>> Narrator: Live from Orlando, Florida. It's theCUBE. Covering Accelerate 19. Brought to you by Fortinet. >> Welcome back to theCUBE. We are live in Orlando, Florida for Fortinet Accelerate 2019. I'm Lisa Martin with my co-host for the day Peter Burroughs. Peter and I are pleased to welcome back to theCUBE Patrice Perche, the senior executive vice president of world wide sales and support from Fortinet. Patrice, it's a pleasure to have you, fresh from the Keynote Stage, here on theCUBE program. >> Yeah, well thank you for inviting me here. It's a great opportunity. >> So lots of people this morning and an energy infused keynote starting from all this loud music that I loved and helped wake me up, so thanks to your events team for that. About 4000 attendees, >> Patrice: Yeah. >> From 40 countries. You have a ton of partners here. You can hear a lot of the noise behind us. I'd like you to share with our audience the connection that you made in your keynote about what you guys shared last Accelerate 2018 and the connection to the world economic forum from just a few months ago. >> Okay well, the last year we definitely in fact exposed our strategy in term of the product, in term of the go to market and of course how we can increase in fact the value proposition to our customer, it was all about the fabric and the eco-system that we build around the fabric. So we have been of course since now 12 months working hard on expanding and growing what I call the Phase two of the fabric and when Cain went to Davos which the World Economic Forum is held early in January. And when we got all this, I would say a vision from Klaus Schwab which is the Chairman and Founder of the World Economic Forum. Explaining that the false revolution that we are all going through. The Cyber Security its a massive, I would say problem for them and it will be a key point for the future because they will enable, in fact, most of those take technology and use it that we will go for this revolution, so >> Peter: It's intrinsic. >> It's intrinsic, they call it guardian. So it really is something that if we can't, fix this problem, it's all about digital trust. So none of the user, you, myself we will not trust maybe voting system, or you cannot trust. We know that everything is going digital. And they expressed the need for of course the education, because you need to educate and you need to, increase the skilled people especially with cyber-security as we have a huge shortfall about 1.5million, some say even two million for next year. They need also need to work as an eco-system. So, for them the eco-system is really to see public, private collaboration but also Government, technologies, companies like us. And that's in fact the purpose of Davos. To bring all this different, in fact groups and be able to talk and share and define some line for the future. And for us of-course, the concept of the eco-system is all about building around in fact this major problem that we are facing, has all the traits. In fact, a collective approach where everybody can add value. We as a vendor we build technology, we build a lot of value but we can't be with each of the customers. So and we want to build a partnership not only with the partner but also with the customer because cyber security is a real time problem. So when something happen, you need to jump, and you need to make sure that all the line is set and then everybody can work together to fix the problem. So this eco-system really resonates value well for us after we was talking last year at the Accelerate. And the last I will say pillar for the Economic Forum is about of course Education and clearly I was mentioning one of the Engineers from the SERP which is nuclear agency in Europe Januity she said that 3D, of course the problem is that with these robots we will have a lot of jobs that will be omitted. So they talk about 800 million. So it's a massive number but it sees more than an opportunity to up-skill people. So the education is really helping of course especially the young generation to go and to up-skill it and especially on the cyber security. Because, as everything is going digital, we have to secure everything so it's really, these pieces will grow much beyond that what we think today. Those three pillars are the Education, the Eco-system and of course the Technology. And the good news is that Ken was representing in fact cyber security at the Davos, so it was also a great moment for us to see in fact pushing 14 at that stage of level of discussion so. Those three pillars: Education, Technology and Eco-system of course fit very well with our strategy that we build and that's why I decided to share a bit this morning. It's not everybody going to such a place. And what really resonate well in term of the strategy and the vision we are in fact pursuing so that's what we are doing. >> So I want to build on something that you said to do so I want to paraphrase. Peter who is much smarter than I am, Peter Drucker who observed many years ago there's a difference in strategies between what he called: value in exchange was his presumption that what I am selling is valuable. And value in utility which is a presumption that the value stems from how the something is used. And that notion of partnership that Fortinet has put in place with its customers so they can get value in utility is so crucially important. And