(bright upbeat music) >> Welcome to theCUBE's Coverage of Data Citizens 2022 Collibra's Customer event. My name is Dave Vellante. With us is Kirk Hasselbeck, who's the Vice President of Data Quality of Collibra. Kirk, good to see you. Welcome. >> Thanks for having me, Dave. Excited to be here. >> You bet. Okay, we're going to discuss data quality, observability. It's a hot trend right now. You founded a data quality company, OwlDQ and it was acquired by Collibra last year. Congratulations! And now you lead data quality at Collibra. So we're hearing a lot about data quality right now. Why is it such a priority? Take us through your thoughts on that. >> Yeah, absolutely. It's definitely exciting times for data quality which you're right, has been around for a long time. So why now, and why is it so much more exciting than it used to be? I think it's a bit stale, but we all know that companies use more data than ever before and the variety has changed and the volume has grown. And while I think that remains true, there are a couple other hidden factors at play that everyone's so interested in as to why this is becoming so important now. And I guess you could kind of break this down simply and think about if Dave, you and I were going to build, you know a new healthcare application and monitor the heartbeat of individuals, imagine if we get that wrong, what the ramifications could be? What those incidents would look like? Or maybe better yet, we try to build a new trading algorithm with a crossover strategy where the 50 day crosses the 10 day average. And imagine if the data underlying the inputs to that is incorrect. We'll probably have major financial ramifications in that sense. So, it kind of starts there where everybody's realizing that we're all data companies and if we are using bad data, we're likely making incorrect business decisions. But I think there's kind of two other things at play. I bought a car not too long ago and my dad called and said, "How many cylinders does it have?" And I realized in that moment, I might have failed him because 'cause I didn't know. And I used to ask those types of questions about any lock brakes and cylinders and if it's manual or automatic and I realized I now just buy a car that I hope works. And it's so complicated with all the computer chips. I really don't know that much about it. And that's what's happening with data. We're just loading so much of it. And it's so complex that the way companies consume them in the IT function is that they bring in a lot of data and then they syndicate it out to the business. And it turns out that the individuals loading and consuming all of this data for the company actually may not know that much about the data itself and that's not even their job anymore. So, we'll talk more about that in a minute but that's really what's setting the foreground for this observability play and why everybody's so interested, it's because we're becoming less close to the intricacies of the data and we just expect it to always be there and be correct. >> You know, the other thing too about data quality and for years we did the MIT CDOIQ event we didn't do it last year at COVID, messed everything up. But the observation I would make there love thoughts is it data quality used to be information quality used to be this back office function, and then it became sort of front office with financial services and government and healthcare, these highly regulated industries. And then the whole chief data officer thing happened and people were realizing, well, they sort of flipped the bit from sort of a data as a a risk to data as an asset. And now, as we say, we're going to talk about observability. And so it's really become front and center, just the whole quality issue because data's fundamental, hasn't it? >> Yeah, absolutely. I mean, let's imagine we pull up our phones right now and I go to my favorite stock ticker app and I check out the NASDAQ market cap. I really have no idea if that's the correct number. I know it's a number, it looks large, it's in a numeric field. And that's kind of what's going on. There's so many numbers and they're coming from all of these different sources and data providers and they're getting consumed and passed along. But there isn't really a way to tactically put controls on every number and metric across every field we plan to monitor. But with the scale that we've achieved in early days, even before Collibra. And what's been so exciting is we have these types of observation techniques, these data monitors that can actually track past performance of every field at scale. And why that's so interesting and why I think the CDO is listening right intently nowadays to this topic is so maybe we could surface all of these problems with the right solution of data observability and with the right scale and then just be alerted on breaking trends. So we're sort of shifting away from this world of must write a condition and then when that condition breaks, that was always known as a break record. But what about breaking trends and root cause analysis? And is it possible to do that, with less human intervention? And so I think most people are seeing now that it's going to have to be a software tool and a computer system. It's not ever going to be based on one or two domain experts anymore. >> So, how does data observability relate to data quality? Are they sort of two sides of the same coin? Are they cousins? What's your perspective on that? >> Yeah, it's super interesting. It's an emerging market. So the language is changing a lot of the topic and areas changing the way that I like to say it or break it down because the lingo is constantly moving as a target on this space is really breaking records versus breaking trends. And I could write a condition when this thing happens it's wrong and when it doesn't, it's correct. Or I could look for a trend and I'll give you a good example. Everybody's talking about fresh data and stale data and why would that matter? Well, if your data never arrived or only part of it arrived or didn't arrive on time, it's likely stale and there will not be a condition that you could write that would show you all the good and the bads. That was kind of your traditional approach of data quality break records. But your modern day approach is you lost a significant portion of your data, or it did not arrive on time to make that decision accurately on time. And that's a hidden concern. Some people call this freshness, we call it stale data but it all points to the same idea of the thing that you're observing may not be a data quality condition anymore. It may be a breakdown in the data pipeline. And with thousands of data pipelines in play for every company out there there, there's more than a couple of these happening every day. >> So what's the Collibra angle on all this stuff made the acquisition you got data quality observability coming together, you guys have a lot of expertise in this area but you hear providence of data you just talked about stale data, the whole trend toward real time. How is Collibra approaching the problem and what's unique about your approach? >> Well, I think where we're fortunate is with our background, myself and team we sort of lived this problem for a long time in the Wall Street days about a decade ago. And we saw it from many different angles. And what we came up with before it was called data observability or reliability was basically the underpinnings of that. So we're a little bit ahead of the curve there when most people evaluate our solution. It's more advanced than some of the observation techniques that currently exist. But we've also always covered data quality and we believe that people want to know more, they need more insights and they want to see break records and breaking trends together so they can correlate the root cause. And we hear that all the time. I have so many things going wrong just show me the big picture. Help me find the thing that if I were to fix it today would make the most impact. So we're really focused on root cause analysis, business impact connecting it with lineage and catalog, metadata. And as that grows, you can actually achieve total data governance. At this point, with the acquisition of what was a lineage company years ago and then my company OwlDQ, now Collibra Data Quality, Collibra may be the best positioned for total data governance and intelligence in the space. >> Well, you mentioned financial services a couple of times and some examples, remember the flash crash in 2010. Nobody had any idea what that was, they just said, "Oh, it's a glitch." So they didn't understand the root cause of it. So this is a really interesting topic to me. So we know at Data Citizens '22 that you're announcing you got to announce new products, right? Your yearly event, what's new? Give us a sense as to what products are coming out but specifically around data quality and observability. >> Absolutely. There's always a next thing on the forefront. And the one right now is these hyperscalers in the cloud. So you have databases like Snowflake and Big Query and Data Bricks, Delta Lake and SQL Pushdown. And ultimately what that means is a lot of people are storing in loading data even faster in a salike model. And we've started to hook in to these databases. And while we've always worked with the same databases in the past they're supported today we're doing something called Native Database pushdown, where the entire compute and data activity happens in the database. And why that is so interesting and powerful now is everyone's concerned with something called Egress. Did my data that I've spent all this time and money with my security team securing ever leave my hands? Did it ever leave my secure VPC as they call it? And with these native integrations that we're building and about to unveil here as kind of a sneak peek for next week at Data Citizens, we're now doing all compute and data operations in databases like Snowflake. And what that means is with no install and no configuration you could log into the Collibra Data Quality app and have all of your data quality running inside the database that you've probably already picked as your your go forward team selection secured database of choice. So we're really excited about that. And I think if you look at the whole landscape of network cost, egress cost, data storage and compute, what people are realizing is it's extremely efficient to do it in the way that we're about to release here next week. >> So this is interesting because what you just described you mentioned Snowflake, you mentioned Google, oh actually you mentioned yeah, the Data Bricks. Snowflake has the data cloud. If you put everything in the data cloud, okay, you're cool but then Google's got the open data cloud. If you heard Google Nest and now Data Bricks doesn't call it the data cloud but they have like the open source data cloud. So you have all these different approaches and there's really no way up until now I'm hearing to really understand the relationships between all those and have confidence across, it's like (indistinct) you should just be a note on the mesh. And I don't care if it's a data warehouse or a data lake or where it comes from, but it's a point on that mesh and I need tooling to be able to have confidence that my data is governed and has the proper lineage, providence. And that's what you're bringing to the table. Is that right? Did I get that right? >> Yeah, that's right. And for us, it's not that we haven't been working with those great cloud databases, but it's the fact that we can send them the instructions now we can send them the operating ability to crunch all of the calculations, the governance, the quality and get the answers. And what that's doing, it's basically zero network cost, zero egress cost, zero latency of time. And so when you were to log into Big BigQuery tomorrow using our tool or let or say Snowflake, for example, you have instant data quality metrics, instant profiling, instant lineage and access privacy controls things of that nature that just become less onerous. What we're seeing is there's so much technology out there just like all of the major brands that you mentioned but how do we make it easier? The future is about less clicks, faster time to value faster scale, and eventually lower cost. And we think that this positions us to be the leader there. >> I love this example because every talks about wow the cloud guys are going to own the world and of course now we're seeing that the ecosystem is finding so much white space to add value, connect across cloud. Sometimes we call it super cloud and so, or inter clouding. Alright, Kirk, give us your final thoughts and on the trends that we've talked about and Data Citizens '22. >> Absolutely. Well I think, one big trend is discovery and classification. Seeing that across the board people used to know it was a zip code and nowadays with the amount of data that's out there, they want to know where everything is where their sensitive data is. If it's redundant, tell me everything inside of three to five seconds. And with that comes, they want to know in all of these hyperscale databases, how fast they can get controls and insights out of their tools. So I think we're going to see more one click solutions, more SAS-based solutions and solutions that hopefully prove faster time to value on all of these modern cloud platforms. >> Excellent, all right. Kurt Hasselbeck, thanks so much for coming on theCUBE and previewing Data Citizens '22. Appreciate it. >> Thanks for having me, Dave. >> You're welcome. All right, and thank you for watching. Keep it right there for more coverage from theCUBE.

