>>From around the globe. It's the queue with digital coverage of Dell technologies, world digital experience brought to you by Dell technologies. >>Hi, welcome to the cubes coverage of Dell technologies, world 2020, the virtual experience. I am Lisa Martin and I've got a couple of guests joining me. One of them is a longtime cube alumni. John Siegel is back the VP of product marketing for Dell technologies. John, it's great to see you. >>Great to be back. Thank you. >>And also joining us is Troy Massey the director of enterprise engagements from iron bow technologies. Troy, welcome to the cube. >>Hi, thank you. Grabbed him. >>So we're going to be talking about VxRail, how it's driving the future of HCI to the edge, but first let's get choice perspective. I would like the audience to understand who iron bow technologies is and what you do. And then we'll kind of look at it as what you're doing with the extra rail, as well as your channel partner business with Dell technologies. So Troy, take it away. >>Hi. Yeah. So, uh, Iron Bow is a global company. We're a value added reseller, uh, having partnered with Dell. Um, we have people physically living from Europe all the way through in Korea, um, from kind of based the globe, uh, primarily in wherever there's DOD or federal government agencies. >>And tell me about from a channel partner perspective, what you guys are doing together. >>Yeah, so we have a lot of efforts going on channel partner together, uh, specifically, uh, Iron target is, is a huge effort to where we're doing together. Uh, it's a on prem cloud, uh, that's uh, it's basis, VxRail VMware Cloud foundation on top, uh, with Intel all throughout. So there's an Intel Xeon processors and, uh, Optane drives. Uh, so just the perfect elegant OnPrem cloud, hybrid cloud solution that Dell and Iron Bow are driving together. >>So let's talk about the edge, cause a big focus of Dell technologies world this year is about the edge. How do you see Troy iron bow extending services to the edge and what do you anticipate from your customers in terms of what their needs are as they're changing? >>Great, great question. So, um, for one, I've gotta talk a little bit about what the edge and what the edges and the edges different things to different people. So I'm going to explain a little bit of the edge and what we're seeing and, and the federal government. So I'll give you one example and that's, um, uh, you know,  the air force reserves. So they have a, uh, an entire squadron that does all of the firefighting, uh, the large fires you see across California or whatever states engulfed in fires that year, um, where they take an entire squadron of airplanes out when they sort of water overall, the whole fire, uh, they don't just bring planes. They entire squatters military personnel to help communicate with the police and with the local fire and all of that takes information. So they need to bring information data with them. Is there a building over there? Do people live over there where we got to actually concentrate on site on fighting that fire priority-wise so it doesn't make a lot of sense to try to do that remotely over satellite it's large, large chunks of data that needs to be local to the customer. So, um, VxRail is, is the power beast of the HCI world VxRail at that edge provides them with the performance they need to get that job done. >>I think that's going to be a new new segment here in Silicon Valley. That thinking about all the fires we've had, and it's really VxRail at the edge, that's helping fight the fires. That's not something I knew. So thanks for sharing that. >>So there's all kinds of workings in that area, same deal. They need to know where to go rescue those people and it's all data. >>Exactly. And it's gotta be data that's that, as you said, it was not delayed sent over the wire, but obviously being able to be transmitted in real time so that actions can be taken, which is one of the things we talk about with data all the time. You have to be able to get the insight and act on it quickly. So, so John, the theme of this year's virtual Dell technologies world is the edge is a big part of the theme. So talk to us about driving the future of HCI at the edge with VxRail, how there's been a lot of growth, I think 9,600 plus customers so far. So talk to us about the future of HCI at the edge with VxRail as a driver. >>Absolutely. So first of all, I want to thank iron bow for being one of our nearly 10,000 customers for VxRail. Um, and you know, absolutely. So, you know, overall the edge is going to be a major theme for Dell tech world this week. Uh, and specifically for VxRail. Um, we of course continue to play with VxRail, a key role in modernizing data centers, uh, as well as hybrid cloud. And this week really wanted to highlight some of the recent innovations we have around extending the simplified operations of VxRail that many like, uh, iron bow and others are experiencing today in the core, uh, are in the cloud and extending those, that automation to the edge. Um, and you heard a lot about what the edge can do in the end and the implications and the value of the edge. Um, while we have lots of customers today, um, including IMO that are using VxRail at their edge locations, uh, we have others like large retail, uh, home improvement chains, financial institutions. Um, we expect the edge to soon explode. Um, we like to think that, uh, we are at the edge of the edge opportunity, um, in >>It in fact, IDC recently stated that by 2023, over 50% of new enterprise data that is generated is going to be generated outside the core data center and outside the cloud. That's up front 10% today. So this is, this is massive, um, edge locations. Um, of course come with their own challenges, whether it's sometimes less than ideal conditions around power and cooling, or they may not have typically, um, skilled it staff at the edge, right? So they, they need, they need new special configuration. They need operational efficiencies. And I think VxRail is uniquely positioned to help address that. >>Let's kind of dig into those operational challenges because in the last seven months, so much of what we all do has become remote and a good amount of that is going to be probably permanent. Right. So when you think about the volume of remote devices that VxRail could potentially manage, John, how, how do you see  VxRail being able to help in this sort of very distributed environment that might be very well much permanent? >>Yeah, I know. And like you said, it's going to just grow and grow the distributed environment and what that means for each company might be slightly different, but regardless what they do need to seamless operations across all of those different edge locations, um, and a, again, a big focus for us. So we're really doing three things to extend the, the automated operations of VxRail to the edge and doing so at scale. Uh, the first thing I want to say, talk about is that we did on avail just two VxRail platforms designed specifically for the edge, uh, the new VxRail E-Series, which is ideal for remote office locations, where space is limited. Um, the remote, uh, the VxRail D series, I think of D as in durable, uh, this is our ruggedized platform, uh, built from the ground up for harsh environments, you know, such as the DOD environments, like in the, um, in the desert. >>Um, and both of these VxRail platforms are fully automated. They automate everything from deployment to expansions to, to lifecycle management overall. Um, and now what we're doing now with extending that automation is the second thing we doing, uh, you know, to the edge from an operational perspective. And what we're doing first and foremost is we are introducing a new software as a service multi cluster management. Uh, this is part of the VxRail HCI system software that we deliver today as part of the VxRail. Uh, this not only provides a global view of the infrastructure performance, um, and capacity analysis across all the locations, but even more importantly, it actively ensures that all the clusters and the remote locate locations always stay in a continuously validated state. This means that it can automatically determine which software components need to be upgraded. Um, you know, and also automatically execute the full stack upgrades, right? >>Without any technical expertise at the site, it can be done centrally, further automating the lifecycle management process and process that we do, uh, at the core and the cloud, and now extending to the edge. So, yeah, imagine the operational efficiencies for customers with tens or hundreds or even thousands of edge sites. So this is we think truly a game changer from that perspective. And then in addition to that, we're also adding, uh, the support for BCS on VxRail. So, uh, just at VM world just a couple of weeks ago, uh, VMware announced, uh, remote edge cluster support for VCF. Uh, so those customers that run run BCF on VxRail now can get the, the, they can enjoy a consistent cloud operating model, um, you know, for those edge locations. So, you know, in summary, you're getting consistency, you're getting automation regardless of where your VxRail is located. >>And this is something that I saw in the notes. John is described as a curated experience. Can you describe what that is if I think of reference architectures and things of that, what is a curated experience and how is it different? >>Yeah,  a curated experience for VxRail...  really what it is it's about seamless. Uh, it it's about we, we have taken the burden if you will, of integrating infrastructure off of the customer's shoulders and onto ours, right? So what we do is we ensure VxRail is in fact, the only, um, jointly engineered HCI system in the market, that's doing the engineering with VMware, for VMware to enhance VMware environments. Uh, and so what we've done is we, uh, we have a pre-integrated, uh, full stack experience that we're providing the customer from deployment, uh, to, uh, again, to everyday operations, to making changes, et cetera. Uh, we've essentially what we've done here, um, is that we've, we've taken again, that, that burden off of customers, uh, and allowed them to spend more time innovating, uh, and less, you know, less time integrating >>That sounds good to everyone, right? Simplifying less time to troubleshoot more time to be able to be strategic and innovative, especially in such a rapidly changing world toy overview now, Oh, go ahead, John, >>To add to that, you know, we've seen a real acceleration this year to digital transformation, to your point earlier, just with remote everything. And I think a lot of the projects, and so including a shift that we've seen to consuming infrastructure overall, whether, you know, and that's, that's the, the onset of the cloud and wherever that cloud might be, right. It could be on prem, could it be on premises, could be off premises. Um, and so, you know, that focused on consuming infrastructure versus in that preference for consuming infrastructure versus building and maintaining it, that's something that we're going to continue to see accelerate over time. >>You're right. That digital transformation acceleration has been one of the biggest topics in the last seven months and looking at which businesses really are set up and have the foundation and the culture to be able to make those