>>Yeah. Hello and welcome back to the cubes coverage of AWS public sector summit here in Washington D. C. We're live on the ground for two days. Face to face conference and expo hall and everything here but keith brooks who is the director and head of technical business development for a dress government Govcloud selling brains 10th birthday. Congratulations. Welcome to the cube. Thank you john happy to be E. C. 2 15 S three is 9.5 or no, that maybe they're 10 because that's the same day as sqs So Govcloud. 10 years, 20 years. What time >>flies? 10 years? >>Big milestone. Congratulations. A lot of history involved in Govcloud. Yes. Take us through what's the current situation? >>Yeah. So um let's start with what it is just for the viewers that may not be familiar. So AWS Govcloud is isolated. AWS cloud infrastructure and services that were purposely built for our U. S. Government customers that had highly sensitive data or highly regulated data or applications and workloads that they wanted to move to the cloud. So we gave customers the ability to do that with AWS Govcloud. It is subject to the fed ramp I and D O D S R G I L four L five baselines. It gives customers the ability to address ITAR requirements as well as Seaga's N'est ce MMC and Phipps requirements and gives customers a multi region architecture that allows them to also designed for disaster recovery and high availability in terms of why we built it. It starts with our customers. It was pretty clear from the government that they needed a highly secure and highly compliant cloud infrastructure to innovate ahead of demand and that's what we delivered. So back in august of 2011 we launched AWS GovCloud which gave customers the best of breed in terms of high technology, high security, high compliance in the cloud to allow them to innovate for their mission critical workloads. Who >>was some of the early customers when you guys launched after the C. I. A deal intelligence community is a big one but some of the early customers. >>So the Department of Health and Human Services, the Department of Veterans Affairs, the Department of Justice and the Department of Defense were all early users of AWS GovCloud. But one of our earliest lighthouse customers was the Nasa jet propulsion laboratory and Nasa Jpl used AWS GovCloud to procure Procure resources ahead of demand which allowed them to save money and also take advantage of being efficient and only paying for what they needed. But they went beyond just I. T. Operations. They also looked at how do they use the cloud and specifically GovCloud for their mission programs. So if you think back to all the way to 2012 with the mars curiosity rover, Nasa Jpl actually streamed and processed and stored that data from the curiosity rover on AWS Govcloud They actually streamed over 150 terabytes of data responded to over 80,000 requests per second and took it beyond just imagery. They actually did high performance compute and data analytics on the data as well. That led to additional efficiencies for future. Over there >>were entire kicking they were actually >>hard core missing into it. Mission critical workloads that also adhere to itar compliance which is why they used AWS GovCloud. >>All these compliance. So there's also these levels. I remember when I was working on the jetty uh stories that were out there was always like level for those different classifications. What does all that mean like? And then this highly available data and highly high availability all these words mean something in these top secret clouds. Can you take us through kind of meetings >>of those? Yeah absolutely. So it starts with the federal compliance program and the two most popular programs are Fed ramp and Dodi srg fed ramp is more general for federal government agencies. There are three levels low moderate and high in the short and skinny of those levels is how they align to the fisma requirements of the government. So there's fisma low fisma moderate fisma high depending on the sensitivity of the government data you will have to align to those levels of Fed ramp to use workloads and store data in the cloud. Similar story for D. O. D. With srg impact levels to 45 and six uh impacts levels to four and five are all for unclassified data. Level two is for less sensitive public defense data levels. Four and five cover more sensitive defense data to include mission critical national security systems and impact level six is for classified information. So those form the basis of security and compliance, luckily with AWS GovCloud celebrating our 10th anniversary, we address Fed ramp high for our customers that require that and D. O. D impact levels to four and five for a sensitive defense guy. >>And that was a real nuanced point and a lot of the competition can't do that. That's real people don't understand, you know, this company, which is that company and all the lobbying and all the mudslinging that goes on. We've seen that in the industry. It's unfortunate, but it happens. Um, I do want to ask you about the Fed ramp because what I'm seeing on the commercial side in the cloud ecosystem, a lot of companies that aren't quote targeting public sector are coming in on the Fed ramp. So there's some good traction there. You guys have done a lot of work to accelerate that. Any new, any new information to share their. >>Yes. So we've been committed to supporting the federal government compliance requirements effectively since the launch of GovCloud. And we've demonstrated our commitment to Fed ramp over the last number of years and GovCloud specifically, we've taken dozens of services through Fed ramp high and we're 100% committed to it because we have great relationships with the Fed ramp, Jabor the joint authorization board. We work with individual government agencies to secure agency A. T. O. S. And in fact we actually have more agency A. T. O. S. With AWS GovCloud than any other cloud provider. And the short and skinny is that represents the baseline for cloud security to address sensitive government workloads and sensitive government data. And what we're seeing from industry and specifically highly regulated industries is the standard that the U. S. Government set means that they have the assurance to run control and classified information or other levels of highly sensitive data on the cloud as well. So Fed ramp set that standard. It's interesting >>that the cloud, this is the ecosystem within an ecosystem again within crossover section. So for instance um the impact of not getting Fed ramp certified is basically money. Right. If you're a supplier vendor uh software developer or whatever used to being a miracle, no one no one would know right bed ramp. I'm gonna have to hire a whole department right now. You guys have a really easy, this is a key value proposition, isn't it? >>Correct. And you see it with a number of I. S. V. S. And software as the service providers. If you visit the federal marketplace website, you'll see dozens of providers that have Fed ramp authorized third party SAAS products running on GovCloud industry leading SAAS companies like Salesforce dot com driven technology Splunk essay PNS to effectively they're bringing their best of breed capabilities, building on top of AWS GovCloud and offering those highly compliant fed ramp, moderate fed ramp high capabilities to customers both in government and private industry that need that level of compliance. >>Just as an aside, I saw they've got a nice tweet from Teresa Carlson now it's plunk Govcloud yesterday. That was a nice little positive gesture uh, for you guys at GovCloud, what other areas are you guys moving the needle on because architecturally this is a big deal. What are some areas that you're moving the needle on for the GovCloud? >>Well, when I look back across the last 10 years, there were some pretty important developments that stand out. The first is us launching the second Govcloud infrastructure region in 2018 And that gave customers that use GovCloud specifically customers that have highly sensitive data and high levels of compliance. The ability to build fault tolerant, highly available and mission critical workloads in the cloud in a region that also gives them an additional three availability zones. So the launch of GovCloud East, which is named AWS GovCloud Us East gave customers to regions a total of six availability zones that allowed them accelerate and build more scalable solutions in the cloud. More recently, there is an emergence of another D O D program called the cybersecurity maturity model, C M M C and C M M C is something where we looked around the corner and said we need to Innovate to help our customers, particularly defense customers and the defense industrial based customers address see MMC requirements in the cloud. So with Govcloud back in December of 2020, we actually launched the AWS compliant framework for federal defense workloads, which gives customers a turnkey capability and tooling and resources to spin up environments that are configured to meet see MMC controls and D. O. D. Srg control. So those things represent some of the >>evolution keith. I'm interested also in your thoughts on how you see the progression of Govcloud outside the United States. Tactical Edge get wavelength coming on board. How does how do you guys look at that? Obviously us is global, it's not just the jet, I think it's more of in general. Edge deployments, sovereignty is also going to be world's flat, Right? I mean, so how does that >>work? So it starts back with customer requirements and I tie it back to the first question effectively we built Govcloud to respond to our U. S. Government customers and are highly regulated industry customers that had highly sensitive data and a high bar to meet in terms of regulatory compliance and that's the foundation of it. So as we look to other customers to include those outside of the US. It starts with those requirements. You mentioned things like edge and hybrid and a good example of how we marry the two is when we launched a W. S. Outpost in Govcloud last year. So outpost brings the power of the AWS cloud to on premises environments of our customers, whether it's their data centers or Coehlo environments by bringing AWS services, a. P. I. S and service and points to the customer's on premises facilities >>even outside the United States. >>Well, for Govcloud is focused on us right now. Outside of the U. S. Customers also have availability to use outpost. It's just for us customers, it's focused on outpost availability, geography >>right now us. Right. But other governments gonna want their Govcloud too. Right, Right, that's what you're getting at, >>Right? And it starts with the data. Right? So we we we spent a lot of time working with government agencies across the globe to understand their regulations and their requirements and we use that to drive our decisions. And again, just like we started with govcloud 10 years ago, it starts with our customer requirements and we innovate from there. Well, >>I've been, I love the D. O. D. S vision on this. I know jet I didn't come through and kind of went scuttled, got thrown under the bus or whatever however you want to call it. But that whole idea of a tactical edge, it was pretty brilliant idea. Um so I'm looking forward to seeing more of that. That's where I was supposed to come in, get snowball, snowmobile, little snow snow products as well, how are they doing? And because they're all part of the family to, >>they are and they're available in Govcloud and they're also authorized that fed ramp and Gov srg levels and it's really, it's really fascinating to see D. O. D innovate with the cloud. Right. So you mentioned tactical edge. So whether it's snowball devices or using outposts in the future, I think the D. O. D. And our defense customers are going to continue to innovate. And quite frankly for us, it represents our commitment to the space we want to make sure our defense customers and the defense industrial base defense contractors have access to the best debris capabilities like those edge devices and edge capable. I >>think about the impact of certification, which is good because I just thought of a clean crows. We've got aerospace coming in now you've got D O. D, a little bit of a cross colonization if you will. So nice to have that flexibility. I got to ask you about just how you view just in general, the intelligence community a lot of uptake since the CIA deal with amazon Just overall good health for eight of his gum cloud. >>Absolutely. And again, it starts with our commitment to our customers. We want to make sure that our national security customers are defense customers and all of the customers and the federal government that have a responsibility for securing the country have access to the best of breed capability. So whether it's the intelligence community, the Department of Defense are the federal agencies and quite frankly we see them innovating and driving things forward to include with their sensitive workloads that run in Govcloud, >>what's your strategy for partnerships as you work on the ecosystem? You do a lot with strategy. Go to market partnerships. Um, it's got its public sector pretty much people all know each other. Our new firms popping up new brands. What's the, what's the ecosystem looks like? >>Yeah, it's pretty diverse. So for Govcloud specifically, if you look at partners in the defense community, we work with aerospace companies like Lockheed martin and Raytheon Technologies to help them build I tar compliant E. R. P. Application, software development environments etcetera. We work with software companies I mentioned salesforce dot com. Splunk and S. A. P. And S. To uh and then even at the state and local government level, there's a company called Pay It that actually worked with the state of Kansas to develop the Icann app, which is pretty fascinating. It's a app that is the official app of the state of Kansas that allow citizens to interact with citizens services. That's all through a partner. So we continue to work with our partner uh broad the AWS partner network to bring those type of people >>You got a lot of MST is that are doing good work here. I saw someone out here uh 10 years. Congratulations. What's the coolest thing uh you've done or seen. >>Oh wow, it's hard to name anything in particular. I just think for us it's just seeing the customers and the federal government innovate right? And, and tie that innovation to mission critical workloads that are highly important. Again, it reflects our commitment to give these government customers and the government contractors the best of breed capabilities and some of the innovation we just see coming from the federal government leveraging the count now. It's just super cool. So hard to pinpoint one specific thing. But I love the innovation and it's hard to pick a favorite >>Child that we always say. It's kind of a trick question I do have to ask you about just in general, the just in 10 years. Just look at the agility. Yeah, I mean if you told me 10 years ago the government would be moving at any, any agile anything. They were a glacier in terms of change, right? Procure Man, you name it. It's just like, it's a racket. It's a racket. So, so, but they weren't, they were slow and money now. Pandemic hits this year. Last year, everything's up for grabs. The script has been flipped >>exactly. And you know what, what's interesting is there were actually a few federal government agencies that really paved the way for what you're seeing today. I'll give you some examples. So the Department of Veterans Affairs, they were an early Govcloud user and way back in 2015 they launched vets dot gov on gov cloud, which is an online platform that gave veterans the ability to apply for manage and track their benefits. Those type of initiatives paved the way for what you're seeing today, even as soon as last year with the U. S. Census, right? They brought the decennial count online for the first time in history last year, during 2020 during the pandemic and the Census Bureau was able to use Govcloud to launch and run 2020 census dot gov in the cloud at scale to secure that data. So those are examples of federal agencies that really kind of paved the way and leading to what you're saying is it's kind >>of an awakening. It is and I think one of the things that no one's reporting is kind of a cultural revolution is the talent underneath that way, the younger people like finally like and so it's cooler. It is when you go fast and you can make things change, skeptics turned into naysayers turned into like out of a job or they don't transform so like that whole blocker mentality gets exposed just like shelf where software you don't know what it does until the cloud is not performing, its not good. Right, right. >>Right. Into that point. That's why we spend a lot of time focused on education programs and up skilling the workforce to, because we want to ensure that as our customers mature and as they innovate, we're providing the right training and resources to help them along their journey, >>keith brooks great conversation, great insight and historian to taking us to the early days of Govcloud. Thanks for coming on the cube. Thanks thanks for having me cubes coverage here and address public sector summit. We'll be back with more coverage after this short break. Mhm. Mhm mm.

>>Welcome to the AWS Startup. Showcase new breakthroughs in devops, did analytics and cloud management tools. I'm lisa martin, I've got Jordan share here with the next vice president of corporate marketing Ops ramp, Jordan welcome to the program >>lisa It's great to be here. Great to talk about some of the stuff. Thanks for having me. >>Yeah let's break this down. Tell me, first of all about Ops ramp, how is it facilitating the transformation of I. T. Ops helping companies as your website says control the chaos. >>Sure. So option is an availability platform for the modern enterprise. We consolidate digital I. T. Operations management into one place. So availability as you can imagine um is a consistent challenge for I. T. Operations teams in large enterprises maintaining service assurance, making sure that services are up available, performing uh Ops tramp is the platform that powers all of that and we bring a lot of different features and functions to bear in driving availability. I think about ai ops I think about hybrid infrastructure monitoring, multi cloud monitoring, that's all part of the options offering. Modern enterprise. >>Talk to me about back in 2014 what the founders saw of Ops ramps, what were some of the gaps in the market that they saw that this needs to be addressed and no one's >>doing? It's a great question. So abstract was originally founded as part of an MSP offering. So we were a platform serving managed service providers who wanted to consolidate the infrastructure of their clients onto one multi tenant platform. What they noticed was that these enterprise customers of the MSP s whom we served. Really appreciated that promise of being able to consolidate infrastructure, being able to visualize different alerts, different critical incidents that might arise all on one platform. And so that's when we decided to raise around and take it directly to the enterprise so they could have the same kind of visibility and control that MSP s were delivering back to them, >>Visibility and control is essential, especially if your objective is to help control the chaos. Talk to me about some of the trends that you've seen, especially in the last 18 months, as we've been in such a dynamic market, we've seen the rapid acceleration of digital business transformation. What are some of those key trends especially with respect to a I ops that you think are really poignant. >>Yeah. You know, we like to think over here that the pandemic didn't really change a whole lot, accelerated a whole lot. And so we started to see at least within the past 12 to 18 months this acceleration of moving to the cloud, you know, Gardner forecasted that I thi enterprises, large enterprises are going to be spending upwards of 300 billion um in the move to the public cloud. So that has really facilitated some of the decisions that we have made and the promises that we offer to our customers, number one, Number two, with the move to remote work and the adoption of a lot of different digital tools and uh the creation and implementation of a lot of different digital customer services. Um It has forced these enterprises whom we serve to really rethink how they provide flexibility and control to their larger enterprise. I. T. Teams that might be distributed might be working remote might be in different locations. How can they consolidate infrastructure as it gets more and more complex. So that's where ops tramp has really created the most value. So we think about two things. Number one I want to consolidate my multi cloud environments so services via AWS for example or other cloud providers. How do I bring that within? How do I bring that control within my enterprise within the context of maybe additional private cloud offerings or public cloud infrastructure. Number one. Number two how do I get control over the constant flood of alerts but I'm getting from these different digital services and tools all in one place. Um you know so we are responding to that need by for example uh implementing a really rich robust ai ops functionality within the train platform to both be able to consolidate those alerts that are coming through and really escalate the critical ones um for to allow I. T. Operations seems to be a little bit more proactive and understand how incidents are happening and giving them the ability to remediate those incidents become before they become business critical and can really shut down the internet. >>Speaking of the enterprise. I'm curious if your customer conversations have changed in level in the last 18 months as everything has become chaotic for quite a while. We're still in we've been in a hybrid cloud world for a while. We are in a hybrid workforce situation. Have you noticed an escalation up the stack in terms of the c suite of going we need to make sure that we're leveraging cloud properly financially responsibly and ensuring that we have this ability and all the services that we're delivering. >>You mean are they sweating more And are they coming to us when they're sweating more? Yeah. Yeah for sure. The short answer is yes. So let me give you a great example. Um One of our recent customers they manufacture chips microchips and what they've noticed is that number one demand has grown um due to the increase in digital transformation. Um Number two supply chains have become more constricted for them specifically so they're asking themselves. All right how can we equip our I. T. Operations teams to maintain the availability of different logistics services within our organization So that they can both maintain service availability of these different logistic logistic services um and be able to stay on deadline as much as they possibly can um during a supply chain crisis that we're facing right now. And number two how can we as we move to the cloud and we see a distribution of our workforce still be able to maintain I. T. Operation services regardless. Um That is a need in particular in particular the supply chain um constraint issue. Uh That is a need that has arisen only in the last 18 months and it is a perfect use case for ops ramp or a platform that allows you to consolidate I. T. Operations to one place and give flexibility control across a distributed environment with a number of different new digital services that have been implemented. To solve some of these challenges. >>Talk to me about Ai ops as a facilitator of that availability visibility in this hybrid world that is still somewhat chaotic. >>Yeah great question. So originally it was al gore algorithmic operations is coined by Gardner today it's artificial intelligence in its operations. So the notion there is simple right there's a lot of data coming in on throughout the I. T. Operations organization. How can we look for patterns within that data to help us understand and act more proactively. Um From an operational perspective well there are a lot of promises uh that go along with A. I. Ops that it's going to completely transform these I. T. Organizations that it's going to reduce headcount. Um We don't necessarily find that to be true. What we do find true though is that the original promise behind a IOP still exists right we need to look for patterns in the data and we need to be able to drive insights from those patterns so that is what the Ai ops feature functionality within abstract really does. It looks for patterns within alerts and helps you understand what these patterns ultimately mean. Let me give you a great example so we have different algorithms within the train platform for co occurring events or for downstream events that help us indicate, okay if a number of these events are happening across one geography or one um business service for example we can actually look for those co occurring patterns and we can see that there may be one resource or set of resources that is actually causing a bunch of these incidents for a bunch of these alerts upstream of all the actual alerts themselves. So instead of the ICTy Operations organization having to go in and remediate a bunch of different distributed alerts, they can actually look at that upstream alert and say okay that's the one that really matters, that's where I need to pay most of my attention to. Um and that's where I'm going to deploy a team or open up a ticket or escalate to I. T. S. M. Or a variety of different things because I know that these co occurring alerts are creating a pattern that's driving some insight. Um so that's just part of the overall Ops tramp Ai Ops um promise or uh you know there's there's tons more that goes along with the biopsy but we really want to take some of the load and reduce some of the alerts that these icy operations teams are having to deal with on a daily basis. >>So let's talk about how you do that from a practical perspective, is looking at some of the notes that your team provided and according to I. D. C. This was a report from asia pacific excluding Japan that 75% of global two K enterprises are going to adopt a I Ai Ops by 2023 but a lot of Ai ops projects have been built on and haven't been successful. How does abstract help change flip the script on that? >>So it really comes down to the quality of the data right? If you have a bolt on tool, you have to optimize that tool for the different data lakes or data warehouses or sources of data that exists within your operational organization. I think about multi cloud apps across the multiplied environment. So I have to optimize the data that is coming in from each of those different cloud providers onto a bolt on tool to make sure that the data that's being fed to the tool is accurate and it is a true reflection of what's going on in the operational organization. That's number one. If you look at ops tramp and the differentiation there. Um op tramp is a big data platform at its core. So you bring ops tramp in, you optimize it for your overall infrastructure mix and then the data that gets fed into the ai ops feature functionality is the same across the board. There is no further optimization. So what that means is that the insights that are being driven by the outside perhaps platform are more sophisticated, they're more nuanced, there are more accurate representation and they're probably driving ultimately better insights than sticking a tool on top of five different existing data warehouses or data lakes. >>So if you've got a customer and I'm sure that you do enterprises, as we said, going to be adopting this substantially by 2023 which is just around the corner, how do you help them sort through the infrastructure and the ecosystem that they have so that they're not bolting things on but rather they can actually really build this very intuitively to deliver that availability and the visibility that they need fast. >>Yeah, so a couple of different comments on that ways that we try to help. Number one, I think it's critical for us to understand the challenges of the modern I. T. Infrastructure environment, across different verticals, different industries. So when we walk into any of our clients, we already have a good mix of their challenges. Is it Iot? Are they dealing with a bunch of different devices at the edge, are they, you know, a telecom with uh critical incidents is incidents in the network that they need to remediate. Um Number two, we try to smooth the glide path into understanding the obscene ramp platform and promise early. So what does that mean? It means we offer a free trial of the platform itself at tried out abstract dot com, you can set up up to 1000 resources for free with an unlimited number of users for 14 days and kick the tires particularly in multi cloud monitoring and see what sorts of insights you can determine um, just within those two weeks and in fact we're, we put our cards on the table and we say you can probably see your first insights into your infrastructure within 20 minutes of setting up the abstract free trial um, and if you don't want to bring your resources, your own resources to it will even provide a collection of resources preloaded onto the platform so you can try it out yourself without having to get, you know, a bunch of approvals to load infrastructure in there. So two pieces, number one, it's this proof of concept proof of value where we try to understand the clients pain and number two, if you want to kick the tires on it yourself, we can offer that with this free trial offering. >>So what I'm hearing and that is fast time to value which in these days is absolutely essential. How does that differentiate ops ramp as a technology company and >>from your customer's perspective? Yeah, so I appreciate that. And the meantime to incite is one of the critical aspects of our product roadmap, we really want to drive down that time to value coefficient because it's what these operations teams need as complexity grows really if you take a step back right, everything is getting more complex. So it's not only the pandemic and the rise of multi cloud but it's more digital customer experience is to compete. It's the availability, it's the need of a modern enterprise to be agile. All of those things translate basically into speed and flexibility and agility. So if there's one guiding light of ops tram it's really to equip the operations team with the tools that they need to move flexibly with the business. There is a department in any modern enterprise today if they need access to the public cloud and they have a credit card they're getting on AWS right now and they are spinning up a host of services. We want to be the platform that still gives the central IT operations team some aspect of control over that with the ability with without taking away the ability of that you know siloed operations team somewhere in some geo geographic region. We want to empower them to be able to spend up that AWS service but at the same time we want to just know that exists and be able to control it. >>How can A I A facilitator of better alignment between I. T. Tops and the business as you just gave a great example of the business getting the credit card spending up services that they need for their line of business or their function and then from a cultural perspective I'm just curious how can A. I. R. S. B. A facilitator of those two groups working better together in a constantly complex environment. >>That's a great question. So imagine if I. T. Operations did more than just keep the lights on. Imagine if you knew that your I. T. Operations team could be more proactive and more productive about alerts incidents and insights from infrastructure monitoring. What that means is that you are free to create any kind of digital customer experience that you would want to drive value back to your end user. It means that no longer do you think about it? Operations is this big hodgepodge of technology that you have to spend you know hundreds of millions of dollars a year in network operations teams and centers and technologies just to keep control of right by consolidating everything down to one place one sas based platform like this it frees up the business to be able to innovate. Um You know take advantage of new technologies that come around and really to work flexibly with the needs of the business as it grows. That's the promise of a tramp. We're here to replace you know these old appliances or different management packs of tools that exists that you consistently have to add an optimized and tune to feel to to empower the operations team to act like that. Um The truth is that is that everything is SAT space now, everything is status based and when you get to the core of infrastructure, it needs to be managed to be a SAs and thats ops ramp in a nutshell, >>I like that nutshell, that's excellent. I want to know a little bit about your go to market with a W. S. Talk to me a little bit about the partnership there and where can what's your go to market like? Essentially, >>yeah, so were included in the AWS marketplace, we have an integration with a W. S um as the de facto biggest cloud provider in the world. We have to play nice with them. Um and obviously the insights that we drive on the option platform have to be insights that you need from your AWS experience. You know, it has to be similar to cloudwatch or in a lot of, in a lot of cases um it has to be as rich as the cloudwatch experience in order for you to want to use op tramp within the context of the different other multi cloud providers, so that's how abstract works. Um you know, we understand that there's a lot of AWS certified professionals who work with who work at Ops tramp, who understand what AWS is doing and who consistently introduce new features that play well with the service is the service library that AWS currently offers today. >>Got it as we look ahead to 2022 hopefully a better year than 2020 and 2021. What are some of the things that you're excited about? What are some of the things on the ops ramp road map that you can share with us? >>Yeah, so you know, the other, the other big aspect of uh the new landscape of IT operations is observe ability. We're really excited about observe ability, we think that it is the new landscape of monitoring um you know, the idea of being able to find unknown unknowns that exists within your operational stack is important to us to be able to consolidate that with the power of ai ops so that you now have machine learning on top of your ability to find unknown unknown issues. That's that's going to be super exciting for us. I know the product team is taking a hard look at how to drive hybrid, observe ability within the abstract platform. So how do we give a better operational perspective to on prem public cloud and private cloud infrastructure moving forward and how do we ingest alerts before they're even alerts? I mean that's observe ability in a nutshell, if I'm getting in and I'm checking the option platform every day, then that's a workflow that we can remove by creating a better observe ability posture within the train platform. So now the platform is going to run unsupervised right in the background um and ai apps is going to be able to take action on predictive incidents before they ever occur, that's what we're looking at in the future. You know, everything is getting more complex. We've heard this story a million times before, we want to be the platform that can handle that complexity on a massive scale, >>finding the unknown, unknowns, converting them into knowns I imagine is going to be more and more critical across every industry. Last question for you, given the culture and the dynamics of the market that we're in, are there any industries and all of trump's is seeing is really key targets for this type of technology. >>The nice thing about ops tramp is we are we are really vertical neutral, right? Any industry that has complexity and that's every industry can really take advantage of a platform like this. We have seen recent success particularly in finance manufacturing, health care because they deal with new emerging types of complexity that they are not necessarily cared for. So I think about some of our clients, some of our friends in the finance industry, you know, um as transactions accelerate as new customer experiences arise uh these are things that their operations teams need to be equipped for and that's where up tramp really drives value. What's more is that these uh these industries are also somewhat legacy, so they have a foot in the old way of doing things, they have a foot in the data center, you know, there are many financial institutions that have large data center footprint for security considerations. And so if they are living in the data center and they want to make the move to cloud, then they need something like cops ramp to be able to keep a foot in both sides of the equation, >>right, Keep that availability and that visibility. Jordan, thank you for joining me today and talking to us about ops around the capabilities that Ai ops can deliver to enterprises in any industry. The facilitation of of the I. T. Folks in the business folks and what you guys are doing with AWS, we appreciate your time. >>Absolutely lisa, thank you very much. Thanks for the great questions. If you ever need a job in corporate marketing, you seem like you're a natural fit. I'll >>call you awesome. >>Thank you >>for Jordan share. I'm lisa martin, You're watching the AWS startup showcase.

