>>Hello. I'm Professor Toru Suzuki Cherif cardiovascular medicine on associate dean of the College of Life Sciences at the University of Leicester in the United Kingdom, where I'm also director of the Lester Life Sciences accelerator. I'm also honorary consultant cardiologist within our university hospitals. It's part of the national health system NHS Trust. Today, I'd like to talk to you about our Lester Clinical Data Science Initiative. Now brief background on Lester. It's university in hospitals. Lester is in the center of England. The national health system is divided depending on the countries. The United Kingdom, which is comprised of, uh, England, Scotland to the north, whales to the west and Northern Ireland is another part in a different island. But national health system of England is what will be predominantly be discussed. Today has a history of about 70 years now, owing to the fact that we're basically in the center of England. Although this is only about one hour north of London, we have a catchment of about 100 miles, which takes us from the eastern coast of England, bordering with Birmingham to the west north just south of Liverpool, Manchester and just south to the tip of London. We have one of the busiest national health system trust in the United Kingdom, with a catchment about 100 miles and one million patients a year. Our main hospital, the General Hospital, which is actually called the Royal Infirmary, which can has an accident and emergency, which means Emergency Department is that has one of the busiest emergency departments in the nation. I work at Glen Field Hospital, which is one of the main cardiovascular hospitals of the United Kingdom and Europe. Academically, the Medical School of the University of Leicester is ranked 20th in the world on Lee, behind Cambridge, Oxford Imperial College and University College London. For the UK, this is very research. Waited, uh, ranking is Therefore we are very research focused universities as well for the cardiovascular research groups, with it mainly within Glenn Field Hospital, we are ranked as the 29th Independent research institution in the world which places us. A Suffield waited within our group. As you can see those their top ranked this is regardless of cardiology, include institutes like the Broad Institute and Whitehead Institute. Mitt Welcome Trust Sanger, Howard Hughes Medical Institute, Kemble, Cold Spring Harbor and as a hospital we rank within ah in this field in a relatively competitive manner as well. Therefore, we're very research focused. Hospital is well now to give you the unique selling points of Leicester. We're we're the largest and busiest national health system trust in the United Kingdom, but we also have a very large and stable as well as ethnically diverse population. The population ranges often into three generations, which allows us to do a lot of cohort based studies which allows us for the primary and secondary care cohorts, lot of which are well characterized and focused on genomics. In the past. We also have a biomedical research center focusing on chronic diseases, which is funded by the National Institutes of Health Research, which funds clinical research the hospitals of United Kingdom on we also have a very rich regional life science cluster, including med techs and small and medium sized enterprises. Now for this, the bottom line is that I am the director of the letter site left Sciences accelerator, >>which is tasked with industrial engagement in the local national sectors but not excluding the international sectors as well. Broadly, we have academics and clinicians with interest in health care, which includes science and engineering as well as non clinical researchers. And prior to the cove it outbreak, the government announced the £450 million investment into our university hospitals, which I hope will be going forward now to give you a brief background on where the scientific strategy the United Kingdom lies. Three industrial strategy was brought out a za part of the process which involved exiting the European Union, and part of that was the life science sector deal. And among this, as you will see, there were four grand challenges that were put in place a I and data economy, future of mobility, clean growth and aging society and as a medical research institute. A lot of the focus that we have been transitioning with within my group are projects are focused on using data and analytics using artificial intelligence, but also understanding how chronic diseases evolved as part of the aging society, and therefore we will be able to address these grand challenges for the country. Additionally, the national health system also has its long term plans, which we align to. One of those is digitally enabled care and that this hope you're going mainstream over the next 10 years. And to do this, what is envision will be The clinicians will be able to access and interact with patient records and care plants wherever they are with ready access to decision support and artificial intelligence, and that this will enable predictive techniques, which include linking with clinical genomic as well as other data supports, such as image ing a new medical breakthroughs. There has been what's called the Topol Review that discusses the future of health care in the United Kingdom and preparing the health care workforce for the delivery of the digital future, which clearly discusses in the end that we would be using automated image interpretation. Is using artificial intelligence predictive analytics using artificial intelligence as mentioned in the long term plans. That is part of that. We will also be engaging natural language processing speech recognition. I'm reading the genome amusing. Genomic announced this as well. We are in what is called the Midland's. As I mentioned previously, the Midland's comprised the East Midlands, where we are as Lester, other places such as Nottingham. We're here. The West Midland involves Birmingham, and here is ah collective. We are the Midlands. Here we comprise what is called the Midlands engine on the Midland's engine focuses on transport, accelerating innovation, trading with the world as well as the ultra connected region. And therefore our work will also involve connectivity moving forward. And it's part of that. It's part of our health care plans. We hope to also enable total digital connectivity moving forward and that will allow us to embrace digital data as well as collectivity. These three key words will ah Linkous our health care systems for the future. Now, to give you a vision for the future of medicine vision that there will be a very complex data set that we will need to work on, which will involve genomics Phanom ICS image ing which will called, uh oh mix analysis. But this is just meaning that is, uh complex data sets that we need to work on. This will integrate with our clinical data Platforms are bioinformatics, and we'll also get real time information of physiology through interfaces and wearables. Important for this is that we have computing, uh, processes that will now allow this kind of complex data analysis in real time using artificial intelligence and machine learning based applications to allow visualization Analytics, which could be out, put it through various user interfaces to the clinician and others. One of the characteristics of the United Kingdom is that the NHS is that we embrace data and captured data from when most citizens have been born from the cradle toe when they die to the grave. And it's important that we were able to link this data up to understand the journey of that patient. Over time. When they come to hospital, which is secondary care data, we will get disease data when they go to their primary care general practitioner, we will be able to get early check up data is Paula's follow monitoring monitoring, but also social care data. If this could be linked, allow us to understand how aging and deterioration as well as frailty, uh, encompasses thes patients. And to do this, we have many, many numerous data sets available, including clinical letters, blood tests, more advanced tests, which is genetics and imaging, which we can possibly, um, integrate into a patient journey which will allow us to understand the digital journey of that patient. I have called this the digital twin patient cohort to do a digital simulation of patient health journeys using data integration and analytics. This is a technique that has often been used in industrial manufacturing to understand the maintenance and service points for hardware and instruments. But we would be using this to stratify predict diseases. This'll would also be monitored and refined, using wearables and other types of complex data analysis to allow for, in the end, preemptive intervention to allow paradigm shifting. How we undertake medicine at this time, which is more reactive rather than proactive as infrastructure we are presently working on putting together what's it called the Data Safe haven or trusted research environment? One which with in the clinical environment, the university hospitals and curated and data manner, which allows us to enable data mining off the databases or, I should say, the trusted research environment within the clinical environment. Hopefully, we will then be able to anonymous that to allow ah used by academics and possibly also, uh, partnering industry to do further data mining and tool development, which we could then further field test again using our real world data base of patients that will be continually, uh, updating in our system. In the cardiovascular group, we have what's called the bricks cohort, which means biomedical research. Informatics Center for Cardiovascular Science, which was done, started long time even before I joined, uh, in 2010 which has today almost captured about 10,000 patients arm or who come through to Glenn Field Hospital for various treatments or and even those who have not on. We asked for their consent to their blood for genetics, but also for blood tests, uh, genomics testing, but also image ing as well as other consent. Hable medical information s so far there about 10,000 patients and we've been trying to extract and curate their data accordingly. Again, a za reminder of what the strengths of Leicester are. We have one of the largest and busiest trust with the very large, uh, patient cohort Ah, focused dr at the university, which allows for chronic diseases such as heart disease. I just mentioned our efforts on heart disease, uh which are about 10,000 patients ongoing right now. But we would wish thio include further chronic diseases such as diabetes, respiratory diseases, renal disease and further to understand the multi modality between these diseases so that we can understand how they >>interact as well. Finally, I like to talk about the lesser life science accelerator as well. This is a new project that was funded by >>the U started this January for three years. I'm the director for this and all the groups within the College of Life Sciences that are involved with healthcare but also clinical work are involved. And through this we hope to support innovative industrial partnerships and collaborations in the region, a swells nationally and further on into internationally as well. I realized that today is a talked to um, or business and commercial oriented audience. And we would welcome interest from your companies and partners to come to Leicester toe work with us on, uh, clinical health care data and to drive our agenda forward for this so that we can enable innovative research but also product development in partnership with you moving forward. Thank you for your time.

>>From Miami beach, Florida. It's the queue covering a chronics global cyber summit 2019 brought to you by Acronis. >>Okay, welcome back. Everyone's the cubes covers two days here in Miami beach. The Fontainebleau hotel for the Kronos has global cyber summit 2019. It's inaugural event around a new category emerging called cyber protection. Um, this isn't a wave that's going to be part of the modernization a week we've been calling cloud 2.0 or whatever you want to call it. A complete modernization of the it technology stack and development environment includes core data center to the edge and beyond. Our next guest is Dan havens, chief growth officer per Chronis. Dan, thanks for coming on. Appreciate it. And thank you for having me, Dan. So, uh, what does chief growth officer mean? You guys obviously are growing, so obviously we see some growth there. Yeah, numbers are there. What she, what she, we have a couple of divisions in the company where we see we can really accelerate the business. >>So we came in and we wanted to make some large investments here. One of those areas was sports. You're seeing race cars out here on the floor, you're seeing all kinds of baseball teams, soccer teams, and we're talking to everybody. We have 40 teams now that are using our technology for competitive advantage on the field. Uh, the other areas, OEM, so, uh, original equipment manufacturers, everybody from making a camera to a server somewhere, having a Cronus be embedded, that's a big angle for us and we just didn't have a lot of focus. So I came into to build those divisions. I've actually joined the CEO before in a prior life in his last company and did something similar for him on a similar, uh, back there and we had violent success. So yeah, it's been a lot of fun. I've been here a year and a half and we're killing it. >>We got triple digit growth in the sporting category and similar in the OEM. It's interesting, you know, I look at a lot of these growth companies and the kind of a formula. You see, you guys have a very efficient and strong product platform engineering group. A lot of developers, a lot of smart people in the company, and a strong customer facing for the lack of a better word, field. The group you're in, you're involved, this is not, and you got marketing supporting it in the middle. Yep. So nice, efficient organizational structure on a massive way. But cyber, because this isn't your grandfather's data projection, this is a platform. What's the pitch? So the key here for us is we have to always say, and, and it, it's, it's hard to simplify and we're easy. In fact, we're cost-effective. Sometimes I'll even say I'm cheap and I'm easy. >>And that does not go out of style for an enterprise, right? So our ability to take good old fashioned backup and these things that other people need and basically extend that across. Now I can have one window where I can control, keep 'em out. If somebody gets in or from the inside or a disaster happens. I from this one place can recover my data. I'm secure with my data. I have the ability to notarize my data. So this one, and by the way, key simple interface. Customers love simple. This one simple interface to be able to do that. Now it takes a lot of engineering that goes behind that. I have plenty of, I have fancy engineering degrees and all that, but I try forget that when I'm talking to a customer because at the end of the day it's gotta make sense. A mind that doesn't know, says no. >>And I think we do a pretty good job of simplifying the message, but as they get under the covers and they roll it out, they recognize that there's, you know, we, we, we have more engineers per employee capita than any company that would have 1600 employees. Simple, easy to use. It reduces the steps it takes to do something as a winning business model. You kind of come from that school you mentioned, you know, cheap and easy. That's what is key. Yeah. But we're in a world where complexity is increasing and costs are increasing. Yep. These are two dynamics that are facing every enterprise, cyber it everywhere. What's your story when you want to educate that person so they can get to that? Yes. I want to work with you guys. What's that? What's that getting to? Yes. Processed motion look like. So the beautiful part is is we sell software right now. >>Software can be purchased complex. You install it, you can figure, you do everything yourself. We also can sell that from a cloud standpoint. So now you consume it like a service. Just like you consume Netflix at home, right? I can now consume this protection as a service. You have bolts spectrums covered. Most enterprises are somewhere in the middle. We call that hybrid. So the idea here is that there's going to be components where this data's not leaving these four walls. It might be government agency, it might be some compliance factor, but the ability to be able to say yes anywhere on that spectrum, it makes it very easy for an executive to say, okay, but we have a very, as you leverage the cloud, the OnRamp for this can be as simple as turning on the surface and pointing it at a data source. I mean, you're a student of history, obviously even in this business for awhile, you've done been there longer than you'd think. >>Data protection was kind of like that. Afterthought, backup data recovery all based upon, yeah, we might have an outage or a flood or hurricane Sandy who knows what's going to happen. You know, some force majority out there might happen, but security is a constant disrupter of business continuity. The data's being hijacked and ransomware to malware attacks. This is a major disruption point of a world that was supposed to be a non disruptive operational value proposition. Yeah, so the world has changed. They went from a niche, well, we've got their architecture of throwing back up. You've got to think about it from day one at the beginning. This seems to be your, your story for the company. You