>>Hello and welcome back to the cubes live coverage of A W. S. Public sector summit. I'm john Kerry hosting CUBA. We're live in Washington D. C. For two days, an actual event with an expo floor with real people face to face and of course we're streaming it digitally on the cube and cube channels. And so our next guest, Mark Francis chief digital health integration officer Electronic caregiver, Mark great to see you tech veteran and former intel back in the day. You've seen your ways of innovation. Welcome to the cube. >>Thanks so much. It's a pleasure to be here. >>So we were talking before we came on camera about all the innovation going back in the computer industry but now with health care and delivery of care telemedicine and how the structural systems are changing and how cloud is impacting that. You guys have an interesting solution on AWS that kind of, to me connect the dots for many tell us what you guys do and take us through the product. >>Sure. Happy to do so uh our company is electronic caregiver were actually founded back in 2009. We're based in Los cruces new Mexico so off the grid. Um but since that time we have been spending a lot of time and money doing foundational R and D pilots and product development work. Really say how do you bridge that chasm between the doctor's office and the patient home in a way that you can put a patient facing device and equipment in a patient's home that's going to drive high level of engagement, obtain actionable curated data that's presented out to caregivers and the caregivers can then act upon that to help direct and deliver high quality care. >>So basically is the future of medicine, >>the future of medicine. Right. Right. We look at medicine, we look at the future of medicine as being a hybrid model of in person care plus remote care. And we really see ourselves at the epicenter of providing a platform to help enable that. >>You know the big story here at the public sector. Some and we've been reporting on a digitally for the previous year is the impact the pandemic has had on the industry and and not just normal disruption, you know technology and start ups, disruption happens, structural changes being forced upon industries by the force majeure. That is the pandemic education, health care and so video and data and connected oriented systems are now the thing structurally that's changing it. That's causing all kinds of business model, innovations and challenges. Yeah. What's your take on that? Because this is real. >>Yeah. It is real. It it's funny that this is actually my third digital health company. Um First one was in in uh Silicon Valley early remote patient monitoring company. We end up selling it to bosh uh when I joined intel to be part of our digital health group, we did that for five years and ended a joint venture with G. E. So people have been playing around in remote patient monitoring telehealth for some time until the pandemic though there wasn't really a strong business model to justify scaling of these businesses. Um uh the pandemic change that it forced adoption and force the government to allow reimbursement coach as well. And as a result of that we've seen this pure if aeration of different product offering service offerings and then payment models around telehealth broadly speaking >>well since you started talking the music started cranking because this is the new music of the industry, we're here on the expo floor, we have face to face conversations going on and uh turn the music down. Hey thanks guys, this is a huge thing and I want to uh highlight even further what is the driver for this? Because is it, I mean actually clouds got some benefits but as you guys do the R. And D. What's going on with what's the key drivers for medicine? >>Yeah, I would take two things from a from a technology perspective, the infrastructure is finally in place to enable this type of charity distance before that it really wasn't there now that's there and the products that folks are used are much more affordable about the provider's side and the patient side. The main driver is um uh there's a lot of underlying trends that were happening that we're just being ignored Whether it was 50% non adherence to treatment plans, massive medication mismanagement um lack of professional and informal caregivers, all those things were kind of happening underneath the surface and then with Kobe, it all hit everybody in the phase. People started using telehealth and then realize, hey, we can deliver high quality care, we can deliver value based care mixed with a hybrid model of tele care plus patient care. And it turned out that, that, that works out well. So I think it's now a realization that tell care not only connects patients but solve some of these other issues around adherents, compliance, staffing and a number of other >>things and that this is a structural change we were talking about. Exactly. All right, So talk about amazon, what do you guys are doing on AWS? How's that all work? >>That's working out great. So as we, as we launch at a 2.0, we built it on 24 foundational aws and Amazon services. It's a serverless architecture, um, uh, which is delivered. What enables us to do is we have a whole bunch of different patients facing devices which we now integrate all into one back end through which we can run our data analytics are machine learning and then present curated actual data to the providers on top of that. We've also been developing a virtual caregiver that's