>>from around the globe. It's the Cube covering HP Discover virtual experience brought to you by HP. >>Welcome to the Cube's coverage of HP Discover 2020. This is the virtual experience. I'm Lisa Martin with the Cube, and I'm joined by a couple of guys who were gonna talk through one of HPC ease. Longest partnerships. We've got shells. No Ryan and the Senior director Ecosystem Sales or North America at HP And Dr Rajesh, It's really a Boston. The global head of sales and solutions for the TCS. Gentlemen, welcome to the Cube. >>Yeah, Thank you. >>So, first question for you is I mentioned HP and TCS have been partners for over 30 years. Talk to our audience about the partnership and how it has evolved to where it is today. >>Yeah. Thank you, Lisa. Firstly, you know, I'm pretty excited to be part of this Cube interview with garages. You know, I know him personally for over five years through various interactions globally and this new role for North America. This is our strategy and global system integrator partner. And this is a longstanding partnership between HP and this years has grown multi falls over the last 30 years. Ah, we you know, pretty much enjoyed every single I would say transactions or the business engagements, what we've had so far. And we liberate each other for our internal I T requirements and also to drive joint, go to market initiatives across the world. That's making this a truly 3 60 degree partnership. There is a lot of heritage, a mutual trust and respect between both organizations at all levels and the complimentary offerings. You know what you will hear a lot more in the next couple of questions. Uh, we bring to the table together are very unique and very differentiating to the clients which are >>excellent. Dr. Rajesh, walk us through some of those joint offerings that TCS cloud in h e or delivering. >>Yeah, so far. So far. Thanks. I just want to thank the HP team for giving me the opportunity to up to a larger audience. Andi, This new normal. This is the first time I'm doing an interview like this. Thanks for that experience. Actually, as Jules mentioned, this relationship goes a long way. I am talking about the larger PCs were a long relationship, Andi, specifically on the easiest load we started this journey in a very, very practical way. Five years back it was it was started in a very, very small trial and error basis. We started this relationship RPC explode. But at this point in time after So yes, we have taken this into ah, new norm, actually. So I'll give you a couple of examples. One of the examples We have a very major retailer in Germany, which we work so that it was a $1,000,000 deals. Our busiest on GHB. Yes, you wanna unique offering to the customer s AP and a space on that is really growing a lot. And that's the one offering I would like to tell the audience that really has picked up and spent on the relationship in the German region. Right now we are trying to take that up, offering across on other other regions also, so that is one of the key offerings that we are doing it. The other offerings are multiple offerings we are doing. But again, I want to highlight the storage as a service offering. Great. It's everybody in the industry today, Andi, we are experimenting that in the initial stages in Australia we started in Australia a small offering. And now we are expanding it in the US geography in a big way. And this year we are going to make that as a unique offering. And we're going to offer they're all over cloud customers as a storage as a service offering. Also multiple other offering, Lisa. But I just thought that I like this tool which are making our business. We're making a lot of business together with these two offerings >>is the, uh, s AP opportunity that you mentioned is that the Hana as a service that TCS is delivered? >>That's correct. So it's ah, it's a service. But the uniqueness of that particular offering is we jointly created the architecture so that the customer can use that, like a database as a service model. Right? So it was It was not available that time in the industry so easily like what we offered at that point in time to do enough years back. We offer that particular said we spoke a summer and interestingly, that particular offering the customer was using s AP themselves as a service initially, and they migrated their to us actually from Maybe that's a reason they bought HP and TCS. There is like a summer on this API and a platform. So that's the That's the interesting story under, >>if we didn't do that just a little bit further, I wanted the audience to understand the impact that this partnership has H p E and TCS delivering Hana as a service or your customers. What are the benefits there than what the customer, as you said was doing previously? >>Yeah, yeah, I think I just want to highlight the three or four points that make that this offering very unique, and that helps the customer number one is associated with model. So the customer has got the complete flexibility off going up and down like a true cloud model, right? And so it is a really a unique proposition at that point in time, where the customer not a story about using less for some time and then using more sometimes so it's kind of a complete, flexible model that we offered at the time. Number two is, it's a complete customization is possible. It is not like a fixed architecture. The architecture is so flexible so that the customer business needs can be met through the architectural changes. So it's not like normally people think that lotus highly standardized architecture, right? So that has gone out, and we were given a flexible architecture for the customer. That is the number two number