changes quickly, to not just survive in this environment, but win tomorrow. So talk over to you for a second, in terms of, of the edge. What are your thoughts on as a partner, with VxRail, you've got a solution built on it. What are your thoughts about what VxRail is going to be able to deliver, enable you to deliver at the edge? You know, you gave us that great example of the air force reserve, but what our iron bows thoughts there, what do you envision going forward? >>He talks about tens, hundreds, thousands of different sites that all need their data, they all need process and compute but those types of sites don't necessarily need to have and IT on staff at those sites, a great example is the army Corps of engineers. They have to have one or two people out at every dam to monitor the dam, but that mean it justifies an IT staffer out there with them. So the idea to remotely manage that VxRail, they're just industry leaders in the ability to deploy this  somewhere where there's not an it person and be able to manage it, but not just manage it, predictive analysis on when they're starting to run out of storage , give alerts so that we can start the upgrade. >>John talked to us about the engagement that you're expecting your customers to have with Dell technologies during this virtual event. >>Absolutely. I think so. First of all, um, yeah, virtual is different, but there's lot of advantages to that. Um, one of them is that we can have, um, an ongoing dialogue during, uh, a number of the sessions that we have, why some of the sessions might be prerecorded. There are alive chats all the way through, including a number of breakouts on VxRail, specifically, uh, as well as the edge, as well as a number of different, um, topics that you can imagine. Um, we've also just launched a new game, a fun game, uh, from mobile called data center sin, um, where, uh, customers can have some fun, uh, learning about VxRail, uh, the experience that takes and balancing the budget and staffing and capacity, uh, to address the needs of the business. So, uh, we're always looking for fun and engaging ways to experience, experience the real life benefits of our HCI platforms, such as VxRail. And, um, so customers can, uh, check that out as well, um, by searching their app store of choice for Dell technologies, data center, sin, uh, and have at it and have some fun. But again, whether it's playing the game online through it, I've met the reality experience or it's, um, you know, connecting directly with any of our subject matter experts. Um, there's going to be a lot of opportunity, uh, to learn more about how VxRail and ACI can help our customers thrive. >>Excellent. I like that game idea. Well, Troy, John, thank you for joining me today and letting me know what you guys are doing with the VxRail what's coming with the edge and the fact that they use cases are just going to proliferate. We appreciate your time. Thank you as well for my guests. I'm Lisa Martin. You're watching the cubes coverage of Dell technologies world 2020.

>> Instructor: From around the globe. It's the queue with digital coverage of Dell technologies world, digital experience brought to you by Dell technologies. >> Hi, welcome to the cubes coverage of Dell technologies world 2020, the virtual experience. I am Lisa Martin and I've got a couple of guests joining me. One of them is a longtime cube alumni. Jon Siegel is back the VP of product marketing for Dell technologies. Jon, it's great to see you. >> Great to be back (indistinct), thank you. >> And also joining us is Troy Massey the director of enterprise engagements from iron bow technologies. Troy, welcome to the cube. >> Hi, thank you for having me. >> So we're going to be talking about VxRail, how it's driving the future of HCI to the edge, but first let's get choice perspective. I would like the audience to understand who iron build technologies is and what you do. And then we'll kind of look at it as what you're doing with the extra rail, as well as your channel partner business with Dell technologies. So Troy, take it away. >> Yeah. So IML is a global company, we're a value added reseller. Having partnered with Dell. We have people physically living from Europe all the way through Korea from kind of based the globe, primarily in wherever there's DOD or federal government agencies. >> And tell me about from a channel partner perspective what you guys are doing together. >> Yeah, so we have a lot of efforts going on channel partner together. Specifically ,iron (murmurs) is a huge effort to what we're doing together. It's a on-premise cloud that's it's basis VxRail, VMware cloud foundation on top with Intel all throughout, so there's Intel Xeon processors with Optane drives. So just the perfect elegant On-Prem cloud and hybrid cloud solution Dell, I remember driving together. >> So let's talk about the edge cause a big focus of Dell technologies world this year is about the edge. How do you see Troy iron bow extending services to the edge? And what do you anticipate from your customers in terms of what their needs are as they're changing? >> Great, great question. So for one I've got to talk a little bit about what the edge and what the edges and the edge is different things to different people. So I'm going to explain a little bit of the edge and what we're seeing and in the federal government. So I'll give you one example and that's you know, (indistinct). So they have a an entire squadron that does all of the firefighting, the large fires you see across California or whatever state and Gulfton fires that year where they take the entire squadron of airplanes out. When they, they sort of water overall the whole fire, they don't just bring planes. They bring entire squatters of military personnel to help communicate with the police and with the local fire and all of that takes information. So they need to bring information data with them. Is there a building over there? Do people live over there where? We got to actually concentrate on site and that's higher priority wise? So it doesn't make a lot of sense to try to do that remotely over satellite it's large, large chunks of data that needs to be local to the customer. So VxRail is the power in the HCI world. So a VxRail at that edge provides and what's the performance I need to get that job (indistinct). >> I think that's going to be a new segment here in Silicon Valley. That thinking about all the fires we've had and it's really VxRail at the edge that's helping fight the fires. (Murmurs)That's thanks for sharing that. (indistinct chatting) >> So there's all kinds of workings in that same deal. They need to know where to go rescue those people and it's all data. >> Exactly, it's going to be data that's, that as you said it was not delayed sent over the wire but obviously being able to be transmitted in real time so that actions can be taken which is one of the things we talk about with data all the time you have to be able to get the insight and act on it quickly. So Jon, the theme of this year's virtual Dell technologies world is the edge is a big part of the theme. So talk to us about driving the future of HCI at the edge with VxRail, how there's been a lot of growth I think 9,600 plus customers so far. So talk to us about the future of HCI at the edge with VxRail as a driver of that. >> Absolutely. So first of all, I want to thank iron bow for being one of our nearly 10,000 customers for VxRail and you know, absolutely. So, you know, overall the edge is going to be a major theme for Dell tech world this week. And specifically for VxRail, we of course continue to play with VxRail, a key role in modernizing data centers, as well as hybrid cloud. And this week we really want to highlight some of the recent innovations we have around extending the simplified operations of VxRail that many like iron bow and others are experiencing today in the core or in the cloud in extending those that automation to the edge. And you heard a lot about what the edge can do in the implications and the value of the edge. While we have lots of customers today including (indistinct) that are using VxRail at their edge locations, we have others like large retail, home improvement chains, financial institutions. We expect the edge to soon explode. We like to think that we are at the edge of the edge opportunity in IT. In fact, IDC recently stated that by 2023 over 50% of new enterprise data that is generated can going to be generated outside the core data center and outside the cloud. That's up in 10% today. So this is, this is massive edge locations. Of course come with their own challenges, whether it's sometimes less than ideal conditions around power and cooling or they may not have typically skilled IT staff at the edge, right? So they need, they need new special configurations, they need operational efficiencies. And I think VxRail is uniquely positioned to help address that. >> Let's kind of dig into this operational challenges because in the last seven months so much of what we all do has become remote and a good amount of that is going to be probably permanent, right? So when you think about the volume of remote devices that VxRail can potentially manage. Jon, how do you see the actual being able to help in this sort of very distributed environment that might be very well much permanent? >> Yeah, I know. And like you said, it's going to just grow and grow the distributed environment and what that means for each company might be slightly different but regardless of what they do need to seamless operations across all of those different edge locations and again, a big focus for us. So we're really doing three things to extend the automated operations of VxRail to the edge and doing so at scale. The first thing I want to say, talk about is that we did unveil just two VxRail platforms designed specifically for the edge, the new VxRail E Series, which is ideal for remote office locations, where space is limited the remote, the VxRail D series. I think of D as in durable, this is our ruggedized platform built from the ground up for harsh environments. You know, such as DOD environments like in the, in the desert. And both of these VxRail platforms are fully automated. They automate everything from deployment to expansions to life cycle management overall. And now what we're doing now with extending that automation is the second thing we doing you know, to the edge from an operational perspective. And what we're doing first and foremost is we are introducing a new software as a service multi cluster management. This is part of the VxVRail ACI system software that we deliver today as part of the X rail. This not only provides a global view of the infrastructure performance and capacity analysis across all the locations, but even more importantly it actively ensures that all the clusters and the remote locate locations always stay in a continuously validated state. This means that I can automatically determine which software components need to be upgraded you know, and also automatically execute the full stack upgrades, right? Without any technical expertise at the site, it can be done centrally further automating the lifecycle management process and process that we do at the core and the cloud, and now extending out to the edge. So imaginely the operational efficiencies for customers with