(reveal music) >> We're kicking off with Deepak Rangaraj who's PowerEdge Security Product Manager at Dell Technologies. Deepak. Great to have you on the program. Thank you. >> Thank you for having me. >> So we're going through the infrastructure stack and in part one of this series, we looked at the landscape overall and how cyber has changed and specifically how Dell thinks about data protection in and security in a manner that both secures infrastructure and minimizes organizational friction. We also hit on the storage part of the portfolio. So now we want to dig into servers. So my first question is what are the critical aspects of securing server infrastructure that our audience should be aware of? >> Sure. So if you look at computing in general, right? It has rapidly evolved over the past couple of years especially with trends towards software defined data centers and with also organizations having to deal with hybrid environments, where they have private clouds public cloud, extra locations, remote offices and also remote workers. So on top of this, there's also an increase in the complexity of the supply chain itself, right? There are companies who are dealing with hundreds of suppliers as part of their supply chain. So all of this complexity provides a lot of opportunity for attackers because it's expanding the threat surface of what can be attacked. And attacks are becoming more frequent, more severe and more sophisticated. And this has also triggered around, in the regulatory and mandates around the security needs. And these regulations are not just in the government sector, right? So it extends to critical infrastructure. And eventually it will also get into the private sector. In addition to this organizations are also looking at their own internal compliance mandates and this could be based on the industry in which they're operating in or it could be their own security questions. And this is the landscape in which servers are operating in today. And given that servers are the foundational blocks of the data center it becomes extremely important to protect them, and given how complex the modern server platforms are, it's also extremely difficult and it takes a lot of effort. And this means protecting everything from the supply chain, to the manufacturing, and then eventually the assuring the hardware and software integrity of the platforms and also the operations. And there are very few companies that go to the lengths that Dell does in order to secure the server. We truly believe in the notion and the security mentality that, you know security should enable our customers to go focus on their business and proactively innovate on their business. And it should not be a burden to them. And we heavily invest to make that possible for our customers. >> So, this is really important because the premise that I set up at the beginning of this was really that I, as a security pro, I'm not a security pro, but if I were I wouldn't want to be doing all this infrastructure stuff because I now have all these new things I got to deal with. I want a company like Dell who has the resources to build that security in, to deal with the supply chain, to ensure the Providence et cetera. So I'm glad you hit on that but so given what you just said, what does cybersecurity resilience mean from a server perspective? For example, are there specific principles that Dell adheres to that are non-negotiable, let's say. How does Dell ensure that its customers can trust your server infrastructure? >> Yeah. Like when, when it comes to security at Dell, right it's ingrained in our product DNA. So that's the best way to put it. And security is non-negotiable, right? It's never an after thought where you come up with a design and then later on figure out how to go make it secure, right? With our security development life cycle, the products are being designed to counter these threats right from the beginning. And in addition to that, we are also testing and evaluating these products continuously to identify vulnerabilities. We also have external third party audits which supplement this process. And in addition to this Dell makes the commitment that we will rapidly respond to any mitigations and any vulnerabilities and exposures found out in the field and provide mitigations and patches for those in a timely manner. So this security principle is also built into our server life cycle, right? Every phase of it. So we want our products to provide cutting edge capabilities when it comes to security. So as part of that, we are constantly evaluating what our security model has done. We are building on it and continuously improving it. So till a few years ago, our model was primarily based on the NEST Framework of protect, detect, and regular. And it's still aligns really well to that framework. But over the past couple of years, we have seen how computers evolved, how the threats have evolved. And we have also seen the regulatory trends and we recognize the fact that the best security strategy for the modern world is a Zero Trust approach. And so now when we are building our infrastructure and tools and offerings for customers, first and foremost, they're cyber resilient, right? What we mean by that is they're capable of anticipating threats, withstanding attacks and rapidly recurring from attacks, and also adapting to the adverse conditions in which they're deployed. The process of designing these capabilities and identifying these capabilities, however is done through the Zero Trust Framework. And that's very important because now we are also anticipating how our customers will end up using these capabilities at their end to enable their own Zero Trust IT Environments and IT Zero Risk Deployments. We have completely adapted our security approach to make it easier for customers to work with us no matter where they are in their journey towards zero trust adoption. >> So thank you for that. You mentioned the NEST framework. You talked about Zero Trust. When I think about NEST I think as well about layered approaches. And when I think about Zero Trust, I think about if you don't have access to it, you're not getting access. You got to earn that access and you've got layers. And then you still assume that bad guys are going to get in. So you've got to detect that and you've got to response. So server infrastructure security is so fundamental. So my question is what is Dell providing specifically to for example, detect anomalies and breaches from unauthorized activity? How do you enable fast and easy or facile recovery from malicious incidents? >> Right, what that is, is exactly right. Breaches are bound to happen. Given how complex our current environment is it's extremely distributed and extremely connected, right? Data and users are no longer contained within offices where we can set up a parameter firewall and say, yeah, everything within that is good. We can trust everything within it. That's no longer true. The best approach to protect data and infrastructure in the current world is to use a Zero Trust approach which uses the principles, nothing is ever trusted, right? Nothing is trusted implicitly. You're constantly verifying every single user, every single device and every single access in your system at every single level of your IT environment. And this is the principle that we use on PowerEdge, right? But with an increased focus on providing granular controls and checks based on the principles of these privileged access. So the idea is that service first and foremost need to make sure that the threats never enter and they're rejected at the point of entry but we recognize breaches are going to occur. And if they do, they need to be minimized such that this fear of damage cost by attacker is minimized. So they're not able to move from one part of the network to something else, laterally or escalate their privileges and cause more damage, right? So the impact radius for instance, has to be reduced. And this is done through features like automated detection capabilities and automation, automated mediation capabilities. So some examples are, as part of our end to end boot resilience process we have what we call a system lockdown, right? We can lock down the configuration of the system and lock down the document versions and all changes to the system. And we have capabilities which automatically detect any drift from that lockdown configuration. And we can figure out if the drift was caused to do authorized changes or unauthorized changes. And if it is an unauthorized change can log it, generate security alerts. And we even have capabilities to automatically draw the firmware and roll those versions back to a known good version, and also the configurations, right? And this becomes extremely important because as part of Zero Trust, we need to respond to these things at machine speed, and we cannot do it at a human speed. And having these automated capabilities is a big deal when achieving that Zero Trust strategy. And in addition to this, we also have chassis intrusion detection where if the chassis, the box, the server box is opened up, it logs alerts and you can figure out, even later if there's an AC power cycle, you can go look at the logs to see that the boxes opened up and figure out if there was a, like an known authorized access or some malicious actor opening and changing something in your system. >> Great. Thank you for that. Lot of detail and appreciate that. I want to go somewhere else now because Dell has a renowned supply chain reputation. So what about securing the the supply chain and the server bill of materials? What does Dell specifically do to track the Providence of components it uses in its systems so that when the systems arrive a customer can be a hundred percent certain that that system hasn't been compromised. >> Right? And we talked about how complex the modern supply chain is, right? And that's no different for service. We have hundreds of components on the server and a lot of these require from where in order to be configured and run and these firmware competence could be coming from third party suppliers. So now the complexity that we are dealing with require the end to end approach. And that's where Dell pays a lot of attention into assuring the security of our supply chain. And it starts all the way from sourcing components, right? And then through the design and then even the manufacturing process where we are vetting the personal manufacturers and vetting the factories itself and the factories also have physical controls physical security controls built into them and even shipping, right? We have GPS tagging of packages. So all of this is built to ensure supply chain security but a critical aspect of this is also making sure that the systems which are built in the factories are delivered to the customers without any changes or any tamper. And we have a feature called the secure component verification, which is capable of doing this. What the feature does is when the system gets built in the factory, it generates an inventory of all the components in the system and it creates a cryptographic certificate based on the signatures presented to this by the competence. And this certificate is stored separately and sent to the customers separately from the system itself. So once the customers receive the system at their end they can run out to, it generates an inventory of the competence on the system at their end and then compare it to the golden certificate to make sure nothing was changed. And if any changes are detected we can figure out if there's an authorized change or an unauthorized change. Again authorized changes could be like, you know upgrades to the drives or memory and unauthorized changes could be any sort of tamper. So that's the supply chain aspect of it. And bill of materials is also an important aspect to guaranteeing security, right? And we provide a software bill of materials which is basically a list of ingredients of all the software pieces in the platform. So what it allows our customers to do is quickly take a look at all the different pieces and compare it to the vulnerability database and see if any of the vulnerable pieces which have been discovered out in the wild affect their platforms. So that's a quick way of figuring out if the platform has any known vulnerabilities and it has not been patched. >> Excellent. That's really good. My last question is, I wonder if you could, you know give us the sort of summary from your perspective. What are the key strengths of Dell server portfolio from a security standpoint? I'm really interested in, you know, the uniqueness and the strong suit that Dell brings to the table. >> Right? Yeah. We have talked enough about the complexity of the environment and how Zero Trust is necessary for the modern IT environment, right? And this is integral to Dell PowerEdge service. And as part of that, like, you know security stats with the supply chain, we have already talked about the second component verification which is a unique feature that Dell platforms have. And on top of it we also have a Silicon based platform mode of trust. So this is a key, which is programmed into the Silicon on the black server during manufacturing and can never be changed after. And this immutable key is what forms the anchor for creating the chain of trust. That is used to verify everything in the platform from the hardware and software integrity to the boot, all pieces of it. Right? In addition to that, we also have a host of data protection features, whether it is protecting data across in news or inflight, we have self encrypting drives which provides scalable and flexible encryption options. And this coupled with external key management provides really good protection for your data address. External key management is important because, you know somebody could physically steal the server, walk away but then the keys are not stored on the server. It's stored separately. So that provides your action layer security. And we also have dual layer encryption where we can compliment the hardware encryption on the secure encrypted drives with software encryption. In addition to this, we have identity and access management features like multifactor authentication, single sign on roles, scope, and time based access controls. All of which are critical to enable that granular control and checks for Zero Trust approach. So I would say like, you know, if you look at the Dell feature set, it's pretty comprehensive. And we also have the flexibility built in to meet the needs of all customers, no matter where they fall in the spectrum of, you know risk tolerance and security sensitivity. And we also have the capabilities to meet all the regulatory requirements and compliance requirements. So in a nutshell, I would say that, you know Dell PowerEdge service is cyber resilient infrastructure helps accelerate Zero Trust option for customers. >> Got it. So you've really thought this through, all the various things that you would do to sort of make sure that your server infrastructure is secure, not compromised, that your supply chain is secure, so that your customers can focus on some of the other things that they have to worry about, which are numerous. Thanks, Deepak, appreciate you coming on "The Cube" and participating in the program. >> Thank you for having me. >> You're welcome. In a moment, I'll be back to dig into the networking portion of the infrastructure. Stay with us for more coverage of a blueprint for trusted infrastructure and collaboration with Dell technologies on "The Cube". Your leader in enterprise and emerging tech coverage. (outro music)

>>Hey everyone. Welcome to the cubes presentation of the AWS startup showcase. This is season two, episode four, where we continue to talk with the AWS ecosystem partners, this topic, cybersecurity protect and detect against threats. I'm your host, Lisa Martin. I've got a new guest with me. Ryan Ferris joins me the VP of products and engineering at Anisha. Ryan. Welcome to the program. Great to have you. >>Thank you so much for having me. >>So let's dig right in. Why are software vendors turning to Anisha to help them address and access the nearly for over 200 billion market public sector, federal market for cloud services? What is that key event? >>Yeah, it's it. If you know anything about FedRAMP and if you've looked into it, it takes a long time to achieve Fedra. So when customers kind of go into this cold and they're from Mars and they're like, what is bed? They usually find that it's an 18 month journey, maybe a 24 month journey. And so Anisha helps shorten that journey with lower costs and faster time to market. So if you're waiting for our revenue stream from say a government entity, we can get you there faster and get you to a, a state of Fedra certified in a shorter time period. And that's the value problem. >>Faster time to value is critical for organizations. So let's look at this journey as you talked about it, what does the path to compliance look like for specifically for AWS customers with a nation and without help us understand the value add? >>Yeah. So if you're doing it without Angen or if you're just kind of doing it yourself, which some customers choose to do, then they have to go on that journey and kind of learn about three primary things. One thing is how do I just write the entire package? Like there there's a thing called an SSP or a, a system security plan. And that thing is maybe seven or 800 pages long. And you have to offer that all by yourself so you can get help with that or not. That's sort of the academic and, and, and tech writing piece of it. There's another piece of it around what does my environment look like? So as I am ruling out this Fedra solution, what are each piece in my environment that needs to be compliant with Fedra? And it's a voluminous amount of things can be either a dozen or maybe up to a hundred things that you have to tweak and change. So there's a technical deployment store here as well. And then the third thing is keeping you compliant in your AWS environment after you've achieved kind of that readiness state. So the journey does not stop once you achieve Fedra, ATO, it goes on and on and on, and Anisha helps customers kind of maintain and keep them there in that fully compliance state after achieving ATO, >>What's the timeframe for AWS customers in terms of going, alright, we realize we're going on this journey. It's challenging. We need An's help. What's the timeframe to get them actually certified. >>Yeah. We look at the timeframe between the moment you deploy and the moment you start writing about that tech, that Fedra package and when you're audit ready, and in the best case scenario, that could be a few months, right? But you're always, your mileage may vary based on kind of your application readiness and how ready you are to pursue that journey. So the fastest happy path is a few months to audit, audit an audit ready state, but then you have, you kinda have to go through a process whereby you're in the queue for Fedra. And that can kind of take maybe an extra few months, but it really is that that three month accelerated timeframe