from Boston Massachusetts it's the cube covering wtg transform 2018 brought to you by Winslow technology group hi and welcome to Silicon angle media's production of the cube I'm Stu minimun and we're at wtg transform 2018 14th annual Winslet Technology Group user conference new name happy to be back here at the heart of Boston in the shadows of Fenway Park and welcome back to the program Mike burthew who is now a senior systems engineering manager with mechanics like RIT to see it's a pleasure to be here Stu thanks for having me again really appreciate it I can't believe it's been a year since we last talked it hasn't been quite a year they moved it from August to Gok me makes me feel a little vacation there's more people here yeah gorgeous sunny day and Mike the reason one of the reasons I love doing it I get talked to a lot of users and especially up here in my backyard you talk to them all the time so give me kind of the sentiment of you know what are you hearing from users these days what kind of top of mind what you know bringing them to Winslow technology and Nutanix these days yeah I think top of mind for everybody is cloud right a lot of people are talking about you know what it's going to take to move workloads into the cloud and you know it's it's really understanding that in having conversations the customers to explain to them that that cloud is you know you have a lot of choice and flexibility with cloud today you know it's not about moving applications to your you know Amazon Web Services or Azure or Google although that makes sense for some applications that's truly an operating model right so explain to them that yeah you can still maintain your on-premises infrastructure to maintain the control that you need and also control your costs where it makes sense but there are certain applications that certainly benefit from running you know on prime as well as a public cloud yeah Mike I love that you brought up applications because sometimes you know I've got a lot of infrastructure people here we're talking about servers you're talking about networking and storage and the whole wave of converge and even hyper-converged there was so much focus on well you know let's take that infrastructure let's pack it a little different we of course want to make it simple we want to change the operating model but it's really about those applications what lives where give us what what's the mindset customers have for you know HCI near and dear to tune in hand annexes heart you know it was certain applications that usually drove that initially helped us bring together kind of the infrastructure in the applications in an HDI today I'm sure sure well you know I think many customers were initially drawn to Nutanix for the simplicity that we bring to the data center right eliminating the kind of the three-tier as we call three-tier silos of complexity in with an IT it really is all about the applications and that's becoming more and more apparent you know businesses don't want to spend money you know paying people to configure infrastructure right so but until you know relatively recently there was still certain applications that required more of that legacy infrastructure whereas now you know with with some of the work that Nutanix is done we actually can successfully virtualize or successfully move any application into the simplified infrastructure this this cloud like infrastructure and it can be managed you know in a holistic way and even if we're leveraging public cloud resources we still have that consistent control plane you know across the board yeah Mike absolutely at the Nutanix dot next show when New Orleans was just about a month ago there was still some of the messaging it's about Enterprise Cloud is that operating model that spans between you know my private data center and in the public cloud how are customers viewing cloud these days and I say that you know the journey to cloud reminds me a lot of the journey to virtualization that we've had but there is you know maybe even a little bit more discussion of applications cloud native apps you know am i lifting and shifting am i refactoring how am i doing that so you know here England what was cloud mean to them and how is that yeah and again I think it depends on who you're speaking with some organizations are all in with you know with cloud right and and there is a bit of a region where you know a cloud is again it's an operating model right it's not it's not a destination and we'll continue to say that and that's going to continue to be the case right our view is you know regardless of your applications all those applications belong within that cloud operating model but do they belong in the public cloud and again our perspective is there are certainly applications that do that can be cost effective in the public cloud just as Rick mentioned in his keynote some applications are actually more cost effective but the majority of our legacy traditional applications that are running our businesses today actually a more cost effective to run with you know your on-premises data center and the cloud operating amano really enables you to manage everything in a consistent way where regardless of you know where that application resides whether it's in the public cloud or whether it's in your on-premises data center you're going to get that same control experience that same management experience right and then you know if we kind of fast forward things a little bit in terms of where we're going with all this you know some of the announcements we recently had our our doc next show actually really show that the the we're blurring the lines even more right so it's more more about understanding cost of applications so so beam and we'll talk about this and my session a little bit later today beam is actually a product set of Nutanix our it's our first software as a service offering that actually will quantify and look at costs in the public cloud and then the goal of that is to make true comparison as to what it will look like on premises right and be able to make that transition potentially dynamically without any disruption to the actual application yeah absolutely at the end of the day when I talk to customers Mike they you know IT is heterogeneous it's always additive seems like nothing ever dies and therefore in this ever-changing and growing in even more complex world yeah I get my arms around that so you know definitely something we heard Nutanix with beam and the like what other technologies you know what what's interesting you what things that Nutanix is doing that you want to help educate us yeah so we're doing a lot of interesting things and again you know important point I want to make is we're not losing focus on our core you know when we first you know released our platform back in 2011 we built that platform to be scalable and extensible right so what we've really done is we've continued to enhance the platform truly develop the enterprise cloud