>> Announcer: Live from Las Vegas, it's theCUBE, covering Dell Technologies World 2018, brought to you by Dell EMC and its ecosystem partners. (bright music) >> And welcome back here on theCUBE, we continue our live coverage at Dell Technologies 2018. We are in Las Vegas, and we are in the Sands right now. 14,000 people strong attended this year's show. And great energy, great buzz here on the show floor. Keith Townsend, I'm John Walls. We're joined now by Ben Gibson, who's the CMO at Nutanix, and Dan McConnell, Vice President over at Dell EMC. Gentlemen, thank you for being with us. Good to have you here on theCUBE. >> Great to be here. >> Thanks for having us. >> A lot of conversation about hyper, right, and hyper-converged and about some numbers that we've heard, that Dell's been talking about, that 60-plus percent of inquiries, discussions here from the customer is all about HCI. So how does that stack up with what you're hearing, first off, Ben or Dan, in the marketplace, and what's the driving force right now behind all that discussion? >> Absolutely, yeah, it's been, HCI, I guess the Nutanix partnership, we've been about four years, right? I'll jokingly say, back before HCI was cool. And more and more, what we've seen is in the early days it was, pick an application, okay, it's VDI. And that's kind of its starting point. But now, more and more, these discussions, it's not what app or what workload works for HCI. It's really which one doesn't work. I'm trying to throw everything I can on HCI. Which one should I park over here? So the interest has really, really flipped. And it's the ease of use, it's the flexibility, it's the incremental scale. So it's something that we've seen huge traction in on the Dell side. Obviously it's where our partnership with Nutanix, as well as some of our own solutions. It's tremendous growth. And year over year, we've seen stronger and stronger growth. So definitely getting traction. It's moving out of what is test and dev, and it's in core of the data center right now. >> And what's driving that, you think, in the marketplace? I mean, how's it responding, I guess to performance that it's seen from other early adopters, basically, and what's that motivation there? >> Yeah, John, you know, as Dan just said, there's a lot of growth in this space. And the market for hyper-converged in general, it's probably among, if not the top IT growth segment that we're seeing out there across the whole IT landscape. Analysts are pegging this as 60% or above year on year growth business, and the multi-billions of dollars. So I think what's motivating that interest, I think there's a huge surge that I think together we're seeing around data center modernization initiatives. There's a lot of need for application traffic growth and how our customers modernize their data center environments to keep up with that demand they're seeing, with the workloads that they're running on premise and those that they may be developing off prem and bringing it on prem or the like, it's really driving a lot of this hyper-convergence growth story that we're seeing out there in the market. >> So let's talk about some of the myths out in the market. Hyper-convergence, not enterprise-ready from a couple of different areas. One, let's talk about the relationship that Nutanix has with Dell. Global reach and scalability. Nutanix, not a hardware company. Nutanix is a software company. But the product is sold in a box. Those boxes have to be supported. How does Nutanix support global companies when you're a software company? >> Yeah, for us it is about software choice. But it's also about very strategic partnerships. And I count the Dell partnership we have as one that's been, in our history and moving forward, our most fruitful. It's about delivering different offerings in different ways for our customers to consume our joint hyper-convergent solutions. Just recently, we announced what we call XC Core, which now another option for Dell customers to take advantage of Nutanix HCI with Dell hardware and be able to consume via software license from Nutanix, buy and continue to buy their hardware platform from Dell, bring that all together in solution. So we have a real freedom of choice here that we drive out locally. It's a great combination with go-to-market reach with Dell, combined with innovation that we bring to the table together. And I think it's working really well, and promising. >> And even our services teams, to your point, have worked very closely together. Depending on which consumption model you choose, on the appliance side, we'll take L1, L2 support, on the Dell side. So as the products scale, we help that services aspect, that scalability, that reach. >> Yeah, so for a practical perspective, I'm a global company, I have retail shops in Germany, based out of the US, drive those out, who do I call in, how do I get support for that? >> The great news with this relationship is it's really the customer's choice and what their preference is. We have many customers where Dell is providing that global support model. We now have a new offering that allows the customer to choose whether they get their software support for HCI from Nutanix and continue their existing service relationships with Dell. The nice thing is we're not forcing customers in any one decision on this front, whatever suits their interests and their needs the best. >> So, next myth. HCI isn't ready for mission critical applications. Dell yesterday brought a customer that went head first and everything their mission critical systems, it's Celtic, a global hotelier, their reservation system, their big Oracle apps. Talk to me about the mission critical story, Nutanix, Dell together. >> One of the key, I don't know, just to exemplify this, we continue to get customer demand for four socket, recently, just released a four socket version of the XE Series. Four socket, that's database, what do you mean database on HCI? So yeah, it is continuing to grow into mission critical, exact status like 45 or 50% of HCI is deployed in the data center, all right. So, mission critical workloads, databases, there's no more mission critical than that. And the majority of them sitting right in the data center. So it's, that myth of non-data center, to the side project or VDI only, that might have been where it was two years ago, no longer. >> Yeah, I love myths because it makes for good marketing. We're seeing this trend. So obviously VDI was one of the first sweet spot workloads for HCI in it's infancy. We're seeing across our customer base now, and we talked about this in our New York Investor Day a few weeks ago, now we're seeing 60% plus of all workloads are tier one applications. Databases, other mission critical applications, that are running on HCI infrastructure, with Dell and Nutanix together. We've seen that really start to quickly shift over into that front. I think what the market should keep an eye out for is more and more not only customers running those tier one applications on HCI but you're going to start to see more and more of these major ISVs start to certify their major applications on HCI infrastructure. >> Poke