[Music] the cyber security landscape has changed dramatically over the past 24 to 36 months rapid cloud migration has created a new layer of security defense sure but that doesn't mean csos can relax in many respects it further complicates or at least changes the cso's scope of responsibilities in particular the threat surface has expanded and that creates more seams and csos have to make sure their teams pick up where the hyperscaler clouds leave off application developers have become a critical execution point for cyber assurance shift left is the kind of new buzz phrase for devs but organizations still have to shield right meaning the operational teams must continue to partner with secops to make sure infrastructure is resilient so it's no wonder that an etr's latest survey of nearly 1500 cios and it buyers that business technology executives cite security as their number one priority well ahead of other critical technology initiatives including collaboration software cloud computing and analytics rounding out the top four but budgets are under pressure and csos have to prioritize it's not like they have an open checkbook they have to contend with other key initiatives like those just mentioned to secure the funding and what about zero trust can you go out and buy zero trust or is it a framework a mindset in a series of best practices applied to create a security consciousness throughout the organization can you implement zero trust in other words if a machine or human is not explicitly allowed access then access is denied can you implement that policy without constricting organizational agility the question is what's the most practical way to apply that premise and what role does infrastructure play as the enforcer how does automation play in the equation the fact is that today's approach to cyber resilient type resilience can't be an either or it has to be an and conversation meaning you have to ensure data protection while at the same time advancing the mission of the organization with as little friction as possible and don't even talk to me about the edge that's really going to keep you up at night hello and welcome to the special cube presentation a blueprint for trusted infrastructure made possible by dell technologies in this program we explore the critical role that trusted infrastructure plays in cyber security strategies how organizations should think about the infrastructure side of the cyber security equation and how dell specifically approaches securing infrastructure for your business we'll dig into what it means to transform and evolve toward a modern security infrastructure that's both trusted and agile first up are pete gear and steve kenniston they're both senior cyber security consultants at dell technologies and they're going to talk about the company's philosophy and approach to trusted infrastructure and then we're going to speak to paris our godaddy who's a senior consultant for storage at dell technologies to understand where and how storage plays in this trusted infrastructure world and then finally rob emsley who heads product marketing for data protection and cyber security he's going to take a deeper dive with rob into data protection and explain how it has become a critical component of a comprehensive cyber security strategy okay let's get started pete gear steve kenniston welcome to the cube thanks for coming into the marlboro studios today great to be here dave thanks dave good to see you great to see you guys pete start by talking about the security landscape you heard my little rap up front what are you seeing i thought you wrapped it up really well and you touched on all the key points right technology is ubiquitous today it's everywhere it's no longer confined to a monolithic data center it lives at the edge it lives in front of us it lives in our pockets and smartphones along with that is data and as you said organizations are managing sometimes 10 to 20 times the amount of data that they were just five years ago and along with that cyber crime has become a very profitable uh enterprise in fact it's been more than 10 years since uh the nsa chief actually called cybercrime the biggest transfer of wealth in history that was 10 years ago and we've seen nothing but accelerating cybercrime and really sophistication of how those attacks are are perpetrated and so the new security landscape is really more of an evolution we're finally seeing security catch up with all of the technology adoption all the build out the work from home and work from anywhere that we've seen over the last couple of years we're finally seeing organizations and really it goes beyond the i.t directors it's a board level discussion today security's become a board level discussion so yeah i think that's true as well it's like it used to be the security was okay the sec ops team you're responsible for security now you've got the developers are involved the business lines are involved it's part of onboarding for most companies you know steve this concept of zero trust it was kind of a buzzword before the pandemic and i feel like i've often said it's now become a a mandate but it's it's it's still fuzzy to a lot of people how do you guys think about zero trust what does it mean to you how does it fit yeah i thought again i thought your opening was fantastic in this whole lead into to what is zero trust it had been a buzzword for a long time and now ever since the federal government came out with their implementation or or desire to drive zero trust a lot more people are taking a lot more seriously because i don't think they've seen the government do this but ultimately let's see ultimately it's just like you said right if you don't have trust to those particular devices applications or data you can't get at it the question is and and you phrase it perfectly can you implement that as well as allow the business to be as agile as it needs to be in order to be competitive because we're seeing with your whole notion around devops and the ability to kind of build make deploy build make deploy right they still need that functionality but it also needs to be trusted it needs to be secure and things can't get away from you yeah so it's interesting we attended every uh reinforce since 2019 and the narrative there is hey everything in this in the cloud is great you know and this narrative around oh security is a big problem is you know doesn't help the industry the fact is that the big hyperscalers they're not strapped for talent but csos are they don't have the the capabilities to really apply all these best practices they're they're playing whack-a-mole so they look to companies like yours to take their your r d and bake it into security products and solutions so what are the critical aspects of the so-called dell trusted infrastructure that we should be thinking about yeah well dell trusted infrastructure for us is a way for us to describe uh the the work that we do through design development and even delivery of our it system so dell trusted infrastructure includes our storage it includes our servers our networking our data protection our hyper-converged everything that infrastructure always has been it's just that today customers consume that infrastructure at the edge as a service in a multi-cloud environment i mean i view the cloud as really a way for organizations to become more agile and to become more flexible and also to control costs i don't think organizations move to the cloud or move to a multi-cloud environment to enhance security so i don't see cloud computing as a panacea for security i see it as another attack surface and another uh aspect in front that organizations and and security organizations and departments have to manage it's part of their infrastructure today whether it's in their data center in a cloud or at the edge i mean i think it's a huge point because a lot of people think oh the data's in the cloud i'm good it's like steve we've talked about oh why do i have to back up my data it's in the cloud well you might have to recover it someday so i don't know if you have anything to add to that or any additional thoughts on it no i mean i think i think like what pete was saying when it comes to when it comes to all these new vectors for attack surfaces you know people did choose the cloud in order to be more agile more flexible and all that did was open up to the csos who need to pay attention to now okay where can i possibly be attacked i need to be thinking about is that secure and part of the part of that is dell now also understands and thinks about as we're building solutions is it is it a trusted development life cycle so we have our own trusted development life cycle how many times in the past did you used to hear about vendors saying you got to patch your software because of this we think about what changes to our software and what implementations and what enhancements we deliver can actually cause from a security perspective and make sure we don't give up or or have security become a whole just in order to implement a feature we got to think about those things yeah and as pete alluded to our secure supply chain so all the way through knowing what you're going to get when you actually receive it is going to be secure and not be tampered with becomes vitally important and pete and i were talking earlier when you have tens of thousands of devices that need to be delivered whether it be storage or laptops or pcs or or whatever it is you want to be tr you want to know that that that those devices are can be trusted okay guys maybe pete you could talk about the how dell thinks about it's its framework and its philosophy of cyber security and then specifically what dell's advantages are relative to the competition yeah definitely dave thank you so i we've talked a lot about dell as a technology provider but one thing dell also is is a partner in this larger ecosystem we realize that security whether it's a zero trust paradigm or any other kind of security environment is an ecosystem with a lot of different vendors so we look at three areas uh one is protecting data in systems we know that it starts with and ends with data that helps organizations combat threats across their entire infrastructure and what it means is dell's embedding security features consistently across our portfolios of storage servers networking the second is enhancing cyber resiliency over the last decade a lot of the funding and spending has been in protecting or trying to prevent cyber threats not necessarily in responding to and recovering from threats right we call that resiliency organizations need to build resiliency across their organization so not only can they withstand a threat but they can respond recover and continue with their operations and the third is overcoming security complexity security is hard it's more difficult because of the the things we've talked about about distributed data distributed technology and and attack surfaces everywhere and so we're enabling organizations to scale confidently to continue their business but know that all all the i.t decisions that they're making um have these intrinsic security features and are built and delivered in a consistent security so those are kind of the three pillars maybe we could end on what you guys see as the key differentiators uh that people should know about that that dell brings to the table maybe each of you could take take a shot at that yeah i i think first of all from from a holistic portfolio perspective right the secure supply chain and the secure development life cycle permeate through everything dell does when building things so we build things with security in mind all the way from as pete mentioned from from creation to delivery we want to make sure you have that that secure device or or asset that permeates everything from servers networking storage data protection through hyper converge through everything that to me is really a key asset because that means you can you understand when you receive something it's a trusted piece of your infrastructure i think the other core component to think about and pete mentioned as dell being a partner for um making sure you can deliver these things is that even though those are that's part of our framework these pillars are our framework of how we want to deliver security it's also important to understand that we are partners and that you don't need to rip and replace but as you start to put in new components you can be you can be assured that the components that you're replacing as you're evolving as you're growing as you're moving to the cloud as you're moving to more on-prem type services or whatever that your environment is secure i think those are two key things got it okay pete bring us home yeah i think one of one of the big advantages of dell uh is our scope and our scale right we're a large technology vendor that's been around for decades and we develop and sell almost every piece of technology we also know that organizations are might make different decisions and so we have a large services organization with a lot of experienced services people that can help customers along their security journey depending on uh whatever type of infrastructure or solutions that they're looking at the other thing we do is make it very easy to consume our technology whether that's traditional on-premise in a multi-cloud environment uh or as a service and so the best of breed technology can be consumed in any variety of fashion and know that you're getting that consistent secure infrastructure that dell provides well and dell's forgot the probably top supply chain not only in the tech business but probably any business and so you can actually take take your dog food and then and allow other your champagne sorry allow other people to you know share share best practices with your with your customers all right guys thanks so much for coming thank you appreciate it okay keep it right there after this short break we'll be back to drill into the storage domain you're watching a blueprint for trusted infrastructure on the cube the leader in enterprise and emerging tech coverage be right back you

(upbeat music) >> The cybersecurity landscape has changed dramatically over the past 24 to 36 months. Rapid cloud migration has created a new layer of security defense, sure, but that doesn't mean CISOs can relax. In many respects, it further complicates, or at least changes, the CISO's scope of responsibilities. In particular, the threat surface has expanded. And that creates more seams, and CISOs have to make sure their teams pick up where the hyperscaler clouds leave off. Application developers have become a critical execution point for cyber assurance. "Shift left" is the kind of new buzz phrase for devs, but organizations still have to "shield right," meaning the operational teams must continue to partner with SecOps to make sure infrastructure is resilient. So it's no wonder that in ETR's latest survey of nearly 1500 CIOs and IT buyers, that business technology executives cite security as their number one priority, well ahead of other critical technology initiatives including collaboration software, cloud computing, and analytics rounding out the top four. But budgets are under pressure and CISOs have to prioritize. It's not like they have an open checkbook. They have to contend with other key initiatives like those just mentioned, to secure the funding. And what about zero trust? Can you go out and buy zero trust or is it a framework, a mindset in a series of best practices applied to create a security consciousness throughout the organization? Can you implement zero trust? In other words, if a machine or human is not explicitly allowed access, then access is denied. Can you implement that policy without constricting organizational agility? The question is, what's the most practical way to apply that premise? And what role does infrastructure play as the enforcer? How does automation play in the equation? The fact is, that today's approach to cyber resilience can't be an "either/or," it has to be an "and" conversation. Meaning, you have to ensure data protection while at the same time advancing the mission of the organization with as little friction as possible. And don't even talk to me about the edge. That's really going to keep you up at night. Hello and welcome to this special CUBE presentation, "A Blueprint for Trusted Infrastructure," made possible by Dell Technologies. In this program, we explore the critical role that trusted infrastructure plays in cybersecurity strategies, how organizations should think about the infrastructure side of the cybersecurity equation, and how Dell specifically approaches securing infrastructure for your business. We'll dig into what it means to transform and evolve toward a modern security infrastructure that's both trusted and agile. First up are Pete Gerr and Steve Kenniston, they're both senior cyber security consultants at Dell Technologies. And they're going to talk about the company's philosophy and approach to trusted infrastructure. And then we're going to speak to Parasar Kodati, who's a senior consultant for storage at Dell Technologies to understand where and how storage plays in this trusted infrastructure world. And then finally, Rob Emsley who heads product marketing for data protection and cyber security. We're going to going to take a deeper dive with Rob into data protection and explain how it has become a critical component of a comprehensive cyber security strategy. Okay, let's get started. Pete Gerr, Steve Kenniston, welcome to theCUBE. Thanks for coming into the Marlborough studios today. >> Great to be here, Dave. Thanks. >> Thanks, Dave. Good to see you. >> Great to see you guys. Pete, start by talking about the security landscape. You heard my little wrap up front. What are you seeing? >> I thought you wrapped it up really well. And you touched on all the key points, right? Technology is ubiquitous today. It's everywhere. It's no longer confined to a monolithic data center. It lives at the edge. It lives in front of us. It lives in our pockets and smartphones. Along with that is data. And as you said, organizations are managing sometimes 10 to 20 times the amount of data that they were just five years ago. And along with that, cyber crime has become a very profitable enterprise. In fact, it's been more than 10 years since the NSA chief actually called cyber crime the biggest transfer of wealth in history. That was 10 years ago. And we've seen nothing but accelerating cyber crime and really sophistication of how those attacks are perpetrated. And so the new security landscape is really more of an evolution. We're finally seeing security catch up with all of the technology adoption, all the build out, the work from home and work from anywhere that we've seen over the last couple of years. We're finally seeing organizations, and really it goes beyond the IT directors, it's a board level discussion today. Security's become a board level discussion. >> Yeah, I think that's true as well. It's like it used to be that security was, "Okay, the SecOps team. You're responsible for security." Now you've got, the developers are involved, the business lines are involved, it's part of onboarding for most companies. You know, Steve, this concept of zero trust. It was kind of a buzzword before the pandemic. And I feel like I've often said it's now become a mandate. But it's still fuzzy to a lot of people. How do you guys think about zero trust? What does it mean to you? How does it fit? >> Yeah. Again, I thought your opening was fantastic. And this whole lead in to, what is zero trust? It had been a buzzword for a long time. And now, ever since the federal government came out with their implementation or desire to drive zero trust, a lot more people are taking it a lot more seriously, 'cause I don't think they've seen the government do this. But ultimately, it's just like you said, right? If you don't have trust to those particular devices, applications, or data, you can't get at it. The question is, and you phrase it perfectly, can you implement that as well as allow the business to be as agile as it needs to be in order to be competitive? 'Cause we're seeing, with your whole notion around DevOps and the ability to kind of build, make, deploy, build, make, deploy, right? They still need that functionality but it also needs to be trusted. It needs to be secure and things can't get away from you. >> Yeah. So it's interesting. I've attended every Reinforce since 2019, and the narrative there is, "Hey, everything in the cloud is great. And this narrative around, 'Oh, security is a big problem.' doesn't help the industry." The fact is that the big hyperscalers, they're not strapped for talent, but CISOs are. They don't have the capabilities to really apply all these best practices. They're playing Whac-A-Mole. So they look to companies like yours, to take your R&D and bake it into security products and solutions. So what are the critical aspects of the so-called Dell Trusted Infrastructure that we should be thinking about? >> Yeah, well, Dell Trusted Infrastructure, for us, is a way for us to describe the the work that we do through design, development, and even delivery of our IT system. So Dell Trusted Infrastructure includes our storage, it includes our servers, our networking, our data protection, our hyper-converged, everything that infrastructure always has been. It's just that today customers consume that infrastructure at the edge, as a service, in a multi-cloud environment. I mean, I view the cloud as really a way for organizations to become more agile and to become more flexible, and also to control costs. I don't think organizations move to the cloud, or move to a multi-cloud environment, to enhance security. So I don't see cloud computing as a panacea for security, I see it as another attack surface. And another aspect in front that organizations and security organizations and departments have to manage. It's part of their infrastructure today, whether it's in their data center, in a cloud, or at the edge. >> I mean, I think that's a huge point. Because a lot of people think, "Oh, my data's in the cloud. I'm good." It's like Steve, we've talked about, "Oh, why do I have to back up my data? It's in the cloud?" Well, you might have to recover it someday. So I don't know if you have anything to add to that or any additional thoughts on it? >> No, I mean, I think like what Pete was saying, when it comes to all these new vectors for attack surfaces, you know, people did choose the cloud in order to be more agile, more flexible. And all that did was open up to the CISOs who need to pay attention to now, okay, "Where can I possibly be attacked? I need to be thinking about is that secure?" And part of that is Dell now also understands and thinks about, as we're building solutions, is it a trusted development life cycle? So we have our own trusted development life cycle. How many times in the past did you used to hear about vendors saying you got to patch your software because of this? We think about what changes to our software and what implementations and what enhancements we deliver can actually cause from a security perspective, and make sure we don't give up or have security become a hole just in order to implement a feature. We got to think about those things. And as Pete alluded to, our secure supply chain. So all the way through, knowing what you're going to get when you actually receive it is going to be secure and not be tampered with, becomes vitally important. And then Pete and I were talking earlier, when you have tens of thousands of devices that need to be delivered, whether it be storage or laptops or PCs, or whatever it is, you want to be know that those devices can be trusted. >> Okay, guys, maybe Pete, you could talk about how Dell thinks about its framework and its philosophy of cyber security, and then specifically what Dell's advantages are relative to the competition. >> Yeah, definitely, Dave. Thank you. So we've talked a lot about Dell as a technology provider. But one thing Dell also is is a partner in this larger ecosystem. We realize that security, whether it's a zero trust paradigm or any other kind of security environment, is an ecosystem with a lot of different vendors. So we look at three areas. One is protecting data in systems. We know that it starts with and ends with data. That helps organizations combat threats across their entire infrastructure. And what it means is Dell's embedding security features consistently across our portfolios of storage, servers, networking. The second is enhancing cyber resiliency. Over the last decade, a lot of the funding and spending has been in protecting or trying to prevent cyber threats, not necessarily in responding to and recovering from threats. We call that resiliency. Organizations need to build resiliency across their organization, so not only can they withstand a threat, but they can respond, recover, and continue with their operations. And the third is overcoming security complexity. Security is hard. It's more difficult because of the things we've talked about, about distributed data, distributed technology, and attack surfaces everywhere. And so we're enabling organizations to scale confidently, to continue their business, but know that all the IT decisions that they're making have these intrinsic security features and are built and delivered in a consistent, secure way. >> So those are kind of the three pillars. Maybe we could end on what you guys see as the key differentiators that people should know about that Dell brings to the table. Maybe each of you could take a shot at that. >> Yeah, I think, first of all, from a holistic portfolio perspective, right? The secure supply chain and the secure development life cycle permeate through everything Dell does when building things. So we build things with security in mind, all the way from, as Pete mentioned, from creation to delivery, we want to make sure you have that secure device or asset. That permeates everything from servers, networking, storage, data protection, through hyperconverged, through everything. That to me is really a key asset. Because that means you understand when you receive something it's a trusted piece of your infrastructure. I think the other core component to think about, and Pete mentioned, as Dell being a partner for making sure you can deliver these things, is that even though that's part of our framework, these pillars are our framework of how we want to deliver security, it's also important to understand that we are partners and that you don't need to rip and replace. But as you start to put in new components, you can be assured that the components that you're replacing as you're evolving, as you're growing, as you're moving to the cloud, as you're moving to more on-prem type services or whatever, that your environment is secure. I think those are two key things. >> Got it. Okay. Pete, bring us home. >> Yeah, I think one of the big advantages of Dell is our scope and our scale, right? We're a large technology vendor that's been around for decades, and we develop and sell almost every piece of technology. We also know that organizations might make different decisions. And so we have a large services organization with a lot of experienced services people that can help customers along their security journey, depending on whatever type of infrastructure or solutions that they're looking at. The other thing we do is make it very easy to consume our technology, whether that's traditional on premise, in a multi-cloud environment, or as a service. And so the best-of-breed technology can be consumed in any variety of fashion, and know that you're getting that consistent, secure infrastructure that Dell provides. >> Well, and Dell's got probably the top supply chain, not only in the tech business, but probably any business. And so you can actually take your dog food, or your champagne, sorry, (laughter) allow other people to share best practices with your customers. All right, guys, thanks so much for coming up. I appreciate it. >> Great. Thank you. >> Thanks, Dave. >> Okay, keep it right there. After this short break, we'll be back to drill into the storage domain. You're watching "A Blueprint for Trusted Infrastructure" on theCUBE, the leader in enterprise and emerging tech coverage. Be right back. (upbeat music)