operating system and what that means is we can manage our in our on-premises resources in much the same way as we can manage those public cloud resources again with that consistent experience and control plan so some of the things that we announced that dot next an including beam which again is all about costing and compliance in your public cloud you know across public clouds and again on-premises in the future we're also we also have another technology called net silk right and that still actually allows us to understand application patterns and behavior regardless of where those applications reside right and in taking all that and being able to kind of create these bubbles of platforms and have mobility of those those platforms across both your on-premises and your in your public cloud infrastructure again regardless of what public cloud provider you're actually using so that's those are two things and then the third big announcement was we call Nutanix era and what errors it's a it's a database is a service that platform it's our first platform as a service offering native offering from Nutanix so database is a service but now having the ability to take enterprise databases that you're running either an oracle or Postgres today sequel and in the near future and being able to deploy those in a very simple way or you know have a repeatable process to be able to deploy them and also have the ability to clone in provision in other locations right so if I have a large production database that I actually want to provision or that my QA department needs to actually do some analysis on ik I can do that very easily with the arab product a lot of excitement a lot of buzz around that and really adding a level of simplicity to databases that's just not existed before yeah database definitely a very hot space we've been covering a lot of the you know modernization and open source database is having on that a lot less thing I want to ask you on that is I was talking to a CEO recently and he said you know if I'm a 5 to 10 year old company it's really easy I'm not choosing one of the old databases or old applications I'm I'm gonna do something more modern I'm gonna you know using all the cool new tools like no hub spot to be able to leverage their um if I'm an older company I've got some of the technical debt it's tougher for me to make changes what are you hearing from customers as they kind of look at their application portfolio yeah you know what moving fast and what is taking a little bit longer I mean I think everybody has digital transformation top of mine and we do need to kind of rewrite those legs or app customers know they need to rewrite their legacy applications well the good news is you know during you know the time it takes to do that we can still offer our customers a good solution so you know I think it's a breath of fresh air knowing that I I don't need you know go all-in with cloud I can kind of start small start where it makes sense and then start to kind of evolve my operation of my infrastructure and I can do that in a cost-effective way the beauty of you know the Nutanix platform is we can run our mode one traditional legacy applications in our mode to applications in the same environment so if I want to leverage you know if I want to start rewriting or re-architecting those applications I can do it on premises where I'm not gonna have to worry about the cost right it's going to be cost effective it's in my own data center and then when it makes sense potentially move those to the public cloud and again do that in a very seamless way all right well Mike barthian pleasure to see you as we as well be sure to check out the cube net where if you on the top hit the search search for Nutanix you'll not only find the hundreds of videos that we've done with Nutanix their customers and the partners all of the events that we've done in the past so make sure to check out all the website material and thanks so much for watching the queue [Music]

why from Las Vegas it's the cube covering informatica world 2018 bacio by inform Attica hey welcome back it runs the cubes exclusive coverage of informatica world 2018 we're here at the Venetian in Las Vegas live I'm John for your co-host with Peterborough's coasting and head of analyst said we keep on insulating all the cube our next guest is jammed the dalla who's the enterprise analytics architecture engineer sire pharmaceutical and some named director of the enterprise analytic solutions lead at sire as well great to have you guys thanks for joining us thank you so love getting the practitioner view of kind of the reality right of what's going on off see dramatic has their show you guys are a customer you're looking at some of their products take a minute first to talk about what you guys do first see Pharma got some stuff going on Davies involved privacy's involves you're in Europe in the u.s. GDP ours here think I'm gonna talk about what you guys do sure so char Pharmaceuticals is a global leader in rare diseases so there's about 350 million patients who are effective remedies is today and so art group with NIT enterprise analytics so we're focused on making sure we bring the right technologies and capabilities around bi and analytics to the organization so we look at products tools figure out how they fit into our our ecosystem of bi stack of tools and make that available to our RIT colleagues as well as our business colleagues so rare disease can you just explain kind of categorically what that is cuz I'm assuming this fits rare is not a lot of data on it or there's data you got to figure out what is that how do you guys categorize that so rare disease you know majority the rare disease affected by affected children so that's a kind of a critical aspect of what we do you know rare disease could be in immunology it could be in oncology GI I mean there's very disease typically you know people who are affected affected probably less than a thousand or 2,000 I think one of our drugs the population is around 5,000 people and these are chronic diseases typically their chronic diseases so they're they're they're diseases that affect the quality of life of an individual so what you guys are doing is identifying what is it about the genealogy etc the genome associated with the disease but then providing treatments that will allow especially kids an opportunity to have live a better life over extensive time yeah and what do you guys do there in terms the data side can you explain what your roles are yeah so like I said we're you're in the enterprise analytics so we're focused on bringing technologies and capabilities around bi and analytics spaces so how do we bring data in and ingest it how do we curate the data how do we do if data visualizations how do we do data discovery advanced analytics so all of those kind of capabilities and we're responsible for so what's your architecture today you have some on premises their cloud involved you just kind of lay out