really, really innovative. So we're using the unity engine to develop a very, very realistic virtual caregiver that is with the patient 24 hours a day in their home, they develop a relationship with that individual and then through that they can really drive greater you know more intimate care plan and a more intimate relationship with their human caregivers that's built using basic technology behind Alexa pauline lacks as well as IOT core and a lot of other ai ml services from from amazon as well. >>Not to get all nerdy and kind of seeking out here because under the hood it's all the goodness of amazon. We've got a server list, you got tennis is probably in there doing something who knows what's going on there, You've got polly let's do this and that but it also highlights the edge the ultimate network edges the human and if you've got to care for the patient at home or wherever on the run whatever. Yeah you got to get the access to the data so yeah I can imagine a lot of monitoring involved too. Yeah can you take us through how that works? >>Yeah and for us we like to talk about intelligence as opposed to data because data for data sakes isn't actionable. So really what can we do through machine learning and artificial intelligence to be able to make that data more actionable before the human caregiver because you're never going to take a human out of the equation. Uh But uh we had a lot of data inputs, they're both direct data inputs such as vital signs, we also get subtle data input. So with our with our uh with Addison or virtual caregiver uh the product actually come to the camera away from intel called the real sense cameras. And with that we get to see several signs of changes in terms of gate which might be in the indicative of falls risk of falls. We can see body temperature, pulse, heart rate, signs of stress, lack of sleep. Maybe that's a sign of uh adverse reaction to a new medication. There's a bunch of different direct and indirect inputs. We can take run some analysis against and then say hey there's something here you might want to look at because it might be indicating a change in health. >>So this is where the innovation around these bots and ai come in because you're essentially getting pattern matching on other signals you already know. So using the cameras and or sensors in to understand and get the patients some signaling where they can maybe take action call >>fun or Yeah, that's exactly. And the other thing we get, we get to integrate information related to what are called social determinants of health. So there's a whole body of research now showing that 65% of someone's health is actually driven by non clinical issues. So again issues of food security, transportation, access to care, mental health type issues in terms of stress and stuff like we can start gathering some of that information to based upon people's behaviors or for you to assessments which can also provide insights to help direct care. >>So maybe when I'm doing the Cuban reviews, you guys can go to work and look at me. I'm stressed out right now, having a great time here public sector, this is really cool. So take a minute to explain the vision. What does this go from here? I'll see low hanging fruit, telemedicine, check data, observe ability for patient for optimizing care, check what happens next industry disruption, what how these dominoes have been kind of fall? >>Yeah, for us uh we really are seeing more providers and more payers system. Integrators looking now to say how do I put together a comprehensive solution from the doctor's office to inpatient hospital to home that can remove it. A lot of barriers to care addi which is our platform is designed to be interoperable to plug into electronic health care systems, whether it's Cerner, Epic or Athenahealth, whatever it might be to be able to create that you pick us seamless platform for provider to use. We can push all of the data to their platform if they want to use that or they could use our platform and dashboard as well. We make it available to healthcare providers but also a lot of people are trying to age in place and they're getting treated by private duty providers, senior housing providers and other maybe less clinical caregivers. But if you're there every day with somebody you can pick up signs which might prevent a major health episode down the road. So we want to close that circle our our vision is how do we close the circle of care so that people get the right information at the right time to deliver the right >>care. So it's kind of a health care stack of a new kind of stack. So I have to ask you if there was an eye as pass and sass category um infrastructure as a service platform as a service. And then says it sounds like you guys are kind of combine the lower parts of the stack and enable your partners to develop on top of. Is that how it >>works? Yes it does. Yeah. Yeah. So with addie, the interesting thing that we've done it's designed to have open a P. I. For a lot of modules as well. So if we're working with the american Heart Association and we want to do a uh cardiac care module from using their I. P. We could do that if we want to integrate with Uber health or lift we could do that as well if we want to do something in the amazon and pill pack, it's a plug in that we could do that. So if I'm a patient or or a loved one at home instead of going to 10 different places or use our platform and then pull up four different apps. Everything can be right there at their