three, obviously the cost end of the day. There's a business case which we need to make it work right for the customer. So obviously, with the PCs and HP coming together, we were able to do the costarred, want age with a customer that is the third advantage of that. The last, but not the least, is the quality of service it is it is all about. I always used to tell my partners that selling is easy. Delivering it is what it's important it is, which will make the customer to stick with you, right? The were given and delivery quality experience who our customer s so that I think that makes a very unique proposition from a technology perspective from a pricing. But but from an architecture and also from the delivery perspective. So those are the few few things I just thought that I violated. >>Excellent. So a couple of words that you mentioned popped into my mind as really even more well, have a different meeting as we're in summer 2020 flexibility and unique offering chills back to you from a go to market perspective. How is that relationship with HP? And he says, changing in the Koven era. >>Yeah, it's pretty interesting, and I would like to call it an example off. You know, what we see is is that you themselves during the corporate times, you know, it also came in the in the pets close to 90% of the workforce. We're 100% productive. Uh, and, uh, they have a plan to go 75% of the employees, you know, go being remote by 2025. Right? So that's the journey they're taking on. And another thing that you notice there's a lot of the, you know, During the corporate times, many of the customers were looking for solutions like virtual desktop infrastructure. So they wanted their employees to be productive, bi directional and in the other area of focus was like a TCP, you know, how do I kind of make sure on the applications are available to you? The customers and also do their internal organizations. So we've seen a lot off. I would say engagement with that is I could picture team and also the solution team toe address This requirements off the market joint >>when we look at certain things that now might even be more important with this new normal, if you will, that the fact that most companies are still in phase one of this work, everyone works from home trying to get to a phase to that might see some some maybe by function groups coming back to the office and then getting to this third. Maybe it's the new nirvana of some hybrid workforce, where there's gonna be some that come back permanently, and some that Don't and Tony Unirea chose, I saw was quoted last month as saying he thinks that 50% of the workforce will only 50% will come back. So in this new not only hybrid I T environment in which your customers love it now, this new pending hybrid workforce environment how are you addressing some of the concerns together with respect to the network connectivity security, >>I will just take the cost anything. It's a very, very interesting at least when we all ended up in this pandemic in March. We really very, very nervous, actually, because everyone has to operate remotely on we are. We are dealing with the customer data. It's ah, it's very, very important that we have a secure environment to access the information and at the same time maintain the integrity of the data and also the quality off the plate. Those other two primary objective for us. We don't want to compromise on quality. We don't want to compromise on security from a cloud perspective. So the solution we have put in really, I just give you one example there was on the airline Ah, UK based the airline industry airline company which they need that workforce overnight. They want everybody to go remote because you know you cape on. They just put up condition that nobody can work from the office overnight and then terror ports as toe work from home purchases, implement the solution for them on our clothes overnight and make that 1000 employees store from home the next day morning. All of them started working with full quality of services and also with a full security aspect of it, has been taken care ornate on the solution. We are deployed. Very interesting case study on The important thing we have done is use the technology to the port. Use all kinds of technology to make sure that the employees that work from home we took care of the network connectivity. We took our eye off the security aspects off the data from security aspects. We've implemented all the security functions from really APIs. But people, Children stop perspective. Andi, make the workforce enable that. But now you are talking about millions off millions of workers going to work from home. Right? Because it is one example for one company we have done that now the easiest themselves has got more than 400 1000 employees. And we are talking about millions off our pores, going to work from home on going forward. So that is I'm seeing this as a big opportunity. It's not that everybody has are just this at this point in time, I'm seeing this as an opportunity where on the cloud easiest cloud kind off. The solution is going to help them to achieve this. And this is a great opportunity for not only for PCs, but also for HP because the solution we're putting together with the HP is more on the digital or course how we can enable the people to work from home, not compromising on as I mentioned from a security you're in from millions perspective. So I'm seeing this as an opportunity for both the organization, and it's a long way to go is we need to work on this. It's not. We don't have a magic want to make the millions off workers to work from home, but it is going to have all soon and probably in the next step. Yeah, so we