think about security from the beginning with data protection. There's only one club in the bag, so to speak. Talk about that dynamic and how's that translating into your customer's storytelling customer engagements to show you, you used an interesting word at the beginning, disaster recovery years ago, I started my tech industry in 1992 right? >>Disaster recovery is when we're going to have a flood or a hurricane and the building's going to burn down. What we find is most of our customers, that's certainly happens, but that's not the driver. The driver now is somebody after my data because the world has changed. Not only has the amount of data we're collecting change, but the ability to illegally monetize somebody else's data has become reality and you have social media that is socializes if you get breached and so forth. So there's a number of drivers. Number one, I don't want to be turned out of business. Number two, I don't want to be ransom. Then number three, I certainly don't want to do the cover of the wall street journal tomorrow morning as a top executive who looked past data. We literally watch brands, I won't mention the brand now, but a very large fortune 1000 what's called out yesterday. >>We see it every few days and we watched the carnage of their brand get deluded because they weren't protected. So I think it's the perfect storm up. I've got a ton of data, so it's coming in from all directions. Secondly, I I'm concerned about, you know, my brand and been able to protect that data and then you know, what do I do? And the disaster in this case is not necessarily flood or fire. It's that somebody from the inside or outside got in the gym. Pretend that I'm a decision maker. I'm like, my head's exploding. I'm got all this carnage going on. I don't want to get fired yet. I know I'm exposed. Nothing's yet happened yet. Maybe I settled the ransomware thing, but I know I'm not in a good place. What's your story to any, what's your pitch to me? What's in it for me? Tell me. >>Tell me the posture and the, well, we're halfway home. If you say, I know I'm not in a good place, right? Cause oftentimes somebody has to get bit first or they have to see their neighbor get bit first and then they say, Hey come in. One of my first plays would be let's find out what place you really are. I can do that very quickly and an assessment, we can gather your systems, we can get a sense for our, where's your data? Where it's flowing from. What are you doing? What are you doing to protect it? We typically will come back and there's going to be spots where there's blind spots. Sometimes they're fully naked, right? But the good news is is now we know the problem, so let's not waste any time, but you can get onboard and baby steps or you know, we can bandaid it or we can really go into full surgery however you want to move forward. >>But the idea is recognizing this has to be addressed because it's a beast. Every single device that's out there on the floor, in any enterprise, any company is a way in and a POC are critical for your business model. You want to get them certainly candy taste, show the value quickly has a POC, gets structured unit assessment. You come in on a narrow entry nail something quick, get a win. What's the, what's the playbook? Love PLCs because we're so fast and easy meaning oftentimes you do PLCs cause you're complex software and you're trying to prove your point and so forth. I love to push a POC cause I can do it inside of days, but I get the customer to take the drive. It's just on the car lot. If I get you to drive it down the block, you're not bringing it back. You're bringing it home to the neighbors. >>Right. That is the case with our software and our hit rate is key. But again it's because it's straightforward and it's easy. So though most sales cycles don't push for pilot. I can't wait to get a pilot but we don't need 30 days to do it in a couple of days. They're going to recognize I can do this too. You have a good track record of POC. If I get, this is going to be the most conceding. You might have to edit this out. If I get an audience, I will win. That is the most conceited statement on the planet. And if I get the audience and they will look, and this is why we use the sports teams. Sports teams are the cool kids using this. And if I get an executive to say, what are you guys doing with the red Sox? If I could get him or her to look, it's game over. >>Hey being bad ass and having some swagger. It's actually a good thing if you got the goods to back it up. That's not fun. Piece here is that the product works well and it's not this massive mountain to hurdle. It is. We can get started today and take bites as we go, but you mentioned sports. Let's get into that talk track. As we have been covering sports data for now six years on the cube in San Francisco. We were briefly talking about it last night at the reception, but I think sports teams encapsulates probably the most acute use case of digital transformation because they have multiple theaters that are exploding. They got to run their business, they got a team to manage and they got fan experience and their consumers, so you've got consumerization of it. You got security of your customers either in a physical venue from a potential terrorist disaster could happen to just using analytics to competitive venture from the Moneyball model to whatever sports really encapsulates what I call the poster child of using digital into a business model that works. >>You've been successful with sports. We interviewed Brian shield yesterday. Yup. Red Sox, vice-president technology. He was very candid. He's like, look it, we use analytics. It helps us get a competitive, not going to tell you the secrets, but we have other issues that people not thinking about drone strikes while the games going on, potential terrorist attacks, gathering the people, you know, adding on East sports stadium to Fenway park. They have a digital business model integrating in real time with a very successful consumer product and business in sports. This has been a good market for you guys. What's been the secret to success? >> Explosive market? Couple things. First off, you summarized well, sports teams are looking for competitive advantage, so anything that can come in under that guys is gonna get some attention plus data, fan data, system data, ticket data. Um, in baseball, they're studying every single pitch of pictures ever thrown. >>They have video on everything. This is heavy lift data, right? So a place to put it saved money, a place to protect it, a pace to access it so that all of my Scouts that are out in the field with a mobile device have the ability to upload or evaluate a player while they're out still on them and on the field somewhere maybe in another country. And then add the added caveat in our sexiest piece. And that's artificial intelligence. You mentioned Moneyball, right? Uh, the, the entire concept of, of stat of statistics came out in the Moneyball concept and you know, we all saw the movie and we all read the book, but at the end of the day, this is the next step to that, which is not just written down statistics. Now we can analyze data with machine learning and we have very, we have unique baseball examples where there's absolutely no doubt they have the data. >>It's the ability to, how do I turn that to where I can be more competitive on our racing team. So we're actually working with teams improving, changing the car on the track during the race, using our software fact. We always look forward to opportunities where somebody says, Hey, come in and talk about that because it's incredibly sexy to see. Um, but sports are fun because first off they're the cool kids. Secondly, they're early adopters. If it's gonna give competitive advantage, uh, and third, they hit all the vectors. Tons of data have to protect it. >> It's our life in the business models digital too. So the digital transformation is in prime time. We cannot ignore the fact that people want wifi. They got Instagram, Facebook, all of these, they're all conscious of social media. There are all kinds of listening sports club, they have to be, they have to be hip, right? >>And being out front like that, think about the data they have come in at. And so not just to be smart on the field, they have to be smart with our customer. They're competing with that customer for four of their major sports or whatever. Major sports in the, in the, in the, in our case in this fashionable to be hip is cool for the product, but now you think about how they run their business. They've got suppliers, um, that have data and trusting suppliers with data's. There's a difficult protection formula. They've got national secure security issues. They have to protect, well they have to protect as a big part, but they have to protect, well first off these, these archives of data that are of 20 races ago or of this pitcher pitched three years ago and I have a thousand of his pitches and I'm looking for towels. >>That is, that's mission critical. But also, uh, to boot you have just business functions where I'm a, I'm a team and I have a huge telco sponsor and we are shifting back and forth and designing what their actual collateral is going to be in the stadium. They're actually using a Chronis to be able to do that up in the cloud where they can both collaborate on that. Not only doing it, but being able to protect it that way. It's, it's more efficient for them. It's interesting. I asked Brian shield this question, I asked her how does baseball flex and digital with the business model of digital with the success of the physical product or their actual product baseball. And he said an interesting thing. He's like the ROI models just get whacked out because what's the ROI of an investment in technology? It used to be total cost of ownership. >>The class that's right under the under the iceberg to sharpen whatever you use, you use that. We don't use that. We think about other consequences like a terrorist attack. That's right. So so the business model, ROI calculation shifting, do you have those kinds of conversations with some of these big teams and these sports teams? Because you know they win the world series, their brand franchise goes up if they win the national championship, but whatever their goal is has real franchise value. There's numbers on that. There's also the risk of say an attack or some sort of breach. >> Well, I won't mention the names, I won't mention the teams by name, but I have a half a dozen teams right now and two that are actually rolling out that are doing facial recognition just for security, a fan's entering their stadium. So they are taking the ownership of the safety of their fan to the level of doing visual or facial recognition coming into their stadium. >>Obviously the archive to measure against is important and we can archive that, but they're also using artificial intelligence for that. So you're absolutely right. They owe their fan a safe experience, not only a safe experience with good experience and so forth. And we love to be associated whenever we can with wins and losses. But to your point, how do you get, or how do you show a TCO on a disaster and nobody wants to, and by the way, we've seen enough of that to know it's looming. And there's also the supply chain too. I can buy a hotdog and a beer from Aramark, which is the red socks. They say supplier that's not owned by the red Sox. They have a relationship. But my data's in, I'm a consumer of the red Sox. I'm procuring a, you know, some food or service from a vendor. Yeah, yeah. My data's out there. >>So who protects that? Well, these are unique questions that come up all the time. Again, that's a business decision for the customer. The idea is with cloud collaboration, it's technically quite easy, but again, they have to decide where they're gonna commingle their data, how they're going to share. But the idea here is, again, back to the spectrum, fully cloud and accessible and locked down airtight government's scenario where we have a, you know, a lock bottom line is you get to pick where you want to be on there and there's going to be times where my example of talking to the, uh, the telco vendor, we're, we're actually going to share our data together and we're going to make us faster, make a quicker return and design this collateral for our stadium faster. Those are business decisions, but they're allowed because it, Coronas can be as hybrid as you need to be along the site. >>And again, that resonates with an executive. They never want to be wearing handcuffs and they don't want to pay overpay for stuff to not use our stuff. And if you decide to consume cloud, you, you just pay as you go. It's like your electricity bill. All right. So the red Sox are a customer of you guys. You have or they use your service. What other sports teams have you guys engaged with who you're talking to? Give a taste of some of the samples. So European, we have a couple of formula one teams. We have a racing point. We have the Williams team and formula E we have to cheetah the dragon team. We have a adventury, we also have Neo. So we have a good presence in the racing clubs. We have a ton of a world rally cars and, and, and motorcycle motorcross and so forth. >>Then you step over into European football. So we, we, we started in cars and recognize this is hot. So then we got our first, uh, European team, uh, and we had arsenal. As a matter of fact, we have one of the legends here signing with us today. And you know, I mean, they're rock stars, right? People follow them. Anyway, so we have arsenal and we did man city. Um, and we just landed, uh, Liverpool just did that this quarter, two weeks ago. I literally just, the ink is still drying. Um, and then you move into the United States, which I brought the, you know, I brought the circus to town on January one, 2019. First when was the Boston red Sox. We quickly followed that up. You'll see us on the home run fence at San Diego Padres. Volts bought for different reasons, but both very sexy reasons. So it's the reason. >>What were the main drivers? So in the case of the Boston red Sox, it was, it was a heavy lift on video. A lot of on the protection side. Um, the, uh, San Diego was file sync and share. So the example I was giving of, um, being able to share with your largest telco vendor or with your largest investors slash sponsor for your stadium, um, that was the driver. Now what's funny about both is as they get started, he's always expanding, right? So we have the baseball teams, we did land this quarter, the Dallas stars. So that's our first hockey club. I really want. And my goal is to try to get a couple in each of the main four categories and then some of the subs, um, just cause you get the cool kids, you get a tipping point. Everybody then wants to know what's going on. I have a hundred and play. >>And so we, we typically try to qualify regional where it makes sense. Um, uh, we're, you know, we're very close with a team here in the region. So, you know, they, in the feedback from, from the, from the successes you had implementations, why, what's uh, what's been the feedback from the customers. So here's the file in this. Sounds like I'm just tripping with sales guy and I apologize. Warning signs. Okay. If they use it, we're home free. So when you get Brian or any one of these guys that are using it, all I have to do is make sure that a new customer hears this person who has no reason to say anything else and just expose them to it. Because it's this unknown, scary thing that we're trying to protect against and being able to do that and have the freedom of how aggressive or you know, what metaphor am I going to cover that? >>And then also, uh, you know, the, obviously the economics work is you pay as you go. Um, it's, you know, it's a good story. Well, Dan, congratulations on the success. Um, great to see you guys really digging in and getting those PLCs and being successful. We watching your growth. Final question for you yes. Is all the data and the patterns that you see and all of customers. What's the number one reason why a Cronus is selected and why you women? I think that's an interesting question and I think that it's a couple of reasons. Number one, we work, we're easy. We have an enormous footprint. So there's a lot to reference from. Many people have already used us on the consumer side, so we're safe. So that's one reason I would also tell you however, that we have a great ecosystem because a Kronos is different than most software companies. >>Most software companies have a huge outside sales force that sells direct to customer a Chronis. Everybody here is a partner. We sell through a service provider to a channel member through a, through a, a, a, an ISV. Um, and then we have some direct enterprise. But the idea is there's a variety of solutions that can be baked on this foundation. And I think people like that variety. I, they, they like the, like the freedom of I'm not just trapped with this one thing. I can buy it and all options are available and I will tell you an it, nobody wants to be locked down. Everybody wants options, safety in numbers. They want their data protected with the whole cyber land lens. And they know everything's changing every six months. Something's different. And I don't want to be handcuffed in my desk. I want all options available. I think that's our best value from all right, Dan, thanks for coming on. Dan havens, chief growth officer, but Krohn is weird. The Chronis global cyber summit. I'm John Ford. Stay tuned for more cube coverage after this short break.