tens or hundreds or even thousands of edge sites. So this is we think truly a game changer from that perspective. And then in addition to that, we're also adding the support for BCF on VxRail. So just at VMware, just a couple of weeks ago VMware announced remote edge cluster support for BCF. So those customers that run them on BCF on VxRail now can get the, they can enjoy a consistent cloud operating model you know, for those edge locations. So you know, in somewhere you're getting consistency you're getting automation regardless of where your VxRail is located. >> And this is something that I saw in the notes, Jon is described as a curated experience. Can you describe what that is if I think of reference architectures and things of that what is a curated experience and how is it different? >> Yeah, I know I'm curious to experience for the exhale, really what it is it's about seamless. It's about we, we have taken the burden if you were integrating infrastructure off of the customer's shoulders and onto ours right? So what we do is we ensure VxRail is, in fact the only jointly engineered ATI system in the market, that's doing engineering with VMware, for VMware to enhance VMware environments. And so what we've done there is, we have a pre-integrated full stack experience that we're providing the customer from deployment to again to everyday operations, to making changes, et cetera. We've essentially what we've done here is that we've taken again, that burden off our customers and allowed them to spend more time innovating in less, you know, less time integrating. >> That sounds good to everyone, right? Simplifying less time to troubleshoot more time to be able to be strategic and innovative, especially in such a rapidly changing world. Troy overview now. Oh, go ahead Jon >> As you can say, to add to that you know, we've seen a real acceleration this year to digital transformation to your point earlier just with remote everything. And I think a lot of the projects and so including a shift that we've seen to consuming infrastructure overall, whether you know, and that's the onset of the cloud and wherever that cloud might be, right, it could be on-prem, it could be on premises, could be off premises. And so, you know, that focused on consuming infrastructure versus in that preference for consuming infrastructure versus building and maintaining it is something that we're going to continue to see accelerate over time. >> You're right, that digital transformation acceleration has been one of the biggest topics in the last seven months and looking at which businesses really are set up and have the foundation and the culture to be able to make those changes quickly to not just survive in this environment, but win tomorrow. So let's talk over to you for a second, in terms of, of the edge. What are your thoughts on as a partner, with VxRail got a solution built on it? What are your thoughts about what VxRail is going to be able to deliver enable you to deliver at the edge? You know you gave us that great example of the air force reserve but what are iron boast thoughts there, what do you envision going forward? >> Yeah absolutely, thank you. And first expand a little bit on what Jon was paying for a picture. You talked about tens, hundreds even thousands of different sites that all need their data. They all need processing compute, but those types of scale of sites don't necessarily need to have an IT on staff at those sites, (murmurs) army Corps of engineers. They have to have one or two people out at every dam to monitor the dam but that doesn't mean that justifies it. And then 19 staff are out there with them. So the idea to remotely manage that VxRail they're, they're just industry leaders in the ability to deploy this somewhere where there's not an IT person and be able to manage it but not just manage it predictive analysis on when they're starting to run out of storage give alerts so that we can, we can start the operating. So, we see that as part of our path forward with our iron target on-premise cloud is the ability to get people back to doing their job away from doing IT. >> And Jon, I'm curious what your thoughts are in Del tech thoughts are about, some of these really interesting DOD use cases that Troy talked about really compelling. What do you see in terms of influence into the enterprise space or the consumer space as the world is so different now as we go into 2021? >> Yeah I mean, I think you know, as I mentioned earlier, I think the you know, we're talking a lot about the edge today and I think what I described earlier about the trend towards the, in the preference to consume infrastructure versus build and maintain it is something that we're seeing you know, of course, you know across highly distributed environments, more and more now. And I think that use cases are going to continue to expand whether it's financial institutions with edge, edge offices spread across the world, you know, to manufacturing, to you know logistics companies, et cetera, et cetera. These are retail's another great example. We have a number of retail companies that are going to leverage and want to have data again processed and analyzed more importantly at the edge to make more informed decisions more quickly. And this, and that's just the beginning. I mean, obviously the automotive industries and other one that frequently comes up, it's something that can take full advantage of the edge where decisions need to be made in real time at the edge. So where, you know, I think the use cases are endless and the promises is just beginning now. We're really excited to help companies of all shapes and sizes, you know, really thrive in this new world. >> Speaking of excitement, I'm sure exciting Dell technologies world obviously challenging to not be able to gather in one place in Las Vegas with what 14,000 or so, folks including many many partners. Jon talked to us about the engagement that you're expecting your customers to have with Dell technologies during this virtual events. >> Absolutely, I think so. First of all, yeah virtual is different, but there's lot of advantages to that. One of them is that we can have an ongoing dialogue during a number of the sessions that we have why some of the sessions might be prerecorded. There are alive chats all the way through including a number of breakouts on VxRail specifically, as well as the edge, as well as a number of different topics that you can imagine. We've also just launched a new game a fun game for mobile called data center sin where customers can have some fun learning about VxRail, the experience, the takes and balancing the budget and staffing and capacity to address the needs of the business. So we're always looking for fun and engaging ways to experience the real life benefits of our HCI platform, such as VxRail. And so customers can check that out as well by searching their app store of choice for Dell technologies data center sin and have at it and have some fun. But again, whether it's playing the game online through it, augmented reality experience or it's, you know connecting directly with any of our subject matter experts there's going to be a lot of opportunity to learn more about how VxRail and HCI can help our customers thrive. >> Excellent, I like that game idea. Well, Troy and Jon, thank you for joining me today and letting me know what you guys are doing with VxRail. What's coming with the edge. And the fact that they use cases are just going to proliferate. We appreciate your time. >> Thank you as well. >> For my guests, I'm Lisa Martin. You're watching the cubes coverage of Dell technologies world 2020. (upbeat music)

>> Narrator: Live from New York, it's The Cube. Covering AWS Global Summit 2019. Brought to you by Amazon Web Services. >> Welcome back, I'm Stu Miniman and with my co-host Corey Quinn and we're here at AWS New York City Summit. Always happy when we have users on the program to tell their story, and joining us for the first time, Ahmad Haider who's the Lead Enterprise Data Science Architecter at AGCO, an agricultural company based down in Georgia. Ahmed thanks so much for joining us. >> Thank you for having me. >> All right so, agriculture obviously y'know we understand in general, y'know the joke I have for most people is well luckily, your industry isn't going through much change (laughter) and of course yeah, that's the response we get in most but y'know give us the thumbnail, AGCO, how long's the company been around? The focus and y'know right, some of those changes that you're seeing in the industry. >> Sure, so let me start just about AGCO, so AGCO is about a 9.4 million dollar agricultural equipment manufacturer, it's been around for 20 plus years and we are well known in the industry so some of our famous brands like Valtra, Fendt, Massey. Coming back to your other question, we are not going through a lot of change, I get that very often and you know what, it was an eyeopener when I joined AGCO. So the farming industry is actually going through a lot of change, you must have heard of Agrotech and so the farmers now, they want better efficient solutions that will help them manage their farms while they focus on the core work of farming and they are looking at companies which manufacture agricultural equipment to help provide that digital support, help provide solutions that help manage a farm better, help them to provide the maintenance better, help them optimize the equipment and so on and that's where we are trying to help them out. >> Yep, so it's always easy to look at any industry and they're like oh they have it easy and it's not changing that much. You've got data science in your title, talk a little bit about your role inside the company, y'know we know how important data is to most companies but of course with a data scientist, it's your job to help unlock that power. >> Yeah, definitely. Let me give you a little bit of background and that will help frame this much better so AGCO realized the part of data a while ago but very recently they started working on this so something called a digital experience, digital customer experience program. What that does is basically it creates you a set of connected solutions that manage the data of our customers, our dealers, our part and machine data in a fast, reliable and secure manner and all these digital solutions that we are creating, they are powered through analytics to leverage new market insights, to unlock new opportunities, to help understand our customers better. So given that particular space, I help design the AGCO's data science vision, that involves, first of all, setting up a data science platform that enables us to maximize the user data that we have. Secondly, working with our business to identify analytics use-cases which could be a part of the product roadmap and build them out and then execute this on the data science platform and thirdly, from the point of view of architecture, understanding what things go in the design, making sure everything's state of the art, help the design document and making sure that we are staying right at the top in terms of agriculture, in terms of data science and pushing at the boundaries in all their products. >> What are the, I guess, hidden secrets of data science across the board as the sheer amount of time and effort that has to be put into data