fingertips. You can either do it by touch or you can use this voice because it's all a voice or a touch of interaction. >>So just because I'm curious and and and for clarification, the idea of going past versus SAS platform versus software as a service is why flexibility or customization? Why not go SAS and be a SAS application? >>Uh we've talked mostly about, we've we've gone back and forth platform as a service or infrastructure as a service. So that's more the debate that we've had. It's more about the scalability that we can offer. Um uh not just in the United States, but globally as well. Um and really that's really the thing that we've been looking at, especially because there's so many different sources of data, if you want to provide high quality care that needs to be integrated. We want to make sure that we created a platform, not just for what we provide but for what others in the environment can provide. >>So you really want to enable other people to create that very much layer on top of you guys, do you have out of the box SAS to get people going or is that just >>With the release of adding 2.0, now we do. So now folks go to our website and they contact our development those tools and and those libraries are available. >>Now, this is an awesome opportunity. So for people out there who are wanting to innovate on you, they can just say, okay, I'll leverage your the amazon web services of healthcare essentially. >>That's a nice bold ambitious statement. Yeah, but I mean kind of but if we if we can achieve that, then we'd be quite happy and we think the industry, you're gonna partner >>benefit of that. It's an ecosystem play. Exactly, yeah. It's kind of like. >>Yeah, yeah, yeah, yeah. And for us, what we do covert is a perfect example going back to that. So when Covid hit um were based in las cruces, new Mexico last winter lost crew system to el paso and overwhelmed. They're at capacity. Different health care systems came to us, they asked if we partner with them to deliver a basically a triage program for folks that were coming into the er with Covid. So we designed a Kobe at home programs. So you get diagnosed, get a kit, go home and using telehealth virtual visits, remote monitoring. Be able to stay healthy at home without doing community spread. And by making sure that you were being watched over by a care professionals 24 hours a day. We did that um worked with 300 people Malcolm would all of them said healthy. We were able to expand uh inpatient capacity by 77%. We saved the system over $6 million in in three months. We've now been asked and we're actually replicating that in Memphis now and then also we've been asked to do so down in Mississippi >>mark, great conversation. Uh real quick. I only I don't have much time left but I want to ask you, does this mean that we're gonna see a clip of proliferation of in home kind of devices to assist? >>Yeah, we will. Uh, what we've seen is a big pivot now towards hospital at home model of care. So you have providers saying, you know, I'll see you in my facility but also extend capabilities so I can see you and treat you at home as well. We've also seen a realization that telehealth is more than a than an occasional video visit because if all you're doing is replacing an occasional in person visit with an occasional video visit. You're not really changing things now. There's a whole different sensors ai other integrations that come together to be able to enable these different models >>for all the business school folks out there and people who understand what's going on with structural change. That's when innovation really changes. Yeah, this is structural change. >>Absolutely. >>Mark, thanks for coming on. Mark Francis chief Digital Health Integration Officer Electronic Caregiver here on the Q. Thanks. Coming >>on. Thank you. My pleasure. >>Okay, more coverage after this short break. I'm john Kerry, your host Aws public Sector summit, We'll be right back mm mm mm

>> Commentator: Live from Las Vegas, Nevada. It's theCUBE. Covering Accelerate 2017. Brought to you by Fortinet. Now, here are your hosts, Lisa Martin and Peter Burris. >> Welcome back to theCUBE. We are live at Fortinet Accelerate 2017 in Las Vegas. We've got a great day so far talking to a lot of Fortinet folks, some of their technology alliances partners. And up next we've got Eric Kohl from Ingram Micro. Eric is the Vice President of Advanced Solutions and Eric's going to have a chit chat with myself, Lisa Martin and my co-host, Peter Burris. Eric, first and foremost, welcome to theCUBE. >> Thank you. >> Your first time on. Eric, you are an Ingram Micro veteran. >> Just a little bit. >> Just a little bit. You have previously been their Vice President of Network and Security Business Unit responsible for leadership, for strategy, and channel sales working with solutions, our networking SP's. Tell us about Ingram Micro. What is the role that Ingram Micro plays bolstering Fortinet's channel? >> Sure, yeah, I've been at Ingram for 18 years, it's kind of hard to believe. Our role is really to help kind of shorten the sale cycle for Fortinet partners. So we want to help our partners to become more highly trusted and more profitable security advisors. So I lead our, I'll all it our security practice because I think security is at the tipping point now, so where I used to be networking to security, my portfolio is primarily security and most of the networking guys are leaving the security as well. We play an