingly I think the real emphasis is around business transformation. What can I do with this data? That's very unique and different than either that unlike, you know, prior optimizations where it would just reduce the bottom line, they're saying, what can I do that will actually drive my top line more by either, you know, generating new product ideas, um, allowing for faster, you know, close, closed loop process for acquiring customers. And so it's really that business transformation and all, everything around it that I think is really exciting. And for a lot of customers, that's a pretty long journey and, and helping them get started on that, including transforming their workforce and up-skilling, you know, parts of their workforce to be more agile and more oriented around software development, developing new products using software. >>So w when I first met the folks at, at chaos search, you know, Thomas took me through sort of the architecture w with ed as well. They had me at, you don't have to move your data. That was saying that was the grabber for me. And there are a number of public customers that digital river, uh, Blackboard or Klarna, we're going to get the customer perspective little later on and others that use both AWS S3 and chaos search. And they're trying to get more out of their, their S3 data and execute analytics at scale. So wonder if you could share with us Kevin, what types of activities and opportunities do you see for customers like these that are making the move to put their enterprise data in S3 in terms of capabilities and outcomes that they are trying to achieve and are able to achieve beyond using S3 is just a Bitbucket, >>Right? Well, Dan, I think you hit the nail on the head when you talk about outcomes. Cause that I think is, is key here. Customers want to reduce the time it takes to get to a tangible result that it affects the business that improves their business. And so that's one of the things that I excites me about what CAS search is doing here specifically is that automatic indexing, being able to take the data as it is in their bucket, index it and keep that index fresh and then allow for the customers to innovate on top of that and to try to experiment with a new capability, see, see what works and then double down on the things that really do work to drive that business. And so I just think that that capability reduces the amount of what I might call undifferentiated, heavy, lifting the work to just sort of index and organize and catalog data. And instead allow customers to really focus on here's the idea. Let's try to get this into production or into a test environment as quickly as possible to see if this can really drive some value for our business. >>Yeah. So you're seeing that sort of value that you've mentioned the non-differentiated heavy lifting, moving up the stack, right. It used to just be provisioning and managing the, now it's all the layers above that and it would go and beyond that. So my question to you, Kevin, is how do you see the evolution of this, all this data at scale I'm especially interested in, as it pertains to data that's of course, an S3, which is your swim lane. When you talk to customers who want to do more with their data and analytics, and by the way, even beyond analytics, you know, where it's having conversations now in the community about, about building data products and creating new value, but how do you respond and how do you see chaos search fitting in to those outcomes? >>Well, I think that's, that's it Dave, it's about kind of going up the stack and instead of spending time organizing and cataloging data, particularly as the data volumes give much larger when the modern customers and modern data lakes that we're seeing quickly go from a few petabytes to tens, to hundreds of petabytes or more. And when you reaching that kind of scale of data, it's a single person can reasonably kind of wrap their head around all that data. You need tools as three provides a number of first party tools and, you know, we're investing in things like our S3 batch operations to really help give the end users of that data, the business owners that leverage to manage their data at scale and apply their new ideas to the data and generate, you know, pilots and production work that really drives their business forward. And so I think that, you know, cast search again, I would just say as a good example of, you know, the kind of software that I think helps go, upstack automate some of that data management and just help customers focus really specifically on the things that they want to accomplish for their, their business. >>So this is, >>I mean, we've talked for well over a decade, how to get more value out of data. And it's been challenging for a lot of organizations, but we're seeing, we're seeing themes of scale automation, fine-grain tooling ecosystem participating, uh, on top of that data and then extracting that, that data value who Kevin, I'm really excited to see you face to face at re-inventing and learn more about some of the announcements that you're going to make. We'll see you there. >>Yeah. Stay tuned. Looking forward to seeing in person absolutely >>Have Kevin on, keep it right there because in a moment we're going to get the customer perspective on how a leading practitioner is applying chaos search on top of S3 to create a business value from data you're watching the cube, your leader, digital high tech coverage.