may achieve this, impair people off. The workforce is going to go remotely on this list. So that's that. And my take on this >>is so the impact that HP and TCS Herb being able to make for customers who have had to massively transform their entire workforce overnight, as he said, to work from home to talk about some of the new maybe new solutions or new business opportunities that HPC is partnering with TCS shells, we'll start with you in this new era, >>Yeah, so if you look at it, I just taking it again on extension off of the projects. What he just mentioned about the percentage of employees going remote Lisa across industries today. I would say less than 20% of the employees are actually working remote or they have the ability. But the organizations have the ability to support the employees going, and if you have to take it to 50% so you can look at the kind of opportunity we have both as HP and as PCs. So we bring in a lot of best in breed infrastructure from for enabling the employee workforce to know where it is. I would say capacity off workloads and it's all workload specific. And what business does this or when people Pretty easy as we kind of bundle that creating a reference architecture or a giant architect picture addressing the customers by industry word. So because one what suits for one vertical may not be really suiting well for a different world, right? For example, if you take a banking sector are playing, a workstation solution would look very different from somebody's doing remote work in retail, so we kind of continuously engage with the PCs, and that's where both of us have joint lab as well, where our technologies and pieces technologies come together, working on joint solutions and assisting the market in terms of the opportunity lights. And we offer this as part of A C is our digital workplace offerings. >>Are your conversations Dr Additional go to you or your conversations when you're jointly selling, changing in terms of who your audience is? Is this now a C level conversation? Since these leaders and we've heard leaders of Google and Facebook already last month saying Work from home extended still 2021. Is this now at the C suite level, where you guys are helping them really understand how to completely change and digitize their entire way of doing business? >>Absolutely. I think it's a great question, and it's actually the opportunity goes beyond the work from home solution. As you rightly I want to know that it is. It is all about digitization. It is all about digitizing their whole business process. It is not anymore infrastructure. Our application solution. It is more about really finding that business process be defending. The way the business is going to operate in future is the discussion we are having so a lot of these discussions are happening at a very, very high level and with the business team also directly so earlier, you used to interact with the technology partners off our organization. But now we are interacting directly with the head of business are the C level except of the company. And that is the reason the exact reason is Ah, you. If you want your ports to be productive remotely, you can't just offer them on network on. You can't offer them just a solution to work from home. But you need to really find your whole business process you need. You need to digitize your infrastructure. You need to digitize your application. You need to rethink your whole process off. You're operating on it, so that's what I'm seeing. It's not only an opportunity for our players like a business cloud, but it is the opportunity for a bigger opportunity for PCs. And it should be not only in terms off on infrastructure in our cloud business, it goes beyond that. So that is that is the kind of an opportunity we're seeing, especially in the in the sectors of healthcare you're seeing major reforms are happening in the healthcare industry as we speak, and obviously manufacturing is going to go through a lot of changes. Also from that. And retail obviously has gone through a lot of changes already in terms of online, uh, stuff, but know that also going to go through changes in this new era? Yes, >>I have to ask you shelled, talking about redefining? That's a word that we've seen so many years in a row at tech conferences, right, this technology redefining this business or that industry. And now, of course, we're being redefined by an invisible virus. But how? How is the sales process being redefined? Is it a lot more accelerated because businesses have to put together new plans to continue operations? >>Yeah, again, a great question. Is this how you have? You know, I would say it's divided by industry body. It's not a uniform thing by, as not British was saying, every industry has got its own, its own set of challenges and its own set of opportunities, and some of them are really actually doing well even in times like and some of them have seen, Really. I mean, like, travel our transportation or you know some of those industries are, and even hospitality that's kind of affected big time. So our view of you know, the entire sales engagement of the processes we're spending more time on there. We really need to focus and which can help improve the businesses. Right? So the conversation's ready from How do I take the cost out in terms of how can I make a little more investment to get greater returns from the business? So it's like it's completely, I would say, an interesting pain and engaging compositions and decisions are happening. So we, if you look at us from an automatic perspective, the Internet to the sales team is armed with various virtual tools like we know you zoom views Skype using SMS teens. So