>> Announcer: From Miami Beach, Florida, it's The Cube, covering Acronis Global Cyber Summit 2019. Brought to you by Acronis. >> Welcome back everyone. We are here with The Cube coverage for two days. We're wrapping up, getting down on day one in the books for the Acronis Global Cyber Summit 2019. I'm John Furrier, your host of The Cube. We are in Miami Beach, the Fontainebleau Hotel. I'm personally excited for this next guest because I'm a huge Red Sox fan, even though I got moved out to California. Giants is in a different area. National League is different than American League, still my heart with the Red Sox. And we're here with an industry veteran, seasoned professional in IT and data, Brian Shield. Boston Red Sox Vice President of Technology and IT. Welcome to The Cube, thanks for joining us. >> Thank you. It's great to be here. >> John: So congratulations on the rings. Since I moved out of town, Red sox win their World Series, break the curse of the Bambino. >> Hey we appreciate that. Thank you. >> My family doesn't want me back. You got to show >> Yeah, maybe I'll put this one up for the, maybe someone can zoom in on this. Which camera is the good one? This one here? So, there ya go. So, World Series champs for at least for another week. (laughter) >> Bummer about this year. Pitching just couldn't get it done. But, good team. >> Happens. >> Again, things move on, but you know. New regime, new GM going to come on board. >> Yup. >> So, but in general, Red Sox, storied franchise. Love it there. Fenway Park, the cathedral of baseball parks. >> Brian: Defnitely. >> And you're seeing that just play out now, standard. So just a great place to go. We have tickets there. So, I got to ask you. Technology, sports, really is modernized faster than I think any category. And certainly cyber security forced to modernize because of the threats. But sports, you got a business to run, not just IT and making the planes run on time. >> Sure. >> Scouts, money, whatever. >> Fans. >> You got fan experience. >> Stadium opportunities. >> Club management, scouts are out there. So you got business, team, fans. And data's a big part of it. That's part of your career. Tell us what the cutting edge innovation is at the Red Sox these days. >> I think baseball in general, as you indicated, it's a very evolving kind of environment. I mean historically I think people really sort of relish the nostalgia of sports and Fenway Park being as historic as it is, was probably the pinnacle of that, in some respects. But Red Sox have always been leaders and baseball analytics, you know. And everyone's pretty familiar with "Moneyball" and Brad Pitt. >> John: Is that a true story, he turned down the GM job? >> I'm told it is. (laughter) I don't know if I fully vetted that question. But over the last six, seven years, you know we've really turned our attention to sort of leveraging sort of technology across the businesses, right? Not just baseball and analytics and how we do scouting, which continues to evolve at a very rapid pace. But also as you pointed out, running a better business, understanding our fans, understanding fan behavior, understanding stadiums. There's a lot of challenges around running an effective stadium. First and foremost to all of us is really ensuring it's a great fan experience. Whether it's artificial intelligence, or IoT technologies or 5G or the latest Wifi, all those things are coming up at Fenway Park. You and I talked earlier about we're about to break ground for a new theater, so a live theater on the outside, beyond the bleachers type of thing. So that'll be a 5,400-seat arena, 200 live performances a year, and with e-sports, you know, complementing it. It just gives you an example of just how fast baseball is sort of transitioning. >> And the theater, is that going to be blown out from where that parking garage is, structure and going towards >> So the corner of Landsdown and Ipswich, if you think of that sort of corner back there, for those that are familiar with the Fenway area. So it's going to be a very big change and you'll see the difference too from within the ballpark. I think we'll lose a couple of rows of the bleachers. That'll be replaced with another gathering area for fans and things like that, on the back end of that theater. So build a great experience and I think it really speaks to sort of our ability to think of Fenway as more of a destination, as a venue, as a complementary experience. We want people to come to the area to enjoy sports and to enjoy entertainment and things. >> You know Brian, the consumerization of IT has been kicked around. Last decade, that was a big buzzword. Now the blending of a physical event and digital has certainly consumed the world. >> Absolutely. >> And we're starting to see that dynamic. You speak to a theater. That's a physical space. But digital is also a big part of kind of that complementary. It's not mutually exclusive for each other. They're integrated business models. >> Absolutely. >> So therefore, the technology has to be seamless. The data has to be available. >> Yup. >> And it's got to be secure. >> Well the data's got to be ubiquitous, right? I mean you don't want to, if we're going to have fans attending theater and then you're going to go to Fenway Park or they leave a game and then go to some other event or they attend a tour of Fenway Park, and beyond maybe the traditional what people might think about, is certainly when you think about baseball and Fenway Park. You know we have ten to twelve concerts a year. We'll host Spartan games, you know. This Christmas, I'm sorry, Christmas 2020 we now have sort of the Fenway Bowl. So we'll be hosting the AAC ACC championship games there with ESPN. >> John: Hockey games? >> Hockey games. Obviously we have Liverpool soccer being held there so it's much more of a destination, a venue for us. How we leverage all the wonderful things about Fenway Park and how we modernize, how we get basically the best of what makes Fenway Park as great as it is, yet as modern as we can make it, where appropriate to create a great fan experience. >> It's a tough balance between balancing the brand and having things on brand as well. >> Sure. >> Does that come into your job a lot around IT? Saying being on brand, not kind of tearing down the old. >> Yeah absolutely. I think our CEOs and leadership team, I mean it's not success for us if you pan to the audience and everyone is looking at their phone, right? That's not what we aspire to. We aspire to leverage technology to simplify people's experience of how do you get to the ballpark, how do I park, how do I get if I want to buy concessions or merchandise, how do I do it easily and simply? How do we supplement that experience with maybe additional data that you may not have had before. Things like that, so we're doing a lot of different testing right now whether it's 4D technologies or how we can understand, watch a play from different dimensions or AI and be able to perhaps see sort of the skyline of Boston since 1912, when Fenway Park launched... And so we sort of see all these technologies as supplemental materials, really kind of making it a holistic experience for fans. >> In Las Vegas, they have a section of Las Vegas where they have all their test beds. 5G, they call it 5G, it's really, you know, evolution, fake 5G but it's a sandbox. One of the challenges that you guys have in Boston, I know from a constraint standpoint physically, you don't have a lot of space. How do you sandbox new technologies and what are some of the things that are cool that people might not know about that are being sandboxed? So, one, how do you do it? >> Yeah. >> Effectively. And then what are some of the cool things that you guys are looking at or things they might not know about that would be interesting. >> Sure. Yeah so Fenway Park, we struggle as you know, a little bit with our footprint. You know, honestly, I walk into some of these large stadiums and I get instant jealousy, relative to just the amount of space that people have to work with and things. But we have a great relationship with our partners so we really partner, I think, particularly well with key partners like Verizon and others. So we now have 5G partially implemented at Fenway Park. We expect to have it sort of fully live come opening day next year. So we're really excited about that. We hope to have a new version of Wifi, the latest version of Wifi available, for the second half of the year. After the All-Star Break, probably after the season's over. But before our bowl game hopefully. We're looking at some really interesting ways that we can tease that out. That bowl game, we're really trying to use that as an opportunity, the Fenway Bowl, as an opportunity to make it kind of a high-tech bowl. So we're looking at ways of maybe doing everything from hack-a-thons to a pre-egaming sort of event to some interesting fan experiential opportunities and things like that. >> Got a lot of nerds at MIT, Northeastern, BU, Bentley, Babson, all the schools in the area. >> Yeah, so we'll be reaching out to colleges and we'll be reaching out to our, the ACC and AACs as well, and see what we can do to kind of create sort of a really fun experience and capitalize on the evolving role of e-sports and the role that technology can play in the future. >> I want to get to the e-sports in a second but I want to just get the plug in for Acronis. We're here at their Global Cyber Summit. You flew down for it, giving some keynote speeches and talks around security. It's a security company, data protection, to cyber protection. It is a data problem, not a storage appliance problem. It's a data problem holistically. You get that. >> Sure. Sure. >> You've been in the business for a long time. What is the security kind of posture that you guys have? Obviously you want to protect the data, protect privacy. But you got to business. You have people that work with you, supply chain, complex but yet dynamic, always on environment. >> That's a great question. It's evolving as you indicated. Major League Baseball, first and foremost, does an outstanding job. So the last, probably last four plus years, Major League Baseball has had a cyber security program that all the clubs partake in. So all 30 clubs are active participants in the program. They basically help build out a suite of tools as well as the ability to kind of monitor, help participate in the monitoring, sort of a lot of our cyber security assets and logs And that's really elevated significantly our posture in terms of security. We supplement that quite a bit and a good example of that is like Acronis. Acronis, for us, represents the ability for us to be able to respond to certain potential threats like ransom-ware and other things. As well as frankly, what's wonderful about a tool like this is that it allows us to also solve other problems. Making our scouts more efficient. We've got these 125 scouts scattered around the globe. These guys are the lifeblood of our, you know, the success of our business. When they have a problem, if they're in Venezuela or the Dominican or someplace else, in southeast Asia, getting them up and running as quickly as we can, being able to consume their video assets and other things as they're scouting prospects. We use Acronis for those solutions. It's great to kind of have a partner who can both double down as a cyber partner as well as someone who helps drive a more efficient business. >> People bring their phone into the stadiums too so those are end points now connecting to your network. >> Definitely. And as you pointed out before, we've got great partnerships. We've got a great concession relationship with Aramark and they operate, in the future they'll be operating off our infrastructure. So we're in the point of rolling out all new point-of-sale terminals this off-season. We're excited about that 'cause we think for the first time it really allows us to build a very comprehensive, very secure environment for both ourselves and for all the touchpoints to fans. >> You have a very stellar career. I noticed you were at Scudder Investments back in the '80s, very cutting-edge firm. FTD that set the whole standard for connecting retailers. Again, huge scale play. Can see the data kind of coming out, they way you've been a CIO, CTO. The EVP CIO at The Weather Channel and the weather.com again, first mover, kind of pioneer. And then now the Red Sox, pioneering. So I got to ask you the modernization question. Red Sox certainly have been cutting-edge, certainly under the last few owners, and the previous Henry is a good one, doing more and more, Has the business model of baseball evolved, 'cause you guys a franchise. >> Sure. >> You operate under the franchisor, Major League Baseball, and you have jurisdictions. So has digital blurred the lines between what Advanced Media unit can do. You got communities developing outside. I watch the games in California. I'm not in there but I'm present digitally. >> Sure. Sure. >> So how has the business model flexed with the innovation of baseball? >> That's a great question. So I mean, first off, the relationship between clubs like ours and MLB continue to evolve. We have a new commissioner, relatively new commissioner, and I think the whole one-baseball model that he's been promoting I think has been great. The boundaries sometimes between digital assets and how we innovate and things like that continues to evolve. Major League Baseball and technology groups and product groups that support Major League Baseball have been a fantastic partner of ours. If you look at some of the innovations with Statcast and some of the other types of things that fans are now becoming more familiar with. And when they see how fast a runner goes or how far a home run goes and all those sort of things, these kinds of capabilities are on the surface, but even like mobile applications, to make it easy for fans to come into ballparks and things like that really. What we see is really are platforms for the future touchpoints to all of our customers. But you're right, it gets complicated. Streaming videos and people hadn't thought of before. >> Latin America, huge audience for the Red Sox. Got great players down there. That's outside the jurisdiction, I think, of the franchise agreement, isn't it? (laughs) >> Well, it's complicated. As this past summer, we played two games in England, right? So we enjoy two games in London, sadly we lost to the Yankees in both of those, but amazing experience and Major League Baseball really hats off to those guys, what they did to kind of pull that together. >> You mentioned Statcast. Every year when I meet with Andy Jassy at AWS, he's a sports fan. We love to talk sports. That's a huge, kind of shows the power of data and cloud computing. >> No doubt. >> How do you guys interface with Statcast? Is that an Amazon thing? Do they come to you? Are they leveraging dimensions, camera angles? How does that all work? Are you guys involved in that or? >> Brian: Oh yeah, yeah. >> Is that separate? >> So Statcast is just one of many data feeds as you can imagine. One of the things that Major League Baseball does is all that type of data is readily available to every club. So every club has access to the data. The real competitive differentiator, if you will, is how you use it internally. Like how your analysts can consume that data. We have a baseball system we call Beacon. We retired Carmine, if you're familiar with the old days of Carmine. So we retired Carmine a few years ago with Beacon. And Beacon for us represents sort of our opportunity to effectively collapse all this information into a decision-making environment that allows us to hopefully to kind of make the best decisions to win the most games. >> I love that you're answering all these questions. I really appreciate it. The one I really want to get into is obviously the fan experience. We talked about that. No talent on the field means no World Series so you got to always be constantly replenishing the talent pool, farm system, recruiting, scouting, all these things go on. They're instrumental. Data's a key driver. What new innovations that the casual fan or IT person might be interested in what's going on around scouting and understanding the asset of a human being? >> Right. Sure. I mean some of this gets highly confidential and things, but I think at a macro level, as you start to see both in the minor leagues and in some portions of the major leagues, wearable technologies. I think beyond just sort of player performance information that you would see traditionally with you might associate it with like Billy Beane, and things like that with "Moneyball" which is evolved obviously considerably since those days. I mean understanding sort of player wellness, understanding sort of how to get the most out of a player and understanding sort of, be able to kind of predict potential injuries and accelerate recoveries and being able to use all of this technology where appropriate to really kind of help sort of maximize the value of player performance. I mean, David Ortiz, you know, I don't know where we would have been in 2018 without, you know, David. >> John: Yeah. >> But like, you know >> Longevity of a player. >> Absolutely. >> To when they're in the zone. You wear a ring now to tell you if you're sleeping well. Will managers have a visual, in-the-zone, don't pull 'em out, he can go an extra inning? >> Well, I mean they have a lot of data. We currently don't provide all that data to the clubhouse. I mean, you know, and so If you're in the dugout, that information isn't always readily available type of thing. But players know all this information. We continue to evolve it. At the end of the day though, it's finding the balancing act between data and the aptitudes of our coaching staff and our managers to really make the wise decisions. >> Brian, final question for you. What's the coolest thing you're working on right now? Besides the fan having a great experience, 'cause that's you kind of touched on that. What's the coolest thing that you're excited about that you're working on from a tech perspective that you think is going to be game-changing or interesting? >> I think our cloud strategy coming up in the future. It's still a little bit early stage, but our hope would be to kind of have clarity about that in the next couple months. I think is going to be a game-changer for us. I think having, you know, we enjoy a great relationship with Dell EMC and yet we also do work in the cloud and so being able to leverage the best of both of those to be able to kind of create sort of a compelling experience for both fans, for both player, baseball operations as well as sort of running an efficient business, I think is really what we're all about. >> I mean you guys are the poster child for hybrid cloud because you got core, data center, IoT, and >> No doubt. So it's exciting times. And we're very fortunate that with our relationship organizations like Dell and EMC, we have leading-edge technologies. So we're excited about where that can go and kind of what that can mean. It'll be a big step. >> Okay two personal questions from me as a fan. One is there really a money-counting room like in the movie "The Town"? Where they count a big stack of dollar bills. >> Well, I'm sure there is. I personally haven't visited it. (laughs) I know it's not in the room that they would tell you it is on the movie. (laughter) >> And finally, can The Cube get press passes to cover the games, next to NESN? Talk tech. >> Yeah, we'll see what we can do. >> They can talk baseball. We can talk about bandwidth. Right now, it's the level five conductivity. We're looking good on the pipes. >> Yeah we'll give you a tech tour. And you guys can sort of help us articulate all that to the fans. >> Thank you so much. Brian Shield, Vice President of Technology of the Boston Red Sox. Here talking about security and also the complications and challenges but the mega-opportunities around what digital and fan experiences are with the physical product like baseball, encapsulates kind of the digital revolution that's happening. So keep covering it. Here in Miami, I'm John Furrier. We'll be right back after this short break. (techno music)