normalization before you can start getting useful information out of it, was that a significant concern given what you do? Or given the fact that you more or less control the entire thing and you can reformulate the data as it's ingested? >> That was a very valid concern, I mean what most people don't talk about is the quality of data. They only talk about the data science, the fancy things, so we had the same challenges. Our data was distributed in different places, had different formats, had different levels of cleanliness so what I did was, during the building of the data science platform, I recognized this challenge proactively and made sure that we do cleanse the data, we normalize it to a format that's usable for our use-cases but we don't do it all at once, we go use-case by use-case, we identify our business priorities, we normalize the data, we cleanse it, we normalize it, bring it to a format that can be used going forward and we do it with every use-case. Over time, majority of it will be normalized but that will take an incremental, gradual of course. >> All right, Ahmad bring us into the role of cloud in your environment. >> Sure, so cloud is a very important component, so historically, we were more like an on premises organization and when we went on cloud data, it was a very important change, more so from the point of view, if you think about it, for a company to migrate or position itself, transform itself into a software organization in terms of data science, you need a lot of accelerators, you need data scientists, you need infrastructure, you need data engineers and you need people to manage all of this and all that hiring talent takes time but what cloud does is, there's the ability to procure services on demand and something which is fully managed, all services, that allows you to overcome a lot of those barriers quickly while you have time to actually build other solutions on top of the cloud. Over time when we understand our processes better, our demands better, then we can think about, okay where does it make sense to go hybrid but cloud is that great accelerator that allowed us to set up this data analytics platform which we did in roughly about fifteen weeks. Before that I was working in another organization where we did this on premises and I can tell you it took at least like three times if not more, so that I mean, I think that's the real value of cloud apart from all it's machine learning services and everything. It helped us to accelerate that process easily. How, I guess, in the workflow that you'd wind up going through how close is the data that you're generating to the cloud? Are you doing this at the edge, are you doing this in the field in some cases? I guess where is the data entering your pipeline? >> Yeah, so there are different forms of data that we have, we have a lot of data that is customer-related data that essentially is more or less slow-moving data that we have in the organization. That constitutes the major bulk of the data, apart from that, we have data that are coming from machines which are these smart machines operating in the field and data comes through the satellite and comes to our servers. We also have data that comes from the edge from some of these machinery that are operating in the factory and from there you will get data on the edge. Among all these different data sources that we have, I would say the predominant, or the initial focus, the pillar focus is to first start with the data that we have in abundance, so that's essentially the customer data, our dealer data to be able to understand that better, derive new market insights but our focus is to go forward, getting data from these machines combining that with the soil data with the farming data, with the agronomy data to deliver these very precise, things like precise planting schedules, things like predictive maintenance of machines as they operate out in the field and things like value driven care. So those are things that we are hoping to do with this as well. >> Right, you mentioned machine learning, y'know where are you along your journey kind of with the MLAI and the like? >> That's a really good question, so AGCO as a whole, I think we are at different stages at different parts of the organization so a lot of the organization is focused on generating value through descriptive analytics and explorative analytics whereby we are exploring the data and we are finding these insights and then making decisions on top of them. We are going into the area of predictive analytics fairly recently, about a year so and we essentially, that is our next step so we went into predictive analytics, we are creating machine learning models, we are creating combined stat models. We are using services like SageMaker on the cloud, we are using Spark libraries, we are using Cyclone, we are using Arc, all of that to create predictive analytics solutions. So in terms of the technology that we use right now, it's actually pretty much state of the art, we have created our own model management engines. We are using what Amazon provides and we supplement them with what we have. So we are pretty much at state of the art in terms of current what we are doing. We're hoping to take that state of the art and apply it to large parts of the organization. >> So as you look at, I guess some of the higher level differentiated services coming down in the world of machine learning, do you find that a lot of what you're doing today and in a few years is going to be something that's being handled automatically and then you're able to focus on the more interesting parts of the work? Or is there really no end in sight for I guess sort of some of the current block and tackle that a lot of data scientists are sort of struggling with today? >> I'm sorry I couldn't hear a part of your voice >> No, my apologies. Just a you see things continuing to evolve in this space, are you finding, are you predicting that there's going to be more I guess higher level services that solve some of this problem for you or is a lot of it I guess, block and tackle, not really having a relief point in sight? >> That's a very good question, I get that very often. So, I would like to say the answer, it depends but I'll describe that answer. So there are some parts of this machine learning AI that I think will be solved by newer services, by technology going forward. You can take an example, I'll give you a concrete example, SageMaker, which is fairly recent offering by Amazon about a year ago that we started using SageMaker, it didn't have a lot of competence that it currently has and we had to build a lot of the competence to get towards something called model management. Now, we built all of that but lo and behold after we went, they actually added a lot of these. So over technology, they will take care of a lot of these things which you currently do by smart automation. Now smart automation can take care of a lot of things, it helps you identify when you need to retrain a model, it helps you to deploy a model, it helps you to identify the trigger points but what analytics, I mean, where I think the challenge will come is how to actually apply it to the business because that needs a lot of context and for that you need to understand where are these perfect pinpoints, where do you actually apply it? Does it make sense to use it in a prioritization model? Does it make sense to use it as a explorative model? Does it make sense to use an attribution model? And to help define that use-case in the beginning to essentially say going from a business landscape to come to a specific problem that you want to solve, that is a part that I think will take some time and can't be readily addressed by these technologies but everything down the line, I fairly see that in a few years all of that will be available. >> All right, Ahmad are you speaking here at the conference? >> No, I actually spoke at the keynote in Atlanta. >> Okay >> And the summit >> Great, give us a little about y'know what you get out of coming to some of the regional summits here from Amazon. >> Yeah definitely, so I get a lot out of it. So, the biggest thing is I get to know what are the different things that are happening in the industry from the point of business, so not just about technologies right. Like lots of different technologies coming on but how are people using it? How does it make an impact in their business? Because for me the intersection of technology and business is the key point. So coming to a lot of these regional summits where they have these different business partners, they come in and they describe their work and connecting with them. That, for me, is the main draw, apart from that there's the other piece which is you get to know about the different things that are being done in this space. For example, if you go to AWS summit, you get to know everything that is coming to the cloud and you can try and experiment that and you can basically create like a nice ecosystem. If you go to an Azure summit, you get something similar. So that state of the art is also important but more important is the draw, that intersection. >> And I guess just one followup on that is y'know the data scientist community is y'know, what are some of your best sources of y'know learning and sharing today? >> That's a very good question, data science is one of those aspects because two parts to it. I don't know, I mean now there are machine learning engineers too, so but one part is the technical part of this, to be able to create these models with pinpoint accuracy and the second is applications. So in terms of the first part of learning about creating these models, the best sources in that case would be self-learning, I have, I went through, when I was doing this, I did my PhD, I learned a lot of stuff and then I go through a lot of articles when new things come out, you go through them, once you have the different sources, there are lots of them. The second part, right, applications, I have found the best source of learning there is actually interacting with people who use these technologies. Interacting with people, let's say who have no experience of data science, they have experience of business and then working with them to understand how can you take this insight that's created out of a model and impart into business, for that there's no other substitute than just talking to people, understanding the pinpoints and then solving those. >> All right, well Ahmad thank you so much for giving the update on AGCO and your role inside. >> Thank you >> All right, for Corey Quinn, I'm Stu Miniman, we'll be back with more coverage here from AWS' New York City Summit. Thanks as always for watching the cube. (upbeat electronic music)