>>From the Bellagio hotel in Las Vegas, it's the cube covering UI path forward for brought to you by UI path. >>Welcome back to the queue. We are live at the Bellagio in Las Vegas, Lisa Martin, with Dave Volante UI path forward for it is so great to be sitting in an anchor desk next to Dave and with guests in person, we're going to be talking about automation workforce of the future. I've got two guests here with Dave and me. Kevin crone is here intelligent automation and digital upskilling leader from PWC. Kevin. Welcome. Thank you. Can't wait to talk about upskilling and Bettina Koblick is here the chief people officer at UiPath. Welcome to the program. Thanks for having me. So, as I understand that PWC has embedded UI path into a couple of product offerings. One of them we're going to talk about today, Kevin that's pro pro edge. Talk to me about that. What is that? >>So, um, as we look at, uh, challenges that C-suite leaders are facing, I think one of the biggest emerging challenges right now is around the topic of upscaling. There's the number of jobs that are being displaced, um, is growing by automation. But on the flip side, the number of jobs that are emerging is actually greater and there is a consistent challenge that gets cited there. All of our research through our CEO survey, their work we've done with the world economic forum and other sources around the need to fill that gap. And most leaders feel like they're not doing a good job to, to fill that. So, um, we at PWC have invested in developing a, a new software product called pro edge, which is really focused on, um, identifying the skills needed for the future, teaching those skills and helping to scale the usage of the skills and the organization. And one of the key skills as we look at the digital space is UI path. And we really think that, you know, teaching non technologists around the use of tools like robotic process automation is going to be one of those critical kind of must have skills in the future. >>And patina, you guys are using pro edge. Why, why, why? I mean, you're like the automation pros, what do you need? >>We need it because we have the same, um, challenges that every other company has that introduced us automation, right? People, um, people's time, their tasks that they have been doing are basically displaced. Um, and we're trying to figure out how do we up-skill re-skill how do we position people who now no longer are work working on maybe 50% of what they've done in the past for their next role? Um, so it's incredibly important for us, >>You know, you know this well, Tina and Kevin, you as well, when, when the automation trend RPA first hit, it was like, oh yeah, the trade press, come on. It's going to take away jobs, blah, blah, blah. Now we're working perpetual workdays, right? We all weekend all night, you never stopped working. You're always on. So I think people will brace automation, but as the chief people officer, first of all, how, how was it getting through the pandemic? And have you seen, I presume that UI path folks embrace automation, of course it's in your DNA, but have you seen others sort of, is that narrative done in, is COVID effected that >>I think COVID has affected it, um, for a number of reasons, because so many things shifted in how we do work. Number one, and I can talk about that a little more, but I yesterday I was in a customer advisory board meeting actually with Kevin. And the biggest conversation was not about the technology. It was around what happens when automation is introduced to a company and what happens with people, um, as to whether they want, they're willing to adopt, embrace, have an automation mindset. So that conversation isn't done at all. And it's probably one of the biggest conversations after, you know, adopting the technology, trying to introduce it as how do you drive adoption. And a lot of that is people's people's ability to understand how it will make their life easier, but then not be afraid about what's next. Uh, so I think it's absolutely still a conversation. I don't know if you feel the same. Yeah, >>Yeah. It it's been interesting. I think during the pandemic cause peoples, you know, day to day work lives have gone up ended and he start to think about, um, you know, the, the mixture between what I'll call kind of transaction oriented type work versus analytical type work. And if it just, you know, historically everyone's always said we should do less transaction work and more analytic work. But I think the pandemic was almost like forced that conversation on steroids and people's lot. You I've had to figure out that, like, I don't want to do this type of work and I'm being, I have more demands on me and I'm being asked to do other things, how can I do this more effectively? And so part of this becomes learning these skills to automate the things in front of you right now, the part of this becomes, I need to be able to, to actually have that analytical skill set in the future. And I think that is almost a precursor for what we see happening. And that was, that was the fun part of the conversation yesterday is thinking about, okay, well, what is the, you know, what is the, uh, the accounting analyst role five years from now and what someone does today versus what someone does in five years and how do you actually plan for that, >>The patina, where in your organization, like who's using it and talk to me about the adoption and their willingness to embrace it. >>Yeah. So we are, we've introduced it to our finance organization. One of the reasons we did that is because our finance organization is also a big user of automation, right? So, um, what's been really interesting is that because the technology or because pro edge kind of takes biases out of mapping, what a person can do, um, what learning paths there are for them and what their job will look like in the future, in which job do they go to or could be a potential path. I think it actually motivates people much beyond having work shifting because of automation. Because in addition, you also get to see a path, right. And everywhere you turn, just want to know what's the possibility for the future. So, um, while I'd like to say it was genius for us to envision that it's, it's a pleasant surprise and something, we should talk about more, >>I'm sensing a journey. It's always