at SAP Hana, I would love to see SAP Hana on Nutanix, that would be awesome. >> Ben Gibson: No comment at present >> Well you're kind of talking about trends in a way here, in terms of adoption, people wanting to do, I'm always kind of interested in the chicken and the egg. You're developing product, you're listening to customers, you're hearing their demands, and you're also trying to, perhaps develop in a vacuum, and give them new capabilities that they haven't dreamed up yet. So you do you work that in terms of that give and take and in your development responding to what the market wants and also driving the market to what you think it needs? >> I think what's proven to be very successful for Nutanix is, obviously we're very customer centric, we also have a strong opinion. Dheeraj our CEO talks about having a real strong opinion on architecture and vision for how do we innovate, how do we solve some problems that maybe our customers haven't faced yet? So I think it's a good balancing act. So we come to the table, we listen very carefully to our customers, we understand what their key challenges are but we come with an opinion as well. And so, conventional wisdom would say go down a certain direction architecturally well what if you collapse those three tier data center architectures, what if you move towards this hyper converged offering, how to you manage and automate and bring together more glue, if you will, across multi-cloud environments? That combines having a vision and a strong conviction of opinion about where it's headed combined with making sure there's always a check and balance what are our customers thinking, where are they seeing their challenges? >> No, absolutely. As customers step in to HCI we're seeing more and more people testing in different areas people looking to solve different problems with it. Typically, all around the agility, the scalability, the ease of use, but it is, like you said, there's a combination between opinionated and listening. Some of our best innovations have come directly from the customers. These are people who are using it in the field and are tripping over the new cases. So it's a balance. >> So Michael Dell on stage just talked about the ability of Dell to be able to run workloads wherever customers wanted run their workloads. So far we've talked about HCI, which is interesting, however we're going into a model where we need to run workloads in a data center, we need to run workloads outside a data center, and we need to manage that infrastructure. What's the Nutanix Dell story around managing workloads across hybrid clouds? >> I would say this is a big trend we're seeing in the market there's different terminology for it multi-cloud, hybrid cloud, right workload on right cloud platform at right time. When you start throwing those vectors in place it creates a lot of potential confusion and complexity, right? How do you determine what's the best cloud platform in terms of cost, in terms of the laws of phycics, in terms of latency, with SLAs with these workloads? In terms of laws of the land from governance and overall legal perspective. So you start to bring in, as the market moves towards multi-cloud, there's this vacuum that needs to be filled that we can fill here together. It's like how do you determine, what's the context, what's the right cost model for a particular workload that makes perfect sense to run on a public cloud platform, like an AWS or an Azure or a Google cloud? What other highly predictable workloads absolutely need to be run in a modernized data center environment powered by Nutanix plus Dell HCI? To me there's a lot of vacuum that can be filled by innovation with management, automation, context around making those decisions. And the last thing I will say, it's not just about technology innovation, it's an opportunity for our customers, I believe, to really evolve their careers to the next step. If you're an infrastructure manager and all of a sudden there's different platforms where the infrastructure resides, what better opportunity than to become that strategic consultant within your own enterprise to help make those decision with context and with good smarts behind it? >> I think you hit some good points. When you look at it, there's going to be multiple clouds and it's about enabling the choice and integrating with whatever the right cloud is for your needs. We've got virtue stream capabilities for tier one type cloud stuff all the way to Azure on the XE series we just integrated with OMS on the Azure side so we'll actually upload all of the stats and metrics into their log analytics solutions. It's enabling choice, enabling which cloud, there's going to be multiple clouds and different clouds are going to be optimized for different things so I think you'll see us embrace hybrid, embrace it across multiple clouds on the back end. I don't know if there's one size fits all. >> So opinionation, I think, is a great segue into what's important I think as IT managers are looking at solutions, there's no one vendor today that can that an end to end solution and say, you know, we're your one stop shop for hybrid cloud. So this is where opinion matters. What is Nutanix's opinion when it comes to how to deliver hybrid cloud? So this is what you will be judged on, can't be judged on the technology because the technology isn't there yet, but where's the vision? >> I think it starts and ends with make complexity, make the complexity with multiple cloud environments, with complicated legacy data center environments, make that all invisible. How do you radically reduce that complexity and we talk all about one click, one OS, any cloud. It's not just a nice marketing tag line I think it really stands for a principle and a vision around how do you make a lot of that complexity go away? So you can redirect a lot of these IT man hours over towards inventing more. We just launched a new campaign you're talking about freedom to invent, freedom to build the data center that you want to build. So it's about coming with that opinion that everything that was so complicated and the next big horizon is multi-cloud environments, how do you make that essentially disappear, go away, so you can reapply your IT resource to new things that can really impact the business. The last thing I'll say too, spiraling cloud cost, and so if you have a teenager at home and maybe you're brave enough to give that teenager the credit card and they're online gaming or doing something, so it's kind of that shock bill you get at the end of the month, depending on what workload you're running on what cloud platform you could have this teenager with the runaway credit card syndrome. So how do you simplify, or bring that context and visibility to the forefront to help make some of those smarter decisions? So that's some of the things that we like to think about in terms of removing barriers and empowering the customers to take back control of what could potentially become a rapidly disaggregated, chaotic environment. >> You just threw every parent off their mark right there. Oh my God the credit card! >> I've lived it. >> Are we going