you talked a bit this morning about you know the different levels of customization, and how you are going to allow customers to engage you and apply technology to suit their business. Could you take a bit about that especially based on your experience in the field? >> Yeah so as I mention I think we, it has been also our sales strategy from day one. So we always consider that in order to succeed, we need to work through the partners and through the people that are very close to our customer. And as technology evolves of course it's a real challenge to keep them at the level. Even for us, internally, we used to understand and be always at the top level about the new technology that we are putting in place. We imagine that, just for the employees, it's a challenge so we do a lot of training. But then for the partner it's another challenge. So, I think we have been always trying to help them to of course evolving on this expertise, but we don't see that the cloud of course there is a certain I will say a trend about Okay lets go Direct because we don't. The cloud can allow to sell direct to the customer so you don't need those channels. So there's no value for them. We don't see that in the cyber security because it's a much more complex environment and I think that is why we have been successful. We even see some of our competitor, they tempted to go on this direction. I think it's maybe one of the challenges we'll face in the future. So for us they key message I was trying to give this morning to the partner is really that we count on them, it's a partnership, it's very important and of course when we adapt our partner program we want to learn from them to make sure that the three pillars of this program will fit well with their, in fact, view because of course we are from a vendor in certain perspective, they have of course a different perspective on their side. What I was mentioning the goal to market because we see that some are very specialized on the cloud, some are specialized on the premise. We have to define what is the go to market here. What kind of expertise there are in fact having because as you can see we have very broad product of frame cover, you know from almost everything, so from OT, IT, even imbedded. So, we are working with partners that are, as an example, on the connected car. That's for maybe the next two years where we will secure those car. They are not the typical or traditional partner that you see on the networking business so, we try to adapt in fact our engagement with them and make sure that in fact we build a value proposition that can fit in fact for the customer requirement. So it's really about be very close and try to have a bit of a-la-carte kind of approach. And not try to enforce a very historical view that we had in fact, to be honest. But okay, you have like three tiers, depending of level of business and then you sign. So it's really moving away from that. >> I want to stay in this notion of partners because I think it's so crucially important. You talked about the skills that they have the capabilities that they have, but your partners in general are amongst the companies that have to learn the most about cyber security. Because they are the ones that are trying to match technology to the outcomes the customers have. That leads to a question about your education programs. I got to believe that there is, that even as you're trying to educate your enterprise customers, you're also really investing in your enterprise, in upgrading and up scaling your partnership. Talk a bit about the relationship of education and Eco-system from a very practical standpoint. >> Yeah so it's a very good point because of course we need to help them to evolve and as an example we have seen traditional IT partner, interested to evolve on this OT security but they didn't have too much skill so it was new for them. So we see the purpose of building this NSC training vocation course which we have eight level, which started in 2015 and we have about now almost 200 000 certified engineers. A very large portion of those Engineers come from partners. So, on this program, in fact the origin of the program, depending on where you want to play. If it's cloud, you will have to go for NSC4. If you want to go beyond a OT, it can be NSC5. We build in fact this expertise and we ask them also to of course follow those course so the engagement with us, the requirement will be also that they have the right certified Engineer. Depending on level of engagement they want to work with us. So we build this course which is a lot of work and we have a lot of, a big team to make this happen. We have to refresh constantly because it's evolving almost every day. But as for this, the great value, you may have seen it pass on the networking sites. Cisco made a bit similar approach, which was very successful. I think we went like three years ago on thinking about this and that's what we are achieving right now and we are in fact the most I will say advanced in such a report and I think it's all NSC certification is becoming a bit stand out in the market. Both from end-user but the partner. And even going as we was mentioning, we are also working with the Academics to build in fact and train in fact new Engineers that will come in the market in the next two to three years. So we help them on, it's not pure about product, it's really