the case where I know I call it the force March to digital. We were thrown into this. And so, so much was unknown. And I know our team, I mean our producers and it's death by a thousand paper cuts in any one individual thing is not that bad, but yeah, the Moffitt, it's just, that's what kills your work day, your work week and your mental health. And so maybe it's, that's kind of the starting point is, are pigs a band-aid for, for, for, for that fundamental, but then it's wow. I can see the light bulb goes off. I can see the potential, that's where the digital upskilling comes in. I mean, maybe that's oversimplifying it, but how do you see that journey? Yeah. >>Yeah. I think there's a couple of different pieces with this cause, you know, and it goes back to the divide between the things you need to do now. And how do you think about making your life easier, but then it really goes to what you need to do in the future. And that journey to actually get there is tough because it's not just a question of, Hey, I need to pick up a textbook or pick up an online training module. And I'm just going to become an expert. It's really thinking about what are the, what's the combination of different skills. I need to learn. Some of that's going to be hands on technical skills. It's going to be platforms like UI path. It may be other complimentary platforms in the analytics space and other things. Um, some of this may also be on the kind of softer side. >>How do I learn how to work in a more agile way and have a design thinking mindset, have a product mindset, but then it's really how's that going to change my role in the future. And how do I actually, for lack of a better word, start to embed these practices in my job in a way that I'm actually learning these skills and it will stick. And how do you actually manage that co culture change? Um, for lack of better word over time. That was probably the biggest thing I picked up from yesterday was just some of this talk around change management and culture, uh, which is, you know, we, we have a lot of, for lack of better word techie. Cause if this conference would like to think about all the cool stuff that technology doing, but the big lesson learned is really, you know, you actually have to make the stick inside an organization. >>And in the last year, Kevin, I'm curious about the adoption because you know, everything we've seen so much acceleration in the last year that digital acceleration, the acceleration in automation, we've also seen tremendous, uh, people and from a cultural perspective, I'd love to, for you to shed some light on what you've seen since you've rolled this product out, how is the pandemic, has it been an enabler of that change management and that cultural change, which historically is very hard to do. >>It's very hard. And I think this, if, if I want to CFO or COO two years ago and talked about the skills gap in what was happening, the organization, I would probably get someone that would be on and say, okay, yeah, that, that, that is happening. We need to think about this, but I got 50 other things I need to worry about. You know, I think over the past year a while, things like, you know, TA TA, well, time is a big, uh, luxury or having excess time is a big luxury that most people don't have. I think there's a recognition that, um, it's a challenging work environment right now. We're trying to get more done. People are not in person. Um, people have, you know, there's issues with, with mental health and other challenges and there's, uh, almost like a renewed focus on how do we make employees lives better and better can mean different things. >>But when I think about it, it's, it's giving people a hope that they have a future career path, that their job is not going to be eliminated, that they're developing the right skills and they're being given the capacity to actually do that now. And so a lot of the discussions have really been are around that fact. And I would say probably more so than the traditional just cost saving discussion than most automation, um, threads in with RPA begin with this really, you know, became, um, we need to do this and we need to, you know, send a message to our employees that we really care about you. And this is something that is really going to be us investing in you as a perk in the future. >>What's the role of the head of human capital management in the context of automation? Is she the champion? Is she the therapist? Is she the change agent? Well, how do you see that? >>Well, clearly he should have been talking to the head of people, um, two years ago. We even, because, uh, the way I think about it, and I think a lot of people in my role think about it is, you know, a CFO really looks after the financial health of the company. Um, the focus for us is looking after the people, health of the company, right? And so I think, um, in my career, what I've learned is that change is constant. We all know this and, um, change for people is difficult. So the way I think about introducing new technology, introducing automation, introducing anything that changes or being forced to change because of something like a pandemic, um, what I really ended up thinking a lot about is how does that impact people and how do we, how do we help them through it? Um, so that's my lens. And I think that's a chief people officer lens to all of this, but makes a perfect partnership with platforms that make this easy for us. Because if you can imagine, uh, a C-suite person comes to, uh, comes to an HR department and says, tell me what we should do here. How do we develop all our people? And it's, it's an overwhelming task. What pro edge does is just beautifully delivers this on a platter, um, in a way that we could never do manually. So it's >>Talk to me a little bit Bettina about the last year and a half. And obviously as being the chief people, officer, you came in, you