>>The cube presents, Dell technologies world brought to you by Dell. >>Welcome back to the cube. Lisa Martin and Dave Vale are live in Las Vegas. We are covering our third day of covering Dell technologies world 2022. The first live in-person event since 2019. It's been great to be here. We've had a lot of great conversations about all the announcements that Dell has made in the last couple of days. And we're gonna unpack a little bit more of that. Now. One of our alumni is back with us. Shannon champion joins us again, vice president product marketing at Dell technologies, and she's a company by Pete Robinson, the director of infrastructure engineering at Salesforce. Welcome. Thank >>You. >>So Shannon, you had a big announcement yesterday. I run a lot of new software innovations. Did >>You hear about that? I heard a little something >>About that. Unpack that for us. >>Yeah. Awesome. Yeah, it's so exciting to be here in person and have such a big moment across our storage portfolio, to see that on the big stage, the boom to announce major updates across power store, PowerMax and power flex all together, just a ton of innovation across the storage portfolio. And you probably also heard a ton of focus on our software driven innovation across those products, because our goal is really to deliver a continuously modern storage experience. That's what our customers are asking us for that cloud experience. Let's take the most Val get the most value from data no matter where it lives. That's on premises in the public clouds or at the edge. And that's what we, uh, unveil. That's what we're releasing. And that's what we're excited to talk about. >>Now, Pete, you, Salesforce is a long time Dell customer, but you're also its largest PowerMax customer. The biggest in the world. Tell us a little bit about what you guys are doing with PowerMax and your experience. >>Yeah, so, um, for Salesforce, trust is our number one value and that carries over into the infrastructure that we develop, we test and, and we roll out and Parex has been a key part of that. Um, we really like the, um, the technology in terms of availability, reliability, um, performance. And it, it has allowed us to, you know, continue to grow our customers, uh, continue needs for more and more data. >>So what was kind of eye popping to me was the emphasis on security. Not that you've not always emphasized security, but maybe Shannon, you could do a rundown of, yeah. Maybe not all the features, but give us the high level. And at Pete, I, I wonder how I, if you could comment on how, how you think about that as a practitioner, but please give us that. >>Sure. Yeah. So, you know, PowerMax has been leading for, uh, a long time in its space and we're continuing to lean into that and continue to lead in that space. And we're proud to say PowerMax is the world's most secure mission, critical storage platform. And the reason we can say that is because it really is designed for comprehensive cyber resiliency. It's designed with a zero trust security architecture. And in this particular release, there's 19 different security features really embedded in there. So I'm not gonna unpack all 19, but a couple, um, examples, right? So multifactor authentication also continuous ransomware anomaly detection, a leveraging cloud IQ, which is, uh, huge. Um, and last but not least, um, we have the industry's most granular cyber recovery at scale PowerMax can do up to 65 million imutable snapshots per array. So just, uh, and that's 30 times more than our next nearest competitor. So, you know, really when you're talking about recovery point objectives, power max can't be beat. >>So what does that mean to you, Pete? >>Uh, well, it's it's same thing that I was mentioning earlier about that's a trust factor. Uh, security is a big, a big part of that. You know, Salesforce invests heavily into the securing our customer data because it really is the, the core foundation of our success and our customers trust us with their data. And if we, if we were to fail at that, you know, we would lose that trust. And that's simply not, it's not an option. >>Let's talk about that trust for a minute. We know we've heard a lot about trust this week from Michael Dell. Talk to us about trust, your trust, Salesforce's trust and Dell technologies. You've been using them a long time, but cultural alignment yeah. Seems to be pretty spot on. >>I, I would agree. Um, you know, both companies have a customer first mentality, uh, you know, we, we succeed if the customer succeeds and we see that going back and forth in that partnership. So Dell is successful when Salesforce is successful and vice versa. So, um, when we've it's and it goes beyond just the initial, you know, the initial purchase of, of hardware or software, you know, how you operate it, how you manage it, um, how you continue to develop together. You know, our, you know, we work closely with the Dell engineering teams and we've, we've worked closely in development of the new, new PowerMax lines to where it's actually able to help us build our, our business. And, and again, you know, continue to help Dell in the process. So you've >>Got visibility on the new, a lot of these new features you're playing around with them. What I, I, I obviously started with security cuz that's on top of everybody's mind, but what are the things are important to you as a customer? And how do these features the new features kind of map into that? Maybe you could talk about your experience with the, I think you're in beta, maybe with these features. Maybe you could talk about that. >>Yeah. Um, probably the, the biggest thing that we're seeing right now, other than OB the obvious enhancements in hardware, which, which we love, uh, you know, better performance, better scalability, better, and a better density. Um, but also the, some of the software functionality that Dells starting to roll out, you know, we've, we've, we've uh, implemented cloud IQ for all of our PowerMax systems and it's the same thing. We continue to, um, find features that we would like. And we've actually, you know, worked closely with the cloud IQ team. And within a matter of weeks or months, those features are popping up in cloud IQ that we can then continue to, to develop and, and use. >>Yeah. I think trust goes both ways in our partnership, right? So, you know, Salesforce can trust Dell to deliver the, you know, the products they need to deliver their business outcomes, but we also have a relationship to where we can trust that Salesforce is gonna really help us develop the next generation product that's gonna, you know, really deliver the most value. Yeah. >>Can you share some business outcomes that you've achieved so far leveraging power max and how it's really enabled, maybe it's your organization's productivity perspective, but what are some of those outcomes that you've achieved so far? >>Um, there there's so many to, to, to choose from, but I would say the, probably the biggest thing that we've seen is a as we roll out new infrastructure, we have various generations that we deploy. Um, when we went to the new PowerMax, um, initially we were concerned about whether our storage infrastructure could keep up with the new compute, uh, systems that we were rolling out. And when we went through and began testing it, we came to realize that the, the performance improvements alone, that we were seeing were able to keep up with the compute demand, making that transition from the older VMAX platforms to the PMAX practically seamless and able to just deploy the new SKUs as, as they came out. >>Talk about the portfolio that you apply to PowerMax. I mean, it's the highest of the highest end mission critical the toughest workloads in the planet. Salesforce has made a lot of acquisitions. Yeah. Um, do you throw everything at PowerMax? Are you, are you selective? What's your strategy there? So >>It's, it's selective. In other words that there's no square peg that meets every need, um, you know, acquisitions take some time to, to ingest, um, you know, some run into cloud, some run in first, in, in first party. Um, but so we, we try to take a very, very intentional approach to where we deploy that technology. >>So 10 years ago, someone in your position, or maybe someone who works for you was probably do spent a lot of time managing lawns and tuning performance. And how has that changed? >>We don't do that. <laugh> we? >>We can, right. So what do you do with right. Talk, talk more double click on that. So how talk about how that transition occurred from really non-productive activities, managing storage boxes. Yeah. And, and where you are today, what are you doing with those resources? >>It, it, it all comes outta automation. Like, you know, the, you know, hardware is hardware to a point, um, but you reach a point where the, the manageability scale just goes exponential and, and we're way, well past that. And the only way we've been able to meet that, meet that need is to, to automate and really develop our operations, to be able to not just manage at a lung level or even at the system level, but manage at the data center level at the geographical, you know, location level and then being able to, to manage from there. >>Okay. Really stupid question. But I'm gonna ask it cause I wanna hear your answer. True. Why can't you just take a software defined storage platform and just run everything on that? Why do you need all these different platforms and why do you gotta spend all this money on PowerMax? Why, why can't you just do >>That? That's the million dollar question. Uh, I, I ask that all the time. <laugh>, um, I think software defined is it's on its way. Um, it's come a long way just in the last decade. Yeah. Um, but in terms of supporting what I consider mission critical, large scale, uh, applications, it's, it's not, it's just simply not on par just yet with what we do with PowerMax, for example. >>And that's exactly how we position it in our portfolio. Right? So PowerMax runs on 95% of the fortune 100 companies, top 20 healthcare companies, top 10 financial services companies in the world. So it's really mission critical high end has all of the enterprise level features and capabilities to really have that availability. That's so important to a lot of companies like Salesforce and, and Pete's right, you know, software define is on its way and it provides a lot of agility there. But at the end of the day for mission critical storage, it's all about PowerMax. >>I wonder if we're ever gonna get to, I mean, you, you, you, it was interesting answer cuz you kind of, I inferred from your that you're hopeful and even optimistic that someday will get to parody. But I wonder because you can't be just close enough. It's almost, you have to be. >>I think, I think the key answer to that is it's it's the software flying gets you halfway there. The other side of the coin is the application ecosystem has to change to be able to solve that other, other side of it. Cuz if you simply simply take an application that runs on a PowerMax and try to run it, just forklift it over to a software defined. You're not gonna have very much luck. >>Recovery has to be moved up to stack >>Operations recovery, the whole, whole whole works. >>Jenny, can you comment on how customers like Salesforce? Like what's your process for involving them in testing in roadmap and in that direction, strategic direction that you guys are going? Great >>Question. Sure. Yeah. So, you know, customer feedback is huge. You've heard it. I'm sure this is not new right product development and engineering. We love to hear from our customers. And there's multiple ways you heard about beta testing, which we're really fortunate that Salesforce can help us provide that feedback for our new releases. But we have user groups, we have forums. We, we hear directly from our sales teams, our, you know, our customers, aren't shy, they're willing to give us their feedback. And at the end of the day, we take that feedback and make sure that we're prioritizing the right things in our product management and engineering teams so that we're delivering the things that matter. Most first, >>We've heard a lot of that this week. So I would agree guys, thank you so much for joining Dave and me talking about Salesforce. What you doing with PowerMax? All the stuff that you announced yesterday, alone. Hopefully you get to go home and get a little bit of rest. >>Yes. >>I'm sure that there's, there's never a dull moment. Never. Can't wait guys. Great to have you. >>Thank you. You guys, >>For our guests on Dave Volante, I'm Lisa Martin and you're watching the queue. We are live day three of our coverage of Dell technologies world 2022, Dave and I will be right back with our final guest of the show.

(upbeat music) >> Okay, we're back. I'm John Furrier with theCUBE and we're going to go deeper into a deep dive into unified cloud networking solution from Pluribus and NVIDIA. And we'll examine some of the use cases with Alessandro Barbieri, VP of product management at Pluribus Networks and Pete Lumbis, the director of technical marketing and video remotely. Guys thanks for coming on, appreciate it. >> Yeah thanks a lot. >> I'm happy to be here. >> So a deep dive, let's get into the what and how. Alessandro, we heard earlier about the Pluribus and NVIDIA partnership and the solution you're working together in. What is it? >> Yeah, first let's talk about the what. What are we really integrating with the NVIDIA BlueField the DPU technology? Pluribus has been shipping in volume in multiple mission critical networks, this Netvisor ONE network operating systems. It runs today on merchant silicon switches and effectively it's standard based open network operating system for data center. And the novelty about this operating system is that it integrates distributed the control plane to automate effect with SDN overlay. This automation is completely open and interoperable and extensible to other type of clouds. It's not enclosed. And this is actually what we're now porting to the NVIDIA DPU. >> Awesome, so how does it integrate into NVIDIA hardware and specifically how is Pluribus integrating its software with the NVIDIA hardware? >> Yeah, I think we leverage some of the interesting properties of the BlueField DPU hardware which allows actually to integrate our network operating system in a manner which is completely isolated and independent from the guest operating system. So the first byproduct of this approach is that whatever we do at the network level on the DPU card is completely agnostic to the hypervisor layer or OS layer running on the host. Even more, we can also independently manage this network node this switch on a NIC effectively, managed completely independently from the host. You don't have to go through the network operating system running on X86 to control this network node. So you truly have the experience effectively top of rack for virtual machine or a top of rack for Kubernetes spots, where if you allow me with analogy, instead of connecting a server NIC directly to a switchboard, now we are connecting a VM virtual interface to a virtual interface on the switch on an niche. And also as part of this integration, we put a lot of effort, a lot of emphasis in accelerating the entire data plan for networking and security. So we are taking advantage of the NVIDIA DOCA API to program the accelerators. And these you accomplish two things with that. Number one, you have much better performance. They're running the same network services on an X86 CPU. And second, this gives you the ability to free up I would say around 20, 25% of the server capacity to be devoted either to additional workloads to run your cloud applications or perhaps you can actually shrink the power footprint and compute footprint of your data center by 20% if you want to run the same number of compute workloads. So great efficiencies in the overall approach. >> And this is completely independent of the server CPU, right? >> Absolutely, there is zero code from Pluribus running on the X86. And this is why we think this enables a very clean demarcation between compute and network. >> So Pete, I got to get you in here. We heard that the DPU enable cleaner separation of DevOps and NetOps. Can you explain why that's important because everyone's talking DevSecOps, right? Now, you've got NetSecOps. This separation, why is this clean separation important? >> Yeah, I think, it's a pragmatic solution in my opinion. We wish the world was all kind of rainbows and unicorns, but it's a little messier than that. I think a lot of the DevOps stuff and that mentality and philosophy. There's a natural fit there. You have applications running on servers. So you're talking about developers with those applications integrating with the operators of those servers. Well, the network has always been this other thing and the network operators have always had a very different approach to things than compute operators. And I think that we in the networking industry have gotten closer together but there's still a gap, there's still some distance. And I think that distance isn't going to be closed and so, again, it comes down to pragmatism. And I think one of my favorite phrases is look, good fences make good neighbors. And that's what this is. >> Yeah, and it's a great point 'cause DevOps has become kind of the calling car for cloud, right? But DevOps is a simply infrastructures code and infrastructure is networking, right? So if infrastructure is code you're talking about that part of the stack under the covers, under the hood if you will. This is super important distinction and this is where the innovation is. Can you elaborate on how you see that because this is really where the action is right now? >> Yeah, exactly. And I think that's where one from the policy, the security, the zero trust aspect of this, right? If you get it wrong on that network side, all of a sudden you can totally open up those capabilities. And so security's part of that. But the other part is thinking about this at scale, right? So we're taking one top of rack switch and adding up to 48 servers per rack. And so that ability to automate, orchestrate and manage its scale becomes absolutely critical. >> Alessandro, this is really the why we're talking about here and this is scale. And again, getting it right. If you don't get it right, you're going to be really kind of up you know what? So this is a huge deal. Networking matters, security matters, automation matters, DevOps, NetOps, all coming together clean separation. Help us understand how this joint solution with NVIDIA fits into the Pluribus unified cloud networking vision because this is what people are talking about and working on right now. >> Yeah, absolutely. So I think here with this solution we're attacking two major problems in cloud networking. One, is operation of cloud networking and the second, is distributing security services in the cloud infrastructure. First, let me talk about first what are we really unifying? If we're unifying something, something must be at least fragmented or disjointed. And what is disjointed is actually the network in the cloud. If you look wholistically how networking is deployed in the cloud, you have your physical fabric infrastructure, right? Your switches and routers. You build your IP clause, fabric leaf and spine topologies. This is actually a well understood problem I would say. There are multiple vendors with let's say similar technologies, very well standardized, very well understood and almost a commodity I would say building an IP fabric these days, but this is not the place where you deploy most of your services in the cloud particularly from a security standpoint. Those services are actually now moved into the compute layer where cloud builders have to instrument a separate network virtualization layer where they deploy segmentation and security closer to the workloads. And this is where the complication arise. This high value part of the cloud network is where you have a plethora of options that they don't talk to each other and they're very dependent on the kind of hypervisor or compute solution you choose. For example, the networking API between an ESXi environment or an Hyper-V or a Zen are completely disjointed. You have multiple orchestration layers. And then when you throw in also Kubernetes in this type of architecture, you are introducing yet another level of networking. And when Kubernetes runs on top of VMs which is a prevalent approach, you actually are stuck in multiple networks on the compute layer that they eventually ran on the physical fabric infrastructure. Those are all ships in the knights effectively, right? They operate as completely disjointed and we're trying to tackle this problem first with the notion of a unified fabric which is independent from any workloads whether this fabric spans on a switch which can be connected to bare metal workload or can span all the way inside the DPU where you have your multi hypervisor compute environment. It's one API, one common network control plane and one common set of segmentation services for the network. That's problem number one. >> It's interesting I hear you talking and I hear one network among different operating models. Reminds me of the old serverless days. There's still servers but they call it serverless. Is there going to be a term network-less because at the end of the day it should be one network, not multiple operating models. This is a problem that you guys are working on, is that right? I'm just joking serverless and network-less, but the idea is it should be one thing. >> Yeah, effectively what we're trying to do is we're trying to recompose this fragmentation in terms of network cooperation across physical networking and server networking. Server networking is where the majority of the problems are because as much as you have standardized the ways of building physical networks and cloud fabrics with IP protocols and internet, you don't have that sort of operational efficiency at the server layer. And this is what we're trying to attack first with this technology. The second aspect we're trying to attack is how we distribute security services throughout the infrastructure more efficiently whether it's micro-segmentation is a stateful firewall services or even encryption. Those are all capabilities enabled by the BlueField DPU technology. And we can actually integrate those capabilities directly into the network fabric limiting dramatically at least for east west traffic the sprawl of security appliances whether virtual or physical. That is typically the way people today segment and secure the traffic in the cloud. >> Awesome. Pete, all kidding aside about network-less and serverless kind of fun play on words there, the network is one thing it's basically distributed computing, right? So I'd love to get your thoughts about this distributed security with zero trust as the driver for this architecture you guys are doing. Can you share in more detail the depth of why DPU based approach is better than alternatives? >> Yeah, I think what's beautiful and kind of what the DPU brings that's new to this model is completely isolated compute environment inside. So it's the, yo dog, I heard you like a server so I put a server inside your server. And so we provide ARM CPUs, memory and network accelerators inside and that is completely isolated from the host. The actual X86 host just thinks it has a regular niche in there, but you actually have this full control plane thing. It's just like taking your top of rack switch and shoving it inside of your compute node. And so you have not only this separation within the data plane, but you have this complete control plane separation so you have this element that the network team can now control and manage, but we're taking all of the functions we used to do at the top of rack switch and we're distributing them now. And as time has gone on we've struggled to put more and more and more into that network edge. And the reality is the network edge is the compute layer, not the top of rack switch layer. And so that provides this phenomenal enforcement point for security and policy. And I think outside of today's solutions around virtual firewalls, the other option is centralized appliances. And even if you can get one that can scale large enough, the question is, can you afford it? And so what we end up doing is we kind of hope that NVIDIA's good enough or we hope that the VXLAN tunnel's good enough. And we can't actually apply more advanced techniques there because we can't financially afford that appliance to see all of the traffic. And now that we have a distributed model with this accelerator, we could do it. >> So what's in it for the customer real quick and I think this is an interesting point you mentioned policy. Everyone in networking knows policy is just a great thing. And as you hear it being talked about up the stack as well when you start getting to orchestrating microservices and whatnot all that good stuff going on there, containers and whatnot and modern applications. What's the benefit to the customers with this approach because what I heard was more scale, more edge, deployment flexibility relative to security policies and application enablement? What's the customer get out of this architecture? What's the enablement? >> It comes down to taking again the capabilities that we're in that top of rack switch and distributing them down. So that makes simplicity smaller, blast radius' for failures smaller failure domains, maintenance on the networks and the systems become easier. Your ability to integrate across workloads becomes infinitely easier. And again, we always want to kind of separate each one of those layers so just as in say a VXLAN network, my leaf in spine don't have to be tightly coupled together. I can now do this at a different layer and so you can run a DPU with any networking in the core there. And so you get this extreme flexibility. You can start small, you can scale large. To me the possibilities are endless. >> It's a great security control plan. Really flexibility is key and also being situationally aware of any kind of threats or new vectors or whatever's happening in the network. Alessandro, this is huge upside, right? You've already identified some successes with some customers on your early field trials. What are they doing and why are they attracted to the solution? >> Yeah, I think the response from customer has been the most encouraging and exciting for us to sort of continue and work and develop this product. And we have actually learned a lot in the process. We talked to tier two, tier three cloud providers. We talked to SP, Soft Telco type of networks as well as inter large enterprise customers. In one particular case one, let me call out a couple of examples here just to give you a flavor. There is a cloud provider in Asia who is actually managing a cloud where they're offering services based on multiple hypervisors. They are native services based on Zen, but they also on ramp into the cloud workloads based on ESXi and KVM depending on what the customer picks from the menu. And they have the problem of now orchestrating through their orchestrate or integrating with Zen center, with vSphere, with OpenStack to coordinate this multiple environments. And in the process to provide security, they actually deploy virtual appliances everywhere which has a lot of cost complication and eats up into the server CPU. The promise that they saw in this technology, they call it actually game changing is actually to remove all this complexity, having a single network and distribute the micro segmentation service directly into the fabric. And overall they're hoping to get out it tremendous OPEX benefit and overall operational simplification for the cloud infrastructure. That's one important use case. Another global enterprise customer is running both ESXi and Hyper-V environment and they don't have a solution to do micro segmentation consistently across hypervisors. So again, micro segmentation is a huge driver security. Looks like it's a recurring theme talking to most of these customers. And in the Telco space, we're working with few Telco customers on the CFT program where the main goal is actually to harmonize network cooperation. They typically handle all the VNFs with their own homegrown DPDK stack. This is overly complex. It is frankly also slow and inefficient. And then they have a physical network to manage. The idea of having again one network to coordinate the provisioning of cloud services between the Telco VNFs and the rest of the infrastructure is extremely powerful on top of the offloading capability opted by the BlueField DPUs. Those are just some examples. >> That was a great use case. A lot more potential I see that with the unified cloud networking, great stuff, Pete, shout out to you 'cause at NVIDIA we've been following your success us for a long time and continuing to innovate as cloud scales and Pluribus with unified networking kind of bring it to the next level. Great stuff, great to have you guys on and again, software keeps driving the innovation and again, networking is just a part of it and it's the key solution. So I got to ask both of you to wrap this up. How can cloud operators who are interested in this new architecture and solution learn more because this is an architectural shift? People are working on this problem, they're try to think about multiple clouds, they're try to think about unification around the network and giving more security, more flexibility to their teams. How can people learn more? >> Yeah, so Alessandro and I have a talk at the upcoming NVIDIA GTC conference. So it's the week of March 21st through 24th. You can go and register for free nvidia.com/gtc. You can also watch recorded sessions if you end up watching this on YouTube a little bit after the fact. And we're going to dive a little bit more into the specifics and the details and what we're providing in the solution. >> Alessandro, how can we people learn more? >> Yeah, absolutely. People can go to the Pluribus website, www.pluribusnetworks.com/eft and they can fill up the form and they will contact Pluribus to either know more or to know more and actually to sign up for the actual early field trial program which starts at the end of April. >> Okay, well, we'll leave it there. Thank you both for joining, appreciate it. Up next you're going to hear an independent analyst perspective and review some of the research from the enterprise strategy group ESG. I'm John Furrier with theCUBE, thanks for watching. (upbeat music)