to hear some of this next week? I mean we've got your big show, you guys almost flip rolls, right? Dan you're hosting this week and for you Ben it's next week down in New Orleans. Give us a little sneak peak. >> We're really excited about next week. So Dan has been kind enough to host us here this week in Las Vegas, so it's a rough life next week >> New Orleans >> We go to New Orleans. We have our user conference we call .NEXT and Keith you're going to be joining us >> Keith: I will be there. >> theCube will be there >> Looking forward to theCube being there. So this is about bringing together it's a lot of early adopters, but increasingly it's about more and more customers that I would call more the early majority as you see hyper-converge start to surge, multi-cloud start to surge in terms of how do you fill that vacuum that's out there? That's what this conference is going to be all about. We'll have new announcements, we'll have innovations that we'll be demoing, and most importantly we're really about openness and this is about strategic partnerships. To the earlier point, show me a one stop shop that solve all this complexity and I'll show you unfulfilled promise. And so I think the work we're doing with Dell will be at the forefront talking about, hey, how are we working together to solve some pretty snarly issues here that we have to solve for our customers. >> Well, you're going to go home both of you and say it's been tough, two weeks on the road. You get no sympathy though, Las Vegas and New Orleans back to back. >> Not bad. >> It's a good way to go Dan and Ben thanks for being with us. We appreciate the time. Look forward to seeing you next week >> Thank you very much >> down in New Orleans theCube continues here, we are live in Las Vegas at Dell Technologies World 2018.

Jeff Rick here with the kubera in Mountain View California had a really cool startup phantom they're coming at this autonomous vehicle thing from a very different direction they're not a car company it's a pure software play but it really has a huge impact on the autonomous vehicle industry autonomous vehicles are met for no driver you guys have a driver but you're really assisted driving from a remote location a third party who can provide a safety solution for a number of AV operators right let's say if it's a you know one of the big OMS of ride-sharing companies they can connect to vehicle remotely and when they move the steering wheel or press the gas or brake it would actually happen in real time right we think we have the ultimate fallback mechanism at this point which is actually still a human right the machine is very very good but for these edge case scenarios you still need to bring a human back into the loop road construction areas severe weather conditions all this stuff happen all the time ok an autonomous vehicles may struggle with the situation so phantom Otto provides a solution whatever the situation is get you around an obstruction pull you over to the side of the road so you're not blocking traffic and in a much safer situation and a human's cognitive ability to process information on the fly we think that's the hidden key to making autonomous vehicles a reality it's in life-saving technologies you use a lot of off-the-shelf really simple hardware to execute this there's logitech little steering wheels over there at the big curve sam sunscreens basic cameras on the car so i get in it right we just work regardless of the kind of vehicle that a company might utilize we have to be able to control that vehicle smoothly and safely how do you guys deal with the ladies issue obviously that's our secret sauce but we've been able to get that very very low we connect multiple network at the same time a PMT horizon you know and t-mobile and a few networks right once they're bonded to get a much stronger connection these are life-saving vehicles everyone wants these deployed as rapidly as possible but we also want that deployment itself to be as safe as possible triple A's did a survey recently issued 75% of consumers are afraid of trusting the Machine and that's on this vehicle if you take a step back and look at the forest and not the trees you have 1.2 million people dying every year worldwide due to traffic accident fatalities 40,000 in the u.s. in 2016 and 94% is due to human error if we had that happen even just for two weeks in aviation in the u.s. aviation wouldn't exist right it doesn't know it so if you eliminate the human for the most part from that equation you can save a lot of lives we do view there's going to be you know a big consumer adoption kind of hurdle to overcome and a piece of that is having the passengers in the car comfortable and feeling that someone it has their back right I saw somewhat of an awakening in the government like we're really scared of this being deployed but in reality we should be scared of this not being deployed right we are working with a variety of cybersecurity firms for making sure that our solution is extremely secure from the hardware that we can offer in the car to the software to the actual control center the operation center where the drivers driving you making sure that we have ended in security the a I would say it's about 97 98 percent of the way then a reality of having autonomous vehicles interacting with other autonomous vehicles might create new edge case scenarios that don't exist yet I think the regulators are coming to the realization at this point that if we want to get these vehicles deployed right now we need to have some sort of bridge to that technological gap to get us from 98 percent to a hundred percent right now it's a relatively small number of cars a small number of players but we see a huge opportunity and huge growth in the sector of the next five years it's okay I'll go take a drive yeah sure okay we're gonna check out we're gonna take a drive we'll see you in the car [Music] we are driving a Lincoln MKZ 2017 and the reason this vehicle is so good for autonomous vehicle development is because a lot of the driving steering gas and brakes is enabled through some a system called drive-by-wire okay that means it's an electronic signal that goes through the canvas and initiates these features locomotions in the vehicle electronically we can create an artificial electronic signal and inject it where it processes that information and artificially move the steering wheel or the brakes or the gas light that way [Music] [Music] getting ready check ready three two one there we go besides operating is our safety driver we haven't started going yet so you you are on call we look both ways now this is kind of interesting as I can see what then can't see who you can see what I can see so it's kind of an infinite loop you can see almost 360 degrees around the park dan can hear everything that we can hear in the vehicle if someone is haunting that and making a right-hand turn and you think not a very good right seat driver if I complain about people getting too close to the curb but good job then stand nice and wide for every latitude longitude coordinate we would get data points such as bandwidth and latency and if there's