>>From Miami beach, Florida. It's the cube covering a Cronus global cyber summit 2019. Brought to you by Acronis. >>So Ron, welcome back to the keeps coverage of kronas cyber global cyber summit 2019. I'm John furrier here in Miami beach. Our next guest is Pat Hurley, vice president, general manager of the Americas in sales and customer relationships. Get Debbie Juan. Hey, thanks for having me. Welcome to Miami beach. Lovely place to have an event. So I hear ya. You got a lot of competition going on between the U S America's in the AMIA teens and it's very competitive group. >> The European team is very confident. I think we'll show them tomorrow what we're made of. We've been recruited very hard for some players that are Latin American. I think we'll show them a finger too. You've got a big soccer story there. We do. Yeah. We've, uh, we've got a few sports partnerships that we have across the globe. Uh, some of the first partnerships we had were actually within formula one. >>And we really try to correlate the story of the importance of, uh, data protection and cyber protection in the sporting industry because a lot of people don't think about the amount of data that's actually being generated in the space. A formula one car generates between, you know, two and three terabyte through three gigabytes of data on every lap, tons of telemetry devices that are kicked, collecting information from the car, from the road service, from the, the general environment. They're taking that data and then sending it back to the headquarter, analyzing it and making very small improvements to the car to make sure that they can qualify faster, run a faster lap, make the right type of angle into a turn, uh, which can really differentiate them from being, you know, first, second, third, 10th in a qualifying session. On the soccer side. We do have some partnerships with uh, arsenal, Manchester city, inter Milan, and we just signed a partnership as well with Liverpool. >>So we are very popping in that space here in the U S we have some other sports that we're big fans of. I'm personally a big Boston red Sox fan, being a Boston native and we do have a sports partnership with the red Sox, which has been an unbelievable partnership with them. And learning more about the use cases that they solve and using our technology has been really cool. >> You know, Patty, you bring up the sports thing and we were kidding before we on camera around the trading, you know how people do sports deals and they trade, you know, merchandise for consumer benefit or customer benefits. But really what is happening is sports teams encapsulate really the digital transformation in a nutshell because most sports franchises are, have been traditionally behind. But now with the consumerization of it and digital can go back to 2007 since the mobile phone. >>Really, I mean it's iPhone. Yeah. Since that time, sports and capsulates every aspect of it, consumer business fan experience. And it really has every, every, almost every element of what we see now as a global IOT problem opportunity. So it really encapsulates the use case of an integrated and and needed solution. Oh yeah, absolutely. I mean, if you think about the amount of data that's, that's out there today and the fast way that it's growing, you know, the explosion of, uh, of data in the, in the world today, sports have different unique challenges. So obviously they have large fan bases that need to be able to access the data and understand what's going on with their favorite sports teams. Um, for us it's really, you know, these technology partnerships that we have with these guys, it runs through all these different areas of, you know, in many cases we didn't really understand that they were using it for. >>So, you know, the red Sox for example, they've got Fenway park and iconic stadium, you know, the Mecca of baseball. If you haven't been there yet, I suggest all your viewers that they go and check it out, give me a call, we'll try and get you set up there. But, um, you know, the, the, the experience that the fans have there is all around their data experienced there. Right? And it's not just baseball games. It could be hockey games that Fenway park, it could be a concert that they're having. A phone buys a lot of different events. These stadiums are open year round and the ability to move, share access, protect the data in that stadium is really important to how they're functioning as an organization. We talked to their I-Team quite regularly about how they're using our solutions. They're talking about uh, different aspects of artificial intelligence, different ways they can use our products and machine learning. >>Obviously with the new solutions that we have in the market today around cybersecurity or helping them to address other challenges that they face. Um, as an organization, these are realtime challenges in their physical locations, national security issues, terrorist attacks could happen. There are venues, there are public gathering places too. Absolutely. We announced our partnership with them back in may and I was shocked to hear them on the main stage announcing that they had this great partnership with the Kronos was talking about their unique cyber security needs. They started talking about drone technology and I'm thinking, all right, a drone flies in the stadium. Maybe at breaks and it falls on a player and we're paying $20 million for one of these pitchers to be out there on the Hill or an interest, a fan or maybe they're collecting some video data to then share it out. >>And that's red Sox IP. No, they're talking about cybersecurity threats in the sense that a drone, a remotely controlled device could come in and lightened incendiary device in the, in the stadium and that to them as a real security server. And that's frontline for the it guys. That's what keeps them up at night. Yeah. And that's really an attack take time. Oh yeah, absolutely. What are the use cases that are coming out of some of your customers, cause you guys have a unique integrated solution with a platform as an end to end component too. You have a holistic view on data, which is interesting and unique. People are kind of figuring this out, but you guys are ahead of the game. What are some of the use cases that you've seen in the field with customers that highlight the benefits of taking a holistic view of the data? >>Yeah, absolutely. So we look at it as kind of backups dead, right? We have, we've combined the old world of backup and disaster recovery with the new world of cybersecurity and we combine that to a term we're calling cyber protection because it really requires an end to end solution and a lot of different things need to be working properly to prevent these attacks from happening. Uh, you need to be very proactive in how you're going about that. We address it with what we call 'em, the Kronos cyber platform. And what this is, is a unique, multi-tiered multi-tenant offering that's designed specifically for service providers. We have just under 6,000 servers, providers actively selling our cyber protection solutions today and they use this for are for a multiple different aspects. And usually the beachhead has something like backup. Every company needs backup. It's more of a commodity type solutions, a lot of different players in the game out there, but they take it a step further, use that same backup technology to then do disaster recovery. >>They can do files, they can share, they can do monitoring. We have notary solutions based on blockchain technologies. Now, this whole suite of cybersecurity solutions, all of this is with a single pane of glass, one platform that of a service provider can go in and work with their customers and make sure that their data is protected, make sure that their physical machines are virtual machines, they're PCs, their Macs are all protected, that data's protected, it's secure, but it's also accessible, which is an important part of you can take your data wrapping a nice bow buried a hundred feet underground, but then you can't use it, right? So you want to be able to make sure that you can actually, uh, leverage the technology there. Um, we've seen explosive growth, especially in, in my market. I think the numbers are pretty crazy. It's something like 90% of the market today in the U S has served in some capacity by a service provider. >>And this could be a small to medium size business that's served by local service fire to those really big guys that are out there. Let's on with how large your target audience, you mentioned search probably multiple times when you're out selling your target persona, your target audience, and you're trying to reach into, so we touch, everybody know, you equate it to kind of what we do with the red Sox, right? You walk into that city and the 38,000 people that, well, some of those people are just, you know, regular Joe's, right? They, they go to work every day. They have a computer at home, they have a mobile device. They probably have multiple mobile devices. We protect that for them. We call them a consumer. Slash. Prosumers. We work at a lot of very large retail organizations. If you walk into some of those shops today, you'll be able to see our software on a shelf there. >>You work with one of those tech squads where they're starting to attach services to it and you get more of a complete offering there. We then scale up a little bit further to some OEM providers. You work with companies like Honeywell and Emerson that are manufacturing devices that embed our software on there. They white label it and deliver it out. These are connected devices. You think about the, you know the, the explosion of IOT devices in the market today. We're protecting that stuff as well. We work with very large enterprises, so some of the, the major players that you see in the manufacturing space are standing up standardizing on Acronis process control process automation vendors are using our Chronis and we can deliver the solution because of the way it's so flexible in a very consumable way for them. Those enterprises can actually act as a service provider for their employees so we can actually take our technology, deploy the layer in their infrastructure where they have complete control. >>They might not want to be in an Uber cloud, they might not want to work with Chrome OS data center. They want to have and hold that data. They want to make sure it's on site. We enable that type of functionality and then the fastest growing area for us is what I hit on earlier within the service provider community. We're recruiting hundreds of service providers every quarter. We've got some great partners here. Give you an example of a service provider. You mentioned the red size, I'm assuming is that a vendor that might be working within that organization, but still it sounds like that's a supplier to the red Sox. How, how broad is that definition? It gives us many points. Yeah, it's a really good point. So we work with hosting providers. Look, can be regional hosting providers to multinational hosting providers. Some of the very big names that you've, you're probably familiar with. >>We work with, uh, we work with, uh, telco providers who work with ISV providers or sorry, ISP providers, um, kind of regional telco providers that provide a myriad of different services all the way down to your kind of local mom and pop type service providers where you've got a small business, maybe they've got 30 to 50 employees, they're servicing probably 200 to 300 customers and they want to provide a very secure, safe, easy to use complete solution to their customers. Uh, those could be focused on certain verticals so they could be focused on healthcare, financial services, construction, et cetera. Um, we have some that are very niche within like dental services or chiropractice offices, small regional doctor's offices. Uh, and the, the beauty of that, and I was getting the partners earlier, is we have partnerships with companies like ConnectWise where those are tools that service providers are using on a very daily basis. >>So essentially the platform gives you that range and that's the typical typical platform. So you have that broad horizontally scalable capability and the domain expertise either be what solution from you guys or can ISV or someone within your ecosystem is that they get that. Right? Absolutely. And that's what really differentiates us is our ability to integrate into that plat, into our platform, into their platform and make those connections. So you don't need to learn 12, 14, 15 different technologies. You've got a small suite of offerings in a single pane of glass, very easy to use, very intuitive. Um, the integrations that we have with these partners like ConnectWise, like Ingram micro, really differentiate us because what they do is they provide open API capabilities. They provide software development kits where these partners can go ahead and build it the way they want to sell it. >>You know, it's interesting when the cloud came out and as on premise has changed to a much more agile dev ops kind of mindset that forced it to think like a service provider. I think like an operating system, it's an operating environment basically. So that service provides an interesting angle and I want to get your thoughts on this because I think this is where you guys have such a unique opportunity to just integrate solution because you could get into anything and you got ISV to back that up. So I guess the question I would have is for that enterprise that's out there that's looking to refactor and replatform their entire operation, or it could be a large enterprise, it has a huge IOT opportunity or challenge or a service provider is looking at having a solution. What's the pitch that you would give me if I'm the one of those customers? >>Say, Hey Pat, what's the pitch? So you need a, you need a trusted provider that's been in the business for a number of years that understands the data protection and security markets that Kronos has that brand. We've been doing this for about 16 years. We were founded in Singapore, we're headquartered out of Switzerland and we've got a lot of really smart guys in the back room. Was building good technologies that our partners were able to use. Um, we look at it a lot of different ways. I mentioned our go to market across a lot of different verticals and a lot of different um, kind of routes for those. The way we deliver our solution. It provides the flexibility for an enterprise to a classic reseller to um, you know, a VAR or a service, right? It's delivering services. It can be delivered to those guys how they want to consume it. >>So as an example, we may work with a smaller service provider that doesn't have any colo capabilities. We provide data centers so they could have a very quick turnkey solution, allows them to get up and running with their business, selling backup within minutes to their customers. We can also work with very large enterprises where we can deliver the complete platform to them and then they have complete control over it. We sprinkle in some professional services to make sure that we're giving them the support that they need and then they're running the service for themselves. What we've really seen in terms of a trend is that a lot of these VARs, we have about 4,500 of them in North America and they're starting to look at their businesses differently. Say, I gotta adapt or die here. I gotta figure out what my next business model is. >>How am I going to be the next one that's in the news flash that says, Hey, they've been acquired, or Hey Thoma Bravo made a big investment in me. Right? They need to convert to this services business or Kronos enables that transformation to happen. I mean, I can see you guys really making money for channel partners because they want solutions. They want to touch the customer, they want to maybe add something they could bring into it or have high service gross profits around services. Absolutely. So, yeah, our solution is unique in the sense that allows partners to sell multiple offerings to, you're getting an additional layer of stickiness providing multiple solutions to a customer. You're using the same technology, so your it team is very familiar with what they're using on a daily basis. Um, you're reducing the amount of churn for your customers because you're selling so much additional there that they're really stuck with you. >>That's a good thing. Uh, and beyond that, your increasing ARPU, average revenue per user is a key metric that all of our partners are looking at. And these guys are owner operators, right? They're business owners. They're looking at the bottom line. I mean, it's interesting the operating leverage around the consistent platform just lowers, it gives them software economic model. They can get more profit over time as they make that investment look at at the end of the day, channel partners care about a couple things, money, profit and customer happiness. Absolutely. And it helps to have them want to have a lot of one offs and a lot of, you know, training, you know, anything complicated, anything confusing, anything that requires a lot of resources, they're not going to like a, it's also great to have events like this where you're able to, to press the flesh with these guys and, and being face to face and understand their real world challenges that they're dealing with on a daily basis. >>How has the sport's a solution set that you've been involved in? How has that changed the culture of Acronis? Is that, has that, has that changed as, you know, sports is fun. People love sports, they have real problems. It's a really great use case as well. How's that change the culture? It's been amazing. I, so one from a branding perspective, we are a lot more recognized, right? Um, the most important thing about these partnerships for us is that they're actually using the technology. So, you know, we've got the red Sox here with us today. We've got arsenal represented, we've got Williams, we've got Roush racing, we've got a NASCAR car back here. Um, they use our technology on a daily basis and for each one of them we solve different types of use cases. Whether it's sending them large amount of video data from an essence studio over to Fenway park, or if it's a scout out in the field that needs to send information back and their laptop crashes, how do they recover? >>A lot of these different use cases, you can call them right back to a small business owner. You don't have to be a multibillion dollar sports organization with the same challenge. Well, I'm smiling because we've been called the ESPN of tech to they bring our set. We do let the game day thing. We certainly could love to come join you in all these marquee events that you have. We'd love to have it. Yeah, so if you follow us on social, we're out there and that, that's a big part of it. You mentioned one of ours looking for what our partners looking for. They want a personal relationship too. A lot of that goes away with technology nowadays and being able to really generate that type of a, of a personal relationship. These partnerships enable that to happen and they're very anything, I don't know anything about cars. >>We started partnering with formula one. All of a sudden I know everything about 41 I go to these races. I tell everybody I don't know anything about cars and I ended up being the, the subject matter export for him over over the weekend. So we'd love to have you guys join us. We'd love all of our partners. They get more engaged in the sports aspect of it because for us, it really is something that, um, again, they're using us in real life scenarios. We're not paying to put a sticker on a car that's going 300 miles. It's not traveling as a real partnership. Exactly. Pat, congratulations on your success and good luck on people owning away the numbers. Congratulations. Thank you very much. Just the cube coverage here at the Chronis global cyber summit 2019 I'm John furry. More coverage after this short break.