>>mhm. Okay, we're back. I'm John. Fully with the Cuban. We're going to go deeper into a deep dive into unified cloud networking solution from Pluribus and NVIDIA. And we'll examine some of the use cases with Alexandra Barberry, VP of product Management and Pluribus Networks. And Pete Lambasts, the director of technical market and video. Remotely guys, thanks for coming on. Appreciate it. >>I think >>so. Deep dive. Let's get into the what and how Alexandra, we heard earlier about the pluribus and video partnership in the solution you're working together on. What is it? >>Yeah. First, let's talk about the what? What are we really integrating with the NVIDIA Bluefield deep You Technology pluribus says, uh, has been shipping, uh, in volume in multiple mission critical networks. So this adviser, one network operating systems it runs today on merchant silicon switches and effectively, it's a standard based open network computing system for data centre. Um, and the novelty about this operating system is that it integrates a distributed the control plane for Atwater made effective in STN overlay. This automation is completely open and interoperable, and extensible to other type of clouds is nothing closed and this is actually what we're now porting to the NVIDIA GPU. >>Awesome. So how does it integrate into video hardware? And specifically, how is plural is integrating its software within video hardware? >>Yeah, I think we leverage some of the interesting properties of the blue field the GPU hardware, which allows actually to integrate, um, our soft our network operating system in a manner which is completely isolated and independent from the guest operating system. So the first byproduct of this approach is that whatever we do at the network level on the GPU card is completely agnostic to the hyper visor layer or OS layer running on on the host even more. Um, uh, we can also independently manage this network. Note this switch on a nick effectively, uh, managed completely independently from the host. You don't have to go through the network operating system running on X 86 to control this network node. So you truly have the experience effectively of a top of rack for virtual machine or a top of rack for kubernetes spots. Where instead of, uh, um, if you allow me with analogy instead of connecting a server nique directly to a switchboard now you're connecting a VM virtual interface to a virtual interface on the switch on a nick. And also as part of this integration, we, uh, put a lot of effort, a lot of emphasis in accelerating the entire day to play in for networking and security. So we are taking advantage of the DACA, uh, video DACA api to programme the accelerators and this your accomplished two things with that number one, you, uh, have much greater performance, much better performance than running the same network services on an X 86 CPU. And second, this gives you the ability to free up. I would say around 2025% of the server capacity to be devoted either to additional war close to run your cloud applications. Or perhaps you can actually shrink the power footprint and compute footprint of your data centre by 20% if you want to run. The same number of computer work was so great efficiencies in the overall approach. >>And this is completely independent of the server CPU, right? >>Absolutely. There is zero quote from pluribus running on the X 86 this is what why we think this enables a very clean demarcation between computer and network. >>So, Pete, I gotta get I gotta get you in here. We heard that the GPUS enable cleaner separation of devops and net ops. Can you explain why that's important? Because everybody's talking. Def SEC ops, right now you've got Net ops. Net net SEC ops, this separation. Why is this clean separation important? >>Yeah, I think it's, uh, you know, it's a pragmatic solution, in my opinion, Um, you know, we wish the world was all kind of rainbows and unicorns, but it's a little a little messier than that. And I think a lot of the devops stuff in that, uh, mentality and philosophy. There's a natural fit there, right? You have applications running on servers. So you're talking about developers with those applications integrating with the operators of those servers? Well, the network has always been this other thing, and the network operators have always had a very different approach to things than compute operators. And, you know, I think that we we in the networking industry have gotten closer together. But there's still a gap. There's still some distance, and I think in that distance isn't going to be closed and So again it comes down to pragmatism. And I think, you know, one of my favourite phrases is look, good fences make good neighbours. And that's what this is. Yeah, >>it's a great point because devops has become kind of the calling card for cloud. Right? But devops is a simply infrastructure as code infrastructure is networking, right? So if infrastructure as code, you know, you're talking about, you know, that part of the stack under the covers under the hood, if you will. This is super important distinction. And this is where the innovation is. Can you elaborate on how you see that? Because this is really where the action is right now. >>Yeah, exactly. And I think that's where one from from the policy, the security, the zero trust aspect of this right. If you get it wrong on that network side, all of a sudden, you you can totally open up that those capabilities and so security is part of that. But the other part is thinking about this at scale, right. So we're taking one top of rack switch and adding, you know, up to 48 servers per rack, and so that ability to automate orchestrate and manage its scale becomes absolutely critical. >>Alexandra, this is really the why we're talking about here. And this is scale and again getting it right. If you don't get it right, you're gonna be really kind of up. You know what you know. So this is a huge deal. Networking matters. Security matters. Automation matters. DEVOPS. Net ops all coming together. Clean separation. Help us understand how this joint solution within video gets into the pluribus unified cloud networking vision. Because this is what people are talking about and working on right now. >>Yeah, absolutely. So I think here with this solution, we're talking to major problems in cloud networking. One is the operation of cloud networking, and the second is distributing security services in the cloud infrastructure. First, let me talk about first. What are we really unifying? If you really find something, something must be at least fragmented or disjointed. And what is this? Joint is actually the network in the cloud. If you look holistically how networking is deployed in the cloud, you have your physical fabric infrastructure, right? Your switches and routers. You build your I P clause fabric leaf and spine to apologies. this is actually well understood the problem. I would say, um, there are multiple vendors with a similar technologies. Very well, standardised. Very well understood. Um, and almost a commodity, I would say building an I P fabric these days. But this is not the place where you deploy most of your services in the cloud, particularly from a security standpoint. Those services are actually now moved into the compute layer where you actually were called. Builders have to instrument a separate network virtualisation layer, where they deploy segmentation and security closer to the workloads. And this is where the complication arise. This high value part of the cloud network is where you have a plethora of options, that they don't talk to each other, and they are very dependent on the kind of hyper visor or compute solution you choose. Um, for example, the networking API between an SX I environment or and hyper V or a Zen are completely disjointed. You have multiple orchestration layers and when and then when you throw in Also kubernetes in this In this in this type of architecture, uh, you're introducing yet another level of networking, and when you burn it, it runs on top of the M s, which is a prevalent approach. You actually just stuck in multiple networks on the compute layer that they eventually run on the physical fabric infrastructure. Those are all ships in the night effectively, right? They operate as completely disjointed. And we're trying to attack this problem first with the notion of a unified fabric, which is independent from any work clothes. Uh, whether it's this fabric spans on a switch which can become connected to a bare metal workload or can spend all the way inside the deep You where you have your multi hypervisors computer environment. It's one a P I one common network control plane and one common set of segmentation services for the network. That's probably number one. >>You know, it's interesting you I hear you talking. I hear one network different operating models reminds me the old server list days. You know there's still servers, but they called server list. Is there going to be a term network list? Because at the end of the, it should be one network, not multiple operating models. This this is like a problem that you guys are working on. Is that right? I mean, I'm not I'm just joking. Server, Listen, network list. But the idea is it should be one thing. >>Yeah, it's effectively. What we're trying to do is we're trying to recompose this fragmentation in terms of network operations across physical networking and server networking. Server networking is where the majority of the problems are because of the as much as you have standardised the ways of building, uh, physical networks and cloud fabrics with high people articles on the Internet. And you don't have that kind of, uh, sort of, uh, operational efficiency at the server layer. And this is what we're trying to attack first with this technology. The second aspect we're trying to attack is how we distribute the security services throughout the infrastructure more efficiently. Whether it's micro segmentation is a state, full firewall services or even encryption, those are all capabilities enabled by the blue field deep you technology and, uh, we can actually integrate those capabilities directly into the network fabric. Limiting dramatically, at least for is to have traffic, the sprawl of security appliances with a virtual or physical that is typically the way people today segment and secured the traffic in the >>cloud. All kidding aside about network. Listen, Civil is kind of fun. Fun play on words There the network is one thing is basically distributed computing, right? So I love to get your thoughts about this Distributed security with zero trust as the driver for this architecture you guys are doing. Can you share in more detail the depth of why DPU based approach is better than alternatives? >>Yeah, I think. What's what's beautiful and kind of what the deep you brings that's new to this model is completely isolated. Compute environment inside. So you know, it's the yo dog. I heard you like a server, So I put a server inside your server. Uh, and so we provide, you know, arm CPUs, memory and network accelerators inside, and that is completely isolated from the host. So the server, the the actual X 86 host just thinks it has a regular nick in there. But you actually have this full control plane thing. It's just like taking your top of rack, switch and shovel. Get inside of your compute node. And so you have not only the separation, um, within the data plane, but you have this complete control plane separation. So you have this element that the network team can now control and manage. But we're taking all of the functions we used to do at the top of rack Switch, and we distribute them now. And, you know, as time has gone on, we've we've struggled to put more and more and more into that network edge. And the reality is the network edge is the compute layer, not the top of rack switch layer. And so that provides this phenomenal enforcement point for security and policy. And I think outside of today's solutions around virtual firewalls, um, the other option is centralised appliances. And even if you can get one that can scale large enough, the question is, can you afford it? And so what we end up doing is we kind of hope that if aliens good enough or we hope that if you excellent tunnel is good enough, and we can actually apply more advanced techniques there because we can't physically, financially afford that appliance to see all of the traffic, and now that we have a distributed model with this accelerator, we could do it. >>So what's the what's in it for the customer real quick. I think this is an interesting point. You mentioned policy. Everyone in networking those policies just a great thing. And it has. You hear it being talked about up the stack as well. When you start getting to orchestrate microservices and what not all that good stuff going on their containers and whatnot and modern applications. What's the benefit to the customers with this approach? Because what I heard was more scale, more edge deployment, flexibility relative to security policies and application. Enablement. I mean, is that what what's the customer get out of this architecture? What's the enablement? >>It comes down to taking again the capabilities that were that top of rack switch and distracting them down. So that makes simplicity smaller. Blast Radius is for failure, smaller failure domains, maintenance on the networks and the systems become easier. Your ability to integrate across workloads becomes infinitely easier. Um, and again, you know, we always want to kind of separate each one of those layers. So, just as in, say, a Vieques land network, my leaf and spine don't have to be tightly coupled together. I can now do this at a different layer and so you can run a deep You with any networking in the core there. And so you get this extreme flexibility, you can start small. You can scale large. Um, you know, to me that the possibilities are endless. >>It's a great security control Playing really flexibility is key, and and also being situationally aware of any kind of threats or new vectors or whatever is happening in the network. Alexandra, this is huge Upside, right? You've already identified some, uh, successes with some customers on your early field trials. What are they doing? And why are they attracted? The solution? >>Yeah, I think the response from customer has been the most encouraging and exciting for for us to, uh, to sort of continuing work and develop this product. And we have actually learned a lot in the process. Um, we talked to three or two or three cloud providers. We talked to s P um, sort of telco type of networks, uh, as well as enter large enterprise customers. Um, in one particular case, um uh, one, I think. Let me let me call out a couple of examples here just to give you a flavour. There is a service provider, a cloud provider in Asia who is actually managing a cloud where they are offering services based on multiple hypervisors their native services based on Zen. But they also, um, ramp into the cloud workloads based on SX I and N K P M. Depending on what the customer picks from the piece from the menu. And they have the problem of now orchestrating through the orchestrate or integrating with Zen Centre with this fear with open stock to coordinate this multiple environments and in the process to provide security, they actually deploy virtual appliances everywhere, which has a lot of cost complication, and it's up into the service of you the promise that they saw in this technology they call it. Actually, game changing is actually to remove all this complexity, even a single network, and distribute the micro segmentation service directly into the fabric. And overall, they're hoping to get out of it. Tremendous OPEC's benefit and overall operational simplification for the cloud infrastructure. That's one important use case, um, another large enterprise customer, a global enterprise customer is running both Essex I and I purvey in their environment, and they don't have a solution to do micro segmentation consistently across Hypervisors. So again, micro segmentation is a huge driver. Security looks like it's a recurring theme talking to most of these customers and in the telco space. Um, uh, we're working with a few telco customers on the CFT programme, uh, where the main goal is actually to Arman Eyes Network operation. They typically handle all the V NFC with their own homegrown DPD K stock. This is overly complex. It is, frankly, also slow and inefficient. And then they have a physical network to manage the idea of having again one network to coordinate the provisioning of cloud services between the take of the NFC. Uh, the rest of the infrastructure is extremely powerful on top of the offloading capability. After by the blue fill the pews. Those are just some examples. >>There's a great use case, a lot more potential. I see that with the unified cloud networking. Great stuff shout out to you guys that NVIDIA, you've been following your success for a long time and continuing to innovate his cloud scales and pluribus here with unified networking. Kind of bringing the next level great stuff. Great to have you guys on and again, software keeps, uh, driving the innovation again. Networking is just part of it, and it's the key solution. So I got to ask both of you to wrap this up. How can cloud operators who are interested in in this new architecture and solution learn more? Because this is an architectural ship. People are working on this problem. They're trying to think about multiple clouds are trying to think about unification around the network and giving more security more flexibility to their teams. How can people learn more? >>And so, uh, Alexandra and I have a talk at the upcoming NVIDIA GTC conference, so it's the week of March 21st through 24th. Um, you can go and register for free and video dot com slash gtc. Um, you can also watch recorded sessions if you end up watching this on YouTube a little bit after the fact, Um, and we're going to dive a little bit more into the specifics and the details and what we're providing a solution >>as Alexandra. How can people learn more? >>Yeah, so that people can go to the pluribus website www pluribus networks dot com slash e. F t and they can fill up the form and, uh, they will contact Pluribus to either no more or to know more and actually to sign up for the actual early field trial programme. Which starts at the end of it. >>Okay, well, we'll leave it there. Thank you both for joining. Appreciate it up. Next, you're going to hear an independent analyst perspective and review some of the research from the Enterprise Strategy Group E s G. I'm John Ferry with the Cube. Thanks for watching. Mhm. Mhm.

(upbeat music) >> Hello, and welcome to this "CUBE" conversation. I'm John Furrier, host of "theCUBE", Here in Palo Alto, California, beginning in 2022, kicking off the new year with a great conversation. We're with folks from down under, two co-founders of Instaclustr. Peter Lilley, CEO, Ben Bromhead, the CTO, Intaclustr success. 'Cause he's been on "theCUBE" before, 2018 at Amazon re:Invent. Gentlemen, thanks for coming on "theCUBE". Thanks for piping in from Down Under into Palo Alto. >> Thanks, John, it's really good to be here, I'm looking forward to the conversation. >> So, I love the name, Instaclustr. It conjures up cloud, cloud scale, modern application, server list. It just gives me a feel of things coming together. Spin me up a cluster of these kinds of feelings. The cloud is here, open sources is growing, that's what you guys are in the middle of. Take a minute to explain what you guys do real quick and this open source cloud intersection that's just going supernova right now. >> Yeah, yeah, yeah. So, Instaclustr is on a mission to really enable the world's ambitions to use open source technology. And we do that specifically at the data layer. And we primarily do that through what we call our platform offering. And think of it as the way to make it super easy, super scalable, super reliable way to adopt open source technologies at the data layer, to build cutting edge applications in the cloud. Today used by customers all over the world. We started the business in Australia but we've very quickly become a global business. But we are the business that sits behind some of the most successful brands that are building massively scalable cloud based applications. And you did right. We sit at a real intersection of kind of four things. One is open source adoption which is an incredibly powerful journey and wave that's driving the future direction of IT. You've got managed services or managed operations and moving those onto a platform like Instaclustr. You've got the adoption of cloud and cloud as a wave, like open source is a wave. And then you've got the growth of data, everything is data-driven these days. And data is just excellent for businesses and our customers. And in a lot of cases when we work with our customers on Instaclustr today, the application and the data, the data is the business. >> Ben, I want to get your thoughts as a CTO because open source, and technology, and cloud, has been a real game changer. If you go back prior to cloud, open source is very awesome, still great, freedom, we've got code, it's just the scale of open source. And then cloud came along, changed the game, so, open source. And then new business models became, so commercial open source software is now an industry. It's not just open source, "Hey, free software." And then maybe a red hat's out there, or someone like a red hat, have some premium support. There's been innovation on the business model side. So, matching technology innovation with the business model has been a big change in the past, many, many years. And this past year in particular that's been key. And open source, open core, these are the things that people are talking about. License changes, this is a big discussion. Because you could be on the wrong side of history if you make the wrong decision here. >> Yeah, yeah, definitely. I think it's also worth, I guess, taking a step back and understanding a little bit about why have people gravitated towards open source and the cloud? Beyond kind of the hippie freedoms of, I can see the code and I have ownership, and everything's free and great. And I think the reason why it's really taken off in a commercial setting, in an enterprise setting is velocity. How much easier is it to go reach and grab a open-source tool? That you can download, you can grab, you can compile yourself, you can make it work the way you want it to do to solve a problem here and now. Versus the old school way of doing it which is with I have to go download a trial version. Oh no, some of the features are locked. I've got to go talk to a procurement or a salesperson to kind of go and solve the problem that I have. And then I've got to get that approved by my own purchasing department. And do we have budget? And all of a sudden it's way, way, way harder to solve the problem in front of you as an engineer. Whereas with open source I just go grab it and I move on. I've achieved something for the day. >> Basically all that friction that comes, you got a problem to solve, oh, open-source, I'm going to just get a hammer and hammer that nail. Wait, whoa, whoa. I got to stand in line, I got to jump over hoops, I got to do all these things. This is the hassle and friction. >> Exactly, and this is why it's often called one of the most impressive things about that. And I think on the cloud side it's the same thing, but for hardware, and capability, and compute, and memory. Previously, if you wanted to compute, oh, you're going to lodge a ticket. You've got to ask someone to rack a server in a data center. You've got to deal with three different departments. Oh my goodness. How painful is that just to get a server up to go run and do something? That's just pulling your hair out. Whereas with the cloud, that's an API call or clicking a few buttons on a console and off you go. You'd have to combine those two things. And I would say that software engineers are probably the most productive they've ever been in the last 20 years. I know sometimes it doesn't look like that but their ability to solve problems in front of them, especially using external stuff is way way, way better. >> Peter: I think when you put those two things together you get an- >> The fact of the matter is they are productive. They're putting security into the code right in the CICD pipeline. So, this is highly agile right now. So, coders are highly productive and efficient in changing the way people are rolling out applications. So, the game is over, open source has won, open core is winning. And this is where the people are confused. This is why I got you guys here? What's the difference between open source and open core? What's the big deal? Why is it so important? >> Yeah, no, great question. So, really the difference between open source and open core, it comes down to, really it's a business model. So, open core contains open-source software, that's a hundred percent true. So, usually what will happen is a company will take a project that is open source, that has an existing community around it, or they've built it, or they've contributed it, or however that genesis has happened. And then what they'll do is they'll look at all the edges around that open-source project. And I think what are some enterprise features that don't exist in the open-source project that we can build ourselves? And then sprinkle those around the edges and sell that as a proprietary offering. So, what you get is you get the core functionality is powered by an open-source project. And quite often the code is identical. But there's all these kinds of little features around the outside that might make it a little bit easier to use in an enterprise environment. Or might make it a bit easier to do some operations side of things. And they'll charge you a license for that. So, you end up in a situation where you might have adopted the open source project, but then now if you want a feature X, Y, or Z, you then need to go and fork over some money and go into that whole licensing kind of contract. So, that's the core difference between open core and open-source, right? Open core, it's got all these little proprietary bits kind of sprinkled around the outside. >> So, how would you describe your platform for your customers? Obviously, you guys are succeeding, your growth is great, we're going to get that second. But as you guys have been steadily expanding the platform of open source data technologies, what is the main solution that you guys are offering customers? Managing open source technologies? What's the main value that you guys bring to the customer? >> Yeah, definitely. So, really the main value that we bring to the customer is we allow them to, I guess, successfully adopt open source databases or database technologies without having to go down that open core path. Open core can be quite attractive, but what it does is you end up with all these many Oracles drivers. Still having to pay the toll in terms of license fees. What we do, however, is we take those open-source projects and we deliver that as a database, as a service on our managed platform. So, we take care of all the operations, the pain, the care, the feeding, patch management, backups. Everything that you need to do, whether you're running it yourself or getting someone else to run it, we'll take care of that for you. But we do it with the pure upstream open source version. So, that means you get full flexibility, full portability. And more importantly you're not paying those expensive license fees. Plus it's easy and it just works. You get that full cloud native experience and you get your database right now when you need it. >> And basically you guys solve the problem of one, I got this legacy or existing licensed technology I've got to pay for. And it may not be enabling modern applications, and they don't have a team to go do all the work (laughing). Or some companies have like a whole army of people just embedded in open-source, that's very rare. So, it sounds like you guys do both. Did I get that right, is that right? >> Yeah, definitely. So, we definitely enable it if you don't have that capability yourself. We are the outsourced option to that. It's obviously a lot more than that but it's one of those pressures that companies nowadays face. And if we take it back to that concept of developer velocity, you really want them working on your core business problems. You don't want them having to fight database infrastructure. So, you've also got the opportunity cost of having your existing engineers working on running this stuff themselves. Or running a proprietary or an open call solution themselves, when really you should be outsourcing preferably to Instaclustr. But hey, let's be honest, you should be outsourcing it to anyone so that your engineers can be focusing on your core business problems. And really letting them work on the things that make you money. >> That's very smart. You guys have a great business model. Because one of the things we've been reporting on "theCUBE" on SiliconANGLE as well, is that the database market is becoming so diverse for the right reasons. Databases are everywhere now and code is becoming horizontally scalable for the cloud but vertically specialized with machine learning. So, you're seeing applications and new databases, no one database rules the world anymore. It's not about Oracle anymore, or anything else. So, open source fits nicely into this kind of platform view. How do you guys decide which technologies go in to the platform that you support? >> Yeah, great question. So, we certainly live in a world of, I call it polyglot persistence. But a simple way of referring to that is the right tool for the right job. And so, we really live in this world where engineers will reach for a database that solves a specific problem and solves it well. As you mentioned, companies, they're no longer Oracle shops, or they're no longer MySQL shops. You'll quite often see services or applications of teams using two or three different databases to solve different challenges. And so, what we do at Instaclustr is we really look at what are the technologies that our existing customers are using, and using side-by-side with, say, some of the existing Instaclustr offerings. We take great lead from that. We also look at what are the different projects out there that are solving use cases that we don't address at the moment. So, it's very use case driven. Whether it's, "Hey, we need something that's better at," say, "Time series." Or we need something that's a little bit better at translatable workloads. Or something a bit of a better fit for a case, right? And we work with those. And I think importantly, we also have this view that in a world of polyglot persistence, you've also got data integration challenges. So, how do you keep data safe