>>Hello everyone. Thank you, add appreciating the studio. We're here at the cube here in cloud city telco DRS Cloud city. I'm Jeffrey Day Volonte. We're here for the next three days. Wall to wall live coverage. It's a physical event with a virtual program. It's hybrid. We're here with Daniel Royston, the Ceo of telco D. R. And the acting Ceo Toby, which is announced today. Great >>to see you. It's awesome to see you guys. >>Awesome to see how you doing, how you >>Feeling? I'm feeling congratulations. Right. 101 days ago, I didn't even think this doesn't exist. Right. And we got in contact with you guys and we said we knew there was always going to be a big virtual component and we invited you guys and here we are together. It's insane. >>Well we did the preview videos, but we're kind of walking through and document in the early stages. It all came together beautifully spectacular For the folks watching behind us is the most spectacular build out clouds. It's an ecosystem open concept. It feels like the Apple store meets paradise. Of course. We got the cube here in the set and we got the studio with all the command and control of adam there. So I gotta ask you with the connected keynotes going on right now. The connected world. Yeah. It's connected. We all know that everyone knows that what's, what's different now real quick before we get into the program, what's going on? >>Yeah. I think a big part of my messages and advocating it's more than just the network, Right? And I think telcos forever have relied on. That's all it is. That's what it's about. And I'm like, nope, you guys got to start focusing on your subscribers, right? And so the over the top players keep coming in and siphoning away their revenue and it's time for them to start focusing on us, right and making experience great. And I think that's what this is all about. >>So we're gonna get the news but I want to toss it to Katie. The roving reporter is going to give it a detail on how it all came together. So Katie take it away. >>Mhm We're here in Barcelona and so excited to be back in this beautiful city over at the convention center. The team is working hard putting the finishing touches to tell Cody are amazing cloud city booth at MwC Barcelona 2021. I'm sure you know the story of how this all came together as one of the biggest vendors Erickson pulled out of M. W. C. With just over 100 days until the start of the event. When this happened last year, it kicked off a tidal wave of departures and MwC was called off this year. We all wondered if MWC was going to be cancelled again and that's when Daniel Royston Ceo of Telco D. R. And Tito G swooped in and took over the booth all 6000 square meters of it. The plan turn the booth into cloud city, the epicenter of public cloud innovation at MWC crews have been working around the clock. Over 100 and 50 people have been on this construction site for over three weeks with covid testing every day to prevent outbreaks during the build and in 100 days, it's become just that Cloud city has over 30 vendors presenting over 70 demos with 24 private meeting areas. Cloud City Live is a virtual showcase and live broadcast studio featuring 50 guests from cloud Thought leaders around the world. They have telepresence robots for a more personalized experience and the Cloud city quest game with a chance to win more than $100,000 to gain access to live streams of our nightly concerts with rosario flores and rock legend Jon bon Jovi. And don't forget to visit cloud city dot telco D R dot com to join in on the fun Daniel Royston and Nacho Gomez, founder and Ceo of one of the key vendors in the construction of the booth gave us a behind the scenes tour of the booth. >>Nacho. We did it. Yeah, we did. It can't even touch because of Covid. Yeah, but look what we did. But right, 100 days ago I called and I said I'm taking over the Ericsson booth. What did you think? I know you were crazy but just a little bit crazy, realized that you were mortgages than I thought. So at the very, at the very beginning I thought, yeah, she's crazy. But then I couldn't sleep that night. But the next uh then I realized that it was a very good it's a great idea. Yeah super smart. So yeah we're gonna show everyone toward the booth. Yeah let's go. Let's go. Okay So how do we build such an amazing, beautiful building now? So this is we've made building inside a book. So it was very hard to find a glassful of facade. The roof is around 24 tones. Yeah so it's crazy crazy but we made it work and it's totally amazing. Yeah. Do you want to go to tragedy life? Do let's go. Okay so here we are Cloud city live. I know we're producing a whole live streaming tv show. We always knew because of covid that not everyone will be able to come to Mwc as we wanted to make sure that people can learn about the public cloud. So over here we have the keynote stage, we're gonna have awesome speakers talking all throughout M. W. C. People from AWS Microsoft, google vendors companies. So really really great content. And then over there we have the cube interviewing people again 15 minute segments, live streaming but also available on demand. And you can find all of this content on cloud city. Tell Cody are calm and it's available for anyone to you. Well, a lot of content. And what about the roberts? I never get them out. Come on. We remember 100 days ago we were locked down. So we came up with the idea of having robots for the people who cannot attend in person. I know right. We always knew that there was gonna be a big virtual component to MWC this year. So we bought 100 telepresence robots. It's a great way to have a more personal experience inside the boot. Just sign up for one on cloud city dot telco D r dot com and you can control it yourself. Right? So today we have Nikki with us, who's dialing in from the Philippines in Manila? Hello, Nicky. Hi there, how are you? I were great. Can you show us a twirl all gaining on us? Super cool. Yeah, it is. What an experience. So Nikki robots are not the only cool thing we have in cloud city. We also have super awesome concert. We have rosario flores on monday. Who's a latin grammy award winner. We have Jon bon Jovi, Jon bon Jovi on Tuesday, can't be changing telephone that a little bit of rock n roll and that's Tuesday. And on Wednesday we have DJ official, it's going to be a super party. Now if you play our cloud city quest on cloud city telco D R dot com you can participate in a live streaming concert and so I know a lot of people out there have been a lockdown. Haven't been able to be going to concerts. Things from austin texas, which is the live music capital of the world, How to have music. It would be so exciting is gonna be great. I'm getting hungry. Why don't we go to the restaurant? Let's go eat. Let's go. Yeah, Here is our awesome restaurant. I know it's called Cloud nine. Right? It's a place to come and sit down and relax now. Barcelona is known for its great food and I'm a foodie. So we had to have a restaurant. Should we go check out my secret bar? Let's go. Mhm. Yeah, here >>thanks to a R. And thank you Nacho if you're watching this at home, I'm so sorry you can't join us in person. However, let's not forget this is a hybrid event meaning we're bringing all the public cloud action right to you wherever in the world you might be. This includes the Pact cloud city live program. We've partnered with the cube Silicon angle Media's live streaming video studio to make sure that all of the keynotes, panel discussions, demos, case studies interviews and way more are available on demand so you can watch them whenever and wherever you want or you can live stream and enjoy all things cloud city as and when they happen. So for those of you not able to join us in, Barcelona, be sure to log in to cloud city live and catch all the action and don't miss the awesome concert Tuesday night with Jon bon Jovi available for free. If you participate in our cloud city quest game, I'll be here throughout MWc bringing you reports and updates. Stay >>tuned. Yeah. >>Mhm. Okay, we're back here on the cube on the floor at mobile world congress in cloud city telco DRS clouds. They were here with D. R. Of telco, D R. Danielle Rice and great to see you back, we're back. So the keynotes going on connected world, the big news here, I'll see the open shift that's happening is going open. Open ran, it's been a big thing. Open ran alliance. You're starting to see the industry come together around this clear mandate that applications are gonna be cloud native and the public cloud is just coming in like a big wave and people are gonna be driftwood or they'll be surfing the wave. Yeah, this is what's happening. >>Yeah, I think public cloud is an unstoppable megatrend. It's hit every other industry regulated industries like banking, right? Top secret industries like government. They all use the public cloud tells us the last, you know, standing old school industry and it's coming and I don't think we could have had an MWc without talking about open man. That's the other major shift. And so we're bringing both of those ideas here together in cloud city. So >>the big theme is telco transformation. Maybe we could start with the basics like paint a picture of what the telco infrastructure looks like, particularly the data center stuff because they all have big data centers >>because that's >>those are the candidates to go into the cloud explained to the audience. >>Well, do you have a time machine? I think if any of us were in tech in the late 90s and early 2000s, that's what telcos like today. Right. So for people outside of the industry don't know right there mostly still managing their own data centers, they're just sort of adopting virtualization. Some of the more advanced telcos are mostly virtualized public cloud. Is this idea that like this advanced thought and so yeah, I mean things are on premise, things are in silom, things don't use a P. I. S there all integrated with custom code. And so the transformation, we can all see it because we've lived it in other industries. And I'm bringing that to telco and say come along for the ride. It totally works and it's gonna be amazing. >>So it's hardened purpose built infrastructure. Okay. That ultimately parts of that need to go to the public cloud. Right. What parts do you see going first? >>I think all of it. Really. Yeah. And I think when you look at like dish in the W. S. Which was an announcement that came out about two months ago. Right. I mean dish was doing all these are FPs. Everyone knew about it. They were looking for a cloud native software and no one knew what they were. They knew a big part was open man. But their coupling open ran with AWS and deploying their parts of their network onto the public cloud and the whole industry is like wait we thought this was years away, right? Or number two, you're crazy. And I'm saying this is what I've been talking about guys. This is exactly what you can do, leverage the Capex over. Let's see. I think Amazon did $100 billion 2020 right, leverage that Capex for yourself. Get that infinite scalability right? It's going to, well we >>have, we have a saying here in the queue, we just made this up called D. R. That's your initial tucker. The digital revolution and the three Rs reset re platform and re factor. I think the observation we're seeing is that you're coming in with the narrative what everyone's kind of like they're waking up because they have to reset and then re platform with the cloud. But the opportunity is gonna be the re factoring, You're seeing the public cloud, do that already with the Enterprise Enterprises. Already re factoring has done that. Already done that now. Telcos the last area to be innovated by the cloud. >>Yeah, I think there's old school big, we're kind of on a hollowed ground here in the Ericsson booth that I took over, right? They bailed and I kind of made fun of them. I was like, they don't have anything to say, right, They're not going to go to the show. I'm like, this is this is a revolution that's happening in telco and I don't think the big guys are really interested in rewriting their software that frankly makes them billions and billions of dollars of revenue. And I'm like to use the public cloud. All of the software needs to be rewritten needs to be re factored and you've got to start training your teams on how to use it. They don't have any capability. The telcos, in terms of those skills hire the right people, retrain your teams, move your applications, rewrite them. And I think that's what we're talking, this is not a short journey, this is a 10 year journey. So >>let's fast forward to the future a little bit because when I look around cloud city, I see ecosystem everywhere. So as you well know, the telcos have generally done a poor job of attacking adjacent seas. So my question is can they go beyond should they go beyond connectivity or is that going to be the role of the ecosystem? >>Yeah, I think it's time that the telco starts to focus on their subscriber, right? It's been really easy for them to rely on the oligopoly of the network, Right? The network, we live in the United States, we see the 18 T Verizon T mobile five G network, five G network. Like what about us? Right. And it's really easy for the over the top players right, that come in and they're always, telcos are always complaining about being coming dumb pipes and I'm like, you don't focus on the customer, we would rather buy from an Apple and amazon if they provided a mobile service because the customer experience will be better. Right? They need to start focusing on us. They have great businesses but they want to make them better. They need to start focusing on the subscriber, so >>it's a partnership with the ecosystem then for them to go beyond just straight connectivity because you're right, those are the brands that we want to do business >>with. You know, there was a great survey, Peter Atherton who will be talking as a speaker I think um I can't remember when he's talking but he was talking about how there was a survey done, where would you rather get your mobile service from? And it had a couple of big names in telco and then of course the obvious, you know, consumer brands, the ones that we all know and it was like overwhelmingly would rather buy from an amazon or an apple. And I'm like, this is like if you guys don't change, right, if telco doesn't change they keep rolling out 60 and blah blah blah. It's about the network and I don't start making about the subscriber right? Those revenues are going to continue to erode and they just sit there and complain about the O. T. T. Players. Like it's time to fight back. Yeah, I own the subscriber >>relationship. It's a digital revolution and I think This event really encapsulates in my mind this hybrid world here because it's physical events back. It's been since 2019 winter that this event actually happened. >>Well no it was even longer than, well I guess winter it was February of 19, right? And so like you look at ericsson and some of the big names that dropped out of the show, the time they come back, three years will have passed three years, right? This is how you feel your sales funnel is how you connect with your customers right? Tokyo is a very global, you know experience and so you gotta, you gotta get in front of people and you got to talk a >>lot of change to its happened, look at just what public clouds done in 2.5 years. You imagine three years being just >>gone, right? And I think a lot of people back to edition A. W. S. I think the industry was a little bit surprised by that announcement. So I've been telling executives if you were surprised by that, if you think that's, you know, if you don't know how that's gonna work, you need to come to cloud cities, you start meeting all the vendors are here. We have over 30 vendors, 70 demos, right? People who are pushing the technology forward, you need to learn what's going on here. We have several dish vendors here. Come learn about open rand, come learn about public cloud. So >>we're tight on time today, but we're going to have you back and we want to get into the tech, Get it to open, ran a little bit, get into what 5G and beyond and how we're going to take advantage of that and monetize it and what that all means. >>And also we want to hear what's going on the hallways. I know you got a lot of your key noting, you're gonna be a lot of events, the yacht. You've got a lot of briefings, >>yep. Yeah, I've already had two meetings this morning. I shot a video. Um, I met with one of the world's largest groups and I met with a tiny little super app company. Right? So running the gamut, doing everything reporter >>now, we could be like our roaming >>reporter. You know, I love, I love talking to execs and telco getting their perspective on what is public cloud and where are they going, what are they thinking about? And you talked to people who really, really get it and you get people who are just nascent and everywhere in between and I love mwc it's going great. >>Daniel Rose and you are a digital revolution telco DDR. There's amazing. Davis has been fantastic. Again for the folks watching, this is a hybrid events, there's an online component and we're reaching out with our remote interviews to get people brought in and we're shipping this content out to the masses all over the world. It's gonna be really amazing cube coverages here. It's gonna be rocking you guys are doing great. I just want to give you a compliment that you guys just did an amazing job. And of course we've got adam in the studio with the team. So adam, I'm gonna pass it off back to you in the studio

>>Welcome back to the cubes coverage of dr khan 2021. I'm john for your host of the cube. We're here with Amanda Silver, corporate vice president, product developer division at Microsoft. Amanda, Great to see you you were on last year, Dr khan. Great to see you again a full year later were remote. Thanks for coming on. I know you're super busy with build happening this week as well. Thanks for making the time to come on the cube for Dr khan. >>Thank you so much for having me. Yeah, I'm joining you like many developers around the globe from my personal home office, >>developers really didn't skip a beat during the pandemic and again, it was not a good situation but developers, as you talked about last year on the front lines, first responders to creating value quite frankly, looking back you were pretty accurate in your prediction, developers did have an impact this year. They did create the kind of change that really changed the game for people's lives, whether it was developing solutions from a medical standpoint or even keeping systems running from call centres to making sure people got their their their goods or services and checks and and and kept sanity together. So. >>Yeah absolutely. I mean I think I think developers you know get the M. V. P. Award for this year because you know at the end of the day they are the digital first responders to the first responders and the pivot that we've had to make over the past year in terms of supporting remote telehealth, supporting you know online retail, curbside pickup. All of these things were done through developers being the ones pushing the way forward remote learning. You know my kids are learning at home right behind me right now so you might hear them during the interview that's happening because developers made that happen. >>I don't think mom please stop hogging the band with, they've got a gigabit. Stop it. Don't be streaming. My kids are all game anyway, Hey, great to have you on and you have to get the great keynote, exciting to see you guys continue the collaboration with Docker uh with GIT hub and Microsoft, A great combination, it's a 123 power punch of value. You guys are really kind of killing it. We heard from scott and dan has been on the cube. What's your thoughts on the partnership with the developer division team at Microsoft with Doctor, What's it all about this year? What's the next level? >>Well, I mean, I think, I think what's really awesome about this partnership is that we all have, we all are basically sharing a common mission. What we want to do is make sure that we're empowering developers, that we're focused on their productivity and that we're delivering value to them so they can do their job better so that they can help others. So that's really kind of what drives us day in and day out. So what we focus on is developer productivity. And I think that's a lot of what dana was talking about in her session, the developer division. Specifically, we really try to make sure that we're improving the state of the art from modern developers. So we want to make sure that every keystroke that they take, every mouse move that they make, it sounds like a song but every every one of those matter because we want to make sure that every developers writing the code that only they can write and in terms of the partnership and how that's going. You know my team and the darker team have been collaborating a ton on things like dr desktop and the Doctor Cli tool integrations. And one of the things that we do is we think about pain points and various workflows. We want to make sure that we're shaving off the edges of all of the user experience is the developers have to go through to piece all of these applications together. So one of the big pain points that we have heard from developers is that signing into the Azure cloud and especially our sovereign clouds was challenging. So we contributed back to uh back to doctor to actually make it easier to sign into these clouds. And so dr developers can now use dr desktop and the Doctor Cli to actually change the doctor context so that its Azure. So that makes it a lot easier to connect the other. Oh, sorry, go ahead. No, I was just >>going to say, I love the reference of the police song. Every breath you take, every >>mouth moving. Great, >>great line there. Uh, but I want to ask you while you're on this modern cloud um, discussion, what is I mean we have a lot of developers here at dr khan. As you know, you guys know developers in your ecosystem in core competency. From Microsoft, Kublai khan is a very operator like focus developed. This is a developer conference. You guys have build, what is the state of the art for a modern cloud developer? Could you just share your thoughts because this comes up a lot. You know, what's through the art? What's next jan new guard guard? It's his legacy. What is the state of the art for a modern cloud developer? >>Fantastic question. And extraordinarily relevant to this particular conference. You know what I think about often times it's really what is the inner loop and the outer loop look like in terms of cycle times? Because at the end of the day, what matters is the time that it takes for you to make that code change, to be able to see it in your test environment and to be able to deploy it to production and have the confidence that it's delivering the feature set that you need it to. And it's, you know, it's secure, it's reliable, it's performance, that's what a developer cares about at the end of the day. Um, at the same time, we also need to make sure that we're growing our team to meet our demand, which means we're constantly on boarding new developers. And so what I take inspiration from our, some of the tech elite who have been able to invest significant amounts in, in tuning their engineering systems, they've been able to make it so that a new developer can join a team in just a couple of minutes or less that they can actually make a code change, see that be reflected in their application in just a few seconds and deploy with confidence within hours. And so our goal is to actually be able to take that state of the art metric and democratize that actually bring it to as many of our customers as we possibly can. >>You mentioned supply chain earlier in securing that. What are you guys doing with Docker and how to make that partnership better with registries? Is there any update there in terms of the container registry on Azure? >>Yeah, I mean, you know, we, we we have definitely seen recent events and and it almost seems like a never ending attacks that that you know, increasingly are getting more and more focused on developer watering holes is how we think about it. Kind of developers being a primary target um for these malicious hackers. And so what it's more important than ever that every developer um and Microsoft especially uh really take security extraordinarily seriously. Our engineers are working around the clock to make sure that we are responding to every security incident that we hear about and partnering with our customers to make sure that we're supporting them as well. One of the things that we announced earlier this week at Microsoft build is that we've actually taken, get have actions and we've now integrated that into the Azure Security Center. And so what this means is that, you know, we can now do things like scan for vulnerabilities. Um look at things like who is logging in, where things like that and actually have that be tracked in the Azure security center so that not just your developers get that notification but also your I. T. Operations. Um In terms of the partnership with dR you know, this is actually an ongoing partnership to make sure that we can provide more guidance to developers to make sure that they are following best practices like pulling from a private registry like Docker hub or at your container registry. So I expect that as time goes on will continue to more in partnership in this space >>and that's going to give a lot of confidence. Actually, productivity wise is going to be a big help for developers. Great stuff is always good, good progress. They're moving the needle. >>Last time we >>spoke we talked about tools and setting Azure as the doctor context duty tooling updates here at dot com this year. That's notable. >>Yeah, I mean, I think, you know, there's one major thing that we've been working on which has a big dependency on docker is get help. Code space is now one of the biggest pain points that developers have is setting up a new DEV box, which they often have to do when they are on boarding a new employee or when they're starting a new project or even if they're just kicking the tires on a new technology that they want to be able to evaluate and sometimes creating a developer environment can actually take hours um and especially when you're trying to create a developer environment that matches somebody else's developer environment that can take like a half a day and you can spend all of your time just debugging the differences in environment variables, for example, um, containers actually makes that much easier. So what you can do with this, this services, you can actually create death environment spun up in the cloud and you can access it in seconds and you get from there are working coding environment and a runtime environment and this is repeatable via containers. So it means that there's no inadvertent differences introduced by each DEV. And you might be interested to know that underneath this is actually using Docker files and dr composed to orchestrate the debits and the runtime bits for a whole bunch of different stacks. And so this is something that we're actually working on in collaboration with the with the doctor team to have a common the animal format. And in fact this week we actually introduced a couple of app templates so that everybody can see this all in action. So if you check out a ca dot m s forward slash app template, you can see this in action yourself. >>You guys have always had such a strong developer community and one thing I love about cloud as it brings more agility, as we always talk about. But when you start to see the enterprise grow into, the direction is going now, it's almost like the developer communities are emerging, it's no longer about all the Lennox folks here and the dot net folks there, you've got windows, you've got cloud, >>it's almost >>the the the solidification of everyone kind of coming together. Um and visual studio, for instance, last year, I think you were talking about that to having to be interrogated dr composed, et cetera. >>How do you see >>this melting pot emerging? Because at the end of the day, you pick the language you love and you got devops, which is infrastructure as code doesn't matter. So give us your take on where we are with that whole progress of of making that happen. >>Well, I mean I definitely think that, you know, developer environments and and kind of, you know, our approach to them don't need to be as dogmatic as they've been in the past. I really think that, you know, you can pick the right tool and language and stand developer stack for your team, for your experience and you can be productive and that's really our goal. And Microsoft is to make sure that we have tools for every developer and every team so that they can build any app that they want to want to create. Even if that means that they're actually going to end up ultimately deploying that not to our cloud, they're going to end up deploying it to AWS or another another competitive cloud. And so, you know, there's a lot of things that we've been doing to make that really much easier. We have integrated container tools in visual studio and visual studio code and better cli integrations like with the doctor context that we had talked about a little bit earlier. We continue to try to make it easier to build applications that are targeting containers and then once you create those containers it's much easier to take it to another environment. One of the examples of this kind of work is now that we have WsL and the Windows subsystem for Lennox. This makes it a lot easier for developers who prefer a Windows operating system as their environment and maybe some tools like Visual Studio that run on Windows, but they can still target Lennox with as their production environment without any impedance mismatch. They can actually be as productive as they would be if they had a Linux box as their Os >>I noticed on this session, I got to call this out. I want to get your reaction to it interesting. Selection of Microsoft talks, the container based development. Visual studio code is one that's where you're going to show some some some container action going on with note and Visual Studio code. And then you get the machine learning with Azure uh containers in the V. S. Code. Interesting how you got, you know, containers with V. S. And now you've got machine learning. What does that tell the world about where Microsoft's at? Because in a way you got the cutting edge container management on one side with the doctor integration. Now you get the machine learning which everyone's talking about shifting, left more automation. Why are these sessions so important? Why should people attend? And what's the what's the bottom line? >>Well, like I said, like containers basically empower developer productivity. Um that's what creates the reputable environments, that's what allows us to make sure that, you know, we're productive as soon as we possibly can be with any text act that we want to be able to target. Um and so that's kind of almost the ecosystem play. Um it's how every developer can contribute to the success of others and we can amor ties the kinds of work that we do to set up an environment. So that's what I would say about the container based development that we're doing with both visual studio and visual studio code. Um in terms of the machine learning development, uh you know, the number of machine learning developers in the world is relatively small, but it's growing and it's obviously a very important set of developers because to train a machine learning uh to train an ml model, it actually requires a significant amount of compute resources, and so that's a perfect opportunity to bring in the research that are in a public cloud. Um What's actually really interesting about that particular develop developer stack is that it commonly runs on things like python. And for those of you who have developed in python, you know, just how difficult it is to actually set up a python environment with the right interpreter, with the right run time, with the right libraries that can actually get going super quickly, um and you can be productive as a developer. And so it's actually one of the hardest, most challenging developer stacks to actually set up. And so this allows you to become