kind of the environment as much as you can share I know maybe some confidential information but for the most part what's the current landscape internally for you guys what are you dealing with the data sure so we fill out a new a new next generation analytics we called it our marketplace or the analytics marketplace we're leveraging both on Prem as well as cloud technologies so we're leveraging Microsoft Azure hdinsight for Hadoop the Big Data technologies as well as informatica for data ingestion and bringing data and transform or transforming yet but there are many tools involved in that one so it's like the whole ecosystem we call does marketplace which is backbone for shared enterprise analytics strategy and future you guys put a policy around what tools people can bring to work so to speak and we're seeing a proliferation of tools there's a tool vendor everywhere we look around the big data it's right I got a tool for this I got a tool for wrangling I've seen everything how do you guys deal with that onslaught of tools coming in do you guys look at it more from a platform respective how are you guys handling that right so look at a platform perspective and we try to bring tools in and make that a standard within the organization we look at you know the security is it enterprise grade technology and yeah it's a challenge I mean they're basically certified you kick the tires give it a pace test through its paces and then we have our own operations team so we can support that that tool set the platform itself so and what are your customers do with the data they doing self service or they data scientists are they like just business analysts what's the profile of the users of your customers of your we have all set of users they have like a technical folks which they want to use the data like traditional ETL reality so there are folks from the business they want to do like self-serve and unless they want to do analysis on the data so we have all the capabilities in our marketplace so some tools enable those guys to get the data for the selves or like the tools we have and dalibor does their own stuff like the eld talk a little bit about the one of the key challenges associated with pharmaceuticals especially in the types of rare disease chronic young people types of things that you guys are mainly focused on a big challenge has always been that people when they start taking a drug that can significantly improve their lives they start to feel better and when they start to feel better they stop taking it so how are you using big data to or using analytics to identify people help describe potential treatments for them help keep them on the regimen how do you do are you first of all are you doing those things and as you do it how are you ensuring that you are compliant with basic ethical and privacy laws and what types of tools are you using to do that it's a big question yeah yeah so we are doing some of that you know we have looked at things around persistence and adherence and understanding kind of you know what what combination of drugs may work best for certain individuals or groups of people yeah and definitely you know some compliance is a big factor in that so when I'm working close with a compliance group understanding how we're allowed to use that data in between which parts of the organization do you anticipate that you'll have a direct relationship as some of these customers or is there an optimist in other words does analytics provide you an opportunity to start to alter the way that you engage the core users of your products and services like I believe so you know I think one thing that we're looking at which strategic standpoint is um how do we diagnose people sooner a lot of these chronic diseases you know they go through 2-3 years of undiagnosed so they'll jump around from you know doctor a doctor if I understand what you know what the issue is so I think one thing we're looking at is how do we use data and AI to to more quickly be able to diagnose patients has a 360 view helped you guys of data you guys have a 360 view how do you cuz we'll look at that in terms of a channel selling a product and serving because we have a different perspective what's the 360 view benefit that you guys are getting yeah so we have a kind of a customer care model which is kind of a 360 for our customer so understanding you know around just drug manufacturing to making sure they have the right you know they have the right supply to understand is it working for the patient's so we've always been talking about the role a big day you mentioned had to do that Hadoop supposed to be this whole industry now it's a feature of data right so there's a variety of you know infrastructure as a service platform as a service some say I pass and Big Data how are you guys looking at that as as as builders of IT next-generation IT the role of I pass and Big Data we see it as a role in a blur you know I think what cloud brings us in the past type solutions is agility you know we as the market is so evolving so quickly and there's new versions of new software coming out so quickly that you wanna be able to embrace that and leverage that give it benefit of like give it some sort of a comparison old way versus a cloud like is there been some immediate benefits that just pop out yeah that a lot more benefits with doing the world way and the cloud way because with the cloud that brings a lot more scalability in in all India's to get like 10 servers you need to work with the infrastructure team I get it like it takes three months or two months again it with the cloud based one you've worked out you can scale up or scale down so that's one thing because it's so you're talking about Big Data yeah you're getting the volume of data you're getting you need to scale up your storage or your any compute you either JMS and compute bring data to the table and then you gotta have the custom tooling for the visualization yeah how that kind of together right you talk about them from your perspective the balance that you have to have guys have to deal with every day like you got to deal with the current situation NIT you got cloud you got an electrical customers personas of people using the product but you got to stay in the cutting edge it's like what's next cuz we going down the cloud road you're looking at containers kubernetes service meshes you need a lot more stuff coming down the pike if you will coming down the road for you guys how are you guys looking at that and how are you managing it you have some greenfield projects do you do a little you know Rd you integrated in how are you dealing with this new cloud native set of technologies yeah definitely a balancing act you know I think we do a lot of pocs and we actually work with our business and IT counterparts to see hey if there's a new use case that is coming down you know how do we solve that use case with some of the newer technologies and we try a POC may bring in a product to just see