between these two different database types? So, we're also looking at how do we integrate those better and support our users on that particular journey. So, it really comes down to one, listening to your customers, seeing what's out there and what's the right use case for a given technology and then we look to adopt that. >> That's great, Ben, machine learning is completely on fire right now. People love it, they want more of it. AI everything, everyone's putting AI on every label. If it does any automation, it's magic, it's AI. So, really, we know what that's happening, it's just really database work and machine learning under the covers. Pete, the business model here has completely changed too, because now with open source as a platform you have more scale, you have differentiation opportunities. I'm sure business is doing great. Give us an update on the business side of Instaclustr. What's clicking for you guys, what's working? What's the success trajectory look like? >> Yeah, it's been an amazing journey for us. When you think about it we were founded it in 2013, so, we're eight years into our journey. When we started the business we were focused entirely on Cassandra. But as Ben talked about, we've gone in diversified those technologies onto the platform, that common experience that we offer customers. So, you can adopt any one to a number of open source technologies in a highly integrated way and really, really grow off the back of that. It's driving some phenomenal growth in our business and we've really enjoyed growth rates that have been 70, 80, 100 year on year since we've started the business. And that's led to an enormous scale and opportunities for us to invest further in the platform, invest further in additional technologies in a really highly opinionated way. I think Ben talked about that integrations, then that becomes incredibly complex as you have many, many kinds of offerings on the platform. So, Instaclustr is much more targeted in terms of how we want to take our business forward and the growth opportunity before us. We think about being deeply expert and deeply capable in a smaller subset of technologies. But those which actually integrate and inter operate for customers so they can build solutions for their applications. But do that on Instaclustr using its platform with a common experience. And, so we've grown to 270 people now around the world. We started in Australia, we've got a strong presence in the US. We recently acquired a business called credativ in Europe, which was a PostgreSQL specialist organization. And that was because, as Ben said before, talking about those technologies we bring onto our platform. PostgreSQL, huge market, disrupting Oracle, exactly the right place that we want to be as Instaclustr with pure open source offerings. We brought them into the Instaclustr family in March this year and we did that to accelerate it on our platform. And so, we think about that. We think about future technologies on their platform, what we can do, and introduced to even provide an even greater and richer experience. Cadence is new to our platform. Super exciting for us because not only is it something that provides workflow as code, as an open source experience, but as a glue technology to build a complex business technology for applications. It actually drives workloads across Cassandra, PostgreSQL and Kafka, which are kind of core technologies on our platform. Super exciting for us, a big market. Interesting kind of group of adopters. You've got Uber kind of leading the charge there with that and us partnering with them now. We see that as a massive growth opportunity for our business. And as we introduce analytics capabilities, exploration, visibility features into the platform all built on open source. So, you can build a complete top to bottom data services layer using open source technology for your platform. We think that's an incredibly exciting part of the business and a great opportunity for us. >> Opportunities to raise money, more acquisitions on the horizon? >> Well, I think acquisitions where it makes sense. I talked about credativ, where we looked at credativ, we knew that PostgreSQL was new to our market, and we were coming into that market reasonably late. So, the way we thought about that from a strategy perspective was we wanted to accelerate the richness of the capability on our platform that we introduced and became GA late last year. So, we think about when we're selecting that kind of technology, that's the perfect opportunity to consider an acquisition for us. So, as we look at what we're going to introduce in the platform over the next sort of two, three, four years, that sort of decision that will, or that sort of thinking, or frames our thinking on what we would do from an acquisition perspective. I think the other way we think about acquisitions is new markets. So, thinking about globally entering, say into the Japanese market. does that make sense because of any language requirements to be able to support customers? 'Cause one of the things that's really, really important to us is the platform is fantastic for scaling, growing, deploying, running, operating this very powerful open source technology. But so too is the importance of having deep operational open source expertise backing and being there to call on if a customer's having an application issue. And that kind of drives the need for us to have in country kind of market support. And so, when we think about those sort of opportunities, I think we think about acquisition there, isn't it like another string to the bow in terms of getting presence in a particular or an emerging market that we're interested in. >> Awesome, Ben, final question to you is, on the technology front what do you see this year emerging? A lot of changes in 2021. We've got another year of pandemic situation going on. Hopefully it goes by fast. Hopefully it won't be three years, but again, who knows? But you're seeing the cloud open source actually taking as a tailwind from the pandemic. New opportunities, companies are refreshing, they have to, they're forced. There's going to be a lot more changes. What do you see from a tech perspective in open-source, open core, and in general for large companies as opensource continues to power the innovation? >> So, definitely the pandemic has a tailwind, particularly for those companies adopting the cloud. I think it's forced a lot of their hands as well. Their five-year plans have certainly become two or three year plans around moving to the cloud. And certainly, that contest for talent means that you really want to be keeping your engineers focused on core things. So, definitely I think we're going to see a continuation of that. We're going to say the continuation of open source dominating when it comes to a database and the database market, the same with cloud. I think we're going to see the gradual march towards different adoption models within the cloud. So, server lists, right? I think we're going to see that kind of slowly mature. I think it's still a little bit early in the hype cycle there, but we're going to start to see that mature. On the ML, AI side of things as well, people have been talking about it for the last three or four years. And I'm sure to people in the industry, they're like, "Oh, we're over that." But I think on the broader industry we're still quite early in that particular cycle as people figure out, how do they use the data that they've got? How do they use that? How do they train models on that? How do they serve inference on that? And how do they unlock other things with lower down on their data stack as well when it comes to ML and AI, right? We're seeing great research papers come out from AI powered indexes, right? So, the AI is actually speeding up queries, let alone actually solving business problems. So, I think we're going to say more and more of that kind of come out. I think we're going to see more and more process capabilities and organizational responses to this explosion of data. I'm super excited to say people talking about concepts and organizational concepts like data mesh. I think that's going to be fundamental as we move forward and have to manage the complexities of dealing with this. So, it's an old industry, data, when you think about it. As soon as you had computers you had data, and it's an old industry from that perspective. But I feel like we're only just getting started and it's just heating up. So, we're super excited to see what 2022 holds for us. >> Every company will be an source AI company. It has to be no matter what. (Ben laughing) Well, thanks for sharing the data Pete and Ben, the co-founders of Instaclustr. We'll get our "CUBE" AI working on this data we got today from you guys. Thanks for sharing, great stuff. Thanks for sharing the open core perspective. We really appreciate it and congratulations on your success. Companies do need more Instaclustrs out there, and you guys are doing a great job. Thanks for coming on, I appreciate it. >> Thanks John, cheers mate. >> Thanks John. >> It's "theCUBE" Conversation here at Palo Alto. I'm John Furrier, thanks for watching. (bright music)

(upbeat music) >> Thanks Adam from the studio. Dave, with the next interview, I had a great chance to sit down with Pete, from Microsoft Azure. Talk about 5G and all the advances in the innovation around Silicon and what's coming around under the hood. Obviously Microsoft big hyperscaler, top three cloud player. Let's hear from Pete my conversation and we'll come right back. (upbeat music) Well, we'll come back to the cubes coverage of Mobile World Congress 2021, we're onsite in-person and virtual. It's a hybrid event this year. It's in-person for the first time, since the winter of 2019 lots been passed, a lot's happened and theCube's got to cover it. Our next guest is Pete Bernard, senior director, Silicon and telecom at Azure edge devices, platform and services at Microsoft. Pete, thanks for coming on theCube for our remote coverage. Thanks for coming on. We'll be there live and as well as with the remote community. Thanks for coming on. >> Yeah, no, that's great to be here. I'm coming here from sunny Bellevue, Washington. I wish a wish I was going to be in Barcelona this year, but like, as you mentioned, I think the last time I was in Barcelona was 2019. So a lot has happened since then. Right? >> Well, let's get into it. First of all, we'll see you on the interwebs and the community, but let, let's get the content storyline after the number one story at mobile world. Congress is the rise of the modern developer overlay on top of this new infrastructure, 5g, what is the edge, super edge, AI edge, whatever we want to call it. It is an enabler. Okay. And it's also leveraging the assets of, of these telecom infrastructures and certainly the pandemic we've had great success, nothing crashed. It saved us. So what's your, what's your view on this? This is the big story. It's the most important story? What's your take? >> Yeah, I mean, as I mentioned, a lot has happened and there's been a lot of advancements in this area and I think, you know, the part of what's happened with the pandemic is companies have really accelerated their strategies in this area. In terms of, you know, we have tons of commercial customers that are trying to solve really difficult problems using AI and edge and, and 5g now. So the demand is tremendous and the technology has really advanced quite a bit. And you know, we're, my team is specifically focused on sort of the intersection of 5g edge and AI, and it's sort of bringing together these kinds of existing credible technology advances and it's unlocking some amazing new scenarios and business models for, for customers and partners. For sure. >> So let's get it under the hood a little bit and talk about some of the technical issues. Obviously 5g is enabling a lot of commercial benefits cloud providers like Microsoft Azure is having great edge capabilities now with, with bringing the cloud to the edge, which opens up the obvious gamers Mehta versus AI, AR VR kind of things, low latency, applications, cars, and all that good stuff, all the data coming in and then new use cases. So it's a data problem. It's a typology challenge. It's a new architecture, unpack that for us. What, where are we in this? So. >> So I mean, as you mentioned, I mean, it was kind of an infinite set of problems to be solved. And one of the things that we found was that there was actually a lot of friction out there. It's almost like so many different partners and typologies and ways to put things together. Quite often, we get with a commercial customer and they're like, look, we just need to solve this particular problem in retail or healthcare energy. And so one of the things that we introduced as part of our kind of Azure portfolio is something called Azure percept, which is an end to end system for edge AI development and deployment that now works over 5g and L PWA as well. And so a lot of what we're trying to do as a platform company is help customers and partners kind of expedite and speed that development and deployment of solutions. Because like I said, there's no shortage of demand, but they're quite complex. And as you mentioned, you could have, you know, on-prem solutions, you could have hybrid solutions that talk to on-prem hardware and then go to the cloud. You can go direct to the cloud. But the question is like, how do you put these things together in a secure way? And it get an ROI quickly out of your edge AI deployments. And that's been kind of an interesting challenge. And I think when I talked to a lot of partners, telco partners, especially Silicon partners, were all struggling with how do we expedite, expedite? Because you know, the sooner we can get people to deploy and solve their problems, obviously, you know, the sooner they're happy, the sooner we all get paid. Right? And so that's one of the things we have to be careful of is with all the new technology, how do we really sort of titrate down to, you know, what does it take to actually get things from a POC to deployment as quickly as possible? >> And one of the big things is happening is not seeing the developer ecosystem is coming hardcore into the telco cloud, whatever you want to call it. And it's interesting, you know, the word operators is used a lot, the carriers, the operators, you don't hear that in it and say, you don't say that's the operator, the operators writes it department. So you have cloud native and this operating cultures coming together, dev ops dev sec ops coming to what is a carrier grade operating model, which is like a steady build solid foundation. That's what they expect. So you kind of have this classic OT it collision. And this has been talked about in the edge. What's different though, because now you've got to move faster. You got to have a lot of it like cloud scale with automation and AI at the same time I need full Bulletproof operations. Yeah. >> And so it's, you know, we're trying to expose a consistent developer fabric, you know, to our community. I mean, Microsoft's got millions of developers around the world using lots of, lots of tool, tool chains, and frameworks. And we want to sort of harness the power of that whole developer community to bring workloads and applications onto the telco network, right. In, in environments that they're familiar with. And we're seeing also sort of, you mentioned sort of colliding worlds in the edge world. There's kind of traditional embedded developers that are building cameras and devices and gateways. And then there's a lot of data science, AI developers as well. And what we're trying to do is sort of help both communities sort of learn these skills so that, you know, you have developers that are enabled to do, you know, AI workloads and scenarios and all of the business logic around those things and develop it in an environment, whether it's cloud-based or edge based that they're familiar with. And, you know, so therefore a lot of the complexities of the teleco network itself get sort of obfuscated or abstracted for them. So the developer doesn't have to become a telco expert, right. To build a 5g based camera system for their retail stores. Right. And so that's, that's exciting when we start to merge some of these communities together. >> Yeah. So what would be your message to the operators this year? I mean, obviously the edge is not something you need to educate people on, but they are trying to figure out how to, you know, swap the engine of the airplane out at 35,000 feet, as I say, they got, they want to innovate and this year what's your message. Yeah. >> I mean, there's kind of two things going on. One is yes. I think we're, we are deeply involved helping telcos Cloudify their network and take advantage of 5g and virtualization. And, you know, we have recent acquisitions as a metal switching affirmed and hold that whole thing. So that's, that's that chunk of work that's ongoing. I think the other thing that's happening is really thinking about telcos. We're seeing as a hunger for solutions. And so telcos thinking of themselves as solution providers, not just connectivity providers and, you know, getting into that mindset of saying, we're going to come in and work with this city or this, you know, big retailer and we're going to help solve the problems for them. And we love working with partners like that, that are actually delivering solutions as opposed to pieces of technology. >> What solutions do you think Pete are showing the most promise for helping the telco industry digitally transformed? >> Well, I think on the NGI space, there's a couple of big verticals. I mean, you know, obviously places like agriculture are huge, you know, where you need a wide deployments. We're seeing a lot of areas in around retail, you know, retail environments when I would have leveraged like low latency 5g. One of the pieces of feedback we heard was a lot of retailers actually want less hardware in their physical store and they want to leverage 5g more to get back to the cloud. And then we're seeing, you know, energy sectors, you know, and mining and other kind of difficult to reach areas where you can leverage ciliary networks. So a lot of these verticals are, you know, turning onto the fact that they could get some of their conductivity and edge AI solutions combined together and do some amazing things. >> Right. You just made me think of a question while I got you. I got to ask this because you know, you've brought up 5g and back haul, you know, and people in the, in this business always know backhaul is always the problem. We all know we've been to a concert or a game where we've got multiple bars on wifi, but nothing's loading. Right. So we all know, right. We've seen that that's back haul. That's a choke point. If 5g is going to give me more back haul to essentially another exchange, how has the core of the internet evolved? Because as I started poking around and research and there's more direct connects now, there's not many exchanges. It used to be, we had my west and my east, those are now gone. I'm like, what's going on in the backbone? Does that simple? Is it better or worse? Is that still a good thing? >> Well, yeah. One of the exciting things around kind of the virtualization of what's going on with networking is that we're able to partner with telcos to sort of extend the Azure footprint to help with some of those congestion points, right? So we can, we can bring heavy edge equipment, pretty darn close to where the action is, and actually have direct connections into teleco networks to help them sort of expand their footprint, you know, even farther out to the edge and they can leverage our hyperscaler to, to do that. So that that's a benefit of one of the architectural improvements of 5G around virtualization. >> That's awesome. And I'm looking forward to following up on that great point. And I think it's, it sells a digital divide problem. That's been going on for over a decade, 15, 20 years, this digital divide. Now you got city revitalizations going on. You have, I mean, just the, just the, the digital revitalization in global communities is everywhere. And I think, I think this is going to be an influx point. That's not yet written about in the press now, but I think it's going to be very clear. So, so with all that, I got to ask you the importance of how you guys see an ecosystem for this transformation, because it used to be the telcos ruled the world, and now it's not going that way. They still have a footprint. I mean, everyone, the rising tide helps everybody, as they say, what's the importance of a strong ecosystem in order to drive this nutrient? >> Well, you know, it's definitely a team sport. It's definitely a team sport. And, and you know, Microsoft's been a big partner company for decades, and I think it's something like $8, a part of revenue for every dollar of revenue from the Microsoft generate. So we're heavily invested in our device, builder partners, our telco partners, the ISV community. And, you know, I think what we're trying to do is work with telcos to sort of bring those communities together, to solve these kinds of problems that customers are having. So yeah, it's definitely a team sport. And like I said, the new entrance with some really innovative software platforms, it's an opportunity for telcos, I think, to sort of reinvent and to kind of rethink about how they want to be more agile and more competitive. Again, this will be businesses. >> Okay, great. And have you on, I got it. I got ask you, we've talked about the most important story, obviously 5g edge in AI. I think you nailed it. You're you're in this cross hairs of probably one of the most exciting areas in the tech industry as distributed computing goes that last mile, so to speak pun intended, what, but what's, in your opinion, the most important story that not many people are talking about that should be talking about, what do you think is something that's being written about, but to talk about, but it's super important that that needs to be true. >> Well, you know, it's interesting. I mean, a lot of the marketing and talk about 5g is around phones, people talking about their speed on phones. And I think we're finally getting past the discussion of 5g on phones and talking about 5g for like more MTM communications and more, more kind of connecting really trillions of things together. And then that enabled me to is going to be a big, big deal moving forward. And I think that's, we'll start to see probably more coverage of that moving forward. We're on the inside of the industry. So we kind of know it, but I think on the outside of the industry, when people think 5g, they still think phones. And then hopefully that becomes, there's more of a story around all the other pieces being connected with 5g. >> Yeah. And I got to ask you about two quick things before we go open source, openness, interoperability, and security. What, how would you, what's your opinion on those two pillars? >> So I think security is kind of foundational for what we're we've been doing at Microsoft for a long time, whether it's Azure sphere that we're doing for end to end, you know, edge security or any of our security offerings that we have from services perspective. So we're trying to like with Azure percept, we actually build in like TPM encryption of AI models from edge to cloud, as an example of that. So security really is foundational to all of the stuff that we need to do. It cannot be something that you do later or add on it has to be designed in. And I think from an open source perspective, I mean, whether it's our, you know, stewardship of GitHub or the involvement in open source communities, you know, we're, we're totally excited about all the innovation that's happening there and you know, you got to let people participate. And in fact, one of the cool things that's been happening is the amount of developer reach in areas where maybe there isn't, you know, like we've had our build conferences and other Microsoft events. It enables everyone to participate virtually no matter where they are in the world, even if they can't get a ticket to Redmond Washington, and you can still be part of the developer community and learn online and be part of that. >> I think this whole embed developer market's going to come back in and massive volumes of new people as Silicon becomes important. And of course, I can't leave you without asking the Silicon angle question for our team. Silicon is becoming a competitive advantage for whether it's acceleration, offload and or core things, whether it's instance related or use case related, what's the future of Silicon and the telecom and cloud in general. >> For mine. Yeah. So I mean, the advances happening in the Silicon space are fantastic. Whether it's like process advances down to like five nanometers and below. So you're talking about, you know, much lower power consumption, much higher density, you know, packaging and, you know, AI acceleration built in as well as all these other, you know, containerized security things. So that's being driven by a lot by consumer markets, right? So more powerful PCs and phones. And that's also translating into the cloud and for some of the heavy infrastructure. So the leaps and bounds we're seeing even between now and the last MWC in person in 2019 in Silicon has been amazing. And that's going to unblock, you know, all kinds of workloads that could be done at the edge as well as incredible high-performance stuff to be done in the cloud. That's pretty exciting. >> Peter Love that word unblocked, because I think it's going to unblock them that big, you know, rock in the river. It's holding the water back. I think it's going to unleash creativity, innovation, computer science engineering down from Silicon to the modern application developer. Amazing opportunity. I think the edge is going to be the, an awesome area to innovate on. Thanks for coming on the cube. >> Sounds good. Thanks for having me. >> People in our senior director, silica telecom as your edge devices for platform services at Microsoft, a lot going on big cloud player, hyperscaler at the edge. This is the final area. In my opinion, that's called the accident habits going to be great innovation. It's part of the cloud cloud is creating massive change in telecom. We've got to cover here in the queue. Thanks for watching. Okay, Dave, that was a great interview with Pete Bernard, senior director, Silicon telecom, Azure edge devices, platform, and services. Microsoft's got all those long titles in the, in the thing, but Silicon is a key thing. You heard my interview wide ranging conversation, obviously with that kind of pedigree and expertise. He's pretty strong, but he, at the end there a little gym on the Silicon. Yeah. Okay. Because that is going to be a power source. You you've been reporting on this. You've been doing a lot of breaking analysis. Microsoft's a hyperscaler they're they're the second player in cloud, Amazon. Number one, Microsoft number two, Google number three, Microsoft. They didn't really say anything. They have something Amazon has got grab a ton, but big directional signal shift there. >> Well, I think it was interesting. It was a great interview by the way, and the things that struck me pizza, and they're focused on the intersection of 5g edge and AI. So AI is all about data-driven workloads. If you look at AI today, most of the AI in the enterprise is done in the cloud and it's modeling, but the future of AI is going to be inferencing at the edge in real time. That's where the real expenses today. And that's where you need new computing architectures. And you're right. I've written about this one of my last breaking analysis on AWS, a secret weapon, and that secret weapon is a new computing architecture. That's not based on traditional x86 architectures. It's based on their own design, but based on arm, because arm is higher performance, lower cost, better price, performance, and way cheaper. And so I guarantee you based on what you just said that, well, Amazon clearly has set the direction with nitro and graviton and, and, and, you know, gravitate on to Microsoft is I think following that playbook. And it's interesting that Pete has Silicon in his title and telecom and an edge they're going after that because it doesn't require new low powered architectures that are going to blow away anything we've ever seen on x86. >> Yeah. I mean, I think that's a killer point. You and I have been covering the enterprise, the old guard rack and stack the boxes. Amazon was early on that clearly winning low power, high density looks like a consumer, like feel in cloud scale, changes the game on economics. And then he also teased out if you squint, there's a lot of stuff to decode. We're going to unpack that video and write probably six or five blog posts there, but he said, 5g is going to change the direct connect. They're already doing it. Microsoft's putting that to the edge, that right in the same playbook as AWS, right on the almost right on the number, put the edge, make it powerful, direct connects connectivity. >> We've seen this before. The consumer piece is key. The consumer leads, we know this and the consumer apple is leading in things like AI and, and Tesla is leading at the edge. That's where you have to look for the innovation. That's going to trickle into the enterprise. And so in the cloud guys, I kicked the hyperscale. You and Sergeant Joe Hall talked about this at the startup showcase that we did was that the cloud guys, the hyperscalers, and a really strong position for the edge. >> I got to tell you, we are on this go to the siliconangle.com. Obviously that's our website, the cube.net. We are reporting on this. It's very nuanced point. But if you look at the cloud players, you can see the telco digital revolution telco. Dr. Is a digital revolution back to you, Adam, in the studio for more coverage, we'll be back at the desk shortly.