a machine learning developer without having to spend all of your time just setting up the python runtime environment. >>Yeah, it's a nice, nice little call out on python, it's a double edged sword. It's easier to sling code around on one hand, when you start getting working then you gotta it gets complicated can get well. Um Well the great, great call out there on the island, but good, good, good project. Let me get your thoughts on this other tool that you guys are talking about project tie. Uh This is interesting because this is a trend that we're seeing a lot of conversations here on the cube about around more too many control planes. Too many services. You know, I no longer have that monolithic application. I got micro micro applications with microservices. What the hell is going on with my services? >>Yeah, I mean, I think, you know, containers brought an incredible amount of productivity in terms of having repeatable environments, both for dev environments, which we talked about a lot on this interview already, but also obviously in production and test environments. Super important. Um and with that a lot of times comes the microservices architecture that we're also moving to and the way that I view it is the microservices architecture is actually accompanied by businesses being more focused on the value that they can actually deliver to customers. And so they're trying to kind of create separations of concerns in terms of the different services that they're offering, so they can actually version and and kind of, you know, actually improve each of these services independently. But what happens when you start to have many microservices working together in a SAS or in some kind of aggregate um service environment or kind of application environment is it starts to get unwieldy, it's really hard to make it so that one micro service can actually address another micro service. They can pass information back and forth. And you know what used to be maybe easy if you were just building a client server application because, you know, within the server tear all of your code was basically contained in the same runtime environment. That's no longer the case when every microservices actually running inside of its own container. So the question is, how can we improve program ability by making it easier for one micro service that's being used in an application environment, be to be able to access another another service and kind of all of that context. Um and so, you know, you want to be able to access the service is the the api endpoint, the containers, the ingress is everything, make everything work together as though it felt just as easy as as um you know, server application development. Um And so what this means as well is that you also oftentimes need to get all of these different containers running at the same time and that can actually be a challenge in the developer and test loop as well. So what project tie does is it improves the program ability and it actually allows you to just write a command like thai run so that you can actually in stan she ate all of these containers and get them up and running and basically deploy and run your application in that environment and ultimately make the dev testing or loop much faster >>than productivity gain. Right. They're making it simple to stand up. Great, great stuff. Let me ask you a question as we kind of wrap down here for the folks here at Dakar Con, are >>there any >>special things you'd like to talk about the development you think are important for the developers here within this space? It's very dynamic. A lot of change happening in a good way. Um, but >>sometimes it's hard to keep >>track of all the cool stuff happening. Could you take a minute to, to share your thoughts on what you think are the most important develops developments in this space? That that might be interesting to ducker con attendees. >>I think the most important things are to recognize that developer environments are moving to containerized uh, environments themselves so that they can be repeated, they can be shared, the work, configuring them can be amortized across many developers. That's important thing. Number one important thing. Number two is it doesn't matter as much what operating system you're running as your chrome, you know, desktop. What matters is ultimately the production environment that you're targeting. And so I think now we're in a world where all of those things can be mixed and matched together. Um and then I think the next thing is how can we actually improve microservices, uh programming development together um so that it's easier to be able to target multiple micro services that are working in aggregate uh to create a single service experience or a single application. And how do we improve the program ability for that? >>You know, you guys have been great supporters of DACA and the community and open source and software developers as they transform and become quite frankly the superheroes for the transformation, which is re factoring businesses. So this has been a big thing. I'd love to get your thoughts on how this is all coming together inside Microsoft, you've got your division, you get the developer division, you got GIT hub, got Azure. Um, and then just historically, and he put this up last year army of an ecosystem. People who have been contributing encoding with Microsoft and the partners for many, many decades. >>Yes. The >>heart Microsoft now, how's it all working? What's the news? I get Lincoln, Lincoln, but there's no yet developer model there yet, but probably is soon. >>Um Yeah, I mean, I think that's a pretty broad question, but in some ways I think it's interesting to put it in the context of Microsoft's history. You know, I think when I think back to the beginning of my career, it was kind of a one stack shop, you know, we was all about dot net and you know, of course we want to dot net to be the best developer environment that it can possibly be. We still actually want that. We still want that need to be the most productive developer environment. It could we could possibly build. Um but at the same time, I think we have to recognize that not all developers or dot net developers and we want to make sure that Azure is the most productive cloud for developers and so to do that, we have to make sure that we're building fantastic tools and platforms to host java applications, javascript applications, no Js applications, python applications, all of those things, you know, all of these developers in the world, we want to make sure it can be productive on our tools and our platforms and so, you know, I think that's really kind of the key of you know what you're speaking of because you know, when I think about the partnership that I have with the GIT hub team or with the Azure team or with the Azure Machine learning team or the Lincoln team, um A lot of it actually comes down to helping empower developers, improving their productivity, helping them find new developers to collaborate with, um making sure that they can do that securely and confidently and they can basically respond to their customers as quickly as they possibly can. Um and when, when we think about partnering inside of Microsoft with folks like linkedin or office as an example, a lot of our partnership with them actually comes down to improving their colleagues efficiency. We build the developer tools that office and lengthen are built on top of and so every once in a while we will make an improvement that has, you know, 5% here, 3% there and it turns into an incredible amount of impact in terms of operations, costs for running these services. >>It's interesting. You mentioned earlier, I think there's a time now we're living in a time where you don't have to be dogmatic anymore, you can pick what you like and go with it. Also that you also mentioned just now this idea of distributed applications, distributed computing. You know, distributed applications and microservices go really well together. Especially with doctor. >>Can you share >>your thoughts on the framework that you guys released called Dapper? >>Yeah, yeah. We recently released Dapper. It's called D A P R. You can look it up on GIT hub and it's a programming model for common microservices pattern, two common microservices patterns that make it really easy and automatic to create those kinds of microservices. So you can choose to work with your favorite state stores or databases or pub sub components and get things like cloud events for free. You can choose either http or g R B C so that you can get mesh capabilities like service discovery and re tries and you can bring your own secret store and easily be able to call it from any environment variable. It's also like I was talking about earlier, multi lingual. Um so you don't need to embrace dot net, for example, as you're programming language to be able to benefit from Dapper, it actually supports many programming languages and Dapper itself is actually written and go. Um and so, you know, all developers can benefit from something like Dapper to make it easier to create microservices applications. >>I mean, always great to have you on great update. Take a minute to give an update on what's going on with your division. I know you had to build conference this week. V. S has got the new preview title. We just talked about what are the things you want to get to plug in for? Take a minute to get to plug in for what you're working on, your goals, your objectives hiring, give us the update. >>Yeah, sure. I mean, you know, we we built integrated container tools in visual studio uh and the Doctor extension and Visual Studio code and cli extensions. Uh and you know, even in this most recent release of our Visual Studio product, Visual Studio 16 10, we added some features to make it easier to use DR composed better. So one of the examples of this is that you can actually have uh Oftentimes you need to be able to use multiple doctor composed files together so that you can actually configure various different container environments for a single single application. But it's hard sometimes to create the right Yeah. My file so that you can actually invoke it and invoke the the container and the micro services that you need. And so what this allows you to do is to actually have just a menu of the different doctor composed files so that you can select the runtime and test environment that you need for the subset of the portion of the application that you're working on at the end of the day. This is always about developer productivity. You know, like I said, every keystroke matters. Um and we want to make sure that you as a developer can focus on the code that only you can Right. >>Amanda Silver, corporate vice president product development division of Microsoft. Always great to see you and chat with you remotely soon. We'll be back in in real life with real events soon as we come out of the pandemic and thanks for sharing your insight and congratulations on your success this year and and congratulations on your announcement here at Dakar Gone. >>Thank you so much for having me. >>Okay Cube coverage for Dunkirk on 2021. I'm John for your host of the Cube. Thanks for watching. Mhm

>>Hello and welcome to the cubes coverage of dr khan 2021. I'm john Kerry, host of the cube agent I own L. C. Ceo and co founder chairman of Morantes cube alumni Adrian Great to see you. Thanks for coming on the cube here for dr khan coverage. Good to see you. Hey >>john nice to see. You gotta do. >>So obviously open source innovation continues. You guys are at the forefront of it. Great to see you what's new Miranda's, give us the update on what's happening. >>Well, I mean what's, what's interesting is we've had one of the best years ever last year and it's very much more continuous, you know, into this year. It's pretty fantastic. We wanted about 160 new customers. Kubernetes is definitely on a tear. We see customers doing bigger and bigger and more exciting things, which is absolutely great to say lens is getting tremendous destruction and I think we have a five fold increase in user base within a year. So it's a lot of fun Right now, customers are definitely pushing the boundaries of what benefits can do. And they want to get the cloud native infrastructure and they want to get there faster and they want to be big and exciting things. And we are so happy to be part of the right. >>You guys are investing in brand new open source solutions for customers. Give us an update on on why and why do they matter for your customer? >>Well, there are, let me unpack this a little bit and there are really two elements to this. One is wide. Open Source and what's new. What matters. So the open source is not new, but open source is being embraced more and more heavily. Bye bye companies everywhere because just a very flexible and cost efficient and highly innovative way to to use innovation and to continue software and a lot of innovation these days is happening the open source communities, which is why it's super exciting for many, many users now. What's new with us? I think there are two really terrific things that we brought the market that we see, get a lot of interest and attention from our customers and create value. One is this idea of delivering, including the infrastructure that's been in space as a service for some of the largest news cases out there. Very large enterprises. We want to have a cloud experience on prime just like they have it in public clouds. That is absolutely fantastic. And that's new and different and very, very exciting. Customs. The second thing that's new and compelling and exciting is the is lands which is this kubernetes, i. e. that has empowered in the meantime, close to 180,000 communities, developers around the world to make it much much easier to take advantage of genetics. So you can think of it as a I. D. And a D. Bugger for anybody who is using genetics on public clouds or on on private infrastructure. That is getting tremendous traction and adoption. >>The interest in kubernetes has been unbelievable. I mean in coop con we saw kubernetes almost become boring in the sense of like it's everyone's using it and there's still now it's enabling a lot more cloud native development. Why does that lens matter what is the benefit? Because that's that's a killer opportunity because kubernetes is actively being adopted. The general consensus is it's delivering the value. >>Yeah. So let me unpack this in two aspects why Wise Bennett is important, why people adopting it and then how it lands adding value on top of it for people who want to use humanity's common. It is tremendously important is because it solves some very, very fundamental problems for developers and operators when building cloud native applications. These are problems that are very essential to actually operating in production but are really unpleasant people to solve, like availability, scalability, reusability of services. So all of that with amenities comes right out of the box and developers no longer have to worry about it. And at the same time, the benefits gives you a standard where you can build apps on public clouds and then move them on prem or build them on trend with them on public clouds and anywhere in between. So it gives a kind of this universal cloud native standard that you as a developer can rely on. And that's extremely valuable for developers. We all remember from the java times when java came online, people really value this idea of white ones run anywhere and that's exactly what benefits does for you in a clown in the world. So it's extremely screaming valuable for people. Um now how does let's add value in this context is also very exciting. So what's happening when you build these applications on a minute? This is that you have many, many services which interact with each other in fairly complex and sometimes unpredictable ways and they're also very much interact with the infrastructure. So you have you can you can imagine kind of this jungle this label building of many different cloud native services working together to build your app, run your app well, how are you going to navigate that and debug that as a developer as you build and optimize your code. So what lengths does it gives you kind of like a real time poppet of pounds of console. You can imagine like you're a fighter pilot in this jet and you have all these instruments kind of coming out here and gives you like this fantastic real time situational awareness. So you can very quickly figure out what is it that you need to do? Either fixing a bug in your application or optimize the performance of the code of making more your rival fixing security issues. And it makes it extremely easy for developers to use. Right? But this tradition has been hard to use complicated, this makes it super fast, easy, have a lot of fun. >>You know, that is really the great theme about this conference this year and your point exactly is developer experience making it simpler and easier. Okay. And innovative is really hits the mark on productivity. I mean and that's really been a key part. So I think that's why I think people are so excited about kubernetes because it's not like some other technologies that had all the setup requirement and making things easier to get stood up and manage. Its huge. So congratulations. A great point, great call out there, great insight. The next question to ask you is you guys have coined the term software factory. Um, yeah, this kind of plays into this. If you have all the services, you can roll them up together with lens and those tools, it's gonna be easier, more productive. So that means it's more software, open source is the software factory to what does that term mean? And how >>it is leverage. Yeah, So here's what it means to us. And so, as you know, today, Soft is being produced by two groups working together to build software, uh, certainly the poor people are the developments, these are the people who create the core functionality. Imagine all the software should be architected and ultimately ship the code right? And maintain the code, but the developers today don't operate just by themselves. They have their psychics, they have their friends for often platform engineering and platform engineers. These are the people who are helping developers, you know, make some of the most important choices as to which platform states we should use, which services they should use, how they should think about governance. How should they think about cloud infrastructure they should use, which open source libraries they should use. How often they should be fresh those libraries and support. So this platform engineers create if you want the factory, the substrate and the automation, which allows these developers to be highly productive. And the analogy want to make is the chip design, right. If you imagine ship design today, you take advantage of a lot of software, a lot of tooling and a lot of free package libraries. You get your job done, you're not doing it by yourself. Uh just wiring transistors together or logical elements. You do it using a massive amount of automation and software, like recent polls. So that's that's what we aim to provide you to customers because what we discovered is that customers, I don't want to be in the business of buildings off the factories, They don't want to be in the business or building platform engineering teams. If they can avoid it, they just do it because they have no choice. But it's difficult for them to do. It's cumbersome, it's expensive. It's a one off. It really doesn't create any unique business value because the platform engineering for a bank is very similar to the platform engineering for, let's say, an oil gas company or the insurance company. Um So we do it for them turnkey as a service. So they can be focusing on what Madison's for that. >>That's a great inside. I love that platform engineering, enabling software developers because, you know, look at sas throwing features together. Being a feature developer is cool. And and and the old days of platform was the full stack developer. And now you have this notion of platform as a service in a way, in this kind of new way. What's different agents? You've seen these waves of innovation? Certainly an open source that we've been covering your career for over a decade uh with more Anderson and open stick and others. This idea of a platform that enables software. What's changed now about this new substrate, you mentioned what's different than the old platform model? >>Uh That's a wonderful question. Uh a couple of things are different. So the first thing that's different is the openness and uh, and that everything is based on open source frameworks as opposed to platforms that we that are highly opinionated and, and I lock in. So I think that's that's a very, very fundamental difference. If you're looking at the initial kind of platform as a service approaches, there were there were extremely opinionated and very rigid and not always open source or just a combination between open source and proprietary. So that's one very big difference. The second very big difference is the emphasis on, and it goes along with the first one, the emphasis on um, multi cloud and infrastructure independence, where a platform is not wedded to a particular stack, where it's a AWS stack or a uh, an Azure stack or the EMR stack. And, and but it's truly a layer above. That's completely open source center. >>Yeah. >>And the third thing that is different is the idea that it's not just the software, the software alone will not do the job, you need the software and the content and the support and the expertise. If you're looking at how platform engineering is done at the large company like Apple, for example, facebook, it's really always the combination of those three things. It's the automation framework, the software, It's the content, the open source libraries or any other libraries that you create. And then it's the expertise that goes all this together and it's being offered to developers to be able to take advantage of this like soft factory. So I think these are the major differences in terms of where we are today was five years ago, 10 years ago. >>Thank you for unpacking that for I think that's a great uh great captures the shift and value. This brings up my next uh question for you because you know, you take that to the next level. DeVOps is now also graduating to a whole another level. The future of devops uh and software engineering more and more around kubernetes and your tools like lens and others managing the point. What is the new role of devops? Obviously Deb see cops but devops is now changing to What's the future of devops in your opinion? >>Well, I believe that there is going to become more and more integrated where our option is going to become uh something like Zero Arts, where are you going to be fully automated And something that's being delivered entirely through software and developers will be able to focus entirely, on, on creating and shipping code. I think that's the major, that's a major change that's happening. The problem is still yet I think to be solved like 100% correctly is the challenge of the last mile. like deploying that code on on on the infrastructure and making sure that he's performing correctly to the sls and optimizing everything. I also believe that the complexity veneta is very powerful by the same time offers a lot of room for complexity. There are many knobs and dials that you can turn in these microservices based architecture. And what we're discovering now is that this complexity kind of exceeds the ability of the individual developer or even a group of developers who constantly optimize things. So I believe what we will see is a I machine learning, taking charge of optimizing a lot of parameters, operating parameters around the applications and that unemployment benefits to ensure those applications perform to the expectations of the illness. And that might mean performing to a very high standard security. Or it might mean performing to a very a low latency in certain geography. Might mean performing too a very low cost structure that you can expect and those things can change over time. Right? So this challenge of operating an application introduction Burnett is substrate is I think dramatically higher than on just additional cloud infrastructure or virtualization. Because you have so many services inter operating with each other and so many different parameters you can set for machine learning and Ai >>I love the machine learning. Ai and I'd love to just get your thoughts on because I love the Zero ops narrative Because that's day one zero ops now that you're here day to being discussed and people are also hyping up, you know, ai Ops and other things. But you know this notion of day to, okay, I'm shipping stuff in the cloud and I have to have zero ops on day 234 et cetera. Uh, what's your take on that? Because that seems to be a hot air that customers and enterprises are getting in and understanding the new wave, writing it and then going, wait a minute pushing new code that's breaking something over there I built months ago. So this is just notion of day to obstacle. But again, if you want to be zero ops, it's gonna be every day. >>Oh, I think you hit the nail on the head. I don't think there's going to be a difference between they want the zero they want and today chair, I think every day is going to be the zero. And the reason for that is because people will be shipping all the time. So your application will change all the time. So the application will always be fresh, so it will always be there zero. So zero ops has to be there all the time. Not just in the birthday. >>Great slogan! Every day is day zero, which means it's going well. I mean there's no no problems. So I gotta ask you the question was one of the big things that's coming up as well as this idea of an SRE not new to devops world, but as enterprises start to get into an SRE role where with hybrid and now edge becoming people not just industrial, um there's been a lot of activity going on a distributed basis. So you're gonna need to have this kind of notion of large scale and 00 ops, which essentially means automation, all those things you mentioned, >>not everyone can >>afford that. Um Not every company can afford to have you know hardcore devops groups to manage and their release process, all that stuff. So how are you helping customers and how do you see this problem being solved? Because this is the accelerant people want, they want the the easy button, they want the zero ops but they just they don't they can't pipeline people fast enough to do this role. >>Yeah. What you're describing is the central differentiator we bring to customers is this idea of as a service experience with guaranteed outcomes. So that's what makes us different versus the traditional enterprise infrastructure software model where people just consume software vendors and system integrate themselves and then are in charge of operations themselves and carrying the technical risks themselves. We deliver everything as a service with guaranteed outcomes through the through cloud native experience. That means guaranteed as L. A. Is predictable outcomes, continuous updates, continuous upgrades. Your on prem infrastructure or your edge infrastructure is going to look and feel and behave exactly like a public cloud experience where you're not going to have to worry about sRS or maintaining the underlying being delivered to you as a service. That's a big part, that's a central part of what makes us different in this space. >>That's great value proposition. Can you just expand give an example of a use case where you guys are doing that? Because this is something that I'm seeing a lot of people looking to go faster. You know speed is good but also it could kill right? So you can break things if you go to a. >>Yeah absolutely. I can give you several examples where we're doing this um very exciting company. So one companies booking dot com booking dot com as a massive on from infrastructure but they also massive public cloud consumer. And they decided they want to bring their own infrastructure to the cloud level of automation, cloud level Sophistication, in other words, they want to have their Aws on brand, they wanted to the old, so eccentric and we're delivering this to them with very high in the cell is exactly as a service turnkey Where there is nothing for them to system in grade or to tune and optimize and operate is being really operating 24/7 guaranteed sls and outcomes by us. Well, combination of soft film expertise that we have at massive scale and to the standards of booking dot com. This is one example, another example and this is a very large company um is the opposite side of the spectrum. You know, because they're not called Mexico super successful. Soft as a service company in the security space, growing in leaps and bounds in very high technical demands and security demands. And they want to have an on prem and cloud infrastructure to complement public clouds. Why? Because security is very important to them. Latency is very important to them. Control the customer experience is very important to them. Cost is very important to them. So for that reason they want that in a network of data centers around the globe And we provide that for them. Turnkey as a service than before seven, which enables them to focus 100% on building their own sense on their the functionality which matters to their customers and not have to worry about the underlying cloud infrastructure in their data centers. All of that gets provided to them has guaranteed about experience to their end users. So this would be the examples where we're doing a >>great service. People are looking for a great job. Adrian, Great to see you. Thank you for coming on the cube here, doc are gone 2021. Um, take a minute to put a plug in for the company. What are you guys up to? What you're looking for hiring? I'll see. You got great tracks with customers, congratulates on lens. Um give a quick update on what's going >>on. Happy happy to give it up in the company. So he, here are the highlights. It was super excited about about what we achieved last year and then what we're up to this year. So last year, what we're proud of is despite Covid, we haven't laid off a single person. We kept all the staff and we hired staff. We have gained 160 new customers, many of them, some of the world's largest and best companies and 300 of all existing customers have expanded their business with us last year, which is fantastic. We also had a very strong financial physical cash flow positive. It was a tremendous, tremendous here for us. Uh, this year is very much growth here for us and we would incredible focus on customer outcomes and customer experience. So what we are really, really digging in super hard on is to give the customers the technology and the services that enable them to get to ship software faster and easier to dramatically increase the productivity of dissolved the development efforts on any cloud infrastructure on crime and public clouds using containers and is and to do that as scale. So we're extremely focused on customer outcomes, custom experience and then the innovation is required to make that happen. So you will continue to see a lot of innovation around lens. So the last better release of lens that we brought about has now a cloud service and have a lot of feature where you can share all your cloud automation with your bodies, in, in uh, in uh, in your development team. So the lens used to be a single user product. Now it's a multi user and team based product, which is fantastic, continues to grow very quickly. And then container cloud as a service. Uh, it's a very big part that we're meeting on the infrastructure side. Are you get quite >>the open source cloud company. Adrian. Congratulations. We've been again following even on the many waves of innovation. Open stack, large scale open source software. Congratulations. >>Uh chris >>Thank you very much for coming on the cube. >>Yeah. >>Okay. Dr khan 2021 cube coverage. I'm john furrier here where the Gi Enel Ceo, co founder and chairman of Miranda's sharing his perspective on the open source innovation with their process and also key trends in the industry that is changing the game in accelerating cloud value cloud scales. Cloud native applications. Thanks for watching. Mhm.