said about five months ago, but obviously during a very, very challenging time, I always think that the employee experience is directly related to the customer experience. I see them as inextricably linked, how have you been able to foster a good employee experience in your time here in a very strange world so that the customer experience, I mean, you guys are a fast moving company, 8,000 plus customers. So that, that customer experience is a stellar as UI path has always had to be. >>Yeah, I think for us, it came down to just some simple things. Um, one is just being flexible. Uh, there was not a one size fits all. We had to recognize that we have to meet people in a place that works for them, everybody, uh, dealt with a different reality and the same for our customers. Um, and I agree with you. I think employees that feel enabled that feel safe, that feel they have a future, um, have a much different relationship with their customers, um, then employees that are worried about their safety and security and whatnot. So we really took an approach of flexibility, safety, um, meeting people where they are jumping in when there were big crises in India and whatnot to really, really take care of our people and help them understand that we're here for >>Big impact on mental health. Did you see that, um, there was an insert in the wall street journal. I think it was last week, uh, women at work. Um, and it was a stat in there. I don't know if you're a working mom, but it said that, uh, 30, it was Qualtrics was the source. 30% of working moms said their mental health had declined since the pandemic. Interestingly only 15. I said only 15% of working dads. Um, so that was sort of interesting, uh, and notable, uh, but you know, to your point, CFO, financial health of the company, the chief people officer, the, the human capital health. Yeah. >>Um, very much so. And by the way, I'm not surprised by that stat as a woman. >>I thought it was, I thought it was low. I was talking to my wife about it the other day. She's not a working mom, but she's like my mental health, even though I'm not a working mom, I have my mental health. I'm a working dad, but, but I got it easier than she does, but, but, and I'm not surprised at the disparity. I'm surprised that the only 30% and 50%, I think it's a lot higher than that. And people may be just like, I don't know if that's actually, maybe some people like working at home and that's, I could see that both sides of that equation. Yeah. >>There's also a stigma around mental health that we've, that's been addressed in. So even during the Olympic coverage this last summer, but having your team be really focused and enabled and knowing that they took to your point, Kevin, from an upscale perspective, that they have a path where they can go, they can increase their own value to the company. >>I completely agree. And I think, uh, other studies show that what people really want is a future at work. And, and this is what I think privilege dresses. Beautiful. >>Yeah. It's interesting. Right. Cause I think when you talk about some of the mental health challenges, I think it can get down very quickly to a cab just on this crazy schedule or I'm on zoom for 14 hours a day. And I, I don't have the time to breathe in my time commuting where I may have had time to decompress. It's just been replaced with more meetings. And I think that that may be the, like the surface issue, but I actually think if you go below the surface, not being in the office, not having some of the in-person networking, not having some of that creates anxiety about the future. And you're not really sure around, okay, what does my career path look like? I may not be getting the amount of career counseling that I used to get just by impromptu conversations or, you know, just by more traditional ways. Um, but I think the reality is when we look at the way most companies are thinking about their future work models. It's not going to go back to the way the world operated two years ago, it's, we're going to be in some sort of hybrid model. And so it really becomes more important to actually dig below where maybe some of the challenges were in the passengers, not surfaced. And I think upskilling and thinking about, um, kind of role skills and roles, it just becomes a much more important conversation. >>Absolutely. Last question, Bettina for you, we're almost out of time, but you started this in the, in financial, in the finance organization. What do you see over the next couple of years in terms of being very much UI path land and expand with your customers? Where do you see it rolling out across two iPads. >>We're already talking to our sales enablement group. Um, for a couple of reasons we want them to experience it. We want them to have also, we want them to have the conversations with our customers much like what we learned yesterday, right? It's a multi-dimensional conversation. It's not just a financial ROI, it's a people journey, change management. So we'll, we're taking it to our sales enablement group. We're absolutely gonna use it in HR, uh, obviously. Um, and I, I would just think we'll use it in two years. It'll be enterprise wide >>Different is pro edge in the marketplace. And just in, particularly in terms of its business impact. >>Yeah. I take a stab. So when we think about the challenge in a topic like digital upskilling, I think in traditional approaches to learning, it would be okay, we're going to enroll someone in a learning program. You know, you're going to go through, do certain amount of self study. Maybe there's a class, the some classroom based training. And that's it. I think for us, we saw two different challenges on both sides of that. One was trying to identify who needs to learn, what, and what part of the organization, why is that important? What an executive may need to learn is going to be different from what someone