>> Announcer: From around the globe it's theCUBE with digital coverage of HPE GreenLake Day made possible by Hewlett Packard Enterprise. >> Welcome everybody to this spotlight session here at GreenLake Day and we're going to dig into high-performance computing. Let me first bring in Pete Ungaro who's the GM for HPC and Mission Critical Solutions at Hewlett Packard Enterprise. And then we're going to pivot to Addison Snell, who's the CEO of research firm Intersect360. So Pete started with you welcome and really a pleasure to have you here. I want to first start off by asking you what are the key trends that you see in the HPC and super computing space. And I really appreciate if you could talk about how customer consumption patterns are changing. >> Yeah, appreciate that Dave and thanks for having me. I think the biggest thing that we're seeing is just the massive growth of data. And as we get larger and larger data sets larger and larger models happen and we're having more and more new ways to compute on that data. So new algorithms like AI would be a great example of that. And as people are starting to see this, especially as they're going through digital transformations, more and more people I believe can take advantage of HPC but maybe don't know how and don't know how to get started. And so they're looking for how to get going into this environment. And many customers that are long-time HPC customers just consume it on their own data centers, they have that capability but many don't. And so they're looking at how can I do this? Do I need to build up that capability myself? Do I go to the Cloud? What about my data and where that resides? So there's a lot of things that are going into thinking through how do I start to take advantage of this new infrastructure? >> Excellent, I mean, we all know HPC workloads. You're talking about fording research and discovery for some of the toughest and most complex problems particularly those that are affecting society. So I'm interested in your thoughts on how you see GreenLake helping in these endeavors specifically. >> Yeah, one of the most exciting things about HPC is just the impact that it has. Everywhere from building safer cars and airplanes to looking at climate change to finding new vaccines for things like COVID that we're all dealing with right now. So one of the biggest things is how do we take advantage of that and use that to benefit society overall. And as we think about implementing HPC, how do we get started and then how do we grow and scale as we get more and more capabilities. So that's the biggest things that we're seeing on that front. >> Yeah, okay, so just about a year ago you guys launched the GreenLake initiative and the whole complete focus on as a service. So I'm curious as to how the new GreenLake services the HPC services specifically as it relates to GreenLake, how do they fit into HP's overall high-performance computing portfolio and the strategy? >> Yeah, great question. GreenLake is a new consumption model for us. So it's a very exciting. We keep our entire HPC portfolio that we have today but extend it with GreenLake and offer customers expanded consumption choices. So customers that potentially are dealing with the growth of their data or they're moving to digital transformation applications, they can use GreenLake just easily scale up from workstations to manage their system costs or operational costs or if they don't have staff to expand their environment, GreenLake provides all of that in a managed infrastructure for them. So if they're going from like a pilot environment, I've been to a production environment over time, GreenLake enables them to do that very simply and easily without having to have all that internal infrastructure people, computer data centers, et cetera, GreenLake provides all that for them. So they can have a turnkey solution for HPC. >> So a lot easier entry strategy is a key word that you use there was choice though. So basically you're providing optionality, you're not necessarily forcing them into a particular model, is that correct? >> Yeah, 100% Dave. What we want to do is just expand the choices so customers can buy and acquire and use that technology to their advantages. Whether they're large or small, whether they're a startup or a fortune 500 company, whether they have their own data centers or they want to use a colo facility, whether they have their own staff or not. We want to just provide them the opportunity to take advantage of this leading edge resource. >> Very interesting, Pete, I really appreciate the perspectives that you guys are bringing to the market. I mean, it seems to me it's going to really accelerate broader adoption of high-performance computing to the masses, really giving them an easier entry point. I want to bring in now Addison Snell to the discussion. Addison, he's a CEO, as I said of Intersect360 which in my view is the world's leading market research company focused on HPC. Addison you've been following this space for a while. You're an expert, you've seen a lot of changes over the years. What do you see as the critical aspects in the market specifically as it relates toward this as a service delivery that we were just discussing with Pete? And I wonder if you could sort of work in there the benefits in terms of in your view how it's going to affect HPC usage broadly. >> Yeah, good morning Dave, and thanks very much for having me. Pete it's great to see you again. So we've been tracking a lot of these utility computing models in high-performance computing for years. Particularly as most of the usage by revenue is actually by commercial endeavors using high-performance computing for their R and D and engineering projects and the like. And cloud computing has been a major portion of that and has the highest growth rate in the market right now where we're seeing this double digit growth that accounted for about $1.4 billion of the high-performance computing industry last year. But the bigger trend and which makes GreenLake really interesting is that we saw an additional about a billion dollars worth of spending outside what was directly measured in the cloud portion of the market in areas that we deemed to be cloud-like which were as a service types of contracts that were still utility computing, but they might be under a software as a service portion of a budget under software or some other managed services type of contract that the user wasn't reporting directly as cloud but was certainly influenced by utility computing. And I think that's going to be a really dominant portion of the market going forward when we look at a growth rate and where the market's been evolving. >> So that's interesting. I mean, basically you're saying this utility model is not brand new, we've seen that for years. Cloud was obviously a catalyst that gave that a boost. What is new you're saying is, and I'll say it this way. I'd love to get your independent perspective on this is sort of the definition of cloud is expanding where we people always say, it's not a place, it's an experience and I couldn't agree more. But I wonder if you could give us your independent perspective on that, both on the thoughts of what I just said but also how would you rate HPE position in this market? >> Well, you're right absolutely that the definition of cloud is expanding. And that's a challenge when we run our surveys that we try to be pedantic in a sense and define exactly what we're talking about. And that's how we're able to measure both the direct usage of a typical public cloud but also a more flexible notion of as a service. Now you asked about HPE in particular and that's extremely relevant, not only with GreenLake, but with their broader presence in high-performance computing. HPE is the number one provider of systems for high-performance computing worldwide. And that's largely based on the breadth of HPE's offerings in addition to their performance at various segments. So picking up a lot of the commercial market with our HPE Apollo Gen10 plus, they hit a lot of big memory configurations with the Superdome Flex and scale up to some of the most powerful supercomputers in the world with the HPE Cray EX platforms that go into some of the leading national labs. Now GreenLake gives them an opportunity to offer this kind of flexibility to customers rather than committing all at once to a particular purchase price. But if you want to do position those on a utility computing basis, pay for them as a service without committing to a particular public cloud, I think that's an interesting role for GreenLake to play in the market. >> Yeah, yeah it's interesting. I mean, earlier this year we celebrated Exascale Day with the support from HPE and it really is all about a community and an ecosystem. Is a lot of comradery going on in the space that you guys are deep into. Addison, it says we can wrap what should observe as expect in this HPC market, in this space over the next few years? >> Yeah, that's a great question what to expect because if 2020 has taught us anything it's the hazards of forecasting where we think the market is going. Like when we put out a market forecast, we tend not to look at huge things like unexpected pandemics or wars but it's relevant to the topic here. Because as I said, we were already forecasting cloud and as a service models growing. Anytime you get into uncertainty where it becomes less easy to plan for where you want to be in two years, three years, five years, that model speaks well to things that are cloud or as a service to do very well flexibly. And therefore, when we look at the market and plan out where we think it is in 2020, 2021, anything that accelerates uncertainty actually is going to increase the need for something like GreenLake or an as a service or cloud type of environment. So we're expecting those sorts of deployments to come in over and above where we were already previously expected them in 2020, 2021. Because as a service deals well with uncertainty and that's just the world we've been in recently. >> I think those are great comments and a really good framework. And we've seen this with the pandemic, the pace at which the technology industry in particular and of course HPE specifically have responded to support that. Your point about agility and flexibility being crucial. And I'll go back to something earlier that Pete said around the data, the sooner we can get to the data to analyze things, whether it's compressing the time to a vaccine or pivoting our businesses, the better off we are. So I want to thank Pete and Addison for your perspectives today. Really great stuff, guys, thank you. >> Yeah, thank you. >> Thank you. >> All right, keep it right there for more great insights and content. You're watching GreenLake Day. (ambient music)

>> Announcer: Live from San Francisco, it's theCUBE covering RSA Conference 2020 San Francisco, brought to you by SiliconANGLE Media. >> Okay, welcome back, everyone, to CUBE's coverage here in San Francisco at RSA Conference 2020. I'm John Furrier, your host. You know, cybersecurity industry's changing. Enterprises are now awake to the fact that it's now a bigger picture around securing the enterprise, 'cause it's not only the data center. It's cloud, it's the edge, a lot of great stuff. We've got a great guest here from Dell EMC. Peter Gerr's a consultant, cyber resilience solutions and services marketing at Dell EMC. Great to see you. >> You too, John. >> Thanks for coming on. >> Good to see you again, thank you. >> So, you know, I was joking with Dave Volante just this morning around the three waves of cloud, public cloud, hybrid cloud, multicloud. And we see obviously the progression. Hybrid cloud is where everyone spends most of their time. That's from ground to cloud, on-premises to cloud. So pretty much everyone knows-- >> Peter: On-ramp, kind of. >> That on-prem is not going away. Validated by all the big cloud players. but you got to nail the equation down for on-premises to the cloud, whether it's, I'm Amazon-Amazon, Azure-Azure, whatever, all those clouds. But the multicloud will be a next generation wave. That as an industry backdrop is very, very key. Plus AI and data are huge inputs into solving a lot of what is going to be new gaps, blind spots, whatever insecurity. So I got to, you know, Dell has a history with huge client base, traditional enterprises transforming. You're in the middle of all this, so you got the airplane at 30,000 feet and the companies have to swap out their engines and reboot their teams, and it's a huge task. What's going on with cyber and the enterprises? What are some of the key things? >> Well, so I like to keep it pretty simple. I've been in this industry over 20 years and I've really consistently talked about data as the global currency, right? So it's beautifully simple. Whatever industry you're in, whatever size company you're in, enterprise or even now small to medium businesses, their businesses are driven by data. Connectivity to that data, availability of the data, integrity of the data, and confidentiality of the data. And so sort of the area of the world that I focus upon is protecting customers' most valuable data assets, now, whether those are on-prem, in the cloud, or in a variety of modalities, and ensuring that those assets are protected and isolated from the attack surface, and then ability to recover those critical assets quickly so they can resume business operations. That's really the area that I work in. Now, that data, as you pointed out, it could start on-prem. It could live in multicloud. It can live in a hybrid environment. The key is really to understand that not all data is created equally. If you were to have a widespread cyber attack, really the key is to bring up those critical applications systems and data sets first to return to business operations. >> Yeah, it's funny-- >> Peter: It's really challenging >> You know, it's not funny, it's actually just ironic, but it's really kind of indicative of the society now is that EMC was bought by Dell Storage and the idea of disruption has always been a storage concept. We don't want a lot of disruption when we're doing things, right? >> Peter: None, we can't, yeah. >> So whether it's backup and recovery or cyber ransomware, whatever it is, the idea of non-disruptive operations-- >> Absolutely. >> Has been a core tenant. Now, that's obviously the same for cyber, as you can tell. So I got to ask you, what is your definition and view of cyber resilience? Because, well, that's what we're talking about here, cyber resilience. What's your view on that? >> So when we started developing our cyber recovery solution about five years ago, we used the NIST cybersecurity framework, which is a very well-known standard that defines really five pillars of how organizations can think about building a cyber resilience strategy. A cyber resilience strategy really encompasses everything from perimeter threat detection and response all the way through incident response after an attack and everything that happens in between, protecting the data and recovering the data, right? And critical systems. So I think of cyber resilience as that holistic strategy of protecting an organization and its data from a cyber attack. >> That's great insight. I want to get your thoughts on how that translates into the ecosystem, because this is an ecosystem around cyber resilience. >> Peter: Absolutely. >> And let's just say, and you may or may not be able to comment on this, but RSA is now being sold. >> Peter: Yeah, no, that's fair. >> So that's going out of the Dell family. But you guys have obviously VMware and Secureworks. But it's not just you guys. It's an ecosystem. >> It really is. >> How does Dell now without, with and without RSA, fit into the ecosystem? >> So as I mentioned, cyber resilience is really thought of as a holistic strategy. RSA and other Dell assets like Carbon Black fit in somewhere in that continuum, right? So RSA is really more on threat detection and response, perimeter protection. The area of the business that I work on, data protection and cyber recovery, really doesn't address the prevention of attacks. We really start with the premise that preventing a cyber attack is not 100% possible. If you believe that, then you need to look at protecting and recovering your assets, right? And so whether it's RSA, whether it's Carbon Black, whether it's Secureworks, which is about cyber incident and response, we really work across those groups. It's about technology, processes, and people. It's not any one thing. We also work outside of the Dell technologies umbrella. So we integrate, our cyber recovery solution is integrated with Unisys Stealth. So there's an example of how we're expanding and extending the cyber recovery solution to bring in other industry standards. >> You know, it's interesting. I talk to a lot of people, like, I'm on theCube here at RSA. Everyone wants better technology, but there's also a shift back to best-of-breed, 'cause you want to have the best new technology, but at the same time, you got to have proven solutions. >> Peter: That's the key. >> So what are you guys selling, what is the best-of-breed from Dell that you guys are delivering to customers? What are some of the areas? >> So I'm old EMC guy myself, right? And back from the days of disaster recovery and business continuity, right? More traditional data protection and backup. The reality is that the modern threats of cyber hackers, breaches, insider attacks, whatever you like, those traditional data protection strategies weren't built to address those types of threats. So along with transformation and modernization, we need to modernize our data protection. That's what cyber recovery is. It's a modern solution to the modern threat. And what it does is it augments your data, excuse me, your disaster recovery and your backup environment with a purpose-built isolated air gap digital vault which is built around our proven Data Domain and PowerProtect DD platforms that have been around for over a decade. But what we've done is added intelligence, analytics, we've hardened that system, and we isolate it so customers can protect really their most valuable assets in that kind of a vault. >> So one of things I've been doing some research on and digging into is cyber resilience, which you just talked about, cyber security, which is the industry trend, and you're getting at cyber recovery, okay? >> Peter: Correct. >> Can you talk about some examples of how this all threads together? What are some real recent wins or examples? >> Sure, sure. So think of cyber recovery as a purpose-built digital vault to secure your most valuable assets. Let me give you an example. One of our customers is a global paint manufacturer, okay? And when we worked with them to try to decide what of their apps and data sets should go into this cyber recovery vault, we said, "What is the most critical intellectual property "that you have?" So in their case, and, you know, some customers might say my Oracle financials or my Office 365 environment. For this customer it was their proprietary paint matching system. So they generate $80 to $100 million every day based upon this proprietary paint matching system which they've developed and which they use every day to run their business. If that application, if those algorithms were destroyed, contaminated, or posted on the public internet somewhere, that would fundamentally change that company. So that's really what we're talking about. We're working with customers to help them identify their most critical assets, data, systems, applications, and isolate those from the threat vector. >> Obviously all verticals are impacted by cyber security. >> Every vertical is data-driven, that's right. >> And so obviously the low-hanging fruit, are they the normal suspects, financial services? Is there a particular one that's hotter than, obviously financial services has got fraud and all that stuff on it, but is that still number one, or-- >> So I think there's two sides to the coin. One, if you look at the traditional enterprise environments, absolutely financial services and healthcare 'cause they're both heavily regulated, therefore that data has very high value and is a very attractive target to the would-be hackers. If you look on the other end of the spectrum, though, the small to medium businesses that all rely on the internet for their business to run, they're the ones that are most susceptible because they don't have the budgets, the infrastructure, or the expertise to protect themselves from a sophisticated hacker. So we work across all verticals. Obviously the government is also very susceptible to cyber threats. But it's every industry, any business that's data-driven. I mean, everyone's been breached so many times, no one even knows how many times. I got to ask you about some cool trends we're reporting on here. Homomorphic encryption is getting a lot of traction here because financial services and healthcare are two-- >> Peter: Homomorphic? >> Homomorphic, yeah. Did I say that right? >> It's the first time I've ever heard that term, John. >> It's encryption at in use. So you have data at rest, data in flight, and data in use. So it's encryption when you're doing all your, protecting all your transactional data. So it's full implementation with Discovery. Intel's promoting it. We discovered a startup that's doing that, as well. >> Peter: Yeah, that's new for me, yeah. >> But it allows for more use cases. But data in use, not just motion, or in-flight, whatever they call it. >> Peter: I get it, yeah, static. >> So that's opening up these other thing. But it brings up the why, why that's important, and the reason is that financial services and healthcare, because they're regulated, have systems that were built many moons ago or generations ago. >> Absolutely. >> So there was none of these problems that you were mentioning earlier, like, they weren't built for that. >> Correct. >> But now you need more data. AI needs sharing of data. Sharing is a huge deal. >> Real-time sharing, too, right? >> Real-time sharing. >> And I think that's where the homomorphic encryption comes in. >> That's exactly right. So you mentioned that. So these industries, how can they maintain their existing operations and then get more data sharing? Do you have any insight into how you see that? Because that's one of those areas that's becoming like, okay, HIPAA, we know why that was built, but it's also restrictive. How do you maintain the purity of a process-- >> If your infrastructure is old? That is a challenge, healthcare especially, because, I mean, if I'm running a health system, every dollar that I have should really go into improving patient care, not necessarily into my IT infrastructure. But the more that every industry moves towards a real-time data-driven model for how we give care, right, the more that companies need to realize that data drives their business. They need to do everything they can to protect it and also ensure that they can recover it when and if a cyber attack happens. >> Well, I really appreciate the insight, and it's going to be great to see Dell Technologies World coming up. We'll dig into a lot of that stuff. While we're here and talking us about some of these financial services, banking, I want to get your thoughts. I've been hearing this term Sheltered Harbor being kicked around. What is that about? What does that mean? >> Sheltered Harbor, you're right, I think you'll hear a lot more about it. So Sheltered Harbor is a financial industries group and it's also a set of best practices and specifications. And really, the purpose of Sheltered Harbor is to protect consumer and financial institutions' data and public confidence in the US financial system. So the use case is this. You can imagine that a bank having a cyber attack and being unable to produce transactions could cause problems for customers of that bank. But just like we were talking about, the interconnectedness of the banking system means that one financial institution failing because of a cyber attack, it could trigger a cascade and a panic and a run on the US financial banks and therefore the global financial system. Sheltered Harbor was developed to really protect public confidence in the financial system by ensuring that banks, brokerages, credit unions are protecting their customer data, their account records, their most valuable assets from cyber attack, and that they can recover them and resume banking operations quickly. >> So this is an industry group? >> It's an industry group. >> Or is it a Dell group or-- >> No, Sheltered Harbor is a US financial industry group. It's a non-profit. You can learn more about it at shelteredharbor.org. The interesting thing for Dell Technologies is we're actually the first member of the Sheltered Harbor solution provider program, and we'll be announcing that shortly, in fact, this week, and we'll have a cyber recovery for Sheltered Harbor solution in the market very shortly. >> Cyber resilience, great topic, and you know, it just goes to show storage is never going away. The basic concepts of IT, recovery, continuous operations, non-disruptive operations. Cloud scale changes the game. >> Peter: It's all about the data. >> It's all about the data. >> Still, yes, sir. >> Thanks for coming on and sharing your insights. >> Thank you, John. >> RSA coverage here, CUBE, day two of three days of coverage. I'm John Furrier here on the ground floor in Moscone in San Francisco. Thanks for watching (electronic music)

>>Fly from San Francisco. It's the cube covering RSA conference, 2020 San Francisco brought to you by Silicon angled media. >>Okay, welcome back. Everyone's keeps coverage here in San Francisco for RSA. Copper's 2020. I'm John Farrow, your host, you know, cybersecurity industry's changing and enterprises are now awake to the fact that is now a bigger picture around securing the enterprise cause it's not only the data center, it's cloud, it's the edge. A lot of great stuff. I've got a great guest here from Dell, EMC, Peter Garris, consultant cyber resilient solutions and services marketing, uh, Dell EMC. Great to see you. Thanks for to John. Good to see you again. So you know, I was joking with Dave Alante just this morning around the three ways of cloud, public cloud, hybrid cloud, multi-cloud. And we see obviously the progression hybrid cloud is where everyone spend most of their time. That's from ground to cloud on premises to cloud. Yep. So pretty much everyone knows around on premise is not going away, validated by all the big cloud players. >>But you've got to nail the equation down for on premises to the cloud, whether it's Amazon, Amazon, Azure, Azure, whatever, all those costs. But the multicloud will be a next generation wave that is an industry backdrop and it's very, very key. Plus AI and data are huge inputs into solving a lot of what is going to be new gaps, blind spots, whatever insecurity. So I guess, you know, Dell's has a history with huge client base, traditional enterprises transforming. You're in the middle of all this. So you've got, you know, the airplane at three to 30,000 feet. Yep. And the companies have to swap out their engines and reboot their teams and it's a huge task. What's going on with cyber and the enterprises? What are, what are some of the key things? Well, so I like to keep it pretty simple. I've been in this industry over 20 years and I've really consistently talked about data as the global currency, right. >>So it's beautifully simple. Whatever industry you're in, whatever size company you're in, enterprise or even now, small to medium businesses, their businesses are driven by data connectivity. That data availability of the data, integrity of the data and confidentiality of the data, and so the sort of the area of the world that I focus upon is protecting customers. Most valuable data assets now, whether those are on prem, in the cloud or in a variety of modalities, and ensuring that those assets are protected and isolated from the attack surface and then ability to recover those critical assets quickly so they can return resume business operations. That's really the area that I work in. Now, that data, as you pointed out, it could start on prem, it could live in multi-cloud, it can live in a hybrid environment. The key is really to to understand that not all data is created equally if you were to have a widespread cyber attack, really the key is to bring up those critical applications, systems and datasets first to return to business operations. >>Really challenging. You know, it's not funny. It's actually, I just, I run it, but it's, it's, it's, it's really kind of indicative of the society now is that EMC was bought by Dell storage and the idea of disruption was always been a storage concept. Yes, we want, we don't want a lot of disruption when we're doing things right. So not know whether it's backup and recovery or cyber ransomware, whatever it is, the idea of non-disruptive operations. Absolutely. A core tenant. Now that's obviously the same for cyber as you can tell. So I've got to ask you, what is your definition in view of cyber resilience because, well, that's what we're talking about here. Cyber resilience. What's your view on this? So when we started developing our cyber recovery solution about five years ago, we used, uh, the NIST cybersecurity framework, which is a very well known standard that defines really five pillars of how organizations can think about building a cyber resilience strategy. >>A cyber resilience strategy really encompasses everything from a perimeter threat detection and response all the way through incident response after an attack. And everything that happens in between protecting the data and recovering the data, right? And critical systems. So I think of cyber resilience is that holistic strategy of protecting an organization and its data from a cyber attack as great insight. I want to get your thoughts on how that translates into the ecosystem. Okay. Because there's an ecosystem around cyber resilience. Absolute, let's just say, and you may or may not be able to comment on this, but RSA was now being sold. Yeah, no, that's fair. That's going out of the Dell family. But you guys have, you know, obviously VMware and insecure words, but it's not just you guys. It's an ecosystem. It really is. Does Dell now without, with and without RSA fit into the ecosystem. >>So as I mentioned, cyber resilience is really thought of as a holistic strategy. RSA and, and other Dell assets like carbon black, um, fit in somewhere in that continuum. Right? So RSA is really more on threat detection and response, perimeter protection. The area of the business that I work on, data protection and cyber recovery really doesn't address the, um, prevention of attacks. We really start with the