>>Hi, everyone. My name is my uncle. My uncle Poor I worked with Geo reminds you in India. We call ourselves Geo Platforms. Now on. We've been recently in the news. You've raised a lot off funding from one of the largest, most of the largest tech companies in the world. And I'm here to talk about Geos Cloud Journey, Onda Mantis Partnership. I've titled it the story often, Underdog becoming the largest telecom company in India within four years, which is really special. And we're, of course, held by the cloud. So quick disclaimer. Right. The content shared here is only for informational purposes. Um, it's only for this event. And if you want to share it outside, especially on social media platforms, we need permission from Geo Platforms limited. Okay, quick intro about myself. I am a VP of engineering a geo. I lead the Cloud Services and Platforms team with NGO Andi. I mean the geo since the beginning, since it started, and I've seen our cloud footprint grow from a handful of their models to now eight large application data centers across three regions in India. And we'll talk about how we went here. All right, Let's give you an introduction on Geo, right? Giorgio is on how we became the largest telecom campaign, India within four years from 0 to 400 million subscribers. And I think there are There are a lot of events that defined Geo and that will give you an understanding off. How do you things and what you did to overcome massive problems in India. So the slide that I want to talkto is this one and, uh, I The headline I've given is, It's the Geo is the fastest growing tech company in the world, which is not a new understatement. It's eggs, actually, quite literally true, because very few companies in the world have grown from zero to 400 million subscribers within four years paying subscribers. And I consider Geo Geos growth in three phases, which I have shown on top. The first phase we'll talk about is how geo grew in the smartphone market in India, right? And what we did to, um to really disrupt the telecom space in India in that market. Then we'll talk about the feature phone phase in India and how Geo grew there in the future for market in India. and then we'll talk about what we're doing now, which we call the Geo Platforms phase. Right. So Geo is a default four g lt. Network. Right. So there's no to geo three g networks that Joe has, Um it's a state of the art four g lt voiceover lt Network and because it was designed fresh right without any two D and three G um, legacy technologies, there were also a lot of challenges Lawn geo when we were starting up. One of the main challenges waas that all the smart phones being sold in India NGOs launching right in 2000 and 16. They did not have the voice or lt chip set embedded in the smartphone because the chips it's far costlier to embed in smartphones and India is a very price and central market. So none of the manufacturers were embedding the four g will teach upset in the smartphones. But geos are on Lee a volte in network, right for the all the network. So we faced a massive problem where we said, Look there no smartphones that can support geo. So how will we grow Geo? So in order to solve that problem, we launched our own brand of smartphones called the Life um, smartphones. And those phones were really high value devices. So there were $50 and for $50 you get you You At that time, you got a four g B storage space. A nice big display for inch display. Dual cameras, Andi. Most importantly, they had volte chip sets embedded in them. Right? And that got us our initial customers the initial for the launch customers when we launched. But more importantly, what that enabled other oh, EMS. What that forced the audience to do is that they also had to launch similar smartphones competing smartphones with voltage upset embedded in the same price range. Right. So within a few months, 3 to 4 months, um, all the other way EMS, all the other smartphone manufacturers, the Samsung's the Micromax is Micromax in India, they all had volte smartphones out in the market, right? And I think that was one key step We took off, launching our own brand of smartphone life that helped us to overcome this problem that no smartphone had. We'll teach upsets in India and then in order. So when when we were launching there were about 13 telecom companies in India. It was a very crowded space on demand. In order to gain a foothold in that market, we really made a few decisions. Ah, phew. Key product announcement that really disrupted this entire industry. Right? So, um, Geo is a default for GLT network itself. All I p network Internet protocol in everything. All data. It's an all data network and everything from voice to data to Internet traffic. Everything goes over this. I'll goes over Internet protocol, and the cost to carry voice on our smartphone network is very low, right? The bandwidth voice consumes is very low in the entire Lt band. Right? So what we did Waas In order to gain a foothold in the market, we made voice completely free, right? He said you will not pay anything for boys and across India, we will not charge any roaming charges across India. Right? So we made voice free completely and we offer the lowest data rates in the world. We could do that because we had the largest capacity or to carry data in India off all the other telecom operators. And these data rates were unheard off in the world, right? So when we launched, we offered a $2 per month or $3 per month plan with unlimited data, you could consume 10 gigabytes of data all day if you wanted to, and some of our subscriber day. Right? So that's the first phase off the overgrowth and smartphones and that really disorders. We hit 100 million subscribers in 170 days, which was very, very fast. And then after the smartphone faith, we found that India still has 500 million feature phones. And in order to grow in that market, we launched our own phone, the geo phone, and we made it free. Right? So if you take if you took a geo subscription and you carried you stayed with us for three years, we would make this phone tree for your refund. The initial deposit that you paid for this phone and this phone had also had quite a few innovations tailored for the Indian market. It had all of our digital services for free, which I will talk about soon. And for example, you could plug in. You could use a cable right on RCR HDMI cable plug into the geo phone and you could watch TV on your big screen TV from the geophones. You didn't need a separate cable subscription toe watch TV, right? So that really helped us grow. And Geo Phone is now the largest selling feature phone in India on it. 100 million feature phones in India now. So now now we're in what I call the geo platforms phase. We're growing of a geo fiber fiber to the home fiber toe the office, um, space. And we've also launched our new commerce initiatives over e commerce initiatives and were steadily building platforms that other companies can leverage other companies can use in the Jeon o'clock. Right? So this is how a small startup not a small start, but a start of nonetheless least 400 million subscribers within four years the fastest growing tech company in the world. Next, Geo also helped a systemic change in India, and this is massive. A lot of startups are building on this India stack, as people call it, and I consider this India stack has made up off three things, and the acronym I use is jam. Trinity, right. So, um, in India, systemic change happened recently because the Indian government made bank accounts free for all one billion Indians. There were no service charges to store money in bank accounts. This is called the Jonathan. The J. GenDyn Bank accounts. The J out off the jam, then India is one of the few countries in the world toe have a digital biometric identity, which can be used to verify anyone online, which is huge. So you can simply go online and say, I am my ankle poor on duh. I verify that this is indeed me who's doing this transaction. This is the A in the jam and the last M stands for Mobil's, which which were held by Geo Mobile Internet in a plus. It is also it is. It also stands for something called the U. P I. The United Unified Payments Interface. This was launched by the Indian government, where you can carry digital transactions for free. You can transfer money from one person to the to another, essentially for free for no fee, right so I can transfer one group, even Indian rupee to my friend without paying any charges. That is huge, right? So you have a country now, which, with a with a billion people who are bank accounts, money in the bank, who you can verify online, right and who can pay online without any problems through their mobile connections held by G right. So suddenly our market, our Internet market, exploded from a few million users to now 506 106 100 million mobile Internet users. So that that I think, was a massive such a systemic change that happened in India. There are some really large hail, um, numbers for this India stack, right? In one month. There were 1.6 billion nuclear transactions in the last month, which is phenomenal. So next What is the impact of geo in India before you started, we were 155th in the world in terms off mobile in terms of broadband data consumption. Right. But after geo, India went from one 55th to the first in the world in terms of broadband data, largely consumed on mobile devices were a mobile first country, right? We have a habit off skipping technology generation, so we skip fixed line broadband and basically consuming Internet on our mobile phones. On average, Geo subscribers consumed 12 gigabytes of data per month, which is one of the highest rates in the world. So Geo has a huge role to play in making India the number one country in terms off broad banded consumption and geo responsible for quite a few industry first in the telecom space and in fact, in the India space, I would say so before Geo. To get a SIM card, you had to fill a form off the physical paper form. It used to go toe Ah, local distributor. And that local distributor is to check the farm that you feel incorrectly for your SIM card and then that used to go to the head office and everything took about 48 hours or so, um, to get your SIM card. And sometimes there were problems there also with a hard biometric authentication. We enable something, uh, India enable something called E K Y C Elektronik. Know your customer? We took a fingerprint scan at our point of Sale Reliance Digital stores, and within 15 minutes we could verify within a few minutes. Within a few seconds we could verify that person is indeed my hunk, right, buying the same car, Elektronik Lee on we activated the SIM card in 15 minutes. That was a massive deal for our growth. Initially right toe onboard 100 million customers. Within our and 70 days. We couldn't have done it without be K. I see that was a massive deal for us and that is huge for any company starting a business or start up in India. We also made voice free, no roaming charges and the lowest data rates in the world. Plus, we gave a full suite of cloud services for free toe all geo customers. For example, we give goTV essentially for free. We give GOTV it'll law for free, which people, when we have a launching, told us that no one would see no one would use because the Indians like watching TV in the living rooms, um, with the family on a big screen television. But when we actually launched, they found that GOTV is one off our most used app. It's like 70,000,080 million monthly active users, and now we've basically been changing culture in India where culture is on demand. You can watch TV on the goal and you can pause it and you can resume whenever you have some free time. So really changed culture in India, India on we help people liver, digital life online. Right, So that was massive. So >>I'm now I'd like to talk about our cloud >>journey on board Animal Minorities Partnership. We've been partners that since 2014 since the beginning. So Geo has been using open stack since 2014 when we started with 14 note luster. I'll be one production environment One right? And that was I call it the first wave off our cloud where we're just understanding open stack, understanding the capabilities, understanding what it could do. Now we're in our second wave. Where were about 4000 bare metal servers in our open stack cloud multiple regions, Um, on that around 100,000 CPU cores, right. So it's a which is one of the bigger clouds in the world, I would say on almost all teams, with Ngor leveraging the cloud and soon I think we're going to hit about 10,000 Bama tools in our cloud, which is massive and just to give you a scale off our network, our in French, our data center footprint. Our network introduction is about 30 network data centers that carry just network traffic across there are there across India and we're about eight application data centers across three regions. Data Center is like a five story building filled with servers. So we're talking really significant scale in India. And we had to do this because when we were launching, there are the government regulation and try it. They've gotten regulatory authority of India, mandates that any telecom company they have to store customer data inside India and none of the other cloud providers were big enough to host our clothes. Right. So we we made all this intellectual for ourselves, and we're still growing next. I love to show you how we grown with together with Moran says we started in 2014 with the fuel deployment pipelines, right? And then we went on to the NK deployment. Pipelines are cloud started growing. We started understanding the clouds and we picked up M C p, which has really been a game changer for us in automation, right on DNA. Now we are in the latest release, ofem CPM CPI $2019 to on open stack queens, which on we've just upgraded all of our clouds or the last few months. Couple of months, 2 to 3 months. So we've done about nine production clouds and there are about 50 internal, um, teams consuming cloud. We call as our tenants, right. We have open stack clouds and we have communities clusters running on top of open stack. There are several production grade will close that run on this cloud. The Geo phone, for example, runs on our cloud private cloud Geo Cloud, which is a backup service like Google Drive and collaboration service. It runs out of a cloud. Geo adds G o g S t, which is a tax filing system for small and medium enterprises, our retail post service. There are all these production services running on our private clouds. We're also empaneled with the government off India to provide cloud services to the government to any State Department that needs cloud services. So we were empaneled by Maiti right in their ego initiative. And our clouds are also Easter. 20,000 certified 20,000 Colin one certified for software processes on 27,001 and said 27,017 slash 18 certified for security processes. Our clouds are also P our data centers Alsop a 942 be certified. So significant effort and investment have gone toe These data centers next. So this is where I think we've really valued the partnership with Morantes. Morantes has has trained us on using the concepts of get offs and in fries cold, right, an automated deployments and the tool change that come with the M C P Morantes product. Right? So, um, one of the key things that has happened from a couple of years ago to today is that the deployment time to deploy a new 100 north production cloud has decreased for us from about 55 days to do it in 2015 to now, we're down to about five days to deploy a cloud after the bear metals a racked and stacked. And the network is also the physical network is also configured, right? So after that, our automated pipelines can deploy 100 0 clock in five days flight, which is a massive deal for someone for a company that there's adding bear metals to their infrastructure so fast, right? It helps us utilize our investment, our assets really well. By the time it takes to deploy a cloud control plane for us is about 19 hours. It takes us two hours to deploy a compu track and it takes us three hours to deploy a storage rack. Right? And we really leverage the re class model off M C. P. We've configured re class model to suit almost every type of cloud that we have, right, and we've kept it fairly generous. It can be, um, Taylor to deploy any type of cloud, any type of story, nor any type of compute north. Andi. It just helps us automate our deployments by putting every configuration everything that we have in to get into using infra introduction at school, right plus M. C. P also comes with pipelines that help us run automated tests, automated validation pipelines on our cloud. We also have tempest pipelines running every few hours every three hours. If I recall correctly which run integration test on our clouds to make sure the clouds are running properly right, that that is also automated. The re class model and the pipelines helpers automate day to operations and changes as well. There are very few seventh now, compared toa a few years ago. It very rare. It's actually the exception and that may be because off mainly some user letter as opposed to a cloud problem. We also have contributed auto healing, Prometheus and Manager, and we integrate parameters and manager with our even driven automation framework. Currently, we're using Stack Storm, but you could use anyone or any event driven automation framework out there so that it indicates really well. So it helps us step away from constantly monitoring our cloud control control planes and clothes. So this has been very fruitful for us and it has actually apps killed our engineers also to use these best in class practices like get off like in France cord. So just to give you a flavor on what stacks our internal teams are running on these clouds, Um, we have a multi data center open stack cloud, and on >>top of that, >>teams use automation tools like terra form to create the environments. They also create their own Cuba these clusters and you'll see you'll see in the next slide also that we have our own community that the service platform that we built on top of open stack to give developers development teams NGO um, easy to create an easy to destroy Cuban. It is environment and sometimes leverage the Murano application catalog to deploy using heats templates to deploy their own stacks. Geo is largely a micro services driven, Um um company. So all of our applications are micro services, multiple micro services talking to each other, and the leverage develops. Two sets, like danceable Prometheus, Stack stone from for Otto Healing and driven, not commission. Big Data's tax are already there Kafka, Patches, Park Cassandra and other other tools as well. We're also now using service meshes. Almost everything now uses service mesh, sometimes use link. Erred sometimes are experimenting. This is Theo. So So this is where we are and we have multiple clients with NGO, so our products and services are available on Android IOS, our own Geo phone, Windows Macs, Web, Mobile Web based off them. So any client you can use our services and there's no lock in. It's always often with geo, so our sources have to be really good to compete in the open Internet. And last but not least, I think I love toe talk to you about our container journey. So a couple of years ago, almost every team started experimenting with containers and communities and they were demand for as a platform team. They were demanding community that the service from us a manage service. Right? So we built for us, it was much more comfortable, much more easier toe build on top of open stack with cloud FBI s as opposed to doing this on bare metal. So we built a fully managed community that a service which was, ah, self service portal, where you could click a button and get a community cluster deployed in your own tenant on Do the >>things that we did are quite interesting. We also handle some geo specific use cases. So we have because it was a >>manage service. We deployed the city notes in our own management tenant, right? We didn't give access to the customer to the city. Notes. We deployed the master control plane notes in the tenant's tenant and our customers tenant, but we didn't give them access to the Masters. We didn't give them the ssh key the workers that the our customers had full access to. And because people in Genova learning and experimenting, we gave them full admin rights to communities customers as well. So that way that really helped on board communities with NGO. And now we have, like 15 different teams running multiple communities clusters on top, off our open stack clouds. We even handle the fact that there are non profiting. I people separate non profiting I peoples and separate production 49 p pools NGO. So you could create these clusters in whatever environment that non prod environment with more open access or a prod environment with more limited access. So we had to handle these geo specific cases as well in this communities as a service. So on the whole, I think open stack because of the isolation it provides. I think it made a lot of sense for us to do communities our service on top off open stack. We even did it on bare metal, but that not many people use the Cuban, indeed a service environmental, because it is just so much easier to work with. Cloud FBI STO provision much of machines and covering these clusters. That's it from me. I think I've said a mouthful, and now I love for you toe. I'd love to have your questions. If you want to reach out to me. My email is mine dot capulet r l dot com. I'm also you can also message me on Twitter at my uncouple. So thank you. And it was a pleasure talking to you, Andre. Let let me hear your questions.