. >>Hey, welcome back everybody. Jeff, Rick here with the cube Worthen Nevada museum of art in Reno, Nevada for the Interbike show. Just happening down the street at the convention center. But we're actually at a side of it put on by Royal Dutch, a gazelle bikes, 125 year old, a bike company who is all in on electric bikes. We wanted to come in, see what's going on, really how the e-bike phenomenon is kind of intermingling with all these alternative scooters and, and all these alternative ways of getting around cities especially and, and get a feel for it. So we're excited to have a retailer who's been in the business for a long time. He's Davey oil. He is a founder a and, and cone or of GNO family. Cyclery David. Great. See you. Thanks. It's really happy to be here. Yeah. So first off, uh, just impressions of this event tonight. Um, cause I was rolling eyes. There's six or seven new bikes out here tonight. What do you think? >>It's very exciting because that was an extremely high quality brand of electric bicycle. And like you said, they have a uh, like a very long history in, in bicycle design. Right. And what they're doing now is they're, they're riding this wave of new technology that's coming through e-bikes and it's phenomenal. It's so funny cause >>some of these things I was talking about earlier, you know, so many Kickstarters, right, that have started and actually a lot of the companies have been pretty successful on the Kickstarter basis, but this is an old line company. They'd been making these things, I think I heard earlier, they're still making them at the same factory that they've been making them for 125 years. And surprisingly to me a third of this year's bike sales will be eBikes. So clearly there's something going on here. Yeah, there is that. What do you think in terms of the adoption Seattle, cause what I've heard as well is that the U S is about 10 years behind >>and Kennedy bike adoption. Yeah. I think that's probably the case in Seattle. We're very fortunate that there are a lot of factors at play that are, that are driving your bike adoption a happening a little faster than it is in some other parts of the country. But I think that all around the country and in cities and suburbs and also in rural areas, people are gonna find that adding an electric mobility to your bicycle, it takes away the barriers to cycling that so many people experienced that are totally rational. Like when I arrived at my destination, I don't want to be sweaty or I want to be able to use a bicycle, but I want to be able to carry more things or my children. Right. And when you add the mobility to your bicycle, those kind of barriers are just eliminated. You can see you're still getting exercise, but you can choose to make the bicycle ride more of what you'd expect from other forms of transportation, which is convenient and not sweaty and difficult. >>So how many of your customers aren't really bicyclists that that they're coming at this as a, as kind of a new opportunity? Maybe they just, they cycled before, but they're not kind of hardcore cyclists. You see this as the right foot. What's amazing to me is you have all these form factors, but this is a form factor that people are very familiar with and that's where I think there's a real opportunity bike that's not the same as scooters and some of these other things. Yeah, that's a really good question. Um, what we experience is that probably two thirds of our customers don't previously identified themselves as bicyclists. Um, they're probably somewhat friendly with the idea bicycles so they wouldn't have walked into a bicycle store. But what we see is that that transformation that happens to people when they adopt cycling as a, as a major part of their life and a major part of their transportation that still occurs, but it occurs all at once when they leapfrog over so many of these barriers and just have the opportunity to use a bicycle so much more than they would have otherwise. And the same thing happens to people who are already interested in cycling. People who only ride recreationally often find that with the addition of any bike into their life, they can use a bicycle for many, many, or most of their transportation needs, uh, over the course of their life. And that's profound, right. Transforms people. >>So there's a lot of special kind of characteristics of Seattle. Yeah. Obviously the weather is not great. Of course it's not great in, in Holland either. And they got a lot of bikes. They're got Hills and bridges and some nasty traffic. Not that everybody else does them, Massey traveling, but Seattle's got some crazy traffic. So you guys are seeing not only the adoption of the bikes for commuting and for fun and all those things, but you're selling a lot of cargo bikes for commercial purposes in this tight urban center. So I wonder if you can give us a little bit more color on how you're seeing the penetration in cargo bikes. Sure. >>Well, I think that cargo bikes when used for like freight purposes and delivery purposes and enterprise purposes in general, they benefit from the same things that bicyclists benefit from in urban environments in general, which is just greater mobility, freedom from the restrictions of traffic. I'm not trying to say that bicycles aren't on the road and that they don't sometimes find themselves behind a long line of stopped cars, but we have so much more flexibility in those situations and we can park safely and reasonably on a sidewalk. And so, so many things that happen, uh, that people suffer through due to congestion or alleviated when they're riding a bicycle in general. And business has experienced that when they use them for freight for sure. >>And it's not just a cargo bike, it's any cargo bikes. So now I've got the superhuman skills so I can, I can carry that load. I can replace a truck. I mean we have, we have bicycles in operation in Seattle for some, some of our customers use that. Our daily carrying 400 500 pounds of weight in there and they're traveling, you know, 60 70 miles in a day. Right. So how are you seeing the integration of the eBikes with the regular bikes, the hardcore bikers, the recreational bikers, and then of course you've got the slow move in pedestrians, right? And the, the dangerous stuff occurs when you've got all these disparity in, in, in velocity. And it's going to be interesting to see kind of how the regs kind of catch up and eventually probably, you know, discriminate. So these PO, these paths are for, you know, 20 miles or more of these paths are for, you know, 10 miles an hour or less. So how are you seeing that kind of work itself out in the streets of the city? Cause absolutely get a little rough sometimes out there. I think it has the potential to get a little rough. I think that honestly, um, yeah, >>the situation, the opportunities for conflict between pedestrians and electric bicyclists is not an issue or not any more significant than the opportunities for conflict between pedestrians and conventional bicyclists. I think that while an electric bicycle can travel up to 20 miles an hour or in some cases faster, they don't ordinarily travel that fast. That's a peak speed. Um, and so I don't really think that sidewalks are being menaced by electric bicyclists. I don't think that's really occurring, although I do think that the kind of regulations that you're talking about that classify type II bikes into types so that we can then, um, uh, empower people who have jurisdiction over different pieces of infrastructure to, um, to determine for themselves and for their users what bikes are allowed in which ones are, are, are forbidden, um, or restricted. I think that's really positive. Right? I think it's extremely important that we define what these vehicle types are because of course there are some vehicles which are more appropriate for some environments than others. >>Right. But I think the real thing is that bicyclists and III bicyclists are not the enemy of pedestrians. I think that together we're all making smart choices and we're in the safe spot. And I think that if it feels like there's too many bicycles on the sidewalk in your town, it's probably because you haven't made any room for bicyclists in the streets of your town. Right. And I think we all need to work together to make cycling a safe and viable option across all of our communities that will help congestion when we remove people from cars, we improve traffic for everybody. >>Right, right. And bikes should not be on sidewalks, period. Right. That's not really not the bike, not the bike place unless the, the street is just so, so tragic. >>I think. I think that if you're talking about it in a situational like daily life active, uh, situation, I think, um, there are a lot of conditions where bicycles are going to be on the sidewalk and there are many of them that I think are reasonable. I think it's totally reasonable to decide as a city we don't want bicycles, bicycles to primarily ride on sidewalks or when bicycles are on sidewalks. I don't think there's any city in the country that allows bicycles on sidewalks. It doesn't also stipulate as long as they're traveling safely. So if somebody has a problem with how somebody is behaving, that's still a problem either way. >>Right, right, right. So I'm just curious to get your take as, as you've seen this market evolved. Again, we've got big players involved. Bosch is doing all the, all the electronics on these bikes. Yeah. Capacity's got bigger on the battery speeds have gotten better. Dependability. Yeah. So how are you seeing kind of the evolution of the eBikes impacting the total market for bikes? Again, I can't believe that that gives out. Guys said they're going to sell a third of their bikes. Are e-bikes. Yeah. You see in the same thing in your business. >>Yeah. Well, I mean my business is focused on eBikes. Um, but what I will say is that I think that um, one of the challenges for bicycle advocacy and bicycle marketing and retail has always been a how to appeal to people who are somewhat friendly towards bicycling but aren't doing it that called interested but concerned. And it, I think it turns out that e-bikes are the key here, that we can help transform people from someone who is friendly towards bicycling to somebody who uses a bicycle as a big part of their life simply by making bicycles easier. And as you identified right now, finally, we're at a point in the development of this technology where the bikes really are reliable as a vehicle. And that's significant, right? It's not just a hobbyist activity at this point. These are, these are legitimate, uh, reliable vehicles >>in transportation. I mean, legitimate trans, it's not just your last mile vehicle anyway. >>Yeah, absolutely. I mean, at our shop at least we're talking about people who are, who have given up a car. Um, almost almost every one of our customers who's getting an electric cargo bag is doing this as part of their family transportation budget. And that includes driving less or removing a car from their life, right? And that could only work if the e-bike was at least as reliable as driving lists. And so maybe a flat tire is still a pretty annoying problem, but that should be the worst problem. Right? And I think we're finally there in terms of the quality of technology that's out >>and now it's only upward. We're like at year zero now. Right. Amazing. Even with the weather and the Hills and everything else, it's profound, man. It's really, and then it's a, it's a cultural shift, so it's just, it's just spreads across our community. Right. One person who inspires somebody else and inspires somebody else. Well, David, thanks for taking a few minutes and sharing your story. Really appreciate it. Thank you very much. All right. He's Dave young. Jeff. We are at Interbike Reno, but we're actually at the gazelle, uh, event looking at their e-bikes and they're really, really cool. Thanks for watching. Catch you next time.