>>lost myself. >>You know, one of the things that I love about the Cuba being doing it for 11 years now is that everyone that we interviewed years and years ago, they all getting promoted. So much fun to watch everyone grow and and now it's stews over there now so it's fun to get to do something. When >>are you gonna, are you gonna get to interview stew for? Way >>to put them on the hot seat? I think he's afraid actually >>throughout all the talking points. Right. 1st question. The way >>we do miss too. I will say that it is amazing. Okay, I'm ready to go. >>Red >>Hat Summit read. Pat Summitt, we're coming to you in. Hello and welcome back to the Red Hat Summit 2021 virtual coverage I'm john for is the cube coverage of Palo alto with the remote interviews for our virtual conference. You've got two great guests cube alumni's Tom Anderson VP of answerable automation platform and Robyn Bergeron who's the Senior manager and small community community architect and all the great things involved, Robyn great to see you tom. Thanks for coming back on red hat some of this year. Virtual. Good to see you. >>Thanks for having us. >>So since last summit, what's the updates on the answerable community and the automation platform? Tom we'll start with you automation platform. What's the big updates? >>Yeah. So since the last time a lot has happened in the unanswerable land. If you will also last time that we were talking about constant collections have given distribution format or the integrations that ends this close. So a lot of the content. Uh huh. As well as the commercial users we launched last year a fucking program certified contact program with our partners and including partners to certify the content collections today. Create co certify them where we work together to make sure that they're uh developed against and tested against a proper step so that both of us can provide them to our customer basis with confidence that they're going to be working informed broccoli and that we red hat and our partners co support those out in our customers production parts. That was a big deal. The other thing that we announced late last fall was the private automation hub. And that's the idea where our customers obviously appreciate the idea of being able to go to Ansel Galaxy or the answerable automation to go and grab these content collections. This these integrations and bring them down in their environment. They wanted a way that they wanted a methodology where there are a repository where they can curate content from different sources and then manager across the environment. The automation across their environment. Kind of leaning into a little bit of automation content as code if you will. And um, so we launched the automation of the private automation hub where that sits in our customers infrastructure, whether that's in the cloud or on premises with both, and allows them to grab content from Galaxy from the answer automation. Uh, the answer automation hub on cloud got red hat dot com as well as their internally developed content and to be able to manage and provide that across their organization governed by a set of policies. So lots of stuff is going on real advancement in the amount of content that we provide, uh, the amount of collections that we provide them certified up for customers and and the ability to manage that company across the teams. >>I want to do a drill down on some of the unification of teams, which is a big message as well as operating scale because that's the super value proposition you guys have and want to get that. But robert, I want to come back to you on the community so much has gone on, we are now into the pandemic for almost a year and a half now, um it's been a productivity boom. People, developers have been working at home for a long time, so it's not a new workflow for them, but you've seen a lot more productivity. What has changed in the community since last summit? Again, virtual to virtual again between the Windows here, event Windows, you guys have a lot going on. What's new in the community gets an update? >>Yeah, well, I mean if we go back to summit, you know, this time ish, you know, last year we were wrapping up more or less the, it was, you know, we used to have, you know, everything you would install answerable, you would get all the modules, you get everything, you know, it was all all all together, which, you know, is great for new users who don't want to have to figure things out. It helps them to really get up and started running quickly. Um and But, you know, for a from a community perspective, trying to manage that level of complexity turned out to be pretty hard. So the move to collection was actually great for, you know, not just, you know, for a user perspective, but also from a community perspective. Um and we came out with the answerable to 10 that was last fall, I believe, and that was the first real release advance. Well, where we had, you know, collections were fully in stan she hated uh you know, they were available on Galaxy, but you can also get them as part of the animal community distribution. Um, fast forward to now. You know, we just had the answer to all three point oh release here in february and we're looking to answer bill ford auto here in early May. So, you know, there's been a lot of activity, a lot has improved honestly as a result of the changes that we've made, it's made it a lot easier for contributors to get in with a smaller group that's more of their size and you know, be able to get start and identify, you know, who are, they're interested peers in the community. So that's been a boon for us honestly. Um, you know, the pandemic otherwise is, you know, I think taught all of us, you know, certainly you john about the, the amazing things that we can do virtually. So we've had a lot of our meetups pivot to being virtual meetups and, and things like that. And it's been great to see how, how easily the community's been able to pivot around. You know, this sort of event. Um, I hope that we don't have to just keep practicing it for forever, but in the meantime, you know, it's enabled us to continue to get things done. Thank goodness to every video platform on earth. Yeah, >>well we appreciate we're gonna come back and talk more about that in the future, but best practice what we all learned and stories. But I think I want to come back to you on the persona side of answerable because one of the things we talked about last time that seems to be getting a lot of traction is that multiple personas. So I want to just hold off that will come back tom back to back to you were red hat summit. You guys have an apple fest, which is your own event that you guys drill down on this. So users Washington, you know this, your own community, but now part of red hat part of IBM, which IBM thinks also happening soon as well. Red hat some, it still is unique event. How is answerable fitting into the big picture? Because the, the value proposition of unifying teams is really consistent now with red hats overall arching thing, which is operating at scale open shift Robin just mentioned, where is the automation platform going this year? What's the story here at red hat summit for the automation platform? >>Yeah, that's that's a great question. We've seen so kind of timeless, a little bit of dependent and how it has accelerated some existing trends that we already saw and one of those is really around the democratization of the application delivery teams, more people delivering infrastructure and applications independent of each other, which is right, faster and more agile, all of those other. Good, good uh, words that apply to that. But what that does bring up is the opportunity for um >>patient >>of work, replication of effort, uh not reusing necessary things that are in existence already that other things may have maybe not complying with all of the policies if you will, the configuration and compliance policies. And so it's really kind of brought danceable out into focus even more here because of the car comin back plane that provides a common language and common automation back plane across these different teams and across these different personas. The great thing about what we supply for these different personas, whether its application developers, infrastructure owners, network engineers set up teams, get ox teams, There's so many of these options out there now, All want independent access to infrastructure and deploying infrastructure. And Answerable has the kind of levers that each of those communities, whether it's API or Cli s or event based automation or uh web hooks, et cetera et cetera. You know, service catalog. He lies all of those um interfaces if you will or modalities are accessible into hands of water nations. What's really allowed us to be this sort of connective tissue or blue across these different silos or remains of the organization the time of the year? Open ship specifically one of the things that we talked about last fall and are answerable fest was our integration between Answerable to automation platform are advanced cluster management product and are open ship platform that allows native applications running on open ship. Be able to talk to a sensible automation operator that's running on that same platform to do things off platform for it that our customers are already using. Answer before. So connecting their cloud, native platforms with their existing ecosystems and infrastructures. Systems of records, network systems, uh, ticketing systems, you name it. So all of those sort of integrations and school has become the connected blew across all of these different environments time. Traditional, anti biotic native, you name it. So it's really been it's really been fun and it's been an exciting time for us inside the portfolio. And uh, >>that's a great point connective tissue is a great way to describe some of these platform benefits because you have been on this platform for a really long time and the benefits are kind of being seen in the market. Certainly as people have to move faster with the agility robert. I want to come back to you because you brought up this idea of personas. I mean we all know devops infrastructure as code has been our religion for over a decade more, but now the word DEv sec ops is more prevalent in all the conversations the securities now weaved in here. How are you seeing that play out in the community and then tom if you can give some color commentary to on the automation platform, how security fits in. So devops everything's being operationalized at scale, we get that that's one of the value problems You have. But def sec off as a persona, more people want more sex. Deb is great more ops and standardisation. More developers, agile standards and then security def sec ops. What's your? I >>thought it was dev net sec off. >>Okay. I've forgotten that they were putting that in their networks abstracted away, you know, As we say. Yeah. >>Well, you know, from, from my perspective, you know there are people and their jobs all over the place is right. Like they you know the more they can feel like they're efficient and doing great stuff at their work. Like they're happy to bring as many people into the fold as possible, right? And you know normally security has always been this you know it's sort of like networking right? It's always been this sort of isolated this special group over here that's the traditional you know one of the traditional I. T. Bottlenecks that causes us to not be able to get anything done. But you know on a community level we see folks who are interested in security you know all the time. I know we've certainly done quite a bit of work with some folks at IBM around one of their products which I assume tom will get more into here in just a moment, but from, you know, a community perspective, I mean, we've seen people who have been writing, you know, playbooks and roles and you know, now collections for uh you know, all the traditional government testing, you know, is are, you know, missed standards, all of that kind of stuff. Um and you know, it's one of those, it's part of network effects and it's a great place where actually automation hub, I think, you know, for folks who are on prem or you know, any of our customers are really going to start to see lots of value is how it will be able to connect folks inside the organization organically through just the place where I'm doing my answerable things, allows them to find each other really, and build those, you know, take it from being silos of automation everywhere into a really sort of networked, you know, internal network of of answerable friends and uh danceable power users that can work together and collaborate, you know, just the same way that we do an open source >>and tom so I. T. Modernization requires security. What's your take on this? Because, you know, you got cluster a lot of cluster advanced cluster management issues, you've got to deal with the modern apps, they're coming, I. T. S got to evolve. What's your take on all >>this? Yeah, not only does I have to call but it's it's an integration like the rest of the environment and be able to respond the spirit of that song on the areas that we put a lot of effort into advanced in terms of curating and solutions around national security automation. We talked about that in the past, the idea of connecting the SEc ops teams that are doing intrusion detection or threat hunting and then responding in an automated way to those threats protections. Right? So, connecting stepped up to the bike, which is traditionally been styled operations and silo teams. And now it is curated against the security automation uh, solution that we've got a market with our partners. It connects those two teams in a single sort of way. We've done a lot of work with our friends that idea around this area because they are big and that security area, a radar and other products in their portfolio. So we've done a lot of work with them but we don't want to work with lots of our partners for their side. There are Microsoft in those areas. Traditionally Danceable has done a great job on sort of compliance around configuration enforcement, right setting and enforcing configuration. Now we moved into connecting set pops with IT security automation. And now with our acquisition of staff blocks along with our advanced custom management immigration with Danceable were starting to say, what are the things inside that sack office workflow that may require integration or automation packaged? Automate automation with other parts of the environment, bringing all of those pieces together as we move forward to security for us. >>Okay. I gotta ask you guys the number one question that I get all the time and I see in the marketplace is kind of a combo question is how do I accelerate the automation of my cloud native development with my traditional infrastructure? Because as people put in green born the cloud projects, whether it's whether and then integrating able to cloud on premises with nutritional infrastructure, how do I accelerate those two environments? How I automate accelerate the automation? >>Yeah. So it's a great story for us and this is what we're talking about, small and special as we have bringing together of our advanced cluster management product, open ship platform and it's just, you know, widespread use through all the automation of both traditional and cognitive changes. Whether it's cloud infrastructure on premise, start network, you name it, customers are using answerable user, you're using answer to do all kinds of pieces in the system infrastructure. Being able to tie that to their new collaborative initiatives without having to redo all of that work that they've already done to integrate that existing um infrastructure automation with their cognitive accelerate substantial what I call the offer operationalization to say operated operationalization, their cloud native platforms that are existing infrastructure and existing I uh, ecosystem. I believe that that's where the answer the automation and plays a key role in connecting those students is together without having to redo all that work that's been done in investment >>robert. What's your take on this? This is what people are working on the trenches, they realized cloud benefits. They got some cloud native action, and also that they got the on the traditional environment, they got to get them connected and automated. >>Yeah, absolutely. I mean, you know, the beauty of answerable, you know, from an end user perspective is, you know, how easy it is to learn and how easy the languages to learn. And I think, you know, that that portability, you know, it doesn't matter like how much of a rocket scientist you are, you know, everybody appreciates simplicity, everybody appreciates being able to hand something simple to somebody else and letting other people get done and having it be more or less in a it's not quite english, but it's definitely, you know, answer is quite readable, right? Um, and you know, when we looked at, you know, when we started to work on all the answerable operators, you know, one of that, one of the main pieces there was, making sure that that simplicity that we have an answerable is brought over directly into the operators. So just because it's cloud native doesn't mean you suddenly have to learn, you know, a whole set of new languages and peoples just as portable there as it is to any other part of the your mighty organization, infrastructure or whatever it is that you have going on. >>Well, there's a lot of action going on here at red hat summit 2021 things I wanted to bring up in context of the show um is the successor and the importance of you guys having answerable collections. This has come up multiple times. Um as we talked about those personas and you've got these new contributors, you've got people contributing content. Um, as open source continues to grow and be phenomenal value proposition. Touch on this uh, concept of collections. What's the updates? Why is it important? Why should folks pay attention to it and continue to innovate with collection? >>This is from a commercial perspective of food products, questions and down has made a lot of these contributors to create an exploit, distribute content at the end, the problems mentioned earlier, these iterations announced, we'll have all of the documentation, all those collections, all within one. If you call the batteries included back at the time that day. Right. But that, that meant that contributors um, be able to deploy their content with the base, has the distribution. They have to wait for the next version. Events. Alright, that's when that content would get redistributed the next investment. He coupled content from the core engine, putting that into elections that are individual elements of related innovations closes can use at their own pace. So users and customers can get content baby a case that contributors like in public. So, uh, customers don't have to wait for the next evolution shipping products. You get a new version of the immigration is really like, you know, so again, a couple of those things that last into the different faces the engine or the platform itself is the state Department's here. It's going to be a certain website. Content itself, all the different content, the network providers ready platforms, all of those same pace. You girls have their own life cycle quite sweet. It allows us to get more functionality for customers hands like bigger and then launching our Certified can support that. Okay. Certified. Support that content tells me the values that we bring our customers with the subscription. Is that ecosystem and highest partners that we work with Certified and support the stuff that we should and support with possible superb benefits, both on the access to the technology as well as the access to the value of this. In terms of immigration testing and support >>Robin, What's your take on the community? I see custom automation with with the connector, a lot of action going on collections. >>Yeah, absolutely. Um, you know, it's been interesting, you know, tom just mentioned the, you know how everything previously all had to be released all at once. Right. And if you think about, you know sure I have answerable installed but you know, how often do I have to, you know, just even as a regular, I'm not a system administrator these days, type person like how often do I have to, you know, click that button to update, you know, my Mac or my Lennox machine or, you know, my Windows machine or, you know, the operating system on my telephone, right? Every time one of these devices that answerable connects to or a program or whatever it is, connects to something, those things are all operating and, you know, developing themselves at their own pace is right? So when a new version of, you know, uh, uh, well, we'll call Red Hat enterprise Linux when a new version of Red Hat enterprise Lennox comes out, uh, if there are new changes or new features that, you know, we want to be able to connect to it. That's not really helpful when we're not releasing for another six months. Right? So it's really helped us, you know, from a community angle to be able to have each of these collections working in concert with, you know, like for example, in real like the Lennox subsystems that are actually making things that will be turned into collections, right? Like Sc Lennox or System D right? Like those things move at their own pace, we can update those at our own pace in in collections and then people can update those collections without having to wait another six months or eight months or whatever it is for a new version of answerable to come out. It's really made it easier for all of those, you know, developers of content to work on their content and their, you know, answerable relationships almost in sync and make sure that, you know, but not, I'm going to do it over here and then I'm gonna come back over here and fix everything later. It's more of a continuous >>development. So they contribute experience is better than you'd say. >>I'm sorry, >>the contributor experiences better than. Oh, >>absolutely. Yeah, 100%. I mean, it's, >>it's, >>you know, there's something to be said for. I wouldn't say it's like instant satisfaction, but, but certainly the ability to have a little bit more independence and be able to release things as as you see fit and not be gated by the entire rest of the project is amazing for those >>votes. So I put you on the spot, Robin. So if I'm a, I'm a developer bottom line, me, what's in it for me? Why? Why should I pay attention to collections? What's the bottom >>line? Well, you know, answerable as a platform and, and for benefits from network effects. Um, you know, the reason that we've gotten as big as we have sort of like the snowball rolling downhill, right, the more people that latch on to what you're doing, the more people benefit and the more, you know, additional folks want to join in. So, you know, if I, if I was working on any other product that I would consider being able to have automated with answerable, um, you know, the biggest thing that I would look at is, well, you know, what are those people also using or they automating it with an apple and I can guarantee you 99% of the time, everything else that people are using is also being automated with answerable. So you'd be crazy to not, you know, want to participate and make sure that you're providing the best, you know, and experience for your application because for every Application or device that we can connect you, there's probably 20 other competitors that also make similar applications that folks might also consider in lieu of you if you're not using your not providing ample content >>for it. Hey, make things easier, simple to use and you reduce the steps it takes to do things. That's a winning formula. Tom. I mean when you make things that good, then you get the network effect. But this highlights what you mentioned earlier about connective tissue. When you use words like connective tissue, it implies an organizational is not a mechanism. It's not just software, it's people, there's a people experience here in the automation platform. This seems to be the bottom line. What's, what's your take? What's your bottom line of you? I'm a developer. What's in it for me? Why should I pay attention to the automation platform? >>States of the public developer. What excites me is using it? Yeah, I'm just composition department and crossing those domains in silence and sort of can issue across these tools and resolve this means those contributors is developed as a great denomination come embedded in the hands of more people across the organization. Absoluteal more simple. five way by using the explanation. Sometimes they get access right. You see those out the automation of South coast for so long as they get access to existing automation faster. They have to run into the expert on their part requirement a local hotel folks and the real in terms of automation and that kind of a patient. Excellently. When I'm getting on you about the details of what it takes them, you configure the network and figure the storage elements. They rely on those automation developers and contributors that would do that for them. You must really work powers of this Children across those news process of human. Again when I got kidnapped and sent cops, the idea of connecting to the network, being able to do all of these tasks with the same language and the same. In addition, funds had some money faster and get some of the kind of quote responsibilities without worrying. Line >>Robin, you wanted to talk about something uh, in the community. Any updates? I think navigator you mentioned you wanted to mention uh, plug for that. Absolutely. >>So, you know, um, much like any other platform in the universe. You know, if you don't have really great uh, tools for developing content, you're kind of, you know, dead in the water, right? Or you're leaving it to fate. So we've been working on a new project. I'm not part of the product yet, but you know, it's sort of in a community exploratory phrase released early release often or you know, minimum viable project I guess might be the other way to describe it currently. Uh it's a called Animal Navigator, it's a TUI which is like a gooey, but it's got a sort of a terminal user interface look to it that allows you to, you know, develop, its a sort of interface where you can develop content, uh you know, all in one window, have your, you know, documentation accessible to you have, you know, all of your test results available to you in one window, um rather than I'm going to do something here and then I'm gonna go over here and now, I'm not sure. So now I'm gonna go over here and look at docs instead. It's all, you know, it's all in one place, um which we think will actually, but I mean, I know the folks who have seen it have already been like, but you know, it's definitely an early community stages right now. It's, you know, we can give you the link github dot com slash answer slash danceable navigator, but >>versus a gooey versus a command line interface are how do you innovate on the command line? It's a kuwaiti uh it's >>um you know, there there's so many ideas out there and I think tom can probably talk to some of this, you know, how that might relate to V. S. Code or you know, many of the other traditional developer ideas that are out there, but you know, the goal certainly to be able to integrate with some of those other pieces. Um but you know, it's one of those things where, you know, if everybody is using the same tool, we can start to enforce higher levels of quality and standards through that tool. Uh there's benefits for everyone tom, I don't know if you want to add on to that in any way. >>Yeah, it's just kind of one of our focus areas religious making it as easy as possible to create things and a lot of nations. So part of that is essentially a kind of road map in the nesting table and spoke that that's not presented to the security is you don't build test deploy. So people are making a contributor that builders life job. >>Well, thanks for coming on tom and Robyn. Thanks for sharing the insight here. Redhead Summit 21 virtual. I'll see you guys do continue to do a great job with the success of the platform, which has been, you know, consistently growing and having great satisfaction with developers and now ops teams and sec teams and Net teams, you know, unifying these teams is certainly a huge priority for enterprises because the end of the day, cloud scale is all about operating a skill, which means more standards, more operations. That's what you guys are doing. So. Congratulations on the continued success. Thanks for sharing. >>Thanks for having us. >>Okay. I'm John for here in the queue, we are remote with Cube virtual for Reddit Summit 2021. Thanks for watching what?