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AI has the potential to profoundly change our lives with Dell Technologies. AI is easy to adopt, easy to manage and easy to scale. And there's nothing artificial about that. Yeah, yeah, from >>the Cube Studios in Palo Alto and Boston >>connecting with >>thought leaders all around the world. This is a cube conversation. Hi, I'm Stew Minimum. And welcome to this special launch with our friends at Dell Technologies. We're gonna be talking about AI and the reality of making artificial intelligence real happy to welcome to the program. Two of our Cube alumni Rob, depending 90. He's the senior vice president of server product management and very Pellegrino vice president, data centric workloads and solutions in high performance computing, both with Dell Technologies. Thank you both for joining thanks to you. So you know, is the industry we watch? You know, the AI has been this huge buzz word, but one of things I've actually liked about one of the differences about what I see when I listen to the vendor community talking about AI versus what I saw too much in the big data world is you know, it used to be, you know Oh, there was the opportunity. And data is so important. Yes, that's really But it was. It was a very wonky conversation. And the promise and the translation of what has been to the real world didn't necessarily always connect and We saw many of the big data solutions, you know, failed over time with AI on. And I've seen this in meetings from Dell talking about, you know, the business outcomes in general overall in i t. But you know how ai is helping make things real. So maybe we can start there for another product announcements and things we're gonna get into. But Robbie Interior talk to us a little bit about you know, the customers that you've been seeing in the impact that AI is having on their business. >>Sure, Teoh, I'll take us a job in it. A couple of things. For example, if you start looking at, uh, you know, the autonomous vehicles industry of the manufacturing industry where people are building better tools for anything they need to do on their manufacturing both. For example, uh, this is a good example of where that honors makers and stuff you've got Xeon ut It's actually a world war balcony. Now it is using our whole product suite right from the hardware and software to do multiple iterations off, ensuring that the software and the hardware come together pretty seamlessly and more importantly, ingesting, you know, probably tens of petabytes of data to ensure that we've got the right. They're training and gardens in place. So that's a great example of how we are helping some of our customers today in ensuring that we can really meet is really in terms of moving away from just a morning scenario in something that customers are able to use like today. >>Well, if I can have one more, Ah Yanai, one of our core and more partners than just customers in Italy in the energy sector have been been really, really driving innovation with us. We just deployed a pretty large 8000 accelerator cluster with them, which is the largest commercial cluster in the world. And where they're focusing on is the digital transformation and the development of energy sources. And it's really important not be an age. You know, the plan. It's not getting younger, and we have to be really careful about the type of energies that we utilize to do what we do every day on they put a lot of innovation. We've helped set up the right solution for them, and we'll talk some more about what they've done with that cluster. Later, during our chat, but it is one of the example that is tangible with the appointment that is being used to help there. >>Great. Well, we love starting with some of the customer stories. Really glad we're gonna be able to share some of those, you know, actual here from some of the customers a little bit later in this launch. But, Robbie, you know, maybe give us a little bit as to what you're hearing from customers. You know, the overall climate in AI. You know, obviously you know, so many challenges facing, you know, people today. But you know, specifically around ai, what are some of the hurdles that they might need to overcome Be able to make ai. Really? >>I think the two important pieces I can choose to number one as much as we talk about AI machine learning. One of the biggest challenges that customers have today is ensuring that they have the right amount and the right quality of data to go out and do the analytics percent. Because if you don't do it, it's giggle garbage in garbage out. So the one of the biggest challenges our customers have today is ensuring that they have the most pristine data to go back on, and that takes quite a bit of an effort. Number two. A lot of times, I think one of the challenges they also have is having the right skill set to go out and have the execution phase of the AI pod. You know, work done. And I think those are the two big challenges we hear off. And that doesn't seem to be changing in the very near term, given the very fact that nothing Forbes recently had an article that said that less than 15% off, our customers probably are using AI machine learning today so that talks to the challenges and the opportunities ahead for me. All right, >>So, Ravi, give us the news. Tell us the updates from Dell Technologies how you're helping customers with AI today, >>going back to one of the challenges, as I mentioned, which is not having the right skin set. One of the things we are doing at Dell Technologies is making sure that we provide them not just the product but also the ready solutions that we're working with. For example, Tier and his team. We're also working on validated and things are called reference architectures. The whole idea behind this is we want to take the guesswork out for our customers and actually go ahead and destroying things that we have already tested to ensure that the integration is right. There's rightsizing attributes, so they know exactly the kind of a product that would pick up our not worry about me in time and the resources needed you get to that particular location. So those are probably the two of the biggest things we're doing to help our customers make the right decision and execute seamlessly and on time. >>Excellent. So teary, maybe give us a little bit of a broader look as to, you know, Dell's part participation in the overall ecosystem when it comes to what's happening in AI on and you know why is this a unique time for what's happening in the in the industry? >>Yeah, I mean, I think we all live it. I mean, I'm right here in my home, and I'm trying to ensure that the business continues to operate, and it's important to make sure that we're also there for our customers, right? The fight against covered 19 is eyes changing what's happening around the quarantines, etcetera. So Dell, as a participant not only in the AI the world that we live in on enabling AI is also a participant in all of the community's s. So we've recently joined the covered 19 High Performance Computing Consortium on. We also made a lot of resources available to researchers and scientists leveraging AI in order to make progress towards you're and potentially the vaccine against Corbyn. 19 examples are we have our own supercomputers in the lab here in Austin, Texas, and we've given access to some of our partners. T. Gen. Is one example. The beginning of our chat I mentioned and I So not only did they have barely deport the cluster with us earlier this year that could 19 started hitting, so they've done what's the right thing to do for community and humanity is they made the resource available to scientists in Europe on tack just down the road here, which had the largest I can't make supercomputer that we deployed with them to. Ai's doing exactly the same thing. So this is one of the real examples that are very timely, and it's it's it's happening right now we hadn't planned for it. A booth there with our customers, the other pieces. This is probably going to be a trend, but healthcare is going through and version of data you mentioned in the beginning. You're talking about 2.3000 exabytes, about 3000 times the content of the Library of Congress. It's incredible, and that data is useless. I mean, it's great we can We can put that on our great ice on storage, but you can also see it as an opportunity to get business value out of it. That's going to be we're a lot more resource is with AI so a lot happening here. That's that's really if I can get into more of the science of it because it's healthcare, because it's the industry we see now that our family members at the M. Ware, part of the Dell Technologies Portfolio, are getting even more relevance in the discussion. The industry is based on virtualization, and the M ware is the number one virtualization solution for the industry. So now we're trying to weave in the reality in the I T environment with the new nodes of AI and data science and HPC. So you will see the VM Ware just added kubernetes control plane. This fear Andi were leveraging that to have a very flexible environment On one side, we can do some data science on the other side. We can go back to running some enterprise class hardware class software on top of it. So this is is great. And we're capitalizing on it with validates solutions, validated design on. And I think that's going to be adding a lot of ah power in the hands of our customers and always based on their feedback. And they asked back, >>Yeah, I may ask you just to build on that interesting comment that you made on we're actually looking at very shortly will be talking about how we're gonna have the ability to, for example, read or V Sphere and Allah servers begin. That essentially means that we're going to cut down the time our customers need to go ahead and deploy on their sites. >>Yeah, excellent. Definitely been, you know, very strong feedback from the community. We did videos around some of the B sphere seven launch, you know, theory. You know, we actually had done an interview with you. Ah, while back at your big lab, Jeff Frick. Otto, See the supercomputers behind what you were doing. Maybe bring us in a little bit inside as who? You know, some of the new pieces that help enable AI. You know, it often gets lost on the industry. You know, it's like, Oh, yeah, well, we've got the best hardware to accelerate or enable these kind of workloads. So, you know, bring us in its But what, You know, the engineering solution sets that are helping toe make this a reality >>of today. Yeah, and truly still you've been there. You've seen the engineers in the lab, and that's more than AI being real. That that is double real because we spend a lot of time analyzing workloads customer needs. We have a lot of PhD engineers in there, and what we're working on right now is kind of the next wave of HPC enablement Azaz. We all know the consumption model or the way that we want to have access to resources is evolving from something that is directly in front of us. 1 to 1 ratio to when virtualization became more prevalent. We had a one to many ratio on genes historically have been allocated on a per user. Or sometimes it is study modified view to have more than one user GP. But with the addition of big confusion to the VM our portfolio and be treated not being part of these fear. We're building up a GPU as a service solutions through a VM ware validated design that we are launching, and that's gonna give them flexibility. And the key here is flexibility. We have the ability, as you know, with the VM Ware environment, to bring in also some security, some flexibility through moving the workloads. And let's be honest with some ties into cloud models on, we have our own set of partners. We all know that the big players in the industry to But that's all about flexibility and giving our customers what they need and what they expect in the world. But really, >>Yeah, Ravi, I guess that brings us to ah, you know, one of the key pieces we need to look at here is how do we manage across all of these environments? Uh, and you know, how does AI fit into this whole discussion between what Dell and VM ware doing things like v Sphere, you know, put pulling in new workloads >>stew, actually a couple of things. So there's really nothing artificial about the real intelligence that comes through with all that foolish intelligence we're working out. And so one of the crucial things I think we need to, you know, ensure that we talk about is it's not just about the fact that it's a problem. So here are our stories there, but I think the crucial thing is we're looking at it from an end to end perspective from everything from ensuring that we have direct workstations, right servers, the storage, making sure that is well protected and all the way to working with an ecosystem of software renders. So first and foremost, that's the whole integration piece, making sure they realized people system. But more importantly, it's also ensuring that we help our customers by taking the guess work out again. I can't emphasize the fact that there are customers who are looking at different aliens off entry, for example, somebody will be looking at an F G. A. Everybody looking at GP use. API is probably, as you know, are great because they're price points and normal. Or should I say that our needs our lot lesser than the GP use? But on the flip side, there's a need for them to have a set of folks who can actually program right. It is why it's called the no programming programmable gate arrays of Saas fee programmable. My point being in all this, it's important that we actually provide dried end to end perspective, making sure that we're able to show the integration, show the value and also provide the options, because it's really not a cookie cutter approach of where you can take a particular solution and think that it will put the needs of every single customer. He doesn't even happen in the same industry, for that matter. So the flexibility that we provide all the way to the services is truly our attempt. At Dell Technologies, you get the entire gamut of solutions available for the customer to go out and pick and choose what says their needs the best. >>Alright, well, Ravi interior Thank you so much for the update. So we're gonna turn it over to actually hear from some of your customers. Talk about the power of ai. You're from their viewpoint, how real these solutions are becoming. Love the plan words there about, you know, enabling really artificial intelligence. Thanks so much for joining after the customers looking forward to the VM Ware discussion, we want to >>put robots into the world's dullest, deadliest and dirtiest jobs. We think that if we can have machines doing the work that put people at risk than we can allow people to do better work. Dell Technologies is the foundation for a lot of the >>work that we've done here. Every single piece of software that we developed is simulated dozens >>or hundreds of thousands of times. And having reliable compute infrastructure is critical for this. Yeah, yeah, A lot of technology has >>matured to actually do something really useful that can be used by non >>experts. We try to predict one system fails. We try to predict the >>business impatience things into images. On the end of the day, it's that >>now we have machines that learn how to speak a language from from zero. Yeah, everything >>we do really, at Epsilon centered around data and our ability >>to get the right message to >>the right person at the right >>time. We apply machine learning and artificial intelligence. So in real time you can adjust those campaigns to ensure that you're getting the most optimized message theme. >>It is a joint venture between Well, cars on the Amir are your progress is automated driving on Advanced Driver Assistance Systems Centre is really based on safety on how we can actually make lives better for you. Typically gets warned on distracted in cars. If you can take those kind of situations away, it will bring the accidents down about 70 to 80%. So what I appreciate it with Dell Technologies is the overall solution that they have to live in being able to deliver the full package. That has been a major differentiator compared to your competitors. >>Yeah. Yeah, alright, welcome back to help us dig into this discussion and happy to welcome to the program Chris Facade. He is the senior vice president and general manager of the B sphere business and just Simon, chief technologist for the High performance computing group, both of them with VM ware. Gentlemen, thanks so much for joining. Thank >>you for having us. >>All right, Krish. When vm Ware made the bit fusion acquisition. Everybody was looking the You know what this will do for space Force? GPU is we're talking about things like AI and ML. So bring us up to speed. As to you know, the news today is the what being worth doing with fusion. Yeah. >>Today we have a big announcement. I'm excited to announce that, you know, we're taking the next big step in the AI ML and more than application strategy. With the launch off bit fusion, we're just now being fully integrated with VCF. They're in black home, and we'll be releasing this very shortly to the market. As you said when we acquire institution A year ago, we had a showcase that's capable days as part of the animal event. And at that time we laid out a strategy that part of our institution as the cornerstone off our capabilities in the black home in the Iot space. Since then, we have had many customers take a look at the technology and we have had feedback from them as well as from partners and analysts. And the feedback has been tremendous. >>Excellent. Well, Chris, what does this then mean for customers? You know What's the value proposition that diffusion brings the VC? Yeah, >>if you look at our customers, they are in the midst of a big ah journey in digital transformation. And basically, what that means is customers are building a ton of applications and most of those applications some kind of data analytics or machine learning embedded in it. And what this is doing is that in the harbor and infrastructure industry, this is driving a lot of innovation. So you see the advent off a lot off specialized? Absolutely. There's custom a six FPs. And of course, the views being used to accelerate the special algorithms that these AI ml type applications need. And unfortunately, customer environment. Most of these specialized accelerators uh um bare metal kind of set up, but they're not taking advantage off optimization and everything that it brings to that. Also, with fusion launched today, we are essentially doing the accelerator space. What we need to compute several years ago and that is essentially bringing organization to the accelerators. But we take it one step further, which is, you know, we use the customers the ability to pull these accelerators and essentially going to be couple it from the server so you can have a pool of these accelerators sitting in the network. And customers are able to then target their workloads and share the accelerators get better utilization by a lot of past improvements and, in essence, have a smaller pool that they can use for a whole bunch of different applications across the enterprise. That is a huge angle for our customers. And that's the tremendous positive feedback that we get getting both from customers as well. >>Excellent. Well, I'm glad we've got Josh here to dig into some of the thesis before we get to you. They got Chris. Uh, part of this announcement is the partnership of VM Ware in Dell. So tell us about what the partnership is in the solutions for for this long. Yeah. >>We have been working with the Dell in the in the AI and ML space for a long time. We have ah, good partnership there. This just takes the partnership to the next level and we will have ah, execution solution. Support in some of the key. I am el targeted words like the sea for 1 40 the r 7 40 Those are the centers that would be partnering with them on and providing solutions. >>Excellent. Eso John. You know, we've watched for a long time. You know, various technologies. Oh, it's not a fit for virtualized environment. And then, you know, VM Ware does does what it does. Make sure you know, performance is there. And make sure all the options there bring us inside a little bit. You know what this solution means for leveraging GPS? Yeah. So actually, before I before us, answer that question. Let me say that the the fusion acquisition and the diffusion technology fits into a larger strategy at VM Ware around AI and ML. That I think matches pretty nicely the overall Dell strategy as well, in the sense that we are really focused on delivering AI ml capabilities or the ability for our customers to run their am ai and ml workloads from edge before the cloud. And that means running it on CPU or running it on hardware accelerators like like G fuse. Whatever is really required by the customer in this specific case, we're quite excited about using technology as it really allows us. As Chris was describing to extend our capabilities especially in the deep learning space where GPU accelerators are critically important. And so what this technology really brings to the table is the ability to, as Chris was outlining, to pull those resources those hardware resource together and then allow organizations to drive up the utilization of those GP Resource is through that pooling and also increase the degree of sharing that we support that supported for the customer. Okay, Jeff, take us in a little bit further as how you know the mechanisms of diffusion work. Sure, Yeah, that's a great question. So think of it this way. There there is a client component that we're using a server component. The server component is running on a machine that actually has the physical GPU is installed in it. The client machine, which is running the bit fusion client software, is where the user of the data scientist is actually running their machine machine learning application. But there's no GPU actually in that host. And what is happening with fusion technology is that it is essentially intercepting the cuda calls that are being made by that machine learning app, patience and promoting those protocols over to the bit fusion server and then injecting them into the local GPU on the server. So it's actually, you know, we call it into a position in the ability that remote these protocols, but it's actually much more sophisticated than that. There are a lot of underlying capabilities that are being deployed in terms of optimization who takes maximum advantage of the the networking link that sits between the client machine and the server machine. But given all of that, once we've done it with diffusion, it's now possible for the data scientist. Either consume multiple GP use for single GPU use or even fractional defuse across that Internet using the using technology. Okay, maybe it would help illustrate some of these technologies. If you got a couple of customers, Sure, so one example would be a retail customer. I'm thinking of who is. Actually it's ah, grocery chain. That is the flowing, ah, large number of video cameras into their to their stores in order to do things like, um, watch for pilfering, uh, identify when storage store shelves could be restocked and even looking for cases where, for example, maybe a customer has fallen down in denial on someone needs to go and help those multiple video streams and then multiple app patients that are being run that part are consuming the data from those video streams and doing analytics and ml on them would be perfectly suited for this type of environment where you would like to be ableto have these multiple independent applications running but having them be able to efficiently share the hardware resources of the GP use. Another example would be retailers who are deploying ml Howard Check out registers who helped reduce fraud customers who are buying, buying things with, uh, fake barcodes, for example. So in that case, you would not necessarily want to employ a single dedicated GPU for every single check out line. Instead, what you would prefer to do is have a full set of resource. Is that each inference operation that's occurring within each one of those check out lines could then consume collectively. That would be two examples of the use of this kind of pull in technology. Okay, great. So, Josh, a lot last question for you is this technology is this only for use and anything else. You can give us a little bit of a look forward to as to what we should be expecting from the big fusion technology. Yeah. So currently, the target is specifically NVIDIA GPU use with Cuda. The team, actually even prior to acquisition, had done some work on enablement of PJs and also had done some work on open CL, which is more open standard for a device that so what you will see over time is an expansion of the diffusion capabilities to embrace devices like PJs. The domain specific a six that first was referring to earlier will roll out over time. But we are starting with the NVIDIA GPU, which totally makes sense, since that is the primary hardware acceleration and for deep learning currently excellent. Well, John and Chris, thank you so much for the updates to the audience. If you're watching this live, please throwing the crowd chat and ask your questions. This faith, If you're watching this on demand, you can also go to crowdchat dot net slash make ai really to be able to see the conversation that we had. Thanks so much for joining. >>Thank you very much. >>Thank you. Managing your data center requires around the clock. Attention Dell, EMC open manage mobile enables I t administrators to monitor data center issues and respond rapidly toe unexpected events anytime, anywhere. Open Manage Mobile provides a wealth of features within a comprehensive user interface, including >>server configuration, push notifications, remote desktop augmented reality and more. The latest release features an updated Our interface Power and Thermal Policy Review. Emergency Power Reduction, an internal storage monitoring download Open Manage Mobile today.