who does the transaction processing, uh, for their, their full-time job needs to learn and learning kind of from basic digital acumen through kind of hands-on skills. What are the different, um, pieces? I think probably the more interesting part is the back end of that. >>And thinking about, you know, how do you actually put these skills into practice and how do you put scale? One of the buzzwords that's thrown around at this conference a lot is the concept of citizen led automation as a topic. And really how, how do you have your, does this users building bots or creating data dashboards or doing other things that is, um, that's challenging. So as we design the product, what we really wanted to think about was that end to end journey from kind of the point of identifying skills through the point of scaling a citizen led effort. It's one of the things we're really excited to be working with UI path on is one of the core technologies that we, that we view in this ecosystem is really thinking about how do you make that happen? And if the outcome is not just people are new things, but the outcome are, people are actually creating solutions that are, that are having an impact on their job on a day to day basis. We think that's a really powerful concept. >>It's really important work, what you guys are doing. Thank you both for joining David me on the program today, talking about this very interesting symbiotic relationship partners, PWC UI path customers. Really interesting, great work that you're doing. Thanks for joining us. Thank you so much for having us for Dave Volante. I'm Lisa Martin. You're watching the cube live from Las Vegas at the Bellagio UI path forward for it. We'll be right back, stick around.

(upbeat music) >> Hello and welcome to this special CUBE conversation. I'm John Furrier, host of theCUBE here, remote in Washington, DC, not in Palo Alto, but we're all around the world with theCUBE as we are virtual. We're here recapping the Citrix Launchpad: Cloud (accelerating IT modernization) announcements with CUBE alumni Kevin Jackson, Kevin L. Jackson, CEO of GC Global Net. Kevin, great to see you. Thanks for coming on. >> No, thank you very much, John. It's always a pleasure to be on theCUBE. >> It's great to have. You always have great insights. But here, we're recapping the event, Citrix Launchpad: Cloud (accelerator IT modernization). And again, we're seeing this theme constantly now, IT modernization, application modernization. People are now seeing clearly what the pandemic has shown us all that there's a lot of projects that need to be up-leveled or kill. There's a lot of things happening and going on. What's your take of what you heard? >> Well, you know, from a general point of view, organizations can no longer put off this digitalization and the modernization of their IT. Many of these projects have been on a shelf waiting for the right time or, you know, the budget to get right. But when the pandemic hit, everyone found themselves in the virtual world. And one of the most difficult things was how do you make decisions in the virtual world when you can't physically be with someone? How do you have a meeting when you can't shake someone's hand? And they all sort of, you know, stared at each other and virtually, of course, to try to figure this out. And they dusted off all of the technologies they had on the shelf that they were, you know, they were told to use years ago, but just didn't feel that it was right. And now it became necessary. It became the way of life. And the thing that really jumped at me yesterday, well, jumped at me with Launchpad, the Launchpad of the cloud is that Citrix honed in on the key issues with this virtual world. I mean, delivering applications, knowing what the internet state is so that you could select the right sources for information and data. And making security holistic. So you didn't have to, it was no longer sort of this bolted on thing. So, I mean, we are in the virtual world to stay. >> You know, good call out there. Honing in was a good way to put it. One quote I heard from Tim (Minahan) was, you know, he said one thing that's become painfully evident is a lot of companies are going through the pandemic and they're experiencing the criticality of the application experience. And he says, "Application experience is the new currency." Okay, so the pandemic, we all kind of know what's going on there. It's highlighting all the needs. But this idea of an application experience is the new currency is a very interesting comment because, I mean, you nailed it. Everyone's working from home. The whole work is shifting. And the applications, they kind of weren't designed to be this way 100%. >> Right, right. You know, the thing about the old IT was that you would build something and you would deploy it and you would use it for a period of time. You know, a year, two years, three years, and then there would be an upgrade. You would upgrade your hardware, you would upgrade your applications, and then you go through the process again, you know? What was it referred to as, it wasn't modernization, but it was refresh. You know, you would refresh everything. Well today, refresh occurs every day. Sometimes two or three times a day. And you don't even know it's occurring. Especially in the application world, right? I think I was looking at something about Chrome, and I think we're at like Chrome 95. It's like Chrome is updated constantly as a regular course of business. So you have to deploy this, understand when it's going to be deployed, and the customers and users, you can't stop their work. So this whole application delivery and security aspect is completely different than before. That's why this, you know, this intent driven solution that Citrix has come up with is so revolutionary. I mean, by being able to know the real business needs and requirements, and then translating them to