>>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 we're gonna dig into the intersection of finance and business strategy. My name is Dave Volonte and you're watching the cubes continuous coverage of IBM thinking with me is brian Hoffman is the chief operating officer of IBM Global financing, brian, thanks for coming on the cube today. >>Good morning, Great to be here. >>Hey, good morning. So I think we've heard a lot about the impact of hybrid cloud ai digital transformation and I wonder as a finance person in a former CFO, what do you see? And how do you think about some of the key considerations and financials and strategies that are supporting these major projects? Right? We got to come to the CFO and say, hey, we want to spend some money and here's the benefit, here is the cost. How can see IOS and their teams work with CFOs to try to really accelerate that digital transformation. >>Great question. And actually that question, I think I might have answered it a little bit differently, like two years ago, a year ago before the pandemic, I think it's actually changed a little bit with pandemic in my experience is the CFO people would come into me for projects and there's three ways you can justify it, but you can justify short term immediate, quick payback kind of hitters, you can justify it with, you know, improving our efficiency or effectiveness, um you know, reducing costs in the long run, making the client experience better or more from a strategic point of view, um you know, growing revenue getting to new clients, improving margins right? And so the the hybrid cloud transformation journey really still addresses those three things and when we come in, a lot of people focus like I said, on that third strategic point, but but all three of those come into play, and what's really interesting now is is as I'm dealing with it, I'm talking to other Cfos. The pandemic is really, if you will throw in a wrinkle in here, right? So the clients that I'm talking to, the IBM clients, they have to operate their business very differently and and their business models, some of them are changing clearly. Their clients, their business models are changing their operating differently as well. Um So, so our clients have to react to that and Hybrid Cloud and that that that type of of a structure really can support that. So there's really an emphasis here now to act with much more speed on this journey to get moving on it to get there because you have to make these changes and doing those two things in concert really has a ton of business value. >>Yeah I mean the cfos that I've talked to in the C. I. O. S. It's really kind of industry dependent, right? If you're in airlines or hospitality was like uh we got to cut costs. A lot of organizations said okay we're gonna support remote workers put in V. D. I. Or deal with endpoint security or whatever it was. But we're actually gonna double down on our digital transformation. This is we're gonna lean into an opportunity for us to come out stronger. How did you guys approach it in terms of your own internal digital >>transformation? Yeah. We we we were working on our digital transformation uh a little bit before the pandemic and it kind of followed those those three uh those three items when they when they first started implementing it, they came in and said hey if we can if we can move to a cloud platform, our infrastructure savings will be pretty significant. You know the I. T. Infrastructure savings will be 30 to 40%. So you know, quick payback CFO types love that. So you know, we went forward with that. Um but then quickly we saw the real benefits of moving to a hybrid cloud strategy. So just as an example as we were making some of these changes, we found a workflow tool in one of our markets in europe, that was a great tool and uh if we wanted to implement that across the business um in the old days, You know, we're in 40 countries, we've got 2500 employees, three lines of business. It would have been very complex because our operating structure is is very robust, very complex. Um Probably have taken a year, two years to do that. But since we are now on a cloud platform we got that rolled out that workflow tool rolled out across our business in months, Saving 20-30 of of workload. Being much more um efficiently getting to our clients and reacting quickly to them. And in fact that tool got adopted across IBM because that cloud platform enabled that to happen. And then the great thing which I didn't even realize at the time but now thinking more strategically um are my I. T. Resource earlier was running at about 50 50 50 people working on maintenance. The kind of things with 50 on development as we've now transition to this cloud. My I. T. Resources now 70 plus percent dedicated to new development. So now we can go attack new things that really provide customer value in the pandemic. You know the first thing to look at is can we get into more um you know electronic contracts, E signatures, things that would provide value to customers anyway. But in the pandemic is like really a significant, you know differentiator for us. So all those things were enabled by that journey that we've been taking, >>interesting. I mean most of the CF I uh in fact every CFO I know of a public company took advantage of cheap debt and improving their balance sheets. And liquidity is not the problem today, especially in the tech industry at the same time. You know I'm interested in how companies are using financing. They don't want to necessarily build out data centers but they do want to fund their digital transformation. So what are you seeing in terms of how your customers are using financing? You know, what's the conversation like? What advice are you giving? >>Yeah. So um you know, it depends a little bit on the type of customer, like you said, you know, we we deal with a lot of the biggest, strongest customers in the world. And, and as we deal with them, financing really helps the return on their investment, right, aligning the payments of those cash flows for when they're getting the benefits. Uh And and we see a real good value in improving the return on those investments in helping, you know, if it's something that's going to go to the board that really makes a difference to them. Uh So, you know, that that's always been a value proposition. It continues to be. Um The other thing that's helping now, like you said, is even in this environment, people want to accelerate this transition. Um but it's a, it's a, it's a big time of uncertainty. So, you know, some of the smaller clients, some of the more uh you know, the industries that are a little more cash constrained airlines, et cetera, you know, they're looking for the the immediate cash flow benefits. Um But many of the cfos are saying, hey, listen, you know, I can I want to go as fast as I can help me put together a structure that lets me, you know, get this in place as quick as possible, but not below my budget is not make me take too much risk in this time of uncertainty, but keeps me moving and I think that's where financing really comes in as well. Um And we're kind of talking much more about that value proposition than just if you will be improved ri proposition that we've had all along. >>I want to talk a little bit more about IBM global financing. I mean, people, a lot of times people misunderstand it. You know when you look at I. B. M. S. Debt, you gotta you gotta take out the piece that IBM global financing because that's a significant portion and that's sort of self self fulfilling. But what do people need to know about IBM global financing, >>We actually run three different businesses and we've been transforming our strategy over time. So you know right now with with IBM being all in on hybrid, we are very focused on helping IBM and IBM clients on this digital journey on IBM growing their revenue. Um you know, we we in the past have been more of if you're really full service. It finance are doing a lot more than just IBM but we are really focused now on on helping IBM. So I think the best thing for for IBM clients to know is as you're talking to IBM about the total solution, the total value profit IBM brings that financing, that cash flow solution should be embedded in what they're looking at and can provide a lot of value. Um You know, the second thing I think most people know is we provide financing for IBM s channel, so you know, distributors, resellers etcetera, if you're an IBM distributor or reseller, you know about us, because just about 100% of IBM partners use us to provide that working capital financing, uh you know, we have a state of the art platforms were just so integrated with them. Again, I don't have to I don't have to do a sales pitch on that because they don't know us. Um and the third one just because people might not realize this is, we do haven't we call it an asset recovery business, um it's a pretty small business, you know, it's bringing back equipment that comes off lease, so that uh is used by IBM internally. Um and while, you know, it's not, it's not as well known, I'm pretty proud of it because it really does help with the focus that the world that IBM has on sustainability and reuse and um and making sure that, you know, we're treating the planet fairly here, so that that's a small but powerful piece of our business well, >>You're quite broader than leasing mainframes in the 80s, >>that's for sure. >>Talking more about give, you can double click on that sort of hybrid cloud and obviously machine intelligence is a big piece of those digital transformation. So, so how specifically are you, are you helping clients really take advantage of things like hybrid cloud? >>So yeah, so um what we have typically had been doing and I can give you a couple different examples if you will, you know, for larger clients. What we tend to be doing is helping them like I said, accelerate their business. So um, you know, they're looking to modernize their applications but they still have a big infrastructure in place and so they'll run into uh you know, budget constraints and and you know, cash is still be careful to managed. So for them we are much more typically focused on, you know, if you will project based financing that allows those cash flows to line up with the savings. Again, those are tend to be bigger projects that often go to boards that return benefit is very important. Ah a little bit different value proposition for more mid market customers. So, you know, as I was kind of just looking recently, we have a couple of different customers like form engineering um or or Novi still there to smaller uh compared to some of the other customers we use uh they are again much more focused on how do I, how do I conserve and best use my cash immediately? But they want to get this, they want to get this transformation going. So you know we provide flexible payment plans to them so they can go at the rate and pace that they need to, they can align up those cash deals with their budgets for their business cycles etcetera. So again, where smaller customers where timing of the cash flow in their business cycle is very important. We provide that benefit as well. >>You know, I wonder if I could ask you. So you remember of course the early days of public cloud, one of the first tail winds for public cloud was the pen was not the pandemic, the for the financial crisis of 2007. And a lot of CFO said, Okay let's shift to uh to an apex model. And now you can always provide financial solutions to customers. But it seems like today when I talk to clients, it's it's much more integrated, it's not just the public cloud, you can do that for on premises and again you always could do that. But it seems like there's much more simpatico uh in the way in which you provide that that that solution is that >>fair? Absolutely. And this might be a little to finance geeky, I don't know. But if you go back, well if you go back to the financial crisis and all that and at that time um a lot of people were looking to financing for you call that ah please. But you know if if I was talking about off balance sheet transactions right? Um and and you know between regulation etcetera etcetera, that that off balance sheet thing. First of all, people are seeing through it that much more clearly. But second, you know the the uh financial disclosure say you kind of have to show that stuff so that that if you will, window dressing benefit has gone away. So now which is great for me, we really get to talk about what's the real benefit, what is the, you know, what is the real benefit of? You know, you want to make sure that you have known timed expenditures. You know that if your business grows that your your expenses can grow evenly with those with that business growth, you don't have to take big chunky things and so you know uh financing under the covers of an integrated solution and IBM has a lot of those integrated solutions allows businesses to have that, you know, known timing known quantities. Most of the benefits that people were looking for from that affects cloud model. Um without, you know, some of the problems that you have, when you try to have to go straight to a public cloud for very, you know, big sensitive businesses, confidential confidential data etcetera. >>Thanks for that. So, okay, we're basically out of time. But I wonder if you could give us the bumper sticker and key takeaways, maybe you could summarize for our audience. >>Yeah. For those that noah global financing or dealing with IBM, my view would be in the past we might have been a little more, you know, out there with our own with our own banner etcetera. In the future. I think that you should expect to see us very well integrated into anything you're doing. I think our value proper is clear and compelling and and and will be included uh in these hybrid con transformations to the benefit of our clients. So that's that's our objective and we're well on our way there. >>Great. Anywhere, anywhere I'm gonna go for more, more familiar, obviously IBM dot com. You got some resources there. But there is >>there any Absolutely dot com? There's there's a thank you. Just probably a slash financing. But yeah, there's >>were >>loaded with information of people. >>Excellent brian thanks so much for coming to the cube. Really great to have you today. >>I appreciate the time. >>My pleasure. Thank you for watching everybody's day. Volonte for the Cuban. Our coverage of IBM think 2021, the virtual edition right back.

>>from around the globe. It's the Cube with digital coverage of AWS reinvent 2020 sponsored by Intel, AWS and our community partners. Welcome back to the Cubes Live coverage of AWS reinvent 2020. It's virtual this year. We're not in person because of the pandemic. We're doing the remote Cube Cube Virtual were the Cube virtual. I'm your host, John for here with Andy Jassy, the CEO of Amazon Web services, in for his annual at the end of the show comes on the Cube. This year, it's virtual Andy. Good to see you remotely in Seattle or in Palo Alto. Uh, Dave couldn't make it in a personal conflict, but he says, Hello, great to see you. >>Great to see you as well, John. It's an annual tradition. On the last day of reinvent. I wish we were doing it in person, but I'm glad at least were able to do it. Virtually >>the good news is, I know you could arrested last night normally at reinvent you just like we're all both losing our voice at the end of the show. At least me more than you, your and we're just at the end of like okay, Relief. It happens here. It's different. It's been three weeks has been virtual. Um, you guys had a unique format this year went much better than I expected. It would go on because I was pretty skeptical about these long, um, multiple days or weeks events. You guys did a good job of timing it out and creating these activations and with key news, starting with your keynote on December 1st. Now, at the end of the three weeks, um, tell me, are you surprised by the results? Can you give us, Ah, a feeling for how you think everything went? What's what's your take So far as we close out reinvented >>Well, I think it's going really well. I mean, we always gnome or a Z get past, reinvent and you start, you know, collecting all the feedback. But we've been watching all the metrics and you know, there's trade offs. Of course, now I think all of us giving our druthers would be together in Las Vegas, and I think it's hard to replace that feeling of being with people and the excitement of learning about things together and and making decisions together after you see different sessions that you're gonna make big changes in your company and for your customer experience. And yeah, and there's a community peace. And there's, you know, this from being there. There's a concert. The answer. I think people like being with one another. But, you know, I think this was the best that any of us could imagine doing doing a virtual event. And we had to really reinvent, reinvent and all the pieces to it. And now I think that some of the positive trade offs are they. You get a lot mawr engagement than you would normally get in person So normally. Last year, with about 65,000 people in Las Vegas this year, we had 530,000 people registered to reinvent and over 300,000 participate in some fashion. All the sessions had a lot more people who are participating just because you remove the constraints of of travel in costs, and so there are trade offs. I think we prefer being together, but I think it's been a really good community event, um, in learning event for for our customers, and we've been really pleased with it so >>far. No doubt I would totally agree with you. I think a lot of people like, Hey, I love to walk the floor and discover Harry and Sarah Davis moments of finding an exhibit her and the exhibit hall or or attending a session or going to a party, bumping into friends and seeing making new friends. But I think one of the things I want to get your reaction to it. So I think this is comes up. And, you know, we've been doing a lot of Q virtual for the past year, and and everyone pretty much agrees that when we go back, it's gonna be a hybrid world in the sense of events as well as cloud. You know that. But you know, I think one of the things that I noticed this year with reinvent is it almost was a democratization of reinvent. So you really had to reinvent the format. You had 300,000 plus people attend 500 pending email addresses, but now you've got a different kind of beehive community. So you're a bar raiser thinker. It's with the culture of Amazon. So I gotta ask you do the economics does this new kind of extra epiphany impact you and how you raise the bar to keep the best of the face to face when it comes back. And then if you keep the virtual any thoughts on how to leverage this and kind of get more open, it was free. You guys made it free this year and people did show up. >>Yeah, it's a really good question, and it's probably a question will be better equipped to answer in a month or two after we kind of debrief we always do after reading that we spend. Actually, I really enjoy the meeting because the team, the Collective A. W s team, works so hard in this event. There's so many months across everything. All the product teams, um, you know, all the marketing folks, all the event folks, and I think they do a terrific job with it. And we we do about 2.5 3 hour debrief on everything we did, things that we thought was really well the things that we thought we could do better and all the feedback we get from our community and so I wouldn't be surprised if we didn't find things from what we tried this year that we incorporate into what we do when we're back to being a person again. You know, of course, none of us really know when we'll be back in person again. Re event happens to fall on the time of the year, which is early December. And so you with with a lot of people seemingly able to get vaccinated, probably by you know, they'd spring early summer. You could kind of imagine that we might be able to reinvent in person next year. We'll have to see e think we all hope we will. But I'm sure there are a number of pieces that we will take from this and incorporate into what we do in person. And you know, then it's just a matter of how far you go. >>Fingers crossed and you know it's a hybrid world for the Cube two and reinvent and clouds. Let's get into the announcement. I want to get your your take as you look back now. I mean, how many announcements is you guys have me and a lot of announcements this year. Which ones did you like? Which one did you think were jumping off the page, which ones resonated the most or had impact. Can you share kind of just some stats on e mean how many announcements launches you did this >>year? But we had about 100 50 different new services and features that we announced over the last three weeks and reinvent And there, you know the question you're asking. I could easily spend another three hours like my Kino. You know, answering you all the ones that I like thought were important. You know, I think that, you know, some of the ones I think that really stood out for people. I think first on the compute side, I just think the, um the excitement around what we're doing with chips, um, is very clear. I think what we've done with gravitas to our generalized compute to give people 40% better price performance and they could find in the latest generation X 86 processors is just It's a huge deal. If you could save 40% price performance on computer, you get a lot more done for less on. Then you know some of the chip work we're doing in machine learning with inferential on the inference chips that we built And then what? We announced the trainee, um, on the machine learning training ship. People are very excited about the chip announcements. I think also, people on the container side is people are moving to smaller and smaller units of compute. I think people were very taken with the notion of E. K s and D. C s anywhere so they can run whatever container orchestration framework they're running in A. W s also on premises. To make it easier, Thio manage their deployments and containers. I think data stores was another space where I think people realize how much more data they're dealing with today. And we gave a couple statistics and the keynote that I think are kind of astonishing that, you know, every every hour today, people are creating mawr content that there was in an entire year, 20 years ago or the people expect more data to be created. The next three years in the prior 30 years combined these air astonishing numbers and it requires a brand new reinvention of data stores. And so I think people are very excited about Block Express, which is the first sand in the cloud and there really excited about Aurora in general, but then Aurora surveillance V two that allow you to scale up to hundreds of thousands of transactions per second and saved about 90% of supervision or people very excited about that. I think machine learning. You know, uh, Sage Maker has just been a game changer and the ease with which everyday developers and data scientists can build, train, tune into play machine learning models. And so we just keep knocking out things that are hard for people. Last year we launched the first i D for Machine Learning, the stage maker studio. This year, if you look at things that we announced, like Data Wrangler, which changes you know the process of Data Prep, which is one of the most time consuming pieces in machine learning or our feature store or the first see, I see deeper machine learning with pipelines or clarify, which allow you to have explain ability in your models. Those are big deals to people who are trying to build machine learning models, and you know that I'd say probably the last thing that we hear over and over again is really just the excitement around Connect, which is our call center service, which is just growing unbelievably fast and just, you know, the the fact that it's so easy to get started and so easy to scale so much more cost effective with, you know, built from the ground up on the cloud and with machine learning and ai embedded. And then adding some of the capabilities to give agents the right information, the right time about customers and products and real time capabilities for supervisors. Throw when calls were kind of going off the rails and to be ableto thio, stop the the contact before it becomes something, it hurts. The brand is there. Those are all big deals that people have been excited about. >>I think the connecting as I want to just jump on that for a second because I think when we first met many, many years ago, star eighth reinvent. You know the trends are always the same. You guys do a great job. Slew of announcements. You keep raising the bar. But one of the things that you mentioned to me when we talked about the origination of a W S was you were doing some stuff for Amazon proper, and you had a, you know, bootstrap team and you're solving your own problems, getting some scar tissue, the affiliate thing, all these examples. The trend is you guys tend to do stuff for yourself and then re factor it into potentially opportunities for your customers. And you're working backwards. All that good stuff. We'll get into that next section. But this year, more than ever, I think with the pandemic connect, you got chime, you got workspaces. This acceleration of you guys being pretty nimble on exposing these services. I mean, connect was a call center. It's an internal thing that you guys had been using. You re factored that for customer consumption. You see that kind of china? But you're not competing with Zoom. You're offering a service toe bundle in. Is this mawr relevant? Now, as you guys get bigger with more of these services because you're still big now you're still serving yourself. What? That seems to be a big trend now, coming out of the pandemic. Can you comment on um, >>yeah, It's a good question, John. And you know we do. We do a bunch of both. Frankly, you know, there there's some services where our customers. We're trying to solve certain problems and they tell us about those problems and then we build new services for him. So you know a good example that was red shift, which is our data warehouse and service, you know, two or three very large customers of ours. When we went to spend time with them and asked them what we could do to help them further, they just said, I wish I had a data warehousing service for the cloud that was built in the AWS style way. Um and they were really fed up with what they were using. Same thing was true with relation databases where people were just fed up with the old guard commercial, great commercial, great databases of Oracle and Sequel Server. And they hated the pricing and the proprietary nature of them and the punitive licensing. And they they wanted to move to these open engines like my sequel and post dress. But to get the same performance is the commercial great databases hard? So we solve that problem with them. With Aurora, which is our fastest growing service in our history, continues to be so there's sometimes when customers articulate a need, and we don't have a service that we've been running internally. But we way listen, and we have a very strong and innovative group of builders here where we build it for customers. And then there are other cases where customers say and connect with a great example of this. Connect with an example where some of our customers like into it. And Capital One said, You know, we need something for our contact center and customer service, and people weren't very happy with what they were using in that space. And they said, You, you've had to build something just to manage your retail business last 15, 20 years Can't you find a way to generalize that expose it? And when you have enough customers tell you that there's something that they want to use that you have experienced building. You start to think about it, and it's never a simple. It's just taking that technology and exposing it because it's often built, um, internally and you do a number of things to optimize it internally. But we have a way of building services and Amazon, where we do this working backwards process that you're referring to, where We build everything with the press release and frequently asked questions document, and we imagine that we're building it to be externalized even if it's an internal feature. But our feature for our retail business, it's only gonna be used as part of some other service that you never imagine Externalizing to third party developers. We always try and build it that way, and we always try to have well documented, hardened AP eyes so that other teams can use it without having to coordinate with those teams. And so it makes it easier for us to think about Externalizing it because we're a good part of the way there and we connect we. That's what we did way generalized it way built it from the ground up on top of the cloud. And then we embedded a bunch of AI and it so that people could do a number of things that would have taken him, you know, months to do with big development teams that they could really point, click and do so. We really try to do both. >>I think that's a great example of some of the scale benefits is worth calling out because that was a consistent theme this past year, The people we've reported on interviewed that Connect really was a lifeline for many during the pandemic and way >>have 5000 different customers who started using connect during the pandemic alone. Where they, you know, overnight they had to basically deal with having a a call center remotely. And so they picked up connect and they spun up call center remotely, and they didn't really quickly. And you know, it's that along with workspaces, which are virtual desktops in the cloud and things like Chime and some of our partners, Exume have really been lifelines for people. Thio have business continuity during a tandem. >>I think there's gonna be a whole set of new services that are gonna emerge You talked about in your keynote. We talked about it prior to the event where you know, if this pandemic hit with that five years ago, when there wasn't the advancements in, say, videoconferencing, it'd be a whole different world. And I think the whole world can see on full display that having integrated video communications and other cool things is gonna have a productivity benefit. And that's kind >>of could you imagine what the world would have been like the last nine months and we didn't have competent videoconferencing. I mean, just think about how different it would have been. And I think that all of these all of these capabilities today are kind of the occult 1.5 capabilities where, by the way, thank God for them. We've we've all been able to be productive because of them. But there's so early stage, they're all going to get evolved. I'm so significantly, I mean, even just today, you know, I was spending some time with with our team thinking about when we start to come back to the office and bigger numbers. And we do meetings with our remote partners, how we think about where the center of gravity should be and who should be on video conferencing and whether they should be allowed to kind of video conference in conference rooms, which are really hard to see them. We're only on their laptops, which are easier and what technology doesn't mean that you want in the conference rooms on both sides of the table, and how do you actually have it so that people who are remote could see which side of the table. I mean, all this stuff is yet to be invented. It will be very primitive for the next couple few years, even just interrupting one another in video conferencing people. When you do it, the sound counsel cancels each other out. So people don't really cut each other off and rip on one another. Same way, like all that, all that technology is going to get involved over time. It's a tremendous >>I could just see people fighting for the mute button. You know, that's power on these meetings. You know, Chuck on our team. All kidding aside, he was excited. We talked about Enron Kelly on your team, who runs product marketing on for your app side as well as computer networking storage. We're gonna do a green room app for the Q because you know, we're doing so many remote videos. We just did 112 here for reinvent one of things that people like is this idea of kind of being ready and kind of prepped. So again, this is a use case. We never would have thought off if there wasn't a pandemic. So and I think these are the kinds of innovation, thinking that seems small but works well when you start thinking about how easy it could be to say to integrate a chime through this sdk So this is the kind of things, that kind thing. So so with that, I want to get into your leadership principles because, you know, if you're a startup or a big company trying to reinvent, you're looking at the eight leadership principles you laid out, which were, um don't be afraid to reinvent. Acknowledge you can't fight gravity. Talent is hungry to reinvent solving real customer problems. Speed don't complex. If I use the platform with the broader set of tools, which is more a plug for you guys on cloud pull everything together with top down goals. Okay, great. How >>do you >>take those leadership principles and apply them broadly to companies and start ups? Because I think start ups in the garage are also gonna be there going. I'm going to jump on this wave. I'm inspired by the sea change. I'm gonna build something new or an enterprise. I'm gonna I'm gonna innovate. How do you How do you see these eight principles translating? >>Well, I think they're applicable to every company of every size and every industry and organization. Frankly, also, public sector organizations. I think in many ways startups have an advantage. And, you know, these were really keys to how to build a reinvention culture. And startups have an advantage because just by their very nature, they are inventive. You know, you can't you can't start