ever some sort of dead zone he or she would know that in advance and know that they could not engage to be able you give a geofence that off and to write if there's a dead zone correct make the car go around it even if it's something looked at this is good crap how consistent is the coverage the mobile cover do you find say t-mobile is not good in a certain area but AT&T is good okay then we would use AT&T service it's the latency of shifting we're always going to make sure that you can steer that you can have breaks and other stuff that isn't as high of a priority Falls lower down the list we're now going to go into gas station gas stations obviously don't have lane markings you're doing with pedestrians different vehicles coming in and out but for us obviously since we're being driven by a human we'll be able to go through just as though it was a human in the driver seat it's really just about a human being able to read the motions of the car right take a few inches forward then you pause it's understanding that or they give a scenario so that you understand when you can move forward or one you might need to peel back but at the end of the day you hope that at some point the autonomous vehicles will be able to handle an increase moon remember of easy choices well gathering data critical data right edge case scenario data so that we can feed that back to our customers so that they can have the data that they need to further train these vehicles [Music] that was fun great job out there thank you what does it feel like a driving this thing driving remotely is actually very different from driving a car normally and I know might sound obvious but there's a lot of things we take for granted driving the car for example you don't actually understand the momentum shifts that are happening in the vehicle so you don't know how hard you're braking or you might have a dip different depth perception because the optics on the cameras all these things kind of add up into completely different driving experience as I'm developing the system I'm testing it and seeing exactly the information that I need in order to create that safe and smooth driving experience and so I'm looking at what's difficult for me as a remote operator or what information am i lacking and then I go back and develop those things so at the federal level there's a bill in the house and the bill in the Senate neither of which have been passed but we expect that one will go the distance this year so you might actually have the rare scenario where the regulation outpaces the technology which is a good problem to have right it's not a problem at all I mean a human who's going to intervene on your behalf will be really important right on the business standpoint we have several deals are already closed some pilots planned over the next few months so you'll be seeing a lot more I think of us very soon out in the market thanks for sharing the right and taking care of us appreciate it thank you we're at phantom Auto in Mountain View California thanks for watching we'll catch you next time [Music]

>> Announcer: Live from Nice, France, It's theCUBE, covering .Next Conference 2017 Europe brought to you by Nutanix. Hi, I'm Stu Miniman and you're watching SiliconANGLE Media's production of The Cube here inside the Acropolis Conference Center in Nice, France. Beautiful location, happy to welcome back to the program off the keynote stage this morning, Sudheesh Nair, President with Nutanix, and a first-time guest, someone I've gotten to know through the industry, Dan McConnell, Vice-President of the CPSD group inside DELL EMC. Gentlemen, thanks so much for joining us. Thanks for having us. >> Dan: Thanks for having us. Sudheesh needs no introduction, but Dan, why don't you tell us a little bit about your background, your role inside of DELL EMC. Sure, I guess, I've been at DELL for about, I don't know, 18 years, in various forms, engineering, CTO, product management. Nowadays I've got a collection of the CPSD businesses. Chad will refer to it as the horizontal businesses but basically all the things that are multi-hypervisor in nature. XC series, clearly one of those products, one of the long relationships we've had with Nutanix, very successful. Matter of fact, coming off Q2 was our strongest quarter ever. We're still closing Q3 so I can't talk about that, but safe to say these last six months will be six months of the strongest we've had with Nutanix and the XC series. I've got a collection of products from Block to FlexTech C Series. Yeah, so you come from what was the DELL side of DELL EMC, in through, of course, the DELL VMware relationship, been a strong one, driven a lot of joint revenue for the companies, yeah. Yep, absolutely, it's been great. Been good getting to know Sudheesh over the years. It's been multiple years at this point. >> Sudheesh: Almost four years now. But it's been a great relationship. Sudheesh, please. Yeah, first of all, thank you for having us. It's always nice to see you. And I still am amazed by all this equipment and how professional you are when it comes to doing these sort of things. It's very nice to be here with Dan. He's one of the nicest guys in the company and I'm not just saying because he's sitting here. A very good human being, it's always been a pleasure. It's almost four years we've been working together. Sudheesh, our audience loves when, they're looking forward to this session because, come on, DELL EMC, Nutanix, wait, they're friends, no they're competitors. No, yeah, they're, you know, it's a mix together. They say it's like the macaroons. It's, a couple of pieces go together, some of the flavors you like, some maybe you don't as much. Probably a bad analogy. Bring us up to speed as to kind of the Dell relationship. You know, how important is it to Nutanix? I know it's something that I talk to customers that are running Dell EMC and say, "Does it concern you at all?" And it is something that at least is on the radar for most customers. I'll try to give a shorter answer. It's a long answer question. The first thing is, this is a relationship that is built to last. I know that it is not an easy relationship, but let me also be honest about, look inside the industry and tell me a single relationship that is absolutely black and white. I mean, it's not that long ago when in one of the VMworlds, I don't remember who exactly, but someone from VMware actually said, "We're not going to lose to a bookseller," right? And then in the last-- >> Stu: Yeah, he's a VC now, so doing quite well for himself. Yeah, he's a great guy, it was his call, yeah. Again, it's a point in time of opinion, and I would do the same thing because we all compete with our heart and mind. It's not about that point. The fact that the company evolved, and in the last VMworld I think the CEOs of both AWS and VMware were hugging it out. Does that mean they've built a relationship that will not have conflicts? Absolutely not. I fundamentally don't think that the relationships in IT industry specifically will no longer be black and white, and it will always be shades of gray. The question is, should we be focused on customers