>>long from Las Vegas. It's the Q covering a ws re invent 2019. Brought to you by Amazon Web service is and in along with its ecosystem partners. >>Welcome back to the Cube. We are in Las Vegas, Lisa Martin with John Wall's. I'm very excited that we're kind of color coordinated >>way. Didn't compare notes to begin with, but certainly the pink thing. It's worth it if >>you like. You complete me. >>Oh, thank you. Really, Joe, I don't hear that very often. My wife says that >>you tell that we're at the end of day one of the coverage of A W s three in bed. Good day, though. Yes, it has been very excited. We have a couple of guests joining us for our final segment on this. Please welcome. We have Bill Gerard CTO of Digital Transformation and Scale solutions at Intel Bill, welcome to our show. >>Thank you very much. Happy to be here >>And one of our friends. That's no stranger to the Cube. One of our former host, Bobby Allyn, the CEO of Cloud Generate. Bobby. >>Thank you. Thank you for having us. >>Guys, here we are. This there has not been a lull in the background noise all day. Not reinvent day one. But Bobby want to start with you. Talk to her audience about cloud genera. Who are you guys? What do you do? And what's different about what you're delivering? >>One of the first things is different about Claude Generous where we're located. So we're in Charlotte, which I call Silicon South. So we're kind of representing the East Coast, and we're a company that focuses, focuses on helping with workload, placement and transformation. So where you don't know whether something should go on from off grim. If you put it in Amazon, which service's should have consumed licensing models? Pricing models way help you make data driven decisions, right? So you're not just going based on opinion, you're going based on fact. >>And that's challenging because, you know, in the as, as John Ferrier would say, No Cloud Wanda Otto, which was compute network storage, it was the easy I shouldn't say easy, but the lift and shit applications that enterprises do are these workloads should go to the cloud. Now we have you know what's left over, and that's challenging for organization. Some of the legacy once can't move. How do you help from a Consul Tatum's down point that customers evaluate workloads? What data are they running? What the value that data has and if they are able to move some of those more challenging applications. >>So part of the framework for us, Lisa, is we want to make sure we understand what people are willing and able to change right, because sometimes it's not just about lower costs. Sometimes it's about agility, flexibility, deploying a different region. So what we often start with his wit is better look like you would assist us with life for your organization. And so then, based on that, we analyze the applications with an objective, data driven framework and then make sure the apse land where they're supposed to go. We're not selling any skewer product. We're selling advice to give you inside about what you should do, >>Bobby, I think. And maybe Bill to you could chime in here on this. If you give people a choice, What does this look like? What you know, What do you want? I don't want to do anything right. I want to stay put, right? But that obviously that's not an option, But you I'm sure you do get pushed back quite a bit from these almost the legacy mindset. And we've talked a lot about this whole transformation versus transition. Some people don't want to go, period. So how do you cajole them? Persuade them bring them along on this journey? Because it's gonna be a long trip. Yeah, I think you gotta pack a lunch. >>It's a good point. I think what we've seen, most of them have data experience that this is a tried and elements didn't get the results that they expected. This is where you know, the partnership that we have with call General. Really? You know that data driven, intelligent, based planning is super important, right? We want to really fundamentally health organizations move the right workloads, make sure they get the right results and not have to redo it. Right? And so part of that, you know, move when you're either past scars or not used to what you're doing. Give him the data and the information to be able to do that intelligently and make that as fast as they can. And you know, at the right, you know, experience in performance from a capability perspective. >>So so many businesses these days, if they're not legacy if they're not looking in the rear view mirror, what is the side mirror site? Objects are closer than they appear, even for Amazon. Right? For all of these companies, there are smaller organizations that might be born in a cloud compared to the legacy two words. And if they're not looking at, we have to transform from the top down digitally, truly transform. Their business may not be here in a year or two, so the choice and I think they need to pack a lunch and a hip flask for this because it's quite the journey. But I'm curious with the opportunity that cloud provides. When you have these consultation conversations, what are This? Could be so transformative not just to a business, but to a do an entire industry. Bill talked to us from your perspective about some of the things that you've seen and how this next generation of cloud with a I machine learning, for example, can can really transfer like what's the next industry that you think is prime to be really flipped upside down? >>Well, the good news is I think most of the industries in the segment that we talked to have realized they need to some level of transformation. So doing the business as usual really isn't an option to really grow and drive in the future. But I do think the next evolution really does center on what's happening in a I and analytics. Whether it's, you know, moving manufacturing from video based defect detection, supply chain integrity. You know what's happening from a retail was really the first in that evolution, but we see it in health care in Federal Data Center modernization, and it's really moving at a faster pace and adopting those cloud technologies wherever they needed, both in their data center in the public, cloud out of the edge. And we'll start to see a real shift from really consolidation in tow. Large hyper converts, data centers to distributed computing where everything again. And that's where we're excited about the work we're doing with the Amazon, the work we're doing with Eyes V partners to be at the capability where they need it, but I think it will be really the next. Evolution of service is everywhere. >>Never talk us through an example or use case of a customer that you're working with, a cloud genera with intel and and a W S. What does that trifecta look like for, say, a retailer or financial service is organization >>so that that looks like this? ELISA. When we when we talk about workload placement, we think that most companies look at that as a single question. It's at least a five fold question. Right there is the venue. There's the service. There's the configuration, the licensing model and the pricing model. You need to look at all five of those things. So even if you decided on a DBS is your strategic partner, we're not done yet. So we have a very large financialservices customer that I can't name publicly. But we've collaborated with them to analyze tens of thousands of workloads, some that go best off from some that go best on for him. And they need guidance and coaching on things like, Are you paying for redhead twice your pay for licensing on him? Are you also paying for that in the cloud? There are things that maybe should be running an RT s database as a service. Here's your opportunity to cut down on labor and shift some of the relationships tohave, toe re index and databases is not glamorous or differential to value for your business. Let's take advantage of what a TBS does well and make this better for your company. One of the things that I want to kind of introduce to piggyback on your question. We lean on people process technology as kind of the three, the three legged horse in the Enterprise. I want to change that people process product or people process problem. We're falling in love with the tech and getting lazy. Technology should be almost ubiquitous or under the covers to make a product better or to solve a problem for the customer. >>Well, maybe on that, I mean automation concern to come in and make a big play here because we're taking all these new tasks if you could automate them that you free your people, your developers to do their thing right. So you raise an interesting point on that about being lazy and relying on things. But yet you do want off put our offload some of these nasty not to free up that creativity and free up the people to do what they're supposed to be doing. It's a delicate balance, though, isn't it? It is. It is. This >>is where I think the data driven, you know, informed decisions important. We did a lot of research with Cloud Jenner and our customers, and there's really four key technical characteristics when evaluating workload. The 1st 1 of course, is the size of the data. Where is the created words They use Words that consumed the 2nd 1? Is the performance right? Either performance not only to other systems around it or the end user, but the performance of the infrastructure. What do you need out of the capability? The level of integration with other systems? And then, of course, security. We hear that time and again, right? Regulatory needs. What are we having from top secret data to company sensitive data? Really Getting that type of information to drive those workload placement decision becomes at the forefront of that on getting, you know, using cloud gender to help understand the number of interfaces in and out the sides of the data. The performance utilization of the system's really helps customers understand how to move the right workload. What's involved and then how to put that in the right eight of us instance, and use the right ideas capabilities, >>and you and you both have hit on something here because the complexity of this decision, because it's multi dimensional, you talked about the five points a little bit ago. Now you talked about four other factors. Sue, this is not a static environment, No, and to me that as you're making a decision, that point is what's very difficult for, I would assume for the people that you're interfacing with on the company level. Yes, because it's a moving target for them, right? They just it's it's dynamic and changing your data flows exponentially. Increasing capabilities are changing. How do you keep them from just breaking down? >>I don't want to jump in on that, because again, I'm going to repeat this again. That my thesis is often technology is the easy part. We need to have conversations about what we want to do. And so I had a conversation earlier today. Think of Amazon like a chef. They could make anything I want, but I need to decide what I want to eat. If I'm a vegan and he wants steak. That's not Amazons fault. If they can't cook something, that's a mismatch of a bad conversation. We need to communicate. So what I'm finding is a lot of executives are worried about this. There were Then you're going to give me the right the wrong answer to the right question. The reality is you may have the wrong question. First of all right, the question is usually further upstream, so the worry that you're gonna give me the wrong answer to the right question. But often you need to worry that you're getting your starting with the wrong question. You're gonna get the right answer asked the right question first. And then you got a chance to get to the final destination. But >>and then he in this multi cloud world that many organizations live in, mostly not My strategy could be by Emma A could be bi developer preference for different solutions. A lot of Serios air telling us we've inherited a lot of this multi cloud and technical debt. Exactly. So does not just compound the problem because to your point, I mean you think of one way we hear so many different stats about the number of clouds that on average enterprises using is like 5 to 9. That whole world. That's a reality for organizations. So in terms of how the business can be transformed by what you guys are doing together, it seems like there's a tremendous opportunity there. But to your point, Bobby, where do you start? How do you help them understand what? That right first question is at the executive level so that those four technical points that Bill talked about Tek thee you know, the executive staff is all on board with Yes, this is the question we're asking then will understand it. The technology is right. Sold >>it. It's got to start with, Really? What? The company's business imperatives, right? It can't start with an I t objective. It's it's Are we moving into new markets? Do we need thio deploy capabilities faster? Are we doing a digital customer experience? Transformation? Are we deploying new factories, new products into new regions, and so really the first areas? What's the core company strategy, imperatives of the business objectives? And >>then how >>does I t really help them achieve that? In some cases, it may be we have to shift and reduce our data center footprints way have to move capabilities to where we have a new region. Deployments, right? We've got to get him over to Europe. We don't have capabilities in Europe. We're going to Asia. I've got a mobile sales force now where I need to get that customer, meet the customer where they're doing, you know, in the retail store, and >>that >>really then leads quite simply, too. What are the capabilities that we have in house that we're using? >>How are >>they being utilized? And he's using them, and then how do we get them to where they need to be? Some cases accost, imperative. Some cases and agility, Time to market and another's and we're seeing this more often is really what are the new sets of technologies? A. I service is training in forgetting that we're not experience to do and set up, and we don't want to spend the time to go train our infrastructure teams on the technology. So we'll put our data scientists in there figuring out the right set of workloads, the right set of technology, that we can then transform and move our applications to utilize it really starts, I think with the business conversation, or what's the key inflection point that they're experiencing? >>And have you seen that change in the last few years that now it's where you know, cloud not cloud. What goes on Cloud was an I t conversation to your point, Bill. And then the CEO got involved in a little bit later. But now we're we're seeing and hearing the CEO has got to be involved from a business imperative perspective. >>Share some data, right? Uh, so, you know, a couple of years ago, everybody was pursuing cloud largely for cost. Agility started to become primary, and that's still very important. A lot of the internal enterprise data modernizations were essentially stalled a bit because they were trying to figure how much do we move to the the public cloud, right. We want to take advantage of those modern service is at that time, we did a lot of research with our partners. He was roughly 56% of enterprise workload for in their own data center. You know, the rest of them Republic Cloud. And then we saw really the work, the intelligent workload discussion that says we've had some false starts. Organizations now really consistently realize they need both, you know, their own infrastructure and public cloud, and we've actually seen on increase of infrastructure modernization. While they're moving more and more stuff to the cloud, they're actually growing there on centre. It's now roughly 59% on Prem today for that same business, and that's largely because they're using more. Cloud service is that they're also even using Maur on premise, and they're realizing it's a balance and not stalling one or starving one and then committing to the other the committing to both and really just growing the business where it needs to go. >>Strategic reasons. All right? >>Yes, well, there should be four strategic reasons. There aren't always back to your question about which question asked. One of the questions I often ask is, What do you think the benefits will be if you go to cloud? And part of what happens is is not a cloud capability? Problem is an expectation problem. You're not gonna put your GOP system in the cloud and dropped 30% costs in a month, and so that's where we need to have a conversation on, You know, let's iterating on what this is actually gonna look like. Let's evolve the organization. Let's change our thinking. And then the other part of this and this were clouded or an intel come in. Let's model with simulation looks like. So we're gonna take those legacy work clothes unless model containers. Let's model Micro Service is so before you have to invest in transformation to may not make sense. Let's see what the outcome's look like through simulation through a through M l and understand. Where does it make sense to apply? The resource is, you know, to double click on that solution that will help the business. >>I was gonna finish my last question, Bobby, with you saying, Why, Cloud General? But I think you just answered that. So last question for you, though, from from an expectation perspective, give me one of your favorite examples of customer whatever kind of industry there and that you've come in and helped them really level, set their expectations and kick that door wide open. >>That's tough, many >>to choose from. >>Yeah, let me let me try to tackle that one quickly. Store's computer databases. Those are all things that people look at I think what people are struggling with the most in terms of kind of expectations is what they're willing and able to change. So this is kind of what I leave on. Bill and I talked about this earlier today. A product is good, a plan is better. A partnership is best. Because with the enterprises of saying is, we're overwhelmed. Either fix it for me or get in there with me and do it right. Be in this together. So what we've learned is it's not about were close applications. It's all kind of the same. We need help. We're overwhelmed. I want a partner in telling Claude Juncker the get in this thing with me. Help me figure this out because I told you this cloud is at best a teenager. They just learned how to drive is very capable, but it needs some guard rails. >>I love that. Thanks you guys So much for explaining with Johnny what you guys are doing together and how you're really flipping the model for what customers need to be evaluated and what they need to be asking. We appreciate your time. >>Thank you for having us >>our pleasure. Thank you. for John Wall's I'm Lisa Martin. You've been watching the Cube at Reinvent 19 from Vegas. Wants to go tomorrow.