a company that's a direct copy of somebody else that is an inventive where you have no chance. So startups already have, you know, a group of people that feel insurgent, and they wanted their passionate about certain customer experience. They want to invent it, and they know that they they only have so much time. Thio build something before money runs out and you know they have a number of those built in advantages. But I think larger companies are often where you see struggles and building a reinvention and invention culture and I've probably had in the last three weeks is part of reinvent probably about 40 different customer meetings with, you know, probably 75 different companies were accomplished in those or so and and I think that I met with a lot of leaders of companies where I think these reinvention principles really resonated, and I think they're they're battling with them and, you know, I think that it starts with the leaders if you, you know, when you have big companies that have been doing things a certain way for a long period of time, there's a fair bit of inertia that sets in and a lot of times not ill intended. It's just a big group of people in the middle who've been doing things a certain way for a long time and aren't that keen to change sometimes because it means ripping up something that they that they built and they remember how hard they worked on it. And sometimes it's because they don't know what it means for themselves. And you know, it takes the leadership team deciding that we are going to change. And usually that means they have to be able to have access to what's really happening in their business, what's really happening in their products in the market. But what customers really think of it and what they need to change and then having the courage and the energy, frankly, to pick the company up and push him to change because you're gonna have to fight a lot of inertia. So it always starts with the leaders. And in addition to having access that truth and deciding to make the change, you've gotta also set aggressive top down goal. The force of the organization moved faster than otherwise would and that also, sometimes leaders decide they're gonna want to change and they say they're going to change and they don't really set the goal. And they were kind of lessons and kind of doesn't listen. You know, we have a term the principal we have inside Amazon when we talk about the difference between good intentions and mechanisms and good intentions is saying we need to change and we need to invent, reinvent who we are and everyone has the right intentions. But nothing happens. Ah, mechanism, as opposed to good intention, is saying like Capital One did. We're going to reinvent our consumer digital banking platform in the next 18 months, and we're gonna meet every couple of weeks to see where we are into problem solved, like that's a mechanism. It's much harder to escape getting that done. Then somebody just saying we're going to reinvent, not checking on it, you know? And so, you know, I think that starts with the leaders. And then I think that you gotta have the right talent. You gotta have people who are excited about inventing, as opposed to really, Justin, what they built over a number of years, and yet at the same time, you're gonna make sure you don't hire people who were just building things that they're interested in. They went where they think the tech is cool as opposed to what customers want. And then I think you've got to Really You gotta build speed into your culture. And I think in some ways this is the very biggest challenge for a lot of enterprises. And I just I speak to so many leaders who kind of resigned themselves to moving slowly because they say you don't understand my like, companies big and the culture just move slow with regulator. There are a lot of reasons people will give you on why they have to move slow. But, you know, moving with speed is a choice. It's not something that your preordained with or not it is absolutely a leadership choice. And it can't happen overnight. You can't flip a switch and make it happen, but you can build a bunch of things into your culture first, starting with people. Understand that you are gonna move fast and then building an opportunity for people. Experiment quickly and reward people who experiment and to figure out the difference between one way doors and two way doors and things that are too way doors, letting people move quick and try things. You have to build that muscle or when it really comes, time to reinvent you won't have. >>That's a great point in the muscle on that's that's critical. You know, one of things I want to bring up. You brought on your keynote and you talk to me privately about it is you gave attribute in a way to Clay Christensen, who you called out on your keynote. Who was a professor at Harvard. Um, and he was you impressed by him and and you quoted him and he was He was your professor there, Um, your competitive person and you know, companies have strategy departments, and competitive strategy is not necessarily departments of mindset, and you were kind of brought this out in a zone undertone in your talk, we're saying you've got to be competitive in the sense of you got to survive and you've got to thrive. And you're kind of talking about rebuilding and building and, you know, Clay Christians. Innovative dilemma. Famous book is a mother, mother teachings around metrics and strategy and prescriptions. If he were alive today and he was with us, what would he be talking about? Because, you know, you have kind of stuck in the middle. Strategy was not Clay Christensen thing, but, you know, companies have to decide who they are. Their first principles face the truth. Some of the things you mentioned, what would we be talking with him about if we were talking about the innovator's dilemma with respect to, say, cloud and and some of the key decisions that have to be made right now? >>Well, then, Clay Christensen on it. Sounds like you read some of these books on. Guy had the fortunate, um, you know, being able to sit in classes that he taught. And also I got a chance. Thio, meet with him a couple of times after I graduated. Um, school, you know, kind of as more of a professional sorts. You can call me that. And, uh, he he was so thoughtful. He wasn't just thoughtful about innovation. He was thoughtful about how to get product market fit. And he was thoughtful about what your priorities in life were and how to build families. And, I mean, he really was one of the most thoughtful, innovative, um, you know, forward thinking, uh, strategist, I had the opportunity Thio encounter and that I've read, and so I'm very appreciative of having the opportunity Thio learn from him. And a lot of I mean, I think that he would probably be continuing to talk about a lot of the principles which I happen to think are evergreen that he he taught and there's it relates to the cloud. I think that one of the things that quite talked all the time about in all kinds of industries is that disruption always happens at the low end. It always happens with products that seem like they're not sophisticated enough. Don't do enough. And people always pooh pooh them because they say they won't do these things. And we learned this. I mean, I watched in the beginning of it of us. When we lost just three, we had so many people try and compare it Thio things like e m. C. And of course, it was very different than EMC. Um, but it was much simpler, but And it and it did a certain set of activities incredibly well at 1 1/100 of the price that's disrupted, you know, like 1 1/100 of the price. You find that builders, um, find a lot of utility for products like that. And so, you know, I think that it always starts with simple needs and products that aren't fully developed. That overtime continue to move their way up. Thio addressing Maura, Maura the market. And that's what we did with is what we've done with all our services. That's three and easy to and party ass and roar and things like that. And I think that there are lots of lessons is still apply. I think if you look at, um, containers and how that's changing what compute looks like, I think if you look at event driven, serverless compute in Lambda. Lambda is a great example of of really ah, derivative plays teaching, which is we knew when we were building Lambda that as people became excited about that programming model it would cannibalize easy to in our core compute service. And there are a lot of companies that won't do that. And for us we were trying to build a business that outlasts all of us. And that's you know, it's successful over a long period of time, and the the best way I know to do that is to listen to what customers We're trying to solve an event on their behalf, even if it means in the short term you may cannibalize yourself. And so that's what we always think about is, you know, wherever we see an opportunity to provide a better customer experience, even if it means in the short term, make cannibalism revenue leg lambda with complete with easy to our over our surveillance with provisions or are we're going to do it because we're gonna take the long view, and we believe that we serve customers well over a long period of time. We have a chance to do >>that. It's a cannibalize yourself and have someone else do it to you, right? That's that's the philosophy. Alright, fine. I know you've got tight for time. We got a you got a hard stop, But let's talk about the vaccine because you know, you brought up in the keynote carrier was a featured thing. And look at the news headlines. Now you got the shots being administered. You're starting to see, um, hashtag going around. I got my shot. So, you know, there's a There's a really Momenta. Mit's an uplifting vibe here. Amazon's involved in this and you talked about it. Can you share the innovation? There can just give us an update and what's come out of that and this supply chain factor. The cold chain. You guys were pretty instrumental in that share your your thoughts. >>We've been really excited and privileged partner with companies who are really trying to change what's possible for all of us. And I think you know it started with some of the companies producing vaccines. If you look at what we do with Moderna, where they built their digital manufacturing sweet on top of us in supply chain, where they used us for computing, storage and data warehousing and machine learning, and and on top of AWS they built, they're Cove in 19 vaccine candidate in 42 days when it normally takes 20 months. I mean, that is a total game changer. It's a game changer for all of us and getting the vaccine faster. But also, you just think about what that means for healthcare moving forward, it zits very exciting. And, yeah, I love what carriers doing. Kariya is building this product on top of AWS called links, which is giving them end and visibility over the transportation and in temperature of of the culture and everything they're delivering. And so it, uh, it changes what happens not only for food, ways and spoilage, but if you think about how much of the vaccine they're gonna actually transport to people and where several these vaccines need the right temperature control, it's it's a big deal. And what you know, I think there are a great example to what carrier is where. You know, if you think about the theme of this ring and then I talked about in my keynote, if you want to survive as an organization over a long period of time, you're gonna have to reinvent yourself. You're gonna have to probably do it. Multiple times over and the key to reinventing his first building, the right reinvention culture. And we talk about some of those principles earlier, but you also have to be aware of the technology that's available that allows you to do that. If you look at Carrier, they have built a very, very strong reinvention culture. And then, if you look at how they're leveraging, compute and storage and I o. T at the edge and machine learning, they know what's available, and they're using that technology to reinvent what's what's possible, and we're gonna all benefit because of >>it. All right. Well, Andy, you guys were reinventing the virtual space. Three weeks, it went off. Well, congratulations. Great to go along for the ride with the cube virtual. And again. Thank you for, um, keeping the show alive over there. Reinvent. Um, thanks for your team to for including the Cube. We really appreciate the Cube virtual being involved. Thank you. >>It's my pleasure. And thanks for having me, John and, uh, look forward to seeing you soon. >>All right? Take care. Have a hockey game in real life. When? When we get back, Andy Jesse, the CEO of a W s here to really wrap up. Reinvent here for Cuba, Virtual as well as the show. Today is the last day of the program. It will be online for the rest of the year and then into next month there's another wave coming, of course. Check out all the coverage. Come, come back, It's It's It's online. It's all free Cube Cube stuff is there on the Cube Channel. Silicon angle dot com For all the top stories, cube dot net tons of content on Twitter. Hashtag reinvent. You'll see all the commentary. Thanks for watching the Cube Virtual. I'm John Feehery.

>>Yeah, very happy to be here. And, uh, looking forward Thio talking to all of you today. So as we look to move organizations to a data driven, uh, ability into the future, there is a lot that needs to be done on the data side, but also House Day to connect and enable different business teams and technology teams into the future. As you look across our data ecosystems and our platforms and and how we modernize that the cloud in the future, it all needs to basically work together, right to really be able to drive and opposition from my data standpoint into the future. That includes being able to have the right information for the right quality of data at the right time to drive informed business decisions to drive the business forward. As part of that, we actually have partnered with hot spot, uh, actually bringing the technology to help us drive that as part of that partnership. And it's how we've looked to integrate it into our overall business as a whole we've looked at How do we make sure that our that our business in our professional lives right are enabled in the same ways as our personal lives. So, for example, in your personal lives, when you want to go and find something out, what do you dio? You go on to google dot com, or you go on to being or going to Yahoo and you search for what you want. Search to find an answer. Thought spot for us is the same thing. But in the business world, so using thoughts, Bond and other AI capabilities, it's allowed us to actually enable our overall business teams in our company to actually have our information at our fingertips. So rather than having to go and talk to someone or an engineer to go pull information or football data, we actually can have the end users or the business executives right. Search for what they need, what they want at the exact time that actually needed to go on drive the business forward. This is truly one of those transformational things that we put in place. On top of that, we are on the journey to modernize our larger ecosystem as a whole. That includes modernizing our underlying data warehouses, our technology, our are a local environments and as we move that we've actually picked to our cloud providers going to A W S and D. C. P. We've also adopted Snowflake to really drive into organize our information and our data, then drive these new solutions and capabilities forward. So they portion of us, though, is culture. So how do we engage with the business teams and bring the the I T teams together to really have to drive these holistic end to end solution and capabilities to really support the actual business into the future? That's one of the keys here as we look to modernize and to really enhance our organizations to become data driven, this is the key. If you can really start to provide answers to business questions before they're even being asked and to predict based upon different economic trends or different trends in your business, what does this is to be made and actually provide those answers to the business teams before they even asking for it? That is really becoming a data driven organization, and as part of that, it's really that enables the business to act quickly and take advantage of opportunities as they come in. Based upon industry is based upon market is upon products, solutions or partnerships into the future. These are really some of the keys that become crucial as you move forward right into this into this new age, especially with Kobe it with Kobe now taking place across the world, right? Many of these markets, many of these digital transformations are accelerating and are changing rapidly to accommodate and support customers in these in these very difficult times. As part of that, you need to make sure you have the right underlying foundation, ecosystems and solutions to really drive those those capabilities and those solutions forward as we go through this journey boasted both of my career, but also each of your careers into the future, right. It also needs to evolve right. Technology has changed so drastically in the last 10 years that changes on Lee accelerating. So as part of that, you have to make sure that you stay up to speed up to date with new technology changes both on the platform standpoint tools but also what our customers want, what our customers need and how do we then service them with our information with our data, with our platform, with our products and our services to meet those needs and to really support and services customers into the future. This is all around becoming a more data driven organization, such as How do you use your data to support your current business lines? But how do you actually use your information your data to actually better support your customers to support your business? There's a port, your employees, your operations teams and so forth and really creating that full integration in that in that ecosystem is really when you talkto get large dividends from these investments into the future. That being said, I hope you enjoyed the segment on how to become and how to drive a data driven organization and looking forward to talking to you again soon. Thank you, Tom. >>That was great. Thanks so much. And now I'm gonna have to brag on you for a >>second as >>a change agent. You've come in >>disrupted. And how >>long have you been at Western Union? >>Only nine months. So just just started this year. But, uh, we've made some great opportunities and great changes, and we're a lot more to go, but we really driving things forward in partnership with our business teams and our colleagues to support those customers going forward

>>from around the globe. It's the Cube with digital coverage of VM World 2020 brought to you by VM Ware and its ecosystem partners. Welcome back, I'm still minimum and this is the Cubes coverage of VM World 2020 our 11th year doing the Cube. First year. We're doing it, of course, virtually globally. Happy to welcome back to the program. One of our Cube alumni, Shannon Champion, and she is the director of product marketing with Dell Technologies. Shannon, Nice to see you and thanks so much for joining us. >>Thanks for having me. Good to see you as well. >>Alright, So big thing, of course, at VM World, talking about building off of what was Project Pacific at last year's show? Talking about how kubernetes all the wonderful cloud native pieces go in. So let's let's talk about application modernization. Shannon, you know, with a theme I've talked about for a number of years, is you know, we need to modernize the platform, and then we can modernize the applications on top of those. So tell us what you're hearing from your customers and how Delon vm, where then, are bringing the solutions to help customers really along that journey. >>Yeah, I'd love Thio. It's fun stuff. So, um, enterprises are telling us that especially now more than ever, they're really looking for how they must digitally transform. And they need to do that so they can drive innovation and get a competitive advantage on one way. That they're able to do that is by finding ways to flexibly and rapidly move work loads to where they make sense, whether that's on premises or in the public cloud. And the new standard for doing this is becoming cloud native applications. There was a recent I. D. C. Future Escape that predicted that by 2025 2 3rd of enterprises will be prolific software producers with code being deployed on a daily basis, and over 90% of applications at that time will be delivered with cognitive approaches. So it's just kind of crazy to think, and what's really impressive to is that the sheer volume of applications that are anticipated to be produced with these cloud native approaches Ah, it's expected to be over 500 million new APS created with cognitive approaches by 2024 just kind of putting that into perspective 500 million. APS is the same number that's been created over the last 40 years. So it's a fun, fun trend to be part of. >>Yeah, it's really amazing. When I talked to customers, there's some It's like, Oh, let me show you how Maney APs I've done and created in the last 18 months. It was like, Great. How does that compare before? And they're like, we weren't creating APS. We were buying APS. We were buying software. We had outsourced some of those pieces. So you know that that that trend we've been talking about for a number of years is kind of everyone's a software company, Um, does not mean that, you know, we're getting rid of the old business models. But Shannon, there are challenges there either expanding and moving faster or, you know, making sure that I have the talent in house. So bring us inside. What if some of the big things that your customers are telling you, uh, maybe that's holding them back from unlocking that central? >>Yeah, totally. You hit on a couple of them, you know, we're definitely seeing a lot of interest in adoption of kubernetes and clearly VM Ware is leading the way with Changzhou. But we're also hearing that they're underestimating the challenges on how toe quote unquote get to kubernetes. Right? How do you stand up that full cloud native staff and particularly at scale Thio? How do you manage the ongoing operations and maintain that infrastructure? How do you support the various stakeholders? How do you bring I t operators and developers together? Eso There's really a wide range of challenges that, um businesses air facing. And the other thing is that you hit on, you know, they're going to be producing mawr and Mawr cloud native applications, but they still need to maintain legacy applications, many of which are driving business, critical applications and workloads. So they're going to need to look for solutions that help them manage both and allow them to re factor or retire those legacy ones at their own pace so they can maintain business continuity. >>Yeah, and of course, Shannon, we know as infrastructure people, our job was always toe, you know, give the environment to allow the applications to run in virtualization. For years, it was Well, I knew if I virtualized something, I could leave it there and it wasn't going to. It didn't have to worry about the underlying hardware changes. Help us understand How does kubernetes fit into this environment? Because, as I said that people don't want to even worry about it. And the infrastructure people now need to be able to change, expand and, you know, respond to the business so much faster than we might have in times past. >>Yeah, so from an infrastructure perspective, working with VM ware based on tons of really the essence of that is to bring I t operators and developers together. The infrastructure has a common set of management that, you know, each the developer and the I t operators can work in the language there most familiar with. And, you know, the communication of the translation all happens within Tan Xue so that they're more speaking the same, um, language when it comes Thio, you know, managing the infrastructure in particular with VM ware tansy on VX rail. We are delivering kind of a range of infrastructure options because we know people are still trying to figure out you know, where they are in their kubernetes readiness path. Some people have really developed mature capabilities in house for who were Netease for software defined networking. And for those customers, they still may want Thio. You know, use a reference architecture er and build on top of the ex rail for, you know, a custom cloud native specific application. What we're finding is more and more customers, though, don't have that level of kubernetes expertise, especially at scale. And so VM ware v sphere with Tan Xue on VX rail as well as via more cloud foundation on VX rail are ways Thio get a fast start on kubernetes with directly on these fair or kind of go with the full Monty of VM or Cloud Foundation on VX rail. >>Well, we're bringing up VX rail. Of course. The whole wave of h C I was How do we enable simplicity? We don't wanna have to think about these. We wanna, uh, just make it so that customers can just buy a solution. Of course. VX rail joint solution, you know, heavily partnership with VM ware. So, Shannon, there's a few options. VM has been moving very fast toe expand out that the into portfolio, uh, back at the beginning of the year when the sphere seven came out. You needed the BMR Cloud Foundation. Which, of course, what was an option for for for the VX rail. So help us understand you laid out a little bit some of those options there. But what should I know as Adele customer, Uh, you know what my options are? How the fault Kansas Wheat fits into it. >>Yeah, eso We like to call it kubernetes your way with the ex rail. So we have a range of options to fit your operational or kubernetes scale requirements or your level of expertise. So the three options, our first for customers that are looking for that tested, validated, multi configuration reference architectures er that will deliver platform as a service or containers is a service. We've got Tom to architecture for VX rail, which is a new name for what was known as pivot already architecture er and then for customers that may have minimum scaling requirements. They may have some of that expertise in house to manage at scale. The fastest path to get started with kubernetes is the new VM ware V sphere with Changzhou on VX rail. And then last I mentioned kind of that full highly automated turnkey on promises Cloud platform. That's the VM, or Cloud Foundation, on VX rail, which is also known as Dell Technologies Cloud Platform. And that option supports Tan Xue with software defined networking and security built in with that automated lifecycle management across the full stack. So there's really three paths to it from a reference architecture approach to a fast path on the actual clusters all the way to the full Deltek Cloud platform. And Dell Technologies is the first and only really offering this breath of tans. You infrastructure deployment options. Eso customers can really, uh, choose the best path for them. >>Yeah, So, Shannon, if if I If I think back to what we saw in the keynote, you know, VM Ware lays out there, they're hybrid and multi cloud solution. So of course they're they're public cloud the VM ware cloud on a W s. They have that solution. They have extended extended partnerships. Now, with azure uh, the the the offering with Oracle. Uh, that's coming, and I guess I could think to just think of the delta cloud on VX rail as just one of those other clouds in that hybrid and multi cloud solutions. Do I have that right? Same stack. Same management. If I'm if I'm living in that VM world world. >>Yeah. So the Deltek Cloud platform is an on premises hybrid cloud. So, you know, ah, lot of customers were looking to reduce complexity really quickly especially, you know, with some of the work from home initiatives that were sprung upon us and trying to pivot, um to respond to that. And, you know, the answer to solving some of that complexity is to jump into public cloud. What we found is a lot of customers actually are driving a hybrid cloud strategy and approach. And we know many customers sort of have that executive mandate. There's value in, um, driving that are on prem hybrid cloud approach. And that's what Dell Technologies Cloud platform is. So you get the consistent operations in the consistent infrastructure and more of the public cloud like consumption experience while having the infrastructure on Prem for security data locality. Other, um, you know, cost reasons like that. Eso That's really where VM or Cloud Foundation on VF Trail comes into play eso leveraging the VM ware technologies you have on Prem Hybrid cloud. It can connect all those public cloud providers that you talked about. So you have, you know, core to cloud on Dwan. Of the new capabilities that VM or Cloud Foundation, is announced support for is remote clusters. So that takes us kind of from cloud all the way toe edge because you now have the same VCF operational capabilities and operational efficiency with centralized management for remote locations. >>Wonderful. I'm glad you brought up the edge piece. Of course, you talk to the emerging space vm ware talking about ai talking about EJ, so help us understand. How much is it? The similar operational model? Is it even eyes that part of the VX rail family? What's the What's the state of the state in 2020 when it comes to how edge fits into that cloud core edge discussion that you just raised? >>Yeah, when you look at trends, especially for hyper converged edge and cloud native are kind of taking up a lot of the airwaves right now. Eso hyper converge is gonna play a big role in Theodore option of both cloud native Band Edge. And I think the intersection of those two comes into play with things like the remote cluster support for VM Ware Cloud Foundation on VX rail, where you can run cloud, you know, cloud native based modern applications with Tan Xue alongside traditional workloads at the edge, which traditionally have more stringent requirements. Less resource is maybe they need a more hardened environment, power and cooling, you know, um, constraints. So with VCF on VX rail, you have all the operational goodness that comes from the partnership in the levels of integration that we have with VM Ware. And customers can sort of realize that promise of full workload management mobility in a true hybrid cloud environment. >>Shannon I'm wondering what general feedback you're getting from your customers is as they look at a zoo, said these cloud native solutions. You know what's what's the big take away? Is this a continuation of the HD I wave that you've seen? Do they just pull this into their hybrid environments? Um, I'm wondering if you have any either any specific examples that you've been anonymized or just the general gestalt that you're getting from your customers. Is that how they're doing expanding, uh, into these, you know, new environments that kind of stretch them in different ways. >>Yeah, it's interesting because you know, there's there's customers that run the gamut when we look at those that are sort of the farther down their digital transformation journey. Those are the ones that were already planning for cloud native applications or had some in development. Uh, there's also some trends that we're seeing based on, you know, the the size of cluster deployments and the range of, you know, various configurations that are an indicator of those customers that are more modernized in terms of their approach to cloud native. And what we find from those customers, especially over the last six months, is that they're more prepared to respond to the unknown on bond. That was a big lesson for some of the other customers that you know, had new. The digital transformation was the way of the future, but hadn't yet sort of come up with a strategy on how to get there themselves were finding those customers are inhibiting their investments to areas that can help them be more ready for the unknown in the future. In Cloud native is top of that list. >>Absolutely. Shannon Day Volante showed a few times There's the people in the office, you know, with their white board doing everything. And there's the wrecking ball of covert 19. Kind of like Well, if you weren't ready and you weren't already down this path, you better move fast. Wonderful. All right, Shannon. So we know, uh, from past years, you know, VX rail. Usually it's all over the show. So in the digital world, what do you want to he takeaways. What are some of the key? You know, hands on demos, sessions that that people should check out. >>Thank you. Yeah. So hopefully your take away is that the X ray is a great infrastructure to support modern applications. First and foremost, we have, you know, a jointly engineered system built with VM ware, four VM ware environments to enhance fam. Where, and we do that with our the extra LHC I system software, which I didn't give a shout out to yet, which extends that native capabilities and really is the secret behind how we do seamless automated operational experience with the ex rail. And that's the case, whether it's traditional or modern applications. So that's my little commercial for VX rail at the show. Please tune into our VM World session on this topic. We also have hands on labs. We are launching a fun augmented reality game. Eso Please check that out on. We have a new Web page as well that you could get access to all the latest assets and guides that help you, you know, navigate your journey for cloud native. And that's at dell technologies dot com slash Hangzhou. >>Wonderful. Well, Shannon Champion, thanks so much. Great to see you again. And be short. Uh, we look forward to hearing more in the future. >>Thanks to >>stay with us. Lots more coverage from VM World 2020. I'm stew. Minimum is always thank you for watching the Cube.