live from Las Vegas Nevada it's the cute covering knowledge 15 brought to you by service now okay welcome back everyone we are live in Las Vegas this is SiliconANGLE Mookie bonds to cube our footage and event coverage would go out to the event started sitteth on the noise i'm john furrier likos day volante our next guest is Jen Stroud senior director and general manager of the HR applications within service now a former customer now general manager welcome to the cube thank you great I get the service now shirt on the jersey of the number everything right I'm official how does it feel so give us a quick you know Darkseid is always a dark side but I won't say which one it is is they always say with the VCS you join the dark side when entrepreneurs join the VC ranks but in this case service now pumping on all cylinders just like a well-oiled machine with the fast side yeah fasten what's it like give us the perspective it's been tremendous that I've been to two knowledge events before but as a customer very different perspective on this side and it's been it's been fabulous very fast you move fast here you have to keep up but it's been wonderful for me to engage with the partners and the customers here to see all the great things that customers are doing with the platform and with our product and also understanding where they want to see us take the the product going forward as a culture like its service now as a company you're in there ask you there for profit yeah kid jittery revenue from customers and I have a product they bring to the customers to get paid for that what's it like internally was the culture like what's the people like it's it's been incredible to be a part of this culture and a little I wasn't what I expected I knew it was going to be very fast-paced but coming in and being able to rely on everyone to make sure you're successful everybody is interested in everybody being successful and I think that starts from Frank on down he's created that culture and so that's what it's about everyone is staring in the same direction and we're I've always said in Silicon Valley you know people you know high fliers come goes a lot of love you come in and out but building a sustainable business is really haha yeah so you gotta give props to Frank's loop and talk about what you've learned Massey HR managers are out struggling this is in the press now small medium-sized businesses you see all kinds of certainly in Silicon Valley where I live you know eight lawsuits coming from just not keeping your eye on the ball little things like yeah Oh someone's offended in a meeting boom lawsuit I've been discriminating against so there's all kinds of stuff happening just by having shot eh our practices so talk about what that means why that's happening is it just because they're lazy or the games change the technologies change what's going on with in the HR application space I think some other people have said it in my colleague Eric hammer who's a solution consultant now leads the enterprise practice said it HR is kind of a 10 to 15 well five to ten years behind IT they're finally understanding that you can't manage with spreadsheets and email anymore and we're seeing it I don't care the the size of the organization or what their annual revenues are there are many organizations struggling with the same thing how do they provide a better experience for their employees and how do they do it in a consistent way and so that's we're seeing it out there the opportunities large and small with with customers it's very consistent Frank Frank mitch is a real time piece what's your perspective on that I mean being real time means service and complaints and managing that I'm sorry Dave I know oh absolutely i mean that's you want to be able to support your employees in a way that they're used to being supported in interacting outside of work right and yet especially the younger generation they come in and they want to work with a company that understands how to how to do that not you know managing through emails and so they want to come in with a hit company that you know gets it so service now is able to provide that type of experience so the state of Technology in HR is changing quite dramatically we were talking I was talking earlier guys from KPMG you know peoplesoft gets acquired by oracle it sets off this chain reaction taleo success factors work day comes into the market space and so the tech base is changing and then all of a sudden service now starts to play and people are confused people asked you yesterday yeah alist me who are you competing with with work day and of course no although you know but we've been asked eight or nine times already I'm just two days you'll continue to be asked you know and then you said something just recently to John that people they can't you know manage effectively with spreadsheets and the like so there's a lot of confusion because there's a lot of ton of technology that's begin going into a human humble management for decades there's some new cool cloud texts coming out technologies work days just you know one example successfactors many others and then and then service now with service management tied to the HRP so what's happening on the technology substrate how would you describe the changes that are going on it's it's amazing I mean they're the companies are understanding very quickly and you look at companies that have done results from their 2014 surveys of large leading HR organizations they understand that they have to to change and to leverage SAS technology in order to be able to to keep up so you like you were indicating we don't have any plan to compete with the workdays or the essay peas or PeopleSoft out there are our whole philosophy is let's figure out how we complement what they do and give like Frank said yesterday and I love what he said let's give let's give our customers choices let's give them good choices that they can they can have a good choice what they want to do ok so you're an HR pro so that's the many people in our audience have the same question that you've been asked nine times today yep you're not competing with the the transaction component that is work day you don't go to service now to to change my you know data about my self but we could if you want to though okay so we could be that front end so I mean again that's Ultima you start there you say yes sir then that make sense yeah go through service now so every request but we're not going to store that we're not we're not the system of Ragnar the system of record there that's the difference mm-hmm right okay but now love flip it so you're not going to go compete with with work day no but if I'm work day and I'm saying wow this company's service now is doing really well they grow in a 50 plus percent a year they got this great market cap maybe I should start doing some of that stuff now they could yeah but they're not going to do the other things it's hell's force like Frank said the other day well hey I talked to penny off all the time you know we're birds of a feather in a lot of ways we're developing apps they're developing absolutely a company like service now with a market tam of 40-plus billion you're playing in a lot of places especially when I have a platform that can do anything that's right now where do you see that all going well I mean in my view when I look at what I want to provide HR leaders I want to provide them out of the box a product that meets the majority of their needs and delivering services to their employees I and I want it to continue to and will expand on this and future releases look and feel the great user interface because it's all about the employee experience with HR IT doesn't care about the employee experience HR cares about the employee experience so really really working on that user interface and that experience and and the workflows for me the the possibilities are limitless what is it you and the work days of comprehensive system but optimizing workflows is interesting because there's so many different workflows in HR so there's that kind that stands like the strategy just picking it's almost like I Tina sends pick a few critical workflows could be trendy hey we got this new law comes out or longboarding of course is the big one that everybody's talking yeah so what is those use cases what are the key ones you guys are well I mean you have leave of absence as a big use case every HR organization and and it's it's one that can be very sticky it can also bleed into legal and other areas of the business so leave leave of absence managing those leave of absence requests some basic ones that are easy to ition reimbursement employment verification really standard that we that we will be offering out of the box too to our customers a pto request managing time off those are all yes you're lying fruit to use automation automation the other ones are just more yeah it's rewire or something or you know could be exposure that's right yep what percent of companies in your experience do performance reviews I just want to ask you as an HR pro ah too many too many too many do you think it's a I reproductive I think the so this is another probably great reason why I joined this organization is in Frank's and Shelley's philosophy on performance reviews and it's not formal the way we consider it formal or HR many HR organizations do with you know the whole performance review and setting goals he really believes that that that whole responsibility lives with the manager and HR is there to support the manager and I love that philosophy but we have to as a as we're developing our product understand that unfortunately this organization don't share Frank's philosophy ok so you're saying that many organizations have the HR oh they do the performance I feel like a neophyte I didn't know that what that's insane absolutely would you have the HR department it is performing well and i and i don't necessarily i don't i don't agree with it but it absolutely i would majority of organizations HR still manages the whole performance whether the sense that they sent a syntax they had the structure and process yeah which controls the behaviors of Manokotak attendance it's a whole they don't do the review submitted yourself they don't do their reviews but they they set the schedule and you must have your reviews done by this time and you must miss assurance icon the dentist makes your teeth pulled yeah basically and then they're constantly pounding on managers when they don't get it done to get it done get it done get it done i mean that's that's the way it was in my previous company no no offense but it just does it's not it doesn't work well what does frank with what what what Frank's philosophy and Shelley's philosophy is here and that is managers are responsible for the performance of their team and you reward people for their performance and then comes in the last place already no prize for you yeah so I want to ask question about systems of engagement versus a record this comes up a lot and that I look at it a little bit differently as I don't look it from the HR perspective mother from the day big data side what's your view of it from an HR perspective what is the definitions of those systems of engagement systems of record I can also imagine so I look at it and this from this is the my philosophy when I was on the customer side I wanted to create that one stop shop where my employees could come where they knew exactly i took all the guesswork out for them here's where you come to do everything now ultimately they may be the they may be interacting and engaging with a form and service now and that was going to feed being an integration to our hrs is system which was oracle that's fine but they don't need to know that for them I wanted to create that standard look and feel standard system of engagement that was predictable for them easy to use