all the tools available to make sure that we're able to connect with all our partners and customers on do enable joint business together. >>I just want oh, I add to it, Lisa, 111 point. I want bad, Really interesting change I'm seeing on the sales is normally we respond to it. I asked from a customer that is a sales happens. I want this many days. Do it and then what you can do with a solution that is a normal sales process. What I have seen that has changed completely. Yes, we go and tell the customer, Is this what you need Actually, to make you yourself your business? Better? This is the new offerings I'm having good. And this offering is going to help you to solve the problem what you are having today. So we are engaging a different level off sales conversation today with our customers. We know the problem of the customer because we are working with them for many years and we know exactly what they're going through. And we also know what new offerings we are having in this. So we are engaging the discussion with the customer doing that. This is my new offering. This is going to help you to solve this problem. But that is a different angle of sales we have seen nowadays they spend on it. >>The last question shells to you. We started our interview today talking about the HP TCS relationship. You talked about how it's evolved. Last question. You talked to me about H B's strategy. How does it match TCS Alfa Cloud offering. >>Yeah, so again, a great question, Lisa, if you look at our strategy, is to accelerate the enterprises with it. Centric and cloud enable solutions which are workload up, optimized and delivered everything as a service. And whatever you heard from Dr Rogers through this entire conversation was about how do we give as a service model you gave an example of honor. You gave an example off, you know, going how optimizing workloads for video and getting employees to be able to be productive remotely and all of that kind of extremely resonate well with, you know, what we see is confined to price. Cloud offering is bringing to the table for the customer and the underlying platform. You know, we kind of elaborate extensively and closely with the easiest architecture. Seem to have the HP portfolio off. You know, the compute and storage portfolio integrated as part of their offering, and we go together to market, you know, and addressing and kind of an ask service model. 1,000,000,000. >>Excellent. Well, shells Dr. Rajesh, pleasure talking with you both today about what UCS and H e are doing together and some of the ways that you're really helping businesses move forward in these uncertain times, we appreciate your time. >>Thank you. Thank you for represents. Thanks. Thank >>you. Dr Rajesh. >>My guest. I'm Lisa Martin. You're watching the Cube's coverage of HP Discover 2020. The virtual experience. Thanks for watching. >>Yeah, yeah, yeah.

>>from around the globe. It's the Cube covering HP Discover virtual experience brought to you by HP. >>Welcome to the Cube's coverage of HP Discover 2020. This is the virtual experience. I'm Lisa Martin with the Cube, and I'm joined by a couple of guys who were gonna talk through one of HPC ease. Longest partnerships. We've got shells. No Ryan and the senior director Ecosystem sales for North America at HP and Dr Rajesh Boston, the global head of sales and solutions for the TCS. Wow. Gentlemen, welcome to the Cube. >>Thank you. >>So, first question for you, as I mentioned, HP and TCS have been partners for over 30 years. Talk to our audience about the partnership and how it has evolved to where it is today. >>Yeah. Thank you, Lisa. Firstly, you know, I'm pretty excited to be part of this Cube interview with garages. I know. I know him personally for over five years through various interactions globally and this new role for North America. This is our strategy and global system integrator partner. And this is a longstanding partnership between HP and this years has grown multi falls over the last 30 years. We you know, pretty much enjoyed every single I would say transactions or the business engagements, what we've had so far. And we liberate each other for our internal I T requirements and also to drive joint, go to market initiatives across the world. That's making this a truly a 3 60 degree partnership. There is a lot of heritage, a mutual trust and respect between both organizations at all levels and the complimentary offerings. You know what you will hear a lot more in the next couple of questions we bring to the table together are very unique and very differentiating to the clients, which are >>excellent. Dr. Rajesh walk us through some of those joint offerings that TCS cloud in h e or delivering. >>Yeah, so far so far. Thanks. I just want to thank the HP team for giving me the opportunity to off to a larger audience. Andi, This new normal. This is the first time I'm doing an interview like this. Thanks for that experience. Actually, as James mentioned, this relationship goes a long way. I am talking about the larger PCs were a long relationship. Andi, specifically on the easiest flowed. We started this journey in a very, very practical way. Five years back it was it was started in a very, very small trial and error basis. We started this relationship RPC explode. But at this point in time after So yes, we have taken this into, ah, new norm, actually. So I'll give you a couple of examples. One of the examples We have a very major retailer in Germany, which we work so that it was a multi $1,000,000 deals, our busiest on GHB. He has been a unique offering to the customer s AP, and a space on that is really growing a lot. And that's the one offering I would like to tell the