>>from around the globe. It's the Cube with digital coverage of VM World 2020 brought to you by VM Ware and its ecosystem partners. Welcome back, I'm still minimum and this is the Cubes coverage of VM World 2020 our 11th year doing the Cube. First year. We're doing it, of course, virtually globally. Happy to welcome back to the program. One of our Cube alumni, Shannon Champion, and she is the director of product marketing with Dell Technologies. Cannon. Nice to see you and thanks so much for joining us. >>Thanks for having me. Good to see you as well. >>Alright, So big thing, of course, at VM World, talking about building off of what was Project Pacific at last year's show? Talking about how kubernetes all the wonderful cloud native pieces go in. So let's let's talk about application modernization. Shannon, you know, with a theme I've talked about for a number of years, is you know, we need to modernize the platform, and then we can modernize the applications on top of those. So tell us what you're hearing from your customers and how Delon Vm Ware then are bringing the solutions to help customers really along that journey. >>Yeah, I'd love Thio. It's fun stuff. So, um, enterprises are telling us that especially now more than ever, they're really looking for how they must digitally transform. And they need to do that so they can drive innovation and get a competitive advantage on one way. That they're able to do that is by finding ways to flexibly and rapidly move work loads to where they make sense, whether that's on premises or in the public cloud. And the new standard for doing this is becoming cloud native applications. There was a recent I. D. C. Future Escape that predicted that by 2025 2 3rd of enterprises will be prolific software producers with code being deployed on a daily basis, and over 90% of applications at that time will be delivered with cognitive approaches. So it's just kind of crazy to think, and what's really impressive to is that the sheer volume of applications that are anticipated to be produced with these cloud native approaches Ah, it's expected to be over 500 million new APS created with club approaches by 2024 just kind of putting that into perspective 500 million. APS is the same number that's been created over the last 40 years. So it's a fun, fun trend to be part of. >>Yeah, it's really amazing. When I talked to customers, there's some It's like, Oh, let me show you how Maney APs I've done and created in the last 18 months. It was like, Great. How does that compare before? And they're like, we weren't creating APS. We were buying APS. We were buying software. We have outsourced some of those pieces. So you know that that that trend we've been talking about for a number of years is kind of everyone's a software company, Um, does not mean that, you know, we're getting rid of the old business models. But Shannon, there are challenges there either expanding and moving faster or, you know, making sure that I have the talent in house. So bring us inside. What if some of the big things that your customers were telling you, maybe that's holding them back from unlocking that potential? >>Yeah, totally. You hit on a couple of them, you know, we're definitely seeing a lot of interest in adoption of kubernetes and clearly vm Ware is leading the way with Changzhou. But we're also hearing that they're underestimating the challenges on how toe quote unquote get to kubernetes. Right? How do you stand up that full cloud native staff and particularly at scale Thio? How do you manage the ongoing operations and maintain that infrastructure? How do you support the various stakeholders? How do you bring I t operators and developers together? Eso There's really a wide range of challenges that, um businesses air facing. And the other thing is that you hit on, you know, they're gonna be producing Mawr and Mawr cloud native applications, but they still need to maintain legacy applications, many of which are driving business critical applications and workloads. So they're going to need to look for solutions that help them manage both and allow them to re factor or retire those legacy ones at their own pace so they can maintain business continuity. >>Yeah, and of course, Shannon, we know as infrastructure people, our job was always toe, you know, give the environment to allow the applications to run in virtualization. For years, it was Well, I knew if I virtualized something, I could leave it there, and it wasn't going to it didn't have to worry about the underlying hardware changes. Help us understand How does kubernetes fit into this environment? Because, as I said that people don't want to even worry about it. And the infrastructure people now need to be able to change, expand and, you know, respond to the business so much faster than we might have in times past. >>Yeah, So from an infrastructure perspective, working with VM ware based on tons of really the essence of that is to bring I t operators and developers together. The infrastructure has a common set of management that, you know, each the developer and the I t operators can work in the language there most familiar with. And, you know, the communication of the translation all happens within Tan Xue so that they're more speaking the same, um, language when it comes Thio, you know, managing the infrastructure in particular with VM ware tansy on VX rail. We are delivering kind of a range of infrastructure options because we know people are still trying to figure out you know, where they are in their kubernetes readiness. Have, um, some people have really developed mature capabilities in house for who were Netease for software defined networking. And for those customers, they still may want Thio. You know, use a reference architecture er and build on top of the ex rail for, you know, a custom cloud native specific application. What we're finding is more and more customers, though, don't have that level of kubernetes expertise, especially at scale. And so VM ware v sphere with Tan Xue on VX rail as well as via more cloud foundation on VX rail are ways Thio get a fast start on kubernetes with directly on these fair or kind of go with the full Monty of B M or Cloud Foundation on BX rail. >>Well, we're bringing up VX rail. Of course. The whole wave of h C I was How do we enable simplicity? We don't wanna have to think about these. We wanna, uh, just make it so that customers can just buy a solution. Of course. VX rail joint solution, you know, heavily partnership with VM ware. So, Shannon, there's a few options. VM has been moving very fast. Expand out that the into portfolio, uh, back at the beginning of the year when the Sphere seven came out. You needed the BMR Cloud Foundation. Which, of course, what was an option for for for the VX rail. So help us understand you laid out a little bit some of those options there. But what should I know as Adele customer, Uh, you know what my options are? How the fault hands a sweet fits into it. >>Yeah, eso we like to call it kubernetes your way with the ex rail. So we have a range of options to fit your operational or kubernetes scale requirements or your level of expertise. So the three options, our first for customers that are looking for that tested, validated multi configuration reference architectures er that will deliver platform as a service or containers is a service. We've got tons of architecture for VX rail, which is a new name for what was known as pivot already architecture er and then for customers that may have minimum scaling requirements, they may have some of that expertise in house to manage at scale. The fastest path to get started with kubernetes is the new VM ware V sphere with Changzhou on VX rail. And then last I mentioned kind of that full highly automated turnkey on promises. Cloud platform. That's the VM, or Cloud Foundation, on VX rail, which is also known as Dell Technologies Cloud Platform. And that option supports Tan Xue with software defined networking and security built in with that automated lifecycle management across the full stack. So there's really three paths to it, from a reference architecture approach to a fast path on the actual clusters all the way to the full Deltek Cloud platform. And Dell Technologies is the first and only really offering this breath of Tanya infrastructure deployment options. Eso customers can really choose the best path for them. >>Yeah, so, Shannon, if if I If I think back to what we saw in the keynote, you know, VM Ware lays out there, they're hybrid and multi cloud solution. So of course they're they're public cloud the VM ware cloud on a W s. They have that solution. They have extended extended partnerships. Now, with azure uh, the the the offering with Oracle that's coming. And I guess I could think to just think of the Delta cloud on VX rail as just one of those other clouds in that hybrid and multi cloud solutions do I have that right? Same stack. Same management. If I'm if I'm living in that VM world world. >>Yeah. So the Deltek Cloud platform is an on premises hybrid cloud. So, you know, ah, lot of customers were looking to reduce complexity really quickly especially, you know, with some of the work from home initiatives that were sprung upon us and trying to pivot to respond to that. And, um, you know the answer toe solving some of that complexity is to jump into public cloud. What we found is a lot of customers actually are driving a hybrid cloud strategy and approach. And we know many customers sort of have that executive mandate. There's value in, um, driving that, um on Prem hybrid cloud approach. And that's what Dell Technologies Cloud platform is. So you get the consistent operations in the consistent infrastructure and more of the public cloud like consumption experience while having the infrastructure on Prem for security data locality There, um, you know, cost reasons like that eso That's really where VM or Cloud Foundation on VF drill comes into play eso leveraging the VM ware technologies you have on Prem hybrid cloud. It can connect all those public cloud providers that you talked about. So you have, you know, core to cloud on day one of the new capabilities that VM or Cloud Foundation is announced support for is remote clusters. So that takes us kind of from cloud all the way toe edge because you now have the same VCF operational capabilities and operational efficiency with centralized management for remote locations. >>Wonderful. I'm glad you brought up the edge piece. Of course, you talk to the emerging space vm ware talking about ai talking about EJ. So help us understand. How much is it? The similar operational model is it even? Is that part of the VX rail family? What's the What's the state of the state in 2020 when it comes to how edge fits into that cloud core edge discussion that you just, uh, raised? >>Yeah. When you look at trends, especially for hyper converged edge and cloud native are kind of taking up a lot of the airwaves right now. Eso hyper converge is gonna play a big role in Theodore option of both cloud native Band Edge. And I think the intersection of those two comes into play with things like the remote cluster support for VM or Cloud Foundation on VX rail where you can run cloud, you know, cloud native based modern applications with thons Ooh, alongside traditional workloads at the edge, which traditionally have more stringent requirements. Less resource is maybe they need a more hardened environment, power and cooling, you know, um, constraints. So with VCF on Vieques, well, you have all the operational goodness that comes from the partnership in the levels of integration that we have with VM Ware. And customers can sort of realize that promise of full workload management mobility in a true hybrid cloud environment. >>Shannon, when I'm wondering what general feedback you're getting from your customers is as they look at a zoo, said these cloud native solutions and you know what's what's the big take away? Is this a continuation of the HD I wave that you've seen? Do they just pull this into their hybrid environments? Um, I'm wondering if you have any either any specific examples that you've been anonymized or just the general gestalt that you're getting from your customers. Is that how they're doing expanding, uh, into these, you know, new environments that kind of stretch them in different ways. >>Yeah, it's interesting because you know, there's there's customers that run the gamut when we look at those that are sort of the farther down their digital transformation journey. Those are the ones that were already planning for cloud native applications or had some in development. Uh, there's also some trends that we're seeing based on, you know, the the size of cluster deployments and the range of, you know, various configurations that are an indicator of those customers that are more modernized in terms of their approach to cloud native. And what we find from those customers, especially over the last six months, is that they're more prepared to respond to the unknown on bond. That was a big lesson for some of the other customers that you know, had new. The digital transformation was the way of the future, but hadn't yet sort of come up with a strategy on how to get there themselves were finding those customers are inhibiting their investments to areas that can help them be more ready for the unknown in the future. In Cloud Native is top of that list. >>Absolutely Shannon Day Volante shown a few times. There's the people in the office, you know, with their white board doing everything. And there's the wrecking ball of covert 19. Kind of like Well, if you weren't ready and you weren't already down this path, you better move fast. Wonderful. All right, Shannon. So we know, uh, from past years, you know, VX rail. Usually it's all over the show. So in the digital world, what do you want? He takeaways. What are some of the key? You know, hands on demos, sessions that that people should check out. >>Thank you. Yeah. So hopefully your take away is that the exhale is a great infrastructure to support modern applications. First and foremost, we have, you know, a jointly engineered system built with VM ware, four VM ware environments to enhance fam. Where, and we do that with our the extra LHC I system software, which I didn't give a shout out to yet, which extends that native capabilities and really is the secret behind how we do seamless automated operational experience with the ex rail. And that's the case, whether it's traditional or modern applications. So that's my little commercial for VX rail at the show please tune into our VM World session on this topic. We also have hands on labs. We are launching a fun augmented reality game. Eso Please check that out on. We have a new Web page as well that you get access to all the latest assets and guides that help you, you know, navigate your journey for cloud native. And that's at dell technologies dot com slash Hangzhou. >>Wonderful. Well, Shannon Champion, thanks so much. Great to see you again. And be short. Uh, we look forward to hearing more in the future. >>Thanks to >>stay with us. Lots more coverage from VM World 2020. I'm stew. Minimum is always thank you for watching the Cube.

>>live from Las Vegas. It's the Cube covering Splunk dot com. 19. Brought to you by spunk >>Welcome back Everyone's two cubes Live coverage from Las Vegas. Four Splunk dot com 2019 The 10th anniversary of their and user conference I'm John Free host of the key that starts seventh year covering Splunk Riding the wave of Big Data Day three of our three days were winding down. Our show are great to have on next guest Didn't Medoc executive director be Ibis Intelligence? Advanced Data Analytics at Clemson University Big A C C. Football team Everyone knows that. Great stadium. Great to have you on. Thanks for spending the time to come by and on Day three coverage. >>Thanks, John, for having me over. >>So, you know, hospitals, campuses, some use cases just encapsulate the digital opportunities and challenges. But you guys air have that kind of same thing going on. You got students, you got people who work there. You got a I ot or campus to campus is you guys are living the the real life example of physical digital coming together. Tell us about what's going on in your world that Clemson wouldn't your job there. What's your current situation? >>So, like you mentioned, we have a lot of students. So Clemson's about 20,000 undergraduate, children's and 5000 graduate students way faculty and staff. So you're talking about a lot of people every semester. We have new devices coming in. We have to support the entire network infrastructure, our student information systems on and research computing. So way we're focused on how convene make students lives better than experience. Better on how convene facilitated education for them. So way try toe in my role. Specifically, I'm responsible for the advanced eight analytics, the data that we're collecting from our systems. How can we? How can you use that on get more insides for better decision making? So that's that's >>Is a scope university wide, or is it specifically targeted for certain areas? >>So it does interest divide. So we have. We have some key projects going on University wide way, have a project for sure and success. There's a project for space utilization and how how, how we can utilize space and campus more efficiently. And then we're looking at energy energy usage across buildings campus emergency management idea. So we've got a couple of projects, and then Pettersson projects that most hired edge motion overseas work on this father's retention enrollment, graduation rates. How how the academics are. So so we're doing the same thing. >>What's interesting is that the new tagline for Splunk is data to everything. You got a lot of things. Their data. Ah, lot of horizontal use cases. So it seems to me that you have, ah, view and we're kind of talking on camera before we went live here was Dana is a fluid situation is not like just a subsystem. It's gotta be every native everywhere in the organization on touched, touches everything. How do you guys look at the data? Because you want to harness the data? Because data getting gathering on, say, energy. Your specialization might be great data to look at endpoint protection, for instance. I don't know. I'm making it up, but data needs to be workable. Cross. How do you view that? What's what's the state of the art thinking around data everywhere? >>So the key thing is, we've got so many IOC's. We've got so many sensors, we've got so many servers, it's it's hard when you work with different technologies to sort of integrate all of them on in the industry that have bean Some some software companies that try to view themselves as being deking, but really the way to dress it does you look at each system, you look at how you can integrate all of that, all of that data without being deking. So you basically analyze the data from different systems. You figured out a way to get it into a place where you can analyze it on, then make decisions based on that. So so that's essentially what we've been focused on. Working on >>Splunk role in all this is because one of things that we've been doing spot I've been falling spunk for a long time in a very fascinated with law. How they take log files and make make value out of that. And their vision now is that Grew is grow is they're enabling a lot of value of the data which I love. I think it's a mission that's notable, relevant and certainly gonna help a lot of use cases. But their success has been about just dumping data on display and then getting value out of it. How does that translate into this kind of data space that you're looking at, because does it work across all areas? What should what specifically are you guys doing with Splunk and you talk about the case. >>So we're looking at it as a platform, like, how can we provide ah self service platform toe analysts who can who can go into system, analyze the data way not We're not focusing on a specific technology, so our platform is built up of multiple technologies. We have tableau for visual analytics. We're also using Splunk. We also have a data warehouse. We've got a lot of databases. We have a Kafka infrastructure. So how can we integrate all of these tools and give give the choice to the people to use the tools, the place where we really see strong helping us? Originally in our journey when we started, our network team used to long for getting log data from switches. It started off troubleshooting exercise of a switch went down. You know what was wrong with it? Eventually we pulled in all for server logs. That's where security guard interested apart from the traditional idea of monitoring security, saw value in the data on. And then we talked about the whole ecosystem. That that's one provides. It gives you a way to bring in data withdrawal based access control so you can have data in a read only state that you can change when it's in the system and then give access to people to a specific set of data. So so that's that's really game changing, even for us. Like having having people be comfortable to opening data to two analysts for so that they can make better decisions. That's that's the key with a lot of product announcements made during dot com, I think the exciting thing is it's Nargis, the data that you index and spunk anymore, especially with the integration with With Dew and s three. You don't have to bring in your data in response. So even if you have your data sitting in history, our audio do cluster, you can just use the data fabric search and Sarge across all your data sets. And from what I hear that are gonna be more integrations that are gonna be added to the tool. So >>that's awesome. Well, that's a good use. Case shows that they're thinking about it. I got to ask you about Clemson to get into some of the things that you guys do in knowing Clemson. You guys have a lot of new things. You do your university here, building stuff here, you got people doing research. So you guys are bringing on new stuff, The network, a lot of new technology. Is there security concerns in terms of that, How do you guys handle that? Because you want to encourage innovation, students and faculty at the same time. You want gonna have the data to make sure you get the security without giving away the security secrets are things that you do. How do you look at the data when you got an environment that encourages people to put more stuff on the network to generate more data? Because devices generate data project, create more data. How do you view that? How do you guys handle that? >>So our mission and our goal is not to disrupt the student experience. Eso we want to make it seem less. And as we as we get influx of students every semester, we have way have challenges that the traditional corporate sector doesn't have. If you think about our violence infrastructure. We're talking about 20 25,000 students on campus. They're moving around. When, when? When they move from one class to another, they're switching between different access points. So having a robust infrastructure, how can we? How can we use the data to be more proactive and build infrastructure that's more stable? It also helps us plan for maintenance is S O. We don't destruct. Children's so looking at at key usage patterns. How what time's Our college is more active when our submissions happening when our I. D. Computing service is being access more and then finding out the time, which is gonna be less disruptive, do the students. So that's that's how we what's been >>the biggest learnings and challenges that you've overcome or opportunities that you see with data that Clemson What's the What's the exciting areas and or things that you guys have tripped over on, or what I have learned from? We'll share some experiences of what's going on in there for you, >>So I think Sky's the limit here. Really like that is so much data and so less people in the industry, it's hard to analyze all of the data and make sense of it. And it's not just the people who were doing the analysis. You also need people who understand the data. So the data, the data stores, the data trustees you need you need buy in from them. They're the ones who understand what data looks like, how how it should be structured, how, how, how it can be provided for additional analysis s Oh, that's That's the key thing. What's >>the coolest thing you're working on right now? >>So I'm specifically working on analyzing data from our learning management system canvas. So we're getting data informer snapshots that we're trying to analyze, using multiple technologies for that spunk is one of them. But we're loading the data, looking at at key trends, our colleges interacting, engaging with that elements. How can we drive more adoption? How can we encourage certain colleges and departments, too sort of moved to a digital classroom Gordon delivery experience. >>I just l a mess part of the curriculum in gym or online portion? Or is it integrated into the physical curriculum? >>So it's at this time it's more online, But are we trying to trying to engage more classes and more faculty members to use the elements to deliver content. So >>right online, soon to be integrated in Yeah, you know, I was talking with Dawn on our team from the Cube and some of the slum people this week. Look at this event. This is a physical event. Get physical campuses digitizing. Everything is kind of a nirvana. It's kind of aspiration is not. People aren't really doing 100% but people are envisioning that the physical and digital worlds are coming together. If that happens and it's going to happen at some point, it's a day that problem indeed, Opportunity date is everything right? So what's your vision of that as a professional or someone in the industry and someone dealing with data Clemson Because you can digitize everything, Then you can instrument everything of your instrument, everything you could start creating an official efficiencies and innovations. >>Yes, so the way I think you you structure it very accurately. It's amalgam of the physical world and the digital world as the as the as the world is moving towards using more more of smartphones and digital devices, how how can we improve experience by by analyzing the data on and sort of be behind the scenes without even having the user. The North is what's going on trading expedience. If the first expedience is in good that the user has, they're not going to be inclined to continue using the service that we offer. >>What's your view on security now? Splunk House League has been talking about security for a long time. I think about five years ago we started seeing the radar data. Is driving a lot of the cyber security now is ever Everyone knows that you guys have a lot of endpoints. Security's always a concern. How do you guys view the security of picture with data? How do you guys talk about that internally? How do you guys implement data without giving me a secret? You know, >>way don't have ah ready Good Cyber Security Operation Center. That's run by students on. And they do a tremendous job protecting our environment. Way monitored. A lot of activity that goes on higher I deserve is a is a challenge because way have in the corporate industry, you can you can have a set of devices in the in the higher education world We have students coming in every semester that bringing in new, important devices. It causes some unique set of challenges knowing where devices are getting on the network. If if there's fishing campaigns going on, how can be, How can we protect that environment and those sort of things? >>It is great to have you on. First of all, love to have folks from Clemson ons great great university got a great environment. Great Great conversation. Congratulations on all your success on their final question for you share some stories around some mischief that students do because students or students, you know, they're gonna get on the network and most things down. Like when when I was in school, when we were learning they're all love coding. They're all throwing. Who knows? Kitty scripts out there hosting Blockchain mining algorithms. They gonna cause some creek. Curiosity's gonna cause potentially some issues. Um, can you share some funny or interesting student stories of caught him in the dorm room, but a server in there running a Web farm? Is there any kind of cool experiences you can share? That might be interesting to folks that students have done that have been kind of funny mistress, but innovative. >>So without going into Thio, I just say, Like most universities, we have, we have students and computer science programs and people who were programmers and sort of trying to pursue the security route in the industry. So they, um, way also have a lot of research going on the network on. And sometimes research going on may affect our infrastructure environment. So we tried toe account for those use cases and on silo specific use cases and into a dedicated network. >>So they hit the honeypot a lot. They're freshmen together. I'll go right to the kidding, of course. >>Yes. So way do we do try to protect that environment on Dhe. Makes shooting experience better. >>I know you don't want to give any secrets. Thanks for coming on. I always find a talk tech with you guys. Thanks so much appreciated. Okay. Cube coverage. I'm shot for a year. Day three of spunk dot com for more coverage after this short break