premise that preventing a cyber attack is not a hundred percent possible. If you believe that, then you need to look at protecting and recovering your assets. Right? And so whether it's RSA, whether it's carbon black, whether it's secure works, which is about cyber incident and response, we really work across those groups. It's, it's about technology processes and people. It's not any one thing. We also work outside of the Dell technologies umbrella. So we integrate, our cyber recovery solution is integrated with Unisys stealth. >>Uh, so there's an example of how we're expanding and extending the cyber recovery solution to bring in, you know, other industry standards. You know, it's interesting, I talked to a lot of people that come on the Q of history here at RSA. Sure. Everyone wants better technology, but this also has shipped back the best of breed because you one of the best new technologies. At the same time, you've gotta have proven solutions. So what are you guys selling? What is the best of breed from, uh, Dell? Yeah, you guys are delivering to customers. What are some of the areas? So I, I'm old EMC guy myself, right? And, and back from the days of disaster recovery and business continuity, right? More traditional data protection and backup. The reality is that the modern threats of cyber sec of cyber hackers, breaches, insider attacks, whatever you like, those traditional data protection strategies weren't built to address those types of threats. >>So along with transformation and modernization, we need to modernize our data protection. That's what cyber recovery is. It's a modern solution to the modern threat. And what it does is it augments your data or your, excuse me, your disaster recovery and your backup environment with a purpose built isolated air gap digital vault, which is built around our proven data domain and power protect DD platforms. Uh, that, you know, I've been around for over a decade. Um, but what we've done is added intelligence, uh, analytics. We've hardened that system and we isolate it. Uh, so customers can protect really the most valuable assets in that kind of evolved. So one of the things I've been doing some research on and digging into is cyber resilience, which you just talked about cybersecurity, which is the industry trend and you're getting at cyber recovery. Okay. Can you talk about some examples of how this all threads together? >>What are some real recent examples? Sure. So think of cyber recovery as a purpose-built digital vault to secure your most valuable assets. Let me give you an example. One of our customers, is it a global paint manufacturer? Okay. And when we work with them to try to decide what of their apps and datasets should go into this cyber recovery vault, it said, what is the most critical intellectual property that you have? So in their Kenyan, Oh, some customers might say my Oracle financials or my office three 65 environment. For this customer it was their proprietary paint matching system. So they generate 80 to $100 million every day based upon this proprietary paint matching system, which they've developed and which they use every day to run their business. If that application, if those algorithms were destroyed, contaminated or you know, posted on the public internet somewhere, that would fundamentally change that company. >>So that's really what we're talking about. We're working with customers to help them identify their most critical assets, data systems, applications, and isolate those from the threat vector. Obviously all verticals are impacted by cyber security. Every vertical is data-driven. That's true. Obviously the low hanging fruit, are they below the normal suspects financial services? Is there, is there a particular one that's harder than having financial services got fraud and all that stuff on it, but yeah, that's still number one or so. I think there's two sides to the coin. One, if you look at the traditional enterprise environments, absolutely financial services in healthcare because they're both heavily regulated, uh, therefore that data has very high value and is a very attractive target to the Woodby hackers. If you look on the other end of the spectrum though, the small to medium businesses that all rely on the internet for their business to run, uh, they're the ones that are most susceptible because they don't have the budgets, the infrastructure or the expertise to protect themselves from a sophisticated hacker. >>Um, so we, you know, we work across all verticals. Obviously the government is also very susceptible to cyber threats, but it's every industry, any business that's data-driven. I mean, everyone's been breached so many times and no one even knows how many times. Uh, I gotta ask you about, um, um, some cool trends we're reporting on here. Sure. Homomorphic encryption is getting a lot of traction here because financial services in healthcare homomorphic homomorphic yeah. Okay. Did I say that right? Oh, it's the first time I've ever heard that term, John. I, it's encryption at end use. So you have data at rest, data in flight and data and use encryption. When you're doing all, you're protecting all your transactional data. Ah, so it's focusing with discovery. Intel's promoting it. Uh, we just covered a startup that's doing that as well. That's new, that's new for me, but allows for more use cases, but data and use, not just motion static. >>Yeah. That's opening up these other things. But it brings up the why, why that's important. And the reason is, is that financial services and healthcare, because they're regulated. Yes. Have systems that were built many moons ago or generations. Absolutely. So there was not these problems that you mentioned earlier that were built for that, but now you need more data. AI needs sharing of data sharing is a huge deal. Real time share real time. Right. And I think that's where the homomorphic encryption comes in. That's exactly right. So you mentioned that, so these industries, how can they maintain their existing operations and then get more data share? Do you have any insight into how you see that? Because that's one of those areas that's becoming like, okay, HIPAA, we know why that was built, but it's also restrictive. Yeah. How do you maintain the purity of a process if your infrastructure is, is old? >>That is, that is a challenge. Healthcare especially because, I mean, if I'm, if I'm, uh, you know, running a health system, every dollar that I have should really go into improving patient care, not necessarily into my it infrastructure, but the more that every industry moves towards a real time data-driven model for, for how we give care. Right? Yeah. Um, the more that, uh, companies need to realize that data drives their business, they need to do everything they can to protect it and also ensure that they can recover it when and if a cyber attack happens. Well, I really appreciate the insight and it's going to be great to see Dell technologies world coming up. We'll dig into a lot of that stuff while we're here on talking to us about some of this financial service in banking. I want to get your thoughts, I've been hearing this term sheltered Harbor. >>Yeah. Being kicked around. What does that about? What does that mean? Sheltered Harbor? You're right, I think you'll hear a lot more about it. So sheltered Harbor, uh, was, uh, is it isn't financial industries group and it's also a set of, uh, best practices and specifications. And really the, the purpose of sheltered Harbor is to protect consumer and financial institutions data, uh, and public confidence in the U S financial system. So the, the, the use cases, this, you can imagine that a, a bank having a cyber attack and B being unable to produce transactions could cause problems for customers of that bank. But the, just like we were talking about the interconnectedness of the banking system means that one financial institution failing because of a cyber attack, it could trigger a cascade and a panic and a run on the U S financial banks. And therefore the global financial system sheltered Harbor was developed to really protect public confidence in the financial system by ensuring that banks, brokerages, credit unions are protecting their customer data, their account records, their most valuable assets from cyber attack and that they can recover them and resume banking operations quick. >>So this is an industry group. It's an industry build group. Sheltered Harbor is a U S financial, uh, industry group. Uh, it's a nonprofit. You can, you can learn more about it. It's sheltered harbor.org. Uh, the interesting thing for Dell technologies is we're actually the first member of the sheltered Harbor solution provider program and we'll be announcing that shortly. In fact this week and we'll have a cyber recovery for sheltered Harbor solution in the market very shortly. Cyber resilience. Great topic, and you know, it just goes to show storage has never gone away. The basic concepts of it, recovery, continuous operations, not disruptive operations. Yeah, cloud scale changes the game. It's all about the data. All about the data. Still sites, RSA coverage here, cube day, two of three days of coverage. I'm John furrier here on the ground floor in Moscone in San Francisco. Thanks for watching.

>> Narrator: Live, from Washington, D.C. It's theCube! Covering Boomi World 19. Brought to you by Boomi. >> Welcome back to the Cube's coverage of Boomi World 2019, from D.C. I'm Lisa Martin. John Furrier is my cohost, and we're pleased to be welcome a couple of guests from Accenture, Boomi partner. To my right, we've got Pete Yao, Global Managing Director of Integration, and Laetitia Cailleteau, Accenture's Global Lead for Conversational AI. Welcome, both of you. >> Thank you. It's great to be here. >> Thank you so much. So, big news. You can't go anywhere these days without talking about AI. I mean, there's even commercials on TV, that, you know, any generation knows something about AI. But, Laetitia, let's start with you. Some big news coming out this morning, with what Boomi and Accenture are doing for conversational AI. Give our audience, kind of an overview of what you guys announced this morning. >> So, thank you very much. So, conversational AI is booming in the market. It's at the top of the agenda for a number of our C-Suites. It's a new way to make system more human. So, instead of having to learn the system you can actually speak. Ask them direct question. Have a conversation. And actually, what we are doing, what we announced this morning, is Accenture and Boomi are going to partner together to deliver that kind of services for our client. Much faster. Cause we have the expertise and the know how, of designing those conversational experience, and Boomi, obviously, integrates really fast with Beacon system. And the two, together, can really be accelerating, you know, the value delivered to our client. >> And the technology piece, I just want to sure of something. Cause, you guys are providing a front end, so, real technology, with Boomi. So, it's a together story? >> Yeah, it's definitely a together story. And as you say, we are quite expert in designing those experience on the front end. And Boomi, obviously, kind of powers up the integration in the background. >> So, this is going to be enabler of, something you said a minute ago, is, instead of us humans having to learn the tech the tech's going to learn us. Is that fair to say? >> Very fair to say. That's exactly how we want to see it. And I think we call that trend, radically human systems. So, systems are going to become more radically human as we go on. And conversational AI is one enabler of that. >> Is it going to be empathetic? Like, when, you were saying this morning something I loved, on stage. We've all had these interactions with AI, with bots, whether we're on a dot com site, trying to fix something for our cable provider. Or we're calling into a call center. You're starting to get, your voice changes, your agent! And you want that. Is it going to be able to understand, oh, all right, this person, maybe we need to escalate this. There's anger coming through the voice. Is it going to be able to detect that? >> On voice, you can definitely start detecting tone much better than on text. Cause on texts it's very small snippets. And it's quite difficult to define somebody's mood by one small interaction. Typically, you need a number of interactions to kind of see the build up of the person's emotion. But, on voice, definitely. You know, your intonation definitely defines your state of communication. >> You can tell someone's happy, sad, and then use the text meta data to add to it. This is fascinating, cause we all see Apple with Siri front end. That's a different system. They have a back end to Apple. This is a similar thing. You guys have a solution at Accenture. Can you explain how people engage with Accenture? Cause, the Boomi story is a great announcement, congratulations on that. But still, you can deploy this technology to any back end. Is that right? >> Yeah, to any back end. We have a number of live deployment running at the moment. I think the key thing is, you know, especially in the call center. Call center is an area that has not been invested in for, like decades, yeah. And, very often, the scripts are very inward driven. So they would describe the company's processes rather than think about the end user. So, what we do in Accenture, is we try to reinvent the experience, be much more user driven. And then we have a low code, no code, kind of interface, to be able to craft some of those conversation on all the variation. But, more importantly, we actually store all those conversation and can learn. And so we have assisted learning module to make a natural language processor cleverer and cleverer. And as you were saying, before we started to be on air, the user is contributing training data. Yeah, I was just sharing one of recent stories, of an ISP that I was trying to interact with, and frustrated that I couldn't just solve this problem on my own. And then after I was doing some work for theCube, a few months ago I realized, oh, actually I have to be calm here. I have an opportunity, as does everybody, to help train the models. Because that's what they need, right? It takes a tremendous amount of training data before our voices can become like fingerprints. So, I think, if more of us just kind of flip that, maybe our tone will get better, and obviously the machines will detect that, right? >> Yeah, no definitely. I think they key with conversational AI is not to see it as just plain tech, but really an opportunity to be more human centered. And, you know, obviously knowing who peoples are and how they interact in different kind of problems and scenario is absolutely critical. >> Pete, I want to get your thoughts on digital transformation, because we've done, I've done thousands of interviews on theCube, and many, many shows. Digital transformation has been around for awhile It all stops in one area. Okay, process technology, great areas, we've got visibility on that. Automation's excellent for processes. Technology, a plethora of activity. The people equations always broken down. Culture, has stopped dev ops. Maybe not enough data scientists or linguistic engineers to do conversational AI. You guys fill that void. Great technology. The people equation changes when there's successes. It all comes down to integration. Because that's where, either I don't believe in it, I don't want to do it, the culture doesn't want it. Time to value. The integration piece is critical. Can you guys explain how the Boomi Accenture integration works? And what should enterprises take away from this? >> Well, yeah, one of the key things when we started our relationship with Boomi more than five years ago now, really, Boomi was the leader, kind of the ones who invented iPad, right, the integration platform as a service. So, in the small and medium business, a lot of those companies had already moved a lot of the critical apps to the cloud. But, in the enterprise we see that it's taken a lot longer, right, so, certain departments may move certain pieces, but it's still very much a hybrid, right, between a cloud and on-prem based. So, taking a platform like Boomi, and being able to use that with the atomsphere platform has really allowed us to move forward. We've done quite a bit of work in Europe. And, now, in the last year, we've been focusing on North America, along with Europe. So, really, the platform has allowed us to focus on the integration. >> It's interesting, you bring up, you guys have been at Accenture for a long time, you've seen the waves. Oh, big 18 month deployment, eight years. Sometimes years, going back to the 80s and 90s. But now, the large enterprise kind of looks like SMB's because the projects all look, they're different now. You could have a plethora of projects out there, hundreds of projects, not one monolith. So, this seems to be a trend. Do you guys see it that away? Do you agree? Could you, like, share some insight as to what's going on in these large companies. Is it still the same game of a lot of big projects? Or, are things being broken down into smaller chunks with cloud platform? Can you guys just share your insights on this? >> Do you want to take that one first? >> You can do first, yeah. >> Okay. So the days of the big bang, big transformation, multi year programs, we don't see very many of those. A lot of our clients have moved away, towards lean, agile delivery. So, it's really being able to deliver value in shorter periods of time. And in that sense, you do see these big companies acting more like SMBs. Cause you really have to deliver that value. And, with Boomi's platform it's not just the integration aspect, and though our relationship started there, it's with some of the other pieces of technology, like flow and low code or no code as well, which has allowed Boomi customers and our clients and our teams to be able to get those applications out to production much quicker. >> Lisa: A big enabler, sorry, of the citizen developer. >> Yeah, absolutely. >> John: Thoughts on this trend. >> Yeah, so I guess my thought I will come with the innovation angle. So, obviously, we are in a very turbulent time, where company, you know, like a number of the Fortune 500 of 20 years ago, they're not there any longer. And there's quite a heavy rotation on some of the big corporation. And, what's really important is to size the market, and innovate all the time. And I think that's one of the reason why we have much smaller project. Because if you want to innovate you need to go to market really fast, try things up, and pivot ideas really fast, to try to see if people like it and want it. And, I think, that's also one of the key driver of smaller, kind of projects, that would just go much faster to like... >> We had a guy on theCube say, data is the new software. Kind of provocative, bringing a provocative statement around data's now part of the programatic element. And integration speaks volumes. I want to get your reaction to the idea of glue layers. I mean, people kick that term around. That's a glue layer. Basically integration layer with data. Control plane. This isn't really a big part of the integration story for Boomi but for other customers. What's your guys thoughts on this data layer, glue layer, that software and data come together? You're showing it with the conversational AI. It's voice, in terms of software, connects to another system. There's glue. >> Yeah, so, that's a very interesting angle. Cause I think, you know, in the old integration world people would just build an interface, and then it would go live, and they wouldn't necessarily know exactly what's going on the bonnet. And I think, adding that insight, of what you flow, or how often they use, when they're kicked off, is something that becomes quite important when you have a lot of integration to manage. I would remember, I was working for a bank, a major bank in the UK, where we trying to make a mainframe system go real time. But we had all those batch schedule, kind of running, and nobody really knew when, what, and the dependency in between each other. So, I think it definitely helps a lot. You know, bubbling up that level of visibility you need to transform truly. >> Yeah, and you're seeing lot of companies now have Chief Data Officers. Right, but data really is important. And with big data data links, unstructured data, structured data, tradional RDMS databases, being able to access that information. Is it just read only? Is it read and write? You're really seeing, kind of, how all of it has to come together. >> So, if we look at the go-to-market for Boomi and Accenture. Pete, talk to us about how that go-to-market strategy has evolved during the partnership. And where you see it going with respect to emerging technologies like conversational AI. >> Oh, yeah, we've got great opportunities. So, we've started off, really just, hey, there was integration opportunity. Are we doing much work with Boomi and the enterprise. Five years ago, we hadn't. And we started doing more work, kind of in AsiaPac, and then in Europe. Three years ago we entered a formal relationship to accelerate the growth. It was accelerated growth platform which started at Amia. And this last year we formally signed one in North America as well. And in the last three years we've done four times the amount of work. The number of customers, we've got more than 40 joint customers together. The number of trained professionals within Accenture. We have more than 400 people certified, with more than 600 certifications. Some of them may be a developer as well as an architect. And so, a lot of that is really that awareness and the education, training and enablement, as well as some joint go-to-market activities. >> Any of those in a specific, I was reading some US cases in healthcare and utilities? >> Yeah, we're definitely, we've seen quite a bit in utilities and our energy practice. We've seen it in transportation. Because Accenture covers all the different industry groups we're really seeing it in all of them. >> You know, I'm fascinated by the announcement you guys had with Boomi. The big news. Conversational AI. Because it just makes so much sense. But I worry people will pigeon hole this into, you know, voice, like telephone call centers only. Cause the US cases you guys were showing on stage was essentially like, almost like a query engine, and using voices. Versus like an agent call center work flow, which is an actual work flow. Big market there, I have no doubt about it. But, there's other US cases. I mean, this is a big, wide topic. Can you just share the vision of conversational AI a little further? >> So, meaning, I think the capability we have is to kind of go on any channel. Voice is an interesting one, cause it's, I think, it's very common still, you know, to have a call center, when you dip into challenges. And this is kind of the most emerging and challenging from a technology perspective. So, that's the one that was showcased. But there's a number of chat channels that are also very important. On the web, or a synchronous channel, like Whatsapp and Facebook and all of that kind of thing. So, it's really kind of, really offering a broad choice to the end consumer. So they can pick and choose what they want at the moment they want. I think what we see in the market is a big shift from synchronous kind of interaction, like on the web. You go on the web, you chat with something, and you just need to be there to finish it. To actually text. Because you can just send a text, get a response, go to a meeting, and on the back of the meeting, when you have five minutes, you just kind of do the reply. And you actually solve your problem on your own terms. But really when you have the time. So, there is a lot coming there. And, you know, with Apple Business Chat, you know, there's a number of mechanisms that are coming up, and new channels. Before company tended to be, you know, we do digital, we do call center, and maybe we have chat, but actually all of that is broadening up. You know, people want multi channel experts. >> So, synchronous is key. Synchronous and synchronous communication. So, is there a tell sign for a client that says I'm ready for conversational AI? Would I have to have a certain data set? I mean, is it interface? What are some of the requirements, someone says, hey, I really want this. I want to do this. >> Yeah, so, the way we deal with all of that, very often, is if you have call center recording or chat recording, we have a set of routines that we pass through. So, we transcribe everything and we do what we'd call intend discovery. And from that we can know, you know, what are the most, kind of critical, kind of processes kicked off. And from that, we know if it's transactional, or if it's an interaction, or an attendant's emotionally loaded, like people not happy with their bill. And then we have different techniques to address all of those different, kind of processes, if you want, and transform them into new experiences. And we can very easily, kind of look at the potential value we can get out of it. So, for instance, with one of our client, we identify, you know, if you do that kind of transformation you can get 25 million off your call center. You know, like, which is very sizeable. And it's very precise cause it's data driven. So, it's based on kind of, real calls, recordings and data. >> Can't hide from data. I mean, it's either successful or not. You can't hide anymore. >> Yeah, and I think one of the extra value add is very often call center agent or chat agent, they're not really paid to classify properly, so they would just pick up the most easy one all time. So, they will misclassify some of those recordings. Choose what's easiest for them. But when you actually go into what was said it's a very different story. >> John: Well, great insight. >> So, AI becoming, not just IQ, but EQ, in the future? >> Yes, definitely. That's the whole idea. That why we need our users to emrace it. (laughing) >> Exactly. And turn those frustrating experiences into I have the opportunity to influence the model. >> Last question, Pete, for you. In terms of conversational AI, and the business opportunities that this partnership with Boomi is going to give to you guys, at Accenture. >> Oh, definitely looking forward to joint go-to-market, taking this globally. We were named, earlier this week, yesterday, the worldwide partner of the year. Second time that Accenture's been awarded that. Which we appreciate. And that we look forward to working with Boomi and taking conversational AI to our joint clients. >> Awesome. Laetitia, Pete, thank you so much for joining John and me. Really interesting conversation. Can't wait to see where it goes. >> Great. Thank you very much. >> Our pleasure. >> Great conversational. >> Very conversational. >> Got some AI here, come on. >> Next time we give you a bot to sit in our seat. (all laughing) >> Cube conversations. >> Exactly. For our guests, and for John Furrier, I'm Lisa Martin. You're watching theCube, from Boomi World 19. Thanks for watching. (upbeat music)