and that's really what you want to provide employees you want to make it easy that's an employee that's the app that's user interface user experience that's right flows and clicks yep click stream where all the information is ultimately stored is a whole different matter and not necessarily important to me other than I want to be able to integrate with those systems so bad you I bed ux taking that to the next level means you don't get the data you need for the systems records so the engagement date is pretty critical engagement is is absolutely critical if you want your your employees to use it if it if it is a bad you I if it isn't a good experience they're going to go I'm not going to use this and they're going to they're going to the employees make themselves heard very loudly so they'll let you know if it's a bad experience so that creating that great system of engagement where it's easy to use and they know how to use it that's important about mobile as it relates specifically an HR context that's the conversation we're having are you happy with where you are with mobile is there a lot more work to do there very happy with where we are but as with everything I think we can continue to enhance what we offer it's absolutely a necessity in HR as you think about where many of the employees make their benefit decisions it's not at the office on their lunch break it's at home with their with their families and so they may be you know looking for information and the knowledge base or making a benefit selection on their mobile device at home not at the office so being able to provide that capability on a mobile or you know iPad device is very critical she has talked a lot about you know the affinity with work day of course I know an eel and Frank you know birds of a feather and friendly but there's a lot of other HR platforms out there oracle SI p many others what about those we also so right now we're focusing just because the market there's a lot of shift to an interest in work days Oh cloud its cloud yeah and but other the other ones are also coming up with they have cloud as well as record yeah yeah so so with the Geneva will have a two-way integration with worth work day to make that easier for customers but then we'll be focusing on additional out-of-the-box integrations with those other hris systems as well so does it have to be cloud-based I mean everybody's cloud now everybody is just like it better because you're why it's this is part of the mantra it's easier it's easier for you it's easier for the customers it doesn't action okay yeah this is a big so what's your goal now you're in there get your running shoes on three feet in a cloud of dust making things happen to get some teammates to support you servicenow yeah what's next what's what are you gonna work on what's your plan well we just don't we're still not known enough in the HR industry as a trusted platform in HR so we've got our work cut out for us there and so you know it is about what we're building in the product that's going to help us but it's also going to help us getting out at HR tech that's coming here mandalay bay and octo we'll be here other events working with analysts as well to help them understand what we're doing and really it's going to be about creating more success and a great customer base so that you know this time next year I hope to you know be able to say you know we really are one of those vendors that HR looks to first and not you know us trying to get in there to have the because I think once they do and once they look at what we have to offer it's it's it's very intriguing for them but we really want to be you know on top of their mind it sounds like your strategy then is to say hey you know what you big pickle the big decisions we're going to come in create some value pretty nimble pretty agile land and expand and if that grows it grows and not really mutually exclusive to some other platform no and in we absolutely are concentrating right now on where we are very successful so we have a lot of great customers already on the IT side so they all have HR departments so we're absolutely focused there in 2015 but beyond we really want to expand and be first okay Jamie keep a track and we'll be following you if you need any help let us know we go stroll at the cube to HR tech con and in October it's the cube we are live here at Las Vegas extracting the scene from the noise shared that with you I'm genre Dave vellante we'll be right back after this short break of the next guest stay tuned off

David it's just gonna call in like basically live feel more nos Vegas Nevada execute again it's the 10 covering knowledge 15 brought to you by service now hello everyone welcome to the cube this is our flagship program we go out to the events in the correct the city okla noise I'm John furry the founder silicon they enjoy my coach Dave vellante co-founder Wikibon org and networks I to be in Las Vegas live for three days of wall-to-wall coverage of service now's no 15 knowledge 15 hashtag no 15 go to the crowd chat / no 15 join the conversation our first guest is Frank's lubin president/ceo source now great to see you again thanks for having us thanks much absolutely the keynote was great i mean in the world's changing IT cloud vmware's had an announcement about native apps on the cloud customers are changing business models are changing talk about what you get to do house that you had a big stock drop in the past week and value is that a sentiment of the of the of the Wall Street dynamic products what is it about the business right now with clouds specifically the business model for your customers it's flywheel the SAS models what's what's going on what's your take on all that flying cloud companies and obviously well I ought to got a lot of the high we're one of them you know we're priced to perfection right and that's that's not an easy place to be for for for anybody and you know we're not really focused on that it's this is a marathon every quarter is one mile marker he can't get too excited about you know one versus the other we're really pacing ourselves your building you know an enterprise that's going to be here for for a long time and our focus is not just on modernizing what what people are doing it's focusing on transforming what people are doing and the emphasis that we place on everything as a service structure workflow approaches getting away from message oriented ways of doing things like email is enormous sea change right there is there's over 100 million PDFs out their forms that people have to download and fill out what somebody else then has to scan and reenter right the world is ripe for this type of innovation the technology is here all we need to do is apply it the start okay so I said when I talked yesterday and I said any successful 12 billion dollar valuation company's going to have a day like friday but I've noticed post the financial analyst discussion yesterday things have calmed down a little bit so who knows maybe it's a buying opportunity I wanted to tie it into the TAM expansion that we've seen when you first took this company public everybody looked at it as a very small niche and it took you and Mike scarpelli and others a while to sort of educate Wall Street on the size of the potential and we're now starting to see that come to fruition you guys talk about expanding into the business side and now you're doing it you talk about going into mobile you talk about you know new innovations at the SMB why is it that you're so successful at executing at what you're doing is that the platform is that the people is that the customers I wonder if you could describe that a little bit what's the magic formula are fundamentally a platform company we that was not always well understood even before I joined the company and I talked to Fred Lunney the founder we were very well aware of the opportunity to expand just dramatically beyond the boundaries of the initial application set which was the IGM set of applications it's just how to do that right when you peel away the veneer the rhetoric the nomenclature you know what you see is a workflow an orchestration platform this is so broadly applicable right what these knowledge conferences are all about is to show people what is possible on this platform and you know all we have to do is take the horse to water soda drink and then you know they go on their own right this is a place where people come to get inspired platform and if you seen from some of the examples that we had on stage this morning and people are not tackling crm applications what service now you know why there's really nothing there's really no boundaries in terms of service management for us to tackle workflows and orchestrations like that right so the world is your oyster II and there's really no place that we we can go with this platform all we got to do is empower and energize the audience that you have here and the fact that they show up in such huge numbers as evidence that were we're succeeding at that right good all the events it's the same kind of theme Internet of Things Big Data have paced are changing clouds and innovator what is it about the cloud and your platform and your customers in terms of the business models what is it about the innovation that's going on right without business must change what specifically can you highlight and get some example because you have a lot of customers we were just talking that the cubbies are sending dozens of people here this event it's not just a boondoggle there's some real work getting done so there's a huge transformation see what is it about the business model now that's changing what are you guys doing turn on your platform this conference is called knowledge for a reason people come here to get knowledge right that's right the labs and training and all this kind of stuff but the most important thing to understand about service now what we did with the individuals really lowered the skills profile and the skill demands to be able to access this level of functional and we really did that by an order of magnitude this wasn't just a platform for programmers people that really have procedural programming skills we really took that out of the equation and people have Excel style skills people will understand the rows and columns and data types that's enough to know to be able to go up okay now what happens in that process we empower very large groups of people in our case IT people to basically take control back over this platform you know in Prior generations of this class of software they were always dependent very small we were people that weren't very accessible and very expensive to do thanks for them how they're doing that is what has unleashed explosion creativity let's talk a little bit about your keynote everything as a service was your big theme EAS sort of acronym what is everything is the service number one second question is is there an analogue to vm sprawl is there a potential for server sprawl what do you what are you telling customers about that are they asking you questions but start with what does everything is a service what does that mean everything is what service means taking work work in the sense the repeatable activities things we do over and over again digging it out of the realm of messaging email text phone and putting it into structure workflow we essentially invent that dress as once without best practices really tune and optimize that process and every single time we do that activity we do it exactly the same way and we enforce the business rules the logic upfront stupid enough to thinking like I always is the silly example an organization I lose my security badge or I mangled in the door I need a new on what do I do well you know I Massey Hill I just asked my admin you figure it out okay but everybody else starts roaming the halls like where do i go to go to