>>live from Las Vegas. It's the Cube covering Splunk dot com. 19. Brought to You by spunk. >>Hey, welcome back. Everyone's live Cube coverage in Las Vegas. That's plunks dot com. 2019 thistles their annual customer conference, where they unleash all the new technologies, announce all the new things. Everyone's here. It's the 10th anniversary of Splunk dot com cubes. Seventh year we've been covering slung been quite the journey from scrappy, startup going public growth phase. Now market leader on Outside has to come to success from the products and the engineering. And, of course, the people in the field that that served customers. And we're here with Susan St Leger, who's the president of worldwide field operations. Thanks for coming back to see you. >>Thank you, John. It's exciting to be here. >>So in the keynote, bringing data to every outcome is really the theme. Um, you seem to got a spring to your step here. You excited this year? What an amazing successful show because you got a platform. But the proof is out there. You got that ecosystem. You got people building APS on top of it. It's kind of all coming together this year, >>It sure is experience. It's it's it's just it's a huge leap forward, and I think so. Much of it is a vision of data to everything. And if you think about it, we talk about. We want to bring data to every question, every problem in every action. And the biggest thing you're going to see that you did see in the show is it's no longer just about the Splunk index. We're going to help you get you get value out of data wherever it lives. >>You had some big news on acquisition front Signal FX. Big chunk of change for that company. Private hot category. Observe ability, which really taste is out. That next 20 mile stare in the marketplace, which is cloud native. >>That's a >>cloud Service is, which comes together in the platform with logging coming together. >>Yeah, so exciting Way looked hard at that entire market, and signal FX was definitely the right answer. They operated a scale similar to us. They know how to how to operate it that scale, and so they're gonna be able to serve our customers well. And our view of the world is it's going to be hybrid for a very long time. But they serve that new cloud native world better than anybody else. It's It's when you do monitoring the cloud native world. It's really interesting to think about it. It's all made up of Micro service is right. So thousands of Micro Service's hundreds, thousands of Micro Service's and so in traditional monitoring, it's always you're tryingto monitor things you know could go wrong. In a microt service landscape, you don't know everything that could possibly go wrong. And so it's a level of complexity that's just very different. And so it's all about instrument ing, so that when something does go wrong, you can solve it. >>You guys have a very loyal based customer base, and that's again testament success. But the product has changed, and the value problems is emerging even further with data. That's a big theme. Data to everywhere, everything and security has come up on the radar a few years ago, here, the show. But this almost is a full blown security show at this point, because security center of everything you can't ignore it's become a centerpiece of everything data, the access to the diversity, How is that impacting the field because you're not. I mean, I guess you're a security company enabler and solve security problems. Date is a big part of it. Sure, I was at shaping your operations, >>So I think the thing to understand is correct. We're not just a security company, but we are number one in the security Magic quadrant. We're number one in both I. D. C and Gardner, and so that's important. But what happens is all the data the equal act for security can also be used for all these other use cases. So, generally speaking, whatever you're collecting for security is also valuable for I t operations, and it's also valuable for many other use cases. So I'll give you an example. Dominoes, which is a great customer of ours. They're gone 65% of their orders now come in digitally, okay? And so they monitor the entire intend customer experience. But they monitor it not only from a nightie operations perspective. That same data that they used righty operations also tells them you know what's being ordered, what special orders are being made and they use that data for promotions based upon volume and traffic and timing. they actually create promotion. So now you're talking about the same data that he collected for security night operations you can actually use for promotions, which is marketing is >>not a lot of operating leverage in data. You're getting out this. The old model was is a database. Make a queer. You get a report. Little time problem there. But now you have. Well, that other date is over there in another database. Who runs that data? So the world has certainly changes now, data needs to be addressable. This seems to be a big theme here on undercurrent. I know data to everywhere is kind of global theme, but don't diverse data feeds a I cracked and address ability allows for application access. >>Correct. So we look at the entire data landscape and say, we want to help you get data value out of your data wherever it lives. And it's right now, we've changed to the point where we are operating on data in motion, which is with data stream processor, which is hugely beneficial. You mentioned you know, a I m l way actually do something so unique from an ML perspective because we're actually doing the ml on the live streaming so, so much more valuable than doing it in batch mode. And so the ability to create those ML models by working on live data is super powerful. >>Good announcement. So you guys had the data processor. You have the search fabric, >>data fabric search, >>real time and acceleration our themes there. I want to get your thoughts on your new pricing options. Yes. Why now? What's that mean for customers? >>So if we want to bring data to everything, we have to allow them to actually get all the data right? So we needed to give them more flexible models and more alternative models. So for some people and just motto is very comfortable. But what they want it was more flexibility. So if you look at our new traunch pricing are predictable pricing, there's a couple of things that we've done with it. Number one is from 125 gig all the way up to unlimited. We'll show your predictable pricing so you don't have to guess. Well, if I move from 20 terabytes 2 50 what's that gonna cost me? We're gonna tell you, and you're gonna know and so That's one. The second thing is you don't have to land on the exact ingest. So before, if you bought a terabyte, you got a terabyte. Right now there's a traunch from 1 to 2 terabytes. There's a trunk from 2 to 5 terabytes. And so it gives the customers flexibility so that they don't have to worry about it coming back to buy more right away. >>So that's kind of cloud by as you go variable pricing. Exactly. I want your thoughts on some of the sales motions and position and you guys have out in the field. Visa VI. The industry has seen a lot of success and say Observe ability. For instance, Southern to Rick and Kartik About this. Yes, you guys are an enterprise software cloud and on premises provider you Enterprise sales motion. >>Yes, >>there's a lot of other competition up there that sells for the SNB. They're like tools. What's the difference between an offering that might look like Splunk but may be targeting the SNB? Small means business and one that needs to be full blown enterprise. >>Yeah, so I think the first and foremost most of the offerings that we see land in S and B. They have scale issues over time, I and so what we look at it and say is and they're mostly point products, right? So you can you can clutter up your environment with a bunch of point products, doing all these different things and try and stitch them together. Or you can go with this fun clock for him. So which allows you thio perform all of the same operations, whether B I t Security or Data Analytics in general. But it really isn't. It's about having the platform. >>You guys, what reduced the steps it takes to implement our What's the value? I guess. Here's Here's the thing. What's the pitch? So I'm on Enterprise. I'm like, Okay, I kept Dad. I got a lot of potential things going on platform. I need to make my data work for me any day to be everywhere. I au g Enterprise Cloud. What's the Splunk pitch? >>So our pitches were bringing dated everything, and first and foremost it's important. Understand why? Because we believe at the heart of every problem is a data problem. And we're not just talking t and security. As you know, you saw so many examples. I think you talk to his own haven earlier this week. Right? Wildfires is a data problem New York Presbyterian is using using us for opioid crisis. Right? That's a data problem. So everything's a data problem. What you want is a platform that can operate against that data and remove the barriers between data and action. And that's really what we're focused on. >>He mentions own haven that was part of Splunk Ventures Fund. You have a social impact fund? Yes, what's the motivation line that is just for social good? Is there a business reason behind it or both? >>What's this? So we actually have to social focuses. One is long for good, and that is non profit. What we announced this, what we announced a couple weeks ago that we reiterated yesterday was the spunk, social impact funds, a splint venture social impact fund, and this is to invest in for profit companies using data for social good. And the whole reason is that we look at it and so we say we're a platform. If you're a platform, you want to build out the ecosystem, right? And so the Splunk Innovation Fund splint Ventures Innovation Fund is to invest in new technology focused on that that brings value out of data. And on the other side, it's the spunk. Social impact. Thio get data companies that are taking data and creating such a >>Splunk for good as Splunk employees or a separate nonprofit. And >>it's not a separate nonprofit entity, but it is what we what we invest in. Okay. >>Oh, investing in >>investing in non for profit. Exactly like when we talked about the Global Emancipation Network right, which uses Splunk to fight human trafficking. That's on the nonprofit side. >>So take me through. This is a really hot area we've been covering for good because all roads I want now is for bad. Mark Zuckerberg's testifying from the Congress this morning kind of weird to watch that, actually, but there's a lot of good use cases. Tech tech can be shaped for good. A lot of companies are starting and getting off the ground for good things, but they're kind of like SMB, but they want the Splunk benefit. How do they engage with spunk if I'm gonna do ah social impact thing say cube for good? I got all this Tech. How do I engage punk? I wanted, but I don't know what to do. Have access to tools? How do I buy or engage with Splunk? >>Yes, start parties. Fund managers is making sure it's not just money, right? It's money, its access to talent. It's access to our product. And it's, you know, help with actually thinking through what they're trying to achieve, so it really is the entire focus. It's not just about the tech, Thea. Other thing I would say is you saw that we put out a Splunk investigate, and you also saw us talking about spunk, business slow and mission control. Those air now all built on a native SAS platform. And so the ability for our ecosystem now to go build on a native son platform is going to be incredibly powerful. >>So you expect more accelerated opportunities that all right, what's your favorite customer success stories? I know it's hard to pick your favorites, like picking a favorite child may be filled with the categories. Most ambitious class clown class favorite me. What's the ones you would call a really strong, >>so hit on a couple of my lover Domino story and the other one that I love, that I touched on. But I want to expand on because I think it's an amazing story. Is New York Presbyterian on using the Yes See you sprung for traditional security for private patient privacy. They also use it for medical devices. But here's the thing they use it for to help the opioid crisis. And you're like, How is opioid crisis a data problem? What they do is they actually correlate all the data that so doctors are prescribing the opioids who they're prescribing them to a number of prescriptions being building their pharmacy and then the inventory of opioids. Because they actually have sensors on all the cabinets where they get the opioids, they correlate all the data, and they make sure that if they understand if opioids being stolen from the hospital, because what people don't understand is that the opioid a lot of big part of the opioid crisis starts with hospitals to say of such a big volume of opioids. And so that, to me, is just I guess I love it because it's a great customer success story. But it's also again, it's so much fun doing good problem. >>A lot of deaths. I gotta ask you around your favorite moments here dot com, and you're a lot of conversations in your customer conversations this year. Let's do a little Splunk of the Cube right now can take the patterns, all the data, your meetings. What's the top patterns that are emerging? What are some of the top conversation themes that just keep popping up with customer? Specifically, >>I think the biggest thing is that they have seen more innovation unleash this year than they have ever seen in one year from Splunk. The other thing is that we've gone far outside of our traditional spunk index right and that the portfolio has grown so much and that we're allowing them to operate and get value out of the data wherever it lives. So data in motion and then you saw in data fabric search. We'll let you query not only the Splunk indices, but also H D. F s and s three buckets and more buckets to come. So more sinks if you will. So, really, what we're trying to do is say, we're just going to be your date a platform to help you get value >>Susan, you're a great leader and slung. Congratulations on your success again. They continue to grow every year. Splunk defies the critics. Now you're a market leader. Culture is a big part of this. What is your plans this year To take it to the next level? You're president of field worldwide, field operations, global business landscape. What are some of your goals and objectives on culture >>and the culture? So thank you, Jon. First of all, for your comments and were so committed to our culture, I think you know, as you grow so quickly, it takes a real effort to stay focused on culture way, have an incredible diversity and inclusion program. Onda We do way. It's a business imperative for us. Every single leader has diversity, diversity, inclusion, focuses and targets. And so I think that's a huge part of our culture. And the reason I say that, John, I don't know if you've ever heard about a 1,000,000 data points. Did anybody ever way Always talk about, you know in different different settings will share a couple of our 1,000,000 data points. What we want to make sure is a culture is that way. >>We >>have our employees showing up with their authentic self and because you do your best work when you can show up is your authentic self. And so we have people share a handful of their 1,000,000 data points at all different times throughout the year to get to know each other as individuals, as human beings and really understand what matters to each other. And I love that 1,000,000 data points culture, and I got that. We truly live it. And again it's It's about authenticity. And so I think that's what makes us incredibly special. >>And inclusion helps that trust >>fund elaboration, yes, and also just add to that. We're very proud of the fact that we made the fortune list this year for best places to work for women. So it shows that our focus, you know, we started. We started revealing our metrics just about two years ago, and we've had significant improvement way. Believe that what you focus on what you measure is what you improve. So we started measuring and improving it, and this year we made the list for a fortune that's called walking. It is Congratulations. Thank you. We're very excited about >>awesome on global expansion. I'm assuming is on the radar. Well, >>always, especially at this point. We're ready to double down and some of the tier one mark. It's a lovely for sure >>wasn't saying. Legend. President of worldwide field operations here inside the Cube. Where day to slung dot com 10th anniversary of their customer conference Our seventh year covering Splunk Amazing Ride They continue to ride the big wave. Thats a Q bring you all the data on insights here. I'm John Ferrier. Thanks for watching.

>>live from Washington, D. C. >>It's the Cube >>covering Bumi World 19. Do you buy movie? >>Hey, welcome back to the Cube. We've got candy. That's right. I am Lisa Martin in Washington, D. C. At booming World 19 with John Ferrier and John and I are excited to be talking next with a chief technology officer of candy dot com. Gary, welcome to the Cube. >>Thank you for having me great to be here. >>So tell our audience about candy dot com Guinea all that you want dot com cool stuff. >>It is cool stuff. It is the endless. I'll just like going to the supermarket and never runs. Oh, it's absolutely perfect. That's actually how we started knowing that there was so much candy out there that people wanted in the lines just weren't long enough to put him in, no matter where you checked out, and we started off being the online candy store, which was a foot in the door, but it was a very small opening at that time. >>One of the things you said when I met you today whilst eating candy that you guys brought thank you very much for that was very appropriate. Um, was that candy? Is recession proof? >>It is. It's it's ah, you know, good times, bad times. You know, people are gonna have birthday parties. People get married holidays. They're going to come. You know, you've had a really great day. It's a candy bar. You know, you've had a really bad day. It's the candy bar. That's just it's an impulse buy, but it's an impulse buy with your favorite. I mean, it's something to comfort more than anything else, actually. And the technology side talk about how you guys were organized. What? Some of the challenges and how does Bumi fit in? Take us through the journey. Sure, when we started out, we thought, How hard could it be doing? Data entry will get the orders. They'll come across, we'll have some people. Instrument to the system will start filling up, you know, and then everything else will take care of itself. And within about a few minutes, we realized that that was probably not going to work. It was not scalable because first of all, data entry is air pro. You know, if you have someone actually trying to do with their, it's not gonna work for us. So we realized that there was a mechanism out there with Edie I and we went to 1/3 party provider to help us with the FBI. And that's how we started with the first couple of integrations and it was good. It got us off the ground and got us further into that door. >>So you started with, um, how many different partners trading partners take us back to kind of the last 10 years of candy dot com and how that Trading Partner Network has grown. >>Oh, it's like the journey. It's still we starts with the first step. We had one that was interested, one that wanted to work with Austin, and we started to do the work with them and figure out how to handle it. But they had multiple divisions, so, you know, there was only one that was 32 actual integrations that had to be done on being a traditional brick and mortar. It's very competitive. So once the word got out that they were work with us, there was a couple other. So we had six pretty big ones lined up early on that we needed to have integrated in up and running very quickly. >>And from a digital perspective, what were some of the initial system's applications that you implemented just start being able to manage and track those trading partner interactions to ensure that you're able to deliver? You know what? The candy, the candy demand that you need to fill? >>It was, sadly, a lot of C S V. A lot of email, a lot of phone calls back and forth. There was a lot of hours, and it was one those ones where we would really just bring in temps and try to keep up with it did not really have a repeatable process or a good technical footprint of what we needed to d'oh way didn't know what we didn't know when we started, and we very rapidly came to become aware of what we needed to do. >>So starting with air P Net sweet brought net Sweden two years ago. Tell us about that and what you thought was gonna solve all of our problems. Well, that's why it's >>a great package because it brought us both order management and it brought us here. Pee in. There were so many models and so much technology behind it and they have a warehouse module. There's, like all we could grow forever With this, it will never be bounded. This is gonna be fantastic. But what we forgot is that it was only as good as the data in there. And if we're using as a manual data entry, it's not going to meet our needs. We needed to come up with a better way in a more efficient way to get the data in. And this was still back in the day when we're trying to fulfill something within a week, much less where we're at today. >>Okay, so where does Bumi fit into play? >>We realized, unfortunately that even when you have an integration up and running and as good as the integration is, some of your trading partners will have changes. They're going to give you a different reference number. They're gonna give you a different requirement. They're gonna make something that was optional now mandatory. So we had problems because it wasn't just also that was impacting everyone that was doing an integration with that trading partner had it. So if I had outsourced it and there was 100 people that had that map. We were one of 100. Sometimes we were one, and sometimes we were as far away from one is possible and you understand that, and you appreciate it because there's only a finite number of hours to get things done. So we understood that to be really profitable and get to the level of service we needed to control the data. And that's when we decided that we needed to bring the E. D I and house. >>So when you were looking for the right integration partner, what was it about Bhumi from a technology perspective and a business perspective that really differentiated it. >>First and foremost, the number one requirement had to talk to nets. We had a have a native nets. We'd integration if it did not talk to net sweet. It wasn't gonna make it onto our plate because we weren't gonna spend the time to reinvent the wheel when obviously the wheel was out there. We had actually done that once before, and it was successful but painful. And there's people out there who build a connection and work to silver partners like blooming in the platinum partners that can go out and they can actually keep up with the release before it comes out. And you're being proactive by the reactive from a business need. It was We can't drop data. We need to be efficient. We need to be timely. We need visibility. And looking at Bumi, it met all those needs. We had a connection into nets. We had a reporting tool. We had error messages coming back. We had everything that we needed to manage our own world and take control of it. Or so we thought >>that look. Okay, so get this implemented. What sort of opportunities is the start opening up? You talked about control there, or so we thought. What have you been able to unlock where control is concerned? In the last few years, >>what we didn't realize with what we were doing is that way. We're just basically turning on everything and trying to run this efficiently and fast as possible. And that was really the wrong approach to take what we needed to do it as some governance to it as some logic to it, too, you know, not compete with jobs. There's there's a finite number of avenues into the back end system, you need to utilize it. But there was also tools that we found out inside this system that handled things like error trapping and retrial, logic and time outs and stuff like that. And as we worked with the subject matter experts at Boom, as we worked with the people at Nets, we in our account managers who would show us things and help us long. We learned a lot more about him. When we went live back in February of 2016 we were very excited. We did 1000 orders into our system and one day and we thought, How phenomenal is this? I mean, 1000 orders. How many more orders could you actually look for? And we very soon realized that there was a lot more orders willing to come into our system if we could handle it. >>So what? So when you first started with Bhumi went from some number 2 1000 orders today. What was that original number that you guys were able to handle when it was more of a manual process? >>It depend on how many attempts we could hire that sometimes it was 100 orders we got in. Sometimes it was 100% dependent on people. Also depend on someone, Remember, understands the spreadsheet. >>The Sun's painful, >>painful and not really easy to plan for. >>But you discovered pretty quickly you went from I won't say 0 to 1000. But somewhere in between that realized tha the capabilities, though of this system was gonna allow you to get 20,000 orders per day. Where was the demand coming from? Was it coming from trading partners was coming from their customers? Was it coming from your internal team seeing Hey, guys, I think there's a lot more power here than we originally thought. >>Well, success begets success because we were able to get an order in now in a timely fashion and ship it out there. All of a sudden, I realized we were shipping orders within 48 to 72 hours. It wasn't taking 10 days anymore, so we had repeat customers, which obviously makes your numbers go up. And then, as you know, your experience is good and you share it because social media is the weight of the world All the sudden, you know if if you tell two friends and they tell two friends we start getting more volume. Damn white starts happening is someone realizes they're losing market share of their brick and mortar website. And who was fulfilling the orders for them if they're doing so well and we're losing business and they start knocking on the door saying what? We'd like to work with you as well. And the other thing, too, is just timing. In the United States, it's pretty warm between April and October, and the bulk of perishable and heat sensitive product will ship through one of our warehouses because we have the thermal controls in the programs in place to give a good experience to make sure the product arrives the way it's supposed to be treated. >>Yeah, you were mentioning that when you were on stage this morning with Mandy Dolly Well, Mami CMO and Jason Maynard from Net Sweet that there are obviously, if you order some chocolate. I wanted to get there in the exact state in which I saw it online, right? But there's you've gotta have a lot of access, invisibility and systems to be able to help you facilitate that temperature control, depending on the type of product. >>Absolutely. So we're very proud of the fact that, you know, we're temperature controlled where humidity controlled were suf certified. We've done everything the right way to make sure that what we do is gonna be the best experience that your food is safe. Because, Paramount, the last thing we ever want to do is to keep a product of someone's gonna make your child sex because, you know, you don't want anyone to get sick. But the worst feeling is apparent is when your kid doesn't feel well. So we understand that Andi have a phenomenal staff. Are Q A team will go through and we have ways to test the product to get to the melting point. And we know different products melted different temperatures, and we determine what those temperatures are. We build those thresholds we do calls out to get the weather. No, I'm shipping it from my location to you. What's the temperature of my It doesn't matter if it's cold at your place. It is 90 where I'm shipping it from. So we look at what is it now? Where is it going? What's it gonna be the next few days? How big is it? You know how much product is in there with that? That isn't heat sensitive. And we have a pretty complex algorithm that we put in place That has really enabled us to handle the summer months and give a good product because, I mean a lot of people like s'mores, but they don't want the pre melted chocolate showing up at their house. >>Would agree. That takes the fun out of the bonfire part, right? Exactly. So let's talk about the people transformation because you were saying your 100% dependent on manual Somebody even sending the spreadsheet little into star inputting data to process X number of orders per day went from almost 0 to 1000 overnight with Bhumi, then saw this capacity for 20,000. How have has your team has other business units within candy like finance? How are they benefiting from all of this? What a presume is massive workforce productivity gains that you're giving everybody? >>Absolutely. It was a great problem tohave because as we got bigger and we started getting more and more orders than we got more and more invoices and you know, we got more and more checks in which we always think it's a good thing, but those checks need to be reconciled. They have to be reconciled against the transaction Inside the Nets week. It's no exaggeration that we would have pages printed out with a ruler going down and highlighting one by one on the invoice to make sure nothing was omitted. And we were spending an individual spent an eight hour day, three days a week, just going through direct missile. One invoice that was coming in and we would get two or three a week from them. So it was painful and again also error prone. And these people are very creative, very smart, and they offer so much more to the business that it was a waste of their time in a waste of their intellect. S o del. Booming, we found out, is not just any eyes phenomenal, Aditi, I but it has all these other tools and won. The tools we had was to be able to take the remittance file from the financial institution, reconcile it against the invoice is in the system and create a C S V import that would run that we have a script for that created a cash payment in our system that would actually close out the invoices and be paid so that we don't take care of it. It was done, and finance would basically get the file and e mail to us. We would file it back and they'd run an import. So instead of 250 hours a week, it was five minutes of file. >>That's a dramatics saving hundreds of hours a month, but also faster time to revenue recognition. >>That's a big one, you know, because when you try to get people discounts or give them brakes or if your terms are out there, it's nice to get it in there and keep your system's clean, because you also have to answer to the end of the month. You know you want to close the books and everything in manual processes. Air one the few things that you can't just throw more horsepower at. >>I'm glad you brought up, though from a resource kind of reallocation. Perspective is, these folks, in particular areas of the business, have value that they're not able before weren't able to really unlock and deliver. Now, with the technology in place, they're able to probably focus on more strategic areas of the business or more strategic projects. I also imagine your sales. We said faster time to revenue in revenue recognition, but big boost to candy dot comes sales. Since you've implemented the technology >>direct, I mean the sales numbers have just grown. I mean, as much as we do. No do are forecasting and think where it's going to go. Wee wee drastically underestimated this year. The summer was very, very good to us. Our first year under booming, we ran for 11 months. We did a little over 600,000 orders for that first year. In comparison, in June, July and August this year, we did over a 1,000,000 orders. That's a lot of chocolate. So a >>lot of candy, >>most certainly >>busier time, period. I mean Halloweens in a few weeks, Christmas is coming. How does that compare in terms of like the Flux >>way? Have a peek? Obviously, Halloween Halloween is obviously the time, of course. November 1st, our orders are zero because everyone walks in with a pillowcase of candy from their kids to the office, so it literally goes from a 1,000,000 miles an hour or two nothing, and it's it's kind of eerie. But throughout the summer we stay very, very busy because a lot of the market places don't have the facility and listen, they're great, you know, it's one stop shopping. They have everything, but everything is in a warehouse in that entire warehouse is not properly controlled to handle food products. So they decided it was an advantageous for them to ship, you know, during the summer, and it's poorly monitored as a summer Shipp program. But it's really more of a heat sensitive program because we'll add the thermal product to protect the thermal packaging to protect the product, even in February. I mean, there's some spots in Florida in Texas at a pretty one that you want to protect the item. So it's a heat sensitive program that we're very proud of, and we keep advancing and we keep growing. And, you know, I have. I'm very fortunate. I have a great team. I mean, we're not gonna call out, you know, like Jim and Scott, because that would be wrong to deal with. These guys have been with me from the start, and they put the E. T. I in place. They put the scripting in place that the guys were just, you know, rock stars on. Do I look good because of their effort? And I'm very, very proud of the team we've assembled that does this to make sure that you're and satisfaction is always met. >>Awesome story. So I imagine you know, when we hear like, four out of five dentists recommend this kind of bet. Is the fifth dentist recommending candy dot com? Is that where that guy's been? >>Yeah, he's got four kids >>going through college and >>everything, so he figures candy dot com to go. Way to make the money to make sure those tuition skip. >>All right. Well, Gary, it's been a pleasure to have you on the keys. Thank you for sharing what you're doing with bhumi at candy dot com. We appreciate and thanks for all the candy. >>Oh, our pleasure. Thank you very much for having been a great couple of days. I'm glad to be part of it. >>All right. Our pleasure for John Ferrier. I'm Lisa Martin. You're watching the Cube from Bhumi World 19. Thanks for watching