if it works and then see how do we then do we then take that to the enterprise so I got one final question for you guys and maybe you do as well John but but in life and death businesses like pharmaceuticals is a life and death business the quality of the data is really really important getting it wrong has major implications the fidelity of the system is really crucial you say using informatica for for example ingest and other types of services how has that choice made the business feel more certain about the quality of their data that you're using in your analytic systems into standardization so you know if between MDM round mastering our data - ingesting data transforming our data just having that data lineage having that standard around how that data gets transformed is that fundamentally a feature of the services that you're providing is you not only were you you know the ability to do visualization on data but actually providing your scientists and your businesspeople and your legal staff explicit knowledge about where this data came from and how trustworthy it is and whether they should be making these kind of free complex very real hardcore human level decisions on is that is that all helping yes because it seems like it would be a really crucial determination of what tools you guys would use right it is yeah and absolutely I think also as we move more towards self-service and having these people having data scientists do their things on their own being able to have the tools that can do that kind of audit and data lineage is crucial great to have you guys on we had a wrap I want to ask one more question here you guys were an innovation award e informática congratulations any advice for your peers out there want to unleash the power data and be on the cutting edge and potentially be an honoree yeah I would say just definitely think outside the box seem to try new things try puce you know do POCs is there so much new technologies coming down so quickly that it's hard to keep up Jam cuz it's like a moving target you need to chase your movie target and based on B was it that gets you like what you want it to do you know siding yeah get out front don't keep your eye on the prize yeah focus on task at hand bring in the new technologies guys thanks so much for coming on great to hear the practitioners reality from the trenches certainly front lines you know life-or-death situations of quality of the data matter scaling is important cloud era of data I'm John for a Peterborough's more live coverage after the short break

from the computer museum in the heart of Silicon Valley extracting the signal from the noise it's the cube cover you openstack Silicon Valley 2015 brought to you by marantis now your host Jeff prick hey welcome back everybody I'm Jeff Rick you're watching the cube we are live at OpenStack Silicon Valley 2015 at the computer history museum in Mountain View California really excited to be out here the second year the event second year the cubes been here we go in two days wall-to-wall coverage is a lot of vibe around OpenStack a lot of vibe around cloud right now we have vmworld happening next week we were to OpenStack Seattle in Linux closed last week so it's all about cloud right now so we're really excited for our next guest kind of a relatively new startup Madeira miskovsky from platform 9 vp of product and co-founder so welcome thanks so for the people that aren't familiar with platform 9 wanna get kind of an overview of what you guys are up to absolutely so fat online is a startup that came out of VMware so we're part of the V mafia that's happening in the cell quality mafia there's quite a few of them and they're very helpful as well so it's a it's a good community good but so what platform i does is we are in a nutshell our mission is to make private clouds at any scale for organizations of any size extremely out of the box and intuitive and simple right in in order to do that we have a very unique approach or model that on OpenStack so we package OpenStack and deliver it as a web service so that's that's in somebody or platform mind us so you're delivering OpenStack as a web service that's interesting a lot of the early OpenStack players we've been talking over the over the day you know have been acquired by emc and HP and an IBM etc so now there's kind of this next-gen of startups really approaching OpenStack in a new way not necessarily kind of the fundamental poor at the bottom but new deployment methodologies new ways to consume it so that's a pretty interesting innovation and how are you finding the market uptake for that you know it's um it's fantastic to be in the space at this time we think the timing is perfect um because if you look at the OpenStack mind shell in the small to medium to large enterprises it's kind of reached at a point now where our buyers right RIT and applies directors or administrators or end users understand the value proposition that OpenStack provides so it's no longer a question about what is OpenStack and why should I care they've gone way past that right more about okay I understand the value proposition and I know open sources the future OpenStack is going to be powering clouds from now onwards and how do i align myself with it what is my OpenStack strategy and that's really where we come into picture and we can highlight what some of our unique differentiators in value adds on right and just coming from VMware just having built vCloud director and having work with enterprise customers um that gives us I think a little bit of an edge because we understand very well what some of the pain points of enterprise customers are in terms of building a private cloud and running it right right and how different is it working with an open source technology at the core and open source framework at the core yeah rather than building something on you know something that was designed inspected built in-house yeah it's a it's a very interesting experience having come from a company that builds proprietary software but one that has been just phenomenally popular it has powered private clouds of the entire world for for almost a decade I'm coming from that wall to the open source world is definitely a shift um there's a shift not only in terms of how the you know how you look at the technology um there is also shift in terms of how as a company you want to market and present yourself it's really all about community right open source is all about community OpenStack is about that so it's about openness and that's a really important part of our culture as well so you see that not only in the product we build but in terms of the blog posts we're I the support articles that we ride and the culture we have within our team as well right and then clearly you know vmware's got a huge engaged community to will be at vmworld next year I don't even know how many tens of thousands of people will be there but it's slightly different really it's kind of an ecosystem built