in the best case scenario, >>Got it. Three months accelerated timeframe. Are there other compliance standards that besides Fedra that you help organizations get compliance with? >>Right. So it's a great question. So FedRAMP in and of itself is just really hard to get to. It's just so many things that you have to do, but if you get to that state, it's based off of a standard called missed 853 specifically rev four, that's kind of a mouthful, but once you achieve that state, there's basically 325 controls that come along with fed moderate. And that buys you a lot of leverage in leeway in mapping and sort of crosswalking to other compliance levels. So if you achieve that state, you buy a lot of, kind of goodness with things that map to either PCI or even HIPAA or SOC two. And, and so you, you kind of get a big benefit and sort of a big bang for your buck by having achieved that, that state for Fedra. >>So from an AWS customer, talk to me about, obviously we talked about the time to value the speed with which you enable organizations to achieve compliance and, and readiness. What what's in it for me in terms of working with a nation as an AWS customer. >>Yeah. For, so for AWS specifically our stack, well, we have kind of two versions of our stack. One is meant for Azure and it's kind of cookie cutter and meant for folks that have an entrenched Azure footprint. The other is it's the majority of our market it's folks that want to in accelerator footprint in AWS. So what's in it for you is that Anan kind of presents something that looks pretty similar to a landing zone, but it's a little bit more peppered with complexity and with tuned configurations. So if you're an AWS customer and let's see you've had an environment for the last 5, 6, 7 years, we help you kind of take that environment and enhance it and become FedRAMP ready in a much faster state. And we are leveraging and utilizing a lot of native AWS core services like ECR, for example, is one we're just starting to lean into AWS inspector for bone scans, those types of things. And then kind of when you get up to that audit, ready state and through ATO, we aggregate a lot of that vulnerability information and vulnerability scanning information into a parable readable, actionable format. And most of those things, those gatherings of data are AWS specific functions that we kind of piggyback on. So we're heavily into cloud trail and, and quite heavy into kind of using the things that are already at our fingertips just by deploying into AWS. >>Yeah. Leveraging what they already are familiar with kind of meeting the customers where they are. I think these days is such an important factor to help organizations make the changes as quickly and dynamically as they need to. >>That's right. Yeah. That's perfect. Yeah. A lot of customers, you know, when, when they start on the journey, they kind of, they, they sort of uncover the, uncover the details around, well, I have an application and this application has existed for six or seven years. How do I get this thing FedRAMP ready? And what does onboarding mean to your stack? We try to make that specific step as easy as possible. So when I'm on the phone with prospects and I'm talking to 'em about embarking on a journey, I kind of get them to a mental model where they treat their application VPC or their application environment as sort of a, and we deploy a separate VPC into their, into their cloud account. And then we peer that information. It's kind of getting into the mechanics a little bit, but we try to make it as easy as possible to start doing the things that we're obliged to do for FedRAMP, for their application, like bone scans and, and operationalization of logging and things like that. And then we pull that information into our AIAN managed BPC. And I think once customers really start to understand and sort of synthesize that mental model, then they kind of have this Baha moment. They're like, oh, okay. Now I, now I really understand how your platform can accelerate this journey into a period that is no more than say two or three months of onboarding >>No more than two or three months. That's, that's a nice kind of guarantee for organizations who are you typically engaging with? Is it the CISO level or are there other folks involved in this conversation? >>Yeah, I, the CISO is probably the best persona to engage with, but it so varies from customer to customer and you never really know who's really gonna, oftentimes it's the CEO or, or sometimes it's a champion that might be the CFO or someone that's incentivized to really start getting market share for federal customers that they don't have access to. That might even be a VP of engineering that we're, that we're conversing with. But most often I think the CISO is central because the CISO of course wants to give in details of what does the staff consist of and exactly how are you helping me with this big burden of continuous monitoring that fed Fedra makes me do. And, and where, where do you fit in that story? So it's usually the CSO, >>Usually the CSO, but some of the other personas that you mentioned sounds like it's definitely a C level or at least a, an executive level conversation. >>It is. Yeah. I'll try to divide that a little bit from my persona. Like I, I run engineering and product. I'm usually dealing with a rather talking to and engaging with the CSO, but the folks that cut the check are either either the CEO or the CFO that really want to widen that kind of revenue stream that they don't have access to. And they're the real decision making personas in this deal. Now, after the decision decision is made, then, you know, they're vetting through VPs of engineering or engineering leaders or the CSO. So like the, the folks that pull the purse strings are usually, you know, the ones that are cutting the check to make this investment that is usually the CSO or rather CEO and the CFO. >>Got it. Okay. So if I'm an AWS customer and I'm on this journey for fed re certification, I've, I've been on it for a while. How do I know it's time to raise my hand or pick up the phone and call Anisha? >>Yeah. You know, some customers that we speak with have already tried to do it and maybe they've failed. Maybe they've been like 12 or 14 months into the journey. And they've said things like, we just don't know how to put the package together, or maybe they've engaged with the third party auditor. And the third party auditor has said, sorry, you guys need to go back to the drawing board or maybe they've missed a good percentage of the technical requirements and they need some consultation and advice or a cookie cutter approach. So it kind of, every journey is different when we are engaging. Sometimes folks are just coming in completely cold or maybe they failed. But the more interesting ones, and I think when we can look a little bit more like heroes are the ones that have tried it, and then a year later they come back, they come back to an, and they want that accelerated goodness. >>Do you have a favorite customer story that you think really articulates the value either from a customer who came in cold or a customer who came in after trying it on their own or with another partner for a year that you think really demonstrates the value that AIAN delivers? >>Yeah. There is a customer story that's sort of top of mind and it's, I think the guy primarily stuck in what tooling I'll anonymize the customer, but this customer kind of chose the wrong level of tooling as they embarked on their journey. And by tooling, I mean, let me get a little bit more specific here. You can't just choose any vulnerability scanner, for instance, if it's a SAS product, or if it's sending data or requests outside of your Fedra boundary, then you're gonna run into trouble. And this reference customer, or this prospect at the time kind of had a lot of friction there. So as they were bumping up against that three Pao deadline, they realized they had a lot of work to do. And we simplified that, that part of the journey substantially for them by essentially selecting and spoon feeding them and, and sort of accelerating that part of the deployment and technical journey for them. And they were very delighted by that part of it. >>When you're talking with customers who are in, in a state of, of change and fluxes, who isn't these days, we've seen the acceleration of digital transformation considerably over the last couple of years. How do you talk with them about a nation as an enabler of their digital transformation overall? >>Yeah. Digital transformation. It's a, it's a broad word. Isn't it like for, for customers that are moving from an on-prem world into the cloud world, you have this great opportunity to kind of start from scratch. And so for Anisha, we are deploying and maybe not start from scratch, but when you're moving from an on-prem environment into the cloud, your footprint, you have this really nice opportunity to embrace more of AWS core services and to kind of rebuild things, kind of make your architecture drastically improved, or like look different to be more supportable and like less operational overhead. And so when an nation presents itself as sort of this platform in a walled garden environment, some customers have this aha moment that like, if you're gonna move either a portion of your environment or a specific application to the cloud, AIAN really helps you establish that security within that boundary and that footprint in a, in a much more accelerated fashion, then if you were selecting each part of your security infrastructure and then trying to implement it by hand, and that's kind of where we shine. >>Got it. We talked about the personas that you're typically engaging with depending on the organization, but how do you help enterprise companies who say Anisha, we wanna improve DevOps efficiency. We wanna get our applications secure that are running on AWS and those that we may wanna move to AWS in the future. >>Yeah. This gets into futures a little bit, but part of our roadmap, a little bit of a, a kind of a look around the corner for our roadmap is that since we know so much about the FedRAMP environment and FedRAMP moderate and the standard called this 853, it's a really powerful security view. And it's also a really powerful compliance view. So, you know, as I was saying before that, if you achieve a lot of depth and excellence in nest 853, it buys you a lot of kind of crosswalk and applicability for SOC two and HIPAA and PCI. So for DevOps organizations and for just engineering organizations that want more pre-pro insight, there's no reason why you can't just deploy our platform and our stack in a pre fraud environment to get that security signaling such that you can catch things early and prevent maybe spillage or leakage or security issues to go into production. So one of the things that we're doing on a roadmap is a, a feature that we call compliance insights, whereby we present a frame of missed 853 RAV4 that you can deploy into any environment. And that particularly helps the DevOps role by saying, well, if I just, for example, exposed an S3 bucket to world, then I can catch that configuration, that compliance product and catch it, trap it and fix before it leaks out to. >>So you talked a little bit about kind of some of the things that are coming up on a, on the product side, what's next for Anisha, as we look at we're rounding out calendar year 22 coming into 2023, there's still so much change in the market. We've got to embrace that. What's next for the company. What can we expect from the VP of products and engineering? >>Yeah, I think in two, two big areas here, we're gonna double down on our Fedra offering offering, and just continuously improve it and improve it. We're pretty tempted to lean in more heavily to CMMC. We hear a lot about CMMC kind of on the periphery, but we just haven't quite felt the market pressure to really go after that. But there's definitely something there. And I would anticipate some offering that maps to that specific compliance that, that compliance framework. And then in the enterprise, we just month after month, we discuss more about how we can create more flexibility in our platform, such that commercial customers can get more of that goodness, and sort of more of that consolidation and time to market, particularly for small and mid-sized customers. So we'll be releasing more of those pieces of functionality in 2023 as well. >>So the commercial folks be on the lookout for that. >>Yes, absolutely. That's a huge untapped market for us. We're super excited about it and we'll be a little cagey on in our plans until we kind of get through this early availability period and then probably make a bigger splash in the first half of 2023. >>That sounds appropriate. Where can the audience go to learn more about what you guys are doing and maybe get ahead on some of those teaser that you just mentioned? >>Yeah. I think our marketing folks will push out more data sheets and marketing material on what's to come. And if you ever wanted to be part of this early availability program that I just discussed, or that I mentioned, you can always go to anan.com and ping us, and we'd be happy to have a conversation with you and we'll lift up the hood and allow you to look under there for, and just carry on the conversation around what's to come. >>All right, getting a peek of what's under the hood. That's always exciting, Ryan, thank you for joining me on this program. AWS startup showcase. We appreciate your time, your insights and a peek into what's going on at Anisha. >>Awesome. It was a pleasure. Thank you so much. >>Likewise. We wanna thank you for watching the AWS startup showcase for Ryan Ferris. I'm Lisa Martin stick right here on the, for great content coming your way. Take care.

>> The CUBE presents Dell technologies world brought to you by Dell. >> Hey everyone. Welcome back to theCube's live coverage of Dell technologies World 2022 from the Venetian in Las Vegas. Lisa Martin here with Dave Vellante, Dave this is our second day, lots of conversations. We've been talking a lot about APEX, Multi-cloud, edge, resilience, cyber resilience. >> I guess the number one topic actually. I mean, a lot of Multi-cloud talk obviously too, but I think security is the hot topic at the event. >> It is a hot topic, and we've got two guests joining us from Dell technologies. We're going to unpack that and talk about some of the great new things they are enabling. Please welcome. One of our alumni, Mihir Maniar our vice president at Dell technologies and Aaron Krishnmoorthy, global strategy resiliency and security at Dell technologies. Guys, welcome to the program. >> Pleasure meeting you Lisa and Dave. >> So ransomware, it's a household term. I'm pretty sure my mom even knows what ransomware is. >> Exactly. >> Legitimately. But I mean, if you look at the numbers, a ransomware attack is happening once every 11 seconds, the numbers, the stats say, an estimated 75% of organizations are going to face an attack, 75%, by 2025, it's around the corner. So it's no longer a matter of are we going to get hit? If we get hit? It's when? And that resiliency, and that recovery is absolutely critical. Talk about some of the things there, Dell's comprehensive approach to helping organizations really build resiliency. >> That's a great point. So if you go to see organizations are going to get hit, if not already 75% already out there. And then we find that through research, a lot of our customers need a lot of help. They need help because security is really complex. I mean, they have a tough job, because there's so many attacks happening at the same time. One single ransomware incident can cost them on an average $13 million. They have to integrate 50 plus different security vendors to go and build a secured defense in depth, kind of for mechanism, they're liable to the board, at the same time they have lines of business that are talking about, hey, can you provide me, you know, security, but make sure productivity doesn't get impacted. So it's a tough role for them, And that's where Dell services comes in, where our Dell Managed Security Services. We have a full comprehensive suite of offers for our customers to help them to remain secure. And we have focused on the services based on a NEST framework, so I can talk more about the NEST framework as a hobby about, go about doing that. >> There's a lot of talk in the community about should I pay the ransom? Should they not pay the ransom? And I suppose your advice would be, well pay up front and avoid the ransom if you can. >> Absolutely. Yeah. Dave, what we've seen is the ransomware payment has been very unreliable. We know of many, many examples where either they paid the ransom and they were not able to recover data, or they got the decryption keys and the recover process was too slow. So we are all about helping customers understand the risks that they have today, and giving them some pragmatic technology solutions. >> Talk about that conversation. Where is it happening at the customer level, as security is a board level conversation. Are you still talking with the CIOs lines of business, who else is involved in really understanding where all these vulnerabilities are within an organization? >> Yeah. So that's a great question. So we work with CIOs, we work with CSOs a lot more and the CSOs actually are facing the skills shortage problem. >> Yes. >> That's where they need actually help from vendors like Dell. And talking about ransomware, if you go to see a NEST framework, it goes all the way from identification of threats to prevention, creating measures with defense in depth. How do you detect and respond to threats in time? Because time is critical actually. And recovering from threats. So in that whole process, it's better for customers to have the full suite of security services installed, so that they don't end up paying the ransomware eventually. To provide the whole defense mechanism. >> So the adversary is, very, they're motivated. They're well funded, incredibly sophisticated these days. So how do you not lose if you're a customer? What's the playbook that you're helping your customers proceed with? >> Yeah, it's a great, so in the NEST framework as I mentioned before, services are evolving around, how do you identify the threats that exist in the customer's network? So we provide advisory services and we provide assessment of the customer's vulnerabilities that exist, so we can detect those vulnerabilities, and then we can build the prevention mechanisms once we detect those vulnerabilities. It's all about what you cannot see, you can't really defend against. So that's where the whole assessment comes in, where you can go and do a zero trust assessment for the customers entire infrastructure, and then figure out where those issues lie. So we can go and block those loopholes, with the prevention mechanisms. In the prevention mechanisms, actually we have a whole zero trust prevention mechanism. So you can actually go and build out, end to end defense in depth, kind of security. >> Arun, before the pandemic, the term zero trust people would roll their eyes. It was kind of a