>> Hello, Room. Welcome back to London. You watching the Cube? The leader and tech coverage. My name is Dave Volante. We're here in a special program that we've constructed. It's the day before the eight of US London summit and we wanted to come and talk to some customers, some executives of startups, and really dig into what's going on in the public sector. Chris Heman is here. He's the director of UK and Ireland Public sector for eight of us. Chris, Thanks for coming on the Cube. >> Thanks for vitamins. Christ. >> Yeah. So you guys have a special public sector healthcare pre day that's going on downstairs? What's that all about? >> Yes. So obviously we'LL remain summit tomorrow expecting about twelve thousand people, which is phenomenal today that we could do something with one of our special industries, which is health care. So we've invited a number of customers and executives along for that today to learn more about cloud, how they can get going with the cloud and get, you know, start adopting a pace. So I believe you spoke with the missus about earlier on. So he misses a supplies the n hs, but also people and hs digital and so on her adopting the platform. So that's what today's all about. >> So health care is one of those sectors. It's ripe for disruption. It really hasn't been, you know, disrupted in a big way and digitized and it's starting. But the challenge is, how do you balance the cost of health care? Everybody's sensitized to that with the quality. Yeah, here. And so that's what really the problem. Show yourself. How does he ws in the cloud? Help solve that. >> Yeah, I think across the public sex. Really not just for the healthcare, but, you know, one of the things organizations are trying to do is reduce that large legacy footprint of infrastructure and really deliver against their mission, whether it be patients or citizens or whatever it may be. Ah, good example. In the in the case of the health care is we're working with a partner and I just school Business Services Authority on they have a large call center that was a really, you know, costly experience having traditional call center set up. So they've used our connect platform, our call center platform, and also some voice technologic called Lex. And they're able to reduce they stood up in about three weeks is a phenomenal effort, and they reduce their call volume by forty two percent. So basically getting the computer's towards some of the really easy queries, which, of course, meant that some of the tougher call center queries went to the actual humans and the call center handlers. So you know those sort things, I really think impact the bottom line for the HS and save some cost, but really helping to innovate a swell for for their patients and sis isn't so. >> Let's stay in health care for a second. So any just has, ah, nearly half a billion pound initiative to modernize. So if had they asked me, they didn't ask me. But had they ask me, I say, Well, part of that should be to get rid of the heavy lifting, so moved to the cloud and then really try toe transform your labor force to focus on more value added areas. It's actually helps to solve your problems. Is that essentially, what's happening? >> Understand, so that the contacts into very you know, that the people are now answering fines aren't doing those sort of Monday enquiries were it's just going to take four to six weeks. It's Maur, you know, transferring that. You know that's the computer and letting the humans do the heavy lifting. So I think that's you know, certainly one thing. But I think it's also enabling these organizations to really be closer to their citizens into their patients as well. With free liquor organizations like in the local authority, space, like else prevail. There are also using voice technology with Alexa to enable citizens to answer queries like You know who is my counselor or to update about various things within their sort of council record. And socially public sector organizations love that because they've now got this unique touch point with the sisters and at scale, whereas they would never have been able to do that previously. So that's a really good, you know, close engagement for them. >> So you hear the bromide people say data is the new oil. It's it's the it's the new natural resource. We actually think date is more valuable than oil because you can only use oil in one place. The data you can use many, many places, so data becomes increasingly important. But the problem that most traditional companies have is there, Their data is locked in silos. It's hardened into an application. And so so how are you guys attacking that problem? What do you see? A CZ trends in the customer base in terms of being able tto have sort of, ah, unified data model. And what role does the cloud >> play there? Yeah, I think it's really good questions. So there's a number of things that we're doing. First of all, we're very passionate about public date sets. So we host a number of public day sets like Lanza imagery and these sort of things, you know, fundamentally, we believe data has gravity, so, you know, for overto host and provide this data at scale for researchers and so on. That has tremendous huge benefit. But you're right about public sector organizations, and I silos a good example. Where we've we've worked is with transport for London. Obviously, if you want to get in and around the city of London, typically you go to tear filled look after UK, which runs on a dress, and you'LL say, I want to get from you know, Frank and to Liverpool Street, and that's all kind of running on top of a dress. But the really cool thing is they've opened up all that information so they don't have to develop. Those ups themselves are effectively crowd sourcing the development of those APS. So they've got some four thousand developers now working against all this data. Ah, Delight recently did a study. They reckon it's goingto generate economic benefits of one hundred thirty million pounds per annum just by making this really time data available. So So you're gaining unique business in size. But not only that, you've got organizations like city mapper who can commercialize that data develop, perhaps, and sell those apse on behalf of you know, you took to the community and so on. So you've got double bubble of s on the engagement, but also the public benefit as well. So that's really cool >> now, years ago Ah, in a past life, I had an opportunity when I worked for I d see the research company to run the government business. And when I went around and talked to the heads of military heads, the heads of agencies, there was a common theme. They were trying to close the gap between public sector and commercial. Yeah, and they never quite could get there. The cloud seems to me, Chris, to be changing that. I mean, to me, the CIA deal in twenty thirteen was a seminal moment for just the cloud and need of us specifically. But increasingly, you're seeing innovation. Yeah, it's still very difficult because you get turnover and agencies and administrations and so forth. But what are you seeing in terms of of those trends? Are you seeing public sector organizations leaning in modernizing? And again, what role does the cloud play there? >> Yeah, one hundred cent. I think you're absolutely rise. It is a unifier. In that sense we worked with, you know, we're moving mission systems to the cloud now with our customers. Ah, we worked with Dr Vehicle Stands Agency. So they're responsible for making sure our car's unroadworthy in the UK. They migrated their entire platform, which supports on thirty thousand small businesses. Try the rest in ten weeks. So it's amazing what public sector organizations are able to achieve with the pace of cloud. And a lot of it starts with experimentation. You know, that's the great thing is that you can try something. If it doesn't work, you can turn it off and you haven't lost anything but that that pace of being out to move, even mission systems. So the cloud is happening in public sexual across the board, >> and I mentioned the CIA before they start to be the American sort of parachuting in, and it's obviously a bias that I have. I'm working on my accent. But But But But the CIA was significant because everybody in the early days were so concerned about security that the head of tea in the CIA stood up last year at the D. C. Public sector Summit and said, My worst day of security in the cloud is better, far better than my client server ever. Wass. Yeah. So what about security concerns? Have they abated? They they still there? How is that evolving? >> Well, I think first of always, absolutely right that public sector organizations one hundred percent laser focused on security. But the good news is that we are to you know, its job. Zero for us is absolutely everything that we don't live and breathe by. And I think we've demonstrated that in a number of ways. I mean first of all, just the way in which we operate our physical infrastructure and everything that we do it physical pace, but then above the layer with the kind of the things that are a customer's responsible for. We have something called a shared responsibility model, so the responsibility for kind of everything above the physical infrastructure, but we provide the tools that they just never would've been able to get access to in a in a physical world, you know what our CEO's in public sector organizations do You know every servant you have, you know, just things like that. And they would just be like Now I've got no idea, but with a cloud, you have that visibility. You can see every single thing that's happening in the environment. So you get farm or visibility in control that he ever was ever were able to in a physical world. So I think that's first thing and obviously everything that we do around certification atter stations around. I so certification all the reporting and so on that we do Teo to assure our customers that we do a good job of that level as well. Ministry of Justice actually came out and said you could be more secure in the cloud than on premises and you have to focus on those areas where you're not in the cloud. So I think that was a huge testament by the UK. Come and say, Actually, this is this is secure, and this is fit for purpose, which is which is good. >> One of the things I've observed boat just technology adoption in general. You know, Silicon Valley's unique, obviously, And but, you know, outside of Silicon Valley, maybe technology adoption, you know, twenty years ago occurred more slowly. It seems like cloud adoption is very much consistent across the globe. I wonder if you could talk about that, But then specifically, public sector jobs in the cloud Do you see this Very similar sort of cadence from, you know, us rest of >> world? Yeah, I do. And I think you know, we were doing a fantastic job in the UK, Actually. Really fantastic job. Talked about some of stuff we're doing round. I I am machine learning. You know, some of these things are really leading edge on DH. If you speak to a miss earlier, they're investigating things like Blockchain for their tops of solution. So these sort of things are really pushing the boundary. But Paramount, All of that is this idea that you can experiment to try things. There's no longer there's a kind of is no longer a disparity around. Think something's fundamentally when you when you log into the console, you got access to one hundred sixty five different things and you can get going with you in the UK whether you're in the candor or in North America. So our customers are picking these things up on DH, accelerating a pace, which is which is fantastic trying all different types of things and work lights. >> Okay, if I were to ask Alexa what's gonna happen with Brexit, what would what would you tell me? I think first of >> almost, you know, with the way we think about it is it's just business as usual for us. You know, it's a fairly mundane answer, but fundamentally, you know, organization still need to adapt. This stone is transformed. They still need to evolve, and that's where we're helping and we're leaning in, you know, we're helping them with some of their EU accept programs around tooling and process and things like that. But I still came to adopt cloud a place which is which is also >> so come back to the session that you guys are running downstairs. I saw some of descriptions of it and I think there were three areas of focus. The public payers, the health care providers in the publicly funded research organizations is kind of what you guys are focused on today. So maybe close there and give us a vision for where you see eight of us public sector in the UK and >> I I think this were obviously healthcare's really fast growing vertical for us, which is fantastic upper across the board. Demand has never been greater, which is phenomenal on DH were really pushing the boundaries of what can be achieved. Yeah, we're working with, you know, I talked about some the public sector organizations with working with, you know, partners like he miss, but also small businesses as well as great example. Working with a company called Ad Zuna, which provides job search functionality. They run on a dress and they want a contract for Jobcentre Plus, which part of our department work and pensions. So it's not just the direct engagement we have with our customers. But it's also a ll the partners that we're working with to enable that in tow and functionality, which is which is really good. So we're doing a lot, lots of work in that space. And I could liken see Maura Mohr organizations not just customers in customers, but also partners technology providers coming to talk to us. Ah, and then across the spectrum, in health care, whether it's supplies to the chess or at the NSS himself, an individual trusts and and hospitals and so on, the kind of using our technology. So it's a real broad mixing spectrum of adoption. >> Outstanding, Chris, thanks so much for coming on. The Cube really appreciate it. And they were seeing the growth of a device is a DBS is actually astounding thirty billion dollars run rate company growing at forty plus percent a year. But more importantly, you're starting to see not only region expansion, but you're seeing expansion into specific verticals and ecosystems forming startups. And you guys are doing a great job of attracting these. Thanks very much for coming. Thanks. Thanks. Alright, Keep it right there. Buddy. This is David, Dante and the Cuba right back. Right after this short break. Wait

