>> Live from Las Vegas. It's the queue covering del Technologies. World twenty nineteen. Brought to you by Del Technologies and its ecosystem partners. >> Good morning. Welcome to the Cubes coverage. Day three. Odell Technologies, World from Las Vegas. Lisa Martin With student Amanda We're pleased to welcome one of our alumni back to the key. We've got Jay Snyder with us SPP of global alliances, service providers and industries chaebol. Thank >> you so much for having me again. >> Our pleasure. So we have been talking for This is our third day of covering the lots of news, lots of technology conversations We know there's a big global Cartner summit. >> It's been fantastic, actually. >> Abd el Technologies World Thriving partner ecosystem Give us an overview of global alliances and some of the feedback from the last few days of the partners. So >> fantastic. Thank you again for having me. I'll tell you this. The feedback is off the chart eye. Don't even I've lost the ability to find new words to describe how excited are partners seem to be with the messaging that we've had here. But what's been consistent is best l technologies world ever and best global partners. Summer that we've ever had and I think the reason behind that is not just because we've done a great job presenting the content. It's because of the content, right. If you think about the partner ecosystem, it's interesting. We've always worked incredibly well with them and our partners love what we do in the products we make. But our messages have never been perfectly aligned. Think about the messages we have now on the main stage. We have four transformations and delivering outcomes and then we have multi cloud and the multi cloud strategy and then think about what the partners do. They deliver the strategy around designing and defining what a multi cloud architecture is going to look like and or being the providers that actually deliver it. Our messages are perfectly aligned, so they're so excited to see that there now at the epicenter of everything that we go and do, and the fact that I would say probably more exciting is our entire sales force is trained on those messages, understanding those messages and embracing those messages. So they're getting huge lift now from our cellars, as opposed to kind of. I wouldn't say we were never at conflict. But we're Maurin Parallel. And now we're really lock. Step. Well, does that make sense? >> It does, Jay. And and he brought up a really good point, you know? Congratulations. Glad to hear everybody's in lock step. Because I remember we talked about the transformation of the channel. Yeah, and I go back when converge infrastructure first rolled out. They're people. Oh, my gosh. I make millions of dollars racking it, Stacking, shoveling stuff. I need to shift Cloud that there was, you know, at VM wears partner Summit, you know, one of the executive V M. Where you know, every time Amazon winds, you know, we all lose. Sure. So helped us for today. You know, cloud big theme of the message. How Teo his partners fit into those environments. And how have they gotten to over the fear of cloud and to be fully embracing in executing a multi cloud? >> Maybe I should just context to about who my partners are, so that would be helpful. So we representing alliance is the largest global systems integrators. So think about firms like in HCL, Deloitte dating, censure. And I hate to leave anybody out, but there's eighteen of them. And then we represent the clouds of the cloud service provider ecosystem. So a couple of hundred cloud providers that actually do provide manage private clouds off from or public clouds. So they're super excited about the message because they fit in on both ends, right, As I was just describing right there, the ones that are really gonna have to deliver the strategy around what it's going to look like and how they're going to get their customers ask us all the time. Hey, I want to get to the cloud, but they don't really know what it means. So we have to ask them, What do you really trying to accomplish and why? Right, Once we understand that we can engage with these partners, and it's a perfect entree for them to go figure out, articulating design that architecture. And then last time I checked, we're actually not a cloud company, right? We have great products. We have great services. We've rate platforms, but we're not a cloud company, right? We don't provide those types of capabilities. So when you think about being able to leverage >> multi cloud and it started just clever, you're saying you're not a public cloud company because company Private Cloud absolutely se Eun apart >> from Private Cloud, right? But when we want to go off from and create that multi claude environment based on use case now all those partners fit into that play and they have the ability through the capabilities we just announced with Del Technologies clown tow leverage, those hyper scale er's. So where they used to see them as foe. They're now part of the solution, and they can deliver that solution through our new platform that we just brought to market. So again it gets back to we used to fight it. Now we're embracing it and leveraging it and delivered a comprehensive solution. >> So starting Monday, when Michael walked out on stage your hat with Jeff, the message over lying on, of course, with salt from Microsoft was collaboration integration. So really starting to see all the layers of Del technologies and its brands come together in a much more cohesive way than we've seen so far in terms of what the partners are now enabled to deliver. Some of the feedback on that is, do they feel that it's been made more simplified that has been made more streamlined, that it's opening up new market opportunities with, you know, the Del Technologies Cloud and some of the related announcements. >> So So it's a complicated question you're actually asking, because for years the partners have been saying We'd love to view you as a single company, right? That's kind of the missing ingredient to really a lot unlock the full potential. I think the first big piece big mover in this is the Del Technology Cloud platform. It's really the end, Stan, she ation of what Michael's been talking about for the last three years, which is I'm going to bring all this stuff together and