who wants us to stop bickering and deliver what's right for them, and continue to focus on the overlaps of interest as opposed to focus on the conflicts that will arise. Absolutely well said. It's clear, and Dell's always been focused on a strategy of customer choice and flexibility. One of our key strengths at DELL EMC now is the portfolio, the fact that we've got multiple offers, the fact that it's a focus on the customer, what the customer wants, giving them flexibility as opposed to always trying to pigeonhole a specific product. It's interesting because I've been watching since the first days of the relationship. Dell's goal is to be leader in infrastructure. Nutanix's goal, be an iconic software company. Well, you're not going to be a server manufacturer, there's room there. So, Dan, why is Nutanix best on Dell? That's a great question. So one, the long relationship, right? So, we actually have teams of people who focus on integrating the platform and the software. There's a software stack in there, we call Power Tools internally that, long story short, manages all of the firmware stacks as well as, essentially lifecycle management of the hardware up underneath Nutanix. So, one piece is the hardware integration. The second piece, which we talked about a year ago at .Next, that we would be focused on integrating the broader Dell EMC portfolio, namely data protection. So, you'll see in upcoming weeks, we've already announced it formally, it gets turned on here in a few weeks, tight integration of Data Domain and Avamar with the XC series. Not just to reference architecture, but actual integration into the management. So, full lifecycle integration of data protection leveraging Data Domain, Avamar, tightly integrated into XC series, keeping that focus of ease of use, lifecycle management not only around the infrastructure, but also from data protection. So, hardware integration as well as tight integration of other pieces of the ecosystem. One other piece there, not to take too long, but not only data protection but we're also leveraging our relationship with Microsoft, and you'll see us integrate XC series into Azure with things like OMS, with our Log Analytics solution, so building out that ecosystem around the infrastructure. Yeah, Sudheesh, the Microsoft relationship's an interesting one, of course. You know, Dell, very long, strong relationship. I remember Satya Nadella up onstage with Michael Dell at Dell World years ago. It seems like a good opportunity for even deeper partnership. I think it's not just Microsoft. I think Dell EMC is the single largest vendor in this space and ecosystem, for example Pivotal. The innovative things that Pivotal is doing, Nutanix has an opportunity to partner with that because of the ecosystem. The global support, the global reach that Dell has, we have access to that. Customers get choice. Pretty much every customer who's buying anything in this industry probably have a contract with Dell. We have access to that. So, it requires a level of maturity for the business to sort of turn off the noise and listen to the music. We have been able to do that, and I know that people would love to see a fight, and yes, sometimes we have friction, and I think that is healthy. But by and large both companies have figured out the most important thing is to focus on customers, do right by them. So, Sudheesh, I think it would be fair to say that both companies have a sales culture that many outside call a bit aggressive. And especially where it's been interesting and sometimes challenging to watch is when it hits the channel. So, I know a number of channel providers, love Dell, love Nutanix, and have felt pressure sometimes from the Dell side to move to some of the other products, many have stuck. How do you balance that to kind of keep the channel happy, keep them working on that? You're absolutely right. I think both companies have a sales-driven culture, no question about it. And Nutanix, even though we are a younger company, much smaller in size, I don't think our aspirations and the fighting spirit is any less. In fact, in some cases it might even be out there. However, what we have done is we always focused on partners as part of the customer in the same ecosystem. That is, do right by the customer, do right by the partner. And I think that applies to both companies. What we have done early on is actually put together some guard rails between companies, how do we approach when those sort of conflicts arises, number one. Number two, we put together processes in the field when it comes to dual registration which is somewhat convoluted on the back end, but extremely delightful on the front end. Now, that doesn't mean there won't be friction. What we've done is we made sure that number one, the frictions are exceptions, not an example always, and second, when it comes up, we talk. So, he's on my WhatsApp. When something really blows up he will say, "Sudheesh, what's going on?" It's less and less now because our people have actually done a pretty good job of managing it. But ultimately, the one thing that'll continue to sustain and grow this relationship would be trust and communication. In the last four years, we know the people. We have built the communication, we speak the language, and because of that we are able to overcome all those problems. Yeah, the key is when those arise, getting the right people involved and ultimately doing right by the customer. There's always going to be conflict, this, that in the field. It's getting the right people involved early managing it and making sure we're putting customers first, not getting them in the middle of it. >> Sudheesh: Absolutely. Alright, so Dan, one of the things we heard from Nutanix today and I've been hearing all week, Intel Skylake. You've got 14 Gs available. Since it's not announced yet as the date, what kind of guidance can you give, and how's that rollout going to look for customers? Especially, I love your viewpoint as you know the server world forever, and you've got a broad portfolio. How does customer adoption across the various buying modes happen? I'll dance around this a bit and say stay tuned, very soon you'll hear some announcement around the 14th Generation PowerEdge. >> Stu: If you're watching the replay, call your rep now, it might be ready. Exactly right, so yes, stay tuned, very, very soon. We've already talked about it back at Dell EMC World. You can expect us to fully embrace the 14th Generation PowerEdge. We've already having some conversations with folks in the field. Obviously, we've got the PowerEdge line out there already. It's actually, the adoption of 14 G has been very, very strong, so we expect that to pick up here on the XC series very shortly. So, like I said, stay tuned. I have to dance around a little bit, but it'll be very, very soon. But one point, it's not available any later on the XC than it is on the other hyperconverged offerings that you have, correct? Correct. Yeah, so that's, I think, kind of the main thing. But that also tells you that we don't just take the same server and ship it out. We actually go through a different process to make