buzzword, and it's becoming sort of a mandate. What does zero trust mean to your customers? How are you helping them achieve it? >> Yeah. So great question, Dave. A lot of customers think zero trust is a product. It's not, it's a framework, it's a mindset. It helps customer think through, what kind of access do I want to give my users, my third party, my customers? Where does my data sit in my environment? Have I configured the right network policies? Have I segmented my network? So it is a collection of different strategies that work across cloud, across data, across network, across applications that interact with each other and what we are helping customers with understand what that zero trust actually means and how they can translate into actionable technology implementations. >> What do you help customers do that when we know that, I mean, the average customer has what? Seven different backup protection solutions alone, if we're talking about like data protection. How do you help them understand what's in their environment now? If they're talking about protecting applications, users, data, network, what's that conversation? And what's that process like to simplify their protection so that they really can achieve cyber resilience? >> That's correct. That's a great question, Lisa. One of the big issues we see with customers, is they don't know what they don't know. There's data across multi-cloud, which is great, it enables productivity, but it also is not within the four walls of a data center. So one of the first things we do is identify where customer's data is, where is their application live? And then we look for blind spots. Are you protecting your SaaS workloads? Are you protecting your endpoints? And we give them a holistic strategy on data protection and you bring up a great point. A lot of customers have had accidental growth over the years. They started off with one tool and then different business needs drove them to different tools. Maybe now is a good time to evaluate what is your tool set, can we consolidate it and reduce the risk in the environment. >> Yeah, I dunno if you guys are probably familiar with that. I use it a lot when I write, it's an Optive chart and it's this eye test and it says here's this security landscape that taxonomy it's got to be the most complicated of any in the business. And so my question is ecosystem, you've got to have partners. But there's so many choices, how are you helping to solve that problem of consolidating choices and tools? >> That's a great point. So if you look at the zero trust framework which Lisa you talked about, in the zero trust framework, we have few things we look at, that is through Dell's technologies and partner technologies. So we can provide things like secure access, context based. So which users can access which applications. Identity based, the second one is which applications can talk to which applications for micro segmentation. Again, identity based. And then you have encryption everywhere, encryption with data and motion data and rest. Encryption is super important to prevent hacks. So, and then you have cloud workloads, we have cloud workload protection. So some of those things, we rely on our partners and some of them actually we have technologies in house I was like Arun talked about the cyber resilience and the world that we have in house. So we provide the end-to-end framework for our customer for zero trust, where we can go and identify, we can assess, we can go build it out for them. We can detect and respond with our excellent MDR service that we came out with last, just last year. So that MDR service allows you to detect attacks and respond automatically using our AI and ML platform, that reduces the signal from the noise and allows to prevent these attacks from happening. >> Arun, question for you as we've seen the proliferation of cyber attacks during the pandemic, we've seen the sophistication increasing, the personalization is increasing. Ransomware as a service is making it, there is no barrier to entry these days. How has Dell technologies overall cyber resilience strategy evolved in the last couple of years? I imagine that there's been some silver linings and some accelerations there. >> Yeah, absolutely Lisa. One of the things we recognized very early on when big cyber attacks going on five years ago, we knew that at as much as customers had great technologies to prevent a cyber attack, it was a matter of when, not if. So we created the first purpose built solution to help customers respond and recover from a cyber attack. We created innovative technologies to isolate the data in a cyber wall. We have imutable technologies that lock the data, so they can't be tampered with. And we also build some great intelligence based on IML. In fact, this is the first and only product in the world that looks at backup data, does full content indexing, and it's able to look for behaviors or patterns in your environment that you could normally not find with signature based detection systems. So it's very revolutionary and we want to help customers not only on the prevention side, which is proactive. We want them to be equally, have a sound strategy on how they would respond and recover from a cyber attack. >> So there's two pieces there, proactive, and then if, and when you get hit, how do you react? And I think about moments in cyber, I mean Stuxnet was obviously a huge turning point. And then of course the solar winds. And you see that the supply chain hacks, you see the island hopping and the living off the land and the stealth moves. So, it's almost like wow, some of these techniques have even being proactive, you're not going to catch 'em. So you've got to have this, you talked about the NEST framework multi-level, but I mean customers are aware, obviously everybody customer you talk to the solar winds, blah, blah. But it seems like they're still sleeping with one eye open. Like they're really nervous. And like we haven't figured it out as an industry yet. And so that's where solutions like this are so critical because you're almost resigning yourself to the fact that, well, you may not find it being proactive. >> Yeah, right. >> But you've got to have, the last, it's like putting tapes in a truck and driving them somewhere. What do you? Do you sense that it was a major milestone in the industry, milestone, negative milestone and that was a turning point and it was kind of a wake up call for the industry, a new wake up call. What's your sense of how the industry is responding? >> Yeah, I think that's a great point. So if you go to see the verbiages that it's not, if you're going to get attacked, it's when you're going to get attacked. So the attacks are going to happen no matter what. So that's the reason why the defense in depth and the zero test framework comes into play, where customers have to have an end-to-end holistic framework, so that they can have not just an defensive mechanisms, but also detect and respond when the attacks happen. And then as you mentioned, some of them, you just can't catch all of them. So we have excellent incident response and recovery mechanisms. So if the attack happened, it will cause damage. We can do forensics analysis. And on top of that, we can go and recover like the cyber recovery wall. We can recover that data and them production again, ready. >> I guess, I'm sorry. What I was trying to ask is, do you think we've understand solar winds, have the industry figured it out? >> Yeah, great question. I think this is where customers have to take a pragmatic approach on how they do security. And we talk about concepts like intrinsic security. So in other words, you can do a certain activity in your environment and punt the ball to some other team to figure out security. Part of what Dell does, you asked the question, there's a lot of tools, where do customers start? One of the big values we bring to customers is the initial awareness and just educating customers. Hey, what happened in these water-shed moment, in with these different attacks. Wannacry, Stuxnet, and how did those customers respond and where did they fail? So let's do some lessons learned with past attacks and let's move forward with some pragmatic solutions. And, we usually don't overwhelm our customers with a lot of tools. Let's have a roadmap, let's do an incremental build of your security posture. And over time, let's get your enter organization to play with it. >> You talk about awareness, obviously that's critical, but one of the other things that's critical with the cyber threats and the what's going on today is the biggest threat venture still is people. >> Exactly. >> So talk to us about some of the things that you help organizations do. When you're talking about the from an awareness perspective, it's training the people not to open certain links if they look suspicious, that sort of thing. How involved is Dell technologies with your customers from a strategic perspective about really drilling this into the end users that they've got a lot of responsibility here? >> Yeah, if you go to see phishing is one of the most common attack vectors to go and infiltrate these attacks. So Dell has a whole employee education program that they rolled out. So we all are aware of the fact, that clicking on links and phishing is a risk factor. And we are trying to take that same message to our customers through an employee awareness training service. So we can actually provide education for the employees from getting these phishing attacks happening. >> Yeah, that's really critical because as I mentioned, we talked about the sophistication, but the personalization, the social engineering is off the charts these days. And it's so easy for someone to, especially with with all this distractions that we have going on, if you're working from home and you've got kids at home or dogs barking and whatnot, it's easy to be fooled into something that looks incredibly legitimate. >> You bring another great point. You can keep tell people in your environment don't do things, don't do it. You create a friction. We want people to be productive. We want them to use different access to different applications, both inhouse and in the cloud. So this is where technology comes into play. There are some modern malware defenses that will help customers identify some of these email phishing, spear phishing. So they are in a better prepared position. And we don't want to curb productivity, but we want to also make, a very secure environment where people can. >> That's a great point is it has to be frictionless. I do have a question for you guys with respect to SaaS applications. I talk to a lot of customers using certain SaaS applications who have this sort of, there's a, a dual responsibility model there, where the SaaS vendors responsible for the application protection. But Mr. and Miss customer, you're responsible for the data, we are. Are you finding that a lot of organizations are going help. We've got, Google workspace, Microsoft 365, Salesforce, that, and it's really incredibly business critical to data. Dell technologies help us protect this, because this is on vulnerability that we were not aware of. >> Absolutely, and that's why we have the backup service with APEX, where we can actually have stats, data which is backed up using IEX solution for backup recovery. So, yes, that's very critical. We have the end to end portfolio for backing it up, having the vault, which is a air gap solution, recovering from it when you have an attack. And I think the value prop that Dell brings to the table is we have the client side and we have the data center side, With the Multi-cloud. So we provide a completely hardened infrastructure, where we all the way from supply chain to secure OS, secure boot and secure image. Everything is kind of hardened with stick hardening on top of that. And then we have the services layer to go and make sure we can assess the risks, we can detect and respond, we can recover. So that we can keep our customers completely secure. That's the value prop that we bring to the table with unmatched scale of Dell services. In terms of the scale that we bring to the table to our customers and help them out. >> It's an interesting opportunity. And it's certainly from a threats perspective, one that's going to persist. Obviously we know that, great that there's been such a focus from Dell on cyber resiliency for its customers, whether we're talking about multi-cloud OnPrem, public cloud, SaaS applications, it's critical. It's a techno, it's a solution that every industry has to take advantage of guys. Thank you so much for joining us. I wish we had more time. I could talk about this all day. >> Thank you. >> Great work going on there. Congratulations on what was going on with APEX and the announcement, and I'm sure we'll be hearing more from you in the future. >> Excellent. Thank you, Lisa. We are super excited about Dell services and what we can bring for managed security services for our customers. >> Excellent. >> Appreciate it. >> Thanks guys. >> Thank you. >> For our guests and for Dave Vellante. I'm Lisa Martin, you're watching theCube live from day two of our coverage of Dell technologies World, live from Las Vegas. Dave and I will be right back with our last guest of the day. (gentle music)

(upbeat intro music) >> More than a decade ago, the team at Wikibon coined the term Server SAN. We saw the opportunity to dramatically change the storage infrastructure layer and predicted a major change in technologies that would hit the market. Server SAN had three fundamental attributes. First of all, it was software led. So all the traditionally expensive controller functions like snapshots and clones and de-dupe and replication, compression, encryption, et cetera, they were done in software directly challenging a two to three decade long storage controller paradigm. The second principle was it leveraged and shared storage inside of servers. And the third it enabled any-to-any typology between servers and storage. Now, at the time we defined this coming trend in a relatively narrow sense inside of a data center location, for example, but in the past decade, two additional major trends have emerged. First the software defined data center became the dominant model, thanks to VMware and others. And while this eliminated a lot of overhead, it also exposed another problem. Specifically data centers today allocate probably we estimate around 35% of CPU cores and cycles to managing things like storage and network and security, offloading those functions. This is wasted cores and doing this with traditional general purpose x86 processors is expensive and it's not efficient. This is why we've been reporting so aggressively on ARM's ascendancy into the enterprise. It's not only coming it's here and we're going to talk about that today. The second mega trend is cloud computing. Hyperscale infrastructure has allowed technology companies to put a management and control plane into the cloud and expand beyond our narrow server SAN scope within a single data center and support the management of distributed data at massive scale. And today we're on the cusp of a new era of infrastructure. And one of the startups in this space is Nebulon. Hello everybody, this is Dave Vellante, and welcome to this Cube Conversation where we welcome in two great guests, Craig Nunes, Cube alum, co-founder and COO at Nebulon and Tobias Flitsch who's director of product management at Nebulon. Guys, welcome. Great to see you. >> So good to be here Dave. Feels awesome. >> Soon, face to face. Craig, I'm heading your way. >> I can't wait. >> Craig, you heard my narrative upfront and I'm wondering are those the trends that you guys saw when you, when you started the company, what are the major shifts in the world today that, that caused you and your co-founders to launch Nebulon? >> Yeah, I'll give you sort of the way we think about the world, which I think aligns super right with, with what you're talking about, you know, over the last several years, organizations have had a great deal of experience with public cloud data centers. And I think like any platform or technology that is, you know, gets its use in a variety of ways, you know, a bit of savvy is being developed by organizations on, you know, what do I put where, how do I manage things in the most efficient way possible? And there are, in terms of the types of folks we're focused on in Nebulon's business, we see now kind of three groups of people emerging, and, and we sort of simply coined three terms, the returners, the removers, and the remainers. I'll explain what I mean by each of those, the returners are folks who maybe early on, you know, hit the gas on cloud, moved, you know, everything in, a lot in, and realize that while it's awesome for some things, for other things, it was less optimal. Maybe cost became a factor or visibility into what was going on with their data was a factor, security, service levels, whatever. And they've decided to move some of those workloads back. Returners. There are what I call the removers that are taking workloads from, you know, born in the cloud. On-prem, you know, and this was talked a lot about in Martine's blog that, you know, talked about a lot of the growth companies that built up such a large footprint in the public cloud, that economics were kind of working against them. You can, depending on the knobs you turn, you know, you're probably spending two and a half X, two X, what you might spend if you own your own factory. And you can argue about, you know, where your leverage is in negotiating your pricing with the cloud vendors, but there's a big gap. The last one is, and I think probably the most significant in terms of who we've engaged with is the remainers. And the remainers are, you know, hybrid IT organizations. They've got assets in the cloud and on-prem, they aspire to an operational model that is consistent across everything and, you know, leveraging all the best stuff that they observed in their cloud-based assets. And it's kind of our view that frankly we take from, from this constituency that, when people talk about cloud or cloud first, they're moving to something that is really more an operating model versus a destination or data center choice. And so, we get people on the phone every day, talking about cloud first. And when you kind of dig into what they're after, it's operating model characteristics, not which data center do I put it in, and those, those decisions are separating. And so that, you know, it's really that focus for us is where, we believe we're doing something unique for that group of customers. >> Yeah. Cloud first doesn't doesn't mean cloud only. And of course followers of this program know, we talk a lot about this, this definition of cloud is changing, it's evolving, It's moving to the edge, it's moving to data centers, data centers are moving to the cloud. Cross-cloud, it's that big layer that's expanding. And so I think the definition of cloud, even particularly in customer's minds is evolving. There's no question about it. People, they'll look at what VMware is doing in AWS and say, okay, that's cloud, but