(upbeat music) >> Hello, everyone. Welcome to the special CUBE presentation here in the studios in Palo Alto, California. I'm John Furrier, co-host of theCUBE, this special segment's experiencing the future of networking with the extend the SD-WAN to Wireless LAN segment conversation with Bruce Miller, Vice President of Product Marketing at Riverbed Xirrus, thanks for joining me today. Thanks for coming in. >> Great, thanks for having me. >> So, we had a whole segment on experiencing the future of networking with SD-WAN in action, but this is a dedicated segment really addressing the hottest area in the planet right now, relative to networking, that's wireless. >> Mmmhmm. >> Known as Wireless LAN, local area networking, or WiFi, is pervasive, it's everywhere, most everyone knows about WiFi if they have a device, they've had connections, large stadiums, large events, a lot of use cases, for it. But there's also the use case of Internet of Things. This certainly is a topic of conversation for the future -- >> Absolutely. >> of networking. >> Yeah, and you know, WiFi is pervasive like you said, >> It's the connection to the Internet for most people. In fact, a lot of people equate that, WiFi equals the Internet for a lot of teenagers for example, so, and as you mention the IoT, and where we are moving forward, it's all about growth and scale, I mean, we only had maybe one or two WiFi devices five or six years ago, now we're walking around with three, sometimes four, we have college students showing up with 15 sometimes, in their dorms. So it's very pervasive, and then the IoT as you mentioned, billions and billions of devices coming online. So, what we've seen is very much a scale and the need to scale these WiFi networks. >> Yeah, and folks watching that are in the business of IT, we're all consumers too. We've all been to stadiums or places where there's plenty of WiFi, but you just can't get the page to load. That's a backhaul issue, or, in some cases, there's not enough WiFi frequency around. So it's been a dense challenge, it's been scale challenges, and then on the IoT side for large enterprises, they have requirements that have to meet the network configurations. >> Right. >> So, there's complexity and scale on many fronts. This is the top priority of companies -- >> Yeah. >> How are you, how do you see that evolving, because, WiFi wasn't really kind of built for that -- >> Yeah. >> in the old days. How has it evolved today? >> This is actually a topic that Xirrus kind of solved very early on, so if you go back 10, 12 years, when we first put the company together, it was foreshadowing or foreseeing that this was going to happen. There was a lot of money going into the WiFi devices, if you actually think about it, the WiFi devices we're carrying around, but not the infrastructure. So, we've set out to solve that problem, and really the market kind of eventually came to us, in the sense of, "Hey, how do I get 10,000 people online at a convention center?", for example, or 20,000 people, 80,000 people in a stadium? Those are the extreme examples, but in general, it's just pervasive everywhere. You know, you need WiFi indoors, outdoors, in the elevator shafts, in the bathrooms, we're called to cover any kind of scenario, from that perspective. And so, Xirrus, that was a challenge that we took on, and today, I believe we solve it very very well, because we can scale into these scenarios. It keeps on going, up and to the right. I mean, there's more traffic, there's more devices on the network every single day. Millions of devices in fact, are provisioned to connect to WiFi every single day that are new, and that keeps on, like I said, going up, and up and up. >> So, scale and density has been your forte at Xirrus, now part of Riverbed through the acquisition. Translate that to the end user, customer for you, which is the person in IT, or someone in operational technologies that has to deploy network fast. >> Right. >> And they're going to use wireless and WiFi for that. >> Mmmhmm. >> What's in it for them? >> Yeah, and that's very key part of it is deploying and getting this out there very simply and it's scale. And provisioning the WiFi network, deploying something that is now basically a utility, you know, think about it, water, gas, water, electric, all these things are utilities, WiFi is basically the same thing. In fact, I was just visiting a higher ed customer of ours, who made that statement, if the power goes out, the students are asking for WiFi, they expect it to still work, right? It's more important in fact, almost to them, if they don't have that. >> God forbid they lose the Internet, but they're happy to live without power. >> Yeah, yeah. Or water, or whatever. So, we see it that way, WiFi is a utility. You need to make it utility grade, you need to make it enterprise grade so it can scale and support those things. So, you hit on a couple of those key things, how do you do it at scale, and then how do you provision and make that very ubiquitous and be able to roll that out in a broad fashion. That's key to what we do. >> I know you got a demo we're going to get to that shortly, so, stay tuned, stay with us for the demo, we'll walk through a use case, let's talk about the integration with Riverbed. Why is it now important? Because I think we all can imagine and see how WiFi is relevant. No doubt about it. Scale is a huge thing happening as more devices come online, people, and machines. But when it has to connect into the network, that's a big conversation point with IT practitioners and people in these large companies, they want more WiFi, they want it secure, they want it at scale, they want it with all the policies, where's that integration with Riverbed, can you explain how that works? >> Right, and that's key to where the acquisition came from. So we kind of talked about scale and then complexity and how you deploy these things. The integration with Riverbed is really focused on the second one, where, there's the SD-WAN, story that we've been talking about, and the vision for running common policies across the WAN, the LAN, the WLAN, into the datacenter, all managed through the cloud. And Xirrus fulfills that WLAN piece of that equation where it can deployed at the wireless edge, connecting all those devices in an enterprise, or in whatever deployment you're talking about. And now the policies that are actually deployed are common with what is being put into the SD-WAN portion of it, so in the Riverbed side of things that's the SteelConnect solution. So, we're integrating in as part of the SteelConnect solution to support the software defined LAN, so to speak, at the edge of the network, with switches and WiFi access points that will support that. So, the synergies are very much there in terms of, providing that vision across the entire network. >> So full integration into SteelConnect, from a managing and provisioning standpoint, demo perspective -- >> Right. Yeah, configuration and the policies, especially the application layer policies where you can say, "Hey, I have a new CRM application that I'm rolling out", or database application. Then that policy to prioritize that, and ensure a good user experience could be rolled out across the entire network. >> Give some quick use cases of customer industries that you guys are successful in. >> Sure. So, probably the one we're best known for is what we call large public venues or LPVs, this could be for example, Louisville Pro Football Club, which is a great name for us, Microsoft is another customer, so these are places where you have literally 10,000, 20,000 people connecting at once, or 80,000 people in the stadium for example, a portion of those are connected to WiFi. That is a very very difficult scenario to actually solve. We did some things that are very unique in the industry to support those kind of situations. Another big one for us is education. That is actually the biggest WiFi market in general, if you look at how many people are buying it, or what kind of organizations are buying WiFi. And we have some very large customers there, Brigham Young University for example in Idaho. Columbus State University, these are scenarios where they've rolled ubiquitous WiFi across campus, stadiums, basketball arenas, all the way to the dorms, to the offices, to the auditoriums, to the libraries, indoor, outdoor, I mean, very broad use cases. And that's what you see in higher ed. >> WiFi really kind of redefines, it doesn't reimagine, but it redefines what a campus is. I mean college -- >> Yeah. >> You know what a campus is, hospitals, large venues like public -- >> Right. >> Flash mob contained campus. >> Yeah, yeah. >> Problem there is different. >> Yeah. >> Too many people trying to get into the -- >> All at the same time. >> Spectrum. >> Yeah, we call that flash traffic, like when you see like at halftime maybe of a game, or some event happens -- >> Touchdown all the videos -- >> Yeah everybody wants to do it at the same time, and those are very challenging to support. Those kind of scenarios, and that's something that we have really defined a solution that can handle very well. >> Well, congratulations, thank you for building that, because I love to get my WiFi at Stanford Stadium, and all the other places that need to have that. And when I go to Liverpool to watch a soccer game, I'll think about you guys. Okay, let's get into the demo, let's take a real life in action of extending SD-WAN into wireless LANs with WiFi. >> Right. >> Show us what you got here. Sure. So, the first thing I want to talk about is provisioning the network. So, we have a solution called CommandCenter that makes that very fast, and easy. This is actually a view of a dashboard that shows multiple tenants in a cloud management system. Okay? So, imagine each of these as a separate customer, or, if I'm a large organization, this could be separate sites or locations. So, I'm going to just do an example here and say, let's create a new customer. And, say theCUBE is that customer. >> John: Alright, we like that. >> Bruce: I will say that we're enabling you with WiFi, so I'll create theCUBE. And what this is actually doing is just with literally a few mouse clicks I've actually created a new cloud instance that is theCUBE, and then what I can come down here and do, is edit that location, and let's just say that let's see here, Joe is going to be the administrator of that, so he's going to have access to manage that network. And then I have identified a couple access points here, I'm just going to drag and drop those in there. And these are now provisioned to theCUBE. And then, the last thing I'm going to do is, let's take a profile, so let's say, I have a configuration template or whatever, maybe I'll just call you, you have a business profile, and I'm going to deploy that, to your location as well. Hit deploy, and basically just that quickly what I've done is actually spun up a new customer, so you can imagine if you're a service provider in fact, then that means you're quicker to revenue. I'm actually able to turn on a customer and start charging 'em for WiFi, right? >> John: Let's stay on this example with theCUBE, because I think this is really important to the dense cloud problem. So we go to Moscone Center all the time. >> Bruce: Sure. >> And they have WiFi, they have large crowds come in, and we're still doing a live broadcast, there. >> Right, sure. >> So, I'd love to have my own WiFi provisioned. Is that what that happened there? Could they potentially say, dedicate this access point, or this subnet of the network to theCUBE? >> It could, it'd be a variation on this, but absolutely. One of the things that we do very well is taking a WiFi device, or a AP, and segment it out for use cases like that. >> John: AP being access point. >> Access point, exactly. So, in a convention environment like that, those are actually quite challenging, cause you have so many people on the network and what you need to do is carve out a resource that might be dedicated to that. So, if you can't get WiFi, >> Like a video -- >> We can do that. >> We do video production, so we want to actually prioritize the video traffic. >> Absolutely, and we'll show that a little bit later in the demo -- >> or the recreational... >> Yeah, you separate it out and make sure that you're -- >> Okay, continue. So that onramping there -- >> Bruce: Yeah, so basically this was just showing you how quickly you can create theCUBE. This is the environment that I basically set up. It's got a couple APs, it's ready to go. I can now start, I can plug in those access points, and that site is up and running. So that's the provisioning aspect. The second aspect of WiFi that we're going to talk about is access to the network itself. This is actually a challenge with a lot of environments, that's, you know, how do I get all these people onto the network, at the same time, and do that very easily without IT getting a phone call saying, "Hey, help me. I dunno what the password is," >> John: So onboarding users and stuff like that? >> Bruce: Yeah, onboarding. So, what we have for a solution there is called EasyPass. That solution allows you to create the portals that you see when you log into the network. >> John: Like going through the toll booths. >> Bruce: Yeah, and it basically provides a very easy way of doing that. So let's just say this is theCUBE guest, and I'll create a new portal, and this is a guest network, right? So I know when I came in here today, I connected to the WiFi network, I had to figure out how to do that, and what was the password? So let's just say we're creating a WiFi network here, this just shows how easy and quick that interface is. I can customize a page, let's select an image, we'll select a background image here, and then actually use Facebook and Google can be optionally used to log in. So just that quickly, I've created a portal that says, "This is what you're going to see when you log in." Now, obviously, if it's theCUBE you'd put your own logos and data there, but the idea here is that a user can come in here and either register with his email, or use Facebook or Google, for example, you get on the network. >> John: Is that OAuthing in, through the pre-existing credentials? >> Bruce: This is using, in this case, yeah with Facebook you're using the credential that they have to get onto their system, and you're basically using that for WiFi as well. So that the username and password is now providing access. >> John: So it's seamless to the user what their choice is. >> Bruce: Yeah, and some people use Facebook, others will just connect with their email. >> John: Some people want to register, but most people just want to connect with Twitter, LinkedIn, or whatever they have. >> Bruce: Yeah, and so this basically shows how quick and easy it is to set up a guest page, that gets somebody on the network, very simple to use, and so IT administers love this because it simplifies their job significantly. The other thing I wanted to show real quick is just the Microsoft Azure and Google integration. We actually have integration directly with these two ecosystems, where, if you're already are in an Office 365 shop, or a Google Apps shop, as a lot of schools are, they can just use those credentials, the student, the user logs in with their laptop, with their username password and it gets them access to WiFi at the same time. >> So if it's connected -- >> Kill two birds with one stone. >> So if it's active directory you got your Microsoft, if it's Google and what they use, you can do that. >> Bruce: Yeah, so it's all in the cloud. So now, this is again, moving everything to the cloud as opposed to using some local resource to do authentication, and maintaining those resources. >> John: That seems to be the theme with Riverbed. Simplify. >> Bruce: Right, absolutely. And that's, those are the two big things here. We're scaling the WiFi network to support these broad use cases, and then we're simplifying it with the tools to enable that to roll out very smoothly. >> Well that's, all the research points to that manual task that don't add value, will be automated away, and those tasks will be shifted to more value activities. Okay, so take us to monitoring. Now what happens when I'm doing my SnapChats, or Instagram, or my Facebook Lives, you go, Woah! >> Bruce: Right. >> John: Or, I'm interested in knowing if someone is downloading the latest movie on BitTorrent. >> Bruce: Yeah, that's very key. So, if I go back to our solution here, the dashboard actually shows what's going on in the network, right? So, this is actually a very flexible interface, you can move things around, create widgets, do different things, and in fact, we have a map function where you would lay all this stuff out on a map, and then I can actually show what the coverage is, for example, that WiFi had a floorplan. This happens to be my house. >> John: That's an RF map right there? >> Bruce: This is actually RF coverage within this location of these access points. >> John: That's very cool. >> Bruce: Then I can jump in here and troubleshoot from there. But to your point in terms of what's going on -- >> John: So it shows overlaying clouds and channels and all that, kind of deep configuration stuff? >> Bruce: All the information If you need to go there. >> John: And you just don't need to get involved in that. >> Bruce: Most of this stuff is automated. There's the auto button for a lot of this when you hook up the WiFi the first time. You don't want to have to tweak all those things, so we have the auto button that 90% of the users would use, or more, and then if you need to tune it we can go from there. But yeah, to your point on in terms of application policies and controls, here's an example of what we do here. For example, I can see what types of traffic is on this network here. So, let's look at, for example, YouTube, and we see that there's actually a couple users here that are using a lot of YouTube traffic, I can click on any of these applications and see what the amount of traffic is associated with that. But what's more interesting then, is doing something about it. So, what we have is a policy engine that recognizes 