sure that this can actually run mission critical applications. That's part of the problem as well, we have to do this right. Take a lot of time hardening that, what we would call standard server, so that's what's in process now, and almost done. I'd like to give you both a last word. Talk about customers, talk about anything we should be looking at down the road from the partnership. Dan, we'll start with you. Sure, you'll see continued, what I'll say tight integration, focus on the ecosystem. I think big steps with data protection integration, focus on Microsoft. You'll see more integration in that vein filling out that overall ecosystem. Partnership continues to be strong. I think it's a very good combination of software, hardware, and ecosystem. So, on the Dell EMC side you'll see us bring that ecosystem focus, and continue working with these guys. Obvious integrations on the hardware side with some exciting technologies like NVNE and RDMA. So, we'll continue to leverage the hardware technology to promote HCI and to drive HCI, make it stronger, and continue to focus on the overall ecosystem. So, we're excited for the relationship, and I'll hand it over to Sudheesh. Yeah, I think, see Nutanix, we always were a software company. But taking a product like this without the help of an appliance form factor would not be feasible, because any problem happened, it would be our problems. But now that we have the last five years behind us, we know how to make it work. What sort of products do we need to build to support the installation process, the upgrade process, lifecycle management, all of those things are done. Now starting next year, you'll see Nutanix making a conscious decision to become a truly software company, without the reliance of being, pushing through hardware. Our sales organization will be retooled and restructured to become, and incentivized to focus more and more on software, and less and less on appliances, which will bring companies like Dell EMC and Nutanix closer, because they have the footprint. Some of the conflicts used to arise basically because we had our own appliances as well. And once the sales organization is differently incentivized, you will see the trust building faster between the resellers and the companies. So, I am very optimistic because of not just the technology vision. Nutanix with hyperconverged, and the Calm and Xi, and everything else that we laid out. We know that for us, hyperconverged is just the foundation, and the support for everything that we're building. That fully aligns with Dell EMC's aspirations on how Nutanix should proceed. So, we're pretty excited, but always cautious about what could go wrong, focused on those things. As long as we talk and communicate, and we focus on customers and partners, I am pretty confident on the future. Sudheesh Nair, Dan McConnell, thank you so much for catching up. Welcome to The Cube alumni. Much appreciated. He's a pro already. We'll be back with lots more coverage here from Nutanix .Next in Nice, France. I'm Stu Miniman, you're watching The Cube. (electronic music)

hey welcome back everybody Jeff Rick here with the cube we're at the mill pedis at an interesting event is called the auto tech council innovation in motion mapping and navigation event so a lot of talk about autonomous vehicles so it's a lot of elements to autonomous vehicles this is just one small piece of it it's about mapping and navigation and we're excited to have with us our first guest again and give us a background of this whole situation just Derick Curtin and he's the founder and chairman of the auto tech council so first up there welcome thank you very much good to be here absolutely so for the folks that aren't familiar what is the auto tech council autofit council is a sort of a club based in Silicon Valley where we have gathered together some of the industry's largest OMS om is mean car makers you know of like Rio de Gono from France and a variety of other ones they have offices here in Silicon Valley right and their job is to find innovation you find that Silicon Valley spark and take it back and get it into cars eventually and so what we are able to do is gather them up put them in a club and route a whole bunch of Silicon Valley startups and startups from other places to in front of them in a sort of parade and say these are some of the interesting technologies of the month so did they reach out for you did you see an opportunity because obviously they've all got the the Innovation Centers here we were at the Ford launch of their innovation center you see that the tagline is all around is there too now Palo Alto and up and down the peninsula so you know they're all here so was this something that they really needed an assist with that something opportunity saw or was it did it come from more the technology side to say we needed I have a new one to go talk to Raja Ford's well it's certainly true that they came on their own so they spotted Silicon Valley said this is now relevant to us where historically we were able to do our own R&D build our stuff in Detroit or in Japan or whatever the cases all of a sudden these Silicon Valley technologies are increasingly relevant to us and in fact disruptive to us we better get our finger on that pulse and they came here of their own at the time we were already running something called the telecom Council Silicon Valley where we're doing a similar thing for phone companies here so we had a structure in place that we needed to translate that into beyond modem industry and meet all those guys and say listen we can help you we're going to be a great tool in your toolkit to work the valley ok and then specifically what types of activities do you do with them to execute division you know it's interesting when we launched this about five years ago we're thinking well we have telecommunication back when we don't have the automotive skills but we have the organizational skills what turned out to be the cases they're not coming here the car bakers and the tier 1 vendors that sell to them they're not coming here to study break pad material science and things like that they're coming to Silicon Valley to find the same stuff the phone company two years ago it's lookin at least of you know how does Facebook work in a car out of all these sensors that we have in phones relate to automotive industry accelerometers are now much cheaper because of reaching economies of scale and phones so how do we use those more effectively hey GPS is you know reach scale economies how do we put more GPS in cars how do we provide mapping solutions all these things you'll set you'll see and sound very familiar right from that smartphone industry in fact the thing that disrupts them the thing that they're here for that brought them here and out of out of defensive need to be here is the fact that the smartphone itself was that disruptive factor inside the car right right so you have events like today so gives little story what's it today a today's event is called the mapping and navigation event what are people who are not here what's what's happening well so every now and then we pick a theme that's