>>from Las >>Vegas. It's the cues covering quality security Conference 2019 Bike. Wallace. Hey, welcome back It ready? Geoffrey here with the Cube were at the Bellagio in Las Vegas. It's actually raining outside, which is pretty odd, but through the desert is happy. We're here at the Kuala Security Conference. Been going on for 19 years. It's our first time here. We're excited to be here, but we got a really familiar Gaston. She's been on a number of times that Nutanix next, conferences and girls who code conferences, etcetera. So we're happy to have back Wendy Pfeifer. She's the C I O of Nutanix and as of August, early this year, a board member for quality. So great to see you. >>Nice to see you again, too. So it's raining outside. I'll have to get out. >>I know it's pretty, uh, pretty cool, actually. School coming in on the plane. But let's let's jump into a little bit from your C I, Oh, roll. We're talking a lot about security and in the age old thing came up in the keynote. You know, there's companies that have been hacked, and then there's companies that have been hacked and don't know it yet, but we're introducing 1/3 type of the company. Here is one of the themes which is that you actually can prevent, you know, not necessarily getting hacked, but kind of the damage and destruction and the duration once people get in. I'm just curious from your CEO >>hat. How >>do you look at this problem? That the space is evolving so quickly? How do you kind of organize your your thoughts around it? >>Yeah, for me. First of all, um, it starts with good architecture. So whether it's our own products running or third party products running, we need to ensure that those products are architected for resilience. And that third kind of company, the Resilient company, is one that has built in architecture er and a set of tools and service is that are focused on knowing that we will be hacked. But how can we minimize or even eliminate the damage from those hacks? And in this case, having the ability to detect those hacks when their incoming and to stop them autonomously is the key to HQ Wallace's play and the key to what I do as CEO at Nutanix, >>right? So one of the other things that keeps coming up here is kind of a budget allocation to security within the CEO budget on. And I think Mr Clark said that, you know, if you're doing 3% or less, you're losing, and you gotta be spending at least 8%. But I'm curious, because it to me is kind of like an insurance story. How much do you spend? How much do you allocate? Because potentially the downside is enormous. But you can't spend 100% of your budget just on security. So how do you think about kind of allocating budget as a percentage of spin versus the risk? >>Well, I love that question. That's part of the art of being a C i O A. C. So, you know, first of all, we have ah mixed portfolio of opportunities to spend toe hold to divest at any one time, and I t portfolio management has been around for 30 years, 40 years, almost as long as some of the people that I know. However, um, we always have that choice, right? We're aware of risk, and then we have the ability to spend. Now, of course, perfect security is to not operate at all. But that's about that's, you know, swinging too far the wrong way on Dhe. Then we also have that ability, maybe to not protect against anything and just take out a big old cyber security policy. And where is that policy might help us with lawsuits? It wouldn't necessarily have help us with ongoing operations. And so it's somewhere in the middle, and I liked some of the statistics that they share today. One of the big ones for me was that companies that tend to build resilient worlds of cybersecurity tend to spend about 10% of their total I t operating budgets on cyber security. That makes sense to me, and that reflects my track record at Nutanix and elsewhere, roughly in that amount of spending. Now you know, checking the box and saying, Well, we're spending 10% on cybersecurity doesn't really buy us that much, and also we have to think about how we're defining that spend on cyber security. Part of that spend is in building resilient architectures and building resilient code. And uh, that's sort of a dual purpose spend, because that also makes for performance code it makes for scalable, supportable code, et cetera. So you know, we can do well by doing good in this >>case. So again, just to stay on that beam permit, it went. So when you walk the floor at R S. A. And there's 50,000 people and I don't even know how many vendors and I imagine your even your I T portfolio now around security is probably tens of products, if not hundreds, and certainly tens of vendors again. How do you How do you? You kind of approach it. Do you have trusted advisors around certain point solutions? Are you leveraging? You know, system integrators or other types of specialists to help? You kind of sort through and get some clarity around this just kind of mess. >>Well, all of us actually are looking for that magic discernment algorithm. Wouldn't it be great if >>you could just >>walk up to a vendor and apply the algorithm? And ah ha. There's one who's fantastic. We don't have that, and so we've got a lot of layers of ingest. I try to leave room in my portfolio for stealth and emerging technologies because generally the more modern the technology Is the Mauritz keeping pace with the hackers out there and the bad guys out there? Um, we do have sort of that middle layer that surround the ability for us to operate at scale because we also have to operate these technologies. Even the most cutting edge technology sometimes lack some of the abilities for us to ingest them into our operations. And then they're sort of the tried and true bedrock that hopefully is built into products we consume. Everything from public Cloud service is to, uh, you know, hardware and so on. And so there's this range of choices. What we have to dio ultimately is we use that lens of operations and operational capability. And first of all, we also ensure that anything we ingest meets our design standards and our design standards include some things that I think are fascinating. I won't go into too much detail because I know how much you love this detail. But you know, things like are the AP eyes open? What is integration look like? What's the interaction design look like? And so those things matter, right? Ultimately, we have to be able to consume the data from those things, and then they have to work with our automation, our machine learning tools. Today at Nutanix, for example, you know, we weigh like toe. I'm happy to say we catch, you know, most if not all of any of the threats against us, and we deal with well over 95% of them autonomously. And so were a living example of that resilient organization that is, of course, being attacked, but at the same time hopefully responding in a resilient way. We're not perfect knock on wood, but we're actively engaged. >>So shifting gears a little bit a bit a bit now to your board hat, which again, Congratulations. Some curious. You know, your perspective on kind of breaking through the clutter from the from the board seat Cos been doing this for 19 years. Still relatively small company. But, you know, Philippe talked a lot about kind of company. Percy's me industry security initiatives that have to go through what are some of the challenges and opportunities see sitting at the board seat instead of down in the nitty gritty down the CEO. >>Well, first of all, um, quality is financially a well run responsible organization and one of Philippe and the leadership teams. Goals has always been toe operate profitably and tow. Have that hedge on DSO. What that means is that as consumers, we can count on the longevity of the organization and the company's ability to execute on its road map. It's the road map that I think is particularly attractive about Wallace. You know, I am who I am. I'm an operator. I'm a technologist. And so although I'm a board member and I care about all dimensions of the company, the most attractive component is that this this road map in those 19 years of execution are now coming to fruition at exactly the right time. For those of us who need these tools in these technologies to operate, this is a different kind of platform and its instrumented with machine learning with a I. At a time when the Attackers and the attacks are instrumented that way as well as as you mentioned, we have a lot of noise in the market today, and these point solutions, they're gonna be around for a while, right? We operate a messy and complex and wonderful ecosystem. But at the same time, the more that we can streamline, simplify on and sort of raised that bar. And the more we can depend on the collected data. From all of these point tools to instrument are automated responses, the better off we'll be. And so this is, Ah, platform whose whose time has come and as we see all of the road map items sort of coming to fruition. It's really, really exciting. And it's, you know, just speaking for a moment of someone who's been a leader in various technology companies in the security and, you know, technology space for some time. One of the most disappointing things about many technology startups is that they don't build in that that business strength. Thio have enough longevity and have enough of a hedge to execute on that brilliant vision. And so many brilliant ideas have just not seen the light of day because of a failure to execute. In this case, we have a company with a track record of execution that's monetized the build out of the platform, and now also these game changing technologies are coming to fruition. It's it's really, really exciting to be a part of it. >>So Wendy, you've mentioned a I machine learning Probably get checked. The transfer of a number of times 85 times is this interview. So it's really interesting, you know, kind of there's always a lot of chatter in the marketplace, But you talked about so many threats coming in and we heard about Mickey noticed. Not really for somebody sitting in front of a screen anymore to pay attention, this stuff. So when you look at the opportunity of machine learning and artificial intelligence and how that's going to change the role of the CEO and specifically and security when if you can share your thoughts on what that opens up >>absolutely s so there's kind of two streams here I'd love to talk about. The first is that we've had this concern as we've moved to Public Cloud and I t that i t people would be left behind. But in fact, after sort of ah little Dev ops blip where non i t people were writing code that was them consumed by enterprises were now seen the growth of I t. Again and what this relates to is this In the past, when we wanted to deploy something in public cloud. We had to be able Thio compose an express infrastructure as code. And, um, folks who are great at infrastructure are actually pretty lousy at writing code, and so that was a challenge. But today we have low code and know code tools, things like work Otto, for example, that my team uses that allow us to express the operational processes that we follow sort of the best practices and the accumulated knowledge of these I t professionals. And then we turn the machine on that inefficient code and the machine improves and refines the code. So now, adding machine learning to the mix enables us to have these I t professionals who know more than you'd ever imagine about storage and compute and scaling and data and cybersecurity and so on. And they're able to transform that knowledge into code that a machine can read, refine and execute against. And so we're seeing this leap forward in terms of the ability of some of these tools. Thio transform how we address the scale and the scope in the complexity of these challenges. And so on the one side, I think there's new opportunity for I T professionals and for those who have that operational expertise to thrive because of these tools on the other side, there's also the opportunity for the bad guys in the in the cyberspace. Um, Thio also engage with the use of thes tools. And so the use of these tools, that sort of a baseline level isn't enough. Now we need to train the systems, and the systems need to be responsive, performance resilient. And also, they need to have the ability to be augmented by to be integrated with these tools. And so suddenly we go from having this utopian. Aye, aye. Future where you know, the good looking male or female robot, you know, is the nanny for our kids, um, to something much more practical that's already in place, which is that the machine itself, the computer itself is refining in augmenting the things that human beings are doing and therefore able to be first of all, more responsive, more performance, but also to do that layer of work that is not unique to human discernment. >>Right? We hear that over and over because the press loved to jump on the general. May I think it's much more fun to show robots than then Really, the applied A I, which is lots of just kind of like Dev ops. Lots of little improvements. Yeah, lots of little places. >>Exactly. Exactly. You know, I mean, I kind of like the stories of our robot overlords, you know, take it over to. But the fact is, at the end of the day, these machine, it's just math. It's just mathematics. That's all it is. It's compute. >>So when you find let you go, I won't touch about women in tech. You know, you're a huge proponent of women in tech. You're very active on lots of boards and cure with Adriaan on the girls and Tech board where we last where we last sat down. Um, and you're making moves now. Obviously, you've already got a C title. Now you're doing more bored work. I just wonder if you can kind of share your thoughts of how this thing's kind of movement is progressing. It seems to have a lot of of weight behind it, but I don't know if the numbers air really reflecting that, but you're you're on the front lines. What can you shares? You know, you're trying to help women. That's much getting detect. But to stay into tech, I think, is what most of the stats talk about. >>Yeah, I've got a lot of thoughts on this. I think I'll try to bring our all the vectors together. So I recently was awarded CEO of the year by the Fisher Center for Data and Analytics and thank you very much. And the focus there is on inclusive analytics and inclusive. Aye, aye. And And I think this this is sort of a story that that makes the point. So if we think about all of the data that is training these technology tools and systems, um, and we think about the people who are creating these systems and the leaders who are our building, these systems and so on, for the most part, the groups of people who are working on these things technologists, particularly in Silicon Valley. They're not a diverse set of people. They're mostly male. They're overwhelmingly male. Many are from just a handful of of, um, you know, countries and groups, right? It's it's It's mainly, you know, Caucasian males, Indian males and Asian males. And and because of that, um, this lack of diverse thinking and diverse development is being reflected in the tools in ways that eventually will build barriers for folks who don't share those characteristics. As an example, Natural language processing tooling is trained by non diverse data sets, and so we have challenges with that. For example, people who are older speak a little bit more slowly and have different inflections in general on how they speak. And the voice recognition tools don't recognize them as often. People who have heavy accents, for example, are just not recognized. Yes, you know, I always have a phone, Um, and this is my iPhone and I have had an iPhone for 10 years. Siri, my, you know, helpful Agent has been on the phone in all those years. And in all of those years, um, I have had a daughter named Holly H O l L Y. And every time that I speak Thio, I dictate to Syria to send a message on. I use my daughter's name. Holly. Syria always responds with the spelling. H o L I. The Hindu holiday. Now, in 10 years, Siri has never learned that. When I say Holly, I'm most likely mean my daughter >>was in the context of the sentence. >>Exactly. Never, ever, ever. Because, you know Siri is an Aye aye, if you will. That was built without allowing for true user input through training at the point of conversation. And so s So that's it. That's bad architecture. There's a lot of other challenges with that architecture that reflect on cybersecurity and so on. One tiny example. But I think that, um now more than ever, we need diverse voices in the mix. We need diverse training data. We need, you know, folks who have different perspectives and who understand different interaction design to be not only as a tech entrepreneurs, builders and leaders of country of companies like, you know, girls in tech Support's educating women supporting women entrepreneurs. I'm I'm also on the board of another group called Tech Wald. That's all about bringing US combat veterans into the technology workforce. There's another diverse group of people who again can have a voice in this technology space. There are organizations that I work with that go into the refugee that the permanent refugee camps and find technically qualified folks who can actually build some of this training data for, ah, you know, analytics and a I We need much, much more of that. So, you know, my heart is full of the opportunity for this. My my head's on on fire, you know, and just trying to figure out how can we get the attention of technology companies of government leaders and and before it's too late, are training data sets are growing exponentially year over year, and they're being built in a way that doesn't reflect the potential usage. I was actually thinking about this the other day. I had an elderly neighbor who ah, spoke with me about how excited he waas that he he no longer could drive. He wasn't excited about that. He no longer could drive. He couldn't see very well and couldn't operate a car. And he was looking forward to autonomous vehicles because he was gonna have a mobility and freedom again. Right? Um, but he had asked me to help him to set up something that he had on his computer, and it was actually on his phone. But he there was their voice commands, but But it didn't understand him. He was frustrated. So he said, Could you help me. And I thought, man, if his mobile phone doesn't understand him, how's the autonomous vehicle going to understand him so that the very population who needs these technologies the most will will be left out another digital divide? And and, um, now is the moment while these tools and technologies are being developed, a word about Wallace. You know, when I was recruited for the board, um, you know, they already had 50 50 gender parity on the board. It wasn't even a thing in my interviews. We didn't talk about the fact that I am female at all. We talked about the fact that I'm an operator, that I'm a technologist. And so, um, you know that divide? It was already conquered on HK. Wallace's board that's so not true for many, many other organizations and leadership teams is particularly in California Silicon Valley. And so I think there's a great opportunity for us to make a difference. First of all, people like me who have made it, you know, by representing ourselves and then people of every gender, every color, every ethnicity, immigrants, et cetera, um, need to I'm begging you guys stick with it, stay engaged don't let the mean people. The naysayers force you to drop out. Um, you know, reconnect with your original values and stay strong because that's what it's gonna take. >>It's a great message. And thank you for your passion and all your hard work in the space. And the today it drives better outcomes is not only the right thing to do and a good thing to do that it actually drives better outcomes. >>We see that. >>All right, Wendy, again. Always great to catch up. And congratulations on the award and the board seat and look forward to seeing you next time. Thank you. All right, She's windy. I'm Jeff. You're watching the Cube with a quality security conference at the Bellagio in Las Vegas. Thanks for watching. We'll see you next time.