about cyber security expertise that we have and of course we help them on understanding a bit how the Fortinet value can deploy on the customer, so that aspect and we try to target of course young I will say people going for university but also veterans who we had program to bring those veterans because they're also looking we are talking about up skilling. That's a perfect example on bringing a change to them. And I think it's high level, maybe it's a bit, you know think that we have a high potential. But we want of course to help on resolving the overall challenge to be unemployed. I can tell you that if you invest time and you get a certification on cyber security you will never have any problems with a job. So that's a bit the overall idea we have behind this education and certification. And truly the partner, I will say, evolution in terms of their expertise, it's based about this NSC. >> Alright Patrice as we kind of get towards the end here, let's talk about outcomes. Peter mentioned that word, I know that when I was looking at my notes here that in Q4 of 2018, service providers, and managed security service providers represented 11 of the top 25 deals. You guys also closed a massive seven figure deal in Europe. Let's talk about outcomes that Fortinet and your partner eco-system are helping businesses achieve at the business level. Not just in terms of obviously improving security but are you helping businesses generate new revenue streams, skip to new products on market faster, identify attacks and become pro active? What is one of those really key outcomes that you are proud of? >> I think the, and I was part of the presentation last year. We all, I would say on this digital transformation journey. Whole company, even us. We're evolving with much more tools, much automation. So I think every sector, whether it's public or private company, has to go for this evolution. The biggest challenge is all about digital so again the blocking point is about security. So last year we explained about how we can help with positioning our platform in the security fabric to run to this obstacle and that was the purpose of the security transformation that we was talking last year. And I know it's some, even complete as relayed a message, it was interesting that it was part of all. So I think it was really trying to unlock this digital transformation that add business benefit because at the end this whole, those company will evolve in the future, generate more profit, be more efficient, leverage, I would say, the data that they are collecting from almost everywhere. From customer but also the sensor, and transform this to a more business intelligence and then I will say generate in fact future revenue and future dollars from that. That has been a bit the idea behind. So we definitely help on evolving and going through this digital transformation journey. I think we had few example of course as one of our customers, they deploying world wide on their gas-station. A better customer journey. Typically of course you calm, you try to make your gas and you want to be connected. And they try to increase of course by upselling a lot of things. So of course you have your go for the coffee machine, you can even buy many goods. We have been deploying you know, with secure access so they have secure access they go for the internet so that's where we play with segmentation. But our wireless which is fully connected also to the Fortigate and the analytic tools allow them to do business intelligence in term of where people are moving inside you know the shops. And then, you know, redesign and rethink about okay, how they move here. So that's, that allow them to accelerate even more business or decide that maybe this spot doesn't work well, so they push that to the side and they evolve. That's depicted the value of all this intelligence and we can grasp from the data that we collect to transform to a business value. >> So I want to make one comment before we close here and that is that I don't know the degree to which people really understand the relationship between secure networking and digital business. Data is an interesting asset. It could be shared, it could be copied, it could be easily corrupted. In many respects over the next five years we believe that people will recognize that network security is the basis for privatizing data. It is what you do to turn data into an asset. I don't think people have made that connection, to the degree that they need to. >> No I agree, I agree because maybe the mindset they think about network, they think about wired. In fact we are talking about 5G, we are talking about Wireless so the data is that what we want to protect because we don't want that people stole your personal information or even company. >> It's more than protect. You want to create the asset. >> Yes, we integrate the asset. And then of course when we talk about network it's no longer wires, of course it's much more virtual I would say networks. And that's the misinterpretation and why they feel okay the network is moving away. No, it's even more in the future. And as Cain mentioned early this morning: I think the edge will become much more important in future because the compute power that we are having now on every device and even. That will in fact allow to of course generate much more data. Yeah and you need to protect. You notice when