integral role in really helping to make it easy to do business with our vendor partners. >> Lisa: Fantastic. One of the things that has been a topic that we have heard from the general session today and throughout a number of our guests is you mentioned really networking, but also networking in security really being no longer separate conversations. And the opportunities proliferation to mobile and IOT devices is really creating a talent impact. A talent shortage. How is Ingram Micro helping to maybe mitigate some of the challenges that companies are facing with respect to how to do deal with these daily attacks? >> Eric: Yeah, there's a couple key challenges. It's complexity. It's not just the complexity of some of the technology solutions that are supposed to help us in protecting our data. But when you think about DYOD and the internet of things, there's already a connected device for every human on this planet. And that's a security, that's like a CISO's nightmare is how to protect all of these things. So that's a huge challenge. And then to be able to have the resources to manage the solutions that are complex in themselves, that's a big challenge. And it's not just for the end users themselves, there's thousands and thousands of IT security integrators with varying degrees of competency. We're serving all of them. And even some of these guys are struggling with the complexity. I think one of the other things that we constantly hear from partners is SMB's and mid market companies are under attack like never before. They don't make the headlines like Yahoo or some of the things that are going on in the political world. These small companies are under attack and if they get attacked, they don't make the news, they just go out of business. >> Lisa: Right. >> So that's a huge challenge. >> So demand's going up, significantly. >> This is a great spot to be in. I go to conferences like these and a new breach hits the wire and we're high fiving. It's good for our industry. >> Peter: But that the same time, as demand goes up and the capacity to serve that demand increasingly has to move into technology because of some of these labor shortfalls, it means there's a whole bunch of reconfiguring of where are values created, who's creating value, how they're creating value. How is Ingram Micro finding itself mediating what partners want, what the industry has to offer, and ultimately what the customers of your partners are trying to serve. How are you finding your business evolving? >> Eric: We have transformed more into a services company than ever before. If you think about IT distribution, it used to be about getting a box from point A to point B. That was so far in the past. And for us it's around how do we help augment and provide services kind of what I would say throughout the security sales cycle so that we can help these trusted advisors? Or even if they're not a highly competent security advisor, how do we help them look like they are so they can serve and protect our clients better than anybody. >> Lisa: Actually, you brought up a good point there. Can we ask you about the security sale cycle? You mention you're an 18 year veteran at Ingram Micro. How have you seen the security sale cycle evolve as security itself has evolved and we have this daily expanding threat surface? What's that sales cycle like now? >> Eric: Like I said, many, many, many years ago it was all about moving the products or helping with some financial services but toady Ingram plays a pivotal role throughout that sales cycle. So for us, it kind of starts with training and education. Helping our partners to make sure that they understand the benefits of going to get certified for Fortinet Technologies. Or the benefits of getting your technical accreditation so you can move up into the partner stack and better serve your clients. It's also around helping our partners understand a position like security awareness trainings as an example. You can have the best technology in the world but if you still don't understand what today's threats are, you're a risk. The second area would be around what I would call pre-sales professional services such as assessment work. So the cyber threat assessment program that Fortinet has. So we're authorized to go and help our partners do that. We've done it in conjunction with partners. We have partners on the phone all the time, we'll set them on a demo, we'll help them get that CTAP done. And once that thing is in, it's closing a sale. So you can really drive demand. You have a better understanding of what's going on in the network. And that's all before we've even delivered a product, right? So then you kind of get into the core of what I would call channel enablement and operations. Which is, look yes we have to help our partners get the technology, but it's also around, we're serving more Fortinet resellers than any other company in any country from a distribution standpoint. I'm really proud of that. But they're all varying degrees of competency and so we have to act as though we're their Fortinet channel account manager. And so we love doing that type of work. The next part of that sale cycle would be around how do we finance that? So there's a multitude of financial services offerings. Or leading with Fortinet's MSSP program to help close an opportunity in the invariable financial models. And then it's around implementation. A lot of partners may find an opportunity and they can't get to Las Cruces, New Mexico. Well