>> live from Boston, Massachusetts. It's the you covering your red hat. Some twenty nineteen brought to you by bread hat. >> Well, good morning. And welcome to Day three of our coverage here, Right? Had some twenty nineteen. We're live here on the Cube, were in Boston, Massachusetts, and was soon Merriman. I'm John Wall's. Glad to have you with us for our last day of coverage. We're now joined by the SPP. Adele Technologies. Pete. Myka, Pete. Good to see you this morning. And Pete, by the way, is coming with I'm sure song in this heart of smile on his face two and a half hours to get in today. >> It was a long drive in, but I'm here now. I'm excited to be here. This is a great show. And here with great partners. >> Yeah, the tough part's over, right? >> We're in Boston, not in Vegas, so that you gotta be a little >> bit there some consolation. Let's just first off, let's paint the umbrella here a little bit about the overall partnership between Delhi, um state right and red hat and how that's evolved. And currently, word stands with all the new releases I've heard about this week. >> Yeah, it's been a great partnership for almost two decades now, right? Della and red hat of working together on a lot of different products from ready stack are ready architectures and ready nodes to software sales. Support customer engagements has been a tremendous partnership for twenty years, and I expect to be going for another twenty years. >> All right, that's digging a little bit walking through the stacks, if you Well, so we understand. You know, Red Hat is an operating system, you know, long history working on, you know, all the del platforms. You've got the converge environment. Where where does red hat fit in? What pieces of there ever broadening portfolio fit in? >> Right. So really, on the ready solution side of the world, which is another part of the products I managed for Del. So within the ready solutions environment, we worked with red hat on open stack way. Deliver hardened, supported open stack products to both. Tell Cohen Enterprise Markets on that. We also deliver open shift and already noted ready solution environment so we can deliver that container men's container environment for those same enterprise and serves customers. >> Yeah, so if you know, the Cubans at, you know Del Technologies World last week and at that show in here, I >> saw a sizable >> break out for telecommunications. You know, we could talk a lot about Enterprise, but, you know, telcos got some certain special requirements needed to make sure it's certified for certain things and, you know, gotta be tested out. Maybe we talk a little bit about what those customers are looking for and why that match you red hat makes sense. >> Sure mean Telco really wants to have control over their environment they wantto have. Open source is a great technology for Tell Cole, right, and they love taking the technology customizing for their environment, reselling components to their end users in open stack from Red Hat is a perfect fit for that market. And so again, we deliver that and the hardened solution on top Adele Technologies on Del Partridge servers deliver that to the telco market and provide them the tools and the capabilities they need to deliver the solutions to their customers. >> What what is it? Let's go dive in just a little bit. Then about those specific traits or attributes, you think in terms of the telecom market goes, you know what is specifically about you think there needs that they find so attractive about open source and what makes them stand apart from other industry sectors. Yet to me, it's controlling >> customization. So rather than taking a packaged app that shrink wrapped in running it like everybody else, they want to get a customized control for their markets. They have certain as to mention they have certain standards and compliance you don't have to deal with. They also want to differentiate within that telecom market. So it's hard to do without having control around the underlying stack. I think those are the big attractiveness around. And then, um, you know that the solution from Red Hat combined with Dellis is such a enterprise quality product for the telecom market, which I think has certain advantages. >> Okay, so you mentioned you know, the ready solutions and open stack piece, and then on top of that, there could be open ships. So that's right, a news, you know, talk to you know, many of the customers, the executive team on the team here, open shift for showing good momentum over thousand customers. So how does that fit in with the solutions you're >> offering well, so we offer a ready solution for open shift this wall, right? And we see that as the container solution for the the market that really wants those open source type products and has a line themselves with red hat in Lenox. And so it's a perfect solution for that. And, you know, we really see Oprah shift as the ability to create a managed environment for containers as we saw from Polish Kino with Over shit for now provides a tremendous hybrid cloud experience for customers at one of my great workloads, both on premises to cloud and back. And so we think that's tremendous technology that we'll add value. And with our hardware technology underneath that we could provide a stack that we think services the market quite well. >> Yeah, it's funny, Pete, you know, you've got a lot of history and I've worked with you for many years on this the ultimate A lot of these technologies, you go back to server virtual ization. You look a container ization in Cuba. Netease. They're like, Well, we want to extract upto, allow the applications to be able to be modernized and do these wonderful things. And I shouldn't have to think about the infrastructure. Right. But we know what the end of the day It lives on something, and it needs to be good talk a little bit of things, like Corinne, eh? Tease. And you know where Del thinks they fit from an infrastructure standpoint compared to communities. >> Yeah. What we want to do is provide the infrastructure that makes it easy to four workloads and applications to preside on, including open shifting cabernets environments. Right? And so, really, what you want to do? And for years, as you say, we've got a lot of history in this. We've been trying to push that complexity and management up the stack. So the hardware and even the virtual ization layer and the container layer becoming afterthought, right? And you know, what I saw from open ship for is that really puts the power back into the application developers and makes it easier to manage and control your underlying harder environment. So, with tight integrations into the open ship community with our del technology Zach, we can provide that sort seamless infrastructure layer that allows the application developers to go do what they need to do not be worried about infrastructure management. >> Do you have any customer examples that might help highlight the partnership? >> Um, no, I >> don't have any good. I >> didn't I'm sorry. I didn't >> know the customer. Well, let's hope out for a little bit. And you talk about hybrid and what that's going to enable there, is that the, uh Oh, here we go for you on this in terms of what's new, What's the latest? I mean, what about the capabilities? You're going to get nowt for what's going to be offered and what is that? That's kind of jumping off the page to you. This is Yeah, this was worth the wait. Well, >> to me, it was all about the management in the automation, the underlying infrastructure just again taking that complexity away from the developers and putting it, um, allowing the application developers tools they need to do to very quickly developed applications, but also migrate them to the proper landing spot and maybe cloud one day and maybe on premises the next. You know, one of the beauties of cloud is is there are classes of applications that may not necessarily fit on a public cloud. You may not know that. Do you? Get there and you want to have the flexibility to push them out, see how they work and bring them back in and open Shift gives you all this capability open shit for yeah, >> eso Absolutely what we hear from customers. It it's not. The future is hybrid and multi cloud. It's today, and the future are voting hybrid and multi class today. To that point, I wonder if you could help us. Just It's not Dell specific, but VM wear made an announcement today that they're supporting open shift for on top of'Em. Where can you maybe t explain where that fits into the overall discussion? >> Yeah, So look, Dell's always writing choices, the customers and we want it we want to be. And we are the essential infrastructure company to the enterprise and commercial environments. And so open shift on VM were just another example of choice and customers. They're gonna have different location environments out there. They're going to run some containers. They're going to run. Some of'em are going to run some native way. Want to be the infrastructure provided for that. We want to work with partners like you had a choice to our customers. >> You know, we've heard a lot this week about flexibility, right on a scale and options and all. And I understand providing choice is a great thing, you know, the customers. But what does that do for you in terms of having to answer to all of that desire? The flexibility? Well, it's it's >> opportunity in this challenge, right? Supporting all these different environments, of course, is a challenge for engineering teams. But it's also opportunity if we want to be. And we are the essential, you know, hardware technology, player in the industry. We have to support all these leading platforms and open shifts. Just example of that. The >> challenge on that side of it. I get opportunity, but you have to develop that expertise We do know throughout your force, and that probably has its own challenges. >> It doesn't mean we have to have expertise only and our own technologies like VM wear, but also open shift and other technologies or red hat technologies. We have to higher and cultivate, um, open source engineers, you know, which is not always easy to find on DH. We have to develop those expertise that know how to integrate those components together. Rights, not just a matter of taking the software and laying on top of the next eighty six architecture and saying it's done way, want Toby to integrate that. So we provide the best experience to the customers. So having that capability to understand what's happening at the hardware infrastructure layer also, what's happening at the virtual ization and container layer is a critical piece of knowledge that we have to. We have to grow and continue to work with >> you. But what about, I mean, as far as the competitive nature of the work force, then I kind of thinking about It's almost like ways. The more people who use that, the tougher it is to get around right, Because so the more people who are moving toward open source, the more which is great. But it also the more competitive the hiring becomes, the training becomes that it does bring with it. Certainly I would say barriers by any means, but a different factor. >> It's a challenge across the entire industry right now, hiring good technical people, and it's not just on open source space. It's an all space is open source is a particular challenge because it takes a certain set of skills to work in that environment. Dell has a philosophy where we are continually looking at university hires and growing from within. We try to hire a CZ. Many new hires, new grads as we can, But the reality is we have to look everywhere in order to try to find those. Resource is very hard to come by, and it's very competitive to get these employees are these candidates. Once you find them, it's hard to get him in the head of environment. >> So it it's interesting. Just step back for a second here last week at your show, it was I opening to see such a nadella, you know, up on stage with Pak else, right? While Microsoft Environments have lived on V EMS for a long time, you know, far as I know the first time the two CEOs have been public scene together fast word to here. And once again we saw touching Adela up on stage with, you know, red hat. It's, you know, for years we think about the industry as to the competitive nature and what's going on and Who's fighting who. Multi cloud. It's not like it's everybody's holding hands and singing, you know, Cooper Netease, Kumbaya. But it is a slightly different dynamic today than it might have been >> is very different in the past. When there are maur infrastructure players, Mohr software players, you could pick your swim lanes. You can compete now, the lines are blurred, and cloud definitely has a lot to do with that. Right and hybrid Multi cloud has everything to do with that, because if your applications going run on eight of us one day on premises the next day in azure the next day you better have tools, processes and procedures that allow those applications the migrate across that multi cloud experience. And so what if forces vendors to do is get together and participate in a cooperative in whatever your favorite word is for competitors working together. But that's really what it is, is we've realized you look a Del Technologies UVM. Where is part of our family? But we're working with Red Hat. What, working with Microsoft and Red Hat, as you see, is doing the same thing. It's necessary in today's market in today's environment that you just have to do that. >> Well, Paul, you mentioned swim lanes. I hope the Express lane is open for you on the ride home. So good luck with that. Thanks for the time this morning, too. Good to see you. It's a home game for you. So it's not all bad. It's not all >> bad. No, this is a great place to be and a great event. I'm glad I could be part of the >> burger. Thanks for being with us. Thank you. Back with more live coverage here. You're watching the Cube. Our coverage, right. Had summat twenty nineteen.

>> Narrator: Live from Las Vegas, it's theCUBE, covering HPE discover, 2017, brought to you by Hewlett Packard Enterprise. >> Everyone, we are live here in Las Vegas with SiliconANGLE Media's, theCUBE, our flagship program where we go out to the events, and strike the cylinders, talk to the thought leaders the experts, folks making it happen. I'm John Furrier with my cohost Dave Vellante. Our next guest is Pete Murray, worldwide Vice President of OEM sales and IoT go to market for HP enterprise. Pete welcome to theCUBE. >> Thank you. >> So OEM people basically, Original Equipment Manufacturing they basically take your stuff and put it in their solutions. Why are they interested in doing that? Obviously you have a good product and IoT's hot. This is a new journey and a lot of people are figuring it out. What's the premise behind the growth and the business opportunity for you guys? >> We see IoT as a great opportunity. Whichever analyst you talk to, they're all consistent on one thing and that is, there are going to be billions of devices connected. If you talk to some of the estimates they're anything between 20 and 30 billion by 2020. All that does is create great opportunities and really exciting things can happen when you connect the unconnected, which is today. We're working with OEMs and we've got a successful program for many many years and a lot of our OEMs are starting to look at the marketplace and see great potential to enhance what they offer to their customers. And ultimately deliver additional business value. >> We would agree with you, we think it's hot, in fact Dave and I are coming in Meg Whitman's key note. We think the numbers she was stating in terms of date in IoT understated. We think our numbers show a little higher but that speaks to the pressure for folks to add value, solutions, to providers to go to market with an IoT solution. What is the profile of your customer that's OEMing the HPE products? Is it apps, is it striving? Is it the driver on the app size, is it verticals? Can you share some insight into the landscape? >> Yeah, sure, by the way, our data figure we use is about 44 zeta bytes by 2020. But who knows it could be much bigger. We're focused mainly by industry, and we're working with a lot of our OEMs in industries such as, the healthcare business, telecommunications, transportation. We basically spend time allowing them to focus on what they're really good at. Bringing their intellectual property to solve business problems in their industry. What we bring is what we're really good at which is providing an innovative, quality based, compute based solution with a world class supply chain and global support. We think that's a really really good combination. And it naturally extends in the IoT world, because a lot of our OEMs are operational technology partners who have got something to say in that marketplace. And usually they've got the expertise in an industry segment to enable IoT, enable benefits to be seen and we want to really help them to do just that. >> Can you give an example and specifically the issue of why HPE versus the potentially other choices out there, or growing their own? What are the reasons why they come to you guys? What's the benefits? >> Well first of all, we think we've got a great OEM program, so it's a great base to start. Offering quality innovation and global presence. But on top of that when you look at the IoT world, we think we've got some really compelling assets. We've got assets around conductivity, security, location based capability, we've got the ability to computer the edge where we think there's a lot of significant reasons and benefits to do so. And lastly, we've got our own IoT platform called the universal IoT platform, and that can also deliver great benefits. If you put that together with a partnering co-system to be able to solve problems, we think it's pretty compelling. >> So Pete, take us through the cycle OEM sales cycles tend to be very long, they beat you up and stress test you a million different ways. What's it like, in your IoT world you mentioned healthcare, tel co and some others, what's that qualification cycle look like? >> Well we usually start with a business problem, whatever the OEM is trying to solve. And then we work out how we can best work with them to help them deliver it. Ultimately, the most important focus is their customer to deliver a good solution. So we go through the technology cycles, make sure that we can deliver to the service levels that they're interested in, and then we start thinking about the technology if there's additional innovation that's required. So our technology teams will be working closely together, and then we start looking at where they plan to deploy from a geography prospective, which region, which customers, which targets. And then we figure out how we can support them in that how we can obviously supply and ultimately, make sure that we can provide a great service to their clients. So the cycle can take a while but planning is critical, because when you actually start ramping volume, you want to make sure you've got the right plan in place. >> Well a company like yours has some advantages there like you said, your global distribution. How much of the work that you're doing and expect to be doing is custom activity? >> I'm sorry? >> Custom, how much is custom versus selling the same solution multiple times? And how does that business scale? >> What we tend to find is, we've actually got some pretty strong offerings that our customers use off the shelf and so, in a lot of cases customization is relatively small. But as we're moving into the IoT world a lot of the fundamental business problems we're trying to tackle are the same but each implementation is just slightly different. So we're seeing a little bit more customization as a result of that, but a lot of the time our customers are really interested in our core offerings, because we think that they're both industry leading and also solid. >> So it's maybe some special enabler? As opposed to some heavy engineering effort right? >> Yeah, I mean, typically in the OEM program we'll work with customers if they want to rebadge or rebrand or they're looking for the equipment to be in a certain different format. Or they want the packaging or the distribution documentation to be different, it's those sort of customizations as well as the base technology, if there is a requirement to do that. >> And how do you go to market? Do you have sort of an OEM sales force? And is it direct to those OEMs? There's not sort of a two-tier? I was wondering if you could describe that a little bit. >> So we've got an OEM sales force worldwide. We break it down by the three regions, we work with our NU's as sales teams. We also work with partners that are dedicated to sell OEM based solutions as well. So it's both a direct and indirect route to market our OEM sales teams will be working with our NUs sales teams also. Because there's a certain amount of knowledge and expertise that's needed. And our NUs sales teams won't necessarily have that. That's what we bring to the table. And we've got many many years of experience of doing just that, so it's a combination but we do have dedicated resources for a sales side. The second thing we have is, we've got program managers and technologists that are dedicated to OEM, so when we start working with an OEM customer we make sure that we can bring in people who understand, the product life cycles, they also understand the technology so that we can go through that innovation curve with them as well. >> So talk about the life cycles a little bit I said the sales cycles tend to be very long which is generally true of OEM business but the life cycle times are often times very compressed, so you're under a lot of pressure to keep innovating. So, talk about that. Is that the case in sort of the used cases that you're entering and how are you dealing with that? >> With IoT it can be very varied to a product cycle that can be down to six to 12 months to some cycles that can be 10 years or more. So if you think about it, if a customer's designing a piece of sophisticated equipment and they want an embedded computer solution within it what they don't want to do is see lots and lots of change. So sometimes the design can be current for five, 10, even 15 years. We're asked to support for those types of life cycles. So actually it's quite a mix, and as long as the product is competitive in the marketplace, we're really really happy to work with our OEMs and support that. >> And you need a scalable architecture, you've got to support the head room. What's your observation on that? And how are your customers on the OEM side, approaching that because they have to also put a compelling product out there allows the head room. What's the current state of the art, if you will, in terms of the tech? >> Well, one of the things is once they build a solution they don't really want to change it too many times unless it's innovating and offering more to their clients base directly. And so what we try to do is, we work to change management cycle to allow that to be as easy as possible. But when we bring new generations of technology along, so here at discover we're talking about generation 10 as our new offering on our compute service side, which I'm sure you've heard about. We work with our OEM customers to actually plan when they will implement it in their life cycle. And obviously what they try to do is to marry it up to providing additional innovation and benefit to their clients. So it needs to be planned, but when it's planned correctly it really can make the difference. >> So take us through a conversation, I think this is interesting because you guys have a lot to bring to the table, portfolio wise, you've got Aruba. >> Male: Yep. >> You've got the hardware, you've got the converged software, infrastructure, all that great stuff. When you talk with the customers, what are they comparing you to? I mean, competition wise, there's a lot of noise out there, certainly in IoT. We heard from DeLloyd, talking about some of the things that their customers are facing on the joint solutions. There's a lot of decisions, there's a lot of obstacles there. How do you guys compare and what are those conversations like? >> The conversations we have, they start with, what's the business problem? What are we trying to solve? And the usual areas that people focus on are how do you drive efficiency as cost saving? Number one business challenge. The second is how do you innovate and drive additional differentiation against your competition? So we start there, and then we start looking at potential ways to solve those problems. So we start looking at used cases around things like preventive maintenance, condition monitoring, location based functionality, we're looking at things like smart city solutions. And then what we try to do is come down to the assets that we've got and the capabilities we've got as a company to solve those problems. We never start with the technology, we always start with the business problem that we're trying to solve. >> And how do you compare, at the end of the day, when the customer lays out the solution vis-a-vis the competition, where do you guys shine? >> We think we shine really well. We think we've got a compelling proposition, we've got some great IoT assets, we've got some innovation that we're bringing, particularly when you look at some of the security features of our connectivity, when you look at our ability to compute at the edge. We think that we've actually got a strong message to say, compared to some of our competitors on the block, so we think we've got a strong story. And we think we've got a reason to have customers come talk to us. >> We talked in Intel recently at Mobile World Congress and then at South by Southwest and they have the pillars of societal changes. Autonomous vehicles, smart cities, music and entertainment, smart homes. They're kind of corpulous for the five G and how all this network transformation is happening. Where do you guys, outside of media entertainment which you guys do do business in. But those are, other areas like smart cities, autonomous vehicles and intelligent home. Those are I0o havens, right? I mean, you guys see those as really big markets? >> Yeah we do, I guess the biggest market that we're looking at is really around manufacturing right now because we see opportunities to drive, as I mentioned earlier, on efficiencies and cost savings out by collecting up and using the data which their currently generating but their actually not looking at the business insights within it. So manufacturing is a key opportunity for us. We're working with some really interesting customers to drive some great business outcomes. We're also looking at smart city, this week we're announcing some work we've been doing with Tata Communications in India. Connecting over 400 million of their citizens, and delivering additional service value on top of the platforms that we build around security, around healthcare and other things. But we think one of the biggest markets right now is around manufacturing. And that's where we're trying to put a lot of energy. >> I wanted to as you, Pete, about the data because data's abundant but the insights around that data are very scarce. And so when you think about an OEM business how do you think about the data play? It sounds like, I inferred from what you said that you're helping people get value out of the data. Are you also utilizing that data in other ways in your business? Whether it's predictive maintenance, or some kind of aggregate or talk about that data. >> So, the answer is yes in all counts. The data is absolutely critical. When you're building a preventive maintenance solution in order to get to condition monitoring you've got to collect enough data, look at the trends, and then be able to take action based on it. We're working with companies that are really really experts at doing that. So we've got relationships with the likes of GE digital, with their predicts platform. So we're doing a lot of ghost market activities with those. We're working with other customers like Natural Instruments and PTC that have got that data insight and that history and that level of industry touch and expertise. But when you work with them in partnership you can actually drive some significant data insights for customers. So for us it's about getting the right partnerships in those areas to generate the business insights and ultimately address the business challenges associated with them. >> Pete, we really appreciate you coming on theCUBE and we're going to keep monitoring the progress. Certainly, customer adoption there's always a great metric. And IoT is hot, low hanging fruit, manufacturing, some of these industries are ripe 'cause they're all set up for it, but it certainly the network transformation that's happening and congratulations on great progress. Thanks for coming on theCUBE. More CUBE action, live, here at HPE Discover 2017 in Las Vegas. I'm John Furrier with Dave Vellante. Stay with us, for more day one coverage after this short break. (techno music)

>>from >>around >>The globe. It's the cube with digital coverage of IBM think 2021 brought to you >>by IBM. Welcome back to IBM Think 2021. This is the cubes ongoing coverage where we go out to the events in this case virtually to extract the signal from the noise. Now we're gonna talk about one of the deepest customer relationships in the tech business with Pete Bill, who is the IBM managing director for American Express. Pete, great to see you. Thanks for coming on. >>Thanks for having me Dave. >>So as I said, this is one of the deepest vendor client relationships. I mean, it's more than that because you're not a vendor, your partner, very deep relationship, many, many, you know, decades plus uh, executives know each other. There's been a some senior executives from American Express as I recall, came over to IBM of course, famously Lou Gerstner um, but but talk about the, just give us the overview of the evolution of that partnership. >>Yeah, well, as you rightfully mentioned, uh the relationship is long and deep, its over 100 years. I mean the original deal was probably around the club buying clocks and uh scales and all that kind of stuff and it evolved over time. But what it does indeed create is a long deep lasting relationship as a fundament for doing business and uh yeah that business has gone through a lot of cycles over the last decades, as you say, uh from from buying stuff. But I would say over time evolving really into a partnership around services, mutual business back and forth, exchanging executives on board level american Express executives on the board of IBM and vice versa. So yeah, it's a very very deep long relationship of two iconic companies in in Manhattan. >>Yeah, so it's got to be more than just buying stuff. Obviously there's a lot of business being transacted but you've got to intimate your title has american Express in it. So you've got to intimately understand your client's business. I mean that's I guess that's always the case, but we're taking it to another level here, >>aren't we? Yeah. Yeah, absolutely. I mean, so what you really are after and what we do is IBM is really get into the shoes basically of american Express trying to support their business to their clients. So american Express is very focused on small and medium business. So we tip into how can we help the small and medium businesses part of the american Express custom set and how can we help evolve their business models, that technology their services to serve their clients better because in the old days indeed. To your point it was like, oh we wanted to buy the right stuff and then we use that to do our thing. But that the technology today, the area in which we operate is completely different. If you don't understand the the client of american Express, we cannot serve american express as a company. So it is indeed very important and it is therefore deeper and it requires way more focused on the clients of american express than in the old days I would say. >>Well the pandemic must have been a challenging uh environment. Of course. I mean you know people aren't out shopping as much although you know people are waiting, they can't wait to get back out. They say it's gonna be like Woodstock with the american express cards. But so so maybe talk a little bit about how how you work together during the pandemic. >>Yeah. So well first of all like anybody, we're all work from home. But american express really uh I would say almost reengaged on what is core and the threat that used to support to small and medium business. So american Express started this stand for small initiative led by steve Square himself about how can we enable the small enterprises uh in doing business in the covid period? What do they need? I mean, yeah, they need money, but they also need help like how to deal with your financials with your people. Can we use the spare time to do more education? And so IBM was one of the partners that jumped on board immediately to say, okay, let us help in that platform support you were necessary with the platform but definitely help you in that platform to reach out to the small and medium enterprises uh specifically in the new york area. And like many other partners, we all got on board and I think it got another focus. Again, I mean small and medium business has always been a focus, but it's different when so many companies are struggling right now. And so we get a got on board. And I think that that is really a very clear partnership expression. I would say, >>how do you measure success with with american Express? What are some of the key things that you guys look at? How, how have you evolved that over time? >>Well, ultimately, I would say it's client satisfaction in the end, it sounds like an open door, but it really is. I mean the real the real measurement, I mean there's always money measurements back and forth. You can argue that that is of course you need to do solid business. There's no discussion there, but I would say it's where do we align on the strategic intent from both companies and let me elaborate a second on that one. If american Express is really transforming its business to become way more, I would say uh cloud enabled hybrid technologies enabled. Uh we provide a lot of that material. Uh so we are really working together on trying to leverage each other in building