around it versus everybody really contributing to the core and and then like you say so how do you manage being really active in open-source first building the stuff that that makes platform 9 platform 9 I always find that it's kind of an interesting management challenge for somebody managing engineering managing resources well how do you decide what that next unit of work needs to be for that engineer because clearly there's a lot of benefits to contributing back to the open source people get a lot of personal kind of pride and recognition within the community which is very important in open source so how do you kind of balance you know working for OpenStack versus working for platform 9 yeah no that's the way a good question and I think that's that's the key part of what a product person needs to play in terms of the role right because you have to not lose track not lose sight of the fact that you are part of this open-source community right OpenStack is part of our bread and butter right now so an OpenStack is all about openness right so so what's important to us is not necessarily that we create a proprietary modified version of OpenStack right that we offer to our customers we're not in business to do that we're here to make all the goodness of OpenStack in its entirety and purity so we're here to make the coil open-source OpenStack available to enterprises in a production-ready way right so our focus is really on simplified consumption of OpenStack that's been one of the biggest pain points right OpenStack right which is this is this wonderful powerful software which has so many knobs and you know different different options that you can tweak to make it work for your your environment but you really need to know how to do it and many times that manual is missing right which tends to be the challenge right so we're here to provide those really simplified recipes to our end users and in kind of hand hold them and say think of us as an extension of your ops team so let us do the hard work of getting your openstack cloud getting it up and running and then managing it on an ongoing basis or you focus on just consuming it and that's really the balance that we draw a bit and at the same time kind of going back to your point we are we're really passionate about making OpenStack better right improving it and so that community aspect is part of our team we're part of OpenStack OpenStack summits that the Vancouver one the one in Japan we're also taking initiatives and contributing back to the community on the vmware driver forint on the dr front that subclass so lots of that is also happening simultaneously yeah that's it's great so let's shift gears a little bit back to the company so um you've raised some money so you just raised around so congratulations thank you can you tell us who who's leading that round yeah your bench partners definitely so we taste our cities around with point munchers they've just been fantastic mentors and partners to have and to work with they were the previous funders of cloud stock as well um and then use your partner at the satish dharmarajan Scott rainy a great point and they've just both been a fantastic baby think of them as part of our team so good we love them and then four cities B which we just recently made that announcement and we were fortunate to have menlo ventures backing us funding us mark segal is a partner there um who's part of our board now and again that you know they are there also from a little with the V mafia you know we have our friends from put Nick's data and other companies right you know they're backing some of the same people right so really really excited about the new new team it is exciting like I said I think I view from here you know sitting is kind of this next wave of startups that are kind of attacking the next wave of problems um with the OpenStack deployment and you know you mentioned that often the manual is missing also the people are often missing here I think every single person here at the end of their keynote gave a little plug come work for us even though that's the AT&T DirecTV guys so so what's kind of your next challenge what can we look forward to from platform 9 next week at vm at the vmworld and and over the next six months yeah so you know what why we announced our funding we also made announcement that we are officially in GA with our vmware vsphere support and that was really a key announcement for us right we think it's a key enabler I'm not only from the perspective that if you think of the virtualization market in total and the percentage that's that's covered by VMware customers customers were on virtualization using VMware software it's humongous right silver it really gives us the opportunity to tap into that market and we don't really see OpenStack as an either/or when it comes to VMware many times it's presented that way but we don't see that at all partly also because we come from VMware right so we understand the power of that platform in what we believe strongly is that OpenStack only makes that platform a lot more easier to consume and automate right in a more next-generation cloud centric way so that's really what we are here to enable all right so next week you'll see us talking a lot more about how do we natively integrate with VMware and really make that stack you know consumable as an openstack cloud so from a vm with end users perspective he doesn't have to change a thing and that's a huge value proposition that we are making which is take what you have today including the workloads that you have and kind of magically transform them into an openstack cloud so in that instance is so customers already running vmware right they want to deploy OpenStack for a different application set for a particular reason is that kind of the use case that's got that's right and then different use cases also come into picture right cuz it's not really rip and replace I mean if you got a bunch of VMware infrastructure and things are running you know you don't necessarily look in the rip and replace it only not it yeah and that start of you doesn't work well either right right i am getting from vm would use to say beyond words technologies the most disruptive non-disruptive technology stopped in what it does but non-disruptive and how the things customer gets use it and we have the exact same philosophy right but it's but to your point there's different workloads that the penny it's really where it still goes back to this workload specific kind of driver based on the workload what's the application what are they trying to do you know then that should really drive the deployment but from that that's really from an Operations perspective from the from the actual app development perspective I don't really care and don't necessarily want to care right it should just work that's right that's exactly right it's the use cases that really are the most important question right that the end-users ask as well right which is we have this vSphere infrastructure which we really don't want to get get rid of at the same time we as an IT team are tired of having to constantly respond to our developers needs we are tickets and you know the usual delays in classes so we really want something about more agile and that's really what OpenStack enables right through OpenStack heat orchestration through just the simple self service access that's what we are here to enable awesome open door thanks for stopping by the cube I wish you the best and probably see you next week thank you ms county center alright thanks for stopping by i'm jeff Rick you're watching the cube we are live at OpenStack Simon Silicon Valley 2015 will be back with our next segment after this short break you