1600 different applications, and allows me to create policies on them. So, I can create rules, and say, okay, let's look at YouTube specifically. Which is a streaming media application, and you can see we have hundreds in here, in fact 1600 in total, and I can block YouTube if I so desire from the network, or maybe I allow it in there, but I limit that traffic per user, to say, 500K or something like that, so they maybe can't watch a 4K video or something like that. So, enterprises -- >> Make it crawl for 'em. >> Bruce: Yeah, you can do it, but you can't overload the network. So, enterprises, hospitals. Schools love this, because they can get that granular control of the network. Maybe this happens to be instead of an enterprise that's using a database, maybe they're an Oracle shop, and so they want to raise the quality of service on that, and put that high priority. So you can do that just the same. >> John: And so whatever the priority is, they can give bandwidth to it. So, if it's live gaming, if I want to have that game be -- >> Yeah. >> John: That's what I want. >> Bruce: Exactly. >> John: Or minimize it. >> Bruce: So this really, what this map ends up doing is mapping the wireless to the business needs of the organization that's deploying it, so -- >> John: So, the optimization of the network, you can look at, much more clearly with the visualization, and make decisions. On the network map there with the RF, is that for placement of access points, or is that more for understanding propagation, or -- >> Bruce: It's, yeah, we have a separate design tool that allows you to design those heat maps, and then when you actually have a live network what you were looking at was actually the coverage estimation based on what's actually deployed. >> John: So that's kind of -- >> So if an AP goes down it turns red and then you'll see a hole in your coverage, and you know that you have a problem that you have to go and solve. >> Okay great, so it's a little... because you handle it. Okay, analytics. What other analytics do you have in the demo that you can share? >> Bruce: Right. So analytics is an interesting one. We have a lot data that we pull into the network from the WiFi. If you think about it, we know, who is on the network, we know what they're doing, what applications they're going to, we know where they are, because we actually calculate the location of those users, and that information is all pulled into this central location here. So if I pull in a couple of these analytics charts, you actually see now, what is going on in that location over time. Here we have users and how long they're actually in the network. >> John: Can you see the URL path that they're using? >> Bruce: That's in the application portion, right? This is just kind of showing bulk, like, how many users are showing on the network, and how long are they there. And how many are there, and how many are repeat or new. So a retail customer might be interested in that, it's like I'm getting 40% existing customers coming back, but maybe there's 60% on a given day. And then that could change over time depending on location. So, the bottom line is, WiFi is turning for us into a big data challenge or solutional, where I can take all that data on who, what, where, why, that they're doing, and turn that into business intelligence that the retailer, that's a big one, can use for making more intelligent decisions about how they run their business. >> Okay, so, bottom line for the folks watching, with respect to wireless, what's the future state that they need to be thinking about in terms of planning for WiFi and to experience the future of networking, by extending SD-WAN to the wireless LAN. >> Right, so there's a lot of things to consider when you look at WiFi, what you're doing today is probably not going to be the same as what you do next year, and certainly not five years from now. This is actually a big challenge for a lot of our customers to kind of get that future view of what's going to happen, because they're making a purchase decision today, that's going to last them for a while. So, what we look at is solving the problems that those users might run into, which could be scale, you might be using, and seeing double or triple the number of users and traffic in the next few years. So you have to solve that. You have to solve the security problems, which we didn't talk about too much today, but EasyPass is one of the solutions for that. I want to ensure those users can get on, but make sure that they're secure, my corporate data is going to be protected. And then finally, the simplicity of doing that. So, I know my WiFi is going to change, I know the network requirements are going to change, how I can a simply go into an interface through this cloud management solution we provide, and make those changes that are needed, and adapt to that dynamic that we're talking about. Then all of that folds into the broader picture of the SD-WAN story that we talked about with Riverbed where now I can do some of those things across the LAN and the WAN holistically, through a common control point. >> And the common control point is key, because users don't view things as LAN and WAN, they just want their stuff, wherever they are. >> Yeah, they don't care, right. So, you know they might be connected to the WiFi, so that's pretty visible, but in the end, the WiFi could work fine, but if that WAN connection is down, or compromised, or anywhere in between the datacenter, all these things have to be working. >> And the tools to make the integration easier, whether it's Microsoft 365, and Google on Premise, or Google login, or Facebook. >> Right, right. All those ecosystems, I mean, this is a big part of what we're trying to do, is tap into those systems that everybody is using anyway, and make it all seamless. Everyone knows how to login to their Google or, Facebook account, so now let's make that part of the WiFi experience. >> And security is all solid. >> Yeah, security is solid if you use it. And that's the big thing about WiFi, is there's a lot of open guest networks still, out there, and little by little, you're seeing those become secure, but what tends to happen is that security and simplicity, are kind of, er, complexity, and security are kind of at odds with each other. The more secure you make a network, the more complex. >> And here you're making it easier. >> That's why EasyPass, I mean in the name, that's what we do to make that as simple as possible, because security is very important. >> Bruce Miller, extending the SD-WAN to the Wireless LAN, in our segment experiencing the future of networking, thanks so much for sharing, I'm John Furrier, thanks for watching. (upbeat music)

(techno music) >> Hello and welcome to the special Cube presentation here in the Palo Alto studios of TheCube. I'm here with the Extend SD-Wan to the Wireless LAN segment here at Riverbed. I'm John Furrier. Our next guest is Bruce Miller, Vice President of Product Marketing at Riverbed Xirrus. Welcome to the segment: Extend the SD-Wann to the Wireless Lan Wi-Fi. [Production Man] No Wi-Fi. (sharp clap) >> Production Man: (mumbles) let's try it again. Let's get that good solid intro. >> Okay, good call. (laughing) >> Production Man: Reset please. >> Been a long day. >> Production Man: Yeah, that's okay. >> That's how long? >> Production Man: Well let's see. >> It's a tongue-twister on extend the wireless LAN. (laughing) Doesn't just roll off the tongue. (laughing) I got flustered, hold on. I got to make my font bigger. >> Production Man: You only get one mulligan. >> John: I buy mulligans when I play, or use lifesavers. (techno music) >> Hello and welcome to the special Cube presentation here in the studios in Palo Alto, California. I'm John Furrier, co-host of TheCube. This special segment: Experiencing the Future of Networking With the Extend the SD-WAN to Wireless LAN segment conversation with Bruce Miller, Vice President of Product Marketing at Riverbed Xirrus. Thanks for joining me today. Thanks for coming in. >> Great. Thanks for having me. >> So we had a whole segment on experiencing the future of networking with SD-WAN in action, but this is a dedicated segment really addressing the hottest area in the planet right now, relative to networking, that's wireless. Known as wireless LAN, local area networking or Wi-Fi. It's pervasive. It's everywhere. Most everyone knows about Wi-Fi if they have a device. They've had connections at large stadiums, large events, lot of use cases for it. But there's also the use case of internet of things. So this certainly is a topic of conversation for the future -- >> Absolutely. >> John: Of networking. >> Yeah and Wi-Fi is pervasive like you said. It's the connection to the internet for most people. In fact, a lot of people equate that; Wi-Fi equals the internet for a lot of teenagers for example. And as you mentioned, the IoT and where we are moving forward, you know it's all about growth and scale. And we only had maybe one or two Wi-Fi devices five or six years ago and now we're walking around with three, sometimes four. We have college students showing up with 15 sometimes, to their dorm. So it's very pervasive and the IoT, as you mentioned, billions and billions of devices coming online. So what we've seen is very much a scale and the need to scale these Wi-Fi networks. >> Yeah and then folks watching that are in the business of IT, you know we're all consumers too. So we've all been to stadiums or places where there's plenty of Wi-Fi, but you just can't get -- >> Bruce: Right. >> The (mumbles) to load. That's a backhaul issue, or in some cases there's not enough Wi-Fi frequency around. So there's been a dense challenge, there's been scale challenges. And then on the IoT side, for large enterprises, they have requirements that have to meet the network-- >> Right. >> Configuration. So there's complexity and scale on many fronts. This is the top priority companies. >> Yeah. >> How do you see that evolving? Because Wi-Fi wasn't really kind of built for that in the old days? >> Yeah. >> How has it evolved today? >> And it is actually a topic that Xirrus kind of saw very early on. And so if you go back 10, 12 years when we first put the company together, it was foreshadowing or foreseeing that this was going to happen. There was a lot of money going into the Wi-Fi devices, if you actually think about it, the Wi-Fi devices we're carrying around, but not the infrastructure itself. So we set out to solve that problem. And really the market then eventually kind of came to us in the sense of; hey, how do I get 10,000 people online at a convention center for example, or 20,000 people, 80,000 people in a stadium. Those are the extreme examples. But in general, it's just pervasive everywhere. You know you need Wi-Fi indoors, outdoors, in the elevator shafts, in the bathrooms. I mean we're called to cover any kind of scenario from that perspective. And so Xirrus, you know that was a challenge that we took on. And today I believe we solved it very, very well, because we can scale into these scenarios. And it keeps on going up into the right. I mean there's more traffic. There's more devices on the network every single day. Millions of devices in fact are provisioned to connect to Wi-Fi every single day that are new. And that keeps on, like I said, going up, and up. >> So scale and density has been your forte at Xirrus, now part of Riverbed though the acquisition. >> Bruce: Right. >> Translate that to the end-user or customer for you, which is the person either in IT or someone in operational technologies that has to deploy network fast. >> Bruce: Right. >> And they're going to use wireless Wi-Fi for that. What's in it for them? >> Yeah, and that's a very key part of it is deploying and getting this out there very simply and at scale. And you know provisioning the Wi-Fi network, deploying something that is now basically utility. You think about it, gas, water, electric, all these things are utilities. Wi-Fi's basically the same thing. In fact, I was just visiting a higher-ed customer of ours who made that statement. If the power goes out, the students are asking for Wi-Fi. They expect it to still work, right? It's more important, in fact, almost to them if they don't have that. So -- >> God forbid they lose the internet, but they're happy to live without power. >> Yeah, yeah, or water or whatever. So we see it that way. Wi-Fi is a utility. You need to make it utility-grade. You need to make it enterprise-grade, so we can scale and support those things. So you hit on a couple of those key things. How do you do it at scale? And then how do you provision and make that very ubiquitous and be able to role that out in a broad fashion? And that's key to what we do. >> I know you got a demo, we're going to get to that shortly. So stay tuned. Stay with us for the demo. We'll walk through a use case. Let's talk about the integration with Riverbed. Why is now important? Because I think we all can imagine and see how Wi-Fi is relevant. No doubt about it. Scale is a huge thing happening as more devices come online; people and machines. But when it has to connect into the network, that's a big conversation point with IT practitioners and people in these large companies. They want more Wi-Fi. They want it secure. They want it at scale. They want it with all the policies. Where's that integration with Riverbed? Can you explain how that works? >> Right. And that's key to where the acquisition came from. So we kind of talked about scale and then complexity, and how you deploy these things. The integration with Riverbed is really focused on the second one where there's the SD-WAN story that we've been talking about and the vision for running common policies across the WAN, the LAN, the WLAN into the data center, all managed though the cloud. And Xirrus fulfills that WLAN piece of that equation where it can be deployed at the wireless edge, connecting all those devices in an enterprise, or in whatever deployment you're talking about. And now the policies that are actually deployed are common with what is being put into the SD-WAN portion of it. So in the Riverbed side of things, that's a SteelConnect solution. So we're integrating in, as part of the SteelConnect solution, to support the software to find LAN, so to speak, at the edge of the network with switches and Wi-Fi access points that will support that. And so the synergies are very much there in terms of providing that vision across the entire network. >> So full integration of the SteelConnect from a management and provisioning standpoint -- demo perspective. >> Right. Yeah, configuration and the policies. Especially the application layer policies where you can say, hey I have a new CRN application I'm rolling out, or database application. And then that policy to prioritize that and insure a good user experience could be rolled out across the entire network. >> Give some quick use cases of customer industries that you guys are successful in. >> Sure. Probably the one we're best known for is what we call large public venues or LPVs. So this could be, for example, Liverpool Football Club which is a great name for us. Microsoft is another customer. So these are places where you have literally 10,000 and 20,000 people connecting at once, or 80,000 people in the stadium for example, a portion of those are connected to Wi-Fi. That is a very, very difficult scenario to actually solve. So we did some things that are very unique in the industry to support those kind of situations. Another big one for us is education. That is actually the biggest Wi-Fi market in general if you look at how many people are buying it or what kind of organizations are buying Wi-Fi. And we have some very large customers there; Brigham Young University for example and Idaho, Columbus State University. These are scenarios where they've rolled out ubiquitous Wi-Fi across campus, you know, stadiums, basketball arenas, all the way to the dorms, to the offices, to the auditoriums, to the libraries, indoor, outdoor, I mean it's very broad-use cases. And that's what you see in higher ed. >> I mean the Wi-Fi really kind of redefines, doesn't reimagine, but it redefines what a campus is. I mean in college -- >> Bruce: Yeah. >> You know what a campus is; hospitals, large venues like public flash mob contained