you need to go and to consolidate this into the cloud. So it's really, the age will become a very important aspect. But this will be a hybrid and that's what we feel as Fortinet we've been building in fact the very comprehensive offer and to the partner and to our customer. We just want, in fact to give them the time to move at their pace. But they have everything ready for today. That's a bit the concept. >> Well if only we had more time Patrice, we could keep going and going. Thank you so much for sharing some time on the program today talking about your GTM, what you are doing to educate partners and customers and this tremendous potential that Fortinet is attacking. We appreciate your time. >> Thank you very much, I appreciate it too. >> We want to thank you for watching for Peter Burroughs, I'm Lisa Martin. You're watching theCUBE. (upbeat music)

>> Narrator: From Berlin, Germany, it's theCUBE, covering DataWorks Summit Europe 2018, brought to you by Hortonworks. >> Well, hello, and welcome to the Cube. I'm James Kobielus. I'm the lead analyst for Big Data Analytics with the Wikibon team within SiliconANGLE Media. We are here at the DataWorks Summit 2018 in Berlin, Germany. And I have a special guest, we have a special guest, Bernard Marr, one of the most influential, thought leaders in the big data analytics arena. And it's not just me saying that. You look at anybody's rankings, Bernard's usually in the top two or three of influentials. He publishes a lot. He's a great consultant. He keynoted this morning on the main stage at Dataworks Summit. It was a very fascinating discussion, Bernard. And I'm a little bit star struck 'cause I assumed you were this mythical beast who just kept putting out these great books and articles and so forth. And I'm glad to have you. So, Bernard, I'd like for you to stand back, we are here in Berlin, in Europe. This is April of 2018, in five weeks time, the general data protection, feels global 'cause it sort of is. >> It is. >> The general data protection regulation will take full force, which means that companies that do business in Europe, in the EU, must under the law protect the personal data they collect on EU citizens ensuring the right to privacy, the right to be forgotten, ensuring user's, people's ability to withhold consent to process and profile and so forth. So that mandate is coming down very fast and so forth. What is your thoughts on GDPR? Is it a good thing, Bernard, is it high time? Is it a burden? Give us your thoughts on GDPR currently. >> Okay, first, let me return all the compliments. It's really great to be here. I think GDPR can be both. And for me it will come down very much to the way it gets implemented. So, in principle for me, it is a good thing because what I've always made companies do and advise them to do is to be completely transparent in the way they're collecting data and using data. I believe that the big data world can't thrive if we don't develop this trust and have this transparency. So in principle, it's a great thing. For me will come down to the implementation of all of this. I had an interesting chat just minutes ago with the event photographer saying that once GDPR kicks in he can't actually publish any photographs without getting written consent for everyone in the photograph. That's a massive challenge and he was saying he can't afford to lose 4% of his global revenue. So I think it will be very interesting to see how this will-- >> How it'll be affecting face recognition, I'm sorry go ahead. >> Bernard: Yeah maybe. >> Well maybe that's a bad thing, maybe it's a good thing. >> Maybe it is, yeah, maybe. So for me, in principle a very good thing. In practice, I'm intrigued to see how this will get implemented. >> Of the clients you consult, what percentage in the EU, without giving away names, what percentage do you think are really ready right now or at least will be by May 25th to comply with the letter of the law? Is it more than 50%? Is it more than 80%? Or will there be a lot of catching up to do in a short period of time? >> My sense is that there's a lot of catching up to do. I think people are scrambling to get ready at the moment. But the thing is nobody really knows what being ready really means. I think there are lots of different interpretations. I've been talking to a few lawyers recently. And everyone has a slightly different interpretation of how far they can push the boundaries, so, again, I'm intrigued to see what will actually happen. And I very much hope that common sense prevails and it will be seen as a good force and something that is actually good for everyone in the field of big data. >> So slightly changing track, in the introduction of you this morning, I think it was John Christ of Hortonworks said that you made a prediction about this year that AI will be used to automate more things than people realize and it'll come along fairly fast. Can you give us a sense for how automation, AI is enabling greater automation, and whether, you know, this is the hot button topic, AI will put lots of people out of work fairly quickly by automating everything that white collar workers and so forth are doing, what are your thoughts there? Is it cause for concern? >> Yes, and it's probably one of the questions I get asked the most and I wish I had a very good answer for it. If we look back at the other, I believe that we are