real policies that can be enforced, you can really, I guess, project the needs, requirement of the organization anywhere in the world immediately with the applications and with this security platform. >> I want to get your reactions to something because that's right on point there, because when we look at the security piece and the applications you see, okay, your mind goes okay, old IT, new IT. Now with cloud, with the pandemic showing that cloud scale matters, a couple themes have come from that used to be inside the ropes concepts. Virtualization, virtual, and automation. Those two concepts are going mainstream because now automation with data and virtual, virtual work, virtual CUBE, I mean, we're doing virtual interviews. Virtualization is coming here. So building on those things. New things are happening around those two concepts. Automation is becoming much more programmable, much more real time, not just repetitive tasks. Virtual is not just doing virtual work from home. It's integrating that virtual experience into other applications. This requires a whole new organizational structure mindset. What's your thoughts on that? >> Well, one of the things is the whole concept of automation. It used to be a nice to have. Something that you could do maybe to improve your particular process, not all of the processes. And then it became the only way of reacting to reality. Humans, it was no longer possible for humans to recognize a need to change and then execute on that change within the allotted time. So that's why automation became a critical element of every business process. And then it expanded that this automated process needed to be connect and interact with that automated process and the age of the API. And then the organization grew from only relying on itself to relying on its ecosystem. Now an organization had to automate their communications, their integration, the transfer of data and information. So automation is key to business and globalization creates that requirement, or magnifies that requirement. >> One of the things we heard in the event was, obviously Citrix has the experience with virtual apps, virtual desktop, all that stuff, we know that. But as the cloud grows in, they're making a direct statement around Citrix is going to add value on top of the cloud services. Because that's the reality of the hybrid, and now soon to be multi-cloud workflows or architectures. How do you see that evolve? Is that something that's being driven by the cloud or the app experience or both? What's your take on that focus of Citrix taking their concepts and leadership to add value on top of the cloud? >> To be honest, I don't like referring to the cloud. It gives an impression that there's only a single cloud and it's the same no matter what. That couldn't be further from the truth. A typical organization will consume services from three to five cloud service providers. And these providers aren't working with each other. Their services are unique, independent. And it's up to the enterprise to determine which applications and how those applications are presented to their employees. So it's the enterprise that's responsible for the employee experience. Integrating data from one cloud service provider to another cloud service provider within this automated business process or multiple business processes. So I see Citrix is really helping the enterprise to continually monitor performance from these independent cloud service provider and to optimize that experience. You know, the things like, where is the application being consumed for? What is the latency today on the internet? What type of throughput do I need from cloud service provider A versus cloud service provider B? All of this is continually changing. So the it's the enterprise that needs to constantly monitor the performance degradation and look at outages and all of that. So I think, you know, Citrix is on point by understanding that there's no single cloud. Hybrid and multi-cloud is the cloud. It's the real world. >> You know, that's a great call. And I think it's naive for enterprises to think that, you know, Microsoft is sitting there saying hmm, let's figure out a way to really work well with AWS. And vice versa, right? I mean, and you got Google, right? They all have their own specialties. I mean, Amazon web service has got great compliance action going on there. Much back stronger than Microsoft. Microsoft's got much deeper legacy and integration to their base, and Google's doing great with developers. So they're all kind of picking their lanes, but they all exist. So the question in the enterprise is what? Do I, how do I deal with that? And again, this is an opportunity for Citrix, right? So this kind of comes down to the single pane of glass (indistinct) always talks about, or how do I manage this new environment that I need to operate in? Because I will want to take advantage of some of the Google goodness and the Azure and the AWS. But now I got my own on premises. Bare metals grow. You're seeing more bare metal deals going down now because the cloud operations has come on premises. >> Yeah, and in fact, that's hybrid IT, right? I always see that there are an enterprise, when enterprise thinks about modernizing or digitally transforming a business process, you have three options, right? You could put it in your own data center. In fact, building a data center and optimizing a data center for a particular process is the cheapest and most efficient way of executing a business process. But it's only way cheaper and efficient if that process is also stable and consistent. I'll say, but some are like that. But you can also do a managed service provider. But that is a distinctly different approach. And the third option is a cloud service provider. So this is a hybrid IT environment. It's not just cloud. It's sort of, you know, it's not smart to think everything's