>>live from Copenhagen, Denmark. It's the Q covering Nutanix dot next 2019. Brought to you by Nutanix >>Welcome back, everyone to the cubes. Live coverage of Nutanix dot Next here at the Bella Centre in the Copenhagen. I'm your host, Rebecca Knight, coasting along side of stew, Minutemen were joined by Bala Coochie bottler >>Bhola. He is the VP GM Nutanix era and business critical lapse at Nutanix. Thanks so much for coming on the island. >>It's an honor to come here and talk to guys. >>So you were up on the main stage this morning. You did a fantastic job doing some demos for us. But up there you talked about your data, your days gold. And you said there are four p's thio the challenges of mining the burning process you want >>you want to go through >>those for our viewers? >>Definitely. So for every business, critical lab data is gold likely anam bigness for a lot of people are anyone. Now the question is like similar to how the gore gets processed and there's a lot of hazardous mining that happens and process finally get this processed gold. To me, the data is also very similar for business could collapse. Little database systems will be processed in a way to get the most efficient, elegant way of getting the database back data back. No. The four pains that I see for managing data businesses started provisioning even today. Some of his biggest companies that I talkto they take about 3 to 5 weeks toe provisions. A database. It goes from Infrastructure team. The ticket passes from infrastructure team, computer, networking stories, toe database team and the database administration team. That's number one silo. Number two is like proliferation, and it's very consistent, pretty much every big company I talkto there. How about 8 to 10 copies of the data for other analytics que year development staging Whatever it is, it's like over you take a photo and put it on. What Step and your friends download it. They're basically doing a coffee data. Essentially, that Fordham be becomes 40 and in no time in our what's up. It's the same thing that happens for databases, data bits gets cloned or if it's all the time. But this seemingly simple, simple operation off over Clone Copy copy paste operation becomes the most dreaded, complex long running error prone process. And I see that dedicated Devi is just doing Tony. That's another thing. And then lineage problem that someone is cloning the data to somewhere. I don't know where the data is coming from. Canister in The third pain that we talk about is the protection. Actually, to me it's like a number one and number two problem, but I was just putting it in the third. If you're running daily basis, and if you're running it for Mission critical data basis, your ability to restore the rhythm is to any point in time. It's an absolute must write like otherwise, you're not even calling The database. Question is, Are the technologies don't have this kind of production technology? Are they already taken care? They did already, but the question is on our new town expert from Are on Cloud platform. Can they be efficient and elegant? Can we can we take out some of the pain in this whole process? That's what we're talking about. And the last one is, ah, big company problem. Anyone who has dozens of databases can empathize with me how painful it is to patch how painful it is to get up get your complaints going to it. Holy Manager instead driven database service, this kind of stuff. So these are the four things that we actually think that if you solve them, your databases are one step. Are much a lot steps closer to database service. That's what I see >>Bala. It's interesting. You know, you spent a lot of time working for, you know, the big database company out there. There is no shortage of options out there for databases. When I talked to most enterprises, it's not one database they now have, you know, often dozens of databases that they have. Um so explain line. Now you know, there's still an unmet need in the marketplace that Nutanix is looking to help fill there. >>So you're absolutely right on the dark that there are lots of date of this technology is actually that compounds the problem because all these big enterprise companies that are specially Steadman stations for Oracle Post Grace may really be my sequel sequel administrator. Now they're new breed of databases in no sequel monger leave. You know, it's it's like Hardy Man is among really be somebody manage the Marta logics and stuff like that so no, we I personally eating their databases need to become seemed like Alex City. Right? So >>most of >>these banks and telcos all the company that we talk about data this is just a means to an end for them. So there should focus on the business logic. Creating those business value applications and databases are more like okay, I can just manage them with almost no touch Aghanistan. But whether these technologies that were created around 20 years back are there, there it kind of stopped. So that is what we're trying to talk about when you have a powerful platform like Nutanix that actually abstracts the stories and solve some of the fundamental problems for database upstream technologies to take advantage of. We combine the date of this FBI's the render A P s as well as the strength of the new tenants platform to give their simplicity. Essentially. So that's what I see. We're not inventing. New databases were trying to simplify the database. If that's what >>you and help make sure we understand that you know, Nutanix isn't just building the next great lock in, you know, from top to bottom. You know, Nutanix can provide it. But Optionality is a word that Nutanix way >>live and time by choice and freedom for the customers. In fact, I make this as one of the fundamental design principles, even for era we use. AP is provided with the database vendors, for example, for our men, we just use our men. AP is. We start the database in the backup, using our many years where we take that one day. It is the platform. Once the database in the backup more we're taking snapshots of the latest visit is pretty much like our men. Regan back up with a Miss based backup, essentially alchemist, so the customer is not locked in the 2nd 1 is if the customer wants to go to the other clothes are even other technologies kind of stuff? We will probably appear just kind of migrate. So that's one of the thing that I want to kind of emphasize that we're not here to lock in any customer. In fact, your choice is to work. In fact, I emphasize, if the customer has the the computer environment on the year six were more than happy weaken. Some 40 year six are his feet both are equal for us. All we need is the air weighs on era because it was is something that we leverage a lot off platform patent, uh, repentance of Nutanix technology that we're passing on the benefits canister down the road where we're trying to see is we'll have cyclists and AWS and DCP. And as you and customers can move databases from unpromising private cloud platform through hybrid cloud to other clusters and then they can bring back the data business. That's what we can to protect the customers. Investment. >>Yeah. I mean, I'm curious. Your commentary. When you go listen, toe the big cloud player out there. It's, you know, they tell you how many hundreds of thousands of databases they've migrated. When I talk to customers and they think about their workload, migrations are gonna come even more often, and it's not a one way thing. It's often it's moving around and things change. So can we get there for the database? Because usually it's like, Well, it isn't it easier for me to move my computer to my data. You know, data has gravity. You know, there's a lot of, you know, physics. Tell General today. >>See what what is happening with hyper killers is. They're asking the applications. Toby return against clothed native databases, obviously by if you are writing an application again, it's chlorinated. Databases say there are Are are are even DCP big table. You're pretty much locked technical because further obligation to come back down from there is no view. There's no big table on and there's no one around. Where is what we're trying to say is the more one APS, the oracles the sequels were trying to clarify? We're trying to bring the simplicity of them, so if they can run in the clover, they condone an art crime. So that's how we protect the investment, that there is not much new engineering that needs to be done for your rafts as is, we can move them. Only thing is, we're taking or the pain off mobility leveraging all platform. So obviously we can run your APS, as is Oracle applications on the public lower like oracle, and if you feel like you want to do it on on from, we can do it on the impromptu canister so and to protect the investment for the customers, we do have grown feeling this man, That means that you can How did a bee is running on your ex editor and you can do capacity. Mediation means tier two tier three environments on Nutanix using our time mission technology. So we give the choicest customers >>So thinking about this truly virtualized d be what is what some of the things you're hearing from customers here a dot next Copenhagen. What are the things that you were they there, There there Pain points. I mean, in addition to those four peas. But what are some of the next generation problems that you're trying to solve here? >>So that first awful for the customers come in acknowledges way that this is a true database. Which letters? I don't know what happened is what tradition is all aboard compute. And when when he saw the computer watch logician problem you threw in database server and then try to run the databases. You're not really solving the problem of the data? No, With Nutanix, our DNA is in data. So we have started our pioneered the storage, which location and then extended to the files and objects. Now we're extending into database making that application Native Watch Ladies database for dilation, leveraging the story published Combining that with Computer. What's litigation? We think that we have made an honest effort to watch less data basis. Know the trend that I see is Everyone is moving. Our everyone wants cloudlike experience. It's not like they want to go to club, but they want the cloud like agility, that one click simplicity, consumer, great experience for the data basis, I would liketo kind of manage my data basis in self service matter. So we took both these dimensions. We made a great we made an honest effort to make. The databases are truly watch list. That's the copy data management and olive stuff and then coupled with how cloud works able to tow provisions. Self service way ability to manage your backups in self service. Weigh heavily to do patch self service fair and customers love it, and they want to take us tow new engines. One of the other thing that we see beget Bronte's with ERA is Chloe's. Olive or new databases generally are the post press and the cancer, but there's a lot of data on site because there's a lot of data on Mississippi. Honey, there's a lot of data on TV, too. Why don't we enjoy the same kind of experience for those databases? What? What did they do wrong? So can we >>give >>those experience the cloud like experience and then true? Watch allegation for those databases on the platform. That's what customers ask What kind of stuff. Obviously, they will have asked for more and more, um, br kind of facilities and other stuff that way there in the road map that we will be able to take it off. One >>of the questions we've had this week as Nutanix build out some of these application software not just infrastructure software pieces, go to market tends to be a little bit different. We had an interesting conversation with the Pro. They're wrapping the service for a row so that that seems like a really good way to be able to reach customers that might not even knew no Nutanix tell us, you know, how is that going? Is there an overlay? Salesforce's it? Some of the strategic channel and partnership engagements, you know, because this is not the traditional Nutanix, >>So obviously Nutanix is known. Andi made its name and fame for infrastructure as service. So it's really a challenge to talk about database language for our salespeople. But country that I heard the doubt when I kind of started my journey It Nutanix Okay, we will build a product. But how are you going to the city? And we get off this kind of sales for But believe me, we're making multimillion dollar deals mainly led by the application Native Miss our application centric nous so I could talk about federal governments. And yes, she made perches because it was a different station for them. We're talking about big telco company in Europe trying to replace their big Internet appliances because era makes the difference vanished. We're providing almost two X value almost half the price. So the pain point is real. Question is, can we translate their token reconnect with the right kind of customer? So we do have a cell so early for my division. They speak database language. Obviously we're very early in the game, so we will have selected few people in highly dense are important geographic regions who after that, but I also work with channels, work with apartments like geniuses like we prove head steal another kind of stuff and down the best people to leverage and take this holding and practice. This is the solution. In fact, companies like GE S D s is like people take an offer. Managed database seven. Right. So we have a product. People can build a cloud with it. But with the pro they can offer in a word, why do you want to go to public Lower? I can provide the same cloud. Man is database service more on our picks, Mortal kind of stuff. So we're kind of off fighting on all cylinders in this sense, but very selectively very focused. And I really believe that customers fill understand this, Mrs, that Nutanix is not just the infrastructure, but it's a cloud. It's a It's a club platform where I considered arise like Microsoft Office Suite on Microsoft's operating system. Think about that. That's the part off full power that we think that I can make make it happen >>and who are you know, you said you're going in very tight. Who are these Target customers without naming names? But what kinds of businesses are they? You know? How big are they? What kinds of challenges. Are >>they looking at all? The early customers were hardly in the third quarter of the business, but five. Financial sector is big. The pain point of data mismanagement is so acute there capacity limitation is a huge thing. They are spending hundreds of millions of dollars on this big. When that kind of stuff on can they run in the can extract efficiencies out of this hole all their investment. Second thing is manufacturing and tell Cole, and obviously federal is one of the biggest friend of Nutanix and I happened to pitch in and religions is loaded. And they said, Israel, let's do it real demo. And then let's make it happen. They actually tested the product and there are taking it. So the e r piece, where are they? Run Oracle, Where the run big sequence kind of stuff. This is what we're seeing. It >>followed. Wanna make sure there was a bunch of announcements about era tudo Otto, Just walk us through real quick kind of where we are today. And what should we be looking for? Directionally in the future. >>So we started out with four are five engines. Basically, Andi, you know that Oracle sequel and my sequel post this kind of stuff, and we attacked on four problems this provisioning patching copy, data management and then production. But when we talked to all these customers on, I talked to see Ables and City Walls. They love it. They wanted to say that Hey, Kanna, how around more engines? Right? So that's one will live. But more importantly, they do have practices. They have their closest vehicles that they want to have single pane of management, off era managing data basis across. So the multi cluster capability, what we call that's like equal and a prison central which manage multiple excesses. They weren't error to manage multiple clusters that manage daily basis, right? That's number one. That's big for a product with in one year that we regard to that stage. Second thing was, obviously, people and press customers expect rule rule based access control. But this is data, so it's not a simple privilege, and, uh, you would define the roles and religious and then get it over kind of stuff. You do want to know who is accessing the data, whether they can access the data and where they can accident. We want to give them freedom to create clones and data kind of act. Give the access to data, but in a country manor so they can clone on their cure. Clusters there need to file a huge big ticket with Wait for two weeks. They can have that flexibility, but they can manage the data at that particular fear class. So this is what we call D a M Data access management. It's like a dam on the like construct on the river, control flow of the water and then channel is it to the right place and right. But since Canister, so that's what we're trying to do for data. That's the second big thing that we look for in the attitude. Otto. Obviously, there's a lot off interest on engines. Expand both relation in Cecil has no sequel are We are seeing huge interest in recipe. Hannah. We're going to do it in a couple of months. You'll have take review monger. Dubious. The big big guy in no sequel space will expand that from long. Would it be to march logic and other stuff, But even D B two insiders There's a lot of interest. I'm just looking for committed Customers were, weren't They are willing to put the dollars on the table, and we're going to rule it out. That's the beauty of fair that we're not just talking about. Cloud native databases Just force Chris and kind of stuff. What? All this innovation that happened in 30 40 years, we can we can renew them to the New Age. Afghanistan. >>Great. Well, Bala, thank you so much for coming on. The Cuba was >>Thank you. >>I'm Rebecca Knight for stew minimum. Stay tuned. For more of the cubes. Live coverage of Nutanix dot next.

>> Live from Las Vegas. It's the Cube covering Adobe Summit twenty nineteen brought to you by extension for interactive. >> Hey, welcome back it when Cube live coverage here in Las Vegas are doubly. Summit twenty nineteen. I'm John Murray with Jeffrey, my coz this week. Two days of wall to wall coverage. Our next guest is Glenn Hartman. North America lied for a censure Interactive. Thanks for joining us. Hey, thanks for having me. Great beer. So you guys are doing some great stuff around the creativity, peace, doing great customer experience. Implement taste. We have a great walk through from a lot of the folks from your organization. You're designing up ideas and products, delivering them and then operating them. Nice model. Yeah, thanks. Is that your business model that has network, What century? Interactives business model. I mean center and >> really about one thing. It's about creating, delivering and running the best experiences on the planet. We help our clients do that for their own customers. And when >> we talk about experience, a lot of people have different definitions for that, especially at the conference here. It's not necessarily an experience of a website or a mobile app or u X is people use it. It's really anyway, a brand engages with a customer. It's not just marketing. Either it could be sales or customer service loyalty. Anything anyway. A brand promise can be delivered. Teo to customers. One of things that I've noticed with you guys is that it's a talk track and thought leaders around a new creative and new creativity. And Toby honestly with software that they haven't now the cloud you're seeing in the marketplace. We saw this at Sundance two years ago. A new kind of creative is, um, organically coming into the marketplace with more channels to direct to consumer, whether it be to be or be to see you and now have new kinds of mechanisms to take product, whether it's APS or content or movies, You start to see this democratization really starting to happen. How is that changing? How you guys helped us is because now they now have new capability. They can tell their story in a different way. They have access to new kinds of channels that weren't there before. How is that changing the business, in your opinion, die in a profound way? So I mean, everybody knows that marking is inextricably linked >> to technology and data. Everybody knows that. But when >> we are thinking about the new, creative and own ways that you can tell stories and create experiences. We look at experience very differently. I mentioned before that it was all about all the different touch points in the ways people interact with the brand. But when we look at experience, we call it the Big E. And the biggie actually stands for empathy. And it's understanding how to define what a brand experience means to that customer and defining success in terms of that customer. And you know, Jeff and John, you guys air not to find by your data set or what you bought last week. You could be very different types of people in different situations and understanding ways to empathize with you in the moment and having experiences change in the moment and having creative play, a part of that and data play. A part of that is the big hot. It's a new way of looking at things, and the last part of that, too. And the big is about emotion. So when you have a big brand that has some emotional connection, you know you love this brand for an automotive or you love this hotel chain or there's some brand a connection you have. How do you have that connection flow through every touch? Point and data and technology can enable that. But it's really empathy and emotion. That's the driver. How do you get empathy and creativity to work together? Because you now have an accelerant with data you mentioned getting to know people's empathizing with them in the moment it's contextual. I could be having a great day or a bad day or driving my kids to school of whatever's going on with me. It certainly there might be some data out. How do you get the creativity and the empathy to work together in your mind? You see that appointment? That's the nice parties. More than ever, we have different data sets that can help us do that. Just give you a couple of examples. Um, instead of understanding how to market >> to someone so they'LL buy the next product on basing. That may be on their demographic, maybe basing it on their preferences. You've hear all these terms and marketing for years, and you can understand what they bought. >> Instead of understanding that, why don't we try and look and use data which you could easily do today to understand why they bought something so it could be something as simple as like a I don't know, Cpg example. Maybe have shampoo and you could say, Well, they bought these kinds of things before, So maybe they'LL buy that champion. But if they know that, you know, maybe Jeff is equal friendly are John. Maybe you're more into things that maybe you buy that shampoo because you care about animals and they know they don't test them on animals. Or maybe it's something more about experience that that particular shampoo won't make your daughter cry when you ship your her hair. And it helps that experience that that's the reason why it actually helps me. You're empathizing in the moment with something that is meaningful that you care >> about. It's not about a better deal or >> better price or some kind of feature. It's something actually about you more meaningful, much very meaningful interaction. Data set is that because there's no data before, is it more? There's more signals, potentially to get exposed to that, because that's a hard data points to get. I mean, to find the why is a holistic kind of perspective. It's true, but I mean, I think it's more of a mind set. The date is there, but the mind set has been different. Over time, people were looking to technology every buzz word in the world use big data and personalization. Aye, aye. And then now it's a I and machine learning and like, Well, that's great. And they're all wonderful enablers, as I said, but it has to be driven by empathy first. So it all starts. >> I mean, we've been saying this forever customer, centrist city and a customer >> concerts. But really, I mean, for real. If you start to use those data sets, aunt have the mindset has to be a c M. O. R. A brand manager is someone who actually it's advocating for the customer, and they're willing to say, No, I don't need big data. I don't need all the data. I need this gold nugget part so I can speak to John. >> It's interesting plate, as you say, the emotional part of the biggie. Also, I think it is the old Coke commercial, right raw one world together, and we all cry and there's some great McDonald's commercials, right when you talk about you think beyond that to the to the empathy. I can't help but think of kind of the whole purpose. Purpose driven, mission driven companies. You know, kids coming out of college want to work for mission driven, cos we heard it over and over. And the key notes, you know, we're not a product company, not even really a service company. But we're committed to two, an ideal to the mission. Beep. Be partners with us, be our customer. Let's have a relationship that goes so much deeper and longer than any particular transaction is that kind of that tied it, that that is a part of it? >> Absolutely. Now, the interesting thing of what you said is that people are >> tied to a purpose and maybe something that's meaningful in a broad sense, absolutely. And that's a wonderful place to start. And you can start to align products and services in that way, >> the way he talked about, like, shampoo and, you know, animal testing, right? Well, >> it's a good one, but the next one is really getting a little bit Mohr down to you. So I think all that is great, but really understand what you need in the moment, because what happens is it. Some of those things may change if you are shopping at a grocery store every >> Saturday for your family and you're used to doing down your attitude. There might be different then when >> you're shopping, when your kid is sick and you got pulled out of work and you got to get there to get the prescription, you're into speed and your stress in the moment they're versus. Maybe >> on Saturday you're like all try some new coupons and try some new things and go by. The little tasting >> station is actually behaviors that you want to understand in the moment. That is a big part of that as well. But the key thing to hear is, let's think of this when you deal with empathy. It's not just getting to know all those things. Even if it gets to that level, it's actually