audience that really has picked up and spent on the relationship in the German region. Right now we are trying to take that up, offering across on other other regions also, so that is one of the key offerings that we are doing it. The other offerings are multiple offerings we are doing, but again, I want to highlight the storage as a service offering. Great. It's everybody in the industry today, Andi, we are experimenting that in the initial stages in Australia, we started in Australia a small offering. And now we are expanding it in the US geography in a big way. And this year we are going to make that as a unique offering. And we're going to offer they're all over cloud customers as a storage as a service offering. Also, multiple other offering. Lisa. But I just thought that I like this tool which are making our business. We're making a lot of business together with these two offerings >>is the, uh, s AP opportunity that you mentioned is that the Hana as a service that TCS is delivered? >>That's correct. So it's ah, it's a service. But the uniqueness of that particular offering is be jointly created the architecture so that the customer can use that, like a database as a service model. Right? So it was It was not available that time in the industry so easily like what we offered at that point in time to do enough years back. We offer that particular said we spoke a summer and interestingly, that particular offering the customer was using s AP themselves as a service initially, and they migrated their to us actually from Maybe that's a reason they bought HP and PCs. That is like a summer on this API and a platform. So that's the That's the interesting story under, >>if we didn't do that just a little bit further, I wanted the audience to understand the impact that this partnership has H p E and TCS delivering Hana as a service for your customers. What are the benefits there than what the customer, as you said was doing previously? >>Yeah, yeah, I think I just want to relay the three or four points that make that this offering very unique, and that helps the customer number one is associated with model. So the customer has got the complete flexibility off going up and down like a true cloud model, right? And so it is a really a unique proposition at that point in time, where the customer not a story about using less for some time and then using more sometimes. So it's kind of a complete, flexible model that we offered at the time. Number two is, it's a complete customization is possible. It is not like a fixed architecture. The architecture is so flexible so that the customer business needs can be met through the architectural changes. So it's not like normally people think that lotus highly standardized architecture, right? So that has gone out, and we were given a flexible architecture for the customer. That is the number two number three, obviously the cost end of the day. There's a business case which we need to make it work right for the customer. So obviously, with the PCs and HP coming together, we were able to do the costarred, want age with a customer that is the third advantage of that. The last, but not the least, is the quality of service it is it is all about. I always used to tell my partners that selling is easy. Delivering it is what it's important it is, which will make the customer to stick with you, right? The were given and delivery quality experience who our customer s so that I think that makes a very unique proposition from a technology perspective from a pricing, but from an architecture and also from the delivery perspective. So those are the few few things I just thought that I violated. >>Excellent. So a couple of words that you mentioned popped into my mind as really even more well have a different meeting as we're in summer 2020 flexibility and unique. Offering chills back to you from a go to market perspective. How is that relationship with HP? And he says, changing in the Koven era. >>Yeah, it's pretty interesting, and I would like to call it an example off. You know, what we see is is that you themselves during the corporate times, you know, it also came in the pets close to 90% of the workforce. We're 100% productive. Uh, and, uh, they have a plan to go 75% of the employees, you know, but go being remote by 2025. So that's the journey they're taking on. And another thing that you notice there's a lot of the, you know, During the corporate times, many of the customers were looking for solutions like virtual desktop infrastructure. So they wanted their employees to be productive, bi directional and in the other area of focus was like a TCP, you know, how do I kind of make sure on the applications are available to you, the customers and also do their internal organizations? So we've seen a lot off. I would say engagement with that is I could picture team and also the solution team toe address This requirements off the market jointly >>when we look at certain things that now might even be more important with this new normal, if you will, that the fact that most companies are still in phase one of this work, everyone works from home trying to get to a face to that might see some some maybe by function groups coming back to the office and then getting to this third. Maybe it's the new nirvana of some hybrid workforce, where there's gonna be some that come back permanently, and some that Don't and Tony Unirea chose, I saw was quoted last month as saying, I think that 50% of the workforce will only 50% will come back. So in this new not only hybrid I T environment in which your customers love, but now this new pending hybrid workforce environment, how are you addressing some of the concerns together