campus. >> Yeah. >> The problem there's different. >> Yeah. >> There's 28 people trying to get into the -- >> All at the same time. >> Spectrum. >> Yeah, we call that flash traffic when you see, like at halftime maybe of a game, or some event happens. >> John: Touchdown, and all the videos. >> Yeah and everybody wants do do it at the same time. And those are very challenging to support those kind of scenarios. And that's something that we have really defined a solution that can handle very well. >> Well congratulations. Thank you for building that, because I love to get my Wi-Fi at Stanford Stadium and all the other places that need to have that. >> Bruce: Sure. >> And when I go to Liverpool to watch a soccer game-- >> Bruce: Yeah. I'll be kind of thinking about you guys. >> Bruce: Next time you're there. >> Okay, let's get into the demo. Let's take the real life, in action of extending SD-WAN to wireless LANs with Wi-Fi. >> Right. >> Show us what you got here. >> Bruce: Sure. So the first thing I want to talk about is provisioning the network. We have solution called CommandCenter that makes that very fast and easy. And this is actually a view of a dashboard that shows multiple tenants in a cloud management system. Okay, so imagine each of these as a separate customer. Or if I'm a large organization, this could be separate sites or locations. So I'm going to just do an example here and say let's create a new customer, and say TheCube is that customer. >> John: All right, I like that. >> Bruce: I will say that we're enabling you with Wi-Fi. So I'll create TheCube. And what this is actually doing is just with literally a few mouse clicks I've actually created a new cloud instance that is TheCube. And then what I can come down here and do is edit that location. And let's just say that, well let's see here, Joe is going to be the administrator of that. So he's going to have access to manage that network. And then I have identified a couple access points here. I'm just going to drag and drop those in there. And these are now provisioned to TheCube. And then the last thing I'm going to do is, let's take a profile. So let's say, I have a configuration template, or whatever, maybe I'll just call you. You have a business profile and I'm going to deploy that to your location as well. Hit deploy. And basically, just that quickly what I've done is actually spun up a new customer. So you can imagine if you're a service provider in fact, then that means you're quicker to revenue. I'm actually able to turn on a customer and start charging him for Wi-Fi. >> John: Let's stay on this example with TheCube. Because I think this is really important to the dense qua problem. So we go to Moscone Center all the time. >> Bruce: Sure. >> And they have Wi-Fi. They have large crowds come in. And we're used to doing a live broadcast there. >> Right, sure. >> So I'd love to have my own Wi-Fi provisioned. Is that what happened there? Could they potentially say, you know, dedicate this access point or this subnet of the network to TheCube? >> They could, I mean it would be a variation on this, but absolutely. I mean one of the things that we do very well is taking a Wi-Fi device or an AP and segment it out for use cases like that. >> John: AP being access point. >> Access point, exactly. So in a convention environment like that, those are actually quite challenging 'cause you have so many people on the network. And what you need to do is carve out a resource that might be dedicated to that. So if you can't get good Wi-Fi-- >> John: Like good video, like we do video production-- >> We can do that. >> and so we want to-- >> Yeah. >> Actually prioritize the video traffic. >> Bruce: Absolutely. And we'll show that a little bit later in the demo. >> The recreational. >> Bruce: Yeah, you separate it out, right. And make sure that-- >> So continue, so that on-ramping there-- >> Bruce: Yeah, so basically this was just showing you how quickly you can create TheCube. This is the environment that I basically set up. It's got a couple APs. It's ready to go. I can now start. I can plug in those access points, and that side is up and running. So that's the provisioning aspect. The second aspect of Wi-Fi that we don't talk about is access to the network itself. This is actually a challenge with a lot of environments that's how do I get all of these people onto the network at the same time and do that very easily without IT getting a phone call saying, hey help me I dunno what the password is or -- >> John: Are we onboarding users and stuff like that? >> Bruce: Yeah, onboarding. Well we have a solution there, it's called EasyPass. And that solution allows you to create the portals that you see when you log into -- >> John: Like (mumbles) tollbooths? >> Bruce: Yeah, and it basically provides a very easy way of doing that. So let's just say this is TheCube guest, and I'll create a new portal. And this is a guest network right, so I know when I came in here today, I connected to the Wi-Fi network and I had to figure out how to do that, and what was the password. So let's just say we're creating a Wi-Fi network here. This just shows how easy and quick that interface is. I can customize the page. Let's select an image. We'll select a background image here. And then actually use Facebook and Google can be optionally used to log in. So just that quickly I've created a portal that says, this is what you're going to see when you log in. Now obviously if it's TheCube you put your own logos and data there. But the idea here is that a user can come in here and either register with his email or use Facebook or Google for example to get on the network. >> John: Is that (mumbles) thing in through the preexisting credentials? >> Bruce: This is used, in this case, yeah with Facebook you're using the credential that they have to get onto their system. And You're basically using that for Wi-Fi as well, so that the user name and password is now providing access. >> John: So it's seamless to the user what their choice is. >> Bruce: Yeah. And some people use Facebook, others will just connect with their email. >> John: Some people want to register, but most people just want to connect with either Twitter, LinkedIn, or whatever they have. >> Bruce: Yeah, yeah. And so this basically just shows how quick and easy it is to set up a guest page that gets somebody on the network. Very simple to use. And so IT administers love this because it simplifies their job significantly. The other thing I wanted to show here real quick is just the Microsoft Azure to Google integration. We actually have integration directly with these two ecosystems where if you already are in a Office 365 shop or a Google App shop as a lot of schools are, they can just use those credentials. The user logs in with their laptop, with their username, password, and it gets them access to Wi-Fi at the same time. Kill two birds with one stone. >> John: So if it's active directory, you got your Microsoft. If it's Google and what they use you can do that. >> Bruce: Right, yeah. So it's all in the cloud. So now this is again, moving everything into the cloud as opposed to using some local resource to do authentication and maintaining those resources. >> John: That seems to be the theme with Riverbed; simplify. >> Bruce: Right, absolutely. And this is the two big things here. We're scaling the Wi-Fi network to support these broad use cases. And then we're simplifying it with the tools to enable that to roll out very smoothly. >> Well all the research points to, that manual task that don't add value will be automated away. And those tasks will be shifted to more value activities. >> Right. >> Okay, so take us through monitoring. Now what happens when, you know I'm doing my Snapchats or Instagram, or my Facebook Lives, and you go, whoa, whoa, whoa. >> Bruce: Right. >> John: Or I'm interested in knowing if someone's downloading the latest movie on BitTorrent. >> Bruce: Yeah, yeah and that's very key. So if I go back to our solution here. The dashboard actually shows what's going on in the network. So this is actually a very flexible interface. You can move things around, create widgets, do different things. And in fact we have a map function where you would lay all the stuff out on a map and then I can actually show what the coverage is, for example that Wi-Fi and a floorplan. This happens to be my house. >> John: That's an RF metric? >> Bruce: That is actually RF coverage within this location of these access points. >> John: That is very cool. >> Bruce: Then I can jump in here and troubleshoot from there. But to your point in terms of what's going on -- >> John: So it shows overlaying clouds and channels and all those deep, deep configuration stuff. >> Bruce: All the information if you need to go there. >> John: And you just don't need to get involved in that. >> Bruce: Most of this stuff is automated. There's the auto button for a lot of this when you hook up the Wi-Fi the first time. You don't want to have to tweek all of those things. So we have the auto button that 90% of the users would use or more. And then if you needed to tune it we can go from there. But yeah, to your point in terms of application policies and controls. Here's an example of what we do here. For example, I can see what types of traffic is on this network here. So let's look at for example, YouTube. And we see that there's actually a couple users here that are using a lot of YouTube traffic. I can click on any of these applications and see what the amount of traffic is associated with that. But what's more interesting then is doing something about it. So what we have is a policy engine that recognizes 1,600 different applications and allows me to create policies on them. I can create rules and say, okay let's look at YouTube specifically, which is a streaming media application. And you can see we have hundreds in here, in fact 1,600 total. And I can block YouTube if I so desire from the network. Or maybe I allow it in there, but I limit that traffic per user to say 500 K or something like that so they maybe can't watch a 4 K video or something like that. So Enterprise is-- >> John: Make it crawl for them. >> Bruce: Yeah, you can do it, but you can't overload the network. So Enterprise is hospitals. You know schools love this because they can get that granular control of the network. And maybe this happens to be instead of Enterprise that's using a database, maybe they're an Oracle shop, and so they want to raise the quality of service on that and put that high priority. So you could do that just the same. >> John: And so whatever the priority is, they can get bandwidth through it. So if it's live gaming, and you want to have that game be, that's what I want. >> Bruce: Exactly. >> John: Or minimize it. >> Bruce: So this really, what this map ends up doing is mapping the wireless to the business needs of the organization that's deploying it. >> John: So the optimization of the network, you can look at much more clearly with the visualization, and make decisions. On the network map there with the RF. Is that for placement of access points? Or is that more for understanding propagation or -- >> Bruce: It's, yeah we have a separate design tool that allows you to design those heat maps. And then when you actually have a live network what you were looking at was actually the coverage estimation based on what's actually deployed. >> John: So it's kind of -- >> Bruce: So if an AP goes down, it turns red and then you'll see a hole in your coverage and you'll know that you have a problem that you have to go and solve. >> Okay, great. So it's (mumbles) gives you a hand. >> Yeah. >> Okay, analytics. What other analytics do you have in the demo that you could share? >> Bruce: Right, so analytics is an interesting one. We have a lot of data that we pull into the network from the Wi-Fi. So if you think about it, we know who is on the network. We know what they're doing. What applications they're going to. We know where they are, 'cause we actually calculate the location of those users. And that information is all pulled into this central location here. So if I pull in a couple of these analytics charts you actually see now what is going on in that location over time. So here we have users and how long they're actually in the network. >> John: Can you see the URL path they're using? >> Bruce: That's in the application portion. This is just kind of showing bulk, like how many users are showing in the network and how long are they there. And then how many are there, and how many are actually repeat or new. So a retail customer may be interested that, if it's like I'm getting 40% existing customers coming back, but maybe there's 60% on a given day. And then that can change over time depending on location. So the bottom line is Wi-Fi is turning, for us, into a big data challenge or solution to where I can take all that data on who, what, where, why that they're doing and then turn that into business intelligence that the retailer, that's a big one, can use for making more intelligent decisions about how they run their business. >> Okay, so bottom line for the folks watching, with respect to wireless; what's the future state that they need to be thinking about in terms of planning for Wi-Fi and to experience the future of networking by extending SD-WAN to the wireless LAN? >> Right, so there's a lot of things to consider when you look at Wi-Fi. What you're doing today is probably not going to be the same as what you do next year, and certainly not five years from now. So this is actually a big challenge for a lot of our customers to kind of get that future view of what's going to happen, because they're making a purchase decision today that's going to last them for awhile. So what we look at is solving the problems that those users might run into, which can be scale, you might be using and seeing double or triple the number of users in traffic in the next few years, so you have to solve that. You have to solve the security problems, which we didn't talk about too much today, but EasyPass is one of the solutions for that. I want to ensure those users can get on, but make sure that they're secure, my corporate data is going to be protected. And then finally the simplicity of doing that. So I know Wi-Fi is going to change. I know the network requirements are going to change. How can I simply go into an interface, though this cloud management solution we provide and make those changes that are needed and adapt to that dynamic that we're talking about. And then all of that then folds into the broader picture of the SD-WAN story that we talk about with Riverbed, where now I can do some of those things across the LAN and WAN holistically through a common control point. >> And the common control point is key because the users don't view things as LAN and WAN. They just want their stuff. >> Bruce: Yeah, right. >> Wherever they are. >> Yeah, they don't care. So they might be connected into the Wi-Fi, so that's pretty visible, but in the end the Wi-Fi could work fine, but if that WAN connection is down or compromised, or anywhere in between the data center, all these things have to be working. >> And the tools to make the integration easier, whether it's Microsoft 365, and Google, On-Premise or GoogleLogin or Facebook. >> Right, right, all those ecosystems. I mean this is the big part of what we're trying to do is tap into those systems that everybody is using anyway and make it all seamless. >> John: And easy. >> So everyone knows how to log into their Google or Facebook account, so now let's just make that part of the Wi-Fi experience. >> And security's all solid? >> Yeah, security is solid if you use it. And that's the big thing about Wi-Fi is there's a lot of open guest network still out there. And little by little you're seeing those become secure, but what tends to happen is that complexity and security are kind of at odds with each other. The more secure you make a network, the more complex. >> John: And here you're making it easier. >> That's why EasyPass and the name, that's what we do to make that as simple as possible because security is very important. >> Bruce Miller: Extending the SD-WAN to the Wireless LAN in our segment experiencing the future of networking. Thanks so much for sharing. I'm John Furrier. Thanks for watching. (techno music)