changing the way marketers think about talking to communicating and relating to customers even the language that they use. I mean, think of it >> today. I mean, >> still, people use marketers are their marketing to people. It's, uh, that's acquire customers. Let's convert wind developers over good. We don't win their helpers over. And what was the last time you guys were real excited about getting converted? Okay, it's not a fun experience, right? So if you even changed, I might send you say, Let's market with someone or let's let's help them. You actually create experiences that are useful and helpful not about conversion and not a business metric. But success is defined by the customer. How are you guys playing this? Because this is really kind of ties on multiple threads. I mean, the whole nother community angle to people belong to communities in context to their life. And they engage. And when they engage his emotional connection to a group of this and some cohorts is the worker. Thank you. Okay, groups. But they're friends and colleagues, or whatever could be you guys were. The point is, with customers, take us through a use case day in the life of empathy, deployed into how you guys do business with the big Branson and one of the success. How do you make it happen? What's the engagement look like? How does someone do this? So they just wake up one morning, say Okay, I'm gonna have more empathy. They also call you guys up. What happens? Like what? Take us through What? Certain evidence was made in the slide. I could give you >> a little bit of it. An example of how stars we've been talking a little bit more dramatically about sick kids and testing on pets and animals and things like that. Not testing the pets. Can you imagine? I'd really be >> horrible. But single graphic of the users individual personal things is hard, right? So? Well, I mean, the whole point of this is that when you really get into the mechanics of how this works, I'll give you an >> example. It's a little bit less dramatic. OK, so it's a telecommunications company. Telco company. That's selling. You guys know what? Triple play? Yeah. Okay, So you have It's >> a cable and a phone, right? All it's it's like a commodity product writers. There's no emotional thing necessarily. But in that game, if you can just optimize certain parts of the journey, you can make a big difference, right so way got a benign request from a marketer. Teo say, Listen, we do a lot of paid search. Can you help us with this one product? Just if you move it even like one percent, it would be significant to the company. But when? So okay, we'LL do that, >> and it worked out. We go in and help them do their >> search. But because we're thinking about experience in a broader sense for so well, let's let's do it more. Let's make them be able to transact or engage in multiple ways. Well, you could. You could sign up for the service to email. Or maybe there's click to call or click to chat. Or you could even walk into a branch and do it there. Maybe through the call centre, right? It's what's all that's working together on the channel, though fun words you want easy. You're leveraging >> different technologies to do it and people, >> so the way this worked was you were coming in through search and then eventually a lot of them were converting in the call center. So it was all working. And you think that's great? Well, it wasn't great to the company at all. They were very upset. The people that we're buying the media, we're really bummed because they couldn't get the attribution of the credit for the thing was in the call center. So they came over the great idea. They said, OK, take the phone number off and take the the click to call off and will force the >> customer to convert in. Our channel, of >> course, is a brilliant company with great people and rational thinking prevailed and they didn't do that. But they said, Well, what do we do? I said, Well, you're going to eat and multi attribution model to be able to help you do that, Okay, but that's not enough because you also need a new sales incentive and commission structure inside the call center because those people are getting pit on that. But since it's such a low commodity product, that's not gonna work to change. That's that's a new sales kind of thing, then you wait. They can't talk for another three seconds to that person because you'LL bring the margins on. You got to get him back. All the turtleneck just screwed up. That's right. So there's a new business process is now a new operating model whose skills to get him back into the general. So all of a sudden it's benign. Request from a marketing team taken, you optimize my paint search becomes new business transformation. Okay, now, because that brand manager had the guts to say I'm going to advocate for this customer. This customer wants to come in through this channel. They want to convert over here, and we're gonna actually change the operating model, the sales structure to call the sales lead. I had to call the CFO on the CEO, and we're gonna make this happen, Gonna change the way we do business on behalf of that customer. That is weight world, I could tell you we see this all the time and marketers all the time that there's so married to their website analytics funnel that that's all about who gets credit coded earls and the customer experience is a brutal. It's like I'm not here on other sites are all over the place. I don't really need to go the site every day, right? Somebody only go there when Otto and the thing we were talking about before. If you're grocery shopping >> and Europe's have set on Tuesday and you want to get off >> for your kid at versus the nice leisurely thing we talked about on the weekend, there's a whole nother set of outcomes in Cape Yas you have to deal with. If you went into that supermarket on Tuesday and they figured out a way to get you in and out fast and just get those two or three autumns, you need it for your kid. That's a failed trip. According to the grocery industry. You need to be in there longer they want, so you stay in the back. That's right. Totally. That breaks the whole model, but it's wonderful for you. You'LL shop there forever because of that experience, what you're getting at the Morrises air, changing the business models of cos that's the bottom line. You're at the center. That could be a driver for the transformation. That's it. Empathy. Is the driver Absolutely no. You need to have the emotional connection to all that stuff to help also internally see emos. I don't need to just be relevant and customers that need to be relevant to the enterprise. They need to be relevant to the CEO, Doc in seconds and hear the screaming and kicking and screaming right now. Glenn, that's great. But man, that's a heavy lift way could do it. How do you How do you get it? Because now I can see a cultural reaction. The antibodies will come out and attack that notion because it's scary because now, like, whoa, yeah, well, I mean, it is hard, but the good news is, is that we see, even at this conference, and a lot of our clients are coming over to do that this incremental ways to get there. But I'll make it simple. So the advantages are we said this new technology, new data that allow you to do some of this stuff right? That's great. And you can see a lot of them consolidating, right? A lot of the stacks all now have content and analytics and commerce and all that, and in this nice ways that they come together and that consolidation can help, and there's other ones that can handle different data sets, and that helps to his automation. And but the thing is that what people miss is one of the ways to accelerate this is add a human centered approach to how you actually create the experience internally. And what I mean is, it's not enough to consolidate the data and figure out that Gold nugget and not enough to do with technology have to do with humans. It's a human centered approach, so we're bringing in integrated teams of humans that are pulling all the stuff together. It's someone who understands strategy. Maybe someone understands creative when it hit me in the club, basically their prime in the pump getting it. But they will sit together. They sent to get the analytics. People sit next to the creative people. It's in next you people. They work on it as they designed the experience. You don't do a strategy project and then do a A road map and then do an R P for technology enabled Waterfall does not work, but it's beyond even waterfall versus algebra. This is actually taking humans and consolidate that thinking New skill sets at the center in like an incubator way to do pilots to do prototyping to do things. If you want to create that new experience that we're talking about in any of these cases, you gotta hand CMO some kind of thing that can bring to the team and say, Look, here's an app that would enable this or he has a pilot We could try without boiling the ocean toe, actually create an experience that would move the needle or whatever. Lame corporate analogy. Just make more money and get some decent results in Get a beachhead, just small eatery through it. Glenn. Great Insights. This is a great time. We'd love to get you back on the Cuban girl down, and it's kind of design thinking, combined with execution on the front lines with customers. Center the value proposition. Great conversation before we and just give a quick plug for the business. What's going on with a sensor Interactive? How's the business going? What are your goals? How many people are working there? What's the geography is looked like? Give us enough. Thanks for asking So essential Interactive is enjoying its third year as being listed by at H magazine, is the largest digital agency in the world on the fastest growing Wei have coverage and a truly integrated global delivery model that hits every part of the of every market. And we're so excited. Tio have this growth because it's a way to show that the market is truly interested and being experienced lead and the way we're defining experience. We're seeing more and more clients moving from some of these incremental changes to really >> try to put the customer at the center of what they're doing. And, you know, X Ensure Interactive believes in this model it is. It's very much in some ways way. Call it a new kind of provider, like an experience agency for lack of a better term. TTO help companies drive that transformation, and it's >> done with people and technology, and we're been on a tear recently. Most are growth is organic, but we also do lots and lots of acquisitions to make these capabilities come together. All the creativity and the design and the strategy and the techniques and the run of it is all in one integrated team, and that is very, very helpful when you're trying to do some of the things we've been talking about and you're you guys. I think I'm the right way. This customer wave is really, really because with digital customers air in charge, they control their data. They're now going to shift is happening. We're starting to see some visibility into it. It was going to impact the economics process and business models, so I think it's just beginning. Congratulations really is thanks. And we're so excited because some of the >> client successes it's truly transformational somethings. You got it. Carnival or Marriott or or Subway. I >> mean, it's a whole different >> kind of way of looking at experience, and it's >> really helping people. It's not just for its good for the business, but we're really changing people's lives and helping have experiences be meaningful. It's been wonderful and fun for us. Glenn, Thanks so much for sharing this insights here in the Cube. Hey, thanks for going the data Here live adobe summat. Twenty nineteen, Jumper, jefe Rick, Stay tuned for more coverage after this short break

>> All right, Cool. We'll go with the first round of this, and we'll see how the central roles perfect. Uh, three, two and one. All right, I'm here with our guests. Chase Phelps, the director of sports science at Stanford University. Chase has an amazing background, and I was fortunate enough to work underneath him at Stanford. Chase is more than versatile. He has a deep understanding in regards to human physiology, but also the technology involved in monitoring athletes and performance in general. So, Chase, I'll let you take it away here, and I can't talk about yourself and the journey that you tell to get to where you are. I personally heard it multiple times. It's quite interesting. And for those listeners out there is going to be a good experience to hear exactly how someone chases esteem, Got to where he is, how the road's not always quite a straight line. >> Well, I appreciate you having me on II. You must be getting the checks in the mail to have that type of intro because that's way over the top on how good I am with my job. But I appreciate it. Um, so I think for me. You know, it started, I think, for a lot of us being in the gym as an athlete, Uh, you know, kind of being one of those guys has gotta work harder. Teo, you know, catch up with the other people who are coming naturally talented. So I started office of your general meathead in the gym in high school, doing all the dumb lab bench incline bench declined, bench checked back into, you know, all the flies, you, Khun Dio, and kind of started to figure out that, ah, I needed, you know, um or scientific way, I guess toe train myself and started out going to a velocity sports informants and, you know, one of those big kind of box performance gyms and got hooked up really, really lucky. Got hooked up with some people who at the time, I didn't know where were ahead of the game, but kind of started giving me the wise behind, you know, all the things I was doing in the gym and sort of kind of carbon that path for laying the foundation. So to say so I went to Undergrad, play the cross in college, Um, and they're so science piece started the internships to be a traditional sec coach on the floor, huh? I did. Let's see. Old Dominion. Radford, Virginia Attack. I AMG performance. Um, you know, just kind of laying the coaching trenches, laying down in the trenches, trying tow, kind of get myself the experience necessary to move ahead of Attritional SEC coach. So I got really lucky and that I got a job at Hampton University is an assistant. And within about seven months of being there, the director at the time up and left and they had nobody to help out with football, they have to take over. And really at an age that was way too young for me to be in that role, and so that was kind of my first, you know, probably fire experience, being twenty three years old, heading up, you know, the one double a football for him, still division one football team where I >> it >> was pretty pretty novice at the time. And while I didn't mess anything up to bad, it was definitely I would change a lot of what I did at the time. So I looked back on an experience that was extremely valuable. But from there, I actually had a stent where I was unemployed. So ah, little life lesson is, I took somebody's word on a job without having it written out and quit my job at Hampton, thinking I had this position set up and literally it fell through. The guy was like, Hey, listen, it's not gonna happen. I don't know what to tell you. I'm really sorry. So for seven months, I worked at local gyms, private personal training, training athletes on the side. You're basically doing anything I needed to do. Teo maintain coaching, but also keeping income going. Ah, and it's kind of funny because a lot of people don't appreciate that type of setting and the personal training. You're either strength coach. It's not personal training, you know. And, ah, a lot of the stuff that I do now, I still you know, I remember picking out because I was working with the client with rheumatoid arthritis, right? So, like your ability to to regress and a purple issues exercise selections for somebody who's sixty years old and is not very mobile translates very well to return to play in an athlete who just had maybe on a C L surgery on. So I looked back on that time is kind of a weird one in my life, but it was extremely valuable, you know, and my experiences. So I got really lucky. And the networking piece fell together and ended up working with the Naval Special Operations and kind of finding a role in the humor for men's branch. There, Bro is there for a little over three years. I >> it >> was just incredibly lucky to work with some of the people there, Mark Stevenson and and a lot of other guys who are still working there. They're still there now, but they're just they're pushing the field for doing a lot of things behind the scenes that I think really kind of kicked off the sports science. See Dick in the in the U. S and the last, you know, six to eight years on DH. So I was really fortunate toe kind of diversify. My experiences there really start looking at performance and training. I don't want to say like that buzzword of holistic, but just how my diversifying my ability to understand which discipline is doing, whether it's a mental performance coach, our nutritionist or sex, our physical therapist. But how can I better understand those fields, too? Then, you know, make sure that everything I'm doing is complimenting what they're doing on DH. So I was able to land the job at Stanford initially just to run the sports science department. But I also got a little coaching duties. On the side is I work with men soccer. So it's been, Ah, it's been all over the place, you know, traditionally in athletics, but, you know, a little bit of Gen file here. Besides, well, >> so Chase bast fully passed over Hiss lacrosse career, right? And how many was that? Multi time All America. Is that correct? >> I had a couple of years where else? Pretty successful. So, uh, >> and I think that's extremely important to highlight because being an athlete, you deal with all these departments firsthand. You see it from their perspective. And so one thing that Chase has really taught me, I was going forward learning about how you contain to challenge yourself, to put yourself into positions that other people are end. And how do you then think about your actions and what you're going to do as a sports scientist in regard to how and not on ly influences the athlete but the coaches and other staff around him and being an athlete, you firsthand get to experience how it is to have someone else trying to intervene on your daily routine. And that's also mention that Chase is now someone who on what level of ju jitsu he's in. But I know he's tough enough to beat the daylights out of me. And that's something as well has taught me. Is that put yourself in situations where you have to be a beginner again and challenge yourself to have tto learn from Square one. We get caught in these ruts of progress, progress, progress. You go from a beginner. When you first learned how to swing a baseball bat to now you're planned higher level travelling. Baseball is part of your life for myself. Basketball, the chase has taught me, is really embrace those opportunities of struggle and whatever way that comes in its shape and form and put you in those positions. So you have the ability to actually learn from that. And now mention that chase in regards to beat an athlete I think there's many things that we overlook as coaches. We apply the idea of an external load, right. We give them sets and wraps and weights and we write out these long workout for next six months what someone was going to dio. We can't predict the internal load and be an athlete. You understand how it is to not sleep, how it is to maybe stay out a little too late with some of your friends, but how that affects you in regards and athletic setting to reach the goals that you want to reach. So I want to dive in the topic a little bit about internal versus external load. That's something that you really challenged myself to learn about when I was with you. We talked about that in regards to H R V sleep and all the above said, I want to hear a little bit about your take on internal versus external load. What specifically is at turns >> out someone, he said, is being an athlete. I think that goes, You know, it's It's almost like every year that you are in the field. You separate yourself from what it feels like to go through the workouts and the daily grind. So to say right, it's really easy to write up a bard and have no thought process about how somebody feels on day six of a week where they've been pulling all day school two and a half hour, three hour practice our weights and you're like, Oh, man, we got a great dynamic effort. Lower body session finished office. Um, you know, if our glory body squats like you know it's It's just really easy to forget how how things can accumulate and how you know you're just trying to kind of that times get through it all and you head above water. Whereas we're thinking about optimizing, for they may be thinking about Hey, I just need to know what my head down and get through today. So I think it was a great point. But I think going on to the external love peace, obviously the U. S. In the last, you know, six, seventy nine years has exploded trying to catch up, maybe with Australian, The Europe of the world have been, um, really kind on the forefront of this, uh, objective collection of needs analysis for sport. You know, whether that's an external load of what they're doing, the mechanical demands of the sports. So how far they're running? What are the physical characteristics that you see? See environmental capabilities, as in, you know, beads with velocities, where they simply gotta Iran hominy times that they're going to change direction, really understanding the demands of the sport versus the internal loading piece, which you're going to be Howard, these individuals responding to those demands and I think the key word there being individual, we know that certain athletes are always going to be pushed and filtered into sports that there, uh, naturally, good at right. Like, I think we all tend a favor, things that we've been successful at. And as we kind of go up through our broken physical education system, we haven't done a really good job. I think in our country of kind of diversifying and scaling appropriate levels to make sure people are developing and multiple ways we kind of just like, Oh, you're good at this sport. Keep at it. You suck. You're out on. And I think if we were to kind of cater developmental, developmentally appropriate skill acquisition techniques and I'm stealing all this from a classmate of mine, Peter Bergen City proud, I think a better job of scaling, you know, developmental levels. I think you would see Maur athletes come out of that. That would be successful instead of just they only go on the tall guy put him under the basket. Um, you know, you would be able to develop more skills, but back to the internal load piece on understanding that, like I work with Ben Soccer Max, we're talking about this maybe your ago. I have a guy who logged twenty thousand meters in a playoff game last year, You know, that's over twelve and a half >> miles on run game. And he >> had played a game two days earlier and had been practicing for four months. And it comes to the question of like, How does somebody do that? Do that? Do you train them to do that? Do they just follow the program and all of us and they could do that. Or did there, I guess, internal demands to the sport over time. It took years. It took decades and in my opinion, took that after we to play the sport of high level, you know, for ten plus years to be able to get that cardiac adaptation of peripheral ability to be so efficient that they can run and change and cutting jump a tte that intensity. And so an athlete like that that that internal load, you know, they're going to be very, very effective and mobilizing energy. They're going to be very good of providing blood and oxygen to the to the outside of the body, whereas, you know, you take, not tow it, almost four. But like softball, that's a completely different athlete. And so if you were to ask them to have, ah, Despaigne similar demands, we know that internal load would be different. They're gonna have an inefficiency that, uh, you know what, I've election, Amy. A struggle to match the requirements of work or mechanical load that you're placing upon the athletes. So I think you know, it's really important as you start to look at that internal versus external. The external is critical, I think, on a lot of sports were just now identifying what is necessary to be successful on the field as and what they're doing. So you can start it that, you know, backwards, design and work. Your program to say here is ultimately what they have to be able to do. This is a worst case scenario on the field. This is how we should cater our return to play protocols so that we know we're working towards ultimately the ideal player. And that's sports and >> interesting. Yeah, not to cut you off. I did make some clarity here in regards to internal versus external loads. We talked about external load. We're talking about the amount of work someone actually does. Yes. So the amount of weight being lifted, how fast someone's running, how many pages someone can read, Right? And we end the guards, student, one intern and what side? Go ahead. >> It's really what is happening. What are you doing? What? How much of something? >> Something you're applying to the body. And then the internal load is the physiological changes that take place. And so the most basic concept is Hey, we're going to give you a weight program. We're gonna lift X amount of weight for X amount of days with the external load, intending to change the internal environment to grow muscle. And then the more muscle you grow, the more internal load you can handle. So you're adaptive capacity, that big bucket of how much you can handle a life. You become very efficient at handling that consistent external load and you increase your ability, whether it be efficiently or the magnitude. Insides that bucket to handle. A larger, I guess, external load in regards to having a larger internal capacity. And so what you're talking about is when our buck it's very specific Say we're playing soccer and we changed, too, you know, let's say tennis or in your case, saw Hall. You mentioned the softball player would struggle with soccer, and the soccer player would struggle with tennis because those external loads are so different than the internal capabilities of that individual. Is that correct? >> Yeah, absolutely. I think I think the higher level you go you definitely see that specificity of coordinated skills really kind of become a guest. Very nish. And what you typically say and I actually kind of think it's funny