with respect to the network connectivity security, >>I I'll just take the cost anything. It's a very, very interesting at least when we all ended up in this pandemic in March. We really very, very nervous, actually, because everyone has to operate remotely on we are. We are dealing with the customer data. It's ah, it's very, very important that we have a secure environment to access the information and at the same time maintain the integrity of the data and also the quality off the plate. Those other two primary objective for us. We don't want to compromise on quality. We don't want to compromise on security from a cloud perspective. So the solution we have put in really I just give you one example there was on the airline Ah, UK basically are living in the spirit of the company which they need that workforce overnight. They want everybody to go remote because you know you cape on. They just put up a condition that nobody can work from the office overnight on the entire or ports as toe work from home, PTC is implemented the solution for them on our clothes overnight and make that 1000 employees store from home the next day morning all of them started working with the full quality of services and also with a full security aspect of it has been taken care or made on the solution. We are deployed. Very interesting case study on The important thing we have done is use the technology to the poor. Use all kinds of technology to make sure that the employees that work from home we took care of the network connectivity. We took our eye off the security aspects off the data from security aspects. We've implemented all the security functions from a media perspective. Actually stop perspective, Andi. Make the workforce enable that. But now you are talking about millions off millions of workers going to work from home. Right, Because it is one example for one company we have done that note easiest themselves has got more than 400 1000 employees, and we are talking about millions off work force going to work from home on going forward. So that is, I'm seeing this as a big opportunity. It's not that everybody has are just this. At this point in time, I'm seeing this as an opportunity where on the cloud easiest cloud kind off. The solution is going to help them to achieve this, and this is a great opportunity for not only for PCs but also for HP because the solution we're putting together with the HP is more on the digital or course how we can enable the people to work from home, not compromising on as I mentioned from a security you're in from millions perspective. So I'm seeing this as an opportunity for both the organization, and it's a long way to go is we need to work on this. It's not. We don't have a magic want to make the millions off workers to work from home, but it is going to have all soon and probably in the next step. Yeah, so we may achieve this. Impair people's off. The workforce is going to go remotely on this list. So that's that. And my take on this >>is so the impact that HP and TCS herb being able to make for customers who have had to massively transform their entire workforce overnight, as he said, to work from home to talk about some of the new maybe new solutions or new business opportunities that HPC is partnering with TCS shells, we'll start with you in this new era, >>Yeah, so if you look at it, I just taking it again on extension, offered up by just what you just mentioned about the percentage of employees going Lisa across industries today. I would say less than 20% of the employees are actually working remote or they have the ability. But the organizations have the ability to support the employees going, and if you have to take it to 50% so you can look at the kind of opportunity we have both as HP and as PCs. So we bring in a lot of best in breed infrastructure from for enabling the employee workforce to know where it is. I would say capacity off workloads and it's all workload specific. And what business does is over when people pretty easy as we kind of bundle that creating a reference architecture or a giant architect architecture addressing the customers by industry body. So because one what suits for one vertical may not be really suiting well for a different world, right? For example, if you take a banking sector, our traded workstation solution would look very different from somebody's doing remote in a retail. So we kind of continuously engage with the PCs, and that's where both of us have joint lab as well, where our technologies and pieces technologies come together, working on joint solutions and assisting the market in terms of the opportunity lights. And we offer this as part of A C is our digital workplace offerings. >>Are your conversations Dr Additional go to you or your conversations when you're jointly selling, changing in terms of who your audience is? Is this now a C level conversation? Since these leaders and we've heard leaders of Google and Facebook already last month saying Work from home extended still 2021. Is this now at the C suite level, where you guys are helping them really understand how to completely change and digitize their entire way of doing business? >>Absolutely. I think it's a great question, and it's actually the opportunity goes beyond the work from home solution. As you rightly I want to know that it is. It is all about digitization. It is all about digitizing their whole business process. It is not anymore infrastructure. Our application solution. It is more about really finding that business process be defending. The way the business is going to operate in future is the discussion we are having so a lot of these discussions are happening at a very, very high