but cube at servicenow knowledge 14 is sponsored by service now here are your hosts Dave vellante and Jeff trick here we go hi buddy we're back this is Dave vellante with Jeff freak this is the cube we go out to the events we extract the signal from the noise we have a crowd chatting on its crowd chat / no 14 so check that out put your tweets in crouch at awesome engagement app Frank's Lupin is here president CEO of service now Frank it's it's a pleasure to have you back on the cube great to see again great to be here thanks things how you feeling I'm feeling great no I got that keynote got the keynote out this morning you had the financial analyst in yesterday had the industry analyst and they're working you hard absolutely it's a circus yeah so your keynote this morning was great I was right up front they have a nice spot for the industry analyst so appreciate that take good notes but one of the themes that you struck was really hit home to me because you talked about transforming IT from essentially a cost center into a value producer and how service now is at the heart of that and and how the role of the CIO is changing so one of you could sort of summarize and talk a little bit about how you see the role of IT and generally in the CIO specifically changing and what role service now plays in that transformation yeah just just to give a little bit on macro context right that's sort of the worst of all scenarios that we see out there where I t is essentially viewed as as a commodity as a utility and as a result you know people don't see much impact I just want to get a cheaper cheaper cheaper and they want to cut more costs out of the infrastructure and staffing levels and so on and actually is just an organization that we're tolerating because I guess we have to have email and Internet access and all that sort of thing now you go looking into broader world around what technology has done to change business right what amazon has done based on their technology platform what we've seen an online banking you know what we're seeing an online education there's just just incredible examples of innovation using technologies now aighty hasn't done that for their own enterprises they happen in some instances are some some really great examples out there where I t did impacted business but by and large IT is not viewed as to go to people that know how to bring technology into business you know in a way that that really turns the tables on the competition do some mind-blowing things i always ask CIOs when i when i meet him and says what have you done in the last 12 months that really blew people's minds or in terms of applying technology to business problems right and they start sort of thinking like i'll actually it is surely nothing i can think of well that's probably you know a question you should be asking yourself all the time right if it's not when lightning in a bottle when it's not the sort of thing that sort of lights up the whole enterprise like we won't do it is we have to do this that excitement then you're shooting too low and you know in general I find the the cost obsession and IT is an indication that we're not looking for the opportunity and I think that's that that's it that's a damn shame or we're here to change that well you talked about panning for gold was that proposed here in California and it's also a propellant you your company is smoking hot and you know your your commonly associated with the likes of workday and Salesforce and sponsor must be very very proud of that but also there's gold and then RIT shops right there's goal than those organizations that's not being being mined and and you know I think you talk about your penetration is what twenty percent of your your target your global 2000 where we have footprint in about eighteen percent of the enterprises that we think are relevant and appropriate to us but within those eighteen percent you know we were probably a third saturated so so very early innings for service now even though we've achieved considerable scale and very high growth at that scale so when you go into one of your accounts can you discern actual that actual value production vision that you set forth can you see it can you touch it can you you know to this to a skeptic a prospectus yeah Frank that sounds good but can you actually sort of provide proof points yeah managing surface is just essential in terms of economizing and saving money and here's why no I'll give you some some very pedestrian examples that we've seen in real life and the human resources department and probably get the example because I t everybody sort understands how to how the game works right HR organizations historically have not had service models they have that email and phones and so on the problem just called somebody as a result that was a huge amount of work that preoccupied the HR organization that nobody knew what people were working on and the staffing grew and grew and grew to deal with the growing volume of ink wires and problems and changes and so on until they have systems service models and they have reporting and analytics that showed them what was consuming their time once you know that you can put initiatives in place to start dealing with the underlying causes that are driving that work I have seen HR organizations dwindle their staffing by 50% just by understanding what of this day we're working on right that's what service management is all about instead of just delivering service you're managing and once that quarter drops by the way IT organizations they get this in space right because you know large enterprises they got fifty hundred thousand one hundred fifty thousand instance flowing to their organization a month it's a huge consumer of resource right if you go to these other service domains and you see very similar things this layer of software really optimizes that resource well the way they attack it oftentimes is human resource doesn't that scare a lot of prospects away when they hear oh wow near cup service now and they're going to replace all these these people it's a it's a good question actually wrote a blog post about it recently as well there is no doubt that in the economy at large we're going to see massive substitution