create a force in the industry where we compete in the market together, not against one another. So we're seeing that so the partners are ecstatic right there, seeing the best of all the piece parts come together in that platform, and we've told him that's the first step. But we have been working with them for years to provide what I'LL call an umbrella effect across all the different companies to allow them to tap into all those resource is. So in some degree, we've been doing it already. We've been playing that multi cloud game and working cross strategically aligned business to bring those values to life. But now we put our money where our mouth is, and we have simplified the approach with the product and the platform to make it easier for them to go tomorrow. Way to have a little bit. We do have a little bit a ways to go, though. I want to be clear. >> So, yeah, and Jay really good points there because I I one article recently about hybrid cloud cut a lot of history with it and simplifying a piece of the overall puzzle. But as you said, those hyper scales fit into it. Sergeant Dellape, upstate eight of us, a strong partner on VM where you know, Google announcement. You know, just a few weeks ago, those s eyes that air your partner's There are some of the critical pieces because there's a lot of complexity out there and we need key partners to be a help us to do there. You know, the Del of Technology family is a piece of it, but those s eyes air really thie arms and legs that are going to go help all of the customers understand. Try to get their arms around and, you know, hopefully simplify. And what what I said is they need to turn from a bunch of point pieces in the new overall solution. They do that, help me drive innovation and drive by. Visit forward, not trying to manage all of the pieces >> We had talked about it yesterday. I mean, I D c. Says that sixty two percent of customers will have a multi cloud architecture. But for my partner Rico system, it's more interesting. You know that seventy percent of the customers are going to choose a provider to design, architect and manage that infrastructure. So if you think about that seven ten, customers will use one of those global systems integrators and or cloud service writers or, more likely both to deliver on their vision and their outcomes that they need to achieve to change their business models, which is again great for our business. >> How influential are your is your partner ecosystem in terms of some of the announces that we've heard this week? They're out feet on the street there, talking with customers about the challenges that they're having emerging trends. A. M L. What's that sort of center? Just a partner. Feedback loop like that helps Del Technologies, right thruster >> way Run partner advisory boards in each major theater multiple times a year, and these are the exact things we ask them. What tribe trends are you seeing? We map it against our product portfolio in our solutions to identify where there's gaps. Five g's a great example, right? We're looking at where the market's going happen. Have responsibility for a big chunk of our telco vertical as well within the company. So it's a hot topic and, you know, for a while we were. We were honestly lagging in this particular space. If I think back two years ago, we talked Telco, but we didn't walk Telco. We've made a lot of investments over the last two years to build a product business unit specifically around Telco solutions, and I'm proud to say, especially coming out of Mobile World Congress this year that we have arrived. We have incredible products solutions that really are exactly what are partners are looking for and our end user customers looking for. And it's an interesting dynamic because a lot of our partners, our customers. If you think about the telco community that's really gonna embrace and drive five G, we both sell to them and we sell through them. So we love the fact they'LL consume our underlying technology. But more importantly, I love the fact that we can use them as a route to market to expose hundreds thousands of customers to those capabilities in the broader scale. >> Yeah, J that the networking is such a critical component of that service fighter piece. So how much of that solution that you're talking about? Polls in some of the aspects from GM wear, you know, NSX, the SD win. Those pieces seem natural fit to help drive that overall solution. >> Yeah, I would actually tell you that my opinion is probably the first products that we brought to market that were really crossed Company cross collaboration. You know, even before we got to the Del Technologies cloud were exactly what you're talking about. Some of those networking asked it some security assets that vm where has integrated with some of our products server technology to build some integrated telco specific things for the core and the edge, which is really where they're operating specifically around the edge. Fellow cloud is going to be a huge piece of that SD. When we see the telcos, has a huge route to market again for that particular product and as a massive consumer of that particular product, we understand they have to cannibalize some of their own business. But it's the way the markets going. So the answer is yes. We're seeing great integration, great collaboration between our product business unit under cabin, Kevin Shots Camera in Telco and his V M or counterparts. And I think I said his name right there, too. >> Yeah, I had to interview him once, and absolutely nothing I'm getting that right was tough. You know, one of things always at the show is just the feedback that you get from from customers and from from your partners. So gives the mood, you know, Where are they? What are some of, you know, key opportunities, challenges? What? What's top of mind issues for? >> I'm telling you like I can't make this up. The mood is off the chart, right? They've said consistently best sessions ever. I was talking to one particular partner last night. I won't say his name, but he's worked in this industry for thirty years. He's worked for major companies ASAP. Adobe, Microsoft. This is his first time Adele Technologies world working as a partner of ours, he said. Hands down. This is the best partner driven partner content partner event I've ever