that hybrid platform that will enable that future. And why do you need that? Well, because american Express needs to be dynamic and getting fit, excellent board, getting exchanges with with with with new companies going way faster. It's not a traditional old style anymore where you could go for transformations for years now it needs to be on the spot. Um so we show our strategies are really well aligned and I would say the real measurement of success is how can we now make that to the benefit of american Express? And on the back of that we will do good business. So uh client satisfaction should be the primary one. Strategic alignment important. And then of course doing the sound business on the back of that for both sides, >>financial services firms have always been pretty savvy when it comes to applying technology to business some of the most demanding customers and more advanced. Uh So you know the american express is likely already on a digital transformation prior to the covid hitting at the same time. It talks about it being accelerated. But I think what people miss is that it wasn't well they don't miss it but you know to think about it in this way, it wasn't planned, it was like forced. And so you just you have no choice, you couldn't think about it, you just have to do an act. And so on the one hand, okay, that's good. It was a forcing function. It also served as a Petri just but on the other hand, I'm sure a lot of mistakes were made now as we exit the pandemic step back and say okay wow, we learned a lot now. We can make a more planned full approach and really go deeper and lean in over the next several years. What are your thoughts on that and how does it relate to what you guys are doing with american Express? >>I think that's a very good point. I agree. It's what you see is that uh this indeed has forced us in a lot of things. I mean I think the good news is american Express was already enabled for a lot of that new technology. They have invested, they have a lot of very skilled good people uh a very clear strategy and what they were after this and they put more pressure on it. I think what you will see happening in the foreseeable future after we get out of all of this is that the, let's say the urgency to complete the transformation on cloud and data will become even more crucial. And so the priority will become higher and it will not be just higher because of the Turkish wanting it to do it, but because the business needs it. So uh needed from a risk perspective, they needed, from an agility perspective, go to market of new products. Uh they need to really move fast. It's a fast moving market, you get a lot of the media competition is there? Uh so to enable that the move to get new technologies and faster is becoming pivotal and crucial. And I think for now it's more of almost like a survival statement. We need to get through this bubble of Covid as soon as that's done, we need to think way more on the structural elements of debt and how we enable a hybrid strategy going forward. >>So in the spirit of you need to understand your customer in this case american Express and understand their business. An american express is uh make you laugh anytime I call american Express, you know, if I have to work out a problem or whatever. Uh and I gotta talk to some customer service. They always thank me for my loyalty because I have been a customer for a long time. You know, back when probably when Ronald Reagan was president, it was my first Amex card. And so they're like, oh thank you, Mr Volonte. We we really appreciate your loyalty. So loyalty is a big thing for american Express with its customers. So what about IBM and American Express? How are you breeding, you know, what's that loyalty factor look like for you guys? >>Yeah, I think it's a very important element. I mean to your point, I have the same experience, It's it's a it's a crucial element. Uh the whole, I mean american Express is famous for its loyalty schemes for loyalty as a company. I think loyalty like the business has evolved, I think the loyalty evolves in the same style in I would say in the in the in the old days, I would say the argument was you need to have the best product, you know, you you need to be and then we'll buy the product in the current environment. I would argue that it's way more about skills, Do we have the right people? Do we have the right technology strategy kind of stuff? I would say for the future, it's way more about do we have the right trust, commitment and loyalty of the people that work with us going forward to serve the client needs? And I think that evolution, it's almost like you have an industrial revolution, there was an information resolution. I think there's more of a loyalty revolution coming up where the real differentiating factors is because we can study this and argue this for ages. But a lot of parties will deliver a lot of good technology to the market, they will deliver a lot of good people, they will have good price points. So what's the real differentiating factor? It's like, do we really trust these people? And then I think relationship loyalty will really come and play and it will not become and play just between an IBM and an american express, but I would argue it will come and play in the whole business cycle of american express to their clients. I mean if the credit card swipe of your american express card in a shop fails, It needs to be my problem. If I deliver the service to American express it cannot be that Oh American express has a problem and you know what, it's 8:00 in the evening uh yeah we have reduced services. No we never had that, we will never have that but we need to get even deeper in understanding what the effects are of these business issues. >>Yeah I mean you're right the nature of loyalty, the preservative products have changed. I mean I remember you know I used to travel overseas with american Express traveler's checks that was a staple of every overseas trip that I ever took you no matter where I was going, whether it's asia pacific or or europe, I had to have that packet and I and I had you know, there were times when, when you know one time particularly had a problem film, they were right there to solve the problem. Of course, many young people in the audience don't even know what american express traveler's check is. They probably don't know what cash is carrying around crypto in their wallet. But but but that's an example and that's about trust, trust that product, I trust that company behind the product. Again, that has to extend to your relationship doesn't. >>Absolutely. So the technology that an american Express users, whether they do it themselves or whether it's provided by partners like IBM it needs to be seamless because let's face it, you would not be interested to know who provides you the security on your credit card. If you have an american Express card, you expect expect american Express to deliver your the security that you need and whether american Express delivers that or IBM you couldn't care less and you shouldn't care less. But what it does require is that in the old school I would say it was more like okay we'll give some services and some products to american Express and guys could look now, we need to think ahead and I think that's where the power of IBM comes in where that we really attuned by industry to the industry issues like compliance, security, stability services, um to the inclined to you. So you need to feel if I cannot explain what I do to american express in your terms as an infusion of an express credit card, you can argue what's the real value add. And definitely if there's like 345 parties playing exactly the same game, it needs to be differentiating and I think a company like IBM we have differentiating value but we need to make it very clear and that's I think where you see companies like american Express really work together and that's what loyalty and trust really comes in play. >>Last question when we got to go is you have american expression, your title are other companies jealous >>we >>want that >>to, they should, they should >>be. Uh >>but I I must say, I mean we deal with a ton of financial institutions as you know around the globe including the other credit cards. But yeah, I think where these deep relationship ships commonplace indeed too. I mean they're so old, so deep, so and entrenched and it really start there's different dimensions to it and it's not always that hard coded anymore, it's the subtlety of really relying on each other. I mean when something happens in the middle of the night with american express, all of IBM is on board as of the second and it's not driven by contracts or by anything. It's by people that have an American Express logo on the forehead and work for an IBM. >>Yeah. Right. It's awesome. Pete Pete bills. Great story. Thanks so much for coming to the cube. It's great to have you. >>Thanks for having me. >>All right and keep it right. There is day volonte ongoing coverage of think 2021. You're watching the Cube? Yeah.

[Music] [Applause] [Music] [Applause] [Music] hi I'm Stu minimun with wiki bond and welcome to another wiki bond the cube digital community event this one sponsored by Dell EMC of course it's a big week in the industry VMware is having their big European show in Barcelona VMworld and while we are not there in person we have some news that we want to dig into with Dell EMC so like all of our digital community events we're gonna have about 25 minutes of video and then afterwards we're going to have a crowd chat we're gonna have a panel where you have the opportunity to dig in ask your questions give us your viewpoint and talk about everything that's going on so it's important to pay attention think about what questions participate in the crowd chat afterward and thanks so much for joining us talk about the business issues of the day to help us frame this discussion I'm happy to welcome back to the program Pete manka who's the senior vice president with converged infrastructure and solutions engineering at Dell MC Pete great to see you great see you Tuesday all right so Pete converged infrastructures come a long way you and I have a lot of history in this space you know more than a decade now we've been in here so but from a customer standpoint you know this has matured a lot I wouldn't want you to start out give us the customer perspective you know what was convergent restrictor designed to do how is it living up to that and you know what's the state of it today sure well as you said we've got a long history in this and ten years ago we started this business to really simplify IT operations for our customers and we tried to remove the silos between storage compute and networking management and we're doing that we created this market called converged infrastructure by converging the management of those three siloed operations in doing so we added a tremendous amount of value for our customers fast forward now over the years earlier this year we come up with a product that the BX block 1000 that allows us to scale considerably greater within a single environment adding more value to our customer we're very customer driven at Dell EMC as you know and so we talked to our customers again and said what else do you want what else do you want and they pushed us for more automation in more monitoring support for the product and that's really what we're here to talk about today is how we get from simplifying IT operations for customers through allowing scale architectures to eventually automating the customers environment for them yeah when you talk about simplification that the the industry has really been really galvanized gotten really excited at hyper-converged infrastructure and I hear simple that's kind of what HCI is gonna do Dell of course has both converged and hyper-converged we've talked a lot as to how they both fit maybe now you know give give us the update as to you know the relevance of CI today while HCI is still continuing to grow really that sure yeah HDI is a hot market obviously and it is growing fast and customers should be excited about HDI because it's a great solution right it enables the customers get an application up and running very quickly and it's great for scale out architectures you want to add symmetric type nodes and skill oh you're at your application your architecture it's great for that but like all architectures it doesn't fit all solutions or all problems for the customers and there's a place for CI and there's a place for HCI the end you think about HCI versus CI CI is great for asymmetrically scaling architectures you want to have more storage more networking more memory inside your servers more compute you can do that through a CI portfolio and for customers who need that asymmetrical scaling for customers who need high availability very efficient scale type storage environments scale of compute environments you can do that through a CI platform much more efficiently than you can through other platforms in the market alright Pete you mentioned that there was announcement earlier in the year that the VX block 1000 so for those that don't have hauled of history like us that followed from the V block of the BX block and now the 1000 helped remind us what was different about this from things in the past sure when we first started out in the conversion structure business we had blocks that were specific to storage configurations if you wanted a unity or v-max you had to buy a specific model of our of our VX block product line that's great but we realize customers and customers told us they wanted a mix environment they wanted to have a multi-use environment in their block so we created the VX block 1000 announced in February and it allows you to mix and match your storage sand bar along with your compute environment and scales out at a much greater capacity than we could through the original block design so and we're providing the customer a much larger footprint managed by within a single block but also a choice allowing them to have multiple application configurations within the same block all right so people now what what's Del DMC doing to bring converged infrastructure for it even more how are we expanding you know what it's gonna do for customers and the problems they're looking to solve yeah right so again we went back to our customers that said ok tell us your experience with block you tell us what you like tell us what you don't like and they love the product it's been a very successful product they said we want more automation we want more monitoring you want the ability to see what's happening as well as automate workflows and procedures that we have to do to get our workloads up and running quicker and more automated fashion so what we're gonna talk about today is how we're going to do that we're going to provide more automation capabilities and the ability to monitor through our VM work you realize suite toolset alright great Pete I appreciate you helping kind of lay the groundwork we're gonna be back in a quick second one of your peers from Dell MC to dig into the product so stay with us we'll be back right after this this quick break [Music] vx block system 1000 simplifies IT accelerates the pace of innovation and reduces operating costs storage compute networking and virtualization components are all unified in a single system transforming operations and delivering better business outcomes faster this is achieved by five foundational pillars that set Dell EMC apart as the leading data center solutions provider each VX blocks system 1000 is engineered manufactured managed sustained and supported as one welcome back joining me to dig into this announcement is Dan Mita who's the vice president of converged infrastructure engineering at Dell EMC damn thanks for joining us thanks for having me all right so Pete kind of teased out of what we're doing here talked about what we've been building on for the last ten years in the converging infrastructure industry please elaborate you know what this is and shuttle from there yeah absolutely so to your point we know customers have been buying VX blocks and V blocks for the last ten years and there's lots of good reasons behind all of that we also know that customers been asking us for better monitoring better reporting and more orchestration capabilities we this announcement we think we're meeting those challenges so there's three things that I'd like to talk about one is we're gonna help customers raise the bar around awareness of what's going on within the environment we'll do that through health checks and dashboards performance dashboarding real-time alerting for the first time the second thing we'll talk about is we talked about a different level of automation than we've ever had before when it comes to orchestration we'll be introducing the ability to set up the services necessary to run orchestrated workflows and then our intention is to bring to market those engineered workflows and lastly would be you know analytics deeper analytics for customers that want to go even further into why their system is drifted from a known good state we're gonna give them the capabilities to see that great so Dan I think back from the earliest days that you know Vblock was always architected to you know transform the way operations are done what really differentiates this you know how important is there are things like the analytics of you're doing yeah sure so you're right today our customers use element managers to do most of that what this tool will allow them to do is kind of abstract a lot of the complexity folk in the element managers themselves if you think about an example where our customer wants to provision an ESXi host add it to a cluster and you say a Power Max bulan we know there's about a dozen manual steps to do that it cuts across four element managers and that also means you're going to be touching your administrators across compute network storage and virtualization with this single tool that will guide you first by checking the environment taking you through an orderly set of questions or inputs and then lastly validating the environment we know that we're going to help customers eliminate any undue harm that might do to an environment but we're also gonna save them time effort and money by getting it done quicker ok so Dan it sounds like there's a new suite of software explain it exactly what is it and how do all these pieces fit together yeah so there's three pieces in this week foundational is what we call the X blocks central so the X Box central is going to go out mandatory with all new VX blocks we're also going to make it available to our customers running older 300 500 and 700 family the X blocks and we'll provide a migration path for customers that are using vision today that's the tool that's going to allow them to do that performance health and RCM compliance dashboarding as well as do metrics based in real-time alerting one loved one step up from that one layer up from that is what we call the X block orchestration so this this product is being built underneath the V realize operations or excuse me orchestration tool and it's essentially like I said it's going to provide those all of those tools for setting up the services to run the workflows and then we'll provide those workflows so that example that I gave just a minute ago about provisioning that host will have a workflow from that right out of the gate ok so you mentioned the the vir ops thing you know VMware has always been a you know a very important piece of the whole stack there's yeah be in front of everything in the product line while you're announcing it this week at you know vmworld your and you know explain a little bit more that integration between the VMware pieces so you mentioned V Rob's and that's the third piece in this suite right so that is that it's going to provide us the dashboarding to provide all of that detailed analytics so if you think about it we're using V realized opera orchestra ssin as a workflow engine we're using V ROPS for that intelligent insight into the operations as a framework for the things that we're doing but essentially what we've given customers at this point is a framework for a cloud management or a cloud operations model sitting on top of a converged infrastructure alright Dan thanks for explaining all that now we're gonna throw it over to a customer to really hear what they think of this announcement when we started to talk about the needs to innovate within business technology and move forward with the business we knew we had to advance our technology offerings standardize our data center and help bring all our technology to current date vs block allowed us to do that in one purchase and also allowed us to basically bring our entire data center ten years forward with one step the benefits we've seen from the X block from my side of the house I now have that sleep at night capability because I have full high availability I have industry-leading technology the performance is there their applications are now more available we now have a platform where we can modernize our entire system we can add blades we can add storage we can add networking as we need it out of the box all knowing that it's been engineered and architected to work together it has literally set it and forget it for us we go about our daily business and now we've transitioned from a maintenance time set and a maintenance mindset to now we can participate in meetings to help drive business innovation help drive digital transformation within our company and really be that true IT strategic partner the business is looking for with the implementation of VX blocks central upcoming we should be able to get a better idea of what's going on in our VX block through one dashboard we're very sensitive about the number of dashboards we try to view do the whole death bi dashboard situation especially for a small team we really believe yes block central is going to be beneficial for us to have a quick health overview of our entire unit encompassing all components as we discussed additional features coming out for the VX block one of the more interesting ones for me was to see the integration of VMware's be realized product into the VX block most importantly focused around orchestration and analytics that's something that we don't do a lot of right now but as our company continues to grow and we continue to expand our VX block into additional offerings I can see that being beneficial especially for our small team being able to you know or orchestrate and automate kind of daily tasks that we do now may benefit our team in the future and then the analytics piece as we continue to be a almost a service provider for our business partners having that analytic information available to us could be very beneficial from a from a cost revenue standpoint for us to show kind of the return on investment for our company one of the things that we kind of look forward to that the opportunities of VX block is going to give us given the feature set that's coming out is the ability to use automation for some of our daily business tasks that maybe is something as simple as moving a virtual machine from one host to another that seems pretty mundane at this point but as our company grows and workloads get more complex having the automation availability to be able to do that and have VMware do that on its own it's going to benefit our team always love hearing from customers I'm Peter Burris here in our Palo Alto studios let's also hear from a very important partner in this overall announcement that's VMware we've got OJ Singh who's a senior vice president and general manager the cloud management business unit at VMware with us AJ welcome to the cube thank you Peter of that to be here so Archie we've been hearing a lot of great new technology about you know converged infrastructure and how you do better automation and how you do better you know discovery and whatnot associated with it but these technologies been for around for a while and VMware has been a crucial partner of this journey for quite some time give us a little bit about the history absolutely you know this is a as you rightly pointed a long history with a VMware and Dell EMC goes back over a decade ago I started with Vblock in those days and we literally defined the converged infrastructure market at that point and and this partnership has continued to evolve and so this announcement we are really excited to be here you know to continue to announce our joint solutions to our common customers you know in this whole VX blocks 1000 along with the vitalife suite well the VX block Hardware foundation with VMware software foundation was one of the first places where customers actually started building what we now call private clouds tell us a little bit about how that technology came together and how that vision came together and how your customers have been responding to this combinations partnership for a while absolutely if you think about it from a customer standpoint they love the fact that it is a pre engineered solution and you know they have to put less effort and doing the lifecycle management maintenance of the solution so as part of kind of making it a pre engineered solution what we've done is you know made it such that the integrations between the VX block and visualize are out of the box so we put some critical components you know are of course the vSphere and NSX in there but in addition to that for the virial I set we have vro Orchestrator already built in there we have a special management pack that gets into detail dashboards that are related to the hardware associated with the X block also pre integrated in there so that if via ops runs in there it'll automatically kind of figure that as a dashboard out and can configure them and then finally we have VRA or you know an industry-leading automation platform that allows you self-service and literally build a private cloud on top of the X block so the VX central software has been letting or is now allows a customer to make better use of VMware yes similarly some of the new advancements that you're making within VMware are going to help VX bar customers get more out of their devices as well tell us a little bit about some of the recent announcements you've made that are very complimentary absolutely you know to some extent you know the V realized journey has been a journey about at the end of the day in enabling our customers to set up a self-managed private cloud and do large extent we're heading in the direction of what we say self-driving operations using machine learning technologies and all of that so in that kind of direction in that vision if you may we've actually now released with a great integration between VRA and via ops that for the first time closes the loop between the two solutions so that you can start to do intelligent workload placement right depending upon if I'm trying to optimize for cost I'm trying to optimize for tier of service you know whether it's bronze silver gold tier service I'm trying to optimize for software license management you know Oracle license is only going on Oracle tier etcetera this closed-loop with policy ensures you do that and that's the first step in this direction of self-driving that's a very important direction because customers are gonna try to build more complex systems based on or support more complex applications without at the same time seeing that complexity show up in the administration side now that leaves the last question I have because ultimately the two of you are working to make together to make customers successful so tell us a little bit about how your track record your history and your direction of working together in support in service to customers is going and where you think it's gonna go absolutely so we continue to work very closely in partnership and as partners we are committed to support our customers through thick and thin you know to make sure that they can have these engineered pre-engineered clouds set up so they can get the benefits of these clouds lower cost to serve you know in terms of highly efficient workload the fact as much as possible in the you know let me tell about of hardware that's available and at the same time the automation and the self-service that enables the agility so the development teams can build software quickly I think provision software really fast so those are the kind of benefits lower cost agility but in partnership jointly serving our customers RJ Singh senior vice president general manager of the VMware cloud management business unit thanks again for beyond the cube thank you Peter glad to be here Stu back to you all right thanks Peter for sharing that VMware perspective to help understand a little bit more some of the customer implications we're back with Dan and Pete Pete we talked about there's new management there's a few different software packages is this exclusively for the new generation of VX block 1000 or you know who the existing customers will be able to use this sure I mean obviously advanced management features are important to all of our customers so we specifically designed the Xbox central to run both on existing VX block customers and of course in our new VX blocks that were a lot of the factor as well alright so Dan we've talked about the progress we've made the the you know great maturation in these solutions set what's next what customers expect and what should we be looking for from Dellums in the future so this the thing with us is always data center operations simplification if you think about it what we're introducing today is all about simplifying and provisioning and management of the existing system within the system we've heard also from customers what they look for us next to do is to try to improve the upgrade process simplify that as well so we've already got some development efforts working on that we'll be excited and news for later this year or early next year janna follow-up went dance that we always talked to our customers about what they're looking for in addition to more automation and we're monitoring support they want to go to consume their resources in a more agile environment cloud like a farm and even on-premises so that combined with the be realized suite of products we're going to be providing more cloud live experience to our customers for their yeah walks in the future alright Pete and Dan thank you so much for sharing this news we're gonna now turn it over to the community so you've heard about the announcement we've been talking for quite a long time at wiki bond about how automation and tools are gonna hopefully help make your job easier so want you to dig in ask the questions what do you like what do you want to see more of and so everybody let's growl chat great