from people to systems why because the technology is here and the economic imperative is here it's very much a societal and social question but you know here's the thing see alternative you know are we going to try and stop it and not do it it's going to happen the markets are going to run their course what needs to happen is that we adjust you know for example you know in education we have a lot of teachers right what's going to happen to teachers when education is delivered through online streaming well teachers gobble you want to become crooklyn developers in other words evolve and change in their roles because education is going online slowly but let's go into why because the format the service experience is that much better it scales that much better in step much more economical than what we currently have well you said today in your key note that the system is broken you know I'm having to put four kids through school I appreciate a nudge there to the educational system why did it take so long I mean these are the IT guys ease of the technology guys in the organization they're there to deliver value why did it take so long for this kind of transformational yeah wave Steve Jobs has been the late Steve Jobs been quoted many times people don't know what they want until I show it to him and that's sort of what we're doing we're showing it to him that's what we did this morning we're showing people what they can aspire to that's what we're here for we're trying to stimulate inspire motivate give people a sense of mission right as opposed to keeping the lights on managing crises running around with your hair on fire that's not a very attractive you know a view to half of your organization and what you do all day right yeah so I have it struck again by your keynote the Affordable Care Act affectionately known as Obamacare they not the government not a customer of yours or what's the scoop oh no they could you have helped with had problem we could have for sure but then again many people cook that for the foot of people then software and technology they look at something like that yeah last night I set a dinner with Adam infrastructure for Kaiser Permanente and they had a certainly know the problems of open enrollment that a massive scale and certainly we didn't want to trivialize the problem it is really really hard to need to operate the service like that at the scale that that they need to but there is no doubt that you know we don't need any new core technology to build systems like that I mean the technology exists the skills exists sure that I want to walk better than so let's talk about your business a little bit this year third year now right since you've joined service now exactly three years this week yeah so let's sort of break that down but when you when you join service now that the discussion was around and you talked about this yesterday the the whole team and everybody was looking at help desk saying wow how can these these these values be justified and of course you blew that away and now people are beginning to understand that it's interesting to note that data domain you sold the company i think for what 2.5 billion the entire market is is now greater than the market that it replaced interesting that's right the market was three billion it's now I according obviously bigger than three billion and growing yeah you know so that's kind of interesting now that's a much more confined market you know you talked about the tons of the team they're being finite you always knew it was finite here it's different you guys have started to sort of fine tune your tam analysis and communicate that it's still hard because you just don't know the how people are going to use your software they're finding new ways but the team and I took a stab and I came up with 30 billion but it was a top-down it wasn't a bottom up and it was I had to get the blog post out so it's kind of a back of the napkin but still it's very very large clearly a multiple of the IT service management market so I wonder if you could talk about sort of the the evolution of your thinking in terms of the market opportunity with service now were you always sort of where we are today or that have to evolve over time now it has evolved I'd say dramatically obviously the expansion from what used to be called help desk management to IT service management basically you know exploded the market at least 5-fold and they were licensing five to ten times as many people on our system now for itsm purposes then we used to and in the mid 90s during to help desk area because back then all we did was licensed people ever physically on the help desk right people that would take phone calls and emails and so on now really everybody in the IT organization is an actor and a participant in the workflow of service management you may be a DBA maybe a network engineer you're going to get when an incident comes in or a problem is defined you're going to be part of that workflow right so that Dad expansion was not understood early on but beyond that services is everything is everywhere and services everything and every physical and even non physical assets have service models around them so once you start looking forward you see it absolutely everywhere you know I don't know what's a few billion among friends you know I know all that the numbers are but this is heavily transformational I think one of the things that people struggle with they're looking for a line of sight right in our company like workday is viewed very possibly why because they're seeing them take dollar for dollar market evaluation away from companies that they can identify recipe in Oracle and so on feels very credible to gamma that's 250 billion dollars or mark oh I can see those guys from work the Oracle Sapa okay take a chunk out of their eyes I know you go look at service now you need to have more imagination there's this great court from Arthur Schopenhauer that I showed you yesterday which said you know you know takedowns to hit a target that nobody else can hit but it takes genius to hit a target on nobody else can see right it's transformational right what worked it does is modern with what service now does this transformation is fundamentally different so when you came on to service now I presume your focus was putting in the infrastructure and the process is to make sure that you could scale just having watched you in your career you're you're big on growth and yeah you're pretty aggressive so so take us through sort of you know where you sort of started and what the emphasis was and and where it is now be clearly you're investing in sales and marketing you're investing in AP I didn't know this the substantial number of global 2000 companies in asia-pacific so that's another so how is that I mean break that down into maybe one or two or three sort of segments of your attention and effort there there's sort of you can sort of split up in two major stages or phases the first