they'll also look at things like VMware cloud foundation and say oh yeah, that's cloud too. So to me, the beauty of cloud is in the eye of the customer beholder. So I buy that. Tobias. I wonder if you could talk about how this all translates into product, because you guys start up, you got to sell stuff, you use this term smart infrastructure, what is that? How does this all turn into stuff you can sell? >> Right. Yeah. So let me back up a little bit and talk a little bit about, you know, what we at Nebulon do. So we are a cloud based software company, and we're delivering sort of a new category of smart infrastructure. And if you think about things that you would know from your everyday surroundings, smart infrastructure is really all around us. Think smart home technology like Google Nest as an example. And what this all has in common is that there's a cloud control plane that is managing some IOT end points and smart devices in various locations. And by doing that, customers gain benefits like easy remote management, right? You can manage your thermostat, your temperature from anywhere in the world basically. You don't have to worry about automated software updates anymore, and you can easily automate your home, your infrastructure, through this cloud control plane and translating this idea to the data center, right? This idea is not necessarily new, right? If you look into the networking space with Meraki networks, now Cisco or Mist Systems now Juniper, they've really pioneered efforts in cloud management. So smart network infrastructure, and the key problem that they solved there is, you know, managing these vast amount of access points and switches that are scattered across the data centers across campuses, and, you know, the data center. Now, if you translate that to what Nebulon does, it's really applying this smart infrastructure idea, this methodology to application infrastructure, specifically to compute and storage infrastructure. And that's essentially what we're doing. So with smart infrastructure, basically our offering it at Nebulon, the product, that comes with the benefits of this cloud experience, public cloud operating model, as we've talked about, some of our customers look at the cloud as an operating model rather than a destination, a physical location. And with that, we bring to us this model, this, this experience as operating a model to on-premises application infrastructure, and really what you get with this broad offering from Nebulon and the benefits are really circling it out, you know, four areas, first of all, rapid time to value, right? So application owners think people that are not specialists or experts when it comes to IT infrastructure, but more generalists, they can provision on-premise application infrastructure in less than 10 minutes, right? It can go from, from just bare metal physical racks to the full application stack in less than 10 minutes, so they're up and running a lot quicker. And they can immediately deliver services to their end customers, cloud-like operations, this, this notion of zero touch remote management, which now with the last couple of months with this strange time that we're with COVID is, you know, turnout is becoming more and more relevant really as in remotely administrating and management of infrastructure that scales from just hundreds of nodes to thousands of nodes. It doesn't really matter with behind the scenes software updates, with global AI analytics and insights, and basically overall combined reduce the operational overhead when it comes to on-premises infrastructure by up to 75%, right? The other thing is support for any application, whether it's containerized, virtualized, or even bare metal applications. And the idea here is really consistent leveraging server-based storage that doesn't require any Nebulon-specific software on the server. So you get the full power of your application servers for your applications. Again, as the servers intended. And then the fourth benefit when it comes to smart infrastructure is, is of course doing this all at a lower cost and with better data center density. And that is really comparing it to three-tier architectures where you have your server, your SAN fabric, and then you have an external storage, but also when you compare it with hyper-converged infrastructure software, right, that is consuming resources of the application servers, think CPU, think memory and networking. So basically you get a lot more density with that approach compared to those architectures. >> Okay, I want to dig into some of that differentiation too, but what exactly do I buy from you? Do I buy a software subscription? Is that right? Can you explain that a little bit? >> Right. So basically the way we do this is it's really leveraging two key new innovations, right? So, and you see why I made the bridge to smart home technology, because the approach is civil, right? The one is, you know, the introduction of a cloud control plane that basically manage this on-premise application infrastructure, of course, that is delivered to customers as a service. The second one is, you know, a new infrastructure model that uses IOT endpoint technology, and that is embedded into standard application servers and the storage within this application servers. Let me add a couple of words to that to explain a little bit more, so really at the heart of smart infrastructure, in order to deliver this public cloud experience for any on-prem application is this cloud-based control plane, right? So we've built this, how we recommend our customers to use a public cloud, and that is built, you know, building your software on modern technologies that are vendor-agnostic. So it could essentially run anywhere, whether it is, you know, any public cloud vendor, or if we want to run in our own data centers, when regulatory requirements change, it's massively scalable and responsive, no matter how large the managed infrastructure is. But really the interesting part here, Dave, is that the customer doesn't really have to worry about any of that, it's delivered as a service. So what a customer gets from this cloud control plane is a single API end point, how they get it with a public cloud. They get a web user interface, from which they can manage all of their infrastructure, no matter how many devices, no matter where it is, can be in the data center, can be in an edge location anywhere in the world, they get template-based provisioning much like a marketplace in a public cloud. They get analytics, predictive support services, and super easy automation capabilities. Now the second thing that I mentioned is this server embedded software, the server embedded infrastructure software, and that is running on a PCIE based offload engine. And that is really acting as this managed IOT endpoint within the application server that I managed that I mentioned earlier. And that approach really further converges modern application infrastructure. And it really replaces the software defined storage approach that you'll find in hyper-converged infrastructure software. And that is really by embedding the data services, the storage data service into silicon within the server. Now this offload engine, we call that a services processing unit or SPU in short. And that is really what differentiates us from hyper-converged infrastructure. And it's quite different than a regular accelerator card that you get with some of the hyper-converged infrastructure offerings. And it's different in the sense that the SPU runs basically all of the shared and local data services, and it's not just accelerating individual algorithms, individual functions. And it basically provides all of these services aside the CPU with the boot drive, with data drives. And in essence provides you with this a separate fall domain from the service, so for example, if you reboot your server, the data plan remains intact. You know, it's not impacted for that. >> Okay. So I want to stay on that for just a second, Craig, if I could, I get very clear how you're different from, as Tobias said, the three-tier server SAN fabric, external array, the HCI thing's interesting because in some respects, the HCI has, you know, guys take Nutanix, they talk about cloud and becoming more friendly with developers and API piece, but what's your point of view Craig on how you position relative to say HCI? >> Yeah, absolutely. So everyone gets what three-tier architecture is and was, and HCI software, you know, emerged as an alternative to the three-tier architectures. Everyone I think today understands that data services are, you know, SDS is software hosted in the operating system of each HCI device and consume some amount of CPU, memory, network, whatever. And it's typically constrained to a hypervisor environment, kind of where we're most of that stuff is done. And over time, these platforms have added some monitoring capabilities, predictive analytics, typically provided by the vendor's cloud, right? And as Tobias mentioned, some HCIS vendors have augmented this approach by adding an accelerator to make things like compression and dedupe go faster, right? Think SimpliVity or something like that. The difference that we're talking about here is, the infrastructure software that we deliver as a service is embedded right into server silicon. So it's not sitting in the operating system of choice. And what that means is you get the full power of the server you bought for your workloads. It's not constrained to a hypervisor-only environment, it's OS agnostic. And, you know, it's entirely controlled and administered by the cloud versus with, you know, most HCIS is an on-prem console that manages a cluster or two on-prem. And, you know, think of it from a automation perspective. When you automate something, you've got to set up your playbook kind of cluster by cluster. And depending what versions they're on, APIs are changing, behaviors are changing. So a very different approach at scale. And so again, for us, we're talking about something that gives you a much more efficient infrastructure that is then managed by the cloud and gives you this full kind of operational model you would expect for any kind of cloud-based deployment. >> You know, I got to go back, you guys obviously have some three-part DNA hanging around and you know, of course you remember well, the three-part ASIC, it was kind of famous at the time and it was unique. And I bring that up only because you've mentioned a couple of times the silicon and a lot of people yeah, whatever, but we have been on this, especially, particularly with ARM. And I want to share with the audience, if you follow my breaking analysis, you know this. If you look at the historical curve of Moore's law with x86, it's the doubling of performance every two years, roughly, that comes out to about 40% a year. That's moderated down to about 30% a year now, if you look at the ARM ecosystem and take for instance, apple A15, and the previous series, for example, over the last five years, the performance, when you combine the CPU, GPU, NPU, the accelerators, the DSPs, which by the way, are all customizable. That's growing at 110% a year, and the SOC costs 50 bucks. So my point is that you guys are riding perfect example of doing offloads with a way more efficient architecture. You're now on that curve, that's growing at 100% plus per year. Whereas a lot of the legacy storage is still on that 30% a year curve, and so cheaper, lower power. That's why I love to buy, as you were bringing in the IOT and the smart infrastructure, this is the future of storage and infrastructure. >> Absolutely. And the thing I would emphasize is it's not limited to storage, storage is a big issue, but we're talking about your application infrastructure and you brought up something interesting on the GPU, the SmartNIC of things, and just to kind of level set with everybody there, there's the HCI world, and then there's this SmartNIC DPU world, whatever you want to call it, where it's effectively a network card, it's got that specialized processing onboard and firmware to provide some network security storage services, and think of it as a PCIE card in your server. It connects to an external storage system, so think Nvidia Bluefield 2 connecting to an external NVME storage device. And the interesting thing about that is, you know, storage processing is offloaded from the server. So as we said earlier, good, right, you get the server back to your application, but storage moves out of the server. And it starts to look a little bit like an external storage approach versus a server based approach. And infrastructure management is done by, you know, the server SmartNIC with some monitoring and analytics coming from, you know, your supplier's cloud support service. So complexity creeps back in, if you start to lose that, you know, heavily converged approach. Again, we are taking advantage of storage within the server and, you know, keeping this a real server based approach, but distinguishing ourselves from the HCI approach. Cause there's a real ROI there. And when we talked to folks who are looking at new and different ways, we talk a lot about the cloud and I think we've done a bit of that already, but then at the end of the day, folks are trying to figure out well, okay, but then what do I buy to enable this? And what you buy is your standard server recipe. So think your favorite HPE, Lenovo, Supermicro, whatever, whatever your brand, and it's going to come enabled with this IOT end point within it, so it's really a smart server, if you will, that can then be controlled by our cloud. And so you're effectively buying, you know, from your favorite server vendor, a server option that is this endpoint and a subscription. You don't buy any of this from us, by the way, it's all coming from them. And that's the way we deliver this. >> You know, sorry to get into the plumbing, but this is something we've been on and a facet of it. Is that silicon custom designed or is it pretty much off the shelf, do you guys add any value to it? >> No, there are off the shelf options that can deliver tremendous horsepower on that form factor. And so we take advantage of that to, you know, do what we do in terms of, you know, creating these sort of smart servers with our end point. And so that's where we're at. >> Yeah. Awesome. So guys, what's your sweet spot, you know, why are customers, you know, what are you seeing customers adopting? Maybe some examples you guys can share? >> Yeah, absolutely. So I think Tobias mentioned that because of the architectural approach, there's a lot of flexibility there, you can run virtualized, containerized, bare metal applications. The question is where are folks choosing to get started? And those use cases with our existing customers revolved heavily around virtualization modernization. So they're going back in to their virtualized environment, whether their existing infrastructure is array-based or HCI-based. And they're looking to streamline that, save money, automate more, the usual things. The second area is the distributed edge. You know, the edge is going through tremendous transformation with IOT devices, 5g, and trying to get processing closer to where customers are doing work. And so that distributed edge is a real opportunity because again, it's a more cost-effective, more dense infrastructure. The cloud effectively can manage across all of these sites through a single API. And then the third area is cloud service provider transformation. We do a fair bit of business with, you know, cloud service providers, CTOs, who are looking at trying to build top line growth, trying to create new services and, and drive better bottom line. And so this is really, you know, as much as a revenue opportunity for them as cost saving opportunity. And then the last one is this notion of, you know, bringing the cloud on-prem, we've done a cloud repatriation deal. And I know you've seen a little of that, but maybe not a lot of it. And, you know, I can tell you in our first deals, we've already seen it, so it's out there. Those are the places where people are getting started with us today. >> It's just interesting, you're right. I don't see a ton of it, but if I'm going to repatriate, I don't want to go backwards. I don't want to repatriate to legacy. So it actually does kind of make sense that I repatriate to essentially a component of on-prem cloud that's managed in the cloud, that makes sense to me to buy. But today you're managing from the cloud, you're managing on-prem infrastructure. Maybe you could show us a little leg, share a little roadmap, I mean, where are you guys headed from a product standpoint? >> Right, so I'm not going to go too far on the limb there, but obviously, right. So one of the key benefits of a cloud managed platform is this notion of a single API, right. We talked about the distributed edge where, you know, think of retailer that has, you know, thousands of stores, each store having local infrastructure. And, you know, if you think about the challenges that come with, you know, just administrating those systems, rolling out firmware updates, rolling out updates in general, monitoring those systems, et cetera. So having a single console, a cloud console to administrate all of that infrastructure, obviously, you know, the benefits are easy now. If you think about, if you're thinking about that and spin it further, right? So from the use cases and the types of users that we've see, and Craig talked about them at the very beginning, you can think about this as this is a hybrid world, right. Customers will have data that they'll have in the public cloud. They will have data and applications in their data centers and at the edge, obviously it is our objective to deliver the same experience that they gained from the public cloud on-prem, and eventually, you know, those two things can come closer together. Apart from that, we're constantly improving the data services. And as you mentioned, ARM is, is on a path that is becoming stronger and faster. So obviously we're going to leverage on that and build out our data storage services and become faster. But really the key thing that I'd like to, to mention all the time, and this is related to roadmap, but rather feature delivery, right? So the majority of what we do is in the cloud, our business logic in the cloud, the capabilities, the things that make infrastructure work are delivered in the cloud. And, you know, it's provided as a service. So compared with your Gmail, you know, your cloud services, one day, you don't have a feature, the next day you have a feature, so we're continuously rolling out new capabilities through our cloud. >> And that's about feature acceleration as opposed to technical debt, which is what you get with legacy features, feature creep. >> Absolutely. The other thing I would say too, is a big focus for us now is to help our customers more easily consume this new concept. And we've already got, you know, SDKs for things like Python and PowerShell and some of those things, but we've got, I think, nearly ready, an Ansible SDK. We're trying to help folks better kind of use case by use case, spin this stuff up within their organization, their infrastructure. Because again, part of our objective, we know that IT professionals have, you know, a lot of inertia when they're, you know, moving stuff around in their own data center. And we're aiming to make this, you know, a much simpler, more agile experience to deploy and grow over time. >> We've got to go, but Craig, quick company stats. Am I correct, you've raised just under 20 million. Where are you on funding? What's your head count today? >> I am going to plead the fifth on all of that. >> Oh, okay. Keep it stealth. Staying a little stealthy, I love it. Really excited for you. I love what you're doing. It's really starting to come into focus. And so congratulations. You know, you got a ways to go, but Tobias and Craig, appreciate you coming on The Cube today. And thank you for watching this Cube Conversation. This is Dave Vellante. We'll see you next time. (upbeat outro music)