because I've said it. So then guilty as charged is that you'll look at a soccer player, you know, somebody who can play at the highest level and is sprinting doing all these different, you know, athletic exercises and then we'll be like, Man, they're bad athlete. They can't skip or look at that spa product. It's terrible and you know, you kind of take a step back and you're like, was the gold toe squatters, the gold toe score goals and play soccer? Um, and then some, you know, may argue. It will, you know, had the longevity of peace or they're gonna be in a more front injury, all that on and at the same time. And I think about that subconscious confidence when you put some money in a gym and a, you know, a new environment where they may not have done these things. They're very aware they're consciously in confident. They're sitting there going, I >> suck at this >> and they overthink it, right, and then you ask him to, like, go out on the field and kick a ball around, and they're doing these things. They're changing direction, which is basically a squat with shen angles changed. Uh, yeah, you know these things fluently without even thinking about it. So it's like their ability is there. It's just not in the right contact. >> Interesting. Yes, they bring up the concept of selling, being consciously aware, right? So they might be in a nervous kind of state. They're not familiar with the weight room, and that actually bring some level anxiety, possibly that true. And that itself may make the weight room instead of ah, use dresser, which is something very positive. It might be a distress, sir, and so they see that waiting is negative. And so now they're nervous toe workout and they have to work out, which makes the internal load even larger. So make this environment that kind of gets magnified. In regards to that. What other factors influence your internal load? Something I mentioned was that stress and obviously their external stressors, especially at Stanford, work very intelligent students who are having to go through rigorous testing in school. And it's a very competitive environment, not just athletically, but, um, you know, the education side as well through those stressors and past internal load. And if it does, how does that influenced the amount? External load? As a coach, you might provide? >> Yeah, absolutely. I think it's always going to be multispectral. It's always going to be. It depends on who's who's the athlete. What's their background? And the supporter? The activity. You're asking to dio, um, the daily life of the twenty two hours that they're not with you. Are they hydrated? Are they eating properly? They fuelling for adequate activity. Are they getting enough sleep? Are they, you know, have a test for their psychosocial factors at play? Like their girlfriend or boyfriend just broke up with him. And I think all those things obviously have an impact Has been Aton and ton of focus placed on this type of, I guess, capturing that whole athlete. Whereas maybe, you know, years ago, you would look at tonnage and now people will look tonnage. And what that stress load is, what that academic load is Because, you know, research is coming out. Now that we know that these types of overloaded stressors and stresses the same stress of you know makes you resilient can break you down. So it's really the improper dozing and inability to cope with that load, and that's dressed, it creates the problems. But, um, you know, you look at athletes who are an exam week, there's research talking about that people hell less efficiently. They have immune issues. So you're seeing people get sick. You're seeing that inability to adapt and cope with the demands that are placed on him, being significantly altered by some other type of factor outside of a weight room or a field. Um, you know, I think the the fact that the collegiate environment is being more aware to that and teams they're trying to push practice in the morning. A little later, they're tryingto manipulate schedules so that its aren't just running straight from class. But they have a little time between do get some type of snack and to some moment to themselves toe. Take a couple of rest before they go out on the flip side, right after practice. Are they running directly into Ah, you know, a test or something? Or are they actually will have a little moments of themselves where they can kind of down, regulate, take everything in and then move on? I think that those types of things, well or not, massive are significant because they happened ten to twenty times every day over the span of weeks in years. And that's really the problems, that chronic buildup of a over activated, sympathetic response that maybe exacerbated by an athletes Taipei, their personalities or type a person. Yeah. Hey, I'm driven. I'm a pi performer. This is what I do, or maybe some of the lifestyle stuff. So maybe that there's somebody who you know is just pumping refined sugars and other body and creating a flux and blood sugar regulation that again mobilizes cortisol, a sympathetic response. And next thing you know, you've just in the span of three hours tagged on six different things, albeit slightly different, that had the same outcome on the system. So that internal response becomes very, very sensitive. Teo, everything you're doing because it's that chronic build up that's really taken its toll on it. >> Interesting. So he bring up the idea of the sympathetic nervous system and the sympathetic nervous system being broken down. I guess being partnered with, I should say with the parasympathetic nervous system, right, that makes up your autonomic nervous systems. So for those you're not familiar. Sympathetic nervous systems, your fighter flight. It mobilizes energy. It's looked at to be very important for survival. If we saw a lion during evolutionary times would help us increase our heart rate, Increased auction supply, mobilized energy so we could run away from a lion. But then we had the parasympathetic aspect. That branch would help regulate rest. And I just kind of the repair and rebuild process. Now, with that, you mentioned the hyperactivity of the sympathetic nervous system. Now, does this get out of whack? Sometimes if you're an athlete, your individual were chronically stressed. And if so, does that affect some of your endocrinology? So how your body responds? And what kind of tips can you have No muse with your athletes or yourself to get yourself back into a parasympathetic state? Yes, >> that's a great point. I think the and not tow to correct you. I think what you're saying is absolutely right. I think the key is, is not constantly counter act sympathetic, but is to bring the body back into a more balanced ability to appropriately turn on sympathetic into appropriately eternal in Paris. Sympathetic and what you typically see, and I said it so I think you're totally right, is sympathetic, does become the primary driver, but it isn't all about just turning on sympathetic. It's it's having the ability to use both when you need it. And I think a lot of times the door or the window to that is to drive parasympathetic activity on so that it can kind of restore itself. Ah, and then the goal. Once you're kind of an ability where you have a little bit more of stability and that is, then tow, have access to both. >> So you talk to me about me. Interrupt chase. But this is something to remind me completely where, if someone is chronically sympathetic, let's say they're in a game situation. This can goes back. That being stressed out, they might have hyperactivity, sympathetic nervous system and correct if I'm wrong, this decentralize is sorry. Desensitize is the frontal cortex and reduces some individuals ability to make decisions, especially when fatigue begins to set in. Because you have multiple areas of stress coming to body fatigue, the actual stress emotional of the situation and in the person's internal Billy to regulate that, that's something you talking to me about? Spoken with me about while Stanford. I found that topic to be extremely interesting and do the fact that it's completely universal. Whether you're an athlete or your individual going in for a job interview, they kind of fall under the same umbrella. Is this the case? >> Yes, excuse me. So I think ultimately it's a fine line, right? So I think the sympathetic nervous system actually has been shown to enhance some cognitive activities, right? So it does increase that acute ability, toe recall some information and at the same time and over driven response of it can almost shut everything down. And that's where you see people kind of like getting up hyperventilating and not being able to perform and really kind of altering some type of, um, thoughtful, logical, rational action. So I think it comes down to two primary things. It's a primary and secondary appraisal, and this is a psychology based concept. But I think it applies basically everything in performance and primary, the athlete, the person. Whoever is going to say what is happening, and this is subconscious and happening in different aspects of the Iranian or not I fell. Missed what? Your body goes, What's? What is this? Right? So I looked at the analogy of you walk into a bar. All right, You scan the bar, You have a very, very fast Ah, action arms. Excuse me? Decision about what is in that bar. Is that a threat? Do you see a bunch of hell's angels with guns and, you know, baseball bats sitting there? Or do you see a bunch of friends? Right, So and then it's that same split. Second, a secondary appraisal happens to the primary. That's secondary being. Do I have the resources to cope with this? And that is really what dictates what type of response and house is going to send. Oh, are the brain will send to the body to stimulate what side of the annulment? Nervous system. Right. So if I walk in, I say what? I don't like this. Tio. Hey, I've been in this scenario before. It didn't go well. That's when that sympathetic sent a kick on because I got to get out of here verses. I walk into that same place. It's a bunch of friends, You know, It's my old buddy from college. You're gonna have a completely different mobilization of your transmitters of hormones. Because of your perception of the stressor is completely different. And you mentioned you stress distress. And I think that that's the case for everything, because, uh, not to go on a rant. But if you if you take an athlete who loves running, that stress of running is completely different than an athlete who doesn't like running right. So their perception of an activity, albeit the same activity, will have a different psycho physiological manifestation of stress or load on the body. And so I think, as we talk about mental toughness with our athlete, even all of that ultimately comes down to have you put them in such situations to prepare them, have confidence in them. And that's what's going to dictate some of these positive body responses that you'll see because they'll walk up to that playing go. Yep. Done this a million times, and that is where you kind of have that mental resilience versus I don't know what's gonna happen. I've never done this before. If I miss, it's going to be the game. Aunt. I think when we talk about all of performance in psychology and physiology. It's so intertwined you cannot separate them, and we like to separate things we like to have absolute. We like to wear a monitor on a wrist or a chest that tells us we're tired or that tells us we've been too stressed. But the reality is, is that the individual differences in perception of stress and my ability, my body's ability to adapt to that stress based on what type of internal environment is kind of walking around twenty four hours a day is going to dictate everything. And that's why it's really tough and in a team environment for us to just blast everybody and say We're gonna stress, you know, we're going to internal load monitoring by H. R. V. Well, that's fantastic and I think there's there's marriage of that. So I'm not saying there isn't what. You better make sure you know a lot about your athletes. You better make sure you have the time to learn about their personalities, how they handle things, What type of family experiences, a fat, what type of things go into them making decisions about what they're experiencing. >> Gotcha. So that I couldn't agree more. Yeah, that's beautifully said one things you mentioned. There was the idea of HRT, but also the idea of perception. So H R v being a reflection on Amit nervous system and compared to your own baseline when your H R V numbers lower means you have less variability that, essentially inferring a higher level of sympathetic drive when you're HIV is higher, infers a more balanced eight or more parasympathetic state, essentially less sympathetic, right? Right. And so we start using H R V, and we talk about that as an internal tool. They also mentioned the idea ofthe having individuals be in situations that are similar to that of sport. Do you think there's a time and place for real time H R V feedback and HIV training? And would you possibly put someone in a situation where they're trying to score that goal? Maybe you fatigued them with, say, a sled push or prowler push and then you have there HIV tank. And they have to perform a difficult technical task in attempt to have them auto regulate that H R V. So they can perform that task successfully, making training and skill development much more specific and begin to messed together. >> Yeah, absolutely. I mean, that's biofeedback. Wanna one, right? That's that's ah, thought technology, heart, math. All those companies out there using that with Forman psychologists to see how people a handle the stressors implied on them. But how did they bounce back? So the military has been doing this for years and live monitoring H R V on some of the operators and then watching them perform. You know, they're training, going through selection and training bases where they have Tio ah, handle extremely dynamic and challenging environments where they're under watch, their being scrutinised every step of the way. And so what we've actually seen is that people who on average, you know it's not. There's anomalies of force. People who take the hit right, so you'll see a drop in H R B or increasing sympathetic tone. They will actually bounce back, though, so having a stressor impact your your your body is is normal. But the ability to rebound and kind of come back to those norms within a relatively quick period of time is what is critical for high performance. You know, they talked about having a five minute or a three hundred feet average prior to that activity to get a baseline. What we found in some of the research coming out now you can actually probably cut it down to one two, three minutes. Right? So it becomes much more, I guess. Logistically feasible. Tohave guys sit around for one to three minutes, kind of collect that boarding for baseline and then go about their day. And that's really critical to get that that daily baseline. Because as we talked about, if you're on day six of AH long week, your body is functioning and flowing. Ah, and kind of repair mode. It's trying to keep up with what you've been putting it through. So each day that you wake up, you are gonna be slightly different than what you do where for. So it's not an apples, apples. You gotta look at your ability to flux in that Alice static load and your body's proactive decision making to try and match what it was doing in the prior day's training. Evolution >> Dacha. So H r v itself. I refer to the check engine light because it doesn't necessarily come from one area and come from emotional you, Khun, Stub your toe. You can have a lower H R V. And some of the things I've been reading about lately and talking to you about office, podcast or text message and kindly enough, you respond to my random texts at nine thirty at night with a slew of articles and ten questions, has been a nutritional side right and the idea of low level systemic inflammation or inadequate nutrition. What I mean by that is, I will put in food into her body under the assumption that this is going to give us a positive effect. Really. Sometimes the food that we put into our body are causing a stressor on our system, because either, eh, they're so foreign to us in regards to weigh their process or be too simple sugars. And them and I mean simple in terms of your eating a fruit loop have an effect on our body that can take us down a road that necessarily isn't positive for adaptation. And just like H. R. V. Is affected by your psychological perception, I've been read a little bit about H. R V is a kind of systemic monitor and how it could be influenced by nutrition in regards that nutritional aspect. I know we've talked a little bit about biomarkers and some of the diving deep into internal medicine and understanding that our body is very complex. It's made of of all these subsystems and how one subsystem acts might affect how another subsystem acts. And as we gain these risk factors of an adequate nutrients status, our overall risk profile increases and the idea that we might have an emergent pattern in terms of illness manifests increases. So I want to hear some of your thoughts on some of the internal medicine where that's going in regards to bio markers for athletics, human performance and just general wellness. I know you're not a physician and you're not ordering bloodwork and diagnosing off blood work. But being a sports scientist, I do think it's important to appreciate and understand some of these concepts, and you have a great indepth knowledge in this area. So I love to hear a little more about it. >> Yeah, no, I think that's an area and by no means a mine expert, right? I just read a lot of things and copy what other people say so I have to always say that. No, that's what we always hang her hat on is that if you go through the research, you're basically taking somebody else's thoughts interpreting to your own. So my experiences with this, our personal and what I've seen in a professional setting and all kind of touched on the personal piece because I think you know, as we talked about being an athlete and understanding what people go through, our own experiences can drive a lot of how we make decisions with their athletes or are clients or whoever working with and that basically, for twenty five years of my life I've been on some form of allergy medicine allergies, shot decongestant Z Pac to get rid of a sinus infection, you name it. I had, I had and I had multiple sci affections every year and not one time. I want your nose and throat, Doctor Otto. You know, allergy specialists now, one time to never anyone ever bring up what you're putting in your body. And you know, it took you know, I went toe doctor Dima Val seminar last summer and it took ah, somebody while he's very good, but it took somebody to kind of like, say, Hey, man, like it's not just isolating the symptom and given you an anti histamine or something like that, you got to think that you're in a systemic state of inadequacy. Your body doesn't have the ability to recognize normal nutrients as you eat things. But then also, it doesn't have the ability to recognize, um, some of the I guess the things that are supposed to be normal now become pathological. And it's just complete dysfunctional cycle. And so for me, I literally just He said, Hey, do me a favor. Stop eating dairy. Okay? Yeah, I love cheese, but we'll do that. And I literally and within three to four days, every single allergies symptom. I had one away. I haven't had any issues for seven and a half months. While legal thing, >> I >> haven't had any issues. Haven't got sick once. And it was just one thing come to find out. I have a lactose allergy. And not only does it didn't affect me like g I distress, but it effects chronic states of allergies. So my body was perceiving things as, ah, the enemy and the immune system was essentially creating that inflammatory response to deal with them s So I think that first and foremost, I started just looking at Maybe people are eating things that they may have a low grade flamer. Inflammatory response. Tio, Um, I was taking and sets staking insides like there were Andy since I was sixteen years old. You know, being an athlete, you get off him a practice, your knees hurt, ankle hurts. Whatever happens, you know, you just take him so that you can, um >> you know, keep >> on going toe to practice. The next day, um, I was taking CPAC's >> is >> taking prednisone. All these things basically put my spotty in a state of in a state of shock to a point where it can actually regulate normal. >> So just take that >> into my work and special environment. And we have athletes who were under that significant academic stress, social stress and the physical stress. Well, we also see is they're just like me. And then they were taken and said they were taken. You know, prednisone. They're taking quarter to steroids for asthma, exercise induced asthma. They were taking all these things that basically is driving the body into a state of alarm where it doesn't have a normalcy to it. So we're not seeing the immune system actually do its job. We're seeing chronic sympathetic response basically to everything that's being put into the body. So with that low grade inflammation that's happening over weeks, months, years, you get that inability to handle external loads, then that's where than internal load becomes so critical. But what once is, maybe a resilient person now they're getting the sniffles every three weeks now they're walking around with some type of tell, ephemeral and an itis. Ah, no. I think that we so easily look at Oh, they landed on it funny and practice. Oh, they took a bump or a bruise for somebody. But maybe that is exacerbated. Or maybe that's highly sensitive due to the fact that the body isn't able to function under normal circumstances. >> No, that's there's a lot of topics in that one dive into you. Um, I guess what is immediate topics that's most applicable for individuals, the idea of in said's and how? I mean, when I was in ah, middle school, I must have taken maybe six, four, five before a game when I was playing, and it felt nothing. Elements. I can only imagine what that's doing to my internal, You know, my, my style making my gastric system and how much to chewed up. Yeah, that's a lot of information that's come out regarding tendon healing and the adaptations of it, um, you've taught me well, I think the first one to bring this to my attention on some of the detriments of and said itself and some of the alternative we could possibly have, such as your human and things that don't necessarily tear our system up. Um, you give any thoughts on that and how that might play a role than Okay. We have this functional medicine world. Now, how do we apply that into, you know, physical therapy. And if we're trying to have ten and adaptations in regards to Isometrics, you might be doing them to increase longevity and reduced to an apathy or for film someone up with insides. Are we really getting the bang for the buck we want to get or we just causing more harm than good? >> Yeah, absolutely. I think you know, you said it right there and that. Are you taking that risk reward on using that, like, a short term? Ah, you know that hill, Teo, is it overriding what you truly want in the long term? Okay, so we talked about adaptation you mentioned Well, we've seen that and sides actually have. Ah, a destruction of satellite cells. So when you're normally building muscle and you're having some of these repair sells, Memento help stimulate regeneration and says, Well, actually blunt that response to Seo X one and two being the primary enzymes associated with that, we'll actually get shut down. Ah, And when they dio, you're literally stopping your body from adapting. Growing. So I talked to my soccer team all the time about I'm like, does it. You guys, You want you're wearing the sleepless shirts. You want to fill those things out? Let's not wait from what already isn't there, you know? And I think you know when we start looking at As you mentioned it, healing in the early stage returned to play. And now I'm never going to say, Hey, you know, you shouldn't do that. That's always up to the doctors and the medical professionals. But I think that there is lack of thought for our long term. Ah, mala dictations. So you mentioned, do we alter college and proliferation for the expense of just taking down some swelling and irritation? Maybe that paper's the response can be better handled by Tylenol or whatever else somebody thinks because I think it's critical. Especially, you know, you see the two different primary types intelligent Type one and Type three. They've seen that there is a blunted response and how that tendon regenerates. And so I think, you know, little things like that. Those conversations you have with your athletic trainer or your doctor and be like, Hey, is this absolutely necessary? I'm not questioning your rationale. But does this athlete need that? Or is there something else we can do? Is going to make sure that when I am doing the Afar or whatever before ISOs to maximize ah tended thickness or tendon restructuring or whatever I'm doing. Are we going to the baby? Out with the bath water? Are we gonna hurt something, You know, for the expense of you know what's easy and what we know from a Western medical model. >> Yeah, that's it. Very interesting moment. Thanks. By the way, I wanna clarify For those not familiar with terminology and says or non sorry, chase, I letyou go ahead there up the real quick and sense of things like ibuprofen and Advil around non steroidal anti inflammatory. Um, what's the d stand for? I'm forgetting right now. Feels stupid. Now draw. Go. Okay. There you go. Yeah, perfect things like ibuprofen and no Advil. I should take like six angel's before I play basketball. Because when it came out, I knew no better. It made me feel better and take more than barrier against coming out that we're really tearing up our system. What's interesting is we look at some of the inflammation studies. You look at older adults. It brings up the idea that as we age, we get in such an inflammatory state. We're taking things like insects, which are known to possibly reduce adaptation shins. And individuals were healthy. It actually increases muscle growth and some of the older adults because their level of inflammation, it's so high systemically that taking something as like an insider Advil, which we think is bad, actually increases adaptation. And they just show I just read a paper. Probably thirty men, too. For this that showed Curcumin has a potential effects to do the same, which might be a healthier alternative to end, says regards to reducing inflammation.