experiencing a new industrial revolution at the moment, and if you look at what the World Economic Forums CEO and founder, Klaus Schwab, is preaching about, it is that we are experiencing this new industrial revolution that will truly transform the workplace and our lives. In history, all of the other three previous industrial revolutions have somehow made our lives better. And we have always found something to do for us. And they have changed the jobs. Again, there was a recent report that looked at some of the key AI trends and what they found is that actually AI produces more new jobs than it destroys. >> Will we all become data scientists under, as AI becomes predominant? Or what's going on here? >> No I don't, and this is, I wish I had the answer to this. For me is the advice I give my own children now is to focus on the really human element of it and probably the more strategic element. The problem is five, six years ago this was a lot easier. I could talk about emotional, intelligence, creativity, with advances in machine learning, this advice is no longer true. And lots of jobs, even some of the things I do, I write for Forbes on a regular basis. I also know that AIs write for Forbes. A lot of the analyst reports are now machine generated. >> Natural language generation, a huge use case for AI that people don't realize. >> Bernard: Absolutely. >> Yeah. >> So, for me I see it, as an optimist I see it positively. I also question whether we as human beings should be going to work eight hours a day doing lots of stuff we quite often don't enjoy. So for me, the challenge is adjusting our economic model to this new reality, and I see that there will be significant disruption over the next 20 years that with all the technology coming in and really challenging our jobs. >> Will AI put you and me out of a job. In other words, will it put the analysts and the consultants out of work and allow people to get expert advice on how to manage technology without having to go through somebody like a you or a me? >> Absolutely, and for me, my favorite example is looking at medicine. If you look at doctors, traditionally you send a doctor to medical school for seven years. You then hope that they retain 10% of what they've learned if you're lucky. Then they gain some experience. You then turn up in the practice with your conditions. Again, if you're super lucky, they might have skim read some of your previous conditions, and then diagnose you. And unless you have something that's very common, the chance that they get this right is very low. So compare this with your old stomping ground IBMs Watson, so they are able to feed all medical knowledge into that cognitive computing platform. They can update this continuously, and you think, and could then talk to Watson eight hours a day if I wanted to about my symptoms. >> But can you trust that advice? Why should you trust the advice that's coming from a bot? Yeah, that's one of the key issues. >> Absolutely, and I think at the moment maybe not quite because there's still a human element that a doctor can bring because they can read your emotions, they can understand your tone of voice. This is going to change with affective computing and the ability for machines to do more of this, too. >> Well science fiction authors run amok of course, because they imagine the end state of perfection of all the capabilities like you're describing. So we perfect robotics. We perfect emotion analytics and so forth. We use machine learning to drive conversational UIs. Clearly a lot of people imagine that the technology, all those technologies are perfected or close to it, so, you know. But clearly you and I know that it's a lot of work to do to get them-- >> And we both have been in the technology space long enough to know that there are promises and there's lots of hype, and then there's a lot of disappointment, and it usually takes longer than most people predict. So what I'm seeing is that every industry I work in, and this is what my prediction is, automation is happening across every industry I work in. More things, even things I thought five years ago couldn't be automated. But to get to a state where it really transforms our world, I think we are still a few years away from that. >> Bernard, in terms of the hype factor for AI, it's out of sight. What do you think is the most hyped technology or application under the big umbrella of AI right now in terms of the hype far exceeds the utility. I don't want to put words in your mouth. I've got some ideas. Your thoughts? >> Lots of them. I think that the two areas I write a lot about and talk to companies a lot about is deep learning, machine learning, and blockchain technology. >> James: Blockchain. >> So they are, for me, they have huge potential, some amazing use cases, at the same time the hype is far ahead of reality. >> And there's sort of an intersection between AI and blockchain right now, but it's kind of tentative. Hey, Bernard, we are at the end of this segment. It's been so great. We could just keep going on and on and on. >> I know we could just be... >> Yeah, there's a lot I've been wanting to ask you for a long time. I want to thank you for coming to theCUBE. >> Pleasure. >> This has been Bernard Marr. I'm James Kobielus on theCUBE from DataWorks Summit in Berlin, and we'll be back with another guest in just a little while. Thank you very much.