level on with the business team. Also directly, so earlier you used to interact with the technology partners off our organization. But now we are interacting directly with the head of business are the C level except of the company. And that is the reason the exact reason is Ah, you. If you want your ports to be productive remotely, you can't just offer them on network on. You can't offer them just a solution to work from home, But you need to really find your whole business process you need. You need to digitize your infrastructure. You need to digitize your application. You need to rethink your whole process off. You're operating on it, so that's what I'm seeing. It's not only an opportunity for our players like PCs cloud, but it is the opportunity for a bigger opportunity for PCs and be not only in terms off on infrastructure in our cloud business, it goes beyond that. So that is that is the kind of an opportunity we're seeing, especially in the in the sectors of healthcare you're seeing major reforms are happening in the healthcare industry as we speak on, obviously, manufacturing is going to go through a lot of changes. Also from that. And retail obviously has gone through a lot of changes already in terms of online, uh, stuff, but know that also going to goto changes in this new era? Yes, >>I have to ask you shelled talking about redefining? That's a word that we've seen so many years in a row at tech conferences, right, this technology redefining this business or that industry. And now, of course, we're being redefined by an invisible virus. But how is how is the sales process being redefined? Is it a lot more accelerated because businesses have to put together new plans to continue operations? >>Yeah, again, a great question. Is this how you have? You know, I would say it's divided by industry body. It's not a uniform thing. By, as the British was saying, every industry has got its own, its own set of challenges and its own set of opportunities, and some of them are really actually doing well even in times like and some of them have seen, Really. I mean, like, travel our transportation or, you know, some of those industries are and even hospitality that's kind of affected big time. So our view of you know, the entire sales engagement of the processes we're spending more time on there. We really need to focus and which can help improve the businesses. Right? So the conversation's ready from How do I take the cost out in terms of how can I make a little more investment to get greater returns from the business? So it's like it's a completely I would say, an interesting pain and engaging compositions and decisions are happening. So we, if you look at us from an automatic perspective, the sales team is armed with various virtual tools, like We know you zoom views Skype using SMS teens. So all the tools available to make sure that we're able to connect with all our partners and customers on do enable joint business together. >>I just want oh, I add to it, Lisa, 111 point. I want to ride Really interesting change I'm seeing on the sales is normally we respond to ask from a customer that is a sales happens. I want this many days do it and then what you can do with a solution That is the normal sales process. What I have seen that has changed completely. Yes, we go and tell the customer, Is this what you need Actually, to make you yourself your business? Better? This is the new offerings I'm having good. And this offering is going to help you to solve the problem what you are having today. So we are engaging a different level off sales conversation today with our customers. We know the problem of the customer because we are working with them for many years and we know exactly what they're going through. And we also know what new offerings we are having in this. So we are engaging the discussion with the customer doing that. This is my new offering. This is going to help you to solve this problem. But that is a different angle of sales we have seen nowadays in this. A friend of it, >>the last question shells to you. We started our interview today talking about the HP TCS relationship. You talked about how it's evolved. Last question. You talked to me about H B's strategy. How does it match TCS Alfa Cloud offering? >>Yeah, so again, a great question, Lisa, if you look at our strategy is to accelerate the enterprises with it. Centric and cloud enable solutions which are workload optimized and delivered everything as a service. And whatever you heard from Dr Rogers through this entire conversation was about how do we give as a service model you gave an example of Hana? You give an example off, you know, going optimizing workloads for VD I and getting employees to be able to be productive remotely and all of that kind of extremely resonate well with you know, what pieces are defined to. Price cloud offering is bringing to the table for the customer and the underlying platform. You know, we can have yeah, extensively and closely with the easiest architecture being tohave the HP portfolio off. You know, the compute and storage portfolio integrated as part of their offering, and we go together to market, you know, addressing and kind of an ask service model. 1,000,000,000. >>Excellent. Well, shells Dr Rajesh, pleasure talking with you both today about what UCS and H e are doing together in some of the ways that you're really helping businesses move forward in these uncertain times, we appreciate your time. >>Thank you. Thank you. For instance. Thanks. >>Thank you. Dr Rajesh. >>My guest. I'm Lisa Martin. You're watching the Cube's coverage of HP Discover 2020. The virtual experience. Thanks for watching. >>Yeah, Yeah, yeah, yeah, yeah.