going to go into the cloud. >> It's distributed computing. We see (indistinct). >> Yeah, yeah, absolutely. I mean, in today's paperless world, don't you still use a pen and paper and pencil? Yes. The right tool for the right job. So it's hybrid IT. Cloud is not always a perfect thing. And that's something that I believe Citrix has looked at. That interface between the enterprise and all of these choices when it comes to delivering applications, delivering the data, integrating that data, and making it secure. >> And I think that's a winning positioning to have this app experience, the currency narrative, because that ultimately is an outcome that you need to win on. And with the cloud and the cloud scale that goes on with all the multiple services now available, the company's business model is app driven, right? That's their application. So I love that, and I love that narrative. Also like this idea of app delivering security. It's kind of in the weeds a little bit, but it highlights this hybrid IT concept you were saying. So I got to ask you as the expert in the industry in this area, you know, as you have intent, what do they call it? Intent driven solution for app delivering security. Self healing, continuous optimization, et cetera, et cetera. The KPIs are changing, right? So I want to get your thoughts on that. Because now, as IT shifts to be much faster, whether it's security teams or IT teams to service that DevOps speed, shifting left everyone talks about, what's the KPIs that are changing? What is the new KPIs that the managers and people can work through as a north star or just tactically? What's your thoughts? >> Well, actually, every KPI has to relate to either the customer experience or the employee experience, and sometimes even more important, your business partner experience. That's the integration of these business processes. And one of the most important aspects that people really don't think about is the API, the application programming interface. You know, you think about software applications and you think about hardware, but how is this hardware deployed? How do you deploy and expand the number of servers based upon more usage from your customer? It's via the API. You manage the customer experience via APIs. You manage your ability to interact with your business partners through the API, their experience. You manage how efficient and effective your employees are through their experience with the IT and the applications through the API. So it's all about that, you know, that experience. Everybody yells customer experience, but it's also your employee experience and your partner experience. So that depends upon this integrated holistic approach to applications and the API security. The web app, the management of bots, and the protection of your APIs. >> Yeah, that really nailed it. I think the position is good. You know, if you can get faster app delivery, keep the security in line, and not bolt it on after the fact and reduce costs, that's a winning formula. And obviously, stitching together the service layer of app and software for all the cloud services is really key. I got to ask you though, Kevin, since you and I have riffed on theCUBE about this before, more importantly now than ever with the pandemic, look at the work edge. People working at home and what's causing the office spaces changing. The entire network architecture. I mean, I was talking to a big enterprise that said, oh yeah, we had, you know, the network for the commercial and the network for dial up now 100% provisioned for everyone at home. The radical change to the structural interface has completely changed the game. What is your view on this? I mean, give us your, where does it go? What happens next? >> So it's not what's next, it's where we are right now. And you need to be able to be, work from anywhere at any time across multiple devices. And on top of that, you have to be able to adapt to constant change in both the devices, the applications, the environment, and a business model. I did a interview with Citrix, actually, from an RV in the middle of a park, right? And it's like, we did video, we did it live. I think it was through LinkedIn live. But I mean, you need to be able to do anything from anywhere. And the enterprise needs to support that business imperative. So I think that's key. It's it's not the future, it's the today. >> I mean, the final question I have for you is, okay, is the frog in the boiling water? At what point does the CIO and the IT leaders, I mean, their minds are probably blown. I can only imagine. The conversations I've been having, it's been, you know, be agile, do it in the cloud, do it at speed, fix the security, programmable infrastructure. What? How fast can I run? This is the management challenge. How are people dealing with this when you talk to them? >> First of all, the IT professional needs to focus on the business needs, the business requirements, the business key performance indicators, not technology, and a business ROI. The CIO has to be right there in the C sweep of understanding what's needed by the business. And there also has to be an expert in being able to translate these business KPIs into IT requirements, all right? And understanding that all of this is going to be within a realm of constant change. So the CIO, the CTO, and the IT professional needs to realize their key deliverable is business performance. >> Kevin, great insight. Loved having you on theCUBE. Thanks for coming on. I really appreciate your time highlighting and recapping the Citrix Launchpad: Cloud announcements. Accelerating IT modernization can't go fast enough. People, they want to go faster. >> Faster, faster, yes. >> So great stuff. Thanks for coming, I appreciate it. >> Thank you, John. I really enjoyed it. >> Okay, it's theCUBE conversation. I'm John Furrier, host of theCUBE. Thanks for watching. (upbeat music)