from the cube studios in Palo Alto in Boston connecting with thought leaders all around the world this is a cube conversation vibrator this is Dave Volante and welcome to this special cube conversation as you know I've been running a CXO series now for several weeks really trying to understand how leaders are dealing and coping with the Cova 19 crisis today we want to switch gears a little bit and talk not only about how leadership has sort of navigated through this crisis but also start to imagine what it's going to look like coming out of it I'm going to introduce you to a company that have been talking about now for the last well six to nine months company called octave as you know from my previous breaking analysis this is a company that not only is in the security business they really kind of made their mark with identification management but also really there's a data angle normally when you think about security you thinking about auto security it means that less user flexibility it means less value from the user standpoint what what octa has done really successfully is bring together both endpoint security as well as that data angle and so the company is about six hundred million dollars in revenue they've got an eighteen billion dollar valuation which you know may sound kind of rich at 30 X a revenue multiple but as I've reported the company is growing very rapidly I've talked about the you know the rule of 40 octa is really a rule of 50 type of company you know by that definition they're with me here to talk about the product side of things as dia jolly who's the chief product officer yeah thanks so much for coming on the cube I hope you're doing okay how are things out in California things are going well good to meet you as well Dave I hope you're doing well as well yeah we're hanging in there you know the studios are rocking the cube you know continues our daily reporting I want to start with your role you're relatively new to octa you've got a really interesting background particularly understanding endpoints you're at Google Google home of Google Nest you spent some time you know worrying about looking after Xbox do you a good understanding of what's going on in the marketplace but talk about your your role and how specifically you're bringing that to enterprise sure so I drove about this I I say that I've done every kind of known product management imaginable the man at this point I'm done both Hardware Don software so dealt a lot with endpoints as you talked about that a lot with sass dealt with consumer dealt with enterprise and all over the place completely different sizes so after really my role as a chief product officer is to be able to understand and what our customers need right and what are the challenges they're facing and not just the challenges they're facing today but also what are the challenges that they'll face tomorrow that they don't even know about and then help build products to be able to overcome that both with our engineering teams as well as with our sales engineering team so that we can take it to market now my background is unique because I've seen so many identity being used in so many different ways across so many different use cases whether it's enterprise or its consumer and that given that we covered both sides spectrum I can bring that to bear yes so what I've reported previously is that that you guys kind of made your mark with with identification management but in terms of both workforce but also customer identification management which has been I think allowed you to be very very successful I want to bring up a chart and share something that I've I've shared a lot of data with our audience previously some guys if you bring that up so this is data from enterprise Technology Research our data partner and for those who follow this program you know we we generally talk in in two metrics a net score which is a measure of spending momentum and and also market share which really isn't real market share but it's it's pervasiveness in the survey and what you can see here is the latest April survey from over 1200 CIOs and IT practitioners and we're isolating on an octa and and we brought it back to July 15 survey you see a couple of points here I want to make one is it something to the right this is pervasiveness or market share so octa in the market is doing very very well it's why the valuation is so high what's driving the growth and then you can see in the green a 55% net net score very very strong it's one of the leaders in security but as I said it's more than than that so dia from a product standpoint what is powering this momentum sure so as you well know the world is working from home what after does is it provides Identity Management that allows you to connect to any technology and by any technology it primarily means technology technology that's not just on premise like your applications on-premise old-school applications or into software that's on premise but it also means technology that's in the clouds of SAS applications application infrastructure that's in the cloud etc and on the other hand it also allows companies to deploy applications where they can connect to their customers online so as more and more of the world moves to work from home you need to be able to securely and seamlessly allow your employees your partners to be able to connect from their home and to be able to do their work and that's the foundation that we provide now if you look at if you we've heard a lot in the press about companies like zoom slack people that provide online collaboration and their usage has gone up we're seeing similar trends across both octa as well as the entire security industry in general right and if you look at information recently since over to started phishing attacks have increased by six hundred and sixty seven percent and what we've seen in response is one of our products which is multi-factor authentication we've experienced in eighty percent growth in usage so really as Corvette has pushed forward there was a trend for people to be able to work remotely for people to be able to access cloud apps and but as ubered has suddenly poured gas on the fire for that we're seeing our customers reaching out to us a lot more needing more support and just the level of awareness and the level of interest raising let's talk about some of the trends that you guys see in the marketplace and like to better understand how that informs your product or you know roadmap and decisions you know obviously this cloud you guys have made a really good mark in the cloud space you know with both your your operating model your pricing model the modern stack the other is a reference that upfront which data talked a lot about digital transformation digital us data course the third is purity related to trust we've talked a lot on the cube about how the perimeter is there is no particular anymore the Queen is left her castle and so what are the big trends that you see the big waves that that you're riding and how does that inform your product directly sure so a few different things I think number one if you think about the way I've phrase this is or the way I think about it is the following any big technological trend you see today right whether it's the move the cloud whether it's mobile whether it's artificial intelligence intelligence you think about the neural nets etc or it's a personalized consumer experience all of that fundamentally depends on identity so the most important the so from a from being an identity provider the most important thing for us is to be able to build something that is flexible enough that is broad enough that it is able to span multiple uses right so we've taken from a product perspective that means we can follow two philosophies we can either the try and go solve each of these pain points one by one or we can actually try to build a platform that is more open that's more extensible and that's more flexible so that we can solve many of these use cases right and not only can we solve it because there's it extensible our customers can customize it they can build on top of it our partners can build on top of it so that's one thing that's one product philosophy that we hold dear and so we have the Octagon cloud which is a platform which provides both workforce identity as well as customer identity using the same underlying components the same multi-factor authentication we use for workforce we package up as an SDK so that our customer identity customers that's number one the second thing is you rightfully mention is data you can't really secure identity without data so we have very we have a lot of data across our customers we know when the users logging in we know what device they're logging in front we know the security posture on the device we know where they're logging in from we know their different behaviors were apps they go into or during wartime of the day etc so being able to harness all this data to say hey and apply ml model squared to say hey is the user secure or not is a very very core foundation of our product so for example we have what we call risk-based authentication you can not only do things like hey this user seems to be logging on from a location they've never logged on from but you could even do things like well you may not want to stop the user they may be traveling so instead of just asking them for a for a password you ask them for a multi-factor right so that's the other piece of it and in many ways data and security and usability are three legs of a triangle the more data you have the more you can allow a user you more security you can provide a user without creating more friction so it's sometimes helpful for the audience to understand a company in a edit Avant act in the landscape so the obvious platform out there is Active Directory now Microsoft with Azure Active Directory you know really you know trying to and and that's really been on their platforms but with api's you know Microsoft has got a thumbs in every pie how does octave differentiate from some of the other traditional platforms that are out there and and what gives you confidence that it and you can continue to do so going forward post kovat that's it that's a fantastic question Dave um so I think we divide if you think about our competitors on the workforce side we've got Microsoft and a couple of other competitors and on the customer Identity side really it's a bill versus buy story right most companies customer identity internally so let's take workforce first Microsoft is the dominant player there they've got Active Directory they've now got Azure Active Directory and from a Microsoft perspective I think Microsoft is always been great at building products or building technology that interconnected run the world is going to more there's more and more technology proliferation in the world and the way we differentiate is by becoming a neutral and independent platform so whether you're on a Microsoft stack whether you're on a Google stack whether you're on an amazon stack we are able to connect with you deeply we connect just as well with all 365 as they connect with Salesforce as we connect with AWS right and that has been our core philosophy and not only is that a philosophy for other when other vendors it's a philosophy for ourselves as well we have multi-factor authentication so do many other providers like duo if you want to use ours great if you don't want to use ours with our platform who use the one that's best for your technology and I think what we've always believed in from a product perspective is this independence this neutrality this ability to plug-and-play any technology you want into a platform to be able to do what you want and the technology that's best for your business's need so what's interesting what you said about the sort of make versus buy that's particularly relevant for the customer identification management because let's say you know I'm buying from Amazon I've got Amazon they know who I am but if I understand it correctly customers now are able to look across brands maybe cohort selling maybe make specific offers analyze the data that's an advantage that you bring that maybe do it yourself doesn't Frank maybe talk about that a little bit sure so really if you think about if you think about a bill versus buying even ten years ago life used to be relatively simple maybe 15 years ago you had a website you as your username your the password you weren't really using you don't have multiple channels you didn't have multiple devices as prevalent you didn't have multiple apps in a lot of cases connected to each other right and in that in that day and age password was fairly secure you weren't doing a lot of personalization with the user data or had a lot of sensitive user data so building a custom identity solution having your customer managing your customers identity yourself was fairly easy now it's becoming more and more hard number one I just talked about the phishing attacks they're an equal number of attacks on the customer identity side right so how do you actually secure this identity how do you actually use things like multi-factor authentication how do you keep up with all the latest in multi-factor authentication touch ID face ID etcetera and that's one the second thing we provide is scale for a number of companies we also provide the ability to scale dramatically which scaling identity and being being able to authenticate someone and keep someone authenticated in real time is actually a very big channel challenge as you get to more and more scale and then the last thing that you mentioned is this ability we provide a single view of the user which is super super powerful because now if you think about one of our customers Albertsons they have multiple different apps there are multiple different digital experiences and he don't have a siloed view of their customer across all these experiences here one identity for your customer that customer uses that one identity to log on to all your digital experiences across all channels and we're able to bring that data back together so if Albertsons wants to say hey somebody shot a in or bought something in one particular app but I know people that buy this particular object like something else that's available in another app they can give a promotion for it or they can give a discomfort that's so that makes a lot of sense I went into the PR platform get our data partner and I looked at which industries are really showing moment so remember this survey focus was run right in the heart of the the Cova 19 pandemic from from mid-march the mid April so it's a good of good current data point and there were four that stood out large companies healthcare and pharma telco which is courses this work-from-home thing and then consumer the example that you just gave from Albertsons is really you know sort of around that consumer there are a lot of industries that obviously been hit airlines restaurants hospitality but but these four really stood out as growth areas despite the kovat 19 pandemic I want to ask you about octane you just got it had your big user conference anything product specific that came out of that that our audience should know about I mean I'm an interested in access gateway I know that wasn't necessarily a new announcement but Cloud Gateway what were the highlights of some of those things from a product stamp yeah of course so we did we did made a very difficult decision to pivot octane virtually and we did this because a number of our customers are given what they're facing with the Kovach pandemic wanted to hear more around news around what our product launches are how they could use this with cetera and really I'd say there are three key product launches that I want to highlight here we had a number of different announcements and it was a very successful conference but the three that are the most relevant here one is we've always talked about being a platform and we've set this for the past four or five years I think and but over the last your and going into the next couple of years we're investing very very heavily in making our platform even more powerful even more extensible even more customizable and so that it can go across the scenarios you described right which is whether you're on Prem with Auto access gateway or you're in the cloud or in some kind of hybrid environment or you using some mix-and-match or work from home people in the office etc so really what we did this year over the last year was deepen our platform footprint and we started releasing the four components available in a platform which we call platform services so we have six components and we were directories that is customizable and and flexible so you can build your own emails except for N equals four users adds information related to them we have an integration platform that we've made available at a deep level where where our customers can use SDKs tools etc to be able to integrate with octa in a platform which we've talked a lot about and then we released three new platform services and one was what we call arc identity engine we had released we talked about this last year and this year we talked about it last year from a customer identity perspective this year we brought her into our workforce identity but also what that does is it allows you a lot more flexibility for situations like we're in right it allows you flexibility to define security policies at the parabola it so you could decide hey for my email I don't want my customers to have to use a multi-factor authentication for but for Salesforce I would definitely want them to use a multi-factor authentication if they're not in the office and it also allows you to have a lot more flexible factor recovery so for example if you forgot your password one of the biggest pain points of co-ed has been the number of helpdesk costs have been rising through the roof the phone calls are ringing nonstop right and one of the biggest reasons for helpdesk are says oh I can't login I got locked out either lost a factor or L forgot my password it helps with that um so that's one set of announcements the second set of announcements was we launched a brand new devices platform and personally