really relevant or interesting so today is mapping and navigation actually specifically today is high definition mapping and sensors and so there's been a battle in the automotive industry for the autonomous driving space hey what will control an autonomous car will it be using a map that's stored in memory onboard the car it knows what the world looked like when they mapped it six months ago say and it follows along a pre-programmed route inside of that world a 3d model world or is it a car more likely with the Tesla's current they're doing where it has a range of sensors on it and the sensors don't know anything about the world around the corner they only know what they're sensing right around them and they drive within that environment so there's two competing ways of modeling a 3d world around autonomous car and I think you know there was a battle looking backwards which one is going to win and I think the industry has come to terms with the fact the answer is both more everyday and so today we're talking about both and how to infuse those two and make better self-driving vehicles so for the outsider looking in right I'm sure they get wait the mapping wars are over you know Google Maps what else is there right but then I see we've got TomTom and meet a bunch of names that we've seen you know kind of pre pre Google Maps and you know shame on me I said the same thing when Google came out with a cert I'm like certain doors are over who's good with so so do well so Eddie's interesting there's a lot of different angles to this beyond just the Google map that you get on your phone well anything MapQuest what do you hear you moved on from MapQuest you print it out you're good together right well that's my little friends okay yeah some people written about some we're burning through paper listen the the upshot is that you've MapQuest is an interesting starting board probably first it's these maps folding maps we have in our car there's a best thing we have then we move to MapQuest era and $5,000 Sat Navs in some cars and then you might jump forward to where Google had kind of dominate they offered it for free kicked you know that was the disruptive factor one of the things where people use their smartphones in the car instead of paying $5,000 like car sat-nav and that was a long-running error that we have in very recent memory but the fact of the matter is when you talk about self-driving cars or autonomous vehicles now you need a much higher level of detail than TURN RIGHT in 400 feet right that's that's great for a human who's driving the car but for a computer driving the car you need to know turn right in 400.000 five feet and adjust one quarter inch to the left please so the level of detail requires much higher and so companies like TomTom like a variety of them that are making more high-level Maps Nokia's form a company called here is doing a good job and now a class of car makers lots of startups and there's crowdsource mapping out there as well and the idea is how do we get incredibly granular high detail maps that we can push into a car so that it has that reference of a 3d world that is extremely accurate and then the next problem is oh how do we keep those things up to date because when we Matt when when a car from this a Nokia here here's the company house drives down the street does a very high-level resolution map with all the equipment you see on some of these cars except for there was a construction zone when they mapped it and the construction zone is now gone right update these things so these are very important questions if you want to have to get the answers correct and in the car stored well for that credit self drive and once again we get back to something to mention just two minutes ago the answer is sensor fusion it's a map as a mix of high-level maps you've got in the car and what the sensors are telling you in real time so the sensors are now being used for what's going on right now and the maps are give me a high level of detail from six months ago and when this road was driven it's interesting back of the day right when we had to have the CD for your own board mapping Houston we had to keep that thing updated and you could actually get to the edge of the sea didn't work we were in the islands are they covering here too which feeds into this is kind of of the optical sensors because there's kind of the light our school of thought and then there's the the biopic cameras tripod and again the answers probably both yeah well good that's a you know that's there's all these beat little battles shaping up in the industry and that's one of them for sure which is lidar versus everything else lidar is the gold standard for building I keep saying a 3d model and that's basically you know a computer sees the world differently than your eye your eye look out a window we build a 3d model of what we're looking at how does computer do it so there's a variety of ways you can do it one is using lidar sensors which spin around biggest company in this space is called Bella died and been doing it for years for defense and aviation it's been around pointing laser lasers and waiting for the signal to come back so you basically use a reflected signal back and the time difference it takes to be billows back it builds a 3d model of the objects around that particular sensor that is the gold standard for precision the problem is it's also bloody expensive so the karmak is said that's really nice but I can't put for $8,000 sensors on each corner of a car and get it to market at some price that a consumers willing to pay so until every car has one and then you get the mobile phone aside yeah but economies of scale at eight thousand dollars we're looking at going that's a little stuff so there's a lot of startups now saying this we've got a new version of lighter that's solid-state it's not a spinning thing point it's actually a silicon chip with our MEMS and stuff on it they're doing this without the moving parts and we can drop the price down to two hundred dollars maybe a hundred dollars in the future and scale that starts being interesting that's four hundred dollars if you put it off all four corners of the car but there's also also other people saying listen cameras are cheap and readily available so you look at a company like Nvidia that has very fast GPUs saying listen our GPUs are able to suck in data from up to 12 cameras at a time and with those different stereoscopic views with different angle views we can build a 3d model from cheap cameras so there's competing ideas on how you build a model of the world and then those come to like Bosh saying well we're strong in car and written radar and we can actually refine our radar more and more and get 3d models from radar it's not the good resolution that lidar has which is a laser sense right so there's all these different sensors and I think there the answer is not all of them because cost comes into play below so a car maker has to choose well we're going to use cameras and radar we're gonna use lidar and high heaven so they're going to pick from all these different things that are used to build a high-definition 3d model