phase you know when when I took over the helm of the company was very much focused on operationalizing stabilizing scale being able to deliver what we're already doing in a consistent and predictable manner and that was not a minor task because because the company had grown so fast but hadn't been able to basically catch itself in terms of bill into business building the organization underneath its business so that preoccupied us tremendously the whole thing about cloud is is not like there's a lot of people you know running around out there to actually no clout that understand clot that can build clouds and how many people do you know that I've actually done this because there's you know three years ago I mean they were far and few we actually recruited people that have built the original cloud of ebay because those guys were pioneers they have solved a lot of the problems associated with cloud early on we saw a lot of people that understood data centers the cloud this is almost in verse two data centers the mentality that you need to to run them davos phase one before us and we sort of got through that you know about you know a year and a half ago for sure about a year ago and we started to shift gears you know really from the operational infrastructure concentration that we've had to really trying to drive strategically the business towards enterprise service management they're really expanding the addressable market way beyond where we had been before we were going to market until i see i l-look itsm replacement you have to do it you're sitting on 10 15 20 year old software it's crappy it's got to go fine we're going to do that right but we want to give you this much bigger perspective managing service in the enterprise and you know make that a mission that you can own as a CEO and drive throughout your organization over a period of years and a lot of our customers have road maps that are 24 36 months and it shows you all the things they're going to knock off over that period of time and all the different you know parksley enterprises to sell is its engineering its market yourself so on yes okay so Tam expansion and now obviously accessing that to him we hire in a lot of sales people and go to market I was struck walking around the exhibit hall last night because you just announced app creator I think last year yep knowledge I was struck by you know that the booth down there with the number of apps I mean it's just astounding where that's going wouldn't have predicted you know some of them that I that I saw so that's obviously part of the the tam expansion as well I wonder if we could talk about the importance of a single system of record in order to achieve that vision because it's not always easy right politically people want to keep data in their own little silos so how does that work you can't force it in because it sort of just happen organically how critical is that to your success I mean when you have applications or services that relate to each other like for example you know this morning we showed in a demo I think we're sure like seven or eight different applications in the course of one demonstration the reason that is a single system of record matters so much when you do that is all these apps need to be aware of each other right when your when your staff in the projects you need to look at the resource management well that resource management relates to the skill requirements as well the skills that are available right what you don't want is these apps living in their own universes with their own data moss your own database because now you have to start the hack integrations between them to make any sense out of that and that's the world we lived and that's been the bane of software existence for for so long the ServiceNow said I'm not going to do that okay every application that relates to any other application they're going to be operating on exactly the same data model and by the way you see that throughout our platform right when you bring up an asset in the CMDB like a server or a rather or Santa whatever it is you'll be able to see all the other data artifacts throughout the platform like instantly problem of changes in projects and tasks that relate to that particular asset there's nobody else that can do that right and we provide the 360-degree visibility that makes application development so compelling because you know all the users are already defined the system you don't even have to get started with that you only define users once right you reuse all that and all the other artifacts already exists so you get this data gravitas that the more data that is there to richer the application with almond environment becomes yeah we talked about this too at the analyst meeting about the relationship to your M&A strategy you've got to be selective it's got to fit in to that single system of record does that however limit your choices in rule absolute limit our choices but you know this is the commitment from an architectural standpoint that we make us that we're not going to repeat what legacy vendors have done is I mean you know 50 apps whole stand along to hack integrations between them as I said that's the world our customers want to leave behind because it was just horrible former from an efficiency standpoint after a while all you people do is managing the operability of the patchwork plethora of assets that they have they're not doing anything productive and in our world they don't they do none of that right they're not upgrading software because it's the clouds you know we do that and they're not hacking integrations between apps because there is no constant of integration on service not with all the apps are aware through a shared data model so is there still plenty of M&A opportunity for you out there though I mean your stocks up I know it's off a little bit lately which I think it's really healthy I'm happy about that nice little breather but still you know you've made great progress adding value you can obviously use your stock as acquisition card co there's still plenty of opportunities for you notice there's absolutely tons of opportunities again in a day you know software infrastructure is it's very similar and very common between application itself for us to bring an application into our user interface framework I mean they have to have a user interface framework of some sort right so whether we replace what they have with ours with a replace the data structure we replace the underlying cloud we can do all those things right the question is is there going to be hard is it going to be expensive is it going to be time-consuming or maybe not as much and that will influence how attractive we are to the asset all right Frank we're way over on time but I could go forever i mean really appreciate you coming on CX for having us here it's really fantastic event all right keep it right to everybody we're back with our next guest this is the cube we're live from moscone right back