the front desk maybe you know that thing employees have to have a place to go for their service needs whatever it is HR related facilities related maybe have a parking issue and you should be able to search navigate themselves to a place where they can make a request and then that request is no different than sending a package through fedex or ordering something on amazon information it's now following you you don't have to go and chase it anymore right oh there's a big inversion of how we work i mean we often target service now but we're changing how we work because we're going we're getting away from the structure messaging woman be structure workflow that's what everything is a service is about regard to aquino but so second part of I want to talk about that is my question is there a dark side to that is there a risk of just too many services service sprawl or do you have service for that is there an app for that yeah talk about that logo the obviously during our keynote we actually spoke explicitly to that point because you're concerning your race is legitimate people are saying hey you know DevOps is great you know empowering all these groups to publish their own services that's great but now I'm going to lose control I'm going to lose visibility and we'll lose accountability i'm going to have compliance security problems and so on what we do is you know we actually maintain the transparency the visibility and the control while people are doing things so it doesn't become the Wild West that we've had in Prior generations of software >> Frank talk about what you're seeing in big data honestly you know we didn't cover that space this doesn't seem to be its own little market but certainly medupe to some stuff going on but companies are looking at Big Data certainly in data as it advantaged in some of the things whether it's IT and or an apple agents what's your vision and what is what our customers doing with the day how's the NIT date is great and everyone's the service date is enabler you look at that and how do you find your customs look at it are very transactionally intense but so our systems they're not data rich in the sense that we deal with enormous volumes of data so it's a little bit of a different model and during the keynote what I talked about it's not like they what's hiding your data we can't figure out what's going on the data by structuring the data right what big data tries to do they're trying to figure out what's going on in unstructured data really really hard to do we structure the data so hence it's very very easy for us to analyze the dashboard exactly what's going on but our focus is not so much on big data it's on real time data the real time dimension is something that is going to become huge because people are demanding real-time information is just not interesting to look at data it's 12 24 hours old and because we are sitting on life data the ability to represent it so you can see your business in action right that is insanely exciting for for executives and managers network magic was hot in the old days with the network little but now the way date is got that same kind of paradigm where you have active data passive data and by melding together they can create values that mean we the CIO that we talked to they what you mean by real time today yeah I said look where I want to get you there's one my office just wall-to-wall LED panels and I want to see every every pocket of activity I want to see it executing in real time whether it's good better and different setting threshold seeing exceptions and says I want to be it's like watching the stock market I want to watch my my business that way and that is what we're going to focus on very different from data oceans and data legs and all this kind of stuff we've already structured the data we're not going to have the problem of big data the three of us started our careers without email and it was amazing productivity bump into our lives when we got email but now email is this productivity killer you talked about it in your keynote you guys did a survey is that basically forty percent of a time is spent on admin tasks and employees time I know judge doesn't manage I'll give your calculation i saw was manager with just even you know higher salaries but so how much of that can you actually reduce and what a customer is actually doing around that well it can be reduced by orders of magnitude you can't make it go away I mean people have needs but being able to make those needs fully automated very intuitive very productive it's absolutely possible right I mean 42 days a week almost half time on tasks that have nothing to do or your job is absurd I think this is almost a dirty little secret of business death we have invested in everything except our own internal workplace productivity right we're stuck in the 1980s if not the 1970s and who's going to put on that mantle write it and we're always trying to drive IT to take on that mantle because who else CEOs typically are focused about revenue right image presentation right coo CFO's those are the people that should be driving the internal productivity challenge sorry just that we just haven't made any progress there in decades and the acceleration now is a significant I start guy an email Facebook say I just finally gave my blackberry you mentioned iPhone and your kita he's still using the blackberry I was like that's actually a great scandalous blog post opportunity but are you mentioned iphone in your keynote moment of this is changing the world certainly edge of the network smartphones and we also hear from customers want to be more Apple night so what's your what were you hearing from customers and they say I don't want to be like the 80s and 90s I want to be more like Apple meaning kind of like the iPhone and the innovation that they bring what they brought to that or you guys been using uber as an example or open table as an example that's that modern vibe for the customer what are they trying to get to in an environment what's their outcome what are you hearing customers the first aspect is the series experience itself in other words what does would like to do what you want to get done essentially we're transactional platform we're not a hanging around platform like a social system we twitter has no no point no purpose it's just nice to shoot things out into the ether and help somebody sees it our systems are not like that it's about performing a unit of work something very specific about the beginning it doesn't end and there's things that happen in between the result it's very different that way uber is also a transactional app I want to hail a cab I need a ride opentable is transactional act I want a reservation there's a very specific end point to that unit of work and this is where technology can be incredibly helpful to get you there faster i use the Gulf example you know fewer strokes is better right and as people want they want have grubert a lot and I find that user experience my blowing compared to trying to call or or hail account it's cheaper and it scales incredibly well right but if wherever you are or whenever you are it seems to be there's cars around this quite impressive App Store like model the enterprise has been kicked around for a while is that service cataloging uber shows the real-time aspect of services needs you know demand in real time but in the back-end service catalog that more apples to the apple store at the back end its lights out light speed right in other words it's just like Amazon right everything is the speed of light until I got to pick something off the shelf the real world kicks in and i have to ship something the same thing same thing with fedex I mean the information processing aspect of FedEx is what makes fedex special in fact that they have planes and trucks you know it is not what your user experience focuses on yeah you got minimal exposure to that you are you're on your way to a billion dollars here shortly you've laid out a plan for four billion by the league 2020 correct with the the financial analyst a lot of people say well one of these guys going to make money you have indicated before you you're right now after scale after growth and what if you could address that um we actually were profitable are you sure I mean we were you could make a lot more money if you want to do but you're going for growth I should have clarified that question better you guys can be wildly profitable if you skip down and just reach over office we've always said and by the way you know one of the things that that our business model really focuses on is making sure that the cash equation really work so on a cash flow basis we're doing extraordinarily well because it's a subscription model you know the profitability equation is a little squishy it's more accounting them than economic which is why the focus on cash our investors focus on growth in the next thing to focus is on this cash right and after they get generally accounting representation of our at some point the law of large numbers kicks in and that's really maybe out in the business out a target model yesterday I was we put updated for the financial analyst shows you exactly where the leverage is coming from transparent supplies for peace I want to let's do a great job of that very drill into on the he said amazon amazon does a great job executing and near a great executors and certainly proven that we do successful with the company but they're constantly innovating the new product announcements debía new announcements is that the new competitive advantage scale and stickiness through rapidly iteration of new features is that this is just a one-off outlier with amazon you see no price it be more like that's one of them  you see that with Tesla they've changed the car industry there's constant updates to the cars right a changes of driving experience and that that model of rapid iteration is really the new normal you know back to the real time thing it gets really boring when you get an update every 18 months you think we don't tolerate those kind of time friends anymore and lag is not a good ending our but I you know software gotta ask you a final question I know you getting we're getting a puppy you get very busy schedule thanks to spend the time with us as well I'll see you had a your competitive sailor and following your career right outside sirs now you got a boat for the nuchal hand you mentioned data ocean data legs big big fan of data ocean I want you to share perspective from what you've learned sailing and being successful winning and sailing with how to navigate an idea this as a c-level executive or a CEO CIO or some of the trenches what lessons can sail in your experience is sailing and running service now what would you share with the folks out there as they try to look at their transitional transformation I teach transformation the others there's a lot of analogs if you will between sailing and business because it's this multi-dimensional game that we play you know in sailing it's about technology it's about how great your crew is it's I'll get your boat is it's the weather is what the competition is doing all those things you have in business so people always want to write it yourselves he's like another you know another another brutal contest township and that's that's all true it's very multi-dimensional and finding your high leverage entry point because you know it's very easy to do super business super busy and business and really not move the dial right so understanding where leverage exists what opportunities are that's really the art form I Frank great to have I know you're busy to getting them getting of the big nokia pricing the president/ceo of service now here live in Las Vegas is to Cuba railroad next guest live in three days wall-to-wall coverage here at no.15 join the conversation crowd chef net / no 15 right now