this is my personal favorite but really what the devices platform allows you to do is the feature in it that we launched is called Fast Pass and what phosphorous allows you to do is it actually takes phosphorous to the next level it allows you to basically use logging into your device and us understanding the posture of the device and all the user context around you to be able to log you directly dr. then I imagine if you're on a Mac or a iOS device or an Android or a Windows device just being able to face match into your iOS or being able to touch ID into your Windows hello and you're automatically logged into lockdown right that is that and and the way we do that is we have this client on across all these operating systems that can really understand the security posture of the device it can understand of the device is managed if it's safe if it's jailbroken if it's unmanaged it can also connect with multiple signals on the device so if you have an EDR and MDM vendor we can ingest those signals and what they think of the risk we can also ingest signals directly from apps if apps things like um G suite and Salesforce actually track user behavior to determine risk they can pass those signals to us and then we can make a decision on hey we should allow the user to authenticate directly into octa because they've authenticated their device which we can make a decision that says no let's provider let's ask them to step up with a multi-factor authentication or we can say no this is too risky let's deny access and all of this is configurable by the IT admin they can decide the risk levels they're comfortable with they can decide the different risk levels by different apps so that was another major announcement and then and as a product person you rarely ever get the chance to actually increase security and usability at one time which is why it's my favorite you increase both security and usability together now the last one was action was a workflows engine we call it workflows lifecycle management and we it's really we launched a graphical no cord user interface identity is so important so many business processes for our customers there's so many business processes built an identity for example if someone joins her company you usually either have a script that allows them access to the applications they need to or you actually have an IT admin sitting in there trying to manually provide access or when they leave right what workflow lifecycle management or lifecycle management workflows allows you to do is it actually allows you to provide it actually provides you the no core graphical user interface where you can build all these flows so now you don't need someone that knows coding you can even have a business unit so for example I for me in the product for the product org I can have someone say hey building a business process similar it's something you would build in sort of like an iPad and allow everyone that comes in to be able to have access to fig mom because we use pigma a lot right those are the kinds of things you can do and it's super powerful and it takes the ability of our already existing lifecycle management product to the next level well thank you for that that's that summary dear so I want to kind of close with I mean those of you have been following the cube for a while there I think there's some similarities between octa and and and service now that obviously obvious differences but we started following you know ServiceNow pre-ipo is less than a hundred million dollar company and we've seen that company build out as a platform company and that's really what octa is doing here we're talking about a total available market that's yeah probably north of 50 billion so the the question I have he is you know what Frederic and pod started 11 years ago playing on the dynamics coming out of the financial crisis that got us to where we are today now you've got the challenge of you've achieved reached escape velocity now you've got this you know massive growth opportunity in front of you how do you see the product portfolio evolving expanding and I'm also interested in postcode with 19 you know no whiteboards no face-to-face contact not at least not for a while and how you're kind of managing through that but but how can we expect the product portfolio to expand over time what can you share with us so one of the given how pervasive identity has become and given how not just broad but at the same time deep it is there are multiple different places or product portfolio >> and a number of different places were thinking about right so one is you mentioned today we play in workforce identity and customer identity but we haven't even begun to talk about how we might play in consumer right one of the one of the biggest perk matter is consumers and consumers protecting their own identity so often an employee is not using their identity to lock the seals ports and you have an attack on a company and offered an employee actually logging into their Gmail their personal Gmail or their personal or some personal website that bank and they get and their credential get compromised in their fluency impossible so the more protective the more directly consumers the more we indirectly protect both enterprises from work from an employer as well as a customer perspective howdy we're an enterprise company so it doesn't mean that we are going to go direct to consumer there are ways to make employees more secure by what the director calls were so that's one the second thing is managing identities I think we've as the number of applications as the number of technologies are proliferate managing and an employee's life cycle who that governing that the life cycle is not administering etc is also fully stock also becoming very very challenging it was all well and good we'll never can ask and you were on that that's not true anymore an average company uses I think close to 200 applications and then if you broaden back to other resources like infrastructure there's a lot lock more so how do you actually build automated systems that based on the employee status based on their rule based on the project they're on provides them the right access for the right amount of time the third thing you mentioned is and you should pass on this initially but this is the there's this concept of zero security right and the perimeters disappeared how do you provide security so if you look at the industry at large today there are tons of different security vendors trying to provide security at each point if you talk to any see-saw out there it's really really hard to cobble all of this together and one of the things we were trying to do is we're trying to figure out how with our partners we can build a silly end-to-end solution for n - n zero trust for our customers so that's that's another area that the of the product portfolio we're pushing and then finally with the whole digital transformation and customer identity yes more and more companies want their customers to go back online yes more and more customers convenience of being able to interact online with Billy if you think about it the world has changed dramatically over the last three years with privacy laws with things like gdpr CCP etc how do you actually manage your customers obviously you actually manage their content how do you ensure that while you're using all this data from across these apps that we talked about here you and you're using for the first benefit how do you make sure that the minister private is secure and and how do you ensure your customers that's another major area that I think our customers are asking us for helping and so those are areas or so that you should be a big signature the next two to three years some of it will be through partnership that's generally that high-level directions we're headed in wealthy you so much for coming on the key on the key and sharing the product roadmap and some other details about the great company really interested in watching its continued ascendancy good luck in the marketplace and thank you for watching everybody this is Dave Villante you conversations we'll see you next time [Music]

>> From the heart of Silicon Valley, it's theCUBE covering Comcast Innovation Day. (smooth music) Brought to you by Comcast. >> Hey, welcome back everybody. Jeff Frick here with theCUBE. We're at the Comcast Silicon Valley Innovation Center here in Sunnyvale. Very cool facility right off the runway from Moffett. They got a ton of cool toys downstairs which I get to go play with, which I'm looking forward to, but today the conversation was all about CX, customer experience, and you know, Comcast is there. A lot of people like to watch their TVs, interacting with their cable systems for a long, long time, but there's a whole range of new and innovative things that are coming out from Comcast, and we're excited to have an engineer who's kind of down in the bowels here in the engine room building all this stuff. So like to welcome Mike Fine. He's a cable software architect for Comcast. Mike, great to see you. >> Likewise. >> So you had a really cool demo earlier, which is not a demo, right? I think this thing is-- >> Production. >> Now in production, it's called the X1 Eye Control. I think most people know what X1 is. What's X1 Eye Control? >> Yeah. X1 Eye Control is a web application that integrates with off-the-shelf accessibility hardware, so that could be a Tobii eye gaze rig, it could be something called a sip-and-puff, which let's users use their inhalation and exhalation to control the application, or any other off-the-shelf accessibility hardware that can mimic a mouse to a piece of software. >> Too, it's-- >> Yeah. The goal of the project was pretty simple. It was to let people with ALS and other conditions control their TVs independently. >> That's amazing, and you showed a great video. The gentleman on the video is using I think an eye gaze method, but you said you've got integrations to a number of different, you know, kind of ADA-approved interface devices. >> That's right, the journey that this project has taken has been interesting. We started with just the ALS use case, which was the eye gaze, but it turned out that one of our early users had control over his voice, which is somewhat unusual for ALS patients, and so he asked whether he could control it with his voice, so we did that work through he had Dragon NaturallySpeaking, which was nice, so we did that work, and then of course given that we have the voice remote we decided could we make voice work for everybody, which we did, so now the application is on par with a physical remote, and then we even went further and let people type in voice commands, so in case somebody who's perhaps mute or had a speech impediment, or some sort of speech pathology issue that prevented them from using a voice, they could do that as well. >> It's really interesting, I mean you guys have so many kind of interface points to an ecosystem broader than simply what's available at Comcast, whether it's on the front end, as you said, with some of these interfaces with ADA devices, or on the backend if I want to watch my Netflix or I want to watch YouTube, or I want to watch, you know, a different service. You guys have really taken, you know, kind of an open, integrated approach to all these, one might argue, competitive threats to really bring it in as the customer wants to experience. Why did you do that, what's kind of the philosophy driving that? >> Yeah, well, the first thought that comes to mind is that none of it's possible without the right cloud APIs, so somebody very visionary years ago made the decision that everything you can do on your TV or on the mobile app you can do through the cloud, and so a project like this couldn't happen unless it was possible for a piece of software that somebody invented well after the fact to cause a TV to change channels unless there was that underpinning, so like any other piece of software it's a bit of an iceberg. There's a lot of stuff underneath that you don't realize as a user-- >> Right. >> But it's there and that's what makes it possible. >> Right, I'm just curious about some of the challenges in terms of moving UI and UX forward into places that people are not familiar with. And I've joked about it on a number of these interviews that, you know, I still get an email, not only from Comcast, but from Google and from Alexa, suggesting to me ways in which I might use voice. You know, as you sit back from a technologist what are some of the challenges you guys, you know, kind of anticipate, what are some of the ones you didn't anticipate, and how do you help us old people, you know, find new ways to interact with the technology? >> Yeah, it's a great question. I mean there's a lot of us here that spend our days solving that exact problem, right? Part of it is is notifying you of interesting things through SMS or through mobile push, or the messages on the TV, so your team is playing in a game that you want to see, a movie that you've declared interest in has become cheaper, become free, or maybe even buyable if you wanted to do that. Obviously there's lots of AI and ML in terms of putting recommendations in front of you based on your viewing habits, based on broader trends across, you know, because you watch this, other people watch this, so we know this is probably a good solution for you as well, but yeah, we're all, there's a large number of us trying to optimize what we call "time to joy," from the time you pick up your remote to think about what you want to watch to the time you're actually watching something you want to watch; make that as seamless as possible. >> Preston said you guys get like a billion voice commands, what was the period of time? >> A month. >> A month. >> A month, yeah. (chuckles) >> So obviously a big, giant new dataset for you guys now to have at your disposal. >> What are some of the things that you're learning from that inbound, what can you do with it, how do you, you know, now use this direct touch with the customer to, again, kind of recycle and have another iteration on improved experience? >> Right, so voice is a lot like a text chat, like a bot interface in that it's an experience where users are telling you exactly what they want to do, so if a user sits in front of a traditional web application or mobile application and has trouble finding what they want to do, they can't figure out what button to press, what screen to go to, you have no idea, right? You can't infer that they're having a problem, but with voice or somebody interacting with a bot, they type exactly what they mean, or they say exactly what they mean, so we can mine those voice commands and find the popular ones that we don't at that point have implemented, and if we can iterate on that cycle fast enough we can quickly introduce new voice commands that our users are literally asking for as quickly as possible. >> Right. What about the stuff that customers are not asking for, because right? There's one line of thought, which is the customer knows best, but the customer doesn't know-- >> That's right. >> What they don't know. So how do you guys continue to look for more kind of cutting edge stuff that isn't necessarily coming back through a feedback loop? >> Right, yeah, so it's an interesting question. So we're trying to add other non-TV use cases into the mix, right, so controlling your IoT devices at home, controlling your security, seeing your cameras through the Set-Top Box, and so on. So you know, until those use cases exist nobody's asking for them, and so you do have to be a bit visionary in terms of what you want to put out there as voice commands. You know, luckily we have people who, well, we're all customers of the platform generally, so we know what it means to be a user, but you know, we have people that talk with users and have a general sense of what they want to do, and then we figure out what the right commands are. >> Right, not voice specifically, but let's unpack a little bit deeper into the impact of IoT. You know, Nest probably was the first kind of broadly accepted kind of IoT device in the home, and now you got Ring, which everybody loves to take pictures of people stealing their boxes from the front porch, but that puts you guys with the internet connectivity in a very different place than simply providing a football game or the entertainment. So as you think of your role changing in the house, specifically with now these connected devices, how do you think about new opportunities, new challenges that being the person in the middle of that is different than just sending a TV signal? >> Yeah, there's a lot of talk about trying to be the home OS. Certainly we are in a unique position being in the home, both in terms of the router and the internet, but also, you know, often frankly you know when your system's setup a human being came in and helps you understand how to best position the physical devices in your house, and so on, that other companies don't have, right? Those vendors just don't have that builtin advantage. Clearly security has become a big thing for us. Home automation, I sit very close to that group. They're doing amazing things with automating rules like, you know, "Tell me when my door's been open too long," and these sort of things, and so more and more the use cases start to converge, that, for example, when you say, "Good morning," we have this idea of scenes, all right. So when your morning starts you not only want to tune the TV, but you also want to crank up the lights and unlock the door and open the windows, or whatever, and when you go to bed, so the actions that are involved in those use cases span not just TV and not just internet, but all of it. >> Right, it's just funny because I don't think Comcast would be the first name that people would say when they're talking about voice technology and the transformational impact of voice technology, right? They're probably going to say Siri was the first and Alexa's probably the most popular, and you know-- >> Right. >> Google's got Lord knows how many inputs they have, but you guys are really sitting at a central place, and I might argue it's one of the more used voice applications-- >> Absolutely. >> Out there, so from kind of a technology leadership perspective you guys have a bunch of really unique assets in terms of where you are, what you control, what you're sitting on in terms of that internet. You know, how does that really help you and the team think about Comcast as an innovation company, Comcast as a cool tech company, not necessarily Comcast as what used to be just a cable company? >> Right, right. Well you know, as somebody in the valley with friends in the valley it's always interesting to try to differentiate reality from the view that many people have. You know, this is definitely much more than your dad's cable company. It's a consumer and electronic company as much as anything else. We very much position ourselves with all the, you know, with the FAANG companies, et cetera, so you know, when we talked about CX it's no longer the case that whatever's passable for a stodgy cable company passes as CX anymore. Now