of the world around the car cost effective and successful and robust can handle a few of the sensors being covered by snow hopefully and still provide a good idea of the world around them and safety and so they're going to fuse these together and then let their their autonomous driving intelligence right on top of that 3d model and drive the car right so it's interesting you brought Nvidia in what's really fun I think about the autonomous vehicle until driving cars and the advances is it really plays off the kind of Moore's laws impact on the three tillers of its compute right massive compute power to take the data from these sensors massive amounts of data whether it's in the pre-programmed map whether you're pulling it off the sensors you're pulling off a GPS lord knows where by for Wi-Fi waypoints I'm sure they're pulling all kinds of stuff and then of course you know storage you got to put that stuff the networking you gotta worry about latency is it on the edge is it not on the edge so this is really an interesting combination of technologies all bring to bear on how successful your car navigates that exit ramp you're spot-on and that's you're absolutely right and that's one of the reasons I'm really bullish on self-driving cars a lot more than in the general industry analyst is and you mentioned Moore's law and in videos taking advantage of that with a GPUs so let's wrap other than you should be into kind of big answer Big Data and more and more data yes that's a huge factor in cars not only are cars going to take advantage of more and more data high definition maps are way more data than the MapQuest Maps we printed out so that's a massive amount of data the car needs to use but then in the flipside the cars producing massive amounts of data I just talked about a whole range of sensors I talked lidar radar cameras etc that's producing data and then there's all the telemetric data how's the car running how's the engine performing all those things car makers want that data so there's massive amounts of data needing to flow both ways now you can do that at night over Wi-Fi cheaply you can do it over an LTE and we're looking at 5g regular standards being able to enable more transfer of data between the cars and the cloud so that's pretty important cloud data and then cloud analytics on top of that ok now that we've got all this data from the car what do we do with it we know for example that Tesla uses that data sucked out of cars to do their fleet driving their fleet learning so instead of teaching the cars how to drive I'm a programmer saying if you see this that they're they're taking the information out of the cars and saying what are the situation these cars are seen how did our autonomous circuitry suggest the car responds and how did the user override or control the car in that point and then they can compare human driving with their algorithms and tweak their algorithms based on all that fleet to driving so it's a master advantage in sucking data out of cars massive advantage of pushing data to cars and you know we're here at Kingston SanDisk right now today so storage is interesting as well storage in the car increasingly important through these big amount of data right and fast storage as well High Definition maps are beefy beefy maps so what do you do do you have that in the cloud and constantly stream it down to the car what if you drive through a tunnel or you go out of cellular signal so it makes sense to have that map data at least for the region you're in stored locally on the car in easily retrievable flash memory that's dropping in price as well alright so loop in the last thing about that was a loaded question by the way and I love it and this is the thing I love this is why I'm bullish and more crazier than anybody else about the self-driving car space you mentioned Moore's law I find Moore's law exciting used to not be relevant to the automotive industry they used to build except we talked about I talked briefly about brake pad technology material science like what kind of asbestos do we use and how do we I would dissipate the heat more quickly that's science physics important Rd does not take advantage of Moore's law so cars been moving along with laws of thermodynamics getting more miles per gallon great stuff out of Detroit out of Tokyo out of Europe out of Munich but Moore's law not entirely relevant all of a sudden since very recently Moore's law starting to apply to cars so they've always had ECU computers but they're getting more compute put in the car Tesla has the Nvidia processors built into the car many cars having stronger central compute systems put in okay so all of a sudden now Moore's law is making cars more able to do things that they we need them to do we're talking about autonomous vehicles couldn't happen without a huge central processing inside of cars so Moore's law applying now what it did before so cars will move quicker than we thought next important point is that there's other there's other expansion laws in technology if people look up these are the cool things kryder's law so kryder's law is a law about storage in the rapidly expanding performance of storage so for $8.00 and how many megabytes or gigabytes of storage you get well guess what turns out that's also exponential and your question talked about isn't dat important sure it is that's why we could put so much into the cloud and so much locally into the car huge kryder's law next one is Metcalfe's law Metcalfe's law has a lot of networking in it states basically in this roughest form the value of network is valued to the square of the number of nodes in the network so if I connect my car great that's that's awesome but who does it talk to nobody you connect your car now we can have two cars you can talk together and provide some amount of element of car to car communications and some some safety elements tell me the network is now connected I have a smart city all of a sudden the value keeps shooting up and up and up so all of these things are exponential factors and there all of a sudden at play in the automotive industry so anybody who looks back in the past and says well you know the pace of innovation here has been pretty steep it's been like this I expect in the future we'll carry on and in ten years we'll have self-driving cars you can't look back at the slope of the curve right and think that's a slope going forward especially with these exponential laws at play so the slope ahead is distinctly steeper in this deeper and you left out my favorite law which is a Mars law which is you know we underestimate in the short term or overestimate in the short term and underestimate in the long term that's all about it's all about the slope so there we could go on for probably like an hour and I know I could but you got a kill you got to go into your event so thanks for taking min out of your busy day really enjoyed the conversation and look forward to our next one my pleasure thanks all right Jeff Rick here with the Q we're at the Western Digital headquarters in Milpitas at the Auto Tech Council innovation in motion mapping and navigation event thanks for watching