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 Austin, Texas, it's theCUBE, covering Kubecon and CloudNativeCon 2017. Brought to you by Red Hat, the Linux Foundation, and theCUBE's ecosystem partners. >> Okay, welcome back everyone. This is theCUBE's exclusive coverage. We are live in Austin, Texas for CloudNativeCon and KubeCon, not to be confused with CUBE, 'cause we don't have a CUBE Con yet, C-U-B-E. I'm John Furrier with Stu Miniman. Next is Armon Dadgar who is the founder and CTO of HashiCorp. Welcome to theCUBE. >> Thanks so much for having me. >> Thanks for coming on. So we interviewed your partner in crime Mitchell years ago, and we were riffing in our studio in Palo Alto, and essentially we laid out microsurfaces and all the stuff that's being worked on today. So, congratulations, you guys were right in your bet? >> It's funny to see how the reaction has changed over the last few years. Back then it used to be, we'd go in and it's like, people are like, did you catch a load of those crazy people who came in and talked about microsurfaces, and immutable, and cloud? It's like, get out of here. And now it's funny to be here at KubeCon, and it's like-- >> Well it was fun days back then, it was the purest in DevOps, and I say purest, I mean people who were really cutting their teeth into the new methodology, the new way to develop, the new way to kind of roll out scale, a lot of the challenges involved. Certainly, now it's gone mainstream. >> Armon: Yeah. >> You're seeing no doubt about it, I just came back from re:Invent, from AWS, Lambda, Server List. You got application developers that just don't want to deal with any infrastructure. That's infrastructure as code in the DevOps ethos, and then you got a lot of people in the infrastructure plumbing, and App plumbing world, who actually care about all this stuff, provisioning. So, how are you guys fitting into the new landscape? You guys riding along? Were you guys the first ones paddling out to these waves? How do you guys at HashiCorp look at all this growth? >> So the way we think about it is, I think there's a lot of market confusion right now, just because there's so much happening, and I mean, even just being here it's like, almost overwhelming to just like understand what exactly is this market landscape evolving to? And the way we're thinking about it is, there's really these four discrete layers with the four different people that are involved in tech, right? We have, on one side, we have our IT operators that are just trying to get a handle around, how do I provision things in Amazon, and now I have business groups coming and saying, okay I want to provision in Google, cloud and Azure. How do I really do that in way that I don't lose my sanity? You have your security people who are saying, I've lost my network perimeter, now what? Like, how do I think about secret management, and app identity, and this brave new world of cloud. You have your app developers who are like, I don't care about any of that, just give me a platform where I can push deploy and out the gate it goes, and you deal with it. And then you have the folks that are kind of making it all kind of plug together and work, the networking backbone, who is saying okay, before it was F5 and Juniper and Cisco. What does it mean for me as I'm going cloud? So, the way we're sorting of seeing ourself involved in all of this is, how do we help operators sort of get a handle around the provisioning side, with things like Terraform? How do we help the security folks with tools like Volt? How do we complement things like Kubernetes at the runtime layer, or provide our solution with Nomad, and then on the networking side, how do we provide a consistent service discovery experience with Consul? >> So you guys are really just now just kind of riding in with everybody else, kind of welcoming everybody to the party, if you will. (Armon laughs) What's the big surprise for you as you guys, you know it's not new to you guys, but as you see it evolving, what's jumping out at you? I mean, we're hearing service mesh, pluggable architectures. What are some of the things that's popping out of the woodwork that you're excited about? >> Honestly, the thing that I'm excited about is the excitement about infrastructure, right? I mean, when we started four, five years ago, it was an ice cold market. You'd go and talk to people, like, let's talking about how you're doing provisioning, or your deployment, or how your developers push things, and people were like, do we really have to? Like, let me get a coffee. And now it's like the opposite. It's like people are so excited to talk about the infrastructure, the bits and bytes of it, and I think that for us is probably the most exciting thing. So, whether you come here, and it's like the vibe is electric, right? Like, you guys can attest to it. It's crazy to see the growth of it, and so what's exciting for us is now these conversations are being lit up all across industry. >> Yeah. >> So whether you're talking about hey, how do I provision a thing on cloud, to what's a scheduler and how does that help me, there is this tremendous interest in it. >> Yeah, Armon, take us inside. You talked about, you know, it used to be kind of, we would be talking, is infrastructure boring? What is that change that's happening in customers? Has it just reached a certain maturity level, that now the business, they need to move faster, and therefore I need to adopt these kinds of architectures? What are you seeing when you're talking to customers? >> Yeah, I think that, the sort of, we heard that, the sort of, the line a few times is it's becoming boring, but I think what, and sometimes that's the goal, right? All of these tools, all of infrastructure is plumbing, at the end of the day, right? At the end of the day, the applications of the end users is really what should be, sort of, the exciting bit. And so, it's our responsibility, sort of, as the vendors here in the community, working on the infrastructure, to make the stuff boring. And I think, in that case, what we really mean is that it should be so reliable, so well documented, so scalable that it's brain dead to operate these things. And I think, step one is, let's get people excited about what's the state of the possible, what's the art of the possible in terms of, what do I get in terms of business agility of adopting stuff? Once people start adopting it, let's make it boring for them. Let's make them sure they don't regret it, and that they actually see those benefits. >> Well, it's reliable too. Boring equals reliability. >> Exactly, exactly. >> Yeah, it's interesting. When you walk through the provision, secure, connect, and run, it reminded me a little bit of Chen talking in the Keynote this morning about kind of the stack they see Kubernetes playing. >> Armon: Totally. >> You know, there's some people who will probably look, well, HashiCorp, you guys, you have a platform. You've got some of these projects. Is that, what's compatible, what's replaceable? What's the connection between what you are doing and what's happening in this space? >> Yeah, it's a great question. I mean, think a lot of people are like "Is it odd for HashiCorp to be here?" And I think it goes back to our lens on this market, Which is. we want to provide tools that are sort of discrete in each of these categories and we fully know that customers are not going to go all in on HashiCorp and say, I want all four layers, right? A lot of our customers are Kubernetes users. And so, for us the mission is, okay great, how do we make sure Terraform plays nice with Kubernetes? How do we make sure Vault plays nice? So I actually have a session in about an hour and a half here, talking about Vault integration with Kubernetes. And then, we have a developer advocate talking about using Console with Kubernetes as well. So for us, it's really a play nice story. How do we make all of these work together. >> It's a rising-tide-that-floats-all-boats market, I mean this is what's happening. You guys are actors in the ecosystem. It's not a land grab. No-one can own the stack. That's the whole point of this ecosystem, isn't it? >> It's so big, right, this market that we are talking about is so enormous. It's every organization writing software. (laughing) >> All right, give us the update on HashiCorp. What's going on, what's the latest and greatest you guys are out starting? We interviewed you guys about, I think three years ago, maybe four. Can't even remember now at this point. It seems like a blur. >> Yeah, I mean, so two months ago was our big HashiCom for our user com friends. And for us, the focus has really been saying okay, we've got our initial set of open-source tools out on the market in 2015. And we said okay, lets take a pause. There's already so many tools, lets just focus on how do we make the practitioners successful with each of these things and really go deep on all of them. And so, with things like Terraform, we've been partnering with all the various cloud providers, right, to say how do we have first class support for Azure, and Google Cloud and Amazon and make sure that you know, as you're adopting these clouds, Terraform meet you there. And then with things like Vault it's how do we integrate with every platform companies want to be on. So if you're using Kubernetes, how do we make sure Vault meets you there and integrates? So, for us that's been the focus, is staying sort of focused on the six core tools, and saying, "How do we make sure "they're staying up to date as technology moves?" And sort of deepening them. >> Yeah, because your users are going to be leveraging a lot of the new stuff. They're going to be, Kubernetes has certainly been great. What's your take on Kubernetes, if you can just take a minute to just, I mean, not new to this notion of runtime and orchestration. We talked about it with Mitchell in our session years ago, we didn't actually say Kubernetes, it wasn't around then, but we talked about the middleware of the cloud. That was our discussion, and that was essentially called Pass at that time, but now, no one talks about Pass any more, it's all kind of one. >> Right, right. >> What's your take on Kubernetes? How do you feel about it? What is it to you? >> Right, yeah, I think that's, so I think, twofold: I think what's exciting for me about it is, it reminds me in some sense like what Docker did for the industry, which, if we went to sort of the pre-Docker world nobody talked about immutable artifact based deploys. It was like this esoteric thing and then all of a sudden over night Docker made it popular. Whereas like, oh yeah, of course everything should be immutable and artifact based. And then when you look at what Kubernetes has done, it's built on that momentum to say, okay, that was step one. Step two is to say, you really should think about all your machines as a sort of shared pool of resources and move the abstraction up to the application to the service and think about, I'm deploying a service, I'm not deploying a set of VMs. And so it's been this sort of tidal shift in how IT thinks about deploying and delivering in application. It actually should be focused on the service. Focus on sort of abstracting away the machine, and that's super exciting. >> And what do you think the benefits will be with the impact of the marketplace? Faster development, I mean, what's some of the impact that you see coming out of this to go to the next level? >> Yeah, I mean the impact for me is really saying, when we really look at these approaches, in some sense they are not new, if you look at what Google's been doing since the early 2000s with Board, what Amazon's been doing, what Facebook's been doing internally. These big tech companies have showed if you are able to move up the abstraction and provide this higher level of utility to developers, you can support tens of thousands of services, innovate much more quickly, and for a while, that was sort of trapped in these big tech companies. And I think what Kubernetes is really doing is bringing that to everybody else and saying, actually adopting the same strategy lets you have that, right? >> Yeah, its a maturation of open source of this generation. You look at what Lyft, Uber are doing. Look at the Open Tracing for instance, pretty interesting stuff, because I mean they had to build their own stuff. >> Armon: Right. >> At scale, massive scale. Not like, you know, hundreds of thousands of services, millions of transactions a second. >> Armon: Right. >> I mean, that's daunting. >> That's daunting. >> Okay, so your take on open source. Okay, because now we're seeing a new generation of developers coming online. I've been saying it's been, a renaissance is coming. More of an artisan, a craft coming back to craftsmanship of coding. Not like UX Design side, become a craft in code. So you got a new, younger generation coming up. They don't even know what a load balancer is. >> Right. But they're happy not to deal with that as you said. And then you've got open source growing exponentially. Jim Zemlin at the Linux Foundation is saying 10% of the IP is going to be unique to the company. The rest is going to be that sandwich of open source. That's exponential growth. >> Right. >> You get exponential growth, new wave of software developers. You're a young gun, what's your view of the future? >> I mean, its funny, because it's like that first derivative is going exponential. The second derivative is going exponential. You know, I think we're going to see more and more innovation at the, ultimately what it's really about is delivering at the end application layer, right? Like, we're all here to be plumbing, right, and so the better we can be at being plumbing, the better the application developers can be at delivering innovation there. And so, I totally agree that the trend is going to go 90/10. And I think that was partly one of the reasons we started HashiCorp, because we'd look around and we're like it's insane that you have 30 to 50% of these companies doing platform engineering that's completely undifferentiated from anyone else. It's like you're deploying on the same vSphere VM as your competitor but you're rebuilding the whole platform. It's crazy, it's like you should have used an open source tool and focused on the application and not how to boot a vSphere into it. >> And the impact cost and time. >> Armon, one of the things we talk about, the only thing constant in this industry is that the pace of change keeps increasing. How are you dealing internally? How are customers doing? I think back two years, a year and a half ago I talked to a guy who was like, "Oh, Vagrant is like my favorite thing, "I've been using it ever." Now I talk to lots of customers that are, Vault is critical to their stacks that they're doing. HashiCorp looks very different than they did two years ago. How's that pace of change happening internally and with customers? >> Totally, and I think part of what we've done as actually since 2015 we haven't really introduced brand new products because our feeling is that it's becoming so confusing for the end users to really navigate this landscape. So, in 2015 we thought the landscape was confusing. Today it's multiplied by 100 or 1,000. >> We were at Amazon last week, we understand. >> Yeah, exactly. And I think honestly I think that is, when you look around here I think that's one of the challenges we're facing as an industry, is I go and meet with customers who are like, "Every time I refresh Hacker News, "there's 50 new things I need to go evaluate." It's like I don't know where to even begin. And its like, as a vendor I have a hard time keeping up with space, you know. I empathize with the end user who, it's not their full time job to do that. So, our goal has been to say how do we better distill at least the HashiCorp universe in terms of hey, here's how our pieces fit together and here's how we relate to everything else in the ecosystem, and kind of give our end users a map of okay, what tools play nice, how do these things sort of work together. But I think as a bigger industry we have a bit of an issue around the sheer amount of sort of innovation. How do we curate that and really make it more accessible? >> Armon, I've got to ask you a personal question. Obviously you guys are entrepreneurs doing a great job. Been following you guys, congratulations by the way. What are you most proud of as you look back and what do you wish you could do over? If you could get a mulligan and say "Okay, I want to do that differently." >> How much time do we have by the way? (laughing) >> 10 seconds, I'm going to ask you the parachute question next, go ahead. >> You know, I think the thing we're most proud of might be Terraform. I think it's fun to see sort of the level of ubiquity and the standardization that is taking place around it. Ah, the thing I wish we could take back is you know, probably our Otto project. I think the scope was so big for that thing and I think our eyes were probably a little wider than they should have been on that one. So I wish we had not committed to that one. >> You reign it in, catch the mistakes early. Okay, final question for you. You're a large customer and the plane is going down, you have 10 seconds to pick a parachute. Amazon, Azure or Google. Which one do you grab? >> Ooh. >> Go. >> You know, probably Amazon. No one ever gets fired for choosing Amazon. >> All right well Jeff Frick on our CUBE team said, "I'd take all three and call it Multi Cloud." >> That's the right answer. Armon, thanks for coming on appreciate it. Congratulations on your success at HashiCorp. >> My pleasure, thanks so much for having me. >> Got HashiCorp here on theCUBE, CTO and co-founder on theCUBE, Riding The Wave, CloudNative, Kupernetes, lot of great stuff happening. Microservices and containers. It's theCUBE doing our part here at KubeCon. We'll be right back with more live coverage after this short break.