they can tap into our network and we'll help them find a provider that can do that implementation service. And then wrapping it up with remote monitoring and management or managed services of those things. And now, Fortinet plays a role in many of those categories. So we would lead with those solutions to make sure that a security advisor is really taking advantage of offerings throughout the sale cycle. Whether Fortinet offers them or whether we're working with a third party provider. >> So you mentioned that you are the largest distributor working with Fortinet Technologies. You also mentioned something earlier too that's interesting and that is, kind of leading into differentiation. You talked about Fortinet being able to go from the antiphrase down to the SMB and the fact that what we're hearing so much media about enterprise attacks that's what gets attention. >> Right. >> Talk to us about the differentiation that Ingram Micro is getting as a result of partnering in such a focused way with a Fortinet that is able to get into and help those small, medium businesses not go out of business. >> Right. And Fortinet's in a great spot because they've been serving from the SMB to the mid markets and the enterprise. And to your point, yes, the Sony's and the Yahoo's they make all the headlines. Companies like 80stees.com that got attacked and almost when out of business they don't make the news. And so we play an integral role because we're serving thousands of resellers that actually are working with those small companies. So we have to help them understand the technology, understand the new like there's announcements today. You know, we have to help get that message out to the Fortinet channel and really help augment their channel efforts with that. >> As think out over the next couple of years given that it is the movement from a product to a service orientation in many respects requires that much more data. The visibility that makes you that much more intimately tied to your partners, what will be the role as a business person, what will be the role of data, data security, more secure networks to you as business person? >> As a business person this is just going to keep accelerating. The demand for information isn't going to slow down. The demand over the networks, it's just going to keep expanding as quickly as are the devices in our hands. It's one human has a device or one device for every human on the planet today that's going to double or triple in the next few years. That demand for data and data protection is going to go right along with it. >> Lisa: One last question for you, Eric. One of the things that was interesting today was a lot of the predictions that we were learning from Fortinet. We had Derek Manky on the program and he did a blog, his team did, leads Fortiguard Labs about really six predominant evolutions and challenges and it was quite striking. I'm curious your perspective as we're seeing this threat surface expand. One of the things that he was talking about was the need to bridge the gap between public sector and private sector and what Fortinet is doing there to facilitate things where they don't have jurisdiction that maybe a police organization would need to be involved in. As we look at Fortinet going in that direction in helping to bridge the gap there and share knowledge and threat intelligence across public and private sector and to your point earlier helping the SMB market which doesn't get that visibility. Last question, what are you most excited about? Fortinet's just starting their fiscal year 17. What excites you most as a distributor for this year of opportunities? >> I would say it's a couple things. They had an exciting announcement today around their intent based and that's really exciting. To be able to drive simplicity and to management and being able to understand what's going on. Our partners and ultimately the clients, they don't want point products. There's a lot of security vendors that are offering point products. These customers want business outcomes and they want simplicity. It's really easy to be a cyber criminal today. Ransomware's a service. You can go out and start flooding emails out and then all the sudden you rent the malware and you'll get paid if you can infect somebody and they have to go pay for it. Protecting against that has to be as simple as it is to be a cyber criminal. I think that it's exciting with what they're doing there. In terms of this event, and Derek is a great leader in security. He was out at our big event in November so I was catching up with folks like him. I love these events to come and check in with our partners and we've been a Fortinet distributor, this will be our 10 year anniversary and we're also a customer. It's exciting for me to come in and see our friends and familiar faces and catch up with everybody and see what's new. We're really excited about the future with Fortinet. In those 10 years, we've been above market growth every year. Don't tell my boss, he assigns quotas. But they've been a great partner for us. >> It sounds like from what we've heard today from yourself and from your partners at Fortinet, this year presents a tremendous amount of opporunity and challenge. We wish you continued success, Eric. Thank you so much for your time on theCUBE. >> Thank you very much. >> We thank you for watching theCUBE as well. And I'll thank you on behalf of my esteemed colleague, Peter Burris. But, don't go away, we'll be right back.