you're being compared to a set of customers, companies that are providing fantastic user experiences for their customers, and you're being held to that standard, so you know, there's a lot of pressure on us, which is great; we like that. We want to produce fantastic products, and yeah, I don't know if I have a great answer in terms of how to move forward in terms of melding it all together, but we have a lot of smart people in the hallways making that happen. (chuckles) >> So last question is really the impact of AI, because you know, we cover a lot of tech events and a lot of talk about AI, but you know, I think those of us around know that really where AI shines is applied AI in specific applications for specific U cases. So how are you guys, you know, kind of implementing AI, where are some of the opportunities that you see that you can do in the future that you couldn't do the past, whether it be just with much better datasets, whether it be with much faster connectivity and much better compute so that you can ultimately deliver a better customer experience using some of these really modern tools? >> Right, so some of the work is just making what you already do or experience better, so for example showing you recommendations, right? Just make that algorithm better, and so there's a great deal of effort, as you might expect, at a company like this on that problem, but there's also work being done to just take any interactivity between you and the system out of the picture completely. We talked a little bit about this earlier, that, for example, we're working on technology that when you turn your TV on in the morning it should probably tune to the channel that you normally tune to in the morning. That's a pretty simple problem, in a sense, but you know, if I watch your viewing patterns and I see that you turn on a particular news show in the morning, why should you have to pick up the remote and change it from what you watched the night before to that channel? It should just happen. We talked about the Smart Resume stuff, that's obviously a fantastic use case for end users, so there's, you know, it's not surprising it's being used all over the technology set. It's in the home automation world. You know, it's in A/B testing, so trying to figure out the right cohorts to try different things in front of, so it's everywhere as you would expect. >> Right, right, it's pretty amazing. I mean there's just so many things going on, you know, kind of under the covers, some that we can see, some that we can't see where you guys are really kind of progressing, you know kind of the leading edge, cutting edge customer experience with something that people interact with every single day. >> That's right. >> Yeah, cool stuff. Well Mike, thanks for taking a few minutes. Congratulations on the Eye Control; really a cool story, and look forward to more publicity around that because that's a really important piece of technology. >> Thank you very much. It's been a pleasure. >> All right. He's Mike, I'm Jeff, you're watching theCUBE. We're at Comcast Silicon Valley Innovation Center. Thanks for watching, we'll see you next time. (smooth music)

>> Announcer: Live from Las Vegas, it's theCUBE, covering Fortinet Accelerate 18, brought to you by Fortinet. (upbeat techno music) >> Welcome to Fortinet 20... Welcome to Fortinet Accelerate 2018. I haven't had enough caffeine today. I'm Lisa Martin. I'm joined by my co-host, Peter Burris. Peter, it's theCUBE's second time here at Fortinet Accelerate. We were here last year. Great to be back with you. Some exciting stuff we have heard in the keynote this morning. Cyber security is one of those topics that I find so interesting, 'cause it's so transformative. It permeates every industry, everybody, and we heard some interesting things about what Fortinet is doing to continue their leadership in next generation security. Some of the themes that popped up really speak to the theme of this year's event, which is Strength in Numbers. Ken Xie, their CEO, shared some great, very strong numbers for them. 2017, they reached 1.8 billion in billing, which is a huge growth over the previous year. They acquired nearly 18,000 new customers in 2017, and another thing that I thought was very intriguing was that they protect 90% of the global S&P 100. They have over 330,000 customers, and they share great logos: Apple, Oracle, Coca Cola, et cetera. So, great trajectory that they're on. From a security perspective, digital transformation, security transformation, they have to play hand in hand. What are some of the things that you are seeing and that you're looking forward to hearing on today's show? >> Well, I always liked this show. This is the second year, as you said, that we've done this. One of the reasons I like it is because security is very complex, very hard, highly specialized, and Fortinet does a pretty darn good job of bringing it down to Earth and simplifying it so that people could actually imagine themselves becoming more secure, as a consequence of taking actions along the lines of what Fortinet's doing. So, there's clearly a strong relationship between the notion of digital business and the notion of digital security. The way we describe the difference between a business and digital business is that a digital business uses its data assets differently, and in many respects, it is through security concepts and constructs that you go about privatizing, or making unique, your data, so that it doesn't leave your network when you don't want it to, so it can't be subject to ransomware, so that it isn't compromised in some way by a bad actor. So there's a very, very strong relationship between how we think about digital assets and how we think about security, and what Fortinet's overall approach is is to say, "Look, let's not focus just on the device. "Let's look at the entire infrastructure "and what needs to happen to collect data, "to collect information, across the whole thing," what we call a broad approach as opposed to a deep approach. A broad approach to looking at the problem, with partnerships and working with customers in a differentiated way, so that we can help our clients very quickly recognize, attend, and make problems go away. >> One of the things, too, that is interesting is, you know, we hear so much talk at many other shows about digital transformation, DX, everyone's doing it. They're on some journey. There's now such amorphous environments with Multi-Cloud, IoT, opens the-- It spreads the attack surface. I thought they did a great job this morning of really articulating that very well. I'd love to hear your perspective, and we have some of their customers that are going to be talking to us today, but what is the mix of security transformation as a facilitator or an enabler of true digital business transformation? How do companies do that when, as we were talking earlier, companies, and even Ken said, Ken Xie, the CEO, that lot of companies have 20 to 30 different disparate security products in place that are pointed at different things that aren't integrated. How does a company kind of reconcile security transformation to-- as an enabler of digital business transformation? >> Yeah, and I think that's going to be one of the major themes we hear today, is the process that customers are, in 2018, going to have to accelerate. Does that ring a bell? (laughs) Accelerate... >> Lisa: That's genius. Somebody should use that. >> This journey (laughs)... Accelerate this journey... >> Yeah. >> To employing security and security-related technologies and services, much more effectively within their business. There's so many ways of answering that question, Lisa, but one of the-- Let's start with a simple one. That, increasingly, a company is providing its value proposition to its customer bases, whether they're small, residential, whether they're a consumer, or whether they're other businesses, through a digital mechanism, and that could be e-commerce, as pedestrian as e-commerce, or perhaps recommendation engines, or it could be increasingly digital services that are providing, effectively, a digital twin in the home, and, so, your security, your ability to provide those services and those capabilities that consumers want, if those fundamental, or those services are fundamentally insecure, then your brand, no matter how good the service is, your brand's going to take a hit. So, when you think about what Google's trying to do with Nest, if you think about, you know, in the home, a lot of the things that are going into the home, Amazon Alexa, there is an enormous amount of attention being paid to, is our platform, is our fabric a source of differentiation-- security fabric a source of differentiation in our business? Are we going to be able to look a consumer in the eye, or a B2B company in the eye, and say, "You'll be able to do things with us "that you can't do with others, "because of our security profile." And, increasingly, that's got to be the way that boards of directors and CEOs, and IT professionals need to think, "What can we do differently and better "than our competitors because of our security profile "and the security assets that we've invested in?" That's not the way a lot of people are thinking today. >> Why do you think that is? Because, I think you're spot on with providing security capabilities as a differentiator. There's a lot of competition, especially in the detection phase. Ken Xie talked about that this morning, and there's a lot of of coopetition that needs to happen to help companies with myriad disparate products, but why do you think that is that this security capability as a differentiator hasn't yet, kind of, boiled up to the surface? >> I think it's a number of reasons. Some good, some, obviously, not so good, but the main one is, is that, historically, when a CFO or anybody looked at the assets, they looked at tangible assets of the company, and data was, kind of, yeah, was out there, and it was, yeah, secure that data, but we were still more worried about securing the devices, because the devices were hard assets. We were worried about securing the server, securing the routers, securing, you know, whatever else, the repeaters, whatever else is in your organization, or securing your perimeters. Well, now, as data moves, because of mobile, and Ken told us, that 90% of the traffic now inside of a typical enterprise is through mobile, or through wireless types of mechanisms as opposed to wired, well, it means, ultimately, that the first step that every business has to take is to recognize data as an asset, and understanding what what we're really trying to secure is the role the data's playing in the business. How we're using it to engage customers, how we're using it to engage other businesses, how employees are using it, and very importantly, whether the security products themselves are sharing data in a way that makes all that better, and in a secure way, themselves, because the last thing you want is a vulnerability inside your security platform. >> Yes. >> So, the main reason is is that the industry, in most businesses, they talk a great game about digital business, but they haven't gotten down to that fundamental. It's about your data, and how you treat data as an asset, and how you institutionalize work around that data asset, and how you invest to improve the value, accrete value to that data asset over an extended period of time. >> Something that I'm interested in understanding, and we've got Phil Quade, their CSO, on, later today. >> Peter: Smart guy. >> How the role of the CSO has had to evolve, and I'd love to hear... And you asked a little bit about this earlier, the Fortinet on the Fortinet story. What are you doing, internally, to secure and provide security that all elements of your business need? Because I imagine a customer would want to understand, "Well, tell us how you're doing it. "If you're the leader in this, "in providing the products and the technologies, "are you doing this internally?" >> Well, I think, look, I think going back to what I was just talking about, and we had a great... We had a great conversation with Ken Xie that's going to show up in the broadcast today, it is... I think every technology executive increasingly needs to look at their potential customers, their peers, and their customers, and say, "Here's what I can do, as a consequence of using my stuff, "that you can't do, because you're not using my stuff." And Phil, Phil Quade, needs to look at other CSOs and say, "Here's what I can do "as a CSO, because I use Fortinet, "that you cannot do as a CSO, because you don't." Now, the role of the CSO is changing pretty dramatically, and there's a lot of reasons for that, but if we think about the number of individuals that, again, we go back to this notion of data as an asset and how we organize our work around that data. We're hearing about how the CIO's role is changing and how the chief digital officer's changing, or the chief data officer or the CSO. We've got a lot of folks that are kind of circling each other about what really and truly is the fundamental thing that we're trying to generate a return on. >> Lisa: Right. >> When I think about the job of a chief, the job of a chief is to take capital from the board, capital from the ownership, and create net new value, and whether it's a CIO doing that, or anybody. And, so, what Phil's job, or what the CSO's job is is to also find ways to show how investments in the business's security is going to create a differentiating advantage over time. Working with the chief digital officer, the chief data officers and others, but there's a lot of complexity in who does what, but at the end of the day, the CSO's job is to make sure that the data and access to the data is secure, and that the data and the ability to share the data supports the business. >> You mentioned the word "complexity" in the context of the CSO and some of the senior roles, where data is concerned. One of the things I'm interested to hear from some of our guests today, those at Fortinet, and we've got the CSO on we mentioned, and we've also got John Madison, their Senior Vice President of Products and Solutions. We've got their global strategist on security, Derek Manky, but we also have some customers. One from Tri-City, and another from Clark County School District, which is here in Vegas, and I'm curious to understand how they're dealing with complexity in their infrastructure. You know, we talked so much about, and they... have already started today, about Cloud, IoT, multi-cloud, mobile, as you talked about. As the infrastructure complexity increases, how does that change the role of the C-Suite to facilitate the right changes and the right evolution to manage that complexity in a secure way. So I'm very interested to hear how that internal complexity on the infrastructure side is being dealt with by the guys and the gals at the top who need to ensure that, to your point, their data and information assets are protected. We've got some great examples, I think, we're going to hear today, in three verticals in particular: education, healthcare, and financial services. And education really intrigued me because it's been a long time since I've been in college, but there's this massive evolution of smart classrooms, it's BYOD, right? And, there's so many vulnerabilities that are being brought into a school district, so I'd love to understand how do you protect data in that sense when you have so many devices that are connecting to an environment that just drives up complexity, and maybe opens... Perforates their perimeter even more. >> Well, I mean, you know, one of the... We're as a nation, we are living through a recent experience of some of the new tensions that a lot of the school districts are facing, and it could very well be, that voice or facial recognition or other types of things become more important, so I, look. Large or small, well-funded, not well-funded, young or old, consumer or business, all companies are going to have to understand and envision what their digital footprint's going to look like. And as they envision what that digital footprint, companies or institutions, as they envision what that digital footprint's going to look like and what they want to achieve with that digital footprint, they're going to have to make commensurate investments in security, because security used to be, as Ken said when he talked about the three stages, security used to be about perimeter. So, it was analogous to your building. You're either in your building or you're not in your building. You're in your network, or you're not in your network. But, today, your value proposition is how do you move data to somebody else? Today, your security profile is who is inside your building right now? Are they doing things that are good or bad? It's not a "I know everybody, I know where they are, "and I know what they're doing." We are entering into the world where digital business allows us to envision or to execute a multitude of more complex behaviors, and the security platform has to correspondingly evolve and adjust, and that is a hard problem. So, listening to how different classes of companies and different classes of institutions are dealing with this given different industries, different budgets, different levels of expertise, is one of the most important things happening in the technology industry right now. >> Yeah, it's that, how do you get balance between enabling what the business needs to be profitable and grow and compete, and managing the risk? >> And, how... and what is a proper level of investment? Do I have too many vendors, do I have not enough vendors? All those... all of those issues, it's increasing, we have to get-- We have to make our security capacity, our security capabilities, dramatically more productive. And that is going to be one of the major gates on how fast all of these technologies evolve. Can we introduce new AI? Can we introduce faster hardware? Can we introduce new ways of engaging? Can we bring biology and kind of that bio-to-silicon interface and start building things around that? Well, there's a lot of things that we can do, but if we can't secure it, we probably shouldn't do it. >> Lisa: Absolutely. >> So, a security profile is going to be one of the very natural and necessary, reasonable gates on how fast the industry evolves over the next 20-30 years. And that's going to have an enormous bearing and impact on how well we can solve some of the complex problems that we face. >> Well, I'm excited to co-host today with you, Peter. I think we're going to have some great, very informative conversations from some of Fortinet's leaders, to their customers, to their channel partners, and really get a great sense of the things that they're seeing in the field and how that's going to be applied internally to really have security be that enabler of true business transformation. >> Peter: Excellent. >> Alright. Well, stick around. I'm Lisa Martin. Let's hope I don't screw up the outro. Hosting with Peter all day. We're excited that you're joining us live from Fortinet Accelerate 2018. Stick around. We'll be right back. (upbeat techno music)