seen in the industry. So excited about the focus Del Technologies has as a company on our ecosystem and the types of conversations we're having to actually not just sell to us, but sell through us, right? We're really, I think we've really worked hard to view our partners not as customers, but truly as partners. It's all about the business. We build together, not about the business we do together. If that makes sense, right >> well, that trust trusting relationship is absolutely table stakes. It is for an organization. It sounds like you guys have really done a tremendous amount of work in the last few years to get that to the highest level that it's ever been on. >> I would agree. I think we've come a long way from where we were. We have a lot more work to do it .'LL never end, but I'm super excited with what achieved. I think our partners are, too, because the results they're getting are fantastic. I talked about the profitability of our business and their business together, which means what we're selling has value, which is fantastic as well. So it's good to know that we're not just winning in the market, but we're winning with high value, and again it gets back to where this conversation started, which is everyone talking about transformation and outcomes. It's hard to deliver value if you're not delivering an outcome or vice versa, right >> J. One of the areas that I I think your partner's and the solutions that your help bringing to market what would have some good opinion on is this move from kind of the Catholics, the optics model, you know, one of things. We look at the cloud announcements and it's like, Okay, wait, which of these air as a service? Which one of these he's, you know, can I do financing on and which one of these you know are mostly built on hardware? We're just that fit in the overall discussion, and it's what what do you get feedback from your partners and to cultivate that >> users? It's literally in every single conversation we have. So I can't think of a particular partner conversation that doesn't send around a variety of things. One is always our technology. One is our go to market engine and how we can leverage that and the other is commercials. And it's not the price. It's the consumption, right? How are we going to consume your technology, CAF, ex office and everything in between? And that everything in between used to be one or two things. Now it's ten or fifteen things right. The models have got very complex and very dynamic, so it's top of mind. And the beautiful thing is, you know, a few years ago the only way to get a consumption model on as a service model. It was through my partner Rico system. Now Dell's done a good job to catch up to some degree. But to truly deliver what a lot of the customers air accident for, which is pure op X, no caf X pays you grow. Models were still leveraging heavily our partner ecosystem to Babel. Deliver that, and the challenge for us is to be able to keep up with them, right? They're moving at such a rapid pace and the dynamics of those models Archangel. We have to evolve too quickly to be able to offer what our competitors aire doing. I'm excited to say, so far, so good, but we're doing a great job of that. But I would I would agree with you, right? The commercial model, The consumption models are top of mind, and every conversation had to today right on how we're going to structure these things. And it's really exciting, right? Because when we do it right, it tends to be not only great for Dell and great for the partner, but great for the customer. So it really is. It's the classic win win win. >> Are you know, one of the things that it seems that Dell has been technologies working to Dio for awhile now has become this sort of one stop shop for all things partners. Are they looking to have that single trusted source Do they appreciate now that they've got that, that they can really go today l technologies and enable their customers and your customers to transform security work for us? We heard a lot about work first. Urination, >> very common, >> are they now seeing Dallas? This Hey, this is this really a one stop shop. We can actually deliver everything that our customers are looking for. >> They're definitely seeing because we're telling it to him all the time, right? But yes, the answers without question, I think one of the big drivers for our business has been the ability to aggregate the breath of Del Technologies and bring the full portfolio to beer to them. I'd love to see them all standardised on us exclusively. That's my job, right? That's what we do. We try to eliminate white space and own all marketshare. We'LL never get there one hundred percent. But we've seen, you know, we look out of right of metrics in our business. We look at revenue, growth, probability, growth way. Also, look at white space, which is what you're talking about. Have we consume the white space where competitors used to be with inside our partners, and we've seen massive growth there in the last two years significant growth across the board. And the reason is because of what you just described. We now have an economies of scale advantage in a breath of portfolio advantage where it just makes sense for them to bet on us to get what they need, right, whether it's a pivotal capability or of'em were capability or Bhumi capability. When we have that, everybody pointed in the same direction. This story is just so much more powerful and there, and I'm not going to say they're buying it. They're believing it and they're seeing it in the field. So again, I talked about it earlier. If weaken transact at that level at Adele Technologies level, it means more value to our partners. But ultimately they can provide more value to their customers. So they're more profitable or customers get better solutions. So yes, yes, and yes, >> everybody went well. Jay, thank you so much for joining student May assuring the tremendous momentum that you guys have achieved. We look forward to hearing next year. >> I do to >> even better news will be Thanks. Thank you again for joining us. >> Thanks for having me. >> Great to meet you. Thanks, Tio for